1. Dear All,
As you all know that we are shifting from 15 days credit to advance payment term with effect
from 1st of August 2014 for retail. In order to make it a success story, all of us will have to work
very hard. In the new system we would not have the leverage to meet the targets by simply
invoicing the stocks at the distributions. We need to ensure the secondary sales first and then we
would be able to make the dispatches to meet the targets. Therefore all of you are advised that
we should start following the basics with immediate effect.
From the day one all the staff should know their respective targets for the month. These targets
should be split among all the distribution sales staff as well because they are the ones who
actually sell these stocks in the market. They should know their targets in volumes and values by
day and for the month and these targets should be religiously followed. Here I mean to say that
every salesman must meet the daily target before closing down the distribution. This is only
possible if the supervisory company staff is with the distribution sales force day in day out.
Please ensure that secondary sales and stock report should be prepared and used to seek direction
for achieving our objective.
This is not all but we shall have to keep on looking for the development aspect as well. Our sales
projections have an inclining trend and these trends can only be met if we keep on improving the
quality and the number of sales staff and make improvement in service level for achieving
increased numeric and better weighted distribution. There is another area which needs our
attention on urgent basis i.e the proper deployment and utilization of SPOs and merchandisers.
We are privileged to have these resources available with us. I urge all of you to make an
effective use of them.
I wish you all the best. Together we will make it happen.
Best regards
Salman Muhammad Khan