practices across the country is a

powerful tool.

Demonstrating the unique capabili-

ties of our sales force to our ven-

dor partners is as important as any

other component of the Rewards

program.

How many of you really enjoyed

the auction at the National Sales

Meeting in January? The Vendors

did a great job of providing fabu-

lous prizes. But if you think that

was good wait until you experi-

ence the next auction in Jan. 2017!

But before we get excited about

the auction, let’s discuss this

year’s Phillips Bucks program and

how you can earn those Phillips

Bucks for the auction.

This year’s focus is on New Busi-

ness and incremental growth -

New Dollars. We will reward

sales advancements for innovation

and creativeness on existing busi-

ness/brands that drive sales for-

ward but the most bucks will be

earned for those new dollar

achievements. You will need to

share your achievements with

Sheryl, Lon, Jim, Russ, and Jeff

for recognition. Please share using

the Best Practices Share Sheet

found on the “T”-Drive, Sales >

Sales Training, Personal Develop-

ment > Phillips Bucks Best Prac-

tices Share Sheet..

In addition to Lon, Corley and Jim

having Phillips Bucks for driving

incremental business growth sales,

Sheryl, Jeff and Russ will have a

supply of Phillips Bucks to award

the team for sales training engage-

ment, participation and achieve-

ment.

While this program Rewards

achievements, there are additional

important benefits:

Sharing and implementing best

Phillips Bucks Are Back Baby!

3 Ways to Unleash the Power of Determination

In sales and in life, the #1 factor

that determines success is deter-

mination. But just having deter-

mination is not enough to achieve

success in whatever you are striv-

ing to do. Determination is the

product of three necessary ele-

ments - GOAL, COMMITMENT

AND FOCUS. Let’s take a look

at how each element contributed to

determination.

GOALS. If you want to develop

your determination, set a good,

solid, important GOAL for your-

self. Choose goals that will chal-

lenge your skills or provide you

will exceptional joy or pleasure.

What goals would you like to

achieve? Max out Focus Lines,

Continued on page 3

Phillips Pet Food & Supplies

May 2016 Volume 1, Issue 8

Sales Development

E-Newsletter

Phillips Bucks

Highlights:

The 2017 National

Sales Meeting’s auction

will be bigger and better

than the last!

Like last year’s, this

years program is perfor-

mance driven. The more

you achieve the more

Phillips Bucks you earn.

This year’s program

focuses on new busi-

ness… “New Dollars” or

sales that is incremental.

Grow the business and

earn the Bucks!

Lon Zeigler, Corley

Heiserman and Jim Wall

have the Bucks and are

eager to pay for perfor-

mance.

Inside this issue:

Phillips Bucks Back 1

Unleash Determina-

tion

1

US Pet Food Spend-

ing

2

Unleash Determina-

tion Continued

3

PetStorePro 3

YouTube Link 4

Value Priced Dog

Foods

4

Provided by the Phillips Learning and Development Resource Center (Jeff & Russ)

2017 National Sales Meet-ing , at the new

Renaissance Hotel, Allentown, PA.

Saturday, January 7 - Wednesday, January 11

https://www.dropbox.com/s/en7qrodk14ohrqf/Best%20Practices%20Share%20Sheet.pdf?dl=0

In a recent article by John

Gibbons of Pet Business Pro-

fessor, shows that pet food

sales have risen by 16.6%

between mid-year 2013 and

2015 (top chart). With the

largest growth taking place

between mid-year 2014 and

mid-year 3015.

In the middle chart it is inter-

esting to note that the growth

is being driven by the old and

young…especially 55>64

and 25>34. However there is

significant growth in the 74 group (Mostly Boom-

ers).

This information is very im-

portant to keep in mind as

you work with your retailers.

It is a strong indication of

who they should be targeting

as the best customers for

their store.

The bottom chart breaks

down spending by income

groups and indicates that pet

spending among income of

$30K or greater has risen and

is driving pet food sales

growth.

Conclusion - Pets and pet

food spending are on the rise.

Increased Pet Food spending

may reflect the movement to

more premium foods but it

also is an excellent indicator

that the number of U.S. pet

households is strong and

growing.

U.S. PET FOOD SPENDING – $26.7B; Up 16.6% in 2 Years

Page 2

Sales Development

Continued from page 1

each month; write 10 new ISO’s

every two weeks; open two new

accounts per month; take a vaca-

tion to somewhere you have only

dreamed of going? You goal

must be so important to you that

it will set your determination

into action. Without solid,

meaningful goals our determina-

tion will lay dormant and we

will demonstrate indifference,

ineffectiveness (“Honest I tried

to sell that but no one wants

them.”), doubt (“I cannot possi-

bly sell all of those Focus Lines

in a month!”) and hesitation (“I

will start selling that next week,

really”.)

Once you have established your

goal, next you add COMMIT-

MENT to the mix.

The Scottish mountaineer, Wil-

liam Hutchison Murray, wrote

about that in his book, The Scot-

tish Himalayan Expedition. He

stated:

“Until one is committed there is

hesitancy…The moment one

definitely commits oneself, then

providence moves too. All sorts

of things occur to help one that

would never otherwise have

occurred.”

Commitment energizes and

sets in motion your determina-

tion and it causes things to occur

that would have not happen

without commitment. Think

about a time in your life when

you were completely committed

to a goal, what happened? You

achieved that goal in record time

and you felt so good in your

success.

There is one final element to

unleashing the power of your

determination and that is

FOCUS. It’s simply another

way of saying you’ve got to

keep your eye on the goal.

When you lack focus your mind,

your thoughts and your actions

are disorganized and scattered.

You know what you want to do

but are helpless to achieve your

goals and desires because you

lack the attention necessary to

achieve them. Have you ever

had a time when you knew that

you must accomplish a goal but

failed to do so because you be-

came easily distracted? That is

exactly what happens when we

lose focus. Focus is the target-

ing system that enables us to hit

the mark.

I would like to close with a story

that clearly shows how GOALS,

COMMITMENT and FOCUS

support determination.

Prior to 2015, Phillips-West was

unable to achieve their sales

quota for several years. In 2015,

Jim Wall entered the picture and

laid before the Team very specif-

ic goals for the year. He solicit-

ed commitment from each Team

member to those goals and

worked diligently to maintain

focus on those goals throughout

the year.

The same Team that had previ-

ously failed to achieve quota

fully committed to the West’s

goals and kept a laser-like focus

upon them. Harnessing the three

elements of determination, every

single region exceeded their

quota target in 2015!

You can have DETERMINA-

TION. You can be as successful

as you want at work and in your

personal life - as long as you

avoid the excuses - and apply the

three keys I’ve outlined in this

story.

Associates and Manager/

Owners. Topics range from care

and maintenance of livestock,

pet nutrition, customer service

and merchandizing.

For Managers and Owners

courses offer education is

Coaching and Leadership, under-

standing margin, managing cus-

tomer loyalty programs and how

If someone asked you what dif-

ferentiates a successful pet retail-

er from their competition you

would probably say “Well

trained, competent owners and

staff.” And where do you find

the tools for expert training and

staff development - PetStorePro.

PetStorePro is a free, on-line

service, offering courses for both

to capitalize on social media

marketing.

PetStorePro is an invaluable

resource for all of our retailers,

offering expert training and

guidance at no cost.

PetStorePro is a great resource

for you and your customers so

take a few minutes to check it

out.

3 Ways to Unleash the Power of Determination continued

A Great Resource for You & Your Retailers

Page 3

Volume 1, Issue 8

The difference between possi-ble and impos-sible lies in a person’s deter-

mination. Tommy Lasorda

Commitment unlocks the doors of imagination,

allows vision, and gives us the

right stuff to turn our dream

into reality. James Womack

The Benefits of a Well Trained Store Staff

Improve customer ser-vice.

Encourage repeat busi-ness.

Increase sales and profit-ability.

Stand out from the com-petition.

http://petstorepro.com/http://petstorepro.com/http://petstorepro.com/http://petstorepro.com/

Phone: 555-555-5555

Fax: 555-555-5555

E-mail: someone@example.com

Phillips Pet Food & Supplies

Copy & paste YouTube link Below https://www.youtube.com/watch?feature=player_detailpage&v=GNaAYKV5mIM

Organization

“You’re lucky you can’t read”

Sometimes we are so busy selling pet food we tend to forget the fun and pleas-ure it brings to the pet par-ents and the end users. This YouTube video will leave you in stiches and make you hap-py to be a pet food seller.

CHICKEN & TURKEYPORK, BEEF & LAMB

NO POULTRYTURKEY & DUCK

Chicken Meal, Dried Potatoes, Peas, Chicken Fat

Pork Meal, Dried Potatoes, Peas, Dried Sweet Potatoes,

Pork Fat

Turkey Meal, Dried Potatoes, Peas, Chicken Fat

$38.49 25% Margin

Level 1 Pricing$1.54 / LB

$38.49 25% Margin

Level 1 Pricing$1.54 / LB

$43.4925% Margin

Level 1 Pricing$1.73 / LB

Whole Earth Farms/Merrick

GRAIN FREE ADULT WITH CHICKEN

25LB

GRAIN FREE ADULT WITH LAMB

25LB

ORIGINAL ADULT28LB

Pork meal, green peas, chickpeas, yellow peas,

chicken fat

Pork meal, yellow peas, chickpeas, green peas,

chicken fat

Pork meal, Milo, brown rice, oatmeal, millet, rice

bran

$39.99 25% Margin

Level 1 Pricing$1.60 / LB

$39.9925% Margin

Level 1 Pricing$1.60 / LB

$34.99 25% Margin

Level 1 Pricing$1.25 / LB

Under the Sun - Canidae

TM Matt Patten, from the Pacific Northwest, has created an excellent presentation on Value Priced Pet Foods under $50 with 25%+

Margins. If you have wanted to encourage your retailers to get into value priced products this presentation is perfect for you. If you

have different brands feel free to modify for your needs. See the whole presentation on the T-Drive, Value Dog Foods March 2016.

VICTOR MULTI-PRO MAINTENANCE 50LB

VICTOR BEEF & BROWN RICE 40LB

VICTOR GF HERO JOINT HEALTH 30LB

Whole Grain Sorghum, Beef Meal, Chicken Fat

Beef Meal, Whole Grain Brown Rice, Whole Grain

Millet, Whole Grain Sorghum, Pork Meal

Beef Meal, Sweet Potato, Chicken Meal, Peas, Chicken

Fat

$45.4925% Margin

Level 1 Pricing$0.91 / LB

$39.99 25% Margin

Level 1 Pricing$1.01 / LB

$51.49 25% Margin

Level 1 Pricing$1.72 / LB

Victor Pet Food

NUTRO MAX ADULT CHICKEN 25LB

NUTRO MAX ADULTLAMB 25LB

NUTRO MAX ADULTSALMON 25LB

Chicken Meal, Whole Grain Sorghum, Brewers Rice,

Chicken Fat

Chicken Meal, Whole Grain Sorghum, Brewers Rice, Peas, Chicken Fat Whole Grain Oatmeal, Deboned

Lamb

Chicken Meal, Dried Potatoes, Chickpeas,

Chicken Fat, Peas, Lamb Meal, Salmon

$37.4925% Margin

Level 1 Pricing$1.50 / LB

$37.4925% Margin

Level 1 Pricing$1.50 / LB

$41.9925% Margin

Level 1 Pricing$1.66 / LB

Nutro Max – 25LB

Value Priced Dog Foods Under $50 with 25%+ Margins

https://www.dropbox.com/s/86gretig4ovy23l/Value%20Dog%20food%20March%202016%20B.pptx?dl=0https://www.youtube.com/watch?feature=player_detailpage&v=GNaAYKV5mIM

UntitledUntitled

Date: Time Line:

TM Name:

TM's Territory:

RSM's Name:

Vendor Brand

Vendor Partner's Full Name:

Vendor Partner's Territory:

Accounts Name:

Location: City/State

Name of Who You Worked with atthe Store:

Describe Action Taken - ISO, Promo, Seasonal, display, etc.:

Action Details:

How long on Display:

Sales Results of Action Taken:

Any Additional Information:

Please provide as much information as possible to insure your work is fairly and accurately represented

Best  Practices  Share  Sheet

Be Sure to Send Photos

Date:

Time Line:

TM Name:

s Territory:

s Name:

Vendor Brand:

s Full Name:

s Territory_2:

Accounts Name:

Location CityState:

Name of Who You Worked with at:

How long on Display:

Sales Results of Action Taken:

Text1:

Text2:

Text3:

Value Dog food

Retail Under $50

Margin 25% +

Some No Big Box or Tractor Supply

Chicken & TurkeyPork, Beef & Lamb No PoultryTurkey & Duck

Chicken Meal, Dried Potatoes, Peas, Chicken Fat Pork Meal, Dried Potatoes, Peas, Dried Sweet Potatoes, Pork FatTurkey Meal, Dried Potatoes, Peas, Chicken Fat 

$38.49 25% MarginLevel 1 Pricing$1.54 / LB$38.49 25% MarginLevel 1 Pricing$1.54 / LB$43.4925% MarginLevel 1 Pricing$1.73 / LB

Whole Earth Farms/Merrick

Grain Free Adult with Chicken 25lbGrain Free Adult with Lamb 25lbOriginal Adult28lb

Pork meal, green peas, chickpeas, yellow peas, chicken fat Pork meal, yellow peas, chickpeas, green peas, chicken fatPork meal, Milo, brown rice, oatmeal, millet, rice bran 

$39.99 25% MarginLevel 1 Pricing$1.60 / LB$39.9925% MarginLevel 1 Pricing$1.60 / LB$34.99 25% MarginLevel 1 Pricing$1.25 / LB

Under the Sun - Canidae

Grain Free Beef & LegumesGrain Free - Lamb, Pea, & Green Lentil LIDGrain Free Salmon, Sweet Potato & Pea

Beef, ocean fish meal, peas, chickpeas, lentilsLamb, lamb meal, peas, chickpeas, lentilsSalmon, ocean fish meal, sweet potatoes, peas

$48.49 25% MarginLevel 1 Pricing$1.94 / LB$48.49 25% MarginLevel 1 Pricing$1.94 / LB$48.49 25% MarginLevel 1 Pricing$1.94 / LB

Chicken Soup 25LB

VICTOR MULTI-PRO MAINTENANCE 50LBVICTOR BEEF & BROWN RICE 40LBVICTOR GF HERO JOINT HEALTH 30LB

Whole Grain Sorghum, Beef Meal, Chicken FatBeef Meal, Whole Grain Brown Rice, Whole Grain Millet, Whole Grain Sorghum, Pork MealBeef Meal, Sweet Potato, Chicken Meal, Peas, Chicken Fat

$45.4925% MarginLevel 1 Pricing$0.91 / LB$39.99 25% MarginLevel 1 Pricing$1.01 / LB$51.49 25% MarginLevel 1 Pricing$1.72 / LB

Victor Pet Food

Fromm Classic Adult33LBGOLD DOG ADULT 33 LB BAG

Chicken, Chicken Meal, Brown Rice, Pearled Barley, Oatmeal, White Rice, Chicken FatDuck, Chicken Meal, Chicken, Brown Rice, Pearled Barley, Oatmeal, Menhaden Fish Meal,

$38.4925% MarginLevel 1 Pricing$1.16 / LB$48.4925% MarginLevel 1 Pricing$1.47 / LB

Fromm Family Foods

Nutro Max Adult Chicken 25LBNutro Max AdultLamb 25LBNutro Max AdultSalmon 25LB

Chicken Meal, Whole Grain Sorghum, Brewers Rice, Chicken FatChicken Meal, Whole Grain Sorghum, Brewers Rice, Peas, Chicken Fat Whole Grain Oatmeal, Deboned LambChicken Meal, Dried Potatoes, Chickpeas, Chicken Fat, Peas, Lamb Meal, Salmon

$37.4925% MarginLevel 1 Pricing$1.50 / LB$37.4925% MarginLevel 1 Pricing$1.50 / LB$41.9925% MarginLevel 1 Pricing$1.66 / LB

Nutro Max – 25LB

Pricing Level 1-4 with 25% Margin

NotesItem noDESCRIPTIONUPC125% Margin425% Margin Size$/LB$/LB

   Consumer      Level 1Level 4

  WHOLE EARTH FARMS DOG DRY         

 MRK85516WHOLE EARTH FARMS ADULT DOG 30LB 022808855163$28.87$38.49$26.86$35.81 30$1.28$1.19

 MRK85536WHOLE EARTH FARMS GRAIN FREE CHICKEN & TURKEY 25LB022808855361$28.87$38.49$26.86$35.81 25$1.54$1.43

 MRK85540WHOLE EARTH FARMS GRAIN FREE BEEF & LAMB 25LB022808855408$28.87$38.49$26.86$35.81 25$1.54$1.43

 MRK85580WHOLE EARTH FARMS GF SALMON&WHITEFISH 25LB022808855804$36.11$48.15$33.59$44.79 25$1.93$1.79

 MRK85584WHOLE EARTH FARMS GF TURKEY&DUCK 25LB022808855842$32.50$43.33$30.23$40.31 25$1.73$1.61

 MRK85588WHOLE EARTH FARMS GF HEALTHY WEIGHT 25LB022808855880$32.50$43.33$30.23$40.31 25$1.73$1.61

            

  UNDER THE SUN DRY DOG 6-40461        

 CAN82003UTS ORIGINAL ADULT CHICKEN 28LB82003-0$26.25$35.00$25.35$33.80 28$1.25$1.21

 CAN82007UTS GRAIN-FREE ADULT CHICKEN 25LB82007-8$29.99$39.99$28.96$38.61 25$1.60$1.54

 CAN82011UTS GRAIN-FREE ADULT LAMB 25LB82011-5$29.99$39.99$28.96$38.61 25$1.60$1.54

            

  CHICKEN SOUP FOR DOGS         

 CHK61171CKN SOUP PUPPY 30LB BAG074198611713$36.68$48.91$35.35$47.13 30$1.63$1.57

 CHK61174CKN SOUP LG BRD PUPPY 30LB BAG074198611744$36.68$48.91$35.35$47.13 30$1.63$1.57

 CHK61166CKN SOUP ADULT DOG 30LB BAG074198611669$34.61$46.15$33.36$44.48 30$1.54$1.48

 CHK61255CKN SOUP GF CHICKEN, TURKEY & PEA 25LB074198612550$36.39$48.52$35.07$46.76 25$1.94$1.87

 CHK61259CKN SOUP GF SALMON & SWEET POTATO 25LB074198612598$36.39$48.52$35.07$46.76 25$1.94$1.87

 CHK01116CKN SOUP GF LID LAMB & LENTILS DG 25LB819239011165$36.39$48.52$35.07$46.76 25$1.94$1.87

 CHK01118CKN SOUP GF BEEF & LEGUME DG 25LB819239011189$36.39$48.52$35.07$46.76 25$1.94$1.87

 CHK61176CKN SOUP LG BRD ADULT 30LB BAG074198611768$36.68$48.91$35.35$47.13 30$1.63$1.57

 CHK61182CKN SOUP WEIGHT CARE DOG 30LB BAG074198611829$36.68$48.91$35.35$47.13 30$1.63$1.57

 CHK61179CKN SOUP MATURE CARE DOG 30LB BAG074198611799$36.68$48.91$35.35$47.13 30$1.63$1.57

            

  VICTOR NORMALLY ACTIVE DOG FORMULAS         

 VIC00238VICTOR GF HERO ADULT/JOINT HEALTH 30LB894308002381$38.66$51.55$37.33$49.77 30$1.72$1.66

 VIC00276VICTOR GF HERO ADULT/JOINT HEALTH 50LB894308002763$58.85$78.47$56.82$75.76 50$1.57$1.52

 VIC00249VICTOR OCEAN FISH DG 40LB BG894308002497$42.29$56.39$40.83$54.44 40$1.41$1.36

 VIC00241VICTOR LAMB & RICE 40LB BG894308002411$39.96$53.28$38.58$51.44 40$1.33$1.29

 VIC00257VICTOR SENIOR/HEALTHY WEIGHT 40LB894308002572$38.61$51.48$37.28$49.71 40$1.29$1.24

 VIC00242VICTOR CHICKEN & BROWN RICE W/LAMB 40LB BG894308002428$36.23$48.31$34.99$46.65 40$1.21$1.17

 VIC00234VICTOR BEEF & BROWN RICE 40LB BG894308002343$30.22$40.29$29.18$38.91 40$1.01$0.97

 VIC00237VICTOR HIGH PRO PLUS FORM. 40LB BG894308002374$35.30$47.07$34.09$45.45 40$1.18$1.14

 VIC00240VICTOR PERFORMANCE 40LB BG894308002404$34.61$46.15$33.42$44.56 40$1.15$1.11

 VIC00235VICTOR PROFESSIONAL 40LB BG894308002350$31.27$41.69$30.20$40.27 40$1.04$1.01

 VIC00236VICTOR HIGH ENERGY 40LB BG894308002367$31.34$41.79$30.26$40.35 40$1.04$1.01

 VIC00271VICTOR MULTI-PRO MAINTENANCE 50LB894308002718$34.19$45.59$33.02$44.03 50$0.91$0.88

 VIC00299VICTOR NUTRA PRO 38 30LB894308002992$36.44$48.59$35.19$46.92 38$1.28$1.23

Pricing continued

NotesItem noDESCRIPTIONUPC125% Margin425% Margin Size$/LB$/LB

            

  NUTRITIONAL GOLD - DRY DOG          

 FRM11520GOLD DOG ADULT 33 LB BAG072705115204$36.39 $48.52$34.43 $45.91 33$1.47$1.39

            

  FROMM CLASSIC         

 FRM10521FROMM CLASSIC ADULT 33LB BAG072705105212$28.82 $38.43$27.27 $36.36 33$1.16$1.10

 FRM10531FROMM CLASSIC MATURE ADULT 33LB BG072705105311$27.08 $36.11$25.62 $34.16 33$1.09$1.04

            

  MAX DOG FOOD - DRY (New Sizes)         

NewNTR12016MAX ADULT MINI-CHUNK CHICKEN 25LB079105120166$28.07$37.43$26.74$35.65 25$1.50$1.43

NewNTR12015MAX ADULT CHICKEN 25LB079105120159$28.07$37.43$26.74$35.65 25$1.50$1.43

NewNTR12017MAX ADULT WITH LAMB 25LB079105120173$28.07$37.43$26.74$35.65 25$1.50$1.43

NewNTR12018MAX ADULT BEEF MEAL&BROWN RICE 25LB079105120180$28.07$37.43$26.74$35.65 25$1.50$1.43

NewNTR12019MAX SENIOR WITH CHICKEN 25LB079105120197$28.07$37.43$26.74$35.65 25$1.50$1.43

NewNTR12020MAX LG BREED ADULT CHICKEN 25LB079105120203$28.07$37.43$26.74$35.65 25$1.50$1.43

NewNTR12099MAX LG BREED PUPPY CHICKEN 25LB079105120999$28.07$37.43$26.74$35.65 25$1.50$1.43

            

  MAX GRAIN FREE DOG FOOD - DRY          

NewNTR12021MAX GRAIN FREE ADULT CHICKEN 25LB079105120210$31.20$41.60$29.71$39.61 25$1.66$1.58

NewNTR12022MAX GRAIN FREE ADULT MINI-CHUNK CHICKEN 25LB079105120227$31.20$41.60$29.71$39.61 25$1.66$1.58

NewNTR12023MAX GRAIN FREE ADULT LAMB 25LB079105120234$31.20$41.60$29.71$39.61 25$1.66$1.58

NewNTR12024MAX GRAIN FREE ADULT SALMON 25LB079105120241$31.20$41.60$29.71$39.61 25$1.66$1.58