Distribution of Fast Moving consumer Goods in Vietnam Market

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Distribution of Fast Moving consumer Goods  in Vietnam Market.

Today, I will show you about the Vietnam market in this field. Actually, in Vietnam, the companies has business in this area, they’re high competitive. Specifically,  include: Unilever, Procter & Gamble (P&G), Colgate, other national companies.

I will tell you about the distribution and management of Unilever in Vietnam. Maybe this is helpful for you.

Distribution & management:

The company has system distributor at four areas: northern, central, HCM&E, Delta Mekong.  Dividing  in small areas, they distribute FMCG pretty good in Vietnam.

And they have good structure of human resource in four areas. Specific words:
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Example in Central  (  Binh Dinh, Phu Yen, Khanh Hoa, Buon Me Thuot, Gia Lai, Kon Tum, Da Nang, Quang Nam, Quang Ngai, Quang Binh, Quang Tri, Thua Thien Hue)

Include 12 provinces and dividing  4 areas with 4 areas sales manage abbreviate ASM. So that we have one ASM manages ( Binh Dinh, Phu Yen, Khanh Hoa), one ASM manages ( Buon Me Thuot, Gia Lai, Kon Tum), One ASM manages ( Da Nang, Quang Nam, Quang Ngai) and rest ASM manages ( Quang Binh, Quang Tri, Thua Thien Hue).

And we have one person to manage 4 ASMs, we call that is Branch Manager (BM).

Lower level than ASM, we have Supervisor. A supervisor is like  a salesman in small company. But in Unilever, the Supervisor often supervise one province that often have one distributor in this province.

A supervisor must manage Team Sales of Distributor to gain target. They have a lot of work to do. They’re also work in trade marketing. In Unilever, having a Merchandiser team leader to focus on trade marketing. But he manage wide area ( often three provinces), because of that, supervisor must be worry about visibility around field.