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.