Nestle sales & Distribution

NESTLE PRODUCT PORTFOLIO

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

Factory

C & F Agent

Distributor

Mulund

Factory

C & F Agent

Distributor

Wholesaler

Distribution to Tier 1 & Tier 2 outlets

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

Monday

Tuesday

Thursday

Wednesday

FridaySaturday

GO REGAON

STATION

BEAT

PLAN

Area Selection

Store lists

GO REGAON

STATION

BEAT

PLAN

Wednesday

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

Displays

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)

Group 7:Vivek Mehta 04Afreen Akhtar 11Aniket Gupta 20Sejal Pradhan 23Bijon Kanabar 24Sumit Schitole 29Jophy Thomas 38