Effective Physical Distribution & Its Impact on Sales Performance in the Brewery Industry: The Perspective of NB Plc.

This study examined the effect of effective physical distribution on sales performance in Nigerian Breweries Plc. The study was guided by five specific objectives which focused on distribution channel efficiency, transportation and logistics management, warehouse management and inventory control, product availability and delivery timeliness, and distribution cost efficiency. A survey research design was adopted, and primary data were collected from a sample of 187 employees using a structured questionnaire. Data were analyzed using descriptive statistics and multiple regression analysis. The regression result showed that the model was statistically significant (F = 80.512, p = 0.000), indicating that physical distribution variables jointly have a significant effect on sales performance. The model further revealed an R-square value of 0.709, implying that 70.9% of the variation in sales performance is explained by the physical distribution variables. The findings revealed that distribution channel efficiency has a significant positive effect on sales performance (β = 0.276, p = 0.000). Transportation and logistics management was also found to significantly influence sales performance (β = 0.241, p = 0.001). Warehouse management and inventory control had a significant positive effect on sales performance (β = 0.223, p = 0.001). In addition, product availability and delivery timeliness significantly affected sales performance (β = 0.298, p = 0.000), while distribution cost efficiency also showed a significant positive relationship with sales performance (β = 0.259, p = 0.000). The study concluded that effective physical distribution is a critical determinant of sales performance in Nigerian Breweries Plc. It was recommended that the company should strengthen its distribution channels, improve logistics and transportation systems, enhance warehouse and inventory management, ensure consistent product availability and timely delivery, and optimize distribution cost efficiency through technology-driven solutions.