Upload
tony-rushing
View
24
Download
0
Embed Size (px)
Citation preview
The Scotts Miracle-Gro Company
Tony Rushing Sales Manager
KY/IL/IN/MO/TN
2012 Award Criteria: Rookie of the Year
Awarded to new SM with the best all around performance:
• POS results versus Budget Store Count and Ranking
• Great customer service
• Competencies (understanding and learning) in product knowledge, territory management, etc.
• Selling success (Mining the Middle)
• Outstanding merchandising and display activity
• Start date between April 1, 2011 and April 1, 2012
2012 POS Results & Store Metrics
CUSTOMER 2012 2011 Variance Store Qty % of total Stores
HOME DEPOT 1,166,838.33 1,082,747.71 7.77% 5 9.09%
LOWES 3,369,725.05 3,330,180.94 1.19% 12 21.82%
WALMART 5,251,188.58 4,819,660.04 8.95% 38 69.09%
TOTAL 9,787,751.96 9,232,588.69 6.01% 55 100.00%
NUMBERS PERFORMANCE POS 2012 VS 2011
Sales District DMM CYTD POS $ PYTD POS $
YTD
Var% Rank
145 SM-Tony Rushing DM-Jason Ditsch $9,787,752 $9,232,589 6.0% 20
183 SM-Edward Brown DM-Jason Ditsch $9,378,775 $8,909,608 5.3% 24
184 SM-Justin Middleton DM-Jason Ditsch $12,182,166 $11,813,757 3.1% 50
148 SM-Lisbeth Naylor DM-Jason Ditsch $12,006,372 $11,842,628 1.4% 66
147 SM-Doug Alexander DM-Jason Ditsch $10,810,002 $10,725,820 0.8% 72
146 SM-Drew Thompson DM-Jason Ditsch $11,358,998 $11,479,254 -1.0% 96
149 SM-Shane Adams DM-Jason Ditsch $9,101,724 $9,275,087 -1.9% 101
188 SM-Joe Ley DM-Jason Ditsch $9,945,187 $10,207,966 -2.6% 104
182 SM-Douglas Riley DM-Jason Ditsch $8,755,213 $9,117,631 -4.0% 112
Midwest SM Ranking by YTD % Increase
June 19
July 31
Drought Monitor
On May 8th Paducha DMA was in severe drought
Customer Focused Partnering for Success
Implemented open dialogue with Store Managers, District Managers in a territory
that had traditionally seen little to no communication due to geographical size.
Worked with store personnel to anticipate and capture sales as the season
evolved including securing display space and additional orders through weekly
communication to all stores.
In-store Training
Initiated training events for store personnel with certified Horticulturalists and MC’s
with over eight years experience
Participated in multiple vendor days throughout the season and across all retail
partners
Emphasized In Store Events
Held counseling events across 5 separate districts weekly
Provided accounts with Registered Horticulturalist in store to
counseling
Cultural Attributes Cultural Attributes-
Passionate: Enjoy what you do. Spread your enthusiasm. Motivate and inspire others
Tony has certainly been a breath of fresh air in his territory. He began with no experience in the lawn
and garden category but showed a tenacity for learning that has rubbed off on his merchandiser’s and his fellow
sales managers. He brought merchandising and sales skills with him and applied those to our products. During his
first few months Tony worked closely with Doug Alexander and Ed Brown, veteran sales managers in District 22,
and both were spurred on by his energy for capturing display space and dropping any top stock!
Who we are
Collaborative: Involve others. Seek out additional knowledge and expertise. Work towards mutual solutions.
He shares all of his KDM’s with other Sales Managers, even a few outside the North Region, and has
worked in collaboration to ensure unity across the KDM’s area. He has participated in multiple MTM’s with DM
Keith Speer and SM Amy Booth of the Southeast Region including Lowe’s and Wal-mart KDM’s. Tony partnered
with D22 teammate Ed Brown to build fall orders for Reggie Wheeler’s HD District 250 and adjust the Grass Seed
POG for next season. He is always seeking out knowledge from senior members of our District.
How we grow
Diversity: Value the unique thoughts and opinions of others. Work together with mutual respect.
Seeing the value in his lead MC’s tenure, Tony has relied on the over 10 years of experience to learn
best practices at the store level. He worked with John, the lead MC, to develop an order sheet that could be used
in Lowe’s to quickly take on hands and write orders at the shelf. This enabled all MC’s in Tony’s territory to use a
uniform method to monitor inventory and positively interact with store personnel regarding orders. It helped show
each store’s personnel that his MC’s were there to make the store better, not just move Scott’s products around.
Competencies Personnel/Territory Management
Tony began the season with 4 returning MC’s. Hired 5 new MC’s and completed all on the job training
and boot camps in February.
He used 1 Lead MC in largest DMA, Evansville, and continuously monitored his progress and worked
on development.
Performed weekly walks with the Lead MC and gave feed back on areas of improvement.
Each of his MC’s was required to use and understand the in-store resources, First Phones at Home
Depot, computer systems at Lowes and Telxon’s at Wal-mart to ensure all stores had sufficient
inventory to drive POS.
Open Lines of Communication
He used email and daily phone calls, as well as in store walks with each MC
Weekly Checklists were used as templates for his in store execution
Tony worked with his lead MC to develop order sheets as guides to take on-hands and place orders in
Lowes accounts through LVMI with store KDMs.
Bi-Weekly MTM communication with his KDM’s throughout his territory
MTM Results Lowe’s
Shared 5 different District Managers
Successful sales calls for Spring Lay downs, Summer Register Space and Fall Lay downs
Secured additional orders through KDM’s to build additional displays, Outdoor Registers in West Kentucky and Cart Starts across the territory
Partnered with fellow Sales Managers to drive success at all stores.
Home Depot
Partnered with new District Manager to improve associate knowledge with advertised counseling events each weekend throughout his territory.
Secured incremental fall lay downs and additional orders to fulfill demand across his district ($35,000)
Worked with fellow sales manager to add items to the Grass Seed POG for 2013
Wal-Mart
Met with Store Managers to establish relationships where none had existed before
Improved communication at store level with KDM’s inside the accounts with bi-weekly meetings
Secured Action alley and Catch the Season Wall displays utilizing the Regional Plan developed at the RMM level through commitment from Market Managers
Tony Rushing- Displays
Lowes 630
Evansville, IN
Lowes 722
Murray, KY
Lowes 722, Lawn & Garden Show
Murray, KY
Lowes 679
Evansville, IN
HD 1979
Marion, IL
HD 2314
Paducah, KY
HD 3033
Poplar Bluff, MO
HD 2003
Evansville, IN
WM
Paducah, KY
WM
Paducah, KY
WM
Evansville, IN
WM
Murray, KY
WM
Evansville, IN