This document contains sales and marketing plans for Formica products in Bangladesh. It summarizes the sales achievements and targets for 2014-2015 for different areas in Bangladesh. It outlines strategies to become the market leader in Formica by 2017 through extensive sales monitoring, quality control, color innovation, and introducing high-end compact laminates. Key aspects of the plan include analyzing competitors, setting monthly and yearly sales targets, promotions and incentive programs, and ensuring customer satisfaction.

1. for

2. RAKESH KUMAR GHOSH
AREA SALES MANAGER (specially
assigned for FORMICA)
SBML,SFLL
Since August 2013
MBA – HELP UNIVERSITY, KL,
MALAYSIA
BBA – UNIVERSITY OF MADRAS,
CHENNAI, INDIA
MBA – HELP UNIVERSITY, KL,
MALAYSIA
BBA – UNIVERSITY OF MADRAS,
CHENNAI, INDIA
INTRODUCTIO
N
INTRODUCTIO
N

3. Our MISSION is to Enrich the Yearly Sales Target by Implementing
1. Extensive Sales Monitoring
2. Ensure the Quality of Products
3. Through Outstanding Innovation of Colors
4. By Introducing High-End Quality, like Compact Laminates
To become the MARKET LEADER of FORMICA within 2017 and to
ENSURE EVERY HOUSE FULL OF COLORS in BANGLADESH
 QUALITY
 CUSTOMER SATISFACTION
CONTINUOUS IMPROVEMENT
 INNOVATION
 BEST SERVICES
 TRUST

5. 20152015
2014……
as on 1st-Jan to 12th-Dec-14
YEAR QUANTITY REVENUE
2014 243418 119761656YEAR QUANTITY REVENUE
2015 318000 156456000
GROWTH (in concern with 2014 vs 2015)
YEAR QUANTITY GROWTH in %
2014 243418
31%
2015 318000

6. AREA NAME
YEARLY
ACHIEVEMENT IN
2014
MONTHLY
ACHIEVEMENT
IN 2014
MONTHLY
TARGET IN
2015
YEARLY TARGET
IN 2015
Last Year Achievement
vs This Year Target
(Growth in %)
DHAKA-A 11547 962 1100 13200 14%
DHAKA-B 6798 567 925 11100 63%
DHAKA-C 82858 6905 7200 86400 4%
DHAKA-D 3011 251 550 6600 119%
DHAKA-E 41029 3419 5125 61500 50%
DHAKA-F 5581 465 775 9300 67%
DHAKA-G 381 32 125 1500 294%
DHAKA-H 891 74 200 2400 169%
Chittagong 19489 1624 2000 24000 23%
Comilla 4359 363 600 7200 65%
Sylhet 5349 446 675 8100 51%
Mymensingh 1715 143 275 3300 92%
Rangpur 21554 1796 2425 29100 35%
Khulna 1871 156 275 3300 76%
Faridpur 3295 275 500 6000 82%
Barishal 1348 112 225 2700 100%
Rajshahi 32006 2667 3475 41700 30%
Corporate 336 28 50 600 79%
GRAND TOTAL 243418 20285 26500 318000 31%

7. YEARLY (AREA to AREA) SALES ACHIEVEMENT in 2014 TARGET in 2015 (FORMICA)vs
NAME OF AREA D-A D-B D-C D-D D-E D-F D-G D-H CTG COM SYL MYMN RANG KHL FRD BRSL RAJ CORP TOTAL
YEARLY ACHIEVEMENT
IN 2014
11547 6798 82858 3011 41029 5581 381 891 19489 4359 5349 1715 21554 1871 3295 1348 32006 336 243418
YEARLY TARGET IN 2015 13200 11100 86400 6600 61500 9300 1500 2400 24000 7200 8100 3300 29100 3300 6000 2700 41700 600 318000

8. COLORS CONTRIBUTION- At A Glance
COLORS Monthly VOLUME
Yearly
Volume
Value/pcs Yearly VALUE
Actual Yearly
VALUE
COLOR
CONTRIBUTION in %
White Color 4225 50700 475 24082500 24944400 16%
Solid Color 800 9600 485 4656000 4723200 3%
Wood Color 19900 238800 495 118206000 117489600 75%
Metal Color 1575 18900 495 9355500 9298800 6%
GRAND TOTAL 26500 318000 156300000 156456000 100%
Average Value/pcs 492
YEARLY SALES PLAN IN 2015 (IN CONCERN WITH COLORS)YEARLY SALES PLAN IN 2015 (IN CONCERN WITH COLORS)

9.
Expected Sales
Plan on
JANUARY
Expected
Sales Plan
on
FEBRUARY
Expected
Sales Plan
on MARCH
Expected
Sales Plan
on APRIL
Expected
Sales Plan
on MAY
Expected
Sales
Plan on
JUNE
Expected
Sales Plan on
JULY(Rojar
Eid,15-19)
Expected
Sales Plan
on AUGUST
Expected Sales
Plan on
SEPTEMBER
(Korbani Eid, 24-
25)
Expected
Sales Plan on
OCTOBER
Expected
Sales Plan
on
NOVEMBER
Expected Sales
Plan on
DECEMBER
TOTAL YEARLY
SALES PLAN on
2014
VOLUME In'000 17000 23000 35000 35000 30000 35000 22000 30000 23000 20000 25000 23000
318000
CONTRIBUTION 5% 7% 11% 11% 9% 11% 7% 9% 7% 6% 8% 7%

10. PRESENT MARKET & CUSTOMERS :
FUTURE MARKET & CUSTOMERS :
Only within the country
Low-Segment Consumers - People from low income, Garments
Workers, Garments Manufacturers
Beyond the Domestic Market
High-Segment Consumers - People with medium and even high
income, Interior Firms for high-end decoration
TOTAL MARKET SHARE & SIZE OF FORMICA
SUPER FORMICA
ECONO FORMICA
(PAKISTAN)
GREENLAM FORMICA
(INDIA)
MERINO FORMICA
(INDIA)
TOTAL
TOTAL MARKET
SHARE (Monthly)
20500 6500 4500 2300 33800
TOTAL MARKET
SHARE in %
61% 19% 13% 7% 100%
TOTAL MARKET SIZE
(MONTHLY) 33800

11. PRODUCTS : INNOVATION OF NEW COLORS
INCENTIVE CASH DISCOUNT PROGRAM:
INCENTIVE PROGRAM:
FOREIGN TOUR PROGRAM:
DOMESTIC TOUR PROGRAM:
GIFTS PROGRAM:
CARPENTER'S MOTIVATIONAL WORKSHOP:
BRANDING STRATEGY: ACROLIC NAME PRESENTER

13. SL. NO.
NAME OF
MONTH
Expected
Sales Plan
(in Unit)-
2015
NAME OF PROMOTION
EXPECTED
EXPENDITURE
for
PROMOTIONAL
ACTIVITES
EXPECTED
SELLING
PRICE
NET PRICE/PCS
after
Promotional
Expenditure
Actual NET
PRICE/PCS
in 2014
Expenditur
e
1 January'14 17000 Instant Cash Incentive 272000 8619000
476 471
2 February'14 23000 Lunch Offer CATEGORY-1 CATEGORY-2 425200 11661000
3 March'14 35000
Dealer's
Cash
Incentive
TOUR
PROGRAM
(Foreign-
ThaiLand and
Domestic-
Cox'sBazar)
DEALERS/A
SO/MANAG
ERS
(Domestic
Tour)
Trade
Presenters-
Acrolic
Name
Presenter
2218000 35490000
4 April'14 35000
5 May'14 30000
DEALERS AND MANAGERS
Incentive
Prizes (TV,FRIDGE) for
Dealers
2643000 32955000
6 June'14 35000
7 July'14 22000 Cash Incentive (Dealer) 316800 11154000
8 August'14 30000
Instant Cash Discount
(Dealer)
Dealers Tour & Cash
Incentive
(ASO+Manager)
2085600 26871000
9 September'14 23000
10 October'14 20000 Instant Cash Discount (Dealer) 414000 10140000
11 November'14 25000 Year-End Discount and
Incentive Offer
(Dealers+Managers)
Managers Cash
Incentive
1459200 24336000
12 December'14 23000
WIN-WIN TRADE
PROMOTION-2015
318000
Tk5/pcs in total consumption through-out the year-
2015
1272000 1272000
GRAND TOTAL EXPENDITURE 11105800 162498000

14. COMPETITORS - COLORS & PRICE ISSUE :
RELATED/SUBSTITUTE PRODUCTS :
Manufacturing Cost between ML.B vs
Formica :
COMPETITORS PRICE ANALYSIS OF FORMICA
COLORS SUPER FORMICA
ECONO
FORMICA
(PAKISTAN)
PRICE
DIFFERENC
E with
Super
FOMICA vs
ECONO
GREENLAM
FORMICA
(INDIA)
PRICE
DIFFERENCE
with Super
FOMICA vs
GREENLAM
MERINO
FORMICA
(INDIA)
PRICE
DIFFERENCE
with Super
FOMICA vs
MERINO
White Colors 490 490 0 580 -90 700 -210
Solid Colors 500 490 10 515 -15 880 -380
Wood Colors 510 490 20 515 -5 730 -220
Metal Colors 520 490 30 515 5 730 -210

15. PRODUCTS :
MANPOWER:
QUALITY
VARIETIES OF COLORS
COMPACT LAMINATES
3 EMPLOYEES AS A TEAM FOR DHAKA
METRO