Distributors' building capacities program

Distributors' building capacities program
27 May 2013

May 23, 2013 : Distributors building capacity program for BRAMALI (Coca-Cola bottling company in Mali)The program provides the framework for developing the distributor relationship within partners. It defines clearly the value opportunity (for both parties) and the role each party must play to extract the identified value.We identified exactly how partners and distributors will work together, we acknowledged what will be different from current practices (and hence a “stretch”) and also the culture, values and systems each organization operates with today. In addition we document all stakeholders in the relationship and develop a plan for effectively managing/influencing them.At the end we move firmly into our “Doing” section...here we outline those things we need to do as managers of distributor relationships within markets/customers. The review process ensures what we are doing is having the required effect and ensures the relationship remains healthy and positive.Aim of the programIncrease the level of efficiency and effectiveness of distributors’ relationships via the development of ‘good practice’ distributor management practices.Develop a consistent approach to distributor management within bottlers’ commercial Team.Establish distributor management as a core commercial competence within bottlers’ organization.Outputs expectedA reduction in the requirement to change distributor(s) or reversion to the contract to resolve performance issues.An increase in the value generating potential from distributor based relationships.A recognized “way” of managing customers through distributor relationships.