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Tia A. WilliamsFuture Sales Leader Intern
Pepsi Beverages Company – Atlanta Manager: Floyd Fejuste
May 3, 2023 2
Agenda
About Me/Summer Experiences
Location Overview
Critical Experiences
Key Project(s)
Takeaways/Feedback
May 3, 2023 3
About Me
• Hometown: Hampton, GA• School: The University of Georgia• Graduation Date: Spring 2016• Major: Business Management• Interests: Traveling, baking, and
community service
May 3, 2023 4
Summer Fun!HBCU 5k Scholarship Run
HQ @PepsiCoJOBS Intern Twitter Take Over
The Power of One:SER Women Empowerment
POD Session
Atlanta Feed the Children
May 3, 2023 5
Location Overview
Location: Atlanta, GA (PBC)• Cover 1500+ accounts
– Sales• Pre-Sell Routes: 12• Bulk Routes: 20
– Delivery• D-Bay Deliveries:1200/week• Bulk Deliveries: 500/week
May 3, 2023 6
Critical Experiences
Delivery Bay Route Ride
• ARA contract and survey• P.R.E.M.I.E.R.• P.E.P.S.I.• Executional Framework• Best of the Best Audit Form• Products and pricing strategies• Place order (handheld and iPad)• Top selling products in Territory 2• Developed relationship with CR• Waste rotation
1 Pre-Sell (AOM) Route Ride
•Packaging of products•P.R.E.M.I.E.R•Invoice•Delivering product•Product rotation
Large Format BCR Route Ride
2
3
Critical Experience Learnings
• P.R.E.M.I.E.R.• P.E.P.S.I.• Executional Framework• Best of the Best Audit Form• Products and selling prices• Place order (handheld and iPad)• Developed relationship with BCR• Waste rotation
May 3, 2023 7
Key Project: Own the Streets – ARA Compliance
• Objective: to build a better relationship between PepsiCo and the Atlanta Retailer Association to help enforce 100% compliance with accounts
• Project Execution: within 6 weeks attain 100% compliance in 20% of ARA accounts in Territory 2 (Downtown, West side, and Southside of Atlanta)
May 3, 2023 8
Atlanta Retailers Association
• Co-op buying group which consists of gas stations and convenience stores– Territory 2
• Total of 170 ARA accounts
• If compliant, PepsiCo provide accounts with rebate per case– $0.60: CSD– $0.70: Isotonic– $1.25: Non carbs
May 3, 2023 9
Atlanta Retailers Association Contract
May 3, 2023 10
Steps for ARA Compliance Step 1: Survey store to determine if they are following ARA contract
Step 2:Determine how many shelves needed to be in compliant
Step 3: If store is not in compliance, determine if owner/decision maker is aligned to do a reset
• if “Yes” • complete reset form• order products with CR• the reset will be done in 3-5 days
• if “No” • Store will be informed they will not receive
rebate• SDL will follow up with KAM and ARA
compliance officer
May 3, 2023 11
Looks of Success: Windsor Supermarket (Richardson St.)
Before After Shelves gained• 14 shelves gained• 50% shelf increase• 70 cases (from reset)
• Net Revenue $986.30
• MC $448.70 2015 YTD index: 118
• 2014 Volume: 197• 2015 Volume: 232
May 3, 2023 12
Looks of Success: Texaco (Delowe Dr.)
Before After Shelves gained• 9 NCB shelves: • 26% shelf increase• 54 cases (from reset)
• Net Revenue $756.54• MC +$346.17
2015 YTD index: 131• Volume 2014: 495• Volume 2015: 650
May 3, 2023 13
ARA Compliance Results
Total Stores Reset
39 resetsTotal Shelves Gain
238 shelves - 11 CSD - 58 Isotonic - 169 NCB
Profit Increase
+ 1279 cases23%
accounts
Estimated Annual MC $79,330
Net revenue: $18,021 MC : $8,198
May 3, 2023 14
ARA Compliance Challenges and Successes
Common Challenges• Store owners are unaware of
contract guidelines • Store owner/decision maker
availability• Store owner’s mentality• Third party vendors
– Ex: Southeast• Store’s contract with other
vendors– Ex: Red Bull
• Limited spacing (smaller stores)
Successes• Educating owners on contract• Selling with insight
– Promoting deals– Knowing best products for store
• Maximizing space– Rolling racks and/or add shelves– Barrels– Coolers
• Setting store up for success– Resolving customer issues– Helping with reset
May 3, 2023 15
Next Steps for ARA Compliance
• Communicate effectively– Continue to build better
customer relationship• Accountability
– Store owners/managers– CR
• New survey sheet
May 3, 2023 16
Reflection: Key Takeaways
• Importance of working as a team• Importance of leadership in accomplishing tasks
– Lead by assuming responsibility • Effective communication and listening
– P.E.P.S.I.
May 3, 2023 17
Feedback: Strength and Opportunities
• Strengths:– Conference call check in– “Hands On” experience
• Opportunities– Develop S.M.A.R.T. objectives for
key project within first week– Better communication and/or
collaboration with other interns – Longer time for internship
OPPORTUNITIES
Questions?