1

AREAS, MARKETS OF EACH TERRITORY FORECASTED DEMAND FOR 2011 MARKET POTENTIAL OF EACH TERRITORY CHANNELS, TARGET CUSTOMERS, SALES TARGET RECRUITMENT PROCESS RESOURCE PLANNING SALARY STRUCTURE OF SALES FORCE ANALYSIS OF MACRO & MICRO FACTORS ISSUES, CONSTRAINT ANALYSIS SWOT ANALYSIS QUALITATIVE & QUANTITATIVE OBJECTIVES PROMOTINAL BUDGET FORECASTING SALES TURNOVER FOR NEXT FIVE YEARS
4

Year 2006 300,000

Year 007 450,000

North Zone Year 008 500,000

Year 009 400,000

Year 010 800,000

First 3 Years: = 300,000 +450000+500000 = 1250000/3 = Target sale = 416666.66 Last 2 Years: =400000+800000 =1200000/2 = Actual sale = 600000
5

By using Formula: Next Year Sales = Actual Sales Target x 100 Target = 600,000 416666 x 100 416666 = 44% Incremental Business. Demand for 2011 =800000 x 44/100 = 352000 The increment in the sales for the year 2011 would be 3, 52,000 800,000 + 352000 => 11,52,000 The total forecasted sale of raw cases would be 11, 52,000

Rout s for Singh Pura t rritory ar as follow:

Singh Pura Bhagban Pura (Ziarat Madhulal Hussain) Shalamar Gard n (Abdul Ghani, M Din Colony) Shah Colony (Ziarat Mian M r, Sh ikh Asghar Colony) Haji Pura (Jim Pura) Gujjar Pura (Kot Khawaja Sa d)

Total routes = 6 Territory Manager (TM) = 1 Sales promotional officer = 1 (1 for 6 route) Sales persons =6 (1 for each route) Driver = 2 Loaders = 2 Vehicle = 2 pickups

Total Markets = 6 Market Potential = 15% Sales Potential = 11,52,000 x 15% = 172800 Target For 2011 = 172800 Raw Cases Monthly Potential = 172800/12 = 14,400 Raw Cases Daily Potential = 14,400/30 = 480 Raw Cases Cases for Singh Pura Territory For SSRB 70% Daily Potential for SSRB = 480 * 70 / 100 = 336 SSRB Cases / Day For 1.5 Ltr. 30% Daily Potential for 1.5 Ltr.= 480 * 30 /100 = 144 Pet Cases / Day

I will give following benefits to the target customers of Singh Pura to promote my product and to grab the required potential: Lower Markets Customers Paint; free empty, Skin flax, free pet. 5% off per case Upper markets Customers Coolers, deep freezers, shop top signs boards, racks 5% off per case

1. Singh Pura 25% = 120 cases (10 burger corners, 5 pan shops, 10 general stores) 2. Bhagban Pura (Ziarat Madhulal Hussain) 15% = 72 cases (10 shawarrma points, 10 burger corners, 2 bakers) 3. Shalamar Garden (Abdul Ghani, M Din Colony) 10% = 48 cases (3 general stores, 2 tuc shops, 3 cold corners) 4. Shah Colony (Ziarat Mian Meer, Sheikh Asghar Colony) 20% = 96 cases (8 departmental stores, 7 cold corners, 5 bakers) 5. Haji Pura (Jim Pura) 20% = 96 cases (9 general stores, 2 pan shops, 5 burger corners) 6. Gujjar Pura (Kot Khawaja Saeed) 10% = 48 cases (3 general stores, 2 tuc shops, 3 cold corners)
11

Rout s for Shad Bhagh t rritory ar as follow:

Shad Bhagh (Nazimabad) Tajpura (Aziz Park, Wasan Pura, Fazal Park) Sultan Pura (Chahm ra) R hman Colony (Shamshad Bhag) G n ral Park (Faiza Park) Sch m Mor Kashmir Road (Az m Park) Jazzi Park Charagh Park Kar m Park

12

Total routes = 10 Territory Manager (TM) =1 Sales promotional officer = 2(1for 5 routes and 1 for 5 route) Sales person=10 (1 for each route) Driver = 2 Loaders = 4 Vehicle = 2 (Hino)
13

Total Markets = 10 Market Potential = 30% Sales Potential = 11,52,000 x 30% = 345600 Target For 2011 = 345600 Raw Cases Monthly Potential = 345600/12 = 28,800 Raw Cases Daily Potential = 28,800/30 = 960 Raw Cases Cases for Shad Bhagh Territory For SSRB 60% Daily Potential for SSRB = 960 * 60 / 100 = 576 SSRB Cases / Day For 1.5 Ltr. 40% Daily Potential for 1.5 Ltr.= 960 * 30 /100 = 384 Pet Cases / Day

14

Shad Bhagh is greater than Singh Pura territory so I will promote my product by giving: Lower Markets customers 3 bottles of coke 10% off per case as there are many competitors in the territory. Upper Markets customers Coolers, deep freezers, shop top signs boards, racks 10% off per case.

15

1. Shad Bhag (Nazimabad) 10% = 96 cases (5 general stores, 9 burger corners, 10 restaurants, 2 cold corners) 2. Tajpura (Aziz Park, Wasan Pura, Fazal Park) 15% = 144 cases (10 departmental stores, 8 pan shops, 2 parks) 3. Sultan Pura (Chahmera) 5% = 48 cases (5 pan shops, 2 parks, 8 general stores) 4. Rehman Colony (Shamshad Bhag) 10% = 96 cases (6 shawarrma points, 2 restaurants, 7 cold corners) 5. General Park (Faiza Park) 5% = 48 cases (8 cold corners, 2 health clubs, 3 caterers)

16

6. Scheme Mor 10% = 96 cases (11 burger corners, 5 shawarrma points, 3 caterers) 7. Kashmir Road (Azeem Park) 10% = 96 cases (5 pan shops, 2 parks, 1 general store) 8. Jazzi Park 10% = 96cases (Canteen, restaurant) 9. Charagh Park 5% = 48 cases (3 shawarrma points, 1 restaurants, 4 cold corners) 10. Kareem Park 20% = 192 cases (10 pan shops, 2 parks, 3 general store)

17

Routes for aiz follow:

territory are as

aiz a ( t Roa , ai azar, ac a Ra ee Roa ) Ela i ark ( a zoora a , arooq Gha i) isri hah ura (Us a Gha i, a i Gha i) Isla ircular Roa ata a ar (Li k Roa )

18

Total routes = 6 Territory Manager (TM) =1 Sales promotional officer = 1(1 for 6 routes) Sales person =6 (1 for each route) Driver = 1 Loaders = 2 Vehicle = 1(Hino)

19

Total Markets = 6 Market Potential = 20% Sales Potential = 11,52,000 x 20% = 230400 Target For 2011 = 230400 Raw Cases Monthly Potential = 230400/12 = 19,200 Raw Cases Daily Potential = 19,200/30 = 640 Raw Cases Cases for Faiz Bhagh Territory For SSRB 60% Daily Potential for SSRB = 640 * 60 / 100 = 384 SSRB Cases / Day For 1.5 Ltr. 40% Daily Potential for 1.5 Ltr.= 640 * 40 /100 =256 Pet Cases / Day

As the Faiz Bhagh has small market potential as compare to Shad Bhagh so the strategy will be the same as for the Singh Pura Lower Markets Customers Paint; free empty, Skin flax, free pet. 5% off per case Upper markets Customers Coolers, deep freezers, shop top signs boards, racks 5% off per case

21

1. Faiz Bhag (Gt Road, Main Bazar, Kacha Raheem Road) 30% = 192 cases (10 cold corners, 10 pan shops, 8 general stores) 2. Elahi Park (Manzoorabad, Farooq Ghani) 10% = 64 cases (Canteen, restaurant) 3. Misri Shah 15% = 96 cases (Canteen, restaurant, refreshment point) 4. Islam Pura (Usman Ghani, Habib Ghani) 10% = 64 cases (10 shawarrma points, 5 cold corners, 2 tuc shops) 5. Circular Road 15% = 96 cases (7 restaurants, 2 cold corners) 6. Data Nagar (Link Road) 20% = 128 cases (Canteen, restaurant, refreshment point)

22

Routes for Lalazar territory are as follow: Lalazar ( fzal own, Ghazi ark, hahdin Park) ilal Park han Park ( asa olony, adiq Colony) u akar Park (Ghadaffi Colony, adar Colony) andi adiq Pura ( anal Park, hmed Park) a da Colony ( aadat Colony, hehbaz Colony) Ravi Luggae hadra Road ( aqbara oor Jahan, aqbara sif han) Qazi Park (Rasool Park, iraj Park) hadrah Town

23

Lalazar Total rout s = 1 T rritory Manag r (TM) =1 Sal s promotional offic r =2 Sal s p rson = 1 (1 for ach rout ) Driv r = 2 oad rs = 4 V hicl = 2 (Hino)
24

Total Markets = 10 Market Potential = 35% Sales Potential = 11, 52,000 x 35% = 403200 Target For 2011 = 403200 Raw Cases Monthly Potential = 403200/12 = 33,600 Raw Cases Daily Potential = 33,600/30 = 1120 Raw Cases Cases for Lalazar Territory For SSRB 70% Daily Potential for SSRB = 1120 * 70 / 100 = 784 SSRB Cases / Day For 1.5 Ltr. 30% Daily Potential for 1.5 Ltr.= 1120 * 30 /100 =336 Pet Cases / Day

25

Lalazar is greater than the rest of territories. Here the maximum promotional budget is allotted Lower Markets customers 5 bottles of coke 10% off per case Upper Markets customers Coolers, deep freezers, shop top signs boards, racks. 10% off

26

27

15% = 168 cases (15 pan shops, 10 burger corners, 10 general stores) 5% = 56 cases (1 Restaurant, 2 cold corner, 3 refreshment point) 10% = 112 cases (1 Restaurant, 6 canteens, 7pan shops) 15% = 168 cases (6 burger corners, 5 cold corners, 3 pan shops) 10% = 112 cases (1 Restaurant, 6 canteens, 7pan shops)

28

5% = 56 cases (5 general stores, 4 shawarrma points, 3 pan shops) 11% = 112 cases (13 cold corners, 8 caterers, 10 caf) 5% = 56 cases (7 canteen, 5 panshops) 5% =56 cases (5 restaurants, 7 tuc shops, 7 banquet halls) 20% = 224 cases (2 Stores, 7 pan shops, 1 restaurant, 1 banquet hall) 29

Burg r corn rs Shawarrma points Cold corn rs G n ral stor s D partm ntal stor s R staurants Cant ns Parks Bak rs Pan shops Cin ma Banqu t Halls Tuc shops

1)We have recruited people on merit which are suitable for job. (2) Salesman having sound market knowledge has been hired for the job. (3) Sales officer with minimum 3 years sales experience have been hired. (4) Territory managers are hired with 5 years experience. (5) Drivers and loaders are hired which are quick / efficient.
31

Basic Salary = 22,000 House Rent = 5000 Utilities = 3500 Medical Allowance = 2500 Vehicle Allowance = 12,000 Mobile = 3,000 Fuel Allowance = 6,000 O.P.D Allowance= 2,000 Total = 60,000 Net per Month Income Tax Deduction = 5000 Net Salary = 55,000

32

Basic Salary = 17,500 House Rent = 4000 Utilities = 3000 Medical Allowance = 2500 Vehicle Allowance = 10,000 Mobile = 3,000 Fuel Allowance = 4,000 O.P.D Allowance= 1,000 Total = 45,000 Net per Month Income Tax Deduction = 5000 Net Salary = 40,000 Incentive On achieving 80% target, territory manager will get increment of 2.5% on his basic salary and on achieving 100% target, he will get 3% increment on basic salary.
33

Sales Promotion Officer (S.P.O) Basic Salary = 8,500 House Rent = 3,000 Utilities = 2,500 Medical Allowance = 2,000 Vehicle Allowance = 8,000 Mobile = 2,000 Fuel Allowance = 3,000 Total = 30,000 Net per Month Income Tax Deduction = 5000 Net Salary = 25,000 Incentive On achieving 80% target, S.P.O will get increment of 2% on his basic salary and on achieving 100% target, he will get 3% increment on basic salary.
34

(1) Political conditions of the country. (2) Economical conditions of the country. (3) High inflation rate. (4) High sugar prices. (5) High fuel prices. (6) High syrup costs. (7) Transportation expenses. (8) Food shortages. (9) Low demand due to flood.
35

(1) Int rnal plant issu s. (2) High energy costs. (3) High prices of generators. (4) Product shortages. (5) Other suppliers of beverages. (6) Service issues. (7) Transportation problem. (8) Competition between brands.
36

The issues or constraint which occurred in our way are as follow:

Energy crises in the North zone Due to economic crises Competitors. Construction due to civil works Retailers issue Inflation The strikes of fuel pump Supply chain
37

STRENGTH: 1. In north zone, Coke has 70% numeric distribution. 2. Most of the retailers have Coke fridges in their outlets, so the profit generating area is high in that area. 3. Sponsorships.

WEAKNESSES: 1. Competitor is lowering the prices but we are still on the same price. 2. Large regional bottlers may not have the financial resources to continue expansion. 3. Less focus in the low income areas. 4. Less effective external communication department.

38

OPPURTUNITIES: 1. Possible growing demand. 2. In North zone, the Coke has 80% of numeric distribution. 3. We can also have different kind of promotions that will create awareness of Coke among our consumers. 4. Sales team better functioning. 5. Expansion- reaching in all segments.

THREATS: 1. Reduced consumer purchasing power. 2.Intense competition with other soft drink industries, primarily with Pepsi. 3. Lack of Political and economical instability in the country. 4. Contact management 5. Competitor s investment in shape of coolers.

39

Time management Attitude towards work Team motivation Negotiation skills Presentation skills Communication skills Punctuality of workers To gain loyalty of customers with quality services To increase sales volume

To Cover more areas To increase market potential To achieve targets Customer acquisition & contact management We will try to focus on customer contact management to increase our sales.

41

SALES TURNOVER (2011) 44% increase of 2010= 1152,000 raw cases. After the calculation of 2011 s sales turnover we apply increment of 30% every year. SALES TURNOVER (2012) 30% increase = 14, 97,600 raw cases SALES TURNOVER (2013) 30% increase = 19, 46,880 raw cases. SALES TURNOVER (2014) 30% increase = 25, 30,944 raw cases SALES TURNOVER (2015) 30% increase = 32, 90,227 raw cases
42

43