1. ITC~Touching your life. everyday A study on the Channel Distribution By: Radhika Gupta- 91041 ShiviAggarwal – 91051 Madhusudan partani- 91029

2. What is ITC ITC is one of India's foremost private sector companies with a market capitalisation of nearly US $ 19 billion and a turnover of over US $ 5 billion ITC has a diversified presence in Cigarettes, Hotels, Paperboards & Specialty Papers, Packaging, Agri-Business, Packaged Foods & Confectionery, Information Technology, Branded Apparel, Personal Care, Stationery, Safety Matches and other FMCG products ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers of growth anchored on its time-tested core competencies: unmatched distribution reach, superior brand-building capabilities, effective supply chain management and acknowledged service skills in hoteliering

3. The Product-Mix FMCG Cigarettes Foods Lifestyle retailing Personal Care Stationery Safety Matches Agarbatti Hotels Agri-business Paperboard and Packaging Information Technology

4. Overview

5. The Composition Manufacturing Unit Separate for each product line Contract Manufacturing Backward Integration E-Chaupal Storage Hubs Stores all the products

6. Cont… Distributors Exclusive based on population Needs to stock all FMCG products( Except Stationery) Wholesalers Retailers Paanwalas Deepest penetration possible

7. Suitability Perishable Short Span Customers prefer fresh products Lot Size Smaller Lot sizes Convenience Waiting Time Product Assortment

8. ChannelObjectives Consumer Behavior Quality Conscious Convenience goods, Needs Intensive distribution Demands variety Very less waiting time Company Objectives Reach masses Rural penetration Diversification Competitive advantage Alternatives Sell ready to eat products through sweet shops like bikanerwala Showrooms for High-End products E-Chaupal

9. Features Selection Distributor is selected based on Infrastructures, Delivery Van, Computer, Warehouse, Sales Force Population based ( 1 Distributor per 20-25 thousand) Control Uses Coercive power To deal in Cigarettes, it is must to deal in Other goods Terms and Conditions Price, Selling Condition, Godown Condition etc…

10. Functions Manpower Promotion Credit Infrastructure Stocking

11. Benefits No Benefits  Higher margins No Credit- Only Cash Payments No Freebies, Paid Vacations Gifts etc.. Very rarely Cash gifts (linked with performance)

12. Others Order Distributors- Weekly Retailers- Twice a week Paanwalas- daily Online order is placed by distributor The periodical order from wholeseller , retailer, paanwalas is collected by staff of distributor. Payment Mostly on Cash-Basis; sometimes post dated cheques Very rarely Credit is allowed on cigarettes

13. Cont… Transportation Uses delivery van, Rickshaw, Cycles, Autos Conflicts No Conflicts Some tiffs raise between distributor and retailer due to under supply from distributor Problems

14. Analysis ITC has the most popular brands of cigarettes in India. The sale takes place from the largest of retailers like Big Bazaar, Spencers to the smallest of paanwalas at every nook and corner in India. Thus ITC has deeply penetrated the Indian cigarette market. With an already established distribution channel for cigarettes, ITC is also selling safety matches, which is complementary to both the cigarettes and agarbattis. The retailers and paanwalas are also ready to stock ITC’s candies, potato chips and finger snacks because of the higher margin as compared to Frito lays, which is its biggest rival in potato chips and finger snacks segment.

15. Analysis By entering into the branded Indian biscuit industry there was a business synergy. ITC was already value-adding to wheat with its branded atta presence. By entering the biscuits segment, it improved its bottom-line further. The company used its existing network of convenience stores -- the company’s name for the hole-in-the-wall pan-beedi shops-- for Sunfeast. The company says the brand is now available in nearly 1.8 million outlets. Sunfeast captured around 7% in mere 3 years since its launch in 2003

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