江苏省中医类别住师规范化培训.ppt

Multi-Channel Milk Vending Test -- Preliminary Findings SmartMarketing 2003 MilkPEP / DMI Expanding Opportunities for Milk Vending The Multi-Channel Milk Vending Test Vending Location Demographics Vending Industry Location Demographic Summary1 [1] Vending Times, 2002 Census of the Industry [2] Bachtelle and Associates’ location volume index calculations comparing location volume share versus location count share Test Location Cell Structure The 150 test machines included: 90 glass front venders (identical to school test equipment) 30 each of closed-front and live-display machine configurations Cell Data Utilization The machine cell allocations allowed a variety of rather complex cell comparisons: Best Practices Full variety of milk product offerings Placed next to snack and/or food machine(s) No competitive milk nearby in same package (e.g. in cafeteria) Prefer glass front vender (but site economics will dictate) Milk and non-milk products, if possible Range of Vender Sales As with any test design that “forces” location distribution, some locations performed at significantly below-average levels, while others delivered very high unit sales volumes Range of Weekly Sales Per Vender By Channel Highest Median Lowest Test Results Glass front venders only; All weeks Volume Less Poor Performers Based on operator estimated sales requirements for retaining a vender location, when poor performing venders are eliminated from the mix (as would occur in “real life” situation) sales are significantly more robust Average Weekly Sales Per Vender Excluding Poor Performing Venders(1) All Venders Excluding Poor Performing Venders Test Results (1) Venders with sales lower than the estimated requirement for profitability (14 of 22 public, 10 of 29 CU, 14 of 22 BI) Glass front venders only Units Per Week Per Vender Full-Line Milk Product Offerings Venders that carried broader product offerings significantly outsold those that offered only limited milk products Avera