2009 Sher Plan Web Version

Manager Name: Nick Piehl

Store Location: 3296 BLAINE

District: Minneapolis

Date: 01-08-09

2009Sherwin-Williams

Store SherPlan

Store Financial Overview

Locate current store P&L, Classified Sales Analysis, Store Audit, Inventory Analysis Report, Customer Analysis Report, and New Account Report. Understand where each number is found on the corresponding report and the impact to the stores overall financial performance. Be prepared to discuss how your actions affected the results shown.

Year YTD 2008 YTD 2007 % Increase YTD 2008 Budget YTD % Budgeted Inc.

Gallons X x 16.8 X 4.2

Sales

X X 23.9 X 8.5

GM %X X (1.4) X (1.2)

GM $$X X 19.7 X 5.3

Basic PayX X 10.9 X 5.2

Total Service X X 14.6 X 3.0

Controllable Expense X X 14.6 X (7.1)

Non Controllable Exp X X 10.4 X 9.5

Operating Profit

X X 94.0 x (26.4)

Flow Through 13.6

Describe/list factors contributing to your stores financial and gallon results:

We were able to grow both gallons and sales at a great pace through continued account qualification and sales call dedication. Although we were somewhat inconsistent in our sales call activity, I can honestly say that we have made more sales calls in 2008 than we did the first 15 months we were open. I know that moving forward this will be even more important to the success of the Blaine S-W. A few specific examples of where our growth came from would be XXXXX Painting, YYYYY Painting, and ZZZZZ Painting. XXXXX was a customer who I qualified at the counter when we first opened. With the help of Brandon, we were able to start a good relationship with XXXXX, and that turned into a $40k Duration exterior this summer. XXXXX is very connected with Dominium Properties, and he has already bid on two exteriors for the summer of 2009. YYYYY was also an account qualified at the counter. YYYYY used to work for an account out of St. Cloud, but decided to go on his own for 2008. We saw him almost every day in the summer, and he spent about $15k ytd. ZZZZZ Painting is a Sawicky account that was stolen from ICI. Both Jeromie and myself have developed a very good relationship with Joe and Eric (twin brothers). All year we have continued to dig deeper with these two to get more and more of their business, and it has paid off to the tune of $27k.

Store Working Capital Overview Working Capital represents working assets (inventory, accounts receivables) that impact store profitability. Be prepared to explain how your actions caused the results shown relative to your plan/budget. Input your individual Audit Scores

Topic YTD 2009 % Sales YTD 2008 % Sales

Final Inventory Shrink/PU(4,064) (0.25) (6,488) (0.53)

Final November Obsolescence26 0.00 21 0.00

Inventory Turns 6.7 N/A 6.0 N/A

Days Sales Outstanding (DSO) 45.0 N/A 43.0 N/A

Net Bad Debt7,933 0.5 16,163 1.3

2008 2007 2006 2005

Audit Score 30 135

Review the above and be prepared to discuss:1.What specific actions will you put in place to improve working capital and audit results?

Working Capital Audit Resultsa. Work more closely with DCO to curb bad debt a. Develop filing systems to make sure we are keeping up to dateb. Continue diligent inventory management b. Develop weekly/monthly/quarterly lists to keep up with required.c. Increase inventory turns to 8 c. Improve on communication with DCO on past due/overlimit

Describe/list factors contributing to your store’s final Operating Profit and audit results:

Our operating profit gain is attributed to increasing our GM over 2007 by .4% coupled with a 23.9% sales increase. Also, we were able to manage the back side of our P&L effectively. We improved over our initial audit score in 2008. Our first audit was admittedly miserable. However, we sat down and put a plan into place that resulted in a great follow-up audit score of 30.

Sales by Product Type / Market Segment

Be prepared to discuss the specific activities you completed last year that affected the increase / decrease in these segments.

PRODUCT TYPE:

YTD 2008 Sales YTD 2007 Sales YTD Sales Inc/ DecYTD Sales % to

TotalYTD 2008

GM %YTD 2007

GM %% Dif

Architectural Paint X X 27.2 66.9 x X (0.6)

Industrial Maintenance x X (16.1) 4.4 X x 5.9

Chemical Coatings X X 93.8 4.6 X X 2.8

Total Paint Sales X X 26.0 75.9 X X 0.3

Brushes & Rollers X X 17.1 6.1 X X (2.7)

Wallcovering X X (7.4) 0.6 X X 3.2

Floorcovering - - ***.* - - - -

Spray Equipment X x 25.9 4.1 X X (0.1)

Associated Products X X 17.4 13.3 X X 3.2

Total Non-Paint X X 17.9 24.1 X X 1.0

Total Sales x x 23.9 100.0 x X 0.4

MARKET SEGMENT: DIY X x (3.0) 17.8 Comments: Residential Repaint X X 33.7 33.7

New Residential X x 61.4 23.3

Commercial X X (22.8) 8.7

Property Management X X 27.2 6.6

Chemical Coatings X X (21.5) 1.9

Industrial & Marine x X 42.1 2.6

Comments:

These market segment numbers may change. We did a CAC code clean up late in 2008 to better track our accounts.

STORE Account Activity 2008 # of Accounts Sales $New Wholesale Cash & Charge Accounts (A) 169 XNew DIY Preferred Customer Accounts (B) 383 X

Total 2008 New Cash & Charge Accounts (A + B) [1] 562 X

Account Activity 2007 # of Accounts Sales $New Wholesale Cash & Charge Accounts (A) 176 XNew DIY Preferred Customer Accounts (B) 489 X

Total 2007 New Cash & Charge Accounts (A + B) [2] 665 X

Total Account Activity 2008-2007 # of Accounts Sales $ Increase/Decrease in New Account sales 2008 vs. 2007 [1-2] -103 xActive Accounts in 2008 883Active Accounts in 2007 479

TERRITORYList Territory activity for the sum of all territories in your store. (Refer to Source A/R-New Cash Accounts & A/R New Retail/CommercialAccounts.)Total Territory New Wholesale Charge Accounts in 2008 21 X

Describe how you achieved your new account results, and how you assisted the Territory Sales Rep to develop both charge and cash accounts:ttttttttttttttttttaskdsdlkgjdsklgkldgjds

New Account Development Please list your cash and charge account development activity as requested below. An account is active if the customer has purchased products within the past year. To complete this section refer to Source Reports – A/R New Cash Accounts & A/R New Retail/Commercial Accounts.) Be prepared to discuss your new account results this year compared to last year.

We continued to be persistent in qualifying all new customers at the counter in 2008. This seems to be the best way of setting up new accounts, these people are already in front of you! We also effectively used the new commercial charge applications with the plank/light offer on the back of them. Also, any new cash account information was passed on to Brandon for further qualifying as well as potentially opening new charge accounts.

Key Account Customer History

Rank your 10 largest customers in 2008 from High to Low in terms of sales (utilize the Audit 40 Report).Complete all columns.Review this list with all servicing store sales reps

Account Name Territory # 2008 SalesTY/LY Inc/dec

as a % to sales

Market Segment (RR, PM, CM, NR,

IM, CC)

S-W Share %

Main Competitor?

Est. MAIN Competitor

Share %1. Ballantine Painting Inc 4268 $47,609 486% PM/CM 50% ICI 30%2. BetterTone Decorators 4268 $43,978 325% CM 70% PPG 20%3. Citadel Floor Finishing System 6773 $36,267 101% IM 40% Own floor coating 50%4. Diversified Wall Systems 4782 $35,608 -66% NR 60% National contracts 20%5. Premier Finishes Inc 4268 $32,062 37% CM/IM 80% PPG 20%6. Custom Painting Inc 4268 $30,781 68% NR/RR 90% ICI 10%7. Rotter*Joseph 6392 $27,868 1,594% RR 80% ICI 20%8. Photo Finish Painting 4784 $24,732 -10% RR 80% Hirshfield’s 20%9. Murphy Bros. Bldg/Remod 4268 $25,171 1% RR/CC 40% Hirshfield’s 50%10. Tri-Star Homes 4268 $17,964 46% NR 80% ICI 20%

Total Key Accounts $322,040 29% Total All Store Sales 1,486,020 23.9%

Key Accounts as a % to Total Store Sales 22%

In the space below describe the performance increase/decrease of your Key Accounts, the competition and their share of the business with the account (specific products/services) and how you will work with the assigned representative to increase business in the New Year.

Only 2 of our top 10 Key Accounts had sales declines in 2008. AAAAA is a New Res painting company that does a lot of work for the large national builders, enough said. BBBBB is a recent transfer from Elk River, so I can’t speak to the history of this account. I do know that this account did buy a few pieces of equipment in 2007 from Elk River, and this may be where the loss is. CCCCC did a large property management repaint this summer using Duration. DDDDD was identified immediately after opening Blaine (“Big 3”), and we have taken them completely away from PPG. EEEEE has seen their business grow leaps and bounds with a new floor coating they’ve been using. FFFFF was able to withstand the tough market by doing 4-5 large commercial exteriors, as well as a few commercial new res. Build-outs. GGGGG has been a long-time customer of mine that has weathered the new res. Market. HHHHH is an account that Sawicky slowly converted to S-W along with a lot of hard work from the Blaine staff. IIIII business for 2008 included a lot more CC business than in the past, with Architectural sales lagging. JJJJJ has also been able to withstand the stress of the new home market and increase their business. Many of these accounts exclusively use S-W. The account with the largest potential is IIIII After countless tries to get our lacquer in their hands, they have recently warmed to the idea. With accounts that are largely exclusive to S-W, I believe the most important thing to do is keep introducing new products to help them better their business, and continue to be a valuable partner in their business.

Competitive Analysis - Top 3 Competitors Profile

Competitor Information Competitor A Competitor B Competitor C Name and address of competitor Hirshfield’s

Radisson Rd and 35WICI91st and 65

PPG/Iowa2863 84th Lane

Competitor Personnel Info:Mgr. Name/Tenure

Rep Name/Tenure

Name: DaveTenure:Name: CorbinTenure: forever

Name: DaveTenure:Name:Tenure:

Name: PatTenure:Name:Tenure:

List Competitor’s Top 5 Accounts (in my market)

* Skalicky Painting* Slepica Painting* Murphy Brothers**

* Hamilton Painting* Payne Painting & Dec* Riad Painting* Moriarty’s Decorating*

* Swanson Decorating* Barton*Jeff* Niemann*Bob**

Top 3 Competitor Products & SW Comparable Products (apply by brush & roller to understand similarities & differences)List Date of in-store comparison

* Aura vs. Duration Home 11/07* Impervo vs. ProClassic 3/07* Ben Moore Regal vs. Cashmere 3/07

* ICI Varnish vs. Mautz 6/07* ICI Fortis vs. Duration 8/07* Speedwall vs. 200 – 3/07

* Lifetime vs. Duration Home 10/07* Speedhide vs. 200 - 3/07*

Date of Store Visit: Store Hours:Delivery – Yes/NoNumber of Sales Reps:

Date: Hours:Delivery – yes# -2

Date:Hours:Delivery – yes# -1

Date:Hours:Delivery – yes# - 1

Brands SoldHirshfield’sBenjamin MooreM.L. Campbell

Glidden/ICI/DuluxICI 1 hour Varnish

PittsburghIowa Products??

Store EquipmentForkliftStore VanMechanic tinter

Store VanForklift

ForkliftStore Van2 tinters

What did you learn from the product comparisons? List both

positive and negative observations.

Aura covers great, but price vs. Duration Home is huge. Impervo very similar to ProClassic. Regal similar to Cashmere, Cashmere covers better wet/dry

ICI varnish similar to Mautz. Mautz seems to have little thicker feel. Duration AND Resilience better than Fortis. Speedwall not as good as 200

Lifetime is a nice product, covers well, and touches up nice. Speedhide is similar to ProMar 400.

Gap Analysis – Sales Gain Requirement

1. 2008 Total Sales $1,486,0202. Estimate your 2009 Budgeted Sales Gain in % 4%3. Budgeted Sales Improvement = Line 1 X Line 2

Example: $1,000,000 X 12% = $120,000…...…........................................................................................... Total (A)$59,441

4. My Personal Budget Goal: (ex. Personal goal 15% - $1MM x 15% =150K minus $120K = $30,000)…………………………… Total (B) $222,9035. Lost business and non-repeating Jobs: (list below) a. Ballantine Painting – Northgate Woods exterior Duration job b. DJ’s Painting and Remodeling (out of business)

40,0002,000

c. Mike’s Interior Painting (moved out of state)d. Total Painting (Mark IV)

6,400 2,500

e. Paul Trevithick(moved)f. U-Haul Blaine (exterior repaint)

2,5008,300

g. City of Blaine (WWTP floor project)h. KJ’s Const (Mark V)

4,8004,800

Total 2008 lost business and non-repeating Jobs.........................................................................................…. Total (C) $71,3006. Minimum sales gain required to meet budget…………………………………………………………………… Total (A+C) $130,7417. Minimum sales gain required to meet my Personal Budget Goal ………………………………………… Total (A+B+C) $353,644

List where your new business will come from: Sales $$DIY Customers (see page 10) $30,000Manager Opportunity Accounts (see page 11) $Rep Opportunity Accounts (see page 13) $New Accounts (see page 18 – Store Manager goals) $

TOTAL (this amount should equal or exceed line 7 above) $

DIY Sales Improvement Plan National Account Growth St

Plan Description and Date Sales Goal $$

1.Overall improvement of customer service level at store

Get with all staff members to go over all customer service related initiatives. GUEST, trademark, Preferred Cust Program-all year

$15,000 (approx. 5% increase in DIY sales)

2.Apply a few different floor coatings to our warehouse, hopefully via clinic

Conduct an in-store clinic on concrete floor finishing. Clinic including prep thru application. May 2009

$3,000

3.Sidewalk ladder sales on select weekends

Pick 4-5 specific ladders, create attractive signage, put ladders out on front sidewalk on weekends. 2nd & 3rd quarters 2009

$5,000

4.Build a more in-depth Stone Accents display to push add-on sales

Build a cabinet on wheels with a laminate counter top with Stone Accents applied to it. May 2009

$3,000

5.Quarterly faux/decorative clinics/Preferred Customer events

Work with Crystal to create a more focused, SELLING ORIENTED event once per quarter.

$4,000

Comments:

Store Opportunity Accounts

None of these ideas re-invent the wheel. What will make these ideas successful is effective planning. All details must be ironed out well in advance, and the proper calling and marketing must be done enough in advance. I really do believe that my staff can use a little refresher in customer service. There needs to be much importance put on providing our customers with the best experience possible when they come through our doors. Without these folks walking in our stores, none of us would have jobs. That is the easiest way to explain it to my employees, and also the most effective.

Account Name Account #Estimated

Annual Potential

Current Primary Supplier

Mkt. Segment

Nat. Acct Y/N

2008 Sales $

2009 Sales Goal

Date of 1st Sales

Call

1.Alternative Methods 4216-1245-8

20,000 Big Box CM N 10,000 2/09

Key Contact: First Name Last Name Email

2.Finer Effects 4217-6759-1

10,000 Hirshfield’s CM/RR N 5,000 2/09

Key Contact:First Name Last Name Email

3.Glen’s Contracting 6715-8813-5

20,000 Big Box/D V CM/RR N 10,000 2/09


4.Hick’s Painting & Remod 4215-7191-0

10,000 PPG RR N 5,000 2/09

Key Contact:First Name

lLast Name email

5.KJ’s Construction 6659-8381-3

30,000 Big Box CM/NR N 10,000 2/09


6.Maintenance Painting 9021-9110-5

10,000 Diamond Vogel RR N 5,000 2/09

Key Contact:First Name Last Name email

STORE ASSIGNMENT# 3296 MANAGER NAME: Nick Piehl PHONE NUMBER:

Store Opportunity Accounts

Account Name Account #Estimated

Annual Potential

Current Primary Supplier

Mkt. Segment

Nat. Acct Y/N

2008 Sales $

2009 Sales Goal

Date of 1st Sales

Call

7. Moriarty’s Decorating 4213-2015-1 10,000 ICI CM/RR N 1,395 $5,000 2/09


10,000 Hirshfield’s CM/RR N 306 $5,000 2/09


10,000 Hirshfield’s NR N 1,422 $5,000 2/09


24,000 IM N 29 18,000 1/09


60,000 NR N 889 9,000 2/09


30,000 Hirshfield’s RR/CM N 1,379 8,000 2/09

Key Contact:First Name

lLast Name Email

25,000 Hirshfield’s RR/CM N 5,431 16,000 1/09


STORE ASSIGNMENT# 3296 MANAGER NAME: Nick Piehl PHONE NUMBER:763-783-1501

Store Opportunity Accounts Acct. name acct# potential Main competitor Market Nat’l? 08 sales 09 Goal 1st call

11. 15,000 PPG CM/RR N 1,284 8,000 2/09


12. 10,000 Hirshfield’s CC N 565 6,000 2/09


13. 15,000 Menards RR N 2,874 8,000 2/09


14. 200,000 Hirshfield’s NR/CM N 12,250 30,000 2/09


15. 100,000 Hirshfield’s NR/CM N 4,998 10,000 2/09


16. 75,000 Abbott/Hirshfields NR/CC N 1,924 15,000 1/09


Total Opportunity Accounts 684,000 37,565 188,000

The Opportunity Accounts not assigned to a Sales Representative should be faxed to 216-515-4768. Remember to list all call activity in SherCall.

Use report Target Account Playback (from your DM/CM) to track your results monthly.

STORE ASSIGNMENT# 3296 MANAGER NAME: Nick Piehl PHONE NUMBER:763-783-1501

Store Opportunity Account Action Plan

Account Name, Key Contact (first & last name), Address, and phone number.

How often will you call on this account?

Once per month

Has this account purchased from SW before? If Yes, describe the experience.

Yes. This company does commercial cleaning as its main source of business. However, as the business has evolved, Kelly (owner) realized the opportunity to parlay cleaning into painting. He did a dryfall job with S-W in 2007.

List the date you opened a charge account for the account.

2007

Who are they currently buying from?

Since Kelly’s jobs are spread out all over and he is not completely familiar with Sherwin-Williams, he ends up buying many supplies from the Big Box stores.

1. List any other observations that are important (sundries used, type spray equipment and brushes used, etc.)

2. Describe your plans to develop your sales relationship with this customer:( i.e. specific products you plan to demo, call frequency, joint calls, vendor involvement, customer training, etc.)

Has shown a lot of interest in purchasing spray equipment, possibly multiple units if jobs dictate.Also, Kelly has purchased from Grainger in the past on his sundry items, and seems to always compare our pricing with Grainger’s.

We need to get back in front of Kelly in 2009. We also need to help him understand that there is money to be had in painting, and that many of the jobs that he lands to clean, end up being painted. These jobs might as well get done by him!

Store Opportunity Account Action PlanAccount Name, Key Contact (first & last name), Address, and phone number.


Once per month


Yes. Dave opened his charge account with me in 2008. He is primarily a Hirshfield’s user that I convinced at the counter to open an S-W charge account. Of the paint that he has purchased as of now, he has been very happy.


2008


Hirshfield’s

3. List any other observations that are important (sundries used, type spray equipment and brushes used, etc.)kkkkk


Dave runs a 1.5 man crew with his son helping out part-time. He is the type of painter that values product quality and ease of use more than pricing.

We need to sit down with Dave in 2009 and see what products he uses from Hirshfield’s. Once we have that info, we can recommend specific products that are comparable. I have a good relationship so far with Dave, but need to get Brandon more involved in 2009.



Once per month


Yes. Glen has had an S-W account for quite a while, and has bought from me in the past, both at Blaine as well as at Columbia Heights. He has always been pleased with our products, but has had objections to our pricing.



Big Box stores



Glen seems to get a fair amount of jobs that require niche type products, often in our IM line. He does some spraying, not sure of his sprayer situation.

Need to further develop our relationship with Glen to make us his first option when thinking paint. Having Brandon take over this house account would be a good idea, and some touches in the field would go a long way.



Twice per month


Yes. Bill had an S-W charge account, but had credit issues in the past. Once we figured out that they were cleared up, we contacted Bill to open a new charge account. Since then, we have seen very little of him.


2008


PPG



As stated above, we have had very little recent contact with Bill. The few times he has been in have seemed to go very well. Only one of these times did I have time to talk with Bill, and he said he was the slowest he’s been in a long time. Has purchased ProMar 200, SuperPaint exterior and Deckscapes.

This account was purged in 2008. I made a comment to Brandon that he has potential and would like to see some call activity on him, and Brandon is planning to do so. I can honestly say that I have called Bill more than 10 times and left messages that were not returned every time but once.



Twice per month


Yes. Jeff brought a sprayer in to get repaired early in 2008. We had the sprayer repaired, and when Jeff picked the sprayer up, I talked to him about using S-W paint and gave him Brandon’s card. He has since done a larger job in Wyoming.


2008


Big Boxes around the country


10.Describe your plans to develop your sales relationship with this customer:( i.e. specific products you plan to demo, call frequency, joint calls, vendor involvement, customer training, etc.)

We sold Jeff a MarkV late in 2008. He has some larger texture jobs coming up, and will be using Litex. Also, Jeff will have needs for other interior paints.

Continue to offer technical information for his bidding. Jeff has been giving us shots at his project bidding. We are going to need quite a bit of help to come from Brandon since many of the things Jeff requests are not commonly stocked items.



Once per month


Yes. I have sold to Bob since I began with S-W. He is a big Diamond Vogel guy, but my stores have been a little more convenient for him on his smaller, incidental purchases. He has been pleased with the service he has gotten.


No charge account


Diamond Vogel

11.List any other observations that are important (sundries used, type spray equipment and brushes used, etc.)


Likes using exterior SuperPaint and ProMar 200. Has sprayers, likes to do larger jobs that he can spray, and stays away from custom finishes and anything requiring detail.

We have not seen Bob for a long time. I do know that he has been working some with another one of my opportunity accounts, Glen’s Contracting, while things are slow. It seems like every summer Bob talks about a few larger commercial exteriors, but they either fall through, or he is getting that paint from another supplier. We need to sit down with Bob and figure out a few main products that he likes and would use, develop a pricing strategy and propose it.



Once per month


Yes. Pat was an account that I sold to in Columbia Heights a little before we opened in Blaine. After we opened in Blaine, Pat became more of a regular customer, and we no doubt took market share from ICI. Overall, he is very pleased with service and product quality.


2007


ICI



Pat does a fair amount of work for a company out of Chicago that coordinates trades people for larger retail chains. He has done work for Checker Auto, Verizon Wireless, J Crew. He seems to like ProMar 200, and has used both A-100 and SuperPaint exterior.

Again, we need to sit down with Pat and figure out if there are things he is buying elsewhere that we can supply for him. He has used Aura from Ben Moore, and prefers Duration Home over that, but is scared off of both products because of price. Mark Carlson purged this account this year, so there may be less touches outside of the store, but Pat is very willing to share information inside the store.



Once per month


Yes, but very little.


No charge account


unknown



I talked to Andy late in 2008 about purchasing a texture machine that could spray stucco type coatings. We have a used texture machine at the store, and I offered to let him demo the sprayer. He has not taken me up on this offer, but with some calls, may do so when spring rolls around.

I would like to get Brandon involved with this account to further develop our relationship. I think with constant call activity in person at their shop will go a long ways. Also, we need to get a texture machine answer for them via demo. We may need to bring in a spray vendor in order to find the right machine.



Once per month


Yes. Scott used to work for Plum Creek Co. Plum Creek did work for Rottlund Homes. So, Scott is familiar with ProGreen 200 and Builders Solution.


2008


National Builder contracts



Scott likes Intertape and Purdy roller covers. Also we have talked to Scott about an upcoming sprayer purchase.

As long as Scott continues to do Rottlund work, there won’t be much new we can offer him since he’s bound by contract. He has liked the change to ProGreen. We need to get Brandon involved to see if we are missing out on anything Scott does besides Rottlund work.



Twice per month


No. Brandon has used our demo fund to get some of our products into this customers hands.





They do spray the product that they are currently buying. There is definitely some opportunity there to sell both spray equipment, as well as accessories and tips.

Brandon has already committed to calling on this account regularly. There may need to be some spray equipment vendor contact in the future.



Once per month


Yes, but very limited. He did use ProMar S/G Block Filler for a job in 2008.


2008


USG product



Drywall Compound, tape, plastic, abrasives. May have interest in sprayer that can spray level 5 type finish, Mark V?

We need to meet with Bob and see if we can get an idea of what he is paying for his sundry items to get our foot in the door. He does a lot of priming along with his drywall jobs, so we need to find a cost effective product to sell him. Brandon has done a nice job getting the ball rolling with Bob initially, but we need to move him along in the sales process.



Twice per month


Yes. Bill has been in painting for a long time.



Hirshfield’s



Used Woodscapes on a job in 2008. Has not purchased enough to judge what other supplies he likes. Has bought caulking, and deck product.

Bill was recently in a Hirshfield’s commercial. We knew Bill was out there, but didn’t realize he was such a large account. He has used ProMar 200 oil in the past. We need to get in front of Bill repeatedly to let him know we want to earn his business. He will definitely not be an easy sell, but the rewards in the end could be huge.



Twice per month


Yes. Steve bought from S-W in the late 90’s, but had some credit issues.


No charge account


Hirshfield’s



Steve likes Wooster products, and we have tried to keep his favorites in stock for him. We tried in the beginning to switch him over to Diversified Brands products, but he was reluctant to change. Steve does spray some, so spray equipment may come in the future.

Steve has been very receptive to my qualifying in the store, but will not call Brandon back. I have talked to Steve about this in the past, pushing the fact that Brandon is there to help, but he hasn’t changed. Brandon and I need to do a joint call with Steve in order for him to become more comfortable with Brandon.



Once per month


Yes. Bob has done some purchasing with S-W in the past, and has shown interest in using us more.



PPG



Bob doesn’t seem to be too picky on what brands he uses. We do need to get a better idea of what sundry items he uses and come up with a price list. Bob does spray some, and has purchased spray equipment from S-W in the past.

We need to get out to Bob’s jobsites to see the work he is doing. He is always very willing to talk, but is reluctant to give us more of his business. This will take call frequency from both Nick and Brandon.



Once per month


Yes, but only recently, and only stains.


2008


Hirshfield’s



As stated above, we have only sold this account stain as of now. However, they are a cabinet shop, so they have to use thinners, rags, tape, etc. Also, we know they spray their finishes, so there may be potential for spray equipment purchases, and certainly spray accessories.

Brandon has been trying to set up a meeting with Matt to find out about his clear coat. Based on this, we can demo a specific product. I am thinking at this point it will either be our Precat T77F30 series or our hi-bild Precat T77F50 series.



Once per month


Yes. Scott gave us a shot on a church job in 2008. He used Harmony and was happy with it.


2007


Menards



Scott has not purchased many sundry items from us. He lives in Cambridge, and usually buys his supplies at Menards.

It will be important to take advantage of the times when Scott is in our store for furthering the sales process. S-W will never get Scott’s everyday items until we open an S-W closer to him, but we can certainly supply him on larger jobs. Brandon has done a nice job getting Scott familiar with our products and services. Scott would be a good candidate for a demo of the ProGreen line.



Twice per month


Yes. Kevin did a few exteriors in 2008 with Duration and was very pleased with the product.



HIRSHFIELDS HIRSHFIELDS HIRSHFIELDS



Intertape, poly, rags. Kevin has responded a few times to bulk buys with decent sized orders. He obviously does have spray equipment, and will definitely be in need of sprayers in the future.

Brandon has done a nice job keeping in touch with Kevin. Kevin’s shop is in the same business park as Hirshfield’s, which makes converting him over extremely difficult. We have decided to go after some of these accounts with a product or two at a very low price point in order to get them in the store.



Twice per month


Yes. Jerry likes products uses



HIRSHFIELDS HIRSHFIELDs HIRSHFIELDS



Jerry likes using Wooster applicators. Also, he has purchased HVLP accessories from us in the past.

Brandon has been persistent with Jerry with very little luck. I also have had very little luck with Jerry. As stated above with Skalicky, we need to find a product or two that we can offer at a very low price point to get Jerry in the store more.



Twice per month


Yes, but very little/


2008


Abbott/Hirshfields



We have demo’d several products to Yerigan, they have taken the product, but either have not used them, or used them and don’t see a big reason to change. We have recently discovered they want to change systems when it comes to their wood finishing. They often purchase large quantities of 3M supplies, and buy wall primer in bulk.

Clear coats- WB or lacquer? Brandon has been persistent with this account as there is much opportunity. Their shop is in Cambridge, so they are a ways from our store. However, they seem very willing to buy in bulk.

Selling Events Planner

Please list the DIY and Wholesale selling events you have planned during the year.Ensure this list meets and/or exceeds the goals your DM has set for store events this year.Be prepared to discuss this calendar in greater detail.As you prepare to conduct each event, utilize the EVENT RESPONSIBILITY CHECK LIST as found on the Forms

Repository. Establish and measure sales results with your District/City Manager.

Event Date Scheduled Event Sales Goal Event Actual Sales

January In=store color consult day 1/17/09 2,000

February Faux/Color Class 1,000

March ProShow ProShow

April Concrete Epoxy seminar 3,000

May Faux/Color Class 1,000

June N2N Blitz 3,000

Summary of 1st Six Months Sales Results $10,000 $

JulyAugust

September

October

November

DecemberRemember to consider what is next and when as you plan for each event.

Store Training Calendar

Please list the training sessions you will conduct with your staff during the year Be prepared to discuss this calendar in greater detail

Month Day Type of Training session Trainer(s) Supplies needed

January Store SherPlan Review Nick Completed SherPlan

February Plan-o-Gram/Marketing Jeromie Plan-o-Gram

March Selling Skills for ProShow Nick ProShow list

April Exterior Paint/Stain Recap Jeromie Data Pages

May Substrate Specific Preparation Jeromie “Paint Answers” book

June Advance wholesale selling skills Brandon V CAC Report

July Masonry Coatings/Floor Coatings Nick Data Pages

August New Account Development Brandon V New Acct reports

September TradeMark Service/GUEST Crystal Preferred Cust info

October Inventory Readiness Nick Inventory reports

November Confidence in color Crystal Fan Decks

December Spray Equipment Sales & Maintenance Nick Spray Co. Literature

Suggested topics could include: New Products – Sales Meeting Review, Work Safe, Trademark Service, Selling Skills, various products (i.e. Exterior House Paint, brushes & rollers, spray equipment, faux finish techniques), new account development.

Store Staffing Plan Use this sheet to develop an action plan to recruit and staff your current and future staff members What are your sources for recruiting? Who are your contacts within each of these groups?

List your current productivity measurements YTD from your current P & L Statement.

FTE: LY: 4.44 Sales/FTE % Change Gal/FTE % Change

TY: 4.75 312,846 15.9% 10,317 9.17

Plan Potential Start Date

Recruit/Hire:

(Work with your District Manager to determine your allowed staffing, type of positions, and when they can be filled, based on budget and sales trends).

List any potential new positions needed including anticipated turnover:

Assistant Manager:

Store Sales Associate Full-time:

Store Sales Associate – Part-Time:

Product Specialist – Decorative Products:

Other:

2nd Quarter 3rd Quarter

May lose Brandon Kinney

Discuss with District Management potential sources of candidates and recruitment methods.

* other stores that are overstaffed may have employees looking for more hours

* local high school/colleges

*

*

List the staff development training you will conduct in the upcoming year. Unless conducted individually, training events should also be listed on page 15.

*selling skills

*new account development

*trademark customer service/GUEST

*

*

2009 Sher Plan Web Version

Documents

Transcript of 2009 Sher Plan Web Version