Distribution performance evaluation score

Particulars Max Obtained

Financial score 25 21.15385
Infrastructure score 25 25
Management score 25 16.07143
Performance index score 25 20.13889
Total 100 82.36417
Ratings A+

FINANCIAL SCORE
Particulars Max Obtained

Payment record 4 4

Ability to meet sales projection 5 4

Ability to meet profit projection 4 3
TOTAL 13 11
NORMALISED 25 21.15385

INFRASTRUCTURE SCORE
Particulars Max Obtained

No. of vans 4 4

Warehouse 4 4
Office space 4 4
TOTAL 12 12
NORMALISED 25 25

MANAGEMENT SCORE
Particulars Max Obtained

Experience on similar product lines 4 3

Relationship with manufacturer 3 3

Expertise 3 1

Managerial competence and commitment 4 2

TOTAL 14 9
NORMALISED 25 16.07143
PERFORMANCE INDEX SCORE
Particulars Max Obtained

stock to sale ratio 5 4 0.67

Person -days spent by sales person 4 2 1040

Average call volume 4 3 10400
Efficiency 5 4
productivity 5 5
Coverage 5 4 0.67

Visibility 4 3

Supply efficiency 4 4
TOTAL 36 29
NORMALISED 25 20.13889
Reasons
reason-they have maintained good relationship with beetle company which showed that they had good
payment record

reason-they had sufficient sales force and vans which they assigned accordingly and morever they
maintained enough stock.
their value increased from 1.8 million to 3.8 million.

Reasons

they had 6 dedicated vans and the route map developed by them helped in timely delivey

they maintained inventory for 20 days which obviously meant they had enough storage space
maintaing 6 vans and 40 employees required good office space

Reasons

employees were experienced enough as they worked with major companies including beetle with whom
they are still working

they maintained good relationship with beetle as mentioned in the case

they lacked expertise and product knowledge

commitment was not 100 % as absentism was observed during 1st week after receiving salary
Reasons

inventory was mainted, sales was good as they have enough sales person

employees used to work 26 days in a month on an average which is not that bad
400 calls was made in a day which accounts to high call volume
sales volume and call volume were high
high order value i.e. 6 million
out of 600, 400 retail outlets was being covered

brand visibility was done through shelf displays , paintings, destop displays etc

supply was sufficient due to good no. Of sales force and infrastructure facilities