Kealeboga Malala Presentation

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

4

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


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


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


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


Sources of income• Manufacturing• Mining• Tourism • Hotels & Lodging• Construction• Private sector• Government employees


9


• 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


Sources of income• Farming • Government Employees• Retailing


10


• 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


Sources of income• Manufacturing• Mining• Tourism • Hotels & Lodging• Construction• Private sector• Government employees


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


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


Sources of income• Retail• Mining• Hotels & Lodging• Construction• Private sector• Government employees• Energy Resource

13

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

15

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

16

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.

17

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.

18

Income Distribution

Marital Status & Gender

People who have never been married shows that they are the ones with disposable income.

19

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.

21

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

22

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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24

Volume

25

Market Share

Beer Market Share

Beer Market Share target F17 Exit- 92.2%

26

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

26

27

Market Penetration

Total Outlets 847

Existing Outlets 597

New Outlets 243

F17 Target- 15% of existing outlets

Competitor Analysis & Strategies

28

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

29

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






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

31

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

32

33

People

Individual Learning Req

Team Meetings

34

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

37

DRAUGHT

38

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

43

CSI Score

Customer SatisfactionClear Beer

F16 Exit- 4.4F17 Target- 4.5

44

Thank you

Documents

Kealeboga Malala Presentation