SO Stint

JAS Performance at

a Glance

Initiatives, Achievements

& Problems

Learning Outcomes

SDS

Modus Operandi

SDS vis-à-vis RDS

Issues

Solution

Depot Manger

Modus Operandi

Safety measures

Key Takeaway

DMT

Fill rate

Observation

Learning

Contents

SO Stint• DEMOGRAPHICS Population-: 1,122,555

Territory-: 30601: Raipur

RDS-: 11293: S.K.R. Agency 4222: Navyug Agency 1730: Rakesh Agency

SDS-: 10801: Shree Mahaveer Namkeen Bhandar

Do’s for SO• Market Visit• Finding new Beats• Expanding Distribution• Competitor’s Info• Increasing Visibility• Managing DS• Motivating DS• Increase the number of Productive Calls• Handling Distributor- Making Claims• Target Setting• Initiate Various Activities• Data Maintenance- Retailer Card, Beat Plan• Reporting-: Daily(EFF, Activity Tracker) Weekly(OPSC) Monthly(Claims,TTO,NAT,TE,TP,CSR,MWR)

Key Learning-:

• SO plays a role of foundation for the sales system of the company.

• SO is the representative of the company for the territory.

• The job of an SO requires great amount of physical energy and analytical skills.

SO Stint

• JAS Performance at a Glance(Y on Y)

RDS

SDS

0

20

40

60

80

100

120

140

160

78.96

29.27

103.43

155.07

95.96

145.22

Act II & Foods

July August September

INDE

X

JULY AUGUST SEPTEMBER58606264666870727476

74.57

64.42

71.85

OILS (MD)

RDS

MonthIN

DEX

• For the month of July the index for act ii & foods is low.• For the month of August the index improved. With the help of Demo’s/Merchandising & Sargam the

sale of Act II was 116429 E-10.• In the case of Oils the index is only calculated for RDS because LYTM SDS used to not sell MD. It is 100% growth for SDS in Oils ( Margin Drivers).

InitiativesInitiative taken - Sampling / Drawing Competition planned in Raipur• 2 schools, 1500 contacts• Advantages:

– Increased awareness amongst children for Act II & SDH

• Product Detailer card given to EDS , which facilitated the opening of new outlets ( For the month of Aug-Sept each DSM opened 42 new outlets & EDS 160 new

outlets.)• EDS/DSM/r-dec was told to carry clean and dry pouches/bottles of SDH and SD

Lite/Nutrifit to show to retailers.• Increased Visibility by placing HMP’s & SDH , SDSL Pouch Hanging.

SO Stint. Learning Outcomes

• Educated EDS/DSM/r-Dec the 7 Steps of Call

Process.• DRIVER

Sales Call Process

• Productive Incentive• Volume Incentive

EDS/DSM/r-Dec Incentive

• 1% of TBV for Oils& Foods ( Damage & Leakage)

• SRAF for Expiry of Foods & Oils.

Claims for the Distributor

• Bill Cuts, Checking Inventory, Purchase Order, Put Claims (DS Incentive ,DS Subsidy)

Kohinoor

SO Stint

Implementation of Kohinoor

Expiry

DSM Recruitment

•SO need to give personal time to learn system.

•FTP’s should be conducted at RDS point where training can be given to DS.

•If it is a new SO for SED, training should be given.

• SRAF filed for distributors, have been send for further processing.

• Stock received from CFA at RDS was 2-3 months to expiry.

•Educate Distributor on profitability of recruiting DSM.

•Educate Distributor on DSM incentives & subsidies.

Problems faced & Solutions:

AchievementsS

UP

ER

LITE

MO

NS

OO

N H

UN

GA

MA • Target-

60 outlets

• Ach- 50 outlets

• Ach%-83%

TWO

DAY

INTE

RN

ATIO

NA

L • Target- 30336 E-10

• Ach- 58944 E-10

• Ach %- 194 %

SU

ND

RO

P M

ON

SO

ON

HU

NG

AM

A • Target- 55 outlets

• Ach- 55 outlets

• Ach %- 100%

VIS

ILY

MP

ICS

• Target- 2125 points

• Ach- 2228 points

• Ach %- 105%

AC

T II

KE

TIG

ER • Target-

77281 E-10

• Ach- 66240 E-10

• Ach %- 86%

Learning-: Activities/Contests should be encouraged because it creates a healthy competition among FoS.

SDS Stint• Modus Operandi:

• Markets visited– Mahasamund, Rajnandgaon, Ambikapur,Pithora,Tilda,Patan

• Observations - SDS vis-a-vis RDS:– More retailer resistance in SDS– Demand for smaller SKUs

• Issues:– Expiry stock (at SDS Point)– Greater resistance in opening a new outlet– SDS not Co-operative– Doesn’t Supply in time

• Solution: SO has to patiently listen to the problem, address his issues, communicate it to the ASM, keep a constant follow-up & give him a solution.He need to rekindle the lost trust in the company.

CFA SDS RST Retailer Consumer

DMT Stint• Fill rate: Ratio of number of SKUs ordered to number of CFCs supplied from

the depot to the Direct A/C• Merchandising norms:

– Visibility– End Cap, Floor Stack, Gandola, Standees– Stock checking and rotation : FIFO

• Observation: DMT is a very good opportunity to interact directly with the consumers and

educate them about the benefits of our product. It is the only platform where you can convince the customer by talking to

them. Since it is a self service format, there is negligible influence of the shop keeper

on the customer. Appointing of mute v-Dec is a very noble step. They are most dedicated, hard-

working & result oriented people.• TOT- (Margins, Mode of Payment, Time of Payment, Time of delivery)• ARS- (MBQ’s)

Depot Manager Stint(Wagholi:Pune)

• Modus operandi - :Order

generated /received

Stock Availability Checked

TransportationArranged

Billing is Done on Siebel

Stock is Dispatched

SAFETY MEASURESLights Covered1 feet distance is maintained from walls & pillars

Fire ExtinguishersStacking Norms followedMarked Area for StorageNo Direct Floor Stacking

Key Learnings-:

• Depot can improve the efficiency of the sales system.

• Depot Handling can reduce % of expiries & Damage & Leakage.

• It is an important part of efficient supply chain management.

Learnings:• Different people are motivated by different things

– EDS by incentives, RDS by sense of accomplishment

• At times, one needs to be unkind to be kind. A leader should be strong and benevolent.– Gifts to EDS, soft skill development, being tough at times

• Relationships are based on commitment and trust. If nurtured, they go beyond business.– RDS taking care during illness

• Taking care of health is of utmost importance– Realised that if health is given priority, one has the ability to fulfill all other priorities.

Pictures

Drawing Competition at

2 schools in Raipur

World Heart Day Activity at

Big Bazaar (Kothrud)

Merchandising

Thank You!!!

Superlite (MRP-: 155)

Freshlite (MRP-: 140)

Goldlite (MRP-: 120)

Nutrifit / SD Lite (MRP-: 90)

3 bottles