A Day at distribution

Discussing a day at distribution?

( Order booking and delivery perspective)

Lets take an example of snacks/ confectionery company's distribution FMCG.

At Distribution

Every working day, in morning?meeting of sales team starts?

in that meeting the?

- Order bookers,

- sales representative

-Territory /area manager ( sometimes)

- Distributor staff ( supporting staff)

- warehouse team

and Etc

Usually these people are present

in that meeting

1) First the previous day is discussed

such as

- any problems faced in supply

- Feedback from market

- Retailer issues etc

Request for Requisition form if needed

Order bookers share day plan

?

- Discussion is done that today's focus is on which product

- especially in case of new launched or non performing product

- Day to day trainings if required is given by senior management?to Retail team

- The DSR/ order bookers are also guided about trade discounts, extra discounts

AFTER THAT -------------------------------------

after getting free from above meeting usually at 10 or 10:30 am

- The order Booker goes to Warehouse to meet their concerned Delivery Man DM.

- With him, the order Booker discusses their previous day supply

e.g any problems faced previous day during supply, Ordered refused by any Retailer etc

- So , After discussing previous day

- discussion start for current day delivery planning and delivery notes

- stock Aggregation

- loading on priority

- key accounts and schedule shops.

such as there are some schedule shop

- and Delivery Man has to ensure supply during that time frame

LMT are given preference first because there order is of bulk quantity.

after that GT stores are also covered

AFTER THAT ----------------------------------------

The DM loads the stock in his van and goes to market along a helper.

and after covering all shops he comes back?

and report to distribution

- About cancelled delivery by Retailer because of shop close or less cash or refused

- Deposited received cash to accounts department

because for big store they give payments online / via cheque?

but for GT , payments are given in cash by retailers

The accounts department calculates the payment through use of software by checking worth of inventory sold and amount received

on the other hand?

now as like after discussion in morning the DM goes to Market .

The Order booker also goes to the market to get orders from shop

?by keeping in mind the information?

-preparing a permanent journey plan

-Total details of Skus which are available and which are not available

Each order booker is assigned specific area?for order booking

suppose an Order booker has total 140 shops total

then he will divide shops on days

like covering 25 shops daily

so thats how each shop get supply on assign day once a week

During order booking the order Booker uses order booking software

e.g sales flo is very common used software

- As it is objective oriented job so they have to achieve a volume.

if they are unable to do it in their allocated area unfortunately

then they have to cover extra shops to meet target.

- In evening around 5 pm he comes back to

distribution and report to concerned supervisor or distribution manager Tsm

- Then he punch order.

During This whole day.

the?team sitting at distribution manages the primary abd secondary sales activity

- In contact with company head office about different matters

- keeping an eye on inventory, what to order next

- Handling accounts, warehouse, payroll of distribution staff

etc

To be continued?

Disclaimer:?

This is a short intro of what Distributor sales team does?

Every distribution has a different operating module

and it differ from company to company and industry to industry?

Syed Osama Jameel

Lahore School of Economics

#fmcg #distribution #retail #marketinsights #fmcg #marketresearch #industryinsights