Retail Sales Plan 2009 Draft

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Commercial Plan 200917 th December, 2008

<REGION NAME>



Presentation Layout

2008 Overview

Volume Analysis

SKU wise Analysis

TTS Utilization

Weekly Sales and TTS Trend Area wise Analysis

Distributor Outstandings

Infrastructure and HR Update

Competitor Analysis

Numeric Coverage

Channel Analysis Market Share

Key Initiatives 2008

2009 Commercial Plan

SWOT Analysis

Key Leverage Points

Business Implications

Key Priorities for 2009 Strategy and Tactics

± Volumes and TTS

± Area Expansion

± Route to Market

± Channel Strategy

± Chiller Strategy

± Distributor Profitability



Volume Analysis

Invoicing

<Include Month-wise volume achievement (%) and growth + Closing Plan>

<Include Charts>



Volume Analysis

Retailing

<Include Month-wise volume achievement (%) and growth + Closing Plan>

<Include Charts>



SKU-wise Analysis

SKU Wise Split

<Monthly SKU-wise split (%) (For Retail, PA and both combined)

Achievement vs Target on retailingand growth vs Last Year>

<Include YTD Split Chart>



TTS Utilization

TTS Utilization<Month-wise TTS (Actual vs Budget) + Split between Retail and Priority

Accounts>



Sales and TTS Trend

Weekly Sales Trend ± Average weekly trend (%) of 4 Quarters and YTD.

Weekly TTS Trend ± Average weekly trend (%) of 4 Quarters and YTD.



Area wise Analysis

Volume Achievement: Retailing<Include Area-wise volume achievement and growth vs last year; PA

included + total Retail achievement (exclusive of PA)

Volume Contribution: Retailing

Volume contribution of areas towards the region.

Include Pie Charts



Outstandings & Payments

Month-wise data of outstandings of

distributors.



Infrastructure Update

Infrastructure:

± No of Vans and Types

Van productivity

Avg sales/van/day

± No of Warehouses & Capacities

± Distributors staff strength

Salesmen turnover



Competitor Analysis

Competitor analysis: (Aqua Fina, Kinley, Sufi and others)

± Infrastructure: Include details of vans + Ware houses

±

Margins and Schemes comparisons:(Aqua Fina, Kinley, Sufi and others)

± Chiller estate: Competitors estimated chiller estate comparison with NPL.



Market ShareMarket Share - Total Vol. (%) Region Key Acc. Food Ser. Class A Class B Class C Class D Wholesale

Nestle Pure Life

Aqua Fina

Kinley

<Br and 4>

Misc. Br ands

Total Category

Market Share ± 1500 ml. (%) Region Key Acc. Food Ser. Class A Class B Class C Class D Wholesale

Nestle Pure Life

Aqua Fina

Kinley

<Br and 4>

Misc. Br ands

Total Category

Market Share ± 500 ml. (%) Region Key Acc. Food Ser. Class A Class B Class C Class D Wholesale

Nestle Pure Life

Aqua Fina

Kinley

<Br and 4>

Misc. Br ands

Total Category



Key Initiatives 2008

List



SWOT Analysis

Strengths

Threats

Weaknesses

Opportunities



Key Leverage Points

Include key leverage points in light of Strengths & Opportunities



Business Implications

Include key business implication in light of Weakness & Threats

List down key factor which can impact business



Key Priorities

List Key Priorities for 2009



Strategies & Tactics

Volumes projections Inline with key strategies project volumes & growth

for 2009.

TTS Strategy Mention total TTS required by SKU by channel with monthly

break up.

Area expansion plans Territory management for driving penetration and

growth. Plan for opening new areas, exploring new venues for driving volume.

Include slides for each of these areas.

Give comparisons with current year s plan where ever needed.



Strategies & Tactics

Route to Market Strategy Rationalize infrastructure, Visit

frequency, bring efficiencies in distribution network

Channel Specific strategies Identify and recommend key

channels for 2009 to drive growth.

Chiller Strategy Suggest measures to protect chiller and chiller placements.

Optimizing use of chillers in trade.

Distributors PNL Strategy Optimal infrastructure, Suggest cost saving

measures in terms of Warehousing, Vans, Manpower etc.

Include slides for each of these areas.

Give comparisons with current year s plan where ever needed.

Retail Sales Plan 2009 Draft

Documents

Transcript of Retail Sales Plan 2009 Draft