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CHANNEL MANAGEMENT
    PROGRAMME
           Subhradip Misra -12DM002
           Pritam Das- 12DM006
           Sayan Barman- 12DM027
COMPANY PROFILE












OM ASSOCIATES
P&g operates through single channel system.

Its has its sole distributor in Orissa Circle, Om Associates

It is a Partnership Firm located in 28 locations across
Orissa, HO-Bhubaneshwar.

It has got mainly 2 HUBS- Sambalpur-West And
Bahrempur-South. These are the Hubs for Logistics
Operation
OM ASSOCIATES
600 employees working in the Departments like Sales ,
Finance , Logistics , Hr And System

C&f is in Cuttack.

Invoices are generated directly from the company through
C&f.
Channel Management of Procter and Gamble
STRUCTURE OF THE DISTRIBUTION

               Company


                  C&F


               Distributor



                              Retailer
Wholesaler


                Consumers
COUNTER TYPES
 Whole sale        Counters
WHOLESALE-1     823           MORE THAN 50000
WHOLESALE-2     1733          25000
    Retail         Counters
MODERN RETAIL   13            ---
INDIA ONE       262           20000
 INDIA 2A       2979          10-15000
INDIA 2B        8967          5000
 INDIA 2C       16982         2000-3000
 INDIA 3        241           ---
CATEGORY WISE SKU of P&G

FABRIC CARE                      64



 HAIR CARE                       145



HEALTH CARE                       22



 FEM CARE                       50 and 28
65
 GROOMING




PERSONAL CARE   95



                36
  ORAL CARE



   BATTERY      37
AIR CARE    33




SKIN CARE   70
SALES PLANNING
.
         Sales Maneger



       Business Executive



        Sales Team Leader


    Distributor Sales Executive
Work for 6 days a week. Takes order on one day from the counters and deliver the
orders next day

Delivery boy and the driver finally deliver the goods

There are altogether 28 godowns

120 DSE who have their personal bike , whose travelling expenses is reimbursed

120 Delivery boys

68 vehicles

The sales force normally work in the markets from 9am to 3pm
VISTS BY DSE

      COUNTERS    VISIT stores (per day)
Wholesalers       50
India 1           10
India 2a          22
India 2b          33
India 3           20
REVENUES
COUNTER TYPE               REVENUE
Wholesalers                60-65%
Modern retailers           15-20%
Others                     20%



                   EXPENDITURE
TYPE                       EXPENDITURE(In Rupees)
Delivery Sales Executive   8000
Delivery Boy               6000
Driver                     5000
CREDIT LIMITS

ALL STORES WE ARE OFFERING CREDIT ON A VISIT
TO VISIT PRINCIPLE EXEPT INDIA 3

WHOLESALE- 7 DAY CREDIT- 4 WEEKLY VISIT

INDIA ONE AND INDIA 2A- 7 DAY CREDIT

INDIA 2B AND 2C -15 DAY CREDIT- 2 WEEKS VISIT

NO CREDIT FOR INDIA 3
SCHEMES FOR RETAILERS
For different brand of products different schemes is
offered.

Quantity purchased schemes

Price reduction schemes

Schemes depending on seasons

Target based rewarding schemes

Pop displays for retailers
SCHEMES FOR CUSTOEMER

 Extra weightage on products

Extra buy

 Money saver packs
NEW PRODUCT LAUNCH

Every 6 months company introduces various variants.

Try and repackage and reposition its branded products

Depends on the taste of customer.

Depends on the market condition and the economic condition
of customers.

Depends on the channel of business
Company policies



 p&g never compromises on company policies. They strictly adhere to the norms and
regulations of the company and they implement what they preach. The cartons should be
full..ie the products must be there inside the packets

Sku exchange- if products are damaged they readily exchange without much hassle

Expiry date- they are very careful of this and never provide such expired products but even
if it is found they exchange it.

Purchase returns- no purchase returns as they purchase according to the needs.

Sales returns- if there is sales returns like if retailers are not ready to take stocks or shop is
closed then the goods are bought back and stored in the godowns
Company policies



Invoicing-13.5 % vat exept health care products
           rlp- retailers lending price (selling price)
           slp-sellers lending price (purchase price of om associates)


No cash discounts are given

Trade discounts- wholesalers-non health item-1.5% n health items- 3%
                  retailers- 1% for all items

Payment- delivery boy collects cash as per credit period on delivering the goods.

Cheque bouncing-if reasons are genuine time is given..but if it is repeated 2-3 times
they stop giving credit
Socialization



Conduct wholesale meeting every 6 months.
Telephonic conversation and market audit is done time to time.
Canvas meeting- every month meeting with sales team.
Market visit by sales manager.
Try and maintain good relationship with every channel member
Previous months distribution of products


FABRIC CARE -29063
HAIR CARE 30300
HEALTH CARE 26186
BABY CARE 30054
SKIN CARE 26295
B&R -28108
ORAL CARE -25839
PERSONAL CARE -29368
BATTERIES -8786
AIR CARE -6411
FEM CARE- 4059
Channel Management of Procter and Gamble

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Channel Management of Procter and Gamble

  • 1. CHANNEL MANAGEMENT PROGRAMME Subhradip Misra -12DM002 Pritam Das- 12DM006 Sayan Barman- 12DM027
  • 3. OM ASSOCIATES P&g operates through single channel system. Its has its sole distributor in Orissa Circle, Om Associates It is a Partnership Firm located in 28 locations across Orissa, HO-Bhubaneshwar. It has got mainly 2 HUBS- Sambalpur-West And Bahrempur-South. These are the Hubs for Logistics Operation
  • 4. OM ASSOCIATES 600 employees working in the Departments like Sales , Finance , Logistics , Hr And System C&f is in Cuttack. Invoices are generated directly from the company through C&f.
  • 6. STRUCTURE OF THE DISTRIBUTION Company C&F Distributor Retailer Wholesaler Consumers
  • 7. COUNTER TYPES Whole sale Counters WHOLESALE-1 823 MORE THAN 50000 WHOLESALE-2 1733 25000 Retail Counters MODERN RETAIL 13 --- INDIA ONE 262 20000 INDIA 2A 2979 10-15000 INDIA 2B 8967 5000 INDIA 2C 16982 2000-3000 INDIA 3 241 ---
  • 8. CATEGORY WISE SKU of P&G FABRIC CARE 64 HAIR CARE 145 HEALTH CARE 22 FEM CARE 50 and 28
  • 9. 65 GROOMING PERSONAL CARE 95 36 ORAL CARE BATTERY 37
  • 10. AIR CARE 33 SKIN CARE 70
  • 11. SALES PLANNING . Sales Maneger Business Executive Sales Team Leader Distributor Sales Executive
  • 12. Work for 6 days a week. Takes order on one day from the counters and deliver the orders next day Delivery boy and the driver finally deliver the goods There are altogether 28 godowns 120 DSE who have their personal bike , whose travelling expenses is reimbursed 120 Delivery boys 68 vehicles The sales force normally work in the markets from 9am to 3pm
  • 13. VISTS BY DSE COUNTERS VISIT stores (per day) Wholesalers 50 India 1 10 India 2a 22 India 2b 33 India 3 20
  • 14. REVENUES COUNTER TYPE REVENUE Wholesalers 60-65% Modern retailers 15-20% Others 20% EXPENDITURE TYPE EXPENDITURE(In Rupees) Delivery Sales Executive 8000 Delivery Boy 6000 Driver 5000
  • 15. CREDIT LIMITS ALL STORES WE ARE OFFERING CREDIT ON A VISIT TO VISIT PRINCIPLE EXEPT INDIA 3 WHOLESALE- 7 DAY CREDIT- 4 WEEKLY VISIT INDIA ONE AND INDIA 2A- 7 DAY CREDIT INDIA 2B AND 2C -15 DAY CREDIT- 2 WEEKS VISIT NO CREDIT FOR INDIA 3
  • 16. SCHEMES FOR RETAILERS For different brand of products different schemes is offered. Quantity purchased schemes Price reduction schemes Schemes depending on seasons Target based rewarding schemes Pop displays for retailers
  • 17. SCHEMES FOR CUSTOEMER  Extra weightage on products Extra buy  Money saver packs
  • 18. NEW PRODUCT LAUNCH Every 6 months company introduces various variants. Try and repackage and reposition its branded products Depends on the taste of customer. Depends on the market condition and the economic condition of customers. Depends on the channel of business
  • 19. Company policies p&g never compromises on company policies. They strictly adhere to the norms and regulations of the company and they implement what they preach. The cartons should be full..ie the products must be there inside the packets Sku exchange- if products are damaged they readily exchange without much hassle Expiry date- they are very careful of this and never provide such expired products but even if it is found they exchange it. Purchase returns- no purchase returns as they purchase according to the needs. Sales returns- if there is sales returns like if retailers are not ready to take stocks or shop is closed then the goods are bought back and stored in the godowns
  • 20. Company policies Invoicing-13.5 % vat exept health care products rlp- retailers lending price (selling price) slp-sellers lending price (purchase price of om associates) No cash discounts are given Trade discounts- wholesalers-non health item-1.5% n health items- 3% retailers- 1% for all items Payment- delivery boy collects cash as per credit period on delivering the goods. Cheque bouncing-if reasons are genuine time is given..but if it is repeated 2-3 times they stop giving credit
  • 21. Socialization Conduct wholesale meeting every 6 months. Telephonic conversation and market audit is done time to time. Canvas meeting- every month meeting with sales team. Market visit by sales manager. Try and maintain good relationship with every channel member
  • 22. Previous months distribution of products FABRIC CARE -29063 HAIR CARE 30300 HEALTH CARE 26186 BABY CARE 30054 SKIN CARE 26295 B&R -28108 ORAL CARE -25839 PERSONAL CARE -29368 BATTERIES -8786 AIR CARE -6411 FEM CARE- 4059