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Sales Strategy Introduction

Sales Strategy Introduction . Agenda. Route to Market Strategy DVQ ROS Value of my role Needs-based-selling Selling on features and benefits Summary Next Steps. Route to Market. Customer vs. Consumer Our channels. DVQ ROS. Distribution: The SKU availability of any given product

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Sales Strategy Introduction

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  1. Sales Strategy Introduction

  2. Agenda • Route to Market Strategy • DVQ ROS • Value of my role • Needs-based-selling • Selling on features and benefits • Summary • Next Steps

  3. Route to Market • Customer vs. Consumer • Our channels

  4. DVQ ROS Distribution: • The SKU availability of any given product • Offering the best SKU selection to a customer Visibility: • The strategic placement of our product and promotional materials for the consumer • Creating presence through placement of our product and materials Quality: • Quality is defined by the consistency in experience of our brands • For Labatt quality is defined by a number of things including, consistently fresh product, and the knowledge and ability of our customers to serve the beer to consumers in accordance with our brand standards ROS (Rate of Sale): • Pricing our brand offerings competitively and clearly

  5. DVQ ROS Activity Materials must be clean, up-to-date graphics and visible to shopper Distribution 75% of defined SKU list available for purchase? (Retail only) Visibility All Labatt GA SKU”s under their expiry date and packaging not damaged Each brand must have a minimum of 8 bottles and/or 1 keg any size in stock Quality Tap handles, towers, tent cards, patio umbrellas, chalk boards, sandwich boards, branded glassware ROS Bud campaign program to drive pull through

  6. Value of your role and understanding your customer Identify customer needs through meaningful relationship building and the use of AB InBEV processes and tools to provide and execute world-class solutions that will satisfy those needs. Your asset! Build relationships of mutual trust and confidence with your customer and their consumers, and you will have a solid base for doing business. Your success! Execute brilliantly and flawlessly to ensure your solutions drive success. It will deepen your relationships and open new opportunities Relationships YOUR VALUE! Insights Execution Your profit! Build your recommendations from your knowledge of your customer’s business, the consumer, and our business to develop the most successful and profitable solutions. Your leverage! Learn about your customer’s business and their consumers. If you understand your customer’s needs you will have more opportunities to sell. Solutions

  7. Value of needs-based-selling • Demonstrates our commitment to helping our customers • Provides us the knowledge we need to recommend relevant solutions • Shows the customer we are providing solutions that are relevant for growing their business • Builds our credibility, and strengthens our relationship

  8. Features A characteristic of a product or plan Explains what is different or better Part of the intrinsic make-up of the product (i.e., includes pack, price, support etc.) Benefits Drives Customer Profitability (up-selling to bigger SKUs, more profitable brands, etc.) A future favourable result forecast promised upon taking certain action Answers the questions: “What’s in it for me?”,“What does it do for me?”, “So what?” Supported by features to explain why or how a benefit is possible • Example: Bud Camp • Feature: T-shirt with a purchase of a 24pack • Benefits: • Potential to up-sell customers that were going to purchase a smaller pack size, thus increasing revenue for the retailer • Customers intending to purchase a discount brand may be persuaded to purchase a Bud 24 pack, thus further increasing revenue for the retailer Features Vs. Benefits

  9. Learning Checkpoint • Why is DVQ ROS so important to us and our customers? • What are the four key ways you bring value to your customers? • Why is needs-based selling important?

  10. Summary • Understanding how we do business is integral to your success • As you develop your skills keep the value you bring to you customers as the forefront of all of your actions. It will ensure your success! • Needs-based-selling will help you sell more and will position you as credible to your customers • When providing a solution, always remember to communicate the benefit (e.g., “what’s in it for the customer?”)

  11. Next Steps THANK YOU!

  12. Appendix 1 – Route to Market Slides Select the slides that are representative of your region. • Alberta: Slides 13 • British Columbia: Slide 14 • Ontario: Slide 15 • Quebec: Slides 16 – 17 • Newfoundland: Slides 18 – 19 • Nova Scotia: Slide 20 • New Brunswick: Slide 21 • Manitoba: Slide 22 • Saskatchewan: Slide 23

  13. PRODUCT Import (Out of Country) (i.e., Stella from Belgium) Domestic(Large Brewer) Domestic (Small Independent) Government DISTRIBUTION Brewer Owned BDL Connect Logistics (Alberta only) 3rd Party Wholesaler Government (Retail) Government (BC Only) Brewer Owned (Retail)) none POC Private (Retail) Private (Retail) On-premise On-premise Canada – Route to market Alberta Region RTM…distribution through brewer owned wholesaler (BDL) to private and government retail

  14. PRODUCT Import (Out of Country) (i.e., Stella from Belgium) Domestic(Large Brewer) Domestic (Small Independent) Government DISTRIBUTION Brewer Owned BDL Independent Distribution 3rd Party Wholesaler Government (Retail) Government (BC Only) Brewer Owned (Retail) none POC Private (Retail) Private (Retail) On-premise On-premise Canada – Route to market: BC REGION RTM…distribution through brewer owned wholesaler (BDL) to private and government retail

  15. Canada - Route to market Ontario Foreign Brewer / Out of Province Ontario Brewer Liquor Control Board of Ontario (LCBO) The Beer Store (TBS) LCBO Retail Gov’t Licensee Beer Store Consumer Licensees = On premise, Bars, Restaurants, Pubs, - On Premise consumption LCBO Retail = regular stores (6 packs), Combination stores (all products), Agents (Market demands) TBS = The Beer Store, self serve palletised, self serve flow rack

  16. Canada - Route to market Quebec Labatt Breweries Distribution Centers (Labatt company owned = 30) Licensed Outlets - On Licensed Outlets - Off Consumer **This is somewhat like the US distribution system, however distribution centres are owned by the breweries Molson has similar system in place Distribution centres are exclusive for the 2 major breweries - Molson and Labatt Licensed Outlets On = Bars, Restaurants Licensed Outlets Off = Convenience stores & Supermarkets

  17. Canada - Route to market Quebec - “Foreign” Brands Out of Province Brewers Foreign Brewers Distribution agencies Licensed Outlets - On Licensed Outlets - Off SAQ Consumer SAQ = Societe Alcohol Quebec - Government run Licensed Outlets On = Bars, Restaurants Licensed Outlets Off = Convenience stores & Supermarkets

  18. Canada - Route to market Newfoundland Labatt Breweries Independent Distributors (both for Molson and Labatt) Licensed Outlets - On Licensed Outlets - Off Consumer This is the most like the US distribution system Molson has similar system in place Independent distributors work exclusively with either Molson or Labatt Licensed Outlets On = Bars, Restaurants Licensed Outlets Off = Convenience stores, corner stores, gas stations, Liquor stores

  19. Canada - Route to market Newfoundland - “Foreign brands” Foreign brewers Out of Province brewers Independent Distributors (both for Molson and Labatt) Licensed Outlets - On Liquor Stores - Off Consumer Licensed Outlets On = Bars, Restaurants Licensed Outlets Off = Convenience stores, corner stores, gas stations, Liquor stores

  20. Canada - Route to market Nova Scotia Labatt Breweries Draught only Packaged beer Licensed Outlets - On Liquor Stores - Off Consumer Empty Bottle Depot Moosehead has similar system in place Licensed Outlets On = Bars, Restaurants Licensed Outlets Off = Government run Liquor stores

  21. Canada - Route to market New Brunswick Labatt Breweries Draught only Packaged beer Licensed Outlets - On Liquor Stores - Off Consumer Empty Bottle Depot Moosehead has similar system in place Licensed Outlets On = Bars, Restaurants Licensed Outlets Off = Government run Liquor stores

  22. Canada - Route to market Manitoba Labatt Breweries / Molson Breweries Beer Distributors Limited - Brewer Owned (BDL) Liqour Board Stores Licensees Licensed Retail Stores Consumer Empty Bottle Depot Licensees = On premise, Bars, Restaurants, can sell for home consumption Licensed retail Stores = Hotel, Pubs, they also have an on-premise outlet in the same building

  23. Canada - Route to market Saskatchewan Labatt Breweries / Molson Breweries Beer Distributors Limited - Brewer Owned (BDL) Liqour Board Stores Licensees Licensed Retail Stores Consumer Empty Bottle Depot Licensees = On premise, Bars, Restaurants, can sell for home consumption Licensed retail Stores = Hotel, Pubs, they also have an on-premise outlet in the same building

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