FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: Nazimabad No.2

Order Booker: Mr. Hammad Date: XX-XX-2018 Day: XXX
Route Code: Nazimabad No. 2
No. of FLP Racks Competition Racks
S.No. DMS Code Shop Name Area Owner Name & No. Snack Kolson Oye
MIX PC NPC City OPTP Hoye
Others

1 Baba Fareed G/S Nazimbad No. 2 Sagheer 1- - - 1- - -

2 Mansoor Cold Spot Nazimbad No. 2 Mansoor - 1- - - - - -
3 Fatima Bakers & General store Nazimbad No. 2 Khalid 1- - - - - - -

4 Faisal Bakery Nazimbad No. 2 Faisal - 1- 1 1- - -

5 Rizwan Store Nazimbad No. 2 Rizwan - - - 1- - - -
6 Nadeem Bakery Nazimbad No. 2 Nadeem - 1- - - - - 1
7 Amjeed Pan Shop Nazimbad No. 2 Amjad 1- - - 1- - -
8 Shahid General Store Nazimbad No. 2 Shahid - 1- - - - - -
9 Kausar Pan Shop Nazimbad No. 2 Ali - 1- 1 1- - 1
10 Hajwany Store Nazimbad No. 2 Naeem - 1- - - - - 1
11 Fatima Store Nazimbad No. 2 Mansoor - - - 1- - - -
12 Javeed Store Nazimbad No. 2 Javed - - - 1 1- 1-
13 Amir Store Nazimbad No. 2 Amir - - - 1- - - -
14 Golden Nagori Milk Shop Nazimbad No. 2 Malik 1- - - - - - -
15 Lasani Milk Shop Nazimbad No. 2 Aslam - 1- - - - - -
16 Haneef Store Nazimbad No. 2 Haneef - 1- - - - - -
17 Rohail Store Nazimbad No. 2 Rohail - 1- - - - - -
18 Azhan Store Nazimbad No. 2 Asghar - - - 1- - - -
19 - - - - - - - -
20 - - - - - - - -
- - - - - - - -
 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: Nazimabad No. 2
Order Booker: Mr. Hammad Date: XX-XX-2016 Day: XXX
Route Code: Nazimabad No. 2
KPI Sales Analysis (Rupee Value)

S.No. DMS Code Shop Name Book vs Current comp trade

Computerized Service delivery Pepsi Snack Snack City Kolson OPTP Oye Hoye Others trade spend spend
Bill Frequency Compliance

1 Baba Fareed G/S Yes Ok ok 2000 Per Week Rack Rack

2 Mansoor Cold Spot Yes OK ok 1000 Per Week Rack -

3 Fatima Bakers & General store Yes Excellent excellent 8000 Per Week 1000 Per Week Rack -
4 Faisal Bakery Yes Excellent ok 1500 Per Week 400 Per Week 5000 Per Week Rack -

5 Rizwan Store Yes Ok low 1000 Per Week 1000 Per Week 4000 Per Week Rack Rack
6 Nadeem Bakery Yes Ok low 2000 Per Week 1000 Per Week 1000 Per Week Rack Rack
7 Amjeed Pan Shop Yes ok ok 10000 Per Week 2000 Per Week 7000 Per Week Rack Rack

8 Shahid General Store No ok ok 12000 Per Week 7000 Per Week Rack -
9 Kausar Pan Shop Yes Good ok 10000 Per Week 8000 Per Week 8000 Per Week Rack Rack
10 Hajwany Store Yes Good ok 5000 Per Week Rack Rack

11 Fatima Store Yes Ok ok 3000 Per Week - Rack

12 Javeed Store Yes Low ok 1500 Per Week 2000 Per Week 2000 Per Week - Rack
13 Amir Store Yes Ok ok 1500 Per Week - Rack

14 Golden Nagori Milk Shop Yes Ok low 5000 Per Week 2500 Per Week Rack -
15 Lasani Milk Shop Yes Low low 1000 Per Week Rack -
16 Haneef Store Yes Low low 1000 Per Week Rack -

17 Rohail Store Yes Ok ok 4000 Per Week Rack -

18 Azhan Store Yes Ok ok 700 Per Week 2000 Per Week - Rack
19

20
 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: XXXXXXXXXXX
Order Booker: XXXXXXXXXXXX Date: XX-XX-2016 Day: XXX
Route Code: XXXXXXX

Steps of Call Analysis a / O (opportunity) DSR Relationship with Trade Competition Presence ( Overall Category Share)

1 Prepare For Call 0 NI = Needs Improvement Snack City Major Competitor

2 Greet The Customer Yes AS = At Standard Kolson Trying to penetrate the market
3 Walk The Store Yes EX = Excellent OPTP Non availability of products
4 Prepare & Determine Initial Order Yes Oye Hoye Non availability of products
5 Make Sales Presentation Yes Others Non availability of products
6 Assemble Customer Order 0
Sales Developmental Oppurtunities
7 Check-in Customer Order 0
No of Average PCI SKU Availability
8 Merchandise Product Yes
9 Complete The Sales Call Yes There is room for Sales
developmentan opprotunities if
10 Evaluate The Sales Call Yes commitment are meet on time &
Which step is the opportunity area of the DSR? retailers are updated with current
scheme on time.
Prepare & Determine initial order. three to four

BUSINESS AND MARKET INSIGHTS: There

are opportunities to explore the market along with service level & fulfilling the commitments. There was a one shop, Pepsi committed them to provide the
motor bike but still he did not receive the bike though he is a potential customer of M/s Rahbar. Complains should properly handled & supplies must be on
time. There is another issue was retailer demanded for Salt, French Cheese Flavor & Wavy Bar B Q but they were forcing to sale another flavor of Wavy. Rs. 10
Lays & Rs. 20 was in demand but at that time supplier were short in quantity.