Jeddah 6-2014

Target break down by Sector -1

Sales

traditional trade modern trade

Modern Trade break down by Customer

banda

bindawood &dan

oupray

afar

m sta

r

maunwel

0

400

800

1200

1600

sales

sales

traditional trade break down by channels

30.0%

18.0%51.0%

13.0%

traditional trade

whole sales.spharmacy retail & van sales

Whole sale

• Survey all whole sales market then classification the customer in A class &B class

Pharmacy channel • Sprite pharmacy channel to :• Chain phs (A class , B class , c class) Based in

no of outlet OR Consumption rate.• Street phs (a class, B class)

Pharmacy channel break down by Customer

Nahdi

United

atta

wasfa

fajer

al wazer

0 1 2 3 4 5 6 7 8

Sales

Sales

Retail & van***Separate to :• Minimarket• Grocery• Food outlet (old market like BAB makkah )

Self service• Separate to :• self service all outlet with 7 cashiers or less ,

Then we classify to A and B class.

quarter 1

quarter 2

quarter 3

quarter 4

0

1

2

3

4

5

6

20142015

quarter 1

quarter 2

quarter 3

quarter 4

0

10

20

30

40

50

60

70

80

90

201520142013

product sales analysis

EXAMPLE : June & July plan

• Collect the targets for June & July and planning to achieving between 40% in first 19 days and between 65% to 75% in June and the balance during July( RAMADAN )

Product life cycle ((expired))• ROLE : SALE RIGHT ITEMS IN RIGHT PLACE • FOLLOW UP PRODUCT : ON SHELF , STOCK ON HAND , WAREHOUSE * PREPARING PLAN FOR NEAR EXPIRY

– PROMOTION (ON SHELF ,JANDOLA, FLYERS)– REPLACEMENT BETWEEN OUTLETS – INCENTIVE FOR NEAR EXPIRY

• FIFO• MANAGE STOCK IN WAREHOUSE • EVENTS: SALE near expiry TO specific clients WITH NO RETURN POLICY OR (X-

stock system ) (should SALE RIGHT ITEMS) & HELP THE CUSTOMER TO SALE IT OUT.

• HOW TO MAKE CLIENTS ACCEPT THE EVENT OR PLAN ?

Some things in sales

• HOW to define sales : Satisfy human needs• Merchandisers ensure that products appear in the right store, at

the appropriate time and in the correct quantities. This involves working closely with the buying teams to accurately forecast trends, plan stock levels and monitor performance.

• Scanning whole Jeddah and divided between 5 to 6 geographic areas than give to merchandiser .

• Comment : some customer have special merchandiser or as his rule• One paper content routing plan & daily report.• Forecasting paper with customer name ,sales , weekly timed.• Monthly plane divided in 4 weeks Contains customer , no of

outlet , class , no of visit.

Some things happen in market • HOW TO BE IN THE SOUL OF MARKET?Always ask your self ,How to refine my talent ?Sales & Marketing , market campaign , Business Development , Market planning , key account planning , Presentation skills, negotiation skills , Time Management , Sales analysis , Market Research , Problem Solving , Market Analysis , Ice Breakers , Database Design , Data Collection , Retail. Wholesales , Sales Presentation , ATL, BTL AND TTL marketing , 4 P&C marketing , Product Management, Strategic Planning ,Branding. Strong account management and relationship building skills.managing major national accounts .Highly self-motivated.

Strengths

Analytical Thinking Adapted Easily to the Market Changes Tangible Results Oriented Accountability Previous knowledge of local retail dynamics and the retail . .

environment Financial knowledge and experience in , expansion analysis, .

sales forecasts Point of Sale and Retail Design planning experience Experience in leading teams to achieve strong results Ability to create new concepts and a brand vision communication skills with the ability to influence and inspire Commercial acumen, driven by targets with a desire to succeed

The visit and visitors **Steps of Successful visit :Prepare Smartly! ice break , proposal ,soft or hard closing , Follow Up! (beginning from last discussion point ) visit report with product expiry date ,MSL ,out of

stock ,OTC ,competitors reports ,our prescriptions or event and for other , what happened in market , market recherché, Activity plan with all type POS , Rent , promotion , medical support ,gifts , otc incentive, floor display .

• Gladiators team (who is the first gladiator who achieve best numbers in timely.... EX:50%/15 days, distribution task , best outlet).