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Bruce Bixler
Performance & AccomplishmentsHome Depot
1997 - 2009
2
• Driving Sales:– Actions
• Results
• Analysis:– Sales
• Actions
• Results
– Seasonal Goods
• Actions
• Results
• Training & Communications– Training
– Communications
Proper Planning Prevents Poor Performance
You Can Do It. We Can Help.™
Accomplishments
3
Driving Sales – Actions
Keep stores stocked with the right product at the right time.
You Can Do It. We Can Help.™
• Routinely ensure stores have sufficient
inventory of Ad goods and company
mandated special merchandising features.
• Review inventory levels for key vendors
in the top 3, and the bottom 3 subclasses
in the department weekly, and place
orders as needed.
• Review previous years events and stats
to ensure we protect any comp sales.
• Review top selling items from previous
year and place orders to ensure stores
enter seasons prepared for demand.
• Add new skus to product mix.
7
Analysis
• “Deep Dives”
• Seasonal Sell Through
• Special Event residual
merchandising
• Seasonal Product
Forecasting
Proper Planning Prevents Poor Performance
You Can Do It. We Can Help.™
8
• Research in detail where we are losing sales.
• Analyze sales trend reports, sales reports, last year’s promotions or
conditions, and advertisements.
– By SKU, Class, Market, Store.
• Identify negative sales trend.
• Research and quantify data.
– Gather sales loss data and contrast with any gain in replacement product or
other reasons affecting current sales.
• If applicable, recommend corrective actions, presented with research.
• Monitor sales data.
• Watch for trends.
Monitoring allows quicker reaction.
You Can Do It. We Can Help.™
Analysis - Sales Deep Dives
9
• Analyze all aspects of seasonal goods and the impact events may have on
sell through.
– Long range weather conditions
– Competition
– Trends
– Events and activities of last year
• Review season’s product forecasts.
– Identify back up supply if needed. Develop plan for potentially overbought items.
• Closely monitor in-stock, and sales.
– Drive the top, work with the bottom.
• Re-Evaluate
– Make determination for corrective actions needed before it would be too late.
• Achieve 96% sell through or better. Review season, and learn.
Close monitoring allows quick reaction.
You Can Do It. We Can Help.™
Analysis - Seasonal Sell Through
12
Training
• Peers:– Special training classes
– Sharing successes
• New Stores:– New store binder
– Tools for success
• Existing stores:– Consistent communication
– Reference materials
Working together – being the best
You Can Do It. We Can Help.™
14
• Getting stores off to the right start– Provide all new stores with binders that contain all information
they need to start their new business.
– PO list, PO prints, Tops sellers, New store discounts, Vendor
contact list, Service Rep Groups, Open Store List, Class /
Seasonality / Penetration, Cross merchandising, and Business
Planning.
• The Business Planning section has tips for running their business
intentionally and aggressively. Inspires thinking outside of the box,
ways to drive sales, and get associates, as well as customers,
excited to come in and see what’s new.
• Tools for tracking sales, trends, and meeting financial goals.
Give new stores all the tools they need for success!
You Can Do It. We Can Help.™
Training - New Stores
15
• Communication is key!
– Weekly updates are sent to the stores. They are
used to communicate issues to the stores between
the monthly communications.
• Product Knowledge
• Point out values in Special Buys
• Introduce New Items (Features / Benefits)
• Other issues requiring store action
Good communication is the key to success
You Can Do It. We Can Help.™
Training - Weekly MAP
17
• Driving Sales
– Find opportunities to increase sales and profitability
• Gained millions in profit, and additional sales
• Analysis:
– Closely monitor important items
• Increase turns and profitability
• Ensure great sell through on seasonal goods
• Training:
– Share successes with others for the benefit of all and the company
• Gain efficiencies and utilize available tools
• Summary Statement:
– Go above and beyond my job duties to contribute my talents and ideas
• I look for ways to make a positive impact. I fix things that need to
be fixed. I share great things to make the organization better.
I am very pro-active, going above and beyond duties
You Can Do It. We Can Help.™
Summary
• New Programs : - Actions
- Results
• New Service Providers :- Actions
- Results
• Line Reviews :- Reviews
• VOC :- Reviews
• Training & Communications :- Training
- Communications
Working together – being the best