[ A HANDBOOK ON FMCG SALES ] 4.2.2. Distributor Appointment Process The Distributor appointment is perhaps the most critical area of any FMCG business. The steps to be followed while appointing a distributor are: The Local TSI or SO to shortlist a few relevant profiles and send them to the ASM for further pruning the list to 2-3. The ASM to visit all distributors and finally select one, and keep one as backup (provided all parameters are met). The selected profile to be sent to RSM/NSM/CEO for final approval. Based on approval, agreement to be signed, a Distributor Code to be created at Head Office and the first payment collected. Please Note that new distributor can be appointed in place of an existing distributor only after the process of termination is complete and NDC has been collected. A typical distributor profile form is depictedhere: 25
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