Monday. The word alone is enough to make many a produce manager cringe. In most grocery stores, the week begins with a department head meeting run by the store manager.
Even though department managers may regard the Monday morning meeting as a necessary nuisance, a produce manager must be ready for the meeting. Be prepared, and you’re more likely to be heard.
Besides, it’s just sound business to be aware of sales, labor and more. The store manager’s meeting agenda usually follows a common thread of: sales, labor, merchandising plans, upcoming events, etc.
Here’s what a produce manager should be bring to the meeting:
First, bring the numbers.
Certainly, the store manager will have this information as well. However, come to the meeting having in your notes not only the week’s sales, but what percentage it is of store sales. Be ready to compare how those sales compare with the previous week, and the same week, last year, and if the sales are in line with projections.
Second? Bring more numbers.
Have in front of you the amount of hours that were worked, how much of it was overtime, and the labor dollars total. Again, how does it compare with projections? Are you over or under budget? Be prepared to answer why you overspent, as is often the case. It’s a lot easier to explain more hours and dollars spent if there was ample sales to justify the overage.
Bring your merchandising plans.
Have the plans in hand that you might need to show the store manager for the upcoming week or an upcoming event (such as holiday plans, outdoor or lobby displays). When you show the store manager that you’re prepared, you’re much more likely to get his or her blessing for valuable display space or the extra labor it will take to execute your plans.
Bring your upcoming projections.
Have on hand what you expect in the current week as well as the next week in regard to sales, percent of store business, and the amount of hours you will need. Don’t be afraid to negotiate if the store manager rejects your initial proposals. Try suggesting something like, “The upcoming ad is particularly strong. If I can schedule how I propose, I will exceed my projected sales by $5,000. And if I miss that mark, I will commit to reducing my scheduled hours in the following weeks to make up for it.” By showing this kind of confidence, it will provide a greater challenge to you and your crew to execute all the more and win your store manager’s confidence for future dealings.
Bring plans for upcoming events.
Suppose that ad in question is the first big strawberry ad. Don’t just say you’re going to blow away the sales projections, but also show how you plan to achieve it. Bring a schematic showing your plan to build an end cap for the 1-pound clamshells and how you’re going to build two additional displays: one in the lobby and another in the bakery, tied in with shortcakes. Project how many cases you should sell each day and the overall sales it will generate. Such an ad also brings a certain level of excitement for the store, as shoppers always look forward to the first strawberry ad, and this is an easy ad to turn into a whole-store event.
Bring what’s new in the produce department.
If you just received your first batch of easy-peel tangerines, why not bring some samples to the Monday morning meeting? Remember that everyone is your customer, and when you start peeling the fruit and the tangerine zest aroma fills the conference room, it will be an easy sell to convince the store manager that you’d like to build a couple of bin displays.
Bring awareness of total store sales, goals and observations.
If there’s one way to build rapport with your store manager, it’s to show him or her that you’re a team player. Sometimes the effort is as simple as helping an elderly customer with groceries out to their car, or as serious as alerting security of unattended, open dock doors. Even though a produce manager has his hands full in the department, total store awareness will help gain further confidence with the boss chairing the Monday morning meeting.
Bring collaboration on upcoming events.
This may take time, but as you gain experience, demonstrate some leadership by getting involved. Without being overbearing, showing a desire to help will win points for the produce department.
Finally, in the meeting lay on what you need to succeed. It’s a lot easier to close the deal if you’re on good footing with the store manager. Explain ahead of time if you need extra hours or extra help to achieve the sales you’re after. Show the store manager what cause and effect you anticipate, execute as planned and take responsibility for the outcome.
The Monday morning meeting need not be something to dread, but rather an opportunity to review what’s working and what isn’t. Also, it’s a time to relish what you’ve achieved and discover ways to spark added sales and profits.
Lastly? Dump the doughnuts. This is produce. Bring a bowl of fresh fruit to the meeting instead.