Distribution & Logistic Management

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Distribution & Logistic Management

  1. 1. Distribution & Logistic Management Submitted By:- Abhay Singh Submitted to:- Prof. Raghvendra Iyer 1
  2. 2. Company Overview Coca-cola entered India in 1989 50 bottling plant, company owned -25 and franchisee owned-25 Coca-Cola currently offers nearly 400 brands in over 200countries and serves 1.5 billion servings each day Interbrand’s Global Brand Scorecard for 2008 ranked Coca-Cola the NO.1 Brand in the World and estimated its brand value at $70.45 billion Market capital =158.19bn US $ REVENUES = 43.00BN US $ EMPLOYEES = 125000 International company which offered convenient snacks, foods and beverages 2
  3. 3. Sales Structure of Coca-cola 3
  4. 4. Distribution channel Hindustan Pvt Ltd Coca-cola Distributors Varun Beverages Retailers Jaipuria Group 4
  5. 5. Criteria for Selection of Channel Member 5
  6. 6. Function Performed By Distributors 6
  7. 7. Financial Terms 7
  8. 8. Logistics 8
  9. 9. Performance Evaluation Of Distributors • Sales quota attainment • Inventory management • Average order size placed • Market coverage(calls made by distributor everyday) • Infrastructure • Volume generated • Third party audit • Complaints handling 9
  10. 10. Problem faced By Distributors • From company : discounts/incentives given at the end of the month • From retailer : bad debts/run away 10
  11. 11. Expenses by Distributors  Rent  Salesforce  Transportation  Others (police etc.) 11
  12. 12. 12

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