WORKING OF DISTRIBUTOR
Distributors
get stock of cigarette and relevant products from company, 2-3 times in a week
after the payment for the ordered stock is done.
Usually stock delivers by small or big tempos depending on the order quantities.
Usually stock delivers by small or big tempos depending on the order quantities.
Stock as well
as Trade POSM material lies at the WD point.
Each WD has
approximately 9-15 salesmen those cover territory for the distributor every
day.
Salesmen working
Each salesmen
reach to the Working Distributor (WD) by 9 am in the morning. They fill their
bag (Tin made box which are fixed on their cycle or motor cycle) with the
required cigarette according to their daily requirement after making the stock entries
into their own register / book.
The manager of the WD also enters the details of the cigarette which have been given to the Salesmen into his register.
Salesman leaves the WD by 9.30 and start visiting the outlets according to the route.
Meanwhile the Automation /Tele-callers share the ordered stock of the shop to the route salesman’s on his mobile device.
In other case salesman personally takes order from the shopkeeper by visiting the shop according to his route.
The manager of the WD also enters the details of the cigarette which have been given to the Salesmen into his register.
Salesman leaves the WD by 9.30 and start visiting the outlets according to the route.
Meanwhile the Automation /Tele-callers share the ordered stock of the shop to the route salesman’s on his mobile device.
In other case salesman personally takes order from the shopkeeper by visiting the shop according to his route.
After
reaching at the shop salesman takes out the stock as per the received order from
his Bag and fulfills the requirement of the Retailer and collects the bill
amount from him/her.
Salesman’s
mobile automation application has got full facilities that provide the all
details of the outlets like bill value / mobile numbers/ retailer name/ outlet
code / outlet name / KPI etc. to salesman.
Automation facilities have some drawbacks as well like as salesmen talk only about the business with retailer and because of this the relationship is decreasing. Some salesman feels that they have become a delivery person etc. It is because of following reasons,
Automation facilities have some drawbacks as well like as salesmen talk only about the business with retailer and because of this the relationship is decreasing. Some salesman feels that they have become a delivery person etc. It is because of following reasons,
1) Time
constraint - salesman has to cover east 70-80 outlets in a day and productive
calls are approximately 80-85%.
2) Salesman
has to hurry because he has to return to WD before 6pm as he has to give
details of business and submit money to the manager of the WD.
In the evening
salesman prepares a report of stock sold, stock return and give details to
Manager and submit money of sold stocks to the manager and also write down the
required stock for tomorrow.
Salesman
earns commissions on the PTR.
Few companies have started using Automation (Mobile App ) as
well as Tele calling help for the betterment of company, wholesaler and
Retailer. And because of these technologies salesman is able to covers 70-80 outlets
whereas previously they used to covers up to 40 outlets in a day.
Management of Field Force
Target
setting: The field force are given targets ( for each brand there is different
target) in terms of the number of bills
generated by an individual and their area structure. E. g. High sale area, Medium
sale area, and Low sale area etc
Monitoring:
The members of the field force report to their immediate supervisor and this
follows throughout the hierarchy.
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