Sales department

The D&C sales structure is staffed entirely in-house and is specialised by chann
el:
Retail channel:
Run by a Sales Manager in charge of national agreements and structure coordinato
r, a National Key Account Manager responsible for national chains and a Key Acco
unt Manager responsible for regional customers.
Retail sales force activities:
Measurement of 70% of the weighted national distribution of information concerni
ng shelf products, out of stocks, promotions, prices and competition.
Constant monitoring, supported by in-house software, assures analyses and period
ical reports.
Merchandising and shelf stocking are an integral part of the activities, aiming
to assure appropriate product visibility, control promotional activities and int
ervene rapidly on stock-outs.
Traditional channel:
Managed by a Sales Manager responsible for key customers, compliance with guidel
ines and resources by area, with Area Managers who are responsible for zone mana
gement and coordination of approx. 15-20 agents.
Traditional sales force activities:
National coverage of both on and off premises channels through local agents.
On average the Agents serve 100 customers in small cities and 250/300 customers
in medium-large cities, with the aim of directly supplying to the most qualified
and representative sales points in the appointed area.
Trade Marketing also reports to the Sales Department; this department is in char
ge of trade investments and Customer Service, and is responsible for order proce
ssing and analysis.

Trade marketing
This department is responsible for:
Managing trade investments, trade marketing promotions, listing fees, tr
ade promos
In-store activities, loyalty programmes, co-marketing initiatives
Category management and space/allocation analyses with the support of sp
ecialist software (Apollo, Spaceman, etc.)
Consumer research (with the support of the services of GfK)

Logistic services
Inbound transport, warehousing and storage and outbound transport are all fully
outsourced to a logistics operator to guarantee top service efficiency in terms
of punctuality and completeness of orders.
Single distribution platform of 30,000 m2. of which 1,000 controlled-temperature
pallet stations (15-19, rh 75%). Delivery times from order definition: Italy (ex
cluding Calabria) 2 days, Calabria 3, Islands 4. Constant performance monitoring
of KPI concerning delivery punctuality (better than 96%) and order completeness