Direct Distribution and DSR

Appointment
Tapan Kumar Mandal
Reporting Manager – Sumit Das
Mentor – Mohit Juneja
 Direct Distribution
Assessment of • Planning to make a new distributor in North Kolkata
the market • Total Revenue of that market is 4 lacs per JC
potential and • Location wise it’s a very vast area
• We have both Skin and Hair Products
product Range

• Depending on the above parameters we shortlisted few

Search for prospects
Prospective • Gayatri Ent.
Parties • Soma Agency
• Anant Marketing

• We are planning to
Finalize the Party make Soma Agency
for Appointment as Direct Distributor
 Strong Distributor ( Soma Agency)
• One of the most loyal and old
distributor in Kolkata – Working with
us since Oct 2014
• Worked as direct dist with us for 2
years (Oct 2014 to Nov 2016) with 1
DSR from company
• Financially very strong
• Soma Agency hired 2 sales people
exclusively for Raaga Professional on
his own payroll
 Direct Distribution
• We are planning to make Soma agency as our direct distributor by JC
8 end
• It was not possible till now because in JC 6 and 7 was puja festival in
Kolkata and we didn’t to take risk of hampering business during that
period.
• In between 1 new distributor (Gayatri Ent) is appointed in North
Kolkata with turnover of 2.5 lac (in clp) approx.
 Sales
Sales
14 Sales Increasing MOM basis
12
Before Project During Project
Opening new market
10

8 TLSD helped in increasing sale

6 12.01
Merchandising
8.9
4

2
5.04 5.5
Hair Dresser incentive in B and B+ salons
0
JC 4 JC 5 JC 6 JC 7
Training and education
Sales
 TLSD
TLSD
TLSD
After one product is
3.5 established in the
Before Project During Project
3 3.3 salon, then focusing
2.5 2.7 2.7 on another SKU
2.4
2

1.5
Introducing new
1
products to salons
0.5
as free gifts
0
JC 4 JC 5 JC 6 JC 7
 Productive Calls
Productive calls Productive Calls
increased MOM 6
basis Before Project 5.7
During Project
5
4.92
New distributor 4.6
4
and new area 4
introduction
3

Free Sampling 2
of both skin and
hair products 1

0
Regular and
JC 4 JC 5 JC 6 JC 7
timely follow up
with the salons Productive Calls
 Bill Cuts

Before Project
BILL CUTS
120
During Project
100

80

Dormant
60 Regular New Salon New Area Range
Salon
Follow Up penetration introduction Selling
conversion
40

20

0
JC 4 JC 5 JC 6 Category 4
Series 1
Thank You…