ATACO BiH - Atlantic Grupa

Transcription

ATLANTIC GRUPA
STRATEGIC DISTRIBUTION DIVISION
2013 Key facts
(Croatia,Slovenia,Serbia,Macedonia + ATACO
B&H,Montenegro)
1
DISTRIBUTION DIVISION (general overview)
• The leading regional distributor of FMCGs with top global and regional brands in
their categories
• Developed network of 16 distribution centers in Southeast Europe
• Direct access to over 55.000 sales outlets in the SEE region
• 1000 delivery vehicles
• Highly developed know-how in the fields of key acount management, product category
management, supply chain management and trade marketing management
Country
Distribution
centre
Point of sales
covered
Croatia
4
15.700
Slovenia
1
8.180
Serbia
4
13.820
Macedonia
1
3.700
B&H
5
11.700
Montenegro
1
1.900
16
55.000
Total
2
ATLANTIC GRUPA
STRATEGIC DISTRIBUTION UNITS
SDU Slovenia – ATLANTIC Ljubljana
3
Atlantic Trade Ljubljana - Key Data
• PORTFOLIO AND KEY CATEGORIES
COFFEE
CONFECTIONARY & SAVOURY SNACKS
COSMETICS AND PERSONAL CARE
 Headquarter Ljubljana
 1 Distribution center
 132 employees
BEVERAGES
 40 sales reps+external team
 7 regional team managers
 41 merchandisers
FOOD and SNACKS
 1 trainer
 9 employed in brand management
 Logistic :BTC
4
Revenues and share per categories 2012.
SALES 2012: 86.600.000 € Share of key brands %
BARCAFFE
FERERRO
DONAT
ARGETA
COCKTA
CEDEVITA
RAUCH
SMOKI
HIPP
All other
39,02%
18,82%
8,68%
8,51%
6,82%
6,74%
4,71%
2,63%
1,50%
2,57%
5
Sales structure and channel coverage
Retail 2.440
DC: Ljubljana
POS universe :
2.440 retail + 5.742 horeca
Horeca 5.742
Vending
app
8.000
6
Channel structure and coverage
Channel
Direct Coverage
Hypermarkets
43
Supermarkets
207
Large Groceries
116
Mid/Small Groceries
626
Drogeries
124
Pharmacies
291
Discounters/Petrol/Other
1033
TOTAL RETAIL
2440
TOTAL HORECA
5740
7
Sales force structure
SALES FORCE – RETAIL
Regional
team
manager &
trainer
Sales reps
Slovenia all regions
5
32
3
38
78
TOTAL
5
32
3
38
78
SLO
Sales reps
Merchandisers
/merchandisers
EXTERNAL HORECA SALES REPS
SALES FORCE and team HORECA
SLO
Slovenia all regions
TOTAL
Regional
team
manager
Sales
reps
Merchandisers
TOTAL
Distr.
centers
Sales
reps
2
8
3
13
5
4
2
8
3
TOTAL
Merchan
POS
disers
15
1.480
•
Barcaffe sales + other assortment
(coffee represents 80 % of sales)
•
Direct sales
13
8
Operating model 2013 – field force
SALES FORCE
teams
No
of
SF
POS type
coverage
Assortment
Type of
delivery /
service
POS
visiting
frequency
POS
DIRECT
COVERAGE
Sales team RETAIL
32
HM,SM,SLG, LG,
MG,SG,Petrol St.,
drogeries, kiosks
,HD,Wholesalers
All brands
RETAIL
Pre-selling,
merchandising
,delivery in 24
hours
1-12 per
month
2440
41
HM,SM,SLG,key
LG, Wholesalers
All brands
RETAIL
Merchandising
/ refilling
4-25 per
month
520
Petrol station
channel
Montana
Van-selling,
merchandising
4-12 per
month
152
Caffee
bars,Hotels ,
Restaurants
All brands
HORECA
Direct delivery
/ sale thru W /
Merchandising
1-4 per
month
5742
MODERN & TT
Merchandising
team RETAIL
Sales team
Montana
Sales &
Merchandising
team HORECA
30*
*incl.external
9
Sales organisation - KAM
KEY ACCOUNT MANAGEMENT
Structure
Key Account
KAM 1
Mercator, Tobačna
KAM 2
Engrotuš, Jager
KAM 3
Spar, DM
KAM 4
HD, Baby shops, small independent
traditional trade
KAM 5
Gas Station Channel, LeClerc,
Vendings
KAM Director
2 Assistants KAM
10
ORGANIGRAM AT LJUBLJANA
GM
Assistent
1 Regional
manager West
Assistents
5 KAM’s
Brand
management
director
Director
Distribution
Director KAM
Sales rep. &
merch. 20
2 Regional
managers
Centre
Sales rep. &
merch. 32
1 Regional
manager East
Sales rep. &
merch. 21
Sales
administration
6
1 trainer
5 Trade
market.
managers
Trade
marketing
assistant
Director
HORECA
Finance
Director
2 KAM Horeca
Analyst
8 sales rep.
Barcaffe,
Cockta,
Cedevita
Rauch
Bookkeeping
service DK
11
2 Purchasing
department
Logistic Slovenia
• Outsourced logistic services by BTC Ljubljana.
• AT LJ is organized by 1 warehouse facility in Ljubljana with 4.712
pallet places.
• AT LJ delivers 52.905 pallets per year (data for 2012).
• AT/AG also has warehouses at Production Facility (coffee) and
Production Facility (beverages and functional water).
12
ATLANTIC GRUPA
SDU Croatia – ATLANTIC Trade
13
Atlantic Trade Zagreb - Key Data
FOOD & COFFEE
NON-FOOD
BEVERAGES
 Established:
1991.
 Headquarter:
Zagreb
 Distribution centres:
4
 Employees:
515
 Employed in sales:
247
 Employed in logistics
190
 Vehicles:
211
 Warehouse space:
19500 pal
OTHER
14
SALES 2012: 970.000.000 Kn Share of key brands %
FERRERO
WRIGLEY
CEDEVITA
NEVA
COCKTA
BARCAFFE
JOHNSON & JOHNSON
RED BULL
LORENZ&BOBI
ARGETA
VIVERA
All other
17,00%
15,48%
15,47%
5,34%
4,59%
4,54%
4,49%
4,48%
3,54%
3,12%
2,98%
18,95%
15
Channel
Direct POS Coverage
Additional Indirect Coverage
(CW delivery)*
Hypers – Large Super
88
Supermarkets
296
Konzum,Velpro
649
Large Groceries
393
Mid/Small Groceries
3417
Drogeries**
295
Pharmacies
71
Kioska/Petrol/Other
2552
COVERAGE
7112
Tisak ,Sl.Dalmacija
1800
DM
(only part of assortment)
2449
TOTAL AT RETAIL COVERAGE
(direct or central w delivery)
9560
Retail Universe Estimation
12500
TOTAL SPECIAL CHANNEL
(do it yourself
& tehnical)
TOTAL HORECA COVERAGE
(direct deliveries)
TOTAL COVERAGE ALL CHANNEL
794
5370
15724
*defined assortment,delivery on central warehouse,covered by merchandisers
** majority of 900 pharmacies covered via FIDIFARM,AG pharmaceutical wholesale
16
Regional sales structure
DC Zagreb
DC Osijek
Sales share : 54 %
Sales share : 10 %
• Zagreb
• Rijeka
• Osijek
Top of
DC Rijeka
Sales share : 14 %
610
POS
the trade
• Split
9560 POS
RETAIL +
5370 POS
HORECA
DC Split
Sales share (DSD) : 24 %
Wholesale
3.000 POS in retail
17
CROATIA
Direct Sales
Team leader
(supervisors)
Sales
Representatives
Merchandiser
Total
Zagreb
*8
43
27
78
Split
4
23
*15(+30)
42
Rijeka
3
16
*11(+20)
30
Osijek
3
15
10
28
18
97
63(+50)
178(+50)
Team leader
(supervisors)
Sales
Representatives
Merchandiser
Total
Zagreb
2
9
2
13
Split
2
*6 (+5)
1
9
Rijeka
1
*5 (+5)
1
7
Osijek
1
4
1
6
6
24 (+10)
5
35(+10)
RETAIL
Total
* National team leader 2
HORECA
Total
* + 10 season sales representatives
18
SALES FORCE
teams
No
of
SF
Sales team RETAIL 1
37
Assortment
Type of
delivery /
service
POS
visiting
frequency
POS
DIRECT
COVERAGE
*
HM,SM,SLG,
Wholesalers,
All brands
RETAIL
Pre-sale
4-6 per
month
610
54
LG,MG,SG,Petrol
St., drogeries ,
kiosks,other
All brands
RETAIL
Top SKUs
Pre sale
1-2 per
month
6500(+ 2450
central delivery)
Merchandising team
RETAIL all
63
HM,SM,SLG,key
LG, Wholesalers
All brands
RETAIL
Merchandising
/ refilling
4-12 per
month
705
Sales & Merchandis
team HORECA
29
Caffee bars,Hotels
, Restaurants
All brands
HORECA
Direct /presale
delivery /
Merchand.
1-4 per
month
5.370
Sales team special
channel TEHNICAL
and SPORTS
6
Tehnical shops,
Sports shops
DURACELL and
top impuls SKU
Direct delivery
/ pre sale
1-4 per
month
794
MODERN TRADE
POS type
coverage
(top of the trade)
Sales team RETAIL 2
TRADITIONALTRADE
,PETROL & seasonal
*not including Konzum,Tisak /SD POS
19
SALES ORGANISATION - KAM
Structure
Key Accounts
KAM team 1 Director
INTERNATIONAL KAM resp.
KAM 1
KONZUM,TISAK
KAM 2
DM,BIPA,KOZMO
KAM 3
SPAR;METRO
KAM 4
KAUFLAND,LIDL
KAM 5
MERCATOR,BILLA
KAM team 2 Director
DOMESTIC & petrol KAM resp.
incl.PLODINE
KAM 6
Petrol Channel KA
KAM 7
Regional KAM(Ntl,Ultra) Slavonia
KAM 8
Regional KAM(Ntl,Ultra) Dalmatia
KAM 9
Regional KAM(Ntl,Ultra,other)Zagreb area
KAM 10
Regional KAM(Ntl,Ultra)North coast ,Diona
20
ORGANOGRAM RETAIL SALES AT ZAGREB 2013
Key Account Manager
5
Key Account Manager
5
Assistent
Assistent
2
2
21
Logistic Croatia
Central warehouse Jankomir

10.0000 m2 / HACCP (traceability) /

WMS – Gold Stock (Aldata)- world wide
solution provider
Distribution centre – Split

9.000 m2 –
5.500 m2 ground floor, 3.500 m2 first floor
Central warehouse Jankomir
11 owned trucks + up to 35 contractor loads
Distribution centre – Split
Distribution centre-Rijeka
Distribution centre- Osijek

Above mentioned capacities do not include van seller
capacities as they are part of sales force

Delivery time is between 24 and 48 hours depending on
request

Contractor loads can be extended as needed in requested
truck sizes

Currently in process of choosing new routing software
WMS – Gold Stock (traceability)
Distribution centre-Rijeka - 2500 m2
Distribution centre- Osijek - 1.500 m2
Warehouse (DC) replenishment transportation (haulage
trucks) – daily connection

Contracts with biggest Croatian transportation companies (LA
LOG, RALU, RENATO PP, RICARDO)
22
ATLANTIC GRUPA
SDU SERBIA – ATLANTIC BRANDS
23
ATLANTIC BRANDS - Key Data
FOOD & COFFEE
 Headquarter Belgrade
NON-FOOD
 4 Distribution centres
 399 employees (including outsource)
 155 employed in logistic
BEVERAGES
 260 vehicles
 13.920 m2 warehouse space
24
Revenues and share per brands 2012.
25
Revenue share per categories Serbia 2012.
Source : Nielsen, June - July 2012.
Source : The IWSR, 2011.
26
Sales structure and Market Coverage
DC Srbobran
Population: 1.382.000
Sales share (DSD) :
19%
Channel share
(DSD/KA) : 49/51
No. of outlets : 2,393
DC Beograd
KA
Population: 2,803,000
Sales share (DSD) :
45 %
Retail chains
790
POS
Channel share
(DSD/KA) : 43/57
No. of outlets: 5,104
DC Čačak
DC Niš
Population:
1.995.000
Population:
1,318,000
Sales share (DSD)
: 18 %
Sales share (DSD) :
18 %
Channel share
(DSD/KA) : 67/33
Channel share
(DSD/KA) : 64/36
No. of outlets :
1.798
No. of outlets :
2,199
Serbia
11,812 POS
RETAIL +
2,324 POS
HORECA
Direct Sales
C & C,
Wholesale
Channel
TOTAL
COVERAGE ALL
CHANNELS
22120 POS retail
Direct POS Coverage
14,926
27
Channel
Direct Coverage
Hypermarkets
83
Supermarkets
342
Large Groceries
582
Mid/Small Groceries
6,624
Pharmacies
692
Kiosks
810
1,206
Call Center
2,263
TOTAL RETAIL
12,602
TOTAL HORECA
2,324
28
SERBIA
Supervisor
& KAM
Sales reps
Reffilers
Merch.
TOTAL
Serbia all regions
23
106
53
38
220
TOTAL
23
106
53
38
220
Regional team
manager /
supervisors
Sales reps
Merch.
TOTAL
Serbia all regions
6
20
0
26
TOTAL
6
20
0
26
SERBIA
29
SALES FORCE
teams
Sales team RETAIL
MODERN & TT Channel
Sales team PHARMA
Merchandising team
RETAIL all
Sales & Merchandis
team HORECA
Refiller team RETAIL
No
of
SF
POS type
coverage
101
All formats,petrol,
kiosk,wholesalers
5
Pharmacies,
drogeries
Assortment
All brands
RETAIL
Type of
delivery /
service
Pre-sale ,
merchandising
POS
visiting
frequency
POS
DIRECT
COVERAGE
1-8 per
month
11,910
Pharma
assortiment
Pre-sale ,
merchandising
2-4 per
month
692 (indirectly
through wholesale
up to 1.400)
38
HM,SM,SLG,LG,
Wholesalers
All brands
RETAIL
Merchandising
4-25 per
month
1,550
20
Caffee bars,Hotels,
Restaurants
All brands
HORECA
53
HM,SM,LSM
All brands
RETAIL
Direct delivery
/ Merchand.
Refilling
2-4 per
month
2,324
15-25 per
month
80
30
Sales organisation - KAM
Structure
Key Account
KAM Director
KAM 1
Mercator, IDEA, Veropoulos, METRO
Junior KAM 1
Mercator, IDEA, Veropoulos, METRO
KAM 2
Delhaize, Univerexport, DIS, CDE S
Junior KAM 2
Delhaize, Univerexport, DIS, CDE S
31
ORGANIGRAM AT BRANDS BEOGRAD
32
Logistic Serbia
•
Pallet racks (total) – 13,230
• Number of vehicles own/oursourcing– 22/160
• Maximum load /Maximum capacity – 600 t per day– 1,300 m3 per day
•Total goods distributed /orders/deliveries– 70,000 t/800,000/420,000
•Software – MIS, WMS, Lognet
33
ATLANTIC GRUPA
SDU Macedonia– ATLANTIC SKOPJE
34
ATLANTIC TRADE SKOPJE - Key Data
FOOD & COFFEE
 Headquarter Skopje
NON-FOOD
 2 Distribution centres
 120 employees
BEVERAGES
 95 vehicles
35
Revenue and share per categories 2012.
COFFEE
ARGETA
STARK
FERRERO
CEDEVITA
COCKTA
NEVA
DIETPHARM
All other
37,55%
25,18%
13,73%
9,48%
6,37%
3,37%
1,44%
0,86%
2,02%
36
DC Skopje
Sales structure and Market Coverage
No. of outlets : 3.600
KA
Retail chains
160
POS
Macedonia
2500 POS
RETAIL +
980 POS
HORECA
C & C,
Wholesale
Channel
TOTAL COVERAGE
ALL CHANNELS
Direct Sales
200 POS retail
Direct POS Coverage
3660
37
Channel
Direct Coverage
Hypermarkets
16
Supermarkets
143
Large Groceries
305
Mid/Small Groceries
1682
Drogeries
57
Pharmacies
227
237
TOTAL RETAIL
2667
TOTAL HORECA
980
38
MAKEDONIJA
Supervisor & KAM
Sales reps
Merch/Reff.
TOTAL
Skopje
6
30
15
51
TOTAL
6
30
15
51
Regional team
manager
/supervisors
Sales reps
Skopje
1
4+1
5+1
TOTAL
1
4+1
5+1
MAKEDONIJA
Merch.
TOTAL
39
SALES FORCE
teams
No
of
SF
POS type
coverage
Assortment
Type of
delivery /
service
POS
visiting
frequency
POS
DIRECT
COVERAGE
Sales team RETAIL
30
HM,SM,SLG, LG,
MG,SG,Petrol St.,
drogeries, kiosks
,HD,Wholesalers
All brands
RETAIL
Pre-selling,
merchandising
,delivery in 24
hours
1-12 per
month
2667
Merchandising
team RETAIL
15
HM,SM,SLG,key
LG, Wholesalers
All brands
RETAIL
Merchandising
/ refilling
4-25 per
month
240
Sales &
Merchandising
team HORECA
5
Caffee
bars,Hotels ,
Restaurants
All brands
HORECA
Direct delivery
/ sale thru W /
Merchandising
1-4 per
month
980
MODERN & TT
40
SALES ORGANISATION - KAM
Structure
Key Account
KAM 1
Carrefour, TUS trade, Zito Veles, Tediko,
Mak Invest, Zegin-apteki, Luk Oil
KAM 2
Veropulos, Ramstore, S.P, Prince,
Stokomak, DM-drogeri
KAM 3
Tinex, KAM, Mak Petrol
41
Logistic Macedonia
•2 (two) warehouse facilities, both based in Skopje
•
- W1 – 1433 m2
•
- W2 –
919m2
• delivered more than 23.000 pallets per year
• 47 employees in both warehouse facilities.
42
Market Bosnia and Herzegovina
ATACO BiH*
*ATACO is sister company in co-ownership of E.Tedeschi,major shareholder of AG
43
ATACO BiH - Key Data
FOOD & COFFEE
 Established 1994
 Headquarter Široki Brijeg
NON-FOOD and TABACO
 5 distribution centers
 422 employees
 146 sales reps,KAM and supervisors
BEVERAGES
 61 merchindisers
13700 pal
44
SALES 2012: 152.000.000 €
Imperial Tobacco
Argeta
Wrigley
Grand
Štark
Cedevita
Mars
Hipp
Cockta
Johnson & Johnson
Neva
All other
Share of key brands %
37,50%
10,30%
9,90%
9,70%
9,40%
5,90%
3,92%
2,40%
2,20%
1,80%
1,50%
5,50%
45
DC Banja Luka
Population: 794.898
Sales share ( IT out ) : 23,17 %
DC Bihać
DC Tuzla
Population: 311.524
DC Široki Brijeg
DC Sarajevo
Population: 562.443
Population: 998.768
Sales share ( IT out ) : 16,42%
46
Channel
Direct Coverage
Hypermarkets
33
Supermarkets
114
Large Groceries
220
Mid/Small Groceries/Kiosk
7665
Drogeries
160
Pharmacies
637
1232
TOTAL RETAIL
10061
TOTAL HORECA
1680
47
BiH
Team
managers
Sales reps
Merchandisers
TOTAL
Mostar
3
21
9
33
Sarajevo
3
32
18
53
Banja Luka
3
30
11
44
Tuzla
3
28
16
47
Bihać
1
8
3
12
13
119
57
189
SALES FORCE HORECA
BiH
All regions
Team
managers
Sales reps
2
15
17
2
15
17
Merchandisers
TOTAL
48
Operating model 2013
SALES FORCE
teams
No
of
SF
POS type
coverage
Assortment
Type of
delivery /
service
POS
visiting
frequency
POS
DIRECT
COVERAGE
Sales team RETAIL
112
HM,SM,SLG, LG,
MG,SG,Petrol St.,
drogeries ,kiosks
Wholesalers
All brands
RETAIL
Pre-selling,
delivery in 24
hours
1-8 per
month
9420
Merchandising
team RETAIL
57
HM,SM,SLG,key
LG, Wholesalers
All brands
RETAIL
Merchandising
/ refilling
5-25 per
month
580
Sales team
PHARMA
7
Pharmacies
Pharma
assortments
Pre-selling /
merchandising
2-4 per
month
650
Sales &
Merchandising
team HORECA
15
Caffee
bars,Hotels ,
Restaurants
All brands
HORECA
Direct delivery
/ sale thru W /
Merchandising
2-4 per
month
1680
MODERN & TT
49
Organogram ATACO
MANAGING DIRECTOR
SALES
DIRECTOR
BRAND
MANAGEMENT
AND LOGISTIC
DIRECTOR
LEGAL UNIT
BRAND
MANAGEMENT
ACCOUNTING
DEPARTMENT
HR MANAGEMENT
DC TUZLA
DC BIHAĆ
DC BANJA LUKA
LEGAL
DEPARTMENT
AND HUMAN
RESOURCES
TREASURE
DEPARTMENT
DC ŠIROKI BRIJEG
DC SARAJEVO
FINANCE DIRECTOR
CENTRAL LOGISTIC
SERVICE
PLAN AND
ANALYSIS
IT DEPARTMENT
50
Organogram sales ATACO
SALES DIRECTOR
TRADITIONAL
CHANEL
Director
DISTRIBUTION
CENTERS
Directors
TEAM MENAGER
PHARMA
TEAM
MANAGER
KEY
ACCOUNT
TEAM
MANAGER
SALES REP.
KEY ACCOUNT
TEAM
HO-RE-CA
TEAM
MANAGER
SALES REP.
NATIONAL
MERCHAND.TE
AM MANAGER
MERCHANDISERS
WHOLESALE
MANAGER
PRESELERS
DELIVERY
51
ATACO KA channel approach
KA
management
Director
KA managers:
*Sarajevo 4
*Mostar 1
*Tuzla
1
*B.Luka 1
KA commercialists:
*Sarajevo 9
*Mostar 4
*Tuzla
6
*B.Luka 4
*Bihać
2
Merchandisers
Team manager
2
Merhandisers
57
7
25
52
Logistic Ataco BiH
Ataco BiH is organised by 5
warehouse facilities + central
warehouse :

- Široki Brijeg 2.566 m2, 2.450 pallets,

- Sarajevo 2.100 m2, 1.700 pallets,

- Banja Luka 1.750 m2, 1.600 pallets,

- Tuzla 2.300 m2, 2.000 pallets,

- Bihać 1.059 m2. 700 pallets

- Central WH ‘Argeta’ Hadžići ( 5.300 pallets ).
70.000 pallets per year - 140
employees in WH facilities and
delivery
223 vehicles + add.outsourcing
53
Market Montenegro
ATACO Crna Gora*
*ATACO is sister company in co-ownership of E.Tedeschi,major shareholder of AG
54
ATACO MNE - Key Data
FOOD & COFFEE
 Established 2008
 Headquarter Danilovgrad
NON-FOOD
 1 distribution center
 71 employees
 25 sales reps,KAM and supervisors
BEVERAGES
 11 merchindisers
2000 pal
55
51,22%
SOKO ŠTARK
12,37%
CEDEVITA
11,99%
ARGETA
9,02%
COCKTA
6,62%
CEDEVITA GO
5,01%
GRAND KAFA
2,11%
ITAL FOOD
0,91%
MULTIVITA
0,58%
NEVA
0,18%
DONAT MG
56
North region
Population: 174.591
Sales share : 15,55 %
No. of outlets : 588
South regij
Central region
Population: 148.683
Population: 296.755
Sales share : 36,31%
Sales share : 48,14 %
57
Channel
Direct Coverage
Hypermarkets
7
Supermarkets
72
Large Groceries
326
Mid/Small Groceries/Kiosk
1281
Drogeries
13
Pharmacies
186
102
TOTAL RETAIL
1987
TOTAL HORECA
2024
58
MNE
Team
managers
Sales reps
Merchandisers
TOTAL
All regions
3
14
10
27
3
14
10
27
SALES FORCE HORECA
MNE
All regions
Team
managers
Sales reps
Merchandisers
TOTAL
1
5
2
8
1
5
2
8
59
Operating model 2013
SALES FORCE
teams
No
of
SF
POS type
coverage
Assortment
Type of
delivery /
service
POS
visiting
frequency
POS
DIRECT
COVERAGE
Sales team RETAIL
14
HM,SM,SLG, LG,
MG,SG,Petrol St.,
,kiosks
Wholesalers
All brands
RETAIL
Pre-selling,
merchandising
,delivery in 24
hours
1-8 per
month
1729
Merchandising
team RETAIL
10
HM,SM,SLG,key
LG, Wholesalers
All brands
RETAIL
Merchandising
/ refilling
4-22 per
month
975
Sales team
PHARMA
1
Pharmacies,
drogeries
Pharma
assortments
Pre-selling /
merchandising
1-4 per
month
199
Sales &
Merchandising
team HORECA
7
Caffee
bars,Hotels ,
Restaurants
All brands
HORECA
Direct delivery
/ sale thru W /
Merchandising
2-4 per
month
2024
MODERN & TT
60
Organogram ATACO MNE
Managing
Director
Sales
Director
KAM (1)
Supervisor
(4)
Trade
marketing (3)
Financial
department
(3)
IT department
(1)
Logistics
department
(1)
Sales team
RETAIL (14)
Sales Team
HORECA (5)
Sales team
PHARMA (1)
61
Logistic Ataco MNE
- War e h ouse sp ace 2 1 0 0 p al
- 28 employees in WH facilities
and delivery
- 17 vehicles +
add.outsourcing
62
Why Atlantic/Ataco
Distribution ?
63
COMPETITIVE ADVENTAGES
•
•
•
•
•
•
•
•
Multiple channel coverage(retail,HORECA,pharma,technical)
STRONGEST/MOST DETAILED direct coverage(num.distribution) in region
Service & organization flexibility
POS direct order/delivery – key to optimum brand distribution – stock - visibility
Merchandising team
Brand /Trade marketing management/Key accounting management
Strong infrastructure
Motivated and dedicated management and sales team,
64
ADVENTAGES OF AT REGIONAL DISTRIBUTION SISTEM
•
•
•
•
•
•
Strength of the total portfolio(AT UMBRELLA) – AT among 3 top supplier to retail in region
Benefits from regional Atlantic negotiation power synergy
Transfer of operating principles and know-how throughout the whole Region
Continuous improvement to a highest level of num.hand./weigh. distribution
Coordination and fast implementation of new listings ,trade marketing activities and pricing strategy in KA
Sound and constant partnership with Regional key accounts
Ljublja
na
• Rijeka
• Zagreb
• Osijek
• Bihać
• Novi Sad
• Laktaši
• Belgrade
• Tuzla
• Split
• Sarajevo
• Čačak
• Niš
• Mostar
• Pogorica
• Skopje
Bitola
65
With us You will get…..
• Organization tailored to the principal needs
• Shared, semi dedicated or dedicated sales force
• Sound ,constant and long term partnership with Regional key accounts
• Benefit from regional Atlantic negotiation power synergy
• Distribution Teamwork on all level
• Fast and proven achievement of main KPIs:
• High numeric distribution level
• Point of sale speed penetration
• Brand/Categories instore positioning , SoS improvement
• Must-have assortment implementation
• Advantages and synergies of a regional distribution system
• Financial securitiy
• “Making happen” attitude !
66

ATACO BiH - Atlantic Grupa

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