Business & Action Plan Template

• Goal's for the next Quarter...
• What can we do for you?
• Schedule next touch base or meeting...
• Key Take Aways...Value Adds?
• Questions?
• Thank you!

2012 Performance

& 2013 KPI's

2013 Opportunities...

3 Key Factor's to Driving Top Line Sales...

1. Talent Team

2. Operations KPI's

3. Brand Awareness

Talent:

Setting goals for your sales associate's...

1.Weekly Selling Focus

Specific per time period

2.Focus on Conversion

Convert browsers to buyers!!

3.Increase ADS & UPT

Drive sales by increasing ADS & UPT through training & coaching... utilize PANDORA Training materials!

• Challenge - Add on 1+ to every sale

Brand Awareness:

Talent - Area's of Focus:

• Client-telling

1.Recruit the BEST Talent

Getting to know your consumer by collecting birthday's, anniversaries, wish lists, preferred metal types, etc... allows any store to market new products to a specific clientel

Drive sales through Talent...How to find the BEST!

• Events

2.Staff according to traffic

Access the ebs & flows of your consumer traffic

Planning in store event's & promotions helps to drive sales and traffic during slow & peak periods throughout the year. Don't wait for PANDORA specific promotions, celebrate your store anniversary or host a customer appreciation event!

3.Zone staffing during peak periods

Plan for efficiency during Peak selling periods...

• Advertising

Utilize the best advertising tools & forum for your store and region!

Driving Top Line Sales

Marketing

San Francisco

Organization

Name

Owner

Tenure (10 Years)

Name

Title

Tenure

Name

District Manager

Tenure

• Store 1
• Store 2
• Store 3
• Store 4

Name

District Manager

Tenure

• Store 1
• Store 2
• Store 3
• Store 4

Name

District Manager

Tenure

• Store 1
• Store 2
• Store 3
• Store 4

KPI Performance 2013

Driving Brand Awareness through Event's!

Year over Year $

Step & Repeat & the DJ

Rented the center court pad to play great music for customer excitement

Smithhaven

Opening weekend comps

• LY $30,225 ADS $83 UPT 1.83
• TY: $43,806 ADS $97 UPT 3.36

+45%

Queenstown

Opening weekend comps

• LY $12,825 ADS $106 UPT 2.05
• TY: $39,887 ADS $141 UPT 3.53

+211%

Pride Passion & Performance

Set up two tables for “Tie the Knot” & Email capture

Marketing – NEW CUSTOMERS data capture

• All customers were able to enter a drawing for the Two Tone Bracelet Raffles (valued @ $715 each)
• Customers provided Name, Email Address, & Phone #
• Two Tickets would be drawn, customer did not have to be present to win.
• Smithaven was able to gain 927 NEW customers email addresses in just 5 hours!!!!

Marketing – E-blast & flyers

• Any customer to get their photo taken could retrieve the professional photo by visiting the PANDORA SMITH HAVEN MALL Facebook page…..
• ‘LIKE’ the PANDORA SMITHAVEN MALL Facebook page & ‘TAG’ yourself in any & all photos
• By doing this, they were able to drive traffic to the FB page & reach the customer through social media in the future

SMITHAVEN MALL

Customer Appreciation Event

• 10/19-10/21
• Giveaway w/purchase
• Polishing Cloth
• Refreshments Included:
• Pink Lemonade
• PANDORA Cupcakes
• Activities:
• DJ Spinning
• Modeling
• Raffles (2 Two Tone Bracelets $715 Value)
• Professional Photographer
• Step & Repeat
• Tie the Knot Table

QUEENS CENTER MALL

One Year Anniversary Event

• 10/12-10/14
• GWP w/ $100 minimum Spend
• Keychain
• Refreshments Included:
• Pink Lemonade
• PANDORA Cupcakes
• Activities:
• DJ Spinning
• Modeling
• Raffles (2 Two Tone Bracelets $715 Value)
• Professional Photographer
• Step & Repeat

MARKETING

Annual Performance 2012

Queens Center Anniversary Event

Year over Year $

Opening weekend comps

• LY $12,825 ADS $106 UPT 2.05
• TY: $39,887 ADS $141 UPT 3.53

+211%

Business & Action Plan 2013

Step & Repeat & the DJ

Marketing – E-blast & flyers

• Any customer to get their photo taken could retrieve the professional photo by visiting the PANDORA QUEENS CENTER MALL Facebook page…..
• ‘LIKE’ the PANDORA QUEENS CENTER MALL Facebook page & ‘TAG’ yourself in any & all photos
• By doing this, they were able to drive traffic to the FB page & reach the customer through social media

Monthly Focus

Cascade Training

• What is your plan for ensuring these trainings are taking place?
• When are they being done? During store meetings? One on One?
• What is your plan for sharing key learning's with entire team/organization?

Create a Min/Max System...

Pod Completion

• How frequently do check individual employee status/progress?
• What steps will you take or people who are under performing to get them through?
• Have you taken the opportunity to compare analytics between employees completed and employees who have not finished?

• Use Historical dataAnalyze the Rate of SaleLook at rate at which individual SKU’s are selling per week and/or month?Adjust for Seasonal, Holiday, Promotional & Peak & Slow selling seasonsLiving, breathing document...adjust accordingly

effective media

Media Planning Principles

Mobile

TV

• Focus on media that delivers against the target
• Use cost effective programs first
• Use a variety of media
• Leverage national media
• Support key promotions
• Plan the whole year

Print with QR Codes

E-blasts

Pre-Roll

Homepage Takeovers

Display Banners

SEM

Local Marketing

Cost of programs vs effectiveness

Planning example -

Old customer focus

• New Plan, New Customers – Mall, DDK, Newspaper Inserts
• New Plan, Old Customers – Cloths, Internal emails, Signs, Newspaper, Postcards, Styling events,

January 2013

Wrap Up

Replenishment...

Quarterly Training Focus

Co-Op Program Overview

New Launch/ Training Hub attendance

• Who attended? (ROM's can collect lists and fill in percentage of attendees and discuss how we can improve participation.
• What steps have you taken organizationally to reinforce trainings and identify areas that need follow up and reinforcement?

2013 Co-op Program – North America

Leadership training

Summary

• Restructure the existing co-op program to allow retailers to manage their marketing plans for the entire year knowing their available funds on January 1st .
• The changes would allow PANDORA financial services to project accurate numbers for budgeting purposes.

*The figures above would apply for both US and Canada

• What is your plan for developing your internal teams:
• Local seminars?
• Motivational/technique driven books?
• Good to Great
• The Tipping Point
• Who Moved My Cheese
• Internal Managers Meeting with Leadership skill building focus
• Time Management
• How to delegate effectively
• Recruiting/Hiring 101
• Conflict resolution

Weekly Focus

Training

Coaching in the Moment:

Activity Cards:

Successes:

Mystery Shop Scores:

100%

This is where the ROM would enter the wins in that particular location. Consistently have strong completion with POD training, perhaps they have had good and consistent participation in hub trainings, Coaching in the moment techniques are sticking etc...

Opportunities:

POD Completion:

• Is the weekly development plan up and being utilized by selecting action plans and updating focus areas as the skill is built?
• Are associates getting coaching in the moment opportunities consistently?
• How are you measuring it?
• What KPI goals have you set?
• What is your organization doing to create a coaching culture in your stores?

• How are they being used?
• What is the behavior expectation you have set?
• How are you following up?

100%

What are the opportunities when in the training department for this location?

Level Achieved:

Pandora Specialist

Product Focus & Rate of Sale...

Best Sellers

• Determine what % of the business do your Best Sellers account for?What amount of focus do you place on Best Selling product?Have you thought about trying to increase your % of Top selling SKU's?

Steady Sellers

• What % of the business do your Steady Sellers account for?
• What amount of sales focus do you put on Steady Selling items?
• Have you considered increasing the Rate of Sale on Steady Selling SKU's?

Slow Movers

• What % of the business does Slow Turning product account for?
• What amount of focus do you put on Slow Turning product?
• Have you considered decreasing selling focus on Slow Moving product?

*Often times stores incentify slow moving product...how much is this really gaining in extra sales volume?

Sell The Product

Control...

Buying Frequency

The importance of inventory control...

*Regular Order frequency, on the same day of the week, helps create a constant flow of product in and out of the stores(s)!

Order Frequency... How often are orders being placed?

• Is the inventory correct?
• Why is this important?
• Inaccurate inventory can lead to missed sales opportunities
• Using a Min/Max system - inaccurate inventory could lead to incorrect ordering
• How do we ensure inventory is accurate?
• Periodic Spot Checks
• Routine Cycle Counts
• A small subset of inventory, in a specific location, is counted on a specified day
• Retailer Best Practice Examples:
• Count 14K Moments each day
• Specify specific fixtures to be counted on specific days of week

1. New Launches

• Review prior launch % of sell thru rate
• How much of your sales came from the new product that was launched?
• Did you run out of new item's prior to the re-order period?
• Ring's & Non-Core
• Take Holiday's into account - Special Order's won't be able to be filled...keep this in mind!

2. Promotions

• 4-8 Weeks Prior to the Promotional Event

3. Regular Replenishment

• 1-4 X/Month, Same Day of the Week each cycle

4. Seasonal Product

• 6-10 Weeks Prior to the holiday
• Increase # of week's of supply

5. Special Orders

• 1 X/Week, Same Day of the Week

National Marketing & Advertising

2013 Print

2013 US Marketing Support Plan

10/10/2012

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

N

V

E

M

I

L

T

C

N

Sponsorship Programs

Aly Raisman

Pandora Skating

PRINT:

Shape

(7x) , Self (6x), Real

Simple (6x), Elle (7x), Glamour

(7x), InStyle (7x), Marie Claire (6x),

Oprah Magazine (5x), Redbook

(6x), Brides (4x), More (6x).

Email Blasts

- New Launches

Birthday & Anniversary

Online

SEM (Keywords)

Banner Ads

Social Media

Facebook

Pandora Club

Market Expansion

Pandora.net

Promotions:

Ornament

Gift With Purchase

Trial / Starter with Purchase

Pandora Clasp

Gift Sets

Leather Bracelet

Instore Materials:

Gift Guides

Newpaper Inserts

IPCs

Moments Brochures

COOP Support

OMS

Dealer Area

Local Ads

Public Relations

Press Releases

What Markets would be viable for brand expansion?

E-look book

Matte Releases

Satellite Media Tours

Events

Desk Slides / Media Breifings

MARKETING PLAN 2013

• What areas are approved, pending, declined locations?
• Have conversation with ROM about interest so everyone is in the loop
• Demographic research, heat maps, existing business already established

Inventory Focus

Engaging Online

Public relations

Printed materials

• Continue to expand outreach to fashion, lifestyle, trade and men’s media
• Secure 1.5 billion media impressions
• Regional market styling events
• Event support around significant product launches
• Expand celebrity outreach
• Secure celebrity partner in Canada
• High profile event sponsorships
• Link event strategy to brand equities
• Pandora Cruise
• Personalized gift suites

Sales conference 2013

January 2013

1. Buy

2. Control

3. Sell

4. Replenish

Training

Inventory