Fortnightly Report

My working on Pepsi distribution :( BARI BROTHERS) Main thing the company assign to me in the distribution work as supervisor during the route riding. Route riding: Basically in the route riding we go with the salesman of the particular Pepsi distribution on a specific route on a route car. In which the salesman sales the Pepsi different brands on the many points (shops). Loading the stock according to the shopkeeper demand and collect the MT (empty bottles) form the shopkeeper in return of the stock. So these are the some key points of the salesman activities. I observe different points during the route riding on the bases of my own experiences on route riding. The main thing I learn how to deal with your customers (shopkeeper). As a supervisor I check the activities of the salesman in the market during the sales in terms of; 1. Either salesman is providing the discount or not according to the company polices. 2. Tell about all the current schemes of the company on regular, pet, liter bottles, 300ml and 500ml etc to the shopkeepers. 3. I also check the all prices and rate of the different brands of Pepsi during route riding for example on regular rate Rs.326 with 20%discount, pet rate is 430 and liter rate is 445. 4. We also check the stock availability of the Pepsi brands in the shops with the help of checking the chillers (deepfreeze and visi cooler) and we also check that the shopkeeper is only display and maintain our Pepsi brands in our chillers not than coca cola or gourmet. If not first distributor warn him and in second time the company take back his chillers form the shopkeeper. Listen the complaints of the shopkeepers for example about their daily supply gaps (not provided timely), rude behavior of the salesman and complaints about their spoiled clam stocks and out of order chillers. So I record all the complaints and report to the distribution manager (ASM). I also observe the competitor (coca cola and gourmet) s rates and scheme during route riding. In the end I also take the remarks form shopkeeper about the Pepsi brands and its sales and either they are satisfied or not. I also see the Plano gram of the Pepsi brands. Its mean how to display brands in visi coolers. Report After the route riding I report to the ASM and discuss all the complaints of shopkeepers and all my observation.

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Key account department. Work in the key account department.

Introduction I also work in the key account department of the Pepsi sales and marketing office. In the hierarchy of the key account department there are one KAM Usamah Mohsin (key account manager) and his subordinates key executives force that consists 3 to 4 persons. These executives are work under the KAM. Purpose of department The purpose of the department is conversion. Its mean Convert the points of coca cola in Pepsi points. Points like shops, canteens in schools, colleges, university, hotels, cinemas points and fast foods restaurants. And the second purpose is injections. In the injection the key executives provide the chillers (deep freezers and visi cooler) to the shopkeepers and load the chillers in the shop under their guidance. Its mean kick out the competitors and theirs brands in the market. In the key account department the 20% discount is represents to generate the 80% profit of the company. Conversion and injections strategies Conversion is not made easily the key executives visits the markets and aggressive sales areas. And check all the big and major points of the competitors (coca cola). Discuss these points with their manager that how to break those points. Some time manager also visits these points. After the visit they deal with the shopkeepers for the conversions. Through giving the greed of free chillers, discounts and schemes and Pepsi sign boards on which the name of shopkeeper is displayed. When the shopkeeper satisfied and make the deal then the process of injection I started. The key executives inject the chillers for the shopkeeper through full legal documentation and other approvals form G.M for issuing the chillers for the shopkeepers. After all the approvals and documentation the chillers are inject to the shops. Retention After conversion and injection the key executives keep eyes on the shopkeepers in terms of their chillers are available in the shop, the availability of the stock of Pepsi brand in the chillers, shopkeeper properly maintain and display the Pepsi brands in the deep freezers and visi coolers and either they have coca cola stock for sell or they is display the coke brands in Pepsi chillers or not. If the shopkeeper is not act on those instructions or restrictions then the key executives retain those points through dealing that either he have proper supply or not, if any complaints then he resolve the supply gaps and solve the other complaints of the shopkeepers and try to retain their points.

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Legal Agreements with customers (shopkeepers) The key account department is also made the two legal agreements with their customers. 1. Exclusive rights agreement. 2. Chillers injection agreement. In the exclusive rights agreements the company made agreement with the shopkeeper that he sale only the Pepsi brands for 3 or 4 years and he can not sale another brands of any beverages company like coke or gourmet. Company provides the stock to ht shopkeeper in the shape of advance payment and trade payment. This agreement is made by Rs.50 stamp paper. In the chillers injection agreement the company is provide the free chillers to the shopkeeper through proper legal documentation and also company bear repair expenses. This agreement s made by Rs.100 stamp paper. So this department is providing the full information about market and market competitor and plays a vital role to increase the sale of the Pepsi brands through different processes.

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