Our sales organization comprises the Consumer, Food, and Industrial divisions coordinated by a Sales Director. Each division in turn is headed by a National Sales Manager overseeing the whole country which is further divided into regions, areas and units respectively headed by regional sales managers, area sales managers and supervisors. Supervisors are the most front line sales executives each supervising 3 to 5 sales representatives who make the daily calls and sales orders. The whole sales structure is driven by sales, distribution and productivity targets with monthly tabulations sent to all the higher levels and to the Human Resource Department for periodic evaluations.
FULL NATIONAL COVERAGE
Our coverage stems from our 90 sales network and stock points spread throughout the country to cover active accounts with call frequencies ranging from daily visits for the larger accounts to once a month for the smaller ones.
We sell renowned domestic and international brands of consumer, food and industrial products the majority of which are market leaders in their categories.
We have the expertise to provide strong support for our products in all aspects of marketing such as research, advertising, promotion and others.
Our policy is to maintain a limited list of quality clients which can provide us with sustained sales growth and profitability while we render them the necessary concentrated attention.
Our sales force and key accounts are not merely order takers. They sell and merchandise using a disciplined and sophisticated selling system supported by continuous trainings, evaluations and controls. Our selling methods are based on a comprehensive system emphasizing the following major points which form the objectives of the whole sales force :
1. Sales Target
Each sales representative is assigned a sales target based in volume and currency to be achieved within a certain period of time. The sales representative's target contributes to the target of his region which in turn forms a part of the national target. These targets at all levels of the sales hierarchy are constantly monitored.
Collection forms a prime responsibility of all levels of the sales hierarchy provided in weekly targets and their achievements controlled by the Finance Department.
A major responsibility of each sales representative is to perform merchandising for all his products at every outlet he calls in accordance to a specific set of instructions and criteria by product. This is controlled through numerous checks by the supervisory levels.
4. Full Line Selling
A sales representative is assigned his quota not only in currency and volume but by type of products which forms a prime criteria for achieving his target.
5. Territory Management
Geographical coverage are revised every six months to ensure the most efficient coverage and adequate load for each sales representative.
6. New Accounts
Each sales representative has a certain target of new accounts to achieve every month. This ensures that new outlets are safeguarded and maximum distribution achieved.
All sales personels are assigned horizontal and vertical distribution targets. This means they respectively have to cover a certain percentage (normally 70%) of all the stores in their areas and sell the relevant full line products for each type of store.
8. Sales Productivity
Each sales representative is required to practice productive sales calls, which is dependent on how many effective calls he makes in a day and how many cases he sells per effective call. This forces a sales personel to make his day as productive as possible.
Each sales representative is obliged to make concise daily reports on his activities. This allows for immediate feedback on sales moveme nts, collection and status of competition.
Achievements of the above points are monitored by a tight matrix control system which forms the bases for periodic performance evaluation. The sales system is supported by continuous and intensive on-the-job and in-class trainings for all levels of the sales hierarchy individually, in groups, by region or involving the whole force nationally.
The departments that directly support the sales operation – Marketing, Finance, Warehousing, Freight, Personnel, Information Service, Training and Sales Development – are staffed with well trained personnels who discharge functions crucial to the smooth running of the sales activities. Among these functions are the following :
6. Information Service
7. Training and Sales Development