My name is Kellene Okonkwo and I work for Ekulo Distribution USA in Fontana California. I currently work as the sales and merchandising manager at this location. I have just been awarded a new project and position as International Business Development Manager for the United States head office in Fontana, California. We have contacts with NAFDAC to aid foreign companies in importing products into West Africa.

2. Nigeria
• Is the worlds 7th largest population
(170 million) and the geography is
twice the size of California
•Has a nominal GDP of $ 238.9 billion
•GDP percapita is $ 2,600 (2011 est)
•GDP growth in 2011 was 7.2 %
•Inflation at 10.8 %
•Bank lending rates 16.02 %
• Middle class is 20% of population
•Purchasing power parity $418.7
billion

3. Proven oil reserves of 37.2 billion barrels and projected to grow to 3 billion
barrels
Consistent growth in Cocoa production
Growing natural gas production
Mature and stable democracy
Low foreign exchange reserves
Currency vulnerable to devaluation
Lack of working capital in trade
One among the fastest growing economies in
the world
GDP set to double by 2016
Vibrant and growing middle class

4. EKULO GROUP OF COMPANIES
CEO
Emma
Bishop
Okonkwo
Importing Our Consultation
high existence Share in on business
Adhere to all Practice
quality depends on marketing partnership
laws of Corporate
products service to
commerce Responsibility campaign agreements
into West our cost tor Nigeria
customers and Ghana
Africa
1984 – 2012
28 years
Forging partnerships built on trust and commitment…

5. BRANDS EKULO DISTRIBUTE
GOYA
BLUE DIAMOND
VEUVE CLIEQOT PONSARDIN
JP CHENET WINE
CANTI WINE
VERDI WINE
MILTON LLOYD FRANGRANCES
CLEAR ESSENCE COSMETICS
TCB HAIR RELAXER
ROYAL CROWN SHAVING
POWDER

6.  ShopRite-
Lagos, Enugu, Abuja
 SPAR Park N Shop-
Lagos, Abuja
 Goodies-Lagos
 Amigos-Abuja
 Exclusive-Abuja
 Everyday –Port Harcourt
 Grand-Abuja
 Legend -Abuja
 Bestway –Port Harcourt
 Roban- Enugu
 Esco- Warri

7. DESCRIPTION SUPERMARKET CONVENIENCE TRADITIONAL
Average Size (sq 5,ooo-10,000 200-1000 50-100
ft)
Number of 60 600,000 4,000
Outlets
Market Size 1 34 65
Served (%)
Average Annual 2.5 million $50,000 Approx $4
Turnover ($) million total per
location
Location Urban Urban 3:2 (urban to
rural,
respectively
Stock Level Full Line Full Line Very Limited
Service Method Self Serve Self/Assisted Assisted

8. Partner Visibility
Ekulo Group
Value added
Viability
Brands supply chain
management
Vision
Availability , Accessibility &
Affordability

9. Consumer Production External Trade Marketing Channel Key Account Market
Relations Operations Management
Marketing Supply and •Localizing and Logistics
•Registration executing BTL •Distribution • Modern Trade
Pricing •Government activities across all Self Service
Relations •Local POSM channels retailers •Warehousing
•Brands •Channel • Direct retail •Availability • Local
reputation programs redistribution •Visibility Freight
•Counterfeit •Merchandising • Management •In store promos
•Promotional •Merchandising
calendar •Coverage
planning
•Executing
initiatives
PRINCIPAL EKULO GROUP

10.  Intense competition
 Working capital in trade
 Wholesale and key accounts are highly credit
driven
 Credit ranging from 21 to 45 days
 Local borrowing cost - 24 % per annum
 Vibrant and growing middle class
 Open market economy – minimal import
restrictions , peak duty at 20 % , Vat – 15 %
 Nigeria is a founding member of ECOWAS and
a signatory to ECOWAS Common External Tariff
(CET) agreement.

11. Nigeria– MARKET LANDSCAPE
•WHOLESALER •HYPER MARKETS
•SPECIALITY WHL SALE •LARGE TRADITIONAL
•SEMI WHOLESALER •FUEL MARTS
•OTC RETAIL •PHARMACIES
•TABLE TOPS
OPEN KEY REATIL
MARKETS OUTLETS
SPECIALITY
TRADITIONAL
&
RETAIL
B2B
•MEDIUM •RESTURANTS
•SMALL •NIGHT CLUBS
•KIOSKS •HOTELS
•TABLE TOPS

12. Sub Re
Distributor Distribution
Semi
Wholesaler
Key OTC
Wholesaler Retail
CREDIT Wholesale
(Pre Selling) General OTC Table
Wholesaler tops
Super
Markets
Fuel Marts
Key Retail
EKULO Accounts
Pharmacies
LT/MT
Medium
Traditional
Traditional
CASH Small
Retai
Kiosk

13. ADDITIONAL IN
REGULAR MARKET MARKET REPS TO
DEDICATED REP(S) PER
ACTIVATIONS AND SERVICE SEMI
OM
VISIBILITY DRIVES WHOLESALERS AND
RETAILERS IN OM
TWICE/THRICE A WEEK DELIVERIES AT STOCK NORMS AND
COVERAGE PER CUSTOMER DOOR ANNUAL BUSINESS
WHOLESALER STEPS PLANS
QUARTERLY & ANNUAL
VIBRANT CREDIT TERMS COMPETITIVE TARGET LINKED
– UPTO 21 DAYS CHANNEL DISCOUNTS INCENTIVES
LOYALTY PROGRAMS

14. EKULO GROUP of COMPANIES
LAGOS – ABUJA- LONDON- ONITSHA
SALES , MERCHANDISING, WAREHOUSING, LOGISTICS & ACCOUNTS.
ACCOUNT REPRESENTATIVES DELIVERY FLEET
WHOLESALE, RETAIL , KEY ACCOUNT MGMNT AND DIRECT VAN SALES

15. CHANNEL MANAGEMENT

16. EXCLUSIVE REP(S)
WINNING SHELF DEDICATED
SPACE/VISIBILITY MERCHANDISERS IN
HYPERMARKETS
HYPERMARKETS
TWICE A WEEK
SUPERMARKETS-WEEKLY
FUEL MARTS/B-C IN SHOP ACTIVATION
CATEGORY STORES- PROGRAMMES
FORTNIGHTLY
DELIVERY AT
INVOICING IN CUSTOMER
SMALLER UNITS CREDIT PERIOD – 30
WAREHOUSE – 45 DAYS

18. Pricing &
Availability Merchandising

19.  Promotions

20. Morevolume will
come from:
1. Increasing the
number of
covered stores
2. Increasing the
number of
brands
3. Increasing the
number of SKU’s
4. Improving the in-
store shelving &
merchandising

21. OWN FLEET WITH SALESMAN AND READY
STOCK
CITY ZONES ROUTES
COVERS THE ROUTES ON PRE FIXED
PERIODICITY
UP
BRANCH
COUNTRY
REDISTRIBUTION WITH SUB
SUB SUB DISTRIBUTOR VANS AND OR SALEMEN
DISTRIBUTOR FLEET AND
DISTRIBUTORS SALESMAN
SUPPORTED BY FMC

22. DEDICATED VANS &
SALESMEN FOCUSSED SUPERVISOR FOR A
MERCHANDISING AND TEAM OF 4 – 6 VANS
DISPLAY MANAGEMENT
DIRECT COVERAE IN
TIER ONE CITIES -
WEEKLY & FORTNIGHTLY
CALLS OUTLET WISE
COVERAGE DATA
SELLING IN PRE SET ROUTES AND
SMALLEST RETAIL PERIODICTIES FOR
UNITS VISITS

23.  Leverage the basket of products with
Ekulo
 Viable distribution model for small
partners in tier two towns
 Financial support to sub d – acquiring
vans, sales man salary, fuel subsidy.
 Regular market visits by Ekulo – training
, supervision and regular reports

24. SALES FORECAST
•UP TO DATE SALES DATA PLANNING •TRADE INITIATIVES AND ORDER
•INVENTORY TRACKING •PROMOTIONSAND
INCLUDING TRANSIT AND •BRANCH LEVEL SALES ACTIVATIONS •LEAD TIMES
OPEN ORDERS PLANNING •MOQ’S
•CHANNEL WISE PLANS •SEASONAL VARIATIONS
•NEW PRODUCTS
•FINANCIAL PLANNING
REAL TIME TRADE
ONLINE ERP MARKETING

25. LOGISTICS
SUPPLY NETWORK DESIGN WITHIN MARKETS
 99 % SUPPLIES DELIVERED TO CUSTOMERS PREMISES
CENTRAL WAREHOUSE
OUTSOURCED
BRANCHES
WHOLE SALE RETAIL REDISTRIBUTION
WAREHOUSE WAREHOUSE
OWN FLEET OWN FLEET
WHOLESALERS, RETAILS
SEMIWHOLESALERS REDISTRIBUTION
AND KEY ACCOUNTS VANS

26.  In our quest to be the number one in supply chain management and
distribution solutions in the markets we operate in, we have formulated a
professional warehouse management system adhering to the following.
Trained Manpower
Modern IT Systems
Adequate Space & Efficient Storage
Reduced Delivery Time

27. President
/CEO Office
Sales & Operations
Merchandising Manager
Manager
Import
Office
RSM/Customer Financial
Logistics
Service Department

28. Sales Structure
Branch
Manager
Sales
Manager
Wholesale Key Account Van Sales Sub Dist
Executives Executive Supervisor Capt
Market Sales Merchandiser Van Merchandiser Sub D
Rep Salesmen Salesmen
Merchandiser Sub D
Merchandiser
Merchandiser
We create the distribution around products.

29.  Tier markets based on population and outlet concentration
 Saturate Tier one cities ( urban ) – Direct coverage in all tier one
cities and towns
 Tier two cities
 Direct coverage of key retail accounts – upcountry routes
 Direct coverage of Wholesalers and Semi wholesalers
 Sub distributor direct coverage – Ekulo supports with vans / salesmen salary and
incentives / fuel subsidy / training.
 Tier three cities
› Direct coverage of Wholesalers & Semi Wholesalers
› Sustainable and Viable coverage focused on consistent and steady increase in
geography of direct coverage

30. KEY OM
WHOLESALE RETAIL HFS RETAIL
LAGOS DIRECT DIRECT DIRECT DIRECT
ABUJA DIRECT DIRECT DIRECT DIRECT
ONITSHA DIRECT DIRECT DIRECT DIRECT
PORT
HARCORT DIRECT DIRECT DIRECT DIRECT
BENIN CITY DIRECT DIRECT DIRECT DIRECT
CALABAR DIRECT DIRECT DIRECT DIRECT
ENUGU DIRECT DIRECT DIRECT DIRECT
IBADAN DIRECT DIRECT DIRECT DIRECT
WARRI DIRECT DIRECT DIRECT DIRECT
KANO DIRECT SUB D SUB D SUB D
KADUNA DIRECT SUB D SUB D SUB D

31.  Ready access to a nationwide coverage and
distribution across channels
 Direct retail coverage of Nigeria.
 Outlet wise coverage and sales data.
 Channel segmented distribution management –
appropriate discounts and credit in line with market
dynamics.
 Vibrant Sub distributor network ensuring rural
penetration and coverage.
 Consistent merchandising and shelving
 Transparent value chain and uniform pricing across
Nigeria.
 Strict adherence to local laws and statutory code of
ethics.
 Proven track record , local market knowledge and
brand building experience .

32. Head Office Ekulo Distribution Co. USA
Plot 1401 B, Tiamiyu Savage street, 14900 Hilton Drive,
P.O. Box 74188, Victoria Island, Lagos, Nigeria. Fontana, California,
Tel: +234 14610580 Tel: 877-358-5675
Fax: +234 1 4631438, 4613117 Fax: 909-823-5099
Email: info@ekulogroup.net Email: sales@ekulousa.com
ekulogroup@yahoo.com
Website: www.ekulogroup.com Website: www.ekulousa.com