SO Stint

JAS
Performance at
a Glance
Initiatives,
Achievements
& Problems
Learning
Outcomes
SDS
Modus
Operandi
SDS vis--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
Dos for SO
Market Visit
Finding new Beats
Expanding Distribution
Competitors 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)

0
20
40
60
80
100
120
140
160
RDS
SDS
I
N
D
E
X

Act II & Foods
July August September
58
60
62
64
66
68
70
72
74
76
JULY AUGUST SEPTEMBER
I
N
D
E
X

Month
OILS (MD)
RDS
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 Demos/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).
Initiatives
Initiative 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 HMPs & 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.
FTPs 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:
Achievements


Target-
60
outlets
Ach-
50
outlets
Ach%-
83%



Target-
30336 E-
10
Ach-
58944 E-
10
Ach %-
194 %


Target-
55
outlets
Ach- 55
outlets
Ach %-
100%
Target-
2125
points
Ach-
2228
points
Ach %-
105%
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
Doesnt 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- (MBQs)


Depot Manager Stint(Wagholi:Pune)

Modus operandi - :


Order
generated
/received
Stock
Availability
Checked
Transportation
Arranged
Billing is Done
on Siebel
Stock is
Dispatched
SAFETY MEASURES
Lights Covered
1 feet distance is maintained
from walls & pillars
Fire Extinguishers
Stacking Norms followed
Marked Area for Storage
No 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

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