UIMS

Behroz Ali Rizvi Najam Javaid

Mba 4th marketing

Channel management

Switzerland

But

How

It

Begins?

Miss

ion

To be the recognized leading nutrition, health and

wellness company in the world

Global Vision

Number one nutritious company of Pakistan

Leading FMCG company around the world as well as in Pakistan

Aims to be proactive innovation and re innovate the culture

To dwell in to the life of people & consumers

Best & quality brand in Pakistan

Nestle Objectives

Health & hygiene

Meet individuals taste

Maintain quality as they have perceived in market

Adaptive promotional campaigns

Marketing Objectives

CBM

RM

AM

TM

BDE

Simplified & effective distribution network

Continuous improvement to deliver products at best of their time

Accurate quantities, timely at right cost

Make sure the availability in every area

Channel Objectives

Dairy Powder

Product Categories

Dairy Liquid

Chilled Dairy

Nestle Water

Ready To Drink

Breakfast

Food

Nestle Professional

Bilal Traders

Qureshi Traders

Nestle Professionals

Nestle

Distributors

Customers

Channel Structure

Nestle Consumer Market

Shaan Marketing Services

All SKU’s

2155 intermediaries

North outstation

Shaan Marketing Services

Sifa sales 450

Distributions

Bilal trader 1900

Distributions

Ultimate

network

1500

Distributions

Azfar Agency

400

Distributions

Channel Structure

Qureshi Distribution

Pro movers

Nestle pure life

19 Litres

Water Distribution

Nestle

Distributors

Customers

Channel Structure

Channel members Relationship

No special policy RM

Price control

Conflicts

Surprise visits Back checking

Evaluation

Improve back checking

Evaluation mechanism for salesmen

Ethics needed for distributors

Professional environment

Suggestions