SALES & DISTRIBUTION MANAGEMENT

PRESENTATION
ON
NIKE
Group No. 11:
1. Navneet Kumar Singh PGP/0053/04
2. Ramprasaad V. PGP/0054/04
3. Vatsal Thaker PGP/0055/04
4. Devesh Gupta PGP/0056/04
 NIKE, Inc
• Founded On January 25, 1964, As Blue Ribbon Sports, By Bill
Bowerman And Phil Knight
• Officially Became Nike, Inc. On May 30, 1971
• The Company Is Headquartered Near Beaverton, Oregon, In The
Portland Metropolitan Area.
• It Is The World's Largest Supplier Of Athletic Shoes And Apparel.
• Revenue In Excess Of Us$36.3 Billion In Its Fiscal Year 2018
• As Of 2018, It Employed More Than 73,000 People Worldwide
• As Of 2017,The Nike Brand Is Valued At $29.6 Billion
 Nike India
• Nike Entered India Through A Seven Year Licensing Agreement With Sierra
Industrial Enterprises For Their Sales.
• In 2004, Instead Of Renewing The Franchise, Nike India Became A Subsidiary
• Nike India Ltd (BIL) Is The Largest Footwear Company In India.
• Nike First Established In India In 1931 For Their Product Manufacturing.
• The Company Is Headquartered In Calcutta And Manufactures Over 33 Million
Pairs Per Year.
• It Has A Distribution Network Of More Than 1,500 Stores And 27 Warehouses.
• Nike Competes With Local Players Such As Liberty Shoes, Phoenix International,
Mirza Tanners, Tata, Action, Lakhani Shoes And Global Players Like Adidas, Reebok
And Puma
 PRODUCTS

Shoes Clothing Accessories

• Designed For All Ages & Genders

• Famous Collections Named After Athletes
• Custom Product Offerings
• Principle – Innovation & Sustainability
• Nikeplus – Turning A Product Into A Service (Nike Running Club, Nike Training Club)
 PRICE
• Premium Pricing & Value Based Pricing
• High Price - High Quality Reasoning
• Leverages Brand Value & Product Quality
To Charge High Prices In The Market
• Increasing The Perceived Value Of The
Nike Products In The Customer’s Min.
• Value Determines The Maximum Price Nike Vaporify
He/She Is Willing To Pay
Rs. 24995
 Promotion

Celebrity Athlete Endorsements CSR Activity Sports Team Sponsors

College Team Sponsors Sales & Discounts Loyal Customer Base

• Heavy Investments In Advertising, Brand Image Management, Public Relations, CSR

• Personal Selling - Training Instore Sales Person To Persuade Consumers To Buy
Products
 Place/Distribution
Distributors
E-Commerce

Nike Online

Nike Owned Stores

Customers

• Selective Distribution
• Extensive Merchandising in
Multi-Brand Stores
Nike Retail Outlets Multi-Brand Stores Schools & Other • Premier Shop Locations
Institutions
 Alignment between
Marketing and Distribution
• Nike Uses Celebrity Endorsements, Professional Athletes Like Neymar Jr., Cristiano Ronaldo Etc., To
Promote Their Products Which Aligns With Their Selective Distribution As Their Products Are Not Very
Niche But They Are Premium Sportswear Segment.
• They Are Available In Malls And Premium Locations As The Customers With Purchasing Power Of Such
Products Go To These Places For Shopping.
• As Nike Does Direct Marketing For Many Of Their Products As Part Of “Gearing Up The New
Generation”, They Also Sell Directly To Schools And Other Sporting Institutions To Establish A Loyal
Customer Base For Lifetime.
• Nike Also Does Personal Selling i.e. Training In-store Salesperson To Persuade Customers To Buy The
Product Which Is In Line With The Distribution Of Their Products Through Multi Brand Retail Stores
Which Have Whole Shoe Racks Dedicated Towards Nike.
• Nike Also Offers Customized Shoes Online As Part Of Their Marketing That They Are Innovators And
Understand Each And Every Customer Is Different.They Achieve This By Online Distribution Channels.
THANK YOU