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GCPL MT Monthly Review

Jan’23
 Table of Contents

Introductory Our
Message Details Of the Services How We Do What
S E C T I O N T W O S E C T I O N F O U R
S E C T I O N O N E S E C T I O N T H R E E

Project We Do

Reports & KPIs Data Analysis & Challenges & Support Thank you!
S E C T I O N F I V E S E C T V I O N S I X S E C T I O N S E V E N S E C T I O N E I G H T

Maps Required
 Aditya Goel
(CEO)

TEAM STRUCTURE Ketav Shah- VP HR HEAD PRODUCT HEAD

Vikram Mudam –
SALES &
AVP Ops
MARKETING

Governance & Liaison Team Pawan Sethi – GM INSIGHTS HEAD

Monitoring & Servicing SM Name

MIS LEAD
Team SM

PM Name
MIS TEAM
PM

ZM
CLIENT
Operations Team
LOGO
SUPERVISOR

Merchandisers /
ISP
 Project Details

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 OUR JOURNEY
A walkthrough of where we started from and where we are

20XX 20XX 20XX

 Started XXXX  Started XXXX Unlocked new opportunities: XXX

6
20XX 20XX Jan 20XX
 Launched XXXXX Achieved a new milestones:  XXX
 XXX
 95% 4
Project Summary Status of Manpower Project KPI’s
ISP Program which covers KPI’s such as
Budgeted Manpower – 100
Here we present the most critical project that Man-days, Sales , Execution scorecard
Actual Manpower in Jan’23 -95.
we will be embarking on this year. To start
this meeting, we will first review our current
project status, the team members assigned to
the project, the timeframe needed for the
project to complete, as well as its budget
allocation. Overall, our goal is to ensure that
project gets delivered on time, with 10 10
outstanding results, and preferably under Months to Complete Reports Allocated
planned budget.
We have thus far completed two months
10 Key Reports are deliverable on
of the total timeframe originally planned
Monthly Basis
for this project.

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 Key KPI Dashboard – Jan’23

Sales Share of Shelf Visibility Coverage

75%
35 % 22 % 18 : 1
Shop Score
15K
Unqualified leads that turned into Opportunities that turned into paying Unqualified leads turned into
opportunities customers paying customers

SOS
10K
Sales/Visibility/SOS (Actual vs. Target)
5
4
3
Paid/TOT
3K
2
1
0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Training 1K
 THE PROGRAM REACH
North East
Outlets - 174 Outlets -
States – 5 States –
City - City-
Promoter - Promoter-
MR – MR– 8
ISP&MR divided by
Supervisor

Region ISP & MR Supervisor Manpower Ratio

East 8 1 8
North 35 2 18
South
West
West Total 
South
Outlets - 2
Outlets -
States-
States –
City-
City-
Promoter-
Promoter
MR–
MR–

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 Sort High to low Stores &

RETAIL UNIVERSE – STORES & MANPOWER Manpower & call out the top
focus areas at
Account/TSI/ASM Level

Region Account Name Stores Stores% Manpower Manpower%

29% 19%
17% 3%
7% 3%
7% 5%
5% 12%
5% 6%
4% 11%
4% 10%
4% 5%
4% 8%
3% 3%
3% 3%
2% 3%
2% 1%
2% 10%
Total 100% 100%

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KPIs Must Sell List (MSL)
Format Tgt MSL
Hyper 39
Super 28
Coverage # stores LMT 28
Format Jan-23 Cash & Carry 29
Hyper 421 Appollo Pharmacy 10
LMT 325
C &C 46
super 188
Pharmacy 236 Asset & Promotions
Total Stores 1216 Target
Paid Visibility
Free Visibility
Promotions
Share of Shelf (SOS) - Tot Cat avail : 6 Competition Update
  Slab 1 Slab 2
Definition Output Score Output Score
LE 40%-50% 15 50%+ 30 Reports & Dashboard 8
PC Aerosol 20-25% 15 25%+ 30 Reports & Dashboards
Floor Cleaner 15%-20% 15 20%+ 30 Daily Reports
Glass Cleaner 10%-15% 15 15%+ 30 Weekly Reports
Kitchen 40%-45% 15 45%+ 30 Monthly decks
Toilet Cleaner 10%-15% 15 15%+ 30 FO Reports
FO Attendance

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 KPIs Trend

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KPIs – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

MANPOWER
MANDAYS
VISITS
SALES
TGT Vs Achievement
SALES – AVG THRUPUT
DAILY SALES AVG
MSL
SOS
ASSET EXECUTION
PROMOTION

Key Insights:
 1 Colour: Growth
Vs last month
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 KPIs Trend

Man-days

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Man-days – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Manpower Budgeted
Manpower Deployed
Man-days Plan
Man-days Achieved
Man-days Achieved%
Leave%
Absent%
Vacant%
Attrition%
TAT

Key Insights: Colour: Growth

 1 Vs last month

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Man-days – LY Vs Jan23
Region/ASM/Account Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights: Colour: Growth

 1 Vs last month

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 KPIs Trend

Coverage

Calculation – Pls mention here

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Coverage – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Outlet Plan
Outlet Covered
Coverage %
Loss Reason1 %
Loss Reason2 %
Loss Reason3 %
Loss Reason4 %

Key Insights: Colour: Growth

 1 Vs last month

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Coverage – LY Vs Jan23
Region/ASM/Account Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights: Colour: Growth

 1 Vs last month

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 KPIs Trend
SALES

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SALES – LY Vs Jan23
Overall
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Target
Sales
Achievement %
Throughput per BA
Daily sales Avg
Days >=3K
2.25L & Above #
1.5L to 2.25L #
90K to 1.5L #
20 Days – Sales Average

Key Insights:
 1

Colour: Growth
Vs last month
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SALES – LY Vs Jan23
GT
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Target
Sales
Achievement %
Throughput per BA
Daily sales Avg
Days >=3K
2.25L & Above #
1.5L to 2.25L #
90K to 1.5L #
20 Days – Sales Average

Key Insights:
 1

Colour: Growth
Vs last month
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SALES – LY Vs Jan23
GT – ASM WISE
Sales Target Vs Achievement
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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SALES – LY Vs Jan23
GT – ASM WISE
Throughput per BA Daily Sales Average 1 L & above
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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SALES – LY Vs Jan23
MT
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Target
Sales
Achievement %
Throughput per BA
Daily sales Avg
Days >=3K
2.25L & Above #
1.5L to 2.25L #
90K to 1.5L #
20 Days – Sales Average

Key Insights:
 1

Colour: Growth
Vs last month
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SALES – LY Vs Jan23
MT – ASM WISE
Sales Target Vs Achievement
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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SALES – LY Vs Jan23
MT – ASM WISE
Throughput per BA Daily Sales Average 75K & above
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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SALES – LY Vs Jan23
DMART
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Target
Sales
Achievement %
Throughput per BA
Daily sales Avg
Days >=3K
2.25L & Above #
1.5L to 2.25L #
90K to 1.5L #
20 Days – Sales Average

Key Insights:
 1

Colour: Growth
Vs last month
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SALES – LY Vs Jan23
DMART – ASM WISE
Sales Target Vs Achievement
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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SALES – LY Vs Jan23
DMART – ASM WISE
Throughput per BA Daily Sales Average 1.5L & above
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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SALES – LY Vs Jan23 – Sales Group
ALL
Nov-22 Dec-22 Jan-23
ASM 2.25L 1.5L 75K <75K 2.25L 1.5L 75K <75K 2.25L 1.5L 75K <75K

Key Insights:
 1

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SALES – LY Vs Jan23 – RAGO Analysis (on Target Vs achievement)
ALL
Nov-22 Dec-22 Jan-23
ASM Red Amber Green Outstanding Red Amber Green Outstanding Red Amber Green Outstanding

Key Insights:
 1

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SALES – LY Vs Jan23
ALL
>= 20 days Worked average < 20 days Worked average
ASM Oct-22 Nov-22 Dec-22 Jan-23 Oct-22 Nov-22 Dec-22 Jan-23

Key Insights:
 1

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 STOCK

Stock
MSL / Availability
Calculation – Pls mention here
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STOCK – LY Vs Jan23 – Availability%
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Month Score

GT
MT
DMART

Category 1
Category 2
Category 3
Category 4

Key Insights:
 1 Colour: Growth
Vs last month

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STOCK – LY Vs Jan23 – Availability%
Channel ASM Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1 Colour: Growth
Vs last month

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STOCK – LY Vs Jan23 – Closing Value
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Month Score

GT
MT
DMART

Category 1
Category 2
Category 3
Category 4

Key Insights:
 1 Colour: Growth
Vs last month

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STOCK – LY Vs Jan23 – Closing Value
Channel ASM Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1 Colour: Growth
Vs last month

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 KPIs Trend

Execution
Share of Shelf - SOS
Calculation – Pls mention here
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SOS – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Month Score

Account 1
Account 2
Account 3

Category 1
Category 2
Category 3
Category 4

Key Insights:
 1 Colour: Growth
Vs last month

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SOS – LY Vs Jan23
Region/ASM/Account Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
Colour: Growth
 1 Vs last month

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SOS – RELIANCE – CATEGORY - LY Vs Jan23
Category Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1

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SOS – ABRL – CATEGORY - LY Vs Jan23
Category Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1

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SOS – DMART – CATEGORY - LY Vs Jan23
Category Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1

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 KPIs Trend

Execution
Paid/TOT Visibility
Calculation – Pls mention here
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Paid/TOT – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Month Score

Account 1
Account 2
Account 3

Category 1
Category 2
Category 3
Category 4

Key Insights:
 1 Colour: Growth
Vs last month

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Paid/TOT – LY Vs Jan23
Region/ASM/Account Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
Colour: Growth
 1 Vs last month

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Paid/TOT – Jan23
Account Asset Name Plan Executed Executed% Not Connected Not Connected% Damaged Damaged% Not Aligned Not Aligned%
Reliance A 100 89 89% 8 9% 1 1% 2 2%
Reliance B 150 58 39% 5 9%     87 58%
Spencers A 200 82 41% 8 10%     110 55%
ABRL B 75 59 79% 6 10%     10 13%
ABRL A 78 68 87% 6 9% 4 6% 0 0%
Metro B 110 72 65% 7 10%     31 28%
Metro A 80 20 25% 2 10%     58 73%
Walmart B 100 86 86% 4 5% 6 7% 4 4%
Walmart A 105 105 100% 0 0%     0 0%
Grand Total 998 639 64% 46 7% 11 2% 302 30%

Key Insights:
 1 Colour: Growth
Vs last month

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Paid/TOT – RELIANCE – CATEGORY - LY Vs Jan23
Category Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1

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Paid/TOT – ABRL – CATEGORY - LY Vs Jan23
Category Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
 1

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 KPIs Trend

Execution
Initiative Visibility
Calculation – Pls mention here
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Initiative Visibility – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Month Score

Account 1
Account 2
Account 3

Category 1
Category 2
Category 3
Category 4

Key Insights:
 1 Colour: Growth
Vs last month

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Initiative Visibility – LY Vs Jan23
Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22
Category Asset Name Stores Assets Stores Assets Stores Assets Stores Assets Stores Assets Stores Assets
Reliance A 99 119 104 124 109 129 114 134 119 139 124 144
Reliance B 78 98 88 108 98 118 108 128 118 138 128 148
Spencers A 88 108 91 111 94 114 97 117 100 120 103 123
ABRL B 61 81 62 82 63 83 64 84 65 85 66 86
ABRL A 78 98 83 103 88 108 93 113 98 118 103 123
Metro B 74 94 75 95 76 96 77 97 78 98 79 99
Metro A 26 46 29 49 32 52 35 55 38 58 41 61
Walmart B 90 110 92 112 94 114 96 116 98 118 100 120
Walmart A 107 127 108 128 109 129 110 130 111 131 112 132
Grand Total 701 721 732 752 763 783 794 814 825 845 856 876

Key Insights:
 1

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 KPIs Trend

Execution
Promotions
Calculation – Pls mention here
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Promotions – LY Vs Jan23
Month Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Month Score

Account 1
Account 2
Account 3

Category 1
Category 2
Category 3
Category 4

Key Insights:
 1 Colour: Growth
Vs last month

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Promotions – LY Vs Jan23
Region/ASM/Account Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Key Insights:
Colour: Growth
 1 Vs last month

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 KPIs Trend
Incentive

Calculation – Pls mention here

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Incentive Trend
Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
Region/Channel/
Account Count Average Count Average Count Average Count Average Count Average Count Average Count Average

Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)

Parameter
Count Average Count Average Count Average Count Average Count Average Count Average Count Average

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Incentive Trend
Q1’22 Q2’22 Oct-22 Nov-22 Dec-22 Q3’22 Jan-23 Diff(-/+)
ASM
Count Average Count Average Count Average Count Average Count Average Count Average Count Average
 KPIs Trend

Supervisor Working

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Supervisor Working
Supervisor Market Days Outlets Average
Region Plan Active Plan Active Plan Active Days Outlets Time Spent
North                  
East                  
West                  
South                  
Total                  

60
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 KPIs Trend

Rewards &
Recognition

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Rewards Campaign

Award Type Award Per unit Cost Total Unit Units

Voucher INR 500 2 Per Zone 8

Star Employee of the Month

Certificates of Appreciation /
0 2 Per Zone 8
Social Media Mentions + Newsletter

Voucher INR 1000 2per Zone 8

Star Employee of the QTR Certificates of Appreciation /
0 2 per zone 8
Social Media Mentions + Newsletter
         

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Rewards Jan’22

Photo Photo

Merchandiser for “Brillon Project“

For Successful participation during CEO Visit
Merchandiser for “Name” Project“ Merchandiser for “Name Project“
For Successful participation during CEO Visit For Successful participation during CEO Visit

Star Employee of the Star Employee of the

Aug’22 Aug’22 Certificates of Appreciation
North Zone WEST Zone For outstanding work

• Certificate • Certificate
• E- Voucher – Monthly • E- Voucher – Monthly
INR 500 & Qtr – INR 1K INR 500 & Qtr – INR 1K • Social Media Mentions

63
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 KPIs Trend

Training

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Training
Training Type L3M Jan23 Plan Jan23 Done Attendance Attendance%
Classroom Trainings          
Online Training          
New Joining training          
OJT By supervisor          
OJT By PM          
Total          

65
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Trainings

Gate meeting By TSI In Mumbai

Classroom Training of Delhi-NCR Team

CLIENT LOGO Classroom Training In Bangalore Gate meeting By sup. In Mumbai

 KPIs Trend

Execution Photos

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Executions

Baygon - FSU Kiwi – FSU Allout– End Cap

68
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Executions

Baygon - FSU Kiwi – FSU Allout– End Cap

69
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Executions

Baygon - FSU Kiwi – FSU Allout– End Cap

70
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 Competition Updates

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COMPEITITION UPDATES

S.No BRAND SKU MRP PROMOTION Photo

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COMPEITITION UPDATES

S.No BRAND DISPLAY BRAND Photo

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AREAS OF ACTION– JAN’23
CHALLENGES AND SUPPRORT REQUIRED

S.No Challenge Problem Statement Solution Support

Due to stock Issue losing MSL & SOS %.Even FSU & Parasite
1 Stock issue We are facing stock Issues since last 1 Year Placed are Empty and store are not Ready to keep It

MSL List presently Received is store Format wise . Approx.

30% SKU of MSL is found Not Listed In store . Plz. Correct it
2 MSL List MSL percentage is Going down  
and share List of MSL Article account wise . Also Have to
check Glade SKU,mr.Muscle SKU List

3 SOS percentage Have to check Once again Required SOS percentage . SOS percentage is Going Down  

4 Attrition High Attrition percentage due to salary Increment Pending, Coverage and visit % effected  
Visibility Incentive pending

5 Supervisor Incentive Plan Proposed Better retention and relation  INR 2K per month

TA amount for merchandiser are Rs.100 daily . Other increase the Daily TA amount
6 Travelling allowance companies allready start giving Rs.150 and our Less store covered for merchandiser &
merchandiser doing more area covered compare to them supervisor

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INTIATIVES

S.No Challenge Problem Statement Solution Support

Due to stock Issue losing MSL & SOS %.Even FSU & Parasite
1 Stock issue We are facing stock Issues since last 1 Year Placed are Empty and store are not Ready to keep It

MSL List presently Received is store Format wise . Approx.

30% SKU of MSL is found Not Listed In store . Plz. Correct it
2 MSL List MSL percentage is Going down  
and share List of MSL Article account wise . Also Have to
check Glade SKU,mr.Muscle SKU List

3 SOS percentage Have to check Once again Required SOS percentage . SOS percentage is Going Down  

4 Attrition High Attrition percentage due to salary Increment Pending, Coverage and visit % effected  
Visibility Incentive pending

5 Supervisor Incentive Plan Proposed Better retention and relation  INR 2K per month

TA amount for merchandiser are Rs.100 daily . Other increase the Daily TA amount
6 Travelling allowance companies allready start giving Rs.150 and our Less store covered for merchandiser &
merchandiser doing more area covered compare to them supervisor

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Plan of Action & Interventions required
Technology:
i. Use of AI driven tech i. Capture OOS (stock), availability and POSM Share of shelf
1. Technology ii. Convenience of reports creation
ii. Download as PPT iii. Better control
iii. Supervisor app

2. Free Visibility i. pay the additional visibility incentives i. Regular and timely release

3. Merchandising Focus on Innovative Merchandising: i. Additional visibility targets and incentivization

4. Increment + Salary Appraisal : To the existing team members Appraisal Required for all the Team member completed atleast 1 Year

5. R&R R&R : Recognition for best performers i. Star performer for QTR + Month

6. Trainings Trainings : initiate the TTT program i. Product & Ways of working + Classroom

i. Immersive newsletters
7 New Letters Interactive communications ii. Leaderboards

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Application
APPLICATION SCREENS

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APPLICATION SCREENS

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APPLICATION SCREENS

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REPORTS
REPORTS

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REPORTS

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