Bruce Bixler

Performance & AccomplishmentsHome Depot

1997 - 2009

2

• Driving Sales:– Actions

• Results

• Analysis:– Sales

• Actions

• Results

– Seasonal Goods

• Actions

• Results

• Training & Communications– Training

– Communications

Proper Planning Prevents Poor Performance

You Can Do It. We Can Help.™

Accomplishments

3

Driving Sales – Actions

Keep stores stocked with the right product at the right time.

You Can Do It. We Can Help.™

• Routinely ensure stores have sufficient

inventory of Ad goods and company

mandated special merchandising features.

• Review inventory levels for key vendors

in the top 3, and the bottom 3 subclasses

in the department weekly, and place

orders as needed.

• Review previous years events and stats

to ensure we protect any comp sales.

• Review top selling items from previous

year and place orders to ensure stores

enter seasons prepared for demand.

• Add new skus to product mix.

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Analysis

• “Deep Dives”

• Seasonal Sell Through

• Special Event residual

merchandising

• Seasonal Product

Forecasting

Proper Planning Prevents Poor Performance

You Can Do It. We Can Help.™

8

• Research in detail where we are losing sales.

• Analyze sales trend reports, sales reports, last year’s promotions or

conditions, and advertisements.

– By SKU, Class, Market, Store.

• Identify negative sales trend.

• Research and quantify data.

– Gather sales loss data and contrast with any gain in replacement product or

other reasons affecting current sales.

• If applicable, recommend corrective actions, presented with research.

• Monitor sales data.

• Watch for trends.

Monitoring allows quicker reaction.

You Can Do It. We Can Help.™

Analysis - Sales Deep Dives

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• Analyze all aspects of seasonal goods and the impact events may have on

sell through.

– Long range weather conditions

– Competition

– Trends

– Events and activities of last year

• Review season’s product forecasts.

– Identify back up supply if needed. Develop plan for potentially overbought items.

• Closely monitor in-stock, and sales.

– Drive the top, work with the bottom.

• Re-Evaluate

– Make determination for corrective actions needed before it would be too late.

• Achieve 96% sell through or better. Review season, and learn.

Close monitoring allows quick reaction.

You Can Do It. We Can Help.™

Analysis - Seasonal Sell Through

12

Training

• Peers:– Special training classes

– Sharing successes

• New Stores:– New store binder

– Tools for success

• Existing stores:– Consistent communication

– Reference materials

Working together – being the best

You Can Do It. We Can Help.™

14

• Getting stores off to the right start– Provide all new stores with binders that contain all information

they need to start their new business.

– PO list, PO prints, Tops sellers, New store discounts, Vendor

contact list, Service Rep Groups, Open Store List, Class /

Seasonality / Penetration, Cross merchandising, and Business

Planning.

• The Business Planning section has tips for running their business

intentionally and aggressively. Inspires thinking outside of the box,

ways to drive sales, and get associates, as well as customers,

excited to come in and see what’s new.

• Tools for tracking sales, trends, and meeting financial goals.

Give new stores all the tools they need for success!

You Can Do It. We Can Help.™

Training - New Stores

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• Communication is key!

– Weekly updates are sent to the stores. They are

used to communicate issues to the stores between

the monthly communications.

• Product Knowledge

• Point out values in Special Buys

• Introduce New Items (Features / Benefits)

• Other issues requiring store action

Good communication is the key to success

You Can Do It. We Can Help.™

Training - Weekly MAP

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• Driving Sales

– Find opportunities to increase sales and profitability

• Gained millions in profit, and additional sales

• Analysis:

– Closely monitor important items

• Increase turns and profitability

• Ensure great sell through on seasonal goods

• Training:

– Share successes with others for the benefit of all and the company

• Gain efficiencies and utilize available tools

• Summary Statement:

– Go above and beyond my job duties to contribute my talents and ideas

• I look for ways to make a positive impact. I fix things that need to

be fixed. I share great things to make the organization better.

I am very pro-active, going above and beyond duties

You Can Do It. We Can Help.™

Summary

• New Programs : - Actions

- Results

• New Service Providers :- Actions

- Results

• Line Reviews :- Reviews

• VOC :- Reviews

• Training & Communications :- Training

- Communications

Working together – being the best