Downstream Report Of The Coca Cola Company

2826 words - 12 pages

Coca cola, imported from india was first introduced into Nepal in 1973, with local production of coca-cola beginning in 1979.
Bottlers Nepal Limited (BNL) is the only bottler of coca-cola products in Nepal, and has two bottling plants; namely Kathmandu (bottlers neapl limited- BNL) and Bharatpur (Bottlers Nepal (terai) Limited,) which is 160 km from Kathmandu, its capital.
The marketing, sales and distribution strategy for bottlers Nepal limited is entiled “Refresh the Marketplace” and includes:
A robust consumer response system to address any consumer/ customer concerns, ideas. Suggestions – either on product and its quality or on stock supply – ideas, suggestions – either ...view middle of the document...

Qualification                : Masters in Arts. Number of years with Bottlers Nepal: 10 yearsTerritory    : Katmandu (which is the largest territory and  the  highest  salesgenerating territory)Key Responsibility: Forecasting sales plan / preparing sales budgetSales forecasting is done looking at the  past  trends.  He  normally  takes  inaccount the sales volume of past 3 years, activity in the market  and  then  setthe target. He considers the  average  growth  in  the  sales  volume  and  thententatively adds 5% to 10% to the previous year’s growth and  fixes  the  targetfor the year. He also consults the  existing  sales  force  for  their  valuableinputs in order to make the forecasting more accurate and feasible. The territory sales forecast is done according to the capacity of the  territoryand the sales force capability i.e. some territories grow  fast  where  as  somegrow slow, these factors are kept in mind while forecasting the sales target forthe particular territory. The sales forecast for a particular territory is  alsobased on the individual sales officer. He also decides  on  the  amount  of  thepromotional support need in order to meet the target  sales.  He  does  this  bylooking back to the amount  of  post  sales  support  and  then  plans  for  the promotion. While doing this he also keeps in mind the impact on  future  productsales. Weekly reporting to the country managerHis report to the country manager consist of the overall weekly  achievement  interms sales volume of his territory and any other major issues if any which needto be addressed to the higher level management. His  report  is  a  consolidatedreport sent by the Area sales manager and it contains the report on the previousweek’s achievement and his new plan for the coming week and the month. The plansconsist of volume of production for the coming month and sales on the  basis  ofthe production. This plan  is  also  forwarded  to  all  the  departments’ and production so that the departments can plan accordingly.Communication with the other departmentsHe interacts with the production manager on  regular  basis  to  decide  on  thevolume of production. He also works together with the Marketing Manager in orderto come up with promotion for pushing sales and to develop marketing  strategiesfor future sales target. Area sales survey for a particular area is done by  themarketing department. Suggestion is taken from the marketing  department  beforeformulation of the sales plan for a particular territory.Hiring and selection of Sales force: Sales manager is responsible for hiring salespeople with the appropriate  skillsand backgrounds to implement the sales strategy. Good sources must be found  fornew hires, and those who are weak in these areas are carefully screened out. Thenormally advertise through  newspaper.  The  other  sources  of  candidates  arereferences of current employees.

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