2. ATU Certification Program
Gate Meetings ( Morning Meeting) : Daily to set the tone of the day
Weekly Meeting : Start of every week at distribution
Monthly Meeting : Once a month ( Preferably in 4th week )
Territory Scoreboard : To be included at distributions
Work * With : All PSR to be covered at least 4 times in a month
1:1 Session: All PSR to be covered at least once in a month
ENABLERS
3. Territory Score Board
Territory Scoreboard Once implemented needs to be updated by Territory
coordinator/ KPO
Territory No :
PSR:
Month :
Target :
PSR / Route Number MONTHLY
W1
RESULTS W1 W1 + / -
W2
RESULTS W2 W2 + / - W2 MTD
PLAN M T W TH F S TOTAL PLAN PLAN M T W TH F S ACTUAL PLAN PLAN ACTUAL PLAN + / -
VOLUME(Cases)
CSD
Energy
NCB
MONTHLY
W1
RESULTS W1 + / - % vs.
W2
RESULTS W2 + / - % vs. W2 MTD
PRODUCTIVITY PLAN M T W TH F S TOTAL PLAN PLAN M T W TH F S TOTAL PLAN PLAN ACTUAL PLAN + / -
No of Scheduled Calls (Plan)
No of Completed calls (Actual)
No of succesfull calls
Call Completion
Avg SKU per Call
Strike Rate %
Drop Size
PSR . / Route Number MONTHLY
W1
RESULTS W1 W1 + / -
W2
RESULTS W2 W2 + / - W2 MTD
PLAN M T W TH F S TOTAL PLAN PLAN M T W TH F S ACTUAL PLAN PLAN ACTUAL PLAN + / -
VOLUME(Tons)
CSD
Energy
NCB
MONTHLY
W1
RESULTS W1 + / - % vs.
W2
RESULTS W2 + / - % vs. W2 MTD
PRODUCTIVITY PLAN M T W TH F S TOTAL PLAN PLAN M T W TH F S TOTAL PLAN PLAN ACTUAL PLAN + / -
No of Scheduled Calls
No of Completed calls
No of succesfull calls
Avg SKU per Call
Call Completion
Strike Rate
Drop Size
TOTAL TERRITORY FOR MDE MONTHLY
W1
RESULTS W1 ACTUAL
W2
RESULTS W2 ACTUAL W2 MTD ACTUAL
PLAN M T W TH F S M T W TH F S
Sales Plan
Actual Sales
+ / - Plan
% vs Plan
Avg SKU per Call
Call Completion
Strike Rate
Drop Size
TERRITORY SCOREBOARD
4. Call Completion rate* =
Performance Objectives – Route Productivity
4
1
Strike Rate* =2
Accounts Visited per schedule
No. of Accounts Scheduled
Accounts that bought
No. of Accounts Scheduled
Productivity Performance
& cost to serve
*Call Completion Rate & Strike rate are not converted.
They are fixed basis PEPSICO Standard Performance:
• Call Completion Rate = Minimum 90-95%
• Strike Rate = Minimum 75%
Average Drop size =3
Total Volume of route
Total Accounts that bought
5. EXERCISE
5
Please fill Highlighted Yellow box
Each Participant will have 20 min to fill the sheet
CUSTOMER REP. / Route Number
(Daily volume
plan 286
cases)
WEEK 1 RESULTS
ACTUAL PLAN + / -
Name : ______________
MONTHLY
PLAN M T W TH F S TOTAL TOTAL PLAN
VOLUME(Raw cases)
CSD 4100 210 215 245 255 256 256 1500
Energy 2000 90 80 70 100 90 85 500
NCB 1059 42 59 85 74 65 70 380
PRODUCTIVITY
No of Scheduled Calls 760 30 35 30 35 30 30 190
No of Completed Calls 684 25 30 28 32 28 28 171
No of Successful Calls 568 24 28 28 32 20 20 142
Strike Rate 75%
Drop Size
6. Working Tools
6
Now let’s take a look at each of the “working tools”
that support the coaching process
Work With
Route Control
1-on-1
Team Meeting
Coaching Log
Field Work in the Market
Office Work
9. Work*With
Preparation (by TDS prior to leaving for the route)
Identify areas of opportunity in the trade that need focus based on
observations from previous Work*Withs and
1-on-1s.
Frame the objectives that need focus and further development for the
Work*With for the day
Discuss objectives of the Work*With with the PSR prior to leaving the
sales facility
9
10. Work*With
On the Route
Observe the performance of the PSR while they do their job for about
4 outlets
Observe the condition of the outlets that are visited and the
execution versus performance standards
Make note of opportunities against the standards for sales building
blocks each account and prioritize
After completing 4 outlets start interfering and pick 1-2 specific skill
to focus on
Evaluate the PSR on daily activities specifically the 8 steps of the call
Provide feedback while on the route with the PSR
Demonstrate how to execute or sell while with the PSR
Take time to discuss observations with the PSR
Evaluate the EDGE score for the outlets
10
11. Work*With
Post Work*With
Summarize observations, focus on areas that the sales representative should
address in the future
Identify 4 to 5 outlets where specific follow ups are needed (priority outlets)
Provide feedback to the PSR on Morning Activities with focus on 8 steps of call and
EDGE scores
Encourage the PSR with constructive feedback
Both TDS and CR sign the Work*With that include specific action plans with target
dates for each item
TDS should follow up the action plans to ensure they are executed
It is recommended for all TDSs to use a daily diary (i.e. Agenda) to record and
follow up action plans
11
Timely follow up of Action Plans is key to
ensure execution in the market happens
flawlessly
12. How to conduct Work*With
12
Work* With Pre-work
• Obtain Sales KPI's including
Volume, (Month to Date
Plan and Variance), Strike
Rate, Brand Performance
and Focus SKUs and EDGE -
(Completed by TDS)
During Work*With
• Indicate if PSR is
performing up to standard
against each of the morning
activities and market
activities (especially 8
steps of the call), and
execution standards by
ticking the cell related to
these items – (completed
by TDS)
• Mention any other
observations in the
comments column-
(completed by TDS)
Post Work*With
• Fill current day
performance for all KPI's
(completed by TDS)
• Observation summary for
KPI performance and EDGE-
(completed by TDS)
• Priority account
opportunities- (completed
by TDS)
• Translating the
opportunities and
observations from
Work*With into action
plans with specific target
dates-(completed by TDS)
13. Work*With Form Details
In the first section TDS
needs to note Strengths and
Opportunity Areas for the PSR
based on previous W*W
Objectives need to be
identified prior
to Work With
8 Steps of Calls will be
observed and results need
to be recorded in this section
“1” for yes and “0” for No
Summary Feedback will be filled
in end of W*W (Section 4)
Morning activities should be checked
before leaving the warehouse
first half of the day
Success Rate for both sections
(8 Steps of Calls) &
(Execution Standards) will be
recorded in this section separately
Execution Standards (EDGE) will
be observed and results need to be
recorded in this section “1” for
yes and “0” for No
Set SMART Priorities and Action Plan
with target dates in this Section
14. Route ControlWork*With
Section 3 - Part "B" (During Work*With) EDGE Execution Standards8 Steps Of The CallSuccess Rate
W*W - R/C Start / End Time : ……………………………......................… / ………………....…………………………….
4-
TOTAL
Core SKU Range (All Core SKU'S
available)
Freshness (No Expiry, Rotation,
Damage)
3- 2- 2-
CR Signature: TDS /TDM Signature:
4- 3- 3-
5- 4-
Summary Feedback: Priorities (Working Area):
1- Task Target Date
2- 1- 1-
Section 4 (Post Work*With)
Remarks:
Customer Service (Customer
Knows RSR Name, Visit Day &
Time)
Price Communication (Pricing
For All SKU'S)
Merchandising (% of cooler
merchandised as per planogram)
Cooler Prime Location (Visible,
HighTraffic, Superior To
Competitor)
EXECUTION STANDARDS:
Appropriate Cooler (At least one
cooler in the outlet)
TOTAL
8 Administration
7 Curbside De-Brief
6 Presentation
5 Determine the Order
4 Merchandising
3 Walk The Store
2 Greet The Customer
1 Prepare For Call
8 Steps Of The Call:
21
22
23
24
17
18
14
15
16
25
PERCENTAGE(%)
SCORE
6
7
8
9
10
11
Customer
1
2
3
4
5
Section 3 - Part "A" (During Work*With)
1. Close the previous day 2. weekly Planning 3. Daily Planning
7. Inventory 8. Prepare Requisition (Next Day) 9. Daily Procedures
Section 2 (Pre Work*With) Section 3 (During Work*With)
Work*With Objective: The first half, consistts of Morning Activities which are checked in the DC prior to market visit and later 8 Steps Of
the Call should be checked in the market during every visit. At the end if the score is less than 75% then the total
activity should be marked as "0"
Morning Activities
1. 1.
Execution Standards
2. 2.
CR Route: Date:
Section 1 (Pre Work*With)
Strengths Opportunity Areas Strengths
TDS / TDM:
Opportunity Areas
11. Operate Vehicle10. Drive Route
19
20
13
Work*With / Route Control Format
12
1. 1.
2. 2.
4. Prepare Van For Loading 5. Pull & Check Order 6. Load Van
8 Steps of the call monitoring and scoring
14
A sample of filled “Steps of the call”
section
8 Steps of the Calls Total
1 Prepare for call 75%
2 Greet the customer 100%
3 Store Check 0%
4 Merchandising 75%
5 Determine the order 75%
6 Presentation 75%
7 Curbside De-Brief 0%
8 Administration 0%
TOTAL 50% 62% 25% 62% 50%
standard achieved
standard not achieved
15. Route ControlWork*With
Section 3 - Part "B" (During Work*With) EDGE Execution Standards8 Steps Of The CallSuccess Rate
W*W - R/C Start / End Time : ……………………………......................… / ………………....…………………………….
4-
TOTAL
Core SKU Range (All Core SKU'S
available)
Freshness (No Expiry, Rotation,
Damage)
3- 2- 2-
CR Signature: TDS /TDM Signature:
4- 3- 3-
5- 4-
Summary Feedback: Priorities (Working Area):
1- Task Target Date
2- 1- 1-
Section 4 (Post Work*With)
Remarks:
Customer Service (Customer
Knows RSR Name, Visit Day &
Time)
Price Communication (Pricing
For All SKU'S)
Merchandising (% of cooler
merchandised as per planogram)
Cooler Prime Location (Visible,
HighTraffic, Superior To
Competitor)
EXECUTION STANDARDS:
Appropriate Cooler (At least one
cooler in the outlet)
TOTAL
8 Administration
7 Curbside De-Brief
6 Presentation
5 Determine the Order
4 Merchandising
3 Walk The Store
2 Greet The Customer
1 Prepare For Call
8 Steps Of The Call:
21
22
23
24
17
18
14
15
16
25
PERCENTAGE(%)
SCORE
6
7
8
9
10
11
Customer
1
2
3
4
5
Section 3 - Part "A" (During Work*With)
1. Close the previous day 2. weekly Planning 3. Daily Planning
7. Inventory 8. Prepare Requisition (Next Day) 9. Daily Procedures
Section 2 (Pre Work*With) Section 3 (During Work*With)
Work*With Objective: The first half, consistts of Morning Activities which are checked in the DC prior to market visit and later 8 Steps Of
the Call should be checked in the market during every visit. At the end if the score is less than 75% then the total
activity should be marked as "0"
Morning Activities
1. 1.
Execution Standards
2. 2.
CR Route: Date:
Section 1 (Pre Work*With)
Strengths Opportunity Areas Strengths
TDS / TDM:
Opportunity Areas
11. Operate Vehicle10. Drive Route
19
20
13
Work*With / Route Control Format
12
1. 1.
2. 2.
4. Prepare Van For Loading 5. Pull & Check Order 6. Load Van
A sample of filled “EDGE” section
Execution Standards - EDGE Monitoring and Scoring
EDGE -Execution Standards Total
Appropriate Cooler (At least one
cooler in the outlet) 75%
Cooler Prime Location (Visible,
High Traffic, Superior to
competitor)
25%
Merchandising (% of cooler
merchandised as per planogram) 50%
Core SKU Range (All Core SKU’s
available) 50%
TOTAL 75% 50% 25% 50% 50%
EDGE standard achieved
EDGE standard not achieved
20. 1-on-1
20
• Used by TDM to review performance of TDS and by TDS to review PSR performance
• Used at least once a month by both TDM/TDS, exclusive 1-on- 1 sessions
• Duration – 15 minutes
• TDM and TDS maintain files of 1-on-1s
Objective
• To ensure that all planning (Volume / Monthly focus areas / Initiatives/ etc.)
get translated into actual selling activities
• To discuss prior week sales results, current week objectives and the upcoming
targets and review full month focus areas
• Review TDS /PSR understanding of the selling story for monthly focus areas
21. 1-on-1 Form
Advantage Territory University 21
Setting an objective for the coming weekWeekly Volume / Revenue Target
Related to current market priorities. (Eg. generate listings of a new SKU, to
build temporary displays for a promotion etc)
Marketing Activity
The key drivers of the Weekly Revenue Target and typically your CRs will
have a weekly target for a particular Building Block that they are falling
behind on.
Building Blocks
Follow up on objectives agreed at the last W*W to ensure that the CR is
consistently focusing against the key needs of his territory.
Work*with objectives
Used when there is a need to set an objective that does not fit into
standard KPIs.
Special
22. 1-on-1 meeting planner (example)
LEAD University: 1-on-1 22
Previous Objectives Summary of Results Planned Questions New Objectives
Performance
& EDGE
KPIs
TU Process
Marketing
Activity
Work-Withs
Special
24. How to conduct 1-on-1
1-on-1 pre-work
KPI's including Volume, Focus areas and other parameters sourced from Territory Scoreboard (Month to
Date Plan and Variance)- filled by TDS
Previous 1-on-1 and work with action points- by TDS
During one-on-one
Targeted coaching on 8-steps, sales presentations and selling stories, merchandizing and EDGE
performance based on market observations
What is the CR currently doing well
What can the CR do better-
Objective of the 1-on-1 meeting is to give clear feedback and improvement steps
Post 1-on-1
Clear action points- by TDS with target dates
Advantage Territory University 24
Close the
session
Review
progress
Discuss
Sales
Activities
Establish
New
Goals
Review
previousl
y set
goals
Pre-plan
your
questions
Preparation
1-on-1 in
action
26. Ensure
10 min
Plan
15 min
Control
15 min
R&R
5 min
List of Activities – Gate Meeting
Discuss
Delivery report
– prev. day
Take
Attendance
Share
absenteeism
Review
available stock
and allot
limited SKUs
Emphasize
day’s target for
each PSR
Issue resolution
if any
Appreciate
performance/
Critique
Conclude with
an oath to play
the bigger
game
Brush up
schemes /
slab schemes
Discuss MTD
perf. and BOM
in billing cases
FMO update
MTD ach. Vs.
tgt
Discuss KPI
report viz,
strike rate &
LPSC
Review Bill
Cancellation &
Order
Mismatch
27. Sample Monthly plan for TDS with a focus on market execution is key
Monday Tuesday Wednesday Thursday Friday Saturday Sunday
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Weekly
Meeting
Weekly
Meeting
Weekly
Meeting
Monthly
Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics:
• Merchandising
• Steps of the call
• Etc
28. Sample Monthly plan for TDS with a focus on market
execution is key
Monday Tuesday
Wednesda
y
Thursday Friday Saturday Sunday
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Weekly
Meeting
Weekly
Meeting
Weekly
Meeting
Monthly
Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Daily Gate Meeting
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics
Special focus
topics:
• Merchandising
• Steps of the call
• Etc
W*W 1-1 1-1Rt. Cntrl.W*W 1-1 Rt. Cntrl.W*W Office Work
W*W 1-1 1-1Rt. Cntrl.W*W 1-1 Rt. Cntrl.W*W Office Work
W*W 1-1 1-1Rt. Cntrl.W*W 1-1 Rt. Cntrl.W*W Office Work
W*W 1-1 Rt. Cntrl.W*W Rt. Cntrl.W*W Office Work
1-1: one on one; W*W: Work With; Rt. Cntrl.: Route Control, Pass. Hunt.: Passive Hunt
Pass.
Hunt
29. TDS TDM
Meetings
Daily Gate Meeting (30 Mins)
Weekly Meeting (60 Mins)
Monthly Meeting (60 Mins)
Work With
3 Days / Week
1 CR / Day
(Gate to gate)
1-2 Days / Week
1 CR / Day
(Gate to gate)
Route Control
2 Days / Week
2-3 CRs / Day
(Min 8 outlets/ CR)
3 Days / Week
2-3 CRs / Day
(Min 8 outlets/ CR)
1-on-1
3 Days / Week
1 CR / Daily
(15 Mins.)
2-3 Days / Week
1 TDS (or CR) / Day
(15 Mins.)
Passive Hunt
1-2 Day / Month
(Full Day alone or with TDM)
1-2 Day / Month
(Full Day with TDS)
Weekly schedule of the coaching process
Weekly Meeting (60 Mins)
Monthly Meeting (60 Mins)
30. Advantage Territory University 30
Daily
gate
meeting
Mon
through
Sat
TDS (lead),
TC, ADR, PSRs
/ CRs /
Delivery CRs
• Review key KPI dashboard
• Solve issues / problems
• Share best practices
• Set / share targets for the day
• *special focus topics* if
needed
• Volume
• Call completion
• Strike rate
• Drop size/LPSC
• Successful
delivery
•
• Daily volume targets by CR/
PSR
• Daily volume committed
Weekly
meeting
Every
Mon
TDS (Lead) ,
TC, ADR, PSRs
/ CRs /
Delivery CRs
• Review key KPI dashboard
• Plan to close target gaps (if
any)
• Solve issues / problems
• Remind initiatives/promos/etc
• Training / sharing of relevant
best practices (as needed)
• Volume
• Call completion
• Strike rate
• Drop Size
• Successful
delivery
• Coverage/ Zero
Sales customers
•
• Weekly volume targets by CR/
PSR
• No sales customer by CR/PSR
• Share and recognize best
practise
• Top issues prioritized with
action plans to resolve
Monthly
Meeting
1st Mon
of the
month
TDM (Lead)
ADRs, TDSs,
Dispatcher(s),
Dispatch
Planner,
Capability
• Review last month KPIs and
incentives
• Deploy new monthly targets
• Deploy initiatives/promos/etc
• Deploy SDO’s for the month
• Volume
• Call completion
• Strike rate
• Successful
delivery
• Coverage
• Monthly volume targets by CR
• Monthly SDOs by TDM/ by PSR
• # cooler target by CR/PSR
•
When
Participant
s
Objectives KPI Outcome
To sustain the TU process a robust cadence of performance
monitoring through a structured pre-defined sales meetings
32. Team Meeting - A Consistent six stage process
should be planned and implemented
32
Stage Sometimes Include
Introduction
• Personal announcements
• Relevant news from company or team1
Review
• Costs
• Region / Company performance
• Benchmarking vs. other teams / companies
Always Include
• Meeting Agenda
• Meeting objectives and outcome
• Expectations of team
• Volume, revenue, collection vs. target
• All core KPI’s, Call Completion %, Strike Rate %
• Execution of Marketing Activity
• Edge vs. target
Planning
• Cost targets
• Region Company target
• Route Engineering
• POS distribution
• Volume, Revenue and collection targets
• All core KPI’s, vs. target, Edge vs. Target
• Briefing & Execution of Marketing Activity
• Coverage targets
Training • Pre-prepared skill demonstration
• Brief discussion on key skill gaps
• Implement exercises & role plays
• Practice Sessions
• Group feedback
Discussion
• Seek input for company issues and
opportunities
• Key problems and opportunities for improved
performance
• Specific CR performance issues
Action Planning • N/A
• Specific actions agreed during meeting with specific
target dates
• KPI targets vs. coming quarter
2
3
4
5
6
35. Advantage TU Model is built around 5
PILLARS
supported by 3 key ENABLERS -TAKE 5 &
The BIG 3
Advantage Territory University
THE BIG
3 ENABLERS:
1 - Org. Structure/RAMS
2 - Training & Certification
3 - Sales Information
System
OWNING THE
NUMBERS
OWNING THE
STORE
INTEGRATED
TRACKING
MEASURABLE
COACHING
REWARD &
RECOGNITION
• Integrated with C&B
• Employee of the Month
( TDM/TDS/PSR)
• Health Check/COE
• Planning
• Performance Objectives
1. Volume
2. Distribution
3. Productivity
• Building Blocks
Every
Day
Great
Execution
• 8 Steps of the Call
• Performance Objectives results
derived from Sales system to
ensure compliance and
credibility
• EDGE Score from Third party or
W*W Process
1
2
3
4Feedback
Explain/Learn
Demonstrate
Practice
36. PILLAR V: Reward & Recognition
TU Performance becomes an Integral part of Front Line C&B scheme to drive desired
behaviours
C&B/TU
Matrix
Performance
Objectives
TU Process
Sustainment
EDGE In-store
Grocery
CR Performance
Tracking
• Volume by Category
• Distribution By Category
• Route Productivity for route
• Execution Planner
• 8 Steps of the call
1. % Cooler Penetration
2. % Coolers in prime location
3. % Coolers Merchandised as per
Planogram
4. Availability of Core SKU range
• Volume by Category
• Inactive Customer
• Route Productivity for
territory
• 1on1 Objective Conversion
• Edge Objective Conversion
• Weekly Meetings
• Coaching Log Discipline
• W*W quality
• TSB base coaching
TDS Performance
Tracking
1. % Cooler Penetration
2. % Coolers in prime location
3. % Coolers Merchandised as per
Planogram
4. Availability of Core SKU range
Source Sales System Work*With or Third Party Work*With Preparation
37. PILLAR V: Recognition with token of appreciation through TU(AM) employee of
the Month published with top 3 ranking across the MU
37
CR CR CR CR SC
T. Mosalam T. Mosalam T. Mosalam T. Mansour
38. 1-on-1 Format
MTD Status (Volume, Distribution)
Total
TGT
MTD TGT
ACH
MTD ACH %
Avg Strike Rate
Coaching / Market Development (W*W/EDGEreview, building blocks, new rack injection, brand ofthe month)
Way Forward Plan / Timelines: (Specific task and date, next work with/follow up date)
1-ON-1 FORMAT
DSR TSO/ASM Date
Signature DSR: Signature TSO/ASM:
39. 1-on-1 Format
MTD Status (Volume, Distribution)
Total CSD NCB
TGT 1800 1200 600
MTD TGT 504 336 168
ACH 395 268 127
MTD ACH % 78% 80% 76%
Avg Strike Rate 53%
Need to focus on strike rate
Coaching / Market Development (W*W/EDGE review, building blocks, new rack injection, brand of the month)
Merchandising is distrubed in his market
No route planning before stating the market visit
Planogram not followed
Not visiting all the customers in the market
Way Forward Plan / Timelines: (Specific task and date, next work with/follow up date)
Work with planned on 25-04-16
training on 8 steps of call in daily 1-on-1 sesson by SO/AASM
1-ON-1 FORMAT
DSR :Khurram SO/AASM: Shahid Date:20-04-16
Signature PSR: Signature SO/AASM:
