This document discusses the performance of a company over several years and strategies for improvement. It contains the following key points: 1) The company has seen average 7% growth over the last 4 years but is now stuck at a plateau. Various statistics are presented on retail base expansion and sales performance. 2) Lessons are drawn from Galileo Galilei's experience to suggest the company may be too rigid in its perceptions and practices. A change in orientation is recommended to change outcomes. 3) Having a bird's eye view of product contributions, routes, and partners is advised to better set and chase targets. The retailer is also emphasized as always being right and in need of understanding, nurturing, and priorit

3. Average 7% growth is what we have
earned in last 4 years
12.07
-4.51
12.00
10.38
2014 2015 2016 2017

4. Average 7% growth is where we are
stuck
14.65
23.49
10.5
13.13
12.07
-4.51
12
10.38
2010 2011 2012 2013 2014 2015 2016 2017

5. Are we doing all right? Let’s rethink
We are continuing with some & same mistakes
Galileo Galilei: Earth moves around the Sun
Society: Sun moves around the earth.
Sentenced to life imprisonment But later on it was proved he was right

7. How is this story relevant to us?
We are acting like the society of the story
 Our perception regarding the market is most appropriate
 Our way of doing things is most full-proof
(See even the ‘Full-proof’ itself carrying the Fool)

8. Let’s see few more statistics
• Increased Retail Base
– But Coverage?
– But Productive Call?
• 142 SKU in Portfolio
– But LPC is 2.86 Blessed by Winter Products
Year FMCG Stores
2013 14.5 lac
2017 17.13 lac
Year Revenue No of SO Revenue/SO
2013 5,850,069,551 550 10,636,490
2017 7,739,734,373 810 9,555,228
Year Outlet Coverage No of SO Outlet/SO
2013 200,000 550 73
2017 278,000 810 69

9. – We Do Not Challenge,
if one does we say-
– We Are Not Ready to Accept Reality
– We Stay Rigid to a new practice

10. Change in ORIENTATION
Can change the time

11. A Retailer is A Consumer and consumer is always
right
• Give him Best Product for his outlet –
– choose the right outlet
• Offer him Best Benefit for his business
– Know the benefits
• Show him Business from New Product
– Can be your weapon to open a call or even close a call
• Solve his problem with No Delay
A Happy Consumer is A Life Long Asset
A Happy Consumer is A Positive Word of Mouth

12. Have a Bird Eye View

13. Have a Bird Eye View
• Products Contribution on Target
• Routes Contribution & Characteristics
• Contributing Channel & Partners
When You Know All
These; Set The Target
and Chase It

14. Division
Total winter
2017 party
Common party in 2015-
2016-2017
New Party added in
2017 over 2016
Chittagong 2228 547 25% 1370 61%
Dhaka 3073 698 23% 1770 58%
Khulna 4683 759 16% 2830 60%
Mymensing 4575 873 19% 2832 62%
Rajshahi 5275 1377 26% 2831 54%
Sylhet 1884 375 20% 1209 64%
Grand Total 21718 4629 21% 12842 59%
• On an average 25,000 outlets participate in winter program
every year
– 2016 – 50% new parties
– 2017 – 60% new parties
– Only 4600 parties are doing winter business for last 3 years.

15. Carry The Legacy of Company Norms
• Square is synonymous to Trust
– Highest Tax Payer
– Uncompromising attitude towards quality
• Honesty & Transparency in Reporting is very
much required
– Stock, In-market data
– Achieving target is very important but being
transparent is even more important

16. Avoid Deviation of Direction
• Listen/Read Carefully
• Raise Question/De-Brief
• Do Not Assume Rather Be Assure

17. To Summarize
• Retailer is always right
– Understand and prioritize your retailer
– Nurture the loyal parties
• Have a bird’s eye view
– Make Sales Plan for your own route / market
• Carry the legacy of company norms
– Being transparent is very important
• Avoid deviation of Direction

18. What we think we do

19. What our boss think we do

20. What we actually do

21. There are also many good things to cherish

22. We are getting stronger in H&H
Toi ,
83.91
Soap ,
6.53 H & H,
9.56
2013
Toi ,
72.09
Soap ,
7.49
H & H,
20.42
2017

23. Revive crossed Kool, Magic & Chamak
to be in our top 5 brands
Rank in 2016 Brand Rank in 2017
1 Meril 1
2 Chaka 2
3 Senora 3
4 JUI 4
8 Revive 5↑
5 Chamak 6↓
6 Magic 7↓
7 Kool 8↓
9 Supermom 9
10 Zerocal 10

24. Market share increased in 73%
category
• Decreased market share
– JUI PURE COCO
– XPEL
– WHITE PLUS
• Increased market share
– JUI HAIR CARE
– CHAKA ADVANCED
– CHAKA SUPER WHITE
– MAGIC TOOTH POWDER
– MERIL MILK SOAP BAR
– SEPNIL
– REVIVE
– MERIL BABY GEL
– MERIL Petroleum Jelly
– Meril Lip Balm
– MERIL BABY LOTION

25. We did it together

26. Meril Lip Care- promises smile to
everyone including Cleft Lip

27. `All men are not equal’ Kool
recognizes the spirit of Kool guys

28. Meril Petroleum Jelly strengthened its
position by increasing its share by 1%

29. Chaka Super White reinforces core
proposition `laundry quality cleaning’

30. Meril Baby Lotion usage increase
initiative

31. JUI Hill
track
activation
Chaka Super white
Household
sampling
Chaka Super
white Market
storming
Supermom
Eid Ul Fitr
Supermom
Eid ul azha
Modern trade
activation
Magic
Ijtema
sampling
Supermom market
storming_Sylhet
Spring fuel pump
branding
Zerocal Hospital
branding
Zerocal
corporate
activation
DITF 2017
Zerocal
Ramadan
sampling
Senora
School
program
Senora
market
sampling
Meril
Rosewater
glycerin
Supermom
Baby
Olympiad
Spring-
Flower
Fest
Folk Fest
Kool BSPA
Kool BSJA
Reached
635,000appx
consumers
Direct consumer engagements

34. 2018 is a new year
Let’s watch the magical campaign of
Magic toothpowder