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I Love My Journal Because…

When I meet my manager, I will be able to get his/her feedback at the end
of the market contact. This will help me grow in my role.
When I am in the market, I will be able to note down interesting market
observations and keep a summary of the feedback I share with each of my
team members everyday.

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 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 our team members working in the market! I am also confident that our next big
innovations will also come from the insights that you will pick up in the field through
your interactions with our customers and consumers.
We are at a crucial phase and at the cusp of Reinventing CD. As we embark on this Growth
journey, we need each one of us to win and WIN decisively in every store, every channel,
every town and with every customer. We need to leverage our collective strength to set
global benchmark on execution and consistently delivery quarter on quarter.
As a CD community, we believe in a set of values and will live by our Honor Code every
single day. Let’s take absolute pride in doing what is Right. Everyday, Everytime.
I reaffirm my commitment to the spirit of CD Culture:
• 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
I invite you to lead and contribute to this journey of reinventing CD India. When you go to
the market, use this journal to keep a record of the insights you pick in the market; what
is it that you can do to unlock growth! Let every visit end, with you providing constructive
feedback to your team member that will help them grow personally and trigger ideas to
unlock growth in their areas! Also, if you have a visitor, seek inputs for your own
development.
Let us all be the ambassadors and owners of the culture that we want for ourselves and
our teams! I wish you all 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 Designation
Employee Signature Visitor’s Signature

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 Designation
Employee Signature Visitor’s Signature

My Notes

My Notes

My Notes

My Notes

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 Designation
Employee Signature Visitor’s Signature

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 Designation
Employee Signature Visitor’s Signature

My Notes

My Notes

My Notes

My Notes

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 Designation
Employee Signature Visitor’s Signature

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 Designation
Employee Signature Visitor’s Signature

My Notes

My Notes

My Notes

My Notes

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 connect we form with our
customers & consumers, 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 by ultimately caring about
the impact of our execution in the
marketplace.

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 Designation
Employee Signature Visitor’s Signature

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 Designation
Employee Signature Visitor’s Signature

My Notes

My Notes

My Notes

My Notes

CD

Thought
Leadership

We will trigger cutting edge
ideas through quality of our
mind and insights we pick up
through interactions with our
customers and consumers.
We have the ability to
pioneer solutions in sales &
distribution not just for HUL
but for the larger Consumer
Goods industry.
Our drive to keep pushing
the boundaries will put the
organization on a Growth
trajectory.

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 Designation
Employee Signature Visitor’s Signature

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 Designation
Employee Signature Visitor’s Signature

My Notes

My Notes