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Presented by
Pritam Sahoo (13DM050)
Vipul Sharma (13DM049)
Kushal KumarR.(13DM046)
 Branch office address,
 Bajaj Electricals Ltd Kharavela Nagar, Janpath,
Bhubaneswar 751 001 Phone : 0674-2390697, 2396980,
2394052 Fax : 0674-2390294 Email
:bhu_cic@bajajelectricals.com .
 Distributor’s address,
 Bapuji nagar Bhubaneswar.
Why Bajaj Appliances?
 Interested in consumer durables
 Bajaj appliances is a major player in CD sector.
 And it also holds effective market share.
 It’s growth in last two years was on an average 20 to 22%.
 Revenue contributed by CD
Presentation structure
 Entire delivery order system?
 Timing or getting the order? And order punching system?
 Number of SKU? (High/Moderate/Low) and why?
 Which product do not come to Orissa but sold elsewhere?
And why?
 Examples of secondary scheme?
 How schemes effect Dealer?
1. Consumer scheme.
2. Dealer scheme.
3. Both.
- CONTINUE...
 7. Cost of distribution?
 8. Counter analysis (detailed)?
 9. How distributor ROI is calculated?
 10. New product launches experience?
 11. How branding, advertising, display are done?
 12. What merchandiser does? Detailed?
Company
C&F
Branch
sales
Godow
n
Distributor
BRANCH
OFFICEExclusive
Stores
Dealers
DISTRIBUTION CHANNEL OF BAJAJ APPLIANCES
Timing of getting the order?
And order punching system?
 The timing of getting order is from 10:00am to 6:00pm.
For daily.
 DSO goes on weekly basis.
 Long arm sales officer goes in fifteen day’s.
 TSO goes to field on monthly basis.
 The order is taken by DSO from dealer’s, manually on a
register.
 They have the punching machine for taking the order from
the distributor at branch office.
Collection procedure
 Target to DSO on daily basis is Rs 50,000.
 Last year the target of distributor was 6.5crores.
 Credit period given to Dealer are on the basis of counter.
A - 15 to 20 Days
B – 20 to35 Days
C - 35 to 50 days
Budget allocation
 It is done on the basis of previous year sales data.
 For instance the estimated market sales of previous was of
3cr and the sales was 1.5cr so on the basis of this data the
company allocated the budget 20-25% more than the
previous year.
 If the estimated market sales was same but the actual sales
was 2.5cr then the budget allocation will be 9-12% more
than this year.
Number of SKU?
(High/Moderate/Low) and why?
 They have 43 to 45 SKU at Bajaj appliances.
 High – Grinder, Iron,& Cooler.
 Moderate- Pressure Cooker, Electric Kettle, Gas stove, and
Toaster.
 Low – Micro oven, O.S. Grill, Rice Cooker, Chimney, and
Water purifier.
 Reason
1.Mordern product.
2.Life of product is more than other’s.
Which product do not come to Orissa
but sold elsewhere? And why?
 Air Fryer.
Modern product,
Customer knowledge,
High cost appliances.
Schemes?
DEALER SCHEME:
Primary scheme & tertiary scheme
 Primary scheme – they have monthly slab of generally
45days to 60day.
Where they give free product’s
Example -10 for 1 for low moving,
15 for 1 for moderate moving.
 Tertiary scheme given on festive occasion.
Effect of schemes on Dealer.
 They compare the schemes of other company and push the
product according to that, even the new product also
moves accordingly.
 More focused on your companies promotion rather than
others.
 Product life cycle might get reduced to some extent.
 Increase in purchase of scheme product’s.
7. Cost of distribution?
 1% of sales amount in total.
 .54% of the company.
 .46% of the distributor.
Counter analysis (detailed)?
 On the basis of three criteria
1. Potential of sales.
2. Payment capacity.
3. Number of sales in variety of SKU.
Based on the sales of the counter A the sales benefits are
given i.e, 1% of ads budget
How distributor ROI is calculated?
New product launches experience?
 Proper ads(ATL,BTL) and broadcasting.
 Conference with dealer and distributor’s.
 Feature’s disclosure in all the outlet’s before hand.
 Example : induction heater
Launch 2 year back
1st year sales 10cr.
2nd year sales 7cr.
3rd year sales 3.5cr.
How branding, advertising, display
are done?
 In shop branding.
 Neon signboards inside the shop in scheme product’s.
 Advertising
1.Hoardings
2.Canopy
3.Brand promoting boys(Dealer’s counter)
4.Glowsign bar.
Paper ads
Media advertisement
 Example-ads of Pressure cooker
They have given a advertisement in local media in
odia channel’s.
The budget was of 2cr which was for six month.
Increase in sales of the product by 30%.
And the sales of other product rise by 7 to 8%.
.What merchandiser does? Detailed?
 Merchandisers are responsible for ensuring that products
appear in the right store at the right time and in the right
quantities.
 Trying to forecast trends.
 Plan stock levels and monitor how fast, or slow, the stuff
is disappearing from the shelves.
 Product is kept in proper in store.
 Visual displays.
CHANNEL DISTRIBUTION OF

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CHANNEL DISTRIBUTION OF

  • 1. Presented by Pritam Sahoo (13DM050) Vipul Sharma (13DM049) Kushal KumarR.(13DM046)
  • 2.  Branch office address,  Bajaj Electricals Ltd Kharavela Nagar, Janpath, Bhubaneswar 751 001 Phone : 0674-2390697, 2396980, 2394052 Fax : 0674-2390294 Email :bhu_cic@bajajelectricals.com .  Distributor’s address,  Bapuji nagar Bhubaneswar.
  • 3. Why Bajaj Appliances?  Interested in consumer durables  Bajaj appliances is a major player in CD sector.  And it also holds effective market share.  It’s growth in last two years was on an average 20 to 22%.  Revenue contributed by CD
  • 4. Presentation structure  Entire delivery order system?  Timing or getting the order? And order punching system?  Number of SKU? (High/Moderate/Low) and why?  Which product do not come to Orissa but sold elsewhere? And why?  Examples of secondary scheme?  How schemes effect Dealer? 1. Consumer scheme. 2. Dealer scheme. 3. Both.
  • 5. - CONTINUE...  7. Cost of distribution?  8. Counter analysis (detailed)?  9. How distributor ROI is calculated?  10. New product launches experience?  11. How branding, advertising, display are done?  12. What merchandiser does? Detailed?
  • 7. Timing of getting the order? And order punching system?  The timing of getting order is from 10:00am to 6:00pm. For daily.  DSO goes on weekly basis.  Long arm sales officer goes in fifteen day’s.  TSO goes to field on monthly basis.  The order is taken by DSO from dealer’s, manually on a register.  They have the punching machine for taking the order from the distributor at branch office.
  • 8. Collection procedure  Target to DSO on daily basis is Rs 50,000.  Last year the target of distributor was 6.5crores.  Credit period given to Dealer are on the basis of counter. A - 15 to 20 Days B – 20 to35 Days C - 35 to 50 days
  • 9. Budget allocation  It is done on the basis of previous year sales data.  For instance the estimated market sales of previous was of 3cr and the sales was 1.5cr so on the basis of this data the company allocated the budget 20-25% more than the previous year.  If the estimated market sales was same but the actual sales was 2.5cr then the budget allocation will be 9-12% more than this year.
  • 10. Number of SKU? (High/Moderate/Low) and why?  They have 43 to 45 SKU at Bajaj appliances.  High – Grinder, Iron,& Cooler.  Moderate- Pressure Cooker, Electric Kettle, Gas stove, and Toaster.  Low – Micro oven, O.S. Grill, Rice Cooker, Chimney, and Water purifier.  Reason 1.Mordern product. 2.Life of product is more than other’s.
  • 11. Which product do not come to Orissa but sold elsewhere? And why?  Air Fryer. Modern product, Customer knowledge, High cost appliances.
  • 13. Primary scheme & tertiary scheme  Primary scheme – they have monthly slab of generally 45days to 60day. Where they give free product’s Example -10 for 1 for low moving, 15 for 1 for moderate moving.  Tertiary scheme given on festive occasion.
  • 14. Effect of schemes on Dealer.  They compare the schemes of other company and push the product according to that, even the new product also moves accordingly.  More focused on your companies promotion rather than others.  Product life cycle might get reduced to some extent.  Increase in purchase of scheme product’s.
  • 15. 7. Cost of distribution?  1% of sales amount in total.  .54% of the company.  .46% of the distributor.
  • 16. Counter analysis (detailed)?  On the basis of three criteria 1. Potential of sales. 2. Payment capacity. 3. Number of sales in variety of SKU. Based on the sales of the counter A the sales benefits are given i.e, 1% of ads budget
  • 17. How distributor ROI is calculated?
  • 18. New product launches experience?  Proper ads(ATL,BTL) and broadcasting.  Conference with dealer and distributor’s.  Feature’s disclosure in all the outlet’s before hand.  Example : induction heater Launch 2 year back 1st year sales 10cr. 2nd year sales 7cr. 3rd year sales 3.5cr.
  • 19. How branding, advertising, display are done?  In shop branding.  Neon signboards inside the shop in scheme product’s.  Advertising 1.Hoardings 2.Canopy 3.Brand promoting boys(Dealer’s counter) 4.Glowsign bar. Paper ads
  • 20. Media advertisement  Example-ads of Pressure cooker They have given a advertisement in local media in odia channel’s. The budget was of 2cr which was for six month. Increase in sales of the product by 30%. And the sales of other product rise by 7 to 8%.
  • 21. .What merchandiser does? Detailed?  Merchandisers are responsible for ensuring that products appear in the right store at the right time and in the right quantities.  Trying to forecast trends.  Plan stock levels and monitor how fast, or slow, the stuff is disappearing from the shelves.  Product is kept in proper in store.  Visual displays.