LTO Tool Kit: Retail Execution Tool Kit

Description: Complete 3-sheet retail execution system covering account segmentation, shelf placement strategy, and sampling vendor management. Prioritize the right accounts, win the best shelf positions, and manage your sampling agencies effectively. Includes weighted account scoring (volume potential, current performance, strategic value, relationship quality, geographic coverage), shelf placement value calculator showing lift by position type (eye level +40-60%, end cap +50-80%, knee level -10-20%), and vendor comparison framework.

What You Get:

• Account segmentation framework with weighted scoring system across 5 criteria: Annual Volume Potential (30% weight: cases per year capacity based on store traffic, shelf space, category sales), Current Performance (25% weight: current velocity, growth trajectory, reorder frequency), Strategic Value (20% weight: brand visibility, influencer location, competitive presence, halo effect), Relationship Quality (15% weight: buyer accessibility, partnership mindset, communication responsiveness, payment terms), and Geographic Coverage (10% weight: market reach, cluster density, delivery efficiency)—automatically calculates total weighted score and segments accounts into A (75-100 points), B (50-74 points), C (25-49 points), D (0-24 points) with corresponding coverage strategies

• Account coverage strategy by tier: A Accounts (weekly calls, monthly tastings, premium POS, dedicated relationship manager, co-op marketing programs), B Accounts (bi-weekly calls, quarterly tastings, standard POS, shared coverage, targeted programs), C Accounts (monthly calls, seasonal tastings, basic POS, route coverage, opportunistic programs), D Accounts (quarterly check-ins, minimal investment, maintain only)—includes time allocation recommendations, budget allocation by tier, and promotion strategy

• Shelf placement strategy guide with value hierarchy: Eye Level Primary (value score 10/10, +40-60% lift vs. baseline, premium pricing, best placement), Eye Level Secondary (8/10, +20-30% lift), Waist Level (6/10, +10-15% lift, baseline performance), Knee Level (4/10, -10-20% vs. baseline, budget option), Floor Level (2/10, -30-50%, avoid if possible), End Cap (9/10, +50-80% lift, highest traffic), Cooler Door (7/10, +15-25%, good for impulse)—each with typical cost factor, negotiation tips, and merchandising best practices

• Shelf placement ROI calculator allowing you to input current placement, potential upgrade placement, cost difference, current weekly velocity, and expected lift—calculates break-even weeks, annual incremental revenue, ROI percentage, and go/no-go recommendation based on your volume and margins

• Sampling vendor management tracker with comparison framework for evaluating 5-10 sampling agencies across: company info (name, contact, service areas, specialization), pricing structure (hourly rate, day rate, event minimums, travel charges, product handling fees), capabilities (staffing capacity, equipment provided, permitting support, reporting quality, scheduling flexibility), performance history (events completed, attendance delivered, lead quality, issues/problems, responsiveness), and overall rating—helps you select best vendors by market, negotiate better rates, and manage multiple agencies systematically

Perfect For: Brands selling through 20-50 retail accounts needing prioritization frameworks, sales reps managing 100+ accounts who need segmentation clarity, marketing managers negotiating shelf placements and measuring lift, and teams working with 3-5 sampling agencies across multiple markets.

✨ Execute smarter at retail. Prioritize your best accounts, win valuable shelf positions, and manage sampling vendors professionally. Maximize ROI on every retail dollar.