ON JOB TRAINING II

ON JOB TRAINING II“ACTING Head Of Area”

JAKARTA SELATAN IIPT. MULYATINDO INTI RAYA

ADIE ROSYADI37296

MDP SALES BATCH 11

PT. MULYATINDO INTI RAYAJAKARTA SELATAN 2

OPERASIONAL PLAN ACTUAL

Sales Admin 1 1AR 1 1

Kasir 1 1Sales TO 2 2

Sales Kanvas 2 2

Sales Motor M1 6 6

KA. Gudang 1 1

ADM. Gudang 1 1

Checker Gudang 8 8

Sopir Delivery 7 7

Helper Delivery 7 7

Sopir Kanvas 2 2

Mobil Delivery 5 5

Mobil Kanvas 2 2TOTAL 46 46

Luas Kantor 20 m2 30 m2

Luas Gedung 500 m2 702 m2

GRSM BAPAK JEASON GHOZALIRSM BAPAK DENDY MARYANTOHOA BAPAK RAFFI ABROHSK BAPAK HERMAWAN

OWNER BAPAK DARMADJIGM IBU WAWARM BAPAK RENDRAOM BAPAK ARISSP BAPAK JAMY

TANTANGAN

BERADAPTASI DENGAN LINGKUNGAN DAN SDM MIR

MENGUASAI AREA COVERAGE MIR

MEMPRAKTEKKAN ILMU & TEORI DARI INCLASS DI MIR

ALUR KERJA

PAGI (07.00-08.00)

• DATANG KE SUBDIST• BRIEFING PAGI (RKPH, PENCAPAIAN OMZET, PRODUCTIVITY SALES, STOCK GUDANG, REPORT HARIAN, OA

NPL, PROGRAM IKAT TARGET GROSIR)• PERSIAPAN SALESMAN : SALESMAN KIT• SALESMAN BERANGKAT KE LAPANGAN

SIANG (08.00-

16.00)

• SC/TC• TOPPING UP• MENGGANTIKAN SALES

SORE (16.00-

18.00)

•BRIEFING SORE / WAWANCARA LANGSUNG•REKAP HASIL HARIAN•EVALUASI PENCAPAIN DAN HASIL MONITORING / SCAN BARCODE•ISI LAPORAN DINDING•REPORT KE RSM

COVERAGE AREAKVS BIF PUTRI

& KVS CWC MUSRIATI

RAYON 1& 2

TO SEPTIAN RAYON 1

TO GHOZALI

RAYON 2

RAYON I :PESANGGRAHAN

KEBAYORAN LAMA

RAYON II :CILANDAK

KEBAYORAN BARU

SUBDIST

KEBAYORAN LAMA

KEBAYORAN BARU

PESANGGRAHANCILANDAK

JAKSEL 1

JAKSEL 2

JAKSEL 2

SUMMARY CALL PLANNO SALESMAN DIVISI RAYON RUTE CB CALL CYCLE CALL PLAN

KE HARI ALL YYYY YTYT TYTY W 1-3 W 2-4

1 SEPTIAN TO ALL M1 JAKSEL 2

1 SENIN 53 2 24 27 26 292 SELASA 50 2 25 23 27 253 RABU 37 7 15 15 22 224 KAMIS 46 8 18 20 26 285 JUMAT 54 1 24 29 25 306 SABTU 61 - 31 30 31 30

TOTAL 301 20 137 144 157 164

2 GHOZALI TO ALL M1 JAKSEL 2

1 SENIN 57 9 26 22 35 312 SELASA 48 2 25 21 27 233 RABU 49 3 27 19 30 224 KAMIS 54 5 27 22 32 275 JUMAT 44 17 13 14 30 316 SABTU 49 1 27 21 28 22

TOTAL 300 37 145 119 182 156

3 PUTRI KVS BIF JAKSEL 2

1 SENIN 67 34 33 34 332 SELASA 53 22 31 22 313 RABU 62 30 32 30 324 KAMIS 53 28 25 28 255 JUMAT 70 33 37 33 376 SABTU 56 22 34 22 34

TOTAL 361 0 169 192 169 192

4MUSRIATI KVS CWC JAKSEL 2

1 SENIN 67 31 36 31 362 SELASA 53 31 22 31 223 RABU 62 28 34 28 344 KAMIS 53 26 27 26 275 JUMAT 69 37 32 37 326 SABTU 57 37 20 37 20

TOTAL 362 0 190 171 190 171GRAND TOTAL MIR JAKSEL 2 1324 57 641 626 698 683

SUMMARY CALL PLAN

NO SALESMAN DIVISI RAYON RUTE CHANNEL OUTLETKE HARI BG G SG RT (L) RT (M) RT (S) TOTAL

1SEPTIAN TO ALL M1 JAKSEL 2

1 SENIN 2 6 5 13 27 532 SELASA 1 3 4 6 8 28 503 RABU 1 4 3 2 3 24 374 KAMIS 3 3 9 8 5 18 465 JUMAT 2 5 4 43 546 SABTU 4 1 10 45 60

TOTAL 5 12 28 27 43 185 300

2 GHOZALI TO ALL M1 JAKSEL 2

1 SENIN 1 5 5 9 7 30 572 SELASA 5 5 7 31 483 RABU 5 8 6 30 494 KAMIS 1 1 9 4 6 33 545 JUMAT 2 7 8 5 22 446 SABTU 1 1 7 9 31 49

TOTAL 2 9 32 41 40 177 301

3PUTRI KVS BIF JAKSEL 2

1 SENIN 2 2 63 672 SELASA 1 2 50 533 RABU 8 54 624 KAMIS 53 535 JUMAT 1 1 68 706 SABTU 57 57

TOTAL 0 0 0 12 5 345 362

4MUSRIATI KVS CWC JAKSEL 2

1 SENIN 2 2 63 672 SELASA 1 2 50 533 RABU 4 58 624 KAMIS 53 535 JUMAT 1 1 67 696 SABTU 57 57

TOTAL 0 0 0 8 5 348 361GRAND TOTAL MIR JAKSEL 2 7 21 60 88 93 1055 1324

SUMMARY CALL PLANSALESMA

N DIVISIRUTE

RUTE BESAR RUTE KECILKE HARI

SEPTIAN TO ALL M1

1 SENIN PESANGGRAHAN JL. PERDATAM, JL. ULUJAMI, JL. KAMPUNG BARU, JL. SWADARMA2 SELASA PESANGGRAHAN JL. MUCHTAR RAYA, JL. GAIM, JL. KOSTRAD RAYA3 RABU PESANGGRAHAN JL. DAMAI, JL. MANUNGGAL, JL. M SAIDI4 KAMIS KEBAYORAN LAMA JL. STATSIUN, JL CILEDUG RAYA, JL. KEBUN MANGGA5 JUMAT KEBAYORAN LAMA JL. KEMANDORAN, JL. PUIS, JL. RAWA SIMPRUG, JL. JURAGANAN6 SABTU KEBAYORAN LAMA JL. TANAH KUSIR, JL. PONDOK PINDANG, JL. CIDODOL RAYA

GHOZALI TO ALL M1

1 SENIN CILANDAK JL. RAYA PONDOK LABU, JL. BANGO, JL. PINDANG RAYA2 SELASA CILANDAK JL. CILANDAK PERMAI, JL. CILANDAK DALAM, JL. BUNDA MELATI3 RABU KEBAYORAN BARU JL. SANTA LOS, JL. JATAYU, JL. PRAJA DALAM4 KAMIS KEBAYORAN BARU BLOK M, BLOK A, JL. TANAH KUSIR, JL. DASA RAYA5 JUMAT KEBAYORAN BARU JL. DAMAI RAYA, JL. CIPETE, JL. KIRAI6 SABTU KEBAYORAN BARU,

CILANDAK JL. MUHASIM, JL. TARAGONG, JL. BAHARI

PUTRI KVS BIF

1 SENIN PESANGGRAHAN JL.PESANGGRAHAN, JL. PERMAI BINTARO, JL. RAWA PAPAN BINTARO, JL. ULUJAMI2 SELASA PESANGGRAHAN JL. PALM, JL. SWADAYA, JL. RAYA CILEDUK PETUKANGAN UTARA3 RABU CILANDAK JL. BANGO, JL. PANGKALAN JATI, JL. PINANG KALIJATI, JL. KERAMAT CILANDAK4 KAMIS CILANDAK, KEBAYORAN

BARU JL. BAHARI, JL. DARMAWANGSA RAYA, JL. KOMP BNI CILANDAK, JL. BENDA CIPETE5 JUMAT CILANDAK JL. TB SIMATUPANG, JL. LEBAK BULUS RAYA, JL. PUPAN, JL. MAWAR, JL. NIMUN, L. PERSATUAN6 SABTU CILANDAK, KEBAYORAN

LAMAJL. SUNGAI SAMBAS, JL. PRAJA DALAM, JL. DHARMA PUTRA, JL. TENTARA PELAJAR, JL. PERMATA

HIJAU

MUSRIATI KVS CWC

1 SENIN PESANGGRAHAN JL.PESANGGRAHAN, JL. PERMAI BINTARO, JL. RAWA PAPAN BINTARO, JL. ULUJAMI2 SELASA PESANGGRAHAN JL. PALM, JL. SWADAYA, JL. RAYA CILEDUK PETUKANGAN UTARA3 RABU CILANDAK JL. BANGO, JL. PANGKALAN JATI, JL. PINANG KALIJATI, JL. KERAMAT CILANDAK4 KAMIS CILANDAK, KEBAYORAN

BARU JL. BAHARI, JL. DARMAWANGSA RAYA, JL. KOMP BNI CILANDAK, JL. BENDA CIPETE5 JUMAT CILANDAK JL. TB SIMATUPANG, JL. LEBAK BULUS RAYA, JL. PUPAN, JL. MAWAR, JL. NIMUN, L. PERSATUAN6 SABTU CILANDAK, KEBAYORAN

LAMAJL. SUNGAI SAMBAS, JL. PRAJA DALAM, JL. DHARMA PUTRA, JL. TENTARA PELAJAR, JL. PERMATA

HIJAU

TREN CB

TARGET CB STANPRO

TARGET TO 2 X 300 = 600

TARGET KANVAS2 X 360 = 720

NAMA SALESMAN

BEFORE ACTUAL ACHIEVEMENTS 2015GROWTH

TYPE SF STANPRO JULI AGUSTUS SEPT OKTOBER JULI AGUSTUS SEPT OKTOBER

GHOZALI TO ALL 300 303 308 304 300 101% 103% 102% 100% (1%)SEPTIAN TO ALL 300 300 300 309 301 100% 100% 103% 100% 2%

MUSRIATI KVS BIF 360 364 360 356 362 101% 100% 99% 101% (1%)PUTRI KVS CWC 360 360 359 357 361 100% 100% 99% 100% 0%

TOTAL 1320 1327 1327 1326 1324 AVG TO 300 300 307 301 101% 101% 102% 100%AVG KVS 363 363 363 361 101% 100% 101% 100%

JULI AGUSTUS SEPTEMBER OKTOBER0

200

400

600

800

1000

1200

1400

CB VS OA

NAMA SALESMAN

2015 ACV 2015AVG

TYPE SF CB COVER JULI AGUSTUS SEPTOKTOBE

R JULIAGUSTU

S SEPTOKTOBE

RGHOZALI TO ALL 300 145 249 293 274 48% 83% 98% 91% 80%SEPTIAN TO ALL 301 199 289 286 285 66% 96% 95% 95% 88%

MUSRIATIKVS CWC 362 302 357 350 351 83% 99% 97% 97% 94%

PUTRI KVS BIF 361 274 349 352 336 76% 97% 98% 93% 91%AVG TO 172 269 289 279 57% 90% 96% 93% 84%

AVG KVS 288 353 351 343 80% 98% 97% 95% 92%

TARGET OA (CB STANPRO)

TARGET TO 300 + 301 = 601

TARGET KANVAS362 + 361 = 723

GHOZALI SEPTIAN MUSRIATI PUTRI0

50

100

150

200

250

300

350

400

OA SEPTEMBER OKTOBER

SALESMAN SF CB COVER BEFORE OA SEPT ACHIEVE GROWTH

GHOZALI TO ALL 300 249 293 98% 18%

SEPTIAN TO ALL 301 289 286 95% -1%

MUSRIATI KVS CWC 362 357 350 97% -2%

PUTRI KVS BIF 361 349 352 98% 1%

SALESMAN SF CB COVER BEFORE OA OKTO ACHIEVE GROWTH

GHOZALI TO ALL 300 293 274 91% -6%

SEPTIAN TO ALL 301 286 285 95% 0%

MUSRIATI KVS CWC 362 350 351 97% 0%

PUTRI KVS BIF 361 352 336 93% -5%

TREND EC

NAMA SALESMAN

2015TYPE SF TGT

EC JULI ACH AGUST ACH SEPT ACH OKTO ACHGHOZALI TO ALL 20 10 49% 17 84% 22 110% 25 123%SEPTIAN TO ALL 20 15 77% 22 108% 24 121% 24 120%

MUSRIATI KVS CWC 20 23 113% 29 145% 27 135% 27 133%

PUTRI KVS BIF 20 19 97% 29 143% 27 134% 27 133%AVG TO 13 63% 19 96% 23 115% 24 122%

AVG KVS 21 105% 29 144% 27 135% 27 133%

TARGET TO3 X 25 = 75

TARGET KVS2 X 30 = 60


5

10

15

20

25

30

TREND IPT

NAMA SALESMA

N

2015

TYPE SF TGT IPT JULI ACH AGUSTUS ACH SEPT ACH OKTOBER ACH

GHOZALI TO ALL 12 5.07 42% 4.66 39% 6.33 53% 6.95 58%SEPTIAN TO ALL 12 5.97 50% 4.8 40% 7.25 60% 7.18 60%

MUSRIATI KVS CWC 6 3.87 65% 4.11 69% 4.5 75% 5.33 89%PUTRI KVS BIF 6 3.03 51% 2.55 43% 4.2 70% 3.98 66%

AVG TO 5.52 46% 4.73 39% 6.79 57% 7.07 59% AVG KVS 3.45 58% 3.33 56% 4.35 73% 4.66 78%


2

4

6

8

10

12

14

HHT SEPTEMBER

HHT OKTOBER

TREND HHT

NAMA SALESMA

NSALES FORCE WEEK 38 WEEK 39 WEEK 40 WEEK 41 WEEK 42 WEEK 43 WEEK 44

GHOZALI TO ALL 80% 77% 75% 83% 86% 85% 87%SEPTIAN TO ALL 72% 72% 57% 75% 75% 84% 74%

MUSRIATI KVS BIF 93% 77% 99% 92% 89% 94% 96%PUTRI KVS BIF 89% 94% 93% 93% 91% 96% 91%

AVG TO 76% 75% 66% 79% 81% 85% 81%AVG KVS 91% 86% 96% 93% 90% 95% 94%

WEEK 38 WEEK 39 WEEK 40 WEEK 41 WEEK 42 WEEK 43 WEEK 440%

20%

40%

60%

80%

100%

120%

TREND OMZET

TREND OMZET TARGET REALISASI ACH28 500,139,625 366,583,622 73%29 500,139,625 52,127,038 10%30 500,139,625 270,378,091 54%31 500,139,625 673,360,713 135%32 741,276,463 398,214,553 54%33 741,276,463 328,824,753 44%34 741,276,463 470,769,325 64%35 741,276,463 405,157,439 55%36 759,622,380 451,649,790 59%37 759,622,380 487,058,389 64%38 759,622,380 670,145,718 88%39 759,622,380 488,925,614 64%40 759,622,380 743,712,124 98%41 834,868,038 652,986,206 78%42 834,868,038 606,530,465 73%43 834,868,038 743,021,209 89%44 834,868,038 915,570,114 110%45 894,880,338 633,703,797 71%

TREND OMZET

OMZET ALL SEPTEMBERSALESMAN TYPE SF TARGET PENCAPAIAN %GHOZALI TO ALL 1,456,586,111 968,688,523 66.5SEPTIAN TO ALL 2,146,169,667 1,499,944,892 69.9

MUSRIATI KVS CWC 96,191,830 97,400,387 101.3PUTRI KVS BIF 99,164,292 99,136,057 100

TOTAL 3,798,111,900 2,733,983,043 72

OMZET ALL OKTOBERSALESMAN TYPE SF TARGET PENCAPAIAN %GHOZALI TO ALL 1,324,777,703 1,129,050,870 85.2SEPTIAN TO ALL 1,835,287,289 1,539,495,952 83.9

MUSRIATI KVS CWC 93,944,990 84,558,876 90PUTRI KVS BIF 85,462,168 85,909,867 100.5

TOTAL 3,339,472,150 2,918,107,994 87.4

OMZET ALL NOVEMBER (WEEK 45)SALESMAN TYPE SF TARGET PENCAPAIAN %GHOZALI TO ALL 1,465,374,990 268,764,800 18% SEPTIAN TO ALL 1,912,755,737 284,914,153 15%MUSRIATI KVS CWC 95,251,967 29,127,544 31%

PUTRI KVS BIF 106,138,656 19,813,600 19%TOTAL 3,579,521,350 633,703,797 18%

TREND OMZETWEEK/

MONTH BEFORE TARGET REALISASI ACH GROWTH

38 390,412,371

759,622,380

670,145,718 88% 71.65%

39 390,412,371

759,622,380

488,925,614 64% 25.23%

40 390,412,371

759,622,380

743,712,124 98% 90.49%

SEPT 1,171,237,113

2,278,867,140

1,902,783,456 83% 62%

41 390,412,371

834,868,038

652,986,206 78% 67.26%

42 390,412,371

834,868,038

606,530,465 73% 55.36%

43 390,412,371

834,868,038

743,021,209 89% 90.32%

44 390,412,371

834,868,038

915,570,114 235% 134.51%

OKTO 1,561,649,484

3,339,472,150

2,918,107,994 87% 87%

45 390,412,371

894,880,338 633,703,797 71% 62.32%

TREND OMZET

SALES TREND SBU 7.2015 8.2015 9.2015 10.2015 OVERALL RESULT

STM Candy 161,056,669 183,204,918 278,772,454 258,470,153 881,504,194STM Biscuit 413,483,217 500,163,424 998,642,151 1,091,587,431 3,003,876,223STM Wafer 540,766,842 631,193,170 955,353,830 918,841,160 3,046,155,002STM Chocolate 81,488,000 111,648,000 388,975,200 467,076,000 1,049,187,200STM Instant Food 165,654,736 176,756,558 219,748,000 182,133,250 744,292,544STM Result 1,362,449,464 1,602,966,070 2,841,491,635 2,918,107,994 8,725,015,163

Target Candy 160,166,000.00 278,558,000.00 307,136,000.00 283,017,000 1,028,877,000Target Biscuit 792,046,100.00 1,197,040,600.00 1,417,596,900.00 1,341,092,500 4,747,776,100Target Wafer 814,339,200.00 1,139,017,250.00 1,616,006,200.00 1,328,039,850 4,897,402,500Target Chocolate 39,600,000.00 78,480,000.00 103,536,000.00 98,064,000 319,680,000Target Instant Food 194,407,200.00 272,010,000.00 353,836,800.00 289,258,800 1,109,512,800Target Result 2,000,558,500.00 2,965,105,850.00 3,798,111,900.00 3,339,472,150 12,103,248,400ACHIEVEMENT TARGET 68% 54% 75% 87% 72%

TREND OMZETOMZET PER DIVISI PERIODE SEPTEMBER

SBU BEFORE TARGET ACTUAL ACHIEVE GROWTH

Candy 172,130,794 307,136,000.00 278,772,454 91% 62%

Biscuit 456,823,321 1,417,596,900.00 998,642,151 70% 119%

Wafer 585,980,006 1,616,006,200.00 955,353,830 59% 63%

Chocolate 96,568,000 103,536,000.00 388,975,200 376% 303%

Instant Food 171,205,647 353,836,800.00 219,748,000 62% 28%

Result 1,482,707,767 3,798,111,900.00 2,841,491,635 75% 92%

OMZET PER DIVISI PERIODE OKTOBERSBU BEFORE TARGET ACTUAL ACHIEVE GROWTH

Candy 172,130,794 283,017,000 258,470,153 91% 50%

Biscuit 456,823,321 1,341,092,500 1,091,587,431 81% 139%

Wafer 585,980,006 1,328,039,850 918,841,160 69% 57%

Chocolate 96,568,000 98,064,000 467,076,000 476% 384%

Instant Food 171,205,647 289,258,800 182,133,250 63% 6%

Result 1,482,707,767 3,339,472,150 2,918,107,994 87% 97%

TREND OMZET

38 39 40 41 42 43 44 45 -

100,000,000

200,000,000

300,000,000

400,000,000

500,000,000

600,000,000

700,000,000

800,000,000

900,000,000

1,000,000,000

OMZET ALL SEPTEMBER

36%

56%

4% 4%

OMZET ALL SEPTEMBER

GHOZALI SEPTIAN MUSRIATI PUTRI

32%

59%

9%

PENCAPAIAN BIF SEPTEMBERGHOZALI SEPTIAN PUTRI

40%

54%

6%

PENCAPAIAN CWC SPETEMBER

GHOZALI SEPTIAN MUSRIATI

OMZET ALL OKTOBER

40%

54%

3% 3%

OMZET ALL OKTOBERGHOZALI SEPTIAN MUSRIATI PUTRI

37%

56%

7%PENCAPAIAN BIF OKTOBER

GHOZALI SEPTIAN PUTRI

42%

53%

5%

PENCAPAIAN CWC OKTOBER

GHOZALI SEPTIAN MUSRIATI

OA NPL WEEK 38-40 (SEPTEMBER)Product : 310285 - 310296 : malkist chocolate rc 27 gr

No Salesman Sales Force Sales Team CB Cover / StandPro

Oct-15s.d W. 39 W40

Senin Selasa Rabu Kamis Jum'at Sabtu %1 GHOZALI Taking Order Food 300 276 276 276 276 277 277 277 92.33%2 HARY/SEPTIAN Taking Order Food 300 368 369 371 373 378 381 393 131.00%3 PUTRI Canvas BIF 360 378 378 378 378 378 378 378 105.00%

TOTAL 960 1022 1023 1025 1027 1033 1036 1048 109.17%Product : 312546 , 312545: zuperrr keju 53.5 gr


Oct-15s.d W. 39 W40

Senin Selasa Rabu Kamis Jum'at Sabtu %1 GHOZALI Taking Order Food 300 224 226 230 239 247 247 247 82.33%2 HARY/SEPTIAN Taking Order Food 300 169 181 191 195 205 207 207 69.00%3 MUSRIATI Canvas CWC 360 353 353 353 353 353 353 353 98.06%

TOTAL 960 746 760 774 787 805 807 807 84.06%Product : 312274 - 312276 : kis chewy2 zak


Oct-15s.d W. 39 W40


TOTAL 960 843 853 865 875 887 902 911 94.90%

OA NPL WEEK 41-44 (OKTOBER)

Product : 310285 - 310296 : malkist chocolate rc 27 gr


Oct-15s.d W. 43 W44

Senin Selasa Rabu Kamis Jum'at Sabtu %1 GHOZALI Taking Order Food 300 280 280 281 281 281 281 281 93.67%2 HARY/SEPTIAN Taking Order Food 300 488 492 493 496 497 497 498 166.00%3 PUTRI Canvas BIF 360 378 378 378 378 378 378 378 105.00%

TOTAL 960 1146 1150 1152 1155 1156 1156 1157 120.52%Product : 312546 , 312545: zuperrr keju 53.5 gr


Oct-15s.d W. 43 W44


TOTAL 960 905 906 906 907 907 909 911 94.90%Product : 312274 - 312276 : kis chewy2 zak


Oct-15s.d W. 43 W44


TOTAL 960 954 955 956 956 957 961 962 100.21%

SRV LEVEL SEPTEMBER

SRV LEVEL OKTOBER

KEY ISSUE

KEY ISSUE ACTION PLAN DEADLINE PIC

TO YANG MASIH BARU

MELAKUKAN COACHING MENGENAI

DUNIA DISTRIBUSI, PRODUKTIVITY SALES, 8

SPEC, DLL

SEPTEMBER MDP, SALESMAN

SALESMAN TIDAK MASUK KERJA

MENGGANTIKAN SALESMAN YANG TIDAK

MASUKSEPTEMBER MDP

PENGIRIMAN BARANG DARI MDC YANG TIDAK

TEPAT WAKTU

KOORDINASI DENGAN TEAM PENGIRIMAN

MDCOKTOBER MDP/HOA/RSM

8 SPEC SALESMAN

PERSIAPAN PENDEKATANPEMERIKSAAN

STOK PRESENTASI

PENATALAKSANAAN PEMAJANGAN PENUTUPAN PENGEVALUASIAN

TOPPING UP

TERIMA KASIH

ON JOB TRAINING II

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Transcript of ON JOB TRAINING II