1) The document analyzes reasons for out of stock (OOS) situations at retail outlets in different territories. The primary reasons were waiting for salesman (30%), low budget (20%), and low education on stock management (20%). OOS was most common and dominated in Cluster 4 due to low budgets. 2) Actions were taken to address OOS outlets, including selecting potential outlets, downgrading salesmen, and non-active outlets. More intensive actions were taken in Clusters 3 and 4. 3) Additional actions to maintain the solutions included changing call cycles, moving POSM equipment, improving visibility/availability, and providing merchandising feedback. These actions showed a reduction in OOS rates over

2. CLASSIFIED OOS AT TERRITORY
30%
40%
20%
10%
OOS Reason
Waiting
Salesman
Low Budget
Low Education on
Stock
Management
Others
10%
20%
20%
50%
0% 20% 40% 60%
Cluster 1
Cluster 2
Cluster 3
Cluster 4
OOS Outlet by Selling Out Cluster2
OOS Outlet by Selling
Out Cluster2
OOS Happen and Dominated at Cluster 4 because of Low Budget

3. ACTION FOR OOS OUTLET
10%
20%
20%
50%
0% 20% 40% 60%
Cluster 1
Cluster 2
Cluster 3
Cluster 4
OOS Outlet by Selling Out Cluster2
OOS Outlet by
Selling Out Cluster2
1.Select Potential Outlet
2.Downgrade to Motoris Salesman
3.Non Active Outlet
Action in Cluster 4&3 is more intens and very carefully selected, Although Cluster 1&2 is also
1. Buy on other Sales ( Freeland Sales )
2. Coordinate with Wholesale Outlet
nearby
3. Made an input for Retail to WS
Program1. Stock Management Program with SRC
2. Stock Management with Book
Calculation Stock
3. Educate of More Cheaper buy on WS
4. Find An Feedback to WS Program

4. MAINTAIN THE ACTION
1.Change Call Cycle 1x1 for outlet Cluster 2,3,4
with High OOS
2.POSM moved from less use outlet to more
usefull
3.Visibility & Availability management at
Cigarette Cabinet Outlet
4.Feed back to Merchandising Team to call cycle
2 day after Sales Visit
Week 1
Week2
Week 3
Week 4
0%
10%
20%
30%
40%
50%
60%
70%
80%
OOS
Before OOS After
60%
50%
70%
60%
75%
40%
80%
35%
Week 1
Week2
Week 3
Week 4
Next Action :
1. Register New Outlet
2. Territory Coverage Expand