New Hire Business Review +

YOSUA
December 2019 – Februari 2020
Jakarta, 2020
 YOSUA December 4th ,2019
Associate Sales Manager, Jakarta
Bandung Institute of Technology (2015-2019) CSA Daan Mogot Jakarta
Bachelor of Industrial Engineering Cengkareng, Kapuk, Pinang, Tegal Alur and Kayu Besar

By Tier By Segment
Tier #Stores Tier P3M Offtake
Segment #Stores Segment P3M Òfftake
Diamond 2 Diamond 279.955.942
Gold 45 Gold 1.031.259.822 WS 53 WS 1.340.906.601
BOS 50 BOS 144.434.192 LTR 53 LTR 124.067.538
P500 11 P500 5.549.204 STR 20 STR 8.316.857
No Tier 18 No Tier 12.091.836 Total 126 Total 1.473.290.996
Total 126 Total 1.473.290.996
BY STORE CHANNEL SALIENCE BY BUSINESS CHANNEL SALIENCE
BY STORE TIER SALIENCE BY BUSINESS TIER SALIENCE
No Tier; P500 and No Tier; 1% STR;
14%
Diamond; 2% STR; LTR;
Diamond; 19% WS; 42% 1%
BOS; 17% 8%
P500; 10%
Gold;
9%
36%

Gold;
BOS; 70%
40% LTR;
42% WS; 91%

Background Business Result Intervention Next Step

 AP3M Performance Comparison

KPI Obj. SON '19 Dec '19 Jan '20 Feb '20 DJF '20 SON to DJF IFAST
IFAST 95% 78% 125% 99% 107% 110% 32%
Sellout 92% 110% 98% 126% 118% 114% 4% GDP
GDP 40% 33% 50% 38% 40% 43% 10%
P.Call 80% 82% 105% 80% 83% 89% 9% Sellout
A.Stores 95% 59% 97% 76% 80% 84% 44%
0% 20% 40% 60% 80% 100% 120%
Line/Bill - 6,0 5,0 9,9 8,4 7,8 30%
Yosua CSAC CSAJ

SELLOUT IFAST
Pre Yosua Sellout Post Yosua Sellout 1. Highest P3M IFAST IDX among all of CSA Cengkareng with 131 idx vs average
Sept '19 344.688.172 Dec '19 377.352.725
2. Highest Blue II Streamer Distribution at CSA Cengkareng 159 idx vs average
Oct '19 326.614.701 Jan '20 578.596.613
Nov '19 483.296.776 Feb '20 537.568.949 3. Highest Vicks Vaporub Distribution at CSAJ with 126 idx
SON 1.154.599.649 DJF 1.493.518.287
Result Period SKU Target Actual IDX P3M IDX GAP
Growth 129% Gil London 82 43
PTN Lepek 80 48
1. Highest P3M sellout growth among ALL CSAJ SR with 129 idx Sept '19
PTN MB AD 80 80
67%

2. HIGHEST Sellout EVER for SR 540

CSA PTN MB HFC 80 80
PTN Gold 44 30
IFAST Oct '19 Vaporub 36 31 79%
78%

GDP IDX Gil LB 36 31

FP1000 89 96
Nov '19 Vaporub 71 50 88%
Target Golden Point 100% Total Actual PTN Gold 45 34
Periode WS-L 19 LTR (18 STR (15
Total Total WS L
Total Total IDX FP1000 86 107 33%
PSKU PSKU) PSKU) STR+LTR Actual Dec '19 Blue II Flex 52 77 126%
Sep '19 1.007 954 315 2.276 474 302 776 34% HS LF 40 40
Oct '19 1.007 954 315 2.276 529 388 917 40% Yosua's PTN Gold 101 61
Blue II Flex 101 117
Nov '19 1.007 954 315 2.276 582 398 980 43% IFAST Jan '20
Goal II 63 46
99,4% 111%
Dec '19 1.007 954 315 2.276 633 500 1.133 50%
Jan '20 1.113 954 336 2.403 562 353 915 38%
IDX Mys 6+1 47 86
PTN Gold 95 86
Feb '20 1.113 954 336 2.403 613 339 952 40% Feb '20 Vaporub 5g 42 53 107%
Mys 6+1 93 106
1. Highest GDP idx among all of CSAJ with 152 idx vs average

Background Business Result Intervention Next Step

 Issue Found Prioritization Matrix

1. Incomplete call, consuming travelling time, dead stores High Impact

Solution: Fix Coverage
2.Hotspot 3.IFAST and
2. Stagnant sellout trendline, poor merchandising Deals GDP Boost
Solution: Sellout Boost via Hotspot Deals 1.Fix
Coverage
3. Low IFAST and GDP idx
Solution: PSF, Package Bundling, Specific SKU
Intervention, order habit
Low Effort High Effort
4. CSA lot sell processing system limitation
Solution : Deep dive the algorithm and reasoning, 4.Fix CSA
Lotsell System
propose alternative algorithm and develop risk
management
5. Varying delivery time 5.Standardize
Delivery Time
Solution : Standardize delivery time via understanding all
activities involved in delivery and find out the
opportunities.

Low Impact
 1. Fix Coverage Symptoms :
2. Hotspot Deals
Stagnant Sellout Trendline
Route Rearrangement
Issue
Consuming travelling time and shorter time in store

Intervention
Rearrange the FJP based on area and store’s concern
Result
Save travelling time average by 26 mins, invested to better
quality call
Reduce Dead Stores Issue :
Issue Stores don’t have proper P&G merchandising
5 dead stores within coverage
Intervention Intervention :
Replace with 2 NOO and reactivate 2 stores : Drive sellout via better merchandising
1. Toko Lukman 2 via fixing miscommunication about 3E Winning Steps:
historical issue
1. Educate Benefits
2. Toko Wahyu Palembang via solving inventory issue 2. Encourage Partnership
Result 3. Execute Deals
Generate additional volume by 78 mio rupiahs

Background Business Result Intervention Next Step

1. Educate Benefits
Not all stores are aware with the benefits of merchandising, Sellout Trend
Result : Stores aware with the benefits
2. Encourage Partnership
Partner with stores to win together via Hot Spot Deals for P&G Products
Result : Improve merchandising at 82% of coverage

FINAL RESULT :
Inclining Sellout Trendline
HIGHEST Sellout EVER for SR540

3. Execute Deals
Make sure the deals applied in the field, collaborate with MD Team

Background Business Result Intervention Next Step

 3. IFAST and GDP Boost
Vicks Pouch
Pantene 5% Bundle
NDRA Based Call Sheet Issue
Traumatic stores with bad experience: no demand, stacking
Issue. inventory and product loss
1. SR only offer the regular SKU
2. No back up if there’s issue on handheld Intervention
system. Vicks Pouch to prevent product loss, improve visibility and also
add product benefit to hook the shopper.
Intervention Result
Improved manual PO form based on NDRA Highest Vicks Vaporub distribution at CSAJ with 126 idx

Result Improve distribution idx by 46% vs ON’19 IFAST

Boost IFAST growth vs SON by 132 idx and
GDP growth vs SON by 110 idx
Issue
Pantene Gold only distributed to 54
stores from ON’19
Intervention
Create package bundle with existing
Pantene PSKU
Result
Increase Pantene Gold distribution by
218 idx vs ON’19 to 118 stores

Background Business Result Intervention Next Step

 Next Step Key Learnings Point Help Needed

1. Reactivate 1 dead stores (Toko 1. Merchandising is very 1. CSA system has limitation in
Nina at Pasar Bengkok) by important in order to speed processing different lot sell
determining the right time to up the stock turnover mechanism
meet key person (Ibu Nina) or
2. Handling objection is an 2. Standardized delivery time to
replace with NOO near Kapuk
iteration process, instant avoid business loss
area.
result not guaranteed
3. Easy access to data to
2. Do the proper merchandising
3. Account penetration and PSF support NH in analyzing all
and drive merchandising at
is a way of selling that helps a the information needed
more stores by continuously
lot when it comes to offer
doing 3E Winning Steps
“new” initiatives
throughout the coverage.
4. Understand the business flow
internally and externally is
needed to run overall process

Notes :
As requested, the next steps defined from DJF deck.
1. By March, Toko Nina has been reactivated and
generate additional 3 mio rupiahs
2. By April, Hotspot Deals have been improved to
92% (12 stores)

Background Business Result Intervention Next Step

THANK YOU
Any Questions ?
APPENDIX.
 KPI BREAKDOWN PER CHANNEL by KPI

Oct '19 Nov '19 Dec '19 Jan '20 Feb '20
WS 5,6 6,3 5,3 10,0 9,7
Line per Bill LTR 6,0 6,0 4,8 10,5 6,8
STR 9,7 4,4 4,1 6,4 6,9
WS 98% 100% 100% 91% 98%
AS LTR 85% 96% 98% 70% 66%
STR 30% 50% 60% 40% 43%
WS 84% 96% 102% 90% 96%
PC LTR 78% 92% 130% 71% 71%
STR 14% 33% 45% 47% 42%
WS 53% 58% 63% 50% 55%
GDP LTR 41% 44% 53% 35% 31%
STR 12% 9% 17% 13% 19%
WS 294.423.096 385.184.596 326.708.491 523.820.558 503.886.987
Sellout LTR 32.700.322 32.887.144 49.855.625 47.753.798 30.394.210
STR 1.449.488 1.873.804 2.137.529 2.503.058 2.753.046
 KPI BREAKDOWN PER CHANNEL by Channel

Line/Bill 5,6 6,3 5,3 10,0 9,7

AS 98% 100% 100% 91% 98%
WS PC 84% 96% 102% 90% 96%
GDP 53% 58% 63% 50% 55%
Sellout 294.423.096 385.184.596 326.708.491 523.820.558 503.886.987
Line/Bill 6,0 6,0 4,8 10,5 6,8
AS 85% 96% 98% 70% 66%
LTR PC 78% 92% 130% 71% 71%
GDP 41% 44% 53% 35% 31%
Sellout 32.700.322 32.887.144 49.855.625 47.753.798 30.394.210
Line/Bill 9,7 4,4 4,1 6,4 6,9
AS 30% 50% 60% 40% 43%
STR PC 14% 33% 45% 47% 42%
GDP 12% 9% 17% 13% 19%
Sellout 1.449.488 1.873.804 2.137.529 2.503.058 2.753.046
 OFFTAKE BREAKDOWN by BRAND

PTN DWNY REJ HNS GIL OTHERS

Oct 94.793.394 152.837.974 14.554.267 24.068.899 41.547.442 827.161
Nov 115.722.743 209.291.235 27.148.905 41.196.768 24.136.852 69.233.649
Dec 127.106.485 164.679.074 18.878.445 25.637.830 44.285.740 (1.451.340)
Jan 157.025.714 356.264.812 13.567.538 22.522.047 23.716.392 980.911
Growth 24% 116% -28% -12% -46% -168%
Feb 71.334.848 118.158.013 9.061.185 14.587.000 15.634.512 1.027.164
 Segment Dec '19 Jan '20 Growth
Jan AS decline majority caused by LTR & STR
AS WS 100% 91% -9%
because remote location, impacted by flood
LTR 98% 70% -28%
STR 60% 40% -20%

Repurchase 0
Sufficient Stock 0
Oct
New Stores 30
#stores listed 30 Semi
Converted to
Repurchase 10 Merchandising Status Initial Improve
Hotspot Deals
Nov
Sufficient Stock 20 d
New Stores 24 Not Installed yet 33 14 17
PTN #stores listed 54
Right Amount, Wrong Position 26 12 5
GOLD Repurchase 37
Sufficient Stock 17 Right Position, Wrong Amount 39 28 6
Jan
New Stores 24 Installed but both Wrong 23 6 15
#stores listed 78 Perfect 5 0 0
Repurchase 46 Subtotal 126 60 43
Sufficient Stock 32
Feb % Improved 82%
New Stores 40
#stores listed 118
Additional Distribution 64
Pre Yosua
Sept '19
Line/Bill
5,7
Post Yosua
Dec '19
Line/Bill
5,0
ABSOLUTE RESULT
Oct '19 6,2 Jan '20 9,9
Nov '19 6,0 Feb '20 8,4 Pre Yosua Sellout Post Yosua Sellout
SON 6,0 DJF 7,8 Sept '19 344.688.172 Dec '19 377.352.725
Growth 130% Oct '19 326.614.701 Jan '20 578.596.613
Nov '19 483.296.776 Feb '20 537.568.949
Pre Yosua GDP Post Yosua GDP SON 1.154.599.649 DJF 1.493.518.287
Sept '19 776,0 Dec '19 1.133,0 Growth 129%
Oct '19 917,0 Jan '20 915,0
Nov '19 980,0 Feb '20 952,0
Result Period SKU Target Actual IDX P3M IDX GAP
SON 2.673,0 DJF 3.000,0 Gil London 82 43
Growth 112% Sept '19
PTN Lepek 80 48
67%
PTN MB AD 80 80
CSA PTN MB HFC 80 80
Pre Yosua P.Call Post Yosua P.Call PTN Gold 44 30
Sept '19 282,0 Dec '19 367,0 IFAST Oct '19 Vaporub 36 31 79%
78%

Oct '19 260,0 Jan '20 277,0 IDX Gil LB 36 31

FP1000 89 96
Nov '19 309,0 Feb '20 289,0 Nov '19 Vaporub 71 50 88%
SON 851,0 DJF 933,0 PTN Gold 45 34
FP1000 86 107 33%
Growth 110%
Dec '19 Blue II Flex 52 77 126%
HS LF 40 40
Pre Yosua Active Stores Post Yosua Active Stores Yosua's PTN Gold 101 61
Sept '19 78,0 Dec '19 121,0 Blue II Flex 101 117
IFAST Jan '20
Goal II 63 46
99,4% 111%
Oct '19 77,0 Jan '20 97,0
IDX Mys 6+1 47 86
Nov '19 76,0 Feb '20 100,0 PTN Gold 95 86
Feb '20 Vaporub 5g 42 53 107%
SON 231,0 DJF 318,0
Mys 6+1 93 106
Growth 138%