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Distribution structure of proctor and gamble
1.
2. Distribution Strategy
– Failing to aggressively challenge Lever in soaps and detergents.
– Project Golden Eye- The latest initiative in rationalising its sales and distribution
system.
– Objective- Slashing the no. of distributors to one-tenth of its size.
– Results- Saving the cost of extensive distribution cover.
– P&G has rewritten its focus areas: laundry (Ariel), sanitary napkin (Whisper),
and Vicks.
4. Infrastructure required by Distributors
Warehousing Facilities Logistics Services
Marketing
Infrastructure
Distribution
Extension
IT Infrastructure
5. Guidelines to be followed by
P&G Distributors
– Audit
– Legal Compliance
– Human Rights
– Child Labor
– Forced Labour, Human Trafficking, & Employment Eligibility
– Wages and Hours
– Health & Safety
6. C&F Agents
Clearing & Forwarding Agents
Activities normally undertaken by a C&F Agent:
• Receiving goods from the factory of the company
• Warehousing these goods
• Receiving dispatch orders
• Arranging dispatch of goods by engaging transportation for the goods
• Maintaining records of dispatch of goods and stock available at the warehouse
C&F agent for P&G in Delhi-NCR: Bakshi Associates Pvt. Ltd.
7. Distributors and Retailers
Distributors
• After C&F agents transport the goods to distributors next in the supply chain
• Typically middlemen between the factory and the retailers
Distributor for P&G in Delhi-NCR region: Amazon Distributors
Retailers
• Distributors supply the goods to the retailers which are typically the last link between
company and customers
• Large retailers get goods directly from company whereas small retailers from the distributor
8. Payment or credit terms given to
distributors by the company
– standard payment terms and Credit policy for all its Distributors , major change in 2013.
– Increased the time it takes to pay for supplies
– P&G’s payment terms policy is net 75 globally, where legally allowed, for all new Suppliers/ External
Business Partners (EBPs) starting March 1, 2013.
– Implemented in phases to existing EBPs: -
– July 2013 as the company entered into new or modify existing agreements with largest EBPs
(>$1MM in spend with P&G) –
– From April 2014 on a rolling basis to the rest of our EBPs
9. Payment or credit terms given by
distributors in the market
– A payment term depends on the monthly sales of the Retailer
– Can vary widely depending on the scale of operations of that particular retailer.
– Amazon Distributor in Delhi Region able to exercise monopoly and Dictate the terms of payments
as per its convenience.
– P&G usually has only 1 or 2 Distributors in the State – Shifting of Bargaining power for the Credit
terms in favour of the Distributors
10. Problem faced by P&G Distributors
Availability Management
In Complex Distribution
System
Presence of Various
Players
Varying Complex
Taxation
System
Fake Goods
Third Party Logistics
Provider
11. Points Of Conflict
OFFLINE
AND
ONLINE
CHANNEL
CONFLICT
• Concepts like with in hours delivery
• Fast metropolitan life
BIG
DISTRIBUTI
ON
PLAYERS
• Strong distribution network of competitors
• Retail brands like reliance fresh and big bazar
13. IT Solutions at P&G
Material
Planning
Invoicing and
Payment
Reports
Electronic
Invoicing
Purchases
Solutions: EZ
Pricing
ENOVIA ARAVO
Coming Soon:
ARIBA
14. Work Process Description
– Platform gives visibility into current inventory levels and forecasted
consumption, so that stock replenishment can be managed proactively.
– Suppliers can automatically trigger Advanced Shipment Notification (ASN),
which contains information similar to a delivery note. Gives real time
information of when to expect delivery and actual quantity shipped.
– Once shipment arrives, a goods received notification is electronically triggered
in the system.
– This enables three-way match of the purchase order, goods receipt and invoice,
enabling timely payment of invoices.
15. Supplier Portal
– Suppliers have an access to online portal to check invoicing requirements and
check the status of outstanding invoices at anytime anywhere.
– Quick view of invoice
– Use of Bots (Bobby) to find missing invoices
– See payment reports
– Get access to all P&G vendor codes
– Reduces number of touchpoints for payment issue realization
16. Supply Chain Management
– Product Age at Retailer’s End- 15-60 days
– Number of Distributors- P&G only has one distributor in Delhi NCR region
– Distribution Strategy- Pull based strategy is followed by P&G and the company follows
up on demand generated for its products.
– Each distributor does a business of about 65-70 crores with an ROI in excess of 25%
– No End of the Month Invoicing- If the retailer has sold two units of stock out of 10, then
the company will supply him with just 2 units.
– Working Capital and Space Needed- Minimum as distributors have just a day’s inventory
to stock.
– Replenishment- Continuous replenishment as P&G has JIT system at distributor level and
at retailer level.