Download - Nestle sales & Distribution
BEVERAGES
Nescafe bottle 25gm 50gm 100gm
Nescafe packet 1gm 10gm 50gm 200gm box 500gm box
sunrise bottle 25gm 50gm 100gm
Sunrise Packet 1gm 10gm 50gm 200gm box 500gm box
Maggie Noodles
Maggie Masala 36 gm 72 gm 144 gm 320 gm
Maggie Curry 36 gm 72 gm 144 gm 320 gm
Maggie Aata 36 gm 72 gm 144 gm 320 gm
Maggie Chicken M. 36 gm 72 gm 144 gm 320 gm
8 plants across India
Manufacturing plant
Carrying & Forwarding
Agent (C&FA)
Super Stockiest
Re-distributor
Retailer Wholesaler
Distributor
Retailer Wholesaler
Sales & Distribution
C&FA
(Maharastra)
Distributor 1
(Mumbai)
Distributor 2
(Pune)
Super Stockist
Re-distributors
(Nagpur)
Re-distributors
(Akola)
(Individual contributors)
Territory
(Individual contributors)
Area
(Managers of work)
Regional
(Managers of work)
Zonal
(Managers of mangers )
National
(Functional managers )
National Sales
manager
Zonal sales manager
North
Regional Sales
Manager
Sales Admin.
Executive
Area sales manager
Territory In charge
Sales officers
Distributor Salesmen
Zonal sales manager
South
Zonal sales manager
East
Zonal sales manager
West
Zonal sales manager Central
Distributors requirement• Capital investment for distributors comes to around 1 cr.• Monthly working cap requirement is around 40 - 50 lacs. • Monthly turnover is around 50 - 60 lacs.
• Minimum Holding Stock : For 15 days • Weekly Delivery to distributor.
• Infrastructure Requirement • 2 Trucks (Medium Size)• Storage space • Refrigeration for chocolates
• Salesman Requirement• 6
• One C&F agent for Mumbai at Bhiwandi
• 1300 distributors in India
• 41 distributors Under C&F agent at Bhiwandi
• One specialised distributor for Railway stations • Malad West
• 31 Wholesalers under Maimoon (Malad) Distributor
Distributors Under C&F Agent Bhiwandi
MU
MB
AI &
SU
BU
RB
S 1)Colaba ,Mumbai central, Bandra, Andheri etc
10
2)Dahisar, Virar, Dahanu,Borivali etc.
12
3)Sion, Matunga, Chembur, Ghatkopar,
Mulund etc.13
4) Thane, Vashi, Airoli, Panvel etc.
6
Categories of stores
• Tier 1 • Food bazaar • Big bazar• Sahkari bhandar
• Tier 2 • D-marts• Hyper city
• Tier 3• Key accounts• Grocery stores
• Big• Small
• Convenience stores • Pan plus • OOH ( Out of home )
• Petrol pumps • Cinema halls
Sample price at various levels
Product DistributorDLP
Wholesaler RetailerPTR
Consumer MRP
Maggie (1 unit) 8.70 (5%) 8.89 (3%) 9.16 (8.4%) 10
Munch (1 unit) 4.275 (5%) 4.36 (3%) 4.5 (10%) 5
Munch(48 unit Box)
200 (7.4%) 209 (3%) 216 (10%) 240
Displays
• Chocolate Dominos • Visi coolers - 5% payback on chocolate sales (Compulsory)
• Dispenser - Depends on negotiation (max- 5%)
• Nestle Displays • 1800/ quarter
• 3% payback on sales
Training program for C&F agents
• Modules • Nestle quality system
• Good warehousing practices
• Good distribution practices
• Major aspects of training • Stocking as per norms
• Good warehousing practices
• Accounting Handling of bad goods
• Temperature control for chocolates & dairy products
Nescafe Bottle 25gm
Nescafe Bottle 50gm
Nescafe Bottle 100gm
Maggie noodle 72gm
Maggie noodle 144gm
Maggie noodle 320gm Munch ₹5/-
Munch ₹10/-
Munch ₹35/- Munch ₹50/- TLSD
5 productive
call
Ganesh store * * * * * * * * * * 10 *
Ravi store * * * * * * * * * 9 *Deepak store * * * * * * * * * * 10 *Om medicals * * * * 4
Prasant medicals * * * * 4
simran medicals * * * * 4
president medicals * * * * 4
Kiran store * * * * * * * * * * 10 *kamya medicines * * * * 4
shanti store * * * * * * * * * 9 *
TLSD 5 5 3 5 5 5 10 10 10 10 68 5
Width 50% 50% 30% 50% 50% 50% 100% 100% 100% 100%
Avg LPC 6.8
48
Avg LPPC 9.6
Sources
• Sales officer • Mr. Ashish (Borivali)• Mr. Siddesh(Malad)
• Distributor • Maimoon Distributor(Malad)
• Shri Siddhivinayak Distributor(Mulund)
• Salesman• Mr. Patil• Mr. Balwant• Mr. Mangesh
• Retailers • Samrat Medical• Prasant Medical
• Wholesaler• M/s. Sakti agency (Goregaon)