Australasian Independent Marketing

Queensland

INTRODUCTIONAI Marketing has been established since 1991 and has had the honour of representing FGB for the past 21 years. As a broker we are your complete sales arm that provides all aspects of representation that includes states office and MSO negotiations, full field compliance and comprehensive reporting.

We offer you:

• Personalised and customised service

• Local knowledge

• High level representation

• Complete marketing and merchandising support.

AIMARKETING IS YOUR SALES PARTNER

The key performance areas for the AIM field

force include:

Execution of merchandising in store

Speed to market with new products

Provision of market intelligence

Proactive management of promotions

Response to urgent issues

Management of the minor barons / banner

groups

Instant customer relationships at all levels

REPRESENTING YOUR COMPANYRepresentation to Chains

Support Staff relationship and selling Promotions planning, pre-sales & implementation, including telesales for regional areas Major Chain store relationship Resolution of customer complaints Replace tickets Full competitor price check Promotional compliance Ranging compliance Engage and Empower member Code check and stock rotation Shelf house keeping Ticket compliance Displays over and above Relay implementation

Representation to Independents

AI Marketing actively engage independent grocers dealing regularly with State Office and MSO’s.

State office relationship Corporate Banner negotiations Promotions planning, pre-sales & implementation, including telesales for regional areas Independents store relationship New line introduction and turn in orders Resolution of customer complaints Direct selling utilising Charge Through and Cross Dock

STAFF AND ROLES - SUMMARY

Peter Hopkinson Managing Director

Cassandra Williams General Manager

Hettie Hopkinson Supervisor

Tony Collis IT Manager

Alison Read Data Entry / Merchandiser support / Orders

Steve Parker Independent Sales Representative North

Deb Seaton Independent Sales Representative South

Jessica Brisbane Merchandiser Manager

Merchandisers x 30

PETER HOPKINSON

Managing Director

Over Forty Years Grocery Industry Experience

Cadbury Schweppes - State Sales Manager

Nabisco Brands

Sales Manager

Account Executive

Sales Supervisor

Sales Representative

Seakist Brands - Account Manager

STAFF - IN DETAIL - PART 1 Cassie Williams- General Manager

• Cassandra comes to us with a B.A. major in Communications from Griffith University. Using her degree, she has been responsible for marketing proposals to charitable institutions, and after several years in the United Kingdom, she returned to Australia to work for an advertising agency in Brisbane.

• She was a key member in the HR department for one of the largest domain companies in Australia and has extensive sales experience in both the UK and Australia.

• In the past, she has controlled direct ordering Sales through Metcash and affiliates for Sales Accent in addition to supervising the field team.

Jessica Brisbane – Merchandiser Manager

25 years food service sales experience from tele sales to national sales manager with brands such as Sara Lee, Florentines, Golden Circle, Arnotts, Unilever, KR Darling Downs, McKenzie Foods, Mauri Foods (Kerry Pinnacle).

STAFF - IN DETAIL - PART 2

Tony Collis IT and Payroll Manager

Alison Read Merchandiser Support, Data Entry, Orders

Deb Seaton and Steve Parker Independent Sales Representatives

Our Independent Sales Representatives specialise in gaining incremental ranging in IGA stores, Foodworks and Spar stores, areas of coverage include :

Gold Coast - > Brisbane South -> Ipswich/Gatton -> Brisbane North -> Sunshine Coast.

Hettie Hopkinson Supervisor

Hetty has 18 years experience working in a supervisory capacity

controlling and training the AIM merchandising team.

MERCHANDISERS

• Our team of 30 merchandisers cover a region from Cairns in the north to Tamworth in Northern NSW and all major towns in between.

STORE COVERAGEAIMarketing has one of the largest field forces in Queensland that merchandises into the major supermarket and general merchandise chains as well as the Bannered stores

a. Major Chains QLD

Woolworths 246

Coles / BiLo 188

Big W 52

Total 486

b. Independents QLD

IGA / Supa IGA / Ritchie’s/ etc 217

Food Works 29

Total 246

NUMBER OF STORES

MERCHANDISER COVERAGE

Our Areas of coverage include:

Gold Coast Beerwah Gympie

Cairns Byron Bay Ingham

Townsville Bowen Kingaroy

Rockhampton Moree Lismore

Mackay Innisfail Murwillumbah

Gladstone Prosperpine Nambour

Bundaberg Dalby Port Douglas

Hervey Bay / Maryborough Bileola Roma

Sunshine Coast Emerald Warwick

Toowoomba / Gatton Mareeba & Atherton Northern Rivers Region

Brisbane Central Ipswich Ballina

Brisbane North Brisbane South Grafton

CALL FREQUENCY

Metropolitan / North Queensland / Northern RiversSpecial projects conducted in conjunction with Normal Call Cycle

Weekly Fortnightly Monthly 6-8 weekly

Major Chains :-

Coles, Woolworths, Bilo

Big W

Independents :-

Large

Medium

Small

Hardware :-

REPORTINGAs your sales partner, reports are created representing your products growth, development, and maintenance in store, this is provided on a monthly basis which contains the following information :

• Individual store data i.e. what is stocked and the number of facings

• Exception reports such as out of stock and deleted lines

• Task compliance with photographic evidence

• Summaries by chain or Independent Group

• Price Surveys / Opposition Comparison

In addition to our monthly reports we also provide the following :

• Historical product ranging increase or decrease

• Weekly promotional activity confirmations – including catalogue activity

• Customer complaints and enquiries

• Damaged stock, out of date or packaging issues

• Displays – over and above

• Any additional in store activity or information

Other ServicesAs your sales arm, we are available to carry out special assignments as required such as:• Competitor ranging and price surveys• Promotion displays erected and promotions compliance• Relays• In store sample distribution

Service LevelsWe commit to the following service response times Critical issue 24 hours e.g. a product issue threatening the ongoing store relationshipMajor issue 72 hours e.g. a customer or store complaint

At all times we will strive to provide the best possible service response times including resolving all non-urgent in-store issues within the scheduled call cycle

SERVICE

Product

Pro

duct X

Pro

duct I

Pro

duct J

Pro

duct K

Ranged 79 102 130 16

Generated 03/Jun/2016 10:04

AM

1 Facing 40 50 64 8

2 Facings 28 45 56 5

Distribution at 03/Jun/2016 3 Facings 2 1 4 0

4 Facings 3 5 3 0

Clients Client XYZ 5 Facings 0 0 0 0

Banner HI Grocery

Independents

6 Facings 1 0 0 0

Banner LO All Deleted 1 7 2 21

Region All Not Carried 95 93 75 135

No Stores 221 Not Graded 1 2 0 9

Brands Some Brand Out of Stock 1 1 3 2

Prod.

Categories

All Rejected 4 6 5 5

Sub

Categories

All Ticket

Requested

4 0 0 1

Products All TO-Ordered 14 3 2 5

Store Specific

No.

Banner HI Banner LO Name Suburb Region Territor

y

Count of Ranged Bay

Count

991837 Grocery

Independents

Bansal IGA - Cannon Hill Cannon Hill QLD 04 4 5 1 2 2 2

147056 Grocery

Independents

Bansal IGA - South Brisbane South Brisbane QLD 04 3 7 3 4 NC 2

997176 Grocery

Independents

Bansal IGA - Wondall Wondall QLD 04 4 3 1 2 2 2

149032 Grocery

Independents

Bansal Supa IGA - Brassall Brassall QLD 11 3 3 6 4 NC 1

146571 Grocery

Independents

Bansal IGA - Goodna Goodna QLD 11 3 3 NC 1 1 1

141212 Grocery

Independents

Bansal IGA - Ipswich West Ipswich West QLD 11 3 6 NC 1 1 OS

FULL DISTRIBUTION REPORTAI Marketing merchandisers use tablet based reporting to deliver instant store ranging and feedback. Using a newly implemented online reporting system we can deliver fully comprehensive distribution summaries and individual store reports with up to date status of each product from every store in the state.

WOOLWORTHS NEW SHELF LAYOUT

An example of shelf maintenance