2. Objectives
• Expedite retail education to equip the Retail staff with the technical know how to
boost Nokia’s sales
• To create a group of advocate retailers who will drive Nokia product and services
3. Modality
• Every FR will train 2 retailers/day (12
retailers/week)
• In every single RE(retail education) call FR
will cover 2 topics
• Retailers will be divided in to 3 groups e.g
A , B and C
• Same group of retailers will be trained on
new topics in a 2 weeks interval
• Every FR will be responsible for educating
36 retailers in a 3 weeks time horizon .
• List of these 36 retailers/FR will be
preserved in ME center .
A B C
Sat
Sun
Mon
Tue
Wed
Thu
W 6
W 4
W 5
A (Topic 3+4)
B (Topic 3+4)
C (Topic 3+4)
W 1
W 2
W 3
A (Topic 1+2)
B (Topic 1+2)
C (Topic 1+2)
Tier 1
Tier 2
Project timeline: May 2014 – July 2014 (4 tiers in 3 months)
based on the initial observation of Tier 1 the modality will be reviewed if needed
4. What Will We Achieve
With the help of the 29 Field Force we will be able to educate
1044 Retailers in 3 weeks
a pool of 29 field trainers will be develop overtime
&
5. How will we monitor
• A database of 1044 retailers will be preserved in ME
end
• Communication drill will be conducted to check back
the retailers knowledge retention level
• every week each FR will train 12 retailers out of which
randomly picked 5 retailers will under go the drill
process (145 retailers/week)
• The retention percentage will be considered as the
success rate for individual FR.
• A weekly report will be generated to evaluate the
individual and overall effectiveness of the retail
education program
6. How to bring in accountability
• The retail education retention rate will have a direct impact on the FRs variable salary
Previous Salary Modality :
Fixed 80%
Variable 20%
Data Quality 10%
TL Discretion 5%
Data Quantity 5%
New Salary Modality :
Fixed 80%
Variable 20%
Data Quality 5%
Retail Education 10%
Data Quantity 5%
• 70% is the threshold to attain variable salary for the retail education component .
• Above 70 % , the disbursement of the variable salary for the retail education component will
be proportionate to the individual retention/success rate.
• If a FR can achieve 100% success rate he will be rewarded with Tk .1000/Month (depending
on budget availability)
7. Budget
• Considering the assumption that 60 % FR will achieve 100% retention rate/month budget
requirement for 3 months (4 tiers) will be
={(29*60%)*TK.1000*}*3 months
= Tk. 51000
* * Depending on budget availability
8. Tier 1 Launch Activity flow
Modality Brief & TFT for TLs
FR Training by TL
Retail Training Initiation by FR
Sniper Drill for FR
Sniper Drill for Retailers
Tier 1 Execution
Activities Responsibility Timeline
TM 30 April
TL 3 May
FR 4 May
Sniper 6 – 8 May
Sniper 11 - 27 May
All 4-24 May
Tier 2 timeline: 25 May- 14 June
Tier 1 Evaluation TM 29 May
9. Expected Outcome
• A group of 1044 retailers will be equipped with the required skill to
promote Nokia product , applications and services to boost sales
• Based on the consumer Dialogue capability at retail out of this 1044
(general trade ) retailers a pool of ADVOCATE RETAILERS will be filtered
out who will be the ambassadors of Nokia
