To increase offtake:

1. Facings
2. Share of Shelf – more the facing  higher the share of shelf
Share of shelf >= Market Share
3. Customer Offer Packs

ADHO MAT -10.2%

AAHO MAT -2.6%
LHO – 65% MAT

Hot Spots to target:

1. Behind the shopkeeper
2. Category Shelf
3. Countertop – Pulse purchase items – New Product Launch
4. Entrance of the outlet – POSM at the entrance – at eye level

Cold Spots to avoid:

1. Above Eyelevel – highest shelf/ lowest shelf
2. Hidden behind some other products

To maintain freshness: FIFO – First In First Out

Based on Purchasing Power:

Divide the outlets into 4 Categories: (Quarterly basis)
Class A – Rs 1500
Class B – Rs 1000
Class C – Rs 500
Class D - Tabletop
Tracking system – built into the SFA to ensure that this money is disbursed to the retailer

Replenishment based system