Dabur Dashboard Manual

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DABUR DASHBOARD MANUAL
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DABUR DASHBOARD
MANUAL
Developed by
BOTREE SOFTWARE INTERNATIONAL LIMITED
Developer : Mr. V Arul Kumar
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-------------------------INDEX------------------------------
Topic Page No
Introduction
1. Business Module------------------------------------------4
i) Summary----------------------------------------------------------5
ii) Secondary---------------------------------------------------------6
iii) Inventory----------------------------------------------8
2. Distribution Module------------------------------------------9
i) Effective coverage---------------------------------------------11
ii) Billing Efficiency------------------------------------------------12
iii) Efficiency Parameter------------------------------------------13
iv) Line Cut Bill Cut------------------------------------------------14
v) Distributor Cross Tab-----------------------------------------16
vi) Coverage Efficiency-------------------------------------------17
3. Brand Module-------------------------------------------------18
4. NPD Module---------------------------------------------------20
5. KPI Module-----------------------------------------------------22
6. Promo Module------------------------------------------------23
i) Effectiveness----------------------------------------------------23
ii) QPS----------------------------------------------------------------24
iii) SKU Tracker-----------------------------------------------------25
Analysis View--------------------------------------------------26
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This document is prepared to give you information about dabur dashboard in

detail. First , you need your login ID and password to login below is the link for
login to Dabur Dashboard .
Login URL :
http://172.26.4.42/DaburDashBoard/login.aspx
Once you type this URL in your IE (this application is best supported by IE 4.0 or
over, in case you are using MOZILA or any other explorer it may give you some
problems) you ll see the below login screen
In this screen ,you ll see 2 columns in the corner of right hand side .
Here you have to enter your User Name(your reach id) and Password(123).
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Once you ll successfully login , you ll see the below screen having details of Sales
upload status of previous date (on the right hand side) and on left hand side , you
ll find two options in menu
1) Dash Board if you click on this button , you ll able to see menu
2) Shrink Menu - if you click on this button , menu ll close
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1) Dash Board
Under dash board, you ll find six modules
a) Business Module
b) Distribution Module
c) Brand Module
d) NPD Module
e) KPI Module
f) Promo Module
Now we ll touch these modules one by one in detail
Under Business Module you ll find three buttons on the upper side of screen
a) Summary b) Secondary c) Inventory
When you click on summary , you ll see below screen(which is by default also)
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In Secondary Button under Business Module , you find this kind of table
Sales Hierarchy L3M Avg LM L3MMTD Avg LMMTD MTD
Adarsh Sharma-N 5320 5155 194 128 16
DHIRAJ ISRANI-W 2480 2391 68 55 2
Dinesh Jhamb-S 1603 1512 34 14 3
Hironmoy Sen-E 3466 3588 71 75 3
Total 12871 12648 369 273 24
Sales Hierarchy This is the list of persons who are your immediate successors in
sales field.
L3M Avg This is their average of last 3 months sales.
LM This shows details of last month sales.
L3MMTD Avg This field shows month till date sale in comparison of last 3
month average sales.
LMMTD This field shows month till date sales in comparison of last
month sale.
MTD This is month till date secondary sales data.
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In Inventory Button under Business Module , you find this kind of table
Sales Hierarchy L3M Avg Closing No of Days
Adarsh Sharma-N 5320.3 12263.0 69
DHIRAJ ISRANI-W 2481.0 67207.4 813
Dinesh Jhamb-S 1603.4 2178.3 41
Hironmoy Sen-E 3466.7 7575.6 66
Total 12871.4 89224.2 989
Sales Hierarchy This is the list of persons who are your immediate successors in
sales field. Display next level based on Login (If RH logs in
display the data for ZSM and allow drill down till SO)
L3M Avg This is last 3 month sales added & divided by 3.
Closing This is the total closing stock under you means if you login as
ZSM then this stock is as per AH’s who are below you.
No of Days This is calculated like, L3M is average sale for a month if
It is divided by 30 , we get average sale per day and we have
closing stock as Closing , if we divide Closing by avg sale per day
then we get for how many more days of stock we have.
For example : in above table Mr. Adarsh Sharma’s L3M is 5320.3
Step 1 : 5320/30 = 177.34
Step 2 : 12263/177.34= 69 No of Days.
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Distribution Module
Then 2nd option in menu bar is Distribution Module when you click on distribution
module, below screen will appear in front of you
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Distribution Module is basically use to check the details of
a) No of Retailers with details

b) No of bill cuts and coverage area
c) Among the total how much are covered this month
d) Among the total how much are covered last month
With the help of this module you can increase coverage efficiency and which in
turn help you in increase your overall sales. To keep check six sub menus are
provided under this menu option, they are as follows:
i) Effective coverage : Which comes by default also

ii) Billing Efficiency
iii) Efficiency Parameter
iv) Line Cut Bill Cut
v) Distributor Cross Tab
vi) Coverage Efficiency
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Now, We can discuss these one by one
Effective coverage : you ll see the below table itself when you enter in the
zone of distribution module
Unique outlet
Sales Hierarchy Universe LM Same Period L3M Eco TM Eco LM Eco L3M
billed
Adarsh Sharma-N 95897 504 7864 71084 1 8 74

DHIRAJ ISRANI-W 99998 898 8192 72239 1 8 72
Dinesh Jhamb-S 53687 733 2893 42804 1 5 80
Hironmoy Sen-E 73313 407 6230 53268 1 8 73
Total 322895 2542 25179 239395 1 8 74
Sales Hierarchy - Display next level based on Login (If RH logs in display the data
for ZSM and allow drill down till SO)
Universe This field shows total no of active outlets as of now.
Unique Outlet Billed This field show no of outlets billed and uploads in
running month.
LM Same Period These are the no of outlets billed till same date as today
L3M These are no of outlets billed on an average per month
from last 3 months.
These 3 fields are economy against universe outlets or in other words, how much
outlets are billed as compare to total universe outlets in given time period
Eco TM Unique outlet billed/Universe * 100
Eco LM LM Same period/Universe * 100
Eco L3M L3M/Universe * 100
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Billing Efficiency, when you click on this option you ll get the below screen. This is
to categorize total outlets according to their frequency of purchase goods
Sales No of Bills %age Of %age of
Hierarchy /Outlet No of Outlets Outlets Business Business
ZSM1 0 500 3 0 0
1 8300 55 1000 10
2 5000 33 3000 30
3 1000 7 3000 30
>4 200 1 3000 30
ZSM 1 Total 15000 100 10000 100
No of Bills It shows four categories of no. of bills cut and categorize
total universe among these as per their purchase till date
No of outlets Count of Outlets covered by ZSM for the Month Till Date
or as per selection
Percentage of outlets This is the percentage of no of outlets under any
particular category out of total universe outlets billed on
given date. For instance , if we take above table
500/15000 * 100 = 3 is the % of outlets.
Business Sum of ZSM(or user) secondary sales for MTD or selected
date range.
%Business Business with particular category / total Business * 100
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Next in the line is Efficiency Parameter when you click on this button , you ll see a
below screen
Effective
Sales Hierarchy NO OF SSM No of outlet No of Bills Cut Total line Sold Bills Per SSM Lines Per Bill Eff Cov / SSM
Coverage
Adarsh Sharma-N 664 95897 504 577 2893 0.87 5.01 0.76
DHIRAJ ISRANI-W 591 99998 898 946 5133 1.60 5.43 1.52
Dinesh Jhamb-S 344 53687 733 771 3729 2.24 4.84 2.13
Hironmoy Sen-E 540 73313 407 450 1756 0.83 3.90 0.75
Total 2139 322895 2542 2744 13511 1.28 4.92 1.19
When you see this table a question comes in your mind is how you can do the
analysis on above table
No of SSM These are the total no of SSM under ZM
No of outlets These are total no of outlets available
Effective Coverage These are no of outlets covered till date
No of bills Cut These are total no of bill cut till date
Total line sold This is the addition of all the lines present in every bill
Bills Per SSM No of bills cut/ No of SSM
Line Per Bill Total lines sold/No of bill cuts
Eff Cov/SSM Effective Coverage/ No of SSM
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4th button is for Line Cut Bill Cut on clicking this button, you ll see the following
screen
As you can see, it divides the screen in three parts, in first part it shows like
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Line Cut/Bill –This take the sum of lines per bills generated by sales hierarchy
Line cut / bill
Sales Hierarchy April May June July August September October November December January February March
ZSM1 8.1 8.1 8.1 8.1 8.1 0 0 0 0 0 0 0
ZSM2 6.5 6.8 7.4 7.3 8 0 0 0 0 0 0 0
ZSM3 7.1 7.2 7.1 7.1 6.5 0 0 0 0 0 0 0
Total 7.2 7.4 7.5 7.5 7.5 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Second section shows
Bill Cut/SSM – This shows sum of bills generated by SSM month wise.
Hierarchy April May June July August Sep Oct Nov Dec Jan Feb Mar
ZSM1 400 410 320 390 400 0 0 0 0 0 0 0
ZSM2 410 412 410 430 410 0 0 0 0 0 0 0
ZSM3 390 392 400 300 350 0 0 0 0 0 0 0
Total 400 405 377 373 387 0.0 0.0 0.0 0.0 0.0 0.0 0.0
Third part it calculates economy

Eco Movement
Hierarchy April May June July August Sep Oct Nov Dec Jan Feb Mar
ZSM1 14000 14100 14200 13900 14700 0 0 0 0 0 0 0
ZSM2 0 0 0 0 0 0 0
ZSM3 0 0 0 0 0 0 0
Total 14000 14100 14200 13900 14700 0.0 0.0 0.0 0.0 0.0 0.0 0.0
In last line of total it shows average of all the ZSM’s & not total
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5th Distributor Cross Tab

No of unique of No of Unique of
Sales Hierarchy universe Control Brand/SKU Test Brand/Sku Buy Both
Controlled Test
Adarsh Sharma-N 95897 92 0 92 0 0
DHIRAJ ISRANI-W 99998 207 0 207 0 0
Dinesh Jhamb-S 53687 221 0 221 0 0
Hironmoy Sen-E 73313 67 0 67 0 0
Total 322895 587 0 587 0 0
Field Explanations
Universe No of active unique outlets covered by the sales hierarchy
Control Brand/SKU No of unique Outlets where the most selling brand billed
Test Brand/SKU No of unique Outlets any other selected Brand billed
Unique(control) No of unique outlets who purchase ONLY most selling brand
Unique(Test) No of unique outlets who purchase ONLY other select brand
Buy Both No of outlets who purchase both the brands
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6th Tab is Coverage Efficiency

Sales Hierarchy Universe Effective Coverage Dead Outlets Outlets Activated New Outlets
Adarsh Sharma-N 95897 504 28615 28 0
DHIRAJ ISRANI-W 99998 898 36557 114 0
Dinesh Jhamb-S 53687 733 13803 68 0
Hironmoy Sen-E 73313 407 22810 17 0
Total 322895 2542 101785 227 0
Field Explanations
Effective Coverage NO of unique Outlets Billed In period (MTD)
Dead Outlets No of unique Outlets Not Billed in period (MTD), But were
billed in L3m
Outlets Activated No of Outlets in Drishti : 1. Not billed in L3M, But billed in
the period (MTD)
New Outlets New Outlets opened in Period (MTD)
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Next in the queue is Brand Module , when you click on this option a new screen ll
come, like the one given below , thorugh brand module u can analysis on
following points
a) Which is the most famous brand

b) Which brand is not selling as per expectation
c) Moving average trend of brand/sku
Unique Unique AVG AVG AVG Var In Var In

AVG.No Bills Sales ECO Var In Lift Of
Sales O/L O/L Sales Penetration Bill Bill Bills Bills
Universe of Bill Cut Value TM ECO Business
Hierarchy Billed in Billed in Value L3M (%) Value Value Cut Value
Cut L3M TM TM (%) (%) (%)
L3M TM L3M L3M TM (%) (%)
Adarsh
95897 71084 504 127462 577 5458 37 74 1 4282 6364 -1.00 0.49 -0.99 -0.99
Sharma-N
DHIRAJ
99998 72239 898 118573 946 2540 17 72 1 2142 1792 -0.99 -0.16 -0.99 -0.99
ISRANI-W
Dinesh
53687 42804 733 63338 771 1614 13 80 1 2548 1681 -0.99 -0.34 -0.98 -0.99
Jhamb-S
Hironmoy
73313 53268 407 102395 450 3527 9 73 1 3444 2096 -1.00 -0.39 -0.99 -1.00
Sen-E
Total 322895 239395 2542 411768 13138 76 74 1 0 0 -0.99 -0.04 -0.99 -0.99
Field Explanations
Hierarchy In above table all the figures are ZSM wise
Universe Unique Outlets active
Unique O/L Billed L3M Unique Outlets billed for L3M
Unique O/L Billed TM Unique Outlets billed for this month
Avg. Bill Cut L3M Average no of bills generated for L3M
Bills Cut TM Count of bill cuts for current month
Avg. Sales Value L3M Average sales value for L3M
Sales Value TM Sum of sales value for the month

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(Below fields are calculated on the basis of above values)
Penetration L3M(%) Unique outlets billed over L3M/Universe * 100
ECO TM(%) Unique outlets billed this month/Universe * 100
Avg. Bill Value L3M Average sales value L3M/Avg No of Bills Cut L3M * 100
Avg. Bill Value TM Sales value TM/Bills Cut TM * 100
Var. In Bills Cut(%) (Bills Cut TM/Average No of bill Cut L3M)-1 in (%)
Var. In Bills Value(%) (Average bill Value TM Rs/Average bill value L3M Rs)-1 (%)
Var. in Eco(%) (Unique O/L billed over L3M/Universe)-1 ( %)
Lift of Business(%) (Sales Value TM/Avg Sales Value L3M)-1 (%)
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Now we move to next module
NPD Module this module is design for the tracking of new product
When you want to know how new product is doing in market as compare to
existing ones then this report ll be very helpful. When you click on this option, you
ll find below table for analysis .
Unique
Sales Hierarchy Type of Outlet Universe Outlet Billed Penetration (%) 0 Bill 1 Bill 2 Bill 3 Bill >3 Bill
in L3M
Adarsh Sharma-N Ayurvedic Outlet 117 82 1 115 2 0 0 0

Adarsh Sharma-N Chemist 8253 5885 1 8149 102 2 0 0
Adarsh Sharma-N Confectionary Store 61 837 14 60 1 0 0 0
Adarsh Sharma-N Cosmetic Store 1476 1220 1 1438 38 0 0 0
Home Store Sabka

Adarsh Sharma-N 95 15 0 95 0 0 0 0
Bazaar
Adarsh Sharma-N Institutions 84 260 3 84 0 0 0 0
Key Eating and

Adarsh Sharma-N 1329 1178 1 1267 59 3 0 0
Drinking
Adarsh Sharma-N Key Grocer 13522 14086 1 13218 282 22 0 0

Adarsh Sharma-N Mass Grocer 22133 19079 1 21827 293 12 1 0
Adarsh Sharma-N Modern Trade Chain 103 182 2 84 10 9 0 0
Modern Trade
Adarsh Sharma-N 31 51 2 31 0 0 0 0
Independent
Adarsh Sharma-N Others 10351 7617 1 10191 151 7 1 1

Adarsh Sharma-N Saravana Stores 1 1 1 1 0 0 0 0
Small Eating and

Adarsh Sharma-N 1538 1263 1 1484 52 2 0 0
Drinking
Adarsh Sharma-N Small Outlet 26843 20042 1 26539 295 8 0 1

Adarsh Sharma-N Sub Stockist 2733 2276 1 2683 42 8 0 0
Adarsh Sharma-N Wholesale Chemist 974 873 1 949 22 2 0 1
Adarsh Sharma-N Wholesale Grocery 4884 4586 1 4771 104 9 0 0
Total zzzTotal 94528 79533 34 92986 1453 84 2 3
Now see what these fields are showing and how they are calculating
Type of outlet It shows the channel of the retailer
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Unique outlets billed No of active unique outlets billed for L3M by the sales
(in L3M ) hierarchy for the outlet type
Penetration (%) (Unique outlets billed L3M/Universe) * 100
0 Bill Count of outlets who has NOT billed the selected
brand/SKU and outlet type
1 Bill Count of outlets who has billed only once for the selected
2 Bill Count of outlets who has billed 2 times for the selected
3 Bill Count of outlets who has billed 3 times for the selected
More then 3 Bills Count of outlets who has billed more than 3 times for the
selected brand/SKU and outlet type
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5th option in the menu is KPI Module
It is helpful in tracking the record of SSM’s like
i) Who is generating most sales

ii) To make their incentives
iii) How much leaves SSM’s are taking
iv) How efficient they are
Line Sold Attendance Salesman
SSM ECO Efficiency Billing Efficiency Salesman Score
Efficiency Efficiency Efficiency
0011002131-S.R.
0.50 0.13 3.67 0.50 11 32
MARKETING-BINAY
0011002131-S.R.
0.08 0.03 0.70 1.00 0 1
MARKETING-PRAKASH
0011002131-S.R.
0.14 0.07 0.92 0.50 0 1
MARKETING-VINAY
0011002276-BAHAR
0.15 0.05 0.94 1.00 1 2
AGENCIES-DES RAJ
0011002339-SUMIT
0.19 0.06 0.48 0.67 0 1
ENTERPRISE-SANJEEV
0011002339-SUMIT
0.19 0.07 0.57 1.00 1 2
ENTERPRISE-SUNIL
0011002457-BHAWNA
0.14 0.04 0.71 1.00 0 1
AGENCIES-DEEPU
How can we analyse from above table
SSM Name of all SSM’s under the hierarchy
ECO Efficiency Unique outlet Billed/total no of universe for that SSM
Billing Opportunity Every salesman go to every outlet 4 times every month
so he would have total chance is universe * 4
Actual Bills Cut actual converted sale out of total opportunity
Billing Efficiency (actual bill cut / billing opportunity) is his efficiency
Line Sold Efficiency similarly if, actual line sold/line sold target
Attendance Efficiency Actual presents if divide by total working days
Salesman Score If we multiply all 4 efficiency then we get SSM score
Salesman Efficiency formula to calculate is SSM score/36 * 100
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Last but not the least in menu options is Promo Module
It is helpful in the following
i) In making trade promotional offers

ii) In creating different type of schemes to increase sales
iii) to track the quantity purchase scheme
this module is divided into 3 parts or we can you can see 3 buttons here
a) Effectiveness b) QPS c) SKU tracker
Now we can give a look in the same series
Effectiveness when you click on this option , you ll see a below screen
AVG Bill AVG Bill % Var in Bills % Var in Bills % Var in Bills % Lift of
Sales Hierarchy Penetration L3M% Eco TM%
Value L3M RS Value TM RS Cut Value Eco Business
Adarsh Sharma-N 74 1 4282 6364 -1.00 0.49 -0.99 -0.99
DHIRAJ ISRANI-W 72 1 2142 1792 -0.99 -0.16 -0.99 -0.99
Dinesh Jhamb-S 80 1 2548 1681 -0.99 -0.34 -0.98 -0.99
Hironmoy Sen-E 73 1 3444 2096 -1.00 -0.39 -0.99 -1.00
Total 74 1 3191 2772 -0.99 -0.04 -0.99 -0.99
Fields Explanations
Penetration L3M% Unique outlets billed L3M/Universe * 100
Eco TM% Unique outlets billed TM/Universe * 100
Average Bill Value L3M (Rs) Average Bill Cut L3M/Average Sale L3M
Average Bill Value TM (Rs) Average Bill Cut TM/Average Sale TM
Var. in Bills cut(%) (Bills Cut TM/Average No of bill Cut L3M)-1 in (%)
Var. in Bills value(%):(Average bill Value TM Rs/Average bill value L3M Rs)-1 (%)
Var. in Bills eco(%) (Unique O/L billed over L3M/Universe)-1 ( %)
Lift of Business(%) (Sales Value TM/Avg Sales Value L3M)-1 (%)
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QPS (QUANTITY PURCHASE SCHEME)

Scheme Unique No No of Total Sale QPS Pay Saliency of
Sales Hierarchy Scheme Name Claimable Range Slab
Type of O/L Slabs in Case Out Sale
SCH00011531 - Sch
Adarsh Sharma-N On Real 200ml June Quantity Yes No 30.00-0.00 1 2 1 22 100
10 RED
Total Total 1 2 1 22 100
SCH00011594 - W1
DHIRAJ ISRANI-W on Meswak 35 Quantity Yes No 6.00-0.00 1 1 0 3 0
June10
SCH00011259 -
Dinesh Jhamb-S Quantity Yes No 3.00-0.00 2 7 3 134 100
Amla June 2010
SCH00011276 -
Dinesh Jhamb-S Weight Yes No 250.00-0.00 1 1 0 26 0
Honey June 10
Hironmoy Sen-E 0 0 0 0 0
Fields Explanations
Scheme Name Name of scheme
Scheme Type Kind of scheme
Claimable if stockiest can claim or not
Range Range of scheme
Slab Slab of scheme
Unique No of outlets No of outlets who got this scheme till date
No of Slabs No of slabs given to these stockiest
Total Sale in case As the name suggest
QPS pay out how much QPS is given yet
Saliency of sale Total sale in case of particular scheme/all cases sale of that
ZSM * 100
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SKU Tracker
SKU Name 0-500 501-1000 1001-1500 >1500 Total
Amla Hair Oil 100ml 413 18 3 46 480
Amla Hair Oil 200ml 232 23 2 45 302
Amla hair Oil 25ml Flowwrap
1 0 0 0 1
Pack
Amla Hair Oil 300ml 150 12 2 27 191
Amla Hair Oil 500ml 116 20 2 34 172
Amla Hair Oil 50ml 255 6 5 33 299
Amla Hair Oil Sachet 3ml 2 0 1 3 6
Total 1169 79 15 188 1451
Fields Explanations
SKU Name List of all SKU’s names
0-500 (rs) No of retailers who purchase given SKU upto 500/-
More then 1500 (rs) No of retailers who purchase given SKU more then 1500/-
Total (rs) Total of all retailers
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Analysis View
At the end of every report, you find one button of analysis view
This is helpful in many ways
i) First if you click on this button you find various filters

ii) You can generate various reports as per requirements
iii) You can export these reports in excel format for better analysis
iv) Most important thing is you can generate report as per selected date
v) If you keep analyzing any report from here only then after 5 min you ll
be time out and will not able to generate any other report, for that you ll
have to login again.
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This document is prepared to give you information about dabur dashboard in

Now we ll touch these modules one by one in detail

a) Summary b) Secondary c) Inventory

Adarsh Sharma-N 5320 5155 194 128 16

DHIRAJ ISRANI-W 2480 2391 68 55 2

Dinesh Jhamb-S 1603 1512 34 14 3

Hironmoy Sen-E 3466 3588 71 75 3

Total 12871 12648 369 273 24

L3M Avg This is their average of last 3 months sales.

LM This shows details of last month sales.

month average sales.

MTD This is month till date secondary sales data.

sales field. Display next level based on Login (If RH logs in

L3M Avg This is last 3 month sales added & divided by 3.

No of Days This is calculated like, L3M is average sale for a month if

It is divided by 30 , we get average sale per day and we have

closing stock as Closing , if we divide Closing by avg sale per day

then we get for how many more days of stock we have.

For example : in above table Mr. Adarsh Sharma’s L3M is 5320.3

Step 1 : 5320/30 = 177.34

Step 2 : 12263/177.34= 69 No of Days.

Distribution Module is basically use to check the details of

a) No of Retailers with details

i) Effective coverage : Which comes by default also

Now, We can discuss these one by one

Adarsh Sharma-N 95897 504 7864 71084 1 8 74

for ZSM and allow drill down till SO)

Universe This field shows total no of active outlets as of now.

L3M These are no of outlets billed on an average per month

from last 3 months.

Eco TM Unique outlet billed/Universe * 100

Eco LM LM Same period/Universe * 100

Eco L3M L3M/Universe * 100

No of Bills It shows four categories of no. of bills cut and categorize

total universe among these as per their purchase till date

Percentage of outlets This is the percentage of no of outlets under any

particular category out of total universe outlets billed on

given date. For instance , if we take above table

500/15000 * 100 = 3 is the % of outlets.

Business Sum of ZSM(or user) secondary sales for MTD or selected

%Business Business with particular category / total Business * 100

Total 2139 322895 2542 2744 13511 1.28 4.92 1.19

No of SSM These are the total no of SSM under ZM

No of outlets These are total no of outlets available

Effective Coverage These are no of outlets covered till date

No of bills Cut These are total no of bill cut till date

Bills Per SSM No of bills cut/ No of SSM

Line Per Bill Total lines sold/No of bill cuts

Eff Cov/SSM Effective Coverage/ No of SSM

Second section shows

Third part it calculates economy

5th Distributor Cross Tab

Universe No of active unique outlets covered by the sales hierarchy

Test Brand/SKU No of unique Outlets any other selected Brand billed

Unique(control) No of unique outlets who purchase ONLY most selling brand

Unique(Test) No of unique outlets who purchase ONLY other select brand

Buy Both No of outlets who purchase both the brands

6th Tab is Coverage Efficiency

Universe No of active unique outlets covered by the sales hierarchy

Effective Coverage NO of unique Outlets Billed In period (MTD)

Outlets Activated No of Outlets in Drishti : 1. Not billed in L3M, But billed in