By,AVN Lalitha SharmaAmit Kumar Prasad
E Sridhar AnandJinal J
K Lakshmi AnushaKrishi Avinash PManish BaghatSai Prashant
VM Sai Kamalesh Edida
DISTRIBUTIONOF
P & G
•Products are being manufactured at different places in India.
•Head Quarters in Mumbai.
•C&F at Bommanahalli (P&G).
•P&G products are available in 4.5Mn retail stores.
Segment Key Brand
Beauty Head & Shoulders, Olay, Pantene, Wella
Grooming Braun, Fusion, Gillette, Mach3
Health Care Actonel, Always, Crest, Oral-B
Snacks & Pet Care Iams, Pringles
Home Care Ariel, Dawn, Downy, Duracell, Gain, Tide
Family Care Bounty, Charmin, Pampers
Amazon Distributors
•P & G Distributor for Karnataka: Amazon Distributors.
•40 branches in Karnataka out of which 8 branches in Bangalore.
•We studied the Distribution pattern of Amazon Distributors, Kanakapura.
•25 areas under coverage.
•16 Distribution Sales Executives(DSEs).
•Sales Promotion & Surveys are not entertained.
•Direct Marketing activities(Only samples) are undertaken.
•Inventory not maintained at Branches.
Market Classification
•2BC: Rs.300 to Rs.1000 – 15days.
•Small Account: Rs.1000 to Rs.3000 – 15days.
•Major Account: Rs.3000 to Rs.8000 – weekly.
•India One: Rs.8000 to Rs.100000 – weekly.
• Modern Retail: >Rs.100000(Not dealing).
•DRCP – Daily Route Coverage Plan.
•Working Hours: 9.30am to 4.30pm.
•Vehicles for distribution on Rent.
•Acceptable Breakage: 0.25%
24Hrs Cycle
•DSEs goes to market following the DRCP.
•Collecting the orders from Retailers using PDA.
•All the 16DSEs come back to Distribution office by evening & place Consolidated Order to the HQ.
•Stock reaches the Distribution office by next day morning 6am.
•Stock will be dispatched and distributed to the respective retailers.
•Accuracy: 90 to 95%.
•Urgency not taken into consideration officially.
DSEs
•Given daily sales target.
•Based on the sales targets met, daily rankings given.
•Targets are fixed based on last 6months performance.
•Top 3 will be given incentives based on past 6months performance.
•Incentive based on Slabs(decided by P&G).
•If a DSE doesn’t perform well then they will study the route & retail outlets performance in a given area.
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