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November17,1999NorthTexasDivision2000Eating&Drinking
ChannelPlan7.0%2.8%18.6%119.5%24.3%GrossProfitPackageSummary
YTDOctoberCans20ozOther2LiterTotal16.1%114.6%-7.8%6.3%5.2%Volume%Mix23.6%20.4%32.7%23.3%EatingChannel
LocalCVP’sIncrementalGrowthBundlingOBMOpportunitiesVolumeConsumerPreferenceVendingPlacementsProfitableVolumeImmediateConsumptionEquipmentPlacementsColdDrink2000
PackageRolesBrandDevelopmentCustomerProfitabilityImmediateConsumptionInfrastructureCustomerRetentionVolumeperOutletCustomerSatisfactionColdDrink
SituationAssessmentColdDrinkChannelStrategiesDeliveraprofessionalanduniformAccountManagementapproachIncreaseavailabilityandvolumeinexistingaccountsAssessourinfrastructurecapabilitiesandcapacitiesCapturecompetitiveanddryaccountsthroughaggressiveprospectingChannelPlan2000
StrategiesEating/Drinking
ChannelPlanTop20accountsrepresent38%ofthechannelvolumeOffpremiseoccasionsaregrowingatagreaterratethanonpremiseNCBand20ozareunderdevelopedinthetraditionalfountainaccountsEatingChannelPlan
SituationAssessmentEatingChannel
Top10AccountsDomino'sPapaJohnsMrJim'sLittleCaesarsMiCocinaEatzi'sLuby'sPappa'sPopeye'sGuckenheimGrossProfitYTD%b/(w)504$
35.3%280$
25.5%77$
313.8%77$
(47.8)%50$
25.9%31$
(1.5)%41$
36.0%18$
(18.3)%11$
17.5%23$
65.9%YTD%b/(w)Volume13453.6%5426.1%17488.6%13(58.2)%1115.5%6(2.8)%628.8%6(14.9)%310.7%554.5%YTDSeptemberTop20accountsrepresent38%ofthechannelvolumeOffpremiseoccasionsaregrowingatagreaterratethanonpremiseNCBand20ozareunderdevelopedinthetraditionalfountainaccountsPackageMixNCBMixEatingChannelPlan
SituationAssessment-18.8%8.5%26.4%16.2%ChannelGrowthExpand20oz,NCBandDasaniavailabilityIncreasevolumeinexistingaccountsExecuteOBMopportunitiesaroundtheoffpremiseconsumptionoccasionsEatingChannelPlan
Opportunities2literandsingleservebundling8ozBucketofRefreshmentBrandsetoptimizationCupsetupgradesMinuteMaid“Orchard’sBest”Utilizecrosschannelpromotions44ozSixFlagsstyrocupEatingChannelPlan
Strategies
Increaseconsumptionandpackage/brand availabilityinexistingaccountsIncreasecustomerbasethroughprospectingincompetitiveanddryaccountsExecutenationalagreementsFocusonqualityCode10accountsImprovesystemcapabilitiesandcapacitiestoexecuteinthischannelAnalyzecurrentinfrastructureEatingChannelToolkitFountaintrainingattheSalesCenterEatingChannelPlan
StrategiesDeliveranuniformandenhancedaccountmanagementprocessIntroducepackageneutralE&DChannelReps.Top250accountsinamarketareaDevelopmentofallbrands/packagesKBIreportingandQuarterlyreviewsDryandCode10accountprospectingFundedbyCCUSAFountainEatingChannelPlan
Strategies
ACohesiveColdDrinkStrategyKeyInitiativesExecute“DriveAwayAWinner”NASCARpromotioninthefirstquarterRetainPapaJohnsasleadpartnerforFootballFridayspromotionIncreasebundlingactivityby50%(incremental3periods)Maintain20ozasthesingleserveICpackageVolume35.7%31.6%“PapaJohns”
2000PlanObjectives10.4%“LotusChinese”
2000PlanObjectivesKeyInitiativesCupsetupgradeProfitstorytoexplainincrementalprofitrealizedbyupgradingDrop20ozglasstumblerandadd24ozTrademarktumblersBrandExpansionCommunicatebrandstrengthAddMMOL,NesteaandDasaniSuggestivesellingprograms(H2NO)RelevantPOStocommunicatenewbrandsVolume8.6%14.3%7.2%ParentsNightOutRangers/AstrosBaseballCrewIncentiveNASCARDriveAwaySpringBreakGetawaySuperBowl2000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecEatingChannel
MarketingCalendarTexasRangersSuperBowlSuperBowlFootballFridaysCrewIncentiveTexasRangersTexasRangersDallasStarsChicken/2LiterBundleChicken/2LiterBundleChicken/2LiterBundle1,0622.9%2,62420.1%79215.8%1,1464.3%63311.3%76,420
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