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Distribution Management

The document discusses distribution management and outlines the critical components of effectively managing the distribution process, including data collection, routing, inventory management, and breakeven analysis. It also covers distribution channels, routing patterns, and using breakeven analysis to determine the profitability of different market areas based on accessibility and turnover. The presentation concludes with a Q&A section.

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abbas raza shafqat
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71 views19 pages

Distribution Management

The document discusses distribution management and outlines the critical components of effectively managing the distribution process, including data collection, routing, inventory management, and breakeven analysis. It also covers distribution channels, routing patterns, and using breakeven analysis to determine the profitability of different market areas based on accessibility and turnover. The presentation concludes with a Q&A section.

Uploaded by

abbas raza shafqat
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Distribution Management

M.Mutahar
introduction Distribution Management Q&A

• Brief summary
• Total time 07 min
introduction

Distribution •
•
•
Data collection
Routing
Breakeven analysis
management •
•
Etc
45 min

• 30 min
Q&A
introduction Distribution Management Q&A

Key Competencies
Sales Management Channel Management Distribution Management
Team Development & Management Sales Strategy & Planning Business Development
Route to Market Route Optimization Direct Sales

Abbott International Coca Cola Beverages Lotte Akhtar Beverages


• Territory Manager 2005-2009 • Sales Manager • 2015-present
• Karachi, coastal belt . • 2010-2014 • Distributor Advisor
• Karachi and Hyderabad • Regional Sales Manager
• Lahore, Kasur
introduction Distribution Management Q&A

• Distribution management is critical to a


company's financial success and corporate
longevity. Executing it successfully requires
effective management of the entire
distribution process. The larger a corporation,
or the greater the number of supply points a
company has, the more it will need to rely on
automation to effectively manage the
distribution process.
introduction Distribution Management Q&A

the process of overseeing the movement of goods from supplier or manufacturer to


point of sale.

warehousing

Logistics E-commerce

Inventory Route to market


introduction Distribution Management Q&A
• Route to Market

• Political social and economic


• Industry structure and dynamics
• Geography and territory spread
Demography • The Market (Dynamics, trends
and size

• Historical sales and trends


• Mission, policies and strategies
• Market size
company • Annual operation plan
introduction Distribution Management Q&A
• Route to Market

• Category size , share, trend


• Brand Plan
Category • Price point
• Channel
• behaviour

• Ownership/affiliation
• Performance data
Distribution • Store and shopper data
• Business need
• Infrastructure
introduction Distribution Management Q&A
• Route to Market
introduction Distribution Management Q&A
• Route to Market
introduction Distribution Management Q&A
• Route to Market
introduction Distribution Management Q&A
• Route to Market
introduction Distribution Management Q&A
• Distribution Channel

A distribution channel is a chain of businesses or


intermediaries through which a good or service
passes until it reaches the final buyer or the end
consumer. Distribution channels can
include wholesaler, retailers, Value added retailer,
and even the internet.
introduction Distribution Management Q&A
• Distribution Channel

Goods and services sometimes make their way to


consumers through multiple channels—
a combination of short and long. Increasing the
number of ways a consumer is able to find a good can
increase sales. But it can also create a complex system
that sometimes makes Distribution Management
difficult.

Longer distribution channels can also mean less profit


each intermediary charges a manufacturer for its
service.
introduction Distribution Management Q&A
• Distribution Channel

• A direct channel allows the


Direct consumer to make purchases
from the manufacturer
Channel • e-com. Telex. Hybrid
distribution

In-Direct/ • indirect channel allows the


consumer to buy the good
alternate from a wholesaler or retailer.
• Third party distribution.
channel Retailer, wholesaler etc
introduction Distribution Management Q&A
• Routing pattern
introduction Distribution Management Q&A
• Route to Market
introduction Distribution Management Q&A
• Route to Market
introduction Distribution Management Q&A
HIGH • Breakeven Analysis LOW

Profitable Area
Emerging Area
Accessibility

Unprofitable Area Remote Area

LOW Market Turnover HIGH


Distribution
introduction Q&A
Management

Q&A

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