Management Theses

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The Goal of Distributors in There The Goal of Distributors in There

Sales Target Achievement Sales Target Achievement (Management Theses) (Management Theses)

Submitted to: Mr. Sanjeev TandonSubmitted to: Mr. Sanjeev Tandon

(Academic Coordinator INC Ajmer)(Academic Coordinator INC Ajmer)Submitted by: Vikas MishraSubmitted by: Vikas Mishra



About Organization About Organization

The Worlds Largest Beverage CompanyThe Worlds Largest Beverage CompanyCelebrating 120Celebrating 120 thth year of successful workingyear of successful working

It enrich more than one million customer It enrich more than one million customer everydayeveryday

Advertiser of the year in 2003, for all media Advertiser of the year in 2003, for all media

adad--campaign THANDA MATLAB COCAcampaign THANDA MATLAB COCA- -COLACOLA



About Products About Products

Coca-Cola serves in India some of the mostrecalled brands across the world, which includesnames such as Coca-Cola, Diet Coke, Sprite,Fanta, along with the Schweppes product range.The acquisition of Thumps Up brought some of theleading national soft drinks like Thumps Up,Limca, Maaza, Citra and Gold Spot under itsumbrella. To add to this, Kinley mineral water waslaunched in the year 2000.



IMPORTANCEIMPORTANCE

To understand the whole product range.To understand the whole product range.To understand distributors perception andTo understand distributors perception and

requirement.requirement.To generate a social network by constantTo generate a social network by constantinteraction with various distributors.interaction with various distributors.

To understand distributor, distributor To understand distributor, distributor objective, strategies of different distributor objective, strategies of different distributor etc.etc.



METHODOLOGYMETHODOLOGY

Sampling Unit:Sampling Unit: My sampling unit is theMy sampling unit is thedistributor¶s of Jaipur city.distributor¶s of Jaipur city.

Sample SizeSample Size : 15: 15Sampling MethodSampling Method : Convenience Sampling: Convenience SamplingType of Data CollectionType of Data Collection : Primary: PrimaryData Collection InstrumentData Collection Instrument : Schedule: ScheduleData Collection MethodData Collection Method : Personal: Personalinterviewinterview



LIMITAT IONLIMITAT ION

Lack of product knowledge.Lack of product knowledge.We are not getting enough time from our We are not getting enough time from our

company for this Project.company for this Project.This Project is limited for specific area. (Jaipur)This Project is limited for specific area. (Jaipur)Many distributors whom I interact are not readyMany distributors whom I interact are not readyto fill the questionnaire.to fill the questionnaire.Distributors of the town are not much educatedDistributors of the town are not much educatedso they don¶t take interest in this kind of so they don¶t take interest in this kind of activities.activities.



RESULTS or F INDINGRESULTS or F INDING

Q 1. How much your sales target?Q 1. How much your sales target?

0

8

0

10 U o 11 o 5

5 o 1010 o 15

or 15



RESULTS or F INDINGRESULTS or F INDINGQ 2. Do you achieve your target?

6

R r

Mo




Q 3. According to you which are the mostQ 3. According to you which are the mostuseful tool in your target achievement?useful tool in your target achievement?

r

D o

S o r S




Q4 . Are you satisfied with your strategies?Q4 . Are you satisfied with your strategies?

No




Q 5. Why did you choose this company?Q 5. Why did you choose this company?

N or S r S

r




Q6 . Is there any problem in understanding theQ6 . Is there any problem in understanding theschemes / plans of Cocaschemes / plans of Coca- -Cola?Cola?

No




Q6 . If yes then is your problem related toQ6 . If yes then is your problem related toschemes / plans promptly solved?schemes / plans promptly solved?

9

N o




Q7 . Do the marketing executives give proper Q7 . Do the marketing executives give proper response to your problems?response to your problems?

7

N o




Q8 . Should CocaQ8 . Should Coca- -Cola add anything more toCola add anything more to

its promotional schemes?its promotional schemes? Ans. All the people whom I met are giving the Ans. All the people whom I met are giving thepositive answer as we also know that everypositive answer as we also know that everybody in this world is not satisfied with thebody in this world is not satisfied with theexistence things.existence things.




Q9 . Should someone from company side beQ9 . Should someone from company side besent to collect the related information fromsent to collect the related information from

the customer?the customer? Ans. In this question also the people say that Ans. In this question also the people say that

it is better if some body is coming to collectit is better if some body is coming to collectthe information from the customers as theythe information from the customers as theyalso don¶t have time to go and collect the allalso don¶t have time to go and collect the allinformation.information.



SUGGEST IONSSUGGEST IONS

Existing customers must be frequently contactedExisting customers must be frequently contactedand send well wishing mails, cards, etc. it is aand send well wishing mails, cards, etc. it is awellwell--known fact that ³a satisfied customer is aknown fact that ³a satisfied customer is a

brand ambassador for the product or services hebrand ambassador for the product or services heis satisfied with´.is satisfied with´.Distributor¶s staff should be trained properly for Distributor¶s staff should be trained properly for spreading information about Products andspreading information about Products and

Services.Services.Distributor should someone be sent to collect theDistributor should someone be sent to collect thenecessary information.necessary information.



FINAL REPORTFINAL REPORTSubmitted to: Mr. Sanjeev TandonSubmitted to: Mr. Sanjeev Tandon

(Academic coordinator INC Ajmer)(Academic coordinator INC Ajmer)Presented by: Vikas MishraPresented by: Vikas Mishra



TASKTASK\\TARGETTARGET

Meeting With All Employees of the companyMeeting With All Employees of the companyand know there work profile.and know there work profile.

Balance Confirmation from Vendors.Balance Confirmation from Vendors.Balance Confirmation from Distributors.Balance Confirmation from Distributors.To understand the process of ClaimsTo understand the process of Claims

Settlement of the Distributor.Settlement of the Distributor.Making Cash Discount Agreements (HVO).Making Cash Discount Agreements (HVO).



TASKTASK\\TARGETTARGET

Making MER of weekly sales projection.Making MER of weekly sales projection.Close these MER after receiving actualClose these MER after receiving actual

sales volume from the ASM.sales volume from the ASM.Make the excel sheet of investmentMake the excel sheet of investmentdeceleration.deceleration.

Weakly records maintain of the DistributorsWeakly records maintain of the DistributorsClaims.Claims.



STRATEGY STRATEGY

Firstly I divided every task in to partsFirstly I divided every task in to partsaccording to its length.according to its length.Every evening I noted down my work of Every evening I noted down my work of whole day.whole day.Than I planned for next day task.Than I planned for next day task.I made my daily target and I work until theI made my daily target and I work until thetask accomplish.task accomplish.



CLA IMS PROCESSCLA IMS PROCESSAS M (Area Sales Manager )AS M (Area Sales Manager ) declares thedeclares theschemes which they offered to thereschemes which they offered to theredistributors.distributors.Than MER are raised by Financial ExecutiveThan MER are raised by Financial Executivethrough an online program µcola¶ (ERPthrough an online program µcola¶ (ERPSoftware) for the scheme declared by ASM.Software) for the scheme declared by ASM.

These MER are approved sequentially byThese MER are approved sequentially bySM (Sales Manager, FM (Finance Manager)SM (Sales Manager, FM (Finance Manager)and by AGM (Area General Manager).and by AGM (Area General Manager).



CLA IMS PROCESSCLA IMS PROCESSThen distributor Then distributor- -wise Topwise Top- -Sheet generatedSheet generatedfor 2 weeks bucket for the MER rose andfor 2 weeks bucket for the MER rose anddistributors submits there claims throughdistributors submits there claims throughthat Topthat Top- -Sheet with the help of SE (SalesSheet with the help of SE (SalesExecutive) of there area.Executive) of there area.Then submitted claims checked by theThen submitted claims checked by the

Finance department. They checked allFinance department. They checked allattachments with the claim like Bills,attachments with the claim like Bills,Discount Card and Stock docket.Discount Card and Stock docket.



CLA IMS PROCESSCLA IMS PROCESSThan they match claim with the MERs andThan they match claim with the MERs andlimits for the same. If the claims are withinlimits for the same. If the claims are withinthe limits, they are allowed otherwise theythe limits, they are allowed otherwise theyare restricted to there maximum limit.are restricted to there maximum limit.

After this process they get approval from After this process they get approval from AFM. AFM.

Ones they got approval than credit notesOnes they got approval than credit notesgenerated and these credit notes approvedgenerated and these credit notes approvedby FM.by FM.



CLA IMS PROCESSCLA IMS PROCESS After FM approval the entire data for such After FM approval the entire data for suchclaim and credit note is dumped into anclaim and credit note is dumped into an

excel file by the Finance Executive.excel file by the Finance Executive.With the help of that excel file the distributor With the help of that excel file the distributor gets there credit amount.gets there credit amount.



HVO PROCESSHVO PROCESSFirstly ASM send HVO agreements of hisFirstly ASM send HVO agreements of hisarea in which he send projected volume.area in which he send projected volume.

Than these agreements entered in excelThan these agreements entered in excelsheet.sheet.Than we made MER of these agreements inThan we made MER of these agreements in

ColaCola--Live (Online Software).Live (Online Software). After this they send actual volume of the After this they send actual volume of theoutlets.outlets.



HVO PROCESSHVO PROCESSThan these actual volume also entered inThan these actual volume also entered inexcel sheet and Colaexcel sheet and Cola- -Live.Live.

Than the actual amount credited in theThan the actual amount credited in theparticular distributor¶s account.particular distributor¶s account.Till now I entered the agreements worth Rs.Till now I entered the agreements worth Rs.

1,07

,59

,9

18

in excel and in Cola1,07

,59

,9

18

in excel and in Cola- -Live.Live.



Weekly Sales Projection and ActualWeekly Sales Projection and Actual

Firstly the AFM give budget for every ASM¶sFirstly the AFM give budget for every ASM¶sarea.area.

According to that budget ASM send there According to that budget ASM send theresecondary schemes details which they givesecondary schemes details which they givein his area.in his area.

Than these schemes entered in ColaThan these schemes entered in Cola- -LiveLivethis process is known as makingthis process is known as makingUMBRELLA MER.UMBRELLA MER.



ACH IEVE MENTSACH IEVE MENTSDuring the 4 month of my SIP I have had aDuring the 4 month of my SIP I have had afew rich and mentionable achievementsfew rich and mentionable achievementsgetting opportunity to work with HCCBPLgetting opportunity to work with HCCBPL- -(MNC) IN FINANCE in itself was an(MNC) IN FINANCE in itself was anachievement.achievement.My first achievement was very different. MyMy first achievement was very different. My

company guide provided me 2 week makecompany guide provided me 2 week makethe calls to all vendor for balancethe calls to all vendor for balanceconfirmation. I complete thisconfirmation. I complete this



ACH IEVE MENTSACH IEVE MENTSI have done lots of tasks as a financial executive.I have done lots of tasks as a financial executive.Like making HVO Agreements, Raising MER andLike making HVO Agreements, Raising MER andMaking credit notes.Making credit notes.In my SIP initially any target or task are notIn my SIP initially any target or task are notdefined. So I was done my work according to thedefined. So I was done my work according to thecompany guide directions.company guide directions.

Till now I have made Cash Discounts AgreementsTill now I have made Cash Discounts Agreementsof worth Rs. 10 7 599 18 and the total volume isof worth Rs. 10 7 599 18 and the total volume is25 877 39 . I also Rose MER worth Rs. 10000000.25 877 39 . I also Rose MER worth Rs. 10000000.



ACH IEVE MENTSACH IEVE MENTSDuring first 3 week of my SIP my companyDuring first 3 week of my SIP my companyguide told me that I have to meet with 5guide told me that I have to meet with 5- -1010employees par day to know there workemployees par day to know there workprofile so met all the employees of financeprofile so met all the employees of financedepartment.department.In OJT I learnt many work profile likeIn OJT I learnt many work profile like

Purchases, Transportation, Supply CainPurchases, Transportation, Supply CainManagement, Asset Management, LegalManagement, Asset Management, Legalform work and Receipts from debtors.form work and Receipts from debtors.



LIMITATIONSLIMITATIONS

TIME CONSTRAINTSTIME CONSTRAINTSNO SUPPORT FROM COMPANY FORNO SUPPORT FROM COMPANY FOR

THE M.T.THE M.T.TIME CONSUMINGTIME CONSUMINGCONVINCING DISTRIBUTORCONVINCING DISTRIBUTOR

WEATHER CONDITIONWEATHER CONDITIONDISTANCE PROBLEMDISTANCE PROBLEM



LEARNINGSLEARNINGS

Its very big opportunity for me does SIP in aIts very big opportunity for me does SIP in amultinational company. It is first time when Imultinational company. It is first time when Iam entered in the Corporate.am entered in the Corporate.

As the accepted by me I have learnt lots of As the accepted by me I have learnt lots of things from this organization.things from this organization.Now I am aware from the corporate, howNow I am aware from the corporate, how

person survive in the company. Whyperson survive in the company. Whycompany do the huge investment on thecompany do the huge investment on thesociety.society.



LEARNINGSLEARNINGS

IN the OJT I have learn how to settle claims of IN the OJT I have learn how to settle claims of distributor, why companies need balancedistributor, why companies need balanceconfirmation from vendor, what type of records areconfirmation from vendor, what type of records aremaintain by the company to smooth functioning of maintain by the company to smooth functioning of the claims settlement process.the claims settlement process.

At the limited time I have to perform lots of tasks at At the limited time I have to perform lots of tasks atthe OJT. And also make the reports on thethe OJT. And also make the reports on themanagement thesis. At this time I learned how tomanagement thesis. At this time I learned how tocoordinate all the works similarly.coordinate all the works similarly.

Management Theses

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