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Wichita Action Plan 1 st Half 2010

Wichita Action Plan 1 st Half 2010. Ebony Branch Kristen Jones Jennifer Medley December 2009. Overview. Quantitative Qualitative Commitments from Team Wichita Commitments needed from Management. Quantitative. Product Availability – 3% OOS

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Wichita Action Plan 1 st Half 2010

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  1. Wichita Action Plan 1st Half 2010 Ebony Branch Kristen Jones Jennifer Medley December 2009

  2. Overview • Quantitative • Qualitative • Commitments from Team Wichita • Commitments needed from Management

  3. Quantitative • Product Availability – 3% OOS • Camel Non Menthol – Current YTD SOM 6.35% • YTD mid 2010 – 6.9% • Snus – YTD mid 2010 - .5% SOM • Camel Menthol –Current YTD SOM 1.26% • YTD mid 2010 – 2% • Pall Mall – Current YTD 5.49 • YTD mid 2010 – 6%

  4. Qualitative • Pricing • Contract selling • Margin selling • Pricing advisors • Engagerjrt.com • Price gaps met(packs/cartons) • Email confirmations followed by phone blitz

  5. Qualitative • Presence • Carton pricing on/off set depending on outlet • Merchandising cartons on set • Primary focus on Camel/Pall Mall • Snus in 1st position • Leading with menthol in outlets with 25%+ SOM • VAP and 99’s communication/POS • Encouragement of retailer communication on outside signage (Snus/Pall Mall)

  6. Qualitative • Promotions • Speaking about them as “Events” • 99’s all time promotions • Adequate quantity – updating promo model • Margin pricing • SKU adjustment based on customer willingness and capabilities • Analyze in May 2010 as to competitors brand performance in lieu of changes on promotion allocation • Snus Pulse

  7. Qualitative • Product • Adequate facings for product based on brand performance (against competitors performance) • Build to numbers are looked at, reviewed, and adjusted accordingly • Prebook for special events (promos, pulse, etc,) • Re-evaluation of Snus, NQ, and low CPW outlets

  8. Qualitative • Personal Selling • CE days – 1st and 3rd Friday of the month starting in February • Focus: Buckets 1 and 2 • Focus: menthol opportunity • Focus on daily CE’s – at least 2 quality a day • Kwik Shop Training Program – need to discuss with SKAM Sean Bader – • QT – Snus give ones and discussion with management around Snus opportunity and helping their bottom line

  9. TM Commitments • Data Integrity • Improved communication between TM’s as well as with management • “Wichita City Meeting” • 2nd Thursday of every month • TM’s to be in attendance – management invited once a quarter • Work with AM once a quarter

  10. Management Commitments • Conference call – Rob, Heather, and Wichita TM’s – once a quarter to review progress utilizing Hyperion with our discussion. • AM work with - once a quarter with each TM in Wichita

  11. Keeping it Simple, Bold, and Focused... We will achieve great results!!

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