1. DOST
(Distributor Operation &
System Transformation) in
Bangladesh

2. Objectives >>
• To standardize operations and
processes for All SMDP
• To retain and get better SMDP
in the market, by improving their
business performance and
returns
Objectives

3. What will DOST do?
• DOST will define the
• Systems and Processes to be
followed by all SMDP
• It will clearly define the
responsibilities of SMDP and his
manpower, its infrastructure.

4. What does DOST have?
• DOST will give clear guidelines to SMDP
• It will have sub-modules on
• SMDP organization structure
• DSR, Other team members
• Salary and incentive range
• DSR Beat planning and monitoring
• A Day in the life of DSR – DSR Training and Working Guidelines
• DMS and its operations
• Stock Management : Floor Stock, Stock audit
• WOD management
• Credit norms to retailers
• Infiltration Management
• Financial Capability of SMDP
• SMDP Evaluation, rewards and recognition
• Modules will get added or changed as per market requirements

5. Partner Evaluation >>
• We will have a quarterly visit
and evaluation
• Samsung will have different
reward and recognition
• High performing SMDP will be
given special privileges
• Clear expectation setting with
Low performing SMDP
Evaluation

6. Roles & Responsibilities of SMDP >>
• Manpower and Infrastructure deployment as per Norms
• Roll out clear R&R for DSR, other manpower
• Training for DSR
• Investment as per business plan
• Complete Market Mapping and development
• Market size, WOD universe, counter wise potential with
competition details
• Full compliance with Samsung systems
• DMS update, New Product Placement, DOD & WOD expansion
• Ensure defined service level for different category of
outlets
• Proper scheme communication and settlement
• DOA and RMA from retailers
• Timely deployment of Dummies, POSM, demo phones etc
• Market credit control as per norms
SMDP’s
R&R

7. • Proper Infrastructure must be given.
• Have Manpower on board always as per
norms
• Daily DMS Update
• Bills to Market from DMS only
• Maintain floor stock as per norm
• WOD Maintenance.
• Ensure DSRs are trained and carry
sufficient product knowledge
• Make DSR do market working as per beat
map
• Ensure proper & regular scheme
communication to all retailers.
• SMDP will ensure updated dash board at
their offices
Do’s
• Don’t make any changes in company
Scheme / Spike communication.
• Don’t do any kind of cross territory
• Don’t do wholesaling
• Don’t violate price policy
Don’ts
SMDP – Do’s & Don'ts >>

8. QUANTITY
SMDP
Evolving SMDP
Sale ≤ 250
Sprinter SMDP
750 ≤ Sale >250
Champ SMDP
Sale >750
Classification of SMDPs >>ESC Theory

9. SMDP Organization – Key Norms >>
Evolving & Sprinter
• Each DSR beat will
contain max. 25
outlet
• Exclusive DSR
• Team Leader cum
House keeping cum
MIS executive cum
Logistics for SMDP
cum Accountant
Champ
• Each DSR beat will
contain max. 25
outlet
• Exclusive DSR
• Team Leader cum
House keeping
• 1 MIS executive cum
Logistics for SMDP
cum Accountant

10. Organogram of SMDPs >>Evolving & Sprinter
SMDP Owner
Team Leader cum
House Keeping
cum MIS
DSR

11. Organogram of SMDPs >>Champ
SMDP Owner
MIS Executive cum
Logistics in charge
cum Accountant
Team Leader cum
House Keeping
DSR

12. SMDP Manpower – Roles & Responsibilities >>
• Team leader will be responsible for following activities:
• House keeping
• Logistics
• Accounting
• MIS (not applicable for CHAMP SMDPs)
• Team leader will collect all market info documents from a DSR.
• Market info document includes
•Outlet list
•Outlet wise industry sales and samsung sales
•Market credit info/register
•Gift acknowledgements
• He will introduce new DSR in the market.
• Ensure proper handover and takeover of the market
• Ensuring proper sales automation process. (DMS on mobile)
• Making sure only DMS printed memo is delivered in the
market.
• He will perform all R&R of MIS person (n/a for CHAMP SMDP)
Team
Leader

13. SMDP Manpower – Roles & Responsibilities >>
• Maintaining credit register.
• Preparing DSR performance report which includes
• Month Target
• Till date Target VS Ach
• Coverage target and till date status
• Remaining target and coverage
• Focus model wise target and till date achievement
• Handing over SMDP stock report to DSR as per demand
• Ensuring all memo got printed that come thru sales
automation process.
MIS

14. SMDP Manpower – Roles & Responsibilities >>
• Regular Visit to retailer as per the defined Beat Plan.
• To ensure daily orders to be taken from Retailers.
• Ensure Scheme Communication, Spikes communication , Price
Drop communication to be provided to Retailers on timely basis.
• Ensure Payment collection from Retailers as per the Norms
specified.
• Ensure Demo phones / Dummies / POSM Deployment.
• Ensure NOC to be taken from Retailers (for Loyalty Programs) at
the end of every month
• Key focus on Smartphone and specific Product as per the Team
Guidelines.
• Ensure Range Availability of Smart Phone at all Top outlets.
• Inputting stock data of retailer accurately and regularly in DMS
on Mobile
• Taking order thru sales automation process
DSR

15. • Recruitment
• Salary & Benefit
• TA/DA Policy
• PLP
• Leave & Attendance Policy
• Promotion Policy
• Increment Policy
• Training & Development
• Disciplinary Action & Grievance Management
• Termination & Resignation
TML
DSR
Policy
DSR Policy of TML>>

16. SMDP – Manpower & Salary Bands >>
S.No Manpower Type Parameters Metro Non Metro
1 MIS
Qualification Graduate
Salary Minimum 8,000 Minimum 5,000
Incentive 1000 1000
2 Team Leader
Qualification Graduate
Salary Minimum 10,000 Minimum 8,000
Incentive 1500 1500
Phone / Mobile 1000 1000
DA 80 BDT 50 BDT
3 DSR
Qualification Minimum S.S.C
Salary 7K 5.5 K
Incentive
Target
85% 1000
Same
100% 2000
110% 3000
For Every additional 10% 1000
Coverage
85% 500
90% 1000
100 % 2000
TA At Actual AT Actual
DA 70 50

17. Warehouse:
30sq ft
(Stack Norm-
1stack=6pcs Max)
Office Space:
Territory HQ-
150sq ft,
Others-120sq ft
Evolving &
Sprinter
SMDPs
Warehouse:
Min 50sq ft
(Stack Norm-
1stack=6pcs Max)
Office Space:
Territory HQ-
250sq ft,
Others-200sq ft
Champ
SMDPs
SMDP Infrastructure Norms >>

18. ND Prescribed Printer
ND Prescribed
Dedicated PC
- Core –II Duo 2 GHz
Processor
- 2 GB RAM
- 250 GB HDD with
minimum 30 GB free
space in Primary
partition (C drive)
- 15” screen
- Licensed version of
Anti virus
(recommended -
Kasperkey latest
version OR Symantec
Security System)
- High Speed internet
connection
ALL
SMDPs
SMDP IT Norms >>

19. DMS & It’s Operation >>
• Only DMS as the primary billing system to retailers
• No other third party software bill to go to market
• All bills to be as per the DMS format
• No pending bills (to be confirmed) beyond 6 pm
• Maintain system hardware as per defined
configuration
• Back-up (spare) internet connection to be there at
all times
• MIS Executive to publish
• Daily SMDP dashboard and maintain it on the
Whiteboard in SMDP office
• Weekly DSR report
DMS

20. Data Required for Project Roll-out >>
• DSR Database
• Outlet list
• Beat wise Industry Size
• Full mapping of all beats
• Data will be collected from DMS–
• Route code
• Outlet code
• SMDP code
• DSR Code
• Outlet Category-Collected from DMS
• ULC(A,B,C,D)
• Mid (A,B,C,D)
• Smart (A,B,C,D)
Data

21. White Board at SMDP Office >>
• Daily activity focus
• Out of stock models name
• Limited stock model name & quantity
• Month target
• Till date Achievement (Primary, Secondary,
Focus Models’ & Coverage)
• Yesterday target and achievement
• Today target (ULC-MID-SMART)
• Today focus model and its target
• Today WOD
White
board
info

22. White Board at SMDP Office >> Sample
DSR
Name
Month Target Till date Ach Today
target
Today
WOD
Tgt
Today tgt Focus
Model
Tgt
Vol WOD Pri Sec WOD ULC MID Smart

23. SMDP Stock Management >>
• SCR (Stock Compliance Ratio) norms to be followed
• Stock (value and volume) should be kept as per
company guideline
• Focus Models to have the min stocks
• DMS and physical stock should match at all times
• TM will do weekly audits
• AM will do monthly stock audits
• Red Hot List – for stock variation > 5%
• After second consecutive appearance a written
Warning Letter will be issued from HQ.
• Three consecutive appearance on Red Hot List means
• 1% commission will be deducted.
• Termination
Stock
Mgt

24. Route
- Route Explore Modality
- Route Planning
- Route visit frequency
- Route for development
- PJP

25. Route Explore Modality>>
Route Explore
Samsumg
Counter
Size Basis
Industry
size basis
Outlet
Basis

26. Route Explore Modality>>
• For each 25 outlet a new route will be set
Outlet
Basis
• If Samsung market share is higher than 50%
of industry size!!!!!
Samsung
Counter
Share Basis
• Where Industry size is viable for route
costing. But Samsung market share is lower
than 50% of industry size!!!!!
Industry
size basis

27. Route Planning >> Guideline
• Each route will contain 25 outlet max
• Every DSR must be assigned to a route or two but the
number of outlet must not be above 25.
• Unless it’s necessary, a route will consist all category of
outlet (A,B,C,D).
• Route visit frequency will be guided by -
• Industry Size
• Samsung business volume
• SMDP Business profitability
• Market potentiality
Guideline

28. Route Planning >> Calculation
• Why 25 outlet in a route?
• Can it be done in a day completely?
Calculation
Per Outlet timed 20 min
Total outlet per route 25
Time per outlet 18 min
Total time needed 18 X 25 7 hrs 30 min
Working Hour
Starts 10:00 AM
Break 1:30 PM
Restart 4:00 PM
Finish 8:00 PM
Total Working Hour 7 hrs 30 min

29. Route Planning >> Sample
• Sample Route planning for DSR
Route No. Route name Market Name Outlet Qty Total outlet FRQ
Route-1 Aftab plaza
Aftab plaza 9
25 6
Gawsia 6
Newmarket 6
Monichattar 4
Route-2 Bagha
Bahaga 5
25 6
Charghat 5
Baneshar 7
Putia 8
Service Qty 12
DSR 2

30. Visit Frequency >>
Route Category Business Contribution Business Quantity Dost Visitation Norms
A >30% +250 6
B 15%-29.99% 101-250 3
C 5%-14.99% 51-100 2
D 0.01%-4.99% 50 1
Note: Routes will be categorized based on business volume.
Business Quantity will be the only criteria for Evolving SMDP

31. Route Development>> A special way for future potential route
Note: Routes will be categorized based on business volume.
• No matter how low its current sales volume is, if
a route has enough potential then in spite of its
current category its visit frequency might be
increased
• Potentiality means -
• Market info
•Current Industry size VS Current Samsung Sales volume
•No of Outlet
• Area Info
•Number of Population
•Population economic status
Route
Green

32. DSR Visit Norms >> Sample
Typical Beat Plan
Cont to SMDP Sales Category
Norm of
Visit
>30% A 6
15%-29.99% B 3
5%-14.99% C 2
0.01%-4.99% D 1
Contribution Basis (Champ & Sprinter)
Classification
D C B A
0.01%-
4.99%
5%-
14.99%
15%-
29.99%
>30%
Grand
Total
No of Route
Per Category
9 1 1 11
Norms of Visit
- Weekly
1 2 3 6 6
Weekly visit 9 3 6 18
Norms of visit
Once in a
Week
2 Times
in a
Week
3 Times
in a
Week
Daily
Quantity Basis (Evolving)
Classification
D C B A
50 pc 51-100 101-250 +250
Grand
Total
No of Route
Per Category
1 2 1 4
Norms of Visit
- Weekly
1 2 3 6 6
Weekly visit 2 6 6 14
Norms of visit
Once in a
Week
2 Times
in a
Week
3 Times
in a
Week
Daily
Typical Beat Plan
Quantity Category
Norm of
Visit
>250 A 6
101-250 B 3
51-100 C 2
50 D 1

33. Current Visit Frequency & DOST visit Frequency >>Sample
Route Name TTL POS Volume Contribution Category
Current
Visitation
Norms
Dost
Visitation
Norms
Sadar 1 43 569 49.61% A 6 6
Tazpur+Goalabazar+Balagonj 8 38 3.31% D 1 1
Sadar 2 24 239 20.84% B 3 3
Biswanath+Jogonnathpur 10 37 3.23% D 1 1
Golapgonj+Fenchugonj 7 27 2.35% D 1 1
Chatak 7 30 2.62% D 1 1
Companygonj 4 28 2.44% D 1 1
Sunamgonj 12 111 9.68% C 1 2
Jointapur+Jaflong 5 22 1.92% D 1 1
Derai 4 26 2.27% D 1 1
Goainghat 4 4 0.52% D 1 0

34. Sample PJP>>
DSR
Route
Name
Outlet
No
Avg
Sales
Vol
Mall
No
Mall
Outlet
No
SAT SUN MON TUE WED THU
X Fakirapul 17 120 2 13      
Y Baitul
view
24 550 1 22      
Area Name Narayangonj
Territory Name Motijheel
SMDP Name Ztel

35. A Day of DSR >>
Time Heading Action Point
9:00am Reach Office
09:00am-9:30am Office Work
1. Take the Account Payable / Receivable Report.
2. Checking Stock.
3. Update Sales & AO Tracking Sheet
9:30 am-10:00am Meeting with TM
Participate in Daily Meeting -:
1. Discuss & Review Yesterday Ach & Today’s Plan.
2. Discussion on Scheme / Spike ( in any for the Day / Week / Month / Qtr etc )
3. Discussion on RT Outstanding and Non Payment issues.
4. Discuss & Close market issue with TSO / TM/ SMDP Manager if any.
5 Discussion on DMS Upload.
6. Carry Stock Availability Sheet as provided by MIS Person.
10:00am-1:30pm Work in Market
1. RT visit for daily sales and stock update
2. Share Target Vs Ach with RT
3.Explain and provide Current Month /Week/Day Scheme or Spike detail to RT
4. Check if any Scheme Settlement is due or pending
5. Take Collection if Applicable as per the Norm Specified
6. Checking Proper Display , Product Range Availability , Visual Merchandising , Demo Phones
1:30pm - 2:00pm Lunch
2:00 pm-4:00pm CRM 1. Meet, Discuss and Develop the relationship with KEY RT.
4:00 pm-8:00pm Work in Market Do as above.
8:00 pm– 9:00pm
Back to SMDP
Office
1. Submit Collection Cheque / Cash if any
2. Updated Daily Sales Report
3. Send SMS to TM/ TSO/SMDP Manager for Days Ach

36. DSR – Collection Norms >>
Credit Register
Retailers Name: Sbur Store
SMDP Power motors Limit 30000
Date Referance Opening Collection Credit Closing
1/1/2012 124 22800 22800 0
1/1/2012 244 0 0 16700 16700
1/6/2012 244 16700 16700 0
1/6/2012 332 0 28000 28000
28000

37. Reporting Formats for DSR >>
S.No Format Name Frequency Purpose
To be filled
by
Remarks
1
Daily Sales
Tracking
Daily, After
finishing order
To Track outlet wise and
route wise Daily Sales
DSR Will be collected from DMS on Mobile
2 Weekly Report
Once in a
week
To track weekly
productivity, credit
recovery, Tgt VS Ach, DMS
Status
DSR

38. DSR Productivity Report >> Sample
Name of FOS
Week 1
No of Man
Days*
Total O/L Call Made
Productive
Call
Sale Productivity Thru Put
DSR 1 6 180 162 153 612 85% 4
DSR 2 5 180 162 153 459 85% 3
Total 11 360 324 306 1071 85% 7

39. WOD Management >>
• Outlet Universe
• WWOD
• BWOD
• WOD billed
• Overall Samsung coverage data
• Focus Category coverage data
• Active WOD (Billed at least once in a month)
• Classification of outlets
WOD

40. Proj ect
Project WOD Hunter

41. Project WOD Hunter – Background >>
• From the perspective of
Business viability of our SMDPs ,
ND will introduce Hunter TM to
improve coverage.
• ND will recruit required number
of Hunter TM
• SMDP will recruit required
number of Hunter DSR
Background

42. WOD Hunter TM & DSR – Roles & Responsibilities >>
• He will develop universe outlet list.
• Starting from Thana level, following National
Route Plan.
• Enlisting outlet in the system.
• Handover new outlet list to Hunter DSR and
respective TM and AM.
Hunter
TM
• Making enlisted outlet into active outlet.
• Active Tenure:
• Quantity – 4
• Days – 30 days
• Maintain those outlet
Hunter
DSR

43. WOD Hunter TMs – Project Flow>>
Total time requirement: 7 months
“Project WOD Hunter” will be
conducted in Two Phase
• Hunter TM: 4
• Timeline: 6 months
Phase 1:
Acquisition Phase
(Hunter TM)
• Hunter DSR: 1/SMDP
• Timeline: 6 months
Phase 2:
Execution Phase
(Hunter DSR)

44. WOD Hunter TSOs – Project Flow Chart>>
Phase 1: Acquisition Phase (Hunter TM)
-Working according to National
Route Plan.
-Developing Universe Outlet list.
-Enlisting outlet in the system
Phase 2: Execution Phase (Hunter DSR)
- Making enlisted outlet active
M 1 M 2 M 3 M 4 M 5 M 6 M 7

45. Timeline: 6 months
WOD Hunter TSOs – Acquisition Phase>>Work Flow
Starting from
Thana Level
• 523 thana
Developing
universe
outlet list
Enlisting
Outlet in the
System

46. WOD Hunter TSOs – Acquisition Phase>>Work Flow
“Outlet Listing” will be
conducted in Three Phase
•District Headquarter
•Number of Thana: 147
•Timeline: 2 months
Phase 1:Metro
Thana
•Basis-Rumor basis
•Timeline: 2 months
Phase 2:
Potential Thana
•Thanas in Rural
•Timeline: 2 months
Phase 3:
General Thana

47. Timeline: 6 months
WOD Hunter TSOs – Execution Phase>>Work Flow
Recruiting
Hunter DSR
under SMDP
Making
enlisted
outlet active
Absorbing
Hunter DSR
in the system

48. Module - Infiltration Management

49. Zero Infiltration >>
• SMDP is solely responsible for all IMEI’s billed to
him
• They should not be found in other markets
• SMDP to immediately inform to the AM, if
outside IMEI’s are found in his market
• Do not bill to retailers who indulge in infiltration
• Discourage barter of models between retailers
• Punishment for any Infiltration
• First, Issuance of warning letter
• Second, deduction of 1% commission
• Third, Permanent Termination

50. Infiltration Management >>
• SMDP will maintain an IMEI Scanner device. (This is
a must for Sprinter & Champ SMDP.
• Actively discourage whole-selling, as a principle by
influencing the retailers

51. Module - Investment
- Credit
- SMDP Sanitation

52. SMDP Financial Capability >>
• If support is needed SMDP will submit
bank guarantee to avail one week credit.
• 70% funding to be from own sources.
• Business plan for one quarter in advance
• 7 days model wise stock to be maintained
• Ensure minimum stock (Product Range
Matrix) by retailers
• If required additional investment must be
brought

53. SMDP Investment >>
•We ensure channel investment considering below:
•Stock Management
•Floor stock value will be based on approx yearly forecasted target
•¼ of approx average monthly target (or best judgment of AM, RM) will always be
kept as floor stock
•Market Investment
•SMDP should extend at least 1 weeks credit to his retailers (if required) based on
his market size / monthly target to roll-on business in his territory smoothly
•However, SMDP has to realize the credit they extending to their retailers frequently
•Cash-In-Transit
•SMDP has to consider at least 2 days stock value in transit (based on his market size
/ monthly target)
•Investment in Claim Settlement
•SMDP has to consider at least 5% of stock value will be required for claim
settlement anytime in a particular month (based on his market size / monthly
target)
•Regular Expenditure
•To manage this SMDP has to allocate a Fixed Amount monthly that may vary
location-wise
I
n
v
e
s
t
m
e
n
t

54. Market Credit to Retailers >>
1Agreed by concerned TM and AM.
• SMDP will provide minimum market credit equivalent to his 7 days
secondary sales.
• Making lists of retailers for Credit Risk Mgt1
• List 1: Gold List – Credit limit 30% of his monthly tgt
• List 2: Silver List – Cr. Limit 20% of his monthly tgt
• List 3: Black List – No credit will be given to this retailers.
• 7 days credit is the norm
• Max 10 days for selected retailers if the SMDP wants
• No cash discount to be offered
• Post dated cheque to be collected along with delivery
• No supply without post-dated cheque
• Every month end the SMDP will collect the acknowledgement from
all credit listed RT in their Credit Register.
Credit

55. SMDP Sanitation: Objectives
• Assess Distributor status, capabilities and
performance on parameters key for Strategy
delivery
• Identify and prioritize actions
• Classify Distributors into clusters to
determine and provide required differential
level of support
• Monitor progress of Distributors across key
enablers
• Identify and disseminate best Distributor
practice
Objectives

56. SMDP Sanitation: Procedure
• Diagnostic tool based on 10 parameters
focused on current strategy
• Weighted to 100 points
• 3 steps - Scoring, Listing and Action Planning
• Internal process conducted by Regional
Teams and agreed with the Head of Sales
• Total score lead to listing:A= Maintain, E= Exit
• Score of B and below on parameters lead to
actions
• Every Quarter
Procedure

57. Parameters Wt
Capability of financing business growth
guidelines
10
Qualitative and Quantitative Coverage 10
Productivity 5
Incentive Earned 15
Implementation of operating procedures and policy 10
People 15
Warehousing 10
Fixed Stock Cover 10
Channel Initiatives 5
Information Technology 10
SMDP Sanitation: Parameters & Weightage
Parameters
&
weightage

58. SMDP Sanitation: Scoring
• Weighting of parameters based on
current priority
• Each parameter has several status points
and sub-parameters to evaluate
• Each Status point/sub-parameters has
score weight depending on its importance
• Scoring of each parameter also lead to a,
b, c, d, e rating
• a= 80% +, b= 70%+, c=60%+, d=50%+,
e=<50%
Scoring

59. SMDP Sanitation: Diagnostics Scoring
Parameter:1
Parameter Status Score
Capability of
financing
business growth
Business is fully
financed out of
own resources
10
Borrowed funds
are <20% of Inv
8
Borrowed funds
are 20%><50% of
Inv
6
Borrowed funds
are 50%><80% of
Inv
2
Total Score 10

60. SMDP Sanitation: Diagnostics Scoring
Parameter:2
Parameter Status Score
Coverage
PJP is fully implemented 3
Achieving Active outlet target 3
Average growth in coverage
of outlets is at least 10%
1
Logistics and manning are
fully aligned with coverage
objectives
3
Total Score 10

61. SMDP Sanitation: Diagnostics Scoring
Parameter:3
& 4
Parameter Status Score
Productivity Call Productivity is as per
target
5
Total Score 5
Parameter Status Score
Implementation
of operating
procedures &
policy guidelines
Proper Promotional program
communication.
2
Doing own claim accurately 2
Prescribed Pricing level 3
Keeps to the demarcated
distribution area allocated to him
3
Total Score 10

62. SMDP Sanitation: Diagnostics Scoring
Parameter:5
Parameter Status Score
People
Management
Policy wise DSR Recruitment and
DSR quality
4
DSR awareness level about
Campaign and incentive
2
DSRs level of punctuality &
regularity
1
DSR remuneration is above
market standard
1
Adequate supervision and
monitoring of DSR Performance
2
SMDP makes effort to train and
develop DSRs
1
DSRs are rewarded for their
performance
1
SMDP is concerned about health
of DSR
1
Adequate number of DSR 2
Total Score 15

63. SMDP Sanitation: Diagnostics Scoring
Parameter:6
Parameter Status Score
Warehousing
Adequate space 3
Following warehouse Norms
-Stacking norms
1
Separate storage for each category 2
Storage condition is hygienic (not
damp, dusty, clean
2
Separate warehouse and office 2
Total Score 10

64. SMDP Sanitation: Diagnostics Scoring
Parameter:7
Parameter Status Score
Stock Cover
Fixed Stock
Cover
Maintain fixed
stock cover
6
6 or 4
For 80% of fixed
cover
4
Range
Stock Cover
Keeping range
stock cover
2
2 or 1For 80% of
Range stock
cover
1
Lifting new model according to the
target given
2
Total Score 10

65. SMDP Sanitation: Diagnostics Scoring
Parameter:8
Parameter Status Score
Channel
Initiatives
Increased coverage of 10% 2
Reaching outlets as per
requirements
2
Investing enthusiastically in new
channel development
1
Total Score 5

66. SMDP Sanitation: Diagnostics Scoring
Parameter:9
Parameter Status Score
DMS
Has IT infrastructure as per
guideline
2
Using data as per guideline 2
Utilizing DMS for billing 2
DMS stock is 100% accurate with
physical stock
4
Total Score 10

67. SMDP Sanitation: Diagnostics Scoring
Parameter:10
Parameter Status Score
Incentive Earned
SMDP is aware of incentive
program
1
Frequency of
incentive
earnings
4 times 5
5/4/3/2
3 times 4
Twice 3
Once 2
Amount of incentive earned 5
DMS stock is 100% accurate
with physical stock
4
4/2
DMS stock is 90% accurate
with physical stock
2
Total Score 15

68. SMDP Sanitation: Compilation of Score
Listing
SMDP
D1 D2 D3 D4 D5 D6
Score per parameter
1
2
…
10

69. SMDP Sanitation: Compilation of Score
Categorizing
Action plan
Score
Weight
List Action Plan
80>= A Excellent. Keep it up
70>= B
Satisfactory! Improvement in specific area(s) will
enhance effectiveness
60>= C
Fair! Immediate attention reqd in specific
area(s)
50< D
Poor! Specific time plan for improvement, or
Exit
50>= E Unacceptable! Finalize alternative and plan Exit

70. SMDP Sanitation: Compilation of Score
Action
Planning
Action on
parameter
1 2 3 4 5 6 7 8 9 10
SMDP
Z tel X X X X X X XX X
Prime XX XX XX
Codes Meaning
Blank No action required
X Improvement action req.
XX Immediate action req

71. SMDP Sanitation: SMDP Health in Bangladesh
Listing
Region A B C D E
Central 0 2
Eastern 0 3
Rajshahi 0 1
Khulna 0 2
Barishal 0 1
Total 0 9

72. SMDP Sanitation: Action Planning by Sales Area
Action
Planning
Parameter 1 2 3 4 5 6 7 8 9 10
Area X XX X XX X XX X XX X XX X XX X XX X XX X XX X XX
Central 0 1
Eastern 1 1
Rajshahi 0 1
Khulna 0 2
Barishal 1 2
Codes Meaning
Blank No action required
X Improvement action req.
XX Immediate action req

73. Module - Evaluation
- Rewards
- Reinforcement

74. SMDP Evaluation – Monthly Scorecard >>
• Clear and objective platform for evaluating
all SMDP performance, based on set KPIs.
• Monthly performance assessment of the
SMDP
• Form the base for segregating performance
of the SMDP, over the country, irrespective
of current size of biz, on an on-going basis.
• Consistent performers – Rewards and
Special Recognition.
Objective

75. SMDP Evaluation – Monthly Scorecard >>
S.NoParameters
Max
Score
Score
(Exampl
e)
Who will score, on what basis Criteria
1 Volume - Tgt v/s Achv 20 15 Tertiary volume sales data from DMS.
90% - 95% - 5 pts, 95-100% - 10 pts, 100-110% - 15
pts, >110%-20pts
2 Value - Tgt v/s Achv 20 15 Tertiary value sales data from DMS.
90% - 95% - 5 pts, 95-100% - 10 pts, 100-110% - 15
pts, >110%-20pts
3
Infrastructure
Maintenance
10 5 Tertiary value sales data from DMS. <95% - NIL, 95-100% - 5 pts, >100% - 10 pts
4 WOD - Tgt v/s Achv 15 10 Tertiary volume sales data from DMS.
85% - 90% - 5 pts, 90-95% - 10 pts, 95%-100% - 15
pts
5 Investment 10 5 From DMS <100% - NIL, 100% - 5 pts, >100% - 10 pts
6 DMS Daily Update 15 10
DMS Report for all RDS every month. RDS
Daily Sync measured
<95% - 5, 95-99.9% - 10pts, 100% - 15 pts
7
New Products
Placement Index (NPPI) -
No. of retailers where
new focus models
placed as per
norm/Total no. of
outlets in placement
plan
10 10 Tertiary volume sales data from DMS.
<80% - NIL, 80-90% - 5 pts, 90-99.9% - 7 pts, 100%
- 10 pts
100 70
Sample Scorecard

76. Proposed Structure of R&R/Penalties >>
•STAR Performer - Quarterly - consistent performance of over 70% for 3 months
- appreciation letter from top management and gift worth 15,000 BDT
•GOLD STAR Performer - Consistent 6 months of over 70% OR average score of
>70% over 6 months - privilege gift - gift worth 36,000 BDT
•PLATINUM STAR Performer -Consistent 9 months of over 70% OR average
score of >70% over the year - privilege gift - gift worth 90,000 BDT or foreign
trip to exotic location
•Special Performer- SMDP, achieved 100 points in a month, will receive special
gift of 20,000 BDT for that month.
Rewards
Reinforcement
Negative Reinforcement
 Applicable for SMDP: Life Span more than 6 months
 Counseling each and every month to develop his
performance.
 For a score < 40% in consecutive three month
 If an SMDP scores of less than 40% in a month – 1st
Warning letter to SMDP
 After second month of score <40% - 2nd warning letter
 After 3rd month of score <40% - Termination

77. SMDP House keeping >> Books & Records
Date Issues Action Timeline Status TSO Sign SMDP Sign
Action
Book
 Every SMDP must have an Action Book in the
house.
 It will consist-
 All kinds of issues-
 Gift
 Visual merchandizing
 Credit recovery issue
 Its current status
 Timeline
Below is the sample format of an Action Book

78. Thank You