Classified - Confidential

What Is Wrong Here ?

WILL
NOT
SELL

Classified - Confidential
 WILL
NOT
SELL

Classified - Confidential
 WILL
NOT
SELL

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 IF YOUR TEAMS

PLACE THE RIGHT SKU IN THE RIGHT

OUTLET

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Consumer Customer Company PSRs

No/Minimal Unable to
Take Off Product Will
Meet Sales
Irrelevant Go BBD
Targets
Product
Blocked
Cash Flow
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Important to Understand

OBPPC
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Understanding
What is
OBPPC
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A Powerful Tool for…
Placing the Right SKU
At the Right Outlet

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 SKUs are Cooler space is Retailer’s investment
increasing limited capacity is limited

Helps us prioritize the brands & packs to be

placed in the outlet

Helps us service the outlets more effectively

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O B P P c

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All shoppers are different
Away
At
from
Home
Home
What is the occasion for purchase?

What brands he might buy?

Which packs fit the customer needs

/occasion?

What price is the shopper willing to pay?

Which Channel he buys from & why ?

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O What is the occasion for purchase?

Break- Meals Screen

Lunch/ Work/S
Snack F
fast Dinner Alone Time tudy
U
T
Every U
Social Active Other Relaxin
At Home Leisure Leisure Leisure g
Chores day
Routin
R
E
e

I O
Eating At At M N
at School work Social Active Other M
Work/ Studyin not Leisure Leisure Leisure
School g eating E T
D H
Away from Eating I E
at On the A
Home Restaur
ant
Go T G
E O
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 POSM Execution
is Important to
Establish the Consumption Occasion

AT HOME - WITH FAMILY

AWAY FROM HOME
ON THE GO

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B What brands he might buy?

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 P Which packs fit the customer needs/occasion?
Role Purpose Core Differentiator Pack

Increase Enable
Entry 200 ml RGB
Incidence Recruitment

Increase
Each pack Transactions 250ml PET/
Frequency Easy to Carry
has a Among Existing 500 ml PET
Consumers
distinct
role
Increase
Value to 1.25 L PET /
Upsize Purchase
Consumer 2.25 L PET
Amount

Optimize Value
Convenience & 180 ml/
Upscale Where Purchasing
Power is High Value 300 ml CAN
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P What price is the shopper willing to pay?

Shopper needs can also be differentiated as per their

Income Category / Purchasing Power
.

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C Which Channel he buys from & why ?

GROCERY CONVENIENCE TRAVEL

E&D Classified - Confidential

ONLINE
 Coca-Cola

1.
Branded Diary
Please write your answers in the ‘chat box’ at the & Pen
right side of your display panel

2. 1st 3 people to shares correct answers on the

‘chat box’ will receive an exciting prize

3. You will receive your gifts at your respective

locations ( Your Capability Managers will reach out
to you for the same)
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 Focus Pack

Travel
Channel 2.25 Ltr PET 500ml PET

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 Focus Pack

Restaurant 2.25Ltr PET 200ml RGB

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 Focus Pack

300 ml CAN 2.25 Ltr PET

Grocery

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Classified - Confidential