KIKIS

DPMN05

OBJECTIVE 1 ( Achievement)
Achievement
Sales Volume YTD # 53:

Brand
DSS12
SAH12
MLD16
MBR20
MBL20
UML16
DSM12

Core
Potential
Other
Total

Share Of Market YTD Nov 2014 :

Brand Family
DSSK Fam
DSM
Sampoerna A Fam
Samp Kretek Fam
Marlboro Fam
UML16
DMB16
Company HMS

Product Return : -
Marginal Contribution :

OBJECTIVE 2 ( Achievement) Achievement

1. WDL & WOOS performance (Nov14)

Core Brand (WDL/WOOS)

DSS12
SAH12
MLD16
MBR20
MBL20
UML16
DSM12
DSS16

Potential Brand (WOOS)

Average : 3

2. KSI Achievement (Avarege s.d wk 5214)

A. Coverage compliance RRO

Plan Coverage Compliance ( in route visit ) = 89%

B. Handling/OOS/Visibility RRO

Core Brand
BRAND
DSS12
SAH
 MLD16
UML16
MBR20
MBL20
DSM
DSS16
MLD12
DMB16

Potensial dan Other Brand

PAS12
AVR16
AVM16
MBM20
MML20
MTL16
DSB12

Potensial dan Other Brand

C. Handling/OOS/Visibility STAR
BRAND
DSS12
SAH
MLD16
UML16
MBR20
MBL20
DSM
DSS16
MLD12
DMB16

D. Planogram compliance at KA (IDM)

PoG compliance before

OBJECTIVE 3 ( Achievement) Achievement YTD 52 2014

1. Coverage Management

A. Maintain&optimizing num and weighted coverage

RRO
STAR
Tot GT

District coverage (main island) = 100%

KA Downline Coverage = 100%

KA Indomaret : 3 outlet
KA Alfamart : 5 outlet

B. Call cycle optimization

Current REE 30 REE, Java Expantion Start #35
-RRO CSU composition 1x1 : 1x2 = 45:55
-RRO Weekly composition 1x1 : 1x2 = 45:55
-Daily target call average 27 outlet
-STAR call composition 1x2 = 100%

2. Merchandising Coverage
Numeric PPOSM coverage = 12 %

TST:
Invest
 Explore
Optimize
Defend
Minimize

3. Merchandising Compliance
-PPOSM Compliance
-Planogram compliance
-Visual cycle compliance
-TPOSM placement

OBJECTIVE 4 ( Achievement) Achievement YTD # 52

1. Manage Budget Wisely
Use of resources mio 672 IDR (84%)
Sales Allowance
TTP budget
BDF budget
Trade Cycle
PPOSM
Magnum Blue
Magnum Filter

2. Maintain all HQ & Regional Retail Platform

Program name
SRC Prima
Regional Platform

3. Program Execution & Monitoring

Support Area to succesfully
Trade Program
TOP1&2
TOP3&4
Switch Culture
Ser A Mild
Ser U Mild
Ser A Liga B
Serangan Extention
Serangan Additional
Serangan Asyik
Blue Sky
Prabu
TOP ADDITIONAL
TOP Extention

OBJECTIVE 5 ( Achievement) 1. Routine supervision of the REE to ensure operational activities and programs are carrie
2.Rutin evaluate the resources so that all activities can be run well .
3.Rutin provide operational activity reports , promotion , market information and competit
4.Rutin provide field findings for managers and co-workers
 (000) YTD 2014 Remark
73,260 (vs OB : 93.9% and vs LY : - 13.9%)
97,283 (vs OB : 95.9% and vs LY : - 5.0%)
201,216 (vs OB : 100.5% and vs LY : + 12.2%)
66,620 (vs OB : 106.8% and vs LY : + 11.9%)
8,779 (vs OB : 91.3% and vs LY : + 2.7%)
169,994 (vs OB : 121.1% and vs LY : + 40.9%)
31,799 (vs OB : 122.3% and vs LY : + 109.6%)

648,951 (vs OB : 105% and vs LY : + 23%)

30.387 (vs OB : 161% and vs LY : + 52%)
26,389 (vs OB : 151.6% and vs LY : - 5%)
705,727 (vs OB : 106.8% and vs LY : +7.3%)

SoM
6.00%
1.40%
8.20%
3.90%
3.20%
5.20%
0.20%
28.10% (- 0.4% vs OB and 1.4%vs LY)

WDL WOOS
93 8
86 16
86 9
65 8
43 4
90 13
72 10
45 4

Handling OOS VIS

99.5 2.6 90.0
99.5 4.0 88.8
 99.5 3.0 90.2
99.5 4.5 88.8
99.5 5.5 87.6
99.2 12.6 79.5
99.2 6.5 87.0
97.4 14.0 76.4
89.1 20.6 65.8
66.2 28.6 73.5

Handling OOS VIS

78.2 23.8 54.1
71.5 26.7 47.9
62.4 26.6 42.1
81.2 24.2 56.3
57.2 25.4 39.5
72.5 28.6 46.9
94.1 18.1 70.0

Handling OOS VIS

74 25 51

DL OOS VIS
94.3% 10.6% 68.3%
97.3% 8.9% 74.8%
96.7% 9.8% 76.7%
87.6% 14.3% 68.7%
72.5% 30.7% 62.0%
21.4% 75.3% 17.0%
70.9% 31.6% 56.3%
42.9% 56.6% 30.9%
8.7% 82.6% 7.2%
78.1% 34.2% 56.5%

81%

Outlet Numeric Weighted

1019 22% 53%
955 21% 18%
1974 42% 71%

% to CSU PPOSM
15% 35%
 66% 62%
2% 1%
5% 0%
12% 2%

100%
97%
100%
100%

1,461,956,913 116%
194,272,688 75%
554,056,594 142%
146,730,548 118%
48,301,634 144%
71,256,525 179%
416,210,035 109%
31,128,889 87%

Numeric Visibility Stick Availability

21 92% 95%
790 100% 74%

Panel Consumer Reach Budget Success Rate

28 1390 59,270,073 96%
25 1315 8,718,487 74%
2 320 933,333 88%
10 369 1,833,333 82%
117 5579 18,720,000 84%
162 7133 24,465,306 69%
4 208 864,770 25%
6 275 1,496,559 22%
89 3,327 24,783,126 54%
186 8,458 17,872,757 36%
260 15,552 70,746,420 66%
2 63 1,058,027 100%
3 230 3,753,880 100%

al activities and programs are carried out.

n be run well .
n , market information and competitor activity information
REE
TERRITORY

OBJECTIVE 1 ( Achievement)
Achievement
Sales Volume YTD # 53:

Brand
DSS12
SAH12
MLD16
MBR20
MBL20
UML16
DSM12

Core
Potential
Other
Total

Share Of Market YTD Nov 2014 :

Brand Family
DSSK Fam
DSM
Sampoerna A Fam
Samp Kretek Fam
Marlboro Fam
UML16
DMB16
Company HMS

Product Return : -
Marginal Contribution :

OBJECTIVE 2 ( Achievement) Achievement

1. WDL & WOOS performance (Nov14)

Core Brand (WDL/WOOS)

DSS12
SAH12
MLD16
MBR20
MBL20
UML16
DSM12
DSS16

Potential Brand (WOOS)

Average : 3

2. KSI Achievement (Avarege s.d wk 5214)

A. Coverage compliance RRO

Plan Coverage Compliance

B. Handling/OOS/Visibility RRO

Core Brand
BRAND
DSS12
SAH
 MLD16
UML16
MBR20
MBL20
DSM
DSS16
MLD12
DMB16

Potensial dan Other Brand

PAS12
AVR16
AVM16
MBM20
MML20
MTL16
DSB12

Potensial dan Other Brand

C. Handling/OOS/Visibility STAR
BRAND
DSS12
SAH
MLD16
UML16
MBR20
MBL20
DSM
DSS16
MLD12
DMB16

D. Planogram compliance at KA (IDM)

PoG compliance before

OBJECTIVE 3 ( Achievement) Achievement YTD 52 2014

1. Coverage Management

A. Maintain&optimizing num and weighted coverage

RRO
STAR
Tot GT

District coverage (main island) = 100%

KA Downline Coverage = 100%

KA Indomaret
KA Alfamart

B. Call cycle optimization

Current REE 30 REE, Java Expantion Start #35
-RRO CSU composition 1x1 : 1x2 = 45:55
-RRO Weekly composition 1x1 : 1x2 = 45:55
-Daily target call average 27 outlet
-STAR call composition 1x2 = 100%

2. Merchandising Coverage
Numeric PPOSM coverage = 12 %

TST:
Invest
 Explore
Optimize
Defend
Minimize

3. Merchandising Compliance
-PPOSM Compliance
-Planogram compliance
-Visual cycle compliance
-TPOSM placement

OBJECTIVE 4 ( Achievement) Achievement YTD # 52

1. Manage Budget Wisely
Use of resources mio 672 IDR (84%)
Sales Allowance
TTP budget
BDF budget
Trade Cycle
PPOSM
Magnum Blue
Magnum Filter

2. Maintain all HQ & Regional Retail Platform

Program name
SRC Prima
Regional Platform
-TTD: 744 / 94 / 61
-Non Support: 2374 / 87 / 13

3. Program Execution & Monitoring

Support Area to succesfully
Trade Program
TOP1&2
OBJECTIVE 5 ( Achievement) TOP3&4
Switch Culture
Ser A Mild
Ser U Mild
Ser A Liga B
Serangan Extention
Serangan Additional
Serangan Asyik
Blue Sky
Prabu
TOP ADDITIONAL
TOP Extention

SRC

OBJECTIVE 5 ( Achievement)
 (000) YTD 2014 Remark
73,260 (vs OB : 93.9% and vs LY : - 13.9%)
97,283 (vs OB : 95.9% and vs LY : - 5.0%)
201,216 (vs OB : 100.5% and vs LY : + 12.2%)
66,620 (vs OB : 106.8% and vs LY : + 11.9%)
8,779 (vs OB : 91.3% and vs LY : + 2.7%)
169,994 (vs OB : 121.1% and vs LY : + 40.9%)
31,799 (vs OB : 122.3% and vs LY : + 109.6%)

648,951 (vs OB : 105% and vs LY : + 23%)

30.387 (vs OB : 161% and vs LY : + 52%)
26,389 (vs OB : 151.6% and vs LY : - 5%)
705,727 (vs OB : 106.8% and vs LY : +7.3%)

SoM
6.00%
1.40%
8.20%
3.90%
3.20%
5.20%
0.20%
28.10% (- 0.4% vs OB and 1.4%vs LY)

WDL WOOS
93 8
86 16
86 9
65 8
43 4
90 13
72 10
45 4

Handling OOS VIS

Handling OOS VIS

Handling OOS VIS

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

DL OOS VIS

Outlet Numeric Weighted

% to CSU PPOSM
Numeric Visibility Stick Availability

Panel Consumer Reach Budget Success Rate

STICK SELLING % Visibility HMS %

OBJECTIVE 1
Support Area to achieve Sales Volume and Quantity of Achievement:
Share of Market 2014
Sales volume (mio sticks)
Total : 659.9
Core Brand : 595.9
Potential Brand : 35.0
Other Brand : 22.4
Share of market
Achieve 28.5 % share of market
Marginal Contribution
Increase MC to USD 11.32 mio
Minimize Product Return Ratio to 0.16%
OBJECTIVE 1 ( Achievement)
Manage allocation of supply and business
process at RE to support regions volume and
SoM achievement :
BRAND TOTAL Q1 Q2 Q3 Q4
DSS12: 67.6 16.5 17.0 17.0 17.1
SAH12: 104.0 24.9 26.2 25.7 27.2
MLD16: 202.8 48.4 50.8 50.5 53.1
MBR20: 62.4 14.4 15.3 15.8 16.8
MBL20: 8.3 1.8 2.1 2.2 2.3
UML16: 150.8 33.7 36.9 38.0 42.1
DSM12: 26.0 5.4 6.3 6.6 7.7
Core : 595.9 141.6 148.3 50.9 155.1
Pot : 35.0 7.6 8.6 8.8 10.0
Others: 28.9 7.0 7.3 7.2 7.4
Total : 659.9 156.2 164.3 166.8 172.6
Total Share Of Market : 28.5 %
Quality of achievements :
*) Gradually balance the allocation of supply to
retail customers based on market conditions to
ensure retailers natural purchase habit to
wholesaler and to comply with existing rules and
internal strategies.
*) Improving quality of execution and trade
education of REE to accelerate HMS/PMI
products growth.
- Timeliness of delivery : end of Q4 2014
Achievement
Sales Volume YTD # 53:
Brand (000) YTD 2014
DSS12 73,260
SAH12 97,283
MLD16 201,216
MBR20 66,620
MBL20 8,779
UML16 169,994
DSM12 31,799

Core 648,951
Potential 30.387
Other 26,389
Total 705,727

Share Of Market YTD Nov 2014 :

Brand Family SoM

DSSK Fam 6.00%
DSM 1.40%
Sampoerna A Fam 8.20%
Samp Kretek Fam 3.90%
Marlboro Fam 3.20%
UML16 5.20%
DMB16 0.20%
Company HMS 28.10%

Product Return : -
Marginal Contribution :
Remark
(vs OB : 93.9% and vs LY : - 13.9%)
(vs OB : 95.9% and vs LY : - 5.0%)
(vs OB : 100.5% and vs LY : + 12.2%)
(vs OB : 106.8% and vs LY : + 11.9%)
(vs OB : 91.3% and vs LY : + 2.7%)
(vs OB : 121.1% and vs LY : + 40.9%)
(vs OB : 122.3% and vs LY : + 109.6%)

(vs OB : 105% and vs LY : + 23%)

(vs OB : 161% and vs LY : + 52%)
(vs OB : 151.6% and vs LY : - 5%)
(vs OB : 106.8% and vs LY : +7.3%)

(- 0.4% vs OB and 1.4%vs LY)

OBJECTIVE 2

Continuously optimize distribution performance Timeliness of delivery

across retail universe:

*) Quarterly review area performance
1. To achieve WDL & WOOS performance Q1 : 4th week in Mar 14
Q2 : 4th week in Jun 14
Core Brand (WDL/WOOS): Q3 : 4th week in Sep 14
-DSS12 : 95 / 4 Q4 : 3rd week in Dec 14
-SAH12 : 92 / 5 Compare and evaluate monthly progress of
-MLD16 : 92 / 4 achievements by AC Nielsen data for further
-MBR20 : 70 / 6 improvement.
-MBL20 : 63 / 6
-UML16 : 90 / 5 *) All target must be achieve at end of Q4 2014
-DSM12 : 55 / 7 Quality of achievements:
-DSS16 : 63 / 5
*) Emphasizing the major brands of the brand
Potential Brand (WOOS): and Focus on consumer centric areas that have a
-Average : 5 greater impact on results.

2. To reach KSI target: *) Minimize bad stock

A. Ensure coverage compliance RRO *) All visibility give high impact by optimizing
Planned coverage compliance = 95% level Medium Up for core brands and level Low
for potential & other brands
B. Handling/OOS/Visibility RRO
Core Brand :
-DSS12: 100 / 2 / 97
-SAH12: 100 / 3 / 96
-MLD16: 100 / 3 / 96
-MBR20: 100 / 4 / 90
-MBL20: 98 / 6 / 79
-UML16: 100 / 5 / 87
-DSM12: 100 / 6 / 81
-DSS16: 98 / 8 / 73
-MLD12: 80 / 15 / 59
-DMB16: 100 / 6 / 90

Potential & Others :

Average: 75 / 15 / 58

C. Handling/OOS/Visibility STAR
Core Brand
-DSS12: 99 / 5 / 89
-SAH12: 99 / 5 / 88
-MLD16: 96 / 8 / 86
-MBR20: 82 / 22 / 73
-MBL20: 41 / 60 / 38
-UML16: 94 / 11 / 83
-DSM12: 59 / 44 / 53
-DSS16: 45 / 57 / 41
-DMB16: 90 / 10 / 75

D. Planogram compliance at KA (IDM)

PoG compliance before (in) = 50%

1. To achieve WDL & WOOS performance

Core Brand (WDL/WOOS):

-DSS12 : 95 / 4
-SAH12 : 92 / 5
-MLD16 : 92 / 4
-MBR20 : 70 / 6
-MBL20 : 63 / 6
-UML16 : 90 / 5
-DSM12 : 55 / 7
-DSS16 : 63 / 5

Potential Brand (WOOS):

-Average : 5

2. To reach KSI target:

A. Ensure coverage compliance RRO

Planned coverage compliance = 95%

B. Handling/OOS/Visibility RRO
Core Brand :
-DSS12: 100 / 2 / 97
-SAH12: 100 / 3 / 96
-MLD16: 100 / 3 / 96
-MBR20: 100 / 4 / 90
-MBL20: 98 / 6 / 79
-UML16: 100 / 5 / 87
-DSM12: 100 / 6 / 81
-DSS16: 98 / 8 / 73
-MLD12: 80 / 15 / 59
-DMB16: 100 / 6 / 90
Potential & Others :
Average: 75 / 15 / 58

C. Handling/OOS/Visibility STAR
Core Brand
-DSS12: 99 / 5 / 89
-SAH12: 99 / 5 / 88
-MLD16: 96 / 8 / 86
-MBR20: 82 / 22 / 73
-MBL20: 41 / 60 / 38
-UML16: 94 / 11 / 83
-DSM12: 59 / 44 / 53
-DSS16: 45 / 57 / 41
-DMB16: 90 / 10 / 75

D. Planogram compliance at KA (IDM)

PoG compliance before (in) = 50%
OBJECTIVE 3

Operational Excellence
1. Coverage Management

A. Maintain&optimizing num and wtd

coverage
-RRO: 1,121 otl / Num 22% / Wtd 51%
-STAR: 1,034 otl / Num 20% / Wtd 14%
-Tot GT: 2,155 otl / Num 42% / Wtd 65%

District coverage (main island) = 100%

KA Downline Coverage = 100%

B. Call cycle optimization

-RRO CSU composition 1x1:1x2 = 44 : 58
-RRO Weekly composition 1x1:1x2 = 60:40
-Daily target call average 26 outlet
-STAR call composition 1x2 = 100%

2. Merchandising Coverage

-Numeric PPOSM coverage = 27%

3. Merchandising Compliance

-PPOSM Compliance 100%

-PPOSM Bad Condition max 10%
-Planogram compliance 85%
-Visual cycle compliance 100%
-TPOSM placement 100%
Quantity of achievements:

-All target achieved on schedule

-100% new PPOSM installed
-TPOSM placement priority at panel trade
program

Quality of achievements:

-Should impact on volume & SOM increase

-Realignment & Replacement outlet RRO to

more weighted and high capability outlet in
consumer centric. Ensure no overlapping outlets
between RRO & STAR

-Realignment of call cycle in RRO impact to

time spent at outlet thus more focus on
engagement activity.

-Right placement of new PPOSM impact on

increasing HMS presence especially at district
where the competition is stringent

Customer Impact/Value Added:

-Consistency look and interesting outlet

appearances

Timeliness of delivery:
-Coverage, call cycle and merchandising
coverage must be completed at end of Q3

-Merchandising compliance at end of Q4

OBJECTIVE4

Excellent Execution on Budget Spending by

Optimizing Trade Promo Achievement

1. Manage Budget Wisely

Use of resources mio 931 IDR
-Sales Allowance 259 mio
-TTP budget 484 mio
-BDF budget 123 mio
-Trade Cycle budget 64 mio

2. Maintain all HQ & Regional Retail Platform

(Program name: numeric/visibility/stick
availability)
-SRC Prima: 99 / 99 / 57
-SRC POSM: 4 / 100 / 33
-Regional Platform: 613 / 98 / 57
-TTD: 1676 / 92 / 48
-Non Support: 1414 / 77 / 12
-STAR: 6050 / - / 6

3. Program Execution & Monitoring

(Program name: panel/cons reach/budget/Core
KPI)
-TOP: 613 / 31094 / 280 mio / pvp, sp, smp
-Switch Culture: 30 / 713 / 14 mio / pvp, sp
-Ser A Mild: 376 / 18754 / 55 mio / pvp, sp,
smp
-Ser U Mild: 596 / 29400 / 80 mio / pvp, sp,
smp
Use of resources:

- Budget (in mio) = IDR 13,067

Monitoring & controlling by SPIS program

Quantity of achievements:

-All trade promo running on schedule

-100% achieve target panel
-Minimum 90% panel comply mechanism
-Minimum 80% panel STAR promo comply
mechanism

Quality of achievement
-Should impact on volume & SOM increase
-All SRC have clean and neat consistency look
-Easy-to-execute promo mechanism
Team/Unit contribution:
-Appoint PIC project
-All employee involve and take part in promo
succession

Timeliness of delivery :

all budget and promo activity must be done by

Q4 2014
OBJECTIVE 5

Better implement commercial activities across

retail organization
BP/BOWATTS in everyday activity (eg. Trade
promo)
Better Resources allocation ( planning,
execution & evaluation )
Enhance collaboration across commercial
organization
Routine report
Sharing information
Timeliness of delivery

-Routine report every week

Quality of achievements

-Increasing HMS products performance

Team/Unit contribution:

-Ensure all employee involved and actively take

part
PERFORMANCE

% Numeric Handling DSS12 SAH12 MLD16 SAH12 UML16

SLS ASO RE Pamekasan 98.9 98.9 98.9 98.9 98.9
DPMN005 98.9 98.9 98.9 98.9 98.9
TPMN01 99.8 99.8 99.8 99.8 99.8
TPMN02 99.8 99.8 99.8 99.8 99.8
TPMN03 99.6 99.6 99.6 99.6 99.6
TPMN04 99.7 99.7 99.9 99.7 99.7
TPMN05 85.4 69.7 88.1 69.7 99.9

% Numeric OOS DSS12 SAH12 MLD16 SAH12 UML16

SLS ASO RE Pamekasan 4.0 4.7 6.0 4.7 6.0
DPMN005 6.2 6.5 9.0 6.5 9.0
TPMN01 3.1 3.9 3.2 3.9 3.8
TPMN02 2.9 3.9 2.3 3.9 4.5
TPMN03 3.1 3.2 3.1 3.2 2.8
TPMN04 1.2 1.5 1.8 1.5 1.7
TPMN05 1.9 2.3 2.7 2.3 1.5

% Visibility DSS12 SAH12 MLD16 SAH12 UML16

SLS ASO RE Pamekasan 88.0 87.5 86.6 87.5 86.6
DPMN005 86.8 87.4 84.2 87.4 84.2
TPMN01 81.7 82.3 87.1 82.3 83.3
TPMN02 93.5 92.0 95.3 92.0 91.6
TPMN03 93.4 93.6 93.9 93.6 92.1
TPMN04 91.8 92.0 93.1 92.0 91.7
TPMN05 89.7 89.4 90.2 89.4 88.5

% Planned Coverage Compliance DSS12 SAH12 MLD16 SAH12 UML16

SLS ASO RE Pamekasan 91.9 91.9 91.9 91.9 91.9
DPMN005 89.2 89.2 89.2 89.2 89.2
TPMN01 90.1
TPMN02 89.8
TPMN03 92.6
TPMN04 92.5
TPMN05 90.5

COVERAGE
Territory Num Weg
TPMN01 19% 64% 83%
TPMN02 18% 82%
TPMN03 67% 76%
TPMN04 17% 34%
TPMN05 25% 54%
KEY ACCOUNT (KA Downline)
Territory KA % POG In% POG Out
TPMN01 4 100% 100%
TPMN02 9 91% 91%
TPMN03 3 93% 93%
TPMN04 1 100% 100%
TPMN05 3 58% 58%
Grand Total 20 81% 79%

CALL CYCLE

SalesmanFirstName 1X2 1X1 Grand Total CSU 1X2

TPMN01 133 146 279 221 75
TPMN02 120 142 262 188 46
TPMN03 164 112 276 220 108
TPMN04 162 88 250 204 116
TPMN05 158 110 268 217 107
Grand Total 737 598 1335 1050 452
MBR20 MBL20 DSM12 DSS16 MLD12 DMB16 PAS12
98.9 97.1 98.9 94.1 93.8 96.8 61.3
98.7 93.5 98.8 91.4 89.9 96.1 56.8
99.8 99.3 99.4 90.0 82.9 97.0 78.1
99.7 98.7 99.3 94.6 90.7 97.8 81.6
99.6 99.1 98.8 95.1 87.0 67.0 77.3
99.7 99.7 99.8 97.3 89.0 71.4 89.7
66.9 82.1 99.9 99.4 91.9 60.2 85.4

MBR20 MBL20 DSM12 DSS16 MLD12 DMB16 PAS12

7.5 13.8 5.9 18.4 18.2 6.4 36.2
11.5 22.7 10.3 23.8 28.5 8.1 44.9
5.1 9.6 7.4 20.2 14.9 5.9 29.9
5.0 12.6 6.7 15.5 17.0 6.1 20.8
4.8 10.2 6.2 14.6 21.2 13.8 23.4
2.7 8.1 3.2 12.4 16.3 7.6 18.1
3.2 10.0 5.0 16.8 17.7 22.4 22.6

MBR20 MBL20 DSM12 DSS16 MLD12 DMB16 PAS12

85.2 77.2 88.0 69.8 71.2 81.8 34.4
81.5 67.5 84.2 63.2 59.4 79.4 27.6
82.7 74.8 82.9 57.6 60.8 79.2 45.5
92.0 81.7 89.3 74.4 70.1 85.6 59.8
92.1 85.5 89.6 77.8 64.7 57.9 55.7
90.7 84.3 92.2 77.3 69.4 64.8 67.5
88.6 81.2 87.0 73.8 69.3 57.5 57.6

MBR20 MBL20 DSM12 DSS16 MLD12 DMB16 PAS12

91.9 91.9 91.9 91.9 91.9 91.9 91.9
89.2 89.2 89.2 89.2 89.2 89.2 89.2
91.5
60.7
86.9
91.2
92.7
 Composition by CSU Composition Weekly
1X1 Composisi 1x2Composisi 1x11X2 1X1
146 63% 37% 47% 53%
142 25% 75% 18% 82%
112 33% 67% 31% 69%
88 43% 57% 36% 64%
110 29% 71% 25% 75%
598 43% 57% 55% 0%
AVR16 AVM16 MBM20 MML20 MTL16
51.9 43.1 61.3 46.2 63.2
46.5 36.9 56.7 47.3 56.6
58.5 55.5 80.1 52.6 67.7
69.0 64.3 74.6 63.3 79.7
79.5 70.1 79.7 66.1 81.5
72.6 60.3 82.7 60.8 76.7
84.5 69.7 88.1 66.9 82.1

AVR16 AVM16 MBM20 MML20 MTL16

37.4 37.8 34.2 32.9 36.8
47.4 45.5 44.4 38.3 45.4
26.1 24.0 26.6 26.4
18.9 18.9 17.5 20.9
21.1 21.0 24.8 22.0
27.2 23.3 25.1 26.1
23.7 21.7 20.7 26.1

AVR16 AVM16 MBM20 MML20 MTL16

28.4 24.1 36.1 28.4 35.0
21.4 18.7 28.7 27.7 26.3
35.2 35.4 51.5 35.3 42.7
50.6 47.5 56.0 48.1 57.0
59.1 52.1 59.3 46.8 59.7
49.9 41.1 57.9 41.7 50.8
56.8 48.8 61.5 48.5 53.9

AVR16 AVM16 MBM20 MML20 MTL16

91.9 91.9 91.9 91.9 91.9
89.2 89.2 89.2 89.2 89.2
91.5 91.5 91.5 91.5 91.5
60.7 60.7 60.7 60.7 60.7
86.9 86.9 86.9 86.9 86.9
91.2 91.2 91.2 91.2 91.2
92.7 92.7 92.7 92.7 92.7
REE Average of Stick Selling2 Average of Visibility all HMS2
01 92% 92%
02 96% 96%
03 94% 97%
04 73% 92%
05 75% 75%
Grand Total 92% 95%
SUMMARY BY AREA

No Terrirtory REE PANELS Stock Before Consumer

Panel
Reach
1 TPMN001 Nanang Setyohadi 15 874 15 465
2 TPMN002 Sony TW 24 1,881 24 1182
3 TPMN003 Andy Cahyono 8 484 8 414
4 TPMN004 Mojianto 1 67 1 80
5 TPMN006 M Makmun 36 2,278 36 1931
6 TPMN007 Ahmad Riyadi 18 764 18 937
7 TPMN008 Agus Apriadi 39 1,350 39 1523
8 TPMN009 Amirudin 10 315 10 389
9 TPMN012 Micky 7 728 7 630
10 TPMN013 M Hosni 10 598 10 840
11 TPMN014 Syafariato 20 640 20 873
12 TPMN015 Susmartono 5 1,122 5 523
13 TPMN016 Stephanus Aris LD 23 674 23 1057
14 TPMN018 Zainur Rosikin 30 734 30 1285
15 TPMN025 Moh Slamet 4 22 4 208
16 TPMN026 Ahmad Fajar E 22 574 22 1343
17 TPMN027 Dedy Widarto 13 1,421 13 770
18 TPMN028 Taufik Rizain 3 31 3 177
19 TPMN029 Muhaiyimin 1 36 1 70
20 TPMN030 Slamet Heriyanto 11 366 11 420

DPMN001 48 3,305 48 2141

DPMN002 103 4,707 103 4780
DPMN003 42 3,088 42 2866
DPMN004 53 1,408 53 2342
DPMN005 4 22 4 208
DPMN006 50 2,428 50 2780
AREA TOTAL 300 14,958 300 15117
Budget Success Rate Bulan 1 Bulan 2 Bulan 3

3,242,888 96% 87% 100% 100%

5,188,621 85% 54% 100% 100%
1,729,540 75% 88% 75% 63%
216,193 100% 100% 100% 100%
7,782,931 85% 56% 100% 100%
3,891,465 80% 44% 100% 94%
8,431,508 86% 82% 95% 82%
2,161,925 77% 50% 90% 90%
1,513,348 90% 86% 100% 86%
2,161,925 57% 70% 50% 50%
4,323,851 70% 65% 70% 75%
1,080,963 73% 60% 80% 80%
4,972,428 74% 48% 74% 100%
6,485,776 78% 53% 90% 90%
864,770 25% 0% 50% 25%
4,756,236 80% 73% 73% 95%
2,810,503 85% 62% 100% 92%
648,578 44% 67% 33% 33%
216,193 67% 0% 100% 100%
2,378,118 88% 64% 100% 100%

10,377,241 89% 71% 96% 94%

22,267,830 82% 63% 97% 91%
9,080,086 73% 69% 71% 71%
11,458,204 76% 51% 83% 94%
864,770 25% 0% 50% 25%
10,809,626 73% 66% 84% 92%
64,857,758 70%
SUMMARY BY AREA

No Terrirtory REE PANELS Stock Before Consumer

Panel
Reach
1 TPMN001 NANANG SETIYOHADI 9 168 9 380
2 TPMN002 SONY TRI WICAKSANA 6 134 6 560
3 TPMN003 ANDI CAHYONO 22 456 22 1580
4 TPMN004 MUJIANTO MUJIANTO 27 634 27 1572
5 TPMN005 SYAIFULLAH SYAIFULLAH 24 367 24 1551
6 TPMN006 MOHAMMAD MAKMUN 14 352 14 644
7 TPMN007 ACHMAD RIYADI 7 263 7 425
8 TPMN008 AGUS APRIADI 7 147 7 355
9 TPMN009 AMIRUDIN 2 24 2 152
10 TPMN010 HERLIYANTO 1 7 1 35
11 TPMN011 MOHAMAD SAKUR 26 849 26 1878
12 TPMN012 MICKY 24 429 24 1524
13 TPMN013 MOH. HOSNI 18 174 18 1397
14 TPMN014 SYAFARIANTO 8 216 8 625
15 TPMN015 RADEN SUSMARTONO 28 480 28 2661
16 TPMN016 STEPHANUS ARIS LD 5 41 5 330
17 TPMN018 ZAINUR ROSIKIN 6 145 6 315
18 TPMN019 PRINGGO AS 14 247 14 904
19 TPMN025 MOH. SLAMET 6 22 6 275
20 TPMN026 AKHMAD FAJAR EFENDI 20 235 20 1225
21 TPMN027 DEDY WIDHARTO 12 89 12 690
22 TPMN030 SLAMET HERIYANTO 14 53 14 400

DPMN001 88 1,759 88 5643

DPMN002 31 793 31 1611
DPMN003 104 2,148 104 8085
DPMN004 25 433 25 1549
DPMN005 6 392 6 275
DPMN006 46 377 46 2315
AREA TOTAL 300 5,532 300 19478
 Success
Budget Bulan 1 Bulan 2 Bulan 3
Rate
2,244,839 85% 89% 89% 78%
1,496,559 100% 100% 100% 100%
5,487,384 88% 86% 82% 95%
6,734,517 93% 96% 93% 89%
5,986,238 83% 75% 88% 88%
3,491,972 90% 93% 86% 93%
1,745,986 95% 100% 86% 100%
1,745,986 95% 100% 86% 100%
498,853 100% 100% 100% 100%
249,427 67% 100% 100% 0%
6,485,091 68% 81% 77% 46%
5,986,238 97% 92% 100% 100%
4,489,678 74% 72% 94% 56%
1,995,413 88% 100% 88% 75%
6,983,944 70% 71% 82% 57%
1,247,133 60% 60% 80% 40%
1,496,559 67% 50% 83% 67%
3,491,972 83% 86% 86% 79%
1,496,559 22% 17% 17% 33%
4,988,531 48% 50% 55% 40%
2,993,119 78% 58% 83% 92%
3,491,972 86% 79% 93% 86%

21,949,538 90%
7,732,224 90%
25,940,363 79%
6,235,664 70%
1,496,559 22%
11,473,622 71%
74,827,970 70%
SUMMARY BY AREA

No Terrirtory REE PANELS

Panel

1 TPMN010 HERLIYANTO HERLIYANTO 7 7

2 TPMN016 STEPHANUS ARIS LEWA DOREN 2 2

3 TPMN017 M RIZKI PUTRA 3 3

4 TPMN018 ZAINUR ROSIKIN 2 2

5 TPMN019 PRINGGO ADI SASONGKO 8 8

6 TPMN020 MANOHARA 11 11

7 TPMN021 M. YUNUS 10 10

8 TPMN022 (NEW REE) 14 14

9 TPMN023 IMAM DJAUHARI 22 22

10 TPMN024 ACHMAD SUPRIADI 31 31

11 TPMN025 MOH. SLAMET 12 12

12 TPMN026 AKHMAD FAJAR EFENDI 5 5

13 TPMN027 DEDY WIDHARTO 11 11

14 TPMN028 MOHAMMAD TAUFIQ RIZAIN 17 17

15 TPMN029 MUHAIYIMIN MUHAIYIMIN 24 24

16 TPMN030 SLAMET HERIYANTO 21 21

DPMN001 0
DPMN002 7 7
DPMN003 0
DPMN004 26 26
DPMN005 89 89
DPMN006 78 78
AREA TOTAL 200 #REF! 200
Consumer Realisasi Success
Budget Bulan 1 Bulan 2 Bulan 3
Reach budget Rate
228 1,674,300 812,566 0%
140 265,830 265,830 67% 2 2
167 455,911 455,911 44% 1 3
60 265,830 265,830 100% 2 2 2
665 2,651,534 2,651,534 50% 4 8
786 2,835,523 2,523,662 61% 4 7 9
324 2,073,045 2,073,045 70% 2 9 10
545 4,676,481 2,632,162 24% 3 1 6
847 6,372,628 3,296,798 15% 6 2 2
1073 13,604,502 13,278,630 86% 24 26 30
538 3,828,364 3,502,491 75% 7 9 11
575 950,404 876,404 53% 2 2 4
920 2,377,457 2,229,457 79% 9 8 9
754 6,274,883 6,174,883 63% 4 13 15
990 7,641,121 7,265,249 83% 18 20 22
540 7,349,443 7,087,581 73% 12 14 20

228 1,674,300 812,566 0%

1818 6,474,628 6,162,766 64%

3327 30,555,019 24,783,126 54%
3779 24,593,309 23,633,574 70%
9152 63,297,255 55,392,032 47%
Bulan 1 Bulan 2 Bulan 3

0% 0% 0%
0% 100% 100%
0% 33% 100%
100% 100% 100%
0% 50% 100%
36% 64% 82%
20% 90% 100%
21% 7% 43%
27% 9% 9%
77% 84% 97%
58% 75% 92%
40% 40% 80%
82% 73% 82%
24% 76% 88%
75% 83% 92%
57% 67% 95%
SUMMARY BY AREA

No Terrirtory Trade PANELS Jml Smoker

Panel

1 TPMN001 NANANG SETIYOHADI 60 1,987 60

2 TPMN002 SONY TRI WICAKSANA 28 2,172 28
3 TPMN003 ANDI CAHYONO 36 2,034 36
4 TPMN004 MUJIANTO MUJIANTO 42 2,053 42
5 TPMN005 SYAIFULLAH SYAIFULLAH 39 2,672 39
6 TPMN006 MOHAMMAD MAKMUN 28 1,226 28
7 TPMN007 ACHMAD RIYADI 36 1,453 36
8 TPMN008 AGUS APRIADI 23 983 23
9 TPMN009 AMIRUDIN AMIRUDIN 42 1,608 42
10 TPMN010 HERLIYANTO HERLIYANTO 22 1,089 22
11 TPMN011 MOHAMAD SAKUR 48 2,431 48
12 TPMN012 MICKY MICKY 53 3,138 53
13 TPMN013 MOH. HOSNI 60 2,852 60
14 TPMN014 SYAFARIANTO SYAFARIANTO 40 1,789 40
15 TPMN015 RADEN SUSMARTONO 41 2,550 41
16 TPMN016 STEPHANUS ARIS LEWA DOREN 44 1,863 44
17 TPMN017 M. PUTRA RIZKI ANDIKA 34 1,770 34
18 TPMN018 ZAINUR ROSIKIN 34 1,698 34
19 TPMN019 PRINGGO ADI SASONGKO 57 2,813 57
20 TPMN020 WINTANG YODHA MANOHARA 23 1,781 23
21 TPMN021 M. YUNUS 33 1,482 33
22 TPMN022 RONNY WICAKSONO 40 1,549 40
23 TPMN023 IMAM DJAUHARI 32 1,946 32
24 TPMN024 ACHMAD SUPRIADI 26 968 26
25 TPMN025 MOH. SLAMET 55 2,513 55
26 TPMN026 AKHMAD FAJAR EFENDI 31 2,300 31
27 TPMN027 DEDY WIDHARTO 29 1,532 29
28 TPMN028 MOHAMMAD TAUFIQ RIZAIN 43 1,876 43
29 TPMN029 MUHAIYIMIN MUHAIYIMIN 69 2,359 69
30 TPMN030 SLAMET HERIYANTO 46 1,379 46

DPMN001 205 10,918 205

DPMN002 151 6,359 151
DPMN003 242 12,760 242
DPMN004 192 9,925 192
DPMN005 186 8,458 186
DPMN006 218 9,446 218
AREA TOTAL 1,194 57,866 1,194
Consumer Success
Budget Bulan 1 Bulan 2 Bulan 3 Bulan 4
Reach Rate
1,987 5,765,405 60% 2% 72% 82% 87%
2,172 2,690,523 52% 0% 21% 100% 86%
2,034 3,459,243 25% 0% 0% 0% 100%
2,053 4,035,784 30% 0% 17% 64% 40%
2,672 3,747,514 40% 0% 13% 67% 79%
1,226 2,690,523 54% 7% 79% 71% 61%
1,453 3,459,243 43% 0% 3% 92% 78%
983 2,210,072 51% 0% 35% 83% 87%
1,608 4,035,784 57% 0% 26% 100% 100%
1,089 2,113,982 32% 0% 36% 73% 18%
2,431 4,612,324 17% 0% 2% 6% 60%
3,138 5,092,775 62% 0% 57% 98% 92%
2,852 5,765,405 0% 0% 2% 0% 0%
1,789 3,843,604 56% 0% 45% 88% 93%
2,550 3,939,694 68% 2% 80% 93% 95%
1,863 4,227,964 41% 0% 18% 68% 80%
1,770 3,267,063 57% 0% 38% 94% 97%
1,698 3,267,063 54% 0% 35% 85% 94%
2,813 5,477,135 56% 2% 47% 84% 89%
1,781 2,210,072 32% 0% 13% 52% 61%
1,482 3,170,973 55% 0% 42% 94% 85%
1,549 3,843,604 31% 0% 18% 43% 65%
1,946 3,074,883 7% 3% 9% 6% 9%
968 2,498,342 69% 4% 81% 100% 92%
2,513 5,284,955 16% 0% 24% 25% 15%
2,300 2,978,793 6% 0% 3% 13% 10%
1,532 2,786,613 61% 7% 90% 86% 62%
1,876 4,131,874 6% 0% 9% 5% 9%
2,359 6,630,216 4% 0% 14% 3% 0%
1,379 4,420,144 49% 0% 24% 80% 91%

10,918 19,698,469 41%

6,359 14,509,604 47%
12,760 23,253,802 41%
9,925 18,449,297 48%
8,458 17,872,757 36%
9,446 20,947,640 25%
57,866 114,731,568 40%

96,090
SUMMARY BY AREA

No TERRITORY REE NAME PANELS Jml Smoker

Panel

1 TPMN001 NANANG SETIYOHADI 6 305 6

2 TPMN002 SONY TRI WICAKSANA 1 90 1
4 TPMN004 MUJIANTO MUJIANTO 20 940 20
6 TPMN006 MOHAMMAD MAKMUN 26 1,504 26
7 TPMN007 ACHMAD RIYADI 7 415 7
8 TPMN008 AGUS APRIADI 44 2,229 44
10 TPMN010 HERLIYANTO HERLIYANTO 88 6,441 88
13 TPMN013 MOH. HOSNI 2 215 2
14 TPMN014 SYAFARIANTO SYAFARIANTO 1 60 1
15 TPMN015 RADEN SUSMARTONO 8 698 8
16 TPMN016 STEPHANUS ARIS LEWA DOREN 26 1,095 26
17 TPMN017 M. PUTRA RIZKI ANDIKA 94 8,161 94
18 TPMN018 ZAINUR ROSIKIN 29 1,397 29
19 TPMN019 PRINGGO ADI SASONGKO 26 1,580 26
20 TPMN020 WINTANG YODHA MANOHARA 57 4,711 57
21 TPMN021 M. YUNUS 71 4,035 71
22 TPMN022 RONNY WICAKSONO 62 2,908 62
23 TPMN023 IMAM DJAUHARI 57 4,495 57
24 TPMN024 ACHMAD SUPRIADI 36 1,924 36
25 TPMN025 MOH. SLAMET 34 2,190 34
26 TPMN026 AKHMAD FAJAR EFENDI 40 3,250 40
27 TPMN027 DEDY WIDHARTO 43 3,240 43
28 TPMN028 MOHAMMAD TAUFIQ RIZAIN 14 975 14
29 TPMN029 MUHAIYIMIN MUHAIYIMIN 9 880 9
30 TPMN030 SLAMET HERIYANTO 21 1,081 21

DPMN001 27 1,335 27
DPMN002 165 10,589 165
DPMN003 11 973 11
DPMN004 232 16,944 232
DPMN005 260 15,552 260
DPMN006 127 9,426 127
AREA TOTAL 822 54,819 822
 Jumlah Outlet Yg Mdpt Reward
Consumer Success
Budget #36-#39 #40-#43 #44-#48
Reach Rate
305 1,632,610 100% 100% 100% 100%
90 272,102 100% 100% 100% 100%
940 5,442,032 72% 75% 70% 70%
1,504 7,074,642 81% 77% 81% 85%
415 1,904,711 81% 100% 71% 71%
2,229 11,972,471 80% 77% 80% 82%
6,441 23,944,942 44% 32% 30% 72%
215 544,203 33% 0% 50% 50%
60 272,102 100% 100% 100% 100%
698 2,176,813 96% 88% 100% 100%
1,095 7,074,642 68% 38% 85% 81%
8,161 25,577,552 66% 29% 79% 91%
1,397 7,890,947 82% 72% 86% 86%
1,580 7,074,642 68% 58% 69% 77%
4,711 15,509,792 35% 21% 35% 49%
4,035 19,319,215 94% 89% 97% 96%
2,908 16,870,300 38% 37% 35% 40%
4,495 15,509,792 67% 70% 58% 72%
1,924 9,795,658 81% 58% 94% 89%
2,190 9,251,455 53% 47% 59% 53%
3,250 10,884,065 46% 33% 50% 55%
3,240 11,700,369 83% 67% 91% 91%
975 3,809,423 43% 64% 21% 43%
880 2,448,915 74% 22% 100% 100%
1,081 5,714,134 71% 48% 81% 86%

1,335 7,346,744 91% 81% 78% 78%

10,589 44,896,766 71% 54% 53% 76%
973 2,993,118 76% 73% 91% 91%
16,944 63,127,575 64% 37% 69% 78%
15,552 70,746,420 66% 63% 68% 71%
9,426 34,556,905 63% 50% 69% 74%
54,819 223,667,527 70%

272,102