 identify competitor’s market share including their concentrated parts of the area and their

sellable SKUs.
 Identify opportunities on volume incremental on that area dominated by the competitors by
knowing the buying behavior of the outlets: sellable SKUs, buying frequencies, other SKUs that
can add incremental to the volume, utilize the given supports particularly on TFOs such as Grab
TFO and
 Improved or develop effective distribution on the area to possibly served the majority part of
the area
 Co

CURRENT SITUATION:

 Limited supply of stocks.

 Inconsistent and irregular delivery of the partner on some part of the area which is now
dominated by competitors.
 Although majority of outlets were selling coca-cola products particularly on CSD, many
opportunities are still need to be captured such as water, energy drink, sports drink, tetra pack
juice, & powdered juice. On these categories, competitor’s brands are dominated (Nature’s
Spring, Cobra, Gatorade, Zesto, and Tang).


Identifying the market:

Bankerohan public market has a large area and consists of many volume potential establishments
mostly TFO’s, Minimart, and SSS. Swarming with thousands of people every day from sunrise to sun
down, which estimated to consume more than hundreds case of beverages (categorized orderly
according to its volume: CSD, bottled water, energy, sports drink, tetra pack juice, powdered juice).

PROPOSED ACTION PLANS

It is given that we’re currently in stocks shortage, and so our competitors. But this temporary crisis also
exposes us to other opportunities in the market. Although our stocks on our RGB are limited, we still
have our available PET packaging like MISMO, SWAKTO, 1.5L which mostly common to our consumers.
We just need to reinforce our Partners and sales associates to do suggestive selling and influence the
outlets to buy CSD on PET as alternative.

Slide 1: Delivery Partner should change on its distribution approach to consistently served,
regulate or double the buying frequency of the covered outlets.
 Focus more on area where competitors are dominated with the assistance of PS
consistent engagement.
 Use of handtruck wheeler as mode of delivery to serve all outlets nearby the DPH.
Required the partner use small delivery unit like multicab or motorcycle with sidecar to
consistently and regularly served outlets on competitor dominated area.

Slide 2: Strictly impose AAA+. Preseller needs to focus more primarily on area where competitors are
strongly active. Influence the outlets not only through value dialogue but also by establishing regular
delivery. Do availability drive by push selling other categories aside from CSD, price comparison, profit
story, activation, and utilizing CDE and marketing supports.