This document analyzes sales and supply management of Dabur products like Fem and Uveda at modern trade outlets in Delhi-NCR. It finds that sales are highest at Westlife Mall in Rajouri Garden, EDM Mall in Kaushambi, and Omex Mall. Sales are lowest at outlets like Big Bazaar in Gurgaon, Shahara Mall in Gurgaon, and DLF Mall in Vasant Kunj. It recommends improving product promotion, training business associates, optimizing outlet displays and demand-supply management to boost sales performance.

1. PRESENTED BY: SHWAYATNK AJAY ROLL NO. 107 A STUDY OF THE SALES MANAGMENT AND SUPPLY MANAGMENT OF MODERN TRADE OUTLETS OF DABUR PRODUCTS – FEM AND UVEDA IN DELHI-NCR

2. Sep 12, 2010

3. COMPANY PROFILE Largest Herbal & Natural Portfolio 4000 Distributors in India Retail Reach 2,500,000 5 Umbrella Brands 350+ products 4000 employees 15 Manufacturing Plants Sizeable Presence in high growth Sep 12, 2010

4. 1884 • The birth of Dabur 1972 • The company shifts base to Delhi from Kolkata. 1986 • Registered as Public Limited Company 1994 • Listed on the Bombay Stock Exchange 1998 • Professional team inducted to run the company 2000 • Crosses Rs 1000 Crore Turnover 2003 • Pharmaceutical Business de-merged to focus on core FMCG 2004 • Profit exceeds Rs.100 Crore 2005 Acquired the Balsara , strengthening the oral care & provided entry into the Home care segment 2006 Dabur figures in top 10 places to work 2007 Dabur ranked amongst Asia’s best under A Billion’ enterprises by Forbes. 2008 Acquired the Fem care Pharma entering the mainstream skin-care segment 2010 • Touched US$3.5 billion market cap

5. RESEARCH METHODOLOGY PRODUCTS UNDER STUDY Sep 12, 2010 UVEDA BLEACH – FEM, SAKA, OXY, HERBAL

6. RESEARCH METHODOLOGY LOCATIONS UNDER STUDY Sep 12, 2010 S.NO NAME OF OUTLETS ADDRESS 1 NEW U DLF MALL NEW U VASANTKUNJ 2 NEW U NEW U BASANT SQAURE MALL VASANTKUNJ 3 FOOD BAZAR V3S MALL LAXAMI NAGAR FOOD BAZAR 4 VISHAL MEGA MART SEC 14, GURGAON 5 BIG BAZAR WAZIRPUR ,NETAJI SUBHASH PALACE METRO STN , BB 6 BIG BAZAR WAZIRPUR BB 7 FOOD BAZAR ROHINI NEAR PITAMPURA METRO STN.DEPALI CHOK ,FOOD BAZAR

7. RESEARCH METHODOLOGY LOCATIONS UNDER STUDY Sep 12, 2010 8 BIG BAZAR INDARLOK BB INDARLOK METRO STATION 9 BIG BAZAR SUNCITY MALL NEAR CADCARDUMA COURT ,CROSSRIVER,SAHADRA BB 10 BIG BAZAR RAJORI GARDEN WEST LIFE MALL BB 11 PERSONAL CARE GURGAON GUDGAON CENTRAIL MALL,NGS ROAD,NEAR IFFCO CHOK ,PERSONAL CARE 12 PERSONAL CARE GURGAON SPENCERS NEAR IFFCO CHOK 13 BIG BAZAR AMBIANCE MALLGURGAON BB 14 BIG BAZAR SAHARA MALL NEAR IFFCO CHOK,GURGAON BB S.NO NAME OF OUTLETS ADDRESS

8. RESEARCH METHODOLOGY LOCATIONS UNDER STUDY Sep 12, 2010 15 BIG BAZAR VASANTKUNJ BASANT SQAURE MALL 16 BIG BAZAR VASANTKUNJ BASANT SQAURE MALL A,BB 17 BIG BAZAR NOIDA SEC 18,GREAT INDIA PALACE 18 FOOD BAZAR SHIPRA MALL,GAZIABAD FOOD BAZAR 19 FOOD BAZAR KAUSHAMBI EDM FOOD BAZAR 20 BIG BAZAR KAUSHAMBI SPENCERS 21 BIG BAZAR INDIRA PURAM DIRECT CHAIN S.NO NAME OF OUTLETS ADDRESS

9. RESEARCH METHODOLOGY MODE OF STUDY Primary – Personal Interview of the BAs (Personal visits) - Observation of the Sales Report (DSR & BAs report) Secondary – Internet , Annual reports , Company Manuals & Brochures etc. Sep 12, 2010

10. OBJECTIVE OF STUDY Sep 12, 2010 * PRIMARY OBJECTIVE To study the Sales of Fem & Uveda at Modern Trade Outlets (MTOs) of Dabur in Delhi / NCR To study the Supply Management of Fem & Uveda at MTOs in Delhi / NCR. To identify the gaps in the PROCESS & suggest ways to improve it. * SECONDARY OBJECTIVE To monitor the performance of the BAs at the key counters of MTOs & motivate them to achieve the targets .

11. ANALYSIS Sep 12, 2010

12. ANALYSIS Sep 12, 2010 S.No. NAME OF OUTLET FEM SALES (Rs. 9360 per month) UVEDA SALES(Rs. 31200 PER MONTH 1 NEW U ,DLF MALL- VK 2138 7311 2 NEW U, BSM MALL- VK 4169 4221 3 FOOD BAZAR, V3S MALL 5123 6543 4 VISHAL MEGA MART ,GURGAON 6321 7798 5 BIG BAZAR , WAZIRPUR-MT STN 2366 8328 6 BIG BAZAR , WAZIRPUR 2091 2766 7 FOOD BAZAR ,ROHINI 5016 8466 8 BIG BAZAR ,INDARLOK 6786 9876 9 BIG BAZAR,SHAHDRA 5767 11262 10 BIG BAZAR , WEST LIFE MALL,R.G 9839 26888 11 PERSONAL CARE ,CENTRAIL MALL,GURGAON 5089 4193 12 PERSONAL CARE,SPENCER ,GURGAON 5432 7654

13. Sep 12, 2010 S.No. NAME OF OUTLET FEM SALES (Rs. 9360 per month) UVEDA SALES(Rs. 31200 PER MONTH 13 BIG BAZAR AMBIANCE MALL 4792 2931 14 BIG BAZAR ,SAHARA MALL 23131 10971 15 BIG BAZAR,BASANT SQUARE MALL 8163 10934 16 BIG BAZAR,OMEX MALL SOHNA LAKE 9626 14196 17 BIG BAZAR,GIP NOIDA 1325 1888 18 FOOD BAZAR SHIPRA MALL 11270 14650 19 BIG BAZAR,EDM MALL 9974 14004 20 BIG BAZAR SPENCER KAUSHMBHI 3257 8745 21 BIG BAZAR , INDIRA PURAM 4843 8475

14. Sep 12, 2010

15. INFERENCES Sep 12, 2010 1. The poor performers in terms of the Fem Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:- Big bazaar-Gurgaon > Shahara Mall-Gurgaon > DLF Mall-VK > Big Bazaar, Wazirpur > GIP 2. The excellent performers in terms of the Fem Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:- EDM Mall > Westlife Mall- Rajouri Garden > Omex Mall

16. INFERENCES Sep 12, 2010 3. The status of the performers in terms of the Uveda Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:- Ambience Mall > Big Bazaar, Wazirpur > GIP ( Very poor performance ) Food Bazaar-Rohini > Aditya Mall-Indrapuram > Big Bazaar, Wazirpur > DLF-VK > BSM > Central Mall-Gurgaon ( Poor performance ) Shipra Mall > Omex Mall > EDM Mall-Kaushambi > Big Bazaar- Shadara ( Average performance ) 4. Overall the good performers (BAs) for various Malls can be stated in the following decreasing order :- Westlife Mall- Rajouri Garden > EDM Mall-Kaushambi > Omex Mall > Shipra Mall

17. LIMITATIONS

18. RECOMMENDATIONS Sep 12, 2010 Improve ambience and location to boost sales. BAs should be trained to promote sales better & take active responsibility. Poor performances can be managed by giving new offers & incentives to attract the customers. Proper and timely feedback & motivation keep the spirits of the BAs high. The outlets display , counters and shelf place needs to be presented in an attractive way to enhance customer visits.

19. RECOMMENDATIONS Sep 12, 2010 Delays should be avoided and demand- supply requirements should be properly regulated. Increasing customer awareness & education regarding the Ayurvedic Dabur products. More advertisements should be there focussing on the products, their mode of usage & benefits. Packaging relative to the pricing should be improved and trial packs should be promoted .

20. Sep 12, 2010 The Sales management requires a thorough knowledge & understanding of the cross functional departments like HR, Supply & Logistics management, Production & Operations management etc. Hence, the modern marketers need to play a significant role in coming up with new strategies and promotion methods, if they really wish to surmount the modern competitive barriers and lead the market. CONCLUSION

21. Sep 12, 2010 Thank you !!! GO GREEN , STAY HEALTHY….