1. CAP Summative
Assessment Presentation
Kealeboga L. Malala
17th Aug 2016
1

2. Area Mapped
2
Palapye Depot
Phikwe Depot

3. Area Mapped
3
PALAPYE DEPOT
Location: Palapye
GPS: Lat 22.550°S Lon 27.1333°E
Head Count: 33 Depot staff
Sales Man: Kealeboga Malala
Depot Man: Lebone Ramaabya
District Man: Poloko Mmusi
Sales Team: 5 Reps
3 LAR’s
Activator: 2 Brand Activators
Fleet: 1 x 30 grid
1 x 28 grid
3 x 12 grid
1 x 18 grid
Warehouse: 4500 square meters
34592 Hl’s
5405 pallets

4. Team Introduction
4
Palapye Team
Kealeboga Malala
Field Sales Manager
Beer & SSD
Bobedi Ncube LAR
(Beer & SSD)
Mahalapye
Godfrey Jore
Sales Rep (SSD)
Phikwe
Kerapetse Mmopi
Sales Rep (Beer &
SSD) Tswapong
Omphile Monageng
Sales Rep (Beer)
Phikwe
Samson Moyo
Sales Rep (Beer)
Palapye
Baboloki Mmusi
Sales Rep (SSD)
Palapye
Moemedi
Modiakgotla
LAR (Beer & SSD)
Boteti
Bapati Sethamo
LAR (Beer & SSD)-
Serowe

5. AREA OF OPERATION BY REP
5
Palapye
(110 Outlets)
• General Grocer- 46
• Petrol Service Station- 5
• Quick Service Rest- 8
• Spaza/House Shop- 37
• Specialist Liquor- 1
• Supermarkets- 5
• Traditional Restaurants- 3
• Wholesaler- 5
BABOLOKI MMUSO (Sales Rep) SSD
Market Dynamics
Population: 29 565 est
Male: 13 995
Female 15 5770
Radius: 20km
Sources of income
• Retail
• Mining
• Hotels & Lodging
• Construction
• Private sector
• Government employees
• Energy Resource

6. AREA OF OPERATION BY REP
6
Serowe
(120 Outlets)
• At Work Ins- 2
• Bottle Stores- 4
• General Grocer- 34
• Image Bars- 4
• Mainstream Bars- 21
• Mainstream Night Clubs-1
• Petrol Service Station- 3
• Quick Service Rest- 3
• Spaza/House Shop- 24
• Specialist Liquor- 2
• Supermarkets- 5
• Traditional Local Bars- 13
• Wholesaler- 4
BAPATI SETHAMO (LAR) Beer & SSD
Market Dynamics
Population: 65974 est
Male: 31 879
Female: 34 077
Radius: 80km
Sources of income
• Retail
• Farming
• Tourism
• Government employees

7. AREA OF OPERATION BY REP
7
Mahalapye
(116 Outlets)
• At Work Ins- 1
• Bottle Stores- 9
• General Grocer- 23
• Image Bars- 4
• Mainstream Bars- 18
• Mainstream Night Clubs-1
• Petrol Service Station- 7
• Quick Service Rest- 4
• Specialist Liquor- 2
• Stockist- 1
• Supermarkets- 5
• Traditional Local Bars- 35
• Traditional Restaurants- 3
• Wholesalers- 3
BOBEDI NCUBE (LAR) Beer & SSD
Market Dynamics
Population: 55 590 est
Male: 27 063
Female: 28 572
Radius: 120km
Sources of income
• Retail
• Farming
• Hotels & Lodging
• Government employees

8. AREA OF OPERATION BY REP
8
Selebi Phikwe
(95 Outlets)
• General Grocer- 42
• Petrol Service Station- 6
• Quick Service Rest- 1
• Spaza/House Shop- 27
• Specialist Liquor- 3
• Supermarkets- 6
• Traditional Restaurants- 6
• Wholesaler- 4
GODFREY JORE (Sales Rep) SSD
Market Dynamics
Population: 55 695 est
Male: 26 600
Female 29 058
Radius: 130km
Sources of income
• Manufacturing
• Mining
• Tourism
• Hotels & Lodging
• Construction
• Private sector
• Government employees

9. AREA OF OPERATION BY REP
9
Selebi Phikwe
(95 Outlets)
• Bottle Store- 2
• General Grocer- 69
• Image Bars- 1
• Mainstream Bars- 6
• Petrol Service Station- 3
• Traditional Local Bars- 13
• Wholesaler- 1
KERAPETSE MMOPI (Sales Rep) SSD
Market Dynamics
Population: 49 653 est
Male: 23 626
Female 26 027
Radius: 93km
Sources of income
• Farming
• Government Employees
• Retailing

10. AREA OF OPERATION BY REP
10
Selebi Phikwe
(101 Outlets)
• At work Institutions- 3
• Bottle Stores- 15
• Fine Dining- 3
• Image Bars- 5
• Mainstream Bars- 25
• Night Clubs- 1
• Specialist Liquor- 3
• Traditional Local Bars- 43
• Wholesalers - 3
OMPHILE MONAGENG (Sales Rep) Beer
Market Dynamics
Population: 55 695 est
Male: 26 600
Female 29 058
Radius: 130km
Sources of income
• Manufacturing
• Mining
• Tourism
• Hotels & Lodging
• Construction
• Private sector
• Government employees

11. AREA OF OPERATION BY REP
11
Boteti
(104 Outlets)
• At work Institutions- 2
• Bottle Stores- 7
• General Grocer- 29
• Image Bars- 8
• Mainstream Bars- 12
• Mainstream Restaurants- 2
• Petrol Service Stations- 3
• Quick Service Restaurants- 1
• Recreations- 1
• Specialist Liquor- 3
• Stockist- 1
• Supermarkets- 5
• Traditional Local Bars- 43
• Traditional Restaurants - 2
• Wholesalers - 4
MOEMEDI MODIAKGOTLA (LAR) Beer & SSD
Market Dynamics
Population: 39 403est
Male: 19 358
Female 20 045
Radius: 120km
Sources of income
• Mining
• Retailing
• Government Employees

12. AREA OF OPERATION BY REP
12
Palapye
(110 Outlets)
• Bottle Stores- 7
• Fine Dining- 2
• Mainstream Bars- 29
• Mainstream Night Clubs- 1
• Recreation- 1
• Specialist Liquor- 2
• Traditional Local Bars- 55
• Wholesalers- 2
SAMSON MOYO (Sales Rep) Beer
Market Dynamics
Population: 29 565 est
Male: 13 995
Female 15 5770
Radius: 50km
Sources of income
• Retail
• Mining
• Hotels & Lodging
• Construction
• Private sector
• Government employees
• Energy Resource

13. 13
Adult Population Density
Location Total Male Female Location Total Male Female Location Total Male Female
Serowe 52,831 25,400 27,431 Lesenepole 2,347 1,037 1,310 Dovedale 1,051 543 508
Mahalapye 43,538 21,120 22,418 Mogorosi 2,253 1,072 1,181 Mmadikola 1,044 459 585
Palapye 29,565 13,995 15,570 Topisi 2,219 1,116 1,103 Village Gojwane 1,041 455 586
Bobonong 21,020 9,877 11,143 Mabeleapudi 2,097 1,020 1,077 Tshokwe 950 411 539
Letlhakane 19,539 9,848 9,691 Tshimoyapula 2,026 986 1,040 Malatswai 927 449 478
Mmadinare 15,712 7,600 8,112 Mogapinyana 1,983 963 1,020 Mabolwe 862 425 437
Lerala 6,740 3,107 3,633 Majwaneng 1,892 859 1,033 Malaka 840 381 459
Tsienyane/Rakops 6,124 2,814 3,310 Kobojango 1,830 842 988 Kedia 805 354 451
Mopipi 5,625 2,725 2,900 Makwate 1,743 827 916 Damochojena 782 351 431
Sefophe 5,470 2,662 2,808 Mmatshumo 1,686 846 840 Gamabuo 614 264 350
Moiyabana 4,741 2,371 2,370 Kudumatse 1,635 833 802 Goo-Sekgweng 601 278 323
Tsetsebjwe 4,396 2,031 2,365 Mmashoro 1,628 735 893 Lepokole 581 289 292
Maunatlala 3,876 1,806 2,070 Seolwane 1,606 768 838 Moremi 531 237 294
Tobane 3,718 1,909 1,809 Kgagodi 1,602 762 840 Mosweu 513 229 284
Thabala 3,255 1,624 1,631 Semolale 1,548 792 756 Village Moreomabele 478 222 256
Lecheng 3,251 1,536 1,715 Gootau 1,456 651 805 Village Khwee 477 231 246
Mookane 3,042 1,500 1,542 Tamasane 1,455 703 752 Village Robelela 471 216 255
Radisele 2,866 1,382 1,484 Motlhabaneng 1,413 615 798 Mogome 457 222 235
Serule 2,756 1,404 1,352 Moletemane 1,375 618 757 Lentswelemoriti 454 227 227
Molalatau 2,728 1,352 1,376 Toromoja 1,358 683 675 Diloro 428 207 221
Paje 2,651 1,385 1,266 Palla Road/Dinokwe 1,349 704 645 Majwanaadipitse 426 213 213
Ratholo 2,544 1,189 1,355 Mokoboxane 1,338 566 772 Taupye Village 402 193 209
Mogapi 2,515 1,259 1,256 Mmaphashalala 1,309 680 629 Village Mokokwana 354 167 187
Mosu 2,480 1,335 1,145 Dibete 1,123 543 580 Village Mokgware 335 164 171
Xhumo 2,462 1,156 1,306 Matlhakola 1,100 530 570 Moeng 263 144 119
Mathathane 2,392 1,125 1,267 Shakwe 1,083 542 541 Mokhungwana 218 108 110
Dimajwe 1,052 512 540
Total 255,837 123,512 132,325 Total 43,506 20,805 22,701 Total 15,905 7,439 8,466
Total Population 315,248
Total Male 151,756
Total Female 163,492

14. 14
Income Distribution
House Hold Incomes
The sources of Households income play an important and crucial role in the living conditions of
people. It also contributes to health care, education and other social liabilities of the people in the
country.
The house hold income is influenced by the following factors
Gender &
Residence
Marital Status &
Gender
Economic
Status & Gender
District &
Gender
Household Income

15. 15
Income Distribution
Gender & Residence
Gender &
Residence
Cities Towns Urban Rural
Information shows us that Palapye & Phikwe falls under towns and both sexes obtain a
higher number of contribution in household income. Both area experience a better chance of
disposable income

16. 16
Income Distribution
District & Gender
Central district stand a better chance in generating income as compared to other regions.
Orapa on the other hand has more people earning better salaries when compared to other
districts due to a lot of mines in the area.

17. 17
Income Distribution
Economic Status & Gender
Palapye & Phikwe areas have more people who are employed and earn on a cash basis when
compared to other categories of economic status. The areas are developing very fast year in
year out.

18. 18
Income Distribution
Marital Status & Gender
People who have never been married shows that they are the ones with disposable income.

19. 19
Gender Distribution

20. 20
Economic Data
Per Captia Consumption KBL
Beer
Year KBL Volume Population LAD Population LAD %
2015 133520 315248 223826 71%
2016 155022 321553 228303 71%
PCC 2015 0.596534808
PCC 2016 0.679018673
Per Capita Consumptions simply refers to average consumption per
person within a population.

21. 21
Economic Data
GDP
GDP From Manufacturing in Botswana increased to 5156.95 BWP Million in 2014 from 5134.39 BWP Million in 2013. GDP From
Manufacturing in Botswana averaged 3798.64 BWP Million from 2002 until 2014, reaching an all time high of 5156.95 BWP Million
in 2014 and a record low of 2555.23 BWP Million in 2004.
GDP = consumption + gross investment + government spending + (exports ' imports).

22.  Palapye, Phikwe, Mahalapye, Serowe & Orapa
– Mining (Debswana, BCL, Morupule)
– Government
– Tourism Hotel & Resorts (Cresta Group & Other)
– Retail (Spar, Choppies, Sefalana, CBW, etc)
– Parastatal companies (BPC, BTC, BOFINET, BR)
– Manufacturing (Steel manufacturing)
– Construction
– Farming
22
Local Economy Study

23. Local Economic Study F17 & F18
Local Infrustructure
 BUIST face 2 construction- Est 350 to be employed
 Morupule “B” Power plant rebuild- Est 200 employed
 Morupule “A” Power plant maintenance- Est 150 employed
 Morupule Coal Mine expansion into open pit mining- Est to be
employed 400 employed
 Construction of Serowe/ Palapye road- Est 150 to be employed
 Construction of 2 malls in Palapye- Est 200 employed
 Construction of a mall in Mahalapye- Est 150 employed
 Clean & Waster Water reticulation pipes construction- Est 100
employed
23

24. 24
Volume

25. 25
Market Share
Beer Market Share
Beer Market Share target
F17 Exit- 92.2%

26. 26
Customer Base by Trade Segment
840 Outlets
Off-Premise
ModernOff-
Premise
Local&TraditionalOff-
Premise
Supermarkets
26
Specialist Liquor Store
16
Petrol Service Stations
27
Bottle Stores
44
General Grocer
243
Vending/ Hawking
0
Spaza/ House Shop
88
PC PC PCTC TCTCTrade Segment Trade Segment Trade Segment
CHANNEL SEGMENTATION
On-Premise
Re-Distribution
Local&
Traditional
On-Premise
Night Clubs 1
Fine Dining 5
Image Bars 22
ImageOn-
Premise
Traditional Local
Bars 183
Traditional
Restaurants
14
MainstreamOn-
Premise
Mainstream Bars 111
Mainstream
Night Clubs
3
At Work Institutions
8
Quick Service
Restaurants 17
12
Recreations 2
Re-sellers
StockistWholesalers
2
26

27. 27
Market Penetration
Total Outlets
847
Existing Outlets
597
New Outlets
243
F17 Target- 15% of
existing outlets

28. Competitor Analysis & Strategies
28
Name of Company Products Distribution Office Sales Office Sales Rep Area of Coverage Day of Calling Day of Delivery No of Reps
Palapye Tuesday Thusrday
Phikwe Thursday (Fortnightly) Friday
Mahalapye Monday Wednesday
Tswapong Once a month
Serowe Wednesday Friday
Palapye Tuesday Thusrday
Phikwe Thursday (Fortnightly) Friday
Mahalapye Monday Wednesday
Tswapong Once a month
Serowe Wednesday Tuesday
Letlhakane Thursday (Fortnightly) Friday
Palapye Tuesday Thusrday
Phikwe Thursday (Fortnightly) Friday
Mahalapye Monday Wednesday
Tswapong Once a month
Serowe Wednesday Tuesday
Letlhakane Thursday (Fortnightly) Friday
Palapye Monday
Phikwe Wednesday
Mahalapye Tuesday
Serowe Friday
Letlhakane Thusrday
JackDaniels , Fine WinesBenju Gaborone Gaborone 1
FrancistownDistel Francistown
Hunters Gold & Dry, SavannaDry & Dark,
Brandy's, Wines & Sprits Fine Wines, Spirits &
Ready to Drinks, Fine
Wine,Spirits,Brandies,White
Spirits,Gins,Whiskies,Liqueurs
1
WindhoekLager 1
1
Francistown Francistown
Francistown
Once a month (orders
placed telephonicaly)
Heineken Amstel Heinken Francistown
SMC Brands

29. 29
People
Resourcing
District
Number ofReps
Req.
District
Number ofReps
Req.
Gold 0.35 Gold 0.45
Silver 0.64 Silver 0.58
Bronze 0.00 Bronze 0.00
Total 1.00 Total 1.03
Gold 0.45 Gold 0.58
Silver 0.64 Silver 0.65
Bronze 0.00 Bronze 0.00
Total 1.08 Total 1.24
Gold 0.74 Gold 0.61
Silver 0.65 Silver 0.55
Bronze 0.00 Bronze 0.00
Total 1.39 Total 1.16
Gold 0.31 Gold 0.00
Silver 0.45 Silver 0.00
Bronze 0.00 Bronze 0.00
Total 0.76 Total 0.00
Bapati Sethamo
30
90
90
0
Omphile
Monageng
95
Baboloki
Mmuso 0
By SALES REPRESENTATIVE
110
Number ofOutlets
26
84
22
73
0
30
86
0
116
17
Moemedi
Modiakgotla
32
72
0
104
Godfrey Jore
95
Bobedi Ncube
29
72
0
101
78
0
By SALES REPRESENTATIVE
Kerapetse
Mmopi
Samson Moyo
22
Number ofOutlets
77
0
99
Number ofReps
Req.
Gold 3.51
Silver 4.16
Bronze 0.00
Total 7.67
Number ofOutlets
By SALES MANAGER
208
632
0
840

30. 30
People
CAP

31. 31
People
CAP Summative Assessment
Kealeboga
Malala (FSM)
94%
Omphile Monageng
(Sales
Representative)
100%
Kerapetse Mmopi
(Sales
Representative)
91%
Samson Moyo
(Sales
Representative)
96%

32. Performance Management
32

33. 33
People
Individual Learning Req

34. Team Meetings
34
Team Meetings
Team meetings are held on a weekly basis &
monthly basis. The LAR team only attends
monthly meetings. This meetings are held to
discuss issues around
Sales performance
Sales Opportunities
Sales Gaps
SHE talks
Etc.………

35. ASSETS
35
DOC Calculation
......DOC CalculationDOC Calculation- Palapye & Phikwe F17- Kealeboga Malala.xlsx

36. 36
ASSETS
Coolers
Number by Doors
Depot Category 1 Door 2 Doors 3 Doors 4 Door 5 Door Total
Beer 226 338 32 0 0 596
SSD 361 169 76 7 6 606
Beer 63 121 30 0 0 214
SSD 133 76 33 10 5 257
Beer 289 459 62 0 0 810
SSD 494 245 109 17 11 848
Total 1566 1408 342 34 22 3331
Palapye
Phikwe
Total Coolers

37. Fridge Maintenance
37

38. DRAUGHT
38
Row Labels Prior Year F17 Budget F17 Actual vs PY vs Budget Bal of Budget PY Cont Budget Cont Actual Cont
Clear Beer 36 41 10 -73.11% -76.53% (31) 100.00% 100.00% 100.00%
Black Label 9 10 4 -51.72% -56.63% (5) 24.37% 23.68% 43.75%
Castle Lite 14 18 4 -70.83% -76.05% (13) 40.34% 42.88% 43.75%
St Louis 13 14 1 -90.48% -91.23% (12) 35.29% 33.45% 12.50%
Grand Total 36 41 10 -73.11% -76.53% (31) 100.00% 100.00% 100.00%
DRAUGHT VOLUME

39. BUDGETS
39
Budget Management (DOD’s)

40. IRVP
40
Outlets Identified
......IRVPF17 IRVP OutletsF17 IRVP List of Outlets- Kealeboga Malala as per Marks instruction.xlsx
Plan Development to close gaps
......IRVPF17 IRVP OutletsIRVP Progress ReportF17 IRVP Progress Report- Kealeboga
Malala.xlsx

41. 41
Pricing
750ml
Dec-14 Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15
POS Price Compliant Instance Wtd 49.4 45.1 41.1 34.9 31.7 30.6 30.1 28.9 14.6 13.6 14.6 7.3 4.6
POS Non Price Compliant Instance Wtd 37.1 41.8 45.0 51.6 57.0 57.9 57.0 58.0 51.6 63.6 65.5 77.7 81.0
POS Out of Stock Instance Wtd 8.1 7.4 7.0 7.2 5.9 6.5 8.0 7.3 28.8 15.9 12.8 8.7 8.5
POS Non Handling Instance Wtd 5.4 5.7 6.8 6.4 5.4 4.9 4.9 5.9 5.0 6.9 7.1 6.4 5.9
POS Price Compliant Instance Wtd 43.0 38.3 32.8 21.9 34.5 33.7 34.5 30.6 14.9 17.0 28.1 14.9 7.0
POS Non Price Compliant Instance Wtd 35.8 40.6 52.3 57.0 49.1 47.6 47.5 53.0 43.7 54.8 45.3 64.0 73.5
POS Out of Stock Instance Wtd 12.5 12.5 6.3 11.8 8.6 11.7 10.9 9.4 33.5 14.5 14.8 9.3 7.8
POS Non Handling Instance Wtd 8.6 8.6 8.6 9.4 7.8 7.1 7.1 7.1 7.8 13.7 11.8 11.8 11.8
POS Price Compliant Instance Wtd 61.3 57.8 62.8 70.8 52.6 61.0 49.7 44.2 52.3 55.8 37.2 18.6 24.4
POS Non Price Compliant Instance Wtd 23.3 27.0 26.8 21.6 32.3 31.6 44.2 38.4 24.4 36.9 46.2 74.4 67.5
POS Out of Stock Instance Wtd 14.2 10.5 5.8 7.6 12.8 4.9 4.9 13.9 20.9 4.9 10.8 4.6 5.8
POS Non Handling Instance Wtd 1.2 4.6 4.6 NA 2.3 2.4 1.2 3.5 2.3 2.3 5.8 2.3 2.3
Total Outlets
Palapye
Selibi Phikwe

42. AVAILABILITY
 Key focus area on availability is Redd’s to be >70% by F17 Exit 42
Cust_CustomerName Apr May Jun Jul Aug
Lekadiba Bar 40 10 44 0 28
Lekadiba Club 22 0 12 28 23
Tshwaragano L/Rest+Bar 24 34 33 11 21
Ghale Bar 31 30 22 30 19
Honey Moon Bar 12 20 15 6 15
Lite Bite Bar 6 10 0 0 13
Airstip Bar 28 39 30 10 13
Mainland Bar 4 11 23 14 11
Alexamos Bar Liqour 2 5 1 0 10
Boiteko Liquor Restaurant 11 31 41 15 8
Bapatie D.Galekhutle Bar 4 11 7 0 7
Letsibogo Bar 7 16 7 0 0
Mokomoto City Bar 23 0 0 0 0
Boitapoloso Bar 5 4 6 11 0
Abs Bar 0 2 3 3 0
Bobonong Central Liq Rest 0 0 2 0 0
Easy Come Easy Go Bar 14 19 28 18 0
Bobonong Coop Society 20 10 25 25 0
Agatar Investments (Pty) Ltd 0 0 0 10 0
Matameto Bar + Bottle Store 4 2 12 0 0
Middle Star Bar 6 0 0 0 0
Bar93 Bar 15 9 15 9 0
Molalatau Cooperative Main 10 6 6 0 0
Bridge Way Bar 0 4 3 2 0
Abraxas Gen Trading (Pty) Ltd 2 2 0 0 0
Diphafana Holdings (Equitor) 2 10 6 12 0
Grand Total 292 285 341 204 168

43. 43
CSI Score
Customer Satisfaction
Clear Beer
F16 Exit- 4.4
F17 Target- 4.5

44. 44
Thank you