FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: N. Nazimabad B F G H

Order Booker: Date: XX-XX-2018 Day: XXX
Route Code: N.Nazimabad B F G H
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 Alamgir Pan Shop N.Nazimabad BFGH Sonu 1

2 Adnan Store N.Nazimabad BFGH Adnan 1
3 Al Aisha General Store N.Nazimabad BFGH Aleem 1
4 Habib Store N.Nazimabad BFGH Habib 1
5 Hafeez Store N.Nazimabad BFGH Hafeez 1
6 Bushra Medical Store N.Nazimabad BFGH Anas 1 1
7 Hassan Store N.Nazimabad BFGH Hassan 1 1
8 Al-Karim Milk Shop N.Nazimabad BFGH Saqib 1 1
9 Imran Lodhi Shop N.Nazimabad BFGH Imran 1 1
10 Fari Store N.Nazimabad BFGH Farrukh 1 1
11 Faryal Store N.Nazimabad BFGH Adnan 1
12 Irfan Bakery N.Nazimabad BFGH Irfan 1
13 Flowrence Medical Store N.Nazimabad BFGH Anas 1
14 Jabbar Store N.Nazimabad BFGH Aslam 1
15 Anees General Store N.Nazimabad BFGH Anees 1
16 M Ali Pan shop N.Nazimabad BFGH Ali 1
17 Gosia Bakery 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 trade spend spend
Bill Frequency delivery Pepsi Snack Snack City Kolson OPTP Oye Hoye Others
Compliance

1 Alamgir Pan Shop Yes ok ok 2,500 1,500 Rack

2 Adnan Store Yes avg poor 3,000 1,000 5000 Rack
3 Al Aisha General Store Yes avg late 2,500 1,500 Rack
4 Habib Store Yes ok late 2,000 1,000 Rack
5 Hafeez Store Yes avg ok 1,800 1,500 Rack
6 Bushra Medical Store Yes avg ok 2,500 1,000 1000 Rack
7 Hassan Store Yes avg avg 3,000 1,800 800 Rack
8 Al-Karim Milk Shop Yes avg avg 2,000 2,000 Rack
9 Imran Lodhi Shop Yes avg avg 2,500 1,500 Rack rack
10 Fari Store Yes avg poor 3,000 2,000 Rack rack
11 Faryal Store Yes avg ok 2,000 1,500 Rack rack
12 Irfan Bakery Yes good ok 2,500 2,000
13 Flowrence Medical Store Yes Avg ok 180 2,000 800
14 Jabbar Store Yes avg ok 1,500 2,000 rack
15 Anees General Store Yes avg ok 1,000 1,500
16 M Ali Pan shop Yes avg ok 1,500 2,000 rack
17 Gosia Bakery Yes avg ok 2000 1500 rack
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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
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.
Which step is the opportunity area of the DSR?