Safeway Workshop Series October 10-11, 2007 San Francisco, CA | Hilton San Francisco Financial District Gain insight into the key capabilities and strategies that Safeway is using to drive its return to growth Safeway has made a dramatic return to growth and profitability, by transforming core areas of its business – from organizational structure to store remodeling – and developing new products and services. But Lifestyle remodels won’t go on forever, and new competition is coming to core West Coast markets. Safeway’s responses in the next year will be crucial to its success. How can Safeway maintain growth and increased profitability when its current stores have all been remodeled? How will Safeway’s advanced efforts at brand development interact with suppliers who have brands of their own? MVI’s Grocery Workshop series returns to California, providing an opportunity for account teams and channel executives to review and discuss the implications of Safeway’s initiatives and identify actionable strategies and critical capabilities needed to produce improved business results. Join MVI and your peers as we explore key questions: • How can suppliers promote products with Safeway removing some or all of the traditional promotional opportunities? • Can Safeway’s execution capabilities match their vision for the future? • What new skill sets will the Safeway account team of the future need to have? • What are the drivers behind own-label and private label at Safeway? • Who decides category strategy and what is the future of Safeway category management? Who Should Attend? Do you… — want to grow sales with Safeway? — need grounding in the fundamentals of this supermarket retailer? — want to understand what motivates your buyer or how to get promotional compliance? — manage trade and brand marketing budget resources for the Safeway account? • What will be the impact of shopper insights on suppliers to Safeway? • Do Safeway’s economics and strategy allow for a constructive role for branded products? Plus, get MVI’s latest sales, stores and square footage forecasts for Safeway through 2012! To Register: Call MVI at 1.617.588.4100 or Email CustomerService@mventures.com MVI — Management Ventures, Inc. • 20 University Road, Cambridge, MA 02138 • Corp: MVI-Worldwide.com Licensed: MVI-Insights.com • Tel: 1.617.588.4100 Fax: 1.617.499.2723 Safeway Workshop Series October 10-11, 2007 San Francisco, CA | Hilton San Francisco Financial District Safeway Workshop October 10, 2007 | 8:00 AM – 5:00 PM *Registration will be held from 7:00-8:00 AM Combining real-world observations, quantitative analytics, MVI insights, and the power of an interactive discussion session with peers, this comprehensive session will help suppliers plan how to manage their Safeway business internally and externally. The US Grocery Channel • Strategic Review of Channel Trends and competing formats • The importance of Alternative Revenue Sources—especially the Blackhawk Network to help Safeway leverage its bottom line. • What are the characteristics of winning retailers? How does Safeway compare? Safeway’s Initiatives: What are they and what do they mean for suppliers? • Key operators and major strategy shifts in the industry • Different customers require customized solutions—a 3-year view • Safeway’s focus on supply chain management—the value of improved inventory turns to Safeway • Can a supplier generate strategic advantage by aligning to a customer’s execution needs? • Increasingly sophisticated focus on the corporate branding process—how can suppliers respond? • How can a supplier grow faster than the market? • Are the Lifestyle and Ingredients for Life programs sustainable means of growth for Safeway? What does the loss of Brian Cornell mean for the future of these initiatives? • What are the skill sets of leading suppliers? Safeway Strategic Overview • Recent sales results • Store base analysis—do Lifestyle stores achieve what they set out to in year 1? 2? 3? • Projections on sales, stores, and square footage growth through 2012 • Safeway’s focus on health and wellness • Safeway market share analysis • Safeway’s category management/segmentation initiatives are ramping up—how will this change their business? • Changes to the competitive set—how can Safeway compete in a complex format marketplace when they remain focused on margins? Safeway Financial Overview • Initiatives that impact Safeway’s sales and productivity measures • How can suppliers manage their portfolio of products within Safeway’s segmentation guidelines? • Supplier Implications: Managing the customer, internal, and shopper sell • Review of Safeway’s financial metrics, including RONA, gross margin, operating margin, EBITDA margin, operating expenses, and Adjusted Gross Profit SkillBuilders™ Strategic Retailer Management for Safeway (SRM) October 11, 2007 | 8:00 AM – 5:00 PM *Registration will be held from 7:00-8:00 AM MVI’s interactive, exercise-driven curriculum will enable you to build comprehensive account plans for Safeway—with clear next steps to build momentum both internally and externally. Taught by experts who connect MVI frameworks to strategic and tactical plans you create. Strategic Paradigms—Understanding the Big Picture • Frameworks for understanding and aligning with the leadership attributes of Safeway’s management • Role of pricing in the account plans • Merging brand plans, customer plans, and scorecards into a cohesive story Negotiation Tactics • Aligning resources internally to grow your Safeway business • Persuasive Selling: The art of concise presentation development that achieves call objectives Critical Functions and Moving the Dialogue Beyond Price • Understanding customer negotiation methods • Critical functions within Safeway • Team selling/presentations: Best practices to ensure call objective outcomes Retail Execution • Why it is crucial to manage to KPI’s (Key Performance Indicators) across all functions? • Why today’s environment challenges in-store execution • Moving the dialogue beyond price Measurement and Alignment The Co-Planning Roadmap • How to get the most from scorecards and quarterly reviews • Decision making within and across critical functions • Business Reviews: How to get beyond the numbers to move your brand initiatives forward • OGSM (Objectives, Goals, Strategies, Measures) as a framework for co-planning • Maximizing top-to-top discussions To Register: Call MVI at 1.617.588.4100 or Email CustomerService@mventures.com MVI — Management Ventures, Inc. • 20 University Road, Cambridge, MA 02138 • Corp: MVI-Worldwide.com Licensed: MVI-Insights.com • Tel: 1.617.588.4100 Fax: 1.617.499.2723 Safeway Workshop Series October 10-11, 2007 San Francisco, CA | Hilton San Francisco Financial District To Register: Call MVI at 1.617.588.4100 or 1.800.370.3261 or Fax Your Completed Form to 1.617.499.2723 Hotel Information Sign Up For Multiple Days And Save! 1 Day . . . . . . . . . . . . . . . . . . . . . . . .$1595 2 Days . . . . . . . . . . . . . . . . . . . . . . .$3110 $2795 MVI's Safeway Workshop Series will be held at the Hilton San Francisco Financial District, located 15 miles from San Francisco International Airport. Check, American Express, Discover, MasterCard or Visa accepted. Orders totaling less than $5000 require payment at time of registration. Ask your Customer Service Representative for details and special group pricing information. Session fee includes continental breakfast and lunch each day and relevant MVI training outlines. Cancellations/Substitutions Cancellations received in writing 10 days before the program will qualify for a credit on a future MVI program. Unfortunately, MVI is unable to issue refunds for cancellations made after that time. Substitutions must be communicated and are allowed at any time. If, due to travel restrictions, security issues or other business reasons, MVI determines that it is not preferable to deliver its traditional classroom programs (such as Workshops and Forums), MVI reserves the right to substitute comparable, alternative learning systems (such as interactive Webcasts) in their place. MVI has arranged a special group rates for our attendees. Please remember to mention MVI when booking to receive a discounted room rate of $249. Call the hotel directly to reserve your room. Please book by September 25, 2007 after that date, the rate and room availability cannot be guaranteed. Hilton San Francisco Financial District 750 Kearny Street San Francisco, CA 94108 Tel: 1.415.433.6600 Room Rate $249 Cutoff: September 25, 2007 Name Title/Position Time in Position Company City State/Country Zip Code Telephone Email Address Credit Card Payment American Express October 10, 2007 October 11, 2007 8 AM-5 PM Safeway Workshop 8 AM-5 PM SRM MasterCard Visa Discover Card Number Expiration Date Signature (required) To Register: Call MVI at 1.617.588.4100 or Email CustomerService@mventures.com MVI — Management Ventures, Inc. • Cambridge, MA 02138 • Corp: MVI-Worldwide.com Licensed: MVI-Insights.com • Tel: 1.617.588.4100 Fax: 1.617.499.2723 © 2007 MVI — Management Ventures, Inc. All Rights Reserved. Rev. 6.25. 07 Content Speakers and topics subject to change. MVI specifically disclaims any liability for the editorial content of the presentations made by non-MVI speakers, which wholly originates with the speakers. The analyses and conclusions presented by MVI represent the opinions of the company. The views expressed do not necessarily reflect those of the retailers under discussion, nor are they endorsed or otherwise supported by the management of those retailers. Sessions may be taped by MVI for internal training purposes.