DWM For 10-2011 ANS-Kolkata

Sr.No.
Description Remarks
Please fill your actual achievement against
1 Summary Sheet plan given to you
Daily Retail Sales Please fill planed against actual daily sales
Please mentioned from where actual sales
came, whether its from dealer or influencer or
1.1 Dealerwise Retail sales sales counter
Please mentioned all dealer data which you
are handling with the details of influencer and
1.2 Source wise sales sales counter
Mention your weekwise progress in terms of
2 Dealer Appointment PDCA dealer appointment
Standadrd operating procedures for
2.1 Dealer Signoff appointing the dealer
2.2 Influencer PDCA Follow the procedure of dealer appointment
2.3 Influence recruitment process Follow the procedure of dealer appointment
2.4 Sales counter PDCA Follow the procedure of dealer appointment
2.5 Sales counter recruitment procees Follow the procedure of dealer appointment
Check the cappability and willingness of the
dealer to open the retail sales outlet
alternatively find out some parties having
3 No of retails sales outlet showroom and interesr in Dg set business
Please provide specifications for showroom to
4 Branded Showroom the dealer
Please mentioned no of inquiries you have
generated and please mentioned the current
status of inquiry interms of Hot Warm and
5 Inquiry Registrartion/H/W/C Cold
Please have closed look up at competitors
activity in your respective areas , try to find
out the pricing and promotional activities
6 Competittor Activity details
Ask dealer for various promotional activities
and support them in doing that, ensure the
activitis done by the dealer as per the
7 Promotional Activity frequency given in the SOP
Find of no of prospect
customers/dealers/influencers/sales counters
8 Find our prospects in your specified areas
Plan yout travel location in advance and
9 Travel cost according to cost and fill the sheet
10 Special achievement Please not if any
Please mentioned planned vs actual days in
11 No of days spent in to the field to the field
Please do regular follow of
prospective customer and note down
the response in respective collumn
DWM(Daily Work Management) Supernova Engineers Limited
Action Plan for Manager / Officer
( Year 2010_2011 )
Name: Aniket Datta Position: Sales Executive
Place: Kolkata Division: SMR
Prepared on:
Activity requiring Action plan:
Schedule for 2010-2011
No. Action Plan
Dec Jan Feb Mar Apr May Jun July Aug Sept Oct Nov Dec
Week 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4
1 Retail Sales Target Plan 1 1 1 1 1 1 1 1 1 2 1 1 2 2 2 1 3 3 2 2 3 3 3 3 4 4 4 3 3 3 3 3 3 3 3 3 3 3 3 3 4 4 3 3 4 4 4 4
Actual
2 Appointing Sales & Service Dealers Plan

Actual
2.1 Installation of sales dealerships Plan

Actual
2.2 Tie up with influencers Plan

Actual
2.3 Tie up for sales counters Plan

Actual
3 No. of Retail Sales outlets to be opened Plan

Actual
4 Branded showrooms Plan

Actual
5 Installation & Implementation of HWC at sales

Plan dealerships locations.
Actual
6 Competitor Dealer Activity Plan

Actual
7 Sales promotion activity Plan

Actual
8 One to one meeting with prospects. Plan

Actual
9 Travel cost Actual
9.1 Other cost. Plan
10 Special Achievement Actual
11 No.of days spent in the field Plan

Actual
SUPERNOVA ENGINEERS LTD.
NAME:
Place::
Position:
DATE 1 2 3 4
TOTAL ACHIEVED
MONTH TARGET TARGET
DEC.2010
JAN.2011
FEB.2011
MAR.2011
APR.2011
MAY.2011
JUN.2011
JUL.2011
AUG.2011
SEP.2011
OCT.2011
NOV.2011
DEC.2011
NAME: Dealer Name:
Place:: Location:
Position:
DWM
Year 2010-2011
Cumulative Cumulative Sales counter

Month Dealer sale Influencer sale Direct sale
Plan Actual sale
Plan Actual Plan Actual Plan Actual Plan Actual
DEC
JAN
FEB
MAR
APR
MAY
JUN
JUL
AUG
SEP
OCT
NOV
DEC
Total
52101215.xls
RETAIL SALES PLAN VS ACTUAL
NAME:
Place::
Position:
Dealer 1/
Cumulativ Cumulativ Dealer Dealer Dealer 1 Dealer 1/Sales
Month Dealer 1 Dealer 2 Dealer 3 Dealer N…… Sales Counter
e Plan e Actual 1/Influencer 1 1/Influencer 2 /Influencer 3 Counter 2
1
Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual
DEC.2010
JAN.2011
FEB.2011
MAR.2011
APR.2011
MAY.2011
JUN.2011
JUL.2011
AUG.2011
SEP.2011
OCT.2011
NOV.2011
DEC.2011
Total 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
Note: Please repeat procedure for each dealers
re
Year 2010-2011
Name: Position: Sales Executive.
Pace: Division: SMR CHECK Name of Superior: Mr.K. NARSING RAO
DO
PLAN ( Reason for adverse ACT
( Actual Results )
variance )
Target
Actual Result (Reason for Variance) Action Planned Time Target
(As per Policy)
MONTH
DEC.2010
WEEK 1
WEEK 2
WEEK 3
WEEK 4
JAN. 2011
WEEK 1
WEEK 2
WEEK 3
WEEK 4
Form Rev.
DWM(Daily Work Management) Supernova Engineers Ltd
SOP FOR DEALER APPOINTMENT
Year 2010-2011
Name: Dealer Name:
Place: Location:
Prepared on:
Activity requiring Action plan: Agreement Signoff with Dealers
No. SOP
PLAN DO CHECK ACTION
1 Location 1 (Specify actual location)

For each location identify 3 parties as per
profile shared with you.Take their readiness
a for the following points.
b Volume (Takeoff)
Sales Manpower Deployment (min 1 no.
receptonist, 3 sales persons, 1 sales
c manager / supervisor.
Service manpower Deployment( 1 service
d incharge, 2 mechanics, 1 electrician)
Area Coverage (no.of branches & their
e locations)
f Participation in promotional Activities
g Placemnt of DG set order(min 1)
Opening of service dealerships & their
h locatons
i service manpower deployment
j spares deployment
Sales show rooms- sharing Specification of
k Show room
l Their reputation in the market
for each location identify 3 parties as per
m profile shared with you.
Get the dealership format filled and attach

n the photograph of existing set up & facilities.
Orgnise telephonic interview followed with
o web enabled interview with CEO.
p Organise plant visit of selected dealer
q Organise 1 to 1 meeting with CEO

Obtain the readiness of all the points from x
to y in writing with time bound action plan on
r short fall.
s sign off the dealer agreement.
2 Location 2 (Specify actual location)

Repeat the same as mentioned for location
1.
Year 2010-2011
Name: Position: Sales Executive.

Place CHECK Name of Superior: Mr.K. NARSING RAO
DO
( Actual Results )
variance )
Month Target
(As per Policy)
DEC.2010
JAN.2011
FEB.2011
MAR.2011
APR.2011
MAY.2011
JUN.2011
JUL.2011
AUG.2011
SEP.2011
OCT.2011
NOV.2011
DEC.2011
(Use more space if required for a month)

Year 2010-2011
Name: Position: Sales Executive
Place:
Name of Superior: MR.K. NARSING RAO
Prepared on:
Activity requiring Action plan: Retail Outlets to be Opened
Schedule 2010-2011
No. SOP
Plan Do Check Action
Location 1 (specify actual location
A name)
Findout Three suitable parties as guided
1
2 Tell them Supernova Plan for retail sales
Share our sales scheme

Obtain a formal letter from them
expressing their interest to work with us
3 (exclusive / non exclusive)
4 Obtain tentative sales plan
Establush HWC system and then attach

them with concerned dealer, formally.
Open areas attach them to self.
B Location 2
Same steps as above to be followed for
each location under dealership or open
areas. iNfluencer for Open areas will be
directly reporting to the concerned sales
1 executive.
2
3
4
C Udaipur:
1 Findout Three parties who is having DG
Set selling experience
2 Tell them M&M Plan for retail sales and
Also what M&M expect from dealer
3 Select Best out of three.
4 Tie up with concerning OEM
POLICY DEPLOYMENT / DWM
PDCA Form
Form 4
Name: Manish Pareek Position: Deputy Manager Sales (L-7)
Name of Superior: Mr.D.S.Bhatnagar
Managing Point No: / Checking Point No: 1.2.1.1 (A).3.1
Managing Point: / Checking Point: Competitior dealers to be converted CHECK
DO
( Actual Results )
variance )
Month Target
(As per Policy)
April
May Identify Three Competitor Dealers and Tel

them the benefits of becoming Mahindra
Dealer Done
Done
June Identification of one best Dealer who suits Select Power Trading as our target
our requirement dealership
DONE
Tie up with M/S Tanwar
July Industries, Jaipur and get commitment from
OEM to support the dealer and Give
enq.,price support and involve him in other
Tie-up of Dealer With OEM promotional activities
August
MOM Signoff with Dealer Done
September
October
November
December
January
February
March

PDCA Form
Form 4
Name: Manish Pareek Position: Deputy Manager Sales (L-7)
Managing Point No: / Checking Point No: 1.2.1.1 (A).4.1
Managing Point: / Checking Point: Tie -ups for Retail Finance CHECK
DO
( Actual Results )
variance )
Month Target
(As per Policy)
4cases are in pipeline but not mature, no. Tie up between all dealers and
April 2 0 20th May
of cases are less ICICI bank
Educate all ICICI DSA regarding
11 cases are stil pending , finance enquries
May 5 3 Mahindra DG Set so they can 25th June
are less.
also generate enq.
Tie up between all dealers and ICICI
Done
bank
Cases are still in process, total enq in Hand Joint efforts req with ICICI and
June 5 2 (those who are looking for finance) is Mahindra Team to increase Enq. July end
17nos Level
Educate all ICICI DSA regarding Mahindra In july ICICI is conducting Their DSA Give Presentation in that
Postpone for July July end
DG Set so they can also generate enq. conference in July end. confrence
Finance requirement enq in hand is 22 We are planing to give

July 5 4 15th Aug
Nos. Still enq level is less . advertisement in news paper
Give Presentation in ICICI confrence Done
ICICI refuse to finance to rental business.

August 5 2 And we have enq. Of 4dg set in rental Discussion going on with MFSL 10-Sep
segment.
September 5
October 5
November 6
December 5
January 6
February 5
March 6
60

PDCA Form

Place: CHECK Name of Superior: Mr.K. NARSING RAO
DO
( Actual Results )
variance )
Month Target
(As per Policy)
10-Dec
11-Jan
11-Feb
11-Mar
11-Apr
11-May
11-Jun
11-Jul
11-Aug
11-Sep
11-Oct
11-Nov
11-Dec

DWM(Daily Work Management)
Supernova Engineers Limited
Year 2010-2011
Name of Superior: MR.K. NARSING RAO
Prepared on: Rev. No:
Activity requiring Action plan: Sales counter
Schedule 2010-2011
No. Action Plan
Plan Do Check Action
1 Location 1 (Specify the location name)
Identify Sales counters 5 per dealer and their
brnch locations as per guidelines given here
under
Sales counter party should be either a DG
mechanic / pumps mechanic / electrical
a vendors / switch gear shop keeper
The locaton of the sales counter should be
well within the reach of the prospective
b buyers.
Talk to the identified sales counter party for his
c willingness to act as our sales counter.
sales coutner party should display our
company emblem in their shop at a prominent
d place.
Should be keeping our product leaflets at
e prominent place in the shop.
Takes and registers enquiries and passes on
to respective dealers or Supernova person if it
f is open area.
Once the party is ready with the above we will

g issue him a certificate of our Sales counter.
The sales counter agreement to be signed
mentioning the remuneration for each call
h converted into a sale.
Location 2 ( pls. do same as mentioned above

2)
7
ARSING RAO
Action
Name: Position:
Name of Superior: MR.K. NARSNG RAO
Prepared on: Rev. No:
Activity requiring Action plan: Branded Showroom
Schedule 2010-2011
No. Action Plan
Dec Jan Feb Mar Apr May JuneJuly Aug Sep Oct Nov
1 Identify Dealer who is ready to make Plan
showroom Actual
2 MOM signoff for Branded Showroom Plan

Actual
3 Demolish old setup and new construction will Plan

start Actual
4 Roof work and all RCC work will be completed Plan

Actual
5 All civil work will be completed Plan

Actual
6 Interior work will be start and Finish Plan

Actual
7 Branded Showroom inauguration Plan

Actual
Dec
SALES EXECUTIVE NAME Sr. No. DATEENQUIRY RECEIVED FROM
kVA Rating
H/W/C
H/W/C
H/W/C
Note: Please mentioned enqiry status as Hot/Warm/Cold in first collumn according to your analysis
CONTACT NO ADDRESS EMAIL ID RESPONSE -1
to your analysis
RESPONSE RESPONSE
-2 -3
Enquiry Analysis
Name Year 2010-2011
Location:
Monthly Dealer's Enquiry : Plan Vs Actual
Cumula Cumula Area Office Dealer 1
Month tive tive Hot Hot Warm Warm Cold
Plan Actual
Plan Actual Plan Actual Plan Actual Plan
DEC
JAN
FEB
MAR
APR
MAY
JUN
JUL
AUG
SEP
OCT
NOV
DEC
EERS LTD.
ysis
Year 2010-2011
Dealer 2
Cold Hot Hot Warm Warm Cold Cold
Actual Plan Actual Plan Actual Plan Actual
Year 2010-2011

Place: CHECK Name of Superior: K Narsing rao
DO
( Actual Results )
variance )
Month Target
(As per Policy)
Dec. 2010
Jan. 2011
Feb.2011
March.2011
April.2011
May.2011
June.2011
July.2011
Aug.2011
Sep.2011
Oct. 2011
Nov.2011
Dec.2011

Form Rev. 02 (31.03.03)
PDCA Form
Form 4
Name: Manish Pareek Position: Deputy Manager Sales
Managing Point No: / Checking Point No: R1.1.1
Managing Point: / Checking Point: Monthly accounts reconciliation CHECK
DO
( Actual Results )
variance )
Month Target
(As per Policy)
April 100% (Payment + C form) 100.00% Done
May 100% (Payment + C form) 100.00% Done
June 100% (Payment + C form) 100.00% Done
July 100% (Payment + C form) 100.00% Done
August 100% (Payment + C form) 100.00% Done
September
October
November
December
January
February
March

Form Rev. 02 (31.03.03)
Year 2010-2011

Place: Name of Superior: Mr.K. NARSING RAO
Dec. 2010
Jan. 2011
Feb.2011
March.2011
April.2011
May.2011
June.2011
July.2011
Aug.2011
Sep.2011
Oct. 2011
Nov.2011
Dec.2011

Form Rev. 02 (31.03.03)
YEAR 2010-11
PROMOTIONAL ACTIVITIES
DEALER NAME :
LOCATION :
Promotional Activity
Direct mailers
Road Show
Influencer Meet
Distribution of Leaflet with newspaper in Industrial Area
Yellow Pages
Banners / Hordings
Electrical Contractors/ consultant's meet
Builder's Association Meet
Architecture's Meet
Doctor's Meet
Exibitions
Customer Meet
Note : The dealer should select effective Promotinal activity as per the respective location
YEAR 2010-11
PROMOTIONAL ACTIVITIES
FREQUENCY
FOR THE START- UP WITH EVERY PROSPECTIVE CLIENT
EVERY 15DAYS
EVERY MONTH
FOR THE START- UP IN INDUSTRIAL AREA
YEARLY
SELECTIVE AREA FOR INITIAL START-UP
QUARTERLY
QUARTERLY
QUARTERLY
QUARTERLY
HALF YEARLY
HALF YEARLY
motinal activity as per the respective location


Place: Name of Superior: MR.K. NARSING RAO
Prepared on:
Activity requiring Action plan: Promotional Act
Schedule
No. Action Plan
Dec Jan Feb Mar
1 Inserts / Mailers Plan
Actual
2 Road shows Plan

Actual
3 Influencer meet at Dealer's Place Plan

Actual
4 leaflets with News Paper in IndustrialPlan

Area
Actual
5 Customer's meet Plan

Actual
6 Wallpainting / Banners Plan

Actual
7 Hoardings Plan
Actual
8 Yellow Pages Plan

Actual
9 Electrical Contractor's / Consultant's Meet

Plan
Actual
10 Doctor's Meet Plan

Actual
11 Exibitions Plan
Actual
12 Biulder's Association Meet Plan

Actual
ecutive
AO
Action plan: Promotional Activities

Schedule 2010-2011
Apr May June July Aug Sep Oct Nov Dec
Year 2010-2011

Place: CHECK Name of Superior: Mr.K. NARSING RAO
DO
( Actual Results )
variance )
Month Target
(As per Policy)
Dec. 2010
Jan. 2011
Feb.2011
March.2011
April.2011
May.2011
June.2011
July.2011
Aug.2011
Sep.2011
Oct. 2011
Nov.2011
Dec.2011
Total

Form Rev. 02 (31.03.03)
PU: #REF! PDCA for the Period : Back to PDCA sheet
Managing / Checking Point : TM wise Delivery MS

NO.: B.1.2 Market Share Month #REF!
of plan Vs Actual
Delivery Market Share

Cumulative Cumulative
Month Area Office #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
Plan Actual
Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual
APR #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
MAY #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
JUN #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
JUL #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
AUG #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
SEP #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
OCT #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
NOV #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
DEC #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
JAN #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
FEB #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
MAR #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF! #REF!
52101215.xls
DWM(Daily Work Management) Supernova En
One to mee No. of Prospects
Year 2010-2011
Name: Position: Sales Execu
Pace: Division: SMR
DO
PLAN
( Actual Results )
Target
Actual Result
(As per Policy) (Reason for V
MONTH
DEC.2010
WEEK 1
WEEK 2
WEEK 3
WEEK 4
JAN. 2011
WEEK 1
WEEK 2
WEEK 3
WEEK 4
o. of Prospects
10-2011
Position: Sales Executive.
CHECK Name of Superior: Mr.K. NARSING RAO
( Reason for adverse ACT
variance ) Action Planned Time
(Reason for Variance) Target
Supernova Engineers Ltd.
Name:
Position: Sales-Executive
Travel Location Planned cost Actual Cost
Other Cost
Travel Location Planned cost Actual Cost
Local Conveyance
Telephne Expenses
Pls specify if any other
Year 2010-2011
Special Activity Format
Place: Name of Superior: Mr.K. NARSING RAO
Dec. 2010
Jan. 2011
Feb.2011
March.2011
April.2011
May.2011
June.2011
July.2011
Aug.2011
Sep.2011
Oct. 2011
Nov.2011
Dec.2011

Form Rev. 02 (31.03.03)

DWM For 10-2011 ANS-Kolkata

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Sr.No.

2 Appointing Sales & Service Dealers Plan

2.1 Installation of sales dealerships Plan

2.2 Tie up with influencers Plan

2.3 Tie up for sales counters Plan

3 No. of Retail Sales outlets to be opened Plan

4 Branded showrooms Plan

5 Installation & Implementation of HWC at sales

6 Competitor Dealer Activity Plan

7 Sales promotion activity Plan

8 One to one meeting with prospects. Plan

9 Travel cost Actual

9.1 Other cost. Plan

10 Special Achievement Actual

11 No.of days spent in the field Plan

Cumulative Cumulative Sales counter

RETAIL SALES PLAN VS ACTUAL

Note: Please repeat procedure for each dealers

1 Location 1 (Specify actual location)

Get the dealership format filled and attach

q Organise 1 to 1 meeting with CEO

2 Location 2 (Specify actual location)

Name: Position: Sales Executive.

(Use more space if required for a month)

2 Tell them Supernova Plan for retail sales

Share our sales scheme

Establush HWC system and then attach

May Identify Three Competitor Dealers and Tel

(Use more space if required for a month)

Finance requirement enq in hand is 22 We are planing to give

Give Presentation in ICICI confrence Done

ICICI refuse to finance to rental business.

(Use more space if required for a month)

Name: Position: Sales Executive

(Use more space if required for a month)

Once the party is ready with the above we will

Location 2 ( pls. do same as mentioned above

2 MOM signoff for Branded Showroom Plan

3 Demolish old setup and new construction will Plan

4 Roof work and all RCC work will be completed Plan

5 All civil work will be completed Plan

6 Interior work will be start and Finish Plan

7 Branded Showroom inauguration Plan

Name: Position: Sales Executive

(Use more space if required for a month)

April 100% (Payment + C form) 100.00% Done

May 100% (Payment + C form) 100.00% Done

June 100% (Payment + C form) 100.00% Done

July 100% (Payment + C form) 100.00% Done

August 100% (Payment + C form) 100.00% Done

(Use more space if required for a month)

Name: Position: Sales Executive

(Use more space if required for a month)

motinal activity as per the respective location

Action Plan for Manager / Officer

Name: Position: Sales Executive

2 Road shows Plan

3 Influencer meet at Dealer's Place Plan

4 leaflets with News Paper in IndustrialPlan

5 Customer's meet Plan

6 Wallpainting / Banners Plan

8 Yellow Pages Plan

9 Electrical Contractor's / Consultant's Meet