An Analysis of the wholesalers incentive program of Del Monte Philippines, Inc.

• Main Authors: Samson, Christopher L., Chincuanco, Nathan C.
• Format: text
• Language: English
• Published: Animo Repository 1991
• Online Access: https://animorepository.dlsu.edu.ph/etd_bachelors/16952
• Institution: De La Salle University

Del Monte Phils., Inc. has been the pioneer in the agro-industrial sector of the nation offering high value-added, quality consumer food and beverage products. Since 1926, it has stood firm and steadfast against the ravages of war and economic uncertainties. They have become more vigorous and productive after overcoming each obstacle. DMPI makes use of a three-level distribution system. The potential for growth in its tertiary trade has become evident due to the continuous success of the recently implemented cash van selling of the firm. In order to further capture the opportunity for this growth, the Marketing Department in coordination with the Sales Department developed the 1991 Wholesalers Incentive Program (WIP). The program is also aimed at tapping volume sales potentials in the tertiary trade, offering peso discounts per case and Free DM Goods as incentives. Participating wholesalers are within the top 20 accounts in its territory. Quotas are given uniformly to each participant offering incentives to accounts who reach a corresponding percentage growth against last year. Participating Del Monte products are Pine Juice, Tomato Sauce, Tomato Catsup, Spaghetti Sauce, and Pork & Beans. The 1991 WIP ran from April 1 to June 28, 1991 covering strictly wholesaler accounts.