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Key departmental publications, e.g. annual reports, budget papers and program guidelines are available in our online archive.

Much of the material listed on these archived web pages has been superseded, or served a particular purpose at a particular time. It may contain references to activities or policies that have no current application. Many archived documents may link to web pages that have moved or no longer exist, or may refer to other documents that are no longer available.

Coca Cola Amatil

Environmental Efficiencies = Sales Force Effectiveness



The Coca Cola Amatil plant at Moorabbin manufactures and bottles soft drink beverages for sale under the Coca Cola Company labels.

Saving resources such as energy and time - by using them more efficiently - has been applied to sales activities, with consequent savings of the sales force's travel time, travel costs and fuel consumed.

Waste management focus

Analysis of the results of the benchmarking program undertaken by the company identified reduction of the sales force's travel time, travel costs and fuel consumed, as one of the areas offering the best initial opportunities to improve the company's environmental performance and its economic efficiency.

Waste management program

Reducing travel time, travel costs and fuel consumed

First, a telebusiness centre was established to encourage development of one-to-one relationships between sales representatives and store managers. It allowed sales representatives to telephone store managers on pre-arranged days and at pre-arranged times. Store visits were able to be reduced to monthly or fortnightly frequency, given the regular telephone contact.

As well, a computerised map system generated the theoretically best route for representatives to take, which resulted in reduced vehicle usage, reduced kilometres travelled, and reduced fuel use.

A third feature of the plan was improved sequencing of the company's schedule of deliveries by truck. It improved the average capacity of loads (from 85 per cent capacity) and minimised the need for follow-up deliveries.


Out-of-sequence deliveries dropped by 50 per cent within one month. Saving 10 out-of-sequence loads per day, for trips averaging 15 kilometres, saves 150 truck kilometres per day which, at fuel use of 3 kilometres per litre, generates savings of 50 litres per day (15,000 litres per year) - and also saves close to 40 tonnes of carbon dioxide emissions per year. This substantial and immediate saving has cost nothing other than the time of a few enthusiastic staff.

Additional benefits include:

Reduction in number of out-of-sequence deliveries within two weeks

Next stage

The next phase of the Sales Force Effectiveness program will focus on distribution of products. A trial is underway to deliver goods outside business hours to convenience stores, hotels and other 24-hour customers. The main objectives will be to reduce time spent delivering product, and to make more efficient use of transport resources.


Environment & Quality Systems Manager
Coca Cola Amatil
20 Levanswell Road
Victoria 3189
Tel: (03) 9556 2722
Fax: (03) 9555 5961
Victoria the place to be

This case study was prepared by the Department of Innovation, Industry and Regional Development, Victoria. Environment Australia would like to thank them for allowing us to display their case study on our web site.