Training Canvasser

“Let’s Go Detail”
April
, 2019
APA ITU REVENUE ?
Mana yang paling penting beradasarkan
skala prioritas Anda ?

REVENUE
MOBO ADD ON
SELL IN
JOINT PROGRAM MOBO
ADVOCACY
Dashboard Sales Area Feb 2019
Dashboard Sales Area Q1 2018 KPI KPI CSM Last Performance
Dashboard Bobot Max Score
Canvasser Dan SAM Oct Nov Des
KPI MPC
radar New Product 15
Yellow revenue (UMB) 10 120% V
Yellow GA (UMB) 5 V
FOCUSING
Revenue 75
Total Revenue 50 130% V 86.2% 78,7% 89.80%
Mobo Revenue 25 V 94% 92.2% 70.90%
FOCUSING
Operation 10
KPI Score CVS 5 120% V 97.10% 93.7%
Mobo Participant 5 100% V V
FOCUSING Distribution Service
Service Incentives
Mobo Spread/OST (40 outlet/ 20 hit/outlet 20K 120% V V 100% 100%

Mobo Trx (Rp)--Jan 2018, mobo spreading mpc

25K 100% V V 99% 96.6
dari 50k/bln menjadi 1jt/bln(500k 2minggu)
FOCUSING
End Bal Salmo 10K 100% V V 100% 100%
Visit Outlet (VO) 10K 100% V V 97% 90%

Retail Audit
AVA (OAVA) 15K V V 82.30% 76.30%
OSAT 15K V V 78.70% 71.80%
FOCUSING
Compliance
# Manpower (cvs trad, gadget,SF) 40% 100% V 100% 100% 100%
Cross-selling reload (cluster) 35% 100% V 100% 100% 100%
Sales Force (alokasi dan ketepatan pembayaran) 15% 100% V 100% 100% 100%
Ketepatan Pembayaran (SP dan Saldo Mobo) 10% 100% V 100% 100% 100%
 Apa itu target ?
Apa itu cascading target ?
Kenapa perlu ?
File Cascading Target Outlet Channel

CASCADING TARGET BULAN MARET 2019

SP Reg ( Pcs) Saldo Mobo (Rp)
ID outlet Nama Outlet Target Actual Target Actual
Bulanan W1 W2 W3 W4 W5 Total Bulanan W1 W2 W3 W4 W5
Total
1070823 19 cell
1072857 t cell
1079240 sinar cell
1289372 SPECiCIAL CELL
1289379 DHINY CELL
1292301 ROBIN CELL
1293476 27 CELL
1300504 ADAM CELL
1301252 PUTRA CELL
1301580 A3 CELL
1301581 AR CELL
1302548 PERINTIS CELL
1338632 alam cell
1356153 REZKY CELL
1363690 AMY CELL
1366149 ZAFNA CELL
1368363 18 CELL
1432450 HOKY 01 CELL
1436665 GALERI PHONE CELL
1437412 SIRA CELL
Form Outlet Record Card

OUTLET RECORD CARD

ID OUTLET :
NAMA OUTLET :
GRADE :
HARI PJP :
ALAMAT :
TELEPON :
Bulan :

SP Reg SP/VC Data Salmo (Rp) V. Fisik (Rp)

Target Bulanan

Penjualan Display
Branding
SP/VC V.
Visit Tanggal SP/VC Data Salmo
SP Reg Salmo (Rp) V. Data (Rp) SP Reg Data Fisik
(Rp) (Rp) Pstr SB PB Str
(Rp) (Rp)
1
2
3
4
5
6
7
8
9
10
11
12
 Seberapa paham Saya
tentang profile outlet yang
saya bina ?
Profiling

24 June 2019
Profiling

24 June 2019
 OUTLET RECORD CARD
NAMA OUTLET : NAMA PEMILIK :
ALAMAT : NOMOR TELP :
ID OUTLET : PROGRAM MOBO :

BULAN :
ACTUAL PER VISIT
SELL IN TARGET / BLN TOTAL
I II III IV
MOBO (RP)
SP (PCS)
- SP REGULAR
- SP MK
- SP DATA ….
- SP DATA ….

TANDATANGAN OUTLET

Diisi setiap Diisi setiap

awal bulan Diisi setiap akhir bulan
kunjuangan
 DAILY REPORT CANVASSER
HARI KUNJUNGAN : KET :
TANGGAL :
NAMA CANVASSER :

SELL IN MOBO (RP) SELL IN SP (PCS) SELL IN SP DATA (PCS)

TARGET REALISASI SELISIH SELL IN
NO NAMA OUTLET KET
OTHERS
TARGET REALISASI SELISIH SP DATA I SP DATA II
SP REGULAR SP MK SP REGULAR SP MK SP REGULAR SP MK

1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
TOTAL

 Diisi malam hari (H-1)

sebelum kunjungan
 Dilaporkan ke SPV saat
 Diisi setiap hari dan dilaporkan via WA jam 19.00
morning briefing ke SPV kunjuangan
 Laporan diserahkan H+1 ke SPV dan ditandatangani
 DAILY REPORT SUPERVISOR
TANGGAL : KET :
NAMA SUPERVISOR :
DEPO :

SELL IN SP DATA
SELL IN MOBO (RP) SELL IN SP (PCS)
(PCS)
SELL IN
NO NAMA CANVASSER REALISASI KET
OTHERS
TARGET REALISASI SELISIH TARGET SP SELISIH SP DATA I SP DATA II
SP MK
REGULAR
1
2
3
4
5
6
7
8
9
10
TOTAL

Mengetahui (CSM / SM) Dibuat oleh

( ) ( )

 Diisi dan dilaporkan setiap hari ke HoS, CSM, BM dan SAM

 Memastikan bahwa laporan yang disampaikan oleh canvasser Valid
 Melakukan pembinaan kepada canvasser yang tidak tercapai target di hari kmr
 Melakukan tabulasi data ke sheet Summary report
Focus Action Plan Q1 2018

Revenue
DO Mobo participant & Mobo Trx
 Optimizing Tajir & Jitu participant  Outlet focusing data trx <600k
 Increase data natural revenue  Outlet commitment transaction 
 Bomber acquisition commitment letter min Mobo transc 600k
 MPC commitment  CSM & SPV Visit to outlet fosing
 LHC implemetation
 Deletion outlet Month
# Outlet with # outlet
Mobo Reload <1 populatio
Yellow prog. performance Nov 651 54% 1200
 Increase direct sales, community AVA & OSAT Des 665 55% 1200

acquisition  Add MD team Average 658 55% 1200

 Increase awareness Yellow *123# via  Selected branding matpro outlet (stiker &
spanduk branding & sosmed poster)
 Increase Yellow transaction in outlet  Increase advocacy : Kohoot Quiz & outlet audit
by CSM

CONTROL
Dashboard Monitoring & Improvement
 Revenue Forecast on February & March 2018
Plan Plan
NOTE Peb Mar
REVENUE Growht Keterangan REVENUE Growht Keterangan
Target Voice, sms, data natural 6,374,267,455 7,011,623,189
Forcast Revenue Voice + SMS 128,536,363.64 3,599,018,182 -10% (828,345,454.55) 120,824,181.82 3,745,549,636 -6% 146,531,454.55
Forecast Revenue Data natural 99,116,045.45 2,775,249,273 7% (96,337,090.91) 104,071,847.73 3,226,227,280 5% 450,978,006.82
Sub Total 6,374,267,455 6,971,776,916

Target Mobo 11,764,009,125 -2% 13,338,396,859 13%

Forecast Mobo
a. Mobo natural non program
350,000,000.00 350,000,000.00 0%
b. Joss & Moge program akusisi akusisi
- Joss 7,285,114,418 6,622,831,289 23% 8,013,625,859 7,285,114,418 10%
- Moge 5,000,000,000 4,545,454,545 6,000,000,000 5,454,545,455 20%
- Cring / happy 350,000,000 318,181,818 166% 350,000,000 318,181,818 0%

Sub total TajiCring 12,635,114,418 11,486,467,652 109% 14,363,625,859 13,057,841,690 14%

d. Efforless - -

Total MOBO 11,836,467,652 100% 13,407,841,690 13%

Achievement 100.6% 100.5%
Total Target 18,138,276,579 20,350,020,047
Total Forecast 18,210,735,107 20,379,618,606
GAP terhadap target 72,458,528 29,598,559
100.4% 100.1%
Cascading Revenue on February & March 2018

FEBRUARI MARCH

SUB CLUSTER TARGET REVENUE TARGET REVENUE

TOTAL TOTAL
JOSS MOGE CRING + HEPI JOSS MOGE CRING
KAB BANDUNG 4,658,400,000 4,600,000,000 280,410,002 9,538,810,002 5,124,240,000 5,060,000,000 308,451,002 10,492,691,002
KAB SUMEDANG 1,428,650,000 1,100,000,000 158,385,001 2,687,035,001 1,571,515,000 1,210,000,000 174,223,501 2,955,738,501

TOTAL 6,087,050,000 5,700,000,000 438,795,003 12,225,845,003 6,695,755,000 6,270,000,000 482,674,503 13,448,429,503

103.9% 101%

TRACKING
TARGET NON REVENUE Feb-18 Mar-18
Plan Plan
Sales Area Kab Bandung
Gross Sales 126,107 157,485
Outlet trad 98,163 129,541
Gadget 4,650 4,650
DS 4,000 4,000
Marcom/Community 3,618 3,618
SF 15,676 15,676
Sell in Canvasser
Mobo 6,767,824,505 7,057,175,659
SP Regular 44,102 53,743
SP MK 130,080 130,080
VLR 584,742 592,616
 Cascading Mobo Program on February
JOSS
SUB CLUSTER 650,000,000 250,000,000 95,000,000 50,000,000 29,000,000 6,000,000 650,000
TOTAL
# packet Rp # packet Rp # packet Rp # packet Rp # packet Rp # packet Rp # packet Rp
KAB BANDUNG 2 1,300,000,000 6 1,500,000,000 6 570,000,000 6 300,000,000 8 232,000,000 55 330,000,000 656 426,400,000 4,658,400,000
KAB SUMEDANG 0 0 3 750,000,000 2 190,000,000 3 150,000,000 6 174,000,000 10 60,000,000 161 104,650,000 1,428,650,000
TOTAL 2 1,300,000,000 9 2,250,000,000 8 760,000,000 9 450,000,000 14 406,000,000 65 390,000,000 817 531,050,000 6,087,050,000

Moge PROGRAM
SUB CLUSTER 500,000,000 250,000,000 100,000,000 50,000,000 TOTAL Nama Outlet HEPI CRUISE Target FEB
135.000.000 (nett)-plan
# packet Rp # packet Rp # packet Rp # packet Rp
Agus Soleh 1 40,500,000
KAB BANDUNG 5 2,500,000,000 4 1,000,000,000 2 200,000,000 18 900,000,000 4,600,000,000 1 40,500,000
dwimas gadget center
KAB SUMEDANG 0 0 2 500,000,000 0 0 12 600,000,000 1,100,000,000 MAKMUR GC 1 40,500,000
TOTAL 5 2,500,000,000 6 1,500,000,000 2 200,000,000 1,500,000,000 5,700,000,000 TAKOCI GADGET CENTER 1 1 40,500,000
TAKOCI GC 2 1 40,500,000
CRING DUTA KOMUNIKA 2 1 40,500,000
SUB CLUSTER 250K 600K 1.5K LM4 GR TOTAL dwimas gadget 1 40,500,000
# packet 2,220,000 # packet 5,160,000 # packet 12,795,001 # packet 19,575,000 Total 283,500,000
KAB BANDUNG 3 6660000 1 5160000 2 25590002 0 0 37,410,002
KAB SUMEDANG 2 4440000 2 10320000 5 63975001 2 39150000 117,885,001
TOTAL 5 11,100,000 3 15,480,000 7 89,565,003 39,150,000 155,295,003
 Cascading Non Revenue

Micro Cluster Kab Bandung Micro Cluster Kab Sumedang

TRACKING TRACKING
TARGET NON REVENUE Feb-18 Mar-18 TARGET NON REVENUE Feb-18 Mar-18
Plan Plan Plan Plan
Micro Cluster Kab Bandung Micro Cluster Kab Sumedang
Gross Sales 102,147 106,669 Gross Sales 23,960 29,922
Outlet trad 81,252 3,767 Outlet trad 16,911 22,873
Gadget 3,767 1,500 Gadget 884 884
DS 1,500 2,930 DS 2,500 2,500
Marcom/Community 2,930 12,698 Marcom/Community 687 687
SF 12,698 SF 2,978 2,978
Sell in Canvasser Sell in Canvasser
Mobo 5,481,937,849 5,716,312,284 Mobo 1,285,886,656 1,340,863,375
SP Regular 37,463 45,272 SP Regular 6,639 8,471
SP MK 105,365 105,365 SP MK 24,715 24,715
VLR 473,641 480,019 VLR 111,101 112,597
Thank You