Key Accounts 2

Business Review Essay

The business review of Key Accounts was held last March 12. The meeting was
attended by: GM, SM, DSS, and KAS2. I believe, that, the purpose of this review is
to validate if the submitted outlook of KAS2 if the plan is followed according to
plan.
First, KAS2 Food sales outlook were discussed, shown in the data that her food
outlook will end at 95%, this needs to be recalibrated with new food items to
offer to cover the 5% variance from target. Upon discussion, the SKUs included in
the plan is no longer feasible to materialize. The planned mayonnaise to offer to
MGI have issue, and, it is because of price. It is said that, the buyer is asking for a
30% less price from barter price, therefore, management instructed to replace
this SKU in the outlook. In addition, planned Swiss Miss is also advised to be
changed since KLG will no longer carry the said item. Update was the
management is negotiating to the principal to at least extend the product
distribution until end of the year. By those matters, KAS2 food outlook will end
76% when the SKUs are removed.
Next product that was discussed is Hunt’s for Yellow Cab. KAS2 was advised to sell
the product first at Suggested Retail Price. No known other competitor said.
Together with KAS2 we had discussion regarding this product after the review,
there is a big probability to distribute this product to MGI since it is an approved
or existing SKU already. What is needed, to know the consumption of MGI in
monthly basis for us to make the outlook numbers more realistic.
Again, management advised KAS2 to work for new products to offer to her
accounts since her target realization of planned SKUs is in month of June.
Although, the whole process takes 2-3 months, if the SKUs that were planned is
already existing then it will hasten the process.
Also, highlighted in the discussion was KAS2 reaction to emails. It is said that
Meljean is not responding to email promptly. To her, she replies to email after all
pending works are done. She manages to respond within the day or the following
day. To address the issue, I instructed Meljean advise her client that she will check
and respond to emails in a certain period. So that, her clients will be aware and to
send their inquiries, concerns. in the given time.
As the review progress, CPRs are checked and evaluated. As advised by S’Jeff
before all blanks in the CPR needs to be filled. However, for some department we
replied is not needed nor applicable. In addition to CPR concern and to update the
information. I instructed Meljean to attach the list of branches per concept in
each CPRs. This will serve as basis of for newly opened and existing stores easy
monitoring.
In the end of the review, we were advised to finalize KAS2 list of accounts. To
determine each party to which mother company they belong. Example given was
HAVi, since HAVI act as GADC logistic arm and some products are directly
delivered to them, it will be good if we can separate or identify what products
directly goes to GADC orders and to HAVI order itself for data gathering and
future evaluation.