Tia A. WilliamsFuture Sales Leader Intern

Pepsi Beverages Company – Atlanta Manager: Floyd Fejuste

May 3, 2023 2

Agenda

About Me/Summer Experiences

Location Overview

Critical Experiences

Key Project(s)

Takeaways/Feedback

May 3, 2023 3

About Me

• Hometown: Hampton, GA• School: The University of Georgia• Graduation Date: Spring 2016• Major: Business Management• Interests: Traveling, baking, and

community service

May 3, 2023 4

Summer Fun!HBCU 5k Scholarship Run

HQ @PepsiCoJOBS Intern Twitter Take Over

The Power of One:SER Women Empowerment

POD Session

Atlanta Feed the Children

May 3, 2023 5

Location Overview

Location: Atlanta, GA (PBC)• Cover 1500+ accounts

– Sales• Pre-Sell Routes: 12• Bulk Routes: 20

– Delivery• D-Bay Deliveries:1200/week• Bulk Deliveries: 500/week

May 3, 2023 6

Critical Experiences

Delivery Bay Route Ride

• ARA contract and survey• P.R.E.M.I.E.R.• P.E.P.S.I.• Executional Framework• Best of the Best Audit Form• Products and pricing strategies• Place order (handheld and iPad)• Top selling products in Territory 2• Developed relationship with CR• Waste rotation

1 Pre-Sell (AOM) Route Ride

•Packaging of products•P.R.E.M.I.E.R•Invoice•Delivering product•Product rotation

Large Format BCR Route Ride

2

3

Critical Experience Learnings

• P.R.E.M.I.E.R.• P.E.P.S.I.• Executional Framework• Best of the Best Audit Form• Products and selling prices• Place order (handheld and iPad)• Developed relationship with BCR• Waste rotation

May 3, 2023 7

Key Project: Own the Streets – ARA Compliance

• Objective: to build a better relationship between PepsiCo and the Atlanta Retailer Association to help enforce 100% compliance with accounts

• Project Execution: within 6 weeks attain 100% compliance in 20% of ARA accounts in Territory 2 (Downtown, West side, and Southside of Atlanta)

May 3, 2023 8

Atlanta Retailers Association

• Co-op buying group which consists of gas stations and convenience stores– Territory 2

• Total of 170 ARA accounts

• If compliant, PepsiCo provide accounts with rebate per case– $0.60: CSD– $0.70: Isotonic– $1.25: Non carbs

May 3, 2023 9

Atlanta Retailers Association Contract

May 3, 2023 10

Steps for ARA Compliance Step 1: Survey store to determine if they are following ARA contract

Step 2:Determine how many shelves needed to be in compliant

Step 3: If store is not in compliance, determine if owner/decision maker is aligned to do a reset

• if “Yes” • complete reset form• order products with CR• the reset will be done in 3-5 days

• if “No” • Store will be informed they will not receive

rebate• SDL will follow up with KAM and ARA

compliance officer

May 3, 2023 11

Looks of Success: Windsor Supermarket (Richardson St.)

Before After Shelves gained• 14 shelves gained• 50% shelf increase• 70 cases (from reset)

• Net Revenue $986.30

• MC $448.70 2015 YTD index: 118

• 2014 Volume: 197• 2015 Volume: 232

May 3, 2023 12

Looks of Success: Texaco (Delowe Dr.)

Before After Shelves gained• 9 NCB shelves: • 26% shelf increase• 54 cases (from reset)

• Net Revenue $756.54• MC +$346.17

2015 YTD index: 131• Volume 2014: 495• Volume 2015: 650

May 3, 2023 13

ARA Compliance Results

Total Stores Reset

39 resetsTotal Shelves Gain

238 shelves - 11 CSD - 58 Isotonic - 169 NCB

Profit Increase

+ 1279 cases23%

accounts

Estimated Annual MC $79,330

Net revenue: $18,021 MC : $8,198

May 3, 2023 14

ARA Compliance Challenges and Successes

Common Challenges• Store owners are unaware of

contract guidelines • Store owner/decision maker

availability• Store owner’s mentality• Third party vendors

– Ex: Southeast• Store’s contract with other

vendors– Ex: Red Bull

• Limited spacing (smaller stores)

Successes• Educating owners on contract• Selling with insight

– Promoting deals– Knowing best products for store

• Maximizing space– Rolling racks and/or add shelves– Barrels– Coolers

• Setting store up for success– Resolving customer issues– Helping with reset

May 3, 2023 15

Next Steps for ARA Compliance

• Communicate effectively– Continue to build better

customer relationship• Accountability

– Store owners/managers– CR

• New survey sheet

May 3, 2023 16

Reflection: Key Takeaways

• Importance of working as a team• Importance of leadership in accomplishing tasks

– Lead by assuming responsibility • Effective communication and listening

– P.E.P.S.I.

May 3, 2023 17

Feedback: Strength and Opportunities

• Strengths:– Conference call check in– “Hands On” experience

• Opportunities– Develop S.M.A.R.T. objectives for

key project within first week– Better communication and/or

collaboration with other interns – Longer time for internship

OPPORTUNITIES

Questions?