CH INSTITUTE OFMANAGEMENT &COMMUNICATION Sales andDistribution Channel Submitted By :- Pranay Rajas
Introduction• Formed in 1933 as Lever Brothers India Ltd.• Came in 1956 as Hindustan Lever Ltd.• In 2007 renamed as Hindustan Unilever Ltd.• The Anglo-Dutch company Unilever owns a 52% majority stake• Covers 1 million retail outlets across India• Products are available over 6.3 million outlets nearly 80% of all retail outlets in India
Channel Structure (Indore) Carrying and Forwarding Agent (M/s Awasthi Brothers) Redistributors (Urban) Redistributors (Rural & MT) M/s Riddhi-Siddhi Sales M/s Agarwal Sales Rural Wholesalers and RetailersUrban Wholesalers and Retailers (1135 Wholesalers and Retailers) Consumer Consumer
Findings• Orders are almost delivered on time.• Orders are not fulfilled properly.• Stock is not available in the depot to serve the retailers.• Seasonal products are not available at outlets.• New Products are not available at outlets.• Company officials doesn’t visit retailers regularly.
Findings (Cont…)• Display Windows are not available• Necessary and high sale volume products are not available• Distributor doesn’t visit market• Variety of products are unavailable• Differentiation in rates
Recommendations• Frequent visit of company officers• Retailer must be aware about schemes• Timely delivery of products• Proper order fulfillment• Availability of stock at depot• Availability of variety of products