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Beat Planning:6 days in a week
Number of outlets generally in a beat :40
Monday to Monday each outlet
If suppose each territory is divided into 3 region
Dealing and collection
Order basis : take order and then supply
Ready stock: give products on time to time basis
DBSM And EFF:
Distributor sales man And Executive field force
Credit Period: to distributor and super stockist no credit
;delivery on payment basis.
Retailers get credit period of 7 -8 days from distributors
and
wholesalers.
Distribution network:
Generally two networks are followed:
1. company-cfa-distributor-wholesaler-retailer
2. comapany-cfa-superstockist-substockist(sub-dealer)-
wholesalers-retailer
Generally the 2nd
distribution network is followed in rural areas.
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Freight is given to the 2nd
type of distribution network
And the first type is followed in urban areas.
Margin for distributor: 5 %
Margin for superstockist: 2%
Margin for retailers:
Items :
Confectionaries: 12-15%
Perfume: 22%-25%
Grocery: 10 -12%
How generally territory management is done for a new area:
Information required:
1. Buy a map
2. Population
3. Town valuation
4. Competitor analysis
5. Data of existing distributors
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PDP:PERMANENT DISPATCH PLAN
Issues with retailers and distributors:
1. Undercutting :it happens when a product has high selling
anddemand.
Generally occurs at border areas.
HOW TO CONTROL:
1. measures are taken to remove the distributor at worst
cases.
2. Territory is reduced or
2. off take
3. Infiltration
