Merchandising 103 Workshop Prework for March 29-30, 2017 We are looking forward to your participation in the Merchandising 103 class in St. Louis on Marc 29-30, 2017. To be prepared for class, there is a substantial amount of Prework required in advance (at least 6 hours to complete). Please be sure to complete all work before coming to the session. We look forward to seeing you there. 1. Delivery Read chapters 7,10, 11, and 14 on the CME website: http://www.cmegroup.com/rulebook/CBOT/ Print out the Excel sheet with questions and PDF’s regarding Delivery Answer the questions, using the PDF documents and the CME website. Feel free to ask your manager for help. Bring your work to class. 2. Quiz Complete the quiz regarding Delivery and Crop Insurance and submit your response via the Survey Monkey survey by March 20. The Delivery questions are the same questions you answered on the Excel sheet, so just transfer those answers to the Survey Monkey. All responses are anonymous and will be combined with everyone’s response to see where the group needs additional learning. This is about learning, not testing! 3. Building farmer relationships Watch the two On Tap videos on building farmer relationships with Mike Hogan 4. Selling Value Participate in the Virtual session on March 21 at 10 AM CST on selling value, hosted by Matt Cesna. You should have received an invitation for this Go To Meeting on March 6 P&L Obtain a copy of the P&L for your facility for the last 5 years and bring to class. Complete the “Input Sheet” of the P&L Excel sheet using the P&L data (Data will auto populate) Be prepared to discuss details and concepts from the two first tabs: a. Why things changed from one year to another (higher/lower handling volume, expenses, income, etc), b. What trends are evident, c. Why are the trends moving in the directions that they are d. What can you do to affect changes that will positively impact the results. If you have any questions, please contact Jason Selking 6. Marketing Plan Bring to class: Your marketing strategy from last session or positions of a current customer.