wipro consumer care and lighting, SIP presentation

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This document discusses a study conducted on the distribution channels, gaps, and business development of Wipro Consumer Care in the FMCG sector in India. Some key findings from outlet surveys include that salesperson visit frequencies are generally good, though service quality is average. The distribution structure for some areas seems unorganized with opportunities for improved beat design and salesperson knowledge. Recommendations include redesigning beats, finding new outlet opportunities, improving merchandising, and managing stock. The study helped identify areas for growth and new ways to better serve customers.

A STUDY ON DISTRIBUTION CHANNEL, GAP ANALYSIS AND
BUSINESS DEVELOPMENT OF WIPRO CONSUMER CARE
text
VASCO

G
FMCG SECTOR
49 103.7
CAGR
CONSUMPTION
EXPENDITURE
1496
3600
Billion
Billion $
RURAL PER CAPITA
DISPOSABLE
INCOME 561$
2015
631$
2020

IPRO
FOOD
19%
HEATH CARE
31%
HOUSE HOLD AND
PERSONAL CARE
50%
FOOD
HEATH CARE
HOUSE HOLD AND PERSONAL CARE
CONTRIBUTION

WIPRO
Place - Jalgaon
Founder - Mohamed Azim Hashim Prem ji
29 December 1945
Sunflower vanaspati
Demerge- 1 November 2012
Business - 40 Country, 8300 Employee, 16 MF
USD 911 Million turn over from FY 2016-2017
51% business outside of India, 49% from India
US$ 254 Million investing to grow its business in various category

•Personal care
Santoor
Chandrika
•Wellness
Glucoveeta
Sweet & healthy
•Home care
Safewash
• Lights

DISTRIBUTION CHANNEL OF PUNE CITY
• ACHIEVE TRADING COMPANY
PUNE EAST
• NAKODA DISTRIBUTORS
• VISHAL TRADERS
PUNE WEST
• SAMARTH TRADING COMPANY
PUNE NORTH
DEPOT

SAMARTH TRADING COMPANY
S
BALEWADI
DECCAN
JYMKHAN
A
KHADAK-
WASALA
CHADANI
CHOUK

SAMARTH TRADING COMPANY
Name Number
Total outlets 2450
Total sales person 6
Total beats 18 + 37
Total vehicle 3
Total delivery man 3
Mr. Hariharan ladge
Distribution
center
Shrikant Nath Jatin
V1 V2 V3

SURVEY
 Service of Distributor
 Salesman visit
 Interval of visit
 Demand of our product and
competitor's service
 Why do they prefer to sell any
product?
Sample Size 84 Outlets
Star Category 30
Regular Category 54

OUTLET SURVEY
90%
0%
10%
YES NO NOT REGULARLY
40, 74%
6, 11%
8, 15%
YES NO NOT REGULARLY
VISIT OF SALES PERSON
Sample Size 84 Outlets
Star Category 30
Regular Category 54

OUTLET SURVEY
Sample Size 84 Outlets
Star Category 30
Regular Category 54
VERY
GOOD
27%
AVERAGE
57%
POOR
13%
VERY POOR
3%
VERY
GOOD
20%
AVERAGE
63%
POOR
13%
VERY
POOR
4%
Service Quality

FINDINGS
Where are we lacking?
 Unorganized structure of beats.
 Lack of knowledge about locality and service area.
 Carelessness of salesperson and Distributor.
 Lack of delivery.
 Due to margin and convenient to purchase from
Whole sale.
 Credit from whole seller.

Total beats visited 41
Total outlets Visited 1643
Total New Outlets Added
(order)
349
Total new outlets found
out(without order)
61
Total revenue generated Rs 2.7 Lakh
FINDINGS
EARLIER
87%
ADDED
13%
EARLIER
ADDED
15.2%GROWTH

BEAT DESIGNING
TOTAL NUMBER
OF OUTLET
2640
NEW DESIGNED
BEATS
6
REDISIGNED 31
TOTAL NUMBER
OF BEATS
66
STAR BEAT 18
REGULAR BEAT 38
NEW JOINED SALES MAN

 Observe and get knowledge
about competitor
 Find out new shop where can
we put our display.
 Suggest to the merchandiser.
DIKHEGA TO BIKEGA
MERCHANDISING

SALES PROMOTION
FINDINGS
Total Business- 23800Rs
LED – 81 Ps
Santoor baby soap – 19Ps
Himalaya – 1 Ps
Johnson & Johnson – 13Ps
Santoor hand wash – 2100Rs
Dettol- 236Rs
Life boy - 156Rs

• EVERY PROBLEM I FACED WITH, WAS CONVERTED TO AN OPPORTUNITY TO
LEARN SOMETHING NEW AND FIND DIFFERENT ANSWERS WITH A POSITIVE
ATTITUDE OF SERVING CUSTOMERS BETTER THAN BEFORE.
• IF PROBLEM WAS TRANSPORT, SOLUTION WAS 11 AND STILL SERVED THE
CUSTOMERS ON TIME.
(Resources are scarce but I trust my own resource and that is my ATTITUDE)

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wipro consumer care and lighting, SIP presentation

1. A STUDY ON DISTRIBUTION CHANNEL, GAP ANALYSIS AND BUSINESS DEVELOPMENT OF WIPRO CONSUMER CARE text VASCO

2. G FMCG SECTOR 49 103.7 CAGR CONSUMPTION EXPENDITURE 1496 3600 Billion Billion $ RURAL PER CAPITA DISPOSABLE INCOME 561$ 2015 631$ 2020

4. IPRO FOOD 19% HEATH CARE 31% HOUSE HOLD AND PERSONAL CARE 50% FOOD HEATH CARE HOUSE HOLD AND PERSONAL CARE CONTRIBUTION

5. WIPRO Place - Jalgaon Founder - Mohamed Azim Hashim Prem ji 29 December 1945 Sunflower vanaspati Demerge- 1 November 2012 Business - 40 Country, 8300 Employee, 16 MF USD 911 Million turn over from FY 2016-2017 51% business outside of India, 49% from India US$ 254 Million investing to grow its business in various category

6. •Personal care Santoor Chandrika •Wellness Glucoveeta Sweet & healthy •Home care Safewash • Lights

7. DISTRIBUTION CHANNEL OF PUNE CITY • ACHIEVE TRADING COMPANY PUNE EAST • NAKODA DISTRIBUTORS • VISHAL TRADERS PUNE WEST • SAMARTH TRADING COMPANY PUNE NORTH DEPOT

8. SAMARTH TRADING COMPANY S BALEWADI DECCAN JYMKHAN A KHADAK- WASALA CHADANI CHOUK

9. SAMARTH TRADING COMPANY Name Number Total outlets 2450 Total sales person 6 Total beats 18 + 37 Total vehicle 3 Total delivery man 3 Mr. Hariharan ladge Distribution center Shrikant Nath Jatin V1 V2 V3

10. SURVEY  Service of Distributor  Salesman visit  Interval of visit  Demand of our product and competitor's service  Why do they prefer to sell any product? Sample Size 84 Outlets Star Category 30 Regular Category 54

11. OUTLET SURVEY 90% 0% 10% YES NO NOT REGULARLY 40, 74% 6, 11% 8, 15% YES NO NOT REGULARLY VISIT OF SALES PERSON Sample Size 84 Outlets Star Category 30 Regular Category 54

12. OUTLET SURVEY Sample Size 84 Outlets Star Category 30 Regular Category 54 VERY GOOD 27% AVERAGE 57% POOR 13% VERY POOR 3% VERY GOOD 20% AVERAGE 63% POOR 13% VERY POOR 4% Service Quality

13. FINDINGS Where are we lacking?  Unorganized structure of beats.  Lack of knowledge about locality and service area.  Carelessness of salesperson and Distributor.  Lack of delivery.  Due to margin and convenient to purchase from Whole sale.  Credit from whole seller.

14. POKLE BASTI, DHAIRY

15. S N J 91 84 245 + 104= 349

16. Total beats visited 41 Total outlets Visited 1643 Total New Outlets Added (order) 349 Total new outlets found out(without order) 61 Total revenue generated Rs 2.7 Lakh FINDINGS EARLIER 87% ADDED 13% EARLIER ADDED 15.2%GROWTH

17. BEAT DESIGNING TOTAL NUMBER OF OUTLET 2640 NEW DESIGNED BEATS 6 REDISIGNED 31 TOTAL NUMBER OF BEATS 66 STAR BEAT 18 REGULAR BEAT 38 NEW JOINED SALES MAN

18.  Observe and get knowledge about competitor  Find out new shop where can we put our display.  Suggest to the merchandiser. DIKHEGA TO BIKEGA MERCHANDISING

19.

20. SALES PROMOTION FINDINGS Total Business- 23800Rs LED – 81 Ps Santoor baby soap – 19Ps Himalaya – 1 Ps Johnson & Johnson – 13Ps Santoor hand wash – 2100Rs Dettol- 236Rs Life boy - 156Rs

21. STOCK MANAGEMENT

22. LEARNING

23. • EVERY PROBLEM I FACED WITH, WAS CONVERTED TO AN OPPORTUNITY TO LEARN SOMETHING NEW AND FIND DIFFERENT ANSWERS WITH A POSITIVE ATTITUDE OF SERVING CUSTOMERS BETTER THAN BEFORE. • IF PROBLEM WAS TRANSPORT, SOLUTION WAS 11 AND STILL SERVED THE CUSTOMERS ON TIME. (Resources are scarce but I trust my own resource and that is my ATTITUDE)

24. THANK YOU

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