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Sales Update. DeCA Europe. Mr. Randy Chandler Director, Sales. Presented by: Mr. Larry Hahn Chief, Resale Contracting Directorate of Sales. 1. YTD Europe Zone* Sales. Thru June 2008. TOTAL SALES 3 OF 4 ZONES UP GROCERY SALES 3 OF 4 ZONES UP

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Presentation Transcript
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Sales Update

DeCA Europe

Mr. Randy Chandler

Director, Sales

Presented by:

Mr. Larry Hahn

Chief, Resale Contracting

Directorate of Sales

1.


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YTD Europe Zone* Sales

Thru June 2008

TOTAL SALES 3 OF 4 ZONES UP

GROCERY SALES 3 OF 4 ZONES UP

PRODUCE SALES 3 OF 4 ZONES UP

MEAT SALES ALL 4 ZONES DOWN

TRANSACTIONS 2 OF 4 ZONES UP

Note: The four zones do not include CDC (41) and Nexmart (42) Zones

2.


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Europe Zone Leaders - Sales

Thru June 2008

* Indexed to Region Average

3.






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End of Cheap Food?

  • Healthcare costs

  • Oil price surge

  • Weak dollar

  • Weather

    • Drought in Australia

    • Flooding in Argentina

  • Demand

    • China beef consumption has doubled

  • Impact of ethanol

8.


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Sustainability?

Corn

2.5 lbs corn = 1lb poultry

It takes 800 gallons of water per person per day to produce daily food intake

It takes 450 lbs of corn to produce enough ethanol to fill an SUV gas tank

7 lbs corn = 1lb beef

1,500 gls water = 1lb beef

Water

9.


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Consumer Impact

  • FMI Trend Reports

    • 71% increase in home cooking frequency

    • 67% buying fewer luxury items

    • 60% buying more store brands

  • Value will be focus

  • Fewer trips to secondary stores

  • Fewer trips = STOCK UP

10.


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Retail Shift

  • New outlets

    • Supercenters, 70%

    • Dollar stores, 64%

  • Losing ground

    • Drug channel, -3%

    • Grocery, -6%.

  • Same store dollar sales declined as well

11.


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Defining Trends

  • Four trends will shape the retail operating environment the remainder of this decade:

    • Aging population

    • Increasing ethnic diversity

    • Need for speed

    • Health & wellness concerns

  • Opportunities products, alterations to the store (lighting, store set) accommodate older shoppers’ limitations

12.


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The Three Ps

  • Manufacturers trying to keep pace with new items

    • Portability

    • Preparation simplicity

    • Preparation time

  • New product concepts must respond to speed-of-life issues without sacrificing flavor

13.


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Fastest-Growing Categories

>$1 Billion

  • Drinkable yogurt

  • Fresh fish/shellfish & seafood

  • Alcoholic cider

  • Ready-to-eat salads

  • Baby formula

  • Dairy-based drinks

  • Source: executive news report from nielsen global services, december 2006

14.


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New Team Members

  • Michelle Frost – Chief, Semi-Perishable Division

  • Brad McMinn – Chief, Perishable

  • Barbara Merriweather – Category Manager, Local/DSD

15.


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Promotions

  • Total items published reduced 21%

    • Dollar Sales Per SKU + 5%

    • Units Per SKU + 7%

  • Increase Pallets/Shippers

  • Incorporate Club Packs

    • Averaging $6.8 million per month

    • $2 million per month increase

  • Seasonal Programs + $9 million

16.


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Front End Racks

  • Fixtures have been selected

  • Currently

    • Developing stock assortment

    • Surveying stores select type of fixtures

  • 60 days to manufacture equipment

  • Phased implementation - September

17.





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Check It Out

  • Shoppers choosing self-checkout:

    • Wal-Mart (45%)

    • Kroger (43%)

    • Target (40%)

    • Publix (28%)

    • Costco (26%)

    • Whole Foods (14%)

    • Safeway (13%)

    • Meijer (11%)

    • Albertson’s (11%).

21.


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Space Allocation – Bragg North

  • Today little variance in plan-o-grams

    • Based on historic sales data

    • Sets based on class of store

    • No factor for lost sales or promoted volume

  • Reduce space in declining categories

    • Fewer items = IN STOCK

  • Reconfigure flow to maximize allocation efficiencies

22.


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Organic Options

  • Organic food sales represent just 2.5%

  • Organics grew 30% in 2007

  • Grown roughly 20% per year for past five years

  • Grocery annual sales grew 3–5% overall

  • Organic food sales predicted to double as early as 2009

  • Organic offerings in personal care, nutritional supplements, household cleaners, and pet food

23.


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Focused on “Green” Efforts

  • Organic Products

    • Items up 17% in last 12 month – from 543 to 634

    • Sales up 34% (July-June over prior year) to 34.7m

  • Environmental Initiatives Reusable grocery bags sold starting 10/30/2007

    • Over 1,382,000 sold thru 07/17/2008

  • Compact fluorescent light (CFL) bulbs, FY 08 Goal: 1 Million

    • Over 950,000 sold FYTD – thru 07/17/2008

  • 24.


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    Expand Benefit - Access G/R

    • Developing staff office for support

    • Serve as single POC for store support

      • Logistics

      • Communication

      • Transportation

      • Equipment

    • Develop “Virtual Solution”

      • Internet ordering – on site payment

      • Develop total solution to include payment

        • Expand – self fulfillment

    25.


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    Retail Perspective

    • Consumers are plugged into technology

    • Logging on to plan trips search for restaurants and socialize

    • Top 15 web domains

      • eBay.com, 1st

      • Amazon.com, 5th

      • Target.com, 12th

      • Wal-Mart.com, 15th

    26.


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    Thank You!

    Mr. Randy Chandler

    Director, Sales

    Presented by:

    Mr. Larry Hahn

    Chief, Resale Contracting

    Directorate of Sales

    27.


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