Tween Focus

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PMA ConferenceTarget InsightsNovember 7, 2006
Heidi S. Froseth, VP Ryan Partnership,
Minneapolis hfroseth_at_ryanminn.com 612-397-5634
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How to Become a Target Partner
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Level 1 Delivering on the Basics

• Alignment with Buyer your Brands role
• Value
• Reliability (Value Chain)
• Buyer Meeting Pre-Sell
• Prepare buyer to help sell opportunity through
  organization
• Deliver effective meetings Purpose, Process
  Pay-off ask what you want
• Supply Chain Scorecard
• Understand your product movement via value chain
• Understand supply chain goals and meet them
• Understand measurements by role
• Buyer
• Business Analyst
• Senior Buyer
• Department Coordinator
• Merchandise Planning Manager
• Promotional Activity
• Primarily deal-to-deal
• CLRs participation for key negotiated merch space
• Proactively drive all business plan execution
  issues

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Level 2 Target Perceives You Get It

• Understand your Brands role in
• Differentiation
• Frequency
• Need vs. Want
• Promotional Item Strategy and Meeting the Value
  Strategy
• Hi
• Medium
• Low
• Beyond the Buyer
• Relationship with Logistics Vendor Ops
• Educate Target on capabilities, such as key
  capacity weeks
• Rolling 12-15 month calendar and strategy
• Joint Business Planning and Collaborative
  Planning Forecasting
• Competitive Line Review Compete for Endcaps
  Opportunistic Space
• Dedicated Minneapolis Resources
• Minneapolis based team Team Lead, Category
  Management, Supply Chain, Finance, Customer
  Marketing and Analysts
• Understand Supply Chain needs Target Scorecard
  Impact
• Proactive and continual improvement - drive costs
  out for both
• Meet quarterly

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Level 3 VP Access to Inner Circle

• Participate in Target Marketing
• Leadership and innovation as business drivers
• Funding Value Campaign, Target Racing, Target
  Marketing Initiatives
• Focus on Differentiation
• Partner with Buyer unique opportunities to grow
  business
• Collaborate with Target to initiate guest
  research to gain needed guest insights,
  promotional ideas and unique offerings
• Marketing Access
• Partner with Target Marketing regularly
• Relationships with leaders/groups that get
  things done
• Product Development
• Partner w/ Trend Group outside of style-guides
• Leverage trend expertise via unique exclusive
  opportunities
• Cross-Dept Planning
• Partnership planning across store, esp Food,
  Apparel GM
• L12 - Continual Improvement
• Continue to deliver/improve on ALL L12

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Circle of Trust Becoming a Target Partner

• SCALE is most significant factor to move to
  Circle of Trust
• Partnering suppliers who commit to long-term
  growth have biggest impact on Targets ability to
  grow and drive profitability
• Closely coordinated forecasting
• Innovation planning
• Joint goal planning 3-5 years
• BENEFITS
• Target shares guest data
• Partner opportunities that significantly grow
  business
• Participation in pilot programs
• Win the jump balls between competition

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How did you score?

• Did you score your team or organization?
• How did you do?
• If you want to grow your business with Target,
  give me a call.

Heidi S. Froseth, Vice President Ryan
Partnership, Minneapolis hfroseth_at_ryanminn.com 612
-397-5634