BULK DEAL IN BAGRI

MARKET- CASE STUDY

Presented by:

Trisanka banik
Jiuswarang narzari
Prantik bhattacharji
Awiral harsh tigga
Shalu dubey- 2019-2907-0001-0011
Challenges faced
• Problem on distribution alternative
• Over dependencies on sales at Bagri market.
• Challenges as the network distribution
network establishment.
• Discontinuing and price reduction problems.
• Price minimum base lack of negotiation
between dealers and distributors.
• Overcoming the distribution chain when
comparing to Bagri market was a huge crisis.
Cont.
• Aristocrat, V.I.P bags, Safari bags were
facing a lot of challenge.
• Bulk deal in Bagri markets.
• Bagri market, the largest chain of dealers
and retailers.
• Due to price controlling and product
deciding factors were in the hands of Bagri
market, the Branch Manager was unable to
negotiate.
• Grey local manufacturers and cheap prices
in Bagri Market were causing a lot of
problems.
Importance of Bagri market
• High customer demand, mitigating the sales
demand at high level by Bagri market only.
• Distributors had no storage and were selling in
whole sale market and directly in form of retailers
as well to huge customers.
• Over dependence for sales growth as it saved other
costs for sales promotion, marketing cost and
distribution cost.
• Fixed discount and lower pricing
• Large volume of variety and high footfalls
• Huge variety of products expect luggage.
Lack of strategies by sales team
• There was no vision by the sales team to
increase the reach of products.
• Lack of communication skills and
aggressiveness.
• Brand promotion was in the dumps.
• No marketing and branding and less risk
taking ability by sales team.
• No analysis to understand and overcome the
problems of Bagri distribution channel.
• There was 0 team work that could be seen.
No segmentation on price and customer
• West Bengal is a poor state compared
to the other states in terms of G.D.P.
• High grey market scope for local
manufacturers to sell for lower
prices.
• Highly dependent on push market by
Samsonite being a premium brand.
• Aristocrat pull market in Bagri
market; expect push market.
Solutions
• There should be competition between N.L.C
and M.R.C and same for all distributors.
• The sales team had to be pro active and also
need to push and be aggressive.
• There should be interference by the
Regional Manager and the General Manager
when it comes to Channel Management.
• Minimum price support considering that all
the dealers and distributors create new
distribution channel.
• Dealers shouldn’t control price.
Thank you