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