Item Segment Type

EPD

Existing Markets
(Distributed Markets)

Top line
NPD

Existing Markets
(Traded) EPD / NPD

New Markets Partners

 New Markets Partners

Geography/Segment
Gross Margin
Distributed Vs Traded

Bottom line Logistics Cost Cost/Sales (%)

Mktg Spend FOCs/Other Scheme

Expenditure

Debtors Nil Overdues

Other Liabilities Export Billing

Business (GST/Concessional Rates)
Hygiene
Inventory Working Capital
(RM, PM, SFG, FG)
Lag 1 Lag 2
Lines sold
Frequency of orders

Offtakes in
existing outlets

Business Generated
New Outlets

Order Execution

Adherence

Business Generated
Repeat billing %

Frequency of orders JBP/ABP/QBP

Order value Scheme Interventions

C0 - No of leads Source of leads

C0 - No of leads Source of leads

C1-C2

C2-C4

Country x Segment x
Brand x SKU
Cluster x Segment x
Brand x SKU
Lag 3
Distributor Analysis (Gain/Loss)
Secondary ~ Stock Visibility
Marketing - Localised/Influencer Conversion

Merchandising
Listing and availability
Merchandising

Marketing - Localised/Influencer Conversion

OTIF ~ Atleast 95% (Booking Vs Execution)

Billing on time + as per norms

Tick all boxes - Pkg/Product
Listing and availability
Merchandising

Marketing - localised / Influencer conversion

Market Visits
Trade Fairs/Participation
Database Buy
Listing on Exim sites
Dollar Business/Data Mining

Product market fit

Pricing
Lead
4 Is/KYC + NPS
Monitoring System/Usage
Reach
% of outlets covered
No. of Facings
No. of Outlets
% of outlets covered
No. of Facings
Reach
Month/Quarter Plan (1+2/3) by 7th
Prior checks - RM/PM (by 7th)
Production Scheduling - Visibility by 8th
Execution as per timelines (Review)
Stage gate completion on time
2 Point Beater (Pkg & Product)
No. of outlets
% of outlets covered
No. of Facings
Reach

ROI/Scheme Management

No. of Leads Generated/Visit

No. of Leads Generated/Participated
Cost/Lead
Cost/Lead per Site
No. of Leads Generated
no. of calls made + samples sent
quality sales pitch
Exim data monthly analysis
Payment terms

Competitive pricing/benchmarking
Squeeze

Business by Payment Term

Business by Geography
Smart Containerization
Demurrage Expenses
Promoter Activity ~ ROI
Customer/Segment: FOC (LY vs TY) & ROI

Collection as per Payment Terms

Export Proofs/Collection

MoQ Procurement
Interventions - NMS/SMS
PM Standardization (where applicable)