July 2011 Mars & Wrigley's Central

8/6/2019 July 2011 Mars & Wrigley's Central

1/18

MARS & WRIGLEYS

SALES PLAN JULY 2011


2/18

Mars NationalSales Performance 2009-10 to 2010-11

3

8

2.5

10.8

1

11.3

0.2

11.9

8

17

10

15

4

18.7

7

20.7

6

7

4

16.7

4

16.8

4

13

0

5

10

15

20

25

July Aug Sep Oct Nov Dec Jan Feb Mar April May June

2009-10

2010-11

Rs in millions

July June 2009-10

Total Sales Rs 55m

July June 2010-11

Total Sales Rs 167mGrowth +204%


3/18

Mars Central RegionPerformance 2009-10 to 2010-11

0.8

2.7

0.8

3

0.6

4.7

0.2

2.6

4

5.7

4 4

1.5

6

3

8.6

3

2

0.9

6

1.6

5.8

1.6

4

0

1

2

3

4

5

6

7

8

9


2009-10

2010-11

Rs in millions

July June 2009-10

Total Sales Rs 22m

July June 2010-11

Total Sales Rs 55mGrowth

+150%


4/18

Mars Region wise contribution 2009-10 to 2010-11

20%

41%

39%South

Central

North

21%

30%

49%

South

Central

North

2009-10 2010-11July-May July-May


5/18

Mars Region wise contribution 2009-10 to 2010-11

18%

37%

45%South

Central

North

1 %

31%

5 %

South

Central

North

2009-10 2010-11June June


6/18

Wrigleys NationalSales Performance 2009-10 to 2010-11

8

7

5 5

6

6.8

5

6.6

6

7.8

7 7

6

8

6 6

7

11

9

8

4

7.7

7

6.5

0

2

4

6

8

10

12


2009-10

2010-11

Rs in millions

July June 2009-10

Total Sales Rs 76m

July June 2010-11

Total Sales Rs 89m

Growth 17%


7/18

3

2.5

2 2

2.62.6

2

2.5

3

2

2.6

2 2

2.52.6

3 3

4

3 3

1.5

3

2 2

0

0.5

1

1.5

2

2.5

3

3.5

4


2009-10

2010-11

Wrigleys Central RegionSales Performance 2009-10 to 2010-11

Rs in millions

July June 2009-10

Total Sales Rs 29m

July June 2010-11

Total Sales Rs 34mGrowth 17%


8/18

Wrigleys Region wise contribution 2009-10 to 2010-11

25%

41%

34%

South

Central

North

2 %

36%

3 %

South

Central

North

2009-10 2010-11July-May July-May


9/18

Wrigleys Region wise contribution 2009-10 to 2010-11

25%

3 %

39%South

Central

North

3 %

3 %

3 %South

Central

North

2009-10 2010-11June June


10/18

Mars Strategy:

Increase Distribution Focus on Fun size Developed New Shops Daily distribution tracking to be filled on daily basis

Improve Productivity 30 Productive calls Per day Per TSO Loose selling of Fun size

Increase Visibility Regain all the Mars Chillers available Ensure good display & chiller merchandising Ensure good shelf display & merchandising Display Fun size show box/Dispenser on the counter


11/18

Wrigleys Strategy:

Increase Distribution Focus on fast running skus

Distribute slow movers to all stores where fast movers areavailable.

Improve merchandising Use Available display stands keep them filed

Provide new display stands

Control Expiry Rotate near expiry stocks form one store to more stores

Sell short expiry stocks first

Send expiry reports on time i.e 3 months before expiry


12/18

Trade Promotion

3% Discount on purchase of Rs 10,000- Rs24,999 value of stock.

5% Discount on purchase of Rs 25,000 or more

value of stock.

On purchase of Two Units of 6 Packs Mars &Snickers get one bar free.

2% Discount on purchase of Rs 25,000 or morevalue of stock in Wrigleys.


13/18

Lindts Trade Offer September Expiry

4 + 1 trade offer for Sep Expiry

Code Product T.P.w/o GST Total Units Total Value Expiry Date Discount %

411019 Tab Double Milk 5 -100gm 290.01 352 102,084 1-Sep-11 25%

411021 Milk Gold 5 -300gm 682.37 141 96,214 5-Sep-11 25%

411039 Liku Milk Pouch -250gm 1,364.74 17 23,201 7-Sep-11 25%411020 Cresta Milk 5 -100gm 290.64 669 194,438 8-Sep-11 25%

411038 Liku Assorted Pouch-250gm 1,364.74 18 24,565 8-Sep-11 25%

411006 MI Raisin Nut E5-100gm 244.83 559 136,860 9-Sep-11 25%

411026 Lindor Milk Balls 5-200gm 639.72 139 88,921 10-Sep-11 25%

411037 Tab Exc-Su 85% 5-100gm 270.1 1,235 333,574 12-Sep-11 25%

411001 Tab Milk Choclate 100gm 205.34 124 25,462 12-Sep-11 25%

411030 Lindor Asrt Gft Box5-350g 1,478.47 261 385,881 14-Sep-11 25%

411031 Lindor Milk Gift Box-350g 1,478.47 265 391,795 14-Sep-11 25%

411005 Milk Whole Almond5-100gm 244.83 276 67,573 14-Sep-1125%

411029 Lindor Assort Co 5 -500gm 1,319.25 154 203,165 15-Sep-11 25%

411002 Surfin 205.34 270 55,442 15-Sep-11 25%

411003 White Choclate 100gm 205.34 205 42,095 19-Sep-11 25%

411027 Lindor Assort Co 5 -200gm 639.72 424 271,241 20-Sep-11 25%

411007 Tab White ALM Nug 5-100gm 244.83 603 147,632 20-Sep-11 25%

411012 Lindor Singl Milk5 -100g 268.52 334 89,686 22-Sep-11 25%

411004 Milk Hazelnut 5 100gm 244.83 266 65,125 22-Sep-11 25%

411035 Tab Exc Orange Int5 -100g 270.1 1,544 417,034 23-Sep-11 25%

411017 Pistache 5 -100gm 290.01 287 83,233 27-Sep-11 25%

411011 Orange Milk Thins2 -125gm 616.03 404 248,876 30-Sep-11 25%

8 ,5 47 3 ,4 94 ,0 95

Trade Offer for Short Expiry


14/18

Incentive PlanCriteria Incentive

Target Value Achievement Rs 4000/ on 100%

Distribution/ Coverage/Productivity Rs 4 on each productive bill min 30

Bills Per day.Rs 3000/- Per month

Commission 0.50% Commission on 100% targetachievement

Value Rs 4000 approx

Best TSO of the Month Karachi /Lahore / Islamabad

Surprise gift of Good Value PlusAchievement Certificate

Incentive for F.S Additional Rs 5,000 on 100%achievement of his over all TSOs

target

.


15/18

Supplier Incentive

Criteria Weightage

Attendance Rs 500

Execution/Merchandizing Rs 2500

One Leave (200)

Two Leave or more (500)

Supplier Incentive Rs 3000/-


16/18

Product

Units Value

Bounty 5 Packs 22x1 110 24,755

Bounty Miniature Bag 150gm 1,528 297,999

Bounty Minis Bag 123 30,469Bounty Twin 57 gm 4,772 196,849

Galaxy 47 gm 28 1,851

Galaxy Caramel 46gm 62 4,679

Galaxy Fruit & Nut 43gm 281 20,006

Galaxy Fruit & Nut 47 gm 66 4,693

Galaxy Hazelnut 43gm 251 19,732

Galaxy Hazelnut 47gm 31 2,457

Galaxy Hazelnut Mini 150gm 6 1,610

Galaxy Jewels 200gm 17 11,671

Galaxy Jewels 400gm 10 10,260

Galaxy Milk 43gm 233 15,631

Galaxy Minature Choc 270gm 31 15,157

Galaxy Mini Caramel 150gm 5 1,241

Galaxy Mini Choc 150gm 4 1,089

MARS 6'PACK 5,785 1,301,616

Mars Miniature Bag 150gm 658 128,330

Mars Mini Bag 270gm 92 24,840

Mars Mini Bulk 18gm 142,146 1,599,142

Mars Single - 50 gms 7,497 337,383

Snickers 6's Pak 3,149 777,754

Snickers Crunchers 40gm 37 1,661

Snickers Funsize Box 35 15,939

Snickers Miniature Bag 150gm 752 146,601Snickers Mini Bag 270gm 97 26,233

Snickers Mini Bulk 18gm 127,651 1,436,076

Snickers Single - 65 gms 5,061 227,754

Twix 5 Packs 24x1 74 16,547

Twix Miniature Bag 150gm 544 106,041

Twix Mini Bag 270gm 59 15,844

Twix Twin - 29 gms 59 1,687

Twix Twin - 58 gms 5,215 234,675

Total Units

otal Value 7,086,684

fast moving skus Contribution 5,311,436

75%

Central arget

Mars Region wise targets for the month of July


17/18

Wrigleys July Target

Units Value

1 Cool Air 10 Pallets 14.61 394 5,756

2 Established Brands Doublemint 1'sX5 14.61 15,000 219,150

3 Established Brands Spearmint 1'sX5 14.61 15,000 219,150

4 Establish Juicy Fruit 1x5 14.61 9,000 131,490

5 Ext Kinder Lemonade 25.57 3,500 89,495

6 Extra Kinder Green 1'sX6 25.57 1,520 38,866

7 Extra Kinder Pink 1'sX6 25.57 1,560 39,889

8 Extra Pallet Fruit 1'sX10 29.22 9,000 262,980

9 Extra Pallet Lime 1'sX10 29.22 3,500 102,270

10 Extra Pallet Peppermint 1'sX10 29.22 17,000 496,740

11 Extra Pallet Spearmint 1'sX10 29.22 17,000 496,740

12 Extra Prof

essio

nal White 36.53 4,500 164,38513 Extra ProfFresh Mint 36.53 2,800 102,284

14 Extra ProfStrong Mint 36.53 2,800 102,284

15 Extra Sticks Peppermint 1'sX5 29.22 6,000 175,320

16 Extra Sticks Spearmint 1'sX5 29.22 5,000 146,100

17 Extra Strawberry Pallet 29.22 13,000 379,860

18 Extra White Peppermint 29.22 12,000 350,640

Total 138,574 3,523,400

S.No Product Tp Total Central


18/18

Documents

July 2011 Mars & Wrigley's Central