Sales Presentation Yearly

2. Annual Sales
Conference
2018

3. 2017 Target
855.76 Crore
Sales 2017
IMS: 821.62 Crore
Lifting: 773.97 Crore
Sales 2016
IMS: 756.83 Crore
Lifting: 701.21 Crore
IMS-96% Lifting- 90%
IMS-8.56% Lifting- 10.38%
IMS- 35 Lifting- 26
Achievement
Growth
Unit

4. Portfolio Review
2017 95% 98% 97%
106%
113%
88%
98% 97% 101% 102%
Toi Soap Senora Diaper Baby
Achivement %
IMS Lifting
Toi Soap Senora Diaper Baby
IMS 5% 16% 16% 41% 27%
Lifting 6% 19% 19% 39% 26%
Growth %Achivement Growth
IMS 96% 9%
Lifting 90% 10%

5. Remarkable
Chaka
2016 Sales
123Cr
Supermom
2016 Sales
25cr
Senora
2016 Sales
110cr
Mini
2016 Sales
7.35 Crore
Pcs
Soap
2016 Sales
54Cr
Baby
Highest
Ever Sales
15Cr
Chaka
Highest
Ever Sales
130Cr
Supermom
Highest Ever
Sales
35cr
Senora
Highest
Ever Sales
130cr
Mini
Highest
Ever Sales
15.60 Crore
pcs
Soap
Highest
Ever Sales
65Cr
Baby
Highest
Ever Sales
16Cr
Improvements
2017
2017
2016

6. Performing Brands in 2017
109%
96%
Sepnil Hand
wash
93%
16%
Shakti
112%
41%
Meril
LipBalm
99%
38%
Supermom
107%
33%
Select+
101%
23%
Chaka
Advanced
WP
93%
27%
Revive
Achievement%
Growth %
98%
18%
Senora
98%
26%
Meril Baby
Soap

7. Sales Activities
2017
Remarkable

8. 6,779
Push carts
Covered
Push Cart
Petjelly 15ml Jar Placing

9. 6,779
Pushcarts
Covered
Push Cart
Petjelly 15ml Jar Placing

10. Xpel Scratch
Card
Program
To create
Relationship Buzz
Participant – 15,000
outlets
Business- 1.94 Crore TK
Yearly Contribution- 26%

11. Placement Tracker
Initiate to place right Product in Right Channel
Cosmetic
• 2016: 30,000
• 2017: 33,000
• ECO Growth: 10%
Drug
• 2016: 40,000
• 2017: 46,000
• ECO Growth: 15%
Grocery
• 2016: 144,000
• 2017: 156,000
• ECO Growth: 8%
Tong
• 2016: 31,000
• 2017: 34,000
• ECO Growth: 10%

12. Merchandising Display
Catalyst to reach our target consumer
Jui
1,034
Outlets Covered
Chaka
999
Outlets Covered
Spring & Xpel
1,076
Outlets Covered
Kool
1056
Outlet Covered
Soap
480
Outlet Covered
Total
4,645 Outlets
In
5 Towns
Sales: 2.75 Crore

17. Sales Team Can Change
the Game
Only

18. STL-Sales
Passion
• Honesty
• Discipline
• Patience
• Dedication

19. STL-Sales
Believe
• Hardworking
• Leadership
• Development
• Policy & Process

20. 2018
Road Map

21. Whoa! That’s a big number, aren’t you proud?
“Talent wins games but Teamwork win Championships”

22. All About Moving
Strategically
Strategy
2018

23. 22%
3
Less than 10%
60%
75%
Growth
LPC
Productivity
Return
Unit
2018 Common Objectives

24. Channel Based
Gap Units
Plaecement
Sales
Development on
Route Basis
Perfect Business
According to
Outlet’s Capacity
Business from
Contributory
Units
Strategic Drivers for 2018

25. Identify Outlet Capacity to Ensure Perfect Business
➜ Checking Stock at outlet
➜ Checking Product Shelf Life.
➜ Compare with major competitor's stock at outlet.
➜ Ensure depth of Fast Moving Units and products with current
promotional activities..
➜ Check previous program data as reference to identify correct
program (slab) booking and perfect product placement.
➜ Always focus on product’s USP (Unique Sales Point for a
product) while giving a sales call.
Parameters

26. Business from Channel Placement Gap
Drugs
Outlet Covered-
144,000
Business- 53%
2018
- Explore Uncovered.
- Hit Unit Placement
Gap of Unit List.
- Take position beside
Competitors.
- Increase Business
Contribution.
Grocery&General
Cosmetics
Outlet Covered-
30,000
Business- 19%
2018
- Uncovered outlet
Adding.
- Hit Placement Gap of
Unit List .
- Increase Business
Contribution.
Outlet Covered-
40,000
Business- 12%
2018
- Uncovered outlet
Adding.
- Hit Placement Gap of
Spring, Xpel and Baby.

27. Business From Unit Gap
(Grocery)
Available Product
1. Xpel
2. Meril Pet jelly 100gm
3. Meril Rose water Glycerin
4. Meril Lipjel & lipbalm
5. Jui Plastic- 200 & 350ml
6. Revive 200 & 100ml
7. M. Baby Lotion
8. Meril Rose water Glycerin
9. Meril Milk Soap
10. Chamak
11. Magic Tooth powder
12. Chaka Ad. Washing Powder
Our Opportunities
1. Spring
2. Jui Hair Care
3. White Pluse Tooth paste
4. Total Clean Toothpaste
5. Mini Toothpaste
6. Sepnil handwash
7. Maxclean Liquid & Bar
8. Super White W. powder
9. Shakti Toilet Cleaner
``
 Guess, how much our prospect in value for such outlets?

28. Available Product
1. Senora
2. Meril baby Lotion
3. Revive Lotion
4. Baby Olive Oil
5. Meril Rose Water Glycerin
6. Kool After Shave Lotion
7. Kool Foam
Our Opportunities
1. Spring
2. Revive Shampoo
3. Kool body Spray
4. Revive Facewash
5. Supermom
Business From Unit Gap (Cosmetics)
 Guess, how much our prospect in value for such outlets?

29. Measure
How much
value you can
earn from gap
??
Calculate
Total Outlets
with
Gap Units
Observe
How many
Unit Gap ??
Multiply
Extra value
with Total Gap
Outlets
5 Units > Tk. 1,000 > 420 Outlets > Total Tk. 4.20 Lac
How Your Gap from Monthly Target
can be Covered ???

30. Route Wise Business Development
Probable
Program
Party
Productive
Memo
Unit Target
Value
Target
Previous
Highest
Sales Base
10 52 35 1 Lac
Plan 10 58 50 1.2 Lac
Weekly
Evaluation 8 55 50 1.22 lac
Additional
Business
Plan
Through
Route
Analysis

31. Business from Contributory Toiletries
Priority - 1
• Chaka
• Jui
• Chamak
• Magic
Priority - 2
• Kool
• Revive
• Zerocal
• Spring
• Select Plus
Priority - 3
• Shakti
• Sepnil
• Maxclean
Total Toiletries
• Target Total = 714
Crore
• 2017 Avg Sales
• 21.77 Crore
• 2018 Avg
Additional Sales
• 4.9 Crore
• 2017 Avg Sales
• 10 Crore
• 2018 Avg
Additional Sales
• 1.97 Crore
• 2017 Avg Sales
• 1.34 Crore
• 2018 Avg
Additional Sales
• 44 lac
Total Sales From
These Priorities:
485 Crore
68% of Total
Toiletries Target
232 Crore From Rest of
The Toiletries
Growth
21%

32. Senora
• Confidence 10pad
• Belt & Panty
Diaper
• Big Pack Size
Soap
• 100gm
• 150gm
Baby
• Baby Powder
• Baby Soap
• Baby Toothpaste
• 2017 Avg Sales
• 10.16 cr
• 2018 Avg Additional
Sales
• 2.13 cr
• 2017 Avg Sales
• 2.67cr
• 2018 Avg Additional
Sales
• 1.06 cr
• 2017 Avg Sales
• 4.91cr
• 2018 Avg Additional
Sales
• 1 cr
• 2017 Avg Sales
• 1.46cr
• 2018 Avg Additional
Sales
• 31lac
Business from Senora, Diaper, Soap & Baby
Growth
21%
Growth
40%
Growth
21%
Growth
21%
Total Business From Soap, Senora, Diaper and Baby is 283 Crore Taka

33. Total Sales
Target 1,000 Crore
• Contributory Products:
485 Crore
• Rest of The Toi: 232
Crore
• Senora, Soap, Diaper,
Baby: 283 Crore
• Total: 1,000 Crore
• Average Monthly
Sales of 2017: 68.55
Crore Taka
• Additional Monthly
Sales Required: 14.78
Crore
• Total Monthly Sales
Required: 83.33 Crore
So!! This big number, Is it Possible?

34. Biggg Incentive !!!
BiGGG Motivation !!!!
Lets Grab It, Hurry !!!!

35. Channel
Based
SKU
2,400Tk
Only INCENTIVE Can Change Your Life
Divisional
Top
SKU
4,600 Tk
Monthly
All TOI
Unit
Incentive
3,000 Tk
Winter
1,000 Tk Soap
500 Tk
Senora &
Diaper
2,000 Tk

36. Only INCENTIVE Can Change Your Life
Quarterly
Monthly
13,500 Tk X 3
Months =
40,500 Tk
Square Super Hero of
the Quarter
10,000 Tk

37. Only INCENTIVE Can Change Your Life
Yearly
Monthly
13,500 Tk X
12 Months =
162,000 Tk
Square Super Hero of
the Quarter
10,000 Tk X 4
Quarters =
40,000 Tk
Square Super Hero of
the Year
75,000 Tk

38. Incentive
Top 10 Incentive Taker 2017
Sl No Incentive Achiever Name Designation Area/Market Incentive Amount
1 Mr. Saiful Islam A.S.M Gazipur S&D -Area 241,200
2 Mr. Md. Rafiquddin T.S.O Tangail-Belt 210,500
3 Mr. Md Jinarul Islam S.O Narshingdi Bazar (Nar-2) 181,700
4 Mr. Ariful Islam S.O Chowrasta (Gazi-1) 181,500
5 Mr. Md. Rafiqul Islam S.O Capsul Market (Tang-2) 176,500
6 Mr. Iqbal Hossain T.S.O Gazipur -Belt 171,400
7 Mr. Md. Aual S.O Noria 94,367
8 Mr. Md Tofayel Ahmed S.O Sadar Road (Nar-1) 92,900
9 Mr. Md. Abdul Hannan S.O Pass Ani Bazar (Tang-1) 88,100
10 Mr. Md. Abdur Rahman S.O Komolpur(Bhairab-03) 86,241

39. Mr. Ariful Islam
Chowrasta (Gazi-1)
S&D Division
Super Hero Of the Year
(Sales Officer)
Md Jinarul Islam
Narshingdi Bazar (Nar-2)
S&D Division
Md Rafiqul Islam
Capsul Market (Tang-2)
S&D Division
75,000 Tk

40. Super Hero Of the Year
(Territory Officer)
Md. Rafiquddin
Tangail - Belt
S&D Division
Md. Iqbal Hossain
Gazipur- Belt
S&D Division
80,000 Tk

41. Super Hero Of the Year
(Area Manager)
Mr. Saiful Islam
Gazipur- Area
S&D Division
90,000 Tk