Overview

The Military Exchange System provides consumer goods and services to more than 12 million active duty military personnel, reservists, National Guardsmen, veterans and their dependents worldwide. This market accounts for more than $14 billion in sales annually through a variety of store formats. The impact the exchange system and its customers have on retail sales should not , therefore, be underestimated.

Webco’s Sales Structure

Sales and service are critical as the exchange business continues to grow in the coming years. Webco’s marketing team, district sales managers and merchandising staff can provide the coverage your business needs to achieve its objectives.

Headquarters Coverage

Headquarters contacts are essential to successfully selling to the exchange market. Webco’s marketing managers have extensive experience handling specific product categories, while its key account professionals provide coverage at the various headquarter points, including the Army & Air Force Exchange Service (AAFES), Navy Exchange Service Command (NEXCOM), Marine Corps Exchange (MCX), Veterans Canteen Service (VCS) and Coast Guard Exchange System (CGES).

Although AAFES and NEXCOM account for almost 90 percent of total exchange system sales, overlooking the MCX, VCS and CGES means missing an important 10 percent of the exchange market. Active engagement by our executive management team provides additional top-to-top selling strengths with these accounts.

District Sales Managers

Webco’s district sales managers have an average tenure of more than 10 years, enabling them to provide knowledgeable market-level expertise to more than 1,000 exchange selling locations worldwide. Unlike many of our competitors, which only call on large stores, we handle outlets of all sizes to maximize your sales potential. We recognize that some product categories generate as much as 50 percent of their volume in Expresses, Mini Marts, and Troop and Clothing stores. Missing these valuable outlets could significantly impact your performance.

Merchandisers

Merchandise-related problems like out-of-stock products, incorrect inventory levels (too much or too little) and poor product displays often result in less-than-optimal sales performance. With more than 200 merchandisers on staff, Webco is able to provide you with the in-store services you need to attain your corporate objectives. We’re also ready to invest in our business—and yours—as our portfolio expands. Our level of coverage and service is truly unparalleled in the industry!

Strategic Planning

Webco’s marketing department works within your structure to identify sales opportunities and enhance your exchange marketplace promotions. By working with you to build brand share and reduce operational costs, we can identify the most effective way to realize your performance requirements. Our strategic planning process focuses on:

• Defining your corporate goals and objectives.
• Addressing program alternatives, priorities and timing for each of your company’s product lines.
• Analyzing the performance potential of each product category that your company offers.
  • Current plan-o-gram
  • Current merchandising program
  • Display and promotional activity
  • Performance review by brand
  • Target competitive hit list
• Developing and implementing a performance plan for each product category.
• Evaluating the results and continually refining the plan and your corporate objectives.

Technology

Webco equips its marketing staff and sales force with superior technology and reporting capabilities, enabling them to track products at store level and generate comprehensive sales and distribution reports for each brand and item. We also have auditing capabilities to provide answers to those crucial store-level questions.

In short, Webco provides:

• Best-in-class headquarters and store coverage (all branches).
• 100 percent store-level distribution.
• Shelf placement and plan-o-gram integrity.
• Close monitoring and correction of auto replenishment systems.
• Maximization of all promotional activities.
• Point-of-sale signage and couponing.
• Surveys and competitive analysis.
• Coverage of all—not just primary—resale outlets.

Contact Webco to discuss partnering opportunities!