Going forward we have a new process for Sales Calls to Prospective Customers, Existing Customers, and Licensors. The following are the steps in the process:

1. Barbara will be notified by the sales person immediately once travel plans are finalized.
2. Barbara will add the trip to the shared Sales Call Outlook Calendar
3. Barbara will then send the “Sales Call Agenda and Briefing” (SCAB) template to the sales person.
4. The sales person will fill out the following portions of the SCAB:
   1. Customer
   2. Date
   3. Attendees (With Titles and Departments)
   4. Location
   5. Preliminary Objectives/Reason for meeting (in rough order of importance)
   6. Request for any necessary product samples and select from a menu of available marketing materials to be sent
   7. Request for any custom reports other than the standard reports included in all SCABs
5. This will be returned to Barbara immediately.
6. The SCAB will then be sent over to the Key Retail team to complete/include the following:
   1. Customer/Licensor Reports
      1. Appendix A: Rolling 12
         1. Top 20 Items
         2. Gross Sales, YOY Sales and % Change
         3. Breakdown of Blank vs. Licensed Sales
      2. Appendix B: Product Assortment
         1. Total # of SKUs
         2. Licensed entities carried
         3. Categories/Brands carried
         4. Recent Specials/Promos
      3. Appendix C: Customer Profile
         1. Customer Details
         2. Chargebacks
         3. Discounts/Rebates
         4. etc
      4. Misc if necessary/Custom requests for reports
   2. High Level Site Overview (if necessary) – We will standardize this after we do a few SCABs and decide what is pertinent. (any suggested objectives to be discussed will be added to the Objectives section and be marked as “Key Retail”)
      1. Product listing issues
      2. Pricing issues
      3. Potential opportunities
   3. Misc Information (any suggested objectives to be discussed will be added to the Objectives section and be marked as “Key Retail”)
      1. Overall customer notes
      2. Notes from previous meetings with same customer
      3. Feedback/suggestions
      4. Etc
7. The SCAB will be completed and sent back to the sales person at least 5 business days prior to the scheduled sales call. (if feasible)
8. Sales person will review the SCAB and request any clarification/addition/etc as soon as possible
9. File will be stored in easily accessible area on S Drive. (S:\SALES\Key Retail Accounts\_SCAB)
10. Sales person will conduct sales call successfully!
11. Within 3 days, the sales person will fill out the follow remaining sections of the SCAB:
    1. Meeting Notes (overall what was discussed/covered/etc)
       1. The SCAB will be set up to have the objectives listed in the notes with space for written notes. “Other” section will also be included for anything else discussed)
    2. Action Items
       1. Should be SMART action items (Who, what, when)
       2. Should be typed up and sent to Key Retail
12. The finalized SCAB will be sent back to the Key Retail team to input Action Items into Intervals. Notes will be scanned into SCAB folder
    1. All Action Items should have an owner and a deadline.

Additional Notes:

1. In the cases where a meeting is set up last minute, we should still follow the procedure above but with a SCAB Lite. This means only basic reports will be included (Gross Sales #s) and high level notes from the KR team
2. The template for Licensors and Prospective Customers should be different
   1. New Customers
      1. Customer Profile with # of Stores; Sales $s; background, etc
   2. Licensors (include Tiffany in prep)
      1. Total Sales Rolling 12
      2. Top customers Rolling 12
      3. Royalty payments
3. It will be left up to the sales person if they would like to send the objectives to the customer ahead of the meeting.