The document provides sales information for Jeddah in 2014-2015. It includes: 1. A breakdown of sales by sector and modern trade customers. Modern trade sales are further broken down by channels like pharmacy, wholesale, and self-service. 2. Details about traditional trade channels like pharmacy, wholesale, retail, and van sales. Pharmacy channel sales are broken down by top customers. 3. Product sales analysis showing sales trends over quarters from 2014-2015. 4. Guidelines for sales planning, product lifecycle management, and merchandising.

1. Jeddah 6-2014

2. Target break down by Sector -1
Sales
traditional trade
modern trade

3. Modern Trade break down by
Customer
0
200
400
600
800
1000
1200
1400
1600
sales
sales

4. traditional trade break down by
channels
30.0%
18.0%
51.0%
13.0%
traditional trade
whole sale
s.s
pharmacy
retail & van sales

5. Whole sale
• Survey all whole sales market then
classification the customer in A class &B class
Pharmacy channel
• Sprite pharmacy channel to :
• Chain phs (A class , B class , c class) Based in
no of outlet OR Consumption rate.
• Street phs (a class, B class)

6. Pharmacy channel break down by
Customer
Nahdi
United
atta
wasfa
fajer
al wazer
0
2
4
6
8
Sales
Sales

7. Retail & van
***Separate to :
• Minimarket
• Grocery
• Food outlet (old market like BAB makkah )
Self service
• Separate to :
• self service all outlet with 7 cashiers or less ,
Then we classify to A and B class.

8. 0
1
2
3
4
5
6
quarter
1
quarter
2
quarter
3
quarter
4
2014
2015
0
10
20
30
40
50
60
70
80
90
2015
2014
2013
product sales analysis

9. EXAMPLE : June & July plan
• Collect the targets for June & July and
planning to achieving between 40% in first 19
days and between 65% to 75% in June and the
balance during July( RAMADAN )

10. Product life cycle ((expired))
• ROLE : SALE RIGHT ITEMS IN RIGHT PLACE
• FOLLOW UP PRODUCT :
ON SHELF , STOCK ON HAND , WAREHOUSE
* PREPARING PLAN FOR NEAR EXPIRY
– PROMOTION (ON SHELF ,JANDOLA, FLYERS)
– REPLACEMENT BETWEEN OUTLETS
– INCENTIVE FOR NEAR EXPIRY
• FIFO
• MANAGE STOCK IN WAREHOUSE
• EVENTS: SALE near expiry TO specific clients WITH NO RETURN
POLICY OR (X- stock system ) (should SALE RIGHT ITEMS) & HELP
THE CUSTOMER TO SALE IT OUT.
• HOW TO MAKE CLIENTS ACCEPT THE EVENT OR PLAN ?

11. Some things in sales
• HOW to define sales : Satisfy human needs
• Merchandisers ensure that products appear in the right store, at
the appropriate time and in the correct quantities. This involves
working closely with the buying teams to accurately forecast trends,
plan stock levels and monitor performance.
• Scanning whole Jeddah and divided between 5 to 6 geographic
areas than give to merchandiser .
• Comment : some customer have special merchandiser or as his rule
• One paper content routing plan & daily report.
• Forecasting paper
with customer name ,sales , weekly timed.
• Monthly plane divided in 4 weeks Contains customer , no of outlet
, class , no of visit.

12. Some things happen in market
• HOW TO BE IN THE SOUL OF MARKET?
Always ask your self ,How to refine my talent ?
Sales & Marketing , market campaign , Business Development ,
Market planning , key account planning , Presentation skills,
negotiation skills , Time Management , Sales analysis , Market
Research , Problem Solving , Market Analysis , Ice Breakers ,
Database Design , Data Collection , Retail. Wholesales , Sales
Presentation , ATL, BTL AND TTL marketing , 4 P&C marketing
, Product Management, Strategic Planning ,Branding.
Strong account management and relationship building skills.
managing major national accounts .
Highly self-motivated.

13. Strengths
Analytical Thinking
 Adapted Easily to the Market Changes
 Tangible Results Oriented
 Accountability
 Previous knowledge of local retail dynamics and the retail . .
environment
 Financial knowledge and experience in , expansion analysis, .
sales forecasts
 Point of Sale and Retail Design planning experience
 Experience in leading teams to achieve strong results
 Ability to create new concepts and a brand vision
 communication skills with the ability to influence and inspire
 Commercial acumen, driven by targets with a desire to succeed

14. The visit and visitors
**Steps of Successful visit :
Prepare Smartly! ice break , proposal ,soft or hard
closing , Follow Up! (beginning from last discussion
point )
 visit report with product expiry date ,MSL ,out of
stock ,OTC ,competitors reports ,our
prescriptions or event and for other , what
happened in market , market recherché, Activity
plan with all type POS , Rent , promotion ,
medical support ,gifts , otc incentive, floor display
.
• Gladiators team (who is the first gladiator who
achieve best numbers in timely.... EX:50%/15
days, distribution task , best outlet).