73rd Annual ALA Convention 1 2 40M in customer value created as of 1 Oct 2020 2019 electronicscomputer supplier engagement 2020 added home goods apparel HBC sporting goods food ID: 908439
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Collaborative Resale Panel
73rd Annual ALA Convention
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Slide22
$40M in customer value created
(as of 1 Oct 2020)
2019 – electronics/computer supplier engagement
2020 – added home goods, apparel, HBC, sporting goods, food
March 2020 Buying alliance joint letter sent to suppliersRecurring calls to resolve sourcing of COVID-19 essential categories April 2020 - Working groups begin planning Q4 buys Collaborating on private label to improve COGS/customer valueAugust 2020Virtual Joint Military Exchange Electronics Expo
Buying Alliance
(est. Feb 2019)
Slide3“Unfair share” proactive engagement from Supplier/Broker Community
Define allocation needs based on uniqueness of our customer base – OCONUS support crucial“Unfair Share” – allocations not based on retail volume – based on Military Customer importance
Suppliers need to commit to investing in the military resale channel – it is not just “another channel” – senior decision makers within supplier companies need to be onboard
Leverage Trade Spend – The Alliance is a $20B organization!
Customer outreach and engagement – stress the “sense of community” uniqueness
Events and promotionsDrive new and Incremental traffic and sales – provide ideas on how to mitigate constraintsJoint engagement – not just a business (Exchange and DeCA) overviewTop supplier/New innovation and industry workshops to identify specific actionsNew Product introduction – Across all ResaleShark TankFamily serving family“For Marines, by Marines”, “For Veterans, by Veterans”, etc. concept for innovation opportunities (all Services) American MadeSupplier Engagement & Collaboration
Slide4Collaborative Supplier Scorecard Initiative
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Slide5Alliance Heroes Lead the way
Together We Rise
P & G – virtual pro-camps and Joint resale meetings at beginning and throughout pandemic
Unilever - Virtual Joint Innovation Session with Buying Alliance working group
Electronic Suppliers & Brokers – 2
nd Annual ME3 – Virtual Engagement in 2020Jointly promoted with multiple industry partners the Month of the Military Child, Healthy Lifestyle Festival & Back to School promotions Computers - highly constrained since March - these examples contributed to our "unfair share" MSI / ACER provided 12K units / $11M worth of Military exclusive gaming laptops in Q2Microsoft provided 4K units / $4M worth of a Military exclusive Surface bundle for BTSHP / Dell provided 10K units / $4M worth of "upside" in oversold entry-priced laptops for BTSApple provided 5K units / $5M worth of a Military-exclusive EOL MacBook offer for BTS Peripherals / Smart HomeIngram / D&H / New Age covered costs of converting from DC bulk shipments to store-direct replenishment to reduce lead times 5
Slide6Alliance Heroes Lead the way
Together We Rise……continued
Buying Alliance negotiations with
Vitamix
. Business model shifted to Facebook live events from in-store demo.
Hamilton Beach, Chefman and Tri Star provided alternatives and met our forecasted needs across small appliance category to make up for shortfalls from other brandsWest Point Home provided reusable antibacterial masks for AAFES store employees and aired from factory the first 2 shipments at their expense. (100K units)West Point Home provided quick turn of instock inventory (sheets comforters) at their warehouse for multiple Contingency Covid request by Oconus bases. Nestle – increased OCONUS allocations to give our facilities our ‘unfair share’ to address QoL requests 6
Slide7COMING TOGETHERIn Recognition Of Our Veterans
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Slide8Virtual Performances by
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Slide9Special Edition “Chief Chat”with Medal of Honor Recipients & Guests
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Guest
Association
Date
Jocko WillinkNavy Seal, author10/15Josh & Page WetzelAuthors, Wounded Warrior10/20CMSAF Joann BassCMSAF10/22Chief TowbermanChief Master SergeantUS Space Force
10/29Jeffrey PhillipsROA-ERAC Member
11/03
COL Jack Jacobs
Medal of Honor Recipient
11/05
Dwayne “The Rock” Johnson
Actor
11/10
CAPT
Florent
Groberg
Medal of Honor
Recipient
11/12
MCPO
Vanderhaden
BM2 Victoria
Vanderhaden
CG Silver Lifesaver Medal
11/17
Garth Brooks
Country
Artist, Songwriter
11/17
CWO Woody WilliamsMedal of Honor Recipient11/19SFC Gary LittrellSGT Gary BeikirchMedal of Honor Recipients11/24
Slide10In Recognition Of…
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In Recognition Of….
HONOR
COMMITMENT
STRENGTHTHOSE WHO RAISED THEIR RIGHT HANDS
Slide11Thank you for your support(and there is still time!)
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