DumexDumex Thailand Thailand
INTRODUCTION
September 12, 2003
by Gerard Geraets Managing Director, Dumex Ltd. IndexIndex
Who are we ? Milestones and Highlights Market and Competition Critical Factors Growth Opportunities Critical Success Factors Recall and Recovery Outlook
2 WhoWho areare wewe ?? OrganizationOrganization ChartChart
Gerard Geraets Managing Director
Wanna Swuddigul Steve Donnelly Morten S. Knudsen Likhit Somboon Regional Financial Marketing Director Operations Manager HR Director Controller
Wisanti Lomtakul Pisit Pittayanurak Deputy Financial Controller Sales Director
Production/Technical Modern Trade Finance Marketing QA & QC/R&D HR General Trade Admin. Nutrition Supply Chain Training Trade Marketing IT Warehousing
4 GERARD GERAETS
59 years
Dutch National
Business Administration Nijenrode University, The Netherlands
18 years of Asian experience in Thailand, Taiwan, Singapore
Extensive marketing and General Management experience with o.a. Heineken, Sara Lee and Friesland Dairy Foods
Almost 7 years with Dumex as MD Dumex Ltd. Thailand
5 WANNA SWUDDIGUL
37 years
Thai National
Master of Business Administration, Western Illinois University, USA
9 years experience in Marketing with Consumer Products Company
2 years experience as General Manager at Fast Food business
2 years experience in Marketing with Telecommunication business
3 months with Dumex Ltd, Thailand as Marketing Director
6 STEVE DONNELLY
39 years
New Zealand National
Dairy Science and Technology, Massey University, New Zealand
10 years experience with New Zealand Dairy Group, including Production Mgr Anchor Products, Waitoa – Contract Manufacturer of Dumex products.
2 years with INC Shanghai in manufacturing mgt. role
6 years with Dumex Thailand as Operations Mgr.
7 MORTEN SCHOTT KNUDSEN
32 years
Danish National
MBA, Imperial College, University of London, England
HD in Accounting, Copenhagen Business School, Denmark
13 years in Finance, Accounts & Controls with EAC
7 years in Asia (Singapore/China/HK) in Finance Manager positions
2½ years with Dumex Thailand as Regional Financial Controller
8 LIKHIT SOMBOON
38 years
Thai national
Master of Business Administration, Burapha University, Thailand.
15 years of experience in Human Resources Management in Petrochemical business (Shell and Caltex) and Air conditioning business (York).
2 years with Dumex Ltd. Thailand as Human Resource Director
9 PISIT PITTAYANURAK
41 years
Thai National
MBA, Thammasat University
8 years with Ernst & Young as Consultant & EDP Auditor
4 years with Telecommunication business as Finance Director
7 years with Heidelberg Thailand as Chief Financial Officer
2 months with Dumex as Financial Controller
10 WISANTI LOMTAKUL
34 Years Old
Thai National
Master Degree Graduate in Business Administration major in Marketing from Assumption University, Thailand.
8 Years Experience in Procter & Gamble Customer Business Development Department and Marketing Department
3 Years Experience in Dumex Sales
Deputy Sales Director of Dumex Co. Ltd.
11 MilestonesMilestones && HighlightsHighlights DumexDumex Milestones Milestones
1957 Dumex Ltd established in Thailand at Chaopraya River location
1990 Plant and office moved to Bangplee Industrial Estate
1999 ISO Certification
2000 HACCP Certification
2001 GMP Certification
13 DumexDumex Milestones Milestones (Cont.)(Cont.)
1962 Introduction Dumex Infant Formula 1985 Introduction Mamex 1992 Introduction Dumex Follow-On Formula 1995 Introduction Mamil/Dumex 1-Plus 1998 Introduction Dumex Pouch Packs & 3-Plus 2000 Introduction Dumex UHT 2001 Introduction Dumex HiQ 2002 Recall Mamex/Mamil
14 MarketMarket && CompetitionCompetition MilkMilk isis OneOne ofof thethe LargestLargest CategoriesCategories inin ThailandThailand andand VeryVery ImportantImportant toto thethe TradeTrade
25 24.3
20
15 Baht Billions 11.4 (Latest 9.4 Estimates) 10 9.9 Bil. 5 Bht. is 2.57 Milk Powder 0 Baby Diaper Shampoo & Laundry Milk Conditioner
Source: ACNielsen
16 InfantInfant andand ChildChild MilkMilk PowderPowder MarketMarket SegmentationSegmentation (2003)(2003)
27%
Growing Up Full Cream Infant Formula Follow On
47% 15% 11%
Source: ACNielsen YTD 2003 in Value
17 UHTUHT MilkMilk MarketMarket SegmentationSegmentation
13.0% 10.3% 76.6%
General UHT Formulated Kids UHT Adult UHT
Source: ACNielsen Formulated UHT includes: Dumex UHT, Bear Honey, Bear Superkid 1+ 3+, Alacta UHT, Foremost 123, Andec Adult UHT includes: all low fat & hi calcium products
18 MarketMarket DevelopmentsDevelopments inin 20032003
Flat milk powder market in volume but 5% growth in value (MAT) Growth of “Premium” segment, particularly IFFO Continuing growth of GUM of 5% (+15% in 2002) at the expense generic Full Cream (-9%) and Follow On (-9%) YTD Limited growth UHT market (+3% YTD) and stagnant formulated kids UHT market (after annual growth of >20%)
19 CompetitiveCompetitive DevelopmentsDevelopments
90% of total milk powder market only in the hands of 3 players, Nestle, Dumex, Mead Johnson Dumex commanding the IFFO “Standard” market Nestle leading the GUM market Mead Johnson dominating the “Premium” market Head-to-head competition in Modern Key Accounts (42% of total market)
20 CriticalCritical FactorsFactors
Economic Development and Disposable Income
21 ThaiThai consumersconsumers thethe mostmost optimisticoptimistic
Master Index Jun 2003 Dec 2002 Thailand 80.3 70.3 Malaysia 71.8 73.0 India 70.1 62.1 China 68.0 84.4 Indonesia 57.5 56.0 New Zealand 56.6 65.8 Philippines 50.1 33.6 Australia 45.3 44.6 Singapore 33.9 31.4 South Korea 31.0 39.2 Taiwan 26.5 38.9 Hong Kong 23.2 21.3
Japan 17.4 15.0 Source: Master Card Survey
POSTgraphics 22 CriticalCritical FactorsFactors
Economic Development and Disposable Income
Demographic Development
23 900000 BirthrateBirthrate
879,758 -2.04% 850000 861,810
+1.51% 800000 -10.15% 786,018 -2.53% +0.65% 774,349 , 766,107 771125 750000
700000
650000 1997 1998 1999 2000 2001 2002Est. Source : Department Local Administration of Ministry of Interior
24 ProjectedProjected AgeAge ProfileProfile ofof ThailandThailand
Age Group 2000 2005 2010 2015
0 – 4 year(s) % 9.2 8.4 7.6 7.0
1000 5,778 5,586 5,296 5,074
5 – 14 years % 17.5 16.8 16.3 15.0
1000 10,991 11,172 11,358 10,874
25 CriticalCritical FactorsFactors
Economic Development and Disposable Income
Demographic Development
Consumer Behavior
26 CriticalCritical FactorsFactors
Economic Development and Disposable Income
Demographic Development
Consumer Behavior
Innovation
27 CriticalCritical FactorsFactors
Economic Development and Disposable Income
Demographic Development
Consumer Behavior
Innovation
Marketing Investments
28 DumexDumex Growth Growth OpportunitiesOpportunities PremiumPremium DevelopmentDevelopment (Value)(Value)
8% 27%
34%
73%
58%
2003 (Jan-Jul) 2003 (Jan-Jul) IF/FO GUM STD PREM SUPER PREM Source: ACNielsen 30 PricingPricing StandardStandard -- Premium Premium
Standard Premium Super Premium
IF/FO 100 137 180
GUM 100 131 -
31 Growing-upGrowing-up MarketMarket DevelopmentDevelopment (Val)(Val)
Baht 3,200,000
+ 15% 3,000,000
2,800,000 + 10%
2,600,000 + 3% -0.5%
2,400,000
2,200,000
2,000,000 1998 1999 2000 2001 2002 Source: ACNielsen 32 Growing-upGrowing-up ShareShare DevelopmentDevelopment (Val)(Val)
70%.0 Share
60.0
50.0
40.0
30.0
20.0
10.0
0.0 1998 1999 2000 2001 1st HY'02 2nd HY'02 1st HY'03 Dumex Nestle MJ Source: ACNielsen 33 DumexDumex Thailand Thailand OutlookOutlook DumexDumex Thailand Thailand
Thailand Marketing Review
September 12, 2003
by Wanna Swuddigul Marketing Director, Dumex Ltd. TopicsTopics
. Thailand Marketing Team . Thailand Milk Market Review . Market Share Development . Key Success Factors . Winning Brand – Measurement of brand strength . Identify growth opportunities
36 MarketingMarketing OrganizationOrganization StructureStructure
Marketing Director Wanna S.
Marketing Mgr Marketing Mgr National Nutri. Registration Mkt & Sales Senior CRM Mgr IFFO GUM Mgr Mgr Admin. Nutritionist
Standard Standard Bangkok Hotline
Premium Premium Upcountry
Premium
37 Thailand Milk Market Development
38 ThailandThailandThailand MarketMarketMarket GrowthGrowthGrowth ::: PowderPowderPowder MilkMilkMilk
Higher growth in value term lead by the launch of super premium in IFFO segment
GUM GUM Total Total IFFO IFFO
Note : Total Child Powder = Total Milk Powder excluding Adult Milk Source : ACNielsen 39 ThailandThailandThailand MarketMarketMarket GrowthGrowthGrowth ::: LiquidLiquidLiquid MilkMilkMilk
Liquid milk market is stable (both in volume and value). Dumex is categorized in formulated kids UHT milk market.
Form. kids total
total Form. kids
Kids Kids
Total UHT Milk Market Kids UHT Milk Market Formulated Kids UHT Milk Market
Source : ACNielsen 40 MarketMarket ShareShare DevelopmentDevelopment
41 VolumeVolume ShareShare DevelopmentDevelopment -- IF/FO IF/FO After our recall case last year, our share is now back to the same level as before the recall. Nestle and Mead Johnson shares have declined. Wyeth has increased share after the launch of new super premium end of last year. 40
35
30
25
20
15
10
5
0 99 00 01 02 MJ 02 JA 02 SO 02 ND 02 JF 03 MA 03 MJ 03 Dumex Nestle Mead Johnson Wyeth Source : ACNielsen 42 Volume Share Development - GUM
Nestle is the strong #1 share lead by Bear brand. With our brand strength, Dumex share is now back to the level before crisis. Mead Johnson share has continuously declined since the beginning of this year. 60%
50% Nestle
40%
Dumex 30% Share
20%
10% Mead Johnson
0% 1999 2000 2001 2002 MAY/JUN JUL/AUG SEP/OCT NOV/DEC JAN/FEB MAR/APR MAY/JUN 2002 2002 2002 2002 2003 2003 2003 Dumex Mead Johnson Nestle Source : ACNielsen 43 VolumeVolume ShareShare –– Formulated Formulated kidskids UHTUHT Recently, Dumex share has increased significantly as a result of new product and flavor introduction and effective advertising support (Paradorn campaign). 80
60
40
20
0 1999 2000 2001 2002 JF02 MA02 MJ02 JA02 SO02 ND02 JF03 MA03 MJ03
Dumex Mead Johnson Nestle Source : ACNielsen 44 DumexDumex Thailand Thailand
Agenda 1. Organisation structure 2. Macro Economic Development 3. Financial Performance 4. IT overview 5. Business Performance Management
45 DumexDumex Thailand Thailand––F&AF&A OrganisationOrganisation
Regional Financial Controller Morten Schott Knudsen
Financial Controller MIS Manager Pisit Pittayanurak Renu Prakittimongkol
Cost Controlling Financial Analysis IT Manager SAP (Plans & Controls) Support
Product costing Group reporting PC/Laptop Support Stock control Profitability analysis Network support Variance reporting Sales System Accounting & Tax Treasury Support
General Ledger Bank relations Tax & VAT Cashier Accounts payables Hedging Credit control Cash flow Total 25 staff in Thailand Fixed assets
46 DumexDumex Thailand Thailand
2. Macro Economic Development
GDP trend
Currency Exchange rates
Interest rates
47 GDPGDP GrowthGrowth
8.0% 5.5% 6.0% 5.2% 4.4% 4.6%
4.0% 2.0% 2.0% (%) 0.0% 1998 1999 2000 2001 2002 2003f
Growth -2.0%
GDP -4.0%
-6.0%
-8.0% -10.5% -10.0%
-12.0%
Source : Bank of Thailand ( www.bot.org.th)
48 CurrencyCurrency ExchangeExchange RatesRates
Dec Dec Aug % 2001 2002 2003 Change
USD 44 . 21 43 . 32 41 . 15 - 5. 0 %
DKK 5.2623 6.1 6.0 -1.4%
49 InterestInterest RatesRates
Dec Dec Aug 2001 2002 2003
Deposit 1. 75 % 1. 50 % 0. 75 %
Overdraft 7. 50 % 6. 75 % 5. 75 %
Bill of Exchange 5. 09 % 3. 79 % 2. 50 %
50 DumexDumex Thailand Thailand
3. Financial Development
Sales/Operating margin
Economic Profit (EP)
Managing Working Capital
51 ManagingManagingManaging WorkingWorkingWorking CapitalCapitalCapital
Balanced scorecard targets closely monitored:
Inventories (days & accuracy)
Accounts receivable (Concessionaire system - A/R ageing)
Ongoing initiatives to reduce working capital:
Blending of base products
Local packing
12 months rolling Sales Forecasting Systems
KPI targets set for distributors
Continuous optimisation of SAP utilization
52 DumexDumex Thailand Thailand
5. Business Performance Management
EAC Reporting Framework
EAC Corporate Reporting System
Key Benefits
53 EACEAC ReportingReporting FrameworkFramework
Balance Scorecard (BSC/KPI) 4 Documents Concept
Strategic plan (with BSC objectives – 5 year Plan + model)
Business Plan
Marketing Plan
Financial Budget & assumptions Performance contracts (linked to BSC) Financial performance (linked to BSC)
P&L, BS, CF, Statistics, EP (Economic Profit/EVA) Monthly reporting Quarterly/Annual to Stock Exchange
54 EACEAC CorporateCorporate ReportingReporting SystemSystem
All EAC legal entities (mainstream/business groups/business unit) Reporting of performance by Month/Qtr/Year Actual Forecast (Monthly) Budgets 5 year financial plans
55 EAC Corporate Reporting System
Information (Data/Accounts): Full detailed P&L and balance sheet Key figures (including EP/EVA) Treasury reporting (CF, exchange positions matched to P&L) Validation accounts
56 EACEAC CorporateCorporate ReportingReporting SystemSystem
Standard Group Reports ONE SET OF REPORTS In line with external reporting (incl. Notes) Detailed for local mgmt/drill down for analysis Automatic download from GL/Systems Reporting: Detailed, Fast, Accurate, Integrity
57 SummarySummary ofof KeyKey BenefitsBenefits
Fully integrated performance management
Strategic Plans/Targets
Detailed Budgets
Analysis, Modelling and Forecasting
Monitoring & Reporting Deliver one consistent view (data integrity)
Enhance information value of the data
One set of reports to drive performance/focus Easy/fast closing and reporting Good compliment to ERP and G/L system Facilitate Group Consolidation
Inter-co eliminations and complex exchange rate translations
Facilitate minority shareholding/complex ownership
Manage changes for M&A + Divestments
58 DumexDumex Thailand Thailand
Human Resource Management
September 12, 2003
by Likhit Somboon HR Director, Dumex Ltd. DumexDumexDumexThailandThailand Thailand EmployeeEmployeeEmployee ProfileProfileProfile
Total 375 Employees
% 6 7%
49% 22%
16%
HR & Admin. F&A Sales Marketing Operations
60 GenderGenderGender
Male 41%
Female 59%
61 AgeAgeAge ofofof EmployeeEmployeeEmployee
More than 46 years 20 - 25 years 41 - 45 years 18% 9%
36 - 40 years 15% 26 - 30 years 23%
31 - 35 years 24%
62 YearYearYear ofofof ServiceServiceService
<20 - 25 years More 2% than 26 <16 - 20 years years 1%
<11 - 15 years 12% 0 - 5 years 57%
<6 - 10 years 24%
63 JobJobJob LevelLevelLevel
Total 375 Employees
20%
49%
31%
Rank & File Supervisor & Professional Manager & Above
64 EducationalEducationalEducational LevelLevelLevel
Master Degree High School 15% 32%
Bachelor Certificate/ Degree Diploma 43% 10%
65 HumanHuman ResourcesResources MissionMission
We are committed to make DUMEX into a True Learning and Performance Driven Organization by developing our staff’s competencies in alignment with the company’s Vision, Mission and Core Values.
66 AAA HighHighHigh PerformingPerformingPerforming &&& LearningLearningLearning OrganizationOrganizationOrganization
67 LearningLearning && DevelopmentDevelopment StrategiesStrategies
Coaching •Line Management & HR Consultant
•Qualification Booklet On the Job •Job rotation
•Structured Program such as SPMS / NPDMS / CCMD / DMDP Program •Functional such as Computer, English Language, Presentation, ISO, etc.
•Company Library Self Learning •Educational Support •i-Learn
•Global Access Assgm. Project •CSN optimization •Mission Values Leadership Practice
68 LearningLearning && DevelopmentDevelopment BudgetBudget
10 9 8 7 6 5 4 3 2 1 0 2001 2002 2003
Training Budget (% of Payroll)
69 Y2002Y2002 TrainingTraining BudgetBudget AllocationAllocation
20% 20%
10%
50%
Functional Leadership CCMD other
70 CustomerCustomer andand CategoryCategory ManagementManagement DevelopmentDevelopment (CCMD)(CCMD)
Participants: Key managers from Sales & Marketing Team. Time line: mid Y2002 – Y2003. The interactive program with effective role play, development action plan, monitoring and follow up. Conducted by: GLENDENNING the expert group who have the special skills from Europe. Learning will be pass on to other countries.
71 CustomerCustomer andand CategoryCategory ManagementManagement DevelopmentDevelopment (CCMD)(CCMD)
The Principles of Customer Management Building Category Based Commercial Arguments Customer Business Planning Advanced Negotiation
72 MovingMoving ForwardForward
73 CompetencyCompetency ManagementManagement SystemSystem
74 CompetencyCompetency BasedBased HRHR SystemsSystems
Succession Planning
KPI / Talent Performance Management Management
Performance Reward & Strategy Appraisal Recognition
Recruitment Promotion & Deployment Learning & Development
75 Through learning programmes, the InnovAction Training Centre aim to not only inspire creative and innovative energy, but also in the sharing of practical tools that will move these new ideas forward into Action.
A large part of the centre's activity involves in the learning and sharing of practical tools, information through workshops, training events and learning exchanges.
76 COMMUNITYCOMMUNITYCOMMUNITY SUPPORTSUPPORTSUPPORT
77 CommunityCommunity SupportSupport
Student Trainee (Summer Program).
Participate in social activities such as Children day, Mother day, etc.
Activity Support to Boy Home (Donation). T
78 79 THANKTHANK YOUYOU
80 OperationsOperations DepartmentDepartment
By : Steve Donnelly Operations Manager
81 OperationsOperations ChartChart
Operations Manager
Supply Chain Factory Quality Asst. QA R&D Manager Manager Manager Manager Manager
82 83 PackagingPackaging InnovationInnovation
84 BlendingBlending
85 86 E-SprintE-Sprint
E-Sprint
87 WarehousingWarehousing
88 DeliveryDelivery LeadLead TimeTime ReductionReduction AfterAfter ConcessionaireConcessionaire EstablishmentEstablishment
7-10 days delivery Dumex BKK Customers Before CSN
Only 1-2 days Dumex BKK CSN Customers After CSN
89 90 10 GMPGMP AuditAudit 20032003
Score 9.49 9 9.39 9.08
8.43 8
7
6
5 Y2000(Jul-Dec) Y2001 Y2002 Y2003(Jan-Aug)
91 92 93 Speed-to-Market
94 DumexDumex Thailand Thailand
Dumex Customer Management
September 12, 2003
by Wisanti Lomtakul Deputy Sales Director, Dumex Ltd. TopicsTopics
• Trade Development in Thailand • How Dumex Thailand manages the Customer both Modern Trade and General Trade
96 CountryCountry HighlightsHighlights -- Thailand Thailand RETAIL STRUCTURE – STORE NUMBERS
TRADE SECTORS 2000 2002 MODERN TRADE: Large Format Stores 78 112 -Hypermarkets 59 91 -Cash & Carry/Warehouse Club 19 21 Supermarkets 491 505 Convenience Store 3,100 3,555 Chain Drugstores 136 130
GENERAL TRADE: Traditional Grocery Stores 291,370 283,009 Traditional Medical/Drugstores 6,534 6,819
Source : ACNielsen Retail Audit
97 KeyKey ModernModern TradeTrade inin ThailandThailand
Hypermarket Supermarket Convenience Store
Cash & Carry
98 KeyKey ModernModern TradeTrade inin ThailandThailand areare belongingbelonging toto Global/InternationalGlobal/International RetailersRetailers Rank /Group/ Origin Sales No. Countries % Foreign Sales Grocery Sales % US$ bn 1 Walmart US 191.3 11 17 40 2 Carrefour FR 62.3 32 48 71 3 Ahold NL 50.4 23 82 91 4 Kroger US 49.0 1 0 91 5 Metro D 46.4 27 44 48 6 Albertson US 37.5 1 0 90 7 Kmart US 37.0 1 0 36 8 Tesco UK 33.1 11 10 87 9 Safeway US 32.0 3 11 92 10 Rewe D 31.9 11 20 73 11 Costco US 31.6 7 15 41 14 Ito-Yokado J 29.1 5 30 46 20 Auchan FR 22.7 21 30 71 24 Delhaize B 17.5 12 84 93 Source: M+M Planet Retail 2001 Red = Already in Thailand
99 StoreStore ExpansionExpansion ofof InternationalInternational RetailersRetailers isis veryvery fastfast ACCOUNT 1999 2003 (E) St ore St ore Makro 17 23 Tesco/ Lot us 17 58 Lotus - Hypermarket 46 Lot us Expr ess 8 Lot us - Value St or e 2 Lotus - Supermarket 2 Big-C (Casino) 20 37 Carrefour 9 19 7-Eleven 1,343 2,360
The Mall (Local Super) 7 8 100 Tops ( Ahol d) 40 48 Siam Jusco (Japan) 10 10 Foodlion (Delhaize Group) 11 44 Siam Family (Japan) - 270 Total 1,481 2,886 General Trade Structure
r de ow •Local Supermarket P T lk H i U •Grocery Wholesalers M r or fo s f ts •Grocery Stores t le tle t Ou •Drug Stores 0 000 Ou,00 23, 280
101 OurOur CustomerCustomer ManagementManagement VisionVision toto becomebecome thethe “World“World Class”Class” Customer Customer ManagementManagement OrganizationOrganization
“To drive sales of our brands by being the preferred supplier in the eyes of our trade customers through delivering excellent customer management capabilities”
102 Customer Management/ECR Core Work
Strategic Alignment
Demand Supply Management Management
Enabling Organization and Technology
103 StrategicStrategic AlignmentAlignment Key Activities:
Top-to-Top Meeting
Joint Business Plan
Joint Score Card
Retailer Supplier
Retailer Agenda: Supplier Agenda: •Category Sales •Dumex Share •Category Profits •Dumex Sales •Traffics •Good Shelf/Display •Lower Cost •No OOS •Lower OOS •Good Promotion
104 JointJoint DumexDumex – – Retailer Retailer CategoryCategory ManagementManagement ProjectProject
Category Captain for “Milk” Zone Milk Powder Project
Category Captain for Milk Powder (Infant/Follow-on) Shelving & Dist. Project
Category Captain for Milk Powder
Space Management Captain for Milk Powder And UHT 105 TapeTape InterviewInterview onon CategoryCategory ManagementManagement ProjectProject withwith BigBig CC SupercenterSupercenter (Casino)(Casino)
106 SupplySupply ManagementManagement ProjectProject
. EDI Order with Modern Trade Retailers Automatic and Faster Order Process Avoid Human Error in Key-in order Cost Savings . Vendor Manage Inventory Reduce OOS Reduce Inventory Cost for Retailers Sharing of Inventory Data to Suppliers -> Better Sales Forecast . Cooperative Planning & Forecasting Requirements Ensure No OOS . Back Haul Projects Reduce Delivery Cost
107 TapeTape InterviewInterview TopsTops SupermarketSupermarket (Ahold(Ahold Co.) Co.) forfor JointJoint SupplySupply ChainChain ProjectProject GeneralGeneral TradeTrade ChannelChannel OldOld DistributionDistribution System:System: CentralizedCentralized
• Sales Team from BKK • Delivery from BKK • 4,000 Direct Customers and Shipping Points to Dumex Thailand
110 New Distribution System: Assign 15 Concessionaires nationwide CSN COVERAGE – DUMEX THAILAND Concessionaires Functions: • Warehouse & Inventory • Office • Sales People and Sales Facility • Delivery • Credit Control • Support Promotion • SharingLocal Knowledge
111 Delivery Lead Time Reduction After CSN Establishment 7-10 days delivery Dumex Customers Before BKK CSN
Only 1-2 days Dumex CSN Customers After BKK CSN
112 InterviewInterview RatchasrimaRatchasrima DC DC andand TaweekitTaweekit PlazaPlaza ThankThank You!You!