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Our TBT Vision

Dave. Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success. Our TBT Vision.

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Our TBT Vision

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  1. Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success. Our TBT Vision “To Be Wal-Mart / Sam’s Most Valued Supplier” Click to advance

  2. Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success. Dave Pollard VP, Wal-Mart - Sam’s Club Team Stuart Kronauge VP, Marketing, Wal-Mart - Sam’s Club Team Click to advance

  3. Mission 2010 in Progress... Dave As our new team started taking shape, our system pulled together to participate in the July 4th TAB with remarkable success. The results for this event reversed out YTD performance and we have sustained that momentum throughout the summer. In August, we used our Annual Bottlers Meeting in Orlando to introduce our new TBT and to set the stage for “New Ways to Win at Wal-Mart. +93% CS $100MM Sparkling Retail Sales +66% Retail $ Formed our new Team Click to advance

  4. Jim Ryan Nat’l Dir of Bus Develop Tom McClintock Nat’l Dir of Sales Dave • The CCE Team • Tom McClintock – HQ Sales • Susanne Geldart – Sales Ops • Jim Ryan – Customer Bus. Dev. Dave Pollard VP Wal-Mart / Sam’s Club Team Belinda LeMaire Sr. Admin Andrea Hill Cat Mgr Sparkling Lisa Winkler Cat Mgr Barbara Dozier Analyst Still Alana Harp Analyst Susanne Geldart Nat’l Dir of Ops Tom McClintock Nat’l Dir of Sales Mark Jochumsen Wal-Mart AE Sparkling Sharon Belto Wal-Mart AE Still Martin Dimmitt Sam’s AE Click to advance

  5. Stuart Julie Hamilton VP Wal-Mart TBT • The CCNA Team led by Julie Hamilton • My great marketing team… • Bill Ryan – Minute Maid • Greg Puckett – Food Service Thuc Tran Sales - Sams Steve Nowlin Cat. Man. Bill Ryan Team Lead Paul Kraus Sales - WMT Belinda Meadors CPFR Anal. Honey Black Sales Anal. Jill Wittry Pricing Anal. Greg Puckett Sales Kermit Sykes Customer Svc. Jeff McClelland Shopper Mktg Emily Manne Shopper Mktg. Christie Escalona Shopper Mktg. Brent Chism Shopper Mktg. Stuart Kronauge VP of Marketing Click to advance

  6. Marketing & Innovation 1 2 Shopper / Consumer Insights Customer Business Development 3 Supply Chain Management 4 We Will Win with Wal-Mart by Being Best at… Retail Execution 5 Stuart • Built on the Foundation of the 5 Best Ats • Outlined Six Key Actionable Items for Our System to Execute • System Alignment in the Pursuit of becoming Wal-Mart’s Most Valued Supplier Click to advance

  7. Grow Core value & expand portfolio Activate shopper-segmented merchandising Collaborate, cover & execute business plan Improve customer service System Alignment to: Drive sustainability Stuart • Deeper Look into 3 of The Actions • Grow Core Brand Value and Expand Portfolio • Shopper-Segmented Merchandising drives brand-centric Irresistible Shopping Experiences • Sustainability Click to advance

  8. System Alignment to: Stuart • Deeper Look into 3 of The Actions • Grow Core Brands and Expand Portfolio • Shopper-Segmented Merchandising drives brand-centric Irresistible Shopping Experiences • Sustainability Grow Core value & expand portfolio Activate shopper-segmented merchandising Drive sustainability Click to advance

  9. Grow Core value & expand portfolio Dave 1 • Red, Black Silver will be the corner stone for all Core Brand Activity • COMAC • TABs • DASANI, POWERade and Glaceau will lead the growth in the Hydration categories • Nestea, Gold Peak, FUZE and V8 positions our system for to capture leadership in the Still/Emerging Categories • All of this supported with Big Event and local Marketing activities to drive relavance with consumers Click FOR NOTES

  10. Drive Brand-centric, Irresistible Shopper Experiences We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location… John Fleming CMO, Wal-Mart

  11. 2008 Core Brand Calendar Stuart • 3 pillars— • Participation with Wal-Mart programs during key Food Events System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet Execution Click to advance

  12. System Aligned Offers Dave System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet Execution Wal-Mart Key Food Marketing Periods Game Time Summer BBQ Back to School Fall Football Holiday Q1Feb-April Q2 May-July Q3 Aug – Oct Q4 Nov – Jan Click to advance

  13. 2008 Core Brand Calendar Stuart • Activate Brand Focused programming and Key Properties and Initiatives • Zero Portfolio • Final 4 and Olympics • Family Home Meal Happiness and In Home Chill IHC FHMH IHC FHMH IHC IHC Click to advance

  14. 2008 Core Brand Calendar Stuart • Driving sales in Multi Cultural and Store of the Community Multi-Cultural / Store of the Community Click to advance

  15. 2008 Winning Plan Dave • Price/Package Planning that Delivers Category Leadership for our Sparkling Brands • More TABs are Expected at Wal-Mart in ’08 • Key Holidays with Price Leadership • Secondary Holiday Periods with Unbeatable Pricing • SEMs or PET Led TABs during non-holiday periods 2007 2008 Plan Click to advance

  16. 2008 3-Part Core Plan Dave 2007 2008 • Stacking all of this on a calendar to show our plans for • COMAC • TAB Events • Brand Focus Initiatives • Seasonal Activations • Brands • Packages Feb March April May June July Aug Sept Oct Nov Dec Jan Large Pack Can – 8’ COMAC Endcap Tier 2TAB Tier 2TAB Tier 2TAB Tier 1July 4th TAB Tier 2TAB Tier 2TAB Tier 1Xmas TAB AA/ COMAC Tier 1Mem DayTAB Tier 2BBQ TAB Tier 3 Tier 3 Tier 1Labor Day TAB Tier 2BBQ TAB Seasonal Q1(Feb-April) • 8pk 8oz Cans • 12 Pk Fanta • 2 L Zero Brands • 4pk Rockstar • Vintage Bottle Q2 (May-July) • 12oz PET • 12 Pk Cans Nestea/MMR • 2 L Fanta • 4 pk NOS • Vintage Bottle Q3 (Aug – Oct) • 8pk 8oz Cans • 12 Pk Fanta • 2 L Zero Brands • 4pk Full Throttle • Vintage Bottle Q4 (Nov – Jan) • 12oz PET • 12pk Zero • 2 L Green Bottle • Christmas Glass Bottle EDLP Pricing Click to advance

  17. +22% +31% +50% target $100MM brand Cut out Glaceau product

  18. PersonalLife BusinessLife CommunityLife Stuart Activate shopper-segmented merchandising • Key action: • Activate Shopper-segmented merchandising • Combine KO system Shopper & consumer insights + Wal-Mart’s segmentation • Taking insights to action via shopper-relevant merchandising & programs Click to advance

  19. Dave Activate shopper-segmented merchandising • Wal-Mart has refined their segmentation to focus on • Price Value Shoppers • Brand Aspirational • Price-Sensitive Affluent • All want • Better shopping experience • Unbeatable Pricing • National Brands at a Value Quality Products Immediate Everyday Needs Unbeatable Prices Price-Sensitive Affluents Faster Checkout & Wider Aisles Price-Value Shoppers Brands that I trust Brand Aspirationals Click to advance

  20. How Is the Shopper Information Relevant? Stuart • How is shopper information relevant? • Leveraging the intersection between our brands and Wal-Mart’s shoppers and… • … deliver national brands at a value that enhances the shopper’s experience. Right Brand Right Shopper Right Store Click to advance

  21. Stuart With a strong bias to the Sparkling category Growth opptys for our core brands And focus plan on specific brands and packages Click to advance

  22. Drive sustainability Dave • A Challenge from Wal-Mart on Sustainability • Wal-Mart has set aggressive goals for themselves • Suppliers are scored on Sustainability improvements and initiatives “Due to our size and scope, we are uniquely positioned to have great success and impact in the world, perhaps like no company before us.” - Lee Scott, CEO Wal-Mart Click to advance

  23. Sustainability Networks Learnings & Best Practices Sustainability Website Carbon Disclosure Project 2007 Sustainability Actions Packaging Scorecard Stuart • The Coca-Cola has actively participated with Wal-Mart on • Sustainability networks • Learnings & Best Practices about • Cooler Technology • Fleet • Water Conservation • Carbon disclosure project • Packaging scorecard • And a Sustainability Website which tracks success Pix of Cooler Click to advance

  24. Packaging Improvement 2008 VPI/Recycled PET Products Energy Savings Tool Kit On Web 2008 Sustainability Plan Stuart • Our 2008 Plan Includes: • Recycled PET Products • Packaging Improvements • Energy Savings • Tool Kit on Website Click to advance

  25. Video clips from Orlando meeting. GO! is producing Click to advance

  26. So How Are We Going to Get this Done With Our Customers? Scott & Alison Speaker Notes

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