Atul Polymers

Yearly Performance Review (2020-2021)

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Order Trend Analysis

160

140
Order amount in Crores

120 29.3 50.84

100
27.54 34.91
80
54.36
60
35.53 34.61
40

20 24.02 33.17
35.19
12.22 7.49
0
2018-2019 2019-2020 2020-2021

QTR 1 QTR 2 QTR 3 QTR 4

The Year-On-Year growth rate is 35% and 9% respectively

2
 Outlet Performance

Outlet Order Contribution Top 10% of the outlets are

40000 36030 140 contributing 91% of the revenue

Order Amount (In Crores)

35000 120
Number of Outlets

30000
100
25000
80
20000 133
14412 60
15000
40
Order placed by only 31% of the
10000 7206 7206 7206
5000 20 total outlet universe
0 10 2 0
0.04 0
Top 10 % 10 to 20 % 20 to 30% 30 to 50 % 50 to 100 %
Outlet Distribution

Order Amount Outlet Count

3
Zone Wise Outlets Ordering

6000

5000

Number of Outlets
4000

3000

2000

1000

0
East 1 East 2 North 1 North 2 North 3 South 1 South 2 West 1 West 2

2019-2020 2020-21

For East 1 Zone, the outlets ordering has decreased this year by 45% whereas East 2 it is
increased by 97%

For the other zones, the average increase in outlets ordering is 17% 4
Outlets Not Ordering
● 69% outlets did not place any
order in 2020-2021

14000
11748
Number of Outlets

12000
10000
9820 ● From the non-productive
8000
6056
6608 outlets, 14% outlets were
5023
placing the order in 2019-2020
6000
3843 3665
4000 2561
2000 620
0

West 1

West 2
East 1

East 2

North 1

North 2

North 3

South 1

South 2

● This 14% bought total business

Zone of 20 Crores

5
RCA of Unproductive Outlets

For 37% or 26860 outlets, no salesman is mapped although beat is mapped to such outlets

Unproductive Visits:

Few highlighted reasons for no order of outlets:

• Stock available – 64%
• More visits required – 39%
• Competitor counter – 8%
• Pricing Issue – 2%

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New SKUs Performance (2020-2021)
Number of Outlets
Grand
New SKU East 1 East 2 North 1 North 2 North 3 South 1 South 2 West 1 West 2 Total
Epoxy Hardener Lapox Granito Cast :: 4X3 Kg 2 8 11 9 22 11 25 88
Epoxy Resin Lapox Granito Clear Cast :: 2 X 9Kg Msdm 2 8 10 8 22 13 26 89
Lapox Epogrout 25 Kg Cby - Epoxy Hardener 1 *1
Lapox Epogrout 30 Kg Cby - Epoxy Resin 2 *2
Lapox Epogrout Filler (Canyon Red) 3740 Gm X 4 Pack 2 1 *3
Lapox Epogrout Filler(Terracotta) 3740 Gm X 4 Pack 1 1 1 4 1 3 11
Lapox Procoat Hardener :: 4X1 Tin Container 1 5 3 3 7 4 12 35
Lapox Procoat Resin Light Grey :: 4X4 Tin Container 5 1 1 1 2 *10
Lapox Procoat Resin Terracotta :: 4 X 4 Ltr Tin Container 1 *1
Lapox Procoat Resin White :: 4X4 Tin Container 1 3 3 1 6 1 8 23
Lapox Rapid & Clear Adhesive 12 Gram 10 2 45 47 22 27 46 87 89 375
Lapox Ultrafast (50Gm) :: 60X1 Pack 36 14 408 47 117 54 120 38 347 1181
Lapox Ultraquick (50Gm) :: 60X1 Pack 1 9 13 2 19 44
Lapox Ultraseal 25 Grams (Jar) :: 240 X 1 Pack 40 31 345 229 145 89 214 318 254 1665
Lapox Ultraseal 60 Grams (Jar) :: 192 X 1 Pack 39 12 243 209 104 65 194 210 194 1270
Lapox Ultraseal Fast Setting Epoxy Putty 90 Grams (Jar) :: 120 X 1 Pack 22 2 95 20 47 72 76 100 116 550
Polygrip Pg 405 Eva Primer :: 1 X 30 Ltrs 2 2 68 1 1 1 75
Grand Total 84 49 809 441 336 251 451 546 719 3686

For Lapox Ultrafast (50Gm) - North, South and West Zone shows a huge performance gap
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* Indicates SKU added in March, 2021
New SKUs Performance (2019-2020)
Total Unique Outlets Ordered
New SKUs (For all zones)
2019-2020 2020-2021
EPOXY HARDENER LAPOX DURATITE + :: 4X4 kg 18 39
EPOXY RESIN LAPOX DURATITE + :: 4X5 kg 2 14 33
Lapox Epogrout Filler(Coffee Brown) 3740 gm x 4 PACK 45 109
Lapox Epogrout Hardener :: 1 X 25 kg CBY 2 9 The average growth of
Lapox Epogrout Resin :: 1X30 kg CBY 2 10 SKUs this year is
LAPOX RAPID & CLEAR ADHESIVE 180 GRAMS (With Measuring Tape) :: 50X1 PACK 1295 1860
128%
LAPOX ULTRA ADHESIVE 180 GRAMS (With Measuring Tape) :: 50X1 PACK 1575 2089
Lapox Ultrabond CPVC 100ml :: 24 X 6 pack 0 611
Lapox Ultrabond CPVC 200 ml tin :: pack 159 244
Lapox Ultrabond CPVC 50 ml tin :: pack 270 437 The highlighted SKUs
Lapox Ultrabond UPVC 100ml :: 24 X 6 pack 0 267
are not contributing
Lapox Ultrabond UPVC 200 ml tin :: pack 17 99
much to the business
Lapox Ultrabond UPVC 50 ml tin :: pack 223 246
Rapid and clear 450 GM 209 506
SYNTHETIC ADHESIVE - Polygrip A STICK 1 X 30 LTRS 5 1
SYNTHETIC ADHESIVE - POLYGRIP RAPID :: 4 X 4.5 LTRS 832 1677
SYNTHETIC ADHESIVE - POLYGRIP RAPID NXT :: 1 X 15 LTRS 277 328
Synthetic Adhesive - Polygrip Rapid Nxt :: 1 x 30 ltrs 206 296
Grand Total 5149 6300 8
Recommended Add-ons for Future
3 Months Plan

• Focus SKUs – New SKUs added can be highlighted and marked mandatory to ensure the placement

at outlets

• Outlet Color Coding – Users can easily understand what needs to be done at each outlet based on

the color coding and thus plan better

• Gamification - Set incentive programs in a social context and allows for real-time updates on

performance with no manual intervention, helping motivate the team to perform

• Suggested Order – It uses AI to augment user's knowledge of the counter when placing an order,

using its algorithm to suggest what the right order is for an outlet

9
Business Roadmap

Need to understand your Business Roadmap and Objective for this

year. This will help us create an action plan for the next 6 months
and 1 year.

10
Thank You

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