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Thai Ha Tuyet Ngan Nguyen Duc Trong Tran Thi Ngoc Tuyen: Department: Sales Department: Finance Department: Marketing
Thai Ha Tuyet Ngan Nguyen Duc Trong Tran Thi Ngoc Tuyen: Department: Sales Department: Finance Department: Marketing
Nguyen Duc Trong Thai Ha Tuyet Ngan Tran Thi Ngoc Tuyen
Department: Finance Department: Sales Department: Marketing
The good point of sales route planning at current is to ensure the road connection in a route, that
is:
The roads in a route are well connected and not far from each other, the outlets in a route
are close and concentrated
The sales routes of different dates are not overlapped
Example: 6 sales routes of 1 salesman in TP.HCM
Wednesday
Monday
Thursday
Tuesday
Saturday
Friday
HOW SALES ROUTE IS PLANNED CURRENTLY & GOOD POINT
Looking at 6 sales routes of another salesman, we can notice the road connection in a route is
still ensured.
Saturday
Thursday
Wednesday
Friday
Tuesday
Monday
HOW SALES ROUTE IS PLANNED CURRENTLY & GOOD POINT
BENEFITS
professional service
CONTENT
1 Unreal outlets
Unreal outlets/
Salesman Category %
Total No. of outlets
B Meat 19/208 9%
Currently planning the number of outlet per route is not taking 02 factors into consideration:
Store Type (Wholesale/Retail)
Whether outlet registers display program of Masan
An example in reality:
Based on 1 sales route in HCM including:
MYE (as a salesman) needs 5.75 hour/day to considerately serve all outlets (introduce SKU, display
products)
Salesman only needs 4.91 hours/day, nearly the same as the required working time in field of 5 hours.
*Working time in field: 5 hrs – from the time of visiting the first outlet to the time of visiting the last outlet,
excluding the break at noon
35 - 40 35 – 40 35 - 40 35 - 40 35 – 40 35 - 40
3. PLAN TO VISIT OUTLETS MOSTLY AT F4
Planning sales route at current only considers No. of outlet/day but overlooks the factor
Workload of Salesman (as mentioned above), Outlet’s Frequency of Order & % Revenue
Contribution
Reason Consequence
Decide suitable
Remove unreal Decide suitable No.
outlets frequency of visiting
of Outlet/route
outlets
IDEA OF SOLUTION
* In long run: Restrict unreal outlets in customer list. Check the customer list every 6
months
1. REMOVE UNREAL OUTLETS
Sales Sup (Sup) and SM align with each other to decide the outlets
Sup & SM 1 day
to enter in DMS for visiting
RSM, Head
Consider the suitable No. of Outlet per route
of Sales
Restrict the
Sup aligns with SM about the definition of unreal outlets, potential
Long Run Sup unreal outlets
outlets
in the future
Check the existence of unreal outlet every 6 months Sup
1. REMOVE UNREAL OUTLETS
BENEFITS
For management
For foundation
Example in reality:
11 39 2 14.8
Unreal outlets Outlets Outlets of Thursday Mil.VND
2. DECIDE SUITABLE NO. OF OUTLET/ROUTE
IDEA OF SOLUTION
Check the revised routes and give SM field coaching -720 calls/ month / SM for single
(about Unreal outlets, Display in store, store type: team (Food, Café)
Step 3 Sup 2 months - 600 calls mixed team
wholesale/retail & visiting frequency). Each SM is
coached by Sup within one week - Revenue / SM
Step 4 Sup present to ASM, RSM after 2 months of route revision Sup
Head of
Step 6 Enter data into DSM after aligning with RSM
Sales
2. DECIDE SUITABLE NO. OF OUTLET/ROUTE
2. Displaying time
Average time/day 10.8 min/call
(min)
Outlets with Displaying Program
7.7’ Given 5-hour
(22 outlets)
Outlets without Display Program working time in
2.4’
(171 outlets) field
Average 3.1’
3. Moving time
Average time/day 27-28 CALLS/DAY
(min)
Moving time (192 outlets) 2.7’
Average 2.7’
3. DECIDE SUITABLE FREQUENCY OF VISITING OUTLETS
IDEA OF SOLUTION
Step 1 Step 2
No. of % Revenue
Order/month contribution
No. of
Route outlet/ F8 F4 F2 Week 1 Week 2 Week 3 Week 4
Route
3 4 3 4 3 4 3 4
Monday 37 1 4 32
16 16 16 16
3 1 3 1 3 1 3 1
Thursday 37 2 1 34
17 17 17 17
3. DECIDE SUITABLE FREQUENCY OF VISITING OUTLETS
BENEFITS