Name of Division, Function, Segment, Product

DECORATIVE BUSINESS PLAN - 2013

Thang NQ/2013 BP
Name of Division, Function, Segment, Product

MARKET OVERVIEW
•Have no paint company investment systematic and methodical for direct sales force like Jotun in Vietnam market.

•People who use paint often find out carefully before they decide a brand for their projects.

•Although market is still in difficult stage but with Jotun that was an oppotunity when cake of market share is very large.

•Following the development of MC system, direct sales force could be cover also small town market.

•Competitors is caring better and more investment their direct sales such as Akzo, 4 Orange (My Kolor, Spec, Boss), TOA.

Thang NQ/2013 BP
Name of Division, Function, Segment, Product

COMPETITORS – WHAT THEY DID

• Investmen direct sales man power specially 4 Orange by allocate
dealer from 1,2 billions will have a direct sales

• Akzo is still maintain their merchandizing team, not have many

change.

• Akzo and TOA use discount to limited our opening new dealers

• Direct sales of competitors speak ill of us but it was not working.

Thang NQ/2013 BP
Name of Division, Function, Segment, Product

KPI – Direct Sales

• Approaching 10.000 projects

• Projects win: 2.000 projects (> 15 mils VND)

• Claimed points: 3.840.000

Thang NQ/2013 BP
 HOW THE DITRIBUTION NETWORK HELP TO GROW 30%
Name of Division, Function, Segment, Product
How is process to increase shop share, hit rate to improve sales per shop; how to
get new dealers, new developers, new architect, how to make them loyal….
HIGHLIGHT LOWLIGHT
1. Chose right candidates for Direct sales 1. Movement of man power was still strong
team specially North areas.
2. Almost ASM, SE understood and 2. Low performance direct sales make low
controled good their direct sales team. effort and wasting cost.
3. Creating good effects in dealers, 3. Some people are not really manage and
potentials and applicators, control their staff, not working closely
architectures... and challenging them.
4. Finished Project card management 4. Our direct sales can not follow big
(management on website) projects but not belong Projects team
(<30.000 USD project value)

SUGGESTION
1. Find solution for input of candidate to upgrade performance our direct sales
team. (ex: third party cover head hunter and pre – interview)
2. Make rule about time fund for management DS team.
3. Working closer, have common activities , creating competion between
areas...to upgrade loyalty.
4. Gift away ( impressive): for win projects, big applicators..
5. Uniform and sales tools pro like sale bag, helmet...
6. Build a Junior spec team to approach big projects.

Thang NQ/2013 BP