kealeboga malala presentation
TRANSCRIPT
CAP Summative Assessment Presentation
Kealeboga L. Malala17th Aug 2016
1
Area Mapped
2
Palapye Depot
Phikwe Depot
Area Mapped
3
PALAPYE DEPOT
Location: PalapyeGPS: Lat 22.550°S Lon 27.1333°EHead Count: 33 Depot staffSales Man: Kealeboga MalalaDepot Man: Lebone RamaabyaDistrict Man: Poloko MmusiSales Team: 5 Reps
3 LAR’sActivator: 2 Brand ActivatorsFleet: 1 x 30 grid
1 x 28 grid3 x 12 grid1 x 18 grid
Warehouse: 4500 square meters34592 Hl’s5405 pallets
Team Introduction
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Palapye TeamKealeboga Malala
Field Sales ManagerBeer & SSD
Bobedi Ncube LAR (Beer & SSD)Mahalapye
Godfrey JoreSales Rep (SSD)
Phikwe
Kerapetse MmopiSales Rep (Beer & SSD) Tswapong
Omphile Monageng Sales Rep (Beer)
Phikwe
Samson Moyo Sales Rep (Beer)
Palapye Baboloki MmusiSales Rep (SSD)
Palapye
Moemedi Modiakgotla
LAR (Beer & SSD) Boteti
Bapati Sethamo LAR (Beer & SSD)-
Serowe
AREA OF OPERATION BY REP
5
Palapye (110 Outlets)
• General Grocer- 46• Petrol Service Station- 5• Quick Service Rest- 8• Spaza/House Shop- 37 • Specialist Liquor- 1• Supermarkets- 5• Traditional Restaurants- 3• Wholesaler- 5
BABOLOKI MMUSO (Sales Rep) SSD
Market Dynamics
Population: 29 565 estMale: 13 995Female 15 5770Radius: 20km
Sources of income• Retail• Mining• Hotels & Lodging• Construction• Private sector• Government employees• Energy Resource
AREA OF OPERATION BY REP
6
Serowe (120 Outlets)
• At Work Ins- 2• Bottle Stores- 4• General Grocer- 34• Image Bars- 4• Mainstream Bars- 21• Mainstream Night Clubs-1• Petrol Service Station- 3• Quick Service Rest- 3• Spaza/House Shop- 24 • Specialist Liquor- 2• Supermarkets- 5• Traditional Local Bars- 13• Wholesaler- 4
BAPATI SETHAMO (LAR) Beer & SSD
Market Dynamics
Population: 65974 estMale: 31 879Female: 34 077Radius: 80km
Sources of income• Retail• Farming• Tourism• Government employees
AREA OF OPERATION BY REP
7
Mahalapye (116 Outlets)
• At Work Ins- 1• Bottle Stores- 9• General Grocer- 23• Image Bars- 4• Mainstream Bars- 18• Mainstream Night Clubs-1• Petrol Service Station- 7• Quick Service Rest- 4• Specialist Liquor- 2• Stockist- 1• Supermarkets- 5• Traditional Local Bars- 35• Traditional Restaurants- 3• Wholesalers- 3
BOBEDI NCUBE (LAR) Beer & SSD
Market Dynamics
Population: 55 590 estMale: 27 063Female: 28 572Radius: 120km
Sources of income• Retail• Farming• Hotels & Lodging• Government employees
AREA OF OPERATION BY REP
8
Selebi Phikwe (95 Outlets)
• General Grocer- 42• Petrol Service Station- 6• Quick Service Rest- 1• Spaza/House Shop- 27 • Specialist Liquor- 3• Supermarkets- 6• Traditional Restaurants- 6• Wholesaler- 4
GODFREY JORE (Sales Rep) SSD
Market Dynamics
Population: 55 695 estMale: 26 600Female 29 058Radius: 130km
Sources of income• Manufacturing• Mining• Tourism • Hotels & Lodging• Construction• Private sector• Government employees
AREA OF OPERATION BY REP
9
Selebi Phikwe (95 Outlets)
• Bottle Store- 2• General Grocer- 69• Image Bars- 1• Mainstream Bars- 6• Petrol Service Station- 3• Traditional Local Bars- 13• Wholesaler- 1
KERAPETSE MMOPI (Sales Rep) SSD
Market Dynamics
Population: 49 653 estMale: 23 626Female 26 027Radius: 93km
Sources of income• Farming • Government Employees• Retailing
AREA OF OPERATION BY REP
10
Selebi Phikwe (101 Outlets)
• At work Institutions- 3• Bottle Stores- 15• Fine Dining- 3• Image Bars- 5• Mainstream Bars- 25• Night Clubs- 1• Specialist Liquor- 3• Traditional Local Bars- 43• Wholesalers - 3
OMPHILE MONAGENG (Sales Rep) Beer
Market Dynamics
Population: 55 695 estMale: 26 600Female 29 058Radius: 130km
Sources of income• Manufacturing• Mining• Tourism • Hotels & Lodging• Construction• Private sector• Government employees
AREA OF OPERATION BY REP
11
Boteti (104 Outlets)
• At work Institutions- 2• Bottle Stores- 7• General Grocer- 29• Image Bars- 8• Mainstream Bars- 12• Mainstream Restaurants- 2 • Petrol Service Stations- 3• Quick Service Restaurants- 1• Recreations- 1• Specialist Liquor- 3• Stockist- 1• Supermarkets- 5• Traditional Local Bars- 43• Traditional Restaurants - 2• Wholesalers - 4
MOEMEDI MODIAKGOTLA (LAR) Beer & SSD
Market Dynamics
Population: 39 403estMale: 19 358Female 20 045Radius: 120km
Sources of income• Mining• Retailing• Government Employees
AREA OF OPERATION BY REP
12
Palapye (110 Outlets)
• Bottle Stores- 7• Fine Dining- 2• Mainstream Bars- 29• Mainstream Night Clubs- 1• Recreation- 1• Specialist Liquor- 2• Traditional Local Bars- 55• Wholesalers- 2
SAMSON MOYO (Sales Rep) Beer
Market Dynamics
Population: 29 565 estMale: 13 995Female 15 5770Radius: 50km
Sources of income• Retail• Mining• Hotels & Lodging• Construction• Private sector• Government employees• Energy Resource
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Adult Population DensityLocation Total Male Female Location Total Male Female Location Total Male Female
Serowe 52,831 25,400 27,431 Lesenepole 2,347 1,037 1,310 Dovedale 1,051 543 508
Mahalapye 43,538 21,120 22,418 Mogorosi 2,253 1,072 1,181 Mmadikola 1,044 459 585
Palapye 29,565 13,995 15,570 Topisi 2,219 1,116 1,103 Village Gojwane 1,041 455 586
Bobonong 21,020 9,877 11,143 Mabeleapudi 2,097 1,020 1,077 Tshokwe 950 411 539
Letlhakane 19,539 9,848 9,691 Tshimoyapula 2,026 986 1,040 Malatswai 927 449 478
Mmadinare 15,712 7,600 8,112 Mogapinyana 1,983 963 1,020 Mabolwe 862 425 437
Lerala 6,740 3,107 3,633 Majwaneng 1,892 859 1,033 Malaka 840 381 459
Tsienyane/Rakops 6,124 2,814 3,310 Kobojango 1,830 842 988 Kedia 805 354 451
Mopipi 5,625 2,725 2,900 Makwate 1,743 827 916 Damochojena 782 351 431
Sefophe 5,470 2,662 2,808 Mmatshumo 1,686 846 840 Gamabuo 614 264 350
Moiyabana 4,741 2,371 2,370 Kudumatse 1,635 833 802 Goo-Sekgweng 601 278 323
Tsetsebjwe 4,396 2,031 2,365 Mmashoro 1,628 735 893 Lepokole 581 289 292
Maunatlala 3,876 1,806 2,070 Seolwane 1,606 768 838 Moremi 531 237 294
Tobane 3,718 1,909 1,809 Kgagodi 1,602 762 840 Mosweu 513 229 284
Thabala 3,255 1,624 1,631 Semolale 1,548 792 756 Village Moreomabele 478 222 256
Lecheng 3,251 1,536 1,715 Gootau 1,456 651 805 Village Khwee 477 231 246
Mookane 3,042 1,500 1,542 Tamasane 1,455 703 752 Village Robelela 471 216 255
Radisele 2,866 1,382 1,484 Motlhabaneng 1,413 615 798 Mogome 457 222 235
Serule 2,756 1,404 1,352 Moletemane 1,375 618 757 Lentswelemoriti 454 227 227
Molalatau 2,728 1,352 1,376 Toromoja 1,358 683 675 Diloro 428 207 221
Paje 2,651 1,385 1,266 Palla Road/Dinokwe 1,349 704 645 Majwanaadipitse 426 213 213
Ratholo 2,544 1,189 1,355 Mokoboxane 1,338 566 772 Taupye Village 402 193 209
Mogapi 2,515 1,259 1,256 Mmaphashalala 1,309 680 629 Village Mokokwana 354 167 187
Mosu 2,480 1,335 1,145 Dibete 1,123 543 580 Village Mokgware 335 164 171
Xhumo 2,462 1,156 1,306 Matlhakola 1,100 530 570 Moeng 263 144 119
Mathathane 2,392 1,125 1,267 Shakwe 1,083 542 541 Mokhungwana 218 108 110
Dimajwe 1,052 512 540
Total 255,837 123,512 132,325 Total 43,506 20,805 22,701 Total 15,905 7,439 8,466
Total Population 315,248Total Male 151,756Total Female 163,492
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Income Distribution
House Hold Incomes
The sources of Households income play an important and crucial role in the living conditions ofpeople. It also contributes to health care, education and other social liabilities of the people in the country.
The house hold income is influenced by the following factors
Gender & Residence
Marital Status & Gender
Economic Status & Gender
District & Gender
Household Income
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Income Distribution
Gender & ResidenceGender & Residence
Cities Towns Urban Rural
Information shows us that Palapye & Phikwe falls under towns and both sexes obtain a higher number of contribution in household income. Both area experience a better chance of disposable income
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Income Distribution
District & Gender
Central district stand a better chance in generating income as compared to other regions. Orapa on the other hand has more people earning better salaries when compared to other districts due to a lot of mines in the area.
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Income Distribution
Economic Status & Gender
Palapye & Phikwe areas have more people who are employed and earn on a cash basis when compared to other categories of economic status. The areas are developing very fast year in year out.
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Income Distribution
Marital Status & Gender
People who have never been married shows that they are the ones with disposable income.
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Gender Distribution
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Economic Data
Per Captia Consumption KBL Beer
Year KBL Volume Population LAD Population LAD %2015 133520 315248 223826 71%2016 155022 321553 228303 71%
PCC 2015 0.596534808PCC 2016 0.679018673
Per Capita Consumptions simply refers to average consumption per person within a population.
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Economic Data
GDP
GDP From Manufacturing in Botswana increased to 5156.95 BWP Million in 2014 from 5134.39 BWP Million in 2013. GDP From Manufacturing in Botswana averaged 3798.64 BWP Million from 2002 until 2014, reaching an all time high of 5156.95 BWP Million in 2014 and a record low of 2555.23 BWP Million in 2004.
GDP = consumption + gross investment + government spending + (exports ' imports).
Palapye, Phikwe, Mahalapye, Serowe & Orapa
– Mining (Debswana, BCL, Morupule)– Government – Tourism Hotel & Resorts (Cresta Group & Other)– Retail (Spar, Choppies, Sefalana, CBW, etc)– Parastatal companies (BPC, BTC, BOFINET, BR) – Manufacturing (Steel manufacturing)– Construction – Farming
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Local Economy Study
Local Economic Study F17 & F18Local Infrustructure
BUIST face 2 construction- Est 350 to be employed Morupule “B” Power plant rebuild- Est 200 employed Morupule “A” Power plant maintenance- Est 150 employed Morupule Coal Mine expansion into open pit mining- Est to be
employed 400 employed Construction of Serowe/ Palapye road- Est 150 to be employed Construction of 2 malls in Palapye- Est 200 employed Construction of a mall in Mahalapye- Est 150 employed Clean & Waster Water reticulation pipes construction- Est 100
employed
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Volume
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Market Share
Beer Market Share
Beer Market Share target F17 Exit- 92.2%
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Customer Base by Trade Segment840 Outlets
Off- P
remise
Modern O
ff-Prem
iseLocal &
Traditional Off-
Premise
Supermarkets26
Specialist Liquor Store 16
Petrol Service Stations27
Bottle Stores 44
General Grocer 243
Vending/ Hawking 0
Spaza/ House Shop 88
PC PC PCTC TCTCTrade Segment Trade Segment Trade SegmentCHANNEL SEGMENTATION
On- P
remise
Re- D
istribution
Local &
Traditional O
n- Prem
ise
Night Clubs 1
Fine Dining 5
Image Bars 22Image O
n- Prem
ise
Traditional Local Bars 183
Traditional Restaurants
14
Mainstream
On-
Premise
Mainstream Bars 111
Mainstream Night Clubs
3
At Work Institutions8
Quick Service Restaurants 17
12Recreations 2
Re- sellers
Stockist
Wholesalers
2
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27
Market Penetration
Total Outlets 847
Existing Outlets 597
New Outlets 243
F17 Target- 15% of existing outlets
Competitor Analysis & Strategies
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Name of Company Products Distribution Office Sales Office Sales Rep Area of Coverage Day of Calling Day of Delivery No of RepsPalapye Tuesday ThusrdayPhikwe Thursday (Fortnightly) FridayMahalapye Monday WednesdayTswapong Once a monthSerowe Wednesday FridayPalapye Tuesday ThusrdayPhikwe Thursday (Fortnightly) FridayMahalapye Monday WednesdayTswapong Once a monthSerowe Wednesday TuesdayLetlhakane Thursday (Fortnightly) FridayPalapye Tuesday ThusrdayPhikwe Thursday (Fortnightly) FridayMahalapye Monday WednesdayTswapong Once a monthSerowe Wednesday TuesdayLetlhakane Thursday (Fortnightly) FridayPalapye MondayPhikwe WednesdayMahalapye TuesdaySerowe FridayLetlhakane Thusrday
J ack Daniels , Fine Wines Benju Gaborone Gaborone 1
FrancistownDistel Francistown
Hunters Gold & Dry, Savanna Dry & Dark, Brandy's, Wines & Sprits Fine Wines, Spirits &
Ready to Drinks, Fine Wine,Spirits,Brandies,White
Spirits,Gins,Whiskies,Liqueurs
1
Windhoek Lager 1
1
Francistown Francistown
Francistown Once a month (orders placed telephonicaly)Heineken Amstel Heinken Francistown
SMC Brands
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People
ResourcingDistrict
Number of Reps Req. District
Number of Reps Req.
Gold 0.35 Gold 0.45Silver 0.64 Silver 0.58
Bronze 0.00 Bronze 0.00
Total 1.00 Total 1.03Gold 0.45 Gold 0.58Silver 0.64 Silver 0.65
Bronze 0.00 Bronze 0.00
Total 1.08 Total 1.24Gold 0.74 Gold 0.61Silver 0.65 Silver 0.55
Bronze 0.00 Bronze 0.00
Total 1.39 Total 1.16Gold 0.31 Gold 0.00Silver 0.45 Silver 0.00
Bronze 0.00 Bronze 0.00
Total 0.76 Total 0.00
Bapati Sethamo
3090900
Omphile Monageng
95
Baboloki Mmuso 0
By SALES REPRESENTATIVE
110
Number of Outlets
2684
22730
30860
116
17
Moemedi Modiakgotla
32720
104
Godfrey Jore
95
Bobedi Ncube
29720
101
780
By SALES REPRESENTATIVE
Kerapetse Mmopi
Samson Moyo
22
Number of Outlets
770
99
Number of Reps Req.
Gold 3.51Silver 4.16
Bronze 0.00
Total 7.67
Number of Outlets
By SALES MANAGER
208632
0840
30
People
CAP
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People
CAP Summative Assessment
Kealeboga Malala (FSM)
94%
Omphile Monageng (Sales
Representative) 100%
Kerapetse Mmopi (Sales
Representative) 91%
Samson Moyo (Sales
Representative) 96%
Performance Management
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People
Individual Learning Req
Team Meetings
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Team Meetings
Team meetings are held on a weekly basis & monthly basis. The LAR team only attends monthly meetings. This meetings are held to discuss issues around
Sales performanceSales OpportunitiesSales GapsSHE talks Etc.………
ASSETS
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DOC Calculation
..\..\..\DOC Calculation\DOC Calculation- Palapye & Phikwe F17- Kealeboga Malala.xlsx
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ASSETS
CoolersNumber by Doors
Depot Category 1 Door 2 Doors 3 Doors 4 Door 5 Door TotalBeer 226 338 32 0 0 596SSD 361 169 76 7 6 606Beer 63 121 30 0 0 214SSD 133 76 33 10 5 257Beer 289 459 62 0 0 810SSD 494 245 109 17 11 848Total 1566 1408 342 34 22 3331
Palapye
Phikwe
Total Coolers
Fridge Maintenance
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DRAUGHT
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Row Labels Prior Year F17 Budget F17 Actual vs PY vs Budget Bal of Budget PY Cont Budget Cont Actual ContClear Beer 36 41 10 -73.11% -76.53% (31) 100.00% 100.00% 100.00%
Black Label 9 10 4 -51.72% -56.63% (5) 24.37% 23.68% 43.75%Castle Lite 14 18 4 -70.83% -76.05% (13) 40.34% 42.88% 43.75%St Louis 13 14 1 -90.48% -91.23% (12) 35.29% 33.45% 12.50%
Grand Total 36 41 10 -73.11% -76.53% (31) 100.00% 100.00% 100.00%
DRAUGHT VOLUME
BUDGETS
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Budget Management (DOD’s)
IRVP
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Outlets Identified
..\..\..\IRVP\F17 IRVP Outlets\F17 IRVP List of Outlets- Kealeboga Malala as per Marks instruction.xlsx
Plan Development to close gaps
..\..\..\IRVP\F17 IRVP Outlets\IRVP Progress Report\F17 IRVP Progress Report- Kealeboga Malala.xlsx
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Pricing
750mlDec-14 Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15
POS Price Compliant Instance Wtd 49.4 45.1 41.1 34.9 31.7 30.6 30.1 28.9 14.6 13.6 14.6 7.3 4.6POS Non Price Compliant Instance Wtd 37.1 41.8 45.0 51.6 57.0 57.9 57.0 58.0 51.6 63.6 65.5 77.7 81.0POS Out of Stock Instance Wtd 8.1 7.4 7.0 7.2 5.9 6.5 8.0 7.3 28.8 15.9 12.8 8.7 8.5POS Non Handling Instance Wtd 5.4 5.7 6.8 6.4 5.4 4.9 4.9 5.9 5.0 6.9 7.1 6.4 5.9POS Price Compliant Instance Wtd 43.0 38.3 32.8 21.9 34.5 33.7 34.5 30.6 14.9 17.0 28.1 14.9 7.0POS Non Price Compliant Instance Wtd 35.8 40.6 52.3 57.0 49.1 47.6 47.5 53.0 43.7 54.8 45.3 64.0 73.5POS Out of Stock Instance Wtd 12.5 12.5 6.3 11.8 8.6 11.7 10.9 9.4 33.5 14.5 14.8 9.3 7.8POS Non Handling Instance Wtd 8.6 8.6 8.6 9.4 7.8 7.1 7.1 7.1 7.8 13.7 11.8 11.8 11.8POS Price Compliant Instance Wtd 61.3 57.8 62.8 70.8 52.6 61.0 49.7 44.2 52.3 55.8 37.2 18.6 24.4POS Non Price Compliant Instance Wtd 23.3 27.0 26.8 21.6 32.3 31.6 44.2 38.4 24.4 36.9 46.2 74.4 67.5POS Out of Stock Instance Wtd 14.2 10.5 5.8 7.6 12.8 4.9 4.9 13.9 20.9 4.9 10.8 4.6 5.8POS Non Handling Instance Wtd 1.2 4.6 4.6 NA 2.3 2.4 1.2 3.5 2.3 2.3 5.8 2.3 2.3
Total Outlets
Palapye
Selibi Phikwe
AVAILABILITY
Key focus area on availability is Redd’s to be >70% by F17 Exit 42
Cust_CustomerName Apr May Jun Jul AugLekadiba Bar 40 10 44 0 28Lekadiba Club 22 0 12 28 23Tshwaragano L/Rest+Bar 24 34 33 11 21Ghale Bar 31 30 22 30 19Honey Moon Bar 12 20 15 6 15Lite Bite Bar 6 10 0 0 13Airstip Bar 28 39 30 10 13Mainland Bar 4 11 23 14 11Alexamos Bar Liqour 2 5 1 0 10Boiteko Liquor Restaurant 11 31 41 15 8Bapatie D.Galekhutle Bar 4 11 7 0 7Letsibogo Bar 7 16 7 0 0Mokomoto City Bar 23 0 0 0 0Boitapoloso Bar 5 4 6 11 0Abs Bar 0 2 3 3 0Bobonong Central Liq Rest 0 0 2 0 0Easy Come Easy Go Bar 14 19 28 18 0Bobonong Coop Society 20 10 25 25 0Agatar Investments (Pty) Ltd 0 0 0 10 0Matameto Bar + Bottle Store 4 2 12 0 0Middle Star Bar 6 0 0 0 0Bar93 Bar 15 9 15 9 0Molalatau Cooperative Main 10 6 6 0 0Bridge Way Bar 0 4 3 2 0Abraxas Gen Trading (Pty) Ltd 2 2 0 0 0Diphafana Holdings (Equitor) 2 10 6 12 0Grand Total 292 285 341 204 168
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CSI Score
Customer SatisfactionClear Beer
F16 Exit- 4.4F17 Target- 4.5
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Thank you