Probation Performance Evaluation

Ega Hadi Prayitno Hudiono | 8 August 2022 | ABM | Palangkaraya, Sampit, Pangkalanbun

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Business
Slides with image fields

Plan
Ega Hadi Prayitno Hudiono

ABM Palangkaraya
8 August 2022

2
 Scorecard Performance
Trend Scorecard YTD Sep ‘22 only MUSS Palangkaraya has decrease performance vs LM
There is a change of salesman start on Jul ‘22

PT. MUSS Palangkaraya

77.1%
Decrease performance in Sep because
73.6% 74.0%
58.7% 59.9% 61.5% 60.8% 51.9% 46.9% Sec Sales can’t ach vs TGT and didn’t
growth performance vs LY

JAN FEB MAR APR MAY JUN JUL AUG SEP

PT. BBB Sampit

80.9%
Almost all performance in Sec sales
64.9% 64.1% 60.4% 58.8% 67.8% 57.3% and Productivity performance no one
54.4% 45.2%
gets full point

JAN FEB MAR APR MAY JUN JUL AUG SEP

PT. BBB Pangkalanbun

72.2% Point growth YTD and Focus / Channel
52.2% 60.7% 61.2% 57.7% 61.3%
38.5% 42.7% 47.1% growth YTD gave BIG minus of
Scorecard performance

JAN FEB MAR APR MAY JUN JUL AUG SEP

 Overall Performance (MUSS Palangkaraya)
Total Score Card 46,9%, Actual Secondary Sales vs TGT Sep 2022 74,88%, Growth YTD -12,4%, Growth MTD -61,5%
CB vs TGT 128,83%, OA All 94,31%, BP Invoice 88,82% , BP Outlet 85,10%, Call Perform 91,01%, EC achieve 49,79%

Productivity Performance

DISTRIBUTOR
SCORECARD

4
 Overall Performance (BBB Sampit)
Total Score Card 57,3%, Actual Secondary Sales vs TGT Sep 2022 90,27%, Growth YTD -0,6%, Growth MTD +8,8%
CB vs TGT 93,40%, OA All 78,67%, BP Invoice 86,05% , BP Outlet 99,16%, Call Perform 66,08%, EC achieve 63,92%

Productivity Performance

DISTRIBUTOR
SCORECARD

5
 Overall Performance (BBB Pangkalanbun)
Total Score Card 61,3%, Actual Secondary Sales vs TGT Sep 2022 91,62%, Growth YTD -15,7%, Growth MTD -2,6%
CB vs TGT 94,60%, OA All 102,22%, BP Invoice 79,70% , BP Outlet 72,68%, Call Perform 93,35%, EC achieve 110,71%

Productivity Performance

DISTRIBUTOR
SCORECARD

6
 Sales Performance
YTD Oct ‘22 – All Distributor Secondary sales achieve 84% vs TGT, minus growth -8% vs LY

Trend Sales – All Distributor

IDR [mio]

Sales YTD

94% 92%
90% 90% 89% 5,286
81% 81% 85%
73% 5,246
64% 4,505 PANGKALANBUN
Ach 85%
Grw -14% vs LY
7,044
5,883

12% 16% 15% 6,089

SAMPIT
4% 3% Ach 86%
-7% Grw 4% vs LY
-14%
-19%
-30%
-34% 8,077
8,822
7,105 PALANGKARAYA
Ach 81%
1,552 1,738 1,991 1,858 2,002 2,327 2,197 1,776 1,707 1,783 2,040 1,748 1,627 1,672 1,948 1,370 2,738 1,805 1,405 1,622 Grw -12% vs LY

JAN FEB MAR APR MAY JUN JUL AUG SEP OCT 2021 TARGET 2022

2021 2022 ACH GRW

 Sales Performance
There is more opportunity in Top up Shopping & Route to Market channel

Sales by Product Category

Sales by Channel
IDR [mio]

18.952 20.884 17.323

0
586 Growth Ach % Grw % Cont’
404
1
457
294 2,898 Penjualan Internal 0% 100% 1%
96
2,566 609
267
Todays Meal 104% 33% 4%
2,201

Specialties 66% -9% 2%

9,782
7,747
6,974 Social Dining 76% -14% 13%

Top Up Shopping 71% -10% 40%

4,949 Route to Market

4,676 81% -6% 27%
5,789

Big Grocery
175% -15% 14%
2,937 2,500
1,425

2021 TGT 2022

 Productivity Performance
GOALS Target Sales +10% vs LY– OA Top Up Shopping Proximity >90% and RTM Traditional 100% vs CB

Trend OA vs CB Top Up Shopping/Proximity Ret Residential

CB DMS Status Active: 1.279
70% 69% 75% 72% 69% 69%
67% 68% 68%
62% 60% 59% 60% 63% 64% 66%
56%
62% 58%
64%
AVG OA ALL
51% 49%
Last Year ach 62%
This Year ach 66%

889 861 796 773 752 881 769 809 864 647 624 821 840 872 953 716 924 885 792 747 884 814
[Growth +7% vs LY]

JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DES JAN FEB MAR APR MAY JUN JUL AUG SEP OCT

OA ACH

Trend OA vs CB Route To Market Traditional SD

CB DMS Status Active: 211
84%
79% 83% 82%
74% 79% 74%
80% 77% 73% 76% 79% 77%
AVG OA ALL
73% 73% 73%
63% 67% 69% 68%
62% Last Year ach 75%
55%
This Year ach 72%
[Growth -5% vs LY]
178 167 175 173 157 167 153 157 169 133 115 163 154 160 166 141 153 145 144 131 153 163

JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DES JAN FEB MAR APR MAY JUN JUL AUG SEP OCT

OA ACH
Top Up Route To Market
Shopping/Proximity
Unit : Mio
Unit : Mio
IDR
IDR

5,789 5,938 Goals

9,782

7,747
9,297
Goals 4,949
4,676 +20%
6,974
+20% Vs LY
Vs LY Ach 81%
Ach 71% -6% vs LY
-10% vs LY
2021 TARGET 2022 GOALS
2021 TARGET 2022 GOALS
1. SOF (Star Outlet Feeder)
1. OA >90% vs CB 2. OA = 100% CB by : Engagement, Service
2. Focus Location : School, Tourism, Excellent, Call Quality, Loyalty Program
Mainroad, Residential

Goals !!
3. Pareto 30 = (each salesman)
Expand Distribution
Develop the Second Dealer business to be BIGGER

Star Outlet
FEEDER

SEMI GROSIR STAR OUTLET

GROSIR • Second Dealer (Active / Passive )
• Cover rural/urban areas
• Target sales GROWTH +20% up to +30%
• Support incentive Salesman / Business Operational Subsidy

KALIMANTAN has a LARGE area

with a population density on provincial roads
 Product Focus Performance
There is still more opportunity in Distribution

Trend OA Product Focus vs CB

CB DMS Status Active: 1.905
Target Distribution
34%
32% RTD Kids 115ml
1,905
27%
25%
RTD Fam 225ml 70% vs CB
15% 14%
OMELA

40% vs CB
12%
645 611
11% 11% SCM Medium Pouch
517 477

229 279 265 FMP Sachet

207 203
0%
-

CB DMS RTD Kids RTD Fam OMELA SCM FMP RTD Kids RTD Fam OMELA SCM FMP
Cp 115ml Cp 225ml Medium Sachet Cp 115ml Cp 225ml Medium Sachet
Pouch Pouch RE – Activation & Increase NOO
OA ACH (minimum DZ 50k idr) for widening distribution
and replace un-productive outlets
 Strong Distribution
We have to increase the productivity with target OA vs CB >90%

81
Less
1 OA
75 Productivity
80 • There is 4
2 OA Salesman OA
92
110 perform below
3 OA 70% vs CB
136 • AVG Sales 2022
4 OA still under
207 expected to
5 OA achieve ROI 20%

272 6 OA
7 OA RE-ACTIVATION outlet new normal location:
323 School, Tourism, ATC Outlet
8 OA
REVIEW & FOLLOW-UP outlet based on
9 OA last 6 month (L6M) transaction
372
10 OA
INCREASE NOO (min DZ 200k)
for widening distribution and
OA 2022 replace un-productive outlets
 Geest !!
Thank You