A presentation on distribution channels used by Reynolds in India. Credits- Anoop, Sahil, Bhavna, Nitin, Sahil, Gowtam

1. LOGO
Brand : Reynolds
GROUP 11
SECTION B
IIM Indore

2. Contents
1 Channel Levels
2 Super Stockists
3 C & F Agents
4 Dealers
5 Attracting channel members
6 Write Site
7 Way Forward

3. Channel Levels

4. Super Stockist
Intermediary between
manufacturer and market
Commission: 3.5%
Effective margin: 2%
Initial investment required
Act as service points

5. Carry & Forwarding Agent

6. DEALERS
Selection Competitor Channel
criteria network segregation
To improve
For small Rotomac, Cello:
product
towns: depending operate through penetration
on counter sales wholesale basis
of the owner in giving complete Only at Indore
the same margins to on trial basis
business wholesalers
Helps in
Main towns: Do not have an
reducing inventory
FMCG distributor extensive levels and lead
distribution network times
Extensive distribution network
Company Logo

7. Attracting
channel
members
Trade promotions
Trade margins
Primary- dealer
6% fixed for incentive of 1.5% of
dealers Institutional sales quarterly value sales
20% approx for Usually through dealers
Secondary- seasonal
retailers and schemes for retailers and
Dealers and ASM
wholesalers distributors
receive pricing supports
BUT
for specific deals
Conditions of sale
Cash and carry policy
Bottom line
Company Logo

8. Some Interesting Facts
It recovered its fixed
costs earlier
Still making a profit
No increment
in product
Brand prices
loyalty of Unique
Reynolds 25% growth
without any concept
Segmen Write site specific to
aggressive
t growing marketing Reynolds
by 15%-
20%
annually
Company Logo

9. WRITE SITE
EXCLUSIVITY OF REYNOLDS
STORE
 An exclusive showroom for
writing instruments
 Showcases a range of global
products from Sanford and
Reynolds, in a smart yet easy
ambience
 Get to touch, feel and choose
from a wide range of
products in a relaxed and
trendy atmosphere

10. WRITE SITE
Company Logo

11. Way forward

12. LOGO
Group 11, Section B