our tbt vision

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Our TBT VisionOur TBT Vision

“To Be Wal-Mart / Sam’s Most Valued Supplier”

“To Be Wal-Mart / Sam’s Most Valued Supplier”

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Dave

Thank you Mark and Scott and Good afternoon everyone.

Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success.

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Stuart KronaugeVP, Marketing, Wal-Mart - Sam’s Club Team

Stuart KronaugeVP, Marketing, Wal-Mart - Sam’s Club Team

Dave

Thank you Mark and Scott and Good afternoon everyone.

Stuart and I are proud to represent the Wal-Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success.

Dave PollardVP,

Wal-Mart - Sam’s Club Team

Dave PollardVP,

Wal-Mart - Sam’s Club Team

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Mission 2010 in Progress...Mission 2010 in Progress...

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Dave

As our new team started taking shape, our system pulled together to participate in the July 4th TAB with remarkable success. The results for this event reversed out YTD performance and we have sustained that momentum throughout the summer.

In August, we used our Annual Bottlers Meeting in Orlando to introduce our new TBT and to set the stage for “New Ways to Win at Wal-Mart.

+93%CS

Formed our new

Team

+66%Retail $

$100MMSparkling

Retail Sales

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CCNACUSTOMER BUSINESS DEVELOPMENTCCE CCNACUSTOMER BUSINESS DEVELOPMENTCCE

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply ChainPrimarily CCNA

Collaborative but exclusive respectively

Primarily CCNA


GENERAL MANAGEMENTCCE TEAM LEAD


GENERAL MANAGEMENTCCNA TEAM LEAD


HQ SalesHQ Sales WH SalesWH Sales

FTN SalesFTN SalesField SalesRetail Execution

Field SalesRetail Execution

COE/SupportCOE/Support COE/SupportCOE/Support

RGMRGM

CategoryPlanningCategoryPlanning

AnalysisAnalysis

ShopperInsightsShopperInsights

ShopperMarketingShopper

Marketing

BusinessPlanningBusinessPlanning

Mark Jochumsen Wal-Mart AE

Sparkling

Sharon BeltoWal-Mart AE

Still

Martin DimmittSam’s AE

Susanne Geldart Nat’l Dir of Ops

Belinda LeMaire Sr. Admin

Lisa WinklerCat Mgr

Andrea HillCat Mgr Sparkling

Barbara DozierAnalyst Still

Alana HarpAnalyst

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Dave

•The CCE Team

• Tom McClintock – HQ Sales

• Susanne Geldart – Sales Ops

• Jim Ryan – Customer Bus. Dev.

Tom McClintockNat’l Dir of Sales

Dave PollardVP Wal-Mart /

Sam’s Club Team

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CCNACUSTOMER BUSINESS DEVELOPMENTCCE CCNACUSTOMER BUSINESS DEVELOPMENTCCE

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply Chain

FinanceIT

TrainingHR

Supply ChainPrimarily CCNA


Primarily CCNA






HQ SalesHQ Sales WH SalesWH Sales

FTN SalesFTN SalesField SalesRetail Execution

Field SalesRetail Execution

COE/SupportCOE/Support COE/SupportCOE/Support

RGMRGM

CategoryPlanningCategoryPlanning

AnalysisAnalysis

ShopperInsightsShopperInsights

ShopperMarketingShopper

Marketing

BusinessPlanningBusinessPlanning

Bill RyanTeam Lead

Paul KrausSales - WMT

Thuc TranSales - Sams

Steve Nowlin

Cat. Man.

Greg PuckettSales

Kermit SykesCustomer

Svc.Jeff McClellandShopper Mktg

Emily ManneShopper Mktg.

Christie EscalonaShopper Mktg.

Brent ChismShopper Mktg.

Honey Black

Sales Anal.

Belinda MeadorsCPFR Anal.

Jill WittryPricing Anal.

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Stuart KronaugeVP of Marketing

Stuart

The CCNA Team led by Julie Hamilton

My great marketing team…

• Bill Ryan – Minute Maid

• Greg Puckett – Food Service

Julie HamiltonVP Wal-Mart TBT

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We Will Win with Wal-Mart by Being Best at…We Will Win with Wal-Mart by Being Best at…

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Stuart

Retail ExecutionRetail Execution

Customer Business DevelopmentCustomer Business Development

Shopper / Consumer InsightsShopper / Consumer Insights

Marketing & InnovationMarketing & Innovation

Supply Chain ManagementSupply Chain Management

• Built on the Foundation of the 5 Best Ats

• Outlined Six Key Actionable Items for Our System to Execute• System Alignment in the Pursuit of

becoming Wal-Mart’s Most Valued Supplier

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System Alignment to:System Alignment to:

Grow Core value & expand portfolio

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Stuart

Deeper Look into 3 of The Actions

• Grow Core Brand Value and Expand Portfolio

• Shopper-Segmented Merchandising drives brand-centric Irresistible Shopping Experiences

• SustainabilityDrive sustainability

Improve customer service

Collaborate, cover & execute business plan

Activate shopper-segmented merchandising

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Stuart

Deeper Look into 3 of The Actions

• Grow Core Brands and Expand Portfolio

• Shopper-Segmented Merchandising drives brand-centric Irresistible Shopping Experiences

• Sustainability

System Alignment to:System Alignment to:

Grow Core value & expand portfolio

Drive sustainability


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Click FOR NOTES

Dave

• Red, Black Silver will be the corner stone for all Core Brand Activity

• COMAC

• TABs

• DASANI, POWERade and Glaceau will lead the growth in the Hydration categories

• Nestea, Gold Peak, FUZE and V8 positions our system for to capture leadership in the Still/Emerging Categories

All of this supported with Big Event and local Marketing activities to drive relavance with consumers

1Grow Core value & expand portfolio

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Drive Brand-centric, Irresistible Shopper Experiences

Drive Brand-centric, Irresistible Shopper Experiences

We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location…

John FlemingCMO, Wal-Mart

We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location…

John FlemingCMO, Wal-Mart

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Jan Feb Mar Apr May Jun Jul

2008 Core Brand Calendar2008 Core Brand Calendar

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Stuart

• 3 pillars—

• Participation with Wal-Mart programs during key Food Events

System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet ExecutionAug Sep Oct Nov Dec

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System Aligned OffersSystem Aligned Offers

Q1Feb-April

Q2 May-July

Q3 Aug – Oct

Q4 Nov – Jan

Game TimeSummer

BBQBack to School

Fall Football

Holiday

Wal-Mart Key Food Marketing Periods

Wal-Mart Key Food Marketing Periods

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Dave

System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet Execution

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Stuart

Aug Sep Oct Nov Dec

IHC FHMHIHC

IHC IHC FHMH

• Activate Brand Focused programming and Key Properties and Initiatives

• Zero Portfolio

• Final 4 and Olympics

• Family Home Meal Happiness and In Home Chill

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Stuart

Aug Sep Oct Nov Dec

• Driving sales in Multi Cultural and Store of the Community

Multi-Cultural / Store of the Community

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2008 Winning Plan2008 Winning Plan

Key Holiday 2 3 - 4

Secondary Holiday 5 6 - 7

Non-holiday 5 5

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2008 Plan

2007

Dave

• Price/Package Planning that Delivers Category Leadership for our Sparkling Brands

•More TABs are Expected at Wal-Mart in ’08

•Key Holidays with Price Leadership

• Secondary Holiday Periods with Unbeatable Pricing

• SEMs or PET Led TABs during non-holiday periods

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2008 3-Part Core Plan2008 3-Part Core Plan2008

2007

CO

MA

C

Season

al

AA

/En

dcap

Tier 2TAB

Tier 2TAB

Tier 2TAB

Tier 1July 4th TAB

Tier 2TAB

Tier 2TAB

Tier 1Xmas TAB

Tier 3Tier 1Mem Day

TABTier 3

Tier 2BBQ TAB

Tier 1Labor Day TAB

Tier 2BBQ TAB

ED

LP

Pri

cin

g Q1(Feb-April)

•8pk 8oz Cans•12 Pk Fanta •2 L Zero Brands •4pk Rockstar•Vintage Bottle

Q2 (May-July)

•12oz PET•12 Pk Cans Nestea/MMR

•2 L Fanta •4 pk NOS•Vintage Bottle

Q3 (Aug – Oct)

•8pk 8oz Cans•12 Pk Fanta •2 L Zero Brands •4pk Full Throttle

•Vintage Bottle

Q4 (Nov – Jan)

•12oz PET•12pk Zero•2 L Green Bottle

•Christmas Glass Bottle

Large Pack Can – 8’ COMAC

Feb March April May June July Aug Sept Oct Nov Dec Jan

Dave

Stacking all of this on a calendar to show our plans for

• COMAC

• TAB Events

• Brand Focus Initiatives

• Seasonal Activations

– Brands

– Packages

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+31%+22%

+50% target $100MM

brand

Cut out Glaceau product

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PersonalLife

BusinessLife

CommunityLife

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Stuart

Key action:

• Activate Shopper-segmented merchandising

• Combine KO system Shopper & consumer insights + Wal-Mart’s segmentation

• Taking insights to action via shopper-relevant merchandising & programs


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Dave

Wal-Mart has refined their segmentation to focus on• Price Value Shoppers• Brand Aspirational• Price-Sensitive Affluent

All want• Better shopping experience• Unbeatable Pricing• National Brands at a Value

Price-ValueShoppers

BrandAspirationals

Price-SensitiveAffluents

Unbeatable Prices

Immediate Everyday

Needs

Brands that I trust

Quality Products

Faster Checkout &

Wider Aisles

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How Is the Shopper Information Relevant?How Is the Shopper Information Relevant?

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Stuart

How is shopper information relevant?

Leveraging the intersection between our brands and Wal-Mart’s shoppers and…

… deliver national brands at a value that enhances the shopper’s experience.

Right Brand

Right Shopper

Right Store

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Stuart

With a strong bias to the Sparkling category

Growth opptys for our core brands

And focus plan on specific brands and packages

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“Due to our size and scope, we are uniquely positioned to have great success and impact in the world, perhaps like no company before us.”

- Lee Scott, CEO Wal-Mart

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Dave

A Challenge from Wal-Mart on Sustainability

• Wal-Mart has set aggressive goals for themselves

• Suppliers are scored on Sustainability improvements and initiatives

Drive sustainability

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Pix of Cooler

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Stuart

The Coca-Cola has actively participated with Wal-Mart on • Sustainability networks

• Learnings & Best Practices about

–Cooler Technology

–Fleet

–Water Conservation

• Carbon disclosure project

• Packaging scorecard

• And a Sustainability Website which tracks success

Sustainability Website

Sustainability Networks

Learnings & Best Practices

Carbon Disclosure

Project

Packaging Scorecard

2007 Sustainability Actions2007 Sustainability Actions

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2008 Sustainability Plan2008 Sustainability Plan

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Stuart

Our 2008 Plan Includes:

• Recycled PET Products

• Packaging Improvements

• Energy Savings

• Tool Kit on Website

2008 VPI/Recycled PET Products

Packaging Improvement

Energy Savings Tool KitOn Web

Video clips from Orlando

meeting. GO! is producing

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So How Are We Going to Get this Done With Our Customers?So How Are We Going to Get this Done With Our Customers?

Scott & Alison

Speaker Notes

our tbt vision

Documents