MY OBJECTIVEMY OBJECTIVE

Devotion to job is not sacrifice; it is the justification of your existence in this world

“Anticipating for a challenging and motivating position in a reputable organization,

Which should quench the thirst of growth, besides enhancing my capabilities”.

IntroductionIntroduction

MY NAME IS MUHAMMAD SAAD SHEIKHS/O MUHAMMAD YASEEN SHEIKH

MARRIED AND HAVING FOUR CHILDRENRESIDENT ADDRESS: A-38 RUFI HOMES

GULZAR-E-HIJRI SCH 33 SEC 38/AKARACHI PAKISTAN

CONTACT #: 0321-8287887

CAREERCAREER Working as a Associate Director for PAK Working as a Associate Director for PAK

ROCK GROUPROCK GROUP..

Aqua Cool Mineral WatersAqua Cool Mineral Waters 25th October 2010 To December 201025th October 2010 To December 2010 Working as business Manager to look after entire Working as business Manager to look after entire

sales of Karachi sales of Karachi

15th June 2006 – 30th August 2010 15th June 2006 – 30th August 2010 PepsiCo International (Pvt) Ltd. (Snacks)PepsiCo International (Pvt) Ltd. (Snacks) BDMBDM Responsible for:Responsible for: Role was expands over half of Karachi Region as a Role was expands over half of Karachi Region as a

Business Development Manager. Business Development Manager. Major responsibility includes supervision of the sales Major responsibility includes supervision of the sales

operation of 9 out of the 16 distributions and PepsiCo ASM’s operation of 9 out of the 16 distributions and PepsiCo ASM’s and TSO’s in the region.and TSO’s in the region.

Find new ways to improve long term business growth.Find new ways to improve long term business growth. Conduct training program for Distributor Sales Force as well Conduct training program for Distributor Sales Force as well

as our FLSL.as our FLSL. Ensure compliance SOX controls over sales operations.Ensure compliance SOX controls over sales operations. I have been awarded (Milestone Award) from GM foods I have been awarded (Milestone Award) from GM foods

Mr.Alen Henderson in 2008 for restructuring of KarachiMr.Alen Henderson in 2008 for restructuring of Karachi

15th November 2004– 14th June 2006 15th November 2004– 14th June 2006 IBL/P&G IBL/P&G FaisalabadFaisalabad FMFM Responsible for:Responsible for: Responsible for the Business of Sub Distribution Towns Responsible for the Business of Sub Distribution Towns

i.e. Jahng net work town up to Shor Kot city and cant, i.e. Jahng net work town up to Shor Kot city and cant, Jaranwala up to Hut Baloki, Chak Johmra, Pindi Jaranwala up to Hut Baloki, Chak Johmra, Pindi Bahtiyan and other small towns around Faisalabad city. Bahtiyan and other small towns around Faisalabad city.

Managing development of new markets for P&G product Managing development of new markets for P&G product range...range...

Training and Hiring of sales staff Training and Hiring of sales staff Restructuring the Territories for improved sales from the Restructuring the Territories for improved sales from the

same geographic boundaries same geographic boundaries Conducted the first Display Competition ever in Conducted the first Display Competition ever in

Faisalabad City Hair Care and Detergent Category.Faisalabad City Hair Care and Detergent Category. Faisalabad Team under our supervision was nominated Faisalabad Team under our supervision was nominated

as the 2nd best team in 2005.as the 2nd best team in 2005.

15th June 1991– 14th November 2004 15th June 1991– 14th November 2004 IBL/P&G IBL/P&G KarachiKarachi TSOTSO Responsible for:Responsible for: Responsible for the Business of complete old city area..Responsible for the Business of complete old city area.. Launch of Pampers – Demonstration Activity to Launch of Pampers – Demonstration Activity to

ConsumersConsumers Training and hiring of Lower sales staff as well as P&G Training and hiring of Lower sales staff as well as P&G

Internee on market execution Internee on market execution Restructuring and deployment of infrastructure Restructuring and deployment of infrastructure Conduct Display competition with the alignment of my Conduct Display competition with the alignment of my

UM UM In this tenure i have successfully launched In this tenure i have successfully launched

Telecommunication Division, Shezan Twist with the 90 % Telecommunication Division, Shezan Twist with the 90 % of distribution in Karachi city & re launched of J&J of distribution in Karachi city & re launched of J&J Product. Product.

Professional TrainingProfessional Training Attended the entire PepsiCo training programs.Attended the entire PepsiCo training programs. Which was held in South Africa, Islamabad and Which was held in South Africa, Islamabad and

Lahore.Lahore. I had passed Train the Trainer course in South I had passed Train the Trainer course in South

Africa conducted by Arnold.Africa conducted by Arnold. In Islamabad I had complete my 1 on 1 In Islamabad I had complete my 1 on 1

Training.Training. I passed Sales Fundamental training as well.I passed Sales Fundamental training as well.

Attended the entire P&G training programs. Attended the entire P&G training programs.

I attend and complete all the college which I attend and complete all the college which Was conducted by P&G.Was conducted by P&G. The programs based on (Handling Objection, The programs based on (Handling Objection,

Face to Face communication & Basic call Face to Face communication & Basic call Procedure). Procedure).

Next Step.Next Step.

Planning to move in a company who want to Planning to move in a company who want to grow and focus on People management.grow and focus on People management.

I want to achieve Numeric and Waited number I want to achieve Numeric and Waited number with new idea’s and initiative with the support of with new idea’s and initiative with the support of my TEAM. my TEAM.

Plans For Distribution SetupPlans For Distribution Setup

Introduction Of Karachi CityIntroduction Of Karachi CityKarachi is the largest city, main seaport and

the financial capital of Pakistan, and the capital of the province of Sindh. It is the 3rd largest city in the world by population and 20th largest city of the world in terms of metropolitan population. It is Pakistan's premier centre of banking, industry, and trade. Karachi is also home to Pakistan's largest corporations, including those that are involved in textiles, shipping, automotive industry, entertainment, the arts, fashion, advertising, publishing, software development and medical research. Karachi enjoys its prominent position due to its geographical location on a bay, making it the financial capital of the country. It is one of the fastest growing cities in the world. Karachi city is spread over 3,530 km in area. It is locally known as the "City of Lights" for its liveliness, and the "City of the Quaid" , having been the birth and burial place of Quaid-e-Azam (Muhammad Ali Jinnah), the founder of Pakistan.

BUSINESS DYNAMICS Clusters of institution located in the area.

Growing Snacking Trend Growing penetration of Non-branded products (1-5Rs)

45 % of the shops are D class.

Categories

Class Shops

A 5%

B 20%

C 30%

D 45%

Total 100%

Brand Split

Kuranch14%

Pufs21%

PC65%

Flavor Split

Katchup7%

SLT30%

MSL23%

FC40%

Price Wise Split

Rs.1066%

Rs.2514%

Rs.520%

Biscuits MarketBiscuits Market

Outlets Coverage & Classification (Criteria)Outlets Coverage & Classification (Criteria) Retail

HVO High Value Outlet (Monthly Sales of Rs 30,001 or more). A Class Monthly sales between Rs 12,001 to 30,000. B Class Monthly sales value between Rs 6,001 to 12,000. C Class Monthly sales value between Rs 2,001 to 6,000. D Class Monthly sales value between Rs 400 to 2,000.

Wholesale A Class Monthly sales of Rs 401,000 & above. B Class Monthly sales value between Rs 100,001 to 400,000. C Class Monthly sales value between Rs 20,001 to 100,000. D Class Monthly sales value between Rs 4,000 to 20,000.

Presently, there are 575 wholesalers and 6170 retailers are under coverage through a huge distribution network across the Karachi according to the following criteria:

Channel ContributionChannel ContributionBrands WS Retail InstitutionTotalTiger 55% 44% 1% 100%Tiger Chocolate 0% 100% 0% 100%Bakeri 36% 63% 1% 100%Prince 52% 47% 1% 100%Tuc 36% 63% 1% 100%Power Brands 54% 45% 1% 100%Gala 42% 56% 2% 100%Zeera Plus 54% 45% 1% 100%Candi 37% 62% 1% 100%Bistiks 26% 74% 0% 100%Wheatable HF 18% 82% 0% 100%Wheatable SF 22% 78% 0% 100%Plus Moongphali 11% 89% 0% 100%Rest of Brands 52% 47% 1% 100%Total 53% 46% 1% 100%

CBL Vs Competition - updateCBL Vs Competition - update

WS Retail Total Vans Tri Van Tri Cycle Qinghi

Mini Truck Bookers Spot

Salesmen Delivery

men Merchandiser DSOs

CBL 40 27 67,542 2,385 21,032 23,417 56 57 16 72 57 72 13 1 EBM 61 - 110,000 2,400 22,000 24,400 57 54 21 78 54 78 18 Bisconi 78 - 46,000 2,300 18,000 20,300 68 59 - 68 59 68 - Mayfair 1 69 21,000 2,200 16,500 18,700 47 51 2 49 51 49 5 Kolson 1 72 15,000 2,200 15,600 17,800 44 63 - 44 63 44 -

Outlets under coverage Mechanical Resource Human Resource

CBL vs Competitor No. of Distributor

No. of Sub Distributor

Average monthly sales

in cartons

DISTRIBUTIONS SNAP SHOT

BUSINESS DYNAMICS

Retail & K/O driven business.

High concentration of recreational facilities.

Growing penetration of other company e.g. Snack city, Bake Parlor

Triple M.S

Residential Projects going on, new shops open with new residential project

Suggestion Suggestion Plan Areas Bifurcation:Plan Areas Bifurcation:

I going to divide Karachi in to 4 areas.I going to divide Karachi in to 4 areas. A) First Designated area from Golimar, A) First Designated area from Golimar,

Nazimabad, North Nazimabad, New Karachi, Nazimabad, North Nazimabad, New Karachi, North Karachi, Baldia and Orangi town.North Karachi, Baldia and Orangi town.

B) Second from Old city, Clifton, Defense, Tariq B) Second from Old city, Clifton, Defense, Tariq road, Bahadurabad and Karsaz.road, Bahadurabad and Karsaz.

C) Third is Landhi, Malir, Malir Cant up to C) Third is Landhi, Malir, Malir Cant up to Gulshan-e-hadeed.Gulshan-e-hadeed.

D) Forth one is Liaquatabad, FB Area, Gulshan-e-D) Forth one is Liaquatabad, FB Area, Gulshan-e-iqbal, Gulistan-e-johar, Gulistan-e-Hijri and iqbal, Gulistan-e-johar, Gulistan-e-Hijri and Gulshan-e-Memar. Gulshan-e-Memar.

  1-Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Sales Target-Tons 16.8 16.8 19.2 16.8 16.8 15.0 21.6 21.6 21.6 22.7

# Of Outlets 4800 4800 4800 4800 4800 4800 5280 5280 5280 5280

# Of Routes 120 120 120 120 120 120 132 132 132 132

# Of Dsr 20 20 20 20 20 20 22 22 22 22

# Of Vehicles 16 16 16 16 16 16 20 20 20 20

Productivity % 70 70 75 65 65 60 75 75 75 75

Drop Size In Kg 3.5 3.5 3.5 3.5 3.5 3.5 4.1 4.1 4.1 4.3

# Racks in Market 0 0 0 0 0 0 1000 0 0 250

Counter Top 1000 500 500 500 500 0 0 0 0 0

Rack Penetration % 21 31 42 52 62 62 75 75 75 80

Avg. Booker Sale Kg 840 840 960 840 840 750 980 980 980 1031

Weekly Freq % 120 120 120 120 120 120 120 120 120 120

Twise a Week 0 0 0 0 0 0 0 0 0 0

Expenses Expenses Heads Qut Basic Incentive Fuel & Min Cell Phone Attendense Total 100% Company DistributorASM's 1 45000 5000 15000 3000 63000 68000 68000TSO's 6 25000 5000 4000 1500 183000 213000 213000Booker 20 10000 3000 3000 1000 280000 340000 170000 170000

Sales Man 16 6000 1000 0 0 1000 96000 128000 0 128000Vans 16 10000 0 0 0 0 160000 160000 80000 80000

Van Fuel 16 8000 0 0 0 0 128000 128000 0 128000Distribution Rent 4 30000 0 0 0 0 120000 120000 0 120000Depo Incharge 4 10000 0 0 0 0 40000 40000 0 40000

Accountant / Cashier 4 10000 0 0 0 0 40000 40000 0 40000Loader 8 5000 0 0 0 0 40000 40000 0 40000

One Week Investment 4 450000 0 0 0 0 1800000 1800000 0 1800000Total Target 0 0 0 0 0 0 0 0 0 0 ?

Distribution Prophet 4 0 0 0 0 0 0 0 0 0 10+2

Expences

ThanksThanks&&

RegardsRegards