2. Strength
Organization
Capability
Increase
Our
Access
Points
Owning
The Store
Across All
Channels
Ongoing
Distribution
Full Range
/Outlet
Expand our
Direct
Reach
Upgrade Our
Infrastructure
& Maintain
Our Assets
Pillars of Impulse Jeddah Team Performance - 2011
• Build Effective Team
• Developing & Retaining Talent
• New Projects
• Leveraging Business Technique
• Delivering Results with Integrity
• Building Relationship of Trust
• Engaging Customers
• Implementing Model Store Plan
• Census Report Usage
• Finding Opportunities
• Adding New Customers
• Consistent Focus On JP Coverage
• Headcount Complete
• Grooming Healthy Environment
• Standardize Reports Across All Channels
• Assets Plan
• Continuous Improvement of Assets Scanning
• Distribute SMART Value/Volume & Objectives
• Explain the Target and Objectives
• Keep tracking on daily basis, use the tools and
define the deficit
• Control and Follow up
• Contract Terms Implementation
• Ensuring Excellence Availability
• Highlighting the Benefits
Optimize our
running cost
3. The Associate ConceptThe Associate Concept
Great Brands + Great People=
Great Business
To be treated with trust
and respect
Valued as an individual
Treated Fairly and
equitably
Appropriately rewarded
based on performance.
Strength Organization Capability/Building Effective Team
4. when you're willing to work through any
obstacles you encounter, your team will
respect your integrity – and they'll want to
work hard with you, and for you, to achieve
outstanding results.
Strength Organization Capability/Building Effective Team
Roadblocks
5. Strength Organization Capability/New Projects
RTM Project
Continuous
Improvement
GIS
Rebalancing
Routes
Route
Compliance
VMS Route
Efficiency
HHT
Locking
Special thanks for
Gunther Stoger and
Morgan Jamieson for
the support/direction
6. Strength Organization Capability/New Projects/RTM Pilot Results
Salesmen Measure Criteria Oct-11 Nov-11 Dec-11
Presale
Productivity (Strike Rate) 96.8% 90.3% 88.3%
Coverage 95.2% 101.3% 98.5%
Avg. Drop Value (per Cust.) 3,808 3,055 3,066
Time in Market 5:29:36.PD 6:57:15.PD 6:47:46.PD
Sales Target (Value) SAR 282,459 SAR 257,000 SAR 266,210
Sales Actual (Value) SAR 231,359 SAR 265,562 SAR 261,862
% Achieved 82.0% 103.0% 98.4%
Emergency Orders 1 0 0
TeleSales
Productivity (Strike Rate) 82.28% 85.54% 89.05%
Coverage 111.63% 109.91% 115.79%
Avg Drop Value (per Cust) 487 416 341
Orders Returned - Rejected 7 15 0
Case Fill (Outers/Piece) 97.6% 90.7% 100.0%
Order Fill Accuracy 95.6% 90.2% 100.0%
Reporting Time 7:30:12.PD 7:27:36.PD 7:27:55.PD
Time in Market 5:31:06.PD 6:02:36.PD 5:41:07.PD
Sales Target (Value) SAR 73,162 SAR 96,250 SAR 120,000
Sales Actual (Value) SAR 94,342 SAR 98,802 SAR 95,731
% Achieved 129.0% 102.7% 79.8%
Van Sales
Productivity (Strike Rate) 62.8% 91.9% 94.5%
Coverage 96.0% 93.8% 93.0%
Avg Drop Value (per Cust) SAR 669 SAR 555 SAR 591
Reporting Time 7:22:11.PD 7:58:29.PD 7:28:48.PD
Time in Market 9:17:00.PD 7:16:08.PD 7:20:14.PD
Sales Target (Value) SAR 143,421 SAR 194,166 SAR 260,000
Sales Actual (Value) SAR 193,210 SAR 223,994 SAR 281,189
% Achieved 134.7% 115.4% 108.2%
8. Strength Organization Capability/New Projects/Ice Cream Plan “ freezers
upgrade & placing incremental 10 lines freezers in the checkout”
In the top 50 SS outlets including forward selling , our approach is to target key
purchase points such checkouts & and high-traffic areas which reflected to uplift incremental Ice Cream sales by
+15% YTD Growth Vs. Plan.
9. Strength Organization Capability/New Projects/ Window Branding
We implemented 75 stores in very important locations in Jeddah with high level of
execution and an unprecedented achievement in GCC …big thanks for Ahmed Abdelkader
for the extremely support…
10. Owning the store across all channels – Forward selling Jeddah continuous Improvement
11. Owning the store across all channels-Engaging Customers/activity implementation on
Time, Acting upon the business priorities with full ownership, Consistency of execution across all
outlets and Communicating to the team the best practices.
12. Out of total 177 outlets in west Region
Jeddah team fulfilled 96 and got the prize
of winning team across KSA.
13. Owning the store across all channels-Engaging Customers/
Block Competition
Defending and growing
our market share
Kick out Competitors
Chillers
14. Expand Our Direct Reach
Consistent focus on JP coverage, zooming on
our current gab in the new opening.
15. Ongoing distribution full range /Outlet- SMART Objectives
Specific
Measurable
Agreed/Achievable
Realistic/Relevant
Time-bound
The good positive sign of what the team can achieve with the right focus, guidance,
detailed plans and team engaged.
MONTH
Sales Objectives Achievements
LID SS LID Impulse Assets Relocation A 'Display Bench Mark
Target Achvd % Target Achvd % Target Achvd % Target Achvd %
JAN 52 52 100% 28 28 100% 42 42 100% 150 150 100%
FEB 52 52 100% 28 28 100% 42 42 100% 110 110 100%
MAR 52 49.75 96% 28 19.25 69% 35 31 89% 120 120 100%
APR 52 54 104% 28 26.75 96% 35 33 83% 150 150 100%
MAY 52 53.75 103% 28 22.75 81% 25 25 100% 125 125 100%
JUN 52 46.5 89% 28 19.25 69% 18 18 100% 85 85 100%
JUL 52 70 135% 28 25.5 91% 21 21 100% 80 80 100%
AUG 52 69 133% 28 22 79% 15 14 93% 70 70 100%
SEP 52 66.75 128% 28 20 71% 17 15 88% 85 85 100%
OCT 52 85.25 164% 28 28.75 103% 23 21 91% 115 115 100%
NOV 52 81.5 157% 28 27.75 99% 25 22 88% 100 100 100%
DEC 52 86 165% 28 45.75 163% 2 2 100% 40 40 100%
Total 52 63.875 123% 28 27 96% 300 286 95% 1230 1230 100%
