Selling to a Grocery Store Thank you for the privilege to share with you this afternoon information on Setting Up Measurements and Tracking.

Session Topics Grocery organizational structure Store Positions and Departments/Areas Key Performance Indicators Key Department Concerns LMI Programs ALSI Statistical Results First, I would like to review the goals of the session today. (Refer to the overhead) Before we get started I would like to ask a few questions. How many of you are currently utilizing measurements and tracking with clients? What are some of the challenges you have with setting up measurements of tracking? (Put on the flip chart) Great, thank you for that feedback and I will try to address all of these areas of concern. I would like to start off with an exercise. (See the Change Exercise by Ken Blanchard) Questions to ask about the exercise: How many of you found yourself uncomfortable observing the other person for one minute? Yes it is uncomfortable and many times the people or organizations we are working with it is the first time they are setting goals, measurements and tracking and it makes them extremely uncomfortable as well. How many of you got all five things that they changed the first time? Even though we establish measurement-1 minute observation sometimes it is difficult for us to stay focused if we don’t revisit the goals, measurement and tracking frequently. 3) How many began taking things off the first time? In change and setting up measurements and tracking we often think first about what we will lose. 4)How many of you just used yourself to figure out what to change? Usually we don’t utilize the resources around us to help us establish good measurements or get them involved in the tracking or ownership. 5)When I asked you to change five more things what did we hear? Grumbling and many times that is what happen when we start people in measurements and tracking they grumble. Why are we tracking this etc. Get them involved in establishing to avoid. When you set back down how many of you put everything back in place? Yes and that what the hazards are of not setting goals, measurements and tracking that produce results they go back to the old ways. Thanks for your participation in this exercise. You have just experienced many of the emotions that our clients feel when we are working with them on setting up measurements and tracking.

Selling to a Grocery Store Understanding the Grocery Business Grocery stores are volume businesses Stores provide customers Convenience, Selection, Quality, and Price Business is highly labor intensive Stores rely heavily on delivering excellent Customer Service Personnel have a constant need for training

Selling to a Grocery Store Grocery’s Corporate Structure President Buyers Vice-Presidents Maintenance Perishables Warehouse Grocery IT Finance Loss Prevention Operations Human Resources Product Supervisors Bakery Produce Meat Deli/Seafood When working with a participant or client one of the things I have found useful is using the Six p’s of Measurements to help them establish their goals. (Review overhead)

Selling to a Grocery Store Store Positions Store Manager Assistant Managers Department Managers Customer Service Managers (CSM) Associates Cashiers Baggers Clerks Utility Clerks

Selling to a Grocery Store Store Departments/Areas Grocery Scanning Front End Dairy/Frozen Deli Non-Foods Seafood Floral Bakery Night Crew Meat Cash Office Produce

Selling to a Grocery Store Key Performance Indicators Sales Distribution Profit Shrink Damage Turnover Compliance Customer Service

Selling to a Grocery Store Key Department Concerns Front End Scanning Accuracy Sales per Clerk Hour Customer Service Deli/Bakery Presentation Freshness Response Time Turnover Sanitation

Selling to a Grocery Store Key Department Concerns Dairy/Frozen Rotation Customer Service Night Crew Case Count Turnover Damage

Selling to a Grocery Store Key Department Concerns Stocking Levels Merchandizing Inventory Customer Service Produce Freshness Presentation

Selling to a Grocery Store Key Department Concerns Meat Sanitation Freshness Packaging Presentation Special cuts

Selling to a Grocery Store Development Needs and LMI Programs Grocery store managers need to organize their day, communicate, and develop effective relations with Associates in order to increase sales and profitability. Leadership – ELD Communicate – EC Organization - EPP

Selling to a Grocery Store Who to Sell President/Owner VP of Human Resources

Selling to a Grocery Store ALSI Grocery Sales History One Product Supervisor – EPP/ESM 5 Deli Managers 10 Store Managers All Managers All Executives All Department Managers Are Required ELD a Prerequisite for EC

Selling to a Grocery Store Programs Sold by Year

Selling to a Grocery Store