General Info

USSTC Scenario

IDQ Scenario

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

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

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

General Info USSTC

Scenario IDQ

Scenario

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

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

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

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%!

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

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)

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!

General Info USSTC

Scenario IDQ

Scenario

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

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