My incompetent merchandiser just got an exceeds expectations, I got a met expectations, and I guarantee you I EXCEED on every level, and this merchandiser does 1/4 of the job.
This company is at the tail end of a complete burn out.
I'm in a bizarro world, like the Seinfeld episode.
Black is white, up is down, etc, etc, etc.
If you track objectives YOY, there is zero incentive anymore. Management plays games, can't tell you how many times I've heard..."do me a favor an I'll give you a break with your objective". I just laugh and shake my head, no thanks, you do your job and I'll do mine! I don't trust my DM a bit, liar and manipulator.
There is a lot of untapped potential in DSD sales. Problem is this company is so cheap it hurts itself. I learned quickly as a rep that the harder you work the more you are "punished" DMs are communicated to try to not let you get over 100 percent objectives. So the more you sell the harder your objectives will be. The better you merchandise the less service they'll send into the stores. There just is very little incentive to try hard here. You'll make about the same regardless.
I’ve been saying that for year now!! They keep increasing DC space and the locations of those DCs is no coincidence, all preparing for the end of DSD. They already have slotted space allocated.
Reps are a thing of the past, they simply don’t need you and since merit increases are based off year end reviews, why would they give you a good review?
Lower your expectations, remember the intelligence of the people they have as field managers who are executing their plan.
You are aware of the portfolio variety and size of Mondelez and understand that the Nabisco brand is a drop of water in a bucket for Mondelez? Unfortunately you and the peers on the biscuit side have happily gone along with the process the entire time by completing audits, counting display points, and of course sending photos of both DSD & slotted WH items over the years to confirm that Mondelez can and eventually will process invoices via CGO. Everything I’ve read about mission one seems to be the process of reducing initial cost and overhead while they negotiate the utilization of current DC’s as direct shipment sources. Think about the last 8-10 years and the build sizes of the local DC’s vs the industry’s WH locations and slotting fees. Eventually there will be regional Nabisco representatives that will be responsible for only audits to ensure CGO orders are processed correctly and the over built local DC’s will be utilized for Mondelez & Nabisco brands as well as slotting space for other companies products to off set the cost of running direct shipment of those CGO orders.