INSERT
SUPPLIER
LOGO HERE
<insert supplier name here>
Discussion with <insert retailer/wholesaler name here>
Time: 00:00 AM
Table: 000
Existing Relationship Template
June 2011
PURPOSE OF TEMPLATE (REMOVE FROM SLIDE DECK)
• GMDC developed this template with specific objectives in mind:

To provide suppliers with a standardized presentation guide in order to facilitate a more
productive and efficient 10 or 20 minute CCC appointment.

To ensure the basic needs/points of interest for retailer/wholesalers are identified

To deliver a collaborative “follow-up” process to help prioritize post conference activity, clarify
interest levels and align expectations between supplier and retailer/wholesalers.
• How to use this Template

This template was designed for use by a supplier when meeting with a retailer/wholesaler
with whom they have a prior or existing relationship. Emphasis is on current status of the
business, immediate/new opportunities and longer term or future initiative review.

Objectives, recommendations and notes are provided for each of the appropriate slides.

Customize for each retailer/wholesaler and add/edit presentation as necessary
Use GMDC slide master or copy and paste into company slide format

Print off and use as presentation and/or leave behind following meeting.

Pace your presentation to allow for retailer/wholesaler to respond and participate.

Addendums can be inserted earlier in presentation or left for reference

Use “Follow Up Activities” slide (page 7) to confirm level of interest and next steps
Recommendation: start follow up process at “one minute remaining” announcement
2
ABOUT OUR COMPANY…
• <enter details about supplier here>
Insert pictures of facilities
• <location or headquarters, facilities, etc.>
• <size or scale of the company>
• <company’s core values / philosophy>
Insert brand logos, etc.
• <list key brands>
Insert pictures of facilities
3
BUSINESS PERFORMANCE SUMMARY
Category or
Segment
<CAT OR
SEGMENT HERE>
Item(s)
•
<enter Item or type of items here>
•
<enter Item or type of items here>
Total Volume
R/WH YOY
Growth%
Rest of Market
YOY Growth%
000,000
00%
00%
Notes and Comments:
• <highlight key business factors, decisions, industry trends or competitive activity that drove performance>
• <highlight key in-store activity and/or retailer/wholesaler specific activity that drove performance, i.e., increase or
decrease in space, ads, other promotional activity, etc.>
<CAT OR
SEGMENT HERE>
•
<enter Item or type of items here>
•
<enter Item or type of items here>
000,000
00%
00%
Notes and Comments:
• <highlight key business factors, decisions, industry trends or competitive activity that drove performance>
• <highlight key in-store activity and/or retailer/wholesaler specific activity that drove performance, i.e., increase or
decrease in space, ads, other promotional activity, etc.>
<CAT OR
SEGMENT HERE>
•
<enter Item or type of items here>
•
<enter Item or type of items here>
000,000
00%
00%
Notes and Comments:
• <highlight key business factors, decisions, industry trends or competitive activity that drove performance>
• <highlight key in-store activity and/or retailer/wholesaler specific activity that drove performance, i.e., increase or
decrease in space, ads, other promotional activity, etc.>
000,000
00%
00%
4
NEW ITEMS NEEDED IN YOUR STORES…
<< ITEM 1 >>
<< ITEM 2 >>
<< ITEM 3 >>
RATIONALE
• << why does the retailer/wholesaler
need this item – what are they missing?
>>
RATIONALE
• << why does the retailer/wholesaler
need this item – what are they missing?
>>
RATIONALE
• << why does the retailer/wholesaler
need this item – what are they missing?
>>
ROLE IN THE CATEGORY
• << How will this item help the category?
>>
ROLE IN THE CATEGORY
• << How will this item help the category?
>>
ROLE IN THE CATEGORY
• << How will this item help the category?
>>
•
<< What type of customer will this item
appeal to? >>
DISTRIBUTION & SHARE
• << Distribution or ACV in the
retailer/wholesaler’s trade area>>
•
<< the item’s market share in the
retailer/wholesaler’s trade area >>
•
<< What type of customer will this item
appeal to? >>
DISTRIBUTION & SHARE
• << Distribution or ACV in the
retailer/wholesaler’s trade area>>
•
<< the item’s market share in the
retailer/wholesaler’s trade area >>
•
<< What type of customer will this item
appeal to? >>
DISTRIBUTION & SHARE
• << Distribution or ACV in the
retailer/wholesaler’s trade area>>
•
<< the item’s market share in the
retailer/wholesaler’s trade area >>
TRADE FUND SUPPORT
• << Describe any funding for this item >>
TRADE FUND SUPPORT
• << Describe any funding for this item >>
TRADE FUND SUPPORT
• << Describe any funding for this item >>
OTHER PROGRAMS / INCENTIVES
• << Describe any special incentives
available to facilitate introduction of this
item >>
OTHER PROGRAMS / INCENTIVES
• << Describe any special incentives
available to facilitate introduction of this
item >>
OTHER PROGRAMS / INCENTIVES
• << Describe any special incentives
available to facilitate introduction of this
item >>
5
SUPPORT TO GROW OUR BUSINESS TOGETHER…
MEDIA COVERAGE
PROMOTIONAL AND
MERCHANDISING SUPPORT
TRADE MARKETING AND
INVESTMENTS
BROKER SUPPORT
•
<< insert text here >>
•
<< insert text here >>
•
<< insert text here >>
•
<< insert text here >>
•
<< insert text here >>
•
<< insert text here >>
•
<< insert text here >>
•
<< insert text here >>
6
KEY INITIATIVES FOR NEXT YEAR
1
<INITIATIVE 1>
2
<INITIATIVE 2>
3
<INITIATIVE 3>
•
Name: <enter name here>
•
Description: <enter a description of the initiative here>
•
Categories: <enter the categories or type of items here>
•
Impact: $000K to $000K in sales
•
Name: <enter name here>
•
Description: <enter a description of the initiative here>
•
Categories: <enter the categories or type of items here>
•
Impact: $000K to $000K in sales
•
Name: <enter name here>
•
Description: <enter a description of the initiative here>
•
Categories: <enter the categories or type of items here>
•
Impact: $000K to $000K in sales
7
FOLLOW-UP ACTIVITIES: <INSERT RETAILER/WHOLESALER NAME>
Action Item
1
Re-Cap
Send “re-cap” note of this meeting to the meeting participants
and the retailer/wholesaler’s extended team that did not attend
the GMDC conference
2
Schedule Call
Schedule follow-up conference call to address any detailed
questions or “hot topic” from this meeting
3
Follow-up Meeting
Schedule follow-up meeting with Retailer/Wholesaler VP,
Director and/or Category Manager/Buyer
4
Implementation Plan
Develop / update more detailed implementation plan for the
prioritized initiatives in this discussion
5
Send Samples
Send product samples of “new” items to Category Manager,
Buyer or Quality Lab
6
New/Seasonal Plans
Develop new/seasonal sales plan (order quantities, in-store
display and signage, fixtures – present to Retailer/Wholesaler
team
Retailer/Wholesaler
Contact
Green
Yellow
Red
Within 2 to 6
weeks
Within 3- to 4
months
No Action
Required
Notes:
8
APPENDIX 1: SUPPLIER INFORMATION
Company Information
Detail
Company Name
<enter name here>
Headquarter Address
<enter mailing address here>
City
<enter mailing city here>
State
<enter mailing state here>
Zip Code
<enter mailing zip code here>
Telephone
(000) 000 - 0000
Fax
(000) 000 - 0000
Web Site
http://www.XXXXXXXXXXXXXX.com/
Shipping Point/Distribution
Center Address
<enter mailing address here>
City
<enter mailing city here>
State
<enter mailing state here>
Zip Code
<enter mailing zip code here>
Telephone
(000) 000 - 0000
Fax
(000) 000 - 0000
9
APPENDIX 2: SUPPLIER KEY CONTACTS
Name
Joe Smith
Title
VP of Sales and Marketing
Office Phone
Mobile Phone
E-Mail Address
(000) 000 - 0000
(000) 000 - 0000
[email protected]
10
APPENDIX 3: SUPPORT AND SERVICE PROGRAMS
Service Metric
Order Fill Rate
Target
Actual
XX
XX
YTD
XX
XX
Notes and Comments:
• <enter comments here>
• <enter comments here>
• <enter comments here>
XX
XX
TPRs
Notes and Comments:
• <enter comments here>
• <enter comments here>
• <enter comments here>
XX
XX
Special Events
Notes and Comments:
• <enter comments here>
• <enter comments here>
• <enter comments here>
Notes and Comments:
XX
Other
XX
Notes and Comments:
• <enter comments here>
XX
XX
Notes and Comments:
• <enter comments here>
XX
Out of Stock
(Store)
Planned
• <enter comments here>
XX
Out of Stocks
(DC)
Ads
Notes and Comments:
XX
On-Time
Delivery
Support Area
XX
Notes and Comments:
• <enter comments here>
• <enter comments here>
• <enter comments here>
• <enter comments here>
11
APPENDIX 4: ITEM RECOMMENDATIONS
Item No.
Description
Cost
Sugg. Retail
GM %
Annualized Unit
Volume
Annualized Sales
(est.)
Annualized GM
Dollars (est.)
999999
<example - enter your
recommended item name
and description here >
$1.00
$2.00
50%
5,000
$10,000
$5,000
999999
<example - enter your
recommended item name
and description here >
$1.00
$3.00
67%
10,000
$30,000
$20,000
999999
<example - enter your
recommended item name
and description here >
$1.00
$4.00
75%
15,000
$60,000
$45,000
999999
<example - enter your
recommended item name
and description here >
$1.00
$5.00
80%
20,000
$100,000
$80,000
999999
<example - enter your
recommended item name
and description here >
$1.00
$4.00
75%
15,000
$60,000
$45,000
999999
<example - enter your
recommended item name
and description here >
$1.00
$3.00
67%
10,000
$30,000
$20,000
999999
<example - enter your
recommended item name
and description here >
$1.00
$2.00
50%
5,000
$10,000
$5,000
--
TOTAL
$1.00
$3.75
73%
80,000
$300,000
$220,000
12