2020 Territory Full Year Report & TGRG Plans

Presented by: Collins Ebhodaghe

Territory:-NR2 & I55
27th -29th January 2021
Venue: Sales Conference 2021 Holding at Providence Hotel
GRA Ikeja 1

 Transform -Gain –Retain- Grow

Review of Previous Action Plans (2020)

 To identify minimum of 2 cash ecommerce associations in 2020-Not achieved due to COVID-19

lockdown and restriction on social gathering.
 Replace 4 inactive IROs with viable ones in 2020.- More than 4 were replaced( Gowon Estate ,
Command Road ,Tem D-Agege, Ligali Ayorinde,Kellug-Mushin, Glamour Beau etc.
 Street activation will continue –All SPs, Agencies and IROs will run 2 major activations in
2020. Partially achieved, we ran soft street activations in some locations due to the pandemic-
Mowe, Badagry,Satelite Town, Ikorodu, Abijor New Oko Oba road
 To generate 5 FTB accounts in every month in 2020 (3 regular accounts and 2 ecommerce
accounts).Partially achieved, opened 52 account as against 60 (17 regular and 35 ecommerce
accounts).
 To organize quarterly performance review meeting with owned SPs SPAs 2020. Quarterly
meetings were held with SPAs 4 times in 2020.

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Individual Sales Scorecard Full Year 2020

TDI SPD
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec YTD
2019 Actual SPD 14 22 27 26 27 28 22 20 20 21 21 23 22
2020 Actual SPD 16 26 27 15 30 33 35 34 31 30 29 31 28
2020 Target SPD 14 17 18 24 24 27 23 25 21 23 22 22 22
Actual v Target 2 9 9 -9 5 6 12 10 10 7 7 9 6
Actual v Target (%) 17% 51% 53% -39% 22% 21% 55% 39% 45% 29% 33% 40% 30%
2020 v 2019 Growth (%) 20% 17% 1% -43% 10% 19% 62% 71% 53% 41% 40% 36% 26%
2019 contribution to Country 1% 1% 2% 2% 2% 1% 1% 1% 1% 1% 1% 1% 1%
2020 contribution to Country 1% 2% 2% 2% 2% 1% 1% 1% 1% 1% 1% 1% 1%

TDI RPD
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec YTD

2019 Actual RPD 954 1 490 1 617 1 700 1 902 1 746 1 183 1 275 1 541 1 199 1 433 1 217 1 428
2020 Actual RPD 1 071 1 747 1 577 1 227 4 060 3 979 4 136 3 202 1 994 1 617 1 849 2 326 2 392
2020 Target RPD 904 1 094 1 129 1 590 1 609 1 793 2 279 2 491 2 157 2 187 2 072 2 072 1 782
Actual v Target 167 653 448 -363 2 450 2 186 1 857 712 -163 -570 -223 254 610
Actual v Target (%) 18% 60% 40% -23% 152% 122% 81% 29% -8% -26% -11% 12% 34%
2020 v 2019 Growth (%) 12% 17% -2% -28% 113% 128% 250% 151% 29% 35% 29% 91% 67%
2019 contribution to Country 1% 1% 1% 1% 2% 1% 1% 1% 2% 1% 1% 1% 1%
2020 contribution to Country 1% 1% 1% 2% 3% 2% 2% 2% 1% 1% 1% 1% 2%
GSS
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec YTD
GSS Index 1.00 1.00 1.00 0.70 0.80 0.79 1.00 1.00 1.00 1.00 0.99 0.99 0.94

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Shipment performance by Product 2020 Vs 2019 full year-Cash

Product 2019 Actual 2020 Actual variance % Variance

Doc 63, 188 50, 873 (12, 315) -19%
Non Doc 43, 394 66 ,114 22,720 52%
RPA 931 815 (116) -12%
Total TDI 107, 513 117, 802 10, 289 10%
TDD 11, 950 28, 574 16, 624 139%
Total DOM 95, 865 105 ,638 9 ,773 10%
Total 203, 389 223, 440 20, 062 10%

DOC-The negative performance was due to closure of Universities as a result of the COVID 19 pandemic and
ASUU strike.
NON-DOC-This massive growth in non doc was as a result of cash ecommerce, medication , panels, pc boards
etc.
RPA-Globally, businesses did not do full capacity due to the pandemic lockdown, this affected IB shipments
volume.
TDD-Domestic cash ecommerce and some multiple shipment from TEXEM, Ark Creative Agency, GLO etc .

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Shipment performance by Product 2020 Vs 2019 full year-Account

Product 2019 Actual 2020 Actual variance % Variance

Doc 6, 269 4, 662 (1, 607) -26%
Non Doc 4, 827 8, 050 3, 223 67%
IMPEX 294 249 (45) -15%
Total TDI 11, 390 12, 962 1, 572 14%
TDD 83 83 0%
Total DOM 17, 616 23, 463 5, 847 33%
Total 29, 006 36, 425 7, 419 26%

DOC-The negative performance was also due to closure of the Universities as a result of the COVID-19 pandemic /
ASUU strike.
NON-DOC-Ecommerce account customers (especially new opportunities converted), medications and medical
supplies contributed to the growth.
IMPEX-Globally, businesses did not do full capacity due to the pandemic lockdown, this affected IB shipments
volume.
TDD-Domestic ecommerce contributed to the volume .

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Shipment performance by Product 2020 Vs 2019 full year-Cash & Account

Product 2019 Actual 2020 Actual variance % Variance

Doc 69 ,457 55, 535 (13, 922) -20%
Non Doc 48, 221 74, 164 25, 943 54%
RPA/IMPEX 1, 225 1, 064 (161) -13%
Total TDI 118 ,903 130, 764 11, 861 10%
TDD 11 ,950 28, 657 16, 707 140%
Total DOM 113, 481 129, 101 15, 620 14%
Total 232, 395 259, 871 27, 476 12%

DOC-The negative performance was also due to closure of the Universities as a result of the COVID-19
pandemic and ASUU strike.
NON-DOC-This massive growth in non doc was as a result of cash ecommerce, medication , Panels, PC
boards etc.
IMPEX/RPA -Globally, businesses did not do full capacity due to the pandemic lockdown, this affected IB
shipments volume.
TDD-Domestic ecommerce contributed to the volume, Ark creative , TEXEM, GLO etc.

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Revenue Performance by Product 2020 Vs 2019-Cash
Product 2019 Actual 2020 Actual variance % Variance
Doc 1, 147, 327, 478 1, 020, 496, 738 (126, 830, 740) -11%
Non Doc 1, 117, 079, 085 2, 196, 263, 458 1, 079 ,184, 373 97%
RPA 44, 375, 229 56, 213, 374 11, 838, 145 27%
Total TDI 2, 308, 781, 792 3, 272, 973, 570 964, 191, 778 42%
TDD 55, 082, 398 143, 651, 883 88, 569 ,485 161%
Total DOM 392, 440, 625 470, 268, 666 77, 828, 041 20%
Total 2, 701, 352 ,197 3, 743, 295, 284 1, 041, 943, 087 39%

DOC-The negative performance was due to closure of Universities as a result of the COVID-19
pandemic and ASUU strike.
NON-DOC-This massive growth in non doc was a result of cash ecommerce, medication , Panels,
PC boards by Obieze Kelechi and Daniel Okeje(Isolo & Allen)
RPA -Globally, businesses did not do full capacity due to the pandemic lockdown, this affected IB
shipments volume, however we were able to tap into heavy weight opportunities with good revenue
e.g Harvey Maria Hospital.
TDD-Domestic cash ecommerce and some multiple shipments from Advonics, Ark Creative, GLO .
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Revenue Performance by Product 2020 Vs 2019-Account

Product 2019 Actual 2020 Actual variance % Variance

Doc 54, 817, 938 42, 060, 835 (12, 757, 103) -23%
Non Doc 117, 714, 783 162, 164, 352 44, 449, 569 38%
IMPEX 40, 459, 104 46, 286, 140 5 ,827, 036 14%

Total TDI 212, 991, 825 252, 187, 381 39, 195, 556 18%

TDD 198, 266 198, 266 0%

Total DOM 43, 624, 921 53, 427, 575 9, 802, 654 22%

Total 256, 616 ,746 306, 304, 070 49, 687, 324 19%
DOC-The negative performance was due to closure of the Universities as a result of the COVID-19
pandemic and ASUU strike.
NON-DOC-Ecommerce account customers , medications and medical supplies contributed to the growth,
ITC Ilorin shipped spare parts (for testing) to Indonesia for plant expansion.
IMPEX-Globally, businesses did not do full capacity due to the pandemic lockdown, this affected IB
shipment volume however we uncovered some heavy weight opportunities to earn good revenue from Agro
Traders, ITC etc.
TDD-Domestic ecommerce contributed to the volume .
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Revenue Performance by Product 2020 Vs 2019-Cash & Account

Product 2019 Actual 2020 Actual variance % Variance

Doc 1, 202, 145, 416 1, 062, 557, 574 (139, 587, 842) -12%
Non Doc 1, 234, 793, 868 2, 358, 427, 810 1, 123, 633, 942 91%
RPA/IMPEX 84, 834, 333 102, 499, 513 17, 665, 180 21%
Total TDI 2, 521, 773, 617 3, 525, 160, 950 1, 003, 387, 333 40%
TDD 55, 082, 398 143, 850, 149 88 ,767, 751 161%
Total DOM 436, 065, 546 523, 696, 241 87, 630, 695 20%
Total 2, 957, 968 ,943 4, 049, 599 ,354 1, 091, 630 ,411 37%
DOC-The negative performance was due closure of the Universities as a result of the COVID-19
pandemic and ASUU strike.
NON-DOC-This massive growth in non doc was a result of cash ecommerce, medication , panels,
pc boards ,ITC-ILR shipped some spare parts Indonesia .
IMPEX/RPA – Despite global businesses not doing full capacity due to the pandemic lockdown,
we were able to bring in some heavy weight shipments by Agro Traders ,ITC , Harvey Maria
Hospital.
TDD-Domestic ecommerce contributed to the volume by Advonics ,TEXEM ,GLO etc.

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 Top 5 Up & Down Traders

Top 5 Up traders
Outlet YTD 2019 Rev YTD 2020 Rev Variance Reason for up trading

CASH-LEKKI SERVICE POINT 62, 942, 451 180, 077, 185 117 ,134 ,734 New SP, still growing , yet to get to its peak.
Middle weight shipments-Panels, PC board,
CASH-CENTRE-ISOLO 300, 192, 803 387, 446 ,640 87, 253, 837 herbal medications..

CASH - OYO TOWN 24, 165, 634 93, 969, 662 69, 804, 028 EMS closed down-Herbal products.
Middle weight shipments ,panels, cloths ,
CASH-CENTRE-IKEJA-ALLEN AVENUE 104, 788 ,119 173 ,012, 536 68, 224, 417 herbal products.

CASH(CENTRE-IBADAN MAIN) 96, 046, 914 137, 178, 487 41., 131, 573 Herbal products ,medications , clothes/creams.

TOTAL 588,135,921 971,684,510 383,548,589

Top 5 Down traders
Outlet YTD 2019 Rev YTD 2020 Rev Variance Reason for Down trading
The effect of Lekki SP is showing, now
CASH-IT TOUCH-LEKKI 49,365 ,679 36,566 ,788 (12, 798,891) stabilizing.
CASH- NIFTY BANNER INTER'L - One major cash customer was converted-
AKUTE 16,847,221 4,497,938 (12,349,283) KOLAQ ALAGBO Herbs.
CASH-METRO LOS MURI OKUNOLA The stoppage of US Embassy drop box reduced
S/CENTRE 60,496 ,016 50,673,221 (9, 822, 795) traffic into the SP.
Covid 19 lockdown affected the IRO at German
CASH-KIDD VENTURE 1-MILE 2 8, 895, 732 3, 244, 690 (5 ,651,042) Embassy.

CASH-ILESHA 9,548, 113 4 ,277, 034 (5, 271 ,079) Covid 19 total lockdown at Ilesha-due to IB Plc.

TOTAL 145,152,761 99,259,671 (20,744,916)

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Top 5 Up & Down Traders
Top 5 Up traders
Company Name YTD 2019 Rev YTD 2020 Rev Variance Reason for up trading
Ecommerce consolidation for a group of
MSB HAIR COLLECTION-IFE 14,762 ,575 33, 278 ,260 18,515, 685
people.
INTERNATIONAL TOBACCO COMPANY
19,521,863 32,335,004 12,813,141 Spare parts for plant expansion.
LTD-ILORIN
Ecommerce customer with a new market
QUEENS AND DRESSES-ILORIN 2 ,780 ,570 13, 929 ,624 11 ,149, 054
penetration.
9TH DECEMBER NIGERIA LIMITED-
101,255 9 ,919, 319 9,818, 064 Ecommerce association group.
ABEOKUTA
PLANTATION INDUSTRIES LIMITED-
426, 700 5, 463, 714 5, 037,014 Brought some machines from Europe.
AKURE
TOTAL 37,592,963 94,925,921 52,295,944

Top 5 Down traders

Company Name YTD 2019 Rev YTD 2020 Rev Variance Reason for Down trading
Low production activities and no spare parts
NGERIAN BREWERIES PLC-SANGO 19, 283, 587 3, 477 ,558 (15, 806 ,029)
importation.
SHONGHAI TECHNOLOGIES LTD- Covid 19 lockdown affected their import and
16, 133, 353 3, 994, 467 (12, 138, 886)
SANGO production.
AFOUNK VENTURES LTD(ECOM) 8, 779, 825 1, 511, 994 (7, 267, 831) Customer switched to Mansat due to rate.
INTAFACT BEVERAGES LIMITED Low sales/production due to the covid 19
9, 210 ,487 4, 907, 120 (4, 303, 367)
SHAGAMU-ABEOKUTA pandemic.
LADOKE AKINTOLA UNIVERSITY OF
12, 889, 708 8, 929, 744 (3, 959, 965) Covid 19 & ASUU lockdown.
TECHNOLOGY-ILORIN
TOTAL 66,296,960 22,820,883 (43,476,078)

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Top 10 Lost Customers
Average
Monthly
Billing(=N)
Customer Name Reason (s) For Loss Effort at Regaining When to Regain

1 UNITED BANK FOR AFRICA-ILORIN 1 034 Closed down centrally None None

2 CONOIL-ILORIN 3 528 Station sold off None None

LANDMARK UNIVERSITY OMUARAN- Contact wants kickback for every Agent already in discussion
3 ILORIN 4 698 shipment sent. with the head of records Q1
BIMSCLASSY MULTIVENTURES INT LTD-
4 SANGO 13 456 Totally out of business None None
SUNSETBIRD TRAVEL AGENCY & TOUR Bad payer-Agent paid the outstanding
5 ASSOCIATES-ILORIN 16 464 bills None None

6 NNPC RETAIL DEPOT REP-ILORIN 31 320 Central account –Not trading None None

7 NEXIM BANK - AKURE 33 928 Branch closed down None None

8 UNITED BANK FOR AFRICA PLC-AKURE 56 420 Closed down centrally None None

9 SKYRUN COCOA PRODUCTS IND LTD-IFE 97 433 The plant closed down due to fund None None

10 ZENITH BANK PLC OFFA-ILORIN 107 884 Very low volume –Uses cash None None

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 Active TDI Customers Growth ( Table & Graph)

80 TDI Active Customer Growth 6%

70 5%

4%
# of Active Customers

60 4%
3%
50
2%
40
1%
30
0% 0% 0% 0% 0%
20
-1%
10 -2%

- -3%
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Count of Customers 17 Count of Customers 18 Count of Customers 19 Count of Customers 20 % Customer Growth 18 vs 17 % Customer Growth 19 vs 18 % Customer Growth 20 vs 19

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec YTD
% Customer Growth 18 vs 17 0% 0% 0% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100%
% Customer Growth 19 vs 18 100% 100% 100% 49% 66% 35% 0% 67% 13% 4% 15% 29% 26%
% Customer Growth 20 vs 19 6% 4% 32% -33% -13% 18% 41% 25.0% 42.3% 29.1% 25.9% 17.2% 15.1%

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Active Footprint ( Table & Graph)
TDI ACTIVE STORES

TDI Active Fo o tprint (SP3 & SP4 ) Jan Fe b Mar Apr May Jun Jul Aug Se p Oct No v De c YTD
Active Fo o tprint YTD 2 0 1 9 176 149 156 151 158 151 157 158 159 158 152 146 156
Active Fo o tprint YTD 2 0 2 0 155 141 156 62 124 138 153 160 168 161 154 142 143
2 0 2 0 Active Fo o tprint Targ e t 152 152 152 154 154 154 158 158 158 152 152 152 154
Targ e t Variance 3 -1 1 4 -9 2 -3 0 -1 6 -5 2 10 9 2 -1 0 -1 1
%Gro wth vs Targ e t 2 .0 % -7 .2 % 2 .6 % -5 9 .7 % -1 9 .5 % -1 0 .4 % -3 .2 % 1 .3 % 6 .3 % 5 .9 % 1 .3 % -6 .6 % -7 .3 %
2 0 2 0 vs 2 0 1 9 Variance -2 1 -8 0 -8 9 -3 4 -1 3 -4 2 9 3 2 -4 -1 3
%Gro wth 2 0 vs 1 9 -1 1 .9 % -5 .4 % 0 .0 % -5 8 .9 % -2 1 .5 % -8 .6 % -2 .5 % 1 .3 % 5 .7 % 1 .9 % 1 .3 % -2 .7 % -8 .5 %

Time Definite International

180 6% 6% 10.0%
2% 3% 1% 1%
160 -3% 0.0%
-7% -7%
-10%
140 -10.0%
-19%
120
-20.0%
100
-30.0%
80
-40.0%
60
40 -50.0%
-60%
20 -60.0%

0 -70.0%
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Active Footprint YTD 2020 2020 Active Footprint Target % Growth vs Target

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Top 10 Pipeline Opportunities in COMET( Excluding E-commerce)

S/N Company Name Opportunity Name Opportunity Type Value Per Month When to Challenges Help
close

1 MAIN STREAM HYDRO NONDOC/IMPEX ACQUISITION N500,000.00 Q1 NIL NIL

POWER NEW BUSSA-
ILORIN
2 SECRETMATAS DOM/TDI ACQUISITION N300,000.00 Q1 NIL NIL

3 CROWNPACK NIG LTD - NONDOC/IMPEX DEVELOPMENT N500,000 Q1 NIL NIL

(REGULAR)-SANGO
4 SHONGAI TECH. LTD - NONDOC/IMPEX DEVELOPMENT N500,000 Q1 NIL NIL
(REGULAR)-SANGO
5 OBAFEMI AWOLOWO OB/DOC DEVELOPMENT N500, 000 Q1 NIL NIL
UNIVERSITY-IFE
6 AFRIGIST-IFE OB/DOC ACQUISITION N100 000 Q1 NIL NIL

7 SOLAK FOODS-MOWE OB NON DOC ACQUISITION N200,000 Q1 NIL NIL

8 GOLDEN DIAMONF- IB/OB NONDOC ACQUISITION N250,000 Q1 NIL NIL

ABEOKUTA
9 COCOA PRODUCTS- NONDOC/IMPEX DEVELOPMET N200,000 Q1 NIL NIL
ILE OLUJI-AKURE
10 TRYONEX NIG LIMITED- NON DOC ACQUISITIONN N200,000 Q1 NIL NIL
BADAGRY
Total N3,250,000
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Top 10 E-Commerce Opportunities in COMET

S/N Company Name Opportunity Opportunity Type Value Per Month When to Challenges Help
Name close

1 EUNICE LANE -ILORIN DOM/NONDOC DEVELOPMENT N500,000.00 Q1 NIL NIL

2 SPEDY WEIGHTLOS- DOM/TDI DEVELOPMENT N800,000.00 Q1 NIL NIL

ILORIN
3 MIKGLOW SKIN CARE & DOM/NONDOC ACQUISITION N200,000 Q1 NIL NIL
SPA-SANGO
4 TIMBABSON SOLUTIONS - DOM/NONDOC DEVELOPMENT N100,0000 Q1 NIL NIL

5 KIPFASHION-IFE OBDOC/NONDOC ACQUISITION N200, 000 Q1 NIL NIL

6 WAKA FOR ERRAND OBDOC/NONDOC ACQUISITION N400, 000 Q1 NIL NIL

SERVICE-IFE
7 DATE360 VENTURES- DOM/NONDOC DEVELOPMENT N250,000 Q1 NIL NIL
MOWE
8 CORNERSTONE DOM/ Non Doc DEVELOPMENT N200,,000 Q1 NIL NIL
INTEGRATED RESOURCES
MOWE
9 COUTURE AND ACCESORY DOM/NONDOC ACQUISITION N200,000 Q1 NIL NIL
LINES-AKURE
10 MAY VISION OPTIMAL LTD- OB NON DOC DEVELOPMENT N150,000 Q1 NIL NIL
BADAGRY
Total N3,000,000
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STP Performance Full Year

YEAR YIELD

2020 4,674,410

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 Performance/ Ranking at Sales Campaigns & Promotions
Campaign Title Score/Number Ranking
Achieved
Lead Generation Campaign
( Local)
E-Commerce Referral Campaign NA NA
(local)
Heavy weight Campaign( Regional) NA NA

FTB Campaign (Regional)

Sales Gladiator Campaign ( Local) Won 2 Quarters 2nd
Retention Campaign (Regional) 75th
National Channel Challenge NA NA
Asia Lane Campaign (local) NA NA
Reactivation Campaign( Local) 4 14th

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Action Plans to Achieve 2021 Target in Bullet Points( B2B & Others)

 To open 10 strategic and viable outlets to replace inactive outlets in and outside LOS
city to boost our visibility and TDI shipments.

 To sign on 2-3 ecommerce trade groups or unions for effective cash ecommerce
penetration.

 To intensify effort to get a more conducive and strategic Service Point at Allen Avenue-
Ikeja in the first half of 2021. This will give us additional 50m.
 To generate 5 FTB accounts in every month in 2020 (3 regular accounts and 2
ecommerce accounts).
 To sign on 3 new Universities/Colleges for Student Express penetration

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Sale Tools Usage Daily GSIP, GCPT+ Usage report

COMET APP 50%.

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Parting Words

“IF YOUR DREAMS DON’T SCARE YOU

THEY ARE TOO SMALL”

-Richard Branson

21
THANK YOU