1. 2019 Halloween Surge Captains Training
Welcome and introduction

2. The Surge: Purpose
To engage associates with our products out in retail to ultimately “win” the Halloween season.
What Can Your Team Get Out of This:
-Engagement
-Retail Knowledge
-Understanding of Product Visbility
-Store Manager/Customer Process
What Can a Captain Get Out of This:
-Team Leadership Exposure
-KDM Interaction
-Leveraging Decision Making
What To Do
Dress The Part:
Business casual including closed-toe shoes. Any Mars blouses or shirts are fantastic. (No blue jeans, t-shirts, sandals or sneakers.)
At the Store:
Contact store manager upon arrival and departure, providing your name, company and purpose of visit, and ask permission to straighten our product and if, applicable, apply seasonal coupons*. Please sign the vendor log book usually found at customer service.
Ask management if there is Mars Chocolate product in the backroom that they would like shelved and if you can place Mars Chocolate products in non-branded areas.
Please note: Management may deny help. Don’t take it personally! They may already have enough coverage for the season. Please thank them and move on to the next store on your list, if applicable.
Organize the Mars Chocolate seasonal display cases on the floor. Check to see if our competitors' products are in our bins. If so, please reorganize and put product in the appropriate brand’s bin.
If applicable, apply coupons to Mars Chocolate medium fun size Halloween bags only on every other item with value of $2.00 or more.
Report Back:
Observe and report serious issues.
For product quality issues, contact Mars Consumer Care at and state that you are a Mars associate.
If you see any issues, please with the retailer’s full address, phone number, details of the situation and image, if applicable.
Fill out the surveys. Separate ones for participants and captains.

3. Winning formula for a Spook-Tacular Halloween
Eyes
Ears
Winning Formula for a Spook-tacular Halloween
Product and Packaging: Partnered with our customers to develop better packaging, new irresistible innovation and additional consumer value on large variety packs. And, our shipments are up 8% with OOFR coming in at 99+%.
Displays and Execution: Better displays that celebrates the season and Mars. 50% more displays than last year.
Our Associates: Our secret weapon are the most passionate associates our there. We need Halloween to end the year strong – and with your help we can do it!
Heart
Product
&
Packaging
Displays
&
Execution
Our Associates

4. The Surge: Process Dress the Part:
Business casual with closed-toe shoes. Please no blue jeans or sneakers. If you own an old Seasonal Surge T-shirt you can wear it over a collared shirt. Try to wear things that are Mars Wrigley branded if possible.
At the Store:
Introduce yourself to store management. Ask permission to straighten our on-shelf product and clean up the aisle.
Organize Mars Wrigley product and remove competitor product from our bins.
Check store front displays and make sure they are straightened and have product filled.
Ask to go into the back and see if there are any products that need pulling to replenish aisle and displays.
What To Do
Dress The Part:
Business casual including closed-toe shoes. Any Mars blouses or shirts are fantastic. (No blue jeans, t-shirts, sandals or sneakers.)
At the Store:
Contact store manager upon arrival and departure, providing your name, company and purpose of visit, and ask permission to straighten our product and if, applicable, apply seasonal coupons*. Please sign the vendor log book usually found at customer service.
Ask management if there is Mars Chocolate product in the backroom that they would like shelved and if you can place Mars Chocolate products in non-branded areas.
Please note: Management may deny help. Don’t take it personally! They may already have enough coverage for the season. Please thank them and move on to the next store on your list, if applicable.
Organize the Mars Chocolate seasonal display cases on the floor. Check to see if our competitors' products are in our bins. If so, please reorganize and put product in the appropriate brand’s bin.
If applicable, apply coupons to Mars Chocolate medium fun size Halloween bags only on every other item with value of $2.00 or more.
Report Back:
Observe and report serious issues.
For product quality issues, contact Mars Consumer Care at and state that you are a Mars associate.
If you see any issues, please with the retailer’s full address, phone number, details of the situation and image, if applicable.
Fill out the surveys. Separate ones for participants and captains.

5. The Surge: Process Report Back:
Observe and report questions or concerns to
Upload photos to Mars Wrigley Moments
*Best photos will receive a team prize*
Tell us about your experience using the post surge survey
Make us aware if our displays are not comparable to competitors
What To Do
Dress The Part:
Business casual including closed-toe shoes. Any Mars blouses or shirts are fantastic. (No blue jeans, t-shirts, sandals or sneakers.)
At the Store:
Contact store manager upon arrival and departure, providing your name, company and purpose of visit, and ask permission to straighten our product and if, applicable, apply seasonal coupons*. Please sign the vendor log book usually found at customer service.
Ask management if there is Mars Chocolate product in the backroom that they would like shelved and if you can place Mars Chocolate products in non-branded areas.
Please note: Management may deny help. Don’t take it personally! They may already have enough coverage for the season. Please thank them and move on to the next store on your list, if applicable.
Organize the Mars Chocolate seasonal display cases on the floor. Check to see if our competitors' products are in our bins. If so, please reorganize and put product in the appropriate brand’s bin.
If applicable, apply coupons to Mars Chocolate medium fun size Halloween bags only on every other item with value of $2.00 or more.
Report Back:
Observe and report serious issues.
For product quality issues, contact Mars Consumer Care at and state that you are a Mars associate.
If you see any issues, please with the retailer’s full address, phone number, details of the situation and image, if applicable.
Fill out the surveys. Separate ones for participants and captains.

6. The Surge: Rules
DO NOT go into the backroom to pull product. Store managers may pull backroom Mars Wrigley Confectionery products for you, if available.
DO NOT put our product where it is labeled for competitors without permission from store management.
DO NOT leave corrugated materials on the floor. Take materials to the corrugated bailer or compactor in the backroom for disposal.
DO NOT move shelf labels or pricing signage without permission from store management.
What Not To Do:
Please:
DO NOT go into the backroom to pull product. Store managers may pull backroom Mars Chocolate for you, if necessary.
DO NOT put our product where it is labeled for competitors without permission.
DO NOT leave corrugated materials on the sales floor. Take materials to the corrugated bailer or compactor in the backroom for proper disposal.
DO NOT move shelf labels or pricing signage without store management permission.

7. Tips Per Channel: Wal-Mart
All team members must watch a 15 minute training video that is specific to policy and procedures for Walmart.
Be on the Look Out for:
Our most popular products
Wal-Mart exclusive products
Opportunities within our displays
Time of how long aisle work takes
Prime location on shelf – eye to thigh
Is the candy aisle full with everyday fun size products as they are the first to go
What Not To Do:
Please:
DO NOT go into the backroom to pull product. Store managers may pull backroom Mars Chocolate for you, if necessary.
DO NOT put our product where it is labeled for competitors without permission.
DO NOT leave corrugated materials on the sales floor. Take materials to the corrugated bailer or compactor in the backroom for proper disposal.
DO NOT move shelf labels or pricing signage without store management permission.

8. Tips Per Channel: Target
Use similar guidelines as Wal-Mart.
Be on the Look Out for:
In aisle displays
Prime location on shelf – eye to thigh
Products behind other cases on shelves
Opportunities to pack our product to shelf
Is the candy aisle full with everyday fun size products as they are the first to go
What Not To Do:
Please:
DO NOT go into the backroom to pull product. Store managers may pull backroom Mars Chocolate for you, if necessary.
DO NOT put our product where it is labeled for competitors without permission.
DO NOT leave corrugated materials on the sales floor. Take materials to the corrugated bailer or compactor in the backroom for proper disposal.
DO NOT move shelf labels or pricing signage without store management permission.

9. Tips Per Channel: Grocery
Be on the Look Out for:
Opportunities to pack our products on the shelves
Is the candy aisle is full with everyday fun size products as they are the first to go
Prime location on shelf – eye to thigh
Displays compared with competitors
What Not To Do:
Please:
DO NOT go into the backroom to pull product. Store managers may pull backroom Mars Chocolate for you, if necessary.
DO NOT put our product where it is labeled for competitors without permission.
DO NOT leave corrugated materials on the sales floor. Take materials to the corrugated bailer or compactor in the backroom for proper disposal.
DO NOT move shelf labels or pricing signage without store management permission.

10. Tips Per Channel: Drug Be on the Look Out for: In aisle displays
Displays by pharmacy checkout
Displays when you walk in
What Not To Do:
Please:
DO NOT go into the backroom to pull product. Store managers may pull backroom Mars Chocolate for you, if necessary.
DO NOT put our product where it is labeled for competitors without permission.
DO NOT leave corrugated materials on the sales floor. Take materials to the corrugated bailer or compactor in the backroom for proper disposal.
DO NOT move shelf labels or pricing signage without store management permission.

11. Best Practices: Watch Out in stores Be Respectful of their associates
Remember that this is their place of employment; not ours
Be Mindful of the TSM relationships these store manages have

12. Flawless Execution for a
“Monster” Halloween!
Here’s what 2015 success looked like with the right product, best displays and passionate associates. So, let’s do it again this year!

13. Please introduce yourself with
Q&A
Please introduce yourself with
your name and function.
Any questions?
(NOTE: Please record the questions asked so we can incorporate them into training next year.)
Thank you!