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Selling to a Grocery Store

Discover key topics for selling to a grocery store, including corporate structure, store positions, performance indicators, department concerns, and development programs. Understand the grocery business, organizational structure, and essential selling approaches.

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Selling to a Grocery Store

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  1. Selling to a Grocery Store

  2. Session Topics • Grocery organizational structure • Store Positions and Departments/Areas • Key Performance Indicators • Key Department Concerns • LMI Programs • ALSI Statistical Results

  3. Selling to a Grocery StoreUnderstanding the Grocery Business • Grocery stores are volume businesses • Stores provide customers Convenience, Selection, Quality, and Price • Business is highly labor intensive • Stores rely heavily on delivering excellent Customer Service • Personnel have a constant need for training

  4. Selling to a Grocery StoreGrocery’s Corporate Structure • President Buyers • Vice-Presidents Maintenance • Perishables Warehouse • Grocery IT • Finance Loss Prevention • Operations • Human Resources • Product Supervisors • Bakery • Produce • Meat • Deli/Seafood

  5. Selling to a Grocery StoreStore Positions • Store Manager • Assistant Managers • Department Managers • Customer Service Managers (CSM) • Associates • Cashiers • Baggers • Clerks • Utility Clerks

  6. Selling to a Grocery StoreStore Departments/Areas • Grocery Scanning • Front End Dairy/Frozen • Deli Non-Foods • Seafood Floral • Bakery Night Crew • Meat Cash Office • Produce

  7. Selling to a Grocery StoreKey Performance Indicators • Sales • Distribution • Profit • Shrink • Damage • Turnover • Compliance • Customer Service

  8. Selling to a Grocery StoreKey Department Concerns • Front End • Scanning Accuracy • Sales per Clerk Hour • Customer Service • Deli/Bakery • Presentation • Freshness • Response Time • Turnover • Sanitation • Customer Service

  9. Selling to a Grocery StoreKey Department Concerns • Dairy/Frozen • Rotation • Customer Service • Night Crew • Case Count • Turnover • Damage • Customer Service

  10. Selling to a Grocery StoreKey Department Concerns • Grocery • Stocking Levels • Merchandizing • Inventory • Customer Service • Produce • Freshness • Presentation • Customer Service

  11. Selling to a Grocery StoreKey Department Concerns • Meat • Sanitation • Freshness • Packaging • Presentation • Special cuts

  12. Selling to a Grocery StoreDevelopment Needs and LMI Programs Grocery store managers need to organize their day, communicate, and develop effective relations with Associates in order to increase sales and profitability. • Leadership – ELD • Communicate – EC • Organization - EPP

  13. Selling to a Grocery StoreWho to Sell • President/Owner • VP of Human Resources

  14. Selling to a Grocery StoreALSI Grocery Sales History • One Product Supervisor – EPP/ESM • 5 Deli Managers • 10 Store Managers • All Managers • All Executives • All Department Managers Are Required • ELD a Prerequisite for EC

  15. Selling to a Grocery StorePrograms Sold by Year

  16. Selling to a Grocery Store

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