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 Bhai Jan Mogopir Faizan 1 1 1

2 Shariq General Store Mogopir Yasir 1 1
3 NASRA General Store Mogopir Maaz 1 1
4 Muddasir Mogopir Muddasir 1
5 Yasir Mogopir Amir
6 Zooki Mogopir Shamoon 1 1
7 Al-Karim Sec 8 Mogopir Ashraf 1 1
8 Al-Mustafa Mogopir Shahroz 1 1 1 1
9 Sarwar General Store Mogopir Sarwar Medical 1 1
10 Dil-Kash Mogopir Umair 1 1
11 MAMU Mogopir Mumtaz 1 1
12 Abraiz General Store Mogopir Hanif 1 1
13 Abid General Store Mogopir Khalid 1 1
14 5 Star Mogopir Afzal 1
15 Nagori Mogopir Amaan 1
16 Al-Karim Sec 8 Mogopir Fahad 1 1
17 Suleman General Store Mogopir Zeeshan 1 1
18 Al-Waji Medical Qadir 1 1
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 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: Mongopir 8,9,10
Order Booker: Mr. Sameer Date: XX-XX-2016 Day: XXX
Route Code: Mongopir 8,9,10
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 Bhai Jan Yes Ok ok 20,000 4,000 Rack Rack

2 Shariq General Store Yes OK ok 3,000 2,000 Rack -
3 NASRA General Store Yes Avg excellent 5,000 Rack -
4 Muddasir Yes Avg ok Rack -
5 Yasir Yes Ok low 5,000 1,000 Rack Rack
6 Zooki Yes Ok low 2,000 1,000 Rack Rack
7 Al-Karim Sec 8 Yes ok ok 5,000 2,000 Rack Rack
8 Al-Mustafa yes ok ok 10,000 1,500 Rack -
9 Sarwar General Store Yes Good ok 8,000 2,000 Rack Rack
10 Dil-Kash Yes poor ok 4,000 1,000 Rack Rack
11 MAMU Yes Ok ok 10,000 3,000 - Rack
12 Abraiz General Store Yes Low ok 2,000 400 - Rack
13 Abid General Store Yes Ok ok 3,000 1,000 - Rack
14 5 Star Yes Ok low 4,000 1,500 Rack -
15 Nagori Yes Low low 3,000 100 Rack -
16 Al-Karim Sec 8 Yes ok ok 6,000 4,000 Rack -
17 Suleman General Store Yes low low 2,000 1,000 Rack
18 Al-Waji Medical Yes ok ok 6,000 1,500 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 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 Initial Order Yes Oye Hoye N/A
5 Make Sales Presentation 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 Presentation. 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?