FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: Azizabad

Order Booker: Date: XX-XX-2018 Day: XXX
Route Code: Azizabad
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 M.Kamal Store Azizabad Kamal 1 1 1

2 Basit General Store Azizabad Basit 1 1
3 Abdul Ghaffar Store Azizabad Abdul 1 1

4 Abdul Raheem Pan Shop Azizabad Raheem 1 1

5 Bhai Shabab General Store Azizabad Azmat 1
6 Abdul Samad General Store Azizabad Samad 1
7 Attari Store Azizabad Athar 1 1
8 Attiq Store Azizabad Atiq 1
9 Bismillah General Store Azizabad Mohsin 1
10 M.S Dost Store Azizabad Saleem 1
11 B.M Foods Azizabad Fahad 1
12 Al Qadeer Store Azizabad Qadeer 1
13 Bismillah Pan Shop Azizabad Ghani 1
14 M-Rehman store Azizabad Mujahid 1 1
15 Blue Store Bakery Azizabad Aziz 1
16 Abdul Majeed Store Azizabad Majeed 1 1
17 Abdul Salam Bakery Azizabad Basit 1
18 Al Samad Store Azizabad Faisal 1
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 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: Sheesh MAHAL
Order Booker: Date: XX-XX-2016 Day: XXX
Route Code: Sheesh MAHAL
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 M.Kamal Store Yes OK Good 2,500 2,000 800 Rack Rack

2 Basit General Store Yes OK Good 1,500 2,000 900 Rack Rack
3 Abdul Ghaffar Store Yes OK Good 1,000 1,500 800 Rack Rack
4 Abdul Raheem Pan Shop Yes Avg On time 1,800 1,000 Rack Rack

5 Bhai Shabab General Store Yes ok Poor 2,000 1,500 Rack Rack
6 Abdul Samad General Store Yes Good Ok 3,000 1,000 Rack Rack
7 Attari Store Yes Good Ok 1,000 1,000 Rack Rack

8 Attiq Store Yes Ok Good 1,500 800 Rack

9 Bismillah General Store Yes Ok Good 1,200 1,000 Rack
10 M.S Dost Store Yes Ok Ok 1,300 900 Rack

11 B.M Foods Yes Excellent Ok 1,800 1,100 Rack Rack

12 Al Qadeer Store Yes Ok Good 1,100 170 Rack Rack
13 Bismillah Pan Shop Yes Ok Good 2,000 1,000 Rack Rack

14 M-Rehman store Yes ok Ok 1,500 1,500 Rack Rack

15 Blue Store Bakery Yes ok Ok 2,000 2,000 Rack Rack
16 Abdul Majeed Store Yes ok Ok 2,500 1,800 800 Rack Rack

17 Abdul Salam Bakery Yes ok Ok 2,500 1,800

18 Al Samad Store Yes ok Ok 2,500 2,000
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 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 Three to Four
scheme on time.
Prepare & Determine initial order.

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.