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Field Force Structure
• 1 FOM
• 8 CMs
• 90 Canvassers (till end of June)
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Principles
Implementation by steps
Focus on :
Canvassing Campaign Targets achievements
Guarantying quality of the Customer Data Base
Field Force Plan built and followed up with support of Peter Griess
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Salam City Plan
• By opening day
• July till September
• By year end
• From January 2011
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By Opening Day
Actions Who
Achieving Canvassing Campaign Target SGM – FOM CMs –
Canvassers
CMs dedicated to look after CTG HoReCa
CMs dedicated to look after CTG Trader
CMs
Some CMs to be dedicated to identify and list high
potential customers (focus on CTGs)
CMs
Double check of potential of these identified customers
and creation of first(s) Porfolio(s)
JYR - SH
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June-Aug-Sept
Actions Who
Continuing Acquisition-Registration CMs
Analyzing of performance and behavior of targeted customers
versus standards (from Data Base and Field feedback)
Dedicated CMs
Increasing number of targeted customers in Porfolio(s) Dedicated CMs –
FOM - SGM
Increasing Activation and Frequency of Porfolio(s) customers
and other customers
Dedicated CMs –
Other CMs
Analyzing customers behavior .
Conducting Surveys and Potential analysis
Identifying Key accounts, including SCOs
CMs - FOM
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4th Quarter
Actions Who
Reviewing all actions early October FOM – SGM – JYR - SH
Amending – Defining relevant actions to be
conducted by year end.
JYR - SH
Increasing Porfolios content FOM – SGM
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From January 2011
Actions Who
Full implementation of Porfolios process FOM – SGM – JYR - SH
Implementation of relevant Bonus system JYR – SH – TS (HR)
Strong regular follow up FOM – SGM – JYR - SH
