SALES AND DISTRIBUTION OF P&G

Group 8 Vihit Bhalsod Anchal Agarwal Viswashish Jena Bhoomika Shah Karishma Shah 90 75 84 106 115

Rishi Uppal
Harsh Shrimali

104
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Introduction

Established in 1964, P&G India now serves over 650 million consumers across India.

Its presence pans across: 1. Beauty & Grooming 2. Household Care 3. Health & Well Being It has currently invested in the country via its five plants and over nine contract
manufacturing sites.

It has created 26,000 jobs directly and indirectly.

P&G Range of Products

Distribution Channel
P&G

C&F (Chamadia Group)

Reliance

Distributer of Maharashtra (Chamadia Distributers)

Distributer of Gujarat

Distributer of Karnataka

Distributer of Punjab

Chamadia Group

Swastik Distributers

Suprabhat Distributers

Sai Distibuters

Mazgaon

Chembur

Kalina

Andheri

Bhandup

SWASTIK CORPORATION
Swastik Corporation which provides distribution and warehousing in Mumbai 30,000 retailers and wholesalers including Modern Retail Outlets

Handling distribution of only P&G Products

Single Largest Distributor for P & G in Mumbai

SKUs OF SWASTIK
At all its branches, i.e.:-

Mazgaon Kalina Andheri Chembur Bhandup

NUMBER OF SALESMEN
Chembur - 30 catering to 6000 shops Mazgaon - 60 salesmen Order is placed Channel wise till 4 pm Served within 20-22hrs.

Areas covered by various branches all over Mumbai

Chembur- Ghatkopar to Wadala

Bhandup- Vikroli to Mulund

Mazgaon- King Circle to Colaba

Kalina- Ghatkopar (West) to Bandra

Andheri- Borivali to Andheri

Categorization of Shops

Channel 1
Order > 20,000/order Monthly 8 visits 12 Shops per day per salesman Additional 4% on merchandizing

Channel 2
Order 300020,000/order Monthly 4 visits 22 Shops per day per salesman Additional 2% on merchandizing

Channel 3
Order < 3000/order Monthly 2 visits 30 shops per day per salesman Additional 2% on merchandizing

DLR (Distributor Landing Rate )

DLR = RLP(Retailer Landing Price) - Distributor Margin DLR for P&G Products is 4%- 5% (Variable)

PTR (Price to retailer)

PTR = Cost + Mark Up PTR for P&G products varies from 7%-8% + If any offer then additional 4% (variable) Less selling product ,More Margin to retailer or Vice versa
Total Investment by Chamadia Group is approx. 1200 crores

Beat Plan
Zonal wise distribution

Chembur Branch

Ghatkopar

Chembur

Sion

Wadala

Beauty & Grooming

Laundry & Baby

No. of Salesmen

Basic Call Process

Review Plan Enter Call Store Check

Presentation
Close and Confirm

Basic Call Process

Collection

Merchandise Analysis Record and Report

Call Analysis Leave Call

TARGET DISTRIBUTION
Basis: Index Year Ago ( IYA) Category wise distribution index

Example:
Hair & care Current year Increase sales by 20% Rs.100 Rs.11 lakhs Increase of Rs.2lakhs So, 11lakhs/2 =5.5 Hence add individual targets with 5.5% of earlier target

Next Year

Rs.120

Rs.13 lakhs

Measures: Media Initiative

Product initiative

Consumer offers

Inventory Control unit

Example: Visit every 7 days Visit on 01/03/2013 Product Line Pantene 100ml In stock 10 units Ordered 6 units Total 16 units

NED

OHD

Visit on 08/03/2013
Product Line In stock Sold Ordered

Pantene 100ml

9 units

7 units

7 units

LOHD

NED Net effective distribution LOHD Last on hand distribution OHD On hand Distribution

P&G Sales Head

P&G Mr. Namdev Head Supermarkets P&G Mr. Prathmesh Merchandising Head for Reliance

Modern Retail
(Reliance)

P&G Sales Representative Ariel & Tide

P&G Sales Representative Olay

P&G Sales Representative Pampers

P&G Sales Representative Pantene

Emotionally attract both retailers and customers Benefits: Retailers Provide space Customers Buy products hence increase sales

Thank you