SER Intern Report OutAugust 3, 2016
Shanteria HinesBrian Bolton, Unit Sales Manager
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Agenda
About Me/Summer Experiences
Location Overview
Critical Experiences
Key Projects
Takeaways/Feedback
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About Me
• Hometown: Hinesville, GA• School: University of Georgia• Graduation Date: Spring 2017• Major: Business Marketing with
Emphasis in Professional Selling & Digital Marketing
• Interests: Mentoring, cooking, and reading
Category Category
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Summer Fun Toruk : The First Flight
Cirque du SoleilBraves Game Volunteering BFF Birthday
Adventure
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Location Overview
Location: PBC- Atlanta, Ga• Built 1956• Sales
– 5.5MM Cases Annually– Large Format
• 29 Routes– Small Format
• 14 Routes
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Critical Experiences
Retail Merchandiser Manager Route Ride
• P.E.P.S.I. and P.R.E.M.I.E.R. methods• Preselling and merchandising execution of product• Maximizing volume, share, and revenue
• Merchandising store shelving, coolers, and displays with assigned products
• Display promotional material• Product rotation
1 Large Format BCR Route Ride
Small Format Route Ride • Generating sales by increasing shelf facings• Identifying customer sales opportunities • ARA contract and survey
Bulk Delivery Manager • Ensuring all routes are run and every stop is serviced• Building individual and organizational capabilities• Leveraging data systems to track data performance
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Critical Experience Learnings
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Intern Projects
• Large Format Sales • Publix Account consisting of 66 stores• Selling key priorities using the 6 week snapshot • Gaining additional IOD with cold drink focus
Key Projects
• Kroger Grand Opening• Atlanta Food Service Sales Blitz
Additional Projects
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Additional Projects
• Assist in the pre-opening phase of store opening• Learn to utilize display space in a productive way• Develop organizational display skills with limited
space
Kroger Grand Opening
• Learn to build and maintain partnerships with customers
• Acquire food service accounts via cold calling and leads
• Develop skills in setting reasonable expectations
Atlanta Food Service
Sales Blitz
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Key Project: Publix Take-over
Objective: ‒ Grow profit, share, and revenue within the Publix accounts ‒ Gain and maintain points of interruptions throughout the stores (Super Seven)‒ Serve as a mediator between Publix representatives and our sales district
managers and representatives
Execution:‒ Service 66 Publix locations on a rotational basis within a 6 week period‒ Develop relationships with Publix managers to effectively sell products‒ Assist SDLs by providing feedback on sales representatives performance
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Key Project: Publix Take-over197
Display
s 16.9oz 6 pack22 displays
Dr. Pepper 20oz15 displays
Pure Leaf 64oz18 displays
Take HomeCSD:
‒ Displays: 61
Non Carb:‒ Displays: 69
Cold DrinkCSD:
‒ Displays: 28
Non Carb:‒ Displays: 39
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Project Overview
8 Week Store Performance
Total Volume:
‒75,000Net Revenue:
‒ $756,000MC$:
‒$330,000
Cold DrinkCSD:
‒ Volume: 5,000‒ Revenue: $118,000‒ MC$: $91,000
Non Carb:‒ Volume: 5,000‒ Revenue: $104,000‒ MC$: $44,000
Take HomeCSD:
‒ Volume: 44,000 ‒ Revenue: $393,000‒ MC$: $161,000
Non Carb:‒ Volume: 22,000‒ Revenue: $141,00‒ MC$: $33,000
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Project Findings: A Closer Look
15 Dr. Pepper Displays Sold In
-12 Dr. Pepper Shippers-2 Dr. Pepper Baskets-1 Dr. Pepper Tie in
Case Volume- 993 Revenue- $8,300
MC$- $2,200
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Project Photos
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Recommendation for Maintaining
Shipper Basket End CapTie-in
19 Publix Stores
15 Publix Stores
16 Publix Stores
16 Publix Stores
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Challenges & Successes
Challenges• Different store layouts
– Understanding size• Enemy Territory
– Overcoming • Educating managers on
PepsiCo brands– Understanding PepsiCo
non-carb brands– Understanding geographic
areas and product clusters
Successes• Maximizing space• Selling and delivering
products in a timely manner– Using window of opportunity– Automatic replenishment
system • Selling vision
– Understanding manager likes/dislikes
– Knowing when to sell
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Takeaways/Feedback
FeedbackTakeaways
• Strengths:‒ Real work experience‒ Support system
• Opportunity:‒ Conference Calls‒ Intern/New hire
networking opportunity
• Communication and listening skills
• Selling and executing displays
• Building sweat equity• Self management
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Thank You!!
Questions?
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