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Distribution & Logistic Management

Submitted By:-Abhay Singh

Submitted to:-Prof. Raghvendra Iyer

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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

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Sales Structure of Coca-cola

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Distribution channelHindustan Pvt

Ltd

Coca-cola DistributorsVarun Beverages Retailers

Jaipuria Group

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Criteria for Selection of Channel Member

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Function Performed By Distributors

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Financial Terms

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Logistics

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

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Problem faced By Distributors

• From company : discounts/incentives given at the end of the month

• From retailer : bad debts/run away

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Expenses by Distributors

Rent Salesforce Transportation Others (police etc.)

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