46159030 Priya Gold Presentation

8/3/2019 46159030 Priya Gold Presentation

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Presentation on

Prepared by

Govinda Agrawal


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TITLE OF THE PROJECT

Detail Study ofDistribution System at

Raipur


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INTRODUCTION

Distribution is a base for FMCG

industry.

Project focuses on the distributionsystem of RAIPUR

Study done with help retailers,

distributor & superstockists.

The study revelad a lot of things

dicussed later.


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OBJECTIVE

1. To study the distribution system.

2. To find out the brand awareness.3. To forecast the sales of the distributor

and track the work of the salesman.

4. To study the marketing mix.


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COMPANYSurya Food & Agro Ltd. Was incorporated in nov

1992.

Started selling biscuits under brand PRIYAGOLD

in oct 1993

Tag Line haq se mango'

Third largest in biscuit industry.

Three plants located at Greater Noida, Luckhnow

and Surat.

Diversified to Fruit Juices & Carbonated drinks.

Coming with choclates toffee & candy.


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PRODUCTSName Variety Available Pack size( in gm)

Pack size( inRs)

ButterBite

Plain 60,100,230 5,10,20

BadamPista 50,100,250(ATC pack) 5,10,25

Nice 50,175 5,15

Cashew 50,100,250(ATC pack) 5,10,25

Classic Cream

Elaichi 83,175 5,10

Choclate 83,175 5,10

Orange 83,175 5,10

Kids Cream

Butter 75,150 5,10

Strawberry 75,150 5,10

Choco-Vanila 75,150 5,10

Marie Lite 75,150,250,350 5,10,15,20

Bourbon Cream 100,200 5,10


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Smiley Cream 83,175 5,10

CNC biscuits 14,30,60,120 1,2,5,10

Snacks zig zag 60,120 5,10

Cheese Cracker 60,120 5,10

Cheez Bit 75g ATC,180 JAR 15,25

ChatpattaJeera Top 250 ATC 25

Cashew

Big Boss 75,150 5,10

Magic Gold 75,160 5,10

Coconut Crunch 16,40,75,150,350 1,2,5,10,20

Don Glucose 39,63,83,200 1,2,4,10


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PRODUCTSu


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METHODOLOGY

First phase: Understanding the

process of the company.Second Phase: Studying the markets

with the help of salesman.

Third Phase: Data collection andanalysis.


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DISTRIBUTION SYSTEM

SNo./ Zone Raipur Bilaspur

1 Raipur Bilaspur

2 Dhamtari Korba

3 Mahasamund Ambikapur

4 Durg Raigarh

5 Kanker Janjgir

6 Bastar Baikunth

7 Dantewada Jashpur

8 Jagdalpur Kawardha

Zonal Division in Chhattisgarh.


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AT RAIPURName of the distributors Beats

Classic Agency 2

K.D Sales 2

Nagwani Agencies 1

Kumud Agencies 1

The study was done with one distributor CLASSIC AGENCY, asother were not functioning well.

Each beat consist of 6 areas , which are covered in 6 working days

of the week (Monday Saturday).

One salesman look after the one beat.

Margins SS- 5%, DIST- 7%, RETAILER-= 12%-25%

5 salesman working with SS on company payroll.

Distributor has its own salesman depending upon the beats

allocated.

Mode of Payment is CASH.


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Super

Stockiest

Super

Stockiest

Super

Stockiest

Factory/Warehouse

DistributorsDistributors Distributors

Retailers Retailers Retailers

CONSUMERS


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DATA ANALYSIS DISTRIBUTION

Questionnaire

DATA (40)

Correlation used to find the elation between

AVG SALES & PAYMENT MODE.

Data was collected for 200 retailers 49 were

rejected as they were outliners.

All kind of retailers were surveyed (panwala

to a wholesaler.)

Retailers were dealing with different type of

consumer segment.


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Note: ALL means what the retailers

keeps with him is available all the

time

If ALL variants are

available sale is more.

ANALYSISu

Variants v/s Avg sales

Limited;

18151

All;

64688All

Limited

Payment mode

Cash,

30277

Credit,

52562

Cash Credit

65% of retailers buymore when option

of credit is given.


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COMPETITORS

36%

47%

11%6%

Britania

Parle

Anmol

Raja

PACK SIZE

45%

39%

13%

3%

Rs 5

Rs 10

Rs 20

Family pack


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SALES FORECASTING

Methodology:

Forecasted the sales of the month MAY

Collected data from distributor of last two months

sales.

Talked to retailers and distributor to understand

the consumption pattern of the consumer in the

month of MAY.

Two methods used

If credit was given

By Increasing the width and depth of products.


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A system for tracking salesman and distributor.

Methodology:

Studied the work of salesman. Talked with distributor and SS what they want.

BEAT PLAN

TRACKING

TRACKING SYSTEM


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MARKETING

Product:

A lot of Varieties but can be increased

Quality is good

(as found in survey)

Taste matters a lot as biscuit is known by

its taste.

Brand Name EG. BUTTERBITE

Packaging and Sizes

Return policy.


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PRICE:

Pricing strategy is good according to the weights.

Offer packs

Works on CASH basis.

SS gives credit period to DIST & DIST to some retailer

PLACE:

Good presence in the country (south and far east). Packaging problem.

Company frequently changes the system.

MARKETINGu


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MARKETINGu

PROMOTION:

Promotion was done when the brand started.

Very less ground promotion.

No posters, banners, calendar, caps etc.

No signboard to DIST. & SS.

KARISHMA KAPOOR brand ambassador.

ADs dont have connectivity.

Sales force are not trained.

No visits from the company.


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COMPETITORS

Industry is dominated by BRITANIA followed by PARLE.

Here I will also compare the PRIYAGOLD on every point.

ANMOL:

Well known brand. Distributor work on a credit basis.

Distributor has to make advance payment to the company.

Delivery is in next working day.

Company personnel visit the distributor.

Company organizes yearly meeting of SS and Dist which ispaid by the company.

Dont distribute posters as much.

Schemes are regular.


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COMPETITORSu

BRITANIA:

Market leader with 108 products.

Distributor work on a credit basis.

Distributor has to make advance payment to the company.

Delivery is in next working day.

Company personnel visit the distributor.

Company organizes yearly meeting of SS and Dist which ispaid by the company.

In case of marketing company is in top position they regularlydistribute poster and banners.

Schemes are regular.


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LIMITATIONS

Work is done with one distributor and SS,as other distributor were not functioningwell.

Surveyed only 200 retailers. Retailers responses may be wrong and

biased.

Mainly worked with salesman.

No mentor at the field. Work was done with the help of the dist &

SS.


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RECOMMENDATIONS

Credit should be given.

Promotion should be increased.

Company dont bother about the retailers, dist. & SS.

Company dont paid for any meetings. Packaging part should be improved.

Company personnel should visit DIST & SS.

Allowances are very less.

Frequently change in the system.

Should promote glucose biscuit.

Presence in organized sector.


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Open for Queries

Documents

46159030 Priya Gold Presentation