FAP All India

October 2015

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Session 1 Incentives

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Sales officer ROI

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ASE/ASM

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KASO/BDO

No cycle incentive

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BDO/BDM

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RKAM/KAM

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Reminder :Norms for Incentives

To earn Rs.20,000 incentive individual has to achieve cycle numbers, bonus is

on achievement of Session Numbers
10% tolerance to be considered
People joining after 30th September will not be a part of the Cycle 1 incentive
People joining after 25th October will not be a part of the Session 1 incentive
People joining after 30th November will not be a part of the cycle 2 incentive
Individual has to complete the entire cycle employment to be eligible for the
cycle incentive
Bonus will not be paid for the period if the person is not in the system during
disbursement - ie Jan 2016

This document must be disclosed only to authorized individuals. Any reproduction and/or disclosure must be subject to Information Owner prior consent.

Daily Activities

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Gate Meeting
Highly charged Sales officer and Highly charged DO to go into the market

Reiterate every topic below:

Selling Story - product as well as promotion
Incentives Parameters and amount to be earned
DMS data Bill cuts and No order party
DRC/SFA utilisation
Highlight best performance/innovation
Check visibility Tic Tac and Kinder Joy
Remind daily Target achievement till date and balance to do
Check the DO bag confirm merchandising kit, POSM, samples of trade loads

This document must be disclosed only to authorized individuals. Any reproduction and/or disclosure must be subject to Information Owner prior consent.

Daily Format

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Weekly Format

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Weekly Format

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Activations

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Initiatives
TT

Distribution
Expansion
Containers

Trade
schemes

SST

WS

Distribution

Wholesale
Activation

Trade
schemes

Trade Load
conversion

Expansion
Containers

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Tic Tac Trade Loads-Conversions

INR 10

MRP

Profit to
retailer

Bon Bon 000-Red lid

25

51%

300

Silver Container 5 - Red

70

57%

417.39

480

Silver container 6 - Yellow

105

54%

PTR

MRP

MRP

Profit to
retailer

PTR

MRP

INR10x12 in one box

104.35

120

INR 10x30 in one box

260.87

INR 10x48 in one box

INR 5

Gift Suggested

Gift Suggested

Lilliput Jar

266.67

300

Sipper

50

38%

Lilliput Jar

177.78

200

Direct price discount

12

21%

INR 15

PTR

MRP

234.78

270

Combi - 684 INR

PTR

MRP

INR 10x30+1 Jar+INR

15x12 in one box

684.06

780

INR 15x18

Gift Suggested
Direct price point discount
Rs.15
Gift Suggested

Sports Bag/Bucket

MRP

Profit to
retailer

15

23%

MRP

Profit to
retailer

210

65%

Image

Image

Image

Image

The % profit is higher in 30 pieces than 48 pieces because we have

changed the promotion in the meeting other day
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Selling Story

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Buy 1 60 pieces Jar or Refills and Get

FREE gift

INR 5

Buy 1 Jar of INR 5 & get 1 Sipper FREE MRP Rs. 50

Margin Calculation
Purchase price of 1 Jar to the retailer is Rs. 266.66
Cost Gift is Rs. 50
Net cost price of 1 Jar to retailer is Rs.(266.66-50)=Rs. 216.66
His selling price to customer is Rs. 300
Margin earned is Rs. (300-216.66)=Rs.83.34
% of Margin earned is Rs. (83.34/216.66)=38%

This document must be disclosed only to authorized individuals. Any reproduction and/or disclosure must be subject to Information Owner prior consent.

Sipper

INR 5

MRP: Rs.50
Profit to retailer: 38%
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Selling Story

INR 5

DO after his finishing his PAS(plan, acknowledge and greet,

stock check) while doing his Sell and Secure.
DO: Sir today I have come with a proposal which has been
the best ever extended by Ferrero
Retailer: Yes tell me
DO: Historically we have been extending a trade scheme
that is get Rs.10 free or some times it was Rs.12, today I
have something that will excite you and you will be surprised
Please see the container ( let the retailer touch and feel it)
Sir it is a food grade container and microwave compatible( without
the lid)
MRP of this product is Rs.50
All you need to do is ,purchase the same quantity ie.1 Jar/3 Refills to
get this container
The total profit you will earn by selling complete Jar is
Have you ever heard of a total profit as huge as this

38%

Should I give one Jar and 3 refills or One Jar alone?

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Buy 30 pieces and get FREE gift

INR 10

Scheme
Buy 30 pcs INR 10 & get 1 Ratan Silver 5 Container FREE MRP Rs. 70
Margin Calculation
Purchase price of 30 pc of INR 10 to the retailer is Rs. 8.69x 30=Rs. 260.86
MRP the Gift Rs. 70
Net cost price of 30 pcs INR 10. to retailer is Rs.(260.86-70)=Rs. 190.86
His selling price to customer is Rs. 10x 30=Rs. 300
Margin earned is Rs. (300-190.86)=Rs. 109.14
% of Margin earned is Rs. (109.14/190.86)= 57%

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Silver Container no 5

INR 10

MRP: Rs.70
Color: Red
Purchase Slab: 30 pieces INR 10
Profit to retailer: 57%

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Selling Story

INR 10

DO after his finishing his PAS(plan, acknowledge and greet,

stock check) while doing his Sell and Secure.
DO: Sir today I have come with a proposal which has been
the best ever extended by Ferrero
Retailer: Yes tell me
DO: Historically we have been extending a trade scheme that
is 24+1 or some times it was 30+1, today I have something
that will excite you and you will be shocked
Please see the container ( let the retailer touch and feel it)
Sir it is a food grade container and microwave compatible( without the
lid)
MRP of this product is Rs.70
All you need to do is ,purchase the same quantity ie.30 pieces to get
this container
The total profit you will earn by selling complete Jar is

57%

Should I give 30 pieces or 60 pieces?

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Buy 48 pieces and get FREE gift

INR 10

Scheme
Buy 48 pcs INR 10 & get 1 Ratan Silver 5 Container FREE MRP Rs. 105
Margin Calculation
Purchase price of 48 pc of INR 10 to the retailer is Rs. 8.69x 48=Rs. 417.12
MRP of the Gift Rs. 105
Net cost price of 30 pcs INR 10. to retailer is Rs.(417.12-105)=Rs. 312.12
His selling price to customer is Rs. 10x 48=Rs. 480
Margin earned is Rs. (480-312.12)=Rs.167.88
% of Margin earned is Rs. (167.88/312.12)=54%

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Ratan Silver Container No 6

INR 10

MRP: 105 INR

Color: Yellow
Purchase Slab: 48 pieces
INR 10
Profit - 54%
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Selling Story

INR 10

DO after his finishing his PAS(plan, acknowledge and greet,

stock check) while doing his Sell and Secure.
DO: Sir today I have come with a proposal which has been
the best ever extended by Ferrero
Retailer: Yes tell me
DO: Historically we have been extending a trade scheme
that is 48+3 or some times it was 48+4, today I have
something that will excite you and you will be shocked
Please see the container ( let the retailer touch and feel it)
Sir it is a food grade container and microwave compatible( without
the lid)
MRP of this product is Rs.90
All you need to do is ,purchase the same quantity ie.48 pieces to get
this container
The total profit you will earn by selling complete Jar is 46.6%

DO: Should I give 48 pieces or 96 pieces?

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Combi Scheme

Combi 684

SchemeBuy INR 10,5 & 15 worth Rs. 684 & get 1 Glory Container Mrp Rs. 235
Margin Calculation
Purchase price of 30 pcs INR 10, 1 INR 5 Jar & 12 pcs INR 15 to the retailer is Rs.
684
Cost of the container/scheme that the retailer is getting is Rs. 210
Net cost price of the Combo to retailer is Rs.(684-210)=Rs. 474
His selling price to customer is Rs. (30x10+300+15x12)=Rs. 780
Margin earned is Rs. (780-474)=Rs. 306
27

% of Margin earned is Rs. (306/474)=65%

Image only for reference

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Ratan/Joyo bucket

MRP: 210 INR

Color: Green with polka dots /Blue
Purchase Slab: INR 684
Image only for reference
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Selling Story
DO after his finishing his PAS(plan, acknowledge and greet,
stock check) while doing his Sell and Secure.
DO: Sir today I have come with a proposal which has been the
best ever extended by Ferrero
Retailer: Yes tell me
DO: Historically we have been extending a trade scheme that
is buy Rs.684 or some times it was Rs.997 get a gift, today I
have something that will excite you and you will be shocked
Please see the container ( let the retailer touch and feel it)
Sir it is a food grade container and microwave compatible( without the
lid)
MRP of this product is Rs.210
All you need to do is ,purchase the same quantity ie.1 Jar, 30 pieces of
Rs.10, 12 pieces of Rs.15 to get this container
The total profit you will earn by selling complete Combi is

65%

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Kinder Joy - Maharashtra

Trade Inputs
Brand

Price Point / SKU

Buy

Get Free

8 Pcs

No Scheme

16 Pcs

1.00%

16 Pcs

1.00%

32 Pcs

1.00%

24 Pcs

1.00%

48 Pcs (24+24)

47+1

48 Pcs

47 + 1

96 Pcs

93+3

T8 Lei/Lui

T16 Lei/Lui
Kinder Joy
T24 Lei/Lui

T24 / T48
Lei/Lui

Mas Retail:
On consistent purchase( T 8 / T 16) every month we will give a loyalty bonus
of 2%
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Kinder Joy - South

Trade Inputs
Brand

Price Point / SKU

Buy

Get Free

8 Pcs

No Scheme

16 Pcs

1.50%

16 Pcs

1.50%

32 Pcs

1.50%

24 Pcs

1.50%

48 Pcs (24+24)

Rs.50 Display

48 Pcs

47 + 1

96 Pcs

Rs.100 Display

T8 Lei/Lui

T16 Lei/Lui
Kinder Joy
T24 Lei/Lui

T24 / T48
Lei/Lui

Mas Retail:
On consistent purchase( T 8 / T 16) every month we will give a loyalty bonus
of 2%
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Kinder Joy - ROI

Trade Inputs
Brand

Price Point / SKU

Buy

Get Free

8 Pcs

No Scheme

16 Pcs

1.00%

16 Pcs

1.00%

32 Pcs

1.00%

24 Pcs

1.00%

48 Pcs (24+24)

47+1

48 Pcs

47 + 1

96 Pcs

94+2

T8 Lei/Lui

T16 Lei/Lui
Kinder Joy
T24 Lei/Lui

T24 / T48
Lei/Lui

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KSBC
Trade Inputs
Brand

Price Point / SKU

Buy

T4

KSBC
T9
NT 300g/290 gms

Nutella

NT 160g/180 gms

NT 80g

Get Free

8 pcs

2.00%

15 pcs

1 KSBC T4 free

44 pcs

4 KSBC T4 free

5 Pcs

3.00%

10 Pcs

1 KSBC T9 free

15 pcs

Rs 75 Off

12 Pcs

Rs 25 Off

24 Pcs

Rs 60 Off

12 Pcs

Rs 20 Off

24 Pcs

Rs 50 Off

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Rocher
Trade Inputs
Slabs
Buy

Get Free

Slab 1

INR 7,500

3.00%

Slab 2

INR 15,000

4.00%

Slab 3

INR 25,000>

5.00%

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Sub towns Trade Loads

Brand

Tic Tac

Price Point / SKU

Trade Inputs
Buy

Get Free

TT Rs. 10

24 Pcs

1 pc

TT Rs. 15

12 Pcs

1 pc

Any TT Rs. 5 Jar

1 Jar

Rs. 10 discount

16 Pcs
32 Pcs
Kinder Joy

T8/T16/T24/T48
Lei/Lui

1%
24 Pcs
48 Pcs

KSBC

T4

8 / 16 pcs

2%

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WS Trade Loads
Trade Inputs
Brand

Tic Tac

Price Point / SKU

Buy

Get Free

Any TT Rs. 5 Jar

15 Jars

1 Jar free

TT Rs. 10

12 pieces

1 Bon Bon 111 free

TT Rs. 15

48 Pcs

4 pcs free

8 pcs

Rs. 80 discount

15 Jars

1 Jar free

T8 Lei/Lui

96 Pcs

94+2 KJ free

T16/T24 Lei/Lui

144 Pcs

141+3 KJ free

T4

15 pcs

1 KSBC T4 free

T9

19 Pcs

1 KSBC T9 free

NT 300g

15 pcs

Rs 75 Off

NT 160g

24 Pcs

Rs 60 Off

NT 80g

24 Pcs

Rs 50 Off

TT Rs. 2 Jar

Kinder Joy

KSBC

Nutella

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Incentive Indirect

As per zonal proposals keeping the budget at Rs.7000 for ROI

including Maharashtra And Rs.9000 for South

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I Contest Session 1
Best 2 Sa
each ZSM

les Office

to g o o n a

n abroad

r of

trip

B es t 2 K A
SO
from All In

dia

Best BDO
from All In

dia

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Happy Selling

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