7/31/2019 Apple Food Products

1/7

Apple food productsSubmitted By:

Vijesh RamachandranNair

Rahul Varma

Nithin Tulsian

7/31/2019 Apple Food Products

2/7

O Well established company with market leader in all respectivebrand categories.

O

6 Product Groups :- Soft Drinks : 250ml & 500/1ltr Pet Bottle

- Ice creams : Bulk & On premise Packs

- RTE Foods : Modern retail & Catering.

O Got distributors for 5 product groups and only sales person forModern retail.

7/31/2019 Apple Food Products

3/7

O The current distribution network and sales force are very well

established.

O The Distributors own the transports, i.e. van and the company

provide them with cold storages & deep freezers.

O The Current span of control managed by salesman is almost close

to 1

O The distributor's are just acting as financers and not working on

their re-distribution capabilities.

7/31/2019 Apple Food Products

4/7

Problem

O The Distributors are not leveraging their primary duty of re-distribution, its the company salesman who takes care of that partwhich isn't good for company.

O The role and responsibility of salesman as well as even though thesalespersons are from same company but the each categorysalesman never vest any interest in case they find any abrupt in theirother product category products. Example:- Mis-use of cold storageby the retailer was ignored by the soft drink salesperson eventhough he knew its from same company and being mis-used.

O How should the sales and distribution re-organized and maintainsame efficiency level.

7/31/2019 Apple Food Products

5/7

Suggestions/Solution

O The Distributors should be clearly instructed and mentored about

what their primary responsibility is, the name distributor itself

means Distribute and here the distributors are shifted away from

this responsibility and thus they should take care of it henceforth.

O The Current span of control is very lenient and thus it should be

changed to at least 1 salesperson to 3 distributors, event though this

step will add up to 2/3rd of Salesperson without any job ,but as a

business prospective the company should inform the salesperson

around 6months prior itself that there will be a cut in number of

sales heads based on performance with respect to long term

prospect of business.

7/31/2019 Apple Food Products

6/7

O The Salesperson for all the product category should be mentored

about working for the companies welfare and not with the habit of

treating only designated product category as their sole single

responsibility. For Example Next time if they notice any retailer

mis using any of the company goods then they should voluntarilyinstruct the retailer to re-correct their actions and as well inform the

respective product category head about the Conduct by the retailer.

7/31/2019 Apple Food Products

7/7

Thank you