Driving Accessory Attachment Sales in Electronics

1. Driving Accessory Attachment Sales in Electronics By: Laura Kavanaugh Executive Intern T1534

2. 5 Steps • Research • Project Implementation • Communicate to The Team • Follow-up and Coach The Team • Drive for Results Everyday 1

3. Research and Findings • eSupport • Accessory Attachment Rate Reports • Determined Weekly Top/Bottom Categories (Pg. 8 & 9) • Determined which stores are excelling in the areas we are not • Built Partnerships • Internal • Key Players: STL, ETL-HL, Team Leaders, Electronics Specialist, ETLs at T1534 • External • T1940 and T1978 – Consistently Green • MVP Program • T1092 – Excelling in categories we struggle with • Specific products they try to push 2

4. Implement New Program • Electronics MVP Program • Driving Sales in Electronics Binder • Weekly Accessory Attachment Report • Weekly Top/Bottom Accessory Attachment Group Ranks • List of Common Accessories • Daily Follow-Up Sheet (Pg. 10) • MVP Points • Receive 1 point per attachment, ESP, or REDcard sold • Weekly/Monthly MVP • Challenge Bin • Updated Weekly • 5 points • Pictures of specific products that should be pushed that week • Main selling points • On Ad • Accessories pertaining to the Categories we are struggling with 3

5. Communicate to The Team • Drive Change • Huddles • Status With All Team Members • Recognition • Demonstrate Commitment • Open to feedback • Engaging and Inspiring Others 4

6. Follow-up and Coaching The Team • Electronics Observation Cards to be completed each LOD shift • Allows us to track progress from a Guest Service Standpoint • Challenge, Coach, or Give Recognition when appropriate • LODs status with Team Members in electronics about Attachments and are aware of current scores 5

7. Drive for Results Everyday • Impact: Increased sales in Accessory Attachments • Shift from a Red to Green Workcenter in 3 weeks (Pg. 11 & 12) • 7/11/09 -- 34.3% Red • 7/18/09 -- 48.5% Yellow • 7/25/09 -- 50.2% Green • 8/01/09 -- 56.7% Green • As of 8/01/2009 (for the week) • 56.7% GREEN • #1 in District • #1 in Group • #56 in Company 6

8. Suggested Improvements • Store: • Create a follow-up log for Team Members to track progress • Create a challenge bin • District: • District sponsorship to drive district results • Take elements of project – hold district accountable • Higher Level: • Prompt on registers in electronics to remind Team Members about Accessories • Accessories that go with specific category • Track employee performance through transactions with accessory attachments • Similar to cashier speed and conversion • Group/District-wide Challenges for Accessory Attachments • Specific products to push that week in the Weekly Merchant Update 7

9. T1534’s Weekly Bottom Accessory Attachment Rates 8

10. T1534’s Weekly Top Accessory Attachment Rates 9

11. 10

12. - - 11

13. - - 12