New Business Development Plan

1. Business Review & Plan

2. Town Profile
Channel LY Business Channel LY Business Total Business
Retail Biscuit 9259 Retail Cake 8666 17925
WS Biscuit 2559 WS Cake 101 2660
Total 11818 8767 20585

3. Town Map & Population
Estimated Population
=119,384/-
Urban: 27%
Rural: 73%

4. UNIQUE & CALL PRODUCTIVITY
BRAND WISE
S.No Brand Name
Unique
Productivity
%Age 22-23
Call
Productivity
%Age 22-23
Next Year Plan
2023-24 Uniq
Productivity
Next Year Plan 2023-
24 Call Productivity
1 SOOPER 99.80% 45.80% 100% 50%
2 CAKE 82.29% 14.43% 90% 20%
3 FARM HOUSE COOKIES 0.60% 0.01% 1% 0.02%
4 SMILE 77.06% 14.09% 85% 20%
5 GLUCO 88.73% 10.34% 90% 15%
6 MARIE 39.64% 2.66% 50% 8%
7 CLICK 90.14% 10.77% 95% 15%
10 RIO 97.99% 27.61% 100% 35%
11 SANDWICH 98.19% 23.93% 100% 30%
12 PEANUT 93.36% 13.53% 100% 20%
13 PARTY 96.58% 19.01% 100% 25%
14 SALTISH 0.40% 0.01% 1% 0.01%
15 BUTTER PUFF 38.03% 1.42% 45% 3%
16 CHOCOLICIOUS 52.31% 2.67% 60% 5%
17 WHOLE WHEAT SLICES 8.25% 0.23% 10% 0.40%
18 CHOCO LAVA 7.44% 0.25% 20% 1%
19 TED 69.62% 13.72% 80% 18%
20 SOOPER SOFT BAKES PLAIN CAKE 95.77% 24.74% 100% 30%
TOTAL 100.00% 79.17% 100% 85%

5. INFRA STRUCTURE
Town Name: Khushab CY 22-23 Plan 23-23
No of Shops 459 -
New Outlet Addition - 20
Current Coverage Twice - -
Biscuit OB 4 4
Cake OB 1 1
No. of Van 3 3

6. MARKET SHARE IN TOWN NAME
1498
850
730
690
1000
1050
Biscuit Share
EBM Lu Bisconi Mayfair Cookania Gibbs
222
600
200
Cake Share
EBM Gibbs Hilal
EBM Lu Bisconi Mayfair Cookania Gibbs
Biscuit 1498 850 730 690 1000 1050
Share 26% 15% 13% 12% 17% 18%
EBM Gibbs Hilal
Cake 222 600 200
Share 22% 59% 20%

7. Volume Projection
Channel Wise
Channel
LY Sec Sales Volume Projection 2023-24
Biscuit Cake Total Biscuit Cake Total Growth Biscuit Growth Cake
Retail 9259 2559 11818 8250 2000 10250 -11% -22%
WS 8666 101 8767 4864 213 5306 -44% 111%
Total 17925 2660 20585 13114 2213 15327 -27% -17%

8. Salary Structure LY VS CY
Town Name TE Base Year
Avg
Volume
Basic
Salary
Fuel Value
Full Month
Incentive
Value
95% 100% Total 95% Total 100% Increment
Increment
in Fixed
Ratio
Khushab Tier-3 TE Base
23-24 1542 15000 6000 9000 3000 8000 33000 38000
10% 55%
22-23 1720 13000 5400 8000 2500 8000 28900 34400
Increment 2000 600 1000 500 0 4100 3600

9. SKU MIX Plan
Family Pack 1% 1% 1% 1%
Half Roll 46% 39% 48% 48%
Munch Pack 0% 0% 13% 19%
Snack Pack 31% 42% 0% 12%
Ticky Pack 18% 18% 23% 9%
0%
10%
20%
30%
40%
50%
60%
Share %
2020-21
Share %
2021-22
Share %
2022-23
Share %
2023-24
Family Pack
Half Roll
Munch Pack
Snack Pack
Ticky Pack
2 per. Mov. Avg. (Half Roll)

10. BRAND MIX Plan
BRAND
2020-21 2021-22 2022-23 2023-24
Share % Share % P.Share % P.Share %
SOOPER 43% 39% 43% 40%
GLUCO 2% 4% 3% 3%
CLICK 2% 3% 3% 3%
SANDWICH 10% 12% 10% 13%
RIO 26% 20% 15% 15%
PEANUT 3% 3% 4% 4%
PARTY 7% 6% 7% 7%
MARIE 1% 1% 1% 1%
FARM HOUSE COOKIES 0% 0% 0% 0%
SALTISH 0% 0% 0% 0%
BUTTER PUFF 0% 0% 0% 0%
CHOCOLICIOUS 2% 2% 1% 1%
WHOLE WHEAT SLICES 0% 0% 0% 0%
CHOCO LAVA 0% 0% 0% 0%
CAKE 4% 10% 13% 13%
Total 100% 100% 100% 100%

11. WAREHOUSE
IMPROVEMENT PLAN
 Re furnishing the warehouse
 Change the broken pallets
 Maximize and optimize all available space

12. INVESTMENT VS BUDGET OR
CY SALE
CY Volume Value Avg Volume Avg Value Inv Req @ 60%
Budget 15327 81661458 1277 6805121 4083073

13. FFOG opportunities
Cetogery 2021-22 2022-23 2023-24
Biscuit
Outlets 30 30
Volume 803 883
Cake
Outlets 30 30
Volume 214 250

14. LY ROIs In Value & %
Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22 Jan-23 Feb-23 Mar-23 Apr-23 May-23 Jun-23 Average
ROIs In Value 123187 141808 136701 213479 108911 12414 130971 105919 55443 29969 7362 -916 88771
ROIs In %Age 2.02% 2.25% 2.12% 3.04% 1.55% 0.17% 1.75% 1.50% 0.82% 0.52% 0.22% -0.03% 1.33%

15. Area Of Improvement
 Improve & sustain the Retail /WS share.
 Improve the SKUs Mix.
 Improve the focus brand “Chocolicious, ChocoLava, Whole-wheat & FHC.
 Improve the brand wise unique & call productivity.
 Improve the overall monthly call productivity average 85% .
 Improve the brand wise share specially “Click, Gluco, Marie, Peanut, Party & Sandwich.
 Improve the Infield Time in market of DSR.
 Improve the SKU per call
 Improve the Cake Exclusive business share 15 to 16%

16. Cake Busines Plan
Dear Hammad add the cake plan

17. THANKS