HOW TO ANALYSE PERFORMANCE
BEFORE WE START ANALYSE…
• This GUIDE is not intended to ignore the fact on any
fluctuation that happens in RTA/ICT data. Even more,
feedback on Area team are highly appreciated
• This GUIDE main purpose is to help Area team in
utilizing the RTA/ICT related to the performance
reading and decision making process derived from it
MONTHLY PERFORMANCE Step-by-step (Validation)
SoM Movement
(increasing & decreasing)
Store Audit is performed manually
Auditor will visit every store every
(computer generated forms),
Store Audit is performed manually month on the same date. Average
electronic (handheld devices), or
(computer time variation is 30 days
scan generated forms),
data sent by modern stores
electronic
YES (handheld devices), or NO
Constant movement
scan data sent by modern stores
for
more than 2 months
YES Check alignment NO
Go to Analysis Step between SoM, off-
Data recorded for every SKU by take and IMS
auditors:
All product in display shelves /
Data recorded
• Stock infor every
the outletSKU by shop
(inside
racks, baskets, and promotional
auditors:area and storage area)
stands etc. will be recorded
• Stock in the outlet
• Purchases (inside
made byshop
the outlet
area and storage
for the area) Go to Analysis
past month Step STOP since the
• Purchases
• Average made by the
selling outlet
price
for the past month
performance not
• Average selling price validated, wait until
next month reading
4
MONTHLY PERFORMANCE Step-by-step (Analysis)
SoM Movement align with NO Find other brand with
off-take increase/decrease SoM
YES
Store Audit is performed manually
(computer generated forms),
Checkdevices),
electronic (handheld the whether
SoM
or
scan data sent by modern stores Back to Validation
movement align with
distribution/consumer pull
ICT Data : Brand Funnel ICT data can only be used for a trend
(Profile and Switching can only be used if that happen in 3 or more continuous
the focus is on adult smoker share) months
Data recorded for every SKU by
auditors:
• Stock in theConnecting the information
outlet (inside shop
area and storage area)
with our internal information
• Purchases made by the outlet
for the past month
• Average selling price
Conclusion and business
recommendation
