3. US Smokeless Tobacco Co – 14 Years
Part Time Military Rep
Sales Rep
Regional Analyst
Senior Analyst
National Analyst
IDQ Holdings, Inc. – 5 Years
Executive Sales Analyst
Category Manager
4.
5. Expert Level User of MS Office
Including MS MapPoint
Expert Level User of Retail Link
Extensive knowledge of the following:
NPD Syndicated Data
Management Science Associates Databases
Knowledgeable with the following:
Novaview
AC Nielsen
Spaceman
Prospace
6. Certified with Sam’s Club Inforem system
Wal-Mart and Sam’s Club version of Vendor
Managed Inventory
Certified with AutoZone’s VMI System
Earned Bronze Level Certificate in Business
Insights from Delta Associates
8. Obstacle:
Smokeless Tobacco Premium sales decline over last
10 years
Hurdles were identified as
Wal-Mart’s replenishment system as managed by
McLane Co.
USSTC’s National Promotional plan geared towards C-
Store Channel…not WM’s core consumer
9. Process:
Our three person team created a plan based off of a multi-
can offering that would ship weekly (instead of quarterly
like the current system)
First major hurdle was to sell the plan internally to Trade
Development department and then fight for an audience
and chance to present to Senior Mgmt
Second major hurdle was to sell the plan to both McLane
and Wal-Mart
Once sell in to all parties complete, I became the Owner of
the process and collaborated weekly with both McLane
and Wal-Mart to run the $13.4 MM promotion
10. Process:
Caveat from Wal-Mart was that Sell Through, by
SKU, had to remain above 95% at all times!
I managed the list of stores with 52 shipments per year
of four different multipack displays and wrote the
SSO’s every week that would load into the system and
send separate orders for the 3,000+ stores that were
included in the program to McLane
This required weekly collaboration with the Buyer and
Assistant Buyer at WM and the Category Mgmt group
at McLane
11. Results:
Premium MST sales had declined for the last 10
years
6%
10%
0%
5%
10%
15%
Year 1 Year 2
Total Premium MST
Growth at Wal-Mart
Premium MST Growth
Sell Through on
all SKU’s
Remained above
98%!
12. Results:
Program was so successful that the multi-can “value
pack” promotion was adopted for use by our
Corporate Trade Department throughout the entire
Field Sales in Year 2, and remained in place until
company was bought out
13. Obstacle:
Flat Sales at the Direct Shipped Clubs due to chronic
Out of Stocks
Senior Mgmt Decree – No New Headcount
Process
Part of two member team calling on Sam’s that met
with their Sales Mgmt to identify ways to improve
our sales performance
Best Option was for USSTC to become a Co-
Managed Supplier (VMI)
14. Process:
We identified two additional people from our
corporate office that we could “borrow” for a few
hours a week
I took them to Bentonville, Arkansas and all three of
us became Inforem Certified
We then took over the ordering process for the 200+
Direct Shipped Clubs
Results:
We grew the Net Sales by $1.2MM in the first 9
months of the program!
16. Obstacle:
Missed early season sales due to either Out of Stocks
or Stock in the wrong DC
Process:
Major Hurdle identified:
AutoZone reluctance to invest too much money early in
the season (to preposition stock)
I created a recommendation for the top 40 SKU’s by
each of the 8 DC’s using historical sales data and
long range weather forecasts that actually decreased
the annual seasonal build purchase from $3.5MM to
$2.5MM
17. Process:
I sold the process to the Director of Replenishment
for AC Products with AZ and their Senior Mgmt
approved the plan with NO changes
Results:
Their Seasonal Build order was shipped a full month
earlier than previous seasons
AutoZone Total AC Sales are up +23% CYTD 2014!
My Seasonal Build was commended by AutoZone to
IDQ Senior Mgmt
