SER  Intern  Report  Out  August  10,  2016  

Brooke  Blann  SDL:  Jonathan  Baugh  

August  10,  2016   2  

Agenda

About  Me/Summer  Experiences  

Loca9on  Overview  

Cri9cal  Experiences    

Key  Project(s)  

Takeaways/Feedback  

August  10,  2016   3  

About Me

Brooke  Blann  •  University  of  San  Diego:  Business  Marke@ng  

•  I  am  from  Wyoming  and  went  to  Ranch  Camp  

•  I  started  skiing  when  I  was  2  years  old    

•  I  studied  abroad  in  Madrid  for  a  semester  

 

 

Category  

August  10,  2016   4  

Summer Fun

Sailing  Trip  to  Two  Harbors,  

Catalina  

Paddle  Boarding  &  Surfing  

Pepsi  MLB  All  Star  Summer  Concert  Series  

Nashville,  Tennessee    

August  10,  2016   5  

Location Overview

San  Diego  Facility:          Small  Format        Central  Territory        7  Sales  Reps  &  1  SDL    

August  10,  2016   6  

Critical Experiences

Route  Ride  with  Small  vs  Large  Format  PSR  

•  Account  Resets  •  Space  Maximiza9on  •  Op9mized  Schema9c  1   Day  with  Reset  

•  Order  Quality    •  Rela9onship  Building  •  Selling  displays  and  product  

Route  Ride  with  Bulk  Truck  •  Dispatching  Coordina9on  •  Amount  of  Cases  and  Time  per  Stop  •  Break  and  Out  of  Date  Product  

Day  with  Merchandiser  •  Product  Merchandising  •  Display  building  •  Product  rota9on  

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Cri9cal  Experience   Learnings    

August  10,  2016   7  

Intern Projects

• BoPom  20%  • Membership  Upgrades  • White  Space  Accounts  

Key  Projects  

• Selling  Displays,  Racks,  and  Coolers    • Resets  and  Merchandising  • Account  Audits  &  Sales  Routes  

Addi@onal  Projects  

August  10,  2016   8  

Project Overview

1.  Sold  in  12  Coolers  2.  Sold  in  5  Membership  

Upgrades  3.  Sold  in  7  White  Space  

Accounts  4.  Sold  in  12  Account  

Resets  5.  Sold  in  6  Racks  6.  Sold  in  4  Displays  7.  Sold  in  12  Flash  Deals      

August  10,  2016   9  

Big Wins – Bottom 20%

•  Tavern  Road  Valero    – Route  815:  Jason  Verbracken  – Sold  in  Starbucks  Cooler  – U@lized  space  available  on  island  counter  

•  Ace  Liquor  Store  – Route  808:  Francisco  Ibarra  – Sold  in  a  2-­‐Door  Pepsi  Cooler    – +38.5%  in  Volume  

August  10,  2016   10  

Big Wins – Membership Upgrades

•  Kings  Market  – Route  812:  Jay  Norton  – Upgrade  Silver  to  Gold  – +316.1%  in  Volume    

•  Cherokee  Market    – Route  811:  Lonnie  Capitano    – Upgraded  from  Silver  to  Gold    – Gained  4  shelves  and  a  Starbucks  cooler  

August  10,  2016   11  

Big Wins – White Space

•  Vine  Ripe  –  Route  814:  Trent  Gibson  –  MVP  Pricing  –  Ordered  47  cases  on  ini@al  order  

•  North  Park  Produce  –  Route  814:  Trent  Gibson    –  MVP  Pricing  –  Ordered  32  cases  on  ini@al  order  

•  Falcon  Market  –  Route  811:  Lonnie  Capitano      –  MVP  Pricing  –  Ordered  25  cases  on  ini@al  order    

ê

August  10,  2016   12  

Findings

1.  Op@mized  Schema@c  for  Memberships  

2.  Third  Party  Vendors  3.  Gain  a  Rela@onship  with  

the  Account    4.  Clear  Communica@on  

between  Sales  Rep,  SDL,  Intern  and  Reset  Team      

August  10,  2016   13  

Takeaways/Feedback

Key  Takeaways  1.  Rela@onship  Building  2.  Account  Management  3.  Communica@on    

Feedback  1.  Visual  Aids  for  Displays    2.  Technology  3.  Group  Intern  Project    

Ques9ons?