TERRITORY MANAGEMENT – PRODUCT PERFORMANCE

REVIEW

JAN – JULY 2012

BY

(ATIPO,M.K)

OUTLINE

• TERRITORY OVERVIEW• BRAND ANALYSIS• DEALERS’ ANALYSIS• COMPETITIVE ANALYSIS • CHALLENGES• WAY FORWARD

TERRITORY OVERVIEW

Location ASM SR PRO VISITATION

Kad. 01 - 04 Based

Jos. 01 04 Occasionally

Min. 01 02 Twice/Mth

Zar. - 01 “ “

TOTAL 01 02 11

BRAND ANALYSIS YTD’12 SKU WISE VS LAST YEAR’11OVALTINE 18G SACHET CONTRIBUTE 50.2% WHILE 65G SACHET CONTRIBUTE 0.4%

SKU TARGET’12

ACHIVED %ACHIVED TARGET’11

ACHIVED % ACHIVED

18g Sachet 15,500 20,488 50.2 16,500 19,513 47.9

65g Sachet 1,500 163 0.4 - - -

400g Tin 10,000 8,971 22 15,000 10,748 26.4

400g Pouch 5,000 7,100 17.4 3,000 4,966 12.2

800g Tin 5,500 3,368 8.3 2,700 2,377 5.8

1.2Kg Tin 3,300 3,784 9.3 3,500 4,977 12.2

T0TAL 40,800 43,874 108 40,700 42,581 105

DEALERS PERFORMANCE ANALYSISYTD SKU WISE JAN-JULY 2012

LOCATION NAME TARGET ACHIVED % ACHIVED

KADUNA AY OVALTINE 4,795 5,041 105

KADUNA KD 2,555 2,321 91

JOS OLA 5,810 9,934 171

JOS J J 4,095 3,946 96.4

MINNA RCA 1,995 1436 72

COMPETITIVE ANALYSIS

Brands Market Share

. BURNVITA 40% • MILO 35%• OVALTINE 13%• COWBEL CHOCO 6%• PEAK CHOCO 5%• HORLICS 1%

COMPETITIVE PRICE ANALYSISBRAND

SKU PRICE

OVALTINE 18g Sachet X 180 4600

65g Sachet X 60 4900

400g Pouch X 12 5900

400g Tin X 12 6800

800g Tin X 6 6120

1200g Tin X 6 9450

MILO 20g Sachet X 240 6000

500g Refill X 12 6400

500g Tin X 12 7600

900g Tin X 6 6750

BURNVITA 20g Sachet X 240 5800

50g Sachet X 84 5350

450g Refill X 12 6050

450g Tin X 12 7240

900g Tin X 6 6650

COWBEL CHOCO 20g Sachet X 260 4326

500g Refill X 10 3850

PEAK CHOCO 20g Sachet X 210 4431

BURNVITA RAMADAN KAREEM PROM

COMPETITIVE ANALYSIS

CHALLENGES

• Lack of working tools. E.g redistribution van, tricycle etc

• Cash & Carry: No Credit Facility• Regional Office challenges • Geographical Landmass• Security challenge (Socio-Political & Religious)

SUGGESTIONS

• Provision of working tools. E.g redistribution van, tricycle etc

• Granting Credit limit facilities to some tested Dealers

• Timely Payment of PJP/Conveyance e.t.c • Periodic Training e.g. on Oracle• Life Assurance Policies for Northern Salesmen

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THANK YOU