Getting it Done

2. Getting it Done • Overview of Pioneer, Yesterday and Today • Store Layouts and Planograms • Municipal Reviews, Planning a Business

3. Yesterday to Today • The 1950’s • Sixty’s and Seventy’s • Growing Eighty’s • Rationalization of the Industry in the early 90’s • Changing of the Guard

4. 1997 Mgmt Vision Retreat • New Vision Statement was our focus. • Hired a consultant • Guided Pioneer in the direction required • XRO Extra Retail Offering • Branding our new offering

6. Esso has their ON THE RUN and Tiger Express Stores • Sunoco has Fun Snacks • Petro Can has Super Stores • Shell has Select

7. Started with a 14x40 store • Growth to 36x48 +++ • Created a new dept “Merchandising” with dept head to learn the business and shadow the consultant • Developed store layouts, planograms, sourced furniture and hardware

8. Stores had to meet • Building codes • TSSA regulations • Consumer needs • Operating concerns • $ Budgets • Prefab or On site construction • Timing

9. Our Business • Small compact stores • Maximize the space available • We are in the Snack Business • Not a full blown convenience store • We follow the 80/20 rule • 80% of income comes from 20% of the inventory

10. 1997-2003 • 1997 0 stores of 155 total • 2002 55 S/E sites of 160 total • Another 25 stores that do not meet the S/E guidelines but are “re-merchandised” to sell snacks and related items.

11. Lottery • Coffee Programs • ABM’s • Food Offerings • Phone Cards and related products • Co-Branding Country Style and Tim’s • Fast Food floor space lease

12. Today’s Snack Express and the Evolution of the Store

13. Planning a Business The Art of Planograms

14. Planograms • The play book of diagrams that guide the manager and team to get the right products in the right place at the right time for the customer. • Input from a variety of sources, both internal and external, & third-party market research collection companies.

15. Additional sources would include: • Unique traits of certain customers, usually by market or demographic area. • Urban, suburban and rural areas • Income levels for consumer preferences • Vender supplied data on item purchases

16. Planograms are built using a variety of sources, so that the best possible item selection are made to increase sales, ensure in-stock positions, maximize the inventory investment on the shelf, and enhance the customer satisfaction in every store.

17. A planogram is the final authority for what should be on the shelves in each area of the store and needs to be maintained accordingly to keep it accurate. • Unauthorized products disrupt the picture the customer sees from store to store.

18. Why ?? • Develop consistency • Continuity in the Image, Quality and Brand • Top Selling products • Right Product • Right Location • Right Amount

19. Group like items together • Natural flow from product to product • Direct the customer thru the store to the Pay-point. • Impulse buying, fast movers for impulse purchase on the cash counter , front and center • New and Innovative products up front/close and personal

20. Product Categories Single Serve Snacks Take Home Snacks

21. Beverages Salty Snacks

22. Gum/Mints Chocolate Bars

23. Automotive Magazines/Reading

24. Food Offering/Co-Branding Grocery

25. Kid’s Candy Tobacco Products

26. Rules of Planograms • Set the planogram according to plan • Resetting an area of the store …….. • Or at the initial set up of a new store • Updated Manual available to all staff • Most current pictures and drawings • Reinforce with vendors, the importance of maintaining the correct planogram

27. By maintaining the planogram integrity, the manager helps insure the accuracy and reliability of the purchase data. • This info helps to better understand the consumers needs and wants and forms the basis for fact-based decision making to what the customer wants.

28. The manager also needs a formal way to suggest and make changes to each planogram, but he will also need factual information to support that change request. • Train and retrain the staff and team !!

29. The Store Layout • A customer spends less that 2 ½ minutes inside the store on average. • Traffic patterns are most affected by the location of the coolers, ABM, and cashier. • These are fixed and can not be moved unless a major remodel is in the plan • Other fixtures, shelves etc., can be moved around with some degree of flexibility

32. Most stores will be provided with guidelines for product placement based on store layouts • Many different store configurations may result in guidelines only for the most common off-shelf display locations in their stores.

33. The Myth of Planograms • The Store Planogram is based on Tried-and –True Principles and years of experience.

34. It is important to keep each display: FRESH FACED STOCKED ROTATED Displays that are: Well built and attractive. Appropriate signage attached They all add up to DRIVEN SALES Building Displays

35. Fresh Faced & Fronted Stocked Rotated Clean Merchandise displays are most effective when the customer can easily shop the display and readily determine the value of the offer. Five “MUSTS” of Proper Display

36. Signs are the retailers silent salesperson Two types Permanent Signs part of the physical structure Normally used to promote awareness of its own brand and image. Menu Boards In any case, keeping the message: CURRENT TIMELY RELEVANT ALL PART OF EFFECTIVE MERCHANDISING “Signage” getting the message

38. Temporary Signs Used more for promotion of events of products Intended to draw traffic into the store for specific products and or events Pump toppers, Banners, window signs, ceiling danglers Promo signs should be attractive, noticeable, and clearly definable of the product and price Should be professional art work

39. Summary • We have covered six key areas/activities to complete the play book of merchandising. • Utilizing Planograms • Merchandising different locations in the store • Building displays • Stocking Shelves and Displays • Rotating Merchandise • Using Signage