Scoop Session

September 14, 2004

Who Are We?

Who Are We?

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0.5

1

1.5

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Sales $ (billions)

'95 '96 '97 '98 '99 '00 '01 '02 '03

Year

Company Net $ Sales History

Scotts Key Strengths

• Industry leading brands and market share• Industry leading share of voice, strong

consumer relationships• Growing categories with favorable

demographic trends• Industry leading sales force• Strong relationships with key retailers• Supply chain expertise

Industry Trends

• Gardening is the # 1 outdoor leisure activity• Gardening activity is the highest for consumers

over 50• Baby boomers (45-64 age) are the fastest

growing segment of the US population• Scotts has lead the category and gained share

SALES MERCHANDISING MANAGER

• Entry-level sales division role that lays the foundation for a career at Scotts.

• Seeking 4 year college degree applicants who have an interest in sales and working with consumer products.

• Work with two of our top customers:

SALES MERCHANDISING MANAGER

SALES• Use various techniques with all levels of customer

management to leverage optimal display space and drive sales.

• Maximize creative talents while developing plans to meet market trends and ad schedules.

• Build professional relationships with our customers and present to their teams marketing campaigns and promotions to increase sell through.

SALES MERCHANDISING MANAGER

MERCHANDISING

• Maintain exceptional levels of inventory in stores through strategic placement and cross merchandising of product.

• Take pride in sell-in volume as well as successful sell-through with one of our biggest customer accounts.

• Thrive in exceeding sales goals.

SALES MERCHANDISING MANAGER

MANAGER

• Recruit, hire, train and manage part time/seasonal merchandisers.

• Mentor interns.

• Assess situations and make decisions that will motivate your team.

• Multi-task priorities for maximum results.

SCOTTS SMM COMPETENCIES

• Analyze/Problem Solve

• Act with Integrity• Build Relationships• Manage Execution• Work Efficiently

• Demonstrate Drive and Commitment

• Demonstrate Adaptability

• Influence Others• Sales Presentation

PROFESSIONAL DEVELOPMENT

Competency Development

Job Specific

Orientation Advanced Training

Supervision and Management

TrainingFoundational

Education

•Product Knowledge

•Time Management

•Territory Mgmt

•HD / Lowes Procedures

•Merchandising 101

•On- Boarding (HR):

•M&C/SMM/DM

•Safety

•Basic Trade Math

•Orientation:

•SMM/DM/RSD

•ASM/RSM

•PK 2

•HCT Account Planning

•INAT Account Planning

•Goal Setting

•Selling System / Mining the Middle

•Leveraging M&C

•Managing Others:

•IC/MC

•Relationship Building

•Computer Skills

•Preparing Effective presentation

•Store Audits

•PP&R

•Foundations of Coaching

•Associate Recruiting & Hiring

•Leadership Through Coaching

•Motivating Others

•Successful Work-Withs

•Self Management

•Foster Open Communication

•Mentoring

•Profit Specialist

•Account Management

•Negotiations Skills

•Presentation Skills

•Team Building

•Strategic Thinking

•Gold of the Desert Kings

•Executional Excellence

PERFORMANCE PLANNING AND REVIEW FORM

• Performance goals– What needs to be

accomplished – Then broken

down to the individual

SMM JOB SPECIFIC EXAMPLESMM JOB SPECIFIC EXAMPLE

Competency Development

Job Specific

Orientation Advanced Training

Supervision and Management

Training

Foundational Education

What needs to get accomplished: Exceed territory number by 10%

•Profit Specialist

•Negotiation skills

•Presentation skills

• PK 2

•Account Planning

• Mining the Middle

• Managing Others

• Leveraging M&C

• Goal Setting

PERFORMANCE PLANNING AND REVIEW FORM

• Competency Model– Skills needed

to get specific job done

TECHNICAL SERVICE REPRESENTATIVE

• Be responsible for servicing a territory of residential and/or commercial customers; diagnosing, treating and providing professional turf treatments along with high quality customer service.

• Build and maintain market dominance through quality work, excellent customer service and trustworthy reliable results.

POTENTIAL CAREER PATHSenior Sales

• Account VP

• Director National Accounts

Senior Management• HCT Regional Sales Director

• Director Of Training

• Director of M&C

• SLS Regional Sales Director

Senior Marketing• Director of SP&C

• Director of Marketing

• Brand Manager

•Trade Marketing Manager

Sales

• National Account Manager

• Regional Account Manager

• Category Analysis

• Business Information Analysis

• Business Development Manager

• Store Support Manager

Management

• District Manager

• Regional Manager

• Area Sales Manager

• Branch Manager

Additional Opportunities

• Sales Planning & Communication

• Brand Marketing

• National Training Manager

• STI Manager

• M&C Manager

• SLS Marketing

Sales Merchandising Manager Technical Service Rep

OPPORTUNITIES

• Succeed in the SMM/TSR role to advance your career within Scotts.

• Realize immediate and increasing responsibilities with each role.

• Professional development training as your career grows.

• Unlimited opportunities with our internationally recognized brands and continued growth.

THANK YOU!