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Walgreens Controls Look and Feel of Store According to Walgreens’ latest “Ven- dor Signage and Display Guide” re- leased in April, the retailer is com- mitted to “consistent signage and displays that demonstrate simple, current and genuine messaging.” To that end, the guide is positioned as a blueprint for creating signage and displays. Walgreens says that “com- pliance with the processes, creative templates and production specifica- tions” given in the guide is manda- tory and that only approved assets will be displayed in its stores. earn points for eligible purchases in-store and The signage and display options available to online; the points are converted into “Redemp- vendors, in Walgreens’ terminology, are: aisle tion Dollars” that can be used on future purchas- signage (blade signs, shelf talkers and coupon es. The program encompasses both Walgreens machines), endstands and side panels, floor dis- and Duane Reade stores. plays, table wraps/displays, cosmetic etageres, seasonal trays/shelf displays and security gate Must-Know Terms panels. Well Experience. A store format designed to Walgreens has eliminated the following signage create a differentiated experience through store to reduce visual clutter: arches, basket liners, design, new layouts, enhanced product assort- ceiling danglers, FEPP toppers, floor graphics, ments and state-of-the-art pharmacies. Well Ex- informational shelf cornice and sandwich signs. perience also encompasses employees delivering a happy customer experience. Thought Starter Boots. Walgreens completed its acquisition of Think Balance Rewards. Increasingly, Wal- European pharmacy retailer Alliance Boots in greens is focused on the insights gleaned from December 2014, resulting in Walgreens Boots its Balance Rewards loyalty program, which is Alliance being established as Walgreens’ and entrenched in most everything the retailer does Boots’ parent company. Boots is also a private from a marketing standpoint. Know the pro- cosmetic/personal care brand, which Walgreens gram inside and out. Late to the game compared now stocks and aggressively promotes. to rivals CVS/pharmacy and Rite Aid, Walgreens launched its first full-scale loyalty program in For more on Walgreens, read the Walgreens retailer September 2012. The free program gives mem- profile at P2PI.org/retailers/walgreens (members bers access to special promotions and lets them only).

2 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL Alcon TIM RINCK, Team Leader, CVS STEPHEN CORROU, Executive Rinck is responsible for lead- Director, Drug/Dollar/ ing efforts to drive profit- E-Commerce Channels able sales for both CVS and Beiersdorf while being able Bayer HealthCare to react quickly to the many different sales BRIAN GRACE, opportunities that arise at CVS almost on a Director of Sales, daily basis. Prior to joining Beiersdorf in 2011, CVS Health Team he spent nearly 15 years at Alberto-Culver. Grace has spent more than 20 years in the CPG/OTC Boehringer Ingelheim industry. He has held several MIKE MAGARIAN, Director, HQ sales operations roles as well as roles National Accounts managing brands and categories within the customer development team. He most recently moved back to field sales and leads Brown-Forman all direct sales activities with a focus toward CARLOS DIAZ, strategic category platforms to meet joint National Sales Director, sales objectives for Bayer and CVS Health. Drug & Emerging LORI GRENIER, Vice President, Channels Field Sales, National Drug Diaz leads the development of the drug and convenience channel and its customers. The growth strategy Beiersdorf is anchored on channel and shopper insights, LAURA CAMMAROTA, and it has adapted to the needs of retail part- Senior Shopper ners. Diaz and his team use data to identify, sell Marketing Manager and execute against prioritized shopper oppor- Cammarota leads the strategy tunities to grow the category, Brown-Forman’s for annual shopper market- business, and that of its retail partners. ing planning to align to key customer pillars in beauty, baby and loyalty for Nivea, Aquaphor and Eucerin. She also shep- herds corporate group events, partnerships and trade ad communications.

3 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL KANATA A. HERRING, Customer Chobani Marketing Manager KARINA CRAIN, Brand Herring works collaboratively with key stake- Manager, Shopper holders including sales, category manage- Marketing for Club & ment, insights and brand team members to Emerging Channels convert shopper insights into channel solutions required to drive key imperatives and Crain has more than 10 years business objectives with customers within of food marketing experi- the drug and convenience channels. ence in CRM, brand management and channel marketing. She currently leads the company’s shopper marketing and new product Campbell Soup Co. development efforts using an insights-based LYNN DOMBROWSKI, approach to drive brand preference to un- Team Leader, Drug lock business growth. Channel Dombrowski was appointed Coca-Cola Co. team leader for the drug VALERIE EGAN, Senior channel in May 2014. She Shopper Marketer develops the strategic plans as well as the Egan leads and develops the execution of brand strategies and category strategic direction, insight management initiatives. She also supports and initiatives designed to the development of joint business plans to drive consumer engagement, deliver volume, profit, share growth and sup- shopper loyalty and brand equity throughout ply chain goals. Dombrowski has held vari- the entire path to purchase within the drug ous positions in sales and customer develop- and value channel for Rite Aid. ment since joining the company in 1998. CYNDI IRELAND, Vice President, Chattem National Retail Sales, MICHELLE HEALEY, National CVS Health Account Director, CVS Ireland creates and manages COLLEEN HOLT, Senior National annual plans that generate Account Manager, CVS revenue and gross profit for CVS Health and Coca-Cola. She leads and manages a multi- JUDY HOSKINS, Director, National functional team responsible for all aspects Accounts, Walgreens of the CVS business including sales, finance, pricing revenue growth management, marketing and supply chain. 4 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL

KATE MAGGI, Senior business objectives and reach the Walgreens Shopper Marketing customer along the entire path to purchase. Manager, CVS Health DIANE WALLACE, Maggi is responsible for de- Vice President and veloping, gaining customer General Manager, alignment and overseeing National Retail Sales, the execution of all shopper marketing ini- Walgreens tiatives at CVS Health to connect with the re- Wallace leads an integrated, tailer’s customers and further their business cross-functional business team responsi- objectives. Her previous experience includes ble for marketing, category and shopper time at IN Marketing and Kimberly-Clark. insights, finance and supply chain for Wal- SCOTT MULKEY, Vice greens, providing insights and support to President, National benefit all aspects of the retailer’s business. Retail Sales – THURMAN WILLIAMS, Drug/Value Channels Director, National Mulkey has spent 17 years Retail Sales, Rite Aid working within both Coca- Williams leads a high-per- Cola and Coca-Cola Enterprises (bottling). He formance team supporting has extensive knowledge of the foodservice the company’s vision to channels via his early roles in fountain sales be its customers’ best business partner. By and as VP of foodservice strategy and mar- working closely with brand, commercializa- keting. He also led an Enterprises operating tion and field sales, he develops strategies, division as a market unit general manager programs and plans that grow the value and and was the team lead for Coca-Cola’s Sam’s performance of the Rite Aid business. Club business. He now leads the teams responsible for the partnership growth at each of the major drug and value chains in the U.S. Colgate-Palmolive Co. SARA SIMONSEN, AMY CHUN, Senior Brand Manager, Senior Shopper Shopper Marketing, CVS Marketing Manager, CHRISTOPHER THAYER, Director, Walgreens Drug/Pharmacy Retail Environment Simonsen leads the creation and optimization of market- ConAgra Foods ing strategies and programs at Walgreens. She works cross-functionally with sales, shop- JOHN PHELAN, Key Account per insights, brand and finance to meet joint Manager, CVS Team

5 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL Coty Ferrero USA VINCE DETURRIS, Vice President of HEIDI SIEBERT, National Account Sales Manager – CVS Lead

Dr Pepper Snapple Group GSK Consumer BRANT P. BURCHFIELD, Director of Healthcare Sales, Drug Channel TONY BALK, Shopper Burchfield has held a variety of roles in Marketing Manager – category management, shopper marketing Walgreens and sales, within both retail and foodservice. Balk leads the strategy, plan- He currently leads a cross-functional team in ning and execution of shop- developing commercial plans to drive top- per marketing platforms line, revenue and margin growth in the drug for various GSK brands including Flonase, channel. Nicorette, Sensodyne and Tums at Wal- greens. Prior to joining GSK, he spent time at Elizabeth Arden ConAgra Foods and Land O’Lakes in various brand management and shopper marketing AMY SACHS, Senior Vice President, roles. Mid-Tier and Chain Drug JEFF FEATHERSTON, Director of Energizer Personal Care Sales, Walgreens Team NANCY MACDONALD, RICK KELLY, Business Team Leader Shopper Marketing for CVS Health Manager Kelly has spent the last 18 years with the MacDonald began her ca- company in sales and sales management reer at Kraft foods in sales roles. Prior to that, he spent 16 years with and category management Bristol-Myers Squibb. He has 25 years over- and built a department at KKM (broker) to all working on the CVS Health business and support the analytics and marketing around currently manages the sales and marketing CVS’ ExtraCare personalization. She started of Energizer’s team and brand portfolio at her shopper marketing career two years ago CVS Health. at GSK and now leads the company’s shop- KAREN MACDOWELL, National per marketing strategy, plans and execution Account Manager, CVS across its wellness and oral care brands to engage the CVS shopper along the path to purchase. 6 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL

CVS Thought Starter CVS/pharmacy famously halted the sale of all tobacco products on Sept. 3, 2014, a move that has opened the door to more changes from the retailer in response to shopper demand. Some of the in-store areas designated for improvement in 2015-2016 are the food and snack aisles, which promise to stock more health-minded selections, and the beauty department, which is striving to give shoppers more of their favorite brands from which to choose.

Must-Know Terms ExtraCare. CVS’ highly regarded loyalty program is in its 16th year and has more than 90 million members. One of the most sophisticated systems in retail will continue to be a main focus as CVS recently leased a new digital innovation lab in Boston to help gain even deeper insights from its extensive consumer data. Integration Sweet Spots. A major distinction between CVS and other retailers is that the retail component, CVS/pharmacy, is just a small part (15%) of a broader healthcare company, CVS Health. The integration sweet spots are found at the intersection of all the organizations’ busi- nesses including retail, walk-in health clinics and pharmacy benefit management. The retail business is expected to become a significantly larger part of the overall equation over the next several years.

For more on CVS/pharmacy, read the CVS retailer profile at P2PI.org/retailers/cvspharmacy (members only).

7 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL TED TWINNEY, Sales Director, Henkel CVS Team KIRSTEN CASEY, CVS Team Lead Hallmark Cards Hershey Co. STEVE CASHMAN, National Account MICHAEL A. BURKETT Sales Director – CVS JR., Team Leader, CVS Team Cashman leads and directs all aspects of sales, market- Burkett is responsible for ing and merchandising strat- managing the development egy for Hallmark at CVS. He has been with and execution of the CVS the company for more than 23 years. customer team. His team includes customer sales executives, shopper marketing manag- SABRINA HARDIN, Customer ers, customer marketing, demand planning, Marketing Manager, CVS and the director of category management to SABRINA WIEWEL, achieve favorable performance against Net/ Vice President/GM – SAM/Share plan objectives. Chain Drug Wiewel brings more than Johnson & Johnson 20 years of sales, market- SARAH ARTHUR, Vice ing, product development, President Customer operations, retail and digital experience to Development – her role. She began her career as a sales Drug Channel representative and then moved into mar- Arthur is responsible for keting positions at Hallmark and Eli Lilly leading the strategy devel- Corp. before starting her own international opment of the customer business planning consulting company. She also spent time process with key drug channel customers at H&R Block before assuming her current including Walgreens, CVS and Rite Aid. She role at Hallmark in 2011. She is responsible has been with the company for 20 years, for building strategic partnerships with previously working in Europe, the Middle Hallmark’s chain drug retail partners and for East and Africa as part of the global custom- managing retailer and channel strategies to er team and also in the UK working with a improve sales. number of key retailers to build joint value. TROY COLLINS, Senior Director, Team Leader, Walgreens

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JANICE COONEY, Senior Director, more than 20 years of sales and customer Team, Leader, CVS marketing experience across diverse customers, geographies and channels. PIA KELLY, Senior Manager, Shopper Marketing & Insights, CVS CRAIG KINNISON, SALLY MAGEE, Director, Customer Senior Manager, Development – Walgreens Shopper Marketing In his 22 years with Kellogg, TANVI THAKER, Kinnison has gained expe- Category Insights rience across club, drug, Manager dollar, foodservice and vending channels, Thaker is responsible for having held a variety of both sales and mar- leading the strategic ini- keting roles. He currently leads the shopper tiatives across health and marketing strategies and execution for the beauty in support of the CVS account. She channels team, which includes the drug, dol- also holds direct responsibility of a five- lar and club channels. person analytics team focused on delivering actionable insights and opportunities. She has been with the company for five years, Kimberly-Clark all within the CVS team, but she has moved GIA CYRIER, Shopper across multiple business units and support Marketing Senior roles. Brand Manager – CVS DEAN YOUNG, Director, Customer Cyrier leads, develops and Development executes strategic marketing plans in order to drive brand strategy through CVS, BJ’s, Rite Aid Kao and Babies “R” Us and influence the shopper STU VASS, National Account along the path to purchase. She provides Manager, Walgreens marketing and shopper expertise to ensure development of integrated business plans to Kellogg Co. efficiently achieve volume, share and profit objectives. She also develops and leads ERIC GOLDBERG, highly strategic partnerships with customers Director, Team Sales, by aligning brand imperatives with custom- Drug Channel er business models and goals. Goldberg leads the Kellogg drug channel sales and col- laboration efforts. He brings

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ANNE JENKINS, plans as well as developing corporate mar- Director of Shopper keting platforms for implementation by Marketing, National sales teams. She currently leads the shopper Accounts marketing activity for Kraft growth channels, Jenkins leads a team of which includes drug, dollar, club, conveni- brand managers responsible ence and Amazon.com. for delivering insights-led, category-growth ANGEL WARD, Customer Business driving programs that meet the needs of Leader, CVS retailers and shoppers in a rapidly evolv- ing environment. With Kimberly-Clark since 2000, she became the director of shopper L’Oreal USA marketing in September 2013. RACHEL HENNES, National Account Manager, CVS GREG PIKE, Director, Customer LOUISE HORGAN, Director, Development Customer Marketing Strategy Pike is the CVS team leader EMMA WADE-WEST, National overseeing a matrixed Account Manager, Maybelline- group of 15 people leading Garnier, CVS category strategies and omnichannel initiatives with $300 million in revenues. While Mars Chocolate North at Kimberly-Clark, he has also led category management teams and customer develop- America ment teams at Walmart and CVS, and held a PAULA MEISSNER, Team Leader – global role in K-C International, working with CVS the top four global retailers. TINA MEHTA, Shopper Marketing Manager – Drugstore Channel Kraft Foods Group PIA HEINE, Rite Aid Sales Team SUSAN CAREY COYLE, Leader Director of Shopper JOHN HAMILTON, National Marketing – Growth Account Manager, CVS Team Channels Carey Coyle has held a vari- STEVE LINDER, Vice President of ety of positions within the Sales, Drug Channel shopper marketing team including leading top retailers’ shopper marketing annual

10 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL MillerCoors MARY BUHLER, Team Sales Director DONNA CALLAHAN, Customer Buhler heads the develop- Marketing Manager ment, implementation and KEVIN DINEEN, Director of coordination of Walgreen’s National Accounts – Walgreens strategic business plans to NALLELY GASS, achieve Mondelez’s annual and range KPIs Director of Sales to include sales, profit and consumption. All core and cross-functional team members Gass leads the national retail work in concert to achieve the customer’s sales team dedicated to CVS business strategy including customer pen- Health, working to bring etration, marketing/sales program imple- insights and programming mentation, operations/promotion financial that speaks to the shopper and engages management and new product develop- them in-store. She previously led the cus- ment plans and programs. tomer solutions/category management team to build capabilities and enable better, MINDY RICKERT, more fact-based strategies with the com- Associate Director, pany’s retail partners across the U.S. Prior to Shopper Marketing joining MillerCoors, she held several insights Rickert is the shopper mar- roles within PepsiCo. keting lead for Walgreens, STEVE MURA, Director of National CVS and Rite Aid. With near- Accounts – Rite Aid ly 10 years of experience in brand management, most recently leading the Trident gum brand, she brings a combination of experi- Mondelez International ence and marketing insight to create com- JENNIFER BRYANT, pelling shopper solutions that drive results Customer Vice at every point along the path to purchase. President, Drug Bryant has spent the major- ity of her 19-year career in sales, most recently leading the retail direct store delivery operations for the metro New Jersey/New York area. She brings a diverse background of experience in shopper insights, marketing, strategic planning and customer management to her current role. 11 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL

Rite Aid Thought Starter Rite Aid favors activity that bundles shopping solutions with rewards tied to its customer loyalty program. The Wellness+ program has played a key role in generating improved business results and strengthening Rite Aid’s position as a wellness destination.

Must-Know Terms Wellness+ with Plenti. Rite Aid introduced its Wellness+ loyalty program in 2010 and re- branded it “Wellness+ with Plenti” in May as it joined the first U.S.-based coalition loyalty program. Operated by American Express, the free Plenti program lets members accrue and redeem points across various participating companies linked through a single rewards card.

Wellness Ambassadors. Specially trained Wellness Ambassadors staff kiosks in the middle of remodeled “Wellness” format stores to provide enhanced customer service and facilitate pharmacist-patient interaction. Wellness Ambassadors have played a key role in reminding shoppers about Rite Aid’s immunization services, one component in the chain’s strategy to expand pharmacy services.

For more on Rite Aid, read the Rite Aid retailer profile at P2PI.org/retailers/riteaid (members only).

12 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL LAURIE STEPHENSON, PepsiCo Customer Business Lead AMY CHEN, General Manager/ Senior Director of Sales – CVS With more than 15 years’ Customer Team experience in CPG sales, Stephenson spearheads a SARAH CHRISTIANSEN, Director of wide range of strategic initiatives with re- Sales, Frito-Lay tail partners. She leverages her knowledge CHRIS DELONG, Vice President of of consumer insights, trade marketing and Sales, Drug, Dollar & Convenience shopper marketing to provide best-in-class joint business plans. She is currently a strate- MONEKA KROUSE, Senior Director, gic leader for the CVS team. PepsiCo Category Leadership, C&G, Dollar and Drug Channels Nestle USA JOHN O’ROURKE, Director of Sales – PepsiCo Beverages, Walgreens GARY LUCIER, National Customer Team Lead Category Development Account Manager LARISSA RODRIGUEZ, Senior Sales Director, Lucier has spent 13 years in Drug Channel, Frito-Lay sales management positions Rodriguez leads the Frito-Lay with national foodservice drug channel cross-function- and retail chain customers. He currently al team. Her team collabo- provides business-building solutions to CVS rates with drug retailers to deliver programs Health for its ice cream, frozen food and that drive joint business growth. She began chilled beverage categories. her career with Procter & Gamble and has JEFF PRAIRIE, Senior National held multiple sales and marketing roles at Account Manager, CVS and Rite Aid PepsiCo across beverages and snacks. Novartis Consumer Health REGIS SCHRATZ, Vice President of Sales, Drug Channel

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ESPERANZA TEASDALE, Senior TOM KITZINGER, Director of Sales, Director of Shopper Marketing Walgreens With an industrial engineering and account sales background, Teasdale has brand strat- Pharmavite egy, marketing, innovation and shopper expertise. She now oversees elevating the MICHAEL SIMCO, company’s marketing agenda by partnering Divisional Vice with customers to build win-win solutions at President – Drug retail across channels and with the PepsiCo Channel drug customer teams. Simco is responsible for the drug channel within the company, a position he’s held for two years. Pfizer Consumer Prior to joining Pharmavite in 2009, he spent Healthcare 14 years at Colgate-Palmolive with various ROBERT CATANZARITI, sales, trade marketing and sales manage- Director, Drug Team ment roles. Catanzariti has 25 years’ JEFF TAYLOR, Director National experience in the CPG indus- Accounts – Walgreens try in various roles including sales, shopper and category Prestige Brands Inc. insights, training and development. He currently leads the Pfizer drug channel team. LISA CASOLINO, Senior Director of CHRISTY GAGE, Sales; Team Lead, Customer Team Walgreens Manager, CVS Casolino leads the Walgreens Gage has more than 15 team with strategic direction years’ experience leveraging of the Prestige portfolio containing numer- collaborative business rela- ous OTC brands driving sales and marketing. tionships to drive business results. She also has cross-functional experience including sales, shopper marketing, customer devel- Procter & Gamble opment, category insights and management TOM BECHARD, Director, CVS Team across top-tier consumer packaged goods Lead companies and multiple channels. She is JULIE JONES, Director, Walgreens currently responsible for more than $250 Team million in portfolio sales.

14 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL KENNY OLSON, Head U.S. Nutrition Inc./NBTY of Shopper Marketing – P&G Walgreens Team KAITLYN FIGUEIREDO, Director of Sales, CVS Olson has both international and domestic experience Figueiredo develops the working across more than a strategy and executes joint dozen of P&G’s billion-dollar brands includ- business plans with CVS. ing Pampers and Oral-B. He currently leads a She is charged with building team to deliver all marketing aimed at driv- and maintaining the customer relationship, ing trips and building baskets with P&G’s and has full P&L responsibility. In her previ- portfolio at Walgreens. ous role, she led the drug channel shopper marketing and category team, where she KATE RIDLEY STECHSCHULTE, was charged with activating national brand Associate Director, Walgreens marketing plans at the top three drug chan- Beauty/Personal Care nel retailers. RB (Reckitt Benckiser) BETH POTERE, Vice President, Sales, CVS AMIN NABLI, Vice President, Drug Sales Unilever Revlon ERIN DRESS, Customer Business Manager, LAUREN CHUPKO, Customer Hair Care Business Manager, CVS Dress manages the seven WILLIAM FERRY, Senior Sales Unilever hair brands for CVS, Director – Walgreens planning 360-degree support campaigns with brands and the retailer. Prior to S.C. Johnson & Son assuming her current post in July 2014, she was MICHAEL MORROW, an associate brand manager at the company. Director of Sales, Drugstore Channel Morrow has both sales and marketing experience managing all trade channels. He currently leads the SC Johnson teams responsible for business growth at Walgreens, CVS and Rite Aid.

15 WHO’S WHO IN CUSTOMER TEAMS / DRUG CHANNEL CORY FRAEHSDORF, Wm. Wrigley Jr. Co. Shopper Marketing Manager – Drug MATT HERRMANN, Channel Shopper Marketing Manager Fraehsdorf develops strategic and insight-driven shop- Herrmann is responsible for per marketing plans for leading brands such driving mutual growth for as Dove, Tresemme, Suave, Nexxus and Axe Wrigley in the drug channel while managing a multimillion dollar shop- through various retail marketing initiatives. per marketing budget for the drug channel. Prior to joining the company in 2013, he She also builds and maintains strong rela- worked in brand management at Dyson and tionships with senior retail leadership within sales in General Electric’s consumer appli- the merchant and marketing teams at key ance division. retailers in the drug channel. GREG NEWSTROM, Team Leader, DAVID REGINE, Walgreens Customer Business DAVID VALEDOFSKY, Manager National Account Regine has more than 10 Manager – CVS years of experience in the Valedofsky has 15 years of CPG industry, holding posi- experience in sales, first at tions at PepsiCo and Unilever since 2012. He Mars Chocolate and now manages the skin care business for one of the Wrigley. Having held national sales strategy company’s most strategic customers, CVS. and a brand planning position for a variety of brands, including M&M’s, he is now re- ADAM SESTON, Customer sponsible for delivering retail sales growth Development Director – Drug Channel across the candy, gum, mint and seasonal MICHAEL WALTON, categories for Wrigley by developing CVS- Team Lead – CVS specific programs. During his 10-year career at Unilever, Walton has held various sales, customer marketing and category management roles. He is now the customer development team lead, handling CVS Health.