Escolar Documentos
Profissional Documentos
Cultura Documentos
October 2015
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Session 1 Incentives
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ASE/ASM
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KASO/BDO
No cycle incentive
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BDO/BDM
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RKAM/KAM
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This document must be disclosed only to authorized individuals. Any reproduction and/or disclosure must be subject to Information Owner prior consent.
Daily Activities
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Gate Meeting
Highly charged Sales officer and Highly charged DO to go into the market
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Daily Format
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Weekly Format
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Weekly Format
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Activations
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Initiatives
TT
Distribution
Expansion
Containers
Trade
schemes
SST
WS
Distribution
Wholesale
Activation
Trade
schemes
Trade Load
conversion
Expansion
Containers
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MRP
Profit to
retailer
25
51%
300
70
57%
417.39
480
105
54%
PTR
MRP
MRP
Profit to
retailer
PTR
MRP
104.35
120
260.87
INR 5
Gift Suggested
Gift Suggested
Lilliput Jar
266.67
300
Sipper
50
38%
Lilliput Jar
177.78
200
12
21%
INR 15
PTR
MRP
234.78
270
PTR
MRP
684.06
780
INR 15x18
Gift Suggested
Direct price point discount
Rs.15
Gift Suggested
Sports Bag/Bucket
MRP
Profit to
retailer
15
23%
MRP
Profit to
retailer
210
65%
Image
Image
Image
Image
Selling Story
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INR 5
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Sipper
INR 5
MRP: Rs.50
Profit to retailer: 38%
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Selling Story
INR 5
38%
INR 10
Scheme
Buy 30 pcs INR 10 & get 1 Ratan Silver 5 Container FREE MRP Rs. 70
Margin Calculation
Purchase price of 30 pc of INR 10 to the retailer is Rs. 8.69x 30=Rs. 260.86
MRP the Gift Rs. 70
Net cost price of 30 pcs INR 10. to retailer is Rs.(260.86-70)=Rs. 190.86
His selling price to customer is Rs. 10x 30=Rs. 300
Margin earned is Rs. (300-190.86)=Rs. 109.14
% of Margin earned is Rs. (109.14/190.86)= 57%
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Silver Container no 5
INR 10
MRP: Rs.70
Color: Red
Purchase Slab: 30 pieces INR 10
Profit to retailer: 57%
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Selling Story
INR 10
57%
INR 10
Scheme
Buy 48 pcs INR 10 & get 1 Ratan Silver 5 Container FREE MRP Rs. 105
Margin Calculation
Purchase price of 48 pc of INR 10 to the retailer is Rs. 8.69x 48=Rs. 417.12
MRP of the Gift Rs. 105
Net cost price of 30 pcs INR 10. to retailer is Rs.(417.12-105)=Rs. 312.12
His selling price to customer is Rs. 10x 48=Rs. 480
Margin earned is Rs. (480-312.12)=Rs.167.88
% of Margin earned is Rs. (167.88/312.12)=54%
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INR 10
Selling Story
INR 10
Combi Scheme
Combi 684
SchemeBuy INR 10,5 & 15 worth Rs. 684 & get 1 Glory Container Mrp Rs. 235
Margin Calculation
Purchase price of 30 pcs INR 10, 1 INR 5 Jar & 12 pcs INR 15 to the retailer is Rs.
684
Cost of the container/scheme that the retailer is getting is Rs. 210
Net cost price of the Combo to retailer is Rs.(684-210)=Rs. 474
His selling price to customer is Rs. (30x10+300+15x12)=Rs. 780
Margin earned is Rs. (780-474)=Rs. 306
27
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Ratan/Joyo bucket
Selling Story
DO after his finishing his PAS(plan, acknowledge and greet,
stock check) while doing his Sell and Secure.
DO: Sir today I have come with a proposal which has been the
best ever extended by Ferrero
Retailer: Yes tell me
DO: Historically we have been extending a trade scheme that
is buy Rs.684 or some times it was Rs.997 get a gift, today I
have something that will excite you and you will be shocked
Please see the container ( let the retailer touch and feel it)
Sir it is a food grade container and microwave compatible( without the
lid)
MRP of this product is Rs.210
All you need to do is ,purchase the same quantity ie.1 Jar, 30 pieces of
Rs.10, 12 pieces of Rs.15 to get this container
The total profit you will earn by selling complete Combi is
65%
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Get Free
8 Pcs
No Scheme
16 Pcs
1.00%
16 Pcs
1.00%
32 Pcs
1.00%
24 Pcs
1.00%
48 Pcs (24+24)
47+1
48 Pcs
47 + 1
96 Pcs
93+3
T8 Lei/Lui
T16 Lei/Lui
Kinder Joy
T24 Lei/Lui
T24 / T48
Lei/Lui
Mas Retail:
On consistent purchase( T 8 / T 16) every month we will give a loyalty bonus
of 2%
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Get Free
8 Pcs
No Scheme
16 Pcs
1.50%
16 Pcs
1.50%
32 Pcs
1.50%
24 Pcs
1.50%
48 Pcs (24+24)
Rs.50 Display
48 Pcs
47 + 1
96 Pcs
Rs.100 Display
T8 Lei/Lui
T16 Lei/Lui
Kinder Joy
T24 Lei/Lui
T24 / T48
Lei/Lui
Mas Retail:
On consistent purchase( T 8 / T 16) every month we will give a loyalty bonus
of 2%
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Get Free
8 Pcs
No Scheme
16 Pcs
1.00%
16 Pcs
1.00%
32 Pcs
1.00%
24 Pcs
1.00%
48 Pcs (24+24)
47+1
48 Pcs
47 + 1
96 Pcs
94+2
T8 Lei/Lui
T16 Lei/Lui
Kinder Joy
T24 Lei/Lui
T24 / T48
Lei/Lui
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KSBC
Trade Inputs
Brand
T4
KSBC
T9
NT 300g/290 gms
Nutella
NT 160g/180 gms
NT 80g
Get Free
8 pcs
2.00%
15 pcs
1 KSBC T4 free
44 pcs
4 KSBC T4 free
5 Pcs
3.00%
10 Pcs
1 KSBC T9 free
15 pcs
Rs 75 Off
12 Pcs
Rs 25 Off
24 Pcs
Rs 60 Off
12 Pcs
Rs 20 Off
24 Pcs
Rs 50 Off
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Rocher
Trade Inputs
Slabs
Buy
Get Free
Slab 1
INR 7,500
3.00%
Slab 2
INR 15,000
4.00%
Slab 3
INR 25,000>
5.00%
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Tic Tac
Trade Inputs
Buy
Get Free
TT Rs. 10
24 Pcs
1 pc
TT Rs. 15
12 Pcs
1 pc
1 Jar
Rs. 10 discount
16 Pcs
32 Pcs
Kinder Joy
T8/T16/T24/T48
Lei/Lui
1%
24 Pcs
48 Pcs
KSBC
T4
8 / 16 pcs
2%
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WS Trade Loads
Trade Inputs
Brand
Tic Tac
Get Free
15 Jars
1 Jar free
TT Rs. 10
12 pieces
TT Rs. 15
48 Pcs
4 pcs free
8 pcs
Rs. 80 discount
15 Jars
1 Jar free
T8 Lei/Lui
96 Pcs
94+2 KJ free
T16/T24 Lei/Lui
144 Pcs
141+3 KJ free
T4
15 pcs
1 KSBC T4 free
T9
19 Pcs
1 KSBC T9 free
NT 300g
15 pcs
Rs 75 Off
NT 160g
24 Pcs
Rs 60 Off
NT 80g
24 Pcs
Rs 50 Off
TT Rs. 2 Jar
Kinder Joy
KSBC
Nutella
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Incentive Indirect
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I Contest Session 1
Best 2 Sa
each ZSM
les Office
to g o o n a
n abroad
r of
trip
B es t 2 K A
SO
from All In
dia
Best BDO
from All In
dia
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Happy Selling
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