Financials and costs

Turnover/Ratio's/Numbers Rs./days/% Additional info

Profits/Profitability

GOLY/Trend in growth

Fixed/Operating Expenses

Variable Expenses

Approx Throughput per additional sale of Rs. 100

Working Capital in days

Avg Accounts receivables in days

Inventory in days

Discounted turnover

Avg Discount %

Broad Numbers (Pareto)

Total number of SKUs

How many account for 80% of all sales?

Number of new products introduced?

Typical Shelf life?

Mapping the Supply chain

Retail

No. Av turnover Where all? Pareto? Most important?

Order lead time:

Supply lead time:

Avg replenishment frequency:

Avg Inventory in days:

Retail margin:

Avg clearance discounts:

Avg Credit days:

Total range of SKUs

Number of SKUs supposed to keep

Actual Available

Availability of high runners?

Write offs

Mapping the market

How is Market defined by them/Market size in Rs. / Market Share?

What are the markets they are currently not looking at?

Size of current business and growth?

Within the defined market, what are the market segments and their current business split overall?

What is their share/strengths/growth in each of these.

Which segment are they focusing on and how big is it?

Who are the significant competition and what is their differential?

UDE's of Finance

UDEs of market, environment

Mapping the consumer

Who are the consumers?

Unmet needs

Typical buying Behavior

Tolerance time

Check Gaps/symptoms as per TOC

Absorption costing?

Check Gaps/Symptoms as per TOC

No significant difference between competition?

Verify Symptoms/Gaps as per TOC

Is availability a significant unmet need?

UDEs of Retail

UDEs of consumers

Resources Available

Resources Available

Resources Available

Verify Symptoms/ Gaps as per TOC

Batching by order size/size sets?Volume discounts %?Discounted sales %.Extent of Surpluses and shortages.

Resources Available

Verify Symptoms/ Gaps as per TOC

UDEs of Sales

Template for Data Collection31 August 2010

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BD Page 1

Distributors

No. Av turnover Where all? Pareto? Most important?

Order lead time:

Supply lead time:

Avg replenishment frequency:

Avg Inventory in days:

Distribution margin:

Avg clearance/cash discounts:

Avg Credit days:

Write offs

Warehouse(s)Regional Warehouse

How many?

Where all?

Order lead time:

Supply lead time:

Avg replenishment frequency:

Avg Inventory in days:

Spare capacity available?

Write offs

Central Warehouse

How many?

Where all?

Order lead time:

Supply lead time:

Avg replenishment frequency:

Avg Inventory in days:

Spare capacity available?

Write offs

Factory

Factory /Factories

Plantwarehouse?

Distance fromcentral?

Constrained?Other remarks

Parameters Fac 1 Fac 2 Fac 3

Order lead time key material:

Supply lead time:

Avg replenishment frequency:

Avg Inventory in days:

Capacity constrained?

Write off's/Wastage

RM Suppliers/Vendors/ Outsourced Production

Number Name Product Turnover Replenishment time Supplies to factory/warehouse/Directly to Retail?

Capacity constrained?

On time performance?

Sales Structure Title Number

Number of Salesmen ?

Merchandisers?

Sales supervisors?

Regional sales managers?

Symptoms/ Gaps as per TOC

Batching by order size/size sets?Volume discounts %?Surpluses and shortages?

Symptoms/ Gaps as per TOC

Batching by order size/size sets?Volume discounts %?Surpluses and shortages?

Symptoms/ Gaps as per TOC

Batching by order size/size sets?Volume discounts %?Surpluses and shortages?

Forecasting and push sales?

Verify Symptoms/ Gaps as per TOC

Batching by order size/size sets?Volume discounts %?Surpluses and shortages?

Verify Symptoms/ Gaps as per TOC

Batching by order size/size sets?Volume discounts %?Surpluses and

Resources Available

Resources Available

Resources Available

Resources Available

Resources Available

UDEs of Distributors

UDEs of Warehouse

UDEs of Factory

BD Page 2

UDE's of suppliers/Vendors

Surpluses and shortages?On time performance?

Resources Available

BD Page 3