Distributors and Super Stockists

Appointment

- Identity locations where distributors are required

- Search for distributors through references, retailers

- Evaluate them on coverage, investment, infrastructure and involvement

- Discuss the proposal thoroughly with them, set terms, territory

- Appointment them by collecting necessary data

Training

- Train the distributor team about company products, pricing, supply terms and order collection

- Go with them on all routes couple of times to connect distributor and products to retailers

Primary :

- Define maximum stock level to be maintained by distributor

- Collect stock levels on a weekly basis from sales men/distributor

- Insist on salesmen to check physical stock and arrange it neatly

- Place primary order by co-ordinating with distributor, salesman and super stockist

- Define and execute regular supply schedule

- Check and approve for any credit notes, exchanges and returns

- Ask for payment when Super stockist is not able to get Motivation

- Keep track of sales target, communicate with distributor for achieving it

- Keep in regular touch with distributor to understand his problems and provide solutions

- Meet him regularly to build relationship

- Motivate him to perform better by collecting orders himself, growing business

Key Outlets

- Keep in touch with phone and visits with key outlets and influence them to buy and promote our products Documentation

- Develop Spreadsheet formats where required like

- PJP

- Target

- Allowances

- Distributor supply

- Salesman and Distributor performance measurement

- Scheme tracker

- Sales forecasting

- Prepare for Sales team meeting

- Prepare the data of last month

- Prepare presentation

- Chair the meeting

- Outlet Data on Sales Force Automation software

- Organise outlets into beats and distributors

- Fill missing information

- Prune outlet information to have only relevant

- Create/Delete users, distributors, beats, products, regions as required proactively

- Plans

- Sales growth

- Cost reduction

- New product development

- Branding building

- Process Improvement

- Team management

- Training module