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1 Our TBT Vision “To Be Wal-Mart / Sam’s Most Valued Supplier” Click to advance Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I.

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Presentation on theme: "1 Our TBT Vision “To Be Wal-Mart / Sam’s Most Valued Supplier” Click to advance Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I."— Presentation transcript:

1 1 Our TBT Vision “To Be Wal-Mart / Sam’s Most Valued Supplier” Click to advance Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal- Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success.

2 2 Click to advance Stuart Kronauge VP, Marketing, Wal-Mart - Sam’s Club Team Stuart Kronauge VP, Marketing, Wal-Mart - Sam’s Club Team Dave Thank you Mark and Scott and Good afternoon everyone. Stuart and I are proud to represent the Wal- Mart TBT and to review with you some initial steps we have made in the journey to become “Wal-Mart’s Most Valued Supplier and highlight our 2008 plans for Success. Dave Pollard VP, Wal-Mart - Sam’s Club Team Dave Pollard VP, Wal-Mart - Sam’s Club Team

3 3 Mission 2010 in Progress... Click to advance Dave As our new team started taking shape, our system pulled together to participate in the July 4 th TAB with remarkable success. The results for this event reversed out YTD performance and we have sustained that momentum throughout the summer. In August, we used our Annual Bottlers Meeting in Orlando to introduce our new TBT and to set the stage for “New Ways to Win at Wal-Mart. +93% CS Formed our new Team +66% Retail $ $100MM Sparkling Retail Sales

4 4 Mark Jochumsen Wal-Mart AE Sparkling Sharon Belto Wal-Mart AE Still Martin Dimmitt Sam’s AE Susanne Geldart Nat’l Dir of Ops Belinda LeMaire Sr. Admin Lisa Winkler Cat Mgr Andrea Hill Cat Mgr Sparkling Barbara Dozier Analyst Still Alana Harp Analyst Click to advance Dave The CCE Team Tom McClintock – HQ Sales Susanne Geldart – Sales Ops Jim Ryan – Customer Bus. Dev. Tom McClintock Nat’l Dir of Sales Dave Pollard VP Wal-Mart / Sam’s Club Team

5 5 Bill Ryan Team Lead Paul Kraus Sales - WMT Thuc Tran Sales - Sams Steve Nowlin Cat. Man. Greg Puckett Sales Kermit Sykes Customer Svc. Jeff McClelland Shopper Mktg Emily Manne Shopper Mktg. Christie Escalona Shopper Mktg. Brent Chism Shopper Mktg. Honey Black Sales Anal. Belinda Meadors CPFR Anal. Jill Wittry Pricing Anal. Click to advance Stuart Kronauge VP of Marketing Stuart The CCNA Team led by Julie Hamilton My great marketing team… Bill Ryan – Minute Maid Greg Puckett – Food Service Julie Hamilton VP Wal-Mart TBT

6 6 We Will Win with Wal-Mart by Being Best at… Click to advance Stuart Retail Execution Customer Business Development Shopper / Consumer Insights Marketing & Innovation Supply Chain Management Built on the Foundation of the 5 Best Ats Outlined Six Key Actionable Items for Our System to Execute System Alignment in the Pursuit of becoming Wal-Mart’s Most Valued Supplier

7 7 System Alignment to: Grow Core value & expand portfolio Click to advance Stuart Deeper Look into 3 of The Actions Grow Core Brand Value and Expand Portfolio Shopper-Segmented Merchandising drives brand-centric Irresistible Shopping Experiences Sustainability Drive sustainability Improve customer serviceCollaborate, cover & execute business plan Activate shopper-segmented merchandising

8 8 Click to advance Stuart Deeper Look into 3 of The Actions Grow Core Brands and Expand Portfolio Shopper-Segmented Merchandising drives brand-centric Irresistible Shopping Experiences Sustainability System Alignment to: Grow Core value & expand portfolio Drive sustainability Activate shopper-segmented merchandising

9 9 Click FOR NOTES Dave Red, Black Silver will be the corner stone for all Core Brand Activity COMAC TABs DASANI, POWERade and Glaceau will lead the growth in the Hydration categories Nestea, Gold Peak, FUZE and V8 positions our system for to capture leadership in the Still/Emerging Categories All of this supported with Big Event and local Marketing activities to drive relavance with consumers 1 Grow Core value & expand portfolio

10 10 Drive Brand-centric, Irresistible Shopper Experiences We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location… John Fleming CMO, Wal-Mart We need to evolve a broader value proposition taking into account products, experiences that are relevant to the segment we’re targeting in any given location… John Fleming CMO, Wal-Mart

11 11 JanFebMarAprMayJunJul 2008 Core Brand Calendar Click to advance Stuart 3 pillars— Participation with Wal-Mart programs during key Food Events System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet Execution AugSepOctNovDec

12 12 System Aligned Offers Q1 Feb-April Q2 May-July Q3 Aug – Oct Q4 Nov – Jan Game Time Summer BBQ Back to School Fall Football Holiday Wal-Mart Key Food Marketing Periods Click to advance Dave System Alignment on Quarterly Offers built around Key Food Events for Incremental In-Outlet Execution

13 13 JanFebMarAprMayJunJul 2008 Core Brand Calendar Click to advance Stuart AugSepOctNovDec IHC FHMH IHC FHMH Activate Brand Focused programming and Key Properties and Initiatives Zero Portfolio Final 4 and Olympics Family Home Meal Happiness and In Home Chill

14 14 JanFebMarAprMayJunJul 2008 Core Brand Calendar Click to advance Stuart AugSepOctNovDec Driving sales in Multi Cultural and Store of the Community Multi-Cultural / Store of the Community

15 Winning Plan Key Holiday Secondary Holiday Non-holiday 55 Click to advance 2008 Plan 2007 Dave Price/Package Planning that Delivers Category Leadership for our Sparkling Brands More TABs are Expected at Wal-Mart in ’08 Key Holidays with Price Leadership Secondary Holiday Periods with Unbeatable Pricing SEMs or PET Led TABs during non- holiday periods

16 16 Click to advance Part Core Plan COMAC Seasonal AA/ Endcap Tier 2 TAB Tier 1 July 4 th TAB Tier 2 TAB Tier 1 Xmas TAB Tier 3 Tier 1 Mem Day TAB Tier 3 Tier 2 BBQ TAB Tier 1 Labor Day TAB Tier 2 BBQ TAB EDLP Pricing Q1(Feb-April) 8pk 8oz Cans 12 Pk Fanta 2 L Zero Brands 4pk Rockstar Vintage Bottle Q2 (May-July) 12oz PET 12 Pk Cans Nestea/MMR 2 L Fanta 4 pk NOS Vintage Bottle Q3 (Aug – Oct) 8pk 8oz Cans 12 Pk Fanta 2 L Zero Brands 4pk Full Throttle Vintage Bottle Q4 (Nov – Jan) 12oz PET 12pk Zero 2 L Green Bottle Christmas Glass Bottle Large Pack Can – 8’ COMAC FebMarchAprilMayJuneJulyAugSeptOctNovDecJan Dave Stacking all of this on a calendar to show our plans for COMAC TAB Events Brand Focus Initiatives Seasonal Activations –Brands –Packages

17 17 +31% +22% +50% target $100MM brand Cut out Glaceau product

18 18 Click to advance 2008 Tea / Energy / FUZE COMAC Seasonal AA/ Endcap Pricing FebMarchAprilMayJuneJulyAugSeptOctNovDecJan EDLP Rollback 3 wk BCR Tea 500ml 12pks 6 wk BCR Tea 500ml 12pks 3 wk BCR Tea 500ml 12pks 4pk Rockstar - 4pk NOS 4pk Full Throttle - FUZE 16oz – 9wks 4wk BCR FUZE FUZEFUZE >- - - > 500ml 12pk TEA/MM – EDV 3wk BCR Tea 500ml 12pks 6wk BCR Tea 500ml 12pks 3wk BCR Tea 500ml 12pks FUZE TAB 16oz NOS TAB 4pk Dave Similar Planning Details on Still / Emerging Brands Revise per changed Maintain/Lead columns and Holiday levels Add logos to all calendars Do a pic version of all brands together with splats %

19 19 Dave Click to advance 2008 Still - Dasani & Evian COMAC Seasonal AA/ Endcap Pricing FebMarchAprilMayJuneJulyAugSeptOctNovDecJan EDLP Rollback DA PLUS Multi Evian 6pk DA PLUS Multi-pk Evian 1ltr Da 24pk Dasani 24pkDasani FL 8pk DA TAB 24pk Evian 6pk Evian TAB 6pk DA PLUS Multi-pk TAB Dasani 24pk Dasani PLUS Multi - pk Evian 1ltr loose Evian 6pk ; 1ltr Dasani 24pk Dasani PLUS Multi-pk Dasani 24pk Dasani PLUS Multi-pk Evian 6pk ; 1ltr Evian 1ltr Evian 6pk 1ltr Evian 6pk Our Water Portfolio +22% Revise per changed Maintain/Lead columns and Holiday levels Add logos to all calendars %

20 20 Dave Click to advance 2008 Still - POWER ADE COMAC Seasonal AA/ Endcap Pricing FebMarchAprilMayJuneJulyAugSeptOctNovDecJan EDLP Rollback PA 32oz POWER ADE 10pk PA 32ozPA 8pk PA 10pk PA TAB 32oz PA TAB 8pk PA TAB 10pk PA 8pk & 32oz PA 8pk & 32oz PA 8pk & 32oz POWER ADE 8pk POWER ADE 32oz POWER ADE 8pk POWER ADE 10pk POWER ADE 8pk POWER ADE 32oz POWER ADE 10pk And Finally, Plans for POWERade that deliver another 40% - 50% in retail dollar growth Lead Main- tain 2007 Revise per changed Maintain/Lead columns and Holiday levels Add logos to all calendars +50% target $100MM brand

21 21 Personal Life Business Life Community Life Click to advance Stuart Key action: Activate Shopper-segmented merchandising Combine KO system Shopper & consumer insights + Wal-Mart’s segmentation Taking insights to action via shopper- relevant merchandising & programs Activate shopper-segmented merchandising

22 22 Activate shopper-segmented merchandising Click to advance Dave Wal-Mart has refined their segmentation to focus on Price Value Shoppers Brand Aspirational Price-Sensitive Affluent All want Better shopping experience Unbeatable Pricing National Brands at a Value Price-Value Shoppers Brand Aspirationals Price-Sensitive Affluents Unbeatable Prices Immediate Everyday Needs Brands that I trust Quality Products Faster Checkout & Wider Aisles

23 23 How Is the Shopper Information Relevant? Click to advance Stuart How is shopper information relevant? Leveraging the intersection between our brands and Wal-Mart’s shoppers and… … deliver national brands at a value that enhances the shopper’s experience. Right Brand Right Shopper Right Store

24 24 Stuart With a strong bias to the Sparkling category Growth opptys for our core brands And focus plan on specific brands and packages Click to advance

25 25 “Due to our size and scope, we are uniquely positioned to have great success and impact in the world, perhaps like no company before us.” - Lee Scott, CEO Wal-Mart Click to advance Dave A Challenge from Wal-Mart on Sustainability Wal-Mart has set aggressive goals for themselves Suppliers are scored on Sustainability improvements and initiatives Drive sustainability

26 26 Pix of Cooler Click to advance Stuart The Coca-Cola has actively participated with Wal- Mart on Sustainability networks Learnings & Best Practices about –Cooler Technology –Fleet –Water Conservation Carbon disclosure project Packaging scorecard And a Sustainability Website which tracks success Sustainability Website Sustainability Networks Learnings & Best Practices Carbon Disclosure Project Packaging Scorecard 2007 Sustainability Actions

27 Sustainability Plan Click to advance Stuart Our 2008 Plan Includes: Recycled PET Products Packaging Improvements Energy Savings Tool Kit on Website 2008 VPI/Recycled PET Products Packaging Improvement Energy Savings Tool Kit On Web

28 Video clips from Orlando meeting. GO! is producing Click to advance

29 29 So How Are We Going to Get this Done With Our Customers? Scott & Alison Speaker Notes


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