HUL Diary

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I Love My Journal Because…

The first section of my journal is for me to get feedback from a visiting manager
at the end of the market visit. This input will enable me to continue to work the
market with rigour & do a deep dive on customer, channel, category & capability
of my team.

The second section is for me to maintain personal notes on market observations,
feedback I give to my team members, daily snapshot of the beat I visit, snapshot
of the RS I partner and to record pending complaints/queries from trade. This will
help me have more productive conversations with my manager.

This journal is the property of Hindustan Unilever Limited.
If you are not the intended recipient, any disclosure, distribution or other use of this is prohibited.

Please return the journal to:
Hindustan Unilever Ltd

B.D. Sawant Marg, Chakala, Andheri East, Mumbai: 400099



LEADERSHIP BYTES:

PUNIT MISRA, EXECUTIVE DIRECTOR, CD

Dear Friend,
Hope you are doing great and as always, helping us stand tall in the market!
The Customer Development (CD) India community has had a legacy of pioneering
cutting edge solutions in sales and distribution. These ideas, over the years, have come
from team members like you who have the true pulse of the market. As we embark
on a journey to Reinvent CD, I am confident that our next big Growth opportunity will
also come from the insights that you pick up through your daily interactions with our
customers and consumers.
In our focused effort towards Growth, we need each one of us to win and WIN decisively
in every store, every channel, every town and with every customer. As we relentlessly
strive towards this goal, we will live by our Honor Code and reaffirm our commitment to
the CD Culture tenets:
• Growth at the heart of everything we do
• Winning in the market, not the metric
• Winning in every store, everyday
• Living by the UniCode
• CD Thought Leadership
• Quantity & Quality of growth, coverage & distribution
Let us all be the ambassadors and owners of the culture that we want for ourselves and
our teams!
The best use of our time is the investment we make in the market interacting with our
customers and consumers. Use this journal to keep a record of market insights, daily
beat & RS snapshot; trigger ideas to unlock growth and provide constructive feedback to
build capability within our teams.
I urge you to work the market with rigour and build capability through this first step in
our journey to Reinvent CD. I wish you the best and look forward to meeting you soon in
the market.
Here’s to GROWTH!

___________________________
PUNIT MISRA



CD CULTURE

Asatoma sadgamaya Lead me from the asat to the sat
tamaso ma jyotirgamaya
mrtyorma amrtam gamaya From darkness to light
From death to immortality



CD CULTURE

Every now and then, teams come together to create a set of values, commonly
understood principles and rituals which help them identify with their tribe.
The community that we belong to is the CD Community and the set of elements we
want to embrace together would be known as the CD Culture.

live by the



CD Ethos T Honour Code
S
CD Thrust 2016 O Make It Count

What will be Key Thrusts to
my Contribution Drive Growth

How will My Battle Plan
I Contribute Everyday Behaviour

live by the

We will take absolute pride in doing what is
right. Everyday, everytime.
Integrity is what we do when no one’s watching.
It is about being honest to ourselves, staying
practically authentic as per the demand of the
situation and driving our organization’s values
and business in the most respectable manner.

CD Ethos What will be my Contribution How will I Contribute

Honour Code Key Thrusts to Drive Growth My Battle Plan Everyday
Behavior
My Honour Is That I Will Drive Growth By
I Will Ensure That There is No Billing to An Driving Secondary Sales Through RSSM / My Battle Planning ( MOC Meeting)
Outlet Where Delivery Does Not Happen. RSP in Market Execution Ops Uplift Estimation
I Will Ensure That There is No Misuse of Any Driving Secondary Sales Through Handcart Focus Pack Identification
Scheme, Channel Program Payout or Ops of Key Outlets Create Selling Stories
I Will Ensure That There is no Forward Sales. Driving RS Infrastructure Improvement & Target Setting ( by RS X Salesman X Channel)
I Will Ensure That There is No Misreporting Trade Servicing Key Execution Callout
of the Outlet Coverage and Number of RSSM Improving Relationship with Customers Review Progress on infrastructure/ RS JBP
in Unify. Building RSSM Capability PJP Design & Submission
I Will Ensure That There are No Incorrect RS Competitive Reporting to Line Manager
Claims.
I will Ensure That There is No Breach of Any
Sales &IT
Policy at the RS Point.

TDP 1 This is What I Will Dial Up TDP 3
Physical Stock Verification at RS Point TDP 2 Work in Key value BTD Channel Outlets
Submit Self Compliance Maximize ME incentive earnings for the
Check & Publish PE Budgets in RS Unify Check & Raise DSE Claim MOC
Conduct RSSM / RSP Meeting Ensure Channel Visibility for V Score >80 Stock Planning for MOC Closure
Work with RSSMs who have a QoC <2 in % Activity Check & Closure
last 3 MOCs Deliver 60% Phasing of Retail Channel
Plan and Deliver -30% of my MOC Target, Program Delivery
Deliver >50% Eco in non WS outlets

CD Thrust 2016 Make It Count

Make it
count

Every-Day Every-Line Every-Where
(Perfect Day) (COTC & Seed (Customer &
& Explode)
Outlet)

HOW WILL I DO IT EVERYDAY

Set Market Objectives for the Day

S Identify Gaps & Opportunities for RSSMs for the Day
-Secondary Target for the Day
-Assortment Task
-Lagging Focus Pack
-Width of Achievement of Channel / Outlet
-Set Handcart Objective for Self ( 1.5X Beat Average)
-Should spend at least 10 minutes per outlet

G Gate Meeting / Gate call
Remind RSSM Objectives (Sales / Perfect Day / Perfect Assortment)
Remind key MM plans/ Key Ops / Launches with RSSMs

R Regular On the Job Training
O Work with RSSM with Lowest QoC Scores
W Work with RSPs who have Low Execution Scores
T
Outlet Inspection -Growth and Issue Resolution
H Maximize Share of Shelf ; Faceups vs Competition
Record Number of Assets vs Competition
Capture Key Competitive Activity
Identify Coverage Gaps

Win with Every Outlet-Execution
Ensure Assortment Tasks are Completed during the call
Ensure Value Achievement Plan of the Channel Outlet is Closed
Check for -Payouts / Claims / Damage Pickup and Servicing

Town Review
Day Review against Target & Mitigation Plan
Key Packs and Outlet Review for MM plans/ Key Ops packs / Launch
Channel Review ( on Target vs Achievement & WoA)
Month Review on Target vs Achievement ( on Sales & Execution)

Hygiene Check
Ensure Self Audits for Compliance
Timely Raising of Proposals ( DSE/ Claims )
Follow up with Company on Payments due to RS
Review any Trade Issues -Damage/NMSM/Payouts
Delivery on HUL-Deliverables Identified in the JBP









Option 1 Date :

Mo Tu We Th Fr Sa Su Very Good Good Scope to improve

How Will I Do It EveryDay

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

GroHwetahrattthoe f
Everything

We do

Growth @ heart of

Everything we do

The size is what we get from our
predecessors, it is the Growth that we
create.
The lifeblood of a sales organisation
is Growth. Our conversations on every
beat, every distributor, every channel are
centred around Growth.
Irrespective of market conditions,
competition, environment or challenges,
we will generate ideas & deliver flawless
market execution that lead us onto the
journey to unlock Growth.

Option 1 Date :

Mo Tu We Th Fr Sa Su Very Good Good Scope to improve

How Will I Do It EveryDay

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Winning
in Every Store
Everyday

in Every Store
Everyday

We will impact more lives by
winning decisively in every
store, every channel, every beat,
every town, everyday. Growth
will be well distributed when we
relentlessly drive the agenda
and rally our teams around it.
We will do more & do well.

Option 1 Date :

Mo Tu We Th Fr Sa Su Very Good Good Scope to improve

How Will I Do It EveryDay

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Option 2

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good Good Scope to improve

S Set Market Objectives for the Day

G Gate Meeting / Gate call

R Regular On the Job Training

O Outlet Inspection -Growth and Issue Resolution

W Win with Every Outlet-Execution

T Town Review

H Hygiene Check

Growth Opportunity/Developmental:

Overall Feedback:

I acknowledge the feedback received. Visitor’s Name
Employee Signature Visitor’s Signature
Visitor’s Designation

Winning inthe
Market,

Not the Metric

Winning inthe
Market,

Not the Metric

We win in the market when we
have the pulse of the market on
our fingertips; We win with the
unparalleled level of business
relationship we form with trade;
We win by working the market
with frequency and rigour.
We win with the impact of our
execution in the marketplace.
This execution excellence enables
us to stay ahead of competition
and translates to market share!
It is only then that we will truly
win in the market (and not just
the metric)!