Bottom Up ROFO

PI

OUTPUT· Average 3 and 6 month Historical

Sales by Sales Office & SKU· Forecast Statistical Target· AC Nielsen (Market Share, Market

Growth, Weighted and Numerical Distribution)

OUTPUT· Brief Promotion programs and

activities plan (BTL & ATL)· Analysis of on going promotions

programs

TM

OUTPUT· Forecast reviewed

by Branch & SKU· Review of current

sales performance & programs

Demand Meeting

NSM/RSM

TRS Branch

TM

PI

Input · External: Market Situation, Open

New Store, competitor activities etc· Internal: Opportunity for

improvement such as: Sales Fundamental & Sales Project

·

OUTPUT· Sales Forecast by

Branch & SKU

PRINCIPAL

SH Branch

Top Down – Final Detail Target

ROFO SYSTEM

Demand Meeting

OUTPUT· New national target by sku for N+2 and 15 months rolling forecast· Promotion program· Marketing program (new product development/relaunch, etc)

OUTPUT· Final Target by branch & SKU which will be set in the system· Detail Brief Promotion program

NSM/RSM

PI

TM

ASM/KAM

OUTPUT· Breakdown Target for each

Selling Point· Activities & programs brief

ASS/KAR

OUTPUT· Breakdown Target for each

Sales Rep· Activities & programs brief.

SLD/SROUTPUT· Sales

Achievement

Channels· HM· MM KA· SM KA· C&C· SM-MTI· MM-MTI· PL· PS· Apotik· Grosir· Others