nestle sales management
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MKTG 450SALES MANAGEMENT
Outline Nestlé Background
Nestlé Global Nestlé Turkey
Market Organization Chart
Nestlé Turkey Sales Sales and Marketing
CCSD Sales People Sales Automation Order Processing
Wanna more?
Can you guess when was Nestlé is founded?
1200’s1300’s
2000’s1900’s 1800’s1700’s
1600’s1500’s
1860
Source: www.nestle.com
Nestlé around the world 1860s Henri Nestlé, a pharmacist, food
for babies 1905; mergers and acquisition 1900s, Nestlé is now a Global Company World War I: By the end of the war,
Nestlé's production had more than doubled.
Globalization
Source: www.nestle.com.tr
Nestlé Turkey Oldest FDI in Turkey First year in Ottoman market 1750 unit
sold Growth
Turkey = Nestlé’s 15th market Mis Süt = Nestlé in dairy products market Nesquik, breakfast cereals Nestlé Pure Life = Water category
Markets 4 markets
Water Leader: Erikli (%60 owned by Nestlé) Players: Nestlé, Saka, Hayat (Danone), Pınar
Yogurt Leader: Danone Players:Sütaş, Nestlé, Pınar
Milk Leader: Ülker Players: Pınar, Mis (Nestlé), Danone
Ready-to-drink coffee Leader: Nestlé Players: Jacobs, Maxwell
Organization chartCEO
SALES MARKETING SUPPLY CHAIN GLOBE
TRADITIONAL TRADE
MODERN TRADE (NAM)
KAM CARREFOUR+GİMA
KAM MİGROS+TANSAŞ
KAM DİA
KAM BİM
KAM KİLER
KAM TESCO (KİPA)
KAM METRO+REAL
DISTRIBUTORS
ANKARA
İZMİR
TRAKYA
KADIKÖY
GROCERIES
CCSD
Sales
1/3 of
1/3 of
1/3 ofSales
Traditional Trade
Modern Trade
Distributors Groceries Carrefour + Gima
Migros + Tansaş
Bim
Dia
Tesco (Kipa)
Kiler
Metro + Real
Ankara
İzmir
Trakya
KAdıköy
One more chance!
Why Nestlé tried hard to diverse its revenue almost equally among different channels?
1/3 of
1/3 of
1/3 ofRisk Diversion
Traditional Trade• 4 Regional
Management Units• İzmir• Ankara • Trakya• Kadıköy
• 25.000 sales point• Used for
• Financial resource• Warehousing
• Disributor sales chiefs• Nestlé employee
Traditional Trade
Distributors Groceries
Ankara
İzmir
Trakya
Kadıköy
Coffee?
Who do you think was the idea to develop Nescafé 3 in 1? A sales chief
Modern TradeModern Trade
Groceries Key Accounts
Discount Hypermarket
Supermarket
Cash & Carry
Dia Bim Carrefour
Gima Real MetroMigros Kiler Tansaş
Migros (5M)
Traditional Trade & Modern Trade
Trad
ition
al
Trad
e
Modern
Trade
Groceries
Sales & MarketingCommercial
Director of Sales & Marketing
Sales Marketing
BEFORE!
AFTER!
Category Channel Sales Development
Duties:1) Information about new product 2) SWOT analyses3) Make next year’s plan
Sales: all about customer (best shelf order, posters, umbrellas at the groceries)
Marketing: all about consumers (promotions etc)
Sales People• Hiring
• Tests, • Every time of the year
• Training• Trained buyers, requires trained sellers• Management Trainee• Many opportunities• “Best practices”• SAP education
Quiz!• With a reward!
• Sales peole should be motivated. Why?
Effort PerformanceReward
Expactancy Instrumentality Valence
Sales People Motivation• CCSD’s in charge• Give a target and reinforce the success
The winner! Bonuses monthly targets Key Performance Indicators The award is given in each quadrant
Sales Force Automation• SAP
• Palm• Who, when, how?• Takes order• Connected to HQ
Order Processing• Distributors have warehouses, stocks are kept, • Key Accounts: There are some differences.
Everyday for Carrefour , For Carrefour and Metro
EDI System received by Supply Chain
Twice a week for Gima For Gima:
E-mail Delivery: next day
Migros B2B is important Strictly controlled
LEAD TIME
Key Points TO PREVENT SPOT:
Distributors ID Follow up SPOT
Don’t concentrate on 1 channel. Diverse the risk.Nestlé succeded it very well!
. . .. ..
Questions
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