Compressed Final Report out_LinJ
- 1. Joyce Lin Future Leader Sales Intern Oregon Zone Managers: Stan Mallory and Jenn Arteaga ZSLs: Jesse McShane and Alysse Crollard
- 2. 2 About Me Key Projects Critical Experiences More Fun: Diversity & Engagement Learnings & Reflection Agenda
- 4. About Me: Joyce Lin
- 5. My Frito Summer SF Route LF Route Winco Route 1 C-Store Reset 1 C-Store Opening 2 HaggenAlbertsons conversions Pay for Performance Rollout 3 Trips to Roseburg
- 6. PROBLEM TO SOLVE: The Oregon Zone is growing TAKE HOME at 4.5% with less than 50% execution of Take Home promotions $ VALUE TO ZONE: $228,000 PROJECT GOAL: Increase TAKE HOME growth by 4% PERSONAL GOALS: Increase XPC execution by 20% Increase event execution by 30% Project Overview Business Project Grow Take Home in C-Stores
- 8. XPC Communication Execution Tools Accesibility Small Format RSR Survey Market WorkWiths ACTION PLAN Identify the Obstacles Opportunities Growing C-Store Take Home
- 9. ACTION PLAN XPC Prep for 1:1s, equip RSRs with selling resources 2Sell & Lead Develop action items processinclude photos, communicate due date, CC yourself, schedule follow up in Activity Planner 3Follow Up Build relationship with team, what kind of communication works best 1 Relationship Engage RSRs with shoutouts through monitor display, thank you cards, notes, etc. Recognition Close the Loop
- 10. Show interest in your team beyond work Close the Loop 1Build the Relationship 2-Way Communication Communicate your role Leverage RSR knowledge Set goals together Identify solutions together
- 11. Know the Business Cold Utilize 1:1 App, SFOD, XPC Predict challenges Proper Signage Sell Sheets Educate RSR on XPC for independent accounts Close the Loop 2SELL & LEAD Set Up RSR for Success
- 12. Close the Loop 3FOLLOW UP Send Action Items to RSR Handheld/text/email and CC self for followup Make follow-up folder in Outlook Flag action items to remind you in 1 week Schedule follow-ups in Activity Planner
- 14. +4TAKE HOME events Avg 8x3 improvement per route for 5 RSRs +$317k= $755 x 4 x 105 Annualized increase in SDV for Oregon Small Format 200%+ improvement More than Doubled # of Take Home weekenders Take Home Events Results Annual SDV weekenders SF routes
- 15. +4TAKE HOME events Avg 8x3 improvement per route for 5 RSRs +$476k= $1133 x 4 x 105 Annualized increase in SDV for Oregon Small Format 200%+ improvement More than Doubled # of Take Home weekenders Take Home Events Results Annual SDV weekenders SF routes
- 16. P8 AVERAGE… TAKE HOME %PY: 115.2% IMPROVEMENT FROM P7: +15.4% 8x1-8x2 vs P7 TAKE HOME %PY Overall Results
- 17. RECOGNITION ▸RSR Shoutouts on RSR Viewer ▸Thank you cards ▸CFJ rewards Our Frontline is incredible, Let them know that! D&E
- 18. D&E: Frontline Recognition Event
- 19. Awareness/ Knowledge Long Term Implications RSR Viewer RSR Handheld XPC Communication Recognition All C-Store calendars in XPC App Shift to recognition culture Opportunity Solution
- 21. Market Time with RSRs SDL/KAM/ZSL WorkWiths Mentorship Critical Experiences
- 22. ENTHUSIAM IS CONTAGIOUS BE OPEN TO NEW EXPERIENCES SUPPORT YOUR TEAM THROUGHOUT THE ENTIRE PROCESS Learnings & Reflections IF YOU’RE TOLD NO…. ASK AGAIN WHEN S/HE’S IN A BETTER MOOD
- 24. 24 Business Project Close the Loop TAKE HOME Results Appendix Diversity & Engagement Critical Experiences Learnings & Reflection Finances Action Plan 1. Build the Relationship 2. Sell and Lead 3. Follow up XPC Execution Improvement Event (weekenders) Execution Overall P8 vs P7 %PY Implemented Recognition Recognition Dinner Business Impact (conservative) Business Impact (realistic)
- 25. If miniweekender turns 1x a period +$317k= $755 x 4 x 105 Annualized increase in SDV for Oregon Small Format Business Impact (conservative) $2.42 per XL Lays bag *24 bags per mini-weekender *13 turns per year $755.04 annual SDV per miniweekender Annual SDV weekenders SF routes
- 26. $3 per dip jar *6 jars per weekender *2 turns per quarter $36 Q4 SDV per weekender If weekender turns 2x a quarter +$13,500 = $180*75 Business Impact (realistic) $3 per XXL Lays bag *24 bags per weekender *2 turns per quarter $144 Q4 SDV per weekender
- 27. Utilize Monitor Displays ▸Highlight XPC ▸New item distribution ▸Special events (incremental opportunities) Close the Loop Before After 1Awareness Engage the team