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BONNIE A. KANITZ DIRECTOR, DeCA EAST July 11, 2007

DeCA EAST SALES UPDATE. BONNIE A. KANITZ DIRECTOR, DeCA EAST July 11, 2007. Regional Summary. FY06 Sales. DeCA East achieves over $2.5B in sales for 2006!!. Regional Summary. FYTD 07 (October 06 – May 07) SALES. DeCA Worldwide CaseLot Sale. MAY 2007 RESULTS. REGION CASES DOLLARS %

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BONNIE A. KANITZ DIRECTOR, DeCA EAST July 11, 2007

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  1. DeCA EAST SALES UPDATE BONNIE A. KANITZ DIRECTOR, DeCA EAST July 11, 2007

  2. Regional Summary FY06 Sales DeCA East achieves over $2.5B in sales for 2006!!

  3. Regional Summary FYTD 07 (October 06 – May 07) SALES

  4. DeCA Worldwide CaseLot Sale MAY 2007 RESULTS • REGIONCASESDOLLARS% • EAST 1,042,826 $ 7,084,161 56.7 • EUROPE 61,046 $ 775,105 6.2 • WEST 721,793 $ 4,632,153 37.1 • GRAND • TOTAL 1,825,665 $12,491,420.01 • All time record for May Worldwide Caselot Sales • 1.6% increase over the Worldwide Caselot Sale in May 2006

  5. Troop Population Fort Drum 10th Mountain Division has 4 brigades. Three are stationed at Fort Drum; one is stationed at Fort Polk. A brigade from Fort Drum returned from extended deployment in June from Afghanistan. Another brigade from Fort Drum, (originally scheduled to return home in June), was extended until late September. The brigade returning in September from an extended tour in Iraq will be replaced by a brigade at Fort Drum. Next Spring, another Fort Drum brigade will return to Afghanistan. This will leave only one brigade at Fort Drum.

  6. Major Construction Projects • FORT DETRICK • NEW CONSTRUCTION • $13.5M • 34,210 SQUARE FEET • CONSTRUCTION START DATE: SEP 06 • PROJECTED COMPLETION DATE: JAN 08

  7. Major Construction Projects • FORT DRUM • ADD/ALT PROJECT • $19.2M • 82,800 SQUARE FEET • PROJECT START DATE: JUL 07 • COMPLETION DATE: MAR 09 • MAJOR ELEMENTS: • SMALL ENTRANCE ADDITION • COMPLETE RENOVATION TO CURRENT DeCA • STANDARDS AND LAYOUT

  8. Major Construction Projects • SARATOGA SPRINGS • NEW CONSTRUCTION (REPLACES SCOTIA) • $7.1M • 22,400 SQUARE FEET • START DATE: DEC 07 • PROJECTED COMPLETION DATE: NOV 08

  9. Major Construction Projects • TOBYHANNA • ARCHITECTURAL & REFRIGERATION UPGRADE • $3.6M • START DATE: SEP 06 • PROJECTED COMPLETION DATE: OCT 07 • MAJOR ELEMENTS: • SALES AREA UPGRADE • REPLACE REFRIGERATION EQUIPMENT & DISPLAY CASES • UPGRADE MEAT MARKET • MISC. REPAIRS

  10. BRAC • Impact of closing locations: (BRAC 2005) • Commissaries affected: 6 Stores • Fort Monmouth, NJ • Fort McPherson, GA • Fort Gillem, GA • CE Kelly Support Center, PA • NSCS Athens, GA • NAS Brunswick, ME • FY 2006 Sales: $65.5M • FY 2006 Surcharge: $3.3M • Depreciated value of assets: $9.1M • Employee authorizations: 195

  11. BRAC • Brunswick • FYTD 07 Sales (May 31) +2.4 $176,058 • FY 09 there will be a 50% draw down in active duty members due to Squadron deployments that are not returning to Brunswick. • Attitude is everything! Brunswick has become one of the best “Team Stores” in the zone. All managers and staff approach their jobs as if they are getting a new store in 4 months and will all receive grade increases versus actually closing in 3 years due to BRAC.

  12. BRAC • C. E. Kelly • FYTD 07 Sales (May 31) – 6.2% ($322,734) • Extensive BRAC media coverage. • All installation activities, i.e. PX, Gym, have reduced operating hours. This limits the amount of traffic to the Post and Commissary.

  13. BRAC • Fort Monmouth • FYTD 07 Sales (May 31) – .13% ($10,724) • Curtailment of operational hours at some facilities located on base • Tours by interested parties regarding purchase of the Fort Monmouth property continue • Customer base is primarily retired, senior citizens

  14. Tactical Approaches That Build Sales • #1 Aggressive merchandising program • Focus on perimeter departments - - quality, availability, service, & maximum savings • Set expectations - perimeter always comes first • Meat – cut all that you can cut, major push to eliminate case ready on principle cuts - - maximizes customers savings • Meat Truckload / Seafood Road Shows - - aggressively stomped unauthorized installation competition

  15. Tactical Approaches That Build Sales • Focus on perimeter departments (cont) • Produce – emphasis on merchandising and quality • Deli/Bakery – focusing on improving as it is a “real” department • Aggressive indexing of categories & MBU program compliance • Case lot/truck load sales/side walk sales – continuous special outreach events • Club pack program endorsed and promoted Summer and Winter 06

  16. Tactical Approaches That Build Sales • #2 Focus on leadership with four “E’s & P” • in every store • Energy • Energizethose around you • Edge(able to make those tough decisions) • Execute & Passion • Building strong teams to execute Agency vision and programs

  17. Tactical Approaches That Build Sales • #3 Focus on weekend vendor stocker support • Do you really know what your • support is on the weekend?

  18. One Store, One 300K Super Bowl Saturday Sales Opportunity • Friday, Saturday, Sunday = 60-65% Sales • Friday = Vendor Admin Day • Saturday/Sunday – poorest days for Vendor Stocking • Who’s watching the Hen House? Days Results 285K in sales = missed target goal!

  19. DeCA's Top 15 Sales Days of the 21st Century ** Friday, All other dates Saturday

  20. DeCA Missed Top Sales Record Day by $3K on Feb 3rd! A LOST SALE IS FOREVER

  21. 1)Program Weekend Checks on Service Levels2) Fix Vendor Stocking Support on Weekendsa) Separate Team for Fri, Sat & Sunday? b) Pay Hourly – NOT BY ROLL-UP! Want to Grow Sales ?

  22. Vendor Stocking Costs DeCA WILL PAYOVER $104,000 TO CONTRACTORS TO STOCK VENDOR CATEGORIES FROM JUST TWO STORES ! • Fort Meade (Class 5) • 43,208 cases and $25,064 paid to the contractor FYTD 07 • Average cases 5,401/month • Average cost $3,133/month (equates to$37,596 annually!) • Hanscom (Class 3) • Estimated Frozen Food Cases Stocked & Cost Per Month • 7,296 cases and $5,584 paid to the contractor • Equates to over $67,000 annually

  23. Vendor Stocking Initiatives • A weekend vendor stocking test program was initiated by Kraft Foods Military effective March 30, 2007 in 43 DeCA East stores. • Additional stocking support is being provided to selected CONUS stores for enhanced weekend coverage. • Labor supplement covers mid-morning to late afternoon in test stores, maximizing sales opportunities for all operating hours. • Incremental shelf replenishment orders are considered to capture missed consumption, and matched with the level of incremental support provided on a store by store basis. • Results are favorable and have proven in most instances to capture sales that were previously lost due to NIS conditions.

  24. tactical approaches that build sales Vendor Stocking Test Participants • Kraft, Nestle, Webco, and Sarvis now on board in select stores with payday weekend support! • Other brokers and manufacturers • are expressing interest and making • inquiries regarding participation. A “WIN-WIN” PROPOSITION! SARVIS

  25. tactical approaches that build sales Kraft Vendor Stocking Enhancement Test

  26. tactical approaches that build sales • DeCA East POC for Vendor Stocking Issues • (Joyce Chandler - CMS) • “Pictures say 1,000 words!”

  27. Tactical Approaches That Build Sales • #4 Continued emphasis/training on CAO • processes to optimize shelf pack-out • If you stock it, we will order it!!

  28. Summary • Tactical Changes To Increase Sales • Addressing leadership issues – Building Strong Teams! • Focus on perimeter sales • Focus on MBU programs & special sales events (“WOW!”) • Push club pack sales • Continued CAO training to ensure maximum shelf stock • Improve Weekend Support & Coverage • Ensuring that outreach program is at its maximum potential • Improve merchandising of the sales floor • Continuous indexing of commodities

  29. Thanks for your continued support! “Telling the future by looking at the past assumes that conditions remain constant. “This is like driving a car by looking in the rear view mirror”- Herb Brody

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