Team 153 Sales Service Representative Meeting

DM: Greg Adair (Vinnie Bubolo out on leave)RMS: Leslie Bream

Meeting Agenda• Welcome• M&M Ice Breaker • Business Update• Anniversaries / Birthdays• Recognition• Oreo Stacking Activity• 2013 SSR Goals• Safety• VTW

• VTW SKU Mix Activity• Housekeeping

ICE BREAKER

Business Update: Q1 Close

We did $7,125,472 in sales for Quarter 1!

Only team work could accomplish!

Happy Birthday!

• Casey Gomes

• Cherie Blackwell

• Mike Thompson

• Jody Lamere

• Kelly Barber

• Jim Oxford

• Chris Nowlan

• Joe Walker

1/19

2/8

2/22

3/19

3/23

4/1

4/5

4/25

Happy Anniversary!•Angel Aboud•Cherie Blackwell•Don Beasley•Asad Mohammad•Sue Guggino•Kristin Seymour•Diane Forgacs•Jason Maurice•Adam Wrobelwski•Joe Walker•Jody Lamere•Gery Justice

4 Years (1/3)

3 Years (1/7)

6 Years (1/19)

4 Years (1/30)

18 Years (2/7)

7 Years (2/8)

2 Years (3/10)

9 Years (3/13)

4 Years (4/3)

4 Years (4/13)

6 Years (4/16)

14 Years (4/26)

Recognition• Managers Awards:

• Angel Aboud- Flexibility and a positive attitude

• Duane Erickson- Flexibility, a positive attitude

• Holly Palkowski- Superior customer service while maintaining productivity and efficiency in territory

• Sue Guggino- Team player mentality, proactive communication, positive attitude

Recognition Contin.• Other Recognition

• Gee Gheerow, Amy Deem, Sue Guggino: communicating OODs

• Faustino Aguilar, Dennis Cochran, Diane Forgacs: Flexibility with the changes in Jeff’s territory

• Kathy White, Holly Palkowski, Faustino Aguilar, Dennis Cochran: Training new SSRs

Successes

FT SSRFaustino Aguilar

Successes

FT SSR Gery Justice

Oreo Stacking Activity

Oreo Stacking Activity

2013 SSR Goals

2013 SSR Goals

RETAIL SALES SAFETY KICK-OFF

Mondelēz International

Strategy Globe

Mondelēz International has a goal to be a “Great Place to Work”

To help make it a great place to work, we need to put a lot of focus on protecting our people

We all have a role to play to keep ourselves out of harms way and watch out for our co-workers as well

Our Strategy is Defined…

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Mondelēz International Values

The Mondelēz International Values are an integral part of the safety process:

We inspire trust. We act like owners.We keep it simple.We are open and inclusive.We tell it like it is.We lead from the head and the heart.We discuss. We decide. We deliver.

Mondelēz International Corporate Safety Policy

At Mondelēz International , Safety is fundamental to our business and is part of our annual business plan.

We believe that:All accident and injuries are unacceptable and we

will strive to eliminate all such occurrences.Safety and health improvement is an individual and

team responsibility.Each of us must be dedicated to conducting all

activities with the highest concern for employee health and safety.

Each of us should participate in a local safety program and actively seek solutions to achieve an accident/injury free work environment.

Mondelēz International Corporate Safety Policy

Accordingly, Mondelēz International is committed to:

Meeting or exceeding all applicable safety and health regulations

Continuously improving the safety of our work environment by investing in our people and our facilities

Creating and maintaining a World Class Safety culture to achieve an accident free work environment.

GENERAL SAFETY RULES

1. All injuries must be reported to your supervisor or if they are not available, another member of management IMMEDIATELY.

2. Immediately report all unsafe or unhealthful conditions in the workplace, including defective tools or other equipment.

3. All employees must follow established safe job procedures.4. Do not climb, walk or stand on items not designed for that

purpose. (i.e. pallets, racking, machinery or product. 5. Observe safe lifting practices.6. Push carts whenever possible7. Never kneel on hard concrete floor. Always use padding for

knees8. Possession or use of alcohol or illegal drugs are prohibited in the

workplace.9. Do not use powered forklifts or electric pallet jacks10. Use appropriate ladders or other approved equipment 11. Complete monthly safety training 12. Be familiar with and adhere to the Sales Auto Policy

Applause to Amy Deem!

GROUP DISCUSSION

What are some of the hazards you face at work?

What are some solutions that you can think of that will eliminate or reduce hazards?

What can I do personally to ensure my safety and those that I work with?

DISTRACTED DRIVINGKEEP YOUR EYES ON THE ROAD

DANGERS OF DISTRACTION

• MOTOR VEHICLES ARE THE NUMBER 1 CAUSE OF FATALTIES IN THE US

• 40% OF THE TRAFFIC FATALTIES INVOLVE ALCOHOL

• PEOPLE ARE JUST AS IMPAIRED OR EVEN MORE WHEN TALKING ON THE CELL PHONE OR TEXTING

• CELL PHONE USERS WERE 5.36 TIMES MORE LIKELY TO GET IN AN ACCIDENT THAN UNDISTRACTED DRIVERS

What is distracted driving?

• Distracted driving is any activity that could divert your attention away from the primary task of driving, including:

• Adjusting a radio, CD player, or MP3 player • Using a navigation system • Talking to passengers • Eating and drinking • Watching a video • Grooming • Reading • Reading GPS system

DID YOU KNOW?

• Writing or reading a text message takes your eyes off the road for an average of 4.6 seconds. At 55 MPH, that’s like driving the length of a football field – blindfolded.

• If you text while you’re behind the wheel, you’re 20 times more likely to be involved in a crash than a non-distracted driver.

• Talking on a cell phone reduces the amount of brain activity devoted to driving by 37%.

WHAT IS AT STAKE

• In 2009, nearly 5,500 people were killed and 450,000 more were injured in distracted driving crashes.

• Young people are especially at risk: teen drivers are more likely than any other age group to be involved in a fatal distraction-related crash.

WHAT ARE STATES DOING?

• 35 states and the District of Columbia ban text messaging for all drivers.

• 9 states and the District of Columbia prohibit hand-held cell phone use by all drivers

WHAT CAN WE DO?

• NEVER TALK ON THE CELL PHONE WHILE DRIVING– PULL OFF THE ROAD TO TALK

• NEVER TEXT WHILE DRIVING• DO NOT GROOM OR READ WHILE DRIVING• PULL OVER IF YOU ARE TOO FATIQUED• IF YOU ARE A PASSENGER, CALL OUT THE DRIVER

IF THEY START TO TALK ON THE PHONE. • BE VIGILANT. THE LIFE YOU SAVE MAY BE YOURS

Always wear your seatbelt!!!

Ladder and Climbing SafetyMarch 2013

http://www.youtube.com/watch?v=G-8t-G7mZi0

But first….let’s take a safety moment

WHY: Squatting is a strong stretch directed at the back and hips. People in countries where frequent squatting is a part of their culture have markedly less back pain as they age.

How: Stand with feet shoulder width apart. Squat down towards the floor. Bend head and upper body forward and hold

Time / Rate: Stretches are to be done 2 times and held for 20 seconds.

WHEN: As a daily stretching program and when you have back hip or thigh tension, tightness or discomfort.

REMEMBER: Keep your trunk forward over your thighs. Keep your heels on the floor. Keep your knees apart. Rise up slowly. It is ok to use your hands on your knees to rise to standing. Respect pain, numbness and tingling. Stop if it hurts! Stretching should never hurt. Only go to the point where the stretch feels comfortable, not painful.

The “2 for U” Stretch in March is the Full Squat

• Ladders move, shift or tilt while using

• Ladders are placed on uneven surfaces or wet/slippery surfaces

• Misstep going up or down the ladder

• Lose balance due to carrying product up and down ladder

Ladder and Climbing Safety

• Ladders are used for many tasks and come in many sizes

• Ladders are essential to our jobs• Reaching back stock• Merchandising the top

shelf of displays and aisle product

• Changing POS on displays

Ladders can be used safely but….. Thousands of people are seriously injured using ladders in the U.S each year

Safely Ascending and Descending

• Ascend and descend facing the ladder

• Hold onto the rails with both hands

• Avoid climbing with slippery hands or shoes

• Avoid carrying loads while going up and down ladders

• Make sure that the ladder is rated for your weight capacity. (check the sticker on the ladder)

Did you know….. Most injuries occur from a fall from less than 10

feet

Did you know….. Most injuries occur from a fall from less than 10

feet

SAFE LADDER USE

• Climbing on shopping carts, pallets, milk crates, boxes, storage racks, containers, drums or any other objects not designed or intended for climbing or standing on is strictly prohibited.

• Being lifted on forks of a forklift, pallet or inside a forklift cage is strictly prohibited at store locations

SAFE LADDER USE• Using Step ladders that are over 6 ft.,

extension ladders and straight ladder are strictly prohibited at store locations (Mobile ladders with rails and platforms are acceptable)

• Employees are to request that display materials, stock, etc. be stored at floor level or within easy reach from the floor

• Employees are to request store help to gain access to materials that must be stored overhead. If this is not possible at that time, they are to make arrangements to come back when help will be available to gain access.

Ladder Inspection

Make sure rungs are not cracked or broken

Ensure the rubber feet are attached and not damaged

Check spreader bars to ensure they are not damaged

Check cross bars

Ensure the ladder is clean and no slippery substance on the rungs

Always make sure to inspect the ladder every time prior to using it!!!

3 POINTS OF CONTACT

•Employee must keep 3 point of contact at all times when climbing up and down a ladder. Employee must not carry product up and down a ladder. It may be necessary to ask for help when handling product on a ladder.

•In order to keep 3 points of contact, you may need someone to help, or place the product carefully on the rung of the ladder as you descend, maintaining 3 points of contact

•Remember….when placing or retrieving product on high shelves, employees may only use a step ladder no greater than 6 feet. Never step on the top rung.

DIFFICULT SITUATIONS

• If there are obstructions in the way and you are not able to safely gain access to your stock, ask store personnel to move the interfering material

• At times, you may need to get your supervisor involved if store personnel are not willing to help

Bending and Lifting Safety 2013

But first….let’s take a safety momentWHY: Hamstring flexibility allows improved reaching and bending. When the hamstrings are flexible more motion can come from the legs instead of the back when we reach or bend. This reduces the strain on the back.

How: Keep knees slightly bent Stand with feet shoulder width apart. Slowly curl your trunk forward reaching hands toward the floor until you feel a stretch in the back of your legs or your lower back. Keep knees straight throughout the exercise. Hold the stretch

Time / Rate: Stretches are to be done 3 times and held for 20 seconds.

WHEN: As a daily stretching program and when you have low back or leg tension, tightness or discomfort.

REMEMBER: Stretches to the large muscles of the legs require a longer time to stretch than the smaller muscles in the neck and arms. Slowly return to an erect position sliding your hands up your thighs. Respect pain, numbness and tingling symptoms. Stop if it hurts! Stretching should never hurt. Only go to the point where the stretch feels comfortable, not painful.

The “2 for U” Stretch in April is the Full Hamstring

Identify Your Risk Factors

Do You:• Stay in one spot stacking shelves for over 30 minutes?• Lift multiple cases of product (over 25 lbs.) at once?• Work in awkward positions (back bent/stooping/squatting/bent

wrist) for periods over 30 minutes?• Pull carts or pallet jacks loaded with product?

If you can say yes to any of these questions, your risk of injury are increased unless…..

You can self assess if you are placing yourself at an increased risk for injury

Risk FactorsFixed Posture- Increases the amount of strain on the muscles as well as puts the spine in a poor position

Kneeling/squatting for extended periods of time accessing the bottom shelves

Forceful Exertions- Increased strain on muscles

Lifting 4 cases of Oreos at one time. Ripping shrink-wrap off a pallet

Repetitive Motions- Issues accumulate over time

Reaching overhead to place product on the top shelf of the store

Twisting and Bending- Puts spine in poor position

Lifting back stock from a low level to a cart

Injury Prevention – Proper Lifting

• Size up the load BEFORE you lift— Knowing what you're doing and where you're going will

prevent you from making awkward movements while holding some-thing heavy

• Clear a path– Is it really worth the few seconds you save by lifting multiple

cases of product at once

• Keep the Load Close– When you lift, get the load as close as possible. It reduces the

amount of stress on your back– Make sure you have a firm hold on the object you are lifting,

and keep it balanced close to your body– You will be a stronger and a more stable lifter if the object is

held close to your body rather than at the end of your reach• Bend at the knees and keep your back straight

– Practice the lifting motion before you lift the object– Focus on keeping your spine straight– Raise and lower to the ground by bending your knees

• Tighten your stomach muscles– Tightening your abdominal muscles will hold your back in a

good lifting position and will help prevent excessive force on the spine

Injury Prevention – Proper Lifting

Injury Prevention – Proper Lifting• Keep Your Feet/Hips/Shoulders in Line

– A solid base of support is important while lifting– By reducing twisting while lifting, you reduce stress in your

lower back– Don’t keep your feet in one place while twisting your upper

body– Holding your feet too close together will be unstable, too far

apart will hinder movement– Keep the feet about shoulder width apart and take short

steps– Take a step towards where you are placing or lifting a load

• Lift with your legs– Your legs are many times stronger than your back muscles

• If you're straining, get help

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What is it?49

• Display excellence• Perfect aisle and shelf• Merchandising standards-

presentation, SKU mix and back room organization

• “Best in class” customer service

Why Do We Do it?50

• Unify our company with a standardized set of expectations

• Provide a common vision and goal to “Win In-Store”

• Drive efficiency, safety, quality and production

• Provide a concrete set of measureable expectations

How Do We Follow It?

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Merchandising Standards

Back stock organization:•Label repack boxes with description- keeping like product together•Place like items neatly together•Place heavy items on the bottom•Military stack items to allow for easier inventory assessment

Merchandising Standards

Merchandising Standards

Merchandising Standards

Merchandising Standards

Merchandising Standards

Before After

What’s wrong with this display?

What’s right about this display?

VTW SKU Mix Activity

Merchandising Standards

Customer Service• You are the face of Mondelēz International in the stores-

the first and last person they see!o Stores expect same thoroughness and communication from both

SRs and SSRso Our business depends on it – display support is often dependent

on our level of service

=

Customer Service• Introduce yourself to store personnel / check in

• Check out with a manageroBriefly recap them on what was accomplishedoWhat do managers like to know?oThank them for their business!

• NEVER communicate anything regarding time restraints, overtime, etc. to stores

oWhat would you like to hear as a grocery manager?o “I’ll take care of it!”

• Communicate any opportunities or concerns from

store management to the SR and RMS immediately

Merchandising Hours / Schedule

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Merchandising Budget65

TerrBetter/ (Worse) than Budget

Total $ Budget

% to Budget

03651 $384

03662 $372

03658 $334

03654 $190

03653 $109

03660 $70

03652 ($16)

03657 ($145)

03659 ($218)

3661 ($284)

03650 ($432)

03655 ($433)

03656 ($801)

($871) $52,917 -2%

TerrBetter/ (Worse) than Budget

Total $ Budget

% to Budget

03658 $1,630

03650 $642

03654 $287

03653 $31

03659 ($208)

03651 ($245)

03661 ($262)

03655 ($384)

03662 ($566)

03660 ($689)

03656 ($959)

03652 ($1,134)

03657 ($1,287)

($3,143) $73,498 -4%

March Budget

Merchandising Hours / Schedule66

• Weekly Scheduleo Look over the schedule thoroughly- never assume the

schedule is the same as the prior weeko Hours vary week to week, according to volume o If you are on the schedule, you are expected to work

• Availabilityo Communicate changes in availability by COB Wednesday

• Additional Hourso Any time worked over the scheduled hours must be approved

by the RMS prior to being worked• Time reporting

o Record your time dailyo If you have a GPS phone, you must use ito All hours must be in the system by Sunday

Communication Expectations

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Communication Expectations• Preview walk notes / instructions

o Always have your store plano If you are not receiving quality instructions, call it out

• Recap noteso Provide detailed notes of store conditions at the end of

your work dayo Important they are timely to aid the SR in planning

o Include your hours worked to your SRo Other info to include: Back stock conditions, any

opportunities or changes in displays, who you checked in with

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Recap Example

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• Recaps number of carts left in back stock and briefly details back room inventory

Recap Example

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• Recaps number of back stock carts, weekend consumption and who he spoke with

Housekeeping

• Working back stock• Signing in• Remember the registers• Rotation• PODs• Miscellaneous

Working Back Stock• Work back stock thoroughly at least twice a week

o If you notice a store with concerning levels of back stock, let RMS know

o SR will communicate which days to work through the back stock

o If a store has an additional request, always take care of it and communicate with SR and RMS on time needed

• Holes on the shelf need to be addressed on every visito Pull from back stock as needed on days when back stock is

not being worked thoroughly

• Follow VTW expectations – organized, labeled, consolidate carts

Signing In• If a sign in sheet is available, always sign in

o Targeto Wal-Marto Winn Dixie

• Sign-in sheets are pulled and referenced by stores if there is an opportunity – could present possible trust issues

Remember the Registers• Service the registers at WM and Publix

o Single Serve Tray Packso Go Cupso King Size CA and Oreos

• Keep product under the correct tag

Our space is quickly taken when not maintained.

Rotation• Rotation to prevent OODs• Best practices

• Sue, Kathy, Amy

PODs• Is the order checked in?

o Always ask before working the order

• Is the invoice and scan sheet signed?o Make sure you have a

signed copy of the scan sheet and invoice

• Where to place invoices?o Communicate with your

sales repo Ex. credit box

Miscellaneous• Ensure coupons from Publix PRD are now

longer on packages- Exp. 3/31• If a product is damaged, do not put out on

sales floor• Ensure UPC stickers are not stuck on the

product when placing on the shelf• Coupon placement

o Where would you place it?

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Questions?

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