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Nestle

- 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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Saswat Khuntia
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461 views17 pages

Nestle

- 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.

Uploaded by

Saswat Khuntia
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

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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