Syed Ashiqullah - Distrubution Sales

1. 1
SADARGHAT DHK17 – PALTAN DHK19– NAWABPUR DHK21
DHAKA B
SYED MOHAMMAD ASHIQULLAH

2. 2
PERFORMANCE AT A GLANCE
– April to October
 Delivery (Includes Pre Paid, Post Paid & PCO)
 Activation (Includes Pre Paid, Post Paid & PCO)
 SF Sent (Customer Detail Files)
 Revenue Voucher (in Bangladeshi TK Currency)
• Overall Status September & October
• Contribution to Dhaka B Zone
– Paper Compliance

3. 3
PERFORMANCE AT A GLANCE - SADARGHAT
0
2,000
4,000
6,000
8,000
10,000
12,000
Delivery 1,300 5,400 1,000 890 175 7,225 2285
User Created 1810 3285 3148 2453 2873 2536 3375
RF Sent 1500 10114 10261 3188 2569 1918 3000
Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08 Oct-08

4. 4
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
Delivery 1,100 10,900 600 710 725 4,125 1210
User Created 1210 4017 3611 2613 3706 1695 1753
RF Sent 1560 11831 2063 2152 2161 1544 2000
Apr-08 M ay-08 Jun-08 Jul-08 Aug-08 Sep-08 Oct-08
PERFORMANCE AT A GLANCE - PALTAN

5. 5
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
Delivery 1,100 1,900 1,000 685 825 6,425 1580
User Created 1841 1891 1792 1735 2380 3580 3484
RF Sent 0 6600 6667 3980 2184 4179 3000
Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08 Oct-08
PERFORMANCE AT A GLANCE - NAWABPUR

6. 6
REVENUE VOUCHER LIFTING

7. 7
REVENUE VOUCHER LIFTING

8. 8
REVENUE VOUCHER LIFTING

9. 9
DELIVERY VS ACTIVATION
Franchise Delivery Activation
Activation
Vs
Delivery
(%)
Sadarghat 9,410 5,911 63%
Paltan 5,185 3,448 66%
Nawabpur 7,855 7,064 90%
SF PENDING STATUS
Franchise August September October Total Vetting
Sadarghat 132 1777 2502 4411 1400
Paltan 216 1418 1634 500
Nawabpur 157 1128 1811 3096 800
(September & October)

10. 10
CONTRIBUTION TO DHAKA B ZONE (September & October)
Franchise Delivery Zone Contribution
CONNECTION
Sadarghat 9,410 72,262 13%
Paltan 5,185 72,262 7%
Nawabpur 7,855 72,262 11%
Total 22,450 72,262 31%
Sadarghat 29,723,100 121,211,733 25%
REV.VOUCHUR
Paltan 12,247,500 121,211,733 10%
Nawabpur 3,570,500 121,211,733 3%
Total 45,541,100 121,211,733 38%
Sadarghat 17070 54,005 11%
ACTIVATION
Paltan 17309 54,005 6%
Nawabpur 13991 54,005 13%
Total 48370 168,420 30%

11. 11
OPERATION
– Warid Internal ERS & STS Coded Retailer Status
– Sales Representative Count
– Route Number
– Visit Frequency
– Product Placement Rate in STS Coded POS

12. 12
ERS & STS
Franchise STS 1st Phase STS 2nd Phase Total
Sadarghat 120 107 227
Paltan 53 64 117
Nawabpur 78 73 151
STS POS Status
Franchise Distributor SIM Reseller SIM New SIM Applied
Sadarghat 4 491 -
Paltan 5 217 50
Nawabpur 4 350 50
ERS SIM Status:

13. 13
Franchise Number of SR
Number of
Route
Route Frequency
Daily Alternative
Sadarghat 6 8 4 4
Paltan 4 5 3 2
Nawabpur 6 6 6 -
Franchise
Lifting
(Sept
&
Oct)
Issue
(Sept
&
Oct)
Coded
POS
Delivered
POS
Delivery
Rate
Issue
Retail
Code %
Issue Frn
Code %
Sadarghat 9,410 8,617 120 102 85% 36% 64%
Paltan 5,185 4,124 53 53 100% 71% 29%
Nawabpur 7,855 7,807 78 69 88% 23% 77%
ROUTE INFO STS SERVING STATUS

14. 14
BURNING ISSUE
 Franchisees stubbornness towards understanding & implementing efficient
distribution process is a major issue.
 Franchisees focus more on Selling than Distributing.
 Owner’s Financial involvement with the Distribution Process is not at all
satisfactory
 Owner’s/Manager’s involvement in the Job Description of the Franchise
Employees deployed by Sales Coordinator hampers day2day activity.
 Franchise Sales Representatives are keen towards their Sales Activity, but are
highly de-motivated mainly due to:
 Untimely Monetary Benefits.
 Since Product Lifting is not efficiently & effectively done their service level is also
hampered.
 Improper guidance towards their Sales Activity & unnecessary extra delegations
not related to their Sales Activity.

15. 15
DEVELOPMENT PLAN
• Training for Sales Representatives
• Enhance Retail Relationship
• Much more strict monitoring on Franchise Activity
• Have dedicated Manpower for DATA ENTRY
• Increase Visibility
• Commission Based Salary Structure for Sales Representatives
• Increase focus on Revenue Voucher
•Impose a Lifting Ratio of Ezee Load : Scratch Card
• Develop & Kick Start a Customer Incentive Program
• Developing Sales Agent focusing on Shamridhhi
• Bringing more POS under STS Umbrella
• Identify best performers under the STS Umbrella

16. 16
For Franchise convenience:
• Faster service from Warehouse
• Training on basic steps of call among the FSO
• Clear & Detailed ARMPAC Statement
• Incentives (Financial/Nonfinancial) for the Sales Representatives
For Sales Coordinator:
• Periodic Training regarding Sales.
• Proper Training on TABS
• Dedicated Field Marketing Operator for each Franchise
• Receive Daily Reports about Product Lifting (Sc Card/SIM/Bundle) from Logistics
(we are already getting one regarding E.Load)
• Quota of Gift Items (Collered T-Shirt), for Franchise SR to Motivate them
SUPPORT REQUIRED

17. 17
• THANK YOU
» SYED MOHAMMAD ASHIQULLAH