Want to motivate your sales forceto implement the contract you

just signed?

Just use this...

How can we become the MARKET LEADER in 2008

?

Main competitorWe

= 27%27%

... because now it’s

For sure we can become ... with such a team!!!

... and the answer’s Wal-Mart

...and withthe hugest potential for us

...that’s 1/3 of the market

Share of Shelf: + 1/3 (24% -> 32%)

# of SKUs: + 1/3 (18 -> 25)

Planogram & Theatralization

Only 3 things to do...

... but a HUGE CHALLENGE

1

2

3

WHATto achieve in each store at each

visit

  target actualShare of shelf 32%  # of SKU 25  Planogram yes  Theatralization yes  

* It’s a field report blank

HOWto achieve in each store at each

visit

1

2

?

Increase focus on the chain(# of visits per week: 2 -> 3; time per visit: 1h -> 2h)

Increase focus on the 4 KPIs(these 4 KPIs will bring us 80% of our growth)

Your Ideas?

THE REWARD

Keep your last year bonuses+

Get additional opportunity

You get the same bonus as in the last year for: - SOS (1/3 of the bonus) - # of SKU (1/3) - Planogram & Theatralization (1/3)

You can get 33% increase quarterly if you’re in top 1/4 performers for that 3 KPIs

THE REWARD

We’ll do it... for sure ;-)

www.kamblog.com

www.kamblog.ru

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in russian:

FMCG Key Account Management