CBY - Ride with Recap Form

• Conducted on

  Date

• Ride with Manager

• Account Manager / FSR / FSM

Use the SMAC format (Specific, Measureable, Attainable, Consistent) to demonstrate that you know, understand, and are able to:

• SMAC Training Objectives

• SMAC Market Objectives

• Total Stops

• Results

• Objectives

• Distribution

• Results

• Objectives

• Features with POS and Pricing

• Results

• Objectives

P - Prepare Against Expectations D = Developing, B = Below Expectations, I = Inconsistently Meets, M = Meets Expectations, E = Exceeds Expectations

• Plan Day / Week / Month

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Cold Samples

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Sales Targets

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• RBG Selling Tools - RBG iORder, RBG Mobile Reports, Beerline.com

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• SOTO S - Situation, O - Objectives, T - Tools, O - Objections

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Please enter the Account Manager's biggest strengths for this section:

• Please enter the Account Manager's biggest opportunities for this section:

R - Research Against Expectations D = Developing, B = Below Expectations, I = Inconsistently Meets, M = Meets Expectations, E = Exceeds Expectations

• Introduction

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Walk the zones and record opportunities

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Check Freshness

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Strategize and ready materials

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Prioritize selling opportunities

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Please enter the Account Manager's biggest strengths for this section:

• Please enter the Account Manager's biggest opportunities for this section:

I - Improve Against Expectations D = Developing, B = Below Expectations, I = Inconsistently Meets, M = Meets Expectations, E = Exceeds Expectations

• Do everything you can without asking

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

M - Make the Sale Against Expectations D = Developing, B = Below Expectations, I = Inconsistently Meets, M = Meets Expectations, E = Exceeds Expectations

• Opening

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Features to Benefits

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Matching communication styles

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Using perceived value

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Identifying buying signals

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Using evidence (RBG Mobile, IRI, etc...)

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Closing

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Using LAER to handle objections L - Listening, A - Acknowledge, E - Explore, R -Respond

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Listening

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Probing

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Please enter the Account Manager's biggest strengths for this section

• Please enter the Account Manager's biggest opportunities for this section

• Customer Evaluation - Sales Team<br>How does the customer's rate our sales force vs. all vendors?

  Good

  Average

  Unacceptable

• Customer Evaluation - Delivery<br>How does the customer rate our delivery team vs. all vendors

  Good

  Average

  Unacceptable

• Customer Evaluation - Overall Team<br>How does the customer rate our entire team vs. all vendors

  Good

  Average

  Unacceptable

Against Expectations D = Developing, B = Below Expectations, I = Inconsistently Meets, M = Meets Expectations, E = Exceeds Expectations

• Car and POS

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Product Knowledge and Sampling

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Time Management

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• KPIs - knowledge and understanding of the key performance indicators

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Account Manager Overall Retailer interactions choose all that apply:

  Select Good Humor Good Voice Good Creativity Good Image Good Attitude

  • Good Humor
  • Good Voice
  • Good Creativity
  • Good Image
  • Good Attitude

• Key Takeaways - Please enter the key takeaways from the ride with

• Follow Up - Please enter any follow up and next steps from the ride with

• Ride w/ Manager Signature

  Sign

• Account Manager Signature

  Sign