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    Nestle

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    Saswat Khuntia
    - World's largest food and beverage company based on decentralization principles catering to all ages. - Major player in India's dairy sector and has 8 manufacturing facilities and 4 offices in Gurgaon. - Uses a hyper-local distribution model dividing the country into 15 clusters for competitive advantage.

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    Nestle

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    Saswat Khuntia
    330 views17 pages
    - World's largest food and beverage company based on decentralization principles catering to all ages. - Major player in India's dairy sector and has 8 manufacturing facilities and 4 offices in Gurgaon. - Uses a hyper-local distribution model dividing the country into 15 clusters for competitive advantage.

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    - World's largest food and beverage company based on decentralization principles catering to all ages. - Major player in India's dairy sector and has 8 manufacturing facilities and 4 offices in Gurgaon. - Uses a hyper-local distribution model dividing the country into 15 clusters for competitive advantage.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    330 views17 pages

    Nestle

    Uploaded by

    Saswat Khuntia
    - World's largest food and beverage company based on decentralization principles catering to all ages. - Major player in India's dairy sector and has 8 manufacturing facilities and 4 offices in Gurgaon. - Uses a hyper-local distribution model dividing the country into 15 clusters for competitive advantage.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    You are on page 1of 17

    ARPITA

    ARUN
    ASHWANTH
    About the Company
    • World’s largest food and beverage company

    • Based on the principle of decentralisation

    • Caters to the needs of all age groups

    • Focuses on Taste, Nutrition, Health and Wellness and well-being of the customers and its
    tagline ‘Good Food, Good life’ resonates with that

    • A major push to the dairy sector of the country and has helped develop the milk economy

    • NESTLÉ India has presence across India with 8 manufacturing facilities and 4 branch offices
    headquartered in Gurgaon, Haryana

    • Nestlé India has brought about a change in packaging of three of their most iconic brands,
    MAGGI, NESCAFÉ and KITKAT to support girl child education in association with Nanhi Kali.
    Presence in India
    Organizational Structure
    RSM

    • Overall P&L of assigned territory


    • Insurance maintenance of Company policies
    • Managing the Cohesiveness of the Sales Team
    • T&D of ASMs.

    ASM

    • Primary Target Achievement

    Sales Roles & •

    •
    Managing relationship with govt. officials & legal
    entities
    T&D of Sales Officers
    Responsibilities SO

    • Secondary Target Achievement


    • Ensuring execution of all strategies -
    Selling/Promotion
    • Managing relationship with top retailers / wholesales
    • T&D of Distribution Salesman

    RETAILERS

    • Selling company products to end customers


    • Maintain freshness of products by selling through
    FEFO process
    • Proper execution of in-shop marketing activities like
    display.
    Sales Figures
    Sales Overview
    • No cold calling for FMCG products

    • B2C - Maggi etc.

    • B2B - Separate division - Nestlé Professionals directly cater to Restaurants, Hotels.

    • Several promotional activities are carried out like:

    • FREE OFFERS - Buy 2 Get 1 Free

    • Rs. 5 OFF

    • 25% EXTRA OFFER

    • Reduces prices and smaller packages for products


    Ask Nestlé
    Distribution Strategy

    • Hyper local model of marketing and distribution

    • Divides country into 15 different clusters

    • Gives a competitive advantage to Nestle


    Inbound Logistics
    Outbound Logistics
    Selection of Distributors
    • Capital Investment
    • Relevant Experience
    • Infrastructure
    • Company’s discretion based on Markets served
    Distribution Margin

    DISTRIBUTOR WHOLESALER RETAILER

    5-6 1.5-2 7-8


    Problems in distribution
    • Channel conflict
    • Undercutting by wholesaler
    • Invasion of territory
    THANKYOU

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