Psronboardingmodule

1. PSR – Onboarding Pack
PepsiCo Pakistan

2. 2
At Plant
 Introduction to Sales and
Distribution Process
 8 Building Blocks
 8 Steps of Call
 Merchandising Standards
 Sales Cycle Flow
At Distribution
 Understanding of PJP
 Attend morning meeting
along with team
 Full day route riding with the
best PSR as per the PJP
 Update TU scoreboard and
review KPIs (call completion
rate , strike rate, SKU per
call, coverage numbers , etc
with the supervisor)
 Attend closing meeting along
with team
At Distribution
 Attend morning meeting of
salesmen
 Verify delivery load and
invoices along with salesman
 Full day route riding with the
respective salesman of the
route where he had done
booking the earlier day.
 Attend closing meeting along
with team
Understanding
Sales Process
On the Job Coaching
(with PSR)
On the Job Coaching
(with Delivery men)
Day 1 Day 2 Day 3
PSR – On Boarding Session

3. Day 1
3

4. Sales On-Boarding
Welcome to your first day in the
Pepsi-Cola Company

5. Operating Philosophy
Operating Philosophy
• Open, candid and honest dialogue
• A team based, collaborative feeling
• Excellence in execution
• An external orientation; to the marketplace
• Continuity of assignment
• Owning the work-head, heart and hands

6. Responsibilities
JD for Pre-sellers (PSR)
• Pre-Sale:
• Review and understand sales development objectives
• Review routing schedule, including any off-schedule visit
• Review previous delivery performances for scheduled customers
(volumes sold, % returns, order fill rates)
• Review DC stock availability of top SKUs, innovation guidelines for new
products and on-going promotions campaigns
• Review POS stock levels and OoS in order to define a suggested order
• Selling:
• Present suggested order to the Customer, discuss objectives and
adjust order accordingly
• Obtain best selling position in the account
• Capture competitor presence and store execution when requested
• Get customer approval, print and ask for customer's signature
• Refill cooler with floor stock if OoS of primary SKUs are present
• Ensure pricing guidelines are fully executed
• Ensure orders are properly transferred
• Merchandising:
• Check and guarantee coolers integrity (remove alien products,
rearrange as per planogram)
Plans customer visits, takes pre-orders, partially merchandises and monitors customers’ performancesRole
Qualifications
KPIs
• Sales vs. plan
• Productivity targets achieved (Strike rate, Call Completion rate,
Drop size, % of inactive customers)
• Target Distribution objectives
• Net Wholesale Price (vs. TU Target or last year)
• % Portfolio sold in each POS
• % Sales specific SKUs
• Sales development objectives achieved versus plan
• TDM evaluation during Work*Withs
• Age 23-33
• University Graduate
• Basic Urdu and English proficiency
• Sales experience with a FMCG Company is a plus
• Computer literacy is a plus (MS office)
• Driving license (as per regulations in location)

7. 8 Building Blocks

8. EIGHT BUILDING BLOCKS
Based on decades of experience and research, PepsiCo has
identified eight fundamental business drivers that influence
sales results on every sales route. They are referred as the
“Sales Building Blocks”.
Range Appearance Promotion
Service Freshness
Space Location
Distribution

10. Call Completion rate* =
Performance Objectives – Route Productivity
10
1
Strike Rate* =2
Accounts Visited per schedule
No. of Accounts Scheduled
Accounts that purchased
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 = 100%
Strike Rate = 75%
Average Drop size =3
Total Volume of route
Total Accounts that bought
IMPACT

20. EIGHT BUILDING BLOCKS
DISTRIBUTION
HORIZONTAL VERTICAL
APPEARANCE
LAYOUT MERCHANDIZING
LOCATION
PRIMARY SECONDARYCATEGORY BRANDCOMPANY
SPACE
RANGE
BRANDS SIZESFLAVORS
PROMOTION
DISPLAY ADVERTISINGPRICE
FRESHNESS
STOCK HANDLINGROTATION
SERVICE
DELIVERY SUPPORT

21. LEAD UNIVERSITY
8 Steps of the Call

22. Pre-Call
At Pepsi Our Standard Call Has 8 Steps
1
2
3
4
5
6
7
8
Preparation
Greet the
customer
Store Check
Merchandise
Determine the
order
Presentation
Curbside debrief
Administration
Services
Presenting
Post Call

24.  Set objective with supervisor
Step 1: Preparation
Monthly Preparation
 Review the scoreboard
 Check progress against Executional
Planner
 Identify the outlets you will be focusing on
 Get selling aids (POP, etc.)
Daily Preparation
 Review objectives just before entering
outlet
• Ensure you have the selling aids (POP, etc.)
Pre-call planning

25. Step 2: Greet the Customer
 Identify the decision maker
 Introduce yourself
 Preempt urgent issues
Greet the Customer

26.  Displays
 Product placement
 POP placement
 Equipment placement
 Pricing issues
 Product rotation
Walk the outlet to look for opportunities
Discuss opportunities with decision maker
Step 3: Store Check

27.  Ensure all stock is rotated
• Remove out of code product
 Merchandise all displays according to current standards
 Replenish coolers, racks, and shelf area
 Clean shelves and equipment as needed
Ensure all Pepsi products are properly merchandised
Step 4: Merchandise

28.  Determine current stock
 Determine actual sales since last visit
 Develop your suggested order
 Agree on the suggested order with customer
 Record your order in the route book
Your route book is the key tool to performing this task well
Follow this process to develop an order for the customer.
This will ensure that he does not run out of products to sell
to the consumers.
Step 5: Determine the Order

29. This is where the SELLING starts.
Step 6: Presentation
P Present the opportunity
E Explain the (solution sheet)
P Provide the details
S Secure the sale (customer says yes)
I Implement next steps
Follow this process to selling a new idea to the customer.
Utilize a Solution Sheet to support the sale.

30. Step 7: Curbside Debrief
 What worked well
 What did not work well
 What would you do differently
1. Curbside Debrief Checklist
 Route book
 Executional Planner
2. Take notes
3. Record the final order in route book
Take a few moments to assess your performance.

31. Step 8: Administration
 Note all commitments that you have made
to customers
 Follow up with supervisor on route needs
Call Administration
 Update scoreboard
 Update Executional Planner and Route books
 Notify supervisor of changes necessary in
customer data in route book (Customer Master
File)
 Other administrative tasks required by supervisor
Daily Territory Administration
Documenting all the pertinent information
regarding your calls for the day
 Perform Check in and Check out duties
 Reconcile all sales, cash, and credits for the day
Settlement

32. LEAD UNIVERSITY
Merchandising Standards

33. Merchandising is the activities performed by you in an
outlet that promotes the sale of our products to
consumers.
We make our products:
• Convenient
• Available
• Accessible
• Quality
What This Means at the Pepsi-Cola Company
33
What this means at the Pepsi-Cola Company

34. Merchandising Standards Help Us Address These
Opportunities
34
The competition is not just soft drinks
• (Soft drinks, Juices, Water, other liquids)
75% of all brand purchase decisions are made in-store
• We would like to be in first position to take advantage of impulse sales
90% of all shoppers spend less than 2 minutes in an outlet
• Products need to be within “arm’s reach”
• Products need to be easily seen
• Products need to be in prime traffic areas
+ 60% of consumers do not shop the entire store
• We need to be in multiple prime positions
• Gondola
• Displays
• Cold product
• Equipment
• Signage
Consumers who experience poor tasting product will not
purchase the product again
We want to be in
all accounts
Our products need to
be available
Our products need to
be accessible
Our products need to
taste great

35. Accessible
35
• Place at eye-level
• Place POP in locations that have a longer life
• Avoid POP clutter.
• Ask customer’s permission to remove old signs and clean surrounding area
• Place POP material/sign yourself
• Clean and update POP material periodically
• Place POP to ensure each outlet has a sign/POP
Checklist on how to place POP material:

36. Older product to the front...new products behind the old.
New
product in
back
Old
product
in front
Quality
• This technique applies in all areas of the outlet:
• move all old product to the front
• place new product behind the old product
• Therefore, consumers purchase the old product
first.
36

37. During Step 4,
we ensure our
product is
properly rotated
And we ensure our products and display areas are clean
When Do We Merchandise?
37
Step 4 of 8 Steps of the Call
Ensure all Pepsi products are properly merchandised.
• Ensure all stock is rotated
• Remove out of code product
• Merchandise all displays according to current
standards
• Replenish coolers, racks, and shelf area
• Clean shelves and equipment as needed

38. The Basics: Brand and Pack Order
Brands Order (Horizontally Placed)
Packs Order (Vertically Placed)
300/300ml Can and 200ml TetraPak
250ml RGB
345ml PET
500ml PET
MSPET
D P 7 M
Top 10 National SKUs (YTD)
No. Pack Brand
1 1.5L PET Mountain Dew
2 1.75L PET Pepsi
3 1.5L PET 7-Up
4 1.5L PET Mirinda
5 2.25L PET Mountain Dew
6 1L PET 7-Up
7 1L PET Mountain Dew
8 1L PET Pepsi
9 SSRB Mountain Dew
10 SSRB Sting

39. Cooler Planogram Guidelines
Traditional
Trade
Modern Trade Modern Trade

40. LEAD UNIVERSITY
Sales Process
40

41. KPO Provides Booking Sheet to PSR/OB
PSR/OB Visits his Planed Shops and Collect Orders on
Booking Template & HHD
PSR/OB Collects Orders and note on Booking Template
or add in HHD
PSR/OB Sync the HHDs
PSR/OB Collects Booking Sheets and Upload Order &
Process it in System (DMS)
KPO Create Load-
Out and Get
Prints Pick List,
Delivery Note &
Collection Form
and Give them to
PSR/OB
PSR/OB Handed Over
Pick List to Warehouse
In charge
KPO Provides Invoices (Prints)
to DA and DA Goes to
Warehouse
Warehouse In Charge
Collect the Documents and
Load the Van
DA gives the goods and
collects the Cash from
Shopkeeper against Bills
After Day End DA goes to
Warehouse In charge and
Return the goods (In Case
of Shop Closed)
DA Comes to KPO
and KPO Confirms
the Invoices in
System and Take
the Load In
KPO Enter Cash
Collection with the Help
of Collection Form
generate the Route
Settlement Form
DA Collect Route
Settlement & Collection
form and Submit Cash to
Cash Office
Warehouse In
Charge Confirm
the Stock and
Returns Pick List
to PSR/OB
DA Goes
to Market
for
Delivery
of goods
Secondary Sale Cycle / Process

42. Day 2
42

43. On the Job Coaching (with PSR)
Understanding of PJP
Attend morning meeting along with team
Full day route riding with the best PSR as per the PJP
Update TU scoreboard and review KPIs (call completion rate ,
strike rate, SKU per call, coverage numbers , etc with the
supervisor)
Attend closing meeting along with team

44. Day 3
44

45. On the Job Coaching (with Delivery men)
Attend morning meeting of salesmen
Verify delivery load and invoices along with salesman
Full day route riding with the respective salesman of the route
where he had done booking the earlier day.
Attend closing meeting along with team