1. Module 2 MERCHANDISING PRESENTED BY: MIKE LANE
Grote 101
Module 2
MERCHANDISING
PRESENTED BY:
MIKE LANE

2. Mastery Statement
In this module you will learn the Grote merchandising system and be able to identify and use the various components that are available
Including
POP (Point of Purchase)
POS (Point of Sale)
POG (Plan-O-Grams)
Packaging
Store maintenance
Trade shows
Literature
Websites

3. Background Knowledge
Traditional Automotive Market is comprised mostly of:
Automotive warehouses using the 3 step distribution method
Heavy Duty Market is composed of:
Heavy Duty Distributors, OE dealer supply networks and company owned groups using mostly 2 step distribution

4. Background Knowledge Catalog
the first page of the index lists the part number structure for aftermarket parts
This includes the breakdown of all 3 areas of product identification within the part number but also the most important for this module, the suffix that identifies pack type

5. Packaging Grote has three basic types of packaging Bulk Poly Bag
Retail Pack

6. MODEL NUMBER INDEX PRODUCT CATEGORY COLOR OR FINISH
SUFFIX INDICATES PACKAGING TYPE
-1 DISPLAY
-3 BULK
-4 PAIR PACK
-5 RETAIL,CLAM SHELL, WINDOW BOX
MODEL NUMBER INDEX

7. Part Number Information
PAGE 4
PRODUCT NUMBERING SYSTEM GUIDE
CONTAINS 5 DIGITS
OR ALPHA
FOLLOWED BY A HYPHEN THEN SUFFIX IS SINGLE DIGIT IF LISTED
SHOWN ON TOP OF PAGE 4 IN CURRENT CATALOG
THE FIRST 2 DIGITS OR ALPHA CHARACTERS INDICATE THE PRODUCT CATEGORY
THE FIFTH DIGIT DENOTES THE COLOR OR FINISH OF THE LIGHT
THE SUFFIX AFTER THE HYPHEN DENOTES THE TYPE OF PACKAGE THE PRODUCT IS AVAILABLE IN
GROTE PART #45812 IS A RED CLEARANCE LIGHT BASED ON THE FIRST 2 DIGITS. (45) AND RED BASED ON THE FIFTH DIGIT
THIS IS SHIPPPED IN POLYBAG.
# (-3 BULK) WOULD BE SHIPPED TO THE DC IN A BULK PACK OF 50 PCS. AND COULD BE SOLD INDIVIDUALLY BY THE DC.

8. Grote Poly bag Tri Lingual Description UPC Barcoded package
Slotted hole for hanging on hook

9. Grote Retail Pack Tri Lingual Description Line art Slide Lock Package
Ease of access
Resealable

10. Grote Retail Pack Some packages are full color on the back
They offer the same information and comparisons
Actual working conditions are highlighted

11. Grote Bulk Pack Distributor buys in full cases
Product shipped without further packaging
Product is high usage
Baskets or bin boxes used to merchandise in store front area

12. The Total Package For Automotive Market
6 Steps to more efficient lighting sales
Merchandising
Plan O Grams
Exclusive Product
Literature and Catalog support
Know How training
Guaranteed Changeover Process

13. Merchandising How will the sale be created?
The branch/store needs to show the product
Ease of choice
Promote the current products
Impress upon the customer that they stock Grote lighting products
Improve inventory movement and grow sales

14. Update POG
State of the art software is used by Grote to develop professional POGs for branch/storefronts
The pogs were developed for retail and polybag assortments for merchandising
The guide is available at grote.com under the merchandising link
Concentration on updating to the LED product offering is recommended

15. Merchandising
12’ POG PICTURE
12’ LAYOUT

16. Light Emitting Diodes in Product Mix
For the Traditional Automotive Market the pogs in this guide have been developed to foster the growth of LED’s
The percentage of LED SKU’s in these assortments are:
8’, 20 LED SKU’s out of 85 for 23% of the total offering
12’, 26 LED SKU’s out of 115 SKU’s for 22% of the total offering
16’, 30 LED SKU’s out of 142 SKU’s for 21% of the total offering

17. Flexibility in the Offering
This guide shows retail package layouts
Items can be easily converted to polybag
Bulk baskets or bin boxes can also fit into assortments easily to accommodate the highly used products
Room for lighted displays are also a strength
Work with your local Grote Representative to develop a plan for maximizing sales

18. Merchandising in the Heavy Duty Market
Have the right inventory that best serves your market in the branch
The fleet/end user will have demand for both S/T/T and clearance/marker lamps primarily
Package style is not a preference so the bulk and polybagged product will serve their needs
The fleet’s inventory is stocked in bin boxes on shelves in parts room
Fleet surveys should be updated yearly to account for new equipment or changes to existing stock
Use product launches as a tool to introduce new product, and raise the customers expectations that they can rely on your input
Be sure you carry the product that is being launched so availability and quick service is supplied

19. Merchandising in the Heavy Duty Market
cont.
Have the right inventory that best serves your market in the branch
Use the Grote Top 100 best selling parts report
Compiled for both Automotive and Heavy Duty Market
Check the movement code from the price sheet
Use your local Grote Representative for input
Use inventory movement reports from in house

20. Displaying the Product in the branch
POP--Point of Purchase
At the counter
POS--Point of Sale
At the point of decision making

21. Changeover Process
The Grote Changeover Process is a detailed program and can be covered by your local Grote Representative
That person will work with you and outline the process and direct further information needed to the proper sources to help close the sale
Make sure of the following:
Have the right supplies to complete the job the first time (bin boxes, peg hooks, catalogs etc)
After the successful changeover you still will need to follow-up with the customer and tie up loose ends
If using bin boxes for product then put in numerical order for ease of locating

22. Merchandising and Product Documentation
Specific product information
Product Data Sheets
List of available sales brochures
Download the Merchandise guide

23. A word about Open Houses & Tradeshows
Local and Regional Shows/Open houses
Determine what product you want to promote
Seasonal Items, Specials, Assortments, New Products
Use the Grote supplied table top display
Be sure that you work with the local Grote Representative to arrange for literature availability
He will have the necessary samples to demonstrate with customers
Working displays on the table and adequate electrical supply
As you work the show be sure to identify customers ahead of time that you want to bring to the booth and discuss the products you targeted

24. Thank You & Good Luck