Profile Data

Ega Hadi Prayitno Hudiono

I'am a sales professional with deep understanding in both traditional and modern markets.
Enriched with experienced in sales distribution business processes as well as operations.
Analytical skills, territory management, trade channel and category development with strategies
focused on FMCG business.

Personal Data Education Skills

+62 822 2921 0177 Bachelor's of Education (B.Ed.) • Sales & Marketing
In IKIP Budi Utomo Malang • Business Development
egahph@gmail.com
• Communication
2012 – 2016 (GPA: 3,21)
Magetan, 6 October 1992 • Team Leadership
• Analytical Skills
• Microsoft / Google Office
• Tableau
 Working Experience
PT. Otsuka Distribution Indonesia
Head of Branch - Surakarta
(Nov 2021 – Jun 2022)
• Direct all operational aspects including Human
Resources, Administration, and logistics
• Ensuring achievement sales target in all
channel, Collection and Cost operational
• Achievement YTD Jun sell out 105% vs TGT
and Growth 16% vs LY
• Achievement Profit can growth significant
+181% vs LY with contribution of reduce cost
and increase sales performance
PT. Amerta Indah Otsuka PT. One Hundred Percent (OHP)
Head of Area – South Kalimantan Team Leader Direct Selling
(Jan 2020 – Oct 2021) (Nov 2016 – Feb 2019)
• Manage 3 Distributors, including 2 Depo and 1
sub Dist to achieve sales target (SI SO) include
DC SAT and IDM
• Achievement all Kalsel sell out Grw 16% vs LY
Head of Area – Lahat & Baturaja
(Jul 2019 – Des 2019) • Lead SPG team to sell products
• Manage 2 Distributors, to achieve sales target (Gudang Garam cigarette) directly to
in All Channel GT MT consumers
• Achievement Lahat sell out Grw 16% vs LY • Analyze the areas cover and look new
• Achievement Baturaja sell out Grw 19% vs LY potencial area for reach more
consumers
Area Sales Development Program
(Apr 2019 – Jun 2019) • Learn how to become a reliable distributor
salesman certainly FMCG business process
KPI Target Achievment
SALES PERFORMANCE
YTD June 2022 – All Branch can achieve vs TGT and growth, but in Dist point only DC SAT can’t growth

YTD Ach 105% Grw +16% vs 2021, +26% vs 2019

IDR [mio]

Contr. Contr. Contr.

BRANCH 85% DC SAT 5% DC IDM 10%

YTD Ach 104% YTD Ach 115% YTD Ach 107%
Grw +19% vs LY, +11% vs 2019 Grw -1% vs LY, -16% vs 2019 Grw +15% vs LY, +0% vs 2019
 SALES BY BRAND
YTD June 2022 – Only Oronamin & Fibe can’t Achieve vs TARGET

POCARI SWEAT SOYJOY ION WATER ORONAMIN C FIBE MINI

*Value in mio *Bar *Bottle *Bottle *Bottle

Contr. Contr. Contr. Contr. Contr.

92% 2% 4% 1% 1%
YTD Ach 108% YTD Ach 137% YTD Ach 148% YTD Ach 34% YTD Ach 26%
Grw +16% vs 2021, +20% vs 2019 Grw +86% vs 2021, +54% vs 2019 Grw +57% vs 2021, +268% vs 2019 Grw -60% vs 2021, +45% vs 2019 Grw +7680% vs 2021
 SALES BY CHANNEL
YTD June 2022 – Only channel Retail can’t achieve vs TGT but still growth vs LY

YTD Ach 108% Grw +16% vs 2021, +20% vs 2019

GENERAL TRADE
69% Contribution
27.484 28.393 30.440 33.005

Growth 2021 2019 TGT

YTD Ach 106%
12% -9% 81% Grw +21% vs 2021, +8% vs 2019

34% 38% 164%

13% 7% 113%

41% 124% 116% MODERN TRADE

-1% -35% 117%

31% Contribution
4% 0% 110%
YTD Ach 115%
4% 251% 239% Grw +7% vs 2021, +59% vs 2019
 PARETO PERFORMANCE
Good result for PARETO Retail and Wholesale YTD June can growth vs LY

Facts :

YTD Retail Performance • GT channel has BIG contribution with share 69% vs Total
channel. So we continue breakdown each Channel to get
Pareto for deep analyze monitoring
• Pareto retail obtained from TOP 50 each Direct Salesman
• Pareto wholesales obtained form biggest share vs total WHS
• So we must controlled and gave special treatment for both
Cont’
Pareto retail and wholesale (Good relationship is a must)
37% Grw +41% • Gave a special moment experience (Birthday gift, lunch /
dinner and seasonal visit to Owner)

YTD Wholesale Performance

Cont’
32%
Grw +67%
OT PERFORMANCE
Good result OT Pocari can Growth than before, especially for Baby Brand has increase performance

Avg YTD June 9.610

Grw +37% vs 2019, +24% vs 2020 , +3% vs 2021

ORONAMIN C

48% 55% 91% 79% 61% 83%

FIBE MINI

58% 59% 107% 101% 90% 111%

Facts :

• Rebounce OT Baby brand to has increase Performance in Mar and Apr,

there are have Good result vs before, Oronamin positive trend line and Fibe
Mine can achive vs TGT
 About DIMA Group

Company Overview

DIMA Group is company which focuses on

distribution of “premium brands”. Manage the Covering 77 Cities
market, promotion, import, distribution and retail.
Some of the leading global brands from Diageo, Nationwide
Pokka, Sapporo, Societe Jacques Bollinger, Familie
Labruyere, Montes, Julie’s, Evian dan many more.

17 Internal
Products Category Sub Dist
Office & Warehouse
 Weakness of DIMA Products
Indomaret TOP MTI
There is BIG ISSUE for Avaibilty and Visibilty
product in outlet. No promo material implemented
and good display to make it easier for consumers to
find and even find many outlets that do not have
goods available
TOP MTI
Market
Visit in
Modern
Trade
Channel
Way Forward
• Avaibility and Visibility is a must things to do,
especially for MT Channel everything’s about GOOD
Display if we want increase Market share
• Eye level in shelf still not good, try to negotiate and
propose program if possible
• Make Focus Location / Channel distribution by
Product to grab more specific customer by looking at
the advantages of the products we have
Timeline Work Plan
3 months
- Deep analyze for business
process and make
improvement back to basic
effectiveness activity while
Operation, Administratif and
Sales field
- Compare data RO Universe
with RO existing then analyze
Daily Call plan for salesman
- Build great team with back
bone “Service Excellent”
treatment to customer
6 months
- Evaluating process that have
been running also make
improvement to increase
achievement Activity & Sales
- Focus attack Strategic
Location by Product and make
target parameter for increase
that
- Review and reduce Cost
Operational to be more
Effective and Efficiently.
12 months
- Expand area distribution and
see more opportunity have so
we can increase sales
performance
- People developing project
must be running to prepare for
regeneration even give them a
chance to continue growing
- Special project by looking at
the advantages that exist in the
area ( Moment, Tourism, etc)
Distribution Business

INVESTMENT
• Working capital, team sales & operational
• We have to make sure Sales team runs according to our pattern / system (Visit, call, selling and communicate to customer)
• Designing distribution expansion by simulating “How to” and calculating the Profit and Loss
• Financial management to calculate the ROI and supervise AR Overdue, Cost operational etc
• Create a pleasant working atmosphere without compromising the self-development of every employee, especially salesman

INFRASTRUCTURE
• Warehouse, Delivery and Office
• All aspects of infrastructure must be in good condition and fit for use
• Make improvement so that the infrastructure we have is more useful to use

INVOLVEMENT
• All aspects of activities that occur at the Distributor must be regularly discussed
• Issues and improvements that will be made must be able to produce good results
• Weekly, Monthly meeting should be a routine activity

Communication, Collaboration, Transparency

 Distribution Business
The key of Managing Distributors is about How we can monitoring, controlling and collaborate
all Aspects (Human resource, Administration and Logistics) much more Effective and Efficient
Daily
• Check all operational
unit for ready to use
• Do Morning briefing to
share the Good spirit
motivation, Strategy
sales and update Ach
for salesman
• Visit outlet and area to
grab more opportunity
for increase sales
• Evaluating salesman
activity and compare
achievement vs Daily
target has been given
Weekly
• Monitor stock condition
we have and review
program trade
marketing is progress
• Coaching, conseling
and teaching who
sales team / employee
there are under
perform
• Do weekly review for
Leader’s level to
discuss the progress of
Activity and improve if
something not good
Monthly
• Business review of All
activity progress with
in Sales activity,
Operational activity
and Employee
performance to get
some more good result
in the future
• Evaluating each
division also
breakdown target for
next month
• Make a Plan Strategy
for increase Business
Communication, Collaboration, Transparency
WARNING of Distributor
• Make agreement of
Distributor Perfomance
Appraisal to monitor and
measure the performance
that has been done
• The Objective is monitor
distributors to improve
performance & build
effective, efficient distribution
activity
• Give extra incentive if the
points are met and reduce
even give a Warning Letter if
the performance is not good
BREAKTROUGH as Head of Area
 BACKGROUND
Distributor operations are not running Effectively and Efficient

COVERAGE AREN’T ARRANGE

EFFECTIVELY
Facts:
• There is a Decrease in Omzet
during the pandemic Covid – 19
• YTD Apr All Brand minus Growth -
9%

Facts:
[IDR MIO]

• Coverage area it isn’t clearly,

double coverage in 1 area at same
time
• Even when coverage outside the
city that ruquires to stay overnight
 BIG ISSUE
Hight Cost Operational because Salesman route & Delivery route

???..
Facts:
• Salesman route on each
principal is Different
• Product Delivery is Done H+
0
• High Cost Operational

What we
•
Need:
All route salesman Taking
Order each Principal must be
Same, so Delivery Product can
be in Line
 PROJECT ACTUALIZING
Re – Mapping route plan by Salesman with Blocking square Area

TOA01 –
RO 465
TOA02 –
RO 436

TOA03 –
TOA04 – RO 511
Facts / Plan / RO 467

Before: Actual:
1. Some Sales cover 1 area at 1. Blocking square area Coverage
the same time (All principal) each salesman DSA01 –
2. Modification Sales Canvass to RO 529
2. Often there are missed in RO
Sales Coverage TOPAZ, for a few days he was a
3. The delivery Team Sends salesman Taking Order
DSA01 –
Goods on the same day 3. Change the delivery flow of Switch to
divided into several shipments Goods to H+ 1 TOPAZ
BREAKTROUGH as Head of Branch
BUILD GREAT
ORGANIZATION
Great Dashboard with maximizing tools Docs Google to monitor Branch Activity together

Background :

1. Still finds the Leader level, doesn’t know and memorize All
the missed KPI or Direction
2. Frequent miss communication or information related to the
Control and Monitoring functions of All work directions
3. Found a lot of work piled up so that the process is less
effective and efficient

Way Forward :

1. Use platform Docs Google to Control

and Monitoring All Activity Branch,
nothing is hidden here so everyone
can learn together
2. Pointing a PIC at each KPI or direction
that is running
3. Collaboration and Good
communication is a Key of Succes
 BRANCH IMPROVEMENT
A comfortable and encouraging work atmosphere is the main factor in working activity

BEFOR
Background : E
AFTER
Creativy space can be used by
employees as a place to find inspiration
1. There is Still a lot of space or corner in
the Branch that can be used as a
more useplace
2. Employees need a place to be able to
Rest, be Creative and Gather without
any restrictions after their activities

Way Forward :

1. Rebranding several place with Different places with a

different themes so that employees don’t get bored
2. Utilize the available assets and budget so that
Employees do not lack a place to be Creative
3. Creating more memorable Moments on Certain days
1. Moments when breaking the
with togetherness Activities so that employees can feel
fast during the moment of
Comfortable and more enthusiastic to be Active again
Ramadhan and after Activity
situation
 UPGRADE PEOPLE
CAPABILTY
Mature the Potencial of each line of position in Working for each position

Background :
Way Forward :
1. The ability of each
individual more or less, so 1. Routinely provide self-development materials to Team Leader & Potential Best Salesman
at point where more we 2. Forcing the Leader to be able to continue to the Salesman level that is handled
have to share and what we 3. Periodically evaluate each Self-development process with the Leader team on Saturday
lack must be improved
2. Preparing potential
employees who are ready
for the next position must
be able to maintain their
enthusiasm
3. Total of 5 our Best
Employees advance to the
next positions
4
Provide
material
about Self- Special Dinner and giving Gold
Development + Certificate also making the
Wall of Fame Best Salesman in
every month
 ADDITION SALESMAN DS
We try to purpose Additional 2 DS in area Coverage Boyolali and Wonogiri to increase Sales and Distribituon

New Maps Coverage

Area SOLO RAYA &
Wonogiri

Background :
DS 06 DS 13
1. RO covered by several salesman and turnover DS 12

obtained is too excessive, so there is an issue

with insufficient time to cover All RO coverage
2. There is more potencial to increase more Sales DS
Value and Distribution with existing comparative DS 04 NEW
DS02
data
DS01
DS
DS 05 14
DS 08
DS 32
Action Plan : DS 10
DS 09
DS 03 DS 07
1. We will add manpower 1 DS Single for Solo
and 1 DS Reguler for Wonogiri DS 11
2. Estimated sales that we can Get is 180 mio by DS
NEW
adding NOO and increasing DZ
3. Estimated Fix costs to be incurred 26 mio
Thank You.