The company was founded in 1867 and merged with another company in 1905, becoming one of the world's largest food companies. It has a comprehensive distribution network that transports raw materials from 7 manufacturing facilities to distributors, stockists, wholesalers and retailers through a system of godowns, agents and transport by road. The company sets sales targets and provides incentives like commissions and awards to motivate its distribution channels.

1. Sales & Distribution

2. About the company
• Founded in 1867
• Merged with anglo-swisscondensed milk company in 1905
• One of world’s largest and diverse food company

3. Product Overview

4. Key strength
A very comprehensive distribution network

5. Logisticsframework
RAW MATERIAL PROCESSING PACKAGING
TRANSPORT
RETAILERCUSTOMER

6. Distribution Framework
GODOWN AGENTS
DISTRIBUTOR STOCKIST
WHOLESELLER
RETAILER
RE-DISTRIBUTOR
RETAILEREND CUSTOMER

7. Channel selectioncriteria
• Capitalinvestment
• Experience
• Infrastructure

8. Incentives & Motivation
• Sales remuneration / commission
• Super awards for super achievers
• Ranking– area wise
• DIP training (dealership in practice)

9. Who defines targets?
• Branch Managers
• Area salesmanagers
• Sales supervisors

10. Physical distribution system
• 7 manufacturing facilities
– Punjab, Tamil Nadu, Karnataka, Haryana, Goa (2)and Uttarakhand

11. Logistic structure
• Road transport through container trucks
• Distributor influenced transport channelsto retailers
• Stock in transit’ module installedat Distributor network
systems for trackingthe supply of goods