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Route Ride with Bulk Truck • Dispatching Coordina9on • Amount of Cases and Time per Stop • Break and Out of Date Product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