Prepages

ABOUT ME

My name is
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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 visit. This will help me grow professionally.

• 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

Win in Every C DLIVE BY THE
Store Everyday
ni o e
Quality
Qua&ntity Growth at the Heart of
Everything We do

CD
Thought

Leadership

Winning

in the

Market,
Not the Metric







CD My Battle
Ethos Plan Everyday

CD Behavior
Thrust Key Thrusts
2016 to Drive
Growth
What
will be my Make It
Contribution Count
Honour
How will Code
I Contribute

live by the

Let’s take absolute pride in doing what is right.
Everyday, everytime. Integrity is what you do
when no one’s watching.
It is about being honest to yourself, staying
practically authentic as per the demand of the
situation and driving organisation’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

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good
Good
S Set Market Objectives for the Day Scope to improve

Very Good
Gate Meeting / Gate call Good
Scope to improve
G
Very Good
Regular On the Job Training Good
Scope to improve
R
Very Good
O Outlet Inspection -Growth and Issue Resolution Good
Scope to improve
W Win with Every Outlet-Execution
Very Good
Town Review Good
Scope to improve
T
Very Good
Hygiene Check Good
Scope to improve
H
Very Good
Good
Scope to improve

Overall Market Visit Summary:

I acknowledge the feedback received. Designation:
Employee Signature Signature

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good
Good
Set Market Objectives for the Day Scope to improve

S Very Good
Good
Gate Meeting / Gate call Scope to improve

G Very Good
Good
Regular On the Job Training Scope to improve

R Very Good
Good
O Outlet Inspection -Growth and Issue Resolution Scope to improve

W Win with Every Outlet-Execution Very Good
Good
Town Review Scope to improve

T Very Good
Good
Hygiene Check Scope to improve

H Very Good
Good
Scope to improve

Overall Market Visit Summary:

I acknowledge the feedback received. Designation:
Employee Signature Signature

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good
Good
Set Market Objectives for the Day Scope to improve

S Very Good
Good
Gate Meeting / Gate call Scope to improve

G Very Good
Good
Regular On the Job Training Scope to improve

R Very Good
Good
O Outlet Inspection -Growth and Issue Resolution Scope to improve

W Win with Every Outlet-Execution Very Good
Good
Town Review Scope to improve

T Very Good
Good
Hygiene Check Scope to improve

H Very Good
Good
Scope to improve

Overall Market Visit Summary:

I acknowledge the feedback received. Designation:
Employee Signature Signature

Mo Tu We Th Fr Sa Su Date :

How Will I Do It EveryDay Very Good
Good
Set Market Objectives for the Day Scope to improve

S Very Good
Good
Gate Meeting / Gate call Scope to improve

G Very Good
Good
Regular On the Job Training Scope to improve

R Very Good
Good
O Outlet Inspection -Growth and Issue Resolution Scope to improve

W Win with Every Outlet-Execution Very Good
Good
Town Review Scope to improve

T Very Good
Good
Hygiene Check Scope to improve

H Very Good
Good
Scope to improve

Overall Market Visit Summary:

I acknowledge the feedback received. Designation:
Employee Signature Signature

MY OBSERVATIONS

MY OBSERVATIONS

MY OBSERVATIONS

MY OBSERVATIONS



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