Enugu
Nigerian Breweries has set itself ambitious targets for the restruc
turing and also expects the 120 Key Distributors to do the same.
They will have to invest in the construction of what are known as
demand centres and model bars. "It is more than a warehouse,"
explains Dan Esiekpe, pointing to a scale model that Nigerian
Breweries has had made to serve as an example for the distributors.
"A demand centre responds to the demand from the area. The IT
and accounting systems of such a demand centre have to be
integrated with those of Nigerian Breweries, so that we can keep
in constant contact and can respond rapidly to new developments.
The requirements we set for the new distributors are not only in the
IT area. We also expect them to show integrity and a spirit of enter
prise, to have a sound financial basis and management qualities."
At the beginning of February Nigerian Breweries published an
advertisement in a few daily newspapers; those who met the above
criteria were invited to contact the brewery. Within a few days
Dan Esiekpe was delighted to see that interest existed for the dis
tributorship.
One new-style distributor who has been working for Nigerian
Breweries for a long time is Dan Okolie of Dajesco Bros. Co. Ltd. in
North Lagos. He has been in the business for as long as 26 years
and today he handles some 850 outlets which are visited several
times a week. The sales rep drives a delivery van and immediately
drops off the quantity that has been ordered. Dan Okolie is eager
to start working within the new structure of Nigerian Breweries.
His reason is simple: "It is great to sell beer and I love to sell more,
because the turnover is fast and the cash keeps coming in...,"
grins Mr Okolie.
The sense of urgency that is so tangibly present in the office of
Festus Odimegwu has meanwhile not only spread to the various
