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’ viz.marketing 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.