FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: Sheesh Mahal

Order Booker: Date: XX-XX-2018 Day: XXX
Route Code: Sheesh Mahal
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 Karam pen shop Sheesh mahal Kamran 1 1

2 Shafee store Sheesh mahal Shafee 1 1 1
3 Kamran store Sheesh mahal Kamran 1 1
4 Sarfaraz store 2 Sheesh mahal Sarfaraz 1
5 Shahjee store Sheesh mahal Shahjee 1
6 Rahat bakery Sheesh mahal Rahat 1 1
7 Tahir pen shop Sheesh mahal Tahir 1 1
8 Naveed bakery Sheesh mahal Naveed 1
9 Umer store Sheesh mahal Umer 1
10 Qasamabad pan shop Sheesh mahal Sikandar 1 1
11 Yaseen store Sheesh mahal Yaseen 1 1
12 SB Telind Sheesh mahal Ali 1 1
13 Asad store Sheesh mahal Asad 1 1
14 Khalid cold spot Sheesh mahal Khalid
15 Shahrukh store Sheesh mahal Shahrukh
16 Abdullah bakery Sheesh mahal Abdullah
17 Al Mukhtar store Sheesh mahal Mukhtar 1
18 Zaid medical store Sheesh mahal Zaid
19 Furqan store Sheesh mahal Furqan
20 AB rehman pan shop Sheesh mahal Rahim 1
 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 Karam pen shop Yes ok Avg 2500 1500 Rack Rack

2 Shafee store Yes Good Excellent 5000 3000 Rack Rack
3 Kamran store Yes Avg Avg 2500 1000 Rack Rack
4 Sarfaraz store 2 Yes Ok Avg 2000 1000 Rack Rack
5 Shahjee store Yes Ok Avg 1000 800 Rack Rack
6 Rahat bakery Yes Ok Avg 1000 1000 Rack Rack
7 Tahir pen shop Yes Avg poor 5000 2500 Rack Rack
8 Naveed bakery Yes Good Avg 2500 1000 Rack
9 Umer store Yes Ok Avg 1500 1000 Rack
10 Qasamabad pan shop Yes Ok Avg 1800 900 Rack
11 Yaseen store Yes Avg Good 1100 1000 Rack Rack
12 SB Telind Yes Good ok 1000 500 Rack Rack
13 Asad store Yes Ok ok 1500 1000 Rack Rack
14 Khalid cold spot Yes ok ok 1400 1000 Rack Rack
15 Shahrukh store Yes ok ok 800 1200 Rack Rack
16 Abdullah bakery Yes ok ok 900 1000 Rack Rack
17 Al Mukhtar store Yes ok ok 1000 1000 Rack Rack
18 Zaid medical store Yes ok ok 800 1000 Rack Rack
19 Furqan store Yes ok ok 1000 800 Rack Rack
20 AB rehman pan shop Yes ok ok 1000 1000 Rack Rack
 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?