The document provides details about Himalaya's sales and distribution operations in Thane city, including: 1) Himalaya has 916 outlets in Thane city covered by 6 sales managers who each manage 36 beats. Around 80% of Himalaya's business in Thane comes from 43 high performing "A class" outlets. 2) The sales officer plans include allocating beats to sales managers, collecting forecasts from managers, and launching promotional schemes at optimal times. Sales managers' plans focus on prioritizing top outlets and maintaining 30 client calls per day. 3) Himalaya forecasts sales by product category for each quarter and budgets 10% of the total annual sales target for schemes and promotions

1. Ganesh More-M18
Varghis Nadar-M8

2. 1930-in the forests of Burma, Mr. M Manal seen
the root, "Rauwolfia serpentina", which helped
pacify elephants.
HQ: Bangalore
Incubation
Vision
“Bring the traditional Indian science of Ayurveda to
society in a contemporary form”
1st Launch
World's first natural
antihypertensive drug

3. Himalaya
Personal
Care
Wellness
Pharma
Baby Care
Nutrition
Animal
Health
Himalaya Group:

4. Himalaya Market Position:
24
18
12
10
8
6
3
3
16
Market Share %
Himalaya Clean & Care Clearasil Ponds Lakme
Garnier Olay Nivea Others

5. Revenue Stream:

6. Himalaya Organization Structure
M. Manal-Founder
Philip Haydon- CEO (Guitarist)
RSM 3 RSM 4RSM 2
ASM 1
RSM 1
NSM 2NSM 1
ASM 2
SO 1 SO 2 SO 3 SO 4 SO 5 SO 6

7. North
West
South
East
Thane
Sales Officer
Himalya Territory Allocation:

8. 600
800
1000
1200
1650
0
200
400
600
800
1000
1200
1400
1600
1800
Y14 Y15 Y16 Y17 Y18
India Sales Plan (INR Cr.)
CAGR: 23
Sales Planning: Personal Care Division
1.68
1.92
2.3
0
0.5
1
1.5
2
2.5
Y16 Y17 Y17
Thane Sales Plan (INR Cr.)
CAGR: 11

9. Sales Planning: Thane City
Thane
916
Outlets
6 Sales
man
36 Beats
1 SO
80% business
from 43 outlets

10. 1.
• Allocation of beats (36) within sales person
2.
• Weekly visit plan given to Salesman.
Prioritize 43-A outlets
3.
• Collect the forecast from SM for material
planning and promotional activity details
quarterly to take prior approval
4.
• Launch the scheme at right time to tackle
competition
Salesman Planning:Sales Officer Planning:
1.
• Precall in every evening. Drill down
secondary sales target per week/day. 30
calls per day
2.
• Prioritize the visit as per the A class outlets
3.
• Check Sales folders,Check schemes letter
4.
• Eye on competitors activity

11. Sales Forecasting:
230 L
Q1 Q2
Q3Q4
70 L 45 L
70 L45 L

12. Product wise Forecasting:
Neem
Face Wash
Creams Hair Care
Pack &
Scrubber
Toothpaste
New
Product
50% 7% 14% 7% 14% 8%
Product wise Contribution

13. Sales Budgeting: 10% of Total Target (23 L for Thane)
Schemes Visibility
A class
outlet more
visibility
Distributor
primary
incentive
Samplings

14. Personal Selling:
Prospecting
Pre-
approach
Approach Presentation Close Follow up
• Identifying
potential
outlets
• Assessing
business
potential
• Competitor
market share
• Prepare
next day
plan in
evening
• Prioritize
the visit
• Check sales
folder
• Scheme
folder
• Open the
call
• Build
relationship
• Merchandis
ing of store
• Stock
checking
• Scheme
presentation
• Value selling
• Placement
for new SKU
• Ask for
order
• Call analysis
• Follow up
for repeat
order

15. Sales Officer Sales Man
1.
• Quarterly incentive based on last year
base value
2.
• Bonus
3.
• Dearness Allowance
4.
• Salary
1.
• Monthly incentive
2.
• Focus pack incentive
3.
• Lines sold incentive
4.
• Value target incentive
5.
• Bonus
Compensation:

16. Training:
Aim Content Method Execution Evaluation
• To achieve
Target
• Retain market
share
• Retention of
distributors
and Sales
team
• Competition
analysis
• Product
training
• Territory
/Distribution
management
• Team
management
• Classroom
training
• On job
coaching
• Role plays
• Case study &
discussions
• Trainee?
• Trainers?
• Place?
• Timing?
• Test
• On job
observation
• Customer
feedback
• Trainers
ratings

17. Sales Officer
1.
• Period: 2days, Frequency: 6months
2.
• Product Knowledge
3.
• Distributor Management
4.
• Beat Management
5.
• Cross Selling
6.
• Upselling
1.
• Period: 1 day, Frequency: 6months
2.
• Product Knowledge
3.
• Role Play
4.
• Open New calls
5.
• Calculation of scheme and margins
6.
• Importance of grooming
Sales Man