Road to 100 New Cases!
Disrupt the Market
01
PFS KNOXVILLE
Get to 100 New Cases Weekly- YOY
TOP 100 SNAPSHOT
54 items are growing 38 items are declining 8 items have no comparable YOY
Top 100 | Hispanic/Latino Top 50 | Italian/Pizza Top 50
Utilize the Red Out-Visine Report!!!!!
54%
1
38%
TOP 100 Grow share of wallet
Protect what is winning. Recover what is declining. Go win the white space.
Disrupt the Market
2
HISPANIC / LATINO Build the basket
3
ITALIAN / PIZZA Recover & grow
8%
02
↑
The Headline: Our Top 100 Items Are Winning
54%
38%
8%
54 items are growing
38 items are declining
8 have no comparable YOY
↓
“We don’t have a Top 100 problem—we have a Top 100 opportunity.” Understand the 38 declines • Protect the 54 winners • Turn the biggest declines back into growth
“Grow your share of Wallet with top 100 items” PFS Knoxville • 2/15
WHAT’S WORKING IN KNOXVILLE? We already have momentum in several high-value categories — now we need to build on it.
STRONG
STRONG
PRODUCE
CHICKEN
Onions +13.0% • Peppers +5.9% • Tomato Chopped +8.8% • Avocados +3.0%
Random Jumbo Breast +16.1% • Marinated Jumbo +22.6%
Use Produce as the door opener to expand the basket.
Protect the momentum and cross-sell other poultry items.
STRONG
MOMENTUM
CHEESE
HISPANIC / MEXICAN
American White Loaf +43.3% • Mexican Blend +36.5%
Yellow Tortilla Chips +33.0% • White Tortilla Chips +97.3% • Tomatillo +68.1%
Leverage winning cheese items to gain more share.
Use the segment momentum to build complete baskets.
PROTECT WHAT’S WORKING → EXPAND THE BASKET → RECOVER THE DECLINES
06
Top 100 — Major Areas of Concern Soy Clear Fry Oil
-68.4%
Chopped Tomatoes in Puree
-59.1%
Green Beans
-37.5%
Whole Peeled Tomatoes
-14.8%
Clear Coat Fries
-13.6%
Mozzarella
-12.1%
Shredded Lettuce
-10.6%
Chicken Fajita
-10.1%
12” Tortillas
-10.1%
Chicken Tenders
-7.8% !
PFS Knoxville • 6/15
13
Category Management’s –Your support is needed • Investigate the major declining items and identify the reason for the loss.
• Determine whether cases were lost to a competitor, lost through lower penetration, or shifted to another SKU.
• Ensure priority opportunity items are competitively priced and available.
• Identify voids and substitution opportunities in the Hispanic/Latino and Italian/Pizza segments.
• Partner with Sales on the 3 biggest opportunities in each priority account. Foodservice
03
Road to 100 Cases We have a lot of information. We’re going to make it simple.
1
Grow your Top 10 customers using the Top 100 items and the Visine Report
2
Build your Hispanic/Latino customer base using the Top 50 and ask for support where you have voids!
3
Recover and grow Italian/Pizza. Items suggest this is a segment under attack. Where can we win new accounts and new items?? We lead with product mix in this category
Tell Us What You Need PFS Knoxville • 3/15
Get the Red Out!!! Don’t Share Accounts KNX STR Visine Report 7/26/2026 - 8/22/2026 vs 7/27/2025 - 8/23/2025
No Cases in Last 4 Weeks New Cases in Previous Void Decrease in Cases from PY
Visine Report BeverageChemicalsBEV-CHEM
DSM Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Jonathan L. Tucker Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Dereck M. Chapman Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang Ryan Rungruang
Sales Rep Employee Adam Harrell Adam Harrell Adam Harrell Michael S. Gilstrap Michael S. Gilstrap Michael S. Gilstrap Randall C. Wade Randall C. Wade Randall C. Wade Staci Horner Staci Horner Staci Horner Staci Horner Zachary D. Purcell Zachary D. Purcell Brandon D. Jacks Brandon M. Bisceglia David W. Parker David W. Parker David W. Parker Jeffrey T. Lawson Jeffrey T. Lawson Jordan L. Price Jordan L. Price Jordan L. Price Randy Searles Randy Searles Randy Searles Robert B. Sandlin Robert B. Sandlin Robert B. Sandlin Robert F. Wexler Samuel Mancuso Samuel Mancuso Stephen R. Dean Todd M. Haynes Todd M. Haynes
Customer # [KNX] 13998 [KNX] 23199 [KNX] 27415 [KNX] 43047 [KNX] 13786 [KNX] 29902 [KNX] 34745 [KNX] 40320 [KNX] 65100 [KNX] 41793 [KNX] 42411 [KNX] 30008 [KNX] 44085 [KNX] 43826 [KNX] 44044 [KNX] 40030 [KNX] 31527 [KNX] 42616 [KNX] 42743 [KNX] 43515 [KNX] 13770 [KNX] 43578 [KNX] 29084 [KNX] 43584 [KNX] 43760 [KNX] 43853 [KNX] 43599 [KNX] 43905 [KNX] 43017 [KNX] 43771 [KNX] 44159 [KNX] 44130 [KNX] 41669 [KNX] 14660 [KNX] 25168 [KNX] 43202 [KNX] 43954
Customer Name Old Forge Distillery Hillside Winery Old Mill General Store Tienda Y Panaderia Maya 4 First Umc Of Union County Ymca Of Metro Atlanta Mountain Heritage Inn Buddy's Barbq Smoky Bear's Kitchen Tennessee Cider Company Bloom & Berry Coffee Hous King's Family Distillery Toy Box Mini Golf The Pointe Church Lauren's Cheesy Cakes LLC Denton's Orange Drink KAZOKU HIBACHI EXPRESS K Pocha Babylon Orange Hat Brewing Co, Ll Custom Foods Taxable R&D Calvary Baptist Church Dairy Dart Lakeside S&K Mart Cassie's Battlefield Social Big Time Billiards And Ca Burrito Jalisco Kumo Hibachi Sushi Pueblo Cantina Cass Band Boosters Aunt Mo's Cheesecakes Chitwood & Chitwood Pc Backwood Bbq Mcdonald Quick Stop Attack Mumashika
Disposables-
0 Pork-
Poultry-
05 Pork
06 Poultry
Deli Sliced Meats-Seafood-
PROTEINS
# of Categories Purchased in Last 4 DSO Weeks 01 Beverage 02 Chemicals 03 Disposables 04 Beef STREET BUSINESS 1 14 RETAIL/C-STORE 1 STREET BUSINESS 1 BAKERIES STR 1 STREET BUSINESS 1 STREET BUSINESS 1 STREET BUSINESS 1 STREET BUSINESS 1 FAMILY STYLE 1 STREET BUSINESS 1 STREET BUSINESS 1 RETAIL/C-STORE 1 RETAIL/C-STORE 1 5 STREET BUSINESS 1 STREET BUSINESS 1 STREET BUSINESS 1 ASIAN STR 1 ASIAN STR 1 RETAIL/C-STORE 1 BAR & GRILL 1 2 STREET BUSINESS 1 3 STREET BUSINESS 1 2 STREET BUSINESS - OTHER - BR 1 STREET BUSINESS 1 RETAIL/C-STORE 1 STREET BUSINESS 1 STREET BUSINESS 1 STREET BUSINESS 1 LATINO 1 ASIAN STR 1 LATINO 1 STREET BUSINESS 1 BAKERIES STR 1 STREET BUSINESS 1 14 STREET BUSINESS 1 STREET BUSINESS 1 STREET BUSINESS 1 -
-
25 -
07 Deli Sliced Meats 08 Seafood 30 4 7 15 1 -
Cheese & Dairy- ProduceHIGH VOLUME
!
Canned & Frozen Bakery, Fruit & VegFrozen- Fzn Prepared- Commodity GroceryDry Grocery- E&SFROZEN GROCERY E&S 11 Canned & 09 Cheese & Frozen Fruit & 12 Bakery, 14 Commodity Dairy 10 Produce Veg Frozen 13 Fzn Prepared Grocery 15 Dry Grocery 16 E&S 50 99 207 2 40 50 100 1 25 10 2 52 3 1 1 1 15 70 20 15 2 1 -
Other Other
17 Other 52 184 3 -
GROWING CATEGORY PENETRATION –Winning begins at 10 Categories! The goal is not simply to sell more items — it is to win more of the 17 categories in every account.
ACCOUNT B — EXPANSION OPPORTUNITY
25% PENETRATION
75% PENETRATION
ng ni in
4 OF 17 CATEGORIES
Already buying from us across 14categories.
tW
Currently buying from us in only 5 categories.
No
ACCOUNT A — PENETRATION OPPORTUNITY
Opportunity: identify the next 3 categories with the greatest white space and build a 60day plan to move from 25% to 50% penetration.
13 OF 17 CATEGORIES
Wi
nn
ing
Opportunity: identify the 3–5 uncovered categories where we have the strongest product fit and move=toward 75%+ penetration.
CATEGORY PENETRATION = CATEGORIES YOU SELL ÷ 17 4/17= 25% | 9/17 = 50 % | 14/17= 75% | 17/17 = 100%
05
ACTION 1 — TOP 100 Grow Share of Wallet
SALES
Focus on your Top 10 customers using the Top 100 opportunity And the Visine Report! Get the Red Out!!! • Review all 17 categories using the Visine Report • Identify the 3 biggest white-space opportunities • Set your targets • Select 3–5 items to attack in each opportunity
Investigate your losses and determine whether we lost customers, lost penetration, or shifted to another SKU. Are we priced correctly? Determine what is needed to drive cases
07
ACTION 2 — HISPANIC/LATINO Build the Basket
SALES
Identify your Top 5 Hispanic/Latino customer or prospect opportunities. Review the 17 categories → identify the biggest white spaces → select the Top 3 → build a plan!
Priority categories Meat: beef & Mexican proteins Poultry: chicken & marinated chicken Seafood: shrimp & fish Produce: onions, tomatoes, peppers, jalapeños, avocados, tomatillos Dairy/Cheese: sour cream, milk, cream, American, mozzarella & Mexican blends Dry Grocery: tortillas, chips, beans, rice, garlic, sauces & seasonings
09
ACTION 3 — ITALIAN/PIZZA Recover the Basket & Take More Share
SALES
Identify your Top 3 Italian/Pizza customers with the greatest opportunity. Review the 17 categories → identify the Top 3 white-space opportunities → select 3–5 items → set a 60-day target.
Priority categories Meat: pepperoni, sausage, bacon & beef Poultry: chicken & wings Seafood: shrimp/seafood where applicable Produce: mushrooms, peppers, onions, tomatoes & lettuce Cheese/Frozen/Dry Grocery: mozzarella, parmesan, sauces, flour, pizza-related items
What do you Need??
Italian / Pizza
12
The 100 Case Account Assignment 1
Top 10 customers
Review all 17 categories.
2
Measure
Calculate penetration where total customer category spend is available.
3
Prioritize
Identify the 3 biggest white-space opportunities. Using the Top 100 Items and the Visine Report
4
Target
Choose 3–5 products from the Top 100 / Hispanic / Italian lists.
5
Execute
Achieve 100 cases per week/per rep.
10 customers × 17 categories → 3 biggest opportunities → 60-day action plan PFS Knoxville • 12/15
Fiscal Year 2026 Week # & Fiscal Period
Cases
Fiscal Year 2027 Cases
27 vs '26 Growth
1P1
July
6,154
6,054
-1.6%
2P1
July
5,415
5,612
3.6%
3P1
July
5,438
5,887
8.3%
4P1
July
5,969
5,961
-0.1%
5P2
August
5,648
5,953
5.4%
6P2
August
5,383
5,743
6.7%
7P2
August
5,036
5,353
6.3%
8P2
August
4,455
4,856
9.0%
9P3
September
4,129
4,501
9.0%
10P3
September
4,698
5,121
9.0%
11P3
September
4,221
4,601
9.0%
12P3
September
5,112
5,572
9.0%
13P3
September
5,190
5,657
9.0%
14P4
October
4,569
4,980
9.0%
15P4
October
6,518
7,105
9.0%
16P4
October
6,474
7,057
9.0%
17P4
October
5,781
6,301
9.0%
18P5
November
4,851
5,288
9.0%
19P5
November
4,744
5,171
9.0%
20P5
November
4,715
5,139
9.0%
21P5
November
5,466
5,958
9.0%
22P6
December
5,612
6,117
9.0%
23P6
December
4,319
4,708
9.0%
24P6
December
4,925
5,368
9.0%
25P6
December
4,723
5,148
9.0%
26P6
December
4,676
5,097
9.0%
27P7
January
5,811
6,334
9.0%
28P7
January
2,923
3,186
9.0%
29P7
January
2,696
2,939
9.0%
30P7
January
3,019
3,291
9.0%
31P8
February
1,339
1,460
9.0%
32P8
February
1,618
1,764
9.0%
33P8
February
3,408
3,715
9.0%
34P8
February
4,022
4,384
9.0%
35P9
March
3,039
3,313
9.0%
36P9
March
4,060
4,425
9.0%
37P9
March
4,501
4,906
9.0%
38P9
March
5,077
5,534
9.0%
39P9
March
5,004
5,454
9.0%
40P10
April
5,516
6,012
9.0%
41P10
April
5,674
6,185
9.0%
42P10
April
4,385
4,780
9.0%
43P10
April
4,338
4,728
9.0%
44P11
May
3,816
4,159
9.0%
45P11
May
4,483
4,886
9.0%
46P11
May
4,177
4,553
9.0%
47P11
May
4,940
5,385
9.0%
48P12
June
5,178
5,644
9.0%
49P12
June
5,029
5,482
9.0%
50P12
June
5,159
5,623
9.0%
51P12
June
5,657
6,166
9.0%
52P12
June
5,895
6,426
9.0%
53P12
June
-
9.0%
Keep Score This give you your cases each week of 2026 and what you need for 2027!
14
What Success Looks Like ✓
Top 10 Accounts
3-5 white-space opportunities identified per account
✓
Hispanic/Latino
Top 5 targets with specific category/item plans
✓
Italian/Pizza
Top 3 targets with recovery + growth plans
✓
Category Management
Major declines explained and pricing/availability actions completed
✓
Leadership
Measurable cases/100 New Cases Every Week for Every AM
PFS Knoxville • 14/15
15
Road to 100 Cases 3 PRIORITIES. FOCUSED EXECUTION. Gain 100 New Cases Weekly (100 Top Items /Get the Red Out ) Build Hispanic/Latino. Recover & grow Italian/Pizza.
Disrupt the Market
Protect what is winning. Recover what is declining. Win the white space. 60