AREA SALES MANAGER -WEEKLY REPORTName: PETER K. NDERITU .

Start Date: MONDAY 14/09/2015 End Date: SAT 19/09/2015 Report DATE -19/09/2015.

Routes VisitedMonday- NAROBI HQ - NAKURU

Tuesday- NAIVASHA/NAROK Wednesday- NAKURU Thursday- NAKURU Friday- NJORO MARKET Saturday- DISTRIBUTORS OFFICE

Outlets/Customers Visited1. KAVRINK DISTRIBUTORS/GILANIS SMKT/STYAGEMATTRESSES LTD/UKWALA SMKT/WOOLMATT EAST/WOOLMATT WEST/VISIONMATT TOWN/RIVANAS KANU STREET/RIVANAS RACECOURSE/QUICKMATT GODOWN/KIKOS SMKT/NAKKUMATT

2. NAIVAS SMKT NAROK/TUSKYS NAROK/SHIVAM SMKT/DILPA LTD NAROK/ JITAHIDI NAROK/ NYANDIS SMKT/MWANGAZA WS/VAIRAGI SMKT/ SHIVAM SMKT/SHIVAM WS /NAKKUMATT/ 3. GILANIS SMKT/TUSKYS MIDTOWN/TUSKYS HYRAX/NAIVAS SC/VISIONMATT HIGHWAY4.SUMKAM SHABAB/QUICKMATT SHABAB/TUSKYS MIDTOWN/TUSKYS HYRAX /STAGEMATT PEKERS/STAGEMATT CORNER/STAGEMATT GODOWN/STAGEMATT CHAPCHAP/ KAVRINK/GILANIS/QUICMATT SHIRIKISHO/5. BUDGET SMKT MOLO/SUMKAM/NJORO SMKT/ GT GENERAL/VISIONMATT/GILANIS SC/WOOLMATT EAST/WOOLMATT CENTRAL/WOOLMATT ACCOUNTS/GILANIS ACCOUNTS DEPT6.KAVRIN DISTRIBUTORS/GILANIS SMKTTUSKYS MAGIC7..OPEN

NB- ONLY MAIN VISITED CUSTOMERS INDICATED.SPACE TO LIST ALL LIMITED

Secondary Sales Generated Ksh. TOTAL WEEKILY SALES EXCLUDES BY SIGNIFICANT NUMERICAL PERCENTAGE ON PROCCESS ORDERS,ON HOLD ORDERS,UNROUTED ORDERS, ETC - 975,090/=

Total Receivables/Debt Collected TOTAL WEEKILY COLLECTIONS- 1,538,026/=

Order Initiated at Sub-distributor to Mars Yes ( ) No ( TICK ) VALUES1,393,600/=

Trade Visit Comments & Key Observations1. .Our move as a company to offer hobby 4s in the market has yielded greatly and the product is well known by traders and to customers in a fair extent. 2 . Narok market we talk one language when it comes to jerry in trade. Its VALON PERFUMED /VALON PURE. .All baby jerries are not preffered including our baby jerry. 3).Market trade leadership in Narok in jerry. My hands are tied in writing competitor activities with sylva jerry dwiddling.

Key Challenges/Opportunities CHALLENGESA) We not only need to sell ,but we equally need to make aware in Narok of our baby jerryDeveloping a smart trade offer of baby jerry. Isaac has developed quick offer mechanics that

work. Cussons baby available and also doing poorly. Its like to a general assessment we are at par.

OPPORTUNITIES.Smartly,we improved the aesthetic value of candle display and equally enlarged the same Display in Tuskeys Narok.

Floor supervisors deserving this clap.

Milestones/Achievements of the Week(Displays & Changes/ Improved Positioning/Use of POS/Initiatives made etc.)1. We have changed our displays at visionmatt highway courtesy of serrah

saya for the better.2.

New Customers Recruited /Developed in the Week 1.- we have developed immensely the following over the week ;-

RECRUITED

GATHUMBI MALIMALI

Comments on the National Key Accounts in the Region(Uchumi/Nakumatt/Tuskys/Naivas/Chanadaran/Eastmatt/Tumaini/etc) WOOLMATT EAST/CENTRAL.BTS FINALISES DONE

NAKKUMATTWell stockedGood displaysShelf space maintainedNeatness enhanced.Entire range availableBTS FINALISES DONE

NAIVAS-well stocked-Good displays-Shelf space regulation done last week.Entire range availableBTS FINALISES DONE.

TUSKEYSWell stockedEntire range availablePricing- up to dateBTS FINALISES DONE

UKWALA- WELL STOCKED/GOOD DISPLAYS.BTS FINALISE S DONE.

Potential Prospects Customers in the Week woolmatt eastWoolmatt centalKuweka trading

Report/Feedback on CCL Ongoing Promotion Activity - The valon baby care range promotion phase kicked off wellExcept few hickups we were able to address with madam EmilyAssisted by our own Assumptah, Serrah,Esther .

-NAKKUMATT PROMOTION ON GOING .NOTABLY THE RESPONSE ON OUR SPACIOUS GODDOLLASAND PROMOTION BUBBING MECHANICS POSITIVELY CAPTIVATING.

Market Intelligence-(Competitor Activity/ Competition Ongoing Promotions/ Activations/New Products in the Mark)Morning fresh dish washing paste 500gms/ 800 gms buy 1 get 1 free.Morning fresh clear liquid 750 ml banded with ushindi fabric conditioner 300 ml in nakkumatt.

Cussons baby jerry 275 ml bandend with free baby wipes.Buy any 2 pcs 100 gms vaseline and get free geisha soap.Buy any 250 gms jerry and get free geisha soap 100 gms

New entrant in the market church brand white by R.H DEVANI AT 140/=Adds to the few in the same category.

- NEW ISSUES FOR THIS WEEK- ABOVE COMPETITION ACTIVITIES STILL VARIED

1. Vaseline pure jerry price drop from 100/= to 85/- 250 gms pure from 210- 179/= 2.Everfresh disinifectant balls 200 gms introduced by Hans Impex LTD at 120/= in trade accounts3.Price reduction on Basil dish washing liquid 1 litre from 150/= to 75/ ONLY IN NAKKUMATT. 4)Tuskeys hyrax safisha paste offer buy 1 get 1 free in continuation

Merchandisers-Supervision & Quality of their Activity in the Region - Due to consistency in the market ,they have endeavoured to maintain neatness to our products,acceptable shelf spaces and Good customer relationship.- General growth of the region bears me witness on the above.

GT Branding/ Initiatives Little activity in terms of branding

NONE

Challenging Debt UPDATED BAD DEBT LIST ASFOLLOWS-RAHISI SMKT GILGIL-7160/=NYOTA NJUKIRIO-8360/-

INTERNET MAUCHE-10588/=NUSUNUSU- 8770/=

Any Pending Deliveries

ON GENERAL LOGISTICS ,WE ARE HOLDINGIN OUR CUSTODY ORDERS VALUED TO APX 800,000/TO PROCCESS AND DELIVER NEXT WEEK.

Product Quality Issues/Concerns Noted1) NO QUALITY ISSUE REPORTED THIS WEEK.

Any Handicap on Enablers(Car-Need of Repairs-Replacements/Late Airtime/Per-Idem/Samples/Data/etc.)

Summary-Brief General Comment and Outlook for the Current Month Certainly, our efforts to control credit by way of focussing on collections did bear fruit. .Our weekily sales equally good though this conclusion is left pending untill next week.We promise to offer our best as a broader Canon sales/kavrink sales team/flamco sales team,and look forward to excelling as we have done in the past..

KIND REGARDS,

NDERITU PKA S MRIFT VALLEY.