Hindustan Products Ltd.

Presented by:Bhavin Agrawal (02)

Ishani Dave (14)Aakash Gajjar (18)Nitin Madhavi (28)

Summary• HPL was one of the largest food products company in India

•Product like milk & chocolate were sold nationally & other products like butter, milk powder & chocolate are sold internationally to USA, Singapore, and Gulf countries

• The product of company was known for high-quality and reasonable prices. • Ramesh Shah is a general manager (sales) of Hindustan Products Ltd. & was concerned with unsatisfactory and inconsistent sales performance of the company for the past few years.

The problem• Increasing competition from local as well as MNC’s players • No proper human resource, so HR function was looked after by the general manager, administration

• Unsatisfactory sales revenue and growth compared to the targeted growth of 15 percent

• Inconsistency in sales growth

• The company was unable to find the correct distributer who could take responsibility of proper warehousing facilities • Distributers were not able to compete with their competitors

RSM MEETING

RSM (North)

• motivation of sales persons

• Less salary compared to others company

RSM (South)

• non-financial rewards were missing

• Decisions on promotions were delayed

• administrative people had different priorities

• had a high turnover of people

RSM (West)

• Initial training was inadequate

• To improve the performance of employees at all the levels of the organization

• Companies promotional budget was less compared to other companies

RSM (East)

• Company never try to find out from the sales analysis which region was not performing well compared to the sales quotas

• Company never tried to find out which sales representative was not performing well

QUESTIONS

Q-1) What were the major problems or issues faced by the company?

•Competition from local players & also from MNCs like Hindustan Lever, Nestle India, and Cadburys

• The sales revenue and growth over the past several years, was considered unsatisfactory

• The sales growth was also showing inconsistency

• The selection of the right kind of distributors was important, because the distributors had to invest in infrastructure

Q-2) If you were Ramesh, what would you suggest to the management, during the review meeting?

• By increase compensation according to the achievements for the sales person so that they will work more effectively

• Improvising sales promotion and by giving proper training to new sales force would be beneficial for the growth

• Sales report should be taken from sales manager for areas so that less developed area can be detected and could be developed

•By giving targets to every sales person which can be useful for company to achieve minimum sales of the company

Q-3) What improvements in Sales force training would you suggest?

• Proper understanding for the sales work

• Analyzing faults during training and rectifying it in training itself

• Motivation factors to be increase by incentives

• Teaching them skills to deal with the strategies of competitors

THANK YOU