1. Purpose: To effectively motivate dealers to provide better customer service for the stores covered and become better.
In-store performance, more efficient visit; Simplify and standardize the management of P&G field sales staff on the daily operation of dealers.
2. Performance appraisal indicator: Coverage service level (CPL)
The main evaluation items include distributor's distribution compliance rate, promotion compliance rate, coverage compliance rate, customer service level compliance rate, system data accuracy rate and coverage personnel's labor contract signing rate, basic salary payment rate and national statutory welfare payment rate.
Coverage service levels will be assessed monthly using standard distributor coverage service assessment tools. P&G will use standard evaluation tools and standard evaluation processes to evaluate the service level covered by dealers, and have corresponding inspection processes to ensure the standardization of all evaluation items, so as to treat each dealer fairly, justly and openly.
3. Incentive: Coverage Service Fee (CSF)
The coverage service fee is evaluated according to the coverage performance of the distributor. The better the coverage service provided by dealers, the higher the coverage service fee (CSF).
4. Dealer coverage service fee =A%× total bonus base of all dealers × coverage service level (CPL)
(1)A% is a fixed proportion, which is determined by P&G at various stages according to market conditions. (2) Coverage personnel include operation manager (OM), sales supervisor (CO), sales team leader (TL), sales representative (DSR) and computer operator (IDSS).
(3)CSF includes all expenses incurred by dealers in providing coverage services, including salaries, bonuses, benefits, recruitment, training, dismissal and profits of coverage personnel. (B) the characteristics of P&G evaluation index system
P&G has adopted a more comprehensive evaluation method for dealers. In addition to the quantity of distribution, it also examines the promotion, customer service, data, terminal distribution, payment collection, distribution of dealers to retail outlets, and the implementation of dealers' salaries and benefits. Sales targets are only part of it.