FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: MongoPir Sec 8,9

Order Booker: Mr. Sameer Date: XX-XX-2018 Day: XXX
Route Code: MongoPir Sec 8-9
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 Marhaba General Store Mogopir Irfan 1 1 1

2 Nisar Pan Mogopir Nasir 1 1
3 BS Milk Mogopir Jahaid 1 1
4 Abdullah Mogopir Ant 1
5 Saman Mogopir Uncle
6 Fahad General Store Mogopir Faraz 1
7 AS Medical Mogopir Ahmed 1
8 Shadab Mogopir Shadab 1
9 Mughal Mogopir Mahil 1
10 Mohsin Stat Mogopir Mohsin 1
11 Super Silky Mogopir Murtaza 1
12 Madina Chaki Mogopir Yusuf 1 1
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15
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17
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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 trade spend spend
Bill Frequency delivery Pepsi Snack Snack City Kolson OPTP Oye Hoye Others
Compliance

1 Marhaba General Store Yes Ok ok 3,000 2,000 1,100

2 Nisar Pan Yes OK ok 2,500 1,000 1,000
3 BS Milk Yes Avg Avg 1,500 1,500
4 Abdullah Yes Avg ok 1,000 1,000
5 Saman Yes Ok low 1,500 1,500
6 Fahad General Store Yes Ok low 1,500 1,000
7 AS Medical Yes ok ok 2,000 1,500
8 Shadab yes ok ok 2,500 1,000
9 Mughal Yes Good ok 1,500 1,000
10 Mohsin Stat Yes poor ok 1,000 1,500
11 Super Silky Yes Ok ok 1,000 1,000
12 Madina Chaki Yes Low ok 1,500 1,000
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16
17
18
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 Yes NI = Needs Improvement Snack City Available

2 Greet The Customer Yes AS = At Standard Kolson Available
3 Walk The Store Yes EX = Excellent OPTP Available
4 Prepare & Determine Inital Order Yes Oye Hoye N/A
5 Make Sales Presentaton Yes Others N/A
6 Assemble Customer Order Yes
Sales Developmental Oppurtunities
7 Check-in Customer Order Yes
No of Average PCI SKU Availability
8 Merchandise Product Yes
9 Complete The Sales Call Yes
10 Evaluate The Sales Call Yes
Which step is the opportunity area of the DSR? Salted & french Cheese flavor of Rs.
10 & Rs. 20 are in demand, they must
Make Sales Presentaton. focused on demanded products. three to four

BUSINESS AND MARKET INSIGHTS

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. Retailers
were urging for discounted price since Pepsi Co raise the price of cartons for Rs. 10, Rs. 20 and all SKU's, so they were switching to other companies. Credit
weren't given to retailers and due to shortage in cash they could not pay on the spot.
Which step is the opportunity area of the DSR?