Loading presentation...

Present Remotely

Send the link below via email or IM


Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.


Distributor assessment tool

No description

Wiliam Bognar

on 20 June 2013

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Distributor assessment tool

Distributor assessment tool
Marian Ardeleanu & Wiliam Bognar
MARS Romania
Traditional Trade in Romania
- Route to market -
Traditional Trade
25k outlets (72%)
Specialist channel
1.4k outlets (98%)
34 warehouses
14 distributors
What we expect from our distributors
Long-term partnership

Joint business planning and objectives


Respecting the agreement

Trust & transparency

Pursue of development, not only stability
Financial stability

Investment in trade

Scale and competitive advantage
Focus on distribution

Support listings & 2nd placements

Analysis on customer/SKU level

Respect routes and deliver on time & in full

Quality and focused sales force
Process steps:
1. Classify distributors by a range of criteria:
-quality of distribution
-financial sustainability
-logistic capabilities

2. Have a balanced approach in terms of the distributor's assessment: a system made of benchmarks, combined with the manager's experience

3. Define and agree action plans for development/improvement

4.Permanent monitoring - once per year: financial stability report, audit of the warehouses and distribution assessment
Logistics and warehouse quality
-The tool in practice-

An insight into our biggest Traditional Trade partner, Dinamica
The advantages of the tool
We use a SIMPLER tool in order to assess our partners FASTER and to become STRONGER as a business.
Assess and maintain competitive advantage
Good measure for improving quality distribution
It is an easy and direct tool
Classification of our clients by size and distribution&financial quality
Distribution quality and financial stability
2) Logistics and warehouse - modern aspects of any business.

1) financial stability and quality of distribution - the traditional aspect
The tool has two parts
Thank you!
42% Net Sales
Part 1
Quality of distribution - 15 criteria
Financial stability -5 criteria
Distribution and financial matrix

Logistics and warehouse matrix
Finance and distribution matrix
The pilot
Part 2
Logistic capabilities - 10 criteria
Warehouse quality - 18 criteria
Full transcript