monthly commercial performance 11 12

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Monthly Commercial Performance Review 2011- 12 Branch : Month : Date : 1

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Page 1: Monthly commercial performance 11 12

Monthly Commercial Performance Review

2011-12Branch : Month : Date :

1

Page 2: Monthly commercial performance 11 12

Monthly Review Minutes of the previous Review MeetingMonth : Review Date :S # Minutes in Brief Report on Action Taken

1. Highlights of the month (Commercial )

2. Position till review date & the road further (Commercial )

 

2

Page 3: Monthly commercial performance 11 12

Monthly Review

Weekly Review Meeting Table

Dept

Wk 01 Wk 02 Wk 03 Wk 04

B.M.RemarksDate

Minutes sent to Corporate Date Date

Minutes sent to

Corporate Date Dat

e

Minutes sent to

Corporate Date Date

Minutes sent to Corporate Date

                   

                   

                   

                   

                   

Note: Please mention appropriate week no and meetings to be conducted as per agenda/templates being sent .

3

Page 4: Monthly commercial performance 11 12

Monthly Review

Brief Summary Commercial

Slide No

Entity/Product

No of commerc

ial Resource

s Unit

Budget for the month 11-12

Actual for the Month 11-12

Monthly%

AchvdBranch Mngr

Comments

 16 Sales Sales calls        

 16Customer Service

Telesales        

07  E- console   CBM        

09 E-FCL   TEU        

11 Africa   TEU        

               

 27 Sales Sales calls        

27 Customer Service

Telesales        

 20 I-Console   CBM        

 22 I-FCL   TEU        

             

37  Sales Sales calls        

37 Customer Service

Telesales        

 31 E -Air   CBM        

 34 I-Air   TONS        

Note: B.M comments required when % achieved is less than 100% 4

Page 5: Monthly commercial performance 11 12

Monthly Review

Segment Wise Commercial Performance Report

5

Page 6: Monthly commercial performance 11 12

Monthly Review

E-Console Competition Performance

Sr. No.

Name of the Competitor Teus% of Total

Volume1

2

3

4

5

6

7

8

9

10 OTHERS

TOTAL MARKET SIZE

Note: Please give details in descending order & balance # of Teus against others

6

Page 7: Monthly commercial performance 11 12

Monthly Review

E Console –Monthly & YTD Performance

Destination

 

Current MTH 11-

12

Current MTH 11-

12 YTD 11-12 YTD 11-12

Monthly %

Achieved

YTD % Achieved

Budget Actual Budget Actual

 Teu

sCBM

Teus

CBM

Teus

CBM

Teus

CBM

Teus

CBM

Teus

CBM

USA / CANADA

Freehand

Routed

EUROPE/ UK / SCAN

Freehand

Routed

F.EAST / ANZ

Freehand

Routed

AFRICA/CS AMERICA

Freehand

Routed

RED SEA / GULF/ ISC

Freehand

Routed

MED (EAST & WEST

Freehand

Routed

MCC

Freehand

Routed

Total Freehand

Total Routed

Grand Total

7

Page 8: Monthly commercial performance 11 12

Monthly Review

E- Console Marketing Performance

Sr. No

Marketing

person

Budget for the month

Actual for the month

Volume (CBM)

CBM CBM *Sales % achieved as per

TGL total volume of the

month

*Sales % achieved as per Market Share total

volume of the month

           

           

           

           

           

           

           

           

           

  Grand Total

       

Source : Admin Script / 4041 / Pivot Table required * Please contact Corporate office 8

Page 9: Monthly commercial performance 11 12

Monthly Review

E FCL – Monthly & YTD Performance

Sr. #

Trade-lane

Current MTH

Current

MTH YTD YTD

Monthly %

Achieved

YTD % Achieved

11-12 Budget

11-12 Actua

l

11-12 Budge

t

11-12 Actua

l

Teus Teus Teus Teus Teus Teus

1 USA / CANADA

2EUROPE / UK /

SCAN

3 F.EAST / ANZ

4AFRICA / CS

AMERICA

5RED SEA / GULF /

ISC

6MED (EAST /

WEST)

8  

Total

9

Page 10: Monthly commercial performance 11 12

Monthly Review

E- FCL Marketing Performance

Sr. No

Marketing

person

Budget for the month

Actual for the month

Volume (CBM)

CBM CBM *Sales % achieved as per

TGL total volume of the

month

*Sales % achieved as per Market Share total

volume of the month

           

           

           

           

           

           

           

           

           

  Grand Total

       

Source : Admin Script / 4041 / Pivot Table required * Please contact Corporate office 10

Page 11: Monthly commercial performance 11 12

Monthly Review

Africa – Monthly & YTD Performance

Sr.No 

Tradelane 

Current

MTH 11-12Budge

t

Current

MTH 11-12Actual

YTD 11-12

Budget

YTD 11-12 Actua

l

Monthly % Achvd

YTD %

Achvd

Teus Teus Teus Teus Teus Teus

1 KENYA

2 TANZANIA

3 RWANDA

4 BURUNDI

5 ZAMBIA

6 CONGO

7 SOUTH AFRICA

8 MATADI

9 ZAIRE

 Total11

Page 12: Monthly commercial performance 11 12

Monthly Review

AFRICA Marketing PerformanceSr. No

Marketing

person

Budget for the month

Actual for the month

Volume (CBM)

CBM CBM *Sales % achieved as per

TGL total volume of the

month

*Sales % achieved as per Market Share total

volume of the month

           

           

           

           

           

           

           

           

           

  Grand Total

       

Source : Admin Script / 4041 / Pivot Table required * Please contact Corporate office

12

Page 13: Monthly commercial performance 11 12

Monthly Review

WWA Customers Support – Exports

S.#Customer

Name Support in CM

Support in CM (-)1

Support in

CM(-)2

Date of Branch Mngr Visit

Strategy to Bridge Gaps/Gain Support

1 Agility          

2 Ceva          

3 CH Robinson          

4 DSV          

5 DHL          

6 Damco          

7 Expeditors          

8 Geodis Wilson          

9 Hellmann          

10 JAS          

11Kuehne &

Nagel          

12 Panalpina          

13 Schenker          

14Savino Del

Bene          

15 UPS          

16 UTI          

• C.M stands for Current Month • B.M is required to visit WWA customer minimum once in

a month. 13

Page 14: Monthly commercial performance 11 12

Monthly Review

Loss Boxes- Exports

Segment

Port/ Origin

Size Volume(CBM)

Loss Amt ($)

B.M.Remark

14

Page 15: Monthly commercial performance 11 12

Monthly Review

Service Delivery Monitoring Reports

15

Page 16: Monthly commercial performance 11 12

Monthly Review

Call Report-Exports

Mktg Person ( C.S.Name)Monthly Target Calls

No of Calls

B.M.Comments

100

100

100

100

C.S. Person (Mktg Name)Monthly Target Calls

No of tele calls B.M Comments

200

200

200

200

• Above information will be validated from eFreight • Norms of Telesales : 50 Telesales /CS/Week• Norms of Sales : 25 Sales /Person/Week 16

Page 17: Monthly commercial performance 11 12

Monthly Review

Exception Reports -Exports

Exception Script Name

Admin Script Filter

Pendency as per

previous review

Pendency as per

last day of review

month Reasons

Carted But Booking Is Not Created 4004

Cfs Receive

Date      

Booking Entered But Rate Not Entered 4005

Booking Date      

Customer B/L Not Released                     4007

Sailing Date      

Pending Documents To Be Sent To O/S Agents          4003 Etd      

Pending Container List(Ata Not Entered) 4026 Eta      Pending Transhipment Details For Subjob With Eta Updated 4042 Eta      

17

Page 18: Monthly commercial performance 11 12

Monthly Review

Segment : ExportDept : Customer ServiceReport Name : Customer Challenge – Analysis Report

S.No Segment Logged In Complaint FromNature of Complaint

Action Taken by Branch Mngr

                                                                                                                     

           

         

           

           

           

           

           

Source : eFreight / Report / Sales Report / 07 : PDF File

18

Page 19: Monthly commercial performance 11 12

Monthly Review

I - Console & FCL

Commercial Performance Report

19

Page 20: Monthly commercial performance 11 12

Monthly Review

I Console – Monthly & YTD Performance

ORIGIN

Current MTH 11-

12

Current MTH 11-12

YTD 11-12

YTD 11-12 Actual

Monthly %

Achieved

YTD % Achieved

Budget Actual Budget

Teus

CBM

TeuCBM

HBL

TeuCBM

Teu

CBM

HBL

TeuCBM

Teu

CBM

 USA / CANAD

A

Free Hand

-Route

d

EUROPE / UK / SCAN

Free Hand

-Route

d

 F.EAST / ANZ

Free Hand

-Route

d

RED SEA /

GULF / ISC 

Free Hand

-Route

d

MED (EAST

& WEST)

Free Hand

-Route

d

MCC 

Free Hand

- Route

d

Total Free Hand

Total Routed

Grand Total

20

Page 21: Monthly commercial performance 11 12

Monthly Review

I- CONSOLE Marketing PerformanceSr. No

Marketing

person

Budget for the month

Actual for the month

Volume (CBM)

CBM CBM *Sales % achieved as per

TGL total volume of the

month

*Sales % achieved as per Market Share total

volume of the month

           

           

           

           

           

           

           

           

           

  Grand Total

       

Source : Admin Script / 4041 : Pivot Table Required *Please contact Corporate office 21

Page 22: Monthly commercial performance 11 12

Monthly Review

I FCL – Monthly & YTD Performance

ORIGIN

Current MTH 11-

12

Current MTH 11-

12

YTD 11-12

YTD 11-12

Monthly %

Achieved

YTD % Achieve

dBudget Actual

Budget

Actual

Teus Teus Teus Teus Teus Teus

 USA / CANADA

FreeHand

- Routed

EUROPE / MED

FreeHand

- Routed

 F.EAST / ANZ

FreeHand

- Routed

OTHERSFreeHand

- Routed

Total Free Hand

Total Routed

Grand Total

22

Page 23: Monthly commercial performance 11 12

Monthly Review

Service Delivery Monitoring Reports

23

Page 24: Monthly commercial performance 11 12

Monthly Review

Call Report- Imports

Mktg Person ( C.S.Name)Monthly Target Calls

No of Calls

B.M.Comments

100

100

100

100

C.S. Person (Mktg Name)Monthly Target Calls

No of tele calls B.M Comments

200

200

200

200

• Above information will be validated from eFreight • Norms of Telesales : 50 Telesales /CS/Week• Norms of Sales : 25 Sales /Person/Week 24

Page 25: Monthly commercial performance 11 12

Monthly Review

Exception Reports - Imports

Exception Script Name

Admin

Script Filter

Pendency as per

previous review

Pendency as per last

day of review month Reasons

Pending D/O Number Not Entered In Sub job 1020 Can Date      Pending Physically Not Cleared Shipments Fm Cfs

Fm Cfs

Abv 30 Days      

           

           

           

           

25

Page 26: Monthly commercial performance 11 12

Monthly Review

Segment : ImportsDept : Customer ServiceReport Name : Customer Challenge – Analysis Report

S.No Segment Logged In Complaint FromNature of Complaint

Action Taken by Branch Mngr

                                                                                                                     

           

         

           

           

           

           

           

Source : eFreight / Report / Sales Report / 07 : PDF File

26

Page 27: Monthly commercial performance 11 12

Monthly Review

E & I Air Express

Commercial Performance Report

27

Page 28: Monthly commercial performance 11 12

Monthly Review

E Air - Monthly & YTD Performance

Sr. No 

Destination 

Current MTH

Budget

Current MTH

Actual

YTD Budget

YTD Actual

Monthly % Achieved

YTD % Achieved

Tons Tons Tons Tons Tons Tons

     

     

     

     

     

     

     

     

TOTAL

28

Page 29: Monthly commercial performance 11 12

Monthly Review

E- Air Marketing PerformanceSr. No

Marketing

person

Budget for the month

Actual for the month

Volume (CBM)

CBM CBM *Sales % achieved as per

TGL total volume of the

month

*Sales % achieved as per Market Share total

volume of the month

           

           

           

           

           

           

           

           

           

  Grand Total

       

Source : Admin Script / 4041 / Pivot Table required * Please contact Corporate office

29

Page 30: Monthly commercial performance 11 12

Monthly Review

E- Air Marketing/ Top 20 customers Performance

SALES

SALES NAME MONTH : TGT. VOL. FOR

MONTH

LCL (Week) 

TOTAL%

Achieved

PREVIOUS MONTH

Sr.No:

TOP 20 CUSTOMER

SECTORS

1 2 3 4 5

1

2

3

4

5

6

7

8

9

10

11

12

    TOTAL

30

Page 31: Monthly commercial performance 11 12

Monthly Review

I Air - Monthly & YTD Performance

Sr. No 

Destination 

Current MTH Budget

Current MTH Actual

YTD Budget

YTD Actual

Monthly % Achieved

YTD % Achieved

Tons Tons Tons Tons Tons Tons

1

2

3

4

6

7

8

9

10

11

12

TOTAL

31

Page 32: Monthly commercial performance 11 12

Monthly Review

I- Air Marketing PerformanceSr. No

Marketing

person

Budget for the month

Actual for the month

Volume (CBM)

CBM CBM *Sales % achieved as per

TGL total volume of the

month

*Sales % achieved as per Market Share total

volume of the month

           

           

           

           

           

           

           

           

           

  Grand Total

       

Source : Admin Script / 4041 / Pivot Table required * Please contact Corporate office

32

Page 33: Monthly commercial performance 11 12

Monthly Review

I Air - Marketing/ Top 20 customers Performance

SALES

SALES NAME : MONTH

: TGT. VOL. FOR

MONTH

LCL  (week)

TOTAL

% Achiev

ed

PREVIOUS

MONTH

Sr.No:

TOP 20 CUSTOMER

SECTORS

123456789

1011121314                  15                  

    TOTAL

Source : Admin Script / 4041 : Pivot Table Required 33

Page 34: Monthly commercial performance 11 12

Monthly Review

Call Report- Air

Mktg Person ( C.S.Name)Monthly Target Calls

No of Calls

B.M.Comments

100

100

100

100

C.S. Person (Mktg Name)Monthly Target Calls

No of tele calls B.M Comments

200

200

200

200

• Above information will be validated from eFreight • Norms of Telesales : 50 Telesales /CS/Week• Norms of Sales : 25 Sales /Person/Week 34

Page 35: Monthly commercial performance 11 12

Monthly Review

Segment : Air Dept : Customer ServiceReport Name : Customer Challenge – Analysis Report

S.No Segment Logged In Complaint FromNature of Complaint

Action Taken by Branch Mngr

                                                                                                                     

           

         

           

           

           

           

           

Source : eFreight / Report / Sales Report / 07 : PDF File

35

Page 36: Monthly commercial performance 11 12

Monthly Review

Projects-Express Actuals

S.# Ongoing Projects VolumeRevenu

e                                               

Approximate

S.# Targeted Projects Volume Revenue

                                 

       

       

36

Page 37: Monthly commercial performance 11 12

Monthly Review

37