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

2. 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.

3. 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

4. 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)

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

6. 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

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

8. 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

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

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

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

12. 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

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

14. 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

15. Selling to a Grocery Store Programs Sold by Year

16. Selling to a Grocery Store