dwm for 10-2011 ans-kolkata
TRANSCRIPT
Sr.No. Description Remarks
1 Summary SheetDaily Retail Sales Please fill planed against actual daily sales
1.1 Dealerwise Retail sales
1.2 Source wise sales
2 Dealer Appointment PDCA
2.1 Dealer Signoff2.2 Influencer PDCA Follow the procedure of dealer appointment2.3 Influence recruitment process Follow the procedure of dealer appointment2.4 Sales counter PDCA Follow the procedure of dealer appointment2.5 Sales counter recruitment procees Follow the procedure of dealer appointment
3 No of retails sales outlet
4 Branded Showroom
5 Inquiry Registrartion/H/W/C
6 Competittor Activity
7 Promotional Activity
8 Find our prospects
9 Travel cost10 Special achievement Please not if any
11 No of days spent in to the field
Please fill your actual achievement against plan given to you
Please mentioned from where actual sales came, whether its from dealer or influencer or sales counter
Please mentioned all dealer data which you are handling with the details of influencer and sales counter
Mention your weekwise progress in terms of dealer appointment
Standadrd operating procedures for appointing the dealer
Check the cappability and willingness of the dealer to open the retail sales outlet alternatively find out some parties having showroom and interesr in Dg set business
Please provide specifications for showroom to the dealer
Please mentioned no of inquiries you have generated and please mentioned the current status of inquiry interms of Hot Warm and Cold
Please have closed look up at competitors activity in your respective areas , try to find out the pricing and promotional activities details
Ask dealer for various promotional activities and support them in doing that, ensure the activitis done by the dealer as per the frequency given in the SOP
Find of no of prospect customers/dealers/influencers/sales counters in your specified areas
Plan yout travel location in advance and according to cost and fill the sheet
Please mentioned planned vs actual days in 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 ExecutivePlace: Kolkata Division: SMRPrepared on:
Activity requiring Action plan:
No. Action PlanSchedule for 2010-2011
Dec Jan Feb Mar Apr May Jun July Aug Sept Oct Nov DecWeek 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 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 4Actual
2 PlanActual
2.1 Installation of sales dealerships PlanActual
2.2 Tie up with influencers PlanActual
2.3 Tie up for sales counters PlanActual
3 PlanActual
4 PlanActual
5 PlanActual
6 PlanActual
7 PlanActual
8 One to one meeting with prospects. PlanActual
9 Travel cost Actual
9.1 Other cost. Plan
10 Actual
11 No.of days spent in the field PlanActual
Retail Sales Target
Appointing Sales & Service Dealers
No. of Retail Sales outlets to be opened
Branded showrooms
Installation & Implementation of HWC at sales dealerships locations.
Competitor Dealer Activity
Sales promotion activity
Special Achievement
SUPERNOVA ENGINEERS LTD.NAME:Place::Position:
DATE 1 2 3 4
MONTH TOTAL 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
ACHIEVED TARGET
document.xls
SUPERNOVA ENGINEERS LTD.NAME: Dealer Name:Place:: Location:Position:
DWM
Year 2010-2011
Month Dealer sale Influencer sale Direct sale
Plan Actual Plan Actual Plan Actual Plan ActualDECJANFEBMARAPRMAYJUNJULAUGSEPOCTNOVDECTotal
Cumulative Plan
Cumulative Actual
Sales counter sale
SUPERNOVA ENGINEERS LTD.
RETAIL SALES PLAN VS ACTUAL
NAME:
Place::
Position:
Month Dealer 1 Dealer 2 Dealer 3 Dealer N……
Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual Plan Actual
DEC.2010JAN.2011FEB.2011MAR.2011APR.2011MAY.2011JUN.2011JUL.2011AUG.2011SEP.2011OCT.2011NOV.2011DEC.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
Cumulative Plan
Cumulative Actual
Dealer 1/Influencer 1
Dealer 1/Influencer 2
Dealer 1 /Influencer 3
Dealer 1/ Sales Counter
1
Dealer 1/Sales Counter 2
DWM(Daily Work Management) Supernova Engineers Limited
Year 2010-2011Name: Position: Sales Executive.Pace: Division: SMR Name of Superior: Mr.K. NARSING RAO
PLAN ACT
Actual Result (Reason for Variance) Time Target
MONTH
DEC.2010
WEEK 1
WEEK 2
WEEK 3
WEEK 4
JAN. 2011
WEEK 1
WEEK 2
WEEK 3
WEEK 4
Form Rev.
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
DWM(Daily Work Management) Supernova Engineers Ltd
SOP FOR DEALER APPOINTMENTYear 2010-2011
Name: Dealer Name:Place: Location:Prepared on:
Activity requiring Action plan: Agreement Signoff with Dealers
No. SOPPLAN DO CHECK ACTION
1 Location 1 (Specify actual location)
ab Volume (Takeoff)
c
d
ef Participation in promotional Activitiesg Placemnt of DG set order(min 1)
hi service manpower deploymentj spares deployment
kl Their reputation in the market
For each location identify 3 parties as per profile shared with you.Take their readiness for the following points.
Sales Manpower Deployment (min 1 no. receptonist, 3 sales persons, 1 sales manager / supervisor.
Service manpower Deployment( 1 service incharge, 2 mechanics, 1 electrician)
Area Coverage (no.of branches & their locations)
Opening of service dealerships & their locatons
Sales show rooms- sharing Specification of Show room
m
n
op Organise plant visit of selected dealer
q Organise 1 to 1 meeting with CEO
rs sign off the dealer agreement.
2 Location 2 (Specify actual location)
for each location identify 3 parties as per profile shared with you.
Get the dealership format filled and attach the photograph of existing set up & facilities.
Orgnise telephonic interview followed with web enabled interview with CEO.
Obtain the readiness of all the points from x to y in writing with time bound action plan on short fall.
Repeat the same as mentioned for location 1.
DWM(Daily Work Management) Supernova Engineers LimitedYear 2010-2011
Name: Position: Sales Executive.Place Name of Superior: Mr.K. NARSING RAO
Month
PLAN ACT
Actual Result (Reason for Variance) Time 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
(Use more space if required for a month)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
DWM(Daily Work Management) Supernova Engineers Limited
Action Plan for Manager / OfficerYear 2010-2011
Name: Position: Sales ExecutivePlace:
Name of Superior: MR.K. NARSING RAOPrepared on:
Activity requiring Action plan: Retail Outlets to be Opened
No. SOPSchedule 2010-2011
Plan Do Check Action
A
1
2
Share our sales scheme
34 Obtain tentative sales plan
B Location 2
1
2
Location 1 (specify actual location name)
Findout Three suitable parties as guided
Tell them Supernova Plan for retail sales
Obtain a formal letter from them expressing their interest to work with us (exclusive / non exclusive)
Establush HWC system and then attach them with concerned dealer, formally. Open areas attach them to self.
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 executive.
34
C Udaipur:1 Findout Three parties who is having DG
Set selling experience2 Tell them M&M Plan for retail sales and
Also what M&M expect from dealer3 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
Month
PLAN ACT
Actual Result (Reason for Variance) Time Target
April
May
Done
June
July
Tie-up of Dealer With OEM
AugustMOM Signoff with Dealer Done
September
October
November
December
January
February
March
(Use more space if required for a month)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
Identify Three Competitor Dealers and Tel them the benefits of becoming Mahindra
Dealer
Identification of one best Dealer who suits our requirement
Done Select Power Trading as our target
dealership
DONE Tie up with M/S Tanwar
Industries, Jaipur and get commitment from OEM to support the dealer and Give
enq.,price support and involve him in other promotional activities
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).4.1
Managing Point: / Checking Point: Tie -ups for Retail Finance
Month
PLAN ACT
Actual Result (Reason for Variance) Time Target
April 2 0 20th May
May 5 3 25th June
Done
June 5 2 July end
Postpone for July July end
July 5 4 15th Aug
Give Presentation in ICICI confrence Done
August 5 2 Discussion going on with MFSL 10-Sep
September 5
October 5
November 6
December 5
January 6
February 5
March 6
60
(Use more space if required for a month)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
4cases are in pipeline but not mature, no. of cases are less
Tie up between all dealers and ICICI bank
11 cases are stil pending , finance enquries are less.
Educate all ICICI DSA regarding Mahindra DG Set so they can
also generate enq.
Tie up between all dealers and ICICI bank
Cases are still in process, total enq in Hand (those who are looking for finance) is
17nos
Joint efforts req with ICICI and Mahindra Team to increase Enq.
Level
Educate all ICICI DSA regarding Mahindra DG Set so they can also
generate enq.
In july ICICI is conducting Their DSA conference in July end.
Give Presentation in that confrence
Finance requirement enq in hand is 22 Nos. Still enq level is less .
We are planing to give advertisement in news paper
ICICI refuse to finance to rental business. And we have enq. Of 4dg set in rental
segment.
DWM(Daily Work Management) Supernova Engineers Limited
PDCA Form
Name: Position: Sales ExecutivePlace: Name of Superior: Mr.K. NARSING RAO
Month
PLAN ACT
Actual Result (Reason for Variance) Time Target
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
(Use more space if required for a month)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
DWM(Daily Work Management) Supernova Engineers Limited
Action Plan for Manager / OfficerYear 2010-2011
Name: Position: Sales ExecutiveName of Superior: MR.K. NARSING RAO
Prepared on: Rev. No:Activity requiring Action plan: Sales counter
No. Action PlanSchedule 2010-2011
Plan Do Check Action1 Location 1 (Specify the location name)
a
b
c
d
e
f
g
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 vendors / switch gear shop keeper
The locaton of the sales counter should be well within the reach of the prospective buyers.
Talk to the identified sales counter party for his willingness to act as our sales counter.
sales coutner party should display our company emblem in their shop at a prominent place.
Should be keeping our product leaflets at prominent place in the shop.
Takes and registers enquiries and passes on to respective dealers or Supernova person if it is open area.
Once the party is ready with the above we will issue him a certificate of our Sales counter.
h
2
5
6
7
The sales counter agreement to be signed mentioning the remuneration for each call converted into a sale.
Location 2 ( pls. do same as mentioned above )
Supernova Engineers Limited
Action Plan for Manager / OfficerYear 2010-2011
Position: Sales ExecutiveName of Superior: MR.K. NARSING RAO
Activity requiring Action plan: Sales counter Schedule 2010-2011
Action
DWM(Daily Work Management)
Action Plan for Manager / Officer
Name: Position:Name of Superior: MR.K. NARSNG RAO
Prepared on: Rev. No:Activity requiring Action plan: Branded Showroom
No. Action PlanSchedule 2010-2011
Dec Jan Feb Mar Apr May JuneJuly Aug Sep Oct Nov1 Identify Dealer who is ready to make Plan
showroom Actual
2 MOM signoff for Branded Showroom PlanActual
3 Demolish old setup and new construction will Planstart Actual
4 Roof work and all RCC work will be completed PlanActual
5 All civil work will be completed PlanActual
6 Interior work will be start and Finish PlanActual
7 Branded Showroom inauguration PlanActual
Action Plan for Manager / Officer
Rev. No:Activity requiring Action plan: Branded Showroom
Schedule 2010-2011
Dec
SALES EXECUTIVE NAME Sr. No. DATE ENQUIRY 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
Note: Please mentioned enqiry status as Hot/Warm/Cold in first collumn according to your analysis
RESPONSE -2 RESPONSE -3
SUPERNOVA ENGINEERS LTD.Enquiry Analysis
Name Year 2010-2011Location:
Monthly Dealer's Enquiry : Plan Vs Actual
MonthArea Office Dealer 1
Plan Actual
DECJANFEBMARAPRMAYJUNJULAUGSEPOCTNOVDEC
Cumulative Plan
Cumulative
ActualHot Plan
Hot Actual
Warm Plan
Warm Actual
SUPERNOVA ENGINEERS LTD.Enquiry Analysis
Year 2010-2011
Dealer 1 Dealer 2Cold Plan
Cold Actual
Hot Plan
Hot Actual
Warm Plan
Warm Actual
Cold Plan
Cold Actual
DWM(Daily Work Management) Supernova Engineers Limited
Year 2010-2011
Name: Position: Sales ExecutivePlace: Name of Superior: K Narsing rao
Month
PLAN ACT
Actual Result (Reason for Variance) Time Target
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
(Use more space if required for a month)Form Rev. 02 (31.03.03)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
POLICY DEPLOYMENT / DWM
PDCA Form Form 4
Name: Manish Pareek Position: Deputy Manager SalesName of Superior: Mr.D.S.Bhatnagar
Managing Point No: / Checking Point No: R1.1.1
Managing Point: / Checking Point: Monthly accounts reconciliation
Month
PLAN ACT
Actual Result (Reason for Variance) Time Target
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
(Use more space if required for a month)Form Rev. 02 (31.03.03)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
DWM(Daily Work Management) Supernova Engineers Limited
Year 2010-2011
Name: Position: Sales ExecutivePlace: 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
(Use more space if required for a month)Form Rev. 02 (31.03.03)
DWM(Daily Work Management)YEAR 2010-11
PROMOTIONAL ACTIVITIESDEALER NAME :LOCATION :
Promotional ActivityDirect mailersRoad ShowInfluencer Meet
Distribution of Leaflet with newspaper in Industrial Area
Yellow PagesBanners / HordingsElectrical Contractors/ consultant's meetBuilder's Association MeetArchitecture's MeetDoctor's MeetExibitionsCustomer Meet
Note : The dealer should select effective Promotinal activity as per the respective location
SUPERNOVA ENGINEERS LTD.YEAR 2010-11
PROMOTIONAL ACTIVITIES
FREQUENCYFOR THE START- UP WITH EVERY PROSPECTIVE CLIENTEVERY 15DAYSEVERY MONTH
FOR THE START- UP IN INDUSTRIAL AREA
YEARLYSELECTIVE AREA FOR INITIAL START-UPQUARTERLYQUARTERLYQUARTERLYQUARTERLYHALF YEARLYHALF YEARLY
Note : The dealer should select effective Promotinal activity as per the respective location
DWM(Daily Work Management)Supernova Engineers Limited
Action Plan for Manager / Officer
Name: Position: Sales ExecutivePlace: Name of Superior: MR.K. NARSING RAOPrepared on:
Activity requiring Action plan: Promotional Activities
No. Action PlanSchedule 2010-2011
Dec Jan Feb Mar1 Inserts / Mailers Plan
Actual
2 Road shows PlanActual
3 Influencer meet at Dealer's Place PlanActual
4 leaflets with News Paper in Industria PlanActual
5 Customer's meet PlanActual
6 Wallpainting / Banners PlanActual
7 Hoardings PlanActual
8 Yellow Pages PlanActual
9 Electrical Contractor's / Consultant's PlanActual
10 Doctor's Meet PlanActual
11 Exibitions PlanActual
12 Biulder's Association Meet PlanActual
Position: Sales ExecutiveName of Superior: MR.K. NARSING RAO
Prepared on:Activity requiring Action plan: Promotional Activities
Schedule 2010-2011Apr May June July Aug Sep Oct Nov Dec
DWM(Daily Work Management) Supernova Engineers Limited
Year 2010-2011
Name: Position: Sales ExecutivePlace: Name of Superior: Mr.K. NARSING RAO
Month
PLAN ACT
Actual Result (Reason for Variance) Time Target
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
(Use more space if required for a month)Form Rev. 02 (31.03.03)
DO( Actual Results )
CHECK( Reason for adverse
variance )Target
(As per Policy) Action Planned
document.xls
PU: #REF! PDCA for the Period :
NO.: B.1.2 Market Share Month #REF!
Delivery Market Share
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 ActualAPR #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!MAY #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!JUN #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!JUL #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!AUG #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!SEP #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!OCT #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!NOV #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!DEC #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!JAN #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!FEB #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!MAR #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE! #VALUE!
Back to PDCA sheet
Managing / Checking Point : TM wise Delivery MS of plan Vs Actual
Cumulative Plan
Cumulative Actual
DWM(Daily Work Management) Supernova Engineers LimitedOne to mee No. of Prospects
Year 2010-2011Name:Pace: Division: SMR
PLAN
Actual Result
MONTHDEC.2010WEEK 1WEEK 2WEEK 3WEEK 4
JAN. 2011WEEK 1WEEK 2WEEK 3WEEK 4
DO( Actual Results )
Target(As per Policy)
Supernova Engineers LimitedOne to mee No. of Prospects
Year 2010-2011Position: Sales Executive.
Division: SMR Name of Superior: Mr.K. NARSING RAACT
(Reason for Variance)
CHECK( Reason for adverse
variance ) Action Planned Time Target
Supernova Engineers Ltd.Name:Position: Sales-ExecutiveTravel Location Planned cost Actual Cost
Other CostTravel Location Planned cost Actual CostLocal ConveyanceTelephne ExpensesPls specify if any other
DWM(Daily Work Management) Supernova Engineers Limited
Year 2010-2011Special Activity Format
Name: Position: Sales ExecutivePlace: 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
(Use more space if required for a month)Form Rev. 02 (31.03.03)