PEOPLE:
People are Key Assets to PFM, vast experience within the FMCG industry
amongst our Merchandisers, Unit Managers and Senior Managers.
PFM was established in 1987 (22yrs)
STRUCTURE:
A One Stop Shop, servicing Top End Retail, Spar and Wholesale with a
separate dedicated Merchandising Division.
All Divisions are managed independantly.
All divisions drive cross merchandising and maximizing opportunities
Experience with perishables ie Supreme Chicken and Boltonia
PROCESS:
PFM’s unique Computer Management System, assisting Sales Managers
with Key and effective Sales
Complete Order Data Processing Division
All Promotional Feedback in controlled via Computer Processes
Achievements
2010
4 Principles nominated for Shoprite Supplier of the Year
2008 2008 2007/ 08-
2007 2007
2006
2006
2006
-
2005 2004 2004 2003 2002 -
The PMR ‘Best Inland Agent award’
Shoprite ‘6 Principle nominations’ for Supplier of the Year.
The ‘Highly Coveted’ Award
PMR Silver Arrow: Voted by FMCG Sales & Merchandising
companies 1st Overall for Dedicated Gauteng & Inland (Dedicated
Company being Sasko Grain, Pasta & Bakeries)
PMR Golden Arrow Award
1st Overall voted by Retailers and Wholesalers
Agent of the Year Tuffy Brands
Agent of the Year Pfizer
Agent of the Year Enaleni
PMR Silver Arrow Award
2nd Overall as voted by Retailers and Wholesalers
PMR Award Best Regional Agent Gauteng
1st Overall as voted by FMCG Manufacturers
Silver Arrow Award
2nd Overall – Rated Excellent by Retailers and Wholesalers
Shoprite Supplier of the year runner up (Frucon / Con Bev)
Shoprite Supplier of the year (Frucon / Con Bev)
Nominated Shoprite Agent of the year
Awards Achieved
Awarded Silver Arrow Award –
April 2000, 2004,2006,2008 & 2009
Awarded Silver Arrow Award –
April 2005, 2006,2007 & 2008: 1st
Overall Rating Sales &
Merchandising Agent Gauteng

Nominee Shoprite Agent of the year 2002
 Principle business units advises PFM one month prior.
 PFM upload promotion onto a universe promotional template,
 PFM Regional Manager’s discusses grid with all.
 PFM Reps plan by store – quantities & brief Field Marketers.
 2 Weeks prior feedback to principle business units that the promotion is reflected.
 2 weeks preceeding promotion, printouts are extracted.
 1 Week prior to promotion, PFM earmark ‘space’ in store with manager.
 With NDD in mind, PFM plan the order to suit the delivery day
Store refusing to participate – PFM will contact H/O.
 DC channels, stock issue report are run by DC controller to review sell in’s
Wednesday evening – 72 hrs, evaluation of promotional compliance and debrief sent.
(Promo Debrief)
PFM Area manager, reps, field marketer & merchandiser are fully accountable for
stock rotation, warehouse and gantry stock.
All staff are trained on PFM Steps of a Call which include:

On every call, doing a full floor walk and store room check.

Signing the Field Marketer’s or merchandisers Time Sheet.

Checking product with HIGH stock holdings.

Review the stock in the warehouse to ensure the FIFO system is applied.

Should stock holdings not be reducing, he MUST IMMEDIATELY notify
management

On the merchandiser’s score card, he will also be evaluated on the condition of
his / her store room and his / her ability to store products correctly together and in
date sequence.
Merchandiser Monthly Awards
Manufacturers are invited
Gauteng / Pretoria and Country awards
Overall winner receives a cash payout, certificate and a
trophy
Merchandiser Monthly Meetings
PFM Product Launch strategy:
PFM place a huge emphasis on NPD and Launches
Daily check if new listings appear on order catelogues.
We notify the KAM for the respective principle.
Run a ordered, not ordered report to verify status on product distribution per channel.
Twice weekly in every sales meeting by channel, feedback will be expected.
In Channel’s with Warehouses:
Our stock controller will run stock issue reports weekly and e-mail the respective PFM
management.
In Spar, we do Signed and Stamped orders on all new product development.
Update the range audit. Also Langerby reports.
The Agenda which will be followed weekly will incl the following points:
PFM AGENDA WITH _______________
Date: _____________________
Present: ___________________
Review previous weeks minutes
Sales by account
Deficits and action plans
Promotional Status
Current
Upcoming
Key Drivers
Month
Quarterly
Market Intelligence incl Price Surveys and Comp activity.
New Product Launch update
New Stores
POP availability
Trade visits
When and with who?
Trade Asset update
General
Next Meeting date booked (Date / time / venue)
Quote:
Thank you for the opportunity
to present
Professional Field Marketing
\
We do the work and YOU get the Honey!!
Contact: Gavin 083 626 2845
PFM Retail Management Structure
Sales Director
Gavin Cherrington
Operational Director
Okkie Domoney
Regional Director
Michael Van Staden
Co Ordinators x 3
RSM - SR & CH
Jonathan
District Manager - PNP
Michael Steward
Merchandising Manager
Preston
Trade
Managers
Charl De
Beer
Trade
Manager
Godknows
6 Supervisors
6 Reps
5 Reps
PFM GAUTENG CLICKS
Operational Director
OKKIE
Sales Co-Ordinator
CLICKS / DISCOM
GAUTENG
Regional Director
MICHAEL
CLICKS / DISCOM
Dedicated Rep
CLICKS / DISCOM
Dedicated Rep
CLICKS / DISCOM
Dedicated Rep
Merchies roving to every Clicks 3 x per week
PFM MERCHANDISING DIVISION
Regional Merchandising
Manager
Preston
NORTH
WEST
SOUTH / VAAL
EAST
PTA
1 Senior
Merchandiser
1 Senior
Merchandiser
1 Senior
Merchandiser
1 Senior
Merchandiser
1 Senior
Merchandiser
4 Relief
Merchandisers
4 Relief
Merchandisers
4 Relief
Merchandisers
5 Relief
Merchandisers
6 Relief
Merchandisers
62
Merchandisers
61
Merchandisers
91
Merchandisers
98
Merchandisers
103
Merchandisers
Supervisors
Senior Merchandisers
Relief Merchandisers
Merchandisers
TOTAL:
6
6
23
415
450
PFM GAUTENG FRANCHISE DIVISION
SPAR / OK FOODS / MINI MARKETS
Regional Sales Manager
Odette
Sales Co Ordinator
Regional Opp’s Manager
Gerrie
Trade Manager
Ben
REP
REP
REP
REP
REP
REP
REP
MERCHANDISERS IN ALL REP’S CARS
Roving Merchandisers
REP
REP
REP
Operational Director
Okkie Domoney
Regional Sales
Manager
Gordon Van Notten
North West /
Mpumalanga
Sales Co Ordinator
PFM COUNTRY DIVISION
Regional Sales
Manager
Annelise Pieterse
Limpopo / Nelspruit
North West
South East Tvl
Far North West
Rustenburg
Limpopo
Nelspruit
2 Reps
2 Reps
1 Reps
1 Rep
3 Reps
2 Rep
25 Merchandisers &
22 Merchandisers &
10 Merchandisers &
18 Merchandisers &
30 Merchandisers
22 Merchandisers
10 Field Marketers
10 Field Marketers
8 Field Marketers
8 Field Marketers
8 Field Marketers
4 Field marketers
127 MERCHANDISERS
68 FIELD MARKETERS
TOTAL: 195
Support Services
Managing Director
PETER VAN STADEN
IT Specialist’s
XDT
Trevor Chamberlain
Sales Admin Manager
Dale Marrie
5 Data Capturers
Accountant
Tanja
HR / Payroll
Milly
Accounts
Clerk
Senior
Sales Co Ordinator
Romy
Ashley
1 Customer Care
Receptionist
Sales Co Ordinator
x3
Overview
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Directors
Senior Managers
District Trade Managers
Reps
Merchie Manager
Merchie Co Ordinator
Supervisors
Field Marketer’s / Merchies
Administrators
Admin Manager
Data Capturers
TOTAL STRUCTURE
4
7
3
42
1
1
5
650
7
1
5
722 people