SA SALES PLA LES PLANNIN ING Charley Howard - - PowerPoint PPT Presentation

Flo lorio iology gy I Ins nstit itut ute e Pre Prese senta tati tion: Mi Midwe west Fl t Flori

• rist

sts SA SALES PLA LES PLANNIN ING

Charley Howard choward@worldflowers.com Jackie Lacey AIFD jlacey@floriology.com

SA SALES P S PLANNI NING NG

• Sales Profile – Exhibit A
• Sales Reporting – Exhibit B
• Financial Reporting – Exhibit C &

D Sec Secti tion 2 n 2 Oppor

• rtu

tuniti ties es & & Setti Setting Goal Goals

• Sales
• Cost of Goods
• Labor - Staffing

Sec Secti tion 1 n 1 Re Review Prio w Prior Pe Perf rform rmance Sec Secti tion 3 n 3 Build ildin ing y your S Sales P s Plan

• Plan year by month – Exhibit D

Sal ales es Pr Prof

• file

e – Exhib ibit A it A

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance

MIDWEST F ST FLORIST S ST SALES P S PROFILE LE

• On a typical month; not Feb. May or

Dec.

• Use only the amount of the

merchandise

• No delivery, relay or sales taxes

ORDERS DOLLARS AVE ORDER

AVERAGE MONTHLY SALES 829 $ 58,064.52 $ 70.00

SALES - MONEY SOURCE PERCENTAGE ORDERS DOLLARS CASH - ORDERS 5.00% 41 $ 2,903.23 CREDIT CARDS - ORDERS 50.00% 415 $ 29,032.26 HOUSE CHARGE - ORDERS 35.00% 290 $ 20,322.58 INCOMING - ORDERS 10.00% 83 $ 5,806.45 TOTALS 100.00% 829 $ 58,064.52 ORDER SOURCE PERCENTAGE ORDERS DOLLARS WALK-IN - ORDERS 15.00% 124 $ 8,709.68 PHONE - ORDERS 65.00% 539 $ 37,741.94 INCOMING - ORDERS 10.00% 83 $ 5,806.45 YOUR WEBSITE - ORDERS 10.00% 83 $ 5,806.45 TOTALS 100.00% 829 $ 58,064.52 DELIVERY METHOD PERCENTAGE ORDERS DOLLARS WILL CALL / PICK-UP 10.00% 83 $ 5,806.45 DELIVERY / COURIER 83.00% 688 $ 48,193.55 FEDEX/UPS 2.00% 17 $ 1,161.29 CALL OUT - FLORIST 5.00% 41 $ 2,903.23 TOTALS 100.00%829 $ 58,064.52 OCCASION / REASON PERCENTAGE ORDERS DOLLARS BIRTHDAY / ANNIVERSARY 20.00% 166 $ 11,612.90 GET WELL 15.00% 124 $ 8,709.68 NEW BABY 10.00% 83 $ 5,806.45 SYMPATHY 25.00% 207 $ 14,516.13 GENERAL 18.00% 149 $ 10,451.61 BUSINESS 10.00% 83 $ 5,806.45 WEDDING / SPECIAL EVENT 2.00% 17 $ 1,161.29 TOTALS 100.00% 829 $ 58,064.52 PRODUCT SOLD PERCENTAGE ORDERS DOLLARS FRESH FLOWERS 80.00% 663 $ 46,451.62 GREENHOUSE - PLANTS 10.00% 83 $ 5,806.45 ADD-ONS - CANDY, BALLOONS ETC 4.00% 33 $ 2,322.58 GIFTWARE 5.00% 41 $ 2,903.23 FRUIT / GOURMET 1.00% 8 $ 580.65 TOTALS 100.00% 829 $ 58,064.52

Sal ales es Repor Reporting– Exhib ibit B it B

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance

TR TRACK ACK AN AND UNDERSTA TAND

• Unde

nderstand nd ho how w you a u are do doing ng by by looking at t the he num numbe bers

• Monthly

ly sales ales compar arison – Feb.2018 2018

Mon Monthly ly sa sale les c s com

• mparis

ison

• n F

Febru ruary 2018

INVENTORY SALES DELIVERY WEB ORDERS OUTGOING DATE DAY ORDERS DOLLARS ORDERS ORDERS ORDERS W 1/29/2018MON 55 $ 3,317.62 51 3 1 E 1/30/2018TUE 26 $ 1,586.82 24 1 1 E 1/31/2018WED 27 $ 1,626.19 25 1 1 K 2/1/2018THU 37 $ 2,206.85 34 2 1 2/2/2018FRI 59 $ 3,562.00 55 3 1 # 2/3/2018SAT 19 $ 1,125.52 17 1 1 2/4/2018SUN 2 $ 127.58 2 TOTAL 226 $ 13,552.58 209 11 6 (7) $ (448.52) (7) (0) (0)

• 3.20%

Las ast Y Year ear Nu Numb mber ers Feb ebruary 2017

INVENTORY SALES DELIVERY WEB ORDERS OUTGOING DATE DAY ORDERS DOLLARS ORDERS ORDERS ORDERS W 1/30/2017MON 62 $ 3,696.07 57 3 2 E 1/31/2017TUE 32 $ 1,949.06 30 2 1 E 2/1/2017WED 21 $ 1,255.68 19 1 1 K 2/2/2017THU 48 $ 2,871.10 44 2 1 2/3/2017FRI 48 $ 2,895.36 45 2 1 # 2/4/2017SAT 19 $ 1,121.30 17 1 1 2/5/2017SUN 4 $ 212.53 3 TOTAL 233 $ 14,001.10 216 12 6

Fi Financi nancial Repor Reporting ng– Exhib ibit C it C

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING M MODEL EL Se Section ion 1 1

Instructions The Green colored cells need your input. Enter your estimated annual sales and the average order price (do not include delivery, sales tax & relay fees) 2nd - Most Florists have months with a large jump in sales volume, so in the factor cell a normal month is 1, 2 would double sales volume and 3 would triple sales volume. You can use decimals i.e 1.50 which would be 1 and 1/2 your normal sales volume. The model will calculate the monthly sales numbers. 3rd - Most Florists are open 6 days a week and close for 5 holidays a year, adjust the days open cell to reflect the number of days the shop will be open. TOTAL ANNUAL SALES - MERCHANDISE $ 900,000.00 REQUIRES INPUT TO DRIVE THE MODEL AVERAGE ORDER $ 70.00 MONTH FACTOR

• MO. SALES
• MO. ORDERS

DAYS OPEN SALES PER DAY ORDERS PER DAY JAN 0.80 $ 46,451.61 664 25 $ 1,858.06 26.54 FEB 3.00 $ 174,193.55 2,488 24 $ 7,258.06 103.69 MAR 1.00 $ 58,064.52 829 27 $ 2,150.54 30.72 APR 1.00 $ 58,064.52 829 26 $ 2,233.25 31.90 MAY 2.00 $ 116,129.03 1,659 27 $ 4,301.08 61.44 JUN 1.00 $ 58,064.52 829 26 $ 2,233.25 31.90 JUL 0.85 $ 49,354.84 705 25 $ 1,974.19 28.20 AUG 0.80 $ 46,451.61 664 27 $ 1,720.43 24.58 SEP 1.00 $ 58,064.52 829 24 $ 2,419.35 34.56 OCT 1.05 $ 60,967.74 871 27 $ 2,258.06 32.26 NOV 1.00 $ 58,064.52 829 26 $ 2,233.25 31.90 DEC 2.00 $ 116,129.03 1,659 24 $ 4,838.71 69.12 15.50 $ 900,000.00 12,857 308 $ 2,922.08 41.74 $ 58,064.52 52SUNDAYS 5HOLIDAYS 365

Fi Financi nancial Repor Reporting ng – Exhib ibit it C C

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING MO MODEL Se Section ion 1 1

Next, use the green cells to enter a percent number on how the orders are paid for, you can adjust the annual amount, by inceasing

• r

decreasing the percentage number. Remember the Total should be 100.00%. ORDERS PAID BY % OF SALES ANNUAL AMT NUMBER OF ORDERS CASH 5.00% $ 45,000.00 643 CREDIT CARD 50.00% $ 450,000.00 6,429 HOUSE CHARGE 35.00% $ 315,000.00 4,500 INCOMING WIRE ORDER 10.00% $ 90,000.00 1,286 100.00% $ 900,000.00 12,857 Next, use the green cell to enter the percentage of your business by product mix, and the Total % must be 100.00%. PRODUCT MIX ON INVENTORY SALES % OF SALES ANNUAL AMOUNT NUMBER OF ORDERS FRESH FLOWERS INCLUDES SYMPATHY & WEDDING 80.00% $ 720,000.00 10,286 GREENHOUSE / PLANTS 10.00% $ 90,000.00 1,286 GIFTWARE INCLUDES BALLOONS, CANDY & PLUSH 7.50% $ 67,500.00 964 FRUIT & GOURMET 2.50% $ 22,500.00 321 100.00% $ 900,000.00 12,857 Next, use the green cell to enter the percentage of the source of your orders, and the Total % must be 100.00%. SOURCE OF ORDERS % OF SALES ANNUAL AMOUNT NUMBER OF ORDERS INCOMING WIRE ORDERS 10.00% $ 90,000.00 1,286 WEBSITE ORDERS 10.00% $ 90,000.00 1,286 WALK-IN 15.00% $ 135,000.00 1,929 TELEPHONE 65.00% $ 585,000.00 8,357 100.00% $ 900,000.00 12,857

Fi Financi nancial Repor Reporting ng– Exhib ibit C it C

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING MO MODEL Se Section ion 1 1

Next, use the green cell to enter the percentage of how the orders are delivered, and the Total % must be 100.00%. DELIVERY OF ORDERS % OF SALES ANNUAL AMOUNT NUMBER OF ORDERS WILL-CALL / PICK-UP 8.00% $ 72,000.00 1,029 DELIVERED BY YOUR SHOP 85.00% $ 765,000.00 10,929 CALLED OUT TO ANOTHER FLORIST 7.00% $ 63,000.00 900 100.00% $ 900,000.00 12,857 Lastly, use the green cell to enter the percentage of the occasion for the order, and the Total % must be 100.00%. OCCASIONS % OF SALES ANNUAL AMOUNT NUMBER OF ORDERS SYMPATHY 20.00% $ 180,000.00 2,571 WEDDING / SPECIAL EVENTS 5.00% $ 45,000.00 643 BIRTHDAY 20.00% $ 180,000.00 2,571 ANNIVERSARY 15.00% $ 135,000.00 1,929 GET WELL 10.00% $ 90,000.00 1,286 NEW BABY 10.00% $ 90,000.00 1,286 BUSINESS 7.50% $ 67,500.00 964 IN LOVE / IN TROUBLE 12.50% $ 112,500.00 1,607 100.00% $ 900,000.00 12,857

Fi Financi nancial Repor Reporting ng– Exhib ibit C it C

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING MO MODEL Se Section ion 2 2&3 &3

SECTION 2 - COST OF GOODS Next, use the green cell to enter the percentage of the Cost of Goods for each Sales Category, and the Total % must be 100.00%. CATEGORY COG TARGET ACTUAL SPEND FRESH FLOWERS INC WEDDING 25.00% Target 25% for the flowers including freight CONTAINERS & NON PERISHABLES 10.00% Target 10% for the contain, form, shred, ribbon, packaging etc TOTAL ARRANGEMENT COG 35.00% GREENHOUSE / PLANTS 40.00% A plant that you sell for $20.00 costs you $8.00 you have mark it up 2.5 times or 40% COG GIFTWARE 40.00% Standard Mark-up is 2.5 times or 40% FRUIT & GOURMET 50.00% Fruit is double but very perishable SECTION 3 - LABOR / PAYROLL Next, use the green cell to enter the number of staff, their rate of rate and the average number of hours the staff works in a week. Payroll taxes are 7.65% for Social Security & Medicare, Plus Federal & State Unemployment say 1% and Worker Compensation Code 8001 $5.35% Health Insurance and other employer paid benefits may be added in the green cell as a Monthly Cost. LABOR CATEGORY # OF STAFF HR RATE HRS PER WK MO COST 4.3 ANNUAL EVERYTHING 0 $ -

• $ -

$ - SALES 3 $ 12.00 40.00 $ 6,235.20 $ 74,822.40 DESIGN 3 $ 15.00 40.00 $ 7,794.00 $ 93,528.00 DELIVERY 2 $ 10.50 40.00 $ 3,637.20 $ 43,646.40 CONTRACT DRIVER (1099) 0 $ -

• $ -

$ - OTHER 0 $ -

• $ -

$ - MANAGER 1 $ 15.00 40.00 $ 2,598.00 $ 31,176.00 OWNER(S) 0 $ -

• $ -

$ - TOTAL LABOR 9 160 $ 20,264.40 $ 243,172.80 PAYROLL TAXES & WORKER COMP 14.00% $ 2,837.02 $ 34,044.19 HEALTH INSURANCE $ - $ - TOTAL LABOR COSTS $ 23,101.42 $ 277,216.99 30.80%

Fi Financi nancial Repor Reporting ng – Exhib ibit it C C

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING MO MODEL Se Section ion 4 4

SECTION 4 - FIXED EXPENSES THESE EXPENSES ARE GENERALLY FIXED, WHICH MEANS THEY DO NOT VARY FROM MONTH TO MONTH AND ARE NOT AFFECTED BY HOLIDAY VOLUME OF VALENTINES, MD & CHRISTMAS Use the green cells to enter your monthly fixed expenses, Credit Card Processing runs about 2% plus a tranaction fee of $.25 per tranaction. AMEX is pricer than 2% FIXED EXPENSES CATEGORY FACTOR DOLLARS ANNUAL ALARM SERVICE $ 30.00 $ 360.00 AMORTIZATION $ - $ - BAD DEBT EXPENSE $ 100.00 $ 1,200.00 BANK CHARGE $ 100.00 $ 1,200.00 CREDIT CARD PROCESSING 2.20% $ 510.97 $ 6,131.61 DEPRECIATION $ - $ - INSURANCE EXPENSE - FLEET G/L $ 2,000.00 $ 24,000.00 INTEREST EXPENSE $ - $ - LICENSES & TAXES $ 100.00 $ 1,200.00 G&A PAYROLL $ 10,416.67 $ 125,000.00 POSTAGE $ 100.00 $ 1,200.00 PROFESSIONAL SERVICES $ 500.00 $ 6,000.00 RENT EXPENSE $ 2,500.00 $ 30,000.00 TELEPHONE EXPENSE $ 750.00 $ 9,000.00 VEHICLE LEASES $ 1,200.00 $ 14,400.00 UTILITIES - ELECTRIC & WATER $ 500.00 $ 6,000.00 UTILITIES - WASTE REMOVAL $ 200.00 $ 2,400.00 UTILITIES - HEAT $ 400.00 $ 4,800.00 WIRE SERVICE EXPENSES 27.00% $ 1,254.19 $ 15,050.32 TOTAL FIXED EXPENSES $ 20,661.83 27.55% $ 247,941.94

Fi Financi nancial Repor Reporting ng – Exhib ibit it C C

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING MO MODEL Se Section ion 5 5&6 &6

SECTION 5 - CONTROLLABLE EXPENSES THE EXPENSES ARE CONTROLLED BY THE VOLUME OF SALES OR WHEN AND IF THE EXPENSE IS MADE. EXAMPLE SPENDING MONEY ON ADVERTISING ON THE RADIO, NEWSPAPER, TV / CABLE, BILLBOARDS E.T.C. YOU CONTROL WHEN AND HOW MUCH YOU WANT TO SPEND FOR THAT EXPENSE. Use the green cells to enter your monthly controlled expenses, use average month numbers CONTROLLABLE EXPENSES CATEGORY FACTOR DOLLARS ANNUAL ADVERTISING $ 1,500.00 $ 18,000.00 CASH OVER / SHORT $ 100.00 $ 1,200.00 TECHNOLOGY $ 750.00 $ 9,000.00 STORE DISPLAY $ 200.00 $ 2,400.00 DONATIONS - CASH $ 100.00 $ 1,200.00 DUES & SUBSCRIPTIONS $ 100.00 $ 1,200.00 EMPLOYEE PROCUREMENT $ 100.00 $ 1,200.00 REPAIRS & MAINTENANCE $ 700.00 $ 8,400.00 STORE SUPPLIES $ 400.00 $ 4,800.00 OFFICE SUPPLIES $ 200.00 $ 2,400.00 EMPLOYEE PROGRAMS $ 100.00 $ 1,200.00 MILEAGE ALLOWANCE $ 100.00 $ 1,200.00 TRAVEL CONVENTIONS $ 500.00 $ 6,000.00 TRAVEL OTHER $ 200.00 $ 2,400.00 TRUCK REPAIRS $ 300.00 $ 3,600.00 TRUCK GAS & OIL $ 1,000.00 $ 12,000.00 UNIFORMS $ 120.00 $ 1,440.00 TOTAL CONTROLLABLE EXPENSES $ 6,470.00 11.14% $ 77,640.00 TOTAL OPERATING EXPENSES $ 27,131.83 36.18% $ 325,581.94 Section 6 - OTHER INCOME Use the green cells to enter your average fees charges for delivery, Relay fee and Rebates on wired out orders AMOUNT ORDERS ANNUAL AMT DELIVER FEE CHARGED $ 10.95 10,929 $ 119,667.86 RELAY FEE $ 9.95 900 $ 8,955.00 WIRE COMMISSION 20% $ 12,600.00 REBATE ON WIRE $ 3.00 900 $ 2,700.00 10,929 $ 143,922.86

Pl Planni anning ng your your Y Year ear By Mont y Month h – Exhi xhibit D D

Se Section ion 1 1 – Revie iewin ing P Prior rior Perfor

• rmance

SALES ANNUAL % FRESH FLOWER SALES $ 720,000.00 80.00% GREENHOUSE / PLANTS $ 90,000.00 10.00% GIFTWARE $ 67,500.00 7.50% FRUIT & GOURMENT $ 22,500.00 2.50% TOTAL SALES $ 900,000.00 100.00% COST OF GOODS FRESH FLOWER SALES $ 180,000.00 25.00% CONTAINERS & SUPPLIES $ 72,000.00 10.00% TOTAL ARRANGEMENT COST $ 252,000.00 35.00% GREENHOUSE / PLANTS $ 36,000.00 40.00% GIFTWARE $ 27,000.00 40.00% FRUIT & GOURMENT $ 11,250.00 50.00% TOTAL COST OF GOODS $ 326,250.00 36.25% GROSS MARGIN $ 573,750.00 63.75% ANNUAL % LABOR COSTS $ 277,216.99 30.80% OPERATING EXPENSES $ 325,581.94 36.18% NET MARGIN $ (29,048.93)

• 3.23%

OTHER INCOME DELIVERY $ 119,667.86 RELAY, REBATE & COMMISSION $ 24,255.00 TOTAL OTHER INCOME $ 143,922.86 15.99% NET PROFIT $ 114,873.93 12.76% ALL IN SALES MERCHANDISE SALES $ 900,000.00 DELIVERY $ 119,667.86 RELAY, REBATE, & COMMISSION $ 24,255.00 TOTAL REVENUE BEFORE SALES TAX $1,043,922.86

Sal ales es

Se Section ion 2 2 – Opport

• rtunitie

ies & s & Se Settin ing Goa Goals ls

RE REVIE IEWING Y YOU OUR R PROF PROFILE Money S ey Source: e: 1. House Charges - Push Corporate Business 2. Adding American Express Card Acceptance Sou

• urce of
• f Or

Orde ders 1. Website Performance Visits to Orders Analysis

• 2. Walk-in Business - giving your customers a reason to stop in at your shop
• 3. Telephone Sales - training and getting that call time under 5 minutes

Products S s Sold ld

• 1. Review Pricing & Recipe
• 2. Add New / Seasonal Arrangements

Produ

• duct L

Lines es

• 1. Add Wedding / Special Events, Fruit & Gourmet or expand Green Plant Business

Bu Buyin ing a a Com

• mpetit

itor

• r - and

nd us use no no up up-fron

• nt cash

sh t to

• do
• it

it!

Cos

• st of
• f Goods

Goods

Se Section ion 2 2 – Opport

• rtunitie

ies & s & Se Settin ing Goa Goals ls

• a. Fresh Flowers – Purchasing, Processing, Inventory
• b. Containers – Purchasing, Inventory and Purging
• c. Review & Update the Recipes
• d. Replacements, Promotions & Trade Credits

Labo abor & & Staf affing ng

Se Section ion 2 2 – Opport

• rtunitie

ies & s & Se Settin ing Goa Goals ls

• A. Sales Staff
• B. Design
• C. Delivery & Contract Drivers

Pl Planni anning ng your your Y Year ear By Mont y Month

Se Section ion 3 3 – Bu Build ild You

• ur

r Sa Sale les P s Pla lan

Building y your s sales es p plan

1. 1.

Pl Planning you your Y Yea ear by M by Mon

• nth
• See

ee Ex Exhibit " "E“ E“

2. 2.

Rev Review t the Cal alendar f for

• r dat

dates t to

• prom
• mot
• te

3. 3.

Sele lect y your Features P s Products, s, w with qu quantities, c cos

• st, pr

price an and s stat atus

4. 4.

Ente ter P r Pro rojected Sa Sales Ta Targ rgets a and Prior

• r Y

Year ar n number bers

5. 5.

Market eting a and A d Adver ertising P Plan an a and d Costs ts

6. 6.

Future P e Plan anning c consider erat ation

• ns a

and d dead eadlines es

7. 7.

Contai ainer ers & & Suppl pplies

8. 8.

Specia ial R l Remarks

9. 9.

Resu sult lts

Pl Planni anning ng your your Y Year ear By Mont y Month h – Ex Exhibit E E

Se Section ion 3 3 – Bu Build ild You

• ur

r Sa Sale les P s Pla lan Mon Monthly ly P Pla lanning Gu Guid ide – Feb.2 b.2010

DATE DAY NAME 2/14/2010SUNDAY VALENTINES

FEATURED PRODUCTS

PROD # DESCRIPTION STATUS QTY COST RETAIL DOZEN ROSES DELIVERED HERE 3000 $ 50.00 6" RED BUBBLE BOWL MARBLE ROSES W/ BB HERE 350 $ 29.95 LONG STEM PREMIUM NO BB UPSCALE GREENERY HERE 1200 $ 74.95 2 DOZ ROSES WHITE FROST VASE HERE 300 $ 99.95 3 DOZ CLEAR PEDESTAL VASE 14" HERE 100 $ 149.95 BUD VASE W/ BEAR HERE 240 $ 24.95 6" BUBBLE BOWL MIXED FLOWERS HERE 300 $ 27.95 DUTCH TREAT HERE 400 $ 44.95 1/2 LB CHOCOLATES 1LB CHOCOLATES VELVET HEART !! BALLOONS HAPPY VALENTINES HERE 1860 I LOVE YOU HERE 600 LARGE MYLAR HERE 48

Pl Planni anning ng your your Y Year ear By Mont y Month h – Ex Exhibit E E

Se Section ion 3 3 – Bu Build ild You

• ur

r Sa Sale les P s Pla lan Mon Monthly ly P Pla lanning Gu Guid ide – Feb.2 b.2010

DELIVERIES POS ORDERS Store 1 Store 2 Store 3 Store 4 TOTAL Store 1 Store 2 Store 3 Store 4 TOTAL

PROJECTED 2010

2/11/2010 THU 500

• 50

50 600 125

• 50

75 250 2/12/2010 FRI 1,100

• 125

125 1,350 300

• 75

75 450 2/13/2010 SAT 700

• 75

75 850 300

• 50

50 400 2/14/2010 SUN 500

• 50

50 600 300

• 75

75 450 2,800

• 300

300 3,400 (401) 1,025

• 250

275 1,550 (189)

• 10.55%
• 10.87%

ACTUAL 2009

2/11/2009 WED 292 1 25 10 328 158

• 31

43 232 2/12/2009 THU 645 5 54 51 755 238

• 55

66 359 2/13/2009 FRI 1,383

• 134

110 1,627 435

• 113

101 649 2/14/2009 SAT 870

• 107

114 1,091 323

• 70

106 499 3,190 6 320 285 3,801 1,154

• 269

316 1,739

Pl Planni anning ng your your Y Year ear By Mont y Month h – Ex Exhibit E E

Se Section ion 3 3 – Bu Build ild You

• ur

r Sa Sale les P s Pla lan Mon Monthly ly P Pla lanning Gu Guid ide – Feb.2 b.2010

ADVERTISING NEWS PAPER RADIO

EMAIL BLASTS DATE DAY AD HEADER DATE DAY STATION AD HEADER DATE DAY SUBJECT

OTHER MAIN STORE SIGN

DATE DAY AD HEADER START STOP AD HEADER

Pl Planni anning ng your your Y Year ear By Mont y Month h – Ex Exhibit E E

Se Section ion 3 3 – Bu Build ild You

• ur

r Sa Sale les P s Pla lan Mon Monthly ly P Pla lanning Gu Guid ide – Feb.2 b.2010

FUTURE PLANNING DEADLINES

DATE DESCRIPTION CONTAINERS SPECIAL REMARKS SUGGESTIONS RESULTS

Thank hank you for your T you for your Time! e!