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PEOPLE: People are Key Assets to PFM, vast experience within the FMCG industry amongst our Merchandisers, Unit Managers and Senior Managers. PFM was established.

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Presentation on theme: "PEOPLE: People are Key Assets to PFM, vast experience within the FMCG industry amongst our Merchandisers, Unit Managers and Senior Managers. PFM was established."— Presentation transcript:

1 PEOPLE: People are Key Assets to PFM, vast experience within the FMCG industry amongst our Merchandisers, Unit Managers and Senior Managers. PFM was established in 1987 (22yrs) STRUCTURE: A One Stop Shop, servicing Top End Retail, Spar and Wholesale with a separate dedicated Merchandising Division. All Divisions are managed independantly. All divisions drive cross merchandising and maximizing opportunities Experience with perishables ie Supreme Chicken and Boltonia PROCESS: PFM’s unique Computer Management System, assisting Sales Managers with Key and effective Sales Complete Order Data Processing Division All Promotional Feedback in controlled via Computer Processes

2 Achievements Principles nominated for Shoprite Supplier of the Year The PMR ‘Best Inland Agent award’ Shoprite ‘6 Principle nominations’ for Supplier of the Year. 2007/ 08-The ‘Highly Coveted’ AwardHighly Coveted PMR Silver Arrow: Voted by FMCG Sales & Merchandising companies 1st Overall for Dedicated Gauteng & Inland (Dedicated Company being Sasko Grain, Pasta & Bakeries) 2007-PMR Golden Arrow Award 1st Overall voted by Retailers and Wholesalers 2007-Agent of the Year Tuffy Brands 2006-Agent of the Year Pfizer 2006-Agent of the Year Enaleni 2006-PMR Silver Arrow Award 2nd Overall as voted by Retailers and Wholesalers 2005-PMR Award Best Regional Agent Gauteng 1st Overall as voted by FMCG Manufacturers 2004-Silver Arrow Award 2nd Overall – Rated Excellent by Retailers and Wholesalers 2004-Shoprite Supplier of the year runner up (Frucon / Con Bev) 2003-Shoprite Supplier of the year (Frucon / Con Bev) 2002-Nominated Shoprite Agent of the year

3  Nominee Shoprite Agent of the year Awards Achieved Awarded Silver Arrow Award – April 2000, 2004,2006,2008 & 2009 Awarded Silver Arrow Award – April 2005, 2006,2007 & 2008: 1 st Overall Rating Sales & Merchandising Agent Gauteng

4  Principle business units advises PFM one month prior.  PFM upload promotion onto a universe promotional template,t,  PFM Regional Manager’s discusses grid with all.  PFM Reps plan by store – quantities & brief Field Marketers.  2 Weeks prior feedback to principle business units that the promotion is reflected.  2 weeks preceeding promotion, printouts are extracted.  1 Week prior to promotion, PFM earmark ‘space’ in store with manager.  With NDD in mind, PFM plan the order to suit the delivery day  Store refusing to participate – PFM will contact H/O.  DC channels, stock issue report are run by DC controller to review sell in’s Wednesday evening – 72 hrs, evaluation of promotional compliance and debrief sent. (Promo Debrief)Promo Debrief

5 PFM Area manager, reps, field marketer & merchandiser are fully accountable for stock rotation, warehouse and gantry stock. All staff are trained on PFM Steps of a Call which include:  On every call, doing a full floor walk and store room check.  Signing the Field Marketer’s or merchandisers Time Sheet.  Checking product with HIGH stock holdings.holdings.  Review the stock in the warehouse to ensure the FIFO system is applied.  Should stock holdings not be reducing, he MUST IMMEDIATELY notify management  On the merchandiser’s score card, he will also be evaluated on the condition of his / her store room and his / her ability to store products correctly together and in date sequence.

6 Manufacturers are invited Gauteng / Pretoria and Country awards Overall winner receives a cash payout, certificate and a trophy Merchandiser Monthly Awards Merchandiser Monthly Meetings

7 PFM Product Launch strategy: PFM place a huge emphasis on NPD and Launches  Daily check if new listings appear on order catelogues.  We notify the KAM for the respective principle.  Run a ordered, not ordered report to verify status on product distribution per channel.  Twice weekly in every sales meeting by channel, feedback will be expected.expected. In Channel’s with Warehouses:  Our stock controller will run stock issue reports weekly and the respective PFM management.  In Spar, we do Signed and Stamped orders on all new product development.  Update the range audit. Also Langerby reports.

8 The Agenda which will be followed weekly will incl the following points: PFM AGENDA WITH _______________ Date: _____________________Present: ___________________  Review previous weeks minutes  Sales by account  Deficits and action plans  Promotional Status  Current  Upcoming  Key Drivers  Month  Quarterly  Market Intelligence incl Price Surveys and Comp activity.  New Product Launch update  New Stores  POP availability  Trade visits  When and with who?  Trade Asset update  General  Next Meeting date booked (Date / time / venue)Quote:Quote

9 Thank you for the opportunity to present Professional Field Marketing \ We do the work and YOU get the Honey!! Contact: Gavin Thank you for the opportunity to present Professional Field Marketing \ We do the work and YOU get the Honey!! Contact: Gavin

10 PFM Retail Management Structure Sales Director Gavin Cherrington RSM - SR & CH Jonathan Operational Director Okkie Domoney Trade Managers Charl De Beer Regional Director Michael Van Staden District Manager - PNP Michael Steward Merchandising Manager Preston Trade Manager Godknows 6 Supervisors Co Ordinators x 3 6 Reps 5 Reps

11 CLICKS / DISCOM GAUTENG Regional Director MICHAEL Sales Co-Ordinator PFM GAUTENG CLICKS CLICKS / DISCOM Dedicated Rep Operational Director OKKIE CLICKS / DISCOM Dedicated Rep CLICKS / DISCOM Dedicated Rep Merchies roving to every Clicks 3 x per week

12 PFM MERCHANDISING DIVISION Regional Merchandising Manager Preston NORTHSOUTH / VAALEASTPTA 1 Senior Merchandiser 4 Relief Merchandisers 62 Merchandisers 1 Senior Merchandiser 4 Relief Merchandisers 91 Merchandisers 1 Senior Merchandiser 5 Relief Merchandisers 98 Merchandisers 1 Senior Merchandiser 6 Relief Merchandisers 103 Merchandisers Supervisors 6 Senior Merchandisers 6 Relief Merchandisers 23 Merchandisers 415 TOTAL: 450 WEST 1 Senior Merchandiser 4 Relief Merchandisers 61 Merchandisers

13 Regional Sales Manager Odette Sales Co Ordinator PFM GAUTENG FRANCHISE DIVISION REP SPAR / OK FOODS / MINI MARKETS MERCHANDISERS IN ALL REP’S CARS Roving Merchandisers REP Regional Opp’s Manager Gerrie REP Trade Manager Ben

14 PFM COUNTRY DIVISION Regional Sales Manager Gordon Van Notten North West / Mpumalanga Sales Co Ordinator North West 2 Reps South East Tvl 2 Reps Limpopo 3 Reps Rustenburg 1 Rep Far North West 1 Reps Nelspruit 2 Rep 25 Merchandisers & 10 Field Marketers 22 Merchandisers & 10 Field Marketers 10 Merchandisers & 8 Field Marketers 18 Merchandisers & 8 Field Marketers 30 Merchandisers 8 Field Marketers 22 Merchandisers 4 Field marketers 127 MERCHANDISERS 68 FIELD MARKETERS TOTAL: 195 Regional Sales Manager Annelise Pieterse Limpopo / Nelspruit Operational Director Okkie Domoney

15 Managing Director PETER VAN STADEN IT Specialist’s XDT Trevor Chamberlain Sales Admin Manager Dale Marrie Receptionist Accountant Tanja Accounts Clerk Ashley Support Services Senior Sales Co Ordinator Romy Sales Co Ordinator x3 5 Data Capturers 1 Customer Care HR / Payroll Milly

16 Overview Directors4 Senior Managers7 District Trade Managers3 Reps 42 Merchie Manager1 Merchie Co Ordinator1 Supervisors5 Field Marketer’s / Merchies650 Administrators7 Admin Manager1 Data Capturers5 TOTAL STRUCTURE 722 people


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