Slide 1: VP, Sales and Wholesale Operations
VP, Sales and Wholesale Operations
Slide 2: Sales Machine U.S.A.
Slide 3: US Route to Market: US Sales Machine, People
US ROUTE TO MARKET US SALES MACHINE PEOPLE 3
Slide 4: US Route to Market: US Sales Machine, People
US ROUTE TO MARKET US SALES MACHINE PEOPLE
Slide 5: Overview Examples
OVERVIEW EXAMPLES 500+ wholesalers Bud Light Platinum 95% distribution in 4 weeks 44,500 total whlsr personnel Cran-Brrr-Rita … 0 to 80% 27,000 total sales people … distribution in our largest 17,500 sales reps retailer in just 4 days! 70 share of case on displays 11,000 total trucks on the street e
Slide 6: The US Market is Very Complex; The Competitive Environment is Changing
The US Market is Very Complex The Competitive Environment is Changing 50 ‘Countries’ within a Country 500+ Wholesalers • MillerCoors JV formed in 2008 • Accelerated consolidation in MC whlsr system • Places ABI at a local disadvantage Diverse Brand & SKU Portfolio 500,000 Retail Accounts A-B vs. Mil
Slide 7: Stronger Wholesalers, Best in Class WODs, Raising the Bar
STRONGER BEST IN CLASS RAISING WHOLESALERS WODs THE BAR • 500 equity wholesalers • 17 operations • Voluntary • 8% of volume consolidation • Alignment program • Anchor wholesalers • Operations cost < independents • +0.5% volume growth vs. peers • 6/8 RVPs have WOD experience + • Re-investment in • Al
Slide 8: From/To: Category Leadership, Revenue Management, Sales Execution, Trade Marketing
FROM: TO: • Set drawing Category Leadership • Thought leadership • Transactional • Strategic work with retailers • Price to wholesalers Revenue Management • PTC/PROMO Excellence • Volume objectives • Top Line Objectives • Regional Autonomy Sales Execution • Steering from the center • Broad targeting
Slide 9: Category Leadership, Revenue Management, Sales Execution, Trade Marketing
CATEGORY LEADERSHIP REVENUE MANAGEMENT SALES EXECUTION TRADE MARKETING
Slide 10: Category Leadership, Revenue Management, Sales Execution, Trade Marketing
CATEGORY LEADERSHIP REVENUE MANAGEMENT SALES EXECUTION TRADE MARKETING