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ABOUT THE COMPANY

Founded by Henri Nestl Worlds biggest Food and Beverage Company Developed first milk product in 1867 Merger with the Anglo-Swiss Condensed Milk Company.

ABOUT THE Nestle

Nestl's first expansion into chocolate activity Introduction of Nescafe, a staple drink of US Military In 1947 came the merger with Maggi seasonings and soups. Acquisition of American Food Giant and Dreyers

PRINCIPLES AND OBJECTIVES


To create value Nestle does not favor short term profit Create trust among the customer Ensures that the highest standards are met throughout the

organization.
Recruitment of the right people & on going training & development Continue to maintain its commitment

Brands
Baby foods (Nestl Cerelac, NAN)

Breakfast cereals (Nestl Cereals)


Dairy products (Milkpak, NIDO, Nespray, Nestl Yogurts,

Everyday) Ice-creams (Movenpick, Dreyers) Chocolate confectionary (Kit Kat, Smarties, Toffo) Beverages (Nescafe, Milo, Nestl juices) Food service (Nestl Jumbo Bottle) Prepared foods (Maggi, Powered Soups) Bottled water ( Nestl Pure Life, Nestl Aquarral)

Nestle Hierarchy

Branches in Pakistan
Lahore
Islamabad Karachi

Faisalabad
Multan Sheikhupura (factory)

Sale Department
Management Director Head of Sales Zonal Manager Regional Manager Area Manager

Territory Incharge

key role of Sales Manager


Achieve targets Value

Volume
Profitability

Product mix
Employee development

Tools to achieve the sales objectives


Trade spend budget Trade incentive Sales incentives Trade marketing Pop To increase the shop coverage

The Tactics to capture the market share


Numeric expansion
Weighted increase

To engage consumer
(ATL , BTL)

Bases for making new territory


Sales potential Geography sales potential Judgment call

Salary structure of sales department


Basic salary
Allowances Cost of leaving allowance Fuel

Sales forecasting techniques of Nestle


Build up method
Yearly Changes during the market situation

Sales budgeting techniques of Nestle


Time Series (Start of year)

Importance of merchandising for boosting up the sales


It varies from product to product
Placement of product

Chanel wise
Shelf

Shopper
Consumer and customer

Decision of routing and schedule of routing


Average Per/day shops (50 - 60)
Frequently service (weekly /

monthly)
Depend on situation (channel) Routing base on channel

Automation Software & hardware that company use for sales


NPDMS (Nestle Pakistan Distribution

Management System)

The Competitor of Nestle


Engro food Haleeb Food Shezan Uniliver P&G Konor Aquafina Kenly Cadbury IBL

Mitchells
Candy land

Tactics to cope the negative effect of economic depression on sales


Price offs
BTL Activities

Tactics to cope the negative effect of economic depression on sales


Price offs
BTL Activities