That's a presentation that was done a Key Account Manager to motivate field force of the company to implement the agreement he signed with a huge retail chain

1. How can we become the MARKET LEADER in 2008 ?

2. Main competitor We = 27% 27% ... because now it’s

3. For sure we can become ... with such a team!!!

4. ... and the answer’s Wal-Mart ...and with the hugest potential for us ...that’s 1/3 of the market

5. Share of Shelf: + 1/3 (24% -> 32%) # of SKUs: + 1/3 (18 -> 25) Planogram & Theatralization Only 3 things to do... ... but a HUGE CHALLENGE 1 2 3

6. WHAT to achieve in each store at each visit yes Theatralization yes Planogram 25 # of SKU 3 2 % Share of shelf actual target

7. HOW to achieve in each store at each visit 1 2 ? Increase focus on the chain (# of visits per week: 2 -> 3; time per visit: 1h -> 2h) Increase focus on the 4 KPIs (these 4 KPIs will bring us 80% of our growth) Your Ideas?

8. THE REWARD Keep your last year bonuses + Get additional opportunity

10. We’ll do it... for sure ;-)

11. www.kamblog.ru/category/english www.kamblog.ru in english : in russian : FMCG Key Account Management