Evaluation of the effectiveness of a new distribution route (the school, office, and at work) for the first quarter based on the performance metrics

Wijaya, Sonny and Handaya, Herman (2006) Evaluation of the effectiveness of a new distribution route (the school, office, and at work) for the first quarter based on the performance metrics. Bachelor thesis, Petra Christian University.

Abstract

This research evaluates the focus group distribution system and compares it to regional distribution system. The research takes PT. Coca Cola Bottling Indonesia East Java Region as a study case. The tool used by the writers to measure is the Performance metrics, a metric developed by Christopher Gopal and Harold Cypress. The metrics consist of six metric, Customer Satisfaction, Asset Utilization, Cycle Time, Quality, Cost, and Productivity. The result of this research is that focused group distribution has advantages since the schedule efficiency rate goes up, which means more sales occurs per outlets visited. This is mainly caused by the similar kinds of customers faced by the salesman. The salesman will be easier in dealing with the outlets, and this creates a faster transaction time. This way, the previously lost potential sales (the ones that cannot be visited because of the time availability to get coca cola products) can now be visited and generate sales. The salesman will also be easier getting information regarding customer?s behavior and cycle time.

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