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Aditi Tripathi
Ankush Arya
Denis Jose
Gaurav Kararia
Hardrisht Chawla
Puneet Gupta
Shruti Farmania
Introduction
Mother
Selective Approach
Differentiation in
offerings
Sourcing
Volume
Sales
and
Reach
Product Types
Token Milk
SWOT
Sales Structure
Sales Structure
Sales Head: Manage & develop retail & other distribution
infrastructure
Regional sales Manager: Maintain relationship with retailers
and distributors in the region
Sales Manager: Create sales target based on estimation of
demand for each area
Area Sales Manager: Engaging with sales team and
consumers for developing promotion plans and product
offerings
Area Sales Officer: Interaction with retailers
Incentive Plans
The distributors are supposed to increase sales incrementally by 1% every
month.
This target if achieved give the distributors an incentive of .05p/ ltr on their
total sales for the year
Benefits of ERP
Monitor, Manage and Mentor
Your Sales force
Milestones and Track
Effectiveness of Strategies &
Team
Have an Organized Sales
Brigade
Generate Individual Report
Cards of Your Sales Team
Joint account formed between Mother Dairy and Distributors with marginal amount added by
distributors
Everyday, Distributor takes demand from retailers and Milk booths and receive payment through
ECS.
Distributors buys the demanded quantity from company, and Mother dairy cuts the amount
from Joint account.
Distribution channel
Procurement
production
unit
Distribution
channels
Big Distributors
Distribution
Strategy
Production Unit
Hiring agents reduces cost (eg. hiring a transporting agent is cheaper option
on Pb-Hr border to distribute to 5for
villages in vicinity)
Transporting agents have commission of around .5%
Delivery onceDistributors
in morning between 4AM -11 AM.Transport cum Distributor
Packaged Milk
Small Distributors:
Token Milk
Transporting Agents
Company Owned
Company
Owned
Franchise
Based
Surprise Invigilation Team (SIT) visits retailer shops and do quality check( if standards not met- warning of
one month)
SIT also visits Milk Booths for adulteration checks too
Very low margins for company - 50p/lt. for open milk and 45p/lt for packaged milk. Only way to improve
it is by increasing operational efficiency and earn more margins by increasing no. of value added products.
Low Availability: Due to archaic supply, logistics and poor forecasting tools. To improve this, company has
implemented SAP ERP to link 11 plants, 45 distributors and 16 packaging locations to track and monitor
movement.
THANK YOU