It has found during a study that every dealer has its own unique distribution policy. But amongst all the commonly used work policy involves regular catering of the area that varies from geographical places. From the study it has been reflected that for local they cater daily/take telephonic supply order, for Taluka and interiors once in a week and for micro-interior they use to visit twice in a month.
The average staff required to provide the service for their customer (chemist) is minimum eight skilled workers including 4 to 5 salesman, one accountant, one office bearer etc. the strength varies with total sales turnover and area of operations of the dealers.
Supply chain maintains or fulfills demand of the product and provides better service to retain the customer for achieving common business goals. Therefore to achieve high sales turnover and satisfy customers needs and wants requires the in-depth analysis of various factors as per their prime importance in a systematic way. Therefore these factors are described as per their significance score are as,
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Important Factors of Distribution Management:
| Factors | Impact Rating |
| Personal relations | 1 |
| Regular visits | 2 |
| Sufficient stock position | 3 |
| Quick delivery | 4 |
| Discount for bulk purchase | 5 |
| Recognition of order placed by chemist | 6 |
| Strategic schemes | 7 |
| Complete supply order | 8 |
| Acquiring expertise at job | 9 |
| Regular settlement of credit notes | 10 |
| Situational problem handling | 11 |
| Get together parties | 12 |
| Provision for late payment | 13 |
Above Table depicts the various important factors of distribution arranged in descending order. As per the score received from respondent (dealers) varying with very important, important, moderately important and not important by applying significant score method. From the above analysis it revealed that personal relation has been given a prime importance in their routine work, and regular visits and sufficient stock position has a relative importance at their level.
Pharmaceutical Companies, is having its own depot to handle distribution network and provide fast and prompt service to their dealers. Therefore Pharmaceutical Companies, always stress on the faster delivery and quick settlement of credit note from their end. It is also found during the survey that personal relation is having a prime importance at their level too. However Pharmaceutical Companies, do insists on personal relations and in favor of implementing the policies related to personal relations beyond business point view for better future prospective in distribution and become a role model in pharmaceutical marketing.