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. 4 Principles nominated for Shoprite Supplier of the Year
Achievements
4 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’ Award
PMR Silver Arrow: Voted by FMCG Sales & Merchandising companies 1st Overall for Dedicated Gauteng & Inland (Dedicated Company being Sasko Grain, Pasta & Bakeries)
PMR Golden Arrow Award
1st Overall voted by Retailers and Wholesalers
Agent of the Year Tuffy Brands
Agent of the Year Pfizer
Agent of the Year Enaleni
PMR Silver Arrow Award
2nd Overall as voted by Retailers and Wholesalers
PMR Award Best Regional Agent Gauteng
1st Overall as voted by FMCG Manufacturers
Silver Arrow Award
2nd Overall – Rated Excellent by Retailers and Wholesalers
Shoprite Supplier of the year runner up (Frucon / Con Bev)
Shoprite Supplier of the year (Frucon / Con Bev)
Nominated Shoprite Agent of the year

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

4. Promotional 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 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)

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

7. Time to market - New Products
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.
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. PFM AGENDA WITH _______________
Feedback on Monthly Reports
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:

9. 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
Operational Director
Okkie Domoney
Regional Director
Michael Van Staden
Co Ordinators x 3
RSM - SR & CH
Jonathan
District Manager - PNP
Michael Steward
Merchandising Manager
Preston
Trade Managers
Charl De Beer
Trade Manager
Godknows
6 Supervisors
5 Reps
6 Reps

11. CLICKS / DISCOM GAUTENG
PFM GAUTENG CLICKS
Operational Director
OKKIE
Sales Co-Ordinator
CLICKS / DISCOM GAUTENG
Regional Director
MICHAEL
CLICKS / DISCOM
Dedicated Rep
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
NORTH
WEST
SOUTH / VAAL
EAST
PTA
1 Senior Merchandiser
1 Senior
Merchandiser
1 Senior Merchandiser
1 Senior Merchandiser
1 Senior Merchandiser
4 Relief Merchandisers
4 Relief
Merchandisers
4 Relief Merchandisers
5 Relief Merchandisers
6 Relief Merchandisers
62 Merchandisers 61
Merchandisers 91
Merchandisers 98
Merchandisers
103
Merchandisers
Supervisors
Senior Merchandisers
Relief Merchandisers
Merchandisers
TOTAL:

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

14. PFM COUNTRY DIVISION Operational Director Okkie Domoney
Regional Sales Manager
Gordon Van Notten
North West / Mpumalanga
Regional Sales Manager
Annelise Pieterse
Limpopo / Nelspruit
Sales Co Ordinator
North West
2 Reps
South East Tvl
2 Reps
Far North West
1 Reps
Rustenburg
1 Rep
Limpopo
3 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

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

16. Overview Directors 4 Senior Managers 7 District Trade Managers 3
Reps
Merchie Manager 1
Merchie Co Ordinator 1
Supervisors 5
Field Marketer’s / Merchies 650
Administrators 7
Admin Manager 1
Data Capturers 5
TOTAL STRUCTURE people