Posted on : 2023-07-16 20:55:24
Article : Good morning Monday Management solution for TASK 250- Plan for perfect execution and execute the same plan to achieve success. Planning without execution or execution without planning would be futile.
Those times Vijayawada bottling company/unit was one of the old units in India as a limited company. The unit’s Managing Director used to be very clear in his business objectives and communication to all the staff members. In the very first meeting after the new sales divisions’ activation, he expressed his thought behind splitting the brands into Two divisions with Three brand flavours in each division, it is to grow the market vertically as one can aggressively concentrate on markets growth with few brands to handle. In the first three months new brands division sales force focus was more on activation of number of distributors equal to Gold Spot division had. The new Thumsup division had Three young bachelor staff (One Junior Manager and Two supervisors). As a job routine during the probation period, Junior Manager had to work for Two weeks in each department of the organisation to acquaint well with the bottling plant operations and staff, and then appear for a written examination to qualify for the position confirmation. Whereas the supervisors had to be more in markets with salesmen, retailers and distributors.
Thums up division junior manager prepared his annual work plan with only one motive “Plan for perfect Execution and execute the same plan to achieve success” as “Planning without execution or execution without planning would be futile”. His plan included distribution efficiency modes, supervisors work methods, retail relation, marketing co-ordination and administrative works. The work action blue print was prepared with the suggestions from the junior colleagues on their work plan of action for achievement of job challenges i.e to complete appointment of 115 wholesale dealers in First 100 days so as to activate retail trade with sales for Thumsup, Maaza and Kismet.
Both the supervisors were detailed about their individual market areas, given targets and provided motorcycles for market working. Supervisors used to be in the respective markets for activation and to help/train the appointed wholesaler for distribution in their respective market areas. Junior Manager used to ride with each salesman in key towns on fortnightly basis to understand the potential selling techniques of the salesmen and to know the key volume retailers. Weekly Two days used to join supervisors in rural markets to support them in work and meeting the wholesalers to have a feedback on markets and their new enterprise operations. The commencement of this market activity started in the month of October and by December 30th 1978, just in 90 days 115 whole sellers were appointed and markets were made ready with stocks to welcome the new year for sales.
In the administration side of the job, JM has to conduct and/or update EDS (Every dealer Survey) of every market for market reviews with supervisors. EDS used to be like market mirror with all needed retailer information. With this regular activity, staff used to have a good rapport with all retailers remembering all the markets by heart. JM prepares the proposal of next year month wise sales target on season-based sales curve (Jan to Dec). He has to plan for new trade inventory requirements to fulfil markets needed sales growth, submit required budget and marketing support plan for fulfilling the next year sales target. To motivate sales staff, JM needs to plan monthly and yearly incentives based on different activities achievement. The main incentives for achievement were Management support and work environment for all the employees to offer their besting working efforts. In addition, cash and home needs as incentives used to be offered.
Franchise Manager (FM) from Parles used to visit franchise area once in Three months to evaluate market, product quality maintenance and check on marketing aids utility. To evaluate JM’s performance evaluation, it was through markets visit, FM used to travel on Two-wheeler with one of the JMs to the markets. On site job performance evaluation used to be very novel. Apart from taking markets feedback, he used to stop the vehicle in a market street and ask count of retail outlets on right and left sides in the street. In some market’s it used to be on number of chilling aids (those times majority were ice boxes for bottles cooling to sell as cool drinks)). FM used to walk in the street to count physically, if information given was found wrong then and there, he used to question on JM’s market knowledge and warn to correct with a guiding suggestion that knowing market inputs numbers are important to understand sales growth or decline. Those market visits were best knowledge guides to develop more interest on markets observations. From February last week till May last week for JMs its 24 hours presence in plant for monitoring product despatches to markets as well as empties receivable from markets for production. At the end of summer season Parles used to offer a monsoon break for sales staff from Supervisor levels, invariably it used to be a trip to one of the SAARC countries for 5 days to freak out. The achievements are by everyone working together as One Team enjoying a relaxed feeling though the work schedules were hectic.
End point- The evolution is constant change factor with the passage of times. The point that all businesses should remember is handling of HR resources in proper ways to gain the benefits of teams work dedication and results offering. Technology is what is made by the human beings and it is a customized for a purpose and can never be one answer for all problems or questions. ROI of any business enterprise depends upon management of the organisation. It is seen that local or regional brands do well than national or MNCs as the markets for operation, staff requirement, products numbers, marketing budgets and finances etc are limited and can be closely monitored.
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