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Randy Chandler Director of Sales

Randy Chandler Director of Sales Randy Chandler Director of Sales

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Page 1: Randy Chandler Director of Sales Randy Chandler Director of Sales

Randy ChandlerDirector of SalesRandy ChandlerDirector of Sales

Page 2: Randy Chandler Director of Sales Randy Chandler Director of Sales

Thank YOU! For Making It Happen

Thank YOU! For Making It Happen

Page 3: Randy Chandler Director of Sales Randy Chandler Director of Sales

DeCA Market Basket(FYTD 2009 thru May vs. Prior Year)

Region Sales per Transactions $ Change

East $69.95 $2.04

Europe $45.55 $0.36

West $63.08 $1.45

DeCA $63.98 $1.56

Page 4: Randy Chandler Director of Sales Randy Chandler Director of Sales

Outlook

Page 5: Randy Chandler Director of Sales Randy Chandler Director of Sales

Club Packs Meet The Need!

• Economic Trends & DeCA Purchase Patterns

• FAVOR Club Packs!– Average 18 times a year – Stock Up

– Perceived as Better Value

– Value overrides variety & convenience

• Create Excitement – Opportunity for COMMUNICATION!

– REWARD EXECUTION!

Page 6: Randy Chandler Director of Sales Randy Chandler Director of Sales

Spring Club Pack Sale - Top 10

  Apr - Jun SalesClub Pack

Sales% of Sales

SAN DIEGO $22,051,632 $954,091 4.3%

FORT BRAGG SOUTH $18,028,857 $763,502 4.2%

FORT LEWIS $17,947,614 $583,412 3.3%

NELLIS AFB $14,565,702 $572,080 3.9%

CAMP PENDLETON $15,764,068 $566,958 3.6%

MIRAMAR MCAS $16,759,142 $495,090 3.0%

OCEANA NAS $19,653,864 $487,247 2.5%

LITTLE CREEK NAVPHIB $16,552,458 $481,566 2.9%

ANDERSON AFB $7,287,102 $470,937 6.5%

FORT BLISS $13,427,335 $461,488 3.4%

Page 7: Randy Chandler Director of Sales Randy Chandler Director of Sales

Spring Club Pack SalesFYTDRank

FYTD Club RankClub Sales

SAN DIEGO NB 2 $22,051,632 1 $954,091

FORT BRAGG SOUTH 7 $18,028,857 2 $763,502

FORT LEWIS 8 $17,947,614 4 $583,412

NELLIS AFB 21 $14,565,702 4 $572,080

CAMP PENDLETON MCB 15 $15,764,068 5 $566,958

MIRAMAR MCAS 10 $16,759,142 6 $495,090

OCEANA NAS 4 $19,653,864 7 $487,247

LITTLE CREEK NAVPHIB 11 $16,552,458 8 $481,566

ANDERSEN AFB 76 $7,287,102 9 $470,937

FORT BLISS 25 $13,427,335 10 $461,488

DAVIS-MONTHAN AFB 28 $13,043,872 11 $446,270

FORT BELVOIR 1 $25,616,667 12 $391,382

FORT GILLEM 85 $6,406,864 13 $373,362

LANGLEY AFB 9 $16,871,645 14 $371,065

FORT CAMPBELL 6 $18,392,720 15 $370,174

QUANTICO MCB 12 $16,367,526 16 $347,758

OROTE 79 $6,855,590 17 $344,978

FORT BENNING 23 $14,288,397 18 $331,421

Page 8: Randy Chandler Director of Sales Randy Chandler Director of Sales

Execution

Page 9: Randy Chandler Director of Sales Randy Chandler Director of Sales

FYTD Top “5” Meat Sales

Commissary Sales % of Sales

Pearl Harbor $4.99M 8.6%

San Diego NB $4.42M 7.4%

Fort Lewis $3.62M 7.4%

Anchorage Area $3.05M 8.1%

Kadena AB $3.04M 10.0%Sales through May 31th

Page 10: Randy Chandler Director of Sales Randy Chandler Director of Sales

FYTD Top “5” Produce Sales

Commissary Sales % of Sales

Pearl Harbor $ 6.38M 11.01%

San Diego NB $4.94M 8.29%

Miramar MCAS $3.81M 8.34%

Hickam AFB $3.69M 10.84%

Schofield Barracks $3.54M 8.68%Sales through May 31th

Page 11: Randy Chandler Director of Sales Randy Chandler Director of Sales

Fort Bragg North

Page 12: Randy Chandler Director of Sales Randy Chandler Director of Sales

Fort Bragg North

Objective Categories/SectionsIncrease Pack Out by Reducing Items/Brands

Baking Needs, Canned Pork and Beans, Dry Beans, Ketchup, Olives, Pancake Mix, Peanut Butter

Improve Signage, Displays and Service

NIB Items, Quick Clean, Air Care, Hair Care, Skin Care, Baby Needs, Baby Food, Baby Formula, Diapers, Candy, DSD Mixer

Increase the Section’s Size

Quick Clean, Skin Care, HBC Club Packs, Pallet Drop Aisle, Two Rows for PB, MS, Club Packs etc.

Reduce Section Size

One Gondola Run, Bags/Wipes, Laundry Detergents, Cleaners, Air Freshener

Page 13: Randy Chandler Director of Sales Randy Chandler Director of Sales
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Guard&

Reserve

Page 21: Randy Chandler Director of Sales Randy Chandler Director of Sales

FY09 Guard/Reserve On-Site Sales

MonthPlanned Events

Scheduled

Joint Events

Planned

Events Held with

Sales Reported

Sales Costs Unit CostCustomer

CountSavings $

October 28 6 28 $1,569,276 $528,176 $0.3366 16,404 708,387$ November 16 4 16 $644,119 $144,530 $0.2244 5,812 290,762$ December 11 2 11 $572,872 $119,943 $0.2094 4,932 258,600$ January 1 0 1 $9,700 $3,839 $0.3958 95 4,379$ February 2 0 2 $120,039 $17,736 $0.1478 1,696 54,187$ March 11 4 11 $872,957 $198,017 $0.2268 7,690 394,062$ April 23 12 23 $1,648,033 $363,202 $0.2204 14,704 743,939$ May 14 5 14 $1,006,006 $163,147 $0.1622 6,508 454,121$ June 18 7 10 $534,237 $113,401 $0.2123 4,339 241,160$ July 12 3August 18 3September 16 1FY 2009 Store Total 170 47 116 $6,977,239 $1,651,991 $0.2368 62,180 3,149,595$ FY 2009 Above Store $2,601,571

FY 2009 Program 170 47 116 $6,977,239 $4,253,562 $0.6096 62,180 3,149,595$

Results as of Week ending 26 June 2009

Page 22: Randy Chandler Director of Sales Randy Chandler Director of Sales

Initiatives

Page 23: Randy Chandler Director of Sales Randy Chandler Director of Sales

Product Support Initiatives• Mobile POS Deployment Mobile POS Deployment

– Will allow handheld scanners to be used to Will allow handheld scanners to be used to process & transact sales. process & transact sales.

• Guard/Reserve On-Site SystemGuard/Reserve On-Site System– Will allow customers to Pre-Order/Pre-Pay Will allow customers to Pre-Order/Pre-Pay

onlineonline– Projected deployment 1st Qtr FY 10Projected deployment 1st Qtr FY 10

• Guard/Reserve Mapping ProjectGuard/Reserve Mapping Project– Provides location & troop strength at Provides location & troop strength at

National Guard Bases to help National Guard Bases to help commissaries pinpoint on-site sales commissaries pinpoint on-site sales opportunitiesopportunities

• Global Data SynchronizationGlobal Data Synchronization

Page 24: Randy Chandler Director of Sales Randy Chandler Director of Sales

Ft. Lewis

Page 25: Randy Chandler Director of Sales Randy Chandler Director of Sales

What If ?

Page 26: Randy Chandler Director of Sales Randy Chandler Director of Sales
Page 27: Randy Chandler Director of Sales Randy Chandler Director of Sales
Page 28: Randy Chandler Director of Sales Randy Chandler Director of Sales

Period 18 POG End Quantities

CONUS (INC AK/HI)

Kraft Mayonnaise 32 OZ 12 2100077742 2100077742 895000A481994 K1 4,607 Kraft Miracle Whip 32 OZ 12 2100064511 2100064511 895000A481988 K1 4,210 Kraft Light Mayonnaise 32 OZ 12 2100077749 2100077749 895000A481995 K1 1,380 Kraft Light Miracle Whip 32 OZ 12 2100064592 2100064592 895000A481247 K1 1,738 Kraft Salad Dressing Ranch 16 OZ 6 2100064361 2100073299 895000A481024 K1 7,498 Kraft Salad Dressing Zesty Italian 16 OZ 6 2100064425 2100073343 895000A481026 K1 6,355 Kraft Salad Dressing 1000 Island 16 OZ 6 2100064473 2100073346 895000A481053 K1 2,418 Kraft Salad Dressing Catalina 16 OZ 6 2100064469 2100073345 895000A481032 K1 2,335

Page 29: Randy Chandler Director of Sales Randy Chandler Director of Sales

MDVC&S Brattleboro

GSC PENSACOLA

NASH FINCH CEDAR RAPIDS

NASH FINCH CINCINNATI

Nash Finch Omaha

SUPER VALU ANNISTON

Super Valu Quincy

SUPER VALU TACOMA

GSC San Antonio

SUPER VALU BISMARK

COASTAL PACIFIC ONTARIO

Coastal Pacific Stockton Hawaii

1,070 207 455 115 177 129 260 238 370 448 204 559 193 206 4,628 978 189 416 105 161 118 237 217 338 409 186 511 176 188 4,229 321 62 136 34 53 39 78 71 111 134 61 167 58 62 1,387 404 78 172 43 67 49 98 90 139 169 77 211 73 78 1,746

1,741 336 741 187 288 209 423 387 602 729 332 909 314 335 7,532 1,476 285 628 158 244 178 358 328 510 618 281 771 266 283 6,383

561 108 239 60 93 68 136 125 194 235 107 293 101 108 2,429 542 105 231 58 90 65 132 120 187 227 103 283 98 104 2,346 - - - - - - - - - - - - - - 30,679

Page 30: Randy Chandler Director of Sales Randy Chandler Director of Sales

Customer Savings = “The Benefit”

• 30% Market Basket Savings

– “Must” Have

• Taking Costs Out of the Supply Chain

– Efficient Selection

– Efficient Promotion

Page 31: Randy Chandler Director of Sales Randy Chandler Director of Sales

Flexibility

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Randy ChandlerDirector of SalesRandy ChandlerDirector of Sales