GAWIH JAYA

MELAYANI DENGAN HATI

Member of WISMILAK GROUP

UPDATE SALES
PERFORMANCES
RAYON PATI YTD W45 CY 12

Report ： Ahmad Melky Fuadi 02.10.2023

 GAWIH JAYA
MELAYANI DENGAN HATI

Member of WISMILAK GROUP

01
STM
SALES TERRITORT
MANAGEMENT
 GAWIH JAYA
SALES TERRITORY MANAGEMENT MELAYANI DENGAN HATI

R AY O N PAT I Member of WISMILAK GROUP

LUAS JUMLAH
ToS
RAYON ZONA ROUTE DENSITY
KM PENDUDUK (Target of Smoker)

PATI KOTA 12 266 278,345 1,046 86,009

T A Y U JAKENAN 12 344 209,555 609 64,752
PATI JUWANA 12 190 271,101 1,425 83,770
GABUS 12 383 294,650 770 91,047
TAYU 12 320 295,521 923 91,316
PATI 5 60 1,504 1,349,172 897 416,894
OUTLET OUTLET COVER
RAYON ZONA TOTAL
TOTAL OC
UNIV RTS SMST TOT WSS % OCS + %
OCS PROM
J U W A N A OCP
P A T I
K O T A PATI KOTA 2,379 550 30 580 52 632 26.6% 297 929 39.0%
JAKENAN 1,791 550 8 558 27 585 32.7% 25 610 34.1%
PATI JUWANA 2,317 550 32 582 31 613 26.5% 78 691 29.8%
GABUS 2,518 550 7 557 27 584 23.2% 0 584 23.2%
TAYU 2,526 550 14 564 28 592 23.4% 0 592 23.4%
PATI 5 11,531 2,750 91 2,841 165 3,006 26.1% 400 3,406 29.5%

OU VS OC RY PATI
G A B U S
 OC vs OU : 26,1%
TOTAL OCS  MPP :
26%
1 ASSpv, 1 WSS, 1 Driver, 1 SMST,
J A K E N A N
1 MDMT, 5 RTS
1 AMS, 1 Promotor
OU
74%
 GAWIH JAYA
SALES TERRITORY MANAGEMENT MELAYANI DENGAN HATI

R AY O N PAT I Member of WISMILAK GROUP

MARKET SIZE / WEEK SHARE OF MARKET / WEEK

AREA Rayon Zona SKM LTLN SKT SPM
TOT SKM LTLN SKT TOT
12,50 15,50 11,15 17,10
T A Y U
PATI KOTA 3.085,5 2.986,2 1.543,9 411,8 8.027,5
JAKENAN 2.322,9 2.248,2 1.162,4 310,0 6.043,6
PATI JUWANA 3.005,2 2.908,5 1.503,8 401,0 7.818,6 0,99% 1,14% 0,61% 0,92%
PATI
GABUS 3.266,3 3.161,1 1.634,4 435,9 8.497,8
TAYU 3.275,9 3.170,4 1.639,2 437,2 8.522,9
J U W A N A RY
P A T I 5 14.956,0 14.474,5 7.483,8 1.996,0 38.910,6 0,99% 1,14% 0,61%0,92%
K O T A
PATI

BRAND CONTRIBUTIONS
(RY PATI/WEEK)
DMM; AM; 2.0575; 5%
2.22666666666667; 6% WK; 6.1425; 16%

SATYA; 2.37; 6%

G A B U S

D. MILD;
13.4716666666667;
35% WD12; 9.478125; 25%

J A K E N A N
WKSL 16; 0.136666666666667; WD 16; 2.7275; 7%
0%
 GAWIH JAYA
S.O.B POTENTIALS MAP MELAYANI DENGAN HATI

R AY O N PAT I Member of WISMILAK GROUP

SKT
GG Merah; 9%
TAYU
WK 12; 3%
Djarum 76 /
coklat; 6% 234 Kretek
12; 34%
Sampoerna
Hijau; 48% SKM
PATI GG Surya Pro WD 12; 2% WD 16; 1%
KOTA JUWANA Merah; 5% Dj. Super GG Signa-
GG Surya 12; 16% ture 12;
16; 31% 2%

GG Surya
12; 25%
LTLN DMM16;
1%
A Mild Menthol; 1% JAKENANGudang Garam Inter
LA Menthol; 1% Pro Mild 16;
DM 16; 6% 12; 18%
LA Ice; 3% 2%
LA Light;
32%
GABUS
A Mild 16;
54%
 GAWIH JAYA
R AY O N PAT I I N V E S T M E N T MELAYANI DENGAN HATI

Member of WISMILAK GROUP

14(WD) 28 WS 1
3 3
1 (DM) (WD) (WD)
550 RETAIL

TAYU 18(WD) 22(WD) 52 WS

1 1 (WD),
2 (DM) 1 (DM) (WD) 1 (DM) 2
550 RETAIL

11(WD) 31 WS
23 1
3 (DM) (WD) (WD)
550 RETAIL
PATI
KOTA JUWANA
11(WD) 27 WS
9 (WD)
5 (DM) 1 (DM)
Sample
550 RETAIL Title Here

27 WS
JAKENAN 11(WD) 19
RAYON INVESTMENT CATEGORIES
BRAND
TOTAL
2 (DM) (WD) WD WK DM
550 RETAIL WSP BRONZE 65 0 13 78
WSP SILVER 76 0 2 78
WSP REG PERMANENT 5 0 0 5
WSP REG NON
GABUS PATI
PERMANENT 0 0 0 0
COI 0 0 0 0
HOP BRANDING 0 0 0 0
BALIGHO/BILLBOARD 1 0 1 2
PATI JUWANA TAYU STREET SIGN 0 0 0 0
BRANDING TOKO MITRA 0 0 0 0
JAKENAN GABUS 147 0 16 163
 GAWIH JAYA
MELAYANI DENGAN HATI

Member of WISMILAK GROUP

02
IBP
VOLUME CONDITION
BRAND DISTRIBUTION
C.N.I
 GAWIH JAYA
V O L U M E S I T U AT I O N S A L L B R A N D MELAYANI DENGAN HATI

Member of WISMILAK GROUP

Q1 2023 Q2 2023 Q3 2023 ACTUAL Q4 2023 ACH YTD - W44

ACH CY10 ACH CY11 CY12 '23
FUF FUF FUF ACH Q1 ACH Q2 ACH Q3 TOTAL ACH CY12 ACH Q4 ACH YTD MINUS
BRAND
CY10 CY11 CY12 (%) (%) (%) CY12 (%) (%) (%) GAP GWTH vs 2022
TGT ACT TGT ACT TGT ACT (%) (%) W45 TGT ACT TGT ACT

WD12 59.96 59.96 59.96 164.9 81% 164.9 143.6 87% 169.6 117.6 69% 56.17% 61.7%
133.3 8.31 8.3 13.9% 239.8 79.0 32.9% 739.3 473.5 64.0% -265.8 -10.8%
WD16 13.90 13.90 13.90 35.2 116% 35.2 33.9 96% 39.1 34.4 88% 74.54% 70.0%
40.9 1.40 1.4 10.1% 55.6 21.5 38.7% 165.0 130.7 79.2% -34.3 14.0%
BY BRAND WKHP12 31.59 31.59 31.59 62.4 112% 62.4 79.6 128% 94.3 79.2 84% 73.47% 86.8%
69.7 6.42 6.4 20.3% 126.4 57.1 45.2% 345.5 285.6 82.7% -59.9 29.0%
WKSL16 0.60 0.60 0.60 1.8 123% 1.8 2.1 115% 1.8 1.8
2.2 99% 117.06% 141.7% 0.17 0.2 28.6% 2.4 1.7 71.8% 7.8 7.8 99.8% 0.0 21.3%
DM16 71.85 71.85 71.85 190.4 105% 188.4 183.0 97% 204.2 178.8 88% 68.07% 60.7%
199.1 8.91 8.9 12.4% 288.5 101.4 35.2% 871.5 662.3 76.0% -209.2 4.7%
DMM16 10.64 10.74 11.17 28.5 93% 26.5 29.6 111% 29.9 26.6 89% 74.89% 69.8%
26.4 1.78 1.8 16.0% 43.7 17.2 39.4% 128.6 99.8 77.6% -28.8 3.7%
ALL BRAND 188.53 188.64 189.06 483.1 98% 479.2 471.8 98% 538.9 438.3 81% 66.21% 66.87% 27.00 27.0
471.7 14.3% 756.4 278.0 36.7% 2257.7 1659.7 73.5% -598.0 5.9%
WY 7.8 9.6 11.5 11.3 27.8 245% 126.88% 145.9% 3.03 3.0 26.3% 42.7 26.9 63.0% 54.1 54.7 101.2% 0.6
AM 0.0 13.1 1.04 1.0 0.0 12.4 0.0 25.5 0.0
EXISTING & NPL 196.3 198.2 TREND
200.6 483.1 471.7 98% 479.2 471.8 98% VOLUME
550.2 479.2 RY
87%PATI (WTD
72.10% W 4531.07
72.97% CY 12)
31.1 15.5% 799.2 317.3 39.7% 3319.6 2509.8 75.6% -835.3 63.9%
(BOX/WEEK)
TOT EXISTING Linear (TOT EXISTING) FUF/WEEK

50.00 45.87 46.35 47.13 47.16 47.27

45.00 40.43 40.43 39.93 39.93 39.93 39.93 42.51
40.00 44.78
35.00 42.94 40.28
38.20 39.98
30.00 36.77 36.30
25.00 33.18 32.99 31.21 31.54
BOX

20.00 27.00
15.00
10.00
5.00
0.00
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10 CY11 CY12
WEEK

 Vol All Brand (Existing) YTD W43, Ry Pati achieve at 73.5% to FUF’23.
 Vol all brand naik sebesar 5.9% dibandingkan pencapaian tahun ’22.
 Fokus pembenahan By Brand, terutama WD12, WD16, DM16, & DMM.
 GAWIH JAYA
VOLUME CONDITION WD12 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

FUF FUF ACT ACT % FUF CY % FUF CY ACH FUF CALL EC DZ

NO. SALESMAN ACH Q4 23 WD12
CY10 CY11 CY10 CY11 10 11 2023 AV 2022 AV YTD GWTH AV 2022 AV YTD GWTH AV 2022 AV YTD GWTH
1 WSS 42.3 31.8 18.35 15.48 43.3% 48.7% 21.31% 50.28% WSS 30.2 30.3 0.1% 21.7 17.9 -17.3% 501.7 561.6 11.9%
2 SMST PATI 12.6 9.4 6.45 5.80 51.3% 61.6% 26.01% 58.50% SMST 21.1 20.9 -1% 13.9 11.4 -18% 262.5 356.7 35.9%
3 RTS PATI KOTA 2.5 1.9 1.94 1.40 78.1% 75.0% 35.82% 61.00% RTS PTI 49.7 50.3 1% 19.8 19.8 0% 47.6 50.5 6.1%
WD12
4 RTS JAKENAN 2.9 2.2 1.59 1.11 55.3% 51.5% 25.04% 52.68% RTS JKN 50.3 49.4 -2% 28.8 21.3 -26% 35.3 43.5 23.4%
5 RTS JUWANA 3.0 2.2 1.64 1.27 55.2% 56.9% 26.10% 51.43% RTS JWN 50.0 49.4 -1% 31.3 22.7 -27% 41.4 47.8 15.5%
6 RTS GABUS 2.3 1.7 1.29 0.89 56.5% 52.0% 25.47% 59.38% RTS GBS 50.7 49.9 -2% 27.1 19.4 -28% 28.5 45.8 60.7%
7 RTS TAYU 3.0 2.2 1.28 0.94 43.0% 41.9% 19.85% 52.95% RTS TYU 49.8 48.9 -2% 22.9 19.1 -17% 42.4 45.7 7.6%
TOTAL 68.50 51.38 32.55 26.89 47.5% 52.3% 23.14% 52.98% 301.8 299.0 -0.9% 165.4 131.5 -20.5% 959.4 1151.6 20.0%

TREND NOTA/DAY TREND DZ (BTG/NOTA)

25 23 24 250
21 21 202
20 17 18 17 18 200 183 180 178
16 15 161 154 158 162
15 147 144
15 150 131

10 100

05 50

00 00
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10 CY11 CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10 CY11

WD12 Linear (WD12) WD12 Linear (WD12)

 Vol WD 12 Rayon Pati achive at .52.3% vs target YTD W43 Cy11

 Rata-rata EC all channel mengalami trend negative -20,5%, dibandingkan avg ‘22
 DZ WD12 YTD W43 CY11, Rayon Pati naik sebesar 20,0% dibandingkan avg ‘22.
 GAWIH JAYA
VOLUME CONDITION WD16 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

FUF FUF ACT ACT % FUF CY % FUF CY ACH Q4 ACH FUF CALL EC DZ
NO. SALESMAN WD16
CY10 CY11 TGT Q4 CY10 CY11 10 11 23 2023 AV AV
AV YTD GWTH AV YTD GWTH AV 2022 AV YTD GWTH
1 WSS 5.5 1.4 18.03 3.31 0.52 59.6% 37.6% 21.22% 64.66% 2022 2022
WSS 30.2 30.2 -0.1% 4.7 4.7 -0.1% 334.3 327.6 -2.0%
2 SMST PATI 5.7 1.4 18.37 4.28 1.12 75.8% 78.9% 29.39% 87.78% SMST 21.1 21.0 -0.2% 4.3 4.4 1.5% 425.7 581.1 36.5%
3 RTS PATI KOTA 0.6 0.2 2.04 0.70 0.17 112.0% 110.4% 42.94% 88.81% RTS PTI 49.7 50.2 0.9% 4.4 6.4 43.5% 55.7 56.0 0.6%
WD16
4 RTS JAKENAN 0.3 0.1 1.05 0.27 0.09 81.9% 115.4% 34.08% 83.42% RTS JKN 50.3 49.3 -1.9% 2.9 4.6 57.8% 52.5 41.6 -20.8%
5 RTS JUWANA 1.1 0.3 3.60 0.77 0.20 69.3% 71.6% 26.84% 74.33% RTS JWN 50.0 49.0 -1.9% 8.3 7.3 -12.0% 47.4 60.4 27.2%
6 RTS GABUS 0.6 0.1 1.88 0.33 0.11 57.5% 72.5% 23.27% 75.81% RTS GBS 50.7 50.1 -1.3% 3.5 3.3 -7.5% 37.3 63.7 70.6%
7 RTS TAYU 1.1 0.3 3.43 0.65 0.17 61.3% 63.9% 23.79% 75.02% RTS TYU 49.8 49.0 -1.5% 6.3 6.8 7.4% 54.9 58.1 5.9%
TOTAL 14.89 3.72 48.41 10.31 2.38 69.2% 63.8% 26.19% 77.63% 301.8 298.8 -1.0% 34.4 37.3 8.4% 1007.8 1188.4 17.9%

TREND NOTA/DAY TREND DZ (BTG/NOTA)

09 250 233
08 08
08 07 196 204
07 200 172
07 06 06 168 165
06 150
06 05 05
04 150 117
05 109 111
04
100
03
02 50
01
00 00
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10 CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10

WD16 WD16

 Vol WD16 Rayon Pati achive at 77.63% vs FuF YTD W41 Cy11
 Rata-rata EC all channel Cy7-Cy9 menunjukan trend positive 8.4%, dibandingkan AV 2022
 DZ WD12 YTD W34 CY 9, Rayon Pati naik sebesar 17,9% dibandingkan AV 2022.
 GAWIH JAYA
VOLUME CONDITION DM16 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

FUF FUF ACT ACT % FUF CY % FUF CY ACH Q4 ACH FUF CALL EC DZ
NO. SALESMAN TGT Q4
CY10 CY11 CY10 CY11 10 11 23 2023 DM16 AV AV
1 WSS 50.9 12.7 166.6 21.49 5.17 42.3% 40.7% 16.00% 62.23% 2022 AV YTD GWTH 2022 AV YTD GWTH AV 2022 AV YTD GWTH

2 SMST PATI 14.6 3.7 47.5 15.28 3.36 104.5% 92.0% 39.23% 93.81% WSS 30.2 30.2 -0.1% 16.4 16.0 -2.7% 713.0 806.0 13.0%
3 RTS PATI KOTA 3.7 0.9 12.0 3.60 0.66 97.4% 71.8% 35.61% 80.91% SMST 21.1 21.0 -0.2% 12.1 12.2 0.6% 524.8 730.0 39.1%
DM16 4 RTS PTI 49.7 50.2 0.9% 19.2 22.0 14.3% 80.6 78.9 -2.2%
RTS JAKENAN 3.7 0.9 12.1 2.84 0.55 75.7% 58.9% 27.95% 71.25% RTS JKN 50.3 49.3 -1.9% 26.7 21.6 -19.2% 60.0 73.1 22.0%
5 RTS JUWANA 1.9 0.5 6.1 1.07 0.33 56.7% 68.7% 22.75% 77.10%
RTS JWN 50.0 49.0 -1.9% 15.9 16.3 2.7% 47.3 56.3 18.9%
6 RTS GABUS 3.7 0.9 12.0 2.72 0.69 73.5% 74.7% 28.45% 68.46%
7 RTS TAYU 1.6 0.4 5.3 1.18 0.34 72.0% 82.0% 28.87% 72.88% RTS GBS 50.7 50.1 -1.3% 28.8 23.9 -17.1% 55.2 67.7 22.6%
RTS TYU 49.8 49.0 -1.5% 16.5 14.7 -10.9% 60.0 64.5 7.5%
TOTAL 80.17 20.04 261.67 48.19 11.10 60.11% 55.40% 22.66% 72.41% 301.8 298.8 -1.0% 135.7 126.6 -6.7% 1541.0 1876.4 21.8%

TREND NOTA/DAY TREND DZ (BTG/NOTA)

30 350 322
307
25 286
25 300 262 272
21 252
20 20 235 229 237
19 18 18 250 211
20
16 14 15 200
15
150
10
100
05 50
00 00
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10 CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10

DM DM

 Vol DM16 Rayon Pati achive at 72.41% vs FuF YTD W41 Cy11
 Rata-rata EC all channel Cy7-Cy9 menunjukan trend negative -6.7%, dibandingkan AV 2022
 DZ WD12 YTD W39 CY 10, Rayon Pati naik sebesar 21,8% dibandingkan AV 2022.
 GAWIH JAYA
VOLUME CONDITION WKHP MELAYANI DENGAN HATI

Member of WISMILAK GROUP

FUF FUF ACT ACT % FUF CY % FUF CY ACH Q4 ACH FUF CALL EC DZ
NO. SALESMAN TGT Q4
CY10 CY11 CY10 CY11 10 11 23 2023 WKHP AV AV
1 WSS 26.3 6.6 85.40 16.31 5.19 62.1% 79.0% 25.18% 79.80% 2022 AV YTD GWTH 2022 AV YTD GWTH AV 2022 AV YTD GWTH
2 SMST PATI 0.6 0.2 1.98 0.28 0.09 45.4% 55.7% 18.27% 55.43% WSS 30.2 30.2 -0.1% 11.7 14.0 20.0% 507.2 537.0 5.9%
3 RTS PATI KOTA 1.6 0.4 5.17 1.87 0.52 117.3% 131.0% 46.17% 103.82% SMST 21.1 21.0 -0.2% 2.6 2.8 6.5% 50.0 51.2 2.6%
WKHP 4 RTS JAKENAN 1.1 0.3 3.58 0.84 0.31 75.9% 112.3% 31.99% 82.81% RTS PTI 49.7 50.2 0.9% 11.6 14.1 22.0% 47.3 54.8 15.8%
5 RTS JUWANA 2.0 0.5 6.39 1.51 0.45 76.7% 91.5% 30.64% 73.93% RTS JKN 50.3 49.3 -1.9% 9.3 11.6 24.9% 50.7 43.5 -14.2%
RTS JWN 50.0 49.0 -1.9% 16.9 17.7 4.5% 39.7 46.7 17.8%
6 RTS GABUS 1.0 0.2 3.20 0.73 0.23 74.5% 92.4% 30.02% 87.69%
RTS GBS 50.7 50.1 -1.3% 10.5 9.7 -7.2% 29.2 43.4 48.5%
7 RTS TAYU 1.7 0.4 5.40 1.63 0.35 98.2% 84.6% 36.71% 93.05%
RTS TYU 49.8 49.0 -1.5% 11.1 17.3 56.7% 63.2 48.7 -22.9%
TOTAL 34.19 8.55 111.13 23.17 7.13 67.8% 83.4% 27.26% 81.39% 301.8 298.8 -1.0% 73.6 87.3 18.5% 787.2 825.4 4.9%

TREND NOTA/DAY TREND DZ (BTG/NOTA)

18 16 140 132
16 123 124
15 15 118 119 119 118
16 14 14 120
13 103 104 100
14 12 12 12
100
12
10 80
08 60
06
40
04
02 20
00 00
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10 CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10

WK WK

 Vol WKHP 12 Rayon Pati achive at 81.39% vs FuF YTD W41 Cy11
 Rata-rata EC all channel Cy9-Cy10 menunjukan trend positive +18.5%, dibandingkan AV 2022
 DZ WD12 YTD W39 CY 10, Rayon Pati naik sebesar +4,9% dibandingkan AV 2022.
 GAWIH JAYA
BRAND DISTRIBUTUION MELAYANI DENGAN HATI

Member of WISMILAK GROUP

(%) to
TARGET (%) to GROWTH
BRAND RAYON BD 2022 OC 2023 CY7 CY8 CY9 W37 W38 W39 CY10 BD YTD TGT
BD 2023 OC vs 2022
2023

WD12 PATI 2993 2,996 2,996 2,996 2,996 2,996 2,996 2,996 2,996 2,996 2,996 100.0% 100.0% 0.1%
WD16 PATI 1458 2,996 1,459 2,076 1,994 1,985 1,977 1,985 1,977 1,985 2,076 142.3% 69.3% 42.4%
WKHP12 PATI 2469 2,996 2,471 2,691 2,638 2,645 2,613 2,645 2,613 2,645 2,691 108.9% 89.8% 9.0%
WKSL16 PATI 532 2,996 532 625 583 557 557 545 557 557 628 118.0% 21.0% 18.0%
DM16 PATI 2993 2,996 2,996 2,996 2,996 2,996 2,996 2,996 2,996 2,996 2,996 100.0% 100.0% 0.1%
DMM16 PATI 1380 2,996 1,381 1,922 1,938 1,908 1,895 1,908 1,895 1,908 1,938 140.3% 64.7% 40.4%
WY PATI 0 2,996 2,996 0 1,863 2,996 2,996 2,996 2,996 2,996 2,996 100.0% 100.0% #DIV/0!
ACTIF PATI 0 2,996 2,996 0 1,062 1,416 2,256 2,687 1,256 2,996 2,996 100.0% 100.0% #DIV/0!

 BD Brand WD12, DM, WY, dam AM achived 100%

 Fokus pemenuhan BD Brand :
- WD16  % 75vs OC (- 171 New BD)
- WKHP  95% vs OC (- 155 New BD)
- DMM  75% vs OC (- 309 New BD)
 GAWIH JAYA
C.N.I MELAYANI DENGAN HATI

Member of WISMILAK GROUP

CALL NOTA ITEM DROPSIZE

SALESMAN GROWTH GROWTH GROWTH GROWTH
AREA
TYPE AVG 2022 AVG YTD (%) AVG 2022 AVG YTD (%) AVG 2022 AVG YTD (%) AVG 2022 AVG YTD (%)

WSS 30,2 30,2 -0,1 28,9 26,0 -10,3 2,0 2,3 14,3 1097,3 1332,2 21,4

PATI SMST 21,1 21,0 -0,2 20,0 19,7 -1,8 1,8 1,9 4,2 600,6 821,0 36,7

RTS 50,1 49,5 -1,1 40,2 38,3 -4,8 1,8 1,9 8,9 85,5 101,2 18,3

CALL NOTA ITEM DROPSIZE

SALESMAN GROWTH GROWTH GROWTH GROWTH
AREA
TYPE AVG 2022 AVG YTD (%) AVG 2022 AVG YTD (%) AVG 2022 AVG YTD (%) AVG 2022 AVG YTD (%)

WSS 30,2 30,2 -0,1 28,9 26,0 -10,3 2,0 2,3 14,3 1097,3 1332,2 21,4
SMST 21,1 21,0 -0,2 20,0 19,7 -1,8 1,8 1,9 4,2 600,6 821,0 36,7
RTS PTI 49,7 50,2 0,9 40,5 40,3 -0,5 1,6 2,0 24,0 98,1 120,6 23,0
PATI RTS JKN 50,3 49,3 -1,9 40,8 39,1 -4,2 1,8 1,9 7,0 85,8 96,3 12,3
RTS JWN 50,0 49,0 -1,9 40,6 37,8 -6,9 1,9 2,0 5,6 82,6 95,7 15,8
RTS GBS 50,7 50,1 -1,3 40,2 37,2 -7,4 1,9 1,8 -7,0 77,5 98,4 27,0
RTS TYU 49,8 49,0 -1,5 39,1 37,2 -4,9 1,6 1,9 18,9 83,7 94,8 13,2

 Terdapat growth positif ITEM/NOTA di all channel vs AV 2022

 Perlunya perbaikan secara fokus on channel RTS Gabus
 Perlunya perbaikan di All Channel untuk EC (Menaikan Nota/Day)
 GAWIH JAYA
PRODUCTIVITY MELAYANI DENGAN HATI

Member of WISMILAK GROUP

TGT 2023 Cycle 8 Cycle 9

Rayo
KPI TOTA
n WSS SMST RTS WSS SMST RTS TOTAL WSS SMST RTS TOTAL
L
OC 165 220 2,750 3,135 165 220 2,750 3,135 165 220 2,750 3,135
OT 165 220 2,750 3,135 163 217 2,569 2,949 165 220 2,731 3,116
OA 53 70 880 1,003 12 38 1,095 1,145 16 49 1,200 1,265
Pati

OP 97 130 1,623 1,850 145 171 957 1,273 143 162 943 1,248
% OT vs OC 100% 100% 100% 100% 99% 99% 93% 94% 100% 100% 99% 99%
% OA vs OC 32% 32% 32% 32% 7% 17% 40% 37% 10% 22% 44% 40%
% OP vs OC 59% 59% 59% 59% 88% 78% 35% 41% 87% 74% 34% 40%
 Terjadi peningkatan OA di Cy9 vs Cy8, WSS (+3%) RTS (+4%), SMST (+5%)
 Penurunan OP tertinggi di SMST (-4%)
 Perlunya meningkatkan OT 100%

INFORMATION
ONT : Selama 8 Minggu tidak terjadi transaksi.
OT : Selama 8 Minggu terjadi 1x Transaksi.
OA : Selama 8 Minggu terjadi 2x Transaksi.
OP : Selama 8 Minggu terjadi 4x Transaksi.
 GAWIH JAYA
S C A N A N A LY S I S W D 1 2 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

RETAIL INFO RAYON PATI WD 12 GANJIL RETAIL INFO RAYON PATI WD 12 GENAP
WEEK WEEK
RETAIL INFO Grand Total Grand
37 39 41 43 RETAIL INFO
38 40 42 44 Total
- NOT BUY(TA) 27 27
- NOT BUY(TT) 196 127 100 423
- NOT BUY(TT) 125 95 113 333
AVAILABLE - BUY 361 543 741 634 2279
AVAILABLE - BUY 440 559 701 559 2259
AVAILABLE - NOT BUY 407 329 166 243 1145
AVAILABLE - NOT BUY 376 308 310 262 1256
AVAILABLE - NOT BUY(BG) 14 14 7 5 40
AVAILABLE - NOT BUY(BG) 19 10 13 42
AVAILABLE - NOT BUY(SC) 41 31 21 33 126
AVAILABLE - NOT BUY(SC) 76 38 26 140
Identified Rayon Pati category CUKUP (<-60%) AVAILABLE - NOT BUY(TA) 3 1 1 5
AVAILABLE - NOT BUY(TA) 1 1 • Based on SCAN di Cy1-Cy2 2023, terlihat masih
AVAILABLE - NOT BUY(TT) 1 2 3
AVAILABLE - NOT BUY(TT) 1 1 diperlukan pembenahan untuk Outlet AVA-Not Buy
untuk Brand WD12. NOT VISIT - NOT BUY(BA) 8 8
OOS - BUY 4 13 4 3 24 • Perlunya analisis consumer di outlet – outlet tersebut, dari
OOS - NOT BUY 1 1 sisi upline grosir (moving coverage) dan smoker di outlet OOS - BUY 8 3 4 4 19
– outlet tersebut.
Grand Total 1068 929 1110 978 4085 Focus dengan threatment trial promotor di kawasan outlet
Grand Total 1041 1050 1042 921 4054

BUY 444 572 705 562 2283 AVA-Not Buy dan focus program Lock Trial BUY 370 547 745 638 2300
• Untuk outlet AVA-BUY difokuskan untuk maintenance
%BUY 41,6% 61,6% 63,5% 57,5% 55,9% stock dengan adding Lock Order Program . %BUY 35,5% 52,1% 71,5% 69,3% 56,7%
 GAWIH JAYA
S C A N A N A LY S I S W D 1 6 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

RETAIL INFO RAYON PATI WD 16 GANJIL RETAIL INFO RAYON PATI WD 16 GENAP
WEEK Grand WEEK Grand
RETAIL INFO RETAIL INFO
1 3 5 7 Total 2 4 6 8 Total
- NOT BUY(TA) 27 27 - NOT BUY(TT) 196 127 100 423
- NOT BUY(TT) 125 95 113 333 AVAILABLE - BUY 89 117 192 123 521
AVAILABLE - BUY 96 112 174 124 506 AVAILABLE - NOT BUY 245 271 221 294 1031
AVAILABLE - NOT BUY 212 282 263 261 1018 AVAILABLE - NOT BUY(BG) 11 4 3 4 22
AVAILABLE - NOT BUY(BG) 6 4 8 18
AVAILABLE - NOT BUY(SC) 14 7 4 8 33
AVAILABLE - NOT BUY(TA) 1 1 2
AVAILABLE - NOT BUY(SC) 31 7 5 43 AVAILABLE - NOT BUY(TT) 1 1
AVAILABLE - NOT BUY(TL) 1 1 NOT AVAILABLE - BUY 11 7 18 7 43
NOT AVAILABLE - BUY 13 12 14 7 46 NOT AVAILABLE - NOT BUY 308 411 382 344 1445
NOT AVAILABLE - NOT BUY 190 345 440 328 1303 NOT AVAILABLE - NOT BUY(BG) 4 8 8 1 21
NOT AVAILABLE - NOT BUY(BG) 12 6 3 21 NOT AVAILABLE - NOT BUY(SC) 17 22 15 24 78
NOT AVAILABLE - NOT BUY(SC) 32 21 18 71 NOT AVAILABLE - NOT BUY(TA) 1 1 1 3
NOT AVAILABLE - NOT BUY(TA) 1 1 Identified Rayon Pati category KURANG NOT AVAILABLE - NOT BUY(TJ) 1 1 2
NOT AVAILABLE - NOT BUY(TT) 1 1 • Based on SCAN di Cy10-Cy11 2023, terlihat masih NOT AVAILABLE - NOT BUY(TT) 1 1 2
OOS - BUY 16 3 9 10 38 diperlukan pembenahan untuk Outlet Not AVA-Not NOT VISIT - NOT BUY(BA) 8 8
OOS - NOT BUY 293 125 83 92 593 Buy untuk Brand WD16. OOS - BUY 8 7 12 10 37
OOS - NOT BUY(BG) 1 1 3 4 9 • Perlunya analisis consumer di outlet – outlet tersebut, OOS - NOT BUY 113 63 82 103 361
dari sisi upline grosir (moving coverage) dan smoker di OOS - NOT BUY(BG) 1 2 3
OOS - NOT BUY(SC) 13 10 6 3 32
outlet – outlet tersebut. OOS - NOT BUY(SC) 11 2 2 2 17
OOS - NOT BUY(TT) 1 1 • Focus dengan threatment penambahan BD WD16 di OOS - NOT BUY(TA) 1 1
Grand Total 1068 929 1087 978 4062 outlet outlet tersebut Grand Total 1041 1050 1042 921 4054
BUY 125 127 197 141 590 • Untuk outlet AVA-BUY difokuskan untuk maintenance BUY 108 131 222 140 601
%BUY 11,7% 13,7% 18,1% 14,4% 14,5% stock dengan adding create batangan WD16. %BUY 10,4% 12,5% 21,3% 15,2% 14,8%
 GAWIH JAYA
MELAYANI DENGAN HATI

Member of WISMILAK GROUP

03
PROJECT
OVERVIEW
BATANGAN WD16, RUTE
JAGOAN WD12, RUTE JAGOAN
WKHP, ZONA FOKUS AM DAN
WY, DCC
 GAWIH JAYA
P R O J E C T B ATA N G A N W D 1 6 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

BEFORE AFTER YTD W41 '23

ZONA RUTE Omset/Week Cy 10- Target OC Omset
OC % Ach % Growth
11 (pack) (Pack)
GENAP 32.8 69 90 130.9% 61.9 88.8%
PATI KOTA
GANJIL 24.4 69 83 120.7% 58.9 141.0%
GENAP 29.4 69 80 116.4% 49.2 67.5%
JAKENAN
GANJIL 13.9 69 74 107.6% 29.4 111.3%
GENAP 31.5 69 76 110.5% 78.3 148.7%
JUWANA
GANJIL 49.8 69 103 149.8% 90.6 81.9%
GENAP 19.5 69 63 91.6% 36.2 85.8%
GABUS
GANJIL 20.6 69 76 110.5% 68.1 230.2%
GENAP 34.1 69 78 113.5% 80.6 136.5%
TAYU
GANJIL 33.4 69 79 114.9% 76.7 129.4%
GENAP 147.2 344 387 112.6% 306.2 108.0%
Total Rayon Pati
GANJIL 142.2 344 415 120.7% 323.7 127.6%

REPEATASI OC BATANGAN
(%)
RAYO OC 0x 1x 2x 3x 4x 5x 6x 7x 8x 9x 10x 11x TOTA REPEATA OC BAT
N BATANGAN L vs OCS
SI
PATI 802 253 109 74 63 65 55 51 45 26 31 20 10 549 68.5% 29.2%
DZ WD16 OC BATANGAN (PACK)
RAYO OC 10 11
• Overall kerapatan OC Batangan sudah baik. N BATANGAN 0 Pack 1 Pck 2 Pck 3 Pck 4 Pck 5 Pck 6 Pck 7 Pck 8 Pck 9 Pck Pck Pck TOTAL

• Outlet Batangan focus on clusteral (based on PATI 802 684 16 50 19 1 27 0 1 1 2 1 0 802

mapping) PLAN :
• Overall Potential Batangan di HOP General Trade • Overall Ry Pati Achieve and Growth OC Batangan on Rute Ganjil
Channel (Toko, Warung Makan, dan Warung Kopi) • Repeatasi order WD 16 sebesar 68,5%. YTD W38, Menambah DZ minimal +1-3
Pack untuk outlet yang pengambilan WD16 nya >5 Pack.
 GAWIH JAYA
RUTE JAGOAN WD 12 MELAYANI DENGAN HATI

Member of WISMILAK GROUP

AVG VOL AVG VOL AVG VOL AVG VOL

ZONA GWTH ZONA GWTH
BEFORE DURING BEFORE DURING
TAYU 64,9 76,1 17,2% TAYU 22,5 22,6 1%
ZONA TAYU
VOL PATI KOTA 96,9 107,7 11,1% EC PATI KOTA 16,7 16,0 -4%
WD12 WD12
JAKENAN 66,4 64,6 -2,8% JAKENAN 21,4 21,4 0%
GABUS 77,8 75,5 -2,9% GABUS 22,1 21,8 -1%

ZONA JUWANA JUWANA 73,4 76,4 4,1% JUWANA 18,8 18,6 -1%

Total 379,3 400,2 26,7% Total 101,5 100,4 -6,1%

TREND VOL WD RUTE JUARA – YTD W38
ZONA JAKENAN
RAYON PATI
3500
3000 1534 1556
1478
ZONA PATI KOTA 2500 1258 1277 1239 1289
1210 1166 1163
2000
1500
1000
500
0
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10
ZONA GABUS
WSS TAYU PATI KOTA JAKENAN
GABUS JUWANA RAYON PATI
 GAWIH JAYA
RUTE JAGOAN WKHP MELAYANI DENGAN HATI

Member of WISMILAK GROUP

AVG VOL AVG VOL AVG VOL AVG VOL

ZONA GWTH ZONA GWTH
BEFORE DURING BEFORE DURING
TAYU 66,6 74,3 11,6% TAYU 15,7 18,0 14,9%
ZONA TAYU
VOL PATI KOTA 47,8 56,7 18,5% EC PATI KOTA 13,4 14,0 4,0%
WKHP JAKENAN 43,3 31,5 -27,2% WKHP JAKENAN 11,2 9,5 -14,6%
GABUS 27,1 38,3 41,4% GABUS 8,3 9,1 10,1%

ZONA JUWANA JUWANA 44,0 44,5 1,0% JUWANA 14,2 12,6 -10,9%

Total 228,8 245,3 45,4% Total 62,7 63,2 3,6%

ZONA JAKENAN TREND VOL WK RUTE JUARA – YTD 38

RAYON PATI
3000
1336 1339
2500 1183 1189 1217
ZONA PATI KOTA 1065 1129
2000 1024
935
1500 702
1000
500
0
CY1 CY2 CY3 CY4 CY5 CY6 CY7 CY8 CY9 CY10
ZONA GABUS
WSS TAYU PATI KOTA JAKENAN
GABUS JUWANA RAYON PATI
 GAWIH JAYA
ZONA FOKUS WY MELAYANI DENGAN HATI

Member of WISMILAK GROUP

CHANNEL RAYON W37 W38 W39 W40 W41 LW TW +/- GWTH (%)
GT PATI 2.02 2.19 2.25 2.39 2.73 2.39 2.73 0.34 14.2%
WY
MT SMST 0.10 0.11 0.08 0.10 0.11 0.10 0.11 0.01 6.3%
TOTAL 2.12 2.31 2.33 2.49 2.84 2.49 2.84 0.35 13.9%

RESULTS VOLUME WISMILAK SATYA (Pack) wtd 39 GTR

CY11
ZONA TOT CY 8 TOT CY 9 TOT CY 10 TOTAL CONTR RANK
W41
PATI KOTA 761 827 872 256 1844 18% 4
JAKENAN 848 880 815 215 1943 19% 3
JUWANA 765 823 800 240 1828 18% 5
GABUS 1006 1012 1003 419 2437 24% 1
TAYU 886 943 748 241 2070 20% 2
TOTAL RY PATI 4266 4485 4238 1371 10122 100%
5.33 5.61 5.30 1.71 12.65 BOX

PROGRESS VOLUME WISMILAK SATYA (Pack) wtd 41 GTR

5000
4500 4485
4266 4238
4000
CONCLUTIONS 3500
WY VOL (pack) RANK 3000
GABUS 2780 1 2500
TAYU 2456 2 2000
JAKENAN 2358 3 1500 1371
1000 1006
886 1012
943
880 1003
872
848
765
761 827
823 815
800
748
500 419
256
241
240
215
0
TOT CY 8 TOT CY 9 TOT CY 10 CY11

PATI KOTA JAKENAN JUWANA GABUS TAYU TOTAL RY PATI

 GAWIH JAYA
ZONA FOKUS AM MELAYANI DENGAN HATI

Member of WISMILAK GROUP

CHANNEL RAYON W37 W38 W39 W40 W41 LW TW +/- GWTH (%)
GT PATI 1.19 1.34 0.96 0.65 0.65 0.65 0.65 0.00 -0.5%
ACTIF
MT SMST 0.08 0.07 0.05 0.07 0.06 0.07 0.06 -0.01 -19.0%
TOTAL 1.27 1.40 1.01 0.72 0.71 0.72 0.71 -0.02 -2.3%

RESULTS VOLUME ACTIF MIL (Pack) wtd 39 GTR

CY11
ZONA TOT CY 8 TOT CY 9 TOT CY 10 TOTAL CONTR RANK
W41
PATI KOTA 543 421 422 68 1032 25% 1
JAKENAN 391 387 384 68 846 20% 2
JUWANA 349 311 319 25 685 17% 5
GABUS 343 357 538 96 796 19% 3
TAYU 341 390 341 37 768 19% 4

TOTAL RY PATI 1967 1866 2004 294 4127 100%

3.28 3.11 3.34 0.49 6.88 BOX

PROGRESS VOLUME ACTIF MIL (Pack) wtd 41 GTR

700
655.666666666667
600

CONCLUTIONS 500 501

466.5
AM VOL (pack) RANK 400
PATI KOTA 1321 1
300 294
GABUS 1187 2
JAKENAN 1099 3 200 181
130.333333333333
116.333333333333
114.333333333333
113.666666666667 134.5
100 105.25
97.5
96.75
89.25 105.5
96
85.25 96
77.75 79.75 68
37
25
0
TOT CY 8 TOT CY 9 TOT CY 10 CY11

PATI KOTA JAKENAN JUWANA

GABUS TAYU TOTAL RY PATI
 GAWIH JAYA
ACTION PLANS MELAYANI DENGAN HATI

Member of WISMILAK GROUP

KPI Issues Action Plan PIC Timeline

• SCAN Analysis di Rute ONT untuk verifiy current condition outlet
OT RTS Current di 99% ; Terdapat ONT
Productivity • Melakukan replacement untuk ONT Non Potential/Bankrupt, dan ASSpv Q4 2023
sebanyak 41 untuk di verifikasi
melakukan approach New BD ke ONT yang masih potensial
• BD WK Current = 89,8%  95% (-205 New BD) –41 BD/Zona
Fokus Adding New BD di Brand Slow
BD • BD WD16 Current = 71,2%  80% (-407 New BD) - 81 BD/Zona ASSpv Q4 2023
Moving WK, WD16, dan DMM
• BD DMM Current = 67,1%  80% (-594 New BD) – 118/Zona
• WSS
o EC WD12  100% EC; WD16  50% EC
Meningkatkan performa IBP EC, DZ, o Item/Nota 2,1  4,0
IBP Improvement ASSpv Q4 2023
dan Item/Nota • RTS
o EC WD12  100% EC; WD16  50% EC
o Item/Nota 2,0  3,0
• Melakukan breakdown minus GAP BD to 100% untuk close di Q4
• Melakukan Back Check on Rute Jagoan WK (Melihat Potensi Rute & SOB)
Rute Jagoan WK BD Fullfilement & IBP Improvement ASSpv, AMS Q4 2023
• Melakukan breakdown gameplan tgt Vol & EC vs Last Call di Rute Jagoan
• Melakukan mapping perapatan OCS-OCP di Rute Jagoan WK
• Melakukan breakdown minus GAP OC Batangan/Zona (+3 New
OC Batangan Current Condition achieve 802 OC
OC/Day/Zona) ASSpv, AMS Q4 2023
WD16 Batangan WD16
• Membuat form control & mapping terintegrasi OCS-OCP Batangan WD16
• Melakukan breakdown minus GAP BD to 100% untuk close di Q4
Development Zona Fokus AM dan WY • Melakukan Back Check on Rute Jagoan AM dan WY (Melihat Potensi Rute
Zona Fokus AM
in current avg AM 1,32 Box/w dan AM & SOB) ASSpv, AMS Q4 2023
dan WY
1,96 Box/w • Melakukan breakdown gameplan tgt Vol & EC vs Last Call di Rute Jagoan
• Melakukan mapping perapatan OCS-OCP di Rute Jagoan Wy dan AM
Analysis SCAN
Current condition IBP WD di All Channel
focus on • Melakukan SCAN Fokus di Zona Potential SOB WD12 Pati Kota, Jakenan,
menunjukan peningkatan, perlu ASSpv Q4 2023
Retail NB Info Juwana, dan Gabus
diimbangi proses verification by ASSpv
(WD12, WD16)
 GAWIH JAYA
MELAYANI DENGAN HATI

Member of WISMILAK GROUP

TERIMA KASIH
SALAM BMS YES !

Report ： Ahmad Melky Fuadi 02.10.2023