1. A STUDY ON ‘PAY FOR PERFORMANCE’ PROCESS
FOR PAN INDIA OUTLETS IN HINDUSTAN COCA-
COLA BEVERAGES PVT. LTD.
SUBMITTED BY : NISCHAY SAXENA
MBA(FINANCE)
CHRIST UNIVERSITY

2. What is ‘Pay for Performance’?

3. IMPORTANT TERMS
 PAN INDIA OUTLETS
 GCC ID
 SAP ID
 POD ID/NUMBER
 SKU’S
 FLAVORED DRINK
 NON FLAVORED DRINK
 KO MONTHS
 ASM
 STL
 SE

4. ORGANIZATION STRUCTURE OF PFP DEPARTMENT
FINANCE HEAD
ASSISTANT
MANAGER FINANCE
FINANCE EXECUTIVE
PFP COORDINATORS PFP COORDINATORS PFP COORDINATORS

5. TYPES OF OUTLETS AND THEIR CLASSIFICATION?
Manufacturing
Plant
Sales and
Distribution
Team
OUTLETSDISTRIBUTORS
OUTLETS

6. PFP PROCESS IN BRIEF
PURCHASES
ARE
RECORDED
DAILY BASIS
DISCOUNTS
ARE
CALCULATED
ON BASIS OF
PURCHASE
MADE
DISCOUNT
COUPONS
ARE PRINTED
COUPONS
ARE
DELIVERED
ISSUES ARE
SOLVED (IF
ANY)
AGREEMENT
IS DONE WITH
OUTLET
BACK END
PROCESS
FRONT END
PROCESS

7. Facts about PFP Discount!!
 Discount given on purchase made by outlet vendor from company
 To avail 100% PFP discount, outlet vendor has to follow to criteria:-
(a) Range Selling (50%)
(b) Visibility (50%)
 Discount percentage different on flavored and non flavored drinks
 Discount percentage same for all the outlets on a particular area
 Discount given on trade price (TP)
 Given monthly
 Given through discount coupons
 Expiry date of one coupon is 6 months.

8. MASTERS
•Product Portfolio Matrix Maintenance
•Product Portfolio Matrix Approval
Direct
•PPF agreement maintenance
•PFP agreement - Send to FSS
•PFP agreement approval-FSS
•PFP agreement close
•Agreement Modification Approval at unit
•Agreement Modification Approval at FSS
INDIRECT
•PPF agreement maintenance
•PFP agreement - Send to FSS
•PFP agreement approval-FSS
•PFP agreement close
•Agreement Modification Approval at unit
•Agreement Modification Approval at FSS
TRANSACTION
•PFP confirm visibility
•PFP agreement SE Signoff
•PFP month closing
•PFP coupon printing
REPORTS
•PFP register
•PFP Summary Report
•Advices Checklist
•Claim Report
•PFP Rebate download
F
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S
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9. Contents of the agreement !!
 Time period
 Agreement of HCCBPL
 Agreement of vendor
 Agreement of branding, advertising and promotional
activities
 Agreement for replacement of beverages
 Agreement on PFP discount
 Agreement on payment

10. Agreement approval process
Agreement check process
ASM/SM signature on agreement & check
with the signature card
If wrong the
reject agreement
Match Address, name & Mobile No. with
the GCC detail available at FSS Office
If wrong then note a remark in
excel and send back to unit
Agreement period checkIf wrong the
reject agreement
Check discount percentage
check in the agreement
If wrong then note a remark in
excel and send back to unit
Check volume mentioned or not
in agreement
If wrong the reject
agreement
Commercial policy provided
agreement uploaded in PFP
module
If wrong the reject
agreement
Approve
If correct
If correct
If correct
If correct
If correct
If correct

11. BACK END PROCESS
 Why sorting is done?
 Why ‘ master sheet check ‘ is done?
Packing of
coupons
into
envelops
Attaching
POD ID to
envelops
Master
Sheet
Check
update
Selecting
type of
delivery
service
Delivery of
coupons
Solving
issues
Sorting of
coupons

12. Issue handling process
Outlet vendor fill the form and
send it to sales team
Sales team sends the form to
FSS office
PFP coordinator notes the
issue in issue tracker
The they match the GCC details
with the details provided in the
form.
If the details does not
match then coupon key
is not provided.
If the details are matched, then the
POD status is checked by tracking
the coupon
If the status shows that the
coupon is not delivered
then ASM/STL is contacted
for the address check so
that it does not happens
again in next month
If the status shows that the coupon is
delivered to outlet then coupon key
is provided to the outlet through
SMS/courier.
Issue is closed after receiving
the confirmation

13. SURVEY

14. Cont.