md scorecard manual _ ferdiansyah2

8/8/2019 MD Scorecard Manual _ Ferdiansyah2

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Retail Operations Team - Monthly Performance Scorecard

Country:ARM Name:

# Retail Reps:Month:

Area Measure Note Oct Nov Dec ON

Team Callage - # stores vs. targetTarget #DIV

Actual #DIV

Target 3% 3% 3% 3%

Actual #DIV

HaircareTarget #DIV

Actual #DIV

SkincareTarget #DIV

Actual #DIV

B&RTarget #DIV

Actual #DIV

Baby DiapersTarget #DIV

Actual #DIV

Oral CareTarget #DIV

Actual #DIV

HaircareTarget #DIV

Actual #DIV

Skincare

Target #DIV

Actual #DIV

B&RTarget #DIV

Actual #DIV

Baby DiapersTarget #DIV

Actual #DIV

Target 100% 100% 100% 100

Actual #DIV

RPS - # incremental Displays Gained Actual #DIV

ReportingTarget 100% 100% 100% 100%

Actual #DIV

Note: To be owned by Area Retail Managers & submitted to Agency by 2nd of the month

StrategicOperations

PerformanceEvaluation

RPS - Out Of Stock(via Source One - Covered customers only)

RPS - Share of Shelf(via Source One - Covered customers only)





RPS - # stores with Planogram Compliance(vs. Head Office Agreements)




RPS - % Display Compliance(vs. Head Office Target)

% Reports submitted on time(inititiative tracking, competitive report, scorecard)


2/106

C4 Matahari Giant Hero Lion C4 Exp Makro

Categories Vol Share Vol Share Vol Share Vol Share Vol Share Vol Share Value Share

Shampoo+Conditioner 33% 33% 35% 36% 34% 32% 42%

Face Moisturizer 31% 21% 23% 34% 35% 37% 60%

Baby Diaper 20% 18% 20% 20% 20% 20% 20%

Blades & Razors 64% 77% 76% 78% 76% 60% 98%

Toothbrush 25% 19% 17% 22% 24% 20% 20%


3/106


Country: C4 Medan

ARM Name: Ferdiansyah

# Retail Reps: Puji

Month: Feb-10

Area Measure Note

Team Callage - # stores vs. target

Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers

StrategicOperations






RPS - Share of Shelf

(via Source One - Covered customers only)






RPS - % Display Compliance


4/106

RPS - # incremental Displays Gained

Reporting

Note: To be owned by Area Retail Managers & submitted to Agency by 2nd of the mo

(vs. Head Office Target)



5/106

OND Jan Feb Mar JFM Apr May

Target #DIV/0! 24 23 23 23 24 23

Actual #DIV/0! 15 24 23 21 25 24

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 7% 5% 5% 6% 9% 5%

Target #DIV/0! 33% 33% 33% 33% 33% 33%

Actual #DIV/0! 36% 36% 35% 36% 34% 38%

Target #DIV/0! 31% 31% 31% 31% 31% 31%

Actual #DIV/0! 59% 58% 43% 53% 17% 17%

Target #DIV/0! 64% 64% 64% 64% 64% 64%

Actual #DIV/0! 63% 70% 67% 67% 73% 70%

Target #DIV/0! 20% 20% 20% 20% 20% 20%

Actual #DIV/0! 13% 12% 12% 12% 11% 11%

Target #DIV/0! 25% 25% 25% 25% 25% 25%

Actual #DIV/0! 14% 17% 15% 15% 18% 19%

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target 100% 100% 100% 100% 100% 100% 100%


6/106

Actual #DIV/0! 21% 65% 58% 48% 47% 54%

Actual #DIV/0! 2 2 1 2 1 2

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 100% 100% 100% 100% 100% 100%

nth


7/106

Jun AMJ Juli Agst Sept JAS Oct Nov Des OND

25 24 25 25 24 26 23 24

25 25 25 25 24 26 23 24

3% 3% 3% 3% 3% 3% 3% 3%

5% 6% 9% 14% 20% 9% 11% 9%

33% 0 33% 33% 33% 33% 33% 33%

37% 0 34% 36% 32% 35% 35% 35%

31% 0 31% 31% 31% 31% 31% 31%

23% 0 22% 21% 20% 14% 19% 19%

64% 1 64% 64% 64% 64% 64% 64%

67% 1 69% 70% 61% 69% 72% 68%

20% 0 20% 20% 20% 20% 20% 20%

12% 0 15% 16% 16% 18% 17% 16%

25% 0 25% 25% 25% 25% 25% 25%

18% 0 17% 19% 13% 17% 19% 18%

1 1 1 1 1 1 1 1

1 1 1 1 1 0 0 0

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


8/106

92% 1 86% 96% 78% 88% 100% 94%

7 3 10 10 11 4 4 8

100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100%


9/106

2010

Jan Feb Mar JFM April Mei juni AMJ

24 21 25 23 24 24 25 24

24 21 25 23 24 24 25 24

3% 3% 3% 3% 3% 3% 3% 3%

3% 5% 8% 5% 4% 8% 3% 5%

33% 33% 33% 33% 33% 33% 33% 33%

36% 36% 38% 37% 40% 56% 45% 47%

31% 31% 31% 31% 31% 31% 31% 31%

19% 20% 20% 20% 26% 71% 51% 49%

64% 64% 64% 64% 64% 64% 64% 64%

70% 72% 72% 71% 72% 87% 85% 81%

20% 20% 20% 20% 20% 20% 20% 20%

9% 11% 11% 10% 11% 11% 10% 11%

25% 25% 25% 25% 25% 25% 25% 25%

18% 18% 20% 19% 21% 63% 61% 48%

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


10/106

100% 88% 100% 96% 96% 92% 100% 96%

7 9 6 7 3 6 6 5

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100%


11/106

JULY AGST SEPT JAS

24 24 23

24 24 23

3% 3% 3%

5% 4% 5%

33% 33% 33%

40% 42% 42%

31% 31% 31%

51% 36% 36%

64% 64% 64%

72% 87% 87%

20% 20% 20%

11% 11% 11%

25% 25% 25%

61% 15% 15%

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

100% 100% 100%


12/106

98% 96% 83%

11 7 2

100% 100% 100%

100% 100% 100%


13/106


Country: C4 Medan


# Retail Reps: Nila Kesuma Sari

Month: Feb-10

Area Measure Note


Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers

StrategicOperations















14/106


Reporting





15/106


Target #DIV/0! 24 23 23 23 24 23

Actual #DIV/0! 15 24 23 21 25 24

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 7% 5% 5% 6% 9% 5%

Target #DIV/0! 33% 33% 33% 33% 33% 33%

Actual #DIV/0! 36% 36% 35% 36% 34% 38%

Target #DIV/0! 31% 31% 31% 31% 31% 31%

Actual #DIV/0! 59% 58% 43% 53% 17% 17%

Target #DIV/0! 64% 64% 64% 64% 64% 64%

Actual #DIV/0! 63% 70% 67% 67% 73% 70%

Target #DIV/0! 20% 20% 20% 20% 20% 20%

Actual #DIV/0! 13% 12% 12% 12% 11% 11%

Target #DIV/0! 25% 25% 25% 25% 25% 25%

Actual #DIV/0! 14% 17% 15% 15% 18% 19%

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target 100% 100% 100% 100% 100% 100% 100%


16/106

Actual #DIV/0! 21% 65% 58% 48% 47% 54%

Actual #DIV/0! 2 2 1 2 1 2

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 100% 100% 100% 100% 100% 100%

nth


17/106


25 24 25 25 24 26 23 24

25 25 25 25 24 26 23 24

3% 3% 3% 3% 3% 3% 3% 3%

5% 6% 9% 14% 20% 9% 11% 9%

33% 0 33% 33% 33% 33% 33% 33%

37% 0 34% 36% 32% 35% 35% 35%

31% 0 31% 31% 31% 31% 31% 31%

23% 0 22% 21% 20% 14% 19% 19%

64% 1 64% 64% 64% 64% 64% 64%

67% 1 69% 70% 61% 69% 72% 68%

20% 0 20% 20% 20% 20% 20% 20%

12% 0 15% 16% 16% 18% 17% 16%

25% 0 25% 25% 25% 25% 25% 25%

18% 0 17% 19% 13% 17% 19% 18%

1 1 1 1 1 1 1 1

1 1 1 1 1 0 0 0

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


18/106

92% 1 86% 96% 78% 88% 100% 94%

7 3 10 10 11 4 4 8

100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100%


19/106

2010

Jan Feb Mar JFM April Mei juni AMJ JULY

24 21 25 23 24 24 25 24 24

24 21 25 23 24 24 25 24 24

3% 3% 3% 3% 3% 3% 3% 3% 3%

3% 5% 8% 5% 4% 7,7% 3% 4% 5%

33% 33% 33% 33% 33% 33% 33% 33% 33%

36% 36% 38% 37% 40% 56% 45% 47% 40%

31% 31% 31% 31% 31% 31% 31% 31% 31%

19% 20% 20% 20% 26% 71% 51% 49% 51%

64% 64% 64% 64% 64% 64% 64% 64% 64%

70% 72% 72% 71% 72% 87% 85% 81% 72%

20% 20% 20% 20% 20% 20% 20% 20% 20%

9% 11% 11% 10% 11% 11% 10% 11% 11%

25% 25% 25% 25% 25% 25% 25% 25% 25%

18% 18% 20% 19% 21% 63% 61% 48% 61%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


20/106

100% 88% 100% 96% 96% 92% 100% 96% 98%

7 9 6 7 3 6 6 5 11

100% 100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100% 100%


21/106

Agust SEPT JAS

24 23 24

24 23 24

3% 3% 3%

4% 5% 5%

33% 33% 33%

42% 42% 41%

31% 31% 31%

36% 36% 41%

64% 64% 64%

87% 87% 82%

20% 20% 20%

11% 11% 11%

25% 25% 25%

15% 15% 30%

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

100% 100% 100%


22/106

96% 83% 92%

7 2 7

100% 100% 100%

100% 100% 100%


23/106


Country: C4 MedanARM Name: Ferdiansyah

# Retail Reps: Mai SuciMonth: Feb-10

Area Measure Note

Team Callage - # stores vs. targetTarget

Actual

Target

Actual

HaircareTarget

Actual

SkincareTarget

Actual

B&RTarget

Actual

Baby Diapers

Target

Actual

Oral CareTarget

Actual

HaircareTarget

Actual

SkincareTarget

Actual

B&RTarget

Actual

Baby DiapersTarget

Actual

Target

StrategicOperations















24/106

Actual

RPS - # incremental Displays Gained Actual

ReportingTarget

Actual



% Reports submitted on time(inititiative tracking, competitive report,scorecard)


25/106

OND Jan Feb Mar JFM Apr May Jun

#DIV/0! 24 23 23 23 24 23 25

#DIV/0! 24 23 23 23 25 23 25

3% 3% 3% 3% 3% 3% 3% 3%

#DIV/0! 7% 5% 5% 6% 9% 5% 5%

#DIV/0! 33% 33% 33% 33% 33% 33% 33%

#DIV/0! 36% 36% 35% 36% 34% 38% 37%

#DIV/0! 31% 31% 31% 31% 31% 31% 31%

#DIV/0! 59% 58% 43% 53% 17% 17% 23%

#DIV/0! 64% 64% 64% 64% 64% 64% 64%

#DIV/0! 63% 70% 67% 67% 73% 70% 67%

#DIV/0! 20% 20% 20% 20% 20% 20% 20%

#DIV/0! 13% 12% 12% 12% 11% 11% 12%

#DIV/0! 25% 25% 25% 25% 25% 25% 25%

#DIV/0! 14% 17% 15% 15% 18% 19% 18%

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


26/106

#DIV/0! 21% 65% 58% 48% 47% 54% 92%

#DIV/0! 2 2 1 2 1 2 7

100% 100% 100% 100% 100% 100% 100% 100%

#DIV/0! 100% 100% 100% 100% 100% 100% 100%


27/106

2010

AMJ Juli Agst Sept JAS Oct Nov Des OND Jan Feb

24 25 25 24 26 23 24 24 21

24 25 25 24 25 20 24 24 13

3% 3% 3% 3% 3% 3% 3% 3% 3%

6% 9% 14% 20% 9% 6% 4% 10% 5%

0 33% 33% 33% 33% 33% 33% 33% 33%

0 34% 36% 32% 35% 35% 35% 35% 35%

0 31% 31% 31% 31% 31% 31% 31% 31%

0 22% 21% 20% 14% 20% 50% 35% 35%

1 64% 64% 64% 64% 64% 64% 64% 64%

1 69% 70% 61% 69% 65% 65% 65% 65%

0 20% 20% 20% 20% 20% 20% 20% 20%

0 15% 16% 16% 18% 21% 25% 25% 25%

0 25% 25% 25% 25% 25% 25% 25% 25%

0 17% 19% 13% 17% 21% 21% 21% 21%

1 1 1 1 1 1 1 1 1

1 1 1 1 0 0 0 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


28/106

1 50% 96% 78% 88% 12% 56% 50% 56%

3 76 10 11 4 1 5 3 4

100% 100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100% 100% 100%


29/106

Mar JFM April May Juni AMJ JULY Agust SEPT JAS

25 24 24 25 24 24 23

25 24 24 25 24 24 23

3% 3% 3% 3% 3% 3% 3%

5% 2% 3% 5% 5% 13% 13%

33% 33% 33% 33% 33% 33% 33%

35% 35% 35% 35% 35% 47% 47%

31% 31% 31% 31% 31% 31% 31%

35% 35% 35% 35% 35% 19% 19%

64% 64% 64% 64% 64% 64% 64%

65% 65% 65% 65% 65% 82% 82%

20% 20% 20% 20% 20% 20% 20%

25% 25% 25% 25% 25% 16% 16%

25% 25% 25% 25% 25% 25% 25%

21% 21% 21% 21% 21% 19% 19%

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100%


30/106

75% 62% 52% 88% 56% 44% 56%

2 3 4 9 4 1 0

100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100%


31/106


Country: C4 Palembang


# Retail Reps: Riana

Month: Feb-10

Area Measure Note


Actual

Target

Actual

HaircareTarget

Actual

SkincareTarget

Actual

B&RTarget

Actual

Baby Diapers

Target

Actual

Oral CareTarget

Actual

HaircareTarget

Actual

SkincareTarget

Actual

B&RTarget

Actual

Baby DiapersTarget

Actual

Target

StrategicOperations















32/106

Actual


ReportingTarget

Actual





33/106


#DIV/0! 24 23 23 23 24 23 25

#DIV/0! 27 23 23 24 25 23 25

3% 3% 3% 3% 3% 3% 3% 3%

#DIV/0! 5% 6% 7% 6% 9% 5% 11%

#DIV/0! 33% 33% 33% 33% 33% 33% 33%

#DIV/0! 36% 34% 34% 35% 32% 34% 34%

#DIV/0! 31% 31% 31% 31% 31% 31% 31%

#DIV/0! 33% 33% 33% 33% 33% 33% 30%

#DIV/0! 64% 64% 64% 64% 64% 64% 64%

#DIV/0! 69% 61% 64% 65% 58% 56% 50%

#DIV/0! 20% 20% 20% 20% 20% 20% 20%

#DIV/0! 15% 16% 18% 16% 11% 13% 17%

#DIV/0! 25% 25% 25% 25% 25% 25% 25%

#DIV/0! 18% 19% 19% 19% 15% 21% 18%

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 0 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


34/106

#DIV/0! 27% 38% 50% 38% 20% 42% 25%

#DIV/0! 0 1 0 0 0 0 2

100% 100% 100% 100% 100% 100% 100% 100%

#DIV/0! 100% 100% 100% 100% 100% 100%


35/106

AMJ Juli Agst Sept JAS Oct Nov Des OND Jan

24 25 25 24 26 23 24 24

24 25 25 24 26 23 24 24

3% 3% 3% 3% 3% 3% 3% 3%

8% 12% 21% 5% 9% 16% 13% 8%

0 33% 33% 33% 33% 33% 33% 33%

0 33% 30% 31% 34% 28% 31% 33%

0 31% 31% 31% 31% 31% 31% 31%

0 11% 13% 11% 15% 20% 36% 20%

1 64% 64% 64% 64% 64% 64% 64%

1 61% 57% 60% 72% 62% 76% 83%

0 20% 20% 20% 20% 20% 20% 20%

0 15% 11% 9% 12% 14% 13% 15%

0 25% 25% 25% 25% 25% 25% 25%

0 22% 17% 13% 14% 15% 23% 23%

1 1 1 1 1 1 1 1

1 1 1 1 0 0 0 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


36/106

0 43% 13% 10% 19% 28% 26% 44%

1 0 0 0 1 0 0 1

100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100% 100%


37/106

2010

Feb Mar JFM April Mei juni AMJ JULY Agust SEPT

21 25 23 24 24 25 24 24 24 24

9 25 19 24 24 25 24 24 24 24

3% 3% 3% 3% 3% 3% 3% 3% 3% 3%

20% 14% 14% 10% 9% 5% 8% 8% 12% 11%

33% 33% 33% 33% 33% 33% 33% 33% 33% 33%

32% 37% 34% 37% 57% 57% 50% 37% 48% 48%

31% 31% 31% 31% 31% 31% 31% 31% 31% 31%

20% 20% 20% 20% 20% 20% 20% 20% 20% 20%

64% 64% 64% 64% 64% 64% 64% 64% 64% 64%

66% 84% 78% 79% 90% 90% 86% 79% 90% 90%

20% 20% 20% 20% 20% 20% 20% 20% 20% 20%

14% 15% 15% 15% 16% 16% 16% 16% 20% 20%

25% 25% 25% 25% 25% 25% 25% 25% 25% 25%

17% 18% 19% 20% 62% 62% 48% 62% 10% 10%

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%


38/106

20% 33% 32% 50% 56% 78% 61% 56% 48% 48%

0 0 0 5 4 5 5 4 2 0

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%


39/106

JAS

24

24

3%

10%

33%

44%

31%

20%

64%

86%

20%

19%

25%

27%

1

1

1

1

1

1

1

1

100%


40/106

51%

2

100%

100%


41/106


Country: C4 Express Lampung


# Retail Reps: Rike Sylvia

Month: Feb-10

2010

Area Measure Note Mar JFM April


Target 25 24

Actual 25 24

Target 3% 3%

Actual 10% 5%

Haircare

Target 33% 33%

Actual 36% 37%

SkincareTarget 31% 31%

Actual 83% 78%

B&R

Target 64% 64%

Actual 63% 78%

Baby Diapers

Target 20% 20%

Actual 12% 14%

Oral CareTarget 25% 25%

Actual 22% 20%

HaircareTarget 1 1

Actual 1 1

Skincare

Target 1 1

Actual 1 1

B&RTarget 1 1

Actual 1 1

Baby DiapersTarget 1 1

Actual 1 1

Target 100% 100%

Actual

RPS - # incremental Displays Gained Actual 9 9

ReportingTarget 100% 100%

Actual 100% 100%


StrategicOperations















42/106

Mei juni AMJ JULY Agust SEPT JAS

24 25 24 24 24 23 24

24 25 24 24 24 23 24

3% 3% 3% 3% 3% 3% 3%

9% 14% 9% 13% 17% 23% 18%

33% 33% 33% 33% 33% 33% 33%

45% 45% 42% 37% 41% 41% 40%

31% 31% 31% 31% 31% 31% 31%

69% 69% 72% 78% 24% 24% 42%

64% 64% 64% 64% 64% 64% 64%

88% 88% 85% 78% 95% 95% 89%

20% 20% 20% 20% 20% 20% 20%

16% 16% 15% 14% 24% 24% 21%

25% 25% 25% 25% 25% 25% 25%

57% 57% 45% 20% 20% 20% 20%

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100%

#DIV/0! #DIV/0!

7 14 10 15 14 22 17

100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100%


43/106


Country: HPM Sun Plaza


# Retail Reps: Nurhaida

Month: Jan-09

Area Measure Note


Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers

StrategicOperations















44/106


Reporting





45/106


Target #DIV/0! 24 23 23 23 24 23

Actual #DIV/0! 24 23 23 23 24 23

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 7% 6% 3% 5% 9% 3%

Target #DIV/0! 35% 35% 35% 35% 35% 35%

Actual #DIV/0! 33% 31% 33% 32% 34% 35%

Target #DIV/0! 21% 21% 21% 21% 21% 21%

Actual #DIV/0! 35% 40% 53% 43% 55% 73%

Target #DIV/0! 77% 77% 77% 77% 77% 77%

Actual #DIV/0! 88% 88% 88% 88% 88% 78%

Target #DIV/0! 20% 20% 20% 20% 20% 20%

Actual #DIV/0! 30% 29% 29% 29% 27% 29%

Target #DIV/0! 19% 19% 19% 19% 19% 19%

Actual #DIV/0! 18% 18% 18% 18% 17% 21%

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 0 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target 100% 100% 100% 100% 100% 100% 100%


46/106

Actual #DIV/0! 1 100% 100% 100% 100% 100%

Actual #DIV/0! 2 2 2 2 2 4

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 1 100% 100% 100% 100% 100%

nth


47/106

Jun AMJ Juli Agst Sept JAS Oct Nov Des OND Jan

25 24 25 25 24 26 23 24 24

25 24 25 25 24 26 23 24 24

3% 3% 3% 3% 3% 3% 3% 3% 3%

7% 6% 16% 6% 5% 5% 5% 8% 25%

35% 0 35% 33% 33% 33% 33% 33% 33%

34% 0 33% 35% 34% 34% 35% 36% 34%

21% 0 21% 21% 21% 21% 21% 21% 21%

68% 1 59% 57% 59% 65% 40% 42% 43%

77% 1 77% 77% 77% 77% 77% 77% 77%

86% 1 83% 88% 79% 86% 86% 86% 73%

20% 0 20% 18% 18% 18% 18% 18% 18%

26% 0 26% 13% 11% 11% 11% 11% 11%

19% 0 19% 19% 19% 19% 19% 19% 19%

17% 0 20% 24% 24% 22% 22% 21% 21%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


48/106

100% 1 100% 100% 100% 100% 89% 100% 100%

0 2 1 1 2 8 8 6 6

100% 100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100% 100%


49/106

2010

Feb Mar FM April Mei Juni AMJ JULY Agust SEPT JAS

21 25 24 24 25 24 24 24 23 24

21 25 24 23 25 24 24 24 23 24

3% 3% 3% 3% 3% 3% 3% 3% 3% 3%

7% 14% 19% 31% 4% 18% 10% 9% 4% 8%

33% 33% 33% 33% 33% 33% 33% 33% 33% 33%

35% 35% 35% 51% 51% 46% 35% 55% 55% 48%

21% 21% 21% 21% 21% 21% 21% 21% 21% 21%

45% 47% 41% 50% 50% 47% 41% 41% 41% 41%

77% 77% 77% 77% 77% 77% 77% 77% 77% 77%

92% 86% 88% 97% 97% 94% 88% 88% 88% 88%

18% 18% 18% 18% 18% 18% 18% 18% 18% 18%

11% 13% 12% 11% 11% 11% 12% 12% 13% 12%

19% 19% 19% 19% 19% 19% 19% 19% 19% 19%

23% 22% 21% 43% 43% 36% 21% 21% 21% 21%

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%


50/106

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%

8 6 20 4 8 11 12 10 13 12

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%


51/106


Country: HPM Palembang


# Retail Reps: Syahroni

Month: Jan-09

Area Measure Note


Actual

Target

Actual

HaircareTarget

Actual

SkincareTarget

Actual

B&RTarget

Actual

Baby Diapers

Target

Actual

Oral CareTarget

Actual

HaircareTarget

Actual

SkincareTarget

Actual

B&RTarget

Actual

Baby DiapersTarget

Actual

Target

StrategicOperations















52/106

Actual


ReportingTarget

Actual





53/106


#DIV/0! 24 23 23 23 24 23 25

#DIV/0! 24 23 23 23 24 23 26

3% 3% 3% 3% 3% 3% 3% 3%

#DIV/0! 4% 3% 6% 4% 2% 5% 5%

#DIV/0! 35% 35% 35% 35% 35% 35% 35%

#DIV/0! 45% 45% 43% 44% 42% 40% 42%

#DIV/0! 21% 21% 21% 21% 21% 21% 21%

#DIV/0! 23% 24% 25% 24% 25% 25% 25%

#DIV/0! 77% 77% 77% 77% 77% 77% 77%

#DIV/0! 85% 82% 76% 81% 78% 85% 85%

#DIV/0! 20% 20% 20% 20% 20% 20% 20%

#DIV/0! 19% 19% 18% 19% 16% 14% 15%

#DIV/0! 19% 19% 19% 19% 19% 19% 19%

#DIV/0! 25% 23% 25% 24% 26% 23% 26%

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

#DIV/0! 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


54/106

#DIV/0! 50% 100% 100% 83% 100% 100% 100%

#DIV/0! 0 2 2 1 1 0 0

100% 100% 100% 100% 100% 100% 100% 100%

#DIV/0! 100% 100% 100% 100% 100% 100% 100%


55/106

2010

AMJ Juli Agst Sept JAS Oct Nov Des OND Jan Feb

24 25 25 24 26 23 24 24 21

24 25 25 24 26 23 16 24 21

3% 3% 3% 3% 3% 3% 3% 3% 3%

4% 11% 8% 4% 8% 5% 9% 9% 7%

0 35% 33% 33% 33% 33% 33% 33% 33%

0 42% 41% 41% 36% 36% 36% 33% 34%

0 21% 21% 21% 21% 21% 21% 21% 21%

0 25% 25% 25% 28% 20% 21% 21% 21%

1 77% 77% 77% 77% 77% 77% 77% 77%

1 80% 80% 79% 76% 83% 73% 86% 92%

0 20% 18% 18% 18% 18% 18% 18% 18%

0 11% 12% 11% 11% 11% 11% 12% 11%

0 19% 19% 19% 19% 19% 19% 19% 19%

0 22% 24% 24% 23% 22% 24% 22% 20%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


56/106

1 100% 100% 100% 75% 89% 75% 100% 100%

0 0 0 2 0 0 0 2 0

100% 100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100% 100%


57/106

Mar JFM April Mei Juni AMJ JULY Agust SEPT JAS

25 24 24 25 24 24 24 23 24

25 24 24 25 24 24 24 23 24

3% 3% 3% 3% 3% 3% 3% 3% 3%

7% 11% 9% 5% 8% 8% 8% 5% 7%

33% 33% 33% 33% 33% 33% 33% 33% 33%

34% 34% 46% 46% 42% 34% 45% 45% 41%

21% 21% 21% 21% 21% 21% 21% 21% 21%

21% 20% 44% 44% 36% 22% 22% 22% 22%

77% 77% 77% 77% 77% 77% 77% 77% 77%

96% 88% 88% 88% 88% 88% 88% 88% 88%

18% 18% 18% 18% 18% 18% 18% 18% 18%

11% 12% 17% 17% 15% 17% 17% 17% 17%

19% 19% 19% 19% 19% 19% 19% 19% 19%

19% 21% 57% 57% 45% 21% 21% 21% 21%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


58/106

100% 100% 100% 100% 100% 100% 100% 100% 100%

0 0 2 2 1 0 3 7 3

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100%


59/106


Country: HPM Palladium


# Retail Reps: Suyandi

Month: Jan-09

Area Measure Note


Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers

StrategicOperations















60/106


Reporting





61/106


Target #DIV/0! 24 23 23 23 24 23

Actual #DIV/0! 25 24 23 24 25 24

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 9% 7% 4% 7% 7% 4%

Target #DIV/0! 35% 35% 35% 35% 35% 35%

Actual #DIV/0! 41% 41% 41% 41% 42% 42%

Target #DIV/0! 21% 21% 21% 21% 21% 21%

Actual #DIV/0! 17% 23% 30% 23% 25% 27%

Target #DIV/0! 77% 77% 77% 77% 77% 77%

Actual #DIV/0! 69% 66% 67% 67% 72% 80%

Target #DIV/0! 20% 20% 20% 20% 20% 20%

Actual #DIV/0! 19% 18% 16% 18% 17% 17%

Target #DIV/0! 19% 19% 19% 19% 19% 19%

Actual #DIV/0! 18% 19% 19% 19% 19% 19%

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 0 0 0 0 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 0 1 1 1 1 1

Target 100% 100% 100% 100% 100% 100% 100%


62/106

Actual #DIV/0! 1 100% 100% 100% 100% 100%

Actual #DIV/0! 2 2 2 2 2 13

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 1 100% 100% 100% 100% 100%

nth


63/106

Jun AMJ Juli Agst Sept JAS Oct Nov Des OND Jan

25 24 25 25 24 26 23 24 24

26 25 25 26 24 26 24 24 24

3% 3% 3% 3% 3% 3% 3% 3% 3%

11% 7% 14% 6% 4% 7% 5% 7% 11%

35% 0 35% 33% 33% 33% 33% 33% 33%

41% 0 41% 42% 42% 43% 43% 42% 43%

21% 0 21% 21% 21% 21% 21% 21% 21%

27% 0 28% 29% 30% 28% 19% 21% 23%

77% 1 77% 77% 77% 77% 77% 77% 77%

88% 1 78% 81% 77% 78% 80% 78% 75%

20% 0 20% 18% 18% 18% 18% 18% 18%

17% 0 18% 13% 13% 13% 16% 16% 15%

19% 0 19% 19% 19% 19% 19% 19% 19%

19% 0 19% 20% 23% 21% 22% 22% 19%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


64/106

100% 1 100% 100% 25% 61% 61% 100% 100%

7 7 6 8 6 24 24 12 12

100% 100% 100% 100% 100% 100% 100% 100% 100%

100% 1 100% 100% 100% 100% 100% 100% 100%


65/106

Feb Mar JFM April Mei Juni AMJ JULY Agust SEPT JAS

21 25 24 24 25 24 24 24 23 24

21 25 24 25 26 25 24 24 23 24

3% 3% 3% 3% 3% 3% 3% 3% 3% 3%

4% 15% 6% 9% 7% 7% 6% 13% 2% 7%

33% 33% 33% 33% 33% 33% 33% 33% 33% 33%

44% 42% 36% 45% 45% 42% 36% 40% 40% 39%

21% 21% 21% 21% 21% 21% 21% 21% 21% 21%

29% 25% 26% 35% 35% 32% 26% 26% 26% 26%

77% 77% 77% 77% 77% 77% 77% 77% 77% 77%

83% 78% 90% 94% 94% 93% 90% 90% 90% 90%

18% 18% 18% 18% 18% 18% 18% 18% 18% 18%

16% 17% 17% 17% 17% 17% 17% 15% 19% 17%

19% 19% 19% 19% 19% 19% 19% 19% 19% 19%

23% 22% 22% 47% 47% 39% 22% 22% 22% 22%

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%


66/106

100% 100% 100% 100% 100% 100% 100% 50% 100% 83%

14 10 8 4 12 8 18 14 18 17

100% 100% 100% 100% 1400% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100% 100% 100%


67/106


Country: Hypermart Lampung


# Retail Reps: Rike

Month: Maret 10

2010

Area Measure Note Mar JFM

Team Callage - # stores vs. targetTarget 25

Actual 25

Target 3%

Actual 3%

Haircare

Target 33%

Actual 41%

SkincareTarget 21%

Actual 29%

B&RTarget 77%

Actual 60%

Baby Diapers

Target 18%

Actual 22%

Oral CareTarget 19%

Actual 20%

HaircareTarget 1

Actual 1

Skincare Target 1Actual 1

B&RTarget 1

Actual 1

Baby DiapersTarget 1

Actual 1

Target 100%

Actual

RPS - # incremental Displays Gained Actual 6

ReportingTarget 100%

Actual 100%


StrategicOperations
















68/106

April Mei Juni AMJ JULY Agust SEPT JAS24 24 25 24 24 24 23 24

24 24 2 5 24 24 24 23 24

3% 3% 3% 3% 3% 3% 3% 3%

5% 4% 15% 8% 5% 5% 8% 6%

33% 33% 33% 33% 33% 33% 33% 33%

40% 40% 40% 40% 40% 40% 40% 40%

21% 21% 21% 21% 21% 21% 21% 21%

22% 22% 22% 22% 22% 22% 22% 22%77% 77% 77% 77% 77% 77% 77% 77%

56% 56% 56% 56% 56% 87% 87% 77%

18% 18% 18% 18% 18% 18% 18% 18%

22% 25% 25% 24% 22% 22% 22% 22%

19% 19% 19% 19% 19% 19% 19% 19%

24% 24% 24% 24% 24% 24% 24% 24%

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 11 1 1 1 1 1 1

11 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100%

0 4 4 3 3 4 7 5

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100%


69/106


Country: Makro Medan


# Retail Reps: Lidya

Month: Jan-09

Area Measure Note


Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers

StrategicOperations















70/106


Reporting





71/106


Target #DIV/0! 24 23 23 23 24 23

Actual #DIV/0! 24 24 20 23 15 23

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 11% 15% 3% 10% 8% 12%

Target #DIV/0! 42% 42% 42% 0 42% 42%

Actual #DIV/0! 53% 52% 52% 1 43% 43%

Target #DIV/0! 60% 60% 60% 1 60% 60%

Actual #DIV/0! 56% 48% 44% 0 27% 25%

Target #DIV/0! 98% 98% 98% 1 98% 98%

Actual #DIV/0! 70% 86% 90% 1 75% 75%

Target #DIV/0! 20% 20% 20% 0 20% 20%

Actual #DIV/0! 30% 32% 29% 0 28% 34%

Target #DIV/0! 20% 20% 20% 0 20% 20%

Actual #DIV/0! 7% 23% 20% 0 17% 18%

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target 100% 100% 100% 100% 100% 100% 100%


72/106

Actual #DIV/0! 100% 100% 100% 1 100% 100%

Actual #DIV/0! 2 2 2 2 2 4

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 100% 100% 100% 1 100%

nth


73/106


25 24 25 25 24 26 23 24

25 21 25 25 24 26 23 24

3% 3% 3% 3% 3% 3% 3% 3%

5% 8% 5% 5% 4% 2% 5% 7%

42% 0 42% 42% 42% 42% 42% 42%

46% 0 45% 44% 39% 40% 42% 41%

60% 1 60% 60% 60% 60% 60% 60%

34% 0 38% 37% 42% 44% 43% 42%

98% 1 98% 98% 98% 98% 98% 98%

100% 1 DIV DIV Div div DIV DIV

20% 0 20% 20% 20% 20% 20% 20%

31% 0 33% 31% 31% 31% 32% 33%

20% 0 20% 20% 20% 20% 20% 20%

18% 0 17% 17% 15% 14% 17% 15%

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


74/106

100% 1 100% 100% 83% 100% 75% 100%

2 3 10 15 3 8 10 4

100% 100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 100% 100% 100%


75/106

Jan Feb Mar JFM April Mei Juni AMJ April Mei

24 21 25 24 24 25 24 24

24 21 25 24 24 25 24 24

3% 3% 3% 3% 3% 3% 3% 3%

13% 8% 3% 2% 7% 0% 2% 7%

42% 42% 42% 42% 42% 42% 42% 42%

37% 45% 47% 48% 28% 49% 48% 28%

60% 60% 60% 60% 60% 60% 60% 60%

39% 40% 41% 33% 38% 38% 33% 38%

98% 98% 98% 98% 98% 98% 98% 98%

div div div div div div div div

20% 20% 20% 20% 20% 20% 20% 20%

32% 31% 32% 26% 22% 28/% 26% 22%

20% 20% 20% 20% 20% 20% 20% 20%

15% 14% 11% 11% 63% 25% 11% 63%

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


76/106

100% 100% 100% 100% 67% 75% 100% 67%

DIV 1 4 4 0 0 4 0

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100%


77/106

Juni AMJ JULY Agust SEPT JAS

25 24 24 23

25 24 24 23

3% 3% 3% 3%

0% 7% 10% 4%

42% 42% 42% 42%

49% 48% 52% 52%

60% 60% 60% 60%

38% 33% 33% 33%

98% 98% 98% 98%

div div div div

20% 20% 20% 20%

28/% 28% 28% 28%

20% 20% 20% 20%

25% 25% 25% 25%

1 1 1 1

1 1 1 1

1 1 1 1

1 1 1 1

1 1 1 1

1 1 1 1

1 1 1 1

1 1 1 1

100% 100% 100% 100%


78/106

75% 67% 44% 100%

0 5 2 0

100% 100% 100% 100%

100% 100% 100% 100%


79/106


Country: Makro PalembangARM Name: Ferdiansyah

# Retail Reps: Firmansyah PerdanaMonth: Jan-09

Area Measure Note


Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers

StrategicOperations















80/106


Reporting





81/106

Oct Nov Dec OND Jan Feb Mar

Target #DIV/0! 24 23 23

Actual #DIV/0! 24 23 23

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 16% 12% 1%

Target #DIV/0! 42% 42% 42%

Actual #DIV/0! 39% 38% 35%

Target #DIV/0! 60% 60% 60%

Actual #DIV/0! 50% 49% 49%

Target #DIV/0! 98% 98% 98%

Actual #DIV/0! 100% 100% 100%

Target #DIV/0! 20% 20% 20%

Actual #DIV/0! 30% 28% 26%

Target #DIV/0! 20% 20% 20%

Actual #DIV/0! 7% 7% 8%

Target #DIV/0! 1 1 1

Actual #DIV/0! 1 1 1







Target 100% 100% 100% 100% 100% 100% 100%


82/106

Actual #DIV/0! 100% 100% 100%


Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 100% 100% 100%

nth


83/106

JFM Apr May Jun AMJ Juli Agst Sept JAS

23 24 23 25 24 25 25 24

23 24 23 25 24 25 25 24

3% 3% 3% 3% 3% 3% 3% 3%

10% 2% 4% 5% 4% 6% 7% 2%

0 42% 42% 42% 0 42% 42% 42%

0 37% 39% 38% 0 38% 34% 38%

1 60% 60% 60% 1 60% 60% 60%

0 49% 50% 50% 0 57% 59% 60%

1 98% 98% 98% 1 98% 98% 98%

1 100% 100% 100% 1 100% 100% 100%

0 20% 20% 20% 0 20% 20% 20%

0 21% 21% 25% 0 24% 23% 22%

0 20% 20% 20% 0 20% 20% 20%

0 10% 10% 9% 0 18% 20% 21%

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%


84/106

1 100% 100% 100% 1 100% 83% 50%

2 1 8 2 4 8 10 8

100% 100% 100% 100% 100% 100% 100%

1 100% 100% 100% 1 100% 100%


85/106

2010

Oct Nov Des OND Jan Feb Mar JFM April Mei Juni AMJ

26 23 24 24 21 25 24 24 25

26 23 24 24 21 25 24 24 25

3% 3% 3% 3% 3% 3% 3% 3% 3%

1% 3% 3% 6% 2% 1% 4% 2% 5%

42% 42% 42% 42% 42% 42% 42% 42% 42%

37% 38% 38% 39% 39% 39% 39% 42% 42%

60% 60% 60% 60% 60% 60% 60% 60% 60%

69% 56% 54% 48% 33% 44% 41% 83% 83%

98% 98% 98% 98% 98% 98% 98% 98% 98%

100% 100% DIV Div div div div div div

20% 20% 20% 20% 20% 20% 20% 20% 20%

22% 23% 23% 25% 25% 25% 25% 28% 28%

20% 20% 20% 20% 20% 20% 20% 20% 20%

8% 10% 15% 15% 15% 15% 15% 78% 78%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


86/106

100% 100% 100% 100% 100% 100% 100% 100% 75%

2 10 0 DIV 0 6 2 0 0

100% 100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100% 100%


87/106

JULY Agust SEPT AS

24 24 23

24 24 23

3% 3% 3%

3% 2% 8%

42% 42% 42%

42% 50% 50%

60% 60% 60%

83% 83% 83%

98% 98% 98%

div div div

20% 20% 20%

25% 22% 22%

20% 20% 20%

78% 78% 78%

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

1 1 1

100% 100% 100%


88/106

100% 100% 100%

2 4 0

100% 100% 100%

100% 100% 100%


89/106


Country: IGR Medan


# Retail Reps: Deni Srimuliani

Month: Januari 09

Area Measure Note


Haircare

Skincare

B&R

Baby Diapers

Oral Care

Haircare

Skincare

B&R

Baby Diapers


StrategicOperations


RPS - Out Of Stock













90/106

Reporting




91/106


Target #DIV/0! 24 23 23 23 24 23

Actual #DIV/0! 23 23 23 23 24 23

Target 3% 3% 3% 3% 3% 3% 3%

Actual #DIV/0! 1% 1% 1% 1% 1% 1%

Target #DIV/0! 42% 42% 42% 0 42% 42%

Actual #DIV/0! 55% 55% 50% 1 50% 50%

Target #DIV/0! 60% 60% 60% 1 60% 60%

Actual #DIV/0! 50% 50% 50% 0 50% 50%

Target #DIV/0! 98% 98% 98% 1 98% 98%

Actual #DIV/0! 100% 100% 100% 1 100% 100%

Target #DIV/0! 17% 17% 17% 0 17% 17%

Actual #DIV/0! 13% 16% 17% 0 17% 18%

Target #DIV/0! 20% 20% 20% 0 20% 20%

Actual #DIV/0! 15% 11% 20% 0 20% 20%

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target #DIV/0! 1 1 1 1 1 1

Actual #DIV/0! 1 1 1 1 1 1

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 100% 100% 100% 1 100% 100%

Actual #DIV/0! 1 0 0 0 0 0


92/106

Target 100% 100% 100% 100% 100% 100% 100%

Actual #DIV/0! 100% 100% 100% 1 100% 100%

nth

99%

16.5

50%


93/106

Jun AMJ Juli Agst Sept JAS Oct Nov Des

25 24 25 25 24 26 26 26

25 24 25 25 24 26 26 26

3% 3% 3% 3% 3% 3% 3% 3%

3% 2% 1% 1% 1% 3% 3% 3%

42% 0 42% 42% 42% 38% 38% 38%

50% 0 50% 50% 50% 38% 38% 38%

60% 1 50% 50% 50% 50% 50% 50%

50% 0 50% 50% 50% 70% 70% 70%

98% 1 98% 98% 98% DIv DIv DIv

100% 1 100% 95% 95% Div Div Div

17% 0 6% 6% 6% 6% 6% 6%

18% 0 18% 18% 18% 6% 6% 6%

20% 0 18% 18% 18% 18% 18% 18%

20% 0 20% 20% 20% 20% 20% 20%

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 11 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%

100% 1 100% 100% 100% 100% 100% 100%

0 0 0 0 0 0 0 0


94/106

100% 100% 100% 100% 100% 100% 100% 100%

100% 1 100% 100% 100% 100% 100% 100%


95/106

2010

OND Jan Feb Mar JFM Apr May Jun AMJ

24 21 25 23 24 24 25 24

24 21 25 23 24 24 25 24

3% 3% 3% 3% 3% 3% 3% 3%

3% 5% 3% 4% 2% 5% 6% 4%

38% 38% 38% 0 38% 38% 38% 0

38% 39% 32% 0 33% 42% 42% 0

50% 50% 50% 0 50% 50% 50% 0

70% 78% 49% 1 59% 54% 54% 1

DIv 65% 65% 1 65% 65% 65% 1

Div 65% 96% 1 87% 68% 68% 1

6% 6% 6% 0 6% 6% 6% 0

6% 9% 9% 0 7% 10% 10% 0

18% 18% 18% 0 18% 18% 18% 0

20% 11% 5% 0 8% 41% 41% 0

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 11 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 1 100% 100% 100% 1

0 2 4 2 4 2 2 3


96/106

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 1 100% 100% 100% 1


97/106


98/106

100% 100% 100% 100%

100% 100% 100% 1


99/106


Country: GIANT Lampung

ARM Name: FERDIANSYAH

# Retail Reps: Rike sylvia

Month: Feb-10

Area Measure Note OND Jan Feb


Target #DIV/0!

Actual #DIV/0!

Target 3% 3% 3%

Actual #DIV/0!

Haircare

Target #DIV/0!

Actual #DIV/0!

Skincare

Target #DIV/0!

Actual #DIV/0!

B&R

Target #DIV/0!

Actual #DIV/0!

Baby Diapers

Target #DIV/0!

Actual #DIV/0!

Oral Care

Target #DIV/0!

Actual #DIV/0!

Haircare

Target #DIV/0!

Actual #DIV/0!

Skincare

Target #DIV/0!

Actual #DIV/0!

B&R

Target #DIV/0!

Actual #DIV/0!

Baby Diapers

Target #DIV/0!

Actual #DIV/0!

Target 100% 100% 100%

StrategicOperations

Performance

Evaluation













100/106

Actual #DIV/0!

RPS - # incremental Displays Gained Actual #DIV/0!

Reporting

Target 100% 100% 100%

Actual #DIV/0!





101/106

Mar JFM Apr May Jun AMJ Juli Agst Sept JAS Oct Nov

23 23 24 23 25 24 25 25 24 26 23

23 23 24 23 25 24 25 25 24 24 23

3% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3%

3% 3% 3% 1% 2% 2% 4% 3% 1% 2% 9%

35% 0 35% 35% 35% 0 35% 35% 35% 35% 35%

40% 0 40% 40% 40% 0 40% 40% 40% 40% 40%

23% 0 23% 23% 23% 0 23% 23% 23% 23% 23%

15% 0 14% 14% 15% 0 14% 14% 14% 15% 13%

76% 1 76% 76% 76% 1 76% 76% 76% 76% 76%

78% 1 80% 82% 82% 1 82% 80% 80% 80% 80%

20% 0 20% 20% 20% 0 20% 20% 20% 20% 20%

18% 0 19% 20% 20% 0 20% 20% 20% 20% 20%

17% 0 17% 17% 17% 0 17% 17% 17% 17% 17%

12% 0 13% 15% 15% 0 15% 15% 15% 15% 15%

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 10% 10% 100% 100%


102/106

100% 1 100% 100% 75% 1 100% 100% 100% 50% 75%

2 2 8 17 7 11 11 13 8 6 8

100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100%

100% 1 100% 100% 100% 1 100% 100% 100% 100% 100%


103/106

2010

Des OND Jan Feb Mar JFM April May Juni AMJ JULY Agust

24 24 21 25 24 24 25 24 24

24 24 21 25 24 24 25 24 24

3% 3% 3% 3% 3% 3% 3% 3% 3%

14% 4% 2% 3% 11% 16% 6% 6% 8%

35% 35% 35% 35% 35% 35% 35% 35% 35%

40% 40% 40% 40% 30% 38% 38% 38% 44%

23% 23% 23% 23% 23% 23% 23% 23% 23%

14% 15% 15% 15% 25% 58% 58% 25% 25%

76% 76% 76% 76% 76% 76% 76% 76% 76%

80% 80% 80% 80% 38% 86% 86% 86% 86%

20% 20% 20% 20% 20% 20% 20% 20% 20%

20% 20% 20% 20% 22% 11% 11% 22% 10%

17% 17% 17% 17% 17% 17% 17% 17% 17%

15% 15% 16% 17% 20% 56% 56% 20% 20%

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

1 1 1 1 1 1 1 1 1

100% 100% 100% 100% 100% 100% 100% 100% 100%


104/106

50% 100% 100% 100% 67% 100% 100% 100% 100%

10 18 8 9 0 1 0 0 2

100% 100% 100% 100% 100% 100% 100% 100%

100% 100% 100% 100% 100% 100% 100% 100% 100%


105/106

SEPT AS

23

23

3%

9%

35%

44%

23%

25%

76%

86%

20%

10%

17%

20%

1

1

1

1

1

1

1

1

100%


106/106

100%

4

100%

100%

md scorecard manual _ ferdiansyah2

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