SUPERMARKET MANAGEMENT CLASS

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CURRENT SESSION

AGENDA

This agenda is subject to change.

Day 1 - Monday (8 AM - 5 PM)

Welcome
Dr. Thomas Haggai, Chairman, President, and CEO, IGA Global

Team Building
Paulo Goelzer, Ph.D., President and CEO, IGA Coca-Cola Institute

To promote cross-learning and experience exchange, students participate in group dynamics that explore teamwork and leadership skills.

Leadership and Self-Assessment
Paulo Goelzer, Ph.D., President and CEO, IGA Coca-Cola Institute

Learn the leader's role and the characteristics that define a great leader. Discuss the 16 personality types and take a self-assessment test to identify your personality characteristics and strengths.

Positioning For Retail Success
Ryan Mathews, Founder and CEO, Black Monk Consulting

This topic addresses the following question: "How, in the eyes of my customers, can I differentiate my store from better-capitalized or larger organizations?"

Day 2 – Tuesday (8 AM - 5 PM)

Developing a High Performance Culture
Paulo Goelzer, Ph.D., President and CEO, IGA Coca-Cola Institute

Success in business calls for continual growth and development, however many organizations do not have a learning plan. Learn how to develop a plan to accelerate learning in your store. Groups will share the best practices from their stores.

Category Management
Brian Harris, Ph.D., Founder and Co-Chairman, The Partnering Group

Review the lessons of the past, study key trends and discover the next generation of category management. Apply these lessons to build sales and profits in your store.

Pet Care Category
John Klein, Performance Consulting Manager, Nestlé Purina PetCare

Learn about the importance and size of this category, along with spending pat¬terns of shoppers, consumer attitudes, behaviors and channel trends. Explore successful pet care aisle layouts.

Deli Department and Cheese Merchandising and Sampling
Brian Salus, President, SALUS & Associates, Inc.

Build deli profitability with information from this overview and discussion of current trends. Discover recommendations for cheese merchandising practices to increase consumer awareness as well as education about cheese. Enjoy a masterful cheese display, wine and fine conversation.

Day 3 – Wednesday (8 AM - 8 PM)

Meat Department
Bob Buonamano, Owner, Windham IGA

Discover the secret of a first-class meat department. Learn about meat trends, management, marketing and how beef and poultry can make your store a desti¬nation.

Selling to and Managing Multiple Generations
Michael Sansolo, Ph.D., President, Sansolo Solutions

Explore the differences between generations, their communication styles, attitudes, goals and experiences. Apply that understanding to successfully servicing your customers and managing your team.

Store Tour
Visit local stores to experience and analyze their formats, learn about merchandising and generate ideas for your own store.

Day 4 – Thursday (8 AM - 5 PM)

Store Tour Review
Paulo Goelzer, Ph.D., President and CEO, IGA Coca-Cola Institute

Introduction of New Products & Trends
Steve Sholtes, Industry Affairs Manager, Procter & Gamble

New items are a double-edged sword for independents. Look at new products from the shopper’s perspective. Learn how a new product affects its category, sales and profits. Study the unique issues faced by independents when new products enter the market.

Effective Events & Advertising
Richard George, Ph.D., Professor, St. Joseph University

Take a look at events that bring excitement and fun back into the store. Capture today's customers with the most effective advertising methods.

Supermarket Finance
Bob Graybill, Vice President, FMS, Inc.

Review key financial indicators for independent retailers.

Bakery Department
Shirley Brown, Director of National Training, Rich Products Corporation
Vernon Cornelius, Bakery Consultant

Learn how an outstanding bakery department can set your store apart from its competitors, what roles the store manag¬ers must play and what they must know about its operations.

Networking Dinner
Join classmates and special guests for good food and networking.

Day 5 – Friday (8 AM - 5 PM)

Retail Shrink Management
Steve Champeau, President, Trans-Alarm

Identify the potential sources of shrinkage and learn how they impact your profitability. Understand why some people steal. Analyze how your store's processes affect shrink and what you can do about it. Find out about technologies and techniques to combat employee theft, shoplifting, burglaries and robberies.

Produce Department
Joe Himmelheber, Director of Merchandising, Caito Foods Service, Inc.

The produce department can become a major driver of your store's sales and image. Customers often choose one store over another based on the quality of the produce department. Find out how to bring excitement to this department and increase your own sales and profit.

Merchandising Magic
Harold Lloyd, CEO, Harold Lloyd Presents

Learn a step-by-step approach to build¬ing your sales. Discover simple tactics that can positively impact your customers’ movement through the store and their buying behavior.

Class Review
Paulo Goelzer, Ph.D., President and CEO, IGA Coca-Cola Institute

Review the most important concepts and ideas learned during the week and prepare your plan of action to take back to your store.