FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: MongoPir Sec 8,9,10

Order Booker: Mr.Sameer Date: XX-XX-2018 Day: XXX
Route Code: Mongo Pir
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 Kashif Bakery Mogopir Kashif 1 1 1 1

2 Al-Waji Med Mogopir Qadir 1 1 1
3 M.A Mart Mogopir Mumtaz 1 1 1 1

4 Madina Med Mogopir Athar 1 1 1

5 Umair Brother Mogopir Umer 1 1
6 Al - Sabahat Mogopir Wahmiq 1 1 1 1
7 VIP Pan Mogopir Saleem 1
8 BS Milk Mogopir Jashaid 1 1 1
9 Irfan General Store Mogopir Irfan 1
10 Marhaba Mogopir Imran 1 1
11 BS Pan Mogopir Sharif 1 1
12 VIP 2 Mogopir avaid 1 1 1
13 Decent Mogopir Tabish 1 1 1 1
14 Al - Karim Mogopir Kamran 1 1 1
15 Nisar Pan Mogopir Nasir 1 1 1
16 Zeeshan General Store Mogopir Zeeshan 1 1
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 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: Nazimabad No. 2
Order Booker: Mr. Samir Date: XX-XX-2016 Day: XXX
Route Code: Mongopir 8,9,10,7d
KPI Sales Analysis (Rupee Value)

S.No. DMS Code Shop Name Book vs Current comp trade

Computerized Service delivery Pepsi Snack Snack City Kolson OPTP Oye Hoye Others trade spend spend
Bill Frequency Compliance

1 Kashif Bakery Yes Ok ok 30,000 5,000 15,000 Rack Rack

2 Al-Waji Med Yes OK ok 10,000 2,000 5,000 Rack -

3 M.A Mart Yes Excellent excellent 3,000 2,000 2,000 Rack -
4 Madina Med Yes Excellent ok 5,000 2,000 Rack -

5 Umair Brother Yes Ok low 8,000 3,000 Rack Rack

6 Al - Sabahat Yes Ok low 10,000 6,000 Rack Rack
7 VIP Pan Yes ok ok 20,000 10,000 Rack Rack

8 BS Milk No ok ok 15,000 8,000 Rack -

9 Irfan General Store Yes Good ok 2,000 1,000 Rack Rack
10 Marhaba Yes Good ok 2,000 1,000 Rack Rack

11 BS Pan Yes Ok ok 10,000 5,000 - Rack

12 VIP 2 Yes Low ok 5,000 3,000 - Rack
13 Decent Yes Ok ok 3,000 2,000 - Rack

14 Al - Karim Yes Ok low 10,000 5,000 Rack -

15 Nisar Pan Yes Low low 5,000 2,000 Rack -
16 Zeeshan General Store Yes Low low 5,000 3,000 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 Present

2 Greet The Customer Yes AS = At Standard Kolson Available
3 Walk The Store Yes EX = Excellent OPTP N/A
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
If price were retain on exisiting price
10 Evaluate The Sales Call Yes so they could further raise the sales
Which step is the opportunity area of the DSR? figure.

Prepare 7 Determine initial order 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.