CONNECT

CREATE CONNECT

ALIGN

PREPARE FOR SALES CALL: “If you fail to plan, you are planning to

fail. Know your customer and outlet. Is it

populated by an urban or affluent shopper? This question directly correlates to what SKU’s pitch which increases turn rates and reduces BD&L hits

Short elevator pitch to customer – time window .

ENTER SALES OUTLET LIKE A PROFESSIONAL: Greet the customer with an effective

opening statement – as a salesman you have to be chameleon with each customer and outlet.

Mr. Sonny in contrast to Mr. Lee. FACT BASED SELLING+STRONG

RELATIONSHIPS=INCREMENTAL VOLUME.

SELL AGAINST OPPORTUNITY: Budweiser and V8 (neglected). Good guy (us) bad guy (them) role. OUTS=bad business for all parties.

BUILD A PERSUASIVE PRESENTATION: Napkin math.* Customer’s are monetarily visual

creatures.

Collaborating for Value

2

Developing Self & Others: MOREHOUSE Career Day

Driving Innovation≥+¢123%$

≥+¢123%$

• $26.88(case cost) ÷ 24 (number of units)= $1.12 per unit.

• B3G1 – $26.88 (case cost) x3 (number of cases in the deal) ÷ 4 (buy 3 get 1 free = 4 total).

• Equates to $20.16 per case (.84 per unit).

• Average retail is $1.79 - $1.89 per unit.

• That’s over 50-53% margin!!!

≥+¢123%$

≥+¢123%$

Importance of RED• RED is always illustrated in a circular motion:

-Teaches to maintain a continuous cycle of improvement.• - Increases volume and revenue growth.• - Tracking and monitoring your success allows you to discover

opportunities you may have missed within each respective outlet.

Total Volume DN GP$

ASMs Rank Plan Actual Perf Ran

k Plan Actual Perf

BJ Jones 1 825,534 794,941 96.3% 1 $3,380,045 $3,331,007 98.5%

Tim Brown 2 796,876 752,918 94.5% 2 $3,413,029 $3,313,545 97.1%

Michael Langley 3 1,077,159

1,017,538 94.5% 3 $4,536,749 $4,346,518 95.8%

Total Volume DN GP$

DSMs Rank Plan Actual Perf Rank Plan Actual Perf

Steve Johnson 1 178,146 176,260 98.9% 1 $710,678 $728,965 102.6%

Keith Aaron 2 200,591 197,355 98.4% 10 $872,629 $847,639 97.1%Luis Champsaur 3 172,887 169,744 98.2% 3 $714,509 $711,776 99.6%LaRita Spencer 4 141,543 137,773 97.3% 9 $624,119 $606,782 97.2%Greg Webb 5 145,723 141,600 97.2% 6 $624,562 $615,085 98.5%Steven Patterson 6 167,523 162,762 97.2% 5 $730,650 $722,384 98.9%

Mike Wiltey 7 167,270 162,432 97.1% 2 $703,447 $705,391 100.3%

David Gamble 8 135,032 130,915 97.0% 4 $569,630 $565,808 99.3%Russ Cothern 9 164,065 154,682 94.3% 11 $646,849 $624,324 96.5%Tony Bybel 10 196,056 184,626 94.2% 7 $773,837 $755,851 97.7%Keith Aaron 11 156,574 146,124 93.3% 8 $697,262 $680,350 97.6%880 Open 12 220,027 204,632 93.0% 14 $855,094 $806,678 94.3%Thomas Eads 13 150,759 140,046 92.9% 13 $577,079 $546,622 94.7%Carlos Hagood 14 129,698 117,901 90.9% 15 $563,655 $517,962 91.9%Jay Donnell 15 197,354 178,908 90.7% 12 $845,648 $802,000 94.8%Ricky Layton 16 176,322 159,637 90.5% 16 $820,177 $753,453 91.9%

Total Volume DN GP$

Account Managers Rank Plan Actual Perf Rank Plan Actual Perf

Susie Landis 1 19,657 23,071 117.4% 1 $69,855 $96,777 138.5%

Ted Sorrow 2 25,357 29,233 115.3% 3 $112,027 $123,101 109.9%

Jarrad Boggess 3 19,105 21,928 114.8% 7 $85,931 $92,701 107.9%

Earl Buro 4 23,137 25,681 111.0% 2 $107,531 $124,122 115.4%

Michael Welch 5 16,225 17,648 108.8% 5 $72,377 $78,189 108.0%

Andrew Johnson 6 22,929 24,797 108.1% 15 $93,471 $96,110 102.8%

Jagesh Patel 7 24,310 26,181 107.7% 20 $92,231 $93,879 101.8%

Lee Tyra 8 21,223 22,698 107.0% 10 $96,148 $101,002 105.0%

Matthew Harper 9 19,178 20,347 106.1% 27 $90,651 $91,262 100.7%

SME 227 CAT II SMALL STORE 108

Volume:Total Volume & DN GP$ SS Atlanta MU TrackerPerformance Results

Matthew Harper SME 211 11,417 11,228 11,228 101.7%March 2014 Sales Goals

Matthew Harper SME 211 8,162 6,317 6,822 119.6%February 2014 Sales Goals

Matthew Harper SME 211 8,838 7,432 7,952 111.1%April 2014 Sales Goals

Partners• Becoming our customers’ #1 supplier!

Delivering the best customer service every day

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