This presentation summarizes ABC company's plans to expand its skin care product line in West Bengal, India. It discusses key points such as: 1) The current skin care market in India is growing at 9% annually and ABC aims to target different skin types with products like cleansers, moisturizers, and anti-aging treatments. 2) ABC will segment its products based on demographics, geography, and behaviors. It will start by focusing on major cities in West Bengal like Kolkata and expand to other areas over time. 3) ABC's expansion plans include increasing its sales team to 43 members, adding distributors, and using strategies like promotions and e-commerce to target different customer groups

1. THIS IS YOUR
PRESENTATION
TITLE

2. Introduction of Skin
Care
Skin Care trands

3. Skin is a part of the body which gives shape to the beauty of a person and for a company like ABC,
which emphasizes on the aspect of beauty with glamour; it can't ignore the skin care product line.
Major products line in Sunscreen, Facial, Serum and mask provide within this area are: cleansers &
toners, skin care, moisturizers, problem solvers, antiaging.
We dividing types of skin in three category :
▫ Dry Skin
▫ Combination Skin
▫ Oily Skin
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4. Current Market in Skin care
The Indian beauty and personal care market,
given its growth of 25% each year, is
anticipated to have a CAGR of 9%, from
EUR 12-12.8 billion (USD 14-15 billion)
in 2017 to EUR 18.8-19.7 billion (USD
22-23 billion) in 2022
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Now:
75% :- Business comes from General trades or
A-class stores.
22% :- Business is growing in Modern-trade
like : Large format, Multi-brand outlets,
direct sales and by Salon and clinic.
3-4% :- Business comes from E-commerce.
(But its growing rapidly)

5. Product Positioning
High
Quality
Price
Middle
Low
We can segmentation our range
Demographic, Geographic, Psychographic, Behavioral
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13-25 Age Use Bright make-up
25-45 Age Use light and sober make-up
Class – A High product range :
Class – B Less costly product :
Rural Use low quality product
Urban Depend on living style

6. SWOT ANALYSIS
6
STRENGTHS WEAKNESSES
New in market
OPPORTUNITIES THREATS

7. 4Ps
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8. 4P
Price
Price could range between Rs: 750- 4000
Place
West Bengal region
Cities : Kolkata, Burdhwan, Siliguri, Durgapur
Stores :
 A-B Class retail stores
 Modern trade
 E-commerce
Promotion
 Online Marketing : E-mail, Social media, SEO, PPC
 Visibility display, Scheme, BTL promotion
 Entered in direct marketing strategy by contacting
 Awareness of our range to direct to customers.
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Product
Skin care range
All Dot & Key SKU.

9. OUR PROCESS
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Team
Started from team extention and
should be target oriented focus
membrs.
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Area Covered /
Distribution
Area extention in West bengal like :
Kolkata, Siliguri, Asansol, Howrah,
Durgapur, Kharagpur, Burdhwan,
Haldia, Sherampore, Purulia, Nadia,
Birbhum, Midnapore.
A & B class Stores.
2
Sales / Customers
Connect end customers by marketing
and ground level visibility for making
new customers size with help of after
sales service for keep existing
customers. (Brand loyal customrs)
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10. Supply / Distribution Chain
10
Dot & key Distributor
Retailer/
Shop Customer

11. Team Planning.
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12. Team planning
12
RSM
ASM 1 ASM 2
Sales Executive 4
Sales Executive 3
Sales Executive 2
Sales Executive 1
B.A
1
B.A
2
B.A
3
B.A
4
B.A
6
B.A
7
B.A
8
B.A
9
B.A
10
B.A
11
B.A
12
B.A
13
B.A
14
B.A
15
B.A
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13. AND TABLES TO COMPARE DATA
Distributor Covered (per) Outlate Coverd (Per) Team Qty
ASM 04 240 02
S.O / Sales Executive 01 80 16
B.A -- 1 32
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14. Staff & Distribution plan (Projection)
Projected Working Staff
▫ Total No. of Regional Sales Manager : 01
▫ Total No. of Area Sales Manager : 02
▫ Total No. of Sales Officer / Executive : 16
▫ Total No. of Beauty Adviser : 32
▫ Total No. of Sales Team : 43
▫ Total No. of Distributor (Exp.) : 08
▫ Avg. expected sales per Distributor : 2 Lac
Expected Turn Over of Region 08*2 Lac = 1,40,00000
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15. Operation Expenses (Projection)
Operation Expenses
▫ 32 B.A ……@ 12,000………… 3,84,000
▫ 16 S.O ……@ 22,000…………… 3,52,000
▫ 02 A.S.M …@ 35,000…………… 70,000
▫ 1 R.S.M … @ 75,000…………… 75,000
▫ O.H Exp…. @ 2.5% …………… 3,50,000
▫ Sales Promotion …@ 5% ……… 7,00,000
▫ Sales Infrastructure .…@ 5% ……… 7,00,000
Total ∑ 26,31,000
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16. Condition for Sales team
▫ To be on lower side even if treat purchase of only 2,00,000/- per distributor.
▫ One S.O / Executive will visit 40 counters per day. Assuming his productivity is 25%, ie. his
10 counters are productive. Our average per counter is approximate Rs. 3500/-.
▫ Accordingly Rs. 3500 X 10 counters = Rs. 35,000/- per day retail. Hence Rs. 35,000/- per day
X 25 days = 8,75,000/-
Then, 16 S.O/executive will covered = 16 X 8,75000 = 1 CR, 40 Lack.
▫ So, the distributor has to repeat order in 15 days itself, He needs to clear the payment of
Stockiest before forwarding further order.
And 2 S.O will reported on distributor point.
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17. Area wise planning
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City - 2
City - 1 City - 3 City - 4

18. TIMELINE
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DEC
NOV
OCT
SEP
AUG
JUL
JUN
MAY
APR
MAR
FEB
JAN
Start from May 2021
(Kolkata & Howrah)
B Class City
Siliguri, Burdhwan,
Durgapur, Asnsol,
Khargpur coverd with
atleast 1 distributor.
Market extention in A
& B class city.
Minimum 2-3
distributor in a city.
Phase – 2nd
Kolkata, Howrah local
area coverd 90%.
(Distribution and
Sub-distributor)
Market extention in A
& B class city.
Minimum 2-3
distributor in a city.
Full coverage in A &
B class city.
Minimum 2-3
distributor in a city.
Phase – 3rd
6 months planning – Area wise
FY2021-22

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