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Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
Distribution expansion in pune city
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Distribution expansion in pune city

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Hi Friends …

Hi Friends
This is supa bouy
I am a mentor, Friend for all Management Aspirants, Any query related to anything in Management, Do write me @ supabuoy@gmail.com.
I will try to assist the best way I can.

Cheers to lyf…!!!
Supa Bouy

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  • 1. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 1 A PROJECT REPORT ON DISTRIBUTION EXPANSION IN PUNE CITY FOR COLGATE-PALMOLIVE INDIA IN PARTIAL FULFILLMENT OF MASTER IN BUSINESS ADMINISTRATION UNIVERSITY OF PUNE BY OM PRAKASH SINGH M.B.A II GUIDED BY: PROF. A. NENE VISHWAKARMA INSTITUTE OF MANAGEMENT PUNE.
  • 2. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 2 PREFACE As a part of MBA, it is required to present a project report. For this purpose, one has to associate himself / herself with an industrial / commercial service organization for specifies period of minimum eight weeks. The project contains a comprehensive treatment of marketing research and its result in the theoretical form as well as graphical presentation. This will enable the reader to understand the study done thoroughly and will be able to evaluate its implications for the company, its products, services and the consumer.
  • 3. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 3 TABLE OF CONTENTS 1. WELCOME TO COLGATE PALMOLIVE 1 2. NEED OF THE PROJECT .14 3. OBJECTIVE ... 24 4. EXECUTIVE SUMMARY 25 5. RESULT HIGHLIGHT ..27 6. CONCLUSION ..4 0 7. SUGGESTIONS 4 1 8. BIBLIOGRAPHY ..4 4
  • 4. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 4 ACKNOWLEDGEMENT I acknowledge my sincere thanks for the co-operation extended by the college and all those who helped me in preparing and presenting the report. I take this opportunity of expressing my profound gratitude to my guide Prof. A. Nene of Vishwakarma Institute of management whose continuous support has been a constant source of motivation for me. I am extremely thankful to him for providing valuable guidance and attention to me. I would like to express my deep sense of gratitude to my director Dr. Sharad Joshi for allowing me to carry out this project work in this prestigious institution. I extend my gratitude to Mr. Anil Dulam (D.M of Pune) for his guidance and suggestions in the project work. I would like to extend supporting me throughout the training I am also grateful to Ms. Sweata and Mr. Vilash (Sales Officer, pune) for sparing there valuable time and extending their cooperation in accomplishing my task. It was great experience and a pleasure working with such a cooperative and friendly environment group. At last special thanks to stockiest and sales man for their valuable support in our project.
  • 5. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 5 CERTIFICATE TO WHOMSOEVER IT MAY CONCERN This is to certify that Mr. OMPRAKASH SINGH, a student of our institute VISHWAKARMA INSTITUTE OF MANAGEMENT has successfully completed the project on DISTRIBUTION EXPANSION IN PUNE CITY undertaken in COLGATE PALMOLIVE INDIA LTD from 1st June 2005 to 31st July 2005. This is the original study of Mr. OMPRAKASH SINGH the sources used by him have been acknowledged in his report. The report is submitted in the partial fulfillment of two-year full time course in MASTERS IN BUSINESS ADMINISTRATION (2004-2006) as per the rules of the PUNE UNIVERSITY. Prof. A NENE Dr.S.L.Joshi (PROJECT GUIDE) (DIRECTOR)
  • 6. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 6 AACCKKNNOOWWLLEEDDGGEEMMEENNTT
  • 7. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 7
  • 8. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 8
  • 9. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 9
  • 10. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 10
  • 11. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 11
  • 12. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 12
  • 13. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 13
  • 14. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 14
  • 15. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 15
  • 16. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 16 COMPANY PROFILE Welcome To Colgate Palmolive Colgate Palmolive India ltd. is a 51% subsidiary of Colgate Palmolive Company, USA. It is the market leader in the Indian oral care market, with a 51% market share in the toothpaste segment, 48% market share in the toothpowder market and a 30% share in the toothbrush market. The company also has a presence in the premium toilet soap segment and in saving products, which are sold under the Palmolive brand. Other well-known consumer brand includes Charmis skin cream and Axion dish wash. The company s strategy is to focus on growing volumes by improving penetration through aggressive campaigning and consumer promotions. The company plans to launch new product in oral and personal care segment and is prepared to continue spending on advertising and marketing to gain market share. Margin gains are being targeted through efficient supply chain management and bringing down cost of operation. A substantial increase in profitability can be brought about through ad spend reduction.
  • 17. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 17 Colgate Palmolive India Lines of Business Oral Care
  • 18. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 18 Personal Care http://www.colgate.co.in/app/Colgate/IN/HouseholdCare/AxionDishWashingPaste.cv sp Hard Surface Care
  • 19. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 19 Colgate Palmolive World wide Key Facts Headquarter in USA $9 billion in Sales & over 38000 employees world wide We sell our products in 212 countries around the world We have a customer base of 4.5 million Colgate is a truly Global Organization with almost around 75 % of the sales coming from outside of USA Over 40 % of toothpaste used in the world bears the COLGATE name
  • 20. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 20 Colgate Palmolive Worldwide Lines of Business Oral Care Personal Care Household Surface Care Fabric care Animal Dietary Care Colgate Palmolive India Headquarter in Mumbai Annual Turnover around 1100 crs Market leaders in Oral care Colgate India s no 1 brand
  • 21. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 21 Colgate Ranked among Best Employer in India Customer base of more than 8 lac retailers Serviced by Company field force, more than 1800 stockiest & super stockiest & their field force Colgate is the brand that people trust, for complete oral care protection for themselves and the ones they love. Colgate Palmolive India Facts & Milestones 1937: The company was incorporated in India and started trading activities. It was then a cent percent US Company 1949: Manufacturing started operations in Mumbai 1985: Started contract manufacturing of Paste, Brushes and Shampoos 1988: New Toothpowder factory at Waluj, Aurangabad
  • 22. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 22 1990: Soap plant started production 1993: CP (US) raised its equity from 40 % to 51 % Colgate Palmolive India Facts & Milestones 1994: CP (I) buys the Oral Care division of Ciba Geigy 1997: Manufacturing facility in Hetauda, Nepal for Dental Cream and Tooth powder Major Accts. SalesTrends 520.3 613.8 615.1 656.1 620.6 696.1 753.0 691.5687.7 500 550 600 650 700 750 800 Q1'03 avg. Q2'03 avg. Q3'03 avg. Q4'03 avg. Q1'04 avg. Q2'04 avg. Q3'04 avg. Oct'04 Nov'04 Rs.akhsp.m
  • 23. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 23 1998: Successfully rolled out SAP in India. Colgate Oral Pharmaceuticals launched. 1999: Regional Technology Centre & Corporate office at Powai, Mumbai. Operations in New geographies Bangladesh, Nepal and Srilanka Colgate Palmolive India Lines of Business Oral Care Personal Care Hard Surface Care
  • 24. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 24 Global Vision Be the innovative leader with our brands every day in every home Our Mission Achieve market dominance in Oral Care through aggressive volume growth, and establish a significant presence in Personal Care
  • 25. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 25 Colgate Values The Company cares about its people, consumers, Shareholders and Business Partners. Colgate is committed to act with compassion, integrity and honesty in all situations, to listen with respect to others and to value differences. Colgate is committed to getting better every day in all that it does. By better understanding consumers and customers expectations and continuously working to innovate and improve products, services and processes, Colgate will become the best . Stockiest Best Practices Stockiest & Company Stockiest are our Business Partners We are a Team Our common goal Growth & Profitability
  • 26. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 26 We share the same belief Customer service, wider, better and timely distribution of our products to all dealers Office Properly Furnished Name board painted with company product Adequate seating space Computer Telephone Cabinets for stationery / files Display board for product display White board to display market working plan, months promotion, daily sales tracking
  • 27. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 27 Delivery Vehicles For metro & HQ towns painted motorized vehicle for every 480 accounts. For smaller towns and villages motorized / non motorized 3 wheeler BRAND CONTRIBUTION Brand Grand Total YTD % value contribution ADVANCED WHITENING 551640.5 0.36 AJAX 44680.83 0.03 AXION 512273 0.33 CAPC 56625.76 0.04 CDC 80564645 52.41 CDC - KIDS 178188.5 0.12 CIBACA 8337363 5.42 CTP 37862962 24.63 GEL 6853299 4.46 HERBAL 944802.1 0.61 HERBAL White 1375375 0.89 OTHERS T/B 5240945 3.41 OTHERS-MISC 2 0 0.00 PO HANDWASH 23332.2 0.02 POAT Bar 245355.5 0.16 POAT LHW 234247.8 0.15 POAT SH CREAM 212656.5 0.14 POAT SH Gel 755013 0.49 POAT Talc 16124.62 0.01 POEC 60245.36 0.04 PON 77016.13 0.05 PONT 7025.35 0.00 PREM T/B 5306861 3.45 SENSATION 50270.32 0.03 SH BRUSH 337845.7 0.22 SH CREAM 1904866 1.24 SH ROUND 2511.12 0.00 SHAMPOO 68254.93 0.04 SHAVE GEL 1771.61 0.00 TOTAL 1883776 1.23 Grand Total 1.54E+08 100.00
  • 28. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 28 Colgate Awards 1. Best Website Award
  • 29. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 29 NEED OF THE PROJECT OPERATION KHOJ Pune City CCiittyy:: Population: 25 Lakhs. Municipal Corporations: 2 Size: 138.76 sq km Economy: o Industrial base: Automobiles, Software, Electronics, Light machinery, etc., o Defence establishments. o Government Establishments. o Educational Centers o Demography dominated retired/senior citizens. CCPP IInnffrraassttrruuccttuurree:: No. Of SOs: 3 No. Of Stockists: 10 No. Of Salesmen: 35 No. Of Merchandisers: 4 No. Of RFCs: 1 No. Of Accounts: 7289
  • 30. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 30 TThhee PPrroobblleemm:: AC Nielsen reported Accounts: 14250. Current CP Coverage: 7289. Gap: 50% Hence: Wholesale Contribution 34% High Cost of Sale. Low contribution of secondary brands. RReeaaccttiioonnss ttoo tthhee GGaapp:: 50% Gap is IMPOSSIBLE!!! Nielsen data could be wrong Can they give us a list of accounts? We cover every part of the city & beyond. No other company has the coverage depth that Colgate has in Pune city. TThhee bbeeggiinnnniinngg .. Market visits showed that a lot of small/ marginal accounts were not covered. This was prominent in the far-off extensions of the city. Mostly small bi-lanes were never probed by our salesmen/ SOs during their working. The usual excuse of the salesman would be These do not buy regularly, The order gets cancelled, as they won t have cash at the time of delivery. They did not buy when I visited them earlier.
  • 31. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 31 UUnnddeerrssttaanndd tthhee cciittyy:: The city is just not what we think it is. There is a huge gap between what we assume as the city and what Nielsen considers as the city. Need to get the right map. OOppeerraattiioonn kkhhoojj tthhee tteeaamm:: Activity was done through a team of summer trainees from a local management institute. 4 students were involved. OOppeerraattiioonn KKhhoojj pprreeppaarraattiioonnss:: Each of the students was made to work with the SOs/ stockiest salesmen for one week at 2 -3 stock points. Product knowledge, Retail Environments, Salesman s job profile, Beat plans, etc. OOppeerraattiioonn KKhhoojj pprreeppaarraattiioonnss:: After the market visits, we had a meeting to discuss the learnings out of the market visits. Importance of distribution;
  • 32. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 32 Role of Wholesale; Impact of substitution in the trade; Cost-benefits of direct coverage; Role of salesmen, etc. .........All this gave the team a better perspective of the project & its importance OOppeerraattiioonn KKhhoojj pprreeppaarraattiioonnss:: The study was restricted to the New Pune & Pimpri - Chinchwad municipal corporations & Metropolitan Area. The operation started with a division of the city into certain blocks. Each of these blocks had individual detailed maps with specific map reference nos. so that its location in the city can be identified. Each candidate was assigned a small part of the city in the form of a set of adjoining maps. The job of each candidate was to go to each of these areas and cover the entire area on foot and list down the outlets in the area in walking order. Their mission was to look out for and maximise the uncovered outlets. Each map area would take 3-4 days to cover.
  • 33. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 33 OOppeerraattiioonn KKhhoojj pprreeppaarraattiioonnss:: First phase had the new Pune municipal corporation where 43 areas were identified from the survey. The candidates were asked to collect the census on a format, which will record certain vital information about the outlet. This data will then be compiled in the form of an Excel file and provided to us. This data will further get arranged stockist wise/area wise and will hence throw-up the gaps by area under each stockist area. We would further take decisions on the realignment of area, appointment of additional stockists, appointment of additional stockist salesmen, etc. OOppeerraattiioonn KKhhoojj tthhee aacctt On the first day the entire team (4 trainees & D M (Pune)) worked together in one area. The intention was to train the summer trainees on The type of outlets to be listed; Probing; Communicating with the trade;
  • 34. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 34 OOppeerraattiioonn KKhhoojj kkeeyy lleeaarrnniinnggss We had not kept pace with the expansion of the city. Retailers feel privileged to be serviced by the Co., stockiest; Most retailers are willing buy against cash; There are some areas where Co., like Coke & Pepsi have a better service than other companies; Gaps exist between areas of two stock points. Salesmen do not add accounts as they feel that the marginal accounts buy from the beat wholesalers. Most of the uncovered accounts sell only CDC & CTP out of our portfolio. A stockiest can handle only a certain no. Of accounts. LOGISTICS This department monitors the movement of finished goods from the point of manufacture to the various warehouses / C & Fs and to the stockists based all over the country LOGISTICS CHANNELS Warehouses C & Fa Stockist Markets Retailers
  • 35. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 35 DDIISSTTRRIIBBUUTTIIOONN CCHHAANNNNEELL FACTORY WAREHOUSE/C&F SUPER STOCKIST (DIRECT) STOCKIST (DIRECT) CO.OP STORES (DIRECT) RURAL STOCKIST (INDIRECT) WHOLESALER RETAILER WHOLESALER RETAILER CONSUMER
  • 36. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 36
  • 37. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 37 SALES OFFICER OF PUNE AND THEIR STOCKIESTS SALES OFFICERS STOCKIESTS 1. Mr. Vilash Madhuram sales Arvind Ragunath 2. Ms. Sweata J.P Enterprises Excel Enterprises Shree Sai Enterprises Yash Enterprises 3. Mr. Deepak Vijay Traders Mandar Enterprises Charlok Enterprises Darshan Enterprises
  • 38. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 38 Parachu te Oil ShampooColgateLifebouy Whether sells ( tick if yes )Telephone No. Address of the Shop Name of the Owner Map Point Map No. S. No Date: Name of the Surveyor: OPERATION KHOJ
  • 39. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 39 OBJECTIVE To understand and find out new outlet To search Problem related to it To find out Colgate competitors and their strategy To find out market trend To find out causes behind declining Colgate market The final suggestion/recommendation
  • 40. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 40 EXECUTIVE SUMMARY Colgate currently covers 7087 accounts in Pune city, which is just about 50% of the A.C Neilsen s reported universe of accounts in Pune city (14200 Accounts). Any FMCG company thrives on its distribution strength. Distribution determines reach. It s a known fact that directly covered outlets have a much higher market share for the company than outlets being covered through wholesale/indirectly covered. Also the Speed to Market for any product/organization is a result of its direct coverage Direct coverage is the ultimate acid test for any FMCG company forms the backbone for any organization in India. Assumptions: Practical recommendations/solutions will get implemented. Stockists have to look at their overall earnings & it can be assumed that currently they are earning enough to invest in infrastructure (salesman/auto units etc.). Where ever necessary, new stockist can be appointed. Project Timelines: To start immediately and to be presented to Branch Team (BM, RSM, DM & Cust Mktg) by 20th August.
  • 41. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 41 Key Deliverables: A list of uncovered outlets in the new municipal area of Pune and Pimpri- Chinchwad municipal corporations and the Pune metropolitan area. Present an assessment of the business potential by area. Identification of 3 to 4 critical locations where new stockists can be appointed. Restructuring the entire geography for optimization of coverage. This could mean identification of new stockist locations, re-allocation of beats between existing stockists, increasing route list accounts at certain existing stockists, etc., Finally arrive at a fresh route list at each stock point (both existing & new) in the city & metropolitan area. Important Considerations: The final suggestions/ recommendations should take care of the rapid expansion of the city limits and should be robust enough to sustain for the next 4 to 5 years. Match our restructuring plan with 1 or 2 good companies with strong distribution infrastructure in the city. This is just to validate our line thinking. Any new stockist that is planned to be appointed should have atleast 480 accounts to cover and have a business size of around 4 lakhs.
  • 42. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 42 Operation Khoj . Results AREA LOCATION ACCOUNT WARAJE BHAGIRATHI NAGAR 1 NDA ROAD 11 KALPUTRA COLONY 2 SNEHAKEET COLONY 1 DUDHANE NAGAR 1 BHALEKER BASTI 2 DATTA DIGMBER 2 SWET GANGA SOCIETY 2 SAI KORNER A 1 MALWADI 9 WARAJE GAON 3 RAM NAGAR 24 YASHWADEEP SOCIETY 1 JAYDEEP SOCIETY 1 VITHAL NAGAR 9 TAPO DHAM KARVE NAGAR HIGNE HOME COLONY 13 SHAWER COLONY 1 GALI NO 1 1 GALI NO 3 1 GALI NO 7 2 GALI NO 8 1 GALI NO 4 4 NEAR CORPORATION BANK 2 KAMNAVASHAT 4 LAXMINAGAR 5 WADAR BASTI 4 MAVALE ALI 3 SHAW COLONY 1 VIKASH MITRAMANDAL 2 NEAR BUS STOP 3 NEAR JOSHI BARAPAW 1 VIKASH CHOWK 1 CANOL ROAD 5 BARATE COMPLEX 2 NEAR KAKRE PALACE 1 KOTHRUD DHANUKER COLONY 2
  • 43. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 43 CHANDRALOK NAGRI 1 HAPPY COLONY 6 GOSAVI BASTI 5 NEAR SHIVAJI STATU 1 VELKE NAGAR 1 BHELKE NAGAR 1 AZADWADI 1 GAGAN JAI SOCIETY 1 SASTREI NAGAR 24 MARATHA MAHASANGA SOC. 1 KRISHNA NAGAR 4 SHIVTIRTHA NAGAR 5 KISKINDA NAGAR 1 JAI BHAWANI NAGAR 4 GUJRAT COLONY 4 BHUSARI COLONY 18 PAUD ROAD 1 INDRA SHANKER NAGRI 5 D 43 / ALAKNANDA 1 VITHALWADI SINHAGAD ROAD 4 HIGNE VITHALWADI 5 DATTA WADI 16 DHANDEKER POOL 6 AMIL WADI 6 RAM NAGAR 3 NEAR CANOL 1 PARVATI PARVATI DARSHAN 13 LAXMI NAGAR 4 PARVATI GAON 3 JANTA VASHAT 44 PARVATI PAITHA 4 CHIKHALI PAWAR BASTI 7 HADGUDE BASTI 1 KUDAL BASTI 25 JADAV WADI 1 CHIKHALI GAON 14 PATIL NAGAR 11 MAHADEV NAGAR 3 GANESH NAGAR 4 AKURDI 3 DUDUL GAON DUDUL GAON 3
  • 44. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 44 VAHILE NAGAR 1 DEV PHATA 6 MOSHI DEV RASTA 1 MOSHI HAWELI 1 NAGESHWER MOSHI 1 PUNE NASIK ROAD 3 BORATE LANE 1 NEAR NAGESHWER MANDIR 2 MOSHI GAON 4 LAXMI NAGAR 3 BHIM NAGAR 2 ALANDI TAPKIR NAGAR 2 INDRANI NAGAR 6 KATE BASTI 7 CHARHOLI KALJE WADI 6 KOTHWAL WADI 1 B.K. 32 DHABARE BASTI 1 KHURD 8 WADI MUKHWADI 4 BHOSLE BASTI 2 24 WADI 1 MAHALUNGE MAHALUNGE PADALE 18 WADGAON SHERI SAINATH NAGAR 14 PATIL NAGAR 3 MALWADI 9 MAHAVIR NAGAR 3 MATE NAGAR 2 INDRA NAGAR 1 NAMDEO NAGAR 2 GANESH NAGAR 4 SAMARTH NAGAR 2 TAMPO CHOWK 3 RAM NAGAR 3 POTE NAGAR 3 VIDHYA NAGAR 2 POLICE COLONY 1 SOMNATH NAGAR 2 KHARARI 1 MAHADEV NAGAR 1
  • 45. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 45 GALENDI NAGAR 1 YASHWANT NAGAR 4 SAMARTH COLOYNY 1 TUKARAM NAGAR 1 PATARE BASTI 3 NANDOSHI NANDOSHI GAON 4 GORHE B.K. GORHE BUDRAK 10 GORHE DHURD GORHE DHURD 3 DONJE DONJE GAON 5 GOLE WADI GOLE WADI 2 GHERA SINHAGAD GHERA SINHAGAD 3 KHANAPUR KHANAPUR 16 MALKHED MALKHED 3 HINJEWADI HINJEWADI 13 MAN MAN 14 SUS SUS GAON 14 BAUDHAN B.K 6 KHURD 6 MARUNJE MARUNJE GAON 4 KASARSAI KASARSAI GAON 6 NERE NERE DATA WADI 6 SINDHE BASTI 1 JAMBE JAMBE 2 TATHAVADE TATHAVADE (JADAV BASTI) 3 ASHOK NAGAR 3
  • 46. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 46 S.No Area Sub-Area Khoj Accounts 1 Kondhwa(kd) Lulla Nagar 1 Kondhwa(kd) Gaon 19 Bhagyoday nagar 13 Mitha nagar 24 Kausar Baug 1 Barkat Nagar 2 NIBM road 6 2 Wonwarie Kedari Nagar 3 Azad Nagar 9 3 Kondhwa(BK) Kondhwa(BK) Gaon 15 Laxmi Nagar 3 Kakade wasti 2 Sai nagar 10 Sambhaji nagar 2 Yewlewadi 18 4Katraj Katraj Gaon 18 Ambe Gaon(BK) 6 Dutta Nagar 11 Shani nagar 7 Wonder City 1 Katraj-Kondhwa Road 7 Bharti Vidya Pith 20 5Dhankawadi Dhankawadi Gaon 7 Balaji Nagar 4 Shankar Maharaj Vasahat 9 Hill top Society 3 Taljai Pathar 4 6 Bibwewadi Bibwewadi gaon 9 Papal Wasti 3 Pokale wasti 4 Mahesh Society 3 7 Indira nagar Indira Nagar(lower) 2 Gujar wadi 3 Upper Oata 15 Super 4 Chaitraban Vasahat 2 Rajiv Gandhi nagar 16 Sukh Sagar Nagar 4 Chinta Mani Nagar 2
  • 47. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 47 Prem Nagar Vasahat 9 8 Arnyeshwar Arnyeshwar Nagar 5 Annabhau sathe nagar 6 9 Sahakar nagar no.1Sahakar nagar no.1 4 Taljai mata Vasahat 14 Padamawati 2 10Undri Undri-Pisoli Road 8 11Pisoli Pisoli Road 2 12Mohammadwadi Mohammadwadi Gaon 6 13Dehu Road Dehu Road 8 Thomas Colony 5 Mhamurdi 5 Shitala Nagar 1 Vikas Nagar 16 Dutt Nagar 3 Shivaji Nagar 2 Shri Nagar 3 Shelar wadi 5 Ambedkar nagar 3 Adarsh Nagar 3 Sai nagar 7 14Yerwada Yerwada 5 Shelar chal 2 Laxmi Nagar 18 Yashwant Nagar 5 Subhash Nagar 4 Ganesh Nagar 15 Kamraj Nagar 4 Shastri Nagar 1 Mahamta Housing Board 4 Navi Khadki 2 Shani Chal 3 Gandhi Nagar 2 Jai Prakash Nagar 12 Ram Nagar 1 Kalyani Nagar 4 Ramwadi 4 15Vadgaonsheri Vadgaonsheri Gaon 3
  • 48. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 48 Matchwell Road 1 Kharadkar nagar 5 Prasad Nagar 2 Vitthal Nagar 1 16Kore Gaon Park Kore Gaon Park 1 Total 508 S.No. Area Sub-Area Khoj Account 1 Ghorpadi Bhart forge road 7 Shirke company(Bhim nagar) 8 B.T kavade road 10 Ghorpadi bazar 1 Mundhawa road 1 2 Mundhwa Sarvodya colony 7 Railway station Hadapasar 5 Mundhawa Chowk 1 3 Keshav nagar Keshav nagar 18 4 Manjri Mangri(bk) 19 Mangri(kd) 7 Mahadhev Nagar 11 Manjri road 2 5 Hadapasar 17 1/2 Nali 11 17 1/2 Nali Road 4 Malwadi Hadapasar 30 Pune Solapur road 5 Parijat Colony 3 Anand Nagar 2 Gosai Wasti 4 Bhagirathi Nagar 6 Gadi Tar 11 Sato Plot 2 Aakashvani 3 Ravi Darshan 2 Ganesh Vihar Colony 1 Vitthal Nagar 2 Shinde Wasti 7 Laxmi Nagar 3 Ram Takeri 5 Vadu Wadi 2
  • 49. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 49 Ram Nagar 2 Sasane Nagar 11 Kukai Nagar 1 Kale Padal 11 Kale Borate 2 Handewadi Road 10 Sato Nagar 4 6 Pune Saswad road Bekari Nagar 27 Damal Wadi 11 Rupi Nagar 4 Phursungi Gaon 16 Ganga Nagar 18 Aadhresh Nagar 1 Avdhut Nagar 5 Tukai Darshan 8 Satyam Puram Society 1 Satowadi 10 Gondle Nagar 4 Mahamata Phule vashahat 2 Vatal Baba Wasti 4 Unnati Nagar 1 Hingane Ali 2 Ramoshi Lane 2 7 Pune Solapur Road Pune Solapur Road 4 Magarpatta Road 4 Sanker Math 1 Gosai Wasti 5 Surashka Nagar 1 Hingale Mala 7 Vaidu wadi 2 8 Wanwadi Wanwadi Gaon 2 Shanti Nagar 3 Jugtap Chowk 2 Fatima Nagar 2 Jugtap Nagar 1 Wanwadi Bazare 1 9 Mohammadwadi Road Sayyad Nagar 9 Udyag Nagar 1 Tarwade Wasti 1 Mohammadwadi Gaon 2 Nyati Estate 5
  • 50. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 50 10Yerwada Phule Nagar 3 Indira Nagar 10 Shanti Nagar 9 Aadhresh Nagar 2 Pancheel Nagar 1 Pratick Nagar 1 Hira Manmozi Nagar 1 Nagpur Chawl 14 Maharastra Housing Board 1 Sanjay Park(Viman Darshan) 6 Viman Nagar 5 11Vishrant wadi Sainaik Nagar 3 Kamgar Nagar 1 Jadav Nagar 1 Kasturba Society 1 Alandi Road 4 Kalas Road 1 Dhanori Road 4 Bhim Nagar 7 Tingare Nagar Road 2 Tingare Nagar 19 Indira Nagar(Burma Shell) 11 12Pune Nagar Road Sai Satyam Park 6 Ganesh Park 1 Kavade Wasti 2 Khandave Nagar 2 Ubale Nagar 2 13Chandan Nagar Aple Ghar Society 4 Tulza Bhawani Nagar 2 Hadapasar By-Pass 2 Shivraj Chowk 1 Sabji Mandi 4 Sangharesh Chowk 2 Kharadi Road 12 Eknath Pathare Wasti 5 Satguru Housing Society 1 Dwarka Garden 1 14Kharadi Tuka ram Nagar 2 Borate Wasti 3 15Vadgaon Sheri Ganesh Nagar 2 Sunita Nagar 1
  • 51. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 51 Sagar Park 1 Somnath Nagar 7 Viman Nagar Corner 1 16Ramwadi Ramwadi 7 TOTAL 588 S.No Area Sub-Area Khoj Accounts 1 DAPODI DAPODI VILLAGE 9 PHUGEWDI PIMPRI ROAD, SHIV DATT NAGAR 2 397/1 AGERSEN NAGAR 2 2 PIMPLE RAMKRISHNA MANGAL KARYALAYA 3 GURAV POOJA HOSPITAL 2 ANAND PARK 1 VADWARI 7 SHASTRI NAGAR 1 KESHAV NAGAR 2 KESERWADI 3 PIPLE KUNAL ICON 1 SAUDAGER TUSAR RESIDENCY, JAGTAP DAIRY 2 DWARKADHEESH 1 VILLAGE 18 4PIMPLE NILAKH VILLAGE 9 5 BOPKHEL VILLEGE 6 RAMNAGAR 5 GANESHNAGAR 5 6 KALAS VILLAGE 7 7 DIGHI KATEA BASTI 6 VIJAY NAGAR RUNWAL PARK 1 GAYAKWAR NAGAR 2 ALANDI ROAD 1 DATT NAGAR 4 CHAUDHARY PARK 1 B U BHANDHARI CMPLX. 3 ADARSH NAGAR 8 SHIV SAI NAGAR 5
  • 52. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 52 8 DHANORI VILLAGE 6 DATT NAGAR 2 GOKUL NAGAR 5 MUJABA BASTI 19 AKASH PARK 2 9 AUNDH SPICER COLLEGE, NR. OLD SANGHVI 4 NEW SANGHVI SAMARTH NAGAR 6 ADARSH NAGAR, NEW SANGHVI 2 SH. VIVEKANAND NAGAR 2 SAMTA NAGAR 2 GANESH NAGAR, NEW SANGHVI 3 VINAYAK NAGAR, N. S. 3 GAJANAND NAGAR, N.S. 3 DHORE PATIL FARM 3 AUNDH VILLEGE 4 KASTURBA GANDHI VASHAT 7 INDIRA GANDHI VASHAT 14 NR. AMBEDKAR COLLEGE 2 D P ROAD, BANER 17 OLD SANGHVI 14 GAYAKWAR NAGAR 1 10BANER VILLEGE 4 BALEWADI PHATA 13 11BALEWADI VILLEGE 13 12WAKAD WAKAD CHOK 3 VILLEGE 2 DANGHI CHOK 2 NEW DATT NAGAR 5 KELATE NAGAR SHANKER 7 VENU NAGAR 2 MAHATOBA NAGAR, ZOPADPATTI 4 EKTA HOUSING SOC. 1 KESPATHE BASTI, KALAWARI PHATA 15 NR. POLICE CHOKI 3 BHUJBAL BASTI 3 BOMKER BASTI 5 KALAKHADAK, HINJEWADI RD 13 13BAPODI V. PATIL ROAD 8 I T PARK 1 GANESH TEMPLE 5
  • 53. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 53 SAMARTH NAGAR 2 AMBEDKER CHOK 4 BAPODI VILLEGE 4 14KHADKI ELIPHASTEN RD, KRILOSKER ENGINE 1 HULA ROAD 1 OLD BAZAR 1 NEW BAZAR 1 15SUTARWARI VILLEGE 20 SUS ROAD 11 16EKNATH NAGAR 6 17PASHAN MAIN CHOK 6 SOMESHARWADI 10 SANJAY GANDHI VASHAT 11 PANCHWATI 3 CHORIYA GARDEN, SUTARWARI RD 2 VIVEKANAND SOC. 1 TATA MOTORS 1 JENWARI GOKHALE NAGAR 22 18THERGAON JAI MALHAR NAGAR 2 GURU NANAK NAGAR 2 KALAWARI PHATA 2 NAKTHA NAGAR 7 VENU NAGAR 2 THERGAON PHATA 2 JAI HIND NAGAR 1 DATT NAGAR 3 THERGAOAN VILLAGE 3 TAPASE NAGAR 1 GANESH NAGAR 12 EKTA COLLONY 2 RATANDEEP COLLONY 2 DANGHI CHOWK 1 MANGAL NAGAR 2 GUJAR NAGAR 5 KANAIYA PARK 5 KRANTIVEER NAGAR 6 SAINATH NAGAR 7 PAWAR NAGAR 9 PADVAL CHAL PODVAL NAGAR 21 SHIVTHIRTH NAGAR 8
  • 54. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 54 BHORDE NAGAR 4 KALESH NAGAR 5 INDRANI NAGAR 4 19RAHATANI GAJANAND NAGAR, KALAWARI PHATA 5 SASHTRI NAGAR 4 SHRI NAGAR 5 NAKHATE BASTI 17 RAM NAGAR 10 SAI CORNER 1 JAGTAP DAIRY 1 SHIVAJI CHOWK 6 SAJJAN GARDH 3 RAI GARDH 1 KALAWADI 15 TOTAL 637 Direct coverage is the ultimate acid test for any FMCG company forms the backbone for any organization in India. Count of Name of the Shop Stockist Total Anupama Agencies 102 Madhuram Sales 23 Rupesh Agencies 50 Vikas Traders 121 Chandralok Enterprises 33 Darshan Enterprises 100 Excel Enterprises 227 Gayatri Enterprises 174 Jey Pee Enterprises 104 New Baner Stockist 222 New Katraj Stockist 226 Sai Traders 272 Shri Sai Agencies 277 Shri sai Enterprises 227 Shubham Enterprises 326 Vijay Traders 399 Yash Enterprises 52 (Blank) 38 Grand Total 2973
  • 55. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 55 CONCLUTIONS A truly global company. Covering 200countries. It divided into four categories: Pet nutrition Home care Personal care Oral care Its vision is be the innovative leader with our brands every day in every home It is lacking in: Proper distribution Focusing on roadside only Adopting shortcut method means only large counter Try to fewer walks Time management Not proper dress code Inexperience salesman Not suitable for lower class family its price is higher as compared with- Anchor Babool Vi-john
  • 56. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 56 SUGGESTIONS Service ·The main objective of service is to develop our business and keep an edge over competition ·The stockist must provide satisfactory service to the trade. · The stockist must take initiative in merchandising by providing proper units for covering the markets and servicing all dealers regularly. · Not focusing only roadside · Delivery on time Godown Space ·Adequate space for storage of goods, POP and documents ··Centrally located & easy to approach ··Adequate lighting ··Roof /Ceiling /Wall should not have leakage ··Floors should be clean from dust / waste ··Damaged /Returned goods should be stored in separate area with clear identification ··Godown should be kept clean on a regular basis ··CP products to be stored separately from products of other companies ··Stocks should be stored on tarpaulin and 6 inches from the wall
  • 57. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 57 ·Stacking up to 7 / 8 shippers & in upright position (visual on shipper) ·· Honeycomb style for stacking ··Loose stocks to be kept on separate racks ·· Follow the FIFO system ·· Segregate products by variants & price code ··Loose brush hangers should not be rolled ·Shelf for POP with Bin cards ··Care to be taken while loading / unloading of stocks to avoid damages Personnel Regular and efficient personnel should be provided to meet the objective of providing service as given below: Salesmen: To conduct retailing & maintain adequate stock Salesteam should have dresscode of colgate palmolive Pressure at all outlets. One S/man per 240 A/cs needs to be provided. He should be exclusively working for Colgate. Drivers/Helpers: To assist the salesmen in ready stock retailing and to fix POP material in all outlets Clerk/Accountant: To maintain sales record and submit them on time To operate PC for Intellised operation
  • 58. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 58 Delivery Vehicles For metro & HQ towns painted motorized vehicle for every 480 accounts. For smaller towns and villages motorized / non motorized 3 wheeler Involvement ·The Partners/Proprietors should personally visit the market regularly to develop and maintain good trade relations. · It also helps them in assessing and keeping a check on the working of their salesmen and merchandisers. · It helps in addressing any market related issues and solve them immediately thereby ensuring good customer service Line of Business ·He can have agencies of other FMCG but not with any of our competitors. · Exclusive stockiest are preferred.
  • 59. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 59 Bibliography Books: Philip kotler; Marketing Management; eleventh edition; Ranjan saxena; Marketing Management; second edition; Tata McGraw hill publication, New Delhi. Magazine and journals: Business India Trade Journals Reports: Monthly report of the company. Internet.
  • 60. CCCOOOLLLAAAGGGEEETTT PPPAAALLLMMMOOOLLLIIIVVVEEE IIINNNDDDIIIAAA LLLTTTDDD VIM, PUNE 60 Sep' 04 Oct'0 4 Nov' 04 Sep' 04 Oct'0 4 Nov' 04 YT DNov'0 4avg . % growth inNov'04 overH1'04 avg. Sep' 04 Oct'0 4 Nov' 04All- India 892 5 898 4 898 5 762. 3 687. 5 690. 1 688. 6 5 % 52. 1 56. 3 52. 2Branch SummaryKolka ta 125 0 127 2 132 7 95. 9 84. 4 74. 2 78. 9 5 % 51. 0 49. 3 42. 2Chenn ai 211 7 215 8 211 2 205. 5 174. 0 165. 6 176. 3 - 4% 49. 3 47. 0 44. 1Del hi 243 8 245 6 246 4 198. 7 173. 9 187. 0 176. 3 11 % 64. 4 63. 8 56. 2Mumb ai 312 0 309 8 308 2 262. 2 255. 2 263. 4 257. 2 6 % 44. 7 59. 4 59. 1Metro sMumb ai 119 3 118 8 117 1 113. 7 105. 6 111. 1 107. 7 6 % 48. 9 68. 1 68. 3Kolka ta 83 8 85 5 88 2 72. 6 61. 7 54. 9 59. 8 2 % 54. 2 51. 8 43. 8Chenn ai 52 7 55 9 53 5 59. 5 56. 7 51. 8 54. 3 - 5% 49. 2 50. 1 48. 8Del hi 85 9 85 9 85 7 74. 2 71. 3 74. 3 70. 4 9 % 70. 5 71. 5 67. 1Bangal ore 53 7 53 9 54 3 49. 4 39. 9 42. 1 38. 8 23 % 53. 5 52. 7 47. 4Hydera bad 47 9 47 0 44 3 36. 4 21. 0 22. 5 28. 1 - 22% 48. 7 40. 2 36. 8 Comme nts Major Accounts Scorecard - end-Nov'04 2. MSS compliance has picked up in last 2 months in Mumbai branch but has dropped in other 3 branches. Mumbai metro hasa high 68% MSS compliance. Hyderabad is really worrying at 36% MSS compliance ! 1. Overall growth in Nov'04 over H1'04 is 5% - MA sales has been declining in Calcutta & Chennai branches in last 2 monthsesp. in Hyderabad metro MSS Compliance INTEL # of accts. Sales (in Rs. Lakhs)
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