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New Allied Distributors

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Presentation on theme: "New Allied Distributors"— Presentation transcript:

1 New Allied Distributors
Syria Overview General Facts Crisis NAD Overview Sales Force & Marketing NAD Back Office Why Us? New Allied Distributors Directly to the shelves Your Distribution Experts in Syria

2 Key Figures Key Figures Cont Export Import External Influences
Syria Overview Key Figures Key Figures Cont Export Import External Influences

3 Key Figures Syria Overview
Full country name: Syrian Arab Republic (Capital: Damascus) Area: 185,180 sq km (71,498 sq miles) People: 20 M , Arabs (90%), Kurds, Armenians, Circassians, Turks Religion: 74% Sunni Muslim, 16% other Muslim, 10% Christian Language: Arabic, Kurdish, Armenian, Turkish, English Major Industries: Oil, gas, agriculture, textiles GDP: USD billion GDP per capita: USD 1,481 Real GDP Growth 2007 : 4.65% Inflation: 8% Exchange Rate: USD 1 = SYP 47 Key Figures

4 Key Figures Cont Syria Overview Age Structure : 0 - 14 years : 36.5%
65 years and over : % Population Growth Rate : 2.3 % (2007 est.) Birth Rate : 27.2 births/ 1,000 population (2007 est.) Death Rate: 4.8 deaths/ 1,000 population (2007 est.) Infant Mortality Rate : Total: 27.7 deaths/ 1,000 live births Life Expectancy at Birth: Total Population: 70.7 years male & 69 years female Total Fertility Rate : 3.4 children born/ woman (2007 est.) GDP - composition by sector: Agriculture: 24% Industry: 18% Services: 58% (2005 est.) Labor Force: 5.505 million (2006 est.) Unemployment Rate: 12.5% (2005 est.) Population Below Poverty Line: 11.9% (2006 est.) Inflation Rate (Consumer Prices): 8% (2006 est.) Public Debt: 37.9% of GDP (2006 est.) Key Figures Cont

5 Syria Overview Export

6 Syria Overview Import

7 External Influences Syria Overview
Syrian Pound has weakened significantly against the currencies of all the major exporting countries. The implications for the cost of imports into Syria are clear and exacerbated further by the removal of EU subsidies. The glitch in import-export balance in addition to the negative performance of public sector are all imposing greater pressure on Syrian economy. External Influences

8 General Facts - Crisis Key Economic Indicators as set by the most reliable economic researchers before the crisis Key Economic real facts Exchange Rate situation during the Crisis General Facts

9 General Facts - Crisis GDP Real Growth, 2005-2014 (%)
Consumer Price Inflation, (%) Key Economic Indicators as set by the most reliable economic researchers before the crisis

10 2010 export to Arabic countries 2010 import to Arabic countries
General Facts - Crisis 1. The inflation rate between Feb12 and Mar 12 has increase 6.7%, the total inflation between mar 11 and mar 12 has increased 30.77% 2. Drop in import from Arabic countries exceed 20% in 2011, and general import value reduced by 40% in 2011 vs the imbalance between export and import hits a record of -43% to the favor of import with value of SYP 243 Billion in ,000 unemployed already registered at working bureau, the official declared number of unemployment read 15%, unofficially numbers talking about 35% 5. Domestic refugees is exceeding 2M persons Key Economic real facts 2010 export to Arabic countries 2010 import to Arabic countries

11 Exchange Rate situation during the Crisis
General Facts - Crisis Exchange Rate situation during the Crisis

12 General Facts General Facts - Crisis
Locally operated multinational enterprises are all shut down Banks under great pressure: no more investment, swinging between keeping, reducing, and closing given facilities. avoid dealing with hard currencies, requesting clients to close even their personal accounts reduce overdraft facility with 50%, cancelling all type of post financing American companies of various sectors stop supplying General Facts

13 Vision Statement Mission Statement Company Hierarchy Overview
NAD Overview Vision Statement Mission Statement Company Hierarchy Overview

14 Overview NAD is continually working to be the most organized and well equipped distribution company in Syria with unequalled customer and supplier satisfaction Vision Statement

15 Overview Effectively maintain a fully automated distribution network
Cover and serve all sales points depending on the channels Select high-quality products for distribution in various sectors Ensure that every supplier's goals are met and exceeded Create an environment where people's contributions are viewed as engines of growth Mission Statement

16 Overview Company Hierarchy 1 3 28 21 5 16 20 14 7 124
NAD ( General Manager ) NAD Cosmetic General Sales Manager NAD Food General Sales Manager NAD Food Serves General Sales Manager Sales Admin 1 Sellout Department 3 CPD Sales Manager 28 MUP Sales Manager 21 Professional Sales Manager 5 FMCG Sales Manager 16 FS Sales Manager Aleppo Branch Manager Lattakia Branch Manager 20 Tartous Branch Manager 14 Swida’a Branch Manager 7 Company Hierarchy 124

17 Overview Total Company Hierarchy

18 Overview sellout Supervisor 3 Promoters 2 Company Hierarchy

19 Overview Company Hierarchy CPD Sales Manager
28 CPD Supervisor ( Wholesale ) 1 CPD Supervisor (Pharmacies & Beauty Shop) 1 CPD Supervisor ( Retail & KA ) 1 Company Hierarchy Pre-Sale Wholesale 6 Sales rep Pharmacies 2 Sales rep Beauty Shop 2 Pre-Sale KA 1 Sales rep Retail 2 Delivery 4 Delivery 1 Helper 2 Helper 2 Helper & Merchandiser 2

20 Overview Company Hierarchy MUP Sales Manager Sales rep ( Wholesale )
21 Sales rep ( Wholesale ) 1 MUP Artist 1 BA’s 17 Company Hierarchy Sales rep ( Retail ) 1

21 Overview Company Hierarchy PPD Sales Manager Technical Supervisor 1
5 Technical Supervisor 1 Company Hierarchy Sales rep ( Retail ) 2 Sales rep ( Wholesale ) 1

22 FMCG Sales rep Wholesale
Overview FMCG Sales Manager 16 FMCG Supervisor 1 Pre-Sale KA 1 Delivery 1 Company Hierarchy FMCG Sales rep Retail 4 FMCG Sales rep Wholesale 1 Helper & Merchandiser 2 Helper 5

23 Food Serves Sales Manager
Overview Food Serves Sales Manager 3 FS Sales rep 2 Company Hierarchy Helper 1

24 Overview Company Hierarchy Aleppo Sales Manager FMCG Sales rep Retail
5 FMCG Sales rep Retail 1 FS Sales rep 1 Cosmetic Sales rep Retail 1 Cosmetic Sales rep Wholesale 1 Company Hierarchy

25 Overview Company Hierarchy Lattakia Sales Manager
20 Cosmetic Pre-Sale Wholesale 2 Supervisor ( Retail ) 1 PPD & MUP Sales rep 1 FS & KA Sales rep 1 Delivery 1 Cosmetic Sales rep 2 Driver 1 Company Hierarchy Helper 1 FMCG Sales rep 1 BA’s 5 Helper 3

26 Overview Company Hierarchy Tartous Sales Manager
14 Cosmetic Sales rep Wholesale 2 Cosmetic Sales rep Retail 1 PPD & MUP Sales rep 1 KA & FS Sales rep 1 Diver 1 Helper 1 Helper 2 Company Hierarchy FMCG Sales rep Retail 1 BA’s 3

27 Cosmetic Sales rep Pharmacies
Overview Tartous Sales Manager 7 Sales rep Wholesale 1 Cosmetic Sales rep Pharmacies 1 BA’s 2 Helper 1 Company Hierarchy FMCG Sales rep Retail 1

28 Overview Board of Directors comprised of experts in the distribution field in Syria, Lebanon, Jordan, and Saudi Arabia. Each member has extensive experience in foodstuff manufacturing and brand developing Channel/Category/Business Development Module Business designed and dedicated to the distribution of fast moving brands Very focused company, we do not handle mass brands, rather very selective and complimentary brands Overview

29 Business Spilt by Region
Distribution & Sales Sales Business Spilt by Region Our 5 Branches Business Coverage

30 Distribution & Sales Sales
Sales target is to cover every point of sales of all classes Achievement of key accounts sales target is the responsibility of Trade Marketing Manager Marketing and sales team work in full harmony: our intensive BTL activities managed by our indoor team is boosts our sales in the field Cover specific needs of the brand itself Take into account: Geography, demographics, and disposable income Cost efficiencies Sales

31 Business Spilt by Region
Distribution & Sales Business Spilt by Region

32 Distribution & Sales Branches Sub-distributors Uncover Our 5 Branches

33 Distribution & Sales ( Damascus Branch ) Our 5 Branches

34 Distribution & Sales Our 5 Branches ( Damascus Branch | Cosmetic W/S )
( 6 ) Pre-Sale ( 4 ) Delivery Our 5 Branches

35 Distribution & Sales PH BS PH Our 5 Branches BS
( Damascus Branch | Cosmetic Pharmacies & Beauty Shop ) ( 2 ) Pharmacies Cash Van ( 2 ) Beauty Shop Cash Van PH PH Our 5 Branches BS BS

36 Distribution & Sales Our 5 Branches Ret Ret KA
( Damascus Branch | Cosmetic Retail & KA ) ( 1 ) KA Pre-Sales ( 1 ) KA Delivery ( 2 ) Retail Cash Van Ret Ret Our 5 Branches KA

37 Distribution & Sales Our 5 Branches ( Damascus Branch | MUP )
( 1 ) MUP ( Retail ) ( 1 ) MUP ( WS-PCP ) Our 5 Branches

38 Distribution & Sales Our 5 Branches ( Damascus Branch | PPD )
( 2 ) PPD Retail ( 1 ) PPD WS PCP Our 5 Branches

39 Distribution & Sales Our 5 Branches Ret Ret KA WS Ret Ret
( Damascus Branch | Food ) ( 4 ) Food ( Retail ) Ret ( 1 ) Food ( WS-FO ) Ret ( 1 ) Food ( KA ) KA WS Our 5 Branches Ret Ret

40 Distribution & Sales FS Our 5 Branches FS
( Damascus Branch | Food Serves ) ( 2 ) Food Serves FS FS Our 5 Branches

41 Distribution & Sales ( Aleppo Branch ) Our 5 Branches

42 Distribution & Sales Our 5 Branches FS COS COS ( Aleppo Branch )
( 1 ) Cosmetic Retail ( 1 ) Cosmetic Wholesale ( 1 ) Food Retail FS COS ( 1 ) Food Serves Our 5 Branches COS Food

43 Distribution & Sales Our 5 Branches ( Lattakia Branch )
( 2 ) Cosmetic Wholesale Pre-Sale ( 1 ) Cosmetic Delivery ( 2 ) Cosmetic Retail COS Delivery ( 1 ) Food Retail Food Ret ( 1 ) KA ( 1 ) MUP&PPD Food KA MUP PPD Our 5 Branches Cos PHA COS BS

44 Distribution & Sales Our 5 Branches ( Tartous Branch )
( 2 ) Cosmetic Wholesale ( 1 ) Cosmetic Retail Cos WS ( 1 ) Food Retail COS WS ( 1 ) KA ( 1 ) MUP&PPD Cos Ret Food Ret Our 5 Branches MUP PPD KA

45 Distribution & Sales Our 5 Branches ( Swida’a Branch )
( 1 ) Cosmetic Wholesale ( 1 ) Cosmetic Retail ( 1 ) Food Retail Cos WS COS Ret Food Ret Our 5 Branches

46 Distribution & Sales Business Coverage

47 Business Coverage Distribution & Sales
Direct coverage – Syria ,Number of POS ( Retail ) OUR coverage is matching: 80% of weighted clients at all sales channel and 16% of universe B to B : Foodservice, MUP, Hairdressers, are all served by dedicated teams. Wholesales teams of the following channels: foods, personal care, medical warehouses are also dedicated Combo is only used at food channels Merchandising team is not included Business Coverage

48 Business Coverage Distribution & Sales Sales Forces Covered channels
Specialized to cover: Retail : 1. KA: Hypermarkets 2 SSS: Supermarket (Retail A) 3 DRD (Direct Retail Distribution): Retail B & C classes 4 W/S foods: Wholesales (food) Personal Care Products + Cosmetics: 5 BS: Beauty shops: 6 PH: Pharmacies: 7. W/S PCP: Wholesales (Personal Care Products) 8. M/W: Medical warehouses 9. DS (Department Store): Perfumeries & Department Stores 10. HD: Hair Dressers: Food Service: 11 HORECA: Hotels, Restaurant, Catering: 12 CS: Coffee Shops 13 BA/PA: Bakeries/Patisserie: 14 INDSRY: industry/Factory Business Coverage

49 Business Coverage Distribution & Sales Personal Care Channels
Wholesales & Medical warehouses channels served by dedicated team

50 Business Coverage Distribution & Sales Personal Care Channels
Perfumeries & Department stores are channels served by dedicated team Hair dressers channel is also managed by dedicated team providing training, technical support, next to supplying

51 Business Coverage Distribution & Sales Foods / Retails Channels
Wholesales channel served by dedicated team

52 Business Coverage Distribution & Sales
Foodservice Division : Coverage Channels Business Coverage Foodservice has a dedicated management & Sales team serving sales channels and providing technical support.

53 Reporting System: Field
Sales Force & Marketing Reporting System: Field Back Office Merchandising Team Marketing Activities Cont

54 Reporting System: Field
Sales Force & Marketing Point of Sales management: Inventory, display, control, DMS (target: daily management system) Salesman daily report managed by handheld: Route Planning Timed journey plan per day Report Out Sales target (month-to-day) Credit report Report In: Retail inventory Display (including photos) Competitors’ activities In addition to the sales/collection operations Reporting System: Field

55 Report Out (Monthly): Sales Management Reports Sales Force & Marketing
MTD target achievement by: area, POS, and SKU Penetration and display situations Market feedback Credit report Report Out (Monthly): Sales comparison: Actual vs. Targets (YTD & MTD) Inventory Competitors and market analysis Back Office

56 Sales Force & Marketing
Merchandiser Tasks: Help the sales reps maximize number of calls Merchandise upon entering the store + when products are sold to outlets Record inventory upon each visit Clean, maintain display, and conduct active reporting to the Trade Marketing Manager Helps in building the electronic map project Merchandising Team

57 Marketing Activities Sales Force & Marketing
BTL Support - POSM, display, shelving In Store Promotions - boost sales while building upon the brand Sponsoring Events Massive Sampling Campaigns - key accounts, store openings, major events Trade Incentive Programs Marketing Activities

58 Marketing Activities Sales Force & Marketing
Work in collaboration with suppliers to play upon the brand’s strengths while taking advantage of arising opportunities Market Studies - consumer + trade’s perception on product Build consumption habit when necessary Actively stay ahead of the competition through constant monitoring & innovative planning Find new relevant ways to reach the consumer - (hospitals, airlines, school cafeterias, park kiosks, gyms, hair salons, etc.) ATL Support - TVC & Billboards: strongest tools Marketing Activities

59 Sales Force & Marketing
ATL Advertisements Marketing Activities

60 Sales Force & Marketing
Sampling Campaigns Marketing Activities

61 Sales Force & Marketing
Exhibitions Marketing Activities

62 Sales Force & Marketing
School Events Marketing Activities

63 Sales Force & Marketing
Events In Syria Marketing Activities

64 Sales Force & Marketing
Marketing Activities

65 Sales Force & Marketing
Marketing Activities

66 Sales Force & Marketing
Marketing Activities

67 Sales Force & Marketing
Marketing Activities

68 Supply Chain & Warehousing
NAD Back Office Supply Chain & Warehousing Finance HR

69 NAD Back Office Supply Chain Supply Chain & Warehousing TPS Plan
Business Plan Import to Syrian Ports Delivered & Distributed to NAD Branches Supply Chain & Warehousing

70 Supply Chain & Warehousing
NAD Back Office Warehousing Monthly inventory at all branches Temperature controlled set up Operate under FEFO (First Expired First Out) Right structure and control systems Supply Chain & Warehousing

71 Supply Chain & Warehousing
NAD Back Office Supply Chain Efficiency Scorecard Swift van loading daily (estimated time: 12.5 min) Sales orders are placed through palms in evening Warehouse staff prepare pallet next morning Sales leave to market at 10 am Supply Chain & Warehousing

72 ERP (Enterprise Resources Program) Managing Resources
NAD Back Office ERP (Enterprise Resources Program) Managing Resources Finance

73 Why Us? Why Us? Company Brand Thank you

74 World’s Best Brand Partner Speed to market
Why Us? World’s Best Brand Partner Speed to market Continues development in the operation People management system Why Us?

75 Why Us? Cosmetic Foods Foodservice Company Brand

76 Thank You …….


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