DOST(Distributor Operation &System Transformation) inBangladesh
Objectives >>• To standardize operations andprocesses for All SMDP• To retain and get better SMDPin the market, by improvi...
What will DOST do?• DOST will define the• Systems and Processes to befollowed by all SMDP• It will clearly define therespo...
What does DOST have?• DOST will give clear guidelines to SMDP• It will have sub-modules on• SMDP organization structure• D...
Partner Evaluation >>• We will have a quarterly visitand evaluation• Samsung will have differentreward and recognition• Hi...
Roles & Responsibilities of SMDP >>• Manpower and Infrastructure deployment as per Norms• Roll out clear R&R for DSR, othe...
• Proper Infrastructure must be given.• Have Manpower on board always as pernorms• Daily DMS Update• Bills to Market from ...
QUANTITYSMDPEvolving SMDPSale ≤ 250Sprinter SMDP750 ≤ Sale >250Champ SMDPSale >750Classification of SMDPs >>ESC Theory
SMDP Organization – Key Norms >>Evolving & Sprinter• Each DSR beat willcontain max. 25outlet• Exclusive DSR• Team Leader c...
Organogram of SMDPs >>Evolving & SprinterSMDP OwnerTeam Leader cumHouse Keepingcum MISDSR
Organogram of SMDPs >>ChampSMDP OwnerMIS Executive cumLogistics in chargecum AccountantTeam Leader cumHouse KeepingDSR
SMDP Manpower – Roles & Responsibilities >>• Team leader will be responsible for following activities:• House keeping• Log...
SMDP Manpower – Roles & Responsibilities >>• Maintaining credit register.• Preparing DSR performance report which includes...
SMDP Manpower – Roles & Responsibilities >>• Regular Visit to retailer as per the defined Beat Plan.• To ensure daily orde...
• Recruitment• Salary & Benefit• TA/DA Policy• PLP• Leave & Attendance Policy• Promotion Policy• Increment Policy• Trainin...
SMDP – Manpower & Salary Bands >>S.No Manpower Type Parameters Metro Non Metro1 MISQualification GraduateSalary Minimum 8,...
Warehouse:30sq ft(Stack Norm-1stack=6pcs Max)Office Space:Territory HQ-150sq ft,Others-120sq ftEvolving &SprinterSMDPsWare...
ND Prescribed PrinterND PrescribedDedicated PC- Core –II Duo 2 GHzProcessor- 2 GB RAM- 250 GB HDD withminimum 30 GB freesp...
DMS & It’s Operation >>• Only DMS as the primary billing system to retailers• No other third party software bill to go to ...
Data Required for Project Roll-out >>• DSR Database• Outlet list• Beat wise Industry Size• Full mapping of all beats• Data...
White Board at SMDP Office >>• Daily activity focus• Out of stock models name• Limited stock model name & quantity• Month ...
White Board at SMDP Office >> SampleDSRNameMonth Target Till date Ach TodaytargetTodayWODTgtToday tgt FocusModelTgtVol WOD...
SMDP Stock Management >>• SCR (Stock Compliance Ratio) norms to be followed• Stock (value and volume) should be kept as pe...
Route- Route Explore Modality- Route Planning- Route visit frequency- Route for development- PJP
Route Explore Modality>>Route ExploreSamsumgCounterSize BasisIndustrysize basisOutletBasis
Route Explore Modality>>• For each 25 outlet a new route will be setOutletBasis• If Samsung market share is higher than 50...
Route Planning >> Guideline• Each route will contain 25 outlet max• Every DSR must be assigned to a route or two but thenu...
Route Planning >> Calculation• Why 25 outlet in a route?• Can it be done in a day completely?CalculationPer Outlet timed 2...
Route Planning >> Sample• Sample Route planning for DSRRoute No. Route name Market Name Outlet Qty Total outlet FRQRoute-1...
Visit Frequency >>Route Category Business Contribution Business Quantity Dost Visitation NormsA >30% +250 6B 15%-29.99% 10...
Route Development>> A special way for future potential routeNote: Routes will be categorized based on business volume.• No...
DSR Visit Norms >> SampleTypical Beat PlanCont to SMDP Sales CategoryNorm ofVisit>30% A 615%-29.99% B 35%-14.99% C 20.01%-...
Current Visit Frequency & DOST visit Frequency >>SampleRoute Name TTL POS Volume Contribution CategoryCurrentVisitationNor...
Sample PJP>>DSRRouteNameOutletNoAvgSalesVolMallNoMallOutletNoSAT SUN MON TUE WED THUX Fakirapul 17 120 2 13      Y B...
A Day of DSR >>Time Heading Action Point9:00am Reach Office09:00am-9:30am Office Work1. Take the Account Payable / Receiva...
DSR – Collection Norms >>Credit RegisterRetailers Name: Sbur StoreSMDP Power motors Limit 30000Date Referance Opening Coll...
Reporting Formats for DSR >>S.No Format Name Frequency PurposeTo be filledbyRemarks1Daily SalesTrackingDaily, Afterfinishi...
DSR Productivity Report >> SampleName of FOSWeek 1No of ManDays*Total O/L Call MadeProductiveCallSale Productivity Thru Pu...
WOD Management >>• Outlet Universe• WWOD• BWOD• WOD billed• Overall Samsung coverage data• Focus Category coverage data• A...
Proj ectProject WOD Hunter
Project WOD Hunter – Background >>• From the perspective ofBusiness viability of our SMDPs ,ND will introduce Hunter TM to...
WOD Hunter TM & DSR – Roles & Responsibilities >>• He will develop universe outlet list.• Starting from Thana level, follo...
WOD Hunter TMs – Project Flow>>Total time requirement: 7 months“Project WOD Hunter” will beconducted in Two Phase• Hunter ...
WOD Hunter TSOs – Project Flow Chart>>Phase 1: Acquisition Phase (Hunter TM)-Working according to NationalRoute Plan.-Deve...
Timeline: 6 monthsWOD Hunter TSOs – Acquisition Phase>>Work FlowStarting fromThana Level• 523 thanaDevelopinguniverseoutle...
WOD Hunter TSOs – Acquisition Phase>>Work Flow“Outlet Listing” will beconducted in Three Phase•District Headquarter•Number...
Timeline: 6 monthsWOD Hunter TSOs – Execution Phase>>Work FlowRecruitingHunter DSRunder SMDPMakingenlistedoutlet activeAbs...
Module - Infiltration Management
Zero Infiltration >>• SMDP is solely responsible for all IMEI’s billed tohim• They should not be found in other markets• S...
Infiltration Management >>• SMDP will maintain an IMEI Scanner device. (This isa must for Sprinter & Champ SMDP.• Actively...
Module - Investment- Credit- SMDP Sanitation
SMDP Financial Capability >>• If support is needed SMDP will submitbank guarantee to avail one week credit.• 70% funding t...
SMDP Investment >>•We ensure channel investment considering below:•Stock Management•Floor stock value will be based on app...
Market Credit to Retailers >>1Agreed by concerned TM and AM.• SMDP will provide minimum market credit equivalent to his 7 ...
SMDP Sanitation: Objectives• Assess Distributor status, capabilities andperformance on parameters key for Strategydelivery...
SMDP Sanitation: Procedure• Diagnostic tool based on 10 parametersfocused on current strategy• Weighted to 100 points• 3 s...
Parameters WtCapability of financing business growthguidelines10Qualitative and Quantitative Coverage 10Productivity 5Ince...
SMDP Sanitation: Scoring• Weighting of parameters based oncurrent priority• Each parameter has several status pointsand su...
SMDP Sanitation: Diagnostics ScoringParameter:1Parameter Status ScoreCapability offinancingbusiness growthBusiness is full...
SMDP Sanitation: Diagnostics ScoringParameter:2Parameter Status ScoreCoveragePJP is fully implemented 3Achieving Active ou...
SMDP Sanitation: Diagnostics ScoringParameter:3& 4Parameter Status ScoreProductivity Call Productivity is as pertarget5Tot...
SMDP Sanitation: Diagnostics ScoringParameter:5Parameter Status ScorePeopleManagementPolicy wise DSR Recruitment andDSR qu...
SMDP Sanitation: Diagnostics ScoringParameter:6Parameter Status ScoreWarehousingAdequate space 3Following warehouse Norms-...
SMDP Sanitation: Diagnostics ScoringParameter:7Parameter Status ScoreStock CoverFixed StockCoverMaintain fixedstock cover6...
SMDP Sanitation: Diagnostics ScoringParameter:8Parameter Status ScoreChannelInitiativesIncreased coverage of 10% 2Reaching...
SMDP Sanitation: Diagnostics ScoringParameter:9Parameter Status ScoreDMSHas IT infrastructure as perguideline2Using data a...
SMDP Sanitation: Diagnostics ScoringParameter:10Parameter Status ScoreIncentive EarnedSMDP is aware of incentiveprogram1Fr...
SMDP Sanitation: Compilation of ScoreListingSMDPD1 D2 D3 D4 D5 D6Score per parameter12…10
SMDP Sanitation: Compilation of ScoreCategorizingAction planScoreWeightList Action Plan80>= A Excellent. Keep it up70>= BS...
SMDP Sanitation: Compilation of ScoreActionPlanningAction onparameter1 2 3 4 5 6 7 8 9 10SMDPZ tel X X X X X X XX XPrime X...
SMDP Sanitation: SMDP Health in BangladeshListingRegion A B C D ECentral 0 2Eastern 0 3Rajshahi 0 1Khulna 0 2Barishal 0 1T...
SMDP Sanitation: Action Planning by Sales AreaActionPlanningParameter 1 2 3 4 5 6 7 8 9 10Area X XX X XX X XX X XX X XX X ...
Module - Evaluation- Rewards- Reinforcement
SMDP Evaluation – Monthly Scorecard >>• Clear and objective platform for evaluatingall SMDP performance, based on set KPIs...
SMDP Evaluation – Monthly Scorecard >>S.NoParametersMaxScoreScore(Example)Who will score, on what basis Criteria1 Volume -...
Proposed Structure of R&R/Penalties >>•STAR Performer - Quarterly - consistent performance of over 70% for 3 months- appre...
SMDP House keeping >> Books & RecordsDate Issues Action Timeline Status TSO Sign SMDP SignActionBook Every SMDP must have...
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Dost in bangladesh (after presentation)

  1. 1. DOST(Distributor Operation &System Transformation) inBangladesh
  2. 2. Objectives >>• To standardize operations andprocesses for All SMDP• To retain and get better SMDPin the market, by improving theirbusiness performance andreturnsObjectives
  3. 3. What will DOST do?• DOST will define the• Systems and Processes to befollowed by all SMDP• It will clearly define theresponsibilities of SMDP and hismanpower, its infrastructure.
  4. 4. What does DOST have?• DOST will give clear guidelines to SMDP• It will have sub-modules on• SMDP organization structure• DSR, Other team members• Salary and incentive range• DSR Beat planning and monitoring• A Day in the life of DSR – DSR Training and Working Guidelines• DMS and its operations• Stock Management : Floor Stock, Stock audit• WOD management• Credit norms to retailers• Infiltration Management• Financial Capability of SMDP• SMDP Evaluation, rewards and recognition• Modules will get added or changed as per market requirements
  5. 5. Partner Evaluation >>• We will have a quarterly visitand evaluation• Samsung will have differentreward and recognition• High performing SMDP will begiven special privileges• Clear expectation setting withLow performing SMDPEvaluation
  6. 6. Roles & Responsibilities of SMDP >>• Manpower and Infrastructure deployment as per Norms• Roll out clear R&R for DSR, other manpower• Training for DSR• Investment as per business plan• Complete Market Mapping and development• Market size, WOD universe, counter wise potential withcompetition details• Full compliance with Samsung systems• DMS update, New Product Placement, DOD & WOD expansion• Ensure defined service level for different category ofoutlets• Proper scheme communication and settlement• DOA and RMA from retailers• Timely deployment of Dummies, POSM, demo phones etc• Market credit control as per normsSMDP’sR&R
  7. 7. • Proper Infrastructure must be given.• Have Manpower on board always as pernorms• Daily DMS Update• Bills to Market from DMS only• Maintain floor stock as per norm• WOD Maintenance.• Ensure DSRs are trained and carrysufficient product knowledge• Make DSR do market working as per beatmap• Ensure proper & regular schemecommunication to all retailers.• SMDP will ensure updated dash board attheir officesDo’s• Don’t make any changes in companyScheme / Spike communication.• Don’t do any kind of cross territory• Don’t do wholesaling• Don’t violate price policyDon’tsSMDP – Do’s & Donts >>
  8. 8. QUANTITYSMDPEvolving SMDPSale ≤ 250Sprinter SMDP750 ≤ Sale >250Champ SMDPSale >750Classification of SMDPs >>ESC Theory
  9. 9. SMDP Organization – Key Norms >>Evolving & Sprinter• Each DSR beat willcontain max. 25outlet• Exclusive DSR• Team Leader cumHouse keeping cumMIS executive cumLogistics for SMDPcum AccountantChamp• Each DSR beat willcontain max. 25outlet• Exclusive DSR• Team Leader cumHouse keeping• 1 MIS executive cumLogistics for SMDPcum Accountant
  10. 10. Organogram of SMDPs >>Evolving & SprinterSMDP OwnerTeam Leader cumHouse Keepingcum MISDSR
  11. 11. Organogram of SMDPs >>ChampSMDP OwnerMIS Executive cumLogistics in chargecum AccountantTeam Leader cumHouse KeepingDSR
  12. 12. SMDP Manpower – Roles & Responsibilities >>• Team leader will be responsible for following activities:• House keeping• Logistics• Accounting• MIS (not applicable for CHAMP SMDPs)• Team leader will collect all market info documents from a DSR.• Market info document includes•Outlet list•Outlet wise industry sales and samsung sales•Market credit info/register•Gift acknowledgements• He will introduce new DSR in the market.• Ensure proper handover and takeover of the market• Ensuring proper sales automation process. (DMS on mobile)• Making sure only DMS printed memo is delivered in themarket.• He will perform all R&R of MIS person (n/a for CHAMP SMDP)TeamLeader
  13. 13. SMDP Manpower – Roles & Responsibilities >>• Maintaining credit register.• Preparing DSR performance report which includes• Month Target• Till date Target VS Ach• Coverage target and till date status• Remaining target and coverage• Focus model wise target and till date achievement• Handing over SMDP stock report to DSR as per demand• Ensuring all memo got printed that come thru salesautomation process.MIS
  14. 14. SMDP Manpower – Roles & Responsibilities >>• Regular Visit to retailer as per the defined Beat Plan.• To ensure daily orders to be taken from Retailers.• Ensure Scheme Communication, Spikes communication , PriceDrop communication to be provided to Retailers on timely basis.• Ensure Payment collection from Retailers as per the Normsspecified.• Ensure Demo phones / Dummies / POSM Deployment.• Ensure NOC to be taken from Retailers (for Loyalty Programs) atthe end of every month• Key focus on Smartphone and specific Product as per the TeamGuidelines.• Ensure Range Availability of Smart Phone at all Top outlets.• Inputting stock data of retailer accurately and regularly in DMSon Mobile• Taking order thru sales automation processDSR
  15. 15. • Recruitment• Salary & Benefit• TA/DA Policy• PLP• Leave & Attendance Policy• Promotion Policy• Increment Policy• Training & Development• Disciplinary Action & Grievance Management• Termination & ResignationTMLDSRPolicyDSR Policy of TML>>
  16. 16. SMDP – Manpower & Salary Bands >>S.No Manpower Type Parameters Metro Non Metro1 MISQualification GraduateSalary Minimum 8,000 Minimum 5,000Incentive 1000 10002 Team LeaderQualification GraduateSalary Minimum 10,000 Minimum 8,000Incentive 1500 1500Phone / Mobile 1000 1000DA 80 BDT 50 BDT3 DSRQualification Minimum S.S.CSalary 7K 5.5 KIncentiveTarget85% 1000Same100% 2000110% 3000For Every additional 10% 1000Coverage85% 50090% 1000100 % 2000TA At Actual AT ActualDA 70 50
  17. 17. Warehouse:30sq ft(Stack Norm-1stack=6pcs Max)Office Space:Territory HQ-150sq ft,Others-120sq ftEvolving &SprinterSMDPsWarehouse:Min 50sq ft(Stack Norm-1stack=6pcs Max)Office Space:Territory HQ-250sq ft,Others-200sq ftChampSMDPsSMDP Infrastructure Norms >>
  18. 18. ND Prescribed PrinterND PrescribedDedicated PC- Core –II Duo 2 GHzProcessor- 2 GB RAM- 250 GB HDD withminimum 30 GB freespace in Primarypartition (C drive)- 15” screen- Licensed version ofAnti virus(recommended -Kasperkey latestversion OR SymantecSecurity System)- High Speed internetconnectionALLSMDPsSMDP IT Norms >>
  19. 19. DMS & It’s Operation >>• Only DMS as the primary billing system to retailers• No other third party software bill to go to market• All bills to be as per the DMS format• No pending bills (to be confirmed) beyond 6 pm• Maintain system hardware as per definedconfiguration• Back-up (spare) internet connection to be there atall times• MIS Executive to publish• Daily SMDP dashboard and maintain it on theWhiteboard in SMDP office• Weekly DSR reportDMS
  20. 20. Data Required for Project Roll-out >>• DSR Database• Outlet list• Beat wise Industry Size• Full mapping of all beats• Data will be collected from DMS–• Route code• Outlet code• SMDP code• DSR Code• Outlet Category-Collected from DMS• ULC(A,B,C,D)• Mid (A,B,C,D)• Smart (A,B,C,D)Data
  21. 21. White Board at SMDP Office >>• Daily activity focus• Out of stock models name• Limited stock model name & quantity• Month target• Till date Achievement (Primary, Secondary,Focus Models’ & Coverage)• Yesterday target and achievement• Today target (ULC-MID-SMART)• Today focus model and its target• Today WODWhiteboardinfo
  22. 22. White Board at SMDP Office >> SampleDSRNameMonth Target Till date Ach TodaytargetTodayWODTgtToday tgt FocusModelTgtVol WOD Pri Sec WOD ULC MID Smart
  23. 23. SMDP Stock Management >>• SCR (Stock Compliance Ratio) norms to be followed• Stock (value and volume) should be kept as percompany guideline• Focus Models to have the min stocks• DMS and physical stock should match at all times• TM will do weekly audits• AM will do monthly stock audits• Red Hot List – for stock variation > 5%• After second consecutive appearance a writtenWarning Letter will be issued from HQ.• Three consecutive appearance on Red Hot List means• 1% commission will be deducted.• TerminationStockMgt
  24. 24. Route- Route Explore Modality- Route Planning- Route visit frequency- Route for development- PJP
  25. 25. Route Explore Modality>>Route ExploreSamsumgCounterSize BasisIndustrysize basisOutletBasis
  26. 26. Route Explore Modality>>• For each 25 outlet a new route will be setOutletBasis• If Samsung market share is higher than 50%of industry size!!!!!SamsungCounterShare Basis• Where Industry size is viable for routecosting. But Samsung market share is lowerthan 50% of industry size!!!!!Industrysize basis
  27. 27. Route Planning >> Guideline• Each route will contain 25 outlet max• Every DSR must be assigned to a route or two but thenumber of outlet must not be above 25.• Unless it’s necessary, a route will consist all category ofoutlet (A,B,C,D).• Route visit frequency will be guided by -• Industry Size• Samsung business volume• SMDP Business profitability• Market potentialityGuideline
  28. 28. Route Planning >> Calculation• Why 25 outlet in a route?• Can it be done in a day completely?CalculationPer Outlet timed 20 minTotal outlet per route 25Time per outlet 18 minTotal time needed 18 X 25 7 hrs 30 minWorking HourStarts 10:00 AMBreak 1:30 PMRestart 4:00 PMFinish 8:00 PMTotal Working Hour 7 hrs 30 min
  29. 29. Route Planning >> Sample• Sample Route planning for DSRRoute No. Route name Market Name Outlet Qty Total outlet FRQRoute-1 Aftab plazaAftab plaza 925 6Gawsia 6Newmarket 6Monichattar 4Route-2 BaghaBahaga 525 6Charghat 5Baneshar 7Putia 8Service Qty 12DSR 2
  30. 30. Visit Frequency >>Route Category Business Contribution Business Quantity Dost Visitation NormsA >30% +250 6B 15%-29.99% 101-250 3C 5%-14.99% 51-100 2D 0.01%-4.99% 50 1Note: Routes will be categorized based on business volume.Business Quantity will be the only criteria for Evolving SMDP
  31. 31. Route Development>> A special way for future potential routeNote: Routes will be categorized based on business volume.• No matter how low its current sales volume is, ifa route has enough potential then in spite of itscurrent category its visit frequency might beincreased• Potentiality means -• Market info•Current Industry size VS Current Samsung Sales volume•No of Outlet• Area Info•Number of Population•Population economic statusRouteGreen
  32. 32. DSR Visit Norms >> SampleTypical Beat PlanCont to SMDP Sales CategoryNorm ofVisit>30% A 615%-29.99% B 35%-14.99% C 20.01%-4.99% D 1Contribution Basis (Champ & Sprinter)ClassificationD C B A0.01%-4.99%5%-14.99%15%-29.99%>30%GrandTotalNo of RoutePer Category9 1 1 11Norms of Visit- Weekly1 2 3 6 6Weekly visit 9 3 6 18Norms of visitOnce in aWeek2 Timesin aWeek3 Timesin aWeekDailyQuantity Basis (Evolving)ClassificationD C B A50 pc 51-100 101-250 +250GrandTotalNo of RoutePer Category1 2 1 4Norms of Visit- Weekly1 2 3 6 6Weekly visit 2 6 6 14Norms of visitOnce in aWeek2 Timesin aWeek3 Timesin aWeekDailyTypical Beat PlanQuantity CategoryNorm ofVisit>250 A 6101-250 B 351-100 C 250 D 1
  33. 33. Current Visit Frequency & DOST visit Frequency >>SampleRoute Name TTL POS Volume Contribution CategoryCurrentVisitationNormsDostVisitationNormsSadar 1 43 569 49.61% A 6 6Tazpur+Goalabazar+Balagonj 8 38 3.31% D 1 1Sadar 2 24 239 20.84% B 3 3Biswanath+Jogonnathpur 10 37 3.23% D 1 1Golapgonj+Fenchugonj 7 27 2.35% D 1 1Chatak 7 30 2.62% D 1 1Companygonj 4 28 2.44% D 1 1Sunamgonj 12 111 9.68% C 1 2Jointapur+Jaflong 5 22 1.92% D 1 1Derai 4 26 2.27% D 1 1Goainghat 4 4 0.52% D 1 0
  34. 34. Sample PJP>>DSRRouteNameOutletNoAvgSalesVolMallNoMallOutletNoSAT SUN MON TUE WED THUX Fakirapul 17 120 2 13      Y Baitulview24 550 1 22      Area Name NarayangonjTerritory Name MotijheelSMDP Name Ztel
  35. 35. A Day of DSR >>Time Heading Action Point9:00am Reach Office09:00am-9:30am Office Work1. Take the Account Payable / Receivable Report.2. Checking Stock.3. Update Sales & AO Tracking Sheet9:30 am-10:00am Meeting with TMParticipate in Daily Meeting -:1. Discuss & Review Yesterday Ach & Today’s Plan.2. Discussion on Scheme / Spike ( in any for the Day / Week / Month / Qtr etc )3. Discussion on RT Outstanding and Non Payment issues.4. Discuss & Close market issue with TSO / TM/ SMDP Manager if any.5 Discussion on DMS Upload.6. Carry Stock Availability Sheet as provided by MIS Person.10:00am-1:30pm Work in Market1. RT visit for daily sales and stock update2. Share Target Vs Ach with RT3.Explain and provide Current Month /Week/Day Scheme or Spike detail to RT4. Check if any Scheme Settlement is due or pending5. Take Collection if Applicable as per the Norm Specified6. Checking Proper Display , Product Range Availability , Visual Merchandising , Demo Phones1:30pm - 2:00pm Lunch2:00 pm-4:00pm CRM 1. Meet, Discuss and Develop the relationship with KEY RT.4:00 pm-8:00pm Work in Market Do as above.8:00 pm– 9:00pmBack to SMDPOffice1. Submit Collection Cheque / Cash if any2. Updated Daily Sales Report3. Send SMS to TM/ TSO/SMDP Manager for Days Ach
  36. 36. DSR – Collection Norms >>Credit RegisterRetailers Name: Sbur StoreSMDP Power motors Limit 30000Date Referance Opening Collection Credit Closing1/1/2012 124 22800 22800 01/1/2012 244 0 0 16700 167001/6/2012 244 16700 16700 01/6/2012 332 0 28000 2800028000
  37. 37. Reporting Formats for DSR >>S.No Format Name Frequency PurposeTo be filledbyRemarks1Daily SalesTrackingDaily, Afterfinishing orderTo Track outlet wise androute wise Daily SalesDSR Will be collected from DMS on Mobile2 Weekly ReportOnce in aweekTo track weeklyproductivity, creditrecovery, Tgt VS Ach, DMSStatusDSR
  38. 38. DSR Productivity Report >> SampleName of FOSWeek 1No of ManDays*Total O/L Call MadeProductiveCallSale Productivity Thru PutDSR 1 6 180 162 153 612 85% 4DSR 2 5 180 162 153 459 85% 3Total 11 360 324 306 1071 85% 7
  39. 39. WOD Management >>• Outlet Universe• WWOD• BWOD• WOD billed• Overall Samsung coverage data• Focus Category coverage data• Active WOD (Billed at least once in a month)• Classification of outletsWOD
  40. 40. Proj ectProject WOD Hunter
  41. 41. Project WOD Hunter – Background >>• From the perspective ofBusiness viability of our SMDPs ,ND will introduce Hunter TM toimprove coverage.• ND will recruit required numberof Hunter TM• SMDP will recruit requirednumber of Hunter DSRBackground
  42. 42. WOD Hunter TM & DSR – Roles & Responsibilities >>• He will develop universe outlet list.• Starting from Thana level, following NationalRoute Plan.• Enlisting outlet in the system.• Handover new outlet list to Hunter DSR andrespective TM and AM.HunterTM• Making enlisted outlet into active outlet.• Active Tenure:• Quantity – 4• Days – 30 days• Maintain those outletHunterDSR
  43. 43. WOD Hunter TMs – Project Flow>>Total time requirement: 7 months“Project WOD Hunter” will beconducted in Two Phase• Hunter TM: 4• Timeline: 6 monthsPhase 1:Acquisition Phase(Hunter TM)• Hunter DSR: 1/SMDP• Timeline: 6 monthsPhase 2:Execution Phase(Hunter DSR)
  44. 44. WOD Hunter TSOs – Project Flow Chart>>Phase 1: Acquisition Phase (Hunter TM)-Working according to NationalRoute Plan.-Developing Universe Outlet list.-Enlisting outlet in the systemPhase 2: Execution Phase (Hunter DSR)- Making enlisted outlet activeM 1 M 2 M 3 M 4 M 5 M 6 M 7
  45. 45. Timeline: 6 monthsWOD Hunter TSOs – Acquisition Phase>>Work FlowStarting fromThana Level• 523 thanaDevelopinguniverseoutlet listEnlistingOutlet in theSystem
  46. 46. WOD Hunter TSOs – Acquisition Phase>>Work Flow“Outlet Listing” will beconducted in Three Phase•District Headquarter•Number of Thana: 147•Timeline: 2 monthsPhase 1:MetroThana•Basis-Rumor basis•Timeline: 2 monthsPhase 2:Potential Thana•Thanas in Rural•Timeline: 2 monthsPhase 3:General Thana
  47. 47. Timeline: 6 monthsWOD Hunter TSOs – Execution Phase>>Work FlowRecruitingHunter DSRunder SMDPMakingenlistedoutlet activeAbsorbingHunter DSRin the system
  48. 48. Module - Infiltration Management
  49. 49. Zero Infiltration >>• SMDP is solely responsible for all IMEI’s billed tohim• They should not be found in other markets• SMDP to immediately inform to the AM, ifoutside IMEI’s are found in his market• Do not bill to retailers who indulge in infiltration• Discourage barter of models between retailers• Punishment for any Infiltration• First, Issuance of warning letter• Second, deduction of 1% commission• Third, Permanent Termination
  50. 50. Infiltration Management >>• SMDP will maintain an IMEI Scanner device. (This isa must for Sprinter & Champ SMDP.• Actively discourage whole-selling, as a principle byinfluencing the retailers
  51. 51. Module - Investment- Credit- SMDP Sanitation
  52. 52. SMDP Financial Capability >>• If support is needed SMDP will submitbank guarantee to avail one week credit.• 70% funding to be from own sources.• Business plan for one quarter in advance• 7 days model wise stock to be maintained• Ensure minimum stock (Product RangeMatrix) by retailers• If required additional investment must bebrought
  53. 53. SMDP Investment >>•We ensure channel investment considering below:•Stock Management•Floor stock value will be based on approx yearly forecasted target•¼ of approx average monthly target (or best judgment of AM, RM) will always bekept as floor stock•Market Investment•SMDP should extend at least 1 weeks credit to his retailers (if required) based onhis market size / monthly target to roll-on business in his territory smoothly•However, SMDP has to realize the credit they extending to their retailers frequently•Cash-In-Transit•SMDP has to consider at least 2 days stock value in transit (based on his market size/ monthly target)•Investment in Claim Settlement•SMDP has to consider at least 5% of stock value will be required for claimsettlement anytime in a particular month (based on his market size / monthlytarget)•Regular Expenditure•To manage this SMDP has to allocate a Fixed Amount monthly that may varylocation-wiseInvestment
  54. 54. Market Credit to Retailers >>1Agreed by concerned TM and AM.• SMDP will provide minimum market credit equivalent to his 7 dayssecondary sales.• Making lists of retailers for Credit Risk Mgt1• List 1: Gold List – Credit limit 30% of his monthly tgt• List 2: Silver List – Cr. Limit 20% of his monthly tgt• List 3: Black List – No credit will be given to this retailers.• 7 days credit is the norm• Max 10 days for selected retailers if the SMDP wants• No cash discount to be offered• Post dated cheque to be collected along with delivery• No supply without post-dated cheque• Every month end the SMDP will collect the acknowledgement fromall credit listed RT in their Credit Register.Credit
  55. 55. SMDP Sanitation: Objectives• Assess Distributor status, capabilities andperformance on parameters key for Strategydelivery• Identify and prioritize actions• Classify Distributors into clusters todetermine and provide required differentiallevel of support• Monitor progress of Distributors across keyenablers• Identify and disseminate best DistributorpracticeObjectives
  56. 56. SMDP Sanitation: Procedure• Diagnostic tool based on 10 parametersfocused on current strategy• Weighted to 100 points• 3 steps - Scoring, Listing and Action Planning• Internal process conducted by RegionalTeams and agreed with the Head of Sales• Total score lead to listing:A= Maintain, E= Exit• Score of B and below on parameters lead toactions• Every QuarterProcedure
  57. 57. Parameters WtCapability of financing business growthguidelines10Qualitative and Quantitative Coverage 10Productivity 5Incentive Earned 15Implementation of operating procedures and policy 10People 15Warehousing 10Fixed Stock Cover 10Channel Initiatives 5Information Technology 10SMDP Sanitation: Parameters & WeightageParameters&weightage
  58. 58. SMDP Sanitation: Scoring• Weighting of parameters based oncurrent priority• Each parameter has several status pointsand sub-parameters to evaluate• Each Status point/sub-parameters hasscore weight depending on its importance• Scoring of each parameter also lead to a,b, c, d, e rating• a= 80% +, b= 70%+, c=60%+, d=50%+,e=<50%Scoring
  59. 59. SMDP Sanitation: Diagnostics ScoringParameter:1Parameter Status ScoreCapability offinancingbusiness growthBusiness is fullyfinanced out ofown resources10Borrowed fundsare <20% of Inv8Borrowed fundsare 20%><50% ofInv6Borrowed fundsare 50%><80% ofInv2Total Score 10
  60. 60. SMDP Sanitation: Diagnostics ScoringParameter:2Parameter Status ScoreCoveragePJP is fully implemented 3Achieving Active outlet target 3Average growth in coverageof outlets is at least 10%1Logistics and manning arefully aligned with coverageobjectives3Total Score 10
  61. 61. SMDP Sanitation: Diagnostics ScoringParameter:3& 4Parameter Status ScoreProductivity Call Productivity is as pertarget5Total Score 5Parameter Status ScoreImplementationof operatingprocedures &policy guidelinesProper Promotional programcommunication.2Doing own claim accurately 2Prescribed Pricing level 3Keeps to the demarcateddistribution area allocated to him3Total Score 10
  62. 62. SMDP Sanitation: Diagnostics ScoringParameter:5Parameter Status ScorePeopleManagementPolicy wise DSR Recruitment andDSR quality4DSR awareness level aboutCampaign and incentive2DSRs level of punctuality &regularity1DSR remuneration is abovemarket standard1Adequate supervision andmonitoring of DSR Performance2SMDP makes effort to train anddevelop DSRs1DSRs are rewarded for theirperformance1SMDP is concerned about healthof DSR1Adequate number of DSR 2Total Score 15
  63. 63. SMDP Sanitation: Diagnostics ScoringParameter:6Parameter Status ScoreWarehousingAdequate space 3Following warehouse Norms-Stacking norms1Separate storage for each category 2Storage condition is hygienic (notdamp, dusty, clean2Separate warehouse and office 2Total Score 10
  64. 64. SMDP Sanitation: Diagnostics ScoringParameter:7Parameter Status ScoreStock CoverFixed StockCoverMaintain fixedstock cover66 or 4For 80% of fixedcover4RangeStock CoverKeeping rangestock cover22 or 1For 80% ofRange stockcover1Lifting new model according to thetarget given2Total Score 10
  65. 65. SMDP Sanitation: Diagnostics ScoringParameter:8Parameter Status ScoreChannelInitiativesIncreased coverage of 10% 2Reaching outlets as perrequirements2Investing enthusiastically in newchannel development1Total Score 5
  66. 66. SMDP Sanitation: Diagnostics ScoringParameter:9Parameter Status ScoreDMSHas IT infrastructure as perguideline2Using data as per guideline 2Utilizing DMS for billing 2DMS stock is 100% accurate withphysical stock4Total Score 10
  67. 67. SMDP Sanitation: Diagnostics ScoringParameter:10Parameter Status ScoreIncentive EarnedSMDP is aware of incentiveprogram1Frequency ofincentiveearnings4 times 55/4/3/23 times 4Twice 3Once 2Amount of incentive earned 5DMS stock is 100% accuratewith physical stock44/2DMS stock is 90% accuratewith physical stock2Total Score 15
  68. 68. SMDP Sanitation: Compilation of ScoreListingSMDPD1 D2 D3 D4 D5 D6Score per parameter12…10
  69. 69. SMDP Sanitation: Compilation of ScoreCategorizingAction planScoreWeightList Action Plan80>= A Excellent. Keep it up70>= BSatisfactory! Improvement in specific area(s) willenhance effectiveness60>= CFair! Immediate attention reqd in specificarea(s)50< DPoor! Specific time plan for improvement, orExit50>= E Unacceptable! Finalize alternative and plan Exit
  70. 70. SMDP Sanitation: Compilation of ScoreActionPlanningAction onparameter1 2 3 4 5 6 7 8 9 10SMDPZ tel X X X X X X XX XPrime XX XX XXCodes MeaningBlank No action requiredX Improvement action req.XX Immediate action req
  71. 71. SMDP Sanitation: SMDP Health in BangladeshListingRegion A B C D ECentral 0 2Eastern 0 3Rajshahi 0 1Khulna 0 2Barishal 0 1Total 0 9
  72. 72. SMDP Sanitation: Action Planning by Sales AreaActionPlanningParameter 1 2 3 4 5 6 7 8 9 10Area X XX X XX X XX X XX X XX X XX X XX X XX X XX X XXCentral 0 1Eastern 1 1Rajshahi 0 1Khulna 0 2Barishal 1 2Codes MeaningBlank No action requiredX Improvement action req.XX Immediate action req
  73. 73. Module - Evaluation- Rewards- Reinforcement
  74. 74. SMDP Evaluation – Monthly Scorecard >>• Clear and objective platform for evaluatingall SMDP performance, based on set KPIs.• Monthly performance assessment of theSMDP• Form the base for segregating performanceof the SMDP, over the country, irrespectiveof current size of biz, on an on-going basis.• Consistent performers – Rewards andSpecial Recognition.Objective
  75. 75. SMDP Evaluation – Monthly Scorecard >>S.NoParametersMaxScoreScore(Example)Who will score, on what basis Criteria1 Volume - Tgt v/s Achv 20 15 Tertiary volume sales data from DMS.90% - 95% - 5 pts, 95-100% - 10 pts, 100-110% - 15pts, >110%-20pts2 Value - Tgt v/s Achv 20 15 Tertiary value sales data from DMS.90% - 95% - 5 pts, 95-100% - 10 pts, 100-110% - 15pts, >110%-20pts3InfrastructureMaintenance10 5 Tertiary value sales data from DMS. <95% - NIL, 95-100% - 5 pts, >100% - 10 pts4 WOD - Tgt v/s Achv 15 10 Tertiary volume sales data from DMS.85% - 90% - 5 pts, 90-95% - 10 pts, 95%-100% - 15pts5 Investment 10 5 From DMS <100% - NIL, 100% - 5 pts, >100% - 10 pts6 DMS Daily Update 15 10DMS Report for all RDS every month. RDSDaily Sync measured<95% - 5, 95-99.9% - 10pts, 100% - 15 pts7New ProductsPlacement Index (NPPI) -No. of retailers wherenew focus modelsplaced as pernorm/Total no. ofoutlets in placementplan10 10 Tertiary volume sales data from DMS.<80% - NIL, 80-90% - 5 pts, 90-99.9% - 7 pts, 100%- 10 pts100 70Sample Scorecard
  76. 76. Proposed Structure of R&R/Penalties >>•STAR Performer - Quarterly - consistent performance of over 70% for 3 months- appreciation letter from top management and gift worth 15,000 BDT•GOLD STAR Performer - Consistent 6 months of over 70% OR average score of>70% over 6 months - privilege gift - gift worth 36,000 BDT•PLATINUM STAR Performer -Consistent 9 months of over 70% OR averagescore of >70% over the year - privilege gift - gift worth 90,000 BDT or foreigntrip to exotic location•Special Performer- SMDP, achieved 100 points in a month, will receive specialgift of 20,000 BDT for that month.RewardsReinforcementNegative Reinforcement Applicable for SMDP: Life Span more than 6 months Counseling each and every month to develop hisperformance. For a score < 40% in consecutive three month If an SMDP scores of less than 40% in a month – 1stWarning letter to SMDP After second month of score <40% - 2nd warning letter After 3rd month of score <40% - Termination
  77. 77. SMDP House keeping >> Books & RecordsDate Issues Action Timeline Status TSO Sign SMDP SignActionBook Every SMDP must have an Action Book in thehouse. It will consist- All kinds of issues- Gift Visual merchandizing Credit recovery issue Its current status TimelineBelow is the sample format of an Action Book
  78. 78. Thank You

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