PowerPoint Presentation

CATEGORY DEVELOPMENT HANDBOOK

Getting Started:

• Post Skills Inventory: After identifying the competency(s) that you will need to develop, navigate to Section 3 “Category Management Competencies”

• S.M.A.R.T. Goals: You will need to set S.M.A.R.T. Goals, discuss with your supervisor and check in frequently on your progress, navigate to Slide 121

• Take the classes recommended per your competency level (foundational, advanced, or mastery)

• Use the resources and references to help supplement your learning

• Work with the Subject Matter Experts (SMEs) and your supervisor for coaching and guidance

All lines on this page are hyperlinks, click to navigate directly to that section. Table of Contents

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Mission, Vision, and Values

Category Management Competencies

Section 1

Section 3

Our Purpose

Negotiations Collaborative Partnerships

Analysis & Insight

eCommerce Acumen

Commercial Evolution

Pricing & Promotion

Internal/External Communication & Documentation In Store & Digital Shelf Merchandising & Management Financial & Business Acumen

What is LEAP?

Strategic Business Planning

Supply Chain; Center Store

Systems & Technology

Associate Development for Category Management

Appendix

Section 2

Section 4

Career Roles & Responsibilities

Leadership Journey

Supervisor/Associate Coaching Kit

Category Management Development Center Overview

Calibration

Individual Development Plan

Individual Development Plan Session

Category Management Development Process

Leadership Development Discovery (Insights Discovery)

Mission, Vision, & Values

Section 1

Commercial Evolution

TRUSTED PARTNERS RELENTLESS PURSUIT

Our Vision

SUSTAINABLE, LEADING-EDGE, OMNICHANNEL EXCELLENCE.

TRUSTED

Credible, committed & in-touch with business realities

PARTNERS

Embodying our Partnership Behaviors

RELENTLESS PURSUIT

Tenacious & uncompromising to deliver for today & tomorrow

SUSTAINABLE

Investing in people & repeatable, versatile solutions

LEADING-EDGE

Innovative & agile with a sense of urgency

OMNICHANNEL EXCELLENCE

Keeping our shoppers & our business at the center to deliver our Connected Customer ambition

WHAT IS LEAP?

LEAP is our Learning Lab designed to drive Efficiencies through shared best practices, Accelerating ADUSAs market advantages by leverage Partnership Behaviors. The goal of LEAP is to leverage categories as a learning opportunity to understand key commonalities and differences across the Great Local Brands inclusive of tools, processes, decision paths, etc. while fostering cross brand relationship building and personal growth opportunities.

Associate Development for Category Management

Section 2

Leadership Journey

Category Management Development Center Overview

Click on the section for more information

Leadership Development Discovery Insights Process (LDDI)

Category Manager Certification Process

Calibration*

IDP Session

*Calibration is completed by Supervisor and/or CMP leaders

Calibration

Goal Setting

Evaluation

Calibration

The process through which consensus is reached on an associate's performance, potential and development opportunities. During this phase, all managers should have entered their ratings for their associates, and everyone is locked out of REVIEWS, until HR completes these calibrations.

Through Calibration, HR and your Leadership team will determine which candidates are High Protentional, Potential, Performing Role, Needs Guidance.

Candidates who are determined start the LDDI process:

• Will be considered “on the bench” for the next role* • Identify stretch assignments that will allow the associate to grow within areas of development Stretch assignments will be incorporated in their enhanced IDP

• The enhanced Individual Development Plan (IDP) will also incorporate developmental opportunities identified through LDDI process

IDP Process Flow

This process flow shows how you and your supervisor work together to develop your IDP

Review and revise your IDP as needed

Work the plan

Discuss the Goal

Self Assessment & Create Direction with SMART Goals

Start

Learning & Development Model Key Points on Adult Learning Theory: When developing your Individual Development Plan (IDP), keep these points in mind

Experiential – 70% Working with new & challenging experiences (set goals)

Social Learning – 20% Build communities & special interest groups (mentoring & coaching)

Training – 10% Structured courses, workshops & e-learning (courses, case studies, etc.)

Developing An Individual Development Plan & Support

IDP Session

• I ndividual: for the individual by the individual (with support of the organization) • D evelopment : focus on building capabilities (leadership & technical) to meet success requirements • P lan : an associate driven, ongoing process based on interactions and accountabilities

How are you currently doing in your present role?

•

Are you getting the job done?

• Where are you rating in your functional capabilities? • Are you meeting unforeseen expectations? • Do you hold steady under pressure? • Remember Performance = Results + Behavior

What leadership capabilities are you showcasing?

• What could use a little improvement? • How could you showcase these more across the organization? (reaching past your department or functional area?

Where do you want to go?

• Where is your passion? In your current functional area or elsewhere within the organization? • What new skills (technical and soft skills) will you need to be improved your efficiency within?

Category Manager Certification Process

Certification is critically important to the success of category management, especially when we consider the rapid changes occurring in our industry. It is essential that we all speak the same language, have a common understanding of the benefits to all parties for certification and the standards are clear.

Why

Associate is level set by taking competency courses (in- person, TPG, and coaching)

Process Details

Through TPG the following are required: • Certification at the Foundation Level (13 courses) • Certification at the Advanced Level (14 courses) • Certification at the Mastery Level (14 courses)

After testing, TPG will provide results (including certificate and logos)

TPG will maintain the certificate of record indefinitely, but certification is to be renewed annually

Leadership Development Discovery Insights Process (LDDI)

Category Associates that have completed Category Manager Certification Program

Who

Category Manager Assessment Process Tools leveraged will be: • Leadership Journey 360 survey • Individual Style Profile • Discovery Insights • Education via online learning & coaching • Testing for Certification through TPG Functional interviews to be completed by a leadership panel • Category competency model* to be used to finalize interview questions

Process Details

Category Management Competencies

Section 3

Category Management: Competencies & Definitions

Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions Collaborative Partnerships Ability to create internal and external cross-functional relationships that enable the development of beneficial solutions eCommerce & Omnichannel Expertise Using Category eCommerce assortment, digital marketing and pricing tactics to capture online demand as a key part of a fully integrated, omnichannel commercial plan to drive the best customer experience and our strategy Financial & Business Acumen Ability to understand and apply knowledge of Great Local Brands and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results In-Store & Digital Shelf Management & Merchandising Ability to understand, create, and implement consistent in-store and digital merchandising and shelf management initiatives, utilizing related tools to support Great Local Brand's strategies and direction Internal & External Communication & Documentation Ability to communicate with internal partners and external suppliers across functions; communication may be oral or written including formal presentations and required documentation

Negotiation Ability to gain alignment between internal and external parties, while achieving positive business results

Pricing & Promotion Ability to understand, develop, and implement pricing and promotion initiatives that support the Great Local Brands pricing strategy Product Development & Assortment Ability to develop and/or implement product development and assortment initiatives across all retail formats (On-Line & In-Store) to drive desired business results Strategic Business Planning Ability to, develop and implement comprehensive Category Leadership Solutions, including facilitating tactics and plans that deliver Great Local Brand's strategy Forecasting, Replenishment & Supply Chain Ability to understand, apply and integrate knowledge of Great Local Brands (GLB) supply chain capabilities, policies and industry trends to optimize performance Systems & Technology Knowledge and utilization of systems and tools to enable execution of strategies and objectives

F (Foundational) A (Advanced) M (Mastery)

Category Management: Competency Role Linkage for Center Store

Category Manager Manager III Category & Merchandising

Asst. Category Manager Analyst III

Category Analyst Analyst II

Pricing Analyst Analyst II Pricing

Category Assistant Administrator II

Competencies

CM+1

A/M

Analysis & Insights

Collaborative Partnerships

A/M

F/A

eCommerce & Omnichannel Expertise

A/M

Financial & Business Acumen

In-Store & Digital Shelf Management & Merchandising

A/M

Internal & External Comms. & Documentation

A/M

F/A

Negotiation

A/M

Pricing & Promotion

A/M

Product Development & Assortment

Strategic Business Planning

Forecasting, Replenishment & Supply Chain

A/M

Systems & Technology

Competency: Analysis & Insights

21 21

Competency Definitions: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Foundation Accesses general consumer, shopper, market and product information and uses in day-to-day work • Understands the standard information such as consumer/shopper segmentation, category hierarchies, etc. • Understands the tools and methodology for how in- store & online consumer insights are reached • Identifies and acts on in-store & online consumer trends • Understands and uses basic data analytic techniques • Knows basic sources of in-store & online traffic and how each is trending toward driving sales growth • Uses basic facts and data appropriately • Compiles information from a variety of sources in a timely manner • Accesses standard information sources and databases • Draws basic conclusions about in-store and online behavioral data • Routinely uses analyses and insights in day-to-day decision-making

Advanced Translates data and information into successful initiatives • Uses data effectively to support the value proposition of ideas, proposals, etc. • Determines what information is relevant to a particular situation based on his/her understanding of the needs, issues, challenges and strategies • Identifies and incorporates relevant insights in support of his/her proposals and recommendations • Identifies opportunities to use insights to give Great Local Brands a competitive advantage • Compiles and analyzes in-store & online consumer/shopper information from a variety of sources both internal and external • Translates knowledge and data into actionable insights that form the basis of new tactics and strategies • Uses shopper data (where available) to help develop successful Category Business Plans strategies and shopper tactics • Encourages supplier resources to deliver actionable insights to leverage against category strategies and objectives

Mastery Uses insights to develop strategies which anticipate changes in the marketplace • Anticipates future needs of the consumer/shopper within the category from a variety of perspectives, including omnichannel • Anticipates future needs within the category from a variety of perspectives • Anticipates new and emerging competitors and markets through an understanding and interpretation of varied types of data • Uses insights to help to connect the category to the defined role and make strategic choices • Builds in-store and online insight and analysis capabilities within the team to be perceived as a thought leader • Translates knowledge and data from a variety of sources into forward-thinking insights that form the basis of new strategic direction • Identifies knowledge gaps and develops the research plans to address them • Develops targeted new business questions to retrieve from shopper data systems • Collaborates with supplier resources to execute solutions through proprietary insights for Great Local Brands’ specific category strategies and objectives

Resources: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Foundation

Accesses general consumer, shopper, market and product information and uses in day-to-day work

Managing and Analyzing Data - Excel 2016 (LinkedIn Learning Course # 38883 - SuccessFactors) Business Analytics (Coursera) Developing Your Analytical Skills (AMA) $ Data Analysis Essentials (Udemy) $

Advanced Translates data and information into successful initiatives

Presenting Data Visually (The Presentation Company-schedule through CI&T) $$ Influencing with Visuals (The Presentation Company-schedule through CI&T) $$ Root Cause Analysis - RBS Learning Advanced Business Analytics (Coursera) Analytical Thinking (AMA) $ TPG- Consumer and Shopper Analytics and Actionable Insights DataCamp – ( RBS Learning) Uses insights to develop strategies which anticipate changes in the marketplace Strategic Business Analytics (Coursera) Communicating Business Analytics Results (Coursera) MicroMasters in Business Analytics (edX-Columbia University) $ Business Analytics From Data to Insights: Executive Education (Wharton UPENN) $$ IRI- Data Detective Category Management Session $$

Mastery

Data Analytics Made Accessible

If you’ve just started to learn about data, or if you’re not quite sure how it works— this book offers a wealth of information. Data Analytics Made Accessible breaks down data analysis into an easy to follow, digestible format. By offering real-world examples (instead of complex hypothetical situations), readers at any skill level will be able to pick up this data analytics book and follow along to learn the basics. This resource is so well-received that several universities have included it in the required reading for many analytics courses.

Too Big To Ignore: The Business Case for Big Data

Whether you’re skeptical about or intrigued by business uses for big data, this is the go -to big data book. The author does an incredible job of examining and laying out how businesses and even local governments are using big data to their advantage. With several case studies and quotes from big data professionals all over the world, Too Big To Ignore: The Business Case for Big Data is a must-read for anyone entering the field. Readers will gain valuable insight on turning data into intelligence, and intelligence into something actionable.

Developing Analytic Talent: Becoming a Data Scientist

By reading this book, you will learn how to develop detailed analytics that can help you meet business goals. The author explores the more intricate aspects of data science, the required skills and how to acquire them. You will be able to explore the skills that employers are looking for and understand how the growing demand for big data has furthered the demand for data professionals. This in-depth book includes job interview questions, sample resumes, salary surveys and examples of job postings. Readers can also explore case studies that explain how data science is utilized on Wall Street, in botnet detection, in digital advertising and more.

Retail Analytics: The Secret Weapon

Retailers collect a huge amount of data, but don't know what to do with it. Retail Analytics not only provides a broad understanding of retail, but also shows how to put accumulated data to optimal use. Each chapter covers a different focus of the retail environment, from retail basics and organization structures to common retail database designs. Packed with case studies and examples, this book insightfully reveals how you can begin using your business data as a strategic advantage.

Storytelling with Data

Storytelling with Data teaches you the fundamentals of data visualization and how to communicate effectively with data. You'll discover the power of storytelling and the way to make data a pivotal point in your story. The lessons in this illuminative text are grounded in theory but made accessible through numerous real-world examples — ready for immediate application to your next graph or presentation.

HBR Guide to Data Analytics Basics for Managers

Today's business environment brings with it an onslaught of data. Now more than ever, managers must know how to tease insight from data--to understand where the numbers come from, make sense of them, and use them to inform tough decisions. How do you get started?

Foundation Case Study: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Foundation Level: Accesses general consumer, shopper, market and product information and uses in day-to-day work

Using your Period Business Review for your category, review the data & identify key successes & opportunities in the Category

How is the Category doing v. the ROM?

What Vendor(s) are performing well and why?

Identify 3 questions the data would make you want to know more?

What are the opportunity areas and why?

Advanced Case Study: Analysis & Insights

Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Advanced Level: Translates data and information into successful initiatives

Based off the insights within the foundational level case-study and the questions provided. What are some action steps & a strategy you can do to help solve for the opportunity areas and answer the questions:

Question 1:

Answer/Solution:

Question 2:

Answer/Solution:

Question 3:

Answer/Solution:

Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions Mastery Case Study: Analysis & Insights

Mastery Level:

Uses insights to develop strategies which anticipate changes in the marketplace

After reviewing the e-commerce (loyalty data) in your period business review. Identify where there are opportunities to grow loyalty. What strategies would you enforce to increase loyalty & spend? Also, with the eComm basket data, what strategy would you use to maintain baskets & pick-up?

Subject Matter Experts: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject.

CONTACT INFO:

BUSINESS AREA

Julie Barbour Julie.Barbour@circana.com

IRI/Circana

Emily Mikus emily.mikus@peapoddigitallabs.com

Shopper Loyalty

Competency: Collaborative Partnerships

30 30

Competency Definitions: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Foundation Interacts with direct supplier contacts using a basic understanding of their needs

Advanced Works collaboratively with contacts across the supplier organization • Develops relationships throughout Support & Great Local Brands & supplier organizations • Proposes and implements effective solutions to problems without subsequent adverse consequences elsewhere for either the Support & Great Local Brands or their suppliers • Interfaces across functions at the supplier to develop mutually beneficial initiatives and actionable solutions • Collaboratively creates a joint action plan to gain significant and sustained competitive advantage • Identifies barriers between internal and external relationships and takes actions to enable solutions • Uses creative thinking to anticipate mutual opportunities and acts on them • Resolves issues using appropriate relationships • Collaborates with suppliers to achieve high level results • Educates & evangelizes eCommerce & Omnichannel initiatives with cross-functional teams • Understands who makes, influences, owns and implements decisions in the supplier organization • Collaborates with ADUSA business partners on a variety of projects and activities, maximizing shared results

Mastery Develops business based on long-term vision and supplier collaboration at the highest levels • Develops relationships with the highest-level current and future leaders of the supplier organization that shape the supplier strategic direction • Interfaces across functions, both internal and external, to develop mutually beneficial initiatives and solutions • Leverages deep knowledge of the competitive landscape to enhance business plans and other innovations • Leads the resolution of complex issues, leveraging senior level relationships • Regularly meets with senior management of the supplier to develop collaborative business plans measured by joint scorecard metrics • Leverages total cross functional resources to increase total value proposition • Utilizes trust and integrity to have full transparency to discuss sensitive issues • Acts as a digital change agent in proposing and evangelizing new eCommerce & Omnichannel initiatives with Leadership and cross-functional teams • Leads and influences ADUSA business partners on a variety of projects and activities, maximizing shared results

• Adheres to policies on ethics regarding vendor/supplier relationships

• Has basic understanding of supplier business and operations, both in traditional and online formats • Effectively handles supplier concerns, questions and objections • Integrates an understanding of the needs and direction of internal and external business partners into strategy development • Identifies barriers between internal and external relationships and identifies potential solutions • Listens to and interprets collective feedback and incorporates into current or future proposals • Maintains current understanding of industry and supplier strategies, issues and challenges • Understands who makes, influences, owns and implements decisions in our organization, ADUSA USA, RBS, and Peapod Labs • Understands the supplier decision making hierarchy • Communicates with ADUSA business partners, maximizing efficiencies and cost savings benefits

Resources: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Foundation Interacts with direct supplier contacts using a basic understanding of their needs

Building Business Relationships (LinkedIn Learning Course # 81093 - SuccessFactors) Advanced Works collaboratively with contacts across the supplier organization

Strategic Partnerships (LinkedIn Learning Course # 36502 - SuccessFactors)

Leading Effective Meetings (Knowledge Center)

Build Trust, Credibility, and Respect (Dale Carnegie)$$

TPG- Building Productive Relationships Mastery Develops business based on long-term vision and supplier collaboration at the highest levels

High performance Collaboration (Coursera)

TPG Establishing Industry Thought Leadership

Resources: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Collaboration in the Workplace: A Guide for Building Better Teams

Collaborating in the Workplace arms readers with tips to help teams collaborate and create more powerful outcomes. Focusing on the key skills necessary for effective collaboration, along with practical exercises to help improve these skills, the goal of this informative volume is to encourage the creation of connections that lead to powerful communication and better results.

Collaboration: How Leaders Avoid the Traps, Build Common Ground, and Reap Big Results

Morten Hansen’s book, The Collaboration Imperative, helps managers better understand what collaboration is and how to build the right framework for their organization. Using case studies, interviews and research, Hansen shares practical advice selecting the right implement tools and building strategies

10 Laws of Trust: Building the Bonds that Make a Business Great

In The 10 Laws of Trust, JetBlue chairman Joel Peterson explores how a culture of trust gives companies an edge. How does it feel to work for a firm where leaders and colleagues trust one another? Freed from micromanagement and rivalry, every employee contributes his or her best. Risk-taking and innovation become the norm. With this book in hand, you’ll be able to plant the seeds of trust – and reap the rewards of reputation, profits, and success.

Resources: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Active Listening Vlog through Virtual Speech

Helping Your Team Feel the Purpose in Their Work

Foundation Case Study: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions Foundation Level: Interacts with direct supplier contacts using a basic understanding of their needs Through the next year: connect with a business partner within a different department. Work to meet weekly or bi- weekly. Document the relationship changes within the first 30, 60, 90 days. Click here for the case study worksheet. 30 days 60 days 90 days

Shared Goal(s)

How do you work together?

What can you work on together?

Advanced Case Study: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Advanced Level: Works collaboratively with contacts across the supplier organization

Identify an area of opportunity within one of your Category(s). Identify key business areas you can partner with to turn the opportunity into either an innovation or positive business case. Meet with the business areas to help solve & create solutions for the opportunity. Click here for the case study worksheet.

Define the Opportunity:

What’s the Root Cause? :

Business Partner(s) to help ideate & provide solutions:

Did your solution solve the issue (Y/N/) and how? :

Mastery Case Study: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Mastery Level:

Develops business based on long-term vision and supplier collaboration at the highest levels

• Develops business based on long-term vision and supplier collaboration at the highest levels

• Thinking long-term, identify a vendor(s) who your category partners well with (JBP or BBP vendor)

• Think about a current issue shoppers may have with your category. Identify a project that your category could partner with vendor(s) to solve that issue for the shoppers

Subject Matter Experts: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject.

CONTACT INFO:

BUSINESS AREA

Bill Thompson wpthompson@foodlion.com

A-Brands Sourcing

Corey Buletza Corey.buletza@peapoddigitallabs.com

Fresh Sourcing

Continuous Improvement & Training

Jonathan Wiegand Jonathan.Wiegand@peapoddigitallabs.com

Competency: eCommerce Acumen

39 39

Competency Definitions: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Advanced Integrates new technologies into all sales and category plans to maximize customer connections, engagement and increase sales • Identifies detailed ways to improve traffic, conversion, average order value, and frequency to grow transaction size and customer lifetime value • Identifies and executes digital marketing opportunities that drive awareness, traffic, and loyalty • Optimizes category placement within sites/apps’ navigation filters • Consistently audits the online experience of categories (Availability, Search Results) • Leverages tools to both monitor and improve basic item content (e.g., online availability, title, images, SEO (Search Engine Optimization) copy, product reviews), conversion, and the online consumer experience both on external sites and on ADUSA’s digital properties • Recommends improvements to site merchandising using strong knowledge of eCommerce, consumer behavior, online sales & margin performance, web analytics metrics, and standard digital reports • Proactively identifies and recommends eCommerce opportunities and trade partnerships • Incorporates eCommerce activation, platforms and trade partnerships in sales and category plans • Provides counsel to cross-functional partners and suppliers on how shoppers use different eCommerce channels • Interacts with Peapod Digital Labs and ADUSA centralized teams on eCommerce issues and projects • FRESH ONLY: Strongly supports and educates other on eCommerce and Omnichannel initiatives with cross-functional teams

Foundation Applies a basic understanding of eCommerce in devising and executing retail plans • Approaches the business with an eCommerce customer lens and knowledge of omnichannel consumer behavior • Guides recommendations using an understanding of eCommerce fundamentals, digital consumer insights, and how retailers & suppliers affect changes online • Knows basic sources of traffic for own categories and how each is trending toward driving ADUSA’s eCommerce sales growth • Presents category recommendations based on performance within all digital channels (Click & Collect and Home Delivery), eCommerce Penetration, and web analytics metrics such as traffic, conversion, average order value, basket growth, online out-of-stock rates, bounce rates, and cart abandonment, and ecommerce operational metrics (i.e., “Missed”) • Collaborates with cross-functional partners and suppliers to understand how customers shop and purchase their categories online • Understands the details of how (desktop, mobile web, and mobile app) site merchandising is executed, including processes, systems & capabilities

Mastery Provides significant value through extensive knowledge of eCommerce • Drives incremental traffic to optimize ADUSA’s onsite and offsite targeting capabilities • Champions test & learns to explore new ways for ADUSA omnichannel shoppers to engage online and in-store • Applies an understanding of the algorithms to drive key aspects of eCommerce personalization and optimizes or tunes the results • Consults with suppliers and partners on how to optimize site merchandising using knowledge of best-in-class technologies and techniques for enhanced content & syndication • Actively builds an eCommerce business network that provides access to breaking news, industry trends, trade partners and opportunities and presents about how changes will impact ADUSA’s strategies • Helps to sell in new supply chain and product packaging solutions that optimize the eCommerce value chain • Understands the profitability of the eCommerce business and uses it to shape initiatives • Creates a category leading program to increase review count (e.g., syndicating from brand sites) and monitors review content for product development or for customer service • Implements the brand’s best practices by working across all Great Local Brands of ADUSA, leveraging our size and scale • FRESH ONLY: Acts as a digital change agent in proposing and supporting new eCommerce and omnichannel initiatives with leadership and cross-functional teams

• Understands how Peapod Digital Labs and ADUSA centralized teams interact with ADUSA’s Category Management and Digital teams

Resources : eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Foundation

Applies a basic understanding of eCommerce in devising and executing retail plans

Omnichannel 101 (Video)

Introduction to e-commerce (Video)

Integrates new technologies into all sales and category plans to maximize customer connections, engagement and increase sales

Advanced

Digital Marketing Specialization (7 courses- Coursera)

TPG- Shopper Behavior and Loyalty Building

Omnichannel Strategy and Management (4-week course: edX)

Mastery

Provides significant value through extensive knowledge of eCommerce

TPG- Next Generation Retailing : emerging channels & technology

Resources: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Omnichannel Retail: how to build winning stores in a digital world

Learn, review and read about active listening. Understand how to build relationships, solve problems, and become a better listener.

The Future of Omnichannel Retail: Predictions in the age of Amazon

Learn how the two essential aspects of shopping, discovery and fulfillment, contribute to when consumers are more likely to purchase online or offline. Why shopping provides either "time well spent" or "time well saved," and how to leverage that. What retailers and retail real estate developers are doing to stay relevant. How a two-axis model can help you accurately predict online and offline shopping behavior for many products and shopping occasions.

Re-engineering Retail: The Future of Selling in a Post-Digital World

Explores the coming revolution in the global retail and consumer goods market, offering sales and marketing executives a roadmap to the future.

Foundation Case Study: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results Foundation Level: Applies a basic understanding of eCommerce in devising and executing retail plans Identify 3 branded items in your categories. Share below screenshots of how the items are put in front of a customer via eCommerce and if the online tactics would entice you as a shopper? Click here for the case study worksheet

Item 1

Item 2

Item 3

Advanced Case Study: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Advanced Level:

Integrates new technologies into all sales and category plans to maximize customer connections, engagement and increase sales Objective: As a Category Manager, your mission is to seamlessly integrate eCommerce into our sales and category plans, aiming to maximize customer connections, enhance engagement, and drive a significant increase in sales. This assignment assesses your strategic prowess, understanding of eCommerce trends, and ability to align digital initiatives with overall business objectives.

Task Overview:

eCommerce Landscape Analysis:

Customer-Centric eCommerce Integration Strategy:

Omnichannel Integration:

Performance Metrics:

Devise a plan for seamless omnichannel integration, ensuring a consistent customer experience across online and offline channels. Explore options for click-and- collect, in-store pickup, or any other strategies that bridge the online and physical retail experience.

Define key performance indicators (KPIs) to measure the success of the eCommerce integration. Establish metrics for online sales growth, customer engagement, and the overall impact on category performance.

Conduct a thorough analysis of the current eCommerce landscape within your category. Identify key trends, platforms, and technologies shaping the eCommerce space.

Develop a comprehensive strategy to integrate eCommerce into sales and category plans. Emphasize creating a customer- centric approach that enhances the overall online shopping experience.

Mastery Case Study: eCommerce Acumen

Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Mastery Level:

Provides significant value through extensive knowledge of eCommerce

Objective: As a Category Manager, your mission is to seamlessly integrate eCommerce into your sales and category plans, aiming to maximize customer connections, enhance engagement, and drive a significant increase in sales. Discuss how you will drive value for your category that is sustainable. Please be sure to include the following?

1. Strategic Vision and Innovation 2. eCommerce Knowledge and Platform Selection 3. Clarity and Coherence of the Implementation Plan 4. Alignment with Overall Brand goals

Subject Matter Experts: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject.

CONTACT INFO:

BUSINESS AREA

Bobby Watts Bobby.Watts@peapoddigitallabs.com

Todd Jacobs Todd.Jacobs@peapoddigitallabs.com

Peapod Digital Labs

Noah Sills noah.sills@peapoddigitallabs.com

Competency: Financial & Business Acumen

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Competency Definitions: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

Advanced Uses knowledge of the brand(s) and supplier business and financial priorities and drivers to produce agreed upon results • Engages in proactive recommendations based on the drivers of ADUSA’s profitability and sales growth • Uses insights to anticipate how his/her activities and proposals will impact both ADUSA’s and its suppliers’ growth • Plans actions using knowledge of what drives in-store and online market share and private brands penetration • Understands business and economic trends and how they impact ADUSA’s and its suppliers’ businesses • Develops joint scorecard with suppliers to measure plan success • Regularly conducts post event ROI analyses • Leverages resources efficiently (technology, planning & forecasting tools, etc.) • Impacts Vendor Allowances and another supplier funding • FRESH ONLY: Plans for how retail will execute designed programs to ensure maximum profitability- considering retail realities when making decisions • FRESH ONLY: Engages with Fresh Sourcing/ Should Cost team to understand cost impacts • FRESH ONLY: Considers retail financial KPIs • FRESH ONLY: Conducts analyses to provide insights to retail VFA results • FRESHONLY: Identifies or negotiates value in support of our dependable value

Foundation Makes day-to-day decisions using basic business and financial concepts and principles • Considers the implications of ADUSA and supplier financial measures in making decisions • Makes recommendations that produce results consistent with financial priorities • Understands and applies basic in-store and online financial measures to conduct gap/opportunity analysis • Understands the drivers of ADUSA’s profitability, including key eCommerce costs that impact profitability • Understands the concept of Vendor Allowances • Learns from the results of recent events • Captures information needed to complete a category contract review checklist for Category Manager approval • FRESH ONLY: Considers the impacts each decision has on shrink & its impact on overall profitability • FRESH ONLY: Considers the impact of decisions on ADUSA’s share • FRESH ONLY: Communicates retail inventory procedures

Mastery Builds on high level knowledge of corporate business and financial principles and concepts to deliver results • Assumes responsibility for assigned profitability or Category results • Models and articulates financial implications of ideas, propositions, etc. • Develops and maintains a current understanding of how domestic and global industry trends and shifts are changing the brick and mortar and eCommerce business landscape for ADUSA and its suppliers • Anticipates, reacts, and/or adjusts to where the business is going • Thinks analytically about the desired long-term business and financial results • Develops metrics and scorecards which continuously drive omnichannel decision-making to produce break-through results on the top and bottom line • Transfer's business and financial knowledge to others • Leverages resources to achieve maximum efficiency (technology, planning and forecasting tools, etc.) • Drives growth and maximizes Vendor Allowances and another supplier funding • FRESH ONLY: Leads peers & teammates to recognize & understand business opportunities in their own areas of expertise

Resources : Financial & Business Acumen

Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

Makes day-to-day decisions using basic business and financial concepts and principles Financial Analysis: Making Business Projections (LinkedIn Learning Course # 37269 - SuccessFactors)

Foundation

Developing Business Acumen (LinkedIn Learning Course # 40018 - SuccessFactors)

Understanding Business (LinkedIn Learning Course # 43793 - SuccessFactors)

Business Financials Explained (LinkedIn Learning Course # 43552 – SuccessFactors)

Finance & Accounting for Beginners to Intermediate (udemy) $

TPG- Retailer and Manufacture Finance Advanced Uses knowledge of ADUSA and its supplier business and financial priorities and drivers to produce agreed upon results

How Merchandising Decisions Affect your P&L (CI&Training)

Financial Acumen for Non-Financial Managers (coursera- 4-week course)

TPG- Financial Analysis of Shopper & Category Concepts and Initiatives

Builds on high level knowledge of corporate business and financial principles and concepts to deliver results

Mastery

TPG Value Chain Analysis

Resources : Financial & Business Acumen

Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

The Basics of Finance: An Introduction to Financial Markets, Business Finance, and Portfolio Management

The Basics of Finance is an accessible book for those who want to gain a better understanding of this field but lack a strong business background. It covers essential concepts, tools, methods, and strategies in finance without delving too far into theory.

The Business Acumen Handbook: Everything You Need to Know to Succeed in the Corporate World

The main idea behind The Business Acumen Handbook is to help managers understand the pillars of their company’s business, and to operate more effectively and efficiently. After reading this book, you'll be able to: Understand and apply the dimensions of business acumen that focus on people, processes, projects, and products so that you can see the “big picture of business”. Incorporate finance, strategy, and performance management into your professional mindset. Develop a model for how to effectively communicate with, and influence others. Understand complex business situations, evaluate facts and data, and make better decisions.

The Intelligent Investor

While preserving the integrity of Graham's original text, this revised edition includes updated commentary by noted financial journalist Jason Zweig, whose perspective incorporates the realities of today's market, draws parallels between Graham's examples and today's financial headlines, and gives readers a more thorough understanding of how to apply Graham's principles.

Foundation Case Study: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results Foundation Level Makes day-to-day decisions using basic business and financial concepts and principles Using data from DSS, SEGA, Power BI or IRI/Circana. Choose a category. Calculate and/or find the following. Click here for the case study worksheet.

Choose an Item

Calculate the Margin %

What is the ACV% (All Commodity Volume – Total sales volume of all items sold)

What other items are in the basket when this item is purchased?

Advanced Case Study: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

Advanced Level:

Uses knowledge of the brand(s) and supplier business and financial priorities and drivers to produce agreed upon results

Initiate a Thorough Market Analysis: Embark on a comprehensive market analysis for your category desk by diving into macroeconomic indicators, industry reports, and consumer behavior studies. Scrutinize the data to extract valuable insights that will inform your upcoming round of category planning and negotiations. Interpretation of Data: Decipher the data to discern key patterns, emerging trends, and potential market shifts. Understand the macroeconomic landscape, industry dynamics, and consumer preferences that may impact your category. Assess the implications of the data on both short-term and long-term business strategies. Leveraging Data in Category Planning: Integrate the insights gained from the market analysis into your category planning process. Align your assortment strategies, pricing models, and promotional activities with the identified trends. Consider how the data can enhance the relevance and competitiveness of your category offerings in the marketplace.

Plan to discuss how you will use this information in any upcoming planning or negotiations.

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