monthly commercial performance 11 12
TRANSCRIPT
Monthly Commercial Performance Review
2011-12Branch : Month : Date :
1
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
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
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
Monthly Review
Segment Wise Commercial Performance Report
5
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
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
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
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
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
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
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
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
Monthly Review
Loss Boxes- Exports
Segment
Port/ Origin
Size Volume(CBM)
Loss Amt ($)
B.M.Remark
14
Monthly Review
Service Delivery Monitoring Reports
15
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
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
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
Monthly Review
I - Console & FCL
Commercial Performance Report
19
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
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
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
Monthly Review
Service Delivery Monitoring Reports
23
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
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
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
Monthly Review
E & I Air Express
Commercial Performance Report
27
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
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
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
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
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
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
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
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
Monthly Review
Projects-Express Actuals
S.# Ongoing Projects VolumeRevenu
e
Approximate
S.# Targeted Projects Volume Revenue
36
Monthly Review
37