Sales Directorate Senior Vice President Ana Middleton
Ana Middleton has been the senior vice president (SVP) of the Army & Air Force Exchange Service (AAFES) Sales Directorate (SD) since April 2011, and under her direction the SD has aligned itself more closely than ever with the needs and desires of Exchange shoppers.
Middleton guides readers through some of those changes in the following exclusive interview with E and C News, and discusses numerous other topics, including her career, sales strategies, increasing the presence of national brands in Exchange stores, and thinking outside the “Big Box.” ...
'We also must pay attention
to understanding how our
customers live, and deliver
an exceptional experience
based on their lifestyles.'
— AAFES Sales Directorate Senior Vice President Ana Middleton
Read the complete ANA MIDDLETON INTERVIEW ...
NEXCOM Senior Vice President and Chief Merchandising Officer Tess Paquette
E and C News spoke with the Navy Exchange Service Command's (NEXCOM) Chief Merchandising Officer Tess Paquette on the eve of a fiscal year-ending military payday weekend sale — an event that was expected to put an exclamation mark on a solid shopping year for Navy patrons and NEXCOM stores.
In this interview, Paquette reveals how NEXCOM developed its game-changing back-third strategy, and is creating a benefit more closely aligned with “the Navy family” than any NEXCOM strategy that has set sail before it. ...
'One of the challenges that we always face is
building awareness across all senior leadership
of what NEXCOM truly represents in terms
of its capabilities and support for patrons
and the Navy.'
— Navy Exchange Service Command's (NEXCOM) Chief Merchandising Officer Tess Paquette
Read the complete TESS PAQUETTE Q&A ...
AAFES HEALTH AND BEAUTY CARE (HBC) —
Wellness, Men's Care on the Rise
Despite the diminished impact of sales in the contingency theater, the Army & Air Force Exchange Service's (AAFES) health and beauty care (HBC) assortment continued to show sales strength as fiscal 2012 concluded.
According to AAFES HBC Divisional Merchandise Manager (DMM) Jennifer Little, fiscal 2012 sales volume was $348.8 million.
Sales without contingency were $276.5 million, a 1-percent increase from prior year.
Contingency sales are important to the Exchange's
overall bottom line. Little said her top five HBC sales subcategories
during fiscal 2012 through the second week
of January 2013 were sports nutrition; razors and
blades; vitamins and supplements; deodorants and
anti-perspirants; and cough and cold items.
Contingency sales made up more than one-quarter of the sales in these areas, buoyed by sports nutrition, where 47 percent of sales came from the theater of operations. ...Read more AAFES HBC...
Experiencing a slight uptick in dollar volume as fiscal 2012 concluded, AAFES buyers and stores were tightening the focus on in-stocks and the right balance of one-time buys (OTB) and distribution center (DC) assortments and inventories to meet patron preferences in 2013.
Sharon P. Williams, senior buyer of spirits in the exchange service's headquarters based Sales Directorate (SD), reported that through December, fiscal 2012 sales of these beverages were $265 million, a 1-percent increase from prior-year sales of $262.5 million.
She told E and C News that with one month to go before the end of the fiscal year, “The spirits department is currently on plan to meet the 2012 sales goal.” ...Read more AAFES SPIRITS ...
M&M's Brand Snack Mix Named 2013 'Product of the Year'
HACKETTSTOWN, N.J. — On Feb. 13, Mars Chocolate North America announced M&M's Brand Snack Mix was named the 2013 Product of the Year in the candy and snacks category by Product of the Year USA. The brand accepted the award during a ceremony in New York City the prior evening.
M&M's Brand Snack Mix was selected winner of the Candy & Snacks category by securing high marks, particularly in satisfaction. Consumers cited the combination of roasted peanuts, oven-baked mini-cookies and golden pretzel twists as an excellent sweet and salty addition to any party. ...
Diageo Steps Forward to Help Military Families
NORWALK, Conn. — Diageo, known for its world-famous brands of alcoholic beverages including Baileys, Smirnoff, Captain Morgan and many others, is adding a Caribbean flavor to its ongoing series of programs and promotions supporting troops and their families.
“Captain Morgan Salutes the Troops,” slated for this month, awards four winners an all-expenses- paid trip to St. Croix, location of the Captain Morgan distillery. Winners will be selected around Labor Day. ...