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MAREI and The
Home Depot have
teamed up to offer
a rebate to MAREI
members!!
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Members receive a 2%
rebate on all purchases
at The Home Depot.
Registration is
required!!
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Volume Pricing
Program
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Direct to Jobsite
Orders
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Thank You for
your business
and your time
tonight!!!
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PSM’S ARE TO BE ACCOUNT FOCUSED
MANAGEMENT OF THE DESKS ARE AT
STORE LEVEL AND DM LEVEL
WE NEED TO REFOCUS ON BASICS
ASM’S OVER PRO NEED TO BE
ENGAGED FOR ACCOUNTABILITY
PASA’S NEED TO BE CONTINUALLY
PROSPECTING FOR NEW BUSINESS
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CCM REVIEW
CUSTOMER CREDIT
MANAGEMENT
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Understanding & Analyzing THD Customer Types
Enabled customer understanding by turning 3 years of individual POS transactions into trackable shoppers (i.e.
households)
Analyzed 2+ billion POS transactions
‘Trackable’ spend represents ~85% of annual THD sales (no cash/gift card spend included)
~31 million known households (name + address); all other households identified by trackable tender only
Worked with dunnhumby, the leader in customer behavior analytics, to analyze customer shopping behaviors
Pro Consumer
Pro Consumer
10 Source: dunnhumby – Sales metrics based on 52 weeks excluding cash & gift card spend, 10% sample grossed to 100%
Current D42 MAP Shadowbox SKU Assortment
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Pro Desk Re-assortment Concept
Objective
Merchandise Pro Desk “grab-and-go” shadowbox with highly Pro penetrated and high sales
opportunity SKUs
Methodology
4. Evaluate current MAP desk assortment using regional Pro Leadership SKU lists (focus on Pro
sales, household penetration, and units) that leverages dunnhumby Pro customer insights
5. Create optimized regional Pro desk SKU assortments based on findings, including “optional”
SKUs for desks with extra space (see Appendix)
6. Provide and confirm alternate recommendations with Merchants/Pro team
7. Develop and communicate execution strategy to field teams (see Appendix)
Used Memphis market to prove implementing methodology generates positive sales $ uplift
Two Memphis Pro Desk SKU change examples are detailed below
Different Size of Same Item Different Item Entirely
12 * Data represents the PRO CUSTOMER shopping the TOTAL STORE in THD US between 52 weeks 10/1/07 and 9/28/08
** dunnhumby data does not include Cash and Gift Card sales
Regional Pro Desk SKU Re-Assortment
All 19 “customized” Regional Pro Desk assortments yielded total of only 42 unique SKUs
D22 (1 SKU), D23 (2 SKUs), D23 (8 SKUs), D25 (22 SKUs), D26 (2 SKUs), D27 (7 SKUs)
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Northern Plains Region Pro Desk Re-assortment
Sku # Sku Descr Dept Class # Sub-Class #
507765 E/O 16OZ GREAT STUFF GAPS & CRACKS 22 4 5
461457 XL GROUTING SPONGE 23 14 5
421791 LIQ NAILS HEAVY DUTY 10 OZ 24 1 10
984590 ALEX PLUS WHITE 10.1 OZ. 24 2 2
822388 KILZ PRIMER-AEROSOL 24 15 2
655095 25' X 1-1/4" FAT MAX TAPE 25 1 4
108011 HUSKY FOLDING LKBACK RZR UTILTY KNIF 25 1 6
206699 METALMASTER STRAIGHT CUT SNIP 25 1 6
686743 UTILITY KNIFE BLADE DISPENSER 25 1 6
233944 WONDER BAR 25 1 13
438557 1000' YELLOW CAUTION TAPE 25 1 16
703552 E/O BULK CARPENTER PENCIL-HD (countertop) 25 1 16
895370 7" ALUM RAFTER ANGLE SQUARE BULK 25 1 16
126724 4PC RATCHETING TIE DOWNS 25 3 6
479666 1-5/8" COARSE DRYWALL SCREW 1 LB (countertop) 25 3 10
553471 ENERGIZER AA 36-PACK 25 5 10
514933 BROWN JERSEY 6PK GLOVES - FITS ALL 25 5 11
412235 4 1/2X1/16X7/8 NORTON MTL CUTOFF BLD (countertop) 25 7 4
318435 WD-40 12OZ. SMART STRAW 25 31 4
915147 394 GP 9 MIL DUCT TAPE-1.89INX55YDS 26 2 13
256462 NS #3 W/ 1/4 BRASS EZ SNAP BOLT KIT 26 7 3
423599 E/O NV 14W (60W) SPIRAL SW 4 PK 27 1 10
277525 100' 16-3 ORANGE WORKFORCE CORD 27 3 3
Shaded records indicate change from current MAP assortment
Northern Plains Pro Customer Financial Metrics (Historical Annual Pro Performance*)
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Pro Desk Re-Assortment Execution Strategy
Objective
100% compliance to the re-assortment plan (no deviation from ‘Mandatory’
or ‘Optional’ SKU lists).
Execution
5. 1-2 store associates need to dedicate ~2 “non-customer facing” hours for re-assorting the Pro
Desk merchandise (preferably before opening or after close).
6. Remove SKUs (and associated price labels) from the desk that are not on the “New
Mandatory SKU Assortment” slide and place merchandise back into current planogram
location. If planogram space not available, work with DM/RMM to execute sell through
strategy of limited stock.
7. Assort shadowbox and countertop with identified ‘Mandatory’ SKUs. If merchandising space
remains, fill with SKUs from the ‘Optional’ list. Add new price label for each newly assorted
‘Mandatory’ and ‘Optional’ SKU.
8. Daily set integrity is very important, so keep sufficient, yet manageable on-hand quantities of
each SKU at the desk.
Questions
Call your Divisional Merchandising VP Pete Capel @ 770-384-2242
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