Dost in bangladesh (after presentation)

DOST (Distributor Operation & System Transformation) in Bangladesh

Objectives >>

• To standardize operations and processes for All SMDP

• To retain and get better SMDP in the market, by improving their business performance and returns

Objectives

What will DOST do?

• DOST will define the • Systems and Processes to be

followed by all SMDP• It will clearly define the

responsibilities of SMDP and his manpower, its infrastructure.

What does DOST have?

• DOST will give clear guidelines to SMDP• It will have sub-modules on

• SMDP organization structure• DSR, Other team members• Salary and incentive range

• DSR Beat planning and monitoring• A Day in the life of DSR – DSR Training and Working

Guidelines• DMS and its operations• Stock Management : Floor Stock, Stock audit• WOD management• Credit norms to retailers • Infiltration Management• Financial Capability of SMDP• SMDP Evaluation, rewards and recognition

• Modules will get added or changed as per market requirements

Partner Evaluation >>

• We will have a quarterly visit and evaluation

• Samsung will have different reward and recognition

• High performing SMDP will be given special privileges

• Clear expectation setting with Low performing SMDP

Evaluation

Roles & Responsibilities of SMDP >>

• Manpower and Infrastructure deployment as per Norms• Roll out clear R&R for DSR, other manpower• Training for DSR

• Investment as per business plan• Complete Market Mapping and development

• Market size, WOD universe, counter wise potential with competition details

• Full compliance with Samsung systems • DMS update, New Product Placement, DOD & WOD expansion

• Ensure defined service level for different category of outlets• Proper scheme communication and settlement• DOA and RMA from retailers

• Timely deployment of Dummies, POSM, demo phones etc• Market credit control as per norms

SMDP’s R&R

• Proper Infrastructure must be given.• Have Manpower on board always as per

norms• Daily DMS Update• Bills to Market from DMS only• Maintain floor stock as per norm• WOD Maintenance.• Ensure DSRs are trained and carry

sufficient product knowledge• Make DSR do market working as per beat

map• Ensure proper & regular scheme

communication to all retailers.• SMDP will ensure updated dash board at

their offices

Do’s

• Don’t make any changes in company Scheme / Spike communication.

• Don’t do any kind of cross territory• Don’t do wholesaling • Don’t violate price policy

Don’ts

SMDP – Do’s & Don'ts >>

QUANTITYSMDP

Evolving SMDPSale ≤ 250

Sprinter SMDP750 ≤ Sale >250

Champ SMDPSale >750

Classification of SMDPs >>ESC Theory

SMDP Organization – Key Norms >>

Evolving & Sprinter

• Each DSR beat will contain max. 25 outlet

• Exclusive DSR• Team Leader cum

House keeping cum MIS executive cum Logistics for SMDP cum Accountant

Champ

• Each DSR beat will contain max. 25 outlet

• Exclusive DSR• Team Leader cum

House keeping • 1 MIS executive cum

Logistics for SMDP cum Accountant

Organogram of SMDPs >>Evolving & Sprinter

SMDP Owner

Team Leader cum House Keeping

cum MIS

DSR

Organogram of SMDPs >>Champ

SMDP Owner

MIS Executive cum Logistics in charge cum Accountant

Team Leader cum House Keeping

DSR

SMDP Manpower – Roles & Responsibilities >>

• Team leader will be responsible for following activities:• House keeping• Logistics• Accounting• MIS (not applicable for CHAMP SMDPs)

• Team leader will collect all market info documents from a DSR.• Market info document includes• Outlet list• Outlet wise industry sales and samsung sales• Market credit info/register• Gift acknowledgements

• He will introduce new DSR in the market.• Ensure proper handover and takeover of the market• Ensuring proper sales automation process. (DMS on mobile)• Making sure only DMS printed memo is delivered in the

market.• He will perform all R&R of MIS person (n/a for CHAMP SMDP)

Team Leader


• Maintaining credit register.• Preparing DSR performance report which includes

• Month Target• Till date Target VS Ach• Coverage target and till date status• Remaining target and coverage• Focus model wise target and till date achievement

• Handing over SMDP stock report to DSR as per demand• Ensuring all memo got printed that come thru sales

automation process.

MIS


• Regular Visit to retailer as per the defined Beat Plan.• To ensure daily orders to be taken from Retailers.• Ensure Scheme Communication, Spikes communication , Price

Drop communication to be provided to Retailers on timely basis.• Ensure Payment collection from Retailers as per the Norms

specified.• Ensure Demo phones / Dummies / POSM Deployment.• Ensure NOC to be taken from Retailers (for Loyalty Programs) at

the end of every month• Key focus on Smartphone and specific Product as per the Team

Guidelines.• Ensure Range Availability of Smart Phone at all Top outlets.

• Inputting stock data of retailer accurately and regularly in DMS on Mobile

• Taking order thru sales automation process

DSR

• Recruitment• Salary & Benefit• TA/DA Policy• PLP• Leave & Attendance Policy• Promotion Policy• Increment Policy• Training & Development• Disciplinary Action & Grievance Management• Termination & Resignation

TML DSR

Policy

DSR Policy of TML>>

Microsoft Office Word 97 - 2003 Document

SMDP – Manpower & Salary Bands >>

S.NoManpower

TypeParameters Metro Non Metro

1 MIS

Qualification Graduate

Salary Minimum 8,000Minimum

5,000

Incentive 1000 1000

2 Team Leader

Qualification Graduate

Salary Minimum 10,000Minimum

8,000

Incentive 1500 1500

Phone / Mobile 1000 1000

DA 80 BDT 50 BDT

3 DSR

Qualification Minimum S.S.C

Salary 7K 5.5 K

Incentive

Target

85% 1000

Same

100% 2000

110% 3000

For Every additional 10% 1000

Coverage

85% 500

90% 1000

100 % 2000

TA At Actual AT Actual

DA 70 50

Warehouse:30sq ft(Stack Norm- 1stack=6pcs Max)

Office Space: Territory HQ- 150sq ft, Others-120sq ft

Evolving & Sprinter SMDPs Warehouse:

Min 50sq ft(Stack Norm- 1stack=6pcs Max)

Office Space: Territory HQ- 250sq ft, Others-200sq ft

Champ SMDPs

SMDP Infrastructure Norms >>

ND Prescribed PrinterND Prescribed Dedicated PC

- Core –II Duo 2 GHz Processor

- 2 GB RAM

- 250 GB HDD with minimum 30 GB free space in Primary partition (C drive)

- 15” screen

- Licensed version of Anti virus (recommended - Kasperkey latest version OR Symantec Security System)

- High Speed internet connection

ALL SMDPs

SMDP IT Norms >>

DMS & It’s Operation >>

• Only DMS as the primary billing system to retailers• No other third party software bill to go to market

• All bills to be as per the DMS format• No pending bills (to be confirmed) beyond 6 pm

• Maintain system hardware as per defined configuration

• Back-up (spare) internet connection to be there at all times

• MIS Executive to publish• Daily SMDP dashboard and maintain it on the

Whiteboard in SMDP office• Weekly DSR report

DMS

Data Required for Project Roll-out >>

• DSR Database • Outlet list• Beat wise Industry Size

• Full mapping of all beats • Data will be collected from DMS–

• Route code• Outlet code• SMDP code• DSR Code

• Outlet Category-Collected from DMS• ULC(A,B,C,D)• Mid (A,B,C,D)• Smart (A,B,C,D)

Data

White Board at SMDP Office >>

• Daily activity focus• Out of stock models name• Limited stock model name & quantity• Month target• Till date Achievement (Primary, Secondary,

Focus Models’ & Coverage)• Yesterday target and achievement• Today target (ULC-MID-SMART)• Today focus model and its target• Today WOD

White board info

White Board at SMDP Office >> Sample

DSR Name

Month Target Till date AchToday target

Today WOD

Tgt

Today tgtFocus Model

TgtVol WOD Pri Sec WOD ULC MID Smart

SMDP Stock Management >>

• SCR (Stock Compliance Ratio) norms to be followed• Stock (value and volume) should be kept as per

company guideline• Focus Models to have the min stocks

• DMS and physical stock should match at all times• TM will do weekly audits• AM will do monthly stock audits• Red Hot List – for stock variation > 5%

• After second consecutive appearance a written Warning Letter will be issued from HQ.

• Three consecutive appearance on Red Hot List means • 1% commission will be deducted.

• Termination

Stock Mgt

Route - Route Explore Modality- Route Planning- Route visit frequency- Route for development- PJP

Route Explore Modality>>

Route Explore

Samsumg Counter

Size Basis

Industry size basis

Outlet Basis

Route Explore Modality>>

• For each 25 outlet a new route will be setOutlet Basis

• If Samsung market share is higher than 50% of industry size!!!!!

Samsung Counter

Share Basis

• Where Industry size is viable for route costing. But Samsung market share is lower than 50% of industry size!!!!!

Industry size basis

Route Planning >> Guideline

• Each route will contain 25 outlet max• Every DSR must be assigned to a route or two but the

number of outlet must not be above 25.• Unless it’s necessary, a route will consist all category of

outlet (A,B,C,D).• Route visit frequency will be guided by -

• Industry Size• Samsung business volume• SMDP Business profitability• Market potentiality

Guideline

Route Planning >> Calculation

• Why 25 outlet in a route?

• Can it be done in a day completely?Calculatio

n

Per Outlet timed 20 min

Total outlet per route 25

Time per outlet 18 min

Total time needed 18 X 25 7 hrs 30 min

Working Hour Starts 10:00 AMBreak 1:30 PMRestart 4:00 PMFinish 8:00 PMTotal Working Hour 7 hrs 30 min

Route Planning >> Sample

• Sample Route planning for DSR

Route No. Route name Market Name Outlet Qty Total outlet FRQ

Route-1 Aftab plaza

Aftab plaza 9

25 6 Gawsia 6

Newmarket 6

Monichattar 4

Route-2 Bagha

Bahaga 5

25 6 Charghat 5

Baneshar 7

Putia 8

Service Qty 12

DSR 2

Visit Frequency >>

Route Category Business Contribution Business Quantity Dost Visitation Norms

A >30% +250 6

B 15%-29.99% 101-250 3

C 5%-14.99% 51-100 2

D 0.01%-4.99% 50 1

Note: Routes will be categorized based on business volume.Business Quantity will be the only criteria for Evolving SMDP

Route Development>> A special way for future potential route

Note: Routes will be categorized based on business volume.

• No matter how low its current sales volume is, if a route has enough potential then in spite of its current category its visit frequency might be increased

• Potentiality means - • Market info• Current Industry size VS Current Samsung Sales volume• No of Outlet• Area Info• Number of Population• Population economic status

Route Green

DSR Visit Norms >> Sample

Typical Beat Plan

Cont to SMDP Sales Category Norm of Visit

>30% A 615%-29.99% B 35%-14.99% C 20.01%-4.99% D 1

Contribution Basis (Champ & Sprinter)

ClassificationD C B A

0.01%-4.99%

5%-14.99%

15%-29.99% >30% Grand

Total

No of Route Per Category 9 1 1 11

Norms of Visit - Weekly 1 2 3 6 6

Weekly visit 9 3 6 18

Norms of visit Once in a Week

2 Times in a

Week

3 Times in a

WeekDaily

Quantity Basis (Evolving)

ClassificationD C B A

50 pc 51-100 101-250 +250 Grand Total

No of Route Per Category 1 2 1 4

Norms of Visit - Weekly 1 2 3 6 6

Weekly visit 2 6 6 14

Norms of visit Once in a Week

2 Times in a

Week

3 Times in a

WeekDaily

Typical Beat Plan

Quantity Category Norm of Visit

>250 A 6101-250 B 351-100 C 250 D 1

Current Visit Frequency & DOST visit Frequency >>Sample

Route Name TTL POS Volume Contribution CategoryCurrent

Visitation Norms

Dost Visitation

Norms

Sadar 1 43 569 49.61% A 6 6

Tazpur+Goalabazar+Balagonj 8 38 3.31% D 1 1

Sadar 2 24 239 20.84% B 3 3

Biswanath+Jogonnathpur 10 37 3.23% D 1 1

Golapgonj+Fenchugonj 7 27 2.35% D 1 1

Chatak 7 30 2.62% D 1 1

Companygonj 4 28 2.44% D 1 1

Sunamgonj 12 111 9.68% C 1 2

Jointapur+Jaflong 5 22 1.92% D 1 1

Derai 4 26 2.27% D 1 1

Goainghat 4 4 0.52% D 1 0

Sample PJP>>

DSR Route Name

Outlet No

Avg Sales Vol

Mall No

Mall Outlet

NoSAT SUN MON TUE WED THU

X Fakirapul 17 120 2 13

Y Baitul view

24 550 1 22

Area Name Narayangonj

Territory Name Motijheel

SMDP Name Ztel

A Day of DSR >>Time Heading Action Point

9:00am Reach Office

09:00am-9:30am Office Work

1. Take the Account Payable / Receivable Report.

2. Checking Stock.

3. Update Sales & AO Tracking Sheet

9:30 am-10:00am Meeting with TM

Participate in Daily Meeting -:

1. Discuss & Review Yesterday Ach & Today’s Plan.

2. Discussion on Scheme / Spike ( in any for the Day / Week / Month / Qtr etc )

3. Discussion on RT Outstanding and Non Payment issues.

4. Discuss & Close market issue with TSO / TM/ SMDP Manager if any.

5 Discussion on DMS Upload.

6. Carry Stock Availability Sheet as provided by MIS Person.

10:00am-1:30pm Work in Market

1. RT visit for daily sales and stock update

2. Share Target Vs Ach with RT

3.Explain and provide Current Month /Week/Day Scheme or Spike detail to RT

4. Check if any Scheme Settlement is due or pending

5. Take Collection if Applicable as per the Norm Specified

6. Checking Proper Display , Product Range Availability , Visual Merchandising , Demo Phones

1:30pm - 2:00pm Lunch

2:00 pm-4:00pm CRM 1. Meet, Discuss and Develop the relationship with KEY RT.

4:00 pm-8:00pm Work in Market Do as above.

8:00 pm– 9:00pm Back to SMDP Office

1. Submit Collection Cheque / Cash if any

2. Updated Daily Sales Report

3. Send SMS to TM/ TSO/SMDP Manager for Days Ach

DSR – Collection Norms >>

Credit Register

Retailers Name: Sbur StoreSMDP Power motors Limit 30000Date Referance Opening Collection Credit Closing

1/1/2012 124 22800 22800 01/1/2012 244 0 0 16700 167001/6/2012 244 16700 16700 01/6/2012 332 0 28000 28000

28000

Reporting Formats for DSR >>

S.No Format Name Frequency PurposeTo be filled

byRemarks

1Daily Sales

Tracking

Daily, After finishing

order

To Track outlet wise and route wise Daily Sales

DSRWill be collected from DMS on Mobile

2 Weekly ReportOnce in a

week

To track weekly productivity, credit

recovery, Tgt VS Ach, DMS Status

DSR

DSR Productivity Report >> Sample

Name of FOS

Week 1

No of Man Days*

Total O/L Call MadeProductive

CallSale Productivity Thru Put

DSR 1 6 180 162 153 612 85% 4

DSR 2 5 180 162 153 459 85% 3

Total 11 360 324 306 1071 85% 7

WOD Management >>

• Outlet Universe• WWOD• BWOD• WOD billed

• Overall Samsung coverage data• Focus Category coverage data

• Active WOD (Billed at least once in a month)• Classification of outlets

WOD

Proj ect

DOW

ter

Hun

Project WOD Hunter

Project WOD Hunter – Background >>

• From the perspective of Business viability of our SMDPs , ND will introduce Hunter TM to improve coverage.

• ND will recruit required number of Hunter TM

• SMDP will recruit required number of Hunter DSR

Background

WOD Hunter TM & DSR – Roles & Responsibilities >>

• He will develop universe outlet list.• Starting from Thana level, following National

Route Plan.• Enlisting outlet in the system.• Handover new outlet list to Hunter DSR and

respective TM and AM.

Hunter TM

• Making enlisted outlet into active outlet.• Active Tenure:

• Quantity – 4• Days – 30 days

• Maintain those outlet

Hunter DSR

WOD Hunter TMs – Project Flow>>

Total time requirement: 7 months

“Project WOD Hunter” will be conducted in Two Phase

• Hunter TM: 4• Timeline: 6 months

Phase 1: Acquisition Phase

(Hunter TM)

• Hunter DSR: 1/SMDP• Timeline: 6 months

Phase 2: Execution Phase

(Hunter DSR)

WOD Hunter TSOs – Project Flow Chart>>

Phase 1: Acquisition Phase (Hunter TM)

-Working according to National Route Plan.-Developing Universe Outlet list.-Enlisting outlet in the system

Phase 2: Execution Phase (Hunter DSR)

- Making enlisted outlet active

M 1 M 2 M 3 M 4 M 5 M 6 M 7

Timeline: 6 months

WOD Hunter TSOs – Acquisition Phase>>Work Flow

Starting from Thana Level• 523 thana

Developing universe outlet list

Enlisting Outlet in the

System

WOD Hunter TSOs – Acquisition Phase>>Work Flow

“Outlet Listing” will be conducted in Three Phase

• District Headquarter• Number of Thana: 147• Timeline: 2 months

Phase 1:Metro Thana

• Basis-Rumor basis• Timeline: 2 months

Phase 2: Potential Thana

• Thanas in Rural• Timeline: 2 months

Phase 3: General Thana

Timeline: 6 months

WOD Hunter TSOs – Execution Phase>>Work Flow

Recruiting Hunter DSR under SMDP

Making enlisted

outlet active

Absorbing Hunter DSR

in the system

Module

- Infiltration Management

Zero Infiltration >>

• SMDP is solely responsible for all IMEI’s billed to him

• They should not be found in other markets• SMDP to immediately inform to the AM, if

outside IMEI’s are found in his market• Do not bill to retailers who indulge in infiltration• Discourage barter of models between retailers• Punishment for any Infiltration• First, Issuance of warning letter• Second, deduction of 1% commission• Third, Permanent Termination

Infiltration Management >>

• SMDP will maintain an IMEI Scanner device. (This is a must for Sprinter & Champ SMDP.

• Actively discourage whole-selling, as a principle by influencing the retailers

Module

- Investment- Credit- SMDP Sanitation

SMDP Financial Capability >>

• If support is needed SMDP will submit bank guarantee to avail one week credit.

• 70% funding to be from own sources.• Business plan for one quarter in advance• 7 days model wise stock to be maintained• Ensure minimum stock (Product Range

Matrix) by retailers• If required additional investment must be

brought

SMDP Investment >>

• We ensure channel investment considering below:• Stock Management• Floor stock value will be based on approx yearly forecasted target • ¼ of approx average monthly target (or best judgment of AM, RM) will always be

kept as floor stock• Market Investment• SMDP should extend at least 1 weeks credit to his retailers (if required) based on

his market size / monthly target to roll-on business in his territory smoothly• However, SMDP has to realize the credit they extending to their retailers frequently

• Cash-In-Transit• SMDP has to consider at least 2 days stock value in transit (based on his market size

/ monthly target)• Investment in Claim Settlement• SMDP has to consider at least 5% of stock value will be required for claim

settlement anytime in a particular month (based on his market size / monthly target)

• Regular Expenditure• To manage this SMDP has to allocate a Fixed Amount monthly that may vary

location-wise

Investment

Market Credit to Retailers >>

1Agreed by concerned TM and AM.

• SMDP will provide minimum market credit equivalent to his 7 days secondary sales.

• Making lists of retailers for Credit Risk Mgt1 • List 1: Gold List – Credit limit 30% of his monthly tgt• List 2: Silver List – Cr. Limit 20% of his monthly tgt• List 3: Black List – No credit will be given to this retailers.

• 7 days credit is the norm• Max 10 days for selected retailers if the SMDP wants

• No cash discount to be offered• Post dated cheque to be collected along with delivery

• No supply without post-dated cheque• Every month end the SMDP will collect the acknowledgement from

all credit listed RT in their Credit Register.

Credit

SMDP Sanitation: Objectives

• Assess Distributor status, capabilities and performance on parameters key for Strategy delivery

• Identify and prioritize actions• Classify Distributors into clusters to

determine and provide required differential level of support

• Monitor progress of Distributors across key enablers

• Identify and disseminate best Distributor practice

Objectives

SMDP Sanitation: Procedure

• Diagnostic tool based on 10 parameters focused on current strategy

• Weighted to 100 points• 3 steps - Scoring, Listing and Action Planning• Internal process conducted by Regional

Teams and agreed with the Head of Sales• Total score lead to listing:A= Maintain, E= Exit• Score of B and below on parameters lead to

actions• Every Quarter

Procedure

Parameters WtCapability of financing business growthguidelines 10

Qualitative and Quantitative Coverage 10

Productivity 5

Incentive Earned 15

Implementation of operating procedures and policy 10

People 15

Warehousing 10

Fixed Stock Cover 10

Channel Initiatives 5

Information Technology 10

SMDP Sanitation: Parameters & Weightage

Parameters &

weightage

SMDP Sanitation: Scoring

• Weighting of parameters based on current priority

• Each parameter has several status points and sub-parameters to evaluate

• Each Status point/sub-parameters has score weight depending on its importance

• Scoring of each parameter also lead to a, b, c, d, e rating• a= 80% +, b= 70%+, c=60%+, d=50%+,

e=<50%

Scoring

SMDP Sanitation: Diagnostics Scoring

Parameter:1

Parameter Status Score

Capability of financing business growth

Business is fully financed out of own resources

10

Borrowed funds are <20% of Inv 8

Borrowed funds are 20%><50% of Inv

6

Borrowed funds are 50%><80% of Inv

2

Total Score 10


Parameter:2


CoveragePJP is fully implemented 3

Achieving Active outlet target 3

Average growth in coverage of outlets is at least 10% 1

Logistics and manning are fully aligned with coverage objectives

3

Total Score 10


Parameter:3 & 4


Productivity Call Productivity is as per target 5

Total Score 5


Implementation of operating procedures & policy guidelines

Proper Promotional program communication. 2

Doing own claim accurately 2

Prescribed Pricing level 3

Keeps to the demarcated distribution area allocated to him 3

Total Score 10


Parameter:5


People Management

Policy wise DSR Recruitment and DSR quality 4

DSR awareness level about Campaign and incentive 2

DSRs level of punctuality & regularity 1

DSR remuneration is above market standard 1

Adequate supervision and monitoring of DSR Performance 2

SMDP makes effort to train and develop DSRs 1

DSRs are rewarded for their performance 1

SMDP is concerned about health of DSR 1

Adequate number of DSR 2

Total Score 15


Parameter:6


Warehousing

Adequate space 3

Following warehouse Norms-Stacking norms 1

Separate storage for each category 2

Storage condition is hygienic (not damp, dusty, clean 2

Separate warehouse and office 2

Total Score 10


Parameter:7


Stock Cover

Fixed Stock Cover

Maintain fixed stock cover 6

6 or 4For 80% of fixed cover 4

Range Stock Cover

Keeping range stock cover 2

2 or 1For 80% of Range stock cover

1

Lifting new model according to the target given 2

Total Score 10


Parameter:8


Channel Initiatives

Increased coverage of 10% 2

Reaching outlets as per requirements 2

Investing enthusiastically in new channel development 1

Total Score 5


Parameter:9


DMS

Has IT infrastructure as per guideline 2

Using data as per guideline 2

Utilizing DMS for billing 2

DMS stock is 100% accurate with physical stock 4

Total Score 10


Parameter:10


Incentive Earned

SMDP is aware of incentive program 1

Frequency of incentive earnings

4 times 5

5/4/3/23 times 4Twice 3Once 2

Amount of incentive earned 5

DMS stock is 100% accurate with physical stock 4

4/2DMS stock is 90% accurate with physical stock 2

Total Score 15

SMDP Sanitation: Compilation of Score

Listing

SMDPD1 D2 D3 D4 D5 D6

Score per parameter

1

2

…

10


Categorizing Action plan

Score Weight List Action Plan

80>= A Excellent. Keep it up

70>= B Satisfactory! Improvement in specific area(s) will enhance effectiveness

60>= C Fair! Immediate attention reqd in specific area(s)

50< D Poor! Specific time plan for improvement, or Exit

50>= E Unacceptable! Finalize alternative and plan Exit


Action Planning

Action on parameter

1 2 3 4 5 6 7 8 9 10

SMDP

Z tel X X X X X X XX X

Prime XX XX XX

Codes Meaning

Blank No action required

X Improvement action req.

XX Immediate action req

SMDP Sanitation: SMDP Health in Bangladesh

Listing

Region A B C D E

Central 0 2

Eastern 0 3

Rajshahi 0 1

Khulna 0 2

Barishal 0 1

Total 0 9

SMDP Sanitation: Action Planning by Sales Area

Action Planning

Parameter 1 2 3 4 5 6 7 8 9 10

Area X XX X XX X XX X XX X XX X XX X XX X XX X XX X XX

Central 0 1

Eastern 1 1

Rajshahi 0 1

Khulna 0 2

Barishal 1 2

Codes Meaning

Blank No action required

X Improvement action req.

XX Immediate action req

Module

- Evaluation- Rewards- Reinforcement

SMDP Evaluation – Monthly Scorecard >>

• Clear and objective platform for evaluating all SMDP performance, based on set KPIs.

• Monthly performance assessment of the SMDP

• Form the base for segregating performance of the SMDP, over the country, irrespective of current size of biz, on an on-going basis.

• Consistent performers – Rewards and Special Recognition.

Objective

SMDP Evaluation – Monthly Scorecard >>

S.No ParametersMax Scor

e

Score (Exampl

e)Who will score, on what basis Criteria

1 Volume - Tgt v/s Achv 20 15 Tertiary volume sales data from DMS. 90% - 95% - 5 pts, 95-100% - 10 pts, 100-110% - 15 pts, >110%-20pts

2 Value - Tgt v/s Achv 20 15 Tertiary value sales data from DMS. 90% - 95% - 5 pts, 95-100% - 10 pts, 100-110% - 15 pts, >110%-20pts

3 Infrastructure Maintenance 10 5 Tertiary value sales data from DMS. <95% - NIL, 95-100% - 5 pts, >100% - 10 pts

4 WOD - Tgt v/s Achv 15 10 Tertiary volume sales data from DMS. 85% - 90% - 5 pts, 90-95% - 10 pts, 95%-100% - 15 pts

5 Investment 10 5 From DMS <100% - NIL, 100% - 5 pts, >100% - 10 pts

6 DMS Daily Update 15 10 DMS Report for all RDS every month. RDS Daily Sync measured <95% - 5, 95-99.9% - 10pts, 100% - 15 pts

7

New Products Placement Index (NPPI) - No. of retailers where new focus models placed as per norm/Total no. of outlets in placement plan

10 10 Tertiary volume sales data from DMS. <80% - NIL, 80-90% - 5 pts, 90-99.9% - 7 pts, 100% - 10 pts

100 70

Sample Scorecard

Proposed Structure of R&R/Penalties >>

• STAR Performer - Quarterly - consistent performance of over 70% for 3 months - appreciation letter from top management and gift worth 15,000 BDT

• GOLD STAR Performer - Consistent 6 months of over 70% OR average score of >70% over 6 months - privilege gift - gift worth 36,000 BDT

• PLATINUM STAR Performer -Consistent 9 months of over 70% OR average score of >70% over the year - privilege gift - gift worth 90,000 BDT or foreign trip to exotic location

• Special Performer- SMDP, achieved 100 points in a month, will receive special gift of 20,000 BDT for that month.

Rewards

Reinforcement

Negative Reinforcement Applicable for SMDP: Life Span more than 6 months

Counseling each and every month to develop his performance.

For a score < 40% in consecutive three month If an SMDP scores of less than 40% in a month – 1st

Warning letter to SMDP After second month of score <40% - 2nd warning letter After 3rd month of score <40% - Termination

SMDP House keeping >> Books & Records

Date Issues Action Timeline Status TSO Sign SMDP Sign

Action Book

Every SMDP must have an Action Book in the house.

It will consist- All kinds of issues-

Gift Visual merchandizing Credit recovery issue

Its current status Timeline

Below is the sample format of an Action Book

Thank You