B1
Y
B2
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
SENDHWA
DHAMNOD
ALIRAJPUR
JHABUA
SAGAR
KHURAI
KURWAI
GADARWARA
NARSINGHPUR
BETUL
SAHPUR
HARDA
ITARSI
REHTI
OBEDULLAGANJ
TIMARNI
DAMOH
PIPARIYA
BUDHNI
HOSHANGABAD
SHUJALPUR
GUNA
ASHOKNAGAR
SHIVPURI
VIDISHA
SIRONJ
MANGALIYA
AHMEDPUR
SEHORE
BHOPAL
BERASIYA
INDORE
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Y
Companys distribution model:The coca-cola company operates through two types of bottling plants.
1) Company operated bottling operations. E.g. Hindustan coca-cola
beverage pvt. Ltd. pilukhedi
2) Frenchisee operated bottling operations . e.g udaypur beverages pvt. Ltd.
Jabalpur.
MULTI SITE BILLING: to ensure delivery on time the company can opt for
multisite billing i.e if a distributor is mapped for B2 but there is not sufficient stock
then he can get the demand fulfilled from B1. For this the RTM has to get approval
from the finance department.
Multi site billing affects the following: Freight
Sales plan needs to changed
Stock planning will be hindered
It increases the CPC(cost per case).
Credit facility given to the distributors:Depending upon the distributors past performance and records, the company (sales
manager, rtm manager and finance manager) can allot credit and aging (time
limit) to the eligible distributors. The maximum aging time is 10 days depending
upon the commitment of the distributor. If any distributor is not able to pay within
the given time then they are known as defaulters. These distributors will be
debarred for further credit facilities for at least 3 months and only cash trading will
be allowed.
In peak season, credit fecilities can be resumed on special approvals from the zonal
vice president (Mr. mayank arora, ahmedabad office).
Intraday commitment: the distributor party can also give intraday commitment in
which the RTGS should me made on the same day else you will be defaulted.
Organizational structure of RTM department :1. Area sales manager :- the area sales manager is having a target which is to
be completed by the end of the month(finally monthly closing(SE). the sales
executives report their daily reports to the ASM.
RTME (front end) will then take the order from the distributor and will
communicate the same to the rtm back end team. Then order will be taken then
after checked for payment, processed and shipped and thus demanded order will be
delivered to the distributor.
MARKET EXECUTION PARTNER : The distributor of coca-cola is also known
as market execution partner
Inventory management :- in order to avoid stock mismatch in system and reality,
the physical stock is checked with the real stock at the end of the day. This is done
because many a times it happens that RTM has ordered for fanta but because of
error in shipping sprite has been loaded and delivered to distributor.
If there will be inaccurate and non-reliable data in the system, then there is a
chance that whole of order taking, processing and distribution will suffer because
there is a difference between system stock and reality.
Anchor distributors:- these are those parties which is regarded as the backbone of
coca-cola distribution. They order heavy loads. The company supports them by
providing additional benefits like payment of salesman and vehicle expenses. They
claim their expenses in the form of bucket.
MARKET EXPENSE RETURN(MER):- the schemes which is given to the
distributor on the secondary sales for the enhancement of the secondary in the
market can be claimed through MER. For ex. One bottle free on the sale of one
case of fanta 750 ml.
Sales schemes these schemes are given to the distributors to push the primary
sales e.g 2 bottles extra on the order of one case sprite 750ml.
PERMANENT DISPATCH PLAN (PDP):-