<REGION NAME>

Commercial Plan 2009

17th December, 2008
 Presentation Layout
2008 Overview
• Volume Analysis
• SKU wise Analysis
• TTS Utilization
• Weekly Sales and TTS Trend
• Area wise Analysis
• Distributor Outstandings
• Infrastructure and HR Update
• Competitor Analysis
• Numeric Coverage
• Channel Analysis
• Market Share
• Key Initiatives 2008
2009 Commercial Plan
• SWOT Analysis
• Key Leverage Points
• Business Implications
• Key Priorities for 2009
• Strategy and Tactics
– Volumes and TTS
– Area Expansion
– Route to Market
– Channel Strategy
– Chiller Strategy
– Distributor Profitability
 Volume Analysis
Invoicing

<Include Month-wise volume achievement (%) and growth + Closing Plan>

<Include Charts>
 Volume Analysis
Retailing

<Include Month-wise volume achievement (%) and growth + Closing Plan>

<Include Charts>
 SKU-wise Analysis
SKU Wise Split

<Monthly SKU-wise split (%) (For Retail, PA and both combined)

Achievement vs Target on retailing
and growth vs Last Year>

<Include YTD Split Chart>

 TTS Utilization
TTS Utilization
<Month-wise TTS (Actual vs Budget) + Split between Retail and Priority
Accounts>
 Sales and TTS Trend
• Weekly Sales Trend
– Average weekly trend (%) of 4 Quarters and YTD.

• Weekly TTS Trend

– Average weekly trend (%) of 4 Quarters and YTD.
 Area wise Analysis
Volume Achievement: Retailing
<Include Area-wise volume achievement and growth vs last year; PA
included + total Retail achievement (exclusive of PA)

Volume Contribution: Retailing

Volume contribution of areas towards the region.
Include Pie Charts
 Outstandings & Payments
• Month-wise data of outstandings of
distributors.
 Infrastructure Update
• Infrastructure:
– No of Vans and Types
• Van productivity
• Avg sales/van/day
– No of Warehouses & Capacities
– Distributors staff strength
• Salesmen turnover
 Competitor Analysis
• Competitor analysis: (Aqua Fina, Kinley, Sufi and others)

– Infrastructure: Include details of vans + Ware houses

– Margins and Schemes comparisons: (Aqua Fina, Kinley, Sufi and others)

– Chiller estate: Competitors estimated chiller estate comparison with NPL.

 Market Share
Market Share - Total Vol. (%) Region Key Acc. Food Ser. Class A Class B Class C Class D Wholesale
Nestle Pure Life                
Aqua Fina                
Kinley                
<Brand 4>                
Misc. Brands                
Total Category                

Market Share – 1500 ml. (%) Region Key Acc. Food Ser. Class A Class B Class C Class D Wholesale
Nestle Pure Life                
Aqua Fina                
Kinley                
<Brand 4>                
Misc. Brands                
Total Category                

Market Share – 500 ml. (%) Region Key Acc. Food Ser. Class A Class B Class C Class D Wholesale
Nestle Pure Life                
Aqua Fina                
Kinley                
<Brand 4>                
Misc. Brands                
Total Category                
 Key Initiatives 2008
• List
 SWOT Analysis
• Strengths • Weaknesses

• Threats • Opportunities
 Key Leverage Points
• Include key leverage points in light of Strengths & Opportunities
 Business Implications
• Include key business implication in light of Weakness & Threats
• List down key factor which can impact business
 Key Priorities
• List Key Priorities for 2009
 Strategies & Tactics
• Volumes projections  Inline with key strategies project volumes & growth
for 2009.

• TTS Strategy  Mention total TTS required by SKU by channel with monthly
break up.

• Area expansion plans  Territory management for driving penetration

and growth. Plan for opening new areas, exploring new venues for driving volume.

Include slides for each of these areas.

Give comparisons with current years plan where ever needed.
 Strategies & Tactics
• Route to Market Strategy  Rationalize infrastructure,
Visit frequency, bring efficiencies in distribution network
• Channel Specific strategies  Identify and recommend key
channels for 2009 to drive growth.
• Chiller Strategy  Suggest measures to protect chiller and chiller placements.
Optimizing use of chillers in trade.

• Distributors PNL Strategy  Optimal infrastructure, Suggest cost

saving measures in terms of Warehousing, Vans, Manpower etc.

Include slides for each of these areas.

Give comparisons with current years plan where ever needed.