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:
1PEOPLE: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 opportunitiesExperience with perishables ie Supreme Chicken and BoltoniaPROCESS:PFM’s unique Computer Management System, assisting Sales Managers with Key and effective SalesComplete Order Data Processing DivisionAll Promotional Feedback in controlled via Computer Processes
24 Principles nominated for Shoprite Supplier of the Year Achievements4 Principles nominated for Shoprite Supplier of the YearThe PMR ‘Best Inland Agent award’Shoprite ‘6 Principle nominations’ for Supplier of the Year.2007/ 08- The ‘Highly Coveted’ AwardPMR Silver Arrow: Voted by FMCG Sales & Merchandising companies 1st Overall for Dedicated Gauteng & Inland (Dedicated Company being Sasko Grain, Pasta & Bakeries)PMR Golden Arrow Award1st Overall voted by Retailers and WholesalersAgent of the Year Tuffy BrandsAgent of the Year PfizerAgent of the Year EnaleniPMR Silver Arrow Award2nd Overall as voted by Retailers and WholesalersPMR Award Best Regional Agent Gauteng1st Overall as voted by FMCG ManufacturersSilver Arrow Award2nd Overall – Rated Excellent by Retailers and WholesalersShoprite Supplier of the year runner up (Frucon / Con Bev)Shoprite Supplier of the year (Frucon / Con Bev)Nominated Shoprite Agent of the year
3Awards AchievedAwarded Silver Arrow Award – April 2000, 2004,2006,2008 & 2009Awarded Silver Arrow Award – April 2005, 2006,2007 & 2008: 1st Overall Rating Sales & Merchandising Agent GautengNominee Shoprite Agent of the year
4Promotional Execution Principle business units advises PFM one month prior.PFM upload promotion onto a universe promotional template,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 dayStore refusing to participate – PFM will contact H/O.DC channels, stock issue report are run by DC controller to review sell in’sWednesday evening – 72 hrs, evaluation of promotional compliance and debrief sent. (Promo Debrief)
5Stock Rotation (House Keeping) 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.Review the stock in the warehouse to ensure the FIFO system is applied.Should stock holdings not be reducing, he MUST IMMEDIATELY notify managementOn the merchandiser’s score card, he will also be evaluated on the condition ofhis / her store room and his / her ability to store products correctly together and in date sequence.
6Merchandiser Monthly Awards Merchandiser Monthly Meetings Manufacturers are invitedGauteng / Pretoria and Country awardsOverall winner receives a cash payout, certificate and a trophyMerchandiser Monthly Meetings
7Time to market - New Products PFM Product Launch strategy:PFM place a huge emphasis on NPD and LaunchesDaily 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.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.
8PFM AGENDA WITH _______________ Feedback on Monthly ReportsThe Agenda which will be followed weekly will incl the following points:PFM AGENDA WITH _______________Date: _____________________ Present: ___________________Review previous weeks minutesSales by accountDeficits and action plansPromotional StatusCurrentUpcomingKey DriversMonthQuarterlyMarket Intelligence incl Price Surveys and Comp activity.New Product Launch updateNew StoresPOP availabilityTrade visitsWhen and with who?Trade Asset updateGeneralNext Meeting date booked (Date / time / venue) Quote:
9Thank you for the opportunity to present Professional Field Marketing \We do the work and YOU get the Honey!!Contact: Gavin
10PFM Retail Management Structure Sales DirectorGavin CherringtonOperational DirectorOkkie DomoneyRegional DirectorMichael Van StadenCo Ordinators x 3RSM - SR & CHJonathanDistrict Manager - PNPMichael StewardMerchandising ManagerPrestonTrade ManagersCharl De BeerTrade ManagerGodknows6 Supervisors5 Reps6 Reps
11CLICKS / DISCOM GAUTENG PFM GAUTENG CLICKSOperational DirectorOKKIESales Co-OrdinatorCLICKS / DISCOM GAUTENGRegional DirectorMICHAELCLICKS / DISCOMDedicated RepCLICKS / DISCOMDedicated RepCLICKS / DISCOMDedicated RepMerchies roving to every Clicks 3 x per week
13PFM GAUTENG FRANCHISE DIVISION SPAR / OK FOODS / MINI MARKETSRegional Sales ManagerOdetteSales Co OrdinatorRegional Opp’s ManagerGerrieTrade ManagerBenREPREPREPREPREPREPREPREPREPREPMERCHANDISERS IN ALL REP’S CARSRoving Merchandisers
14PFM COUNTRY DIVISION Operational Director Okkie Domoney Regional Sales ManagerGordon Van NottenNorth West / MpumalangaRegional Sales ManagerAnnelise PieterseLimpopo / NelspruitSales Co OrdinatorNorth West2 RepsSouth East Tvl2 RepsFar North West1 RepsRustenburg1 RepLimpopo3 RepsNelspruit2 Rep25 Merchandisers &10 Field Marketers22 Merchandisers &10 Field Marketers10 Merchandisers &8 Field Marketers18 Merchandisers &8 Field Marketers30 Merchandisers8 Field Marketers22 Merchandisers4 Field marketers127 MERCHANDISERS68 FIELD MARKETERSTOTAL: 195
15Support Services Managing Director PETER VAN STADEN Ashley IT Specialist’sXDTTrevor ChamberlainSales Admin ManagerDale MarrieAccountantTanjaHR / PayrollMillyAccounts ClerkAshleySeniorSales Co OrdinatorRomy5 Data Capturers1 Customer CareReceptionistSales Co Ordinatorx3
16Overview Directors 4 Senior Managers 7 District Trade Managers 3 RepsMerchie Manager 1Merchie Co Ordinator 1Supervisors 5Field Marketer’s / Merchies 650Administrators 7Admin Manager 1Data Capturers 5TOTAL STRUCTURE people