Suyash Intentional Pvt. Ltd. distributes products through various trade channels including general trade, modern trade, wholesalers, retailers, distributors, malls, complexes, and franchised outlets. They analyze distribution, volume, merchandising, and initiatives to enhance sales. Trade is segmented into monthly, bi-weekly, and weekly cycles. Targets are set accordingly. Merchandising focuses on shopper-based designs with proper product placement, visibility, and availability. Per-product pointing aims to maintain 100% product visibility and availability in outlets. Filling gaps helps develop "outlet homes". Semi-life conducted products require a supply chain with limited stations for timely delivery to end users like confection

1. AB 168
Case study – Suyash Intentional Pvt.Ltd.
1

2. Suyash Intentional Pvt.Ltd.
2
Distribution Partners

3. FMCG Module Trade
General Trade Modern Trade
Wholesale Shops
Retail Shops
Distributor
Malls
Complex
Marts
Confectioneries
Suppliers
Coffee Shop
Bakery Shop
3
Franchised Outlets
Stockiest

4. FMCG Core
General Trade
Modern Trade
Wholesale Shops
Retail Shops Confectioneries
Sweet Shop
Super Markets
ComplexMarts
Coffee Shop
Bakery ShopStockiest
4
Franchised Outlets
Private label OutletsDistributor
General Mini outlets
Local Super Market
Small Suppliers
Hyper Market
Core Analysis

5. 5
Distribution is the process where Distributors can make
more and more distribution as per they want and can
flow the speedy transactions
As per my study suyash International Trade market is
huge ! But the gap of trading is tiny !!
Company has acquired the master brands which shows
the high potential of sales
Every MNCs Company has their unique supply
management but distributor failed to acquire because of
large numbers of distributions
Suyesh International faces the same trouble
Overview

6. 6
VDMI
Volume
Distribution
Merchandising
Initiatives
These are the 4 way direction as I have made to enhance the sales volume ,
these 4 directions we can examine the trade cycle ,
Volume represents the total sales , distributions represents the way of delivering
the product to a shop , Merchandising represents the visibility of product into
the shops, initiatives Stands the major part of selling where we deliver the
product as company nominated to deliver in the shop .

7. 7
Planning of Months (POM)
It is the status that sales person make his target
assignments to achieve the target in given time and
given volume
Examine There are Mainly types of 3visiting Trader Cycle
Monthly Trade Cycle
Half Monthly Trade Cycle
Weakly Trade Cycle
Every Sales person’s market are
divided in following cycles , to raise
the volume as company developed
for the specified market.
30 Days
7 Days
15 Days
MTC
CTC
WTC
Volume

8. 8
Trade Segregation Point (TSP)
Monthly Trade Cycle Whole Sellers , Big Traders , Volume makers
Central Trade Cycle Departmental Store , Semi Whole sellers
Weakly Trade Cycle Retailers , Small Shops
Trade
segregation
is vital
resource of
making
Trades wise
knowledge
into market.
It consists
the
designation
and
promotion of
traders time
to time ,as in
we can see in
S.P.O.T.
Theory
Per month target approx. 10,00000
MTC
CTC
WTC
5,00000
3,50000
2,50000
Segregation is an art it can’t be
drawn in a sheets or presentations
Because it consist volume
management , visit distribution , per
product point, range distribution ,
credit formation , filling up gaps ,
promoting the traders etc
Distribution

9. 9
MTC Targeted WTC TargetedCTC Targeted
Segregation Marking Method
Super Market
Hyper Market Departmental Store
RetailersSemi Whole Seller
Whole seller Sweet Shops
New Shop
Local department Shop
WSA WSA1 WSB
WDA1
Confectionery
WDA
Franchised outlet Coffee Shop
WDB
Private Label outlet
WCA

10. 10
MerchandisingIn every single product Line
there are only two of
differences like Size & Class.
20Ml 250 Ml 400 Ml 650Ml120 Ml
Shopper Based Design SBDAs we have already discussed in FMCG Core
, there are many types of outlets , Suppose
if we put 650ml in normal retail shop ,
there will be no sense , because shop
designing local based market , but putting
20ml instead of there will be a sales
happened , that’s the process we introduce
conceptual strategy as a SBD Theory.
Placing P1

11. Shop Structure
11
SBD = Availability + Visibility
This is the simple format that
company needs to do the
visibility of product ( an
example in picture we can find
the placing of products that is
from eye side 90 degree and
from foot 45 degree in simple
mathematic word a complete
right angle triangle .
Positioning P2
Promotions and ads can be powerful to sale the product , but according to my study
channel selling is most powerful assets of company if they developed the SBD well ,
because in channel selling you can get to know the first information as well as
second information , only channel selling can tell the exact information's

12. 12
Per Product Pointing (P3)3
P3 is a innovative theory and its has
the challenge to the company that
they have to control , they offer the
many schemes any offers to point the
product in shops .
lets know the P3 Theory......
That's most challenging for the trading to
maintain full ambience of there product , but
there is a problem than must be solution
behind the problem . As per theory there are
2 ways to circulate the product with 100%
Ambience …
P3 Theory = 100% Visibility + 100% Availability
1 2 3 4 5 6 7 8

13. 13
XYZ Stores WSA 60000
=60000/6 Visits
= 10000 Pm
=10000/1.5 Visits
= 1st Visit 6667/-
=2nd Visit 10000-5000
= 5000/-
Total Achievable
target
=6667+5000
=11667/-
1.3.6.7.8
Vendors
CTC
(Class)
Quarterly
Target
Calculations Outlet Points (OP)
Calculation will be
according quarterly
basis , planning of
volume as per same
in above method
because achievable
amount will be
more where as
volume can be
achieved .
OP points also plan as per
quarterly so that we
calculate their OP in 3
months where as the outlet
hasn’t taken the product in
above Colum we have
maintained that outlet has
to take 1.3.6.7.8. Products
instead of he has taken
2.4.5.
Budgeting of
volume sales
target
according to
Quarterly
Class
of the
outlet
s
Vender
Names
( PFD ) certainty

14. 14
Outlet Points (OP)
As previous we have seen the OP Points now we have seen the 1.3.6.7.8. Gaps ,
this gap made him to developed the store as OP Home , op Home differs that the
outlet is full of his OP and the outlet is maintaining OP homes , if he clears 1.3.8 .
Then 6.7. shows their gaps and next visit sales person will deliver the gaps .
After 3 months prior if it will no be converted by the sales person then gap will be
seen again as 1.2.3.4.5.6.7.8. , Sales planning will be made as per yearly planning
after an year gaps will suspend to their 3rd slot which is WSB Class where the
outlets visits will be 4 times then in simple word the outlet will be demoted where
he was the clear move to the WSA Class.
And outlets credit limit will be 4 times in a months basis instead of 2 times of the
months .
Clearing the gaps moves to the Outlet Home that’s is the mark of the 100%
Visibility with 100% availability into the outlets ……

15. 15
Outlet Home
By filling up all the
SKU Gaps , that
becomes the perfect
Outlet Home, it means
the home of sunsilk .
Outlet Shelves
Outlet Home ?
Slow Moving SKU 100 % Visibility
100% Availability
Dead Stock
Adaptation of New Product
Channel Marketing

16. Normally company follows as it is supply chain and if we calculate in Nepal 90%
Company follows the same structure and fill the gap in other sections such as
Confectioneries , Hotels , Restaurants , Sweet shops and in Modern Trade.
16
General Supply Chain of Confectionery Products
Suyash Intentional Pvt.Ltd.
Final Chapter
Semi life conducted product

17. 17
Semi life conducted product
It consist the minimum life strength , where SKUs don’t allow to merge in
Long supply chain practice , and it becomes no use at last for consumers .
And in distribution of Suyash International , there are large
number of Semi life conducted product , so they need the
exact point of sales rather than the old familiar Long supply
chain…….
There should be a certain supply chain which has the limited
Supply stations , so the semi conducted product can deliver
in the minimum time .

18. 18
Confectionery related supply system
C&F
End
Users
ProductionResource
Distributor
Confectioneries
Bakery Shop
Private Label Shop
Franchised Outlets
Wholesaler Retailer

19. 19
Core Competencies
जो दिखता है वही दिकता है !
If you can market!
then you are the Master !!