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This module discusses a template of resources for you to use when engaging with your clients and building a market review for discussing with your client. 

1. Run the Product Sales report to identify Top Performers in your client’s account(s). 
2. Run the Product Activity reports to evaluate the Space to Sales 
3. Run the Inventory Adjustment Summary report, highlighting the following data: 
   1. Evaluate fresh food stales 
   2. Review and track menu changes 
4. Run the Unsold Products report, and use the data to determine the following: 
   1. Low-performers 
   2. Which items to discount/sale or remove to rotate in new products 
5. Run the Cash Flow report, and use the data to compare the following: 
   1. Market Account usage percentage compared to direct credit card purchase percentage 
   2. Two-tier pricing introductions to price increase 
6. Optional: Run the Account Profitability report. 

Product Sales Report 

Running this report can help you identify top performers and areas in need of improvement. You can share more than what is outlined in this course with your clients. This is only a framework of the kind of information that you need to discuss with your clients, to improve your market performance.

 Top 10 performers 

The first set of data sort by the Quantity Sold column to float the top performers to the top. 

• Identify top performing items or categories 
• Discuss Fresh Food category since typically this category has a higher price point and stale and cost rates 

Ranking by category 

Select a category, like 20 OZ CSD, and take a closer look at the data and what kind of presence these products have in your market. 

• Coca Cola Class 20oz is a top seller, selling 197 units and has four rows in your cooler. 
• Mello Yello 20oz is a bottom seller, selling only three units, and has two rows in your cooler. 
• Presenting this level of data to the client enables you to discuss the space to sales concept and why reducing low performers (for example, Mello Yello) to one row in your cooler, is a good idea for adding a row of a top performing or better performing item. 
• Utilize this data to ensure that top performers are placed similarly in other or all markets. 

Product Activity 

Use this report to make menu changes in your markets. For example, you don't want to completely remove Grandmas Cookies from your markets, but you may want to rotate out low performing flavors. So, take a closer look at a product and all associated items, to see what happened to those product units, and then trim the low performers and replace with or test new flavors or a similar product. 

1. In the previous table you can see: 
   - Highest sold flavor is Peanut Butter and lowest sold flavor is Oatmeal Raisin. 
   - Highest staled flavor is Oatmeal Raisin, which is nearly half of ALL the staled flavors of that cookie product. 
   
   
2. This low performing Oatmeal Raisin flavor is currently in 171 locations. Use the Product Activity report to look at the performance of this flavor in all locations, to see if you can move some of these units to other markets where this flavor is popular or performing well. 
   
   
3. You want to do this quarterly for ALL fresh food, to decide on menu changes, and to optimize the performance of this category. You can identify the obvious low performers (in red) in your ORG that you want to remove from your product mix. Doing this helps you evaluate menu rotation for next quarter. 

Inventory Adjustment Summary Report

Inventory is critical to this process. You want to use this report to list all top staled items in the
client’s markets. If done right, then you can effectively speak to high stales with your client and
introduce a menu rotation or possible new, replacement items.
Fresh Food Stales

This report identifies the top Staled Out Items. Discuss with your client the following solutions to help you adjust or correct this ratio:

• Adjust min/max levels in the market.
• Discuss with the client possible replacement options.
• Remove the product all together.
• Discuss with the client subsidy ideas to keep certain fresh food items or “better
  for you” products. 
• Review by location and/or ORG

Utilizing the Product Activity and Inventory Adjustment Summary reports, you can make data- driven decisions to influence your menu changes. Use the following general recommendations for the types of varieties you should consider with your fresh food mix and menu rotations: 

1. Evaluate this mix, every three months (once per quarter) to get rid of low performers. 
2. Change out products (product rotation) every six months. Some market supervisors rotate every three months across their markets (since most markets only have half of these items listed). 
3. Introduce one to two new items each month to keep the mix fresh.

Menu Rotation Form 

Recommend having a variety of Fresh Food menus (see following table) based on employee type (blue collar or white collar), demographic, and client preferences. Each quarter evaluate low performers and remove on average a half of all fresh food selections to bring in new items. Recommend rotating in one to two new items each month, and track them using the following form. 

Unsold Products Report 

In the AMS Report Center, run the Unsold Product report to determine the count of on-hand products/items that you should: 

• Discount 
• Replace with new products 
• Introduce a subsidy solution