FACT BASE SELLINGPresentation by Sydney Thomas & Marcus

Allen

Sydney Thomas (Intern Summer 2015)

Junior/Kennesaw State University• About me • Major/Minor• Campus Involvement

• Intern for 2 months (June 1st – July 31st)• RMS (Whitney Parsons)• DM (Tyrone Davis)• Sales Reps (Ian Scott, Rashan Noble, Mark Roberts)• SSR (Richard Cox)• Merchandisers (Sonata Chester, Ken Cook, Mario Gresham)• Logistics (Mark Harper)• HR (Joanne Anderson, John Bambusch)• CRM (Angela Haertal, Lyhn Whitfield)

• Experience Overview & Thank You

Marcus AllenRising Senior, KSU

About Me Augusta, GA Integrative Studies Major – Business Mgmt. & Political Science Campus Involvement : Enactus, Delta Sigma Phi founding fatherSummer Experiences Tablet Training, Territory Work-with D. Ragsdale Managing Territories : Ragsdale, Swett Training Merchandisers

FACT BASE SELLINGIN KROGER AND PUBLIX

Problems we see …

What is Fact Base Selling? Fact-based selling is the use of business

intelligence to interpret data and communicate benefits to store managers and GM’s.

We should implement Fact Base Selling to get MORE DISPLAYS in the store.

KEEP IT SIMPLE !!!

Nabisco wins ! Nabisco outsells Keebler

cookies 6-1 Oreo Outsells Keeblers entire

Cookie line 4-1 Chips Ahoy Outsells Keeblers

Chips Deluxe 11-1 Chips Ahoy sells as much as

Keeblers entire cookie line Newtons & Nilla both sell more

than Fudge Shoppe or Chips Deluxe

Nabisco Outsells Keebler Crackers almost 2-1

Nabisco & Great Value CrackersAre driving the growth up 1.6

& .3 share pts Nabisco has 4 out of 5 of the top

selling brands Ritz outsells Club & Townhouse

combined 2-1 Wheat thins/Triscuit outsells

Special K 4-1

Nielson Data through Sept 2013

Store Manager Interviews

(Marcus Allen)

K 390 P 556 P 469 K 344 P 1019 P 721 P 280

3

2

1

2

3

4

2

On a scale of 1-5, how effective are formal presentations compared to

informal sales pitches?

Names, Store & Store #1. Kroger 39032. Publix 5563. Publix 4694. Kroger 3445. Publix 10196. Publix 7217. Publix 280

How do you determine display share with vendors?

What can our SR’s do differently?

70%

15%

15%

Manager Survey

Better ServiceOOS MgmtCommunication to GM's

Display Share

Quality of ServiceBased on ProfitRelieve Pressure from Store Clerks

Feedback from Sales Reps

Click icon to add picture

Sometimes I Will

N/A

0 0.5 1 1.5 2 2.5 3 3.53

11

On a scale from 1-5 how likely are you to present to GM’s using

FBS

Publix

Kroger

Walmart

0 0.5 1 1.5 2 2.5 3 3.52

1

0

1

1

0

1

1

3

In your stores, how often are you able to gain display share not

supported in the ad?

Very Often Sometimes Not Often

Feedback from Sales RepsWhat do you think will help you most as a sales rep in order to execute plan more effectively? Plan in advance and

know what you want to sell before you walk in the store.

Being more prepared and knowing the facts well before I present.

More time to sell

If you can change anything about how information is passed down to you what would it be? i.e better clarity, better organization of information etc. Easier ways to show

managers The way information is

organized and filtered Getting info earlier. The

middle of the month sometimes causes questions when it comes to timing of beginning of next month events and what items are planned

Feedback from Sales Reps

What actions can DM's take to "Keep it Simple" in order to provide effective selling information?

Stay organized Sean does a good job with

this in my Opinion. (Sean, what exactly do you do? Lol)

Forecasts, timely communication.

Top 5 or 10 facts taken from the information

TOP 3 Tools we can focus on & Why

1. Sales comparison calculator • The Profit Margin is the

only section on the form that the reps have to input themselves… average weekly sales and units can be pulled from the telxon.

• Great tool to use if they want to take space away from the competition!

• We just need to see if we can get this information in Kroger and Publix

2. Profit Feed Back Report• One of the tools used in

the “action plan”

3. Top 100 Report

Our Learning Outcomes