Organizational Benchmarking - Knowing our people - Top 4 + Others (All CD/CM people) July 2009.

Country NIGERIA For WL1

a Qualification
Educational
% of Date of
Key performance attribute to Listing Time Position Profile / Employees Next Job
Grade Name Current Position Years of experience Key Jobs in UL Pay proposed
note Status on list in LDT DNA Career wishes Planned
Point move
In UL as @ LDT

@
A
g

u
e

0
9
Outside UL

'
July. '09 Matrix
 Provide good leadership for his people
and has consistently rallied them to great
Middle RCDM in 2009 and
HND LDM, FSM Gombe, performances. Despite losing 2 KDs who
WL1A Umar Muktar FSM Kano
Marketing,
43_06 17_11 0
Sokoto contributed 70% of the location's targets,
HP2 Right Green Sales 89.36% ultimately become RCDM 2011
Box a CDD
he has been able to merge territpries and
deliver exceptional result.

He has great performance in sales out. He

HND BB experience in
successfully moved his location form a "C" Top right
WL1A Femi Adesina FSM, Ilorin Marketing, 36_01 6_11 7 Sales Rep., FSM Lagos
category to a "B" category i.e doubling the
HP2
green box
Sales 84.62% Oral and later RCDM Q2 2010
PGD Mgt. become RCDM.
Gross Sales Value.

Middle
WL1C 37_04 4_05 Right Green 88.00%
Emmanuel Field Sales Manager, B. Sc. Agric., MDIM, FSM West, FSM Box
Ossai Lagos 2 MBA 7 Aba Not listed Sales

WL1A Anthony Field Sales Manager, B. Sc. 44_03 24_01 0 FSM Bauchi, FSM Lagos Bottom 85.00%
Chigbolu Lagos 3 Marketing 3 Not listed Middle Sales
B. Sc.
WL1C Field Sales Manager, Applied 34_09 6_11 Bottom Sales/ CD 86.00%
Ikoabasi Akpan Lagos 4 Chemistry 2 CD Admin Manager Not listed Right Ops

WL1C Field Sales Manager, B.Sc. Comp. 35_04 5_09 Bottom 85.00%
Kemi Osifeso Lagos 5 Sc. 3 GDM West, FSM Ibadan Not listed Middle Sales

WL1C Field Sales Manager, B.Sc. 36_07 4_05 Middle 86.00%

Biodun Salihu Ibadan Statistics 1 FSM Owerri Not listed Middle Sales

WL1A Ngozi Field Sales Manager, B.Sc. Bus 42_10 19_04 Expenses Supr, FSM Bottom 88.00%
Asomugha Benin Admin. Warri Not listed Right Sales

WL1B Margaret Field Sales Manager, 42_09 18_07 FSM Aba, Asaba/ Agbor, 85.00%
Balogun Akure/Ondo NCE 1 FSM Ondo Not listed Bottom left Sales

WL1C Field Sales Manager, B.Sc. 35_07 0_06 80.00%

Jonah Ipimoroti Osogbo Sociology 1 NA Not listed New in role Sales
B.A. Comm &
WL1C Field Sales Manager, Lang Arts, 40_06 7_07 LDM Kaduna, FSM North Bottom 93.00%
Richard Njoku Aba PGD 12 West Not listed Right Sales
Mgt. Trainee, Ultra
WL1C Benedicta Field Sales Manager, B.Sc. Food 34_08 7_07 0 support Manager LDM Middle 92.00%
Nwosu Port Harcourt Sc. & Tech. Enugu Not listed Middle Sales

WL1C Field Sales Manager, HND Mass 31_03 0_06 80.00%

Bovi Aziakpono Onitsha Comm 1 NA Not listed New in role Sales
Management trainee,
WL1C Field Sales Manager, 31_06 4_10 0 FSM Umuahia, Uyo, Middle 80.00%
Foluke Sanda Calabar B.Sc, OAU Eket, FSM Calabar Not listed Middle Sales
B.Sc.,
WL1C Field Sales Manager, Sociology, 30_00 4_05 Bottom 84.00%
Joseph Olowo Enugu M.Sc, MBA 4 FSM Jos Not listed Middle Sales
B.Sc
WL1C Field Sales Manager, Sociology, 39_09 4_05 Bottom 81.00%
Ray Koko Warri MBA 12 FSM Wukari Not listed Right Sales

Middle
WL1B 46_03 27_06 Acct. Manager, Abuja, Right Green 92.00%
Field Sales Manager, Debtor's control Box
Soji Akinlade Jos WASCE Manager, FSM Keffi Not listed Jul-09 Sales To become RCDM
WL1C Bamidele Field Sales Manager, B.Sc 33_09 0_06 80.00%
Ebukuyo Kaduna Sociology 6 NA Not listed New in role Sales

WL1C 35_04 5_09 Growth & Development 87.00%

Field Sales Manager, Manager, Lagos, FSM Middle
Nosa Idemudia Abuja B.Sc.Geopl 4 Ilorin Not listed Middle Sales

WL1A Field Sales Manager, 38_06 9_08 Bottom 84.00%

Mumuni Salihu Bauchi HND FSM Oyo/Shaki Not listed Middle Sales
LDM Jos, Actg Regional
WL1C Field Sales Manager, 39_10 6_11 Mgr, Middle Belt, MDIM Bottom 86.00%
Sani Abdulsalam Maiduguri B.Sc Bioch 11 N. East, Not listed Middle Sales

WL1C Field Sales Manager, 33_02 0_06 80.00%

Tomiwa Odunjo Yola B. Tech 6 NA Not listed new in role Sales

Middle
WL1C 39_07 4_05 Right Green 84.00%
Field Sales Manager, B.Sc Bus. FSM Akure/Ondo, FSM Box
David Adeweso Sokoto Adm. MBA 13 Yola Not listed Sales

WL1D B.Sc. Micro, 36_04 0_06 80.00%

Field Activation M.Sc.
Folake Awe Manager, West H/Nutrition 7 NA Not listed new in role Sales/CM

WL1D Field Activation B.Sc. Mgt, 41_00 6_02 Category Manager, 103.00%
Nnamdi Okeke Manager, East MBA 7 Foods Not listed Top Middle Sales/CM

Sales Rep., SSR Depot,

WL1B 49_03 24_11 Cust. Acct. Mgr, MDIM, 89.00%
Felix Field Activation HND NC, NW, Lagos, FSM Middle
Oguntimehin Manager, Middle Belt Marketing Lagos 1 Not listed Middle Sales/CM
HND
WL1B Field Activation Marketing, 49_05 16_04 LDM Jos, MDIM Ibadan, Middle 87.00%
Hillary Okoro Manager, North West PGD, MBA 4 MDIM SE, FSM Onitsha, Not listed Middle Sales/CM

WL1C Field Capability B.Sc. Agric, 33_00 0_06 80.00%

Taofiq Ositade Manager, Lagos MBA 6 NA Not listed New in role Sales

WL1B Field Capability B.Sc. Comp 31_01 6_05 Sales Statistics Middle 89.00%
Femi Iyiola Manager, West Sc, MBA 0 Manager, FSM Akure Not listed Right Sales

WL1C Field Capability B.Sc. Ind. 35_06 0_06 80.00%

Femi Osobe Manager, East Chem 4 NA Not listed New in role Sales
HND, MA
WL1B Field Capability (Comm. & 51_01 16_04 Sales supervisor, FSM Middle 96.00%
Peter Adeagbo Manager, Middle Belt Lang. Arts) 0 Lagos 5, FSM Kaduna Not listed Middle Sales

WL1A Field Capability B.Sc. 47_06 23_06 FSM Sokoto, FSM Middle 89.00%
Tope Olorunfemi Manager, North West Marketing 1 Gombe Not listed Middle Sales

WL1C Abiodun Trade Category B.Sc. Econs 36_09 4_05 FSM Calabar, Customer Bottom 84.00% To be the CM
Akinkunmi Manager, HPC & Stat. Mkting Mgr, Home Care Not listed Middle CM Manager

WL1C Channel Sales B.Sc, PGD, 36_00 3_09 Bottom 80.00%

Fadumo Olajide Manager, North MBA 10 NA Not listed Right Sales/ MT

WL1A HND 42_10 16_04 Bottom 74.00%

Patrick Nwosu Admin Manager, SE Marketing 4 LDM Not listed Right Admin

WL1A Uchenna HND Sec 34_00 4_08 Confidential Sec to CDD/ Bottom 87.00%
Ahanonu CD Secretary Studies, PGD Office Admin mgr. Not listed Middle Admin
Vacant jobs
Category
Operations
Manager
Customer Care
Manager
Channel Sales
Statistics
Manager

Customer
Marketing
Manager, HPC

Customer
Marketing
Manager, Foods

Field Sales
Manager, Gusau
 interacting
population
role (KDSRs)
Sphere of Ratio
Strategic complexity influence Bus. Risk
WL1 jobs NPS (5) imptce (5) (5) (5) (5)
HO Category Operations 4
Manager 5 3 5 5
HO CD Secretary 5 0 1 5 1
Channel Sales
HO Manager, Top End 2 5 5 3 3

HO Channel Sales Statistics 3

Manager 5 4 3 3
Customer Care
HO Manager 5 4 5 5 4
Customer Marketing
HO Manager, Foods 5 5 5 5 5
Customer Marketing
HO Manager, HPC 5 5 5 5 5
Trade Category
HO Manager, Foods 5 4 5 5 5

HO Trade Category 5
Manager, HPC 5 4 5 5
LA Field Sales Manager, 3 4 4 5 3
Lagos 2

LA Field Sales Manager, 2 4 4 5 3

Lagos 3

LA Field Sales Manager, 2 4 4 5 3

Lagos 4

LA Field Sales Manager, 1 4 4 4 3

Lagos 5
LA FSM Lagos 1 4 4 4 5 3
MB Field Sales Manager, 3 4 3 3
Abuja 1
MB Field Sales Manager, 2 4 2 3
Bauchi 1
MB Field Sales Manager, 3 4 3 3
Jos 4
MB Field Sales Manager, 3 4 5 3
Kaduna 3

MB Field Sales Manager, 2 4 3 3

Makurdi 1
MB Field Sales Manager, 2 4 1 3
Minna 1
NW Field Sales Manager, 1 4 2 3
Gombe 1
NW Field Sales Manager, 1 4 0 3
Gusau 1
NW Field Sales Manager, 2 4 2 3
Maiduguri 1
NW Field Sales Manager, 2 4 2 3
Sokoto 1
NW Field Sales Manager, 2 4 2 3
Yola 1
NW FSM Kano 1 4 4 5 3
R Channel Sales 4 4 3 3
Manager, Lagos 2
R Channel Sales 3 4 3 3
Manager, North 2
R Field Activation 4 4 4
Manager, East 5 4
R Field Activation 4 4 4
Manager, Lagos 5 4
R Field Activation 4 4 4
Manager, Middle Belt 5 4
R Field Activation 2 4 4
Manager, North West 3 4
R Field Activation 3 4 4
Manager, West 4 4
R Field Capability 4 4 4
Manager, East 5 4
R Field Capability 4 4 4
Manager, Lagos 5 4
R Field Capability 4 4 4
Manager, Middle Belt 5 4
R Field Capability 2 4 4
Manager, North West 3 4
R Field Capability 3 4 4
Manager, West 4 4
SE Admin Manager, SE 5 0 1 4 3
SE Field Sales Manager, 4 4 3
Aba 5 5
SE Field Sales Manager, 3 4 3
Calabar 1 3
SE Field Sales Manager, 3 4 3
Enugu 1 4
SE Field Sales Manager, 4 4 3
Onitsha 4 5
SE Field Sales Manager, 4 4 3
Port Harcourt 3 3
SE Field Sales Manager, 2 4 3
Warri 1 3
W Field Sales Manager, 1 3 4 1 3
Akure/Ondo

W Field Sales Manager, 1 3 4 4 3

Benin

W Field Sales Manager, 2 4 4 4 3

Ibadan

W Field Sales Manager, 1 3 4 1 3

Osogbo
W FSM, Ilorin 1 2 4 2 3
effort
required
Geography
(5) Total
5 27
5 17
3 21
2 20
5 28
5 30
5 30
5 29
5
29
1 20
1 19
1 19
2
18
1 21
1 15
1 13
1 18
1 19
2
15
3 14
3 14
3 12
2 14
3 15
3 15
2 19
1 17
2 17
4 25
4 25
4 25
4 21
4 23
4 25
4 25
4 25
4 21
4 23
4 17
2 23
2 16
2 17
1 21
2 19
1 14
1 13
2
17
1 18
1 13
3 15
 interacting
population
role (KDSRs) Ratio
Sphere of
Strategic complexity influence Bus.
WL1 jobs NPS (5) imptce (5) (5) (5) Risk (5)
Customer
HO Marketing 5
Manager, Foods 5 5 5 5
Customer
HO Marketing 5
Manager, HPC 5 5 5 5
Trade Category
HO Manager, Foods 5 4 5 5 5
HO Trade Category 5
Manager, HPC 5 4 5 5
Customer Care
HO Manager 5 4 5 5 4

Category
HO Operations 4
Manager 5 3 5 5
R Field Activation 4 4 4
Manager, East 5 4
R Field Activation 4 4 4
Manager, Lagos 5 4
Field Activation
R Manager, Middle 4 4 4
Belt 5 4
R Field Capability 4 4 4
Manager, East 5 4
R Field Capability 4 4 4
Manager, Lagos 5 4
Field Capability
R Manager, Middle 4 4 4
Belt 5 4
R Field Activation 3 4 4
Manager, West 4 4
R Field Capability 3 4 4
Manager, West 4 4
SE Field Sales 4 4 3
Manager, Aba 5 5

HO Channel Sales 3
Manager, Top End 2 5 5 3
LA FSM Lagos 1 4 4 4 5 3
Field Activation
R Manager, North 2 4 4
West 3 4
Field Capability
R Manager, North 2 4 4
West 3 4
SE Field Sales 4 4 3
Manager, Onitsha 4 5

HO Channel Sales 3
Statistics Manager 5 4 3 3

LA Field Sales 3 4 4 5 3
Manager, Lagos 2

LA Field Sales 2 4 4 5 3
Manager, Lagos 3

LA Field Sales 2 4 4 5 3
Manager, Lagos 4

MB Field Sales 3 4 5 3
Manager, Kaduna 3
NW FSM Kano 1 4 4 5 3
Field Sales
SE Manager, Port 4 4 3
Harcourt 3 3

LA Field Sales 1 4 4 4 3
Manager, Lagos 5

MB Field Sales 3 4 3 3
Manager, Jos 4
W Field Sales 2 4 4 4 3
Manager, Ibadan
HO CD Secretary 5 0 1 5 1
R Channel Sales 4 4 3 3
Manager, Lagos 2
R Channel Sales 3 4 3 3
Manager, North 2
SE Admin Manager, 0 1
SE 5 4 3
SE Field Sales 3 4 3
Manager, Enugu 1 4
W Field Sales 1 3 4 4 3
Manager, Benin

SE Field Sales 3 4 3
Manager, Calabar 1 3
MB Field Sales 3 4 3 3
Manager, Abuja 1
MB Field Sales 2 4 3 3
Manager, Makurdi 1
NW Field Sales 2 4 2 3
Manager, Sokoto 1
NW Field Sales 2 4 2 3
Manager, Yola 1
W FSM, Ilorin 1 2 4 2 3
MB Field Sales 2 4 1 3
Manager, Minna 1
NW Field Sales 1 4 2 3
Manager, Gombe 1
 Field Sales
NW Manager, 2 4 2 3
Maiduguri 1
SE Field Sales 2 4 3
Manager, Warri 1 3
MB Field Sales 2 4 2 3
Manager, Bauchi 1
Field Sales
W Manager, 1 3 4 1 3
Akure/Ondo

W Field Sales 1 3 4 1 3
Manager, Osogbo

NW Field Sales 1 4 0 3
Manager, Gusau 1
effort required

Geography
(5) Total

5
30 1

5
30 2

5 29 3
5 29 4
5 28 5

5
27 6
4 25 7
4 25 8

4
25 9
4 25 10
4 25 11

4
25 12
4 23 13
4 23 14
2 23 15

3
21 16
1 21 17

4
21 18

4
21 19
1 21 20

2
20 21

1
20 22

1
19 23

1
19 24
1 19 25
2 19 26

2
19 27

2
18 28
1 18 29
1 18 30
5 17 31
1 17 32
2 17 33
4 17 34
2 17 35
2
17 36
2 16 37
1 15 38
2 15 39
3 15 40
3 15 41
3 15 42
3 14 43
3 14 44
2
14 45
1 14 46
1 13 47

1
13 48

1
13 49
3 12 50
 3 years
Q1 - Q4 Position
Current Educational Key Jobs Q1 2010 ranking
Grade Name Years of experience 2010 in LDT
Position Qualification in UL PERF compared
PERF 2009
with peers

WL1C Field Sales 4_05 Green in Q1 15th on growth,

Biodun Manager, & Q4, Amber Middle 11th on target
Salihu Ibadan B.Sc. Statistics FSM Owerri 1 Red in Q2 & Q3 Middle achvmnt

WL1A Field Sales Expenses 19_04 Green in 5th on growth,

Ngozi Manager, Supr, FSM Q1,Q2 & Q3, 9th on target
Asomugha Benin B.Sc. Bus Admin. Warri Red Amber in Q4 Bottom Right achvmnt

FSM Aba,
WL1B Field Sales Asaba/ 18_07 Green in 1st on growth,
Margaret Manager, Agbor, FSM Q1,Q2 & Q4, 12th on target
Balogun Akure/Ondo NCE Ondo 1 Red Amber in Q3 Bottom left achvmnt

WL1C Field Sales 0_06 Green in 15th on growth,

Jonah Manager, Q1,Q2,Q3 & 12th on target
Ipimoroti Osogbo B.Sc. Sociology NA 1 Green Q4 New in role achvmnt
FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

2. Computation for DSR and Merchandisers is

monthly
90 - 95%

QOP
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is
the exit figure
< 90%

< 50% 50 - 80%

QOC

QOC
Q4 2009

BIODUN SALIU

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 56% 64% 114% 20

Coverage ( # stores) - YTD Sep 2979 2541 85% 40

Quarterly Cash Lodgement vs Sales out 100% 94% 94% 20

ROI - Dist compliant to std 3 3 100% 20

Total 96% 100

QOC
Q3 2009

BIODUN SALIU
Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 45% 23% 51% 20

Coverage ( # stores) - YTD Sep 2718 2621 96% 40

Monthly Cash Lodgement vs Sales out 100% 95% 95% 20

ROI - Dist compliant to std 3 3 100% 20

Total 88% 100

QOC
Q2 2009

BIODUN SALIU

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 36% 90% 20

Add. Coverage ( # stores) 347 437 126% 40
Monthly Cash Lodgement vs Sales out 100% 95% 95% 20
ROI - Dist compliant to std 3 3 100% 20
Total 107% 100

QOC
Q1 2009

BIODUN SALIU

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 35% 61% 174% 25

Add. Coverage ( # stores) 1244 1155 93% 50

Monthly Cash Lodgement vs Sales out 100% 0% 0

ROI - Dist compliant to std 3 2 67% 25
Total 107% 100
 Fill white cells ONLY QOP

id

Q4 2009 Q1 2009

Q3 2009 Q2 2009

80 - 100% > 100%

OC

QOP
Q4 2009

BIODUN SALIU

%
Score Element Target Actual Weightage
Achievement
23% Value -Total (Mln) 586 632 108% 20

34% Brand wise Volumes (cases) 150,679 161,085 107% 50

19% Value - Retail Sales (%) 40% 31% 78% 30

20%

96% Total 98% 100

QOP
Q3 2009

BIODUN SALIU
 %
Score Element Target Actual Weightage
Achievement
10% Value -Total (Mln) 460 511 111% 20

39% Brand wise Volumes (cases) 118,391 121,152 102% 50

19% Value - Retail Sales (%) 40% 25% 63% 30

20%

88% Total 92% 100

QOP
Q2 2009

BIODUN SALIU

%
Score Element Target Actual Weightage
Achievement
18% Value -Total (Mln) 460 490 107% 20
50% Brand wise Volumes (cases) 118,391 113,503 96% 50
19% Value - Retail Sales (%) 40% 30% 75% 30
20%
107% Total 92% 100

QOP
Q1 2009

BIODUN SALIU

%
Score Element Target Actual Weightage
Achievement
44% Value -Total (Mln) 586 460 78% 20

46% Brand wise Volumes (cases) 150,679 100,112 66% 50

0% Value - Retail Sales (%) 22% 40% 182% 30

17%
107% Total 103% 100

99
 Remarks

Score QOC QOP

22% FCS Data for Dec 09 Week 40 - Week 52

53% 3 Month ECO - Exit'09 Tgt vs Act. Week 40 - Week 52

23% Lodgement Data for Q4 2009 Week 40 - Week 52

ROI Average for Full Year 09

98%

Remarks
Score QOC QOP
22% FCS Data for Sep 09 Week 27 - Week 39

51% 3 Month ECO - YTD Sept Tgt vs Act. Week 27 - Week 39

19% Lodgement Data for June to August Week 27 - Week 39

ROI Average for June to August 09

92%

Remarks

Score QOC QOP

21% FCS Data for June 09 Week 14 - Week 26
48% 3 Month ECO - June over March Week 14 - Week 26
23% Lodgement Data for May & June Week 14 - Week 26
ROI Average for April & May 09
92%

Score QOC QOP

16% FCS Data for March 09 Week 01 - Week 13

33% 3 Month ECO - March over December Week 01 - Week 13

55% Lodgement Data Not used Week 01 - Week 13

ROI Average for Jan to March 09
103%

96
FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

2. Computation for DSR and Merchandisers is

QOP
monthly
90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is < 90% Q1 2010
the exit figure

< 50% 50 - 80%

QOC

QOC
Q1 2010
BIODUN SALIU

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 27% 68% 20

Coverage ( # stores) - 1 month ECO 2979 2455 82% 40

Quarterly Cash Lodgement vs Sales out 100% 105% 105% 20

ROI - Dist compliant to std 3 0.5 17% 20

Total 71% 100

 Fill white cells ONLY QOP

80 -
> 100%
100%
C

QOP
Q1 2010
BIODUN SALIU

%
Score Element Target Actual Weightage Score
Achievement

14% Value -Total (Mln) 671 572 85% 20 17%

33% Brand wise Volumes (cases) 179,726 138,312 77% 50 38%

21% Value - Retail Sales (%) 40% 33% 82% 30 25%

3%

71% Total 80% 100 80%

 Remarks

QOC QOP

FCS Data for March 09 Week 01 - Week 13

1 Month ECO - Q1'10 Tgt vs March 10 Act. Week 01 - Week 13

Lodgement Data for Q1 2010 Week 01 - Week 13

ROI Average for Q1 10

FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

QOP
2. Computation for DSR and Merchandisers is
monthly
90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is < 90%
the exit figure

< 50% 50 - 80%

QOC

QOC
Q4 2009

JONAH IPINMOROTI

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 56% 91% 163% 20

Coverage ( # stores) - YTD Sep 1678 2236 133% 40

Quarterly Cash Lodgement vs Sales out 100% 113% 113% 20

ROI - Dist compliant to std 1 1 100% 20

Total 128% 100

QOC
Q3 2009

JONAH IPINMOROTI
Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 45% 73% 162% 20

Coverage ( # stores) - YTD Sep 986 1364 138% 40

Monthly Cash Lodgement vs Sales out 100% 99% 99% 20

ROI - Dist compliant to std 1 1 100% 20

Total 128% 100

QOC
Q2 2009

JONAH IPINMOROTI

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 91% 228% 20

Add. Coverage ( # stores) 221 124 56% 40
Weekly Cash Lodgement vs Sales out 100% 99% 99% 20
ROI - Dist compliant to std 1 1 100% 20
Total 108% 100

QOC
Q1 2009

JONAH IPINMOROTI

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 35% 100% 286% 25

Add. Coverage ( # stores) -67 124 185% 50

Weekly Cash Lodgement vs Sales out 100% 0% 0

ROI - Dist compliant to std 1 1 100% 25
Total 189% 100
 Fill white cells ONLY QOP

id

Q1 2009
Q2 2009
Q3 2009
Q4 2009

80 - 100% > 100%

OC

QOP
Q4 2009

JONAH IPINMOROTI

%
Score Element Target Actual Weightage
Achievement
33% Value -Total (Mln) 297 313 105% 20

53% Brand wise Volumes (cases) 78,431 77,274 99% 50

23% Value - Retail Sales (%) 46% 46% 101% 30

20%

128% Total 101% 100

QOP
Q3 2009

JONAH IPINMOROTI
 %
Score Element Target Actual Weightage
Achievement
32% Value -Total (Mln) 243 281 116% 20

55% Brand wise Volumes (cases) 63,907 68,278 107% 50

20% Value - Retail Sales (%) 44% 44% 99% 30

20%

128% Total 106% 100

QOP
Q2 2009

JONAH IPINMOROTI

%
Score Element Target Actual Weightage
Achievement
46% Value -Total (Mln) 242 276 114% 20
22% Brand wise Volumes (cases) 63,907 67,700 106% 50
20% Value - Retail Sales (%) 42% 36% 86% 30
20%
108% Total 101% 100

QOP
Q1 2009

JONAH IPINMOROTI

%
Score Element Target Actual Weightage
Achievement
71% Value -Total (Mln) 319 261 82% 20

93% Brand wise Volumes (cases) 84,241 62,110 74% 50

0% Value - Retail Sales (%) 38% 55% 145% 30

25%
189% Total 97% 100

138
 Remarks

Score QOC QOP

21% FCS Data for Dec 09 Week 40 - Week 52

49% 3 Month ECO - Exit'09 Tgt vs Act. Week 40 - Week 52

30% Lodgement Data for Q4 2009 Week 40 - Week 52

ROI Average for Full Year 09

101%

Remarks
Score QOC QOP
23% FCS Data for Sep 09 Week 27 - Week 39

53% 3 Month ECO - YTD Sept Tgt vs Act. Week 27 - Week 39

30% Lodgement Data for June to August Week 27 - Week 39

ROI Average for June to August 09

106%

Remarks

Score QOC QOP

23% FCS Data for June 09 Week 14 - Week 26
53% 3 Month ECO - June over March Week 14 - Week 26
26% Lodgement Data for May & June Week 14 - Week 26
ROI Average for April & May 09
101%

Score QOC QOP

16% FCS Data for March 09 Week 01 - Week 13

37% 3 Month ECO - March over December Week 01 - Week 13

43% Lodgement Data Not used Week 01 - Week 13

ROI Average for Jan to March 09
97%

101
FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

2. Computation for DSR and Merchandisers is

QOP
monthly
90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is < 90%
the exit figure

< 50% 50 - 80%

QOC

QOC
Q1 2010
JONAH IPINMOROTI

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 60% 150% 20

Coverage ( # stores) - 1 month ECO 1178 992 84% 40

Quarterly Cash Lodgement vs Sales out 100% 86% 86% 20

ROI - Dist compliant to std 1 1 100% 20

Total 101% 100

 Fill white cells ONLY QOP

Q1 2010

80 -
> 100%
100%
C

QOP
Q1 2010
JONAH IPINMOROTI

%
Score Element Target Actual Weightage Score
Achievement

30% Value -Total (Mln) 384 408 106% 20 21%

34% Brand wise Volumes (cases) 104,125 96,386 93% 50 46%

17% Value - Retail Sales (%) 51% 51% 100% 30 30%

20%

101% Total 97% 100 97%

 Remarks

QOC QOP

FCS Data for March 09 Week 01 - Week 13

1 Month ECO - Q1'10 Tgt vs March 10 Act. Week 01 - Week 13

Lodgement Data for Q1 2010 Week 01 - Week 13

ROI Average for Q1 10

FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

2. Computation for DSR and Merchandisers is

QOP
monthly 90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is
the exit figure
< 90%

< 50% 50 - 80%

QOC

QOC
Q4 2009

MARGARET BALOGUN

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 56% 91% 163% 20

Coverage ( # stores) - YTD Sep 692 1019 147% 40

Quarterly Cash Lodgement vs Sales out 100% 81% 81% 20

ROI - Dist compliant to std 2 2 100% 20

Total 128% 100

QOC
Q3 2009

MARGARET BALOGUN
Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 45% 90% 200% 20

Coverage ( # stores) - YTD Sep 692 995 144% 40

Monthly Cash Lodgement vs Sales out 100% 95% 95% 20

ROI - Dist compliant to std 2 2 100% 20

Total 137% 100

QOC
Q2 2009

MARGARET BALOGUN

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 90% 225% 20

Add. Coverage ( # stores) 63 63 100% 40
Weekly Cash Lodgement vs Sales out 100% 95% 95% 20
ROI - Dist compliant to std 2 2 100% 20
Total 124% 100

QOC
Q1 2009

MARGARET BALOGUN

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 35% 80% 229% 25

Add. Coverage ( # stores) 169 513 304% 50

Weekly Cash Lodgement vs Sales out 100% 0% 0

ROI - Dist compliant to std 2 2 100% 25
Total 234% 100
 Fill white cells ONLY QOP

id

Q1 2009
Q2 2009
Q4 2009

Q3 2009

80 - 100% > 100%

OC

QOP
Q4 2009

MARGARET BALOGUN

%
Score Element Target Actual Weightage
Achievement
33% Value -Total (Mln) 358 403 112% 20

59% Brand wise Volumes (cases) 92,884 102,599 110% 50

16% Value - Retail Sales (%) 51% 43% 85% 30

20%

128% Total 103% 100

QOP
Q3 2009

MARGARET BALOGUN
 %
Score Element Target Actual Weightage
Achievement
40% Value -Total (Mln) 307 303 99% 20

58% Brand wise Volumes (cases) 79,615 79,330 100% 50

19% Value - Retail Sales (%) 50% 37% 74% 30

20%

137% Total 92% 100

QOP
Q2 2009

MARGARET BALOGUN

%
Score Element Target Actual Weightage
Achievement
45% Value -Total (Mln) 293 262 89% 20
40% Brand wise Volumes (cases) 76,297 67,017 88% 50
19% Value - Retail Sales (%) 48% 56% 117% 30
20%
124% Total 97% 100

QOP
Q1 2009

MARGARET BALOGUN

%
Score Element Target Actual Weightage
Achievement
57% Value -Total (Mln) 319 277 87% 20

152% Brand wise Volumes (cases) 82,932 70,726 85% 50

0% Value - Retail Sales (%) 45% 67% 149% 30

25%
234% Total 105% 100

156
 Remarks

Score QOC QOP

22% FCS Data for Dec 09 Week 40 - Week 52

55% 3 Month ECO - Exit'09 Tgt vs Act. Week 40 - Week 52

26% Lodgement Data for Q4 2009 Week 40 - Week 52

ROI Average for Full Year 09

103%

Remarks
Score QOC QOP
20% FCS Data for Sep 09 Week 27 - Week 39

50% 3 Month ECO - YTD Sept Tgt vs Act. Week 27 - Week 39

22% Lodgement Data for June to August Week 27 - Week 39

ROI Average for June to August 09

92%

Remarks

Score QOC QOP

18% FCS Data for June 09 Week 14 - Week 26
44% 3 Month ECO - June over March Week 14 - Week 26
35% Lodgement Data for May & June Week 14 - Week 26
ROI Average for April & May 09
97%

Score QOC QOP

17% FCS Data for March 09 Week 01 - Week 13

43% 3 Month ECO - March over December Week 01 - Week 13

45% Lodgement Data Not used Week 01 - Week 13

ROI Average for Jan to March 09
105%

99
FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

2. Computation for DSR and Merchandisers is

QOP
monthly
90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is < 90%
the exit figure

< 50% 50 - 80%

QOC

QOC
Q1 2010
MARGARET BALOGUN

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 55% 138% 20

Coverage ( # stores) - 1 month ECO 1178 992 84% 40

Quarterly Cash Lodgement vs Sales out 100% 80% 80% 20

ROI - Dist compliant to std 2 1 50% 20

Total 87% 100

 Fill white cells ONLY QOP

Q1 2010

80 -
> 100%
100%
C

QOP
Q1 2010
MARGARET BALOGUN

%
Score Element Target Actual Weightage Score
Achievement

28% Value -Total (Mln) 437 350 80% 20 16%

34% Brand wise Volumes (cases) 117,404 92,085 78% 50 39%

16% Value - Retail Sales (%) 52% 50% 97% 30 29%

10%

87% Total 84% 100 84%

 Remarks

QOC QOP

FCS Data for March 09 Week 01 - Week 13

1 Month ECO - Q1'10 Tgt vs March 10 Act. Week 01 - Week 13

Lodgement Data for Q1 2010 Week 01 - Week 13

ROI Average for Q1 10

FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

QOP
2. Computation for DSR and Merchandisers is
monthly
90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is
the exit figure
< 90%

< 50% 50 - 80%

QOC

QOC
Q4 2009

NGOZI ASOMUGHA

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 56% 61% 109% 20

Coverage ( # stores) - YTD Sep 3147 2431 77% 40

Quarterly Cash Lodgement vs Sales out 100% 122% 122% 20

ROI - Dist compliant to std 3 3 100% 20

Total 97% 100

QOC
Q3 2009

NGOZI ASOMUGHA
Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 45% 78% 173% 20

Coverage ( # stores) - YTD Sep 2641 2171 82% 40

Monthly Cash Lodgement vs Sales out 100% 98% 98% 20

ROI - Dist compliant to std 3 3 100% 20

Total 107% 100

QOC
Q2 2009

NGOZI ASOMUGHA

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 29% 73% 20

Add. Coverage ( # stores) 390 723 185% 40
Monthly Cash Lodgement vs Sales out 100% 98% 98% 20
ROI - Dist compliant to std 3 3 100% 20
Total 128% 100

QOC
Q1 2009

NGOZI ASOMUGHA

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 35% 46% 131% 25

Add. Coverage ( # stores) 795 495 62% 50

Monthly Cash Lodgement vs Sales out 100% 0% 0

ROI - Dist compliant to std 3 3 100% 25
Total 89% 100
 Fill white cells ONLY QOP

id

Q2 2009
Q1 2009
Q3 2009

Q4 2009

80 - 100% > 100%

OC

QOP
Q4 2009

NGOZI ASOMUGHA

%
Score Element Target Actual Weightage
Achievement
22% Value -Total (Mln) 471 465 99% 20

31% Brand wise Volumes (cases) 165,607 116,573 70% 50

24% Value - Retail Sales (%) 40% 37% 93% 30

20%

97% Total 83% 100

QOP
Q3 2009

NGOZI ASOMUGHA
 %
Score Element Target Actual Weightage
Achievement
35% Value -Total (Mln) 404 497 123% 20

33% Brand wise Volumes (cases) 141,949 134,617 95% 50

20% Value - Retail Sales (%) 40% 37% 92% 30

20%

107% Total 99% 100

QOP
Q2 2009

NGOZI ASOMUGHA

%
Score Element Target Actual Weightage
Achievement
15% Value -Total (Mln) 390 452 116% 20
74% Brand wise Volumes (cases) 136,034 119,957 88% 50
20% Value - Retail Sales (%) 40% 40% 100% 30
20%
128% Total 97% 100

QOP
Q1 2009

NGOZI ASOMUGHA

%
Score Element Target Actual Weightage
Achievement
33% Value -Total (Mln) 422 393 93% 20

31% Brand wise Volumes (cases) 147,863 113,738 77% 50

0% Value - Retail Sales (%) 20% 30% 150% 30

25%
89% Total 102% 100

105
 Remarks

Score QOC QOP

20% FCS Data for Dec 09 Week 40 - Week 52

35% 3 Month ECO - Exit'09 Tgt vs Act. Week 40 - Week 52

28% Lodgement Data for Q4 2009 Week 40 - Week 52

ROI Average for Full Year 09

83%

Remarks
Score QOC QOP
25% FCS Data for Sep 09 Week 27 - Week 39

47% 3 Month ECO - YTD Sept Tgt vs Act. Week 27 - Week 39

27% Lodgement Data for June to August Week 27 - Week 39

ROI Average for June to August 09

99%

Remarks

Score QOC QOP

23% FCS Data for June 09 Week 14 - Week 26
60% 3 Month ECO - June over March Week 14 - Week 26
30% Lodgement Data for May & June Week 14 - Week 26
ROI Average for April & May 09
113%

Score QOC QOP

19% FCS Data for March 09 Week 01 - Week 13

38% 3 Month ECO - March over December Week 01 - Week 13

45% Lodgement Data Not used Week 01 - Week 13

ROI Average for Jan to March 09
102%

99
FIELD SALES MANAGERS

Instructions QOP - QOC grid

> 110%

95 - 110%
1. Fill white cells only

2. Computation for DSR and Merchandisers is

QOP
monthly
90 - 95%
3. Payment for DSR and Merchandisers is
monthly
4. For WL1 & WL 2 computation is quarterly
based on the avarage of 3 months except for
CE where the mo of people mooving boxex is < 90%
the exit figure

< 50% 50 - 80%

QOC

QOC
Q1 2010
NGOZI ASOMUGHA

Element Target Actual % Achievement Weightage

EDGE - % of DSR meeting FCS 40% 76% 190% 20

Coverage ( # stores) - 1 month ECO 3114 2126 68% 40

Quarterly Cash Lodgement vs Sales out 100% 81% 81% 20

ROI - Dist compliant to std 3 1 33% 20

Total 88% 100

 Fill white cells ONLY QOP

Q1 2010

80 -
> 100%
100%
C

QOP
Q1 2010
NGOZI ASOMUGHA

%
Score Element Target Actual Weightage Score
Achievement

38% Value -Total (Mln) 631 555 88% 20 18%

27% Brand wise Volumes (cases) 182,413 137,256 75% 50 38%

16% Value - Retail Sales (%) 40% 43% 108% 30 32%

7%

88% Total 88% 100 88%

 Remarks

QOC QOP

FCS Data for March 09 Week 01 - Week 13

1 Month ECO - Q1'10 Tgt vs March 10 Act. Week 01 - Week 13

Lodgement Data for Q1 2010 Week 01 - Week 13

ROI Average for Q1 10

 SALES MONITOR

SALES IN
=N=. M

LOCATION YTD Target 2010 ACT. % ACH. VAR

1 LAGOS 1 2,486 2,019 81% -466

2 LAGOS 2 2,200 1,313 60% -887
3 LAGOS 3 1,516 1,047 69% -469
4 LAGOS 4 1,447 1,006 69% -442
5 LAGOS 5 1,248 1,012 81% -235
LAGOS 8,897 6,398 72% -2,499
0%
1 IBADAN 1,391 1,159 83% -232
2 ILORIN 950 67 7% -883
3 AKURE/ONDO 906 572 63% -334
4 OSOGBO 768 833 108% 65
5 BENIN 1,309 1,008 77% -301
WEST 5,323 3,639 68% -1,684
0%
1 KANO 1,169 769 66% -400
2 MAIDUGURI 587 501 85% -86
3 GOMBE 226 20 9% -206
4 SOKOTO 722 560 78% -163
5 YOLA 558 490 88% -68
NORTH WEST 3,263 2,340 72% -923
0%
1 JOS 2,650 1,456 55% -1,194
2 MAKURDI 1,281 721 56% -560
3 BAUCHI 524 313 60% -211
4 KADUNA 1,716 1,129 66% -588
5 ABUJA 1,602 1,588 99% -13
6 MINNA 757 418 55% -339
MIDDLE BELT 8,530 5,625 66% -2,905
0%
1 ABA 2,664 1,945 73% -718
2 PORT HARCOURT 1,517 1,240 82% -277
3 CALABAR 946 763 81% -182
4 ENUGU 1,112 761 68% -352
5 ONITSHA 2,431 1,875 77% -556
6 WARRI 1,007 837 83% -170
SOUTH EAST 9,676 7,422 77% -2,255
0%
TOTAL KD 35,690 25,423 71% -10,266
MODERN TRADE 224 143 64% -81
0 0 0% 0
0% 0

27 TOTAL UNILEVER 35,914 25,567 71% -10,347

ALES MONITOR CURRENT YTD 2010

SALES OUT
=N=. M
SAME SAME
PERIOD PERIOD
(2009) % GRTH 2010 SOUT % ACH. VAR (2009) % GRTH

1,609 26% 2,174 87% -311 1,907 14%

1,104 19% 2,325 106% 125 1,560 49%
838 25% 1,444 95% -72 1,106 31%
863 17% 1,260 87% -187 1,148 10%
846 20% 1,159 93% -88 1,018 14%
5,259 22% 8,363 94% -534 6,740 24%
0
906 28% 1,263 91% -128 1,044 21%
540 -88% 299 31% -651 810 -63%
468 22% 714 79% -192 579 23%
510 63% 714 93% -54 565 26%
814 24% 1,110 85% -198 943 18%
3,238 12% 4,099 77% -1,223 3,942 4%
0
456 69% 874 75% -295 438 100%
377 33% 499 85% -89 470 6%
78 -75% 39 17% -187 97 -60%
504 11% 575 80% -147 591 -3%
355 38% 555 99% -4 452 23%
1,770 32% 2,541 78% -722 2,047 24%
0
1,645 -12% 2,022 76% -628 1,951 4%
671 7% 945 74% -336 895 6%
297 5% 383 73% -141 259 48%
1,169 -3% 1,265 74% -451 1,418 -11%
754 111% 1,723 108% 122 962 79%
360 16% 839 111% 82 575 46%
4,897 15% 7,178 84% -1,352 6,060 18%
0
1,754 11% 2,261 85% -402 2,180 4%
828 50% 1,277 84% -240 1,041 23%
636 20% 869 92% -77 710 22%
 707 8% 827 74% -285 794 4%
1,730 8% 2,055 85% -376 1,855 11%
400 109% 902 90% -105 622 45%
6,056 23% 8,193 85% -1,483 7,201 14%
0 0% 0
21,220 20% 30,374 85% -5,316 25,990 17%
173 -17% 143 64% -81 173 -17%
0 0% 0 0% 0%
0% 0% 0%

21,394 20% 30,518 85% -5,396 26,163 17%

FSM / RCDM

Emmanuel Ossai
Tony Chigbolu
Ikoabasi Akpan
Kemi Osifeso
Deinde Elegbede

Biodun Saliu
Femi Adesina
Margaret Balogun
Jonah Ipinmoroti
Ngozi Asomugha
Nkechi Omozeje

Muktar Umar
Sani Abdusalam
Adebayo Makanjuola
David Adeweso
Tomiwa Odunjo
Saddiq Bello

Soji Akinlade
Kunle Ogedengbe
Mumini Salihu
Kunle Ogedengbe
Nosa Idemudia
Bamidele Ebukuyo
Kunle Ogedengbe

Richard Njoku
Benny Nwosu
Foluke Femi-Sanda
Joseph Olowo
Bovi Aziakpono
Ray Koko
Mike Ubeh

CDD
MOSES

CDD