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Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
Channel Management of Procter and Gamble
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Channel Management of Procter and Gamble

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  • 1. CHANNEL MANAGEMENT PROGRAMME Subhradip Misra -12DM002 Pritam Das- 12DM006 Sayan Barman- 12DM027
  • 2. COMPANY PROFILE
  • 3. OM ASSOCIATESP&g operates through single channel system.Its has its sole distributor in Orissa Circle, Om AssociatesIt is a Partnership Firm located in 28 locations acrossOrissa, HO-Bhubaneshwar.It has got mainly 2 HUBS- Sambalpur-West AndBahrempur-South. These are the Hubs for LogisticsOperation
  • 4. OM ASSOCIATES600 employees working in the Departments like Sales ,Finance , Logistics , Hr And SystemC&f is in Cuttack.Invoices are generated directly from the company throughC&f.
  • 5. STRUCTURE OF THE DISTRIBUTION Company C&F Distributor RetailerWholesaler Consumers
  • 6. COUNTER TYPES Whole sale CountersWHOLESALE-1 823 MORE THAN 50000WHOLESALE-2 1733 25000 Retail CountersMODERN RETAIL 13 ---INDIA ONE 262 20000 INDIA 2A 2979 10-15000INDIA 2B 8967 5000 INDIA 2C 16982 2000-3000 INDIA 3 241 ---
  • 7. CATEGORY WISE SKU of P&GFABRIC CARE 64 HAIR CARE 145HEALTH CARE 22 FEM CARE 50 and 28
  • 8. 65 GROOMINGPERSONAL CARE 95 36 ORAL CARE BATTERY 37
  • 9. AIR CARE 33SKIN CARE 70
  • 10. SALES PLANNING. Sales Maneger Business Executive Sales Team Leader Distributor Sales Executive
  • 11. Work for 6 days a week. Takes order on one day from the counters and deliver theorders next dayDelivery boy and the driver finally deliver the goodsThere are altogether 28 godowns120 DSE who have their personal bike , whose travelling expenses is reimbursed120 Delivery boys68 vehiclesThe sales force normally work in the markets from 9am to 3pm
  • 12. VISTS BY DSE COUNTERS VISIT stores (per day)Wholesalers 50India 1 10India 2a 22India 2b 33India 3 20
  • 13. REVENUESCOUNTER TYPE REVENUEWholesalers 60-65%Modern retailers 15-20%Others 20% EXPENDITURETYPE EXPENDITURE(In Rupees)Delivery Sales Executive 8000Delivery Boy 6000Driver 5000
  • 14. CREDIT LIMITSALL STORES WE ARE OFFERING CREDIT ON A VISITTO VISIT PRINCIPLE EXEPT INDIA 3WHOLESALE- 7 DAY CREDIT- 4 WEEKLY VISITINDIA ONE AND INDIA 2A- 7 DAY CREDITINDIA 2B AND 2C -15 DAY CREDIT- 2 WEEKS VISITNO CREDIT FOR INDIA 3
  • 15. SCHEMES FOR RETAILERSFor different brand of products different schemes isoffered.Quantity purchased schemesPrice reduction schemesSchemes depending on seasonsTarget based rewarding schemesPop displays for retailers
  • 16. SCHEMES FOR CUSTOEMER Extra weightage on productsExtra buy Money saver packs
  • 17. NEW PRODUCT LAUNCHEvery 6 months company introduces various variants.Try and repackage and reposition its branded productsDepends on the taste of customer.Depends on the market condition and the economic conditionof customers.Depends on the channel of business
  • 18. Company policies p&g never compromises on company policies. They strictly adhere to the norms andregulations of the company and they implement what they preach. The cartons should befull..ie the products must be there inside the packetsSku exchange- if products are damaged they readily exchange without much hassleExpiry date- they are very careful of this and never provide such expired products but evenif it is found they exchange it.Purchase returns- no purchase returns as they purchase according to the needs.Sales returns- if there is sales returns like if retailers are not ready to take stocks or shop isclosed then the goods are bought back and stored in the godowns
  • 19. Company policiesInvoicing-13.5 % vat exept health care products rlp- retailers lending price (selling price) slp-sellers lending price (purchase price of om associates)No cash discounts are givenTrade discounts- wholesalers-non health item-1.5% n health items- 3% retailers- 1% for all itemsPayment- delivery boy collects cash as per credit period on delivering the goods.Cheque bouncing-if reasons are genuine time is given..but if it is repeated 2-3 timesthey stop giving credit
  • 20. SocializationConduct wholesale meeting every 6 months.Telephonic conversation and market audit is done time to time.Canvas meeting- every month meeting with sales team.Market visit by sales manager.Try and maintain good relationship with every channel member
  • 21. Previous months distribution of productsFABRIC CARE -29063HAIR CARE 30300HEALTH CARE 26186BABY CARE 30054SKIN CARE 26295B&R -28108ORAL CARE -25839PERSONAL CARE -29368BATTERIES -8786AIR CARE -6411FEM CARE- 4059

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