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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