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Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
Godrej
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Godrej

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  • 1. SUBMITTED TO: DILPREET SINGH (Lecturer in Sales and Distribution Management) SUBMITTED BY: HARDIK JAIN GAGAN THAKUR HITESH SHARMA NAWARAJ LOVINIA GULATI MITAKSHA CHAUDHARY RICHA SODHI SNOW BALL
  • 2. COMPANY INTRODUCTION • Founded in 1897 ; Chairman Mr. Adi Godrej • last year turnover (interio) Rs. 1400 crore • Head office in Bombay 2 Verticles Godrej & Boyce Mfg. Co. Ltd ( 14 Divisions) Godrej Consumer Products Ltd
  • 3. VALUE CHAIN OF THE COMPANY Manufacture r Distributor Exclusive dealers (80%-90%) / Retailers End Consumer
  • 4. MANAGEMENT OF SALES QUOTA  On the basis of market growth  On the basis of sales made last year  Budget allocation  Quota – quarterly as well as annual  Distributor sets quota for dealers ; scheme decided by the company  Addition of approximate 25%
  • 5. MANAGEMENT OF SALES TERRITORY  1 dealer can cover 3000 – 4000 square feet of an area.  Mr. Ajay Dhawan (distributor) covers the whole TRI city  3 distributors in Chandigarh SALES TERRITORY
  • 6. SALES FORCE TRAINING  On going Process ; training in KRA’s  20 days – fresher ; product knowledge  training calendar : In – bound profile = 2-3 days outside profile = 3-4 days  Hierarchy bands – prior experience  Written tests  Products , say locks, half day 11 a.m – 4 p.m  Retailer and his salespersons
  • 7. SALES FORCE MOTIVATION  As targets are set quarterly as well as annually so incentives are received accordingly a) Non – Monetary b) Monetary  No hire and Fire policy  Pension plan  Retention Rate high. People attached for 40 years and above  Quaterly incentives are specific ; annual incentives include options. ( LED TV / Cash)  Eligibility for next promotion 2 – 3 years  official parties / award functions “Interio Samman”
  • 8. CHANNEL MANAGEMENT After consumer places the order with the dealer he can place order with the distributor via two means: a) Telephone b) Internet Delivery of the material also depends upon the truck load Sometimes the also go for Clubbing of Material In order to provide Better Services to their consumers and cater to a larger market they came up with COCO Model and Franchisee
  • 9. SWOT ANALYSIS ON THE BASIS OF REAL LIFE PROBLEMS FACED BY COMPANY STRENGHTS: • Brand Name • Government dealings more • Company Ethics • Brand Loyalty WEAKNESS: • DID NOT DISCLOSE OPPORTUNITIES: • LCD TV’s yet to enter • Green Furniture • Booming Market • FDI THREATS: • Chinese products • Unorganized people • Competition
  • 10. SATISFACTION LEVEL OF DISTRIBUTORS AND PROBLEMS FACED BY THEM  The people working with them do not have a wish to leave the organization They have head office in Mumbai which means the Lead Time is very high 4 – 6 WEEKS  No warehouses  No Stocking of goods.
  • 11. SATISFACTION LEVEL OF RETAILERS AND PROBLEMS FACED BY THEM The satisfaction level of retailers is very high. We could even see the loyalty of the retailers as they were not ready to disclose any negatives. They assured that the problems are quiet miniscule and are worth not disclosing.  Equality among employees  The only problem retailers are facing is with the quality of the Mattress which is not up to the consumers mark.
  • 12. RECOMMENDATIONS  Major part of revenue of Godrej is from Government Dealings so they should focus on targeting the consumer market also.  The company is coming up with a new concept of GREEN BULIDING BY GODREJ - GREEN FURNITURE, which means controlling the harmful emissions from the gadgets that we use at places.
  • 13. THANK YOU

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