Sales Successes from 2010 / 2011

Retail Sales Representative Tom Hoffman NROC Wal-Mart East Team NYC Metro Area

Dog Chow 44lb WOW Display

RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart #2604 Newton, NJ Heard from a store managers morning meeting that WOW features were a big push again. I had seen some WOW features at a store prior to this store, so I brought in pictures and recommended a pet WOW feature as they have a great pet department and I have a great relationship with the department manager. Department manager and Store manager agreed. Decided on Dog Chow 44lb and I started drawing up the design!

Action Plan

See pictures on following slides.

Tools Utilized / Support Team

Store relationship! Dog Chow IRCs, examples from other stores, Beggin Strip Hickory brand sheet (for the dogs face), prior G.O. promo left-overs

Results (Cases Sold / $ Results)

To date 200 bags (over 9 pallets!) with a few more pallets on the way. Should total ~250 bags for a total of $5,625

Nesquik Display
RSR Name Tom Hoffman RSM Name Megan Kuttler Account / Location Wal-Mart East Mid-Atlantic

State the Situation

Store was refreshing their Action Alley displays it is a great EMD store and I needed to help my beverage number

Action Plan

Pitched idea of 21oz Nesquik but in discussion with management decided on the 40oz

Tools Utilized / Support Team

Store relationship, Weekly POS

Results (Cases Sold / $ Results)

YTD have sold over 144 cases resulting in over $3,000

Nesquik Sales Tracker

Carnation Evaporated Milk Display

RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart #3520 Secaucus, NJ Baking season was quickly approaching and I noticed an opportunity with Carnation Evaporate Milk in this store, as their sales were much higher than the majority of the other stores in the market

Action Plan

Presented my findings to store management and recommended a large display. Given the small mark-up, large sales volume would have to be achieved to make the most profit.

Tools Utilized / Support Team

Used store relationship, weekly POS, and market insight to finalize sale

Results (Cases Sold / $ Results)

Sold 15,000 units of evaporated milk (625 cases) for permanent feature on the cart rail during the 2010 4th Quarter

Coffee Mate Display

RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart Store management was looking for product to feature on power wall though kilo was too big though.

Action Plan

Since they liked the CM idea, but not the Kilo idea I compromised. I suggested a mixed display of FF Original and Original. product was then moved to end cap after being moved from power wall due to Valentines candy

Tools Utilized / Support Team

Used store relationship, product knowledge, and weekly POS to finalize sale

Results (Cases Sold / $ Results)

Sold 80 cases of CM 16oz totaling over $1,500

NIDO 1+ Displays
RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart Sat down with store manager to present 30-60-90 day plan, included the success of NIDO from 2010

Action Plan

Recommended a stack base in the infant department

Tools Utilized / Support Team

Used past success, AP article about store demographics, store relationship, and POS

Results (Cases Sold / $ Results)

85 cases resulting in $6,752+ located on a stack base in infant as well as the power wall in grocery

Cookie Dough Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: #3795 North Bergen, NJ Success:
Ordered in 50 cases of Cookie Dough

Chilled Nesquik Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: #3795 North Bergen, NJ Success:
Sold in 45 cases of Nesquik 16oz and reordered an additional 50+ cases

Chilled Coffee Mate Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: #3795 North Bergen, NJ Success:
Sold in 100 cases of Chilled Seasonal CM for a full feature

Beneful Prepared Meals Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Valley Stream, NY #5293 Success:
Used Sales 101 SIERA presentation to successfully bring in 120 cases of BPM with a reorder of 80 cases; should be a permanent end cap through remainder of 2010!

Infant Displays

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Hackettstown, NJ #2503 Success:
Utilized store relationships and sold in 3, 4-way features (10 feature spaces) in the infant department to fulfill store managers desire to have product easily available for parents

Infant Food Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Hackettstown, NJ #2503 Success:
180 cases of 4oz glass puree for full 4-way

Infant Cereal Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Hackettstown, NJ #2503 Success:
16 cases of 16oz Cereal One side all Oatmeal (8 cs), the other split between Rice and Mixed Grain (4 cs. each)

Infant Water Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Hackettstown, NJ #2503 Success:
10 cases of Pure water on 2 sides of a 4-way, adjacent to Cereal and soon-to-be formula for true onestop shopping experience for the parents

Juicy Juice Display

RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Hackettstown, NJ #2503 Success:
Juicy Juice 64oz on 2 sides of 4way continuing the one-stop shop. While not same target age group, has been doing well in this location

Puffs Display
RSR: Tom Hoffman RSM: Megan Kuttler Store and Location: Hackettstown, NJ #2503 Success:
24 additional cases from previously shared success. Moved display from inside aisle side cap to outside side end cap and have seen lift. (price corrected from picture)

Chilled Coffee Mate Display

RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart Riverdale, NJ #3443 Store said they could never keep it in stock because of the warehouse. Turns out, it is just an extremely popular item and the dept mgr has not mastered the replenishment system / packing out

Action Plan

Told Management the situation and the potential missed sales while product is not on the shelf. Offered hang tag IRCs to secure the space and then have kept the door for over three weeks, selling without the IRCs

Tools Utilized / Support Team

PNROC, POS, store relationship

Results (Cases Sold / $ Results)

To date, 90+ cases have been ordered resulting in ~$2920

Raisinets Display
RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart #5068 Massapequa, NY Store used to have a 4 ft. flex section in Dept. 1 that I had Rasinets on for over 6 months. With the recent mod drop, they got rid of the space.

Action Plan

To compensate for the lost space, I sold the idea of clip strips to ensure that the product would still be available for the customers even though the pegs are now gone.

Tools Utilized / Support Team

Past success, store relationship

Results (Cases Sold / $ Results)

~25 cases sold YTD with more on the way!

Powerbar 5pk Display

RSR Name Tom Hoffman State the Situation RSM Name Megan Kuttler Account / Location Wal-Mart #2569 I have a good relationship with the pharmacy manager. I noticed that their Powerbars sold somewhat better in comparison to my neighboring stores. Recommended a feature of the 5pks.

Action Plan

Got online and ordered a PDQ. Used that along with IRCs to pitch the idea.

Tools Utilized / Support Team

Store relationship, Powerbar online ordering site, $1 off IRCs

Results (Cases Sold / $ Results)

Sold an initial 32 cases, but product sold quicker than expected to put an additional 80 cases on order (shipment pending) totaling ~$430