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Todd Harbaugh Operations Mexico
My career in the company
Field leadership
VP Merchandising
Samsclub.com
Roadshows
Wholesale Trading/Exports
Demos
Call Center
SVP Replenishment
Inventory Management
Replenishment
Logistics/Distribution
Systems
Planning
Pricing
Packaging
SVP Planning & Integration
Chief Integration Officer
Integration & Planning
Internal Communications
Meetings & Events
SVP Sam’s Club
Operations
Merchandising
Replenishment
Planning & Integration
Membership & MKT
Finance
EVP Operations
Operations & Membership
U.S. & Puerto Rico
Integration & Planning
Internal Communications
Meetings & Events
Store manager
Assistant manager
District manager RPV
% Comp Growth 2015 vs 2014
Positive 2 year stack in Self-service & Sam’s
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb
2016 vs 2015
14.8 16.0
18.1 17.4
Jan Feb
6.6 6.2 7.3
8.5
5.8 6.8
4.1 3.9
Comp Growth % Food & Consumables General Merchandise Apparel & Shoes
SS SC
% Comp growth 2015
Consistently growing by division
Winning market share
North
Southwest
Metro
Northeast
Southeast
Center
Northwest SS SC
Region Comparison vs ANTAD 2015
North
South Center
Metro
(bps)
4.3
11.3
6.6 6.1 7.3 7.2
5.8
1.4
Department Stores
% Comp Growth 2015
Self Service & Clubs
Self-Service Mexico
Antad (Excluding Walmex)
Exceeding vs ANTAD but opportunity vs department stores
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2014 2015
Highest growth and
base in the history of Sam's Club
Sustained member base growth in Sam’s Club
And improving traffic throughout the year
-0.5
0.6 1.2 2.5
4.5 4.3 5.2
3.4 2.7
5.3
1 Q 2 Q 3 Q 4 Q YTD 2016
SS SC
Our mission
Innovate & optimize
for sustained growth
Become the most
valued omni- channel retailer
in Mexico
2016 2017 2018
Physical – digital
integration
Omni- channel
Build the store of
the future
2019 - 2024
Save people money so they can live better
Initiatives: leveraging the productivity loop
• Operate with excellence
• Transformational productivity
• Mkt optimization
• Differentiation across formats
• Regionalization & segmentation
• MRM & CRM
• Focus in perishables
• New credit proposal
• Relationship with suppliers
• Feature plan
• Price leadership
• Omni-channel
Operate for less
Buy for less
Sell for less
Grow sales
Our way of working
Our strategy
Our strategy
1 Improve customer & member experience
2 Differentiation across formats
3
Regionalization & segmentation
4 Transformational productivity
Achieve at least 3% comp sales growth
5 Way of working
1
MRM
& CRM
Improve customer & member experience
Focus in perishables
New credit proposal
Operating with
excellence
Improve price perception
Fast Friendly Clean Secure
20142015
Improve customer & member experience 1
Fast Friendly Clean Secure
Operational focus Growth 2015 vs 2014
Improve price perception
Operating with
excellence
MRM & CRM
New credit proposal
Focus in perishables
Improve customer & member experience 1
MRM & CRM
New credit proposal
Focus in perishables
Improve price perception
Operating with
excellence
Improve customer & member experience 1
Improve price perception
Operating with
excellence
MRM & CRM
New credit proposal
TotalSelf Service
Price perception Growth 2015 vs 2014
Continue to drive Price Leadership
* In Sam’s we consider the IES result on price perception
Focus in perishables
Improve customer & member experience 1
Targeted MKT
Social media
MKT optimization
Digital strategy
Engagement plan
Relationship plan
Share of wallet plan
MRM & CRM
New credit proposal
Focus in perishables
Improve price perception
Operating with
excellence
Improve customer & member experience 1
Payments services
Bodega credit (pilot)
Private card mprove price perception
MRM & CRM
New credit proposal
Focus in perishables
Improve price perception
Operating with
excellence
2 Differentiation across formats
Clear format strategy
Alignment with
our suppliers
Differentiate merchandise
2 Differentiation across formats
Who is the customer?
• Demographics
Right assortment
• Different where it needs to be different
Pricing strategy
• vs which competitors
Clear format strategy
Alignment with
our suppliers
Differentiate merchandise
2 Differentiation across formats
Alignment with
our suppliers
Joint business plans
Supplier summit
Execute feature plan
Top to top meetings
Differentiate merchandise
Clear format strategy
2 Differentiation across formats
Focus in business member
Mom & Pop’s HORECA Offices
Veracruz La Noria
4X 2X
Differentiate merchandise
Clear format strategy
Alignment with
our suppliers
2 Differentiation across formats
Presentations
Alignment with
our suppliers
Clear format strategy
Differentiate merchandise
2 Differentiation across formats Differentiated products
in groceries, consumables & fresh
Differentiate merchandise
Quality Newness Exclusives
Price Package Quality Bulk Exclusives
Brand
Exclusives
Package Innovation
Exclusives
Price Imports
Exclusives Exclusives
Alignment with
our suppliers
Clear format strategy
2 Differentiation across formats Differentiated products in general merchandise
Differentiate merchandise
Brand Exclusives Newness Innovation
Brand
Exclusives
Newness Quality Imports
Clear format strategy
Alignment with
our suppliers
2 Differentiation across formats
Packaging
Before Now
Differentiate merchandise
Clear format strategy
Alignment with
our suppliers
3 Regionalization & segmentation
3 Regionalization & segmentation
1 2 3
Cluster
2 Socioeconomic Level
Geography / Weather 3
1 Prototype Big Medium Small
High Medium Low
3 Regionalization & segmentation
Regional insights
Regional competitive strategy
Regional merchandise
Regional mkt strategy
Store & club of the community
Nationwide
North
Transformational productivity 4
Store of the future
Cashier front end redesign
Engineering standards
Technology advancement
Logistics network redesign
We move for less (WM4L)
Way of working
Ownership Think like the owner
Walmart basic beliefs
Customer & member centric
Teamwork Ownership
Innovating & testing
5
Our strategy
Win with new stores
Store & club manager selection & training
Store & club of the community
Good neighbor
Start off strong
Our strategy
Setting the path towards a physical & digital integration
Drive omni-channel from the store
eCommerce strategy Enabling the business
Setting the path towards a physical & digital integration
Digital infrastructure
Wifi in xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
Enhanced assortment vs expanded assortment
Align processes across all channels
Best service during the whole process
Drive omni-channel from the store
Kiosks in stores
New App
Deliveries: Home, business or pick up in the store
Convert spaces in store to have a digital experience
Click and pick
Commitments
Exceed 3% comp. growth
Become the best omni-channel retailer in Mexico
Exceed Customer & Member expectations everyday
Leverage expenses through transformational productivity
In the end our focus will always be…
In the end our focus will always be…
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