Traditional Trade & Modern Trade Traditional Trade Modern Trade Groceries Modern Trade Modern Trade Groceries Key Accounts Discount Hyper market Super market Cash & Carry Dia Bim Carrefour Gima Real Metro Migros Kiler Tansaş Migros (5M) Traditional Trade 4 Regional Management Units İzmir Ankara Trakya Kadıköy 25.000 sales point Used for Financial resource Warehousing D isributor sales chief s Nestlé employee Traditional Trade Distributors Groceries Ankara İzmir Trakya KadıköyĬoffee? Who do you think was the idea to develop Nescafé 3 in 1? A sales chief One more chance! Why Nestlé tried hard to diverse its revenue almost equally among different channels? 1/3 of 1/3 of 1/3 of Risk Diversion Sales 1/3 of 1/3 of 1/3 of Sales Traditional Trade Modern Trade Distributors Groceries Carrefour + Gima Migros + Tansaş Bim Dia Tesco (Kipa) Kiler Metro + Real Ankara İzmir Trakya KAdıköy

Organization chart CEO SALES MARKETING SUPPLY CHAIN GLOBE TRADITIONAL TRADE MODERN TRADE (NAM) KAM CARREFOUR+GİMA KAM MİGROS+TANSAŞ KAM DİA KAM BİM KAM KİLER KAM TESCO (KİPA) KAM METRO+REAL DISTRIBUTORS ANKARA İZMİR TRAKYA KADIKÖY GROCERIES CCSD Markets 4 markets Water Leader: Erikli (%60 owned by Nestlé) Players: Nestlé, Saka, Hayat (Danone), Pınar Yogurt Leader: Danone Players:Sütaş, Nestlé, Pınar Milk Leader: Ülker Players: Pınar, Mis (Nestlé), Danone Ready-to-drink coffee Leader: Nestlé Players: Jacobs, Maxwell Nestlé Turkey Oldest FDI in Turkey First year in Ottoman market 1750 unit sold Growth Turkey = Nestlé’s 15th market Mis Süt = Nestlé in dairy products market Nesquik, breakfast cereals Nestlé Pure Life = Water category Nestlé around the world 1860s Henri Nestlé, a pharmacist, food for babies 1905 mergers and acquisition 1900s, Nestlé is now a Global Company World War I: By the end of the war, Nestlé's production had more than doubled. Outline Nestlé Background Nestlé Global Nestlé Turkey Market Organization Chart Nestlé Turkey Sales Sales and Marketing CCSD Sales People Sales Automation Order Processing Tutku Rüya Özmen Gözde Uğur Aslı Mustafa Mustafa Işık MKTG 450 SALES MANAGEMENT

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