A rvin Goldberg rvin Goldberg rvin Goldberg rvin Goldberg A rvin - - PowerPoint PPT Presentation

A A A Arvin Goldberg

rvin Goldberg rvin Goldberg rvin Goldberg

A A A Arvin Goldberg

rvin Goldberg rvin Goldberg rvin Goldberg

Senior VP, Strategic Business Units Senior VP, Strategic Business Units

Merchandising Merchandising

Strengthening the Ways in Which RadioShack Does Business The CE Marketplace and RadioShack’s Approach Long-Term Sales Drivers Strengthening the Ways in Which RadioShack Does Business The CE Marketplace and RadioShack’s Approach Long-Term Sales Drivers Merchandise Model

Merchandising Model Merchandising Model

• Compete Selectively
• Requires Dynamic Skills
• Compete Selectively
• Requires Dynamic Skills
• Greater Customer Focus

Strengthening Merchandising

Better Ways of Doing Business

Strengthening Merchandising

Better Ways of Doing Business

Pre-2002 Pre-2002

• Merchandise Planning

Driven Yearly

• Merchandise Planning

Driven Yearly

• Catalog Focused

Merchandising

• Catalog Focused

Merchandising Today Today

• Merchandise Planning

Driven Seasonally

– Spring – Fall

• Merchandise Planning

Driven Seasonally

– Spring – Fall

• Customer Focused

Merchandising

• Customer Focused

Merchandising

Pre-2002 Pre-2002

• Merchandise Planning

Driven Yearly

• Merchandise Planning

Driven Yearly Today Today

• Merchandise Planning

Driven Seasonally

– Spring – Fall

• Merchandise Planning

Driven Seasonally

– Spring – Fall

• Catalog Focused

Merchandising

• Catalog Focused

Merchandising

• Static Catalog
• Static Catalog
• Static Pricing
• Static Pricing
• Formula Price
• Formula Price
• Customer Focused

Merchandising

• Customer Focused

Merchandising

• Fluid Catalog
• Fluid Catalog
• Fluid Pricing
• Fluid Pricing
• Market Pricing
• Market Pricing

Strengthening Merchandising

Better Ways of Doing Business

Strengthening Merchandising

Better Ways of Doing Business

Strengthening Merchandising

Better Ways of Doing Business

Strengthening Merchandising

Better Ways of Doing Business

Pre-2002 Pre-2002

• Formula Buying (Red Book)
• Formula Buying (Red Book)
• Administering SKUs

and Orders

• Administering SKUs

and Orders Today Today

• Dynamic Buying

– Buying to ROS – Driving Trends

• Dynamic Buying

– Buying to ROS – Driving Trends

• Category Management
• Category Management
• Focus on History
• Focus on History
• Focus on Consumer

Demands, Brand Positioning ex:

– Digital End Products – Accessories Supporting Them – Products Consumers Give Us Credit For

• Focus on Consumer

Demands, Brand Positioning ex:

– Digital End Products – Accessories Supporting Them – Products Consumers Give Us Credit For

The Consumer Electronics Marketplace

and RadioShack’s Approach

The Consumer Electronics Marketplace

and RadioShack’s Approach

Competitive Set Recognizes the Value of Our Core Accessory and Battery Business Solution: Organizational Focus, Innovation, Depth of Stock, and Advertising Competitive Set Recognizes the Value of Our Core Accessory and Battery Business Solution: Organizational Focus, Innovation, Depth of Stock, and Advertising

The Consumer Electronics Marketplace

and RadioShack’s Approach

The Consumer Electronics Marketplace

and RadioShack’s Approach

Competitive Set Recognizes the Value of Our Core Accessory and Battery Business Solution: Organizational Focus, Innovation, Depth of Stock, and Advertising Innovation and Speed to Market in Our Core Area Solution: 1st or 2nd to Market in Businesses Identified with RadioShack Competitive Set Recognizes the Value of Our Core Accessory and Battery Business Solution: Organizational Focus, Innovation, Depth of Stock, and Advertising Innovation and Speed to Market in Our Core Area Solution: 1st or 2nd to Market in Businesses Identified with RadioShack

Zip Zaps

One Million Sold to Date

Zip Zaps

One Million Sold to Date

• Micro RC trend spotted in January ‘02
• Research conducted to shape entire program
• Zip Zaps brand identity developed
• Key licenses secured
• Complete 23 SKU assortment developed
• Shaq product spokesperson
• Micro RC trend spotted in January ‘02
• Research conducted to shape entire program
• Zip Zaps brand identity developed
• Key licenses secured
• Complete 23 SKU assortment developed
• Shaq product spokesperson

Improving Our People Improving Our People

Raising Level of Skills Measuring What Counts Raising Level of Skills Measuring What Counts Bringing in New Talent Developing Future Talent Bringing in New Talent Developing Future Talent

2003 Outlook 2003 Outlook

2003 Sales Drivers 2003 Sales Drivers

Industry Unit Sales of Selected Consumer Electronics – 2003 through 2005 Industry Unit Sales of Selected Consumer Electronics – 2003 through 2005

Category ’03E ’04E ’05E Digital Cameras 22% 17% 12% DVD Players 11% 8% 10% Portable Computing (PDA’s) 12% 45% 30% Wireless Accessories 8% 10% 10% Category ’03E ’04E ’05E Digital Cameras 22% 17% 12% DVD Players 11% 8% 10% Portable Computing (PDA’s) 12% 45% 30% Wireless Accessories 8% 10% 10%

Sources: CEA; eBrain Market Research; eTForecasts, Gartner DataQuest Sources: CEA; eBrain Market Research; eTForecasts, Gartner DataQuest

YOY Increase YOY Increase

Summary: Merchandising Priorities Summary: Merchandising Priorities

1. Dominate Routine Electronic Needs (e.g. specialty batteries, accessories, inkjet) 2. Be Famous for Families’ Unique Wants or Small Leading Edge Items 3. Manage Business Through Innovation, Sound Processes and Great People 1. Dominate Routine Electronic Needs (e.g. specialty batteries, accessories, inkjet) 2. Be Famous for Families’ Unique Wants or Small Leading Edge Items 3. Manage Business Through Innovation, Sound Processes and Great People