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Introduction to FMCG Sector
The FMCG sector stands for Fast Moving Consumer Goods. As
nameindicates this sector has Varity of goods for the daily use of
the consumer. These
goods need depends upon the customer-to-customer and
market-to-market. The
demand of the goods is very flexible. It means that the change
in the price will
have the effect on the sales. FMCG is not a capital-intensive
industry and so the
need to retain profits is not much. This industry has a number
of goods, which can
be classified in different segments e.g. the food sector, soaps,
hair colors, tooth
paste, hair- shampoo and many more. The goods covered under this
sector is very
high as the result the players are many.
The major players under this sector are GODREJ, ITC, NESTLE
INDIA,
HLL, AMUL, and DABUR INDIA. Now there are so many players in
this sector
so the need to win the customer needs is very high. This sector
is one of the robust
emerging sectors in India .This sector has contributed so much
in the Indian
economy. The contribution from this sector is almost 2% required
to achieve the
8% growth rate in the country.
Trends in the FMCG Sector:
The major trends in this sector now days are as follow: -
The dampening demand for durables has forced FMCG companies to
look
for new strategies to win market.
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Many players, who withdrew into a shell, forced by low price
competition
and a stagnant market, are not only opening up their purse
string but also is
also looking beyond just protecting their turf.
The industry is changing from price realignment to a proactive
product
innovation.
More focus on the brand making and taking the decisions
regarding the
brand image.
The advertising and sales promotion (ASP) of FMCG companies has
surged
by as much as 26% in 2005-06 outpacing the sector growth of
17%.
As a percentage of revenue, spends on ASP have grown 14.6% up
from
11.8% in 2003-04
Top 5 FMCG companies: The top five companies are shown in table:
1
(as per the survey business world June 2006)
Top 5
Rank This Survey Last Survey
1 HLL HLL
2 ITC ITC
3 NESTLE INDIA ASHIAN PAINTS
4 GCMMF(AMUL) GCMMF
5 DABUR INDIA NESTLE INDIA
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Table:1 *{source business world June 2006
Company Silhouette
The silhouette of GCPL can be divided in to several parts which
are as follow:-
Historical perspective
Current profile
Mergers and acquisitions
Associates
Historical perspective:The Consumer Products business of the
over 77 year-old erstwhile Godrej
Soaps Ltd. (GSL) was demerged into the newly incepted Godrej
Consumer
Products in April 2001, pursuant to a scheme of demerger. As
envisaged in the
scheme of demerger, the name of Godrej Soaps Ltd. (GSL) was also
changed to
Godrej Industries Ltd. (GIL) with effect from April 2, 2001. GIL
retained the
businesses of industrial chemicals, medical diagnostics and
estate operations. Witheffect from April 1, 2001 the capital of GSL
was reorganised from shares of
Rs.10/- each to shares of Rs. 6/- each. Each equity shareholder
of GSL was issued
and allotted one share of the face value of Rs. 4/- in GCPL for
every one share of
the face value of Rs.10/- held in GSL. The record date for the
above issue was May
3, 2001. GCPL was thus created to be a focused FMCG Company
following best
in class norms for Corporate Governance and business practices
to enable
shareholders and the investing public to fully understand and
appreciate its
performance in the FMCG space. While Godrej Consumer Products
Ltd. was
established in its current form in 2001, with a single minded
FMCG focus, the
Company enjoys more than 77 years of heritage in the manufacture
of soaps and
personal care products. GCPL is acknowledged as an innovator
across the soap and
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personal care segments and has demonstrated consistent superior
growth since
inception.
Current :
Godrej Consumer Products Ltd.(GCPL) is a major player in the
Indian FMCG
market with leadership in personal, hair, household and fabric
care segments. The
company employs 1200 people and has three state-of-the-art
manufacturing
facilities at Malanpur (M.P.) Guwahati (Assam), Silvassa (U.T.)
and Baddi ( H.P.).
focus is on providing customers with innovative, value for money
solutions for
meeting their daily needs and improving the quality of their
life. This is achieved
through the brands the company markets. They are among the
largest marketer of
toilet soaps in the country with leading brands such as CINTHOL,
FAIRGLOW,
and GODREJ NO.1. The FAIRGLOW brand, India's first Fairness
soap, has
created marketing history as one of the most successful
innovations.
They are the leader in the hair colour category in India and
have a vast
product range from GODREJ RENEW COLOURSOFT LIQUID HAIR
COLOURS, GODREJ LIQUID & POWDER HAIR DYES to GODREJ
KESH KALA OIL, NUPURbased Hair Dyes. Their Liquid Detergent
brand
EZEE is the market leader in its category.
They are also the preferred supplier for contract manufacturing
of toilet soaps be
some of the most well-known brands in the country. They are
supported in their
endeavour by a state-of-the-art Research Centre based in Mumbai.
Their quality
products have been received very well in the international
market and they are
present in more than -- countries across the world. They are an
Equal Opportunity
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Employer and offer very rewarding career opportunities to people
who join them.
They have adopted the Total Quality Management system and their
factories
have received ISO certifications.
Mergers and acquisitions
Keyline Brands Ltd Established in 1990 by Brian Boyce and Vicki
Dryden
Wyatt, was acquired by the Godrej Group in October 2005. Keyline
operates in the
toiletries and personal care sector, and its portfolio includes
a number of important
niche brands, some of which are household names such as
Cuticura, Aapri,
Erasmic and Nulon.
Godrej Consumer Products Ltd, (GCPL) has entered into an
agreement for the acquisition of the
South African hair color business of Rapidol, U.K. as well as
its subsidiary Rapidol
International which had a combined turnover of 52 million South
African Rand (Aprox Rs 33
crore) in 2005. The Company proposes to complete the acquisition
via a 100% cash deal
subject to certain regulatory approvals.
Associates
The followings are the associates industries of GODREJ group
Godrej & Boyce Ltd.
Godrej Appliances Ltd.
Godrej Infotech Ltd.
Geometric Software Services.
Godrej Industries Ltd
Godrej Agrovet Ltd.
Godrej Properties Ltdgodrej Saralee Ltd.
Godrej Hicare
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Product Mix/Product Assortment
The product mix refers to set of all products and items that a
particular selloffers for sale. Godrej product mix consists of two
strong product lines: soaps and
hair color. A company s product mix has a certain width, length,
depth and
consistency.
Width: How many product lines
Length: Total number s of items in mix
Depth: Variants of each product
Consistency: Closely related the various product lines
Product mix of Godrej:
The product mix of Godrej has mainly five lines:
Soaps
Hair Care
Toiletries
Detergents
Baby Care
The line depth of each line is different and it has large number
of vibrant of different brands e.g.
Cinthol such as regular, fresh, spice, spot, and cologne. Same
in the case of Godrej no 1 it has
six vibrant and the total stock keeping units are 108. The
product mix can be shown as follow:
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Soaps Hair Care Toiletries Detergents Baby Care
Cinthol Deo Godrej Fashion Hair Colour Talcum power Ezee
Sunggy
Cinthol Deo Renew Highlights Shaving cream liquid cleaner
Cinthol Deo - Sport Renew Natural Small Cinthol International
deo Glossy
Cinthol Lime Fresh Renew Natural Brown
Cinthol Regular Liquid hair Dye
Evita Powder hair dye
Fairglow Godrej kesh kala oil
No.1.Natural Nupur Mehendhi
No.1.Sandal Godrej kali Mehendi
No.1.Rose Anoop Hair oil
No.1.Ayurvedic
No.1.Jasmine
No.1 Lavender
Crowning Glory
Shikakai
7
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Product mix width
http://www.godrejmall.com/pro_desc.php?product_name=Glossyhttp://www.godrejmall.com/pro_desc.php?product_name=Godrej+Liquid+Cleanserhttp://www.godrejmall.com/pro_desc.php?product_name=Ezeehttp://www.godrejmall.com/pro_desc.php?product_name=Godrej+No.1+Talchttp://www.godrejmall.com/pro_desc.php?product_name=Cinthol+Deo+Talc
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Distributor Management System
Distributor management system is very critical in FMCG Company.
It is essential,
as stocks out situations (wherein a companys stock are not
available with a
particular retail outlet) are unacceptable. Distributor
management of Godrej is done
through extensively use of EPS (Enterprise Resource Planning)
with the help of a
software called Sampark .Distribution has been recognised as one
of the core
competencies by Godrej Consumer Products Limited (GCPL). Its
Distribution
Network covers the Indian market through a vast network of 32
Company
Stockiest, 3030 Distributors and Super/Sub-Stockiest and reaches
more than4.8 lac Retail Outlets.
During the year, the company was able to increase the number of
directly covered
retail outlets and also increase its reach to smaller towns
through the Super/Sub
Stockiest scheme.
As a result, the Company was able to cross the 1 million outlet
distribution
milestone for its Powder Hair Dye sachet. This product now leads
the penetration
of GCPLs products into the rural markets. This is all due to
this Sampark
The sampark is a complex CPFARweb based initiative is being put
into place.
This Collaborative, Planning, Forecasting and Replenishment IT
initiative will
connect the entire GCPL sales and distribution network across
India.
The objective is to ensure that the supply chain runs smoothly
and the right product
is available at the right place in the right quantities, on a
continuous replenishment
basis. CPFAR also aims to reduce inventories and improve
efficiencies right
through the extended supply chain. This sampark was started in
early 2002; this
huge initiative has made it on the fast track and has started
bringing benefits to
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GCPL. The main task of Sampark is to maintain the supply chain
or to manage the
supply chain.
Supply chain management:
Effective management of CFAs, raw materials, manufacturing
processes and
distribution networks that are linked together to meet the
customer's requirements
is termed as Supply Chain Management (SCM). The Customer is the
key factor
in a Supply Chain, and it is important to meet his needs
efficiently.
A Company sells its products to stockists, who represent various
companies,
through a C & FA, agent or designated depot. These Stockists
in turn sell to the
retailers, from whom the consumers buy their products.
Generally, the sale to the
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stockists from a C & FA or a depot is mostly made through a
computer system,
which is uniform across all locations. Data from each of these
locations is
transferred to the Company Head Office periodically.
Each stockiest, at the end of the month provides a stock and
sale statement to the
company. This statement shows the stock holding of each product
and the total sale
during the month. Hence, the data available with the Company
with regard to the
C & FA level is historical. The recorded data is related to
orders, invoices,
dispatches, payments received, goods received, and sales
returns.
An acceptable and immediate solution for the above needs is
achieved by
automating the operations of the Stockiest and their
parties.
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Objectives of Evaluating
DMS Sampark
The main objectives behind this project was to under stand the
sampark, to
understand level knowledge of Sampark among distributors and
find out the
problems in the system. This project has helped me a lot to know
more about the
Sampark .For this I have designed a questionnaire which includes
mainly the
followings the things:
o What is Sampark?
o How it works?
o What are the issues distributors feels to improve in the
systems?
o What are their experiences (distributors) regarding
Sampark?
o What is the position of support they receive from
Sampark team?
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Sampark Overture
Sampark, an inventory package developed by the Botree Software
Pvt Ltd,Chennai based Software Company. Godrej Consumer Products
ltd has a tie up with
this software. This package is developed in Delphi (Front End)
and MS-Access
(Back-End).As the name indicates that Sampark means the
connection. In the
same manner sampark creates connection between distributor and
company.
Sampark is an easy-to-use, one stop solution that totally
automates the core
business functions of a distributor like purchase, sales,
inventory and collections.
Additionally, it is configurable to suit specific business
needs, avoid redundant
activities, is scalable to support business growth and provides
essential analytical
and managerial reports. What's more, Sampark is user friendly,
reliable and
backed by efficient support.
The basis fundamental work of the sampark is to maintain the
records about:
Stock
1. Opening stock
2. Closing stock
Sales
1. Daily sales
2. Monthly sales
Distributors
1. A class
2. B class
3. C class
Reports
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1. Invoice report
2. Product report
3. Delivery report
4. Salvage report
This software is also deals in accounting which provides a great
deal in
knowing the different kinds of accounts such as P/L a/c, cash
a/c, debtors a/c etc.
this software has eight modules. Which are as follow:
This software needs to upload database file from the end of
distributor.
And download a database file from the end of company.
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Sampark Bill of Fare
The bill of fare i.e. options available in the software are in
the form of
module. This will be open as the mouse cursor will be taken to
that module. There
are 8 modules in the software out of which 6 are relater with
the daily working and
the rest two are assisting menus to provide help. The main 6 pop
menus are as
follow.
System
Configuration
Distribution
Financials
DMS
Reports
Each module has carried some further options which are having
significant roll in
the Distributor Management System (DMS) .The detail study of
these menus with
the further options is as follow.
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System
It is essential to organize the system before you start
transacting with it.
These are the preparatory arrangements that have to be completed
before you start
using the system for daily transactions. The first menu found in
the application is
the System Menu. This accomplishes the task of setting up the
system.
The menu options provided for you in the System Module are:
1. Company Register: The Company Register maintains the details
of the
companies that are represented by the distributor. The details
corresponding to the
various companies are stored in this register. Typically, the
company is also the
manufacturer, which sells its products through the
distributor.
2. Distribution Calendar: The Distribution Calendar is
maintained to track the
sales targets of the distributor in a given JC year. The
Distribution Calendar alsohelps the distributor provide monthly and
weekly reports to authorized company
personnel. The months are divided into weeks in the Bucket as
per the norms set
by the Company. These reports help in viewing the operational
performance of the
distributor.
3. Keyboard Maintenance: Sampark allows the user to customize
the keyboard
operations. The Keyboard Maintenance Screen allows the user to
set new values
for hot keys used within the application. Buttons like New,
Cancel, Find and
Help are available in all screens; and these buttons are
frequently used. At the
time of system creation, you can assign short cut keys or hot
keys for frequently
used buttons and menu options such as System, Configuration,
Distribution and
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Financials, through the keyboard maintenance screen, thereby
ensuring faster
usability of screens.
4. User Maintenance: The User Maintenance screen is provided to
help the
System Administrator or the controlling authority in creating
new users and
controlling their activities. This facilitates the user to
change the display settings of
the interface.
5. Send Mail: Sampark is integrated with a mailing facility. It
helps in sending
mails swiftly to retailers, CFAs and all those who are connected
to the distributors
business.
6. Calculator: Like the mailing system, Sampark also comes with
a calculator,which the Windows Operating System offers. Through
Sampark, the user can
invoke the standard or scientific calculator for performing
arithmetic calculations.
7. Website: This option opens the home page of Godrej Consumer
products.
8. Back Up: Backup helps in saving data, which has been
accumulated for a
long period. By backing up data, facilitates retrieval in future
and the user can be
rest assured of it being safe and not getting corrupt or lost.
Database alone is
backed up in this process. The database is typically with an
.mdb extension. This
collection of information, which has been stored through Sampark
over a period,
also helps in backtracking errors.
9. Restore: Data, which has been backed up, can be retrieved for
future
reference. This process is called as restoring data. In order to
restore the file which
has been backed up select the restore option from the System
Menu
10. Year-End Process: This process will keep intact all the
settled information
in the database as well as the pending details. This resets the
counters and adds
new vouchers for the New Year. This process is typically done on
March 31 at the
end of the Fiscal Year.
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11. Upload: The Company sends some standard information to the
distributors
pertaining to products, invoices and the retailers class. The
upload option adds this
information with the existing database. This helps the
distributor to have the
current information from the company. This operation reduces the
time taken to
add the details manually to the system.
12. Download: This option helps the distributor to close the
transactions for a
given day. By doing this, the user can make transactions on this
day or the previous
days. Once the day is closed, the system allows the user to make
transactions only
for future days. The download has the following options Download
Stock and
Sales (SNS), Invoice Receipts (RCT), Retailer Invoice Details
(RTL), ShipmentDetails (SHIP) and Retailer Master (RTM).
In order to begin working with the system, the essential tasks
to be completed in
the system module are Company Register and Distributor
Calendar.
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Configuration
The Configuration Module in Sampark helps the user in setting up
the basic
information necessary for initiating the system. The other
modules of Sampark
access information from the Configuration module. E.g., the
prefix and the suffixes
for the various incremental counters are set in the Counters
screen. The categories
and classifications for the retailer are set in Retailer
Maintenance. Likewise, the
details pertaining to the different storage locations and
Salesmen are alsomaintained in the Configuration module.
Before transacting with the system and extracting the power of
its
application, it is essential to customize it according to its
requirements.
Fundamental data should be made available for all transactions.
Such data are
called master data. By making this entry once, it saves time and
reduces the effort
of making similar entries again. The following are the details,
which should be
made available:
1. Distributor Info: The distributor information screen captures
the details of the
distributor. The system can store the details of one distributor
point only.
2. Counters: The Counter module records the prefixes and
suffixes of all
transaction reference numbers and Claim types. There are by
default values
for the daily transactions. Let us use Order Generation as an
example. The
order number identifies each order uniquely. The user need not
enter the order
number. The system generates this number automatically. In order
to generate
these auto incremental numbers, you need to specify the prefix
and the suffix
for every transaction type. The prefix identifies the type of
transaction and the
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suffix identifies the current counter number. For instance, ORD
signifies
Order Generation and 00000 is the current counter value. The
next time an
order is generated it increments the prefix value to 00001,
automatically.
3. Series definition: This screen allows the user to create more
than one billing
series. The user can enter up to 10 billing series definitions.
Out of these 10,
any 4 can be configured in the series maintenance screen. Once a
series is
used in a billing transaction, no changes can be made to it.
This screen works
similar to the counters screen. No two series can have the same
3-alphabet
prefix.
4. Series maintenance: There are two retailer types in the
retailer master screen:1. Order Booking 2. Ready Stock. Also, the
retailer may be VAT registered or
VAT unregistered. Depending on these 4 combinations, 4 different
billing
series counter settings can be configured in this screen. Users
can select 4
series counters from a choice of 10 series counters configured
in the series
definition screen
5. Attribute captions: The Attribute Captions is a module
provided to define
the attributes of company's products. The company defines the
attribute
caption. Maximum of seven attributes can be defined. The
attributes refer to
the product hierarchy level maintained by the company.
6. Product attributes: Product Attributes module will help you
define the
various products in the hierarchy. These attributes are defined
in the Attribute
Caption screen. The attributes defined for a Company could be
Brand, Sub
Brand, Category, Product Type, and Base. All products must be
linked to
these attributes. E.g. Brand Cinthol
Sub Brand Cinthol International
Category Soaps
Product Type pp
Base GSLPD
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7. Retailer: The retailer menu captures the details of the
retailer, such as the
class of the retailer and the category to which he belongs.
Class: The class option allows the distributor to assign a
rating to all his
retailers. This rating depends on the turnover achieved by the
retailer. The
company determines the turnover slabs. The distributor enters
theclassification according to rules set by the company. The
classification
rating is assigned to the retailer in the master details of the
retailer.
Category: it identifies the type of retailer. The data, that is
stored here,
comes in handy when the retailer details are entered. By
specifying the
parameters that are given here, it is easier to identify the
class and the
category of a retailer. By configuring these details, the user
need not enter
these details every time a retailer is added. A reference made
to this data
would suffice in identifying the class and category of the
retailer.
8. Route maintenance: Route Maintenance identifies the market
place wherein
the retailer is located. A market can have any number of
retailers.
9. Location maintenance: Location Maintenance records the
details of the
storage locations used by the distributor for stocking his
resources.
10. Salesman maintenance: Salesmen play an important role in
increasing the
sales of the products. Stockiest Salesman details are maintained
through the
Salesman Maintenance screen. The salesmen title or designation
is also
recorded while assigning his beats. Distinct beats are assigned
to each
salesman. A salesman can be attached to more than one beat. In
the absence of
a salesman for a particular beat, another salesman can be
assigned to that beat.
The beats selected for the salesman are reflected in the
transaction screens.
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Contributions (percentages) of the various salesmen towards the
sales of
various products can be defined and monitored in this
module.
11. Delivery boy maintenance: This screen records the names of
the delivery
boys who deliver the goods to the retailers. The delivery
process uses this
field as a filter to segregate the delivery process.
12. Bank maintenance: Distributors transact with many banks.
Thus, it is
essential to maintain the details of all banks, in a separate
module. These
details are maintained in the Bank Maintenance Screen. This
screen is linked
with the chart of accounts.
13. Branch master: The Branch Master screen maintains the
distributor andretailer bank branch details. Depending upon the
distributors and retailers
proximity to the bank branch, accounts are maintained in various
bank
branches. This screen maintains such details to carry account
postings.
14. Claim configuration: The Claim Configuration screen captures
the percentage of value
that can be reimbursed form the company for the various
financial claims maintained in
Claim Groups.
15. Claim groups: The Claim Groups screen contains the different
Claim
Descriptions that are used during the creation of financial
claims. The claims
descriptions that are entered here are referred during the
creation of financial
claims, in the Claim Register screen. In Sampark, claims
descriptions are
attached to every financial claim.
16. Stock adjustment maintenance: The Stock Adjustment screen
captures the
different adjustment types that are applicable on stocks.17. Tax
settings: This screen captures the various purchase and sales taxes
that
are levied on the selected company products.
18. Account group settings: The 'Account Group Setting' option
displays the
available Account Group heads used for recording transactions.
This helps to
overcome manual maintenance of ledger accounts. The screen
offers four tabs
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viz Purchase, Sales, Others and Claims. The Purchase Tab
displays the
possible purchase accounts such as Freight, Octroi, Difference
Account and
Other Discounts. For instance in the Sales Tab, whenever a sales
invoice is
raised through billing an entry in recorded in the financial
module under the
Sales Book Account. Likewise, when a sales return is performed
an entry is
recorded under the Sales return /Salvage Account.
19. Opening balance: The Opening Balance captures the Credit and
Debit details
of all ledger accounts at the time of opening an account with
the distributor.
When the account heads are created for the first time after the
installation of
the software, the closing balances maintained in the account
books aretransferred to the relevant account heads created under
the financial module,
in Sampark. This screen records all opening balances that are
transferred
from the distributors general ledgers.
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c. C&FA Master: Keeps a record of Carrying and Forwarding
Agents who
supply to the distributor.
d. Claim Master: Keeps track of the all-promotional activities
and claims.
e. Scheme Master: Keeps track of the schemes given by
distributor, on
behalf of the company.
f. Absentee Module: This screen is used to keep track of
salesman
attendance.
g. Window Display Scheme: Keeps a record of display contests
running at
retailer points.
h. Claim maintenance: Keeps a record of the amount to be
reimbursed fromthe company for the various financial claims defined
in Configuration.
2) TRANSACTION
Transactions could be classified into:
Buying.
Selling.
Stock Movement
After configuring the essential master details, the user can
record frequently
changing information in the transactions.
This Transaction module consists of the following screens:
a. Order Booking: This window keeps track of the different sales
orders that
are booked.
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b. Billing : Billing is done through this screen. The records of
all old bills can
also be viewed, using this screen.
c. Delivery Process : The system uses this screen to keep track
of the Delivery
of billed goods.
d. Sales Return : The system records a sale return through this
window. This
window also keeps track of previous sales returns.
e. Collection Register: This screen keeps record of the
collections made for
bills. New collections are received through this window.
f. Cheque Payment : The system keeps track of all cheques
deposits, through
this window.g. Retailer On Account : This screen captures
retailers excess collection
details
h. Retailer Credit Note: This screen captures the account head
under which
the credit notes have to be posted for retailers.
i. Purchase Receipt : The system uses this screen to receive
fresh purchases
from the C & FA. The records of old purchases can also be
viewed through this
screen
j. Payment Register: This screen keeps a track of the payments
made to the
CFA.
k. Stock Movement : This screen has sub-modules, through which
the
movement of stocks is recorded.
3) Planning:
Planning is foresight. To be forewarned is to be forearmed.
Planning is the
general term used for business analysis. Planning identifies the
factors that
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influence the future of the business. It is only when such
factors are identified, and
given importance, that the management can initiate its plan of
action.
The Planning module consists of the following:
Target Setting: Distributor sets the target based on the
previous years sale.
So also, the purpose of this screen is to maintain all the
Quarterly Sales Targets set
by the distributor for the financial year.
Return on Investment (ROI):ROI maintains the stock value details
for the
specified period. It also gives details of the investment made
by the distributor, and
the returns achieved on his investment.
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4) Standard voucher: In order to account for the day-to-day
transactions, vouchers are electronically maintained in Sampark.
Vouchers
are maintained with the help of the Standard Voucher module.
5) Export to tally: Sampark is empowered with the flexibility
of
exporting data pertaining to financial values of transactions,
to Tally. The
Export to Tally screen facilitates the user to export the
finance related
information to tally.
.
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DMS
This module has that kind of options. Which are being used to by
the
distributor to manage the point. This will have all those
options which provide the
distributor ground to manage the point. These options will tell
that what the current
position of the point is? This module is more related with the
palmtop functions. It
helps to upload the order from the palmtop.
This DMS module has the followings sub modules.
1) Norm entry
2) Closing stock entry
3) Download norms
4) Norm viewing
5) Up load order 6) Penalty entry screen
7) Penalty report
8) Scheme detail in palm
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Reports
The transactional activity entered through the various screens
will be logicallyexecuted, thereby, giving the desired report. Each
report available under Sampark
has its own uniqueness and gives the exact status of the
transaction - be it stock
related, sales related or financial.
Reports are generated with the help of the transactions that are
recorded. These
transactions are captured using the Transaction and Financial
module. They
help in enhancing the business process.
Each report has its own filtering conditions. The user can
select and set the filters
according to requirement. Sampark groups the reports according
to itsfunctionality. Each menu has a sequence of sub menus
associated with it. The
different types of Reports generated are:
1) Retailer and CFA Masters
C & FA Master Report: - The C&FA Master
displays the list of CFAs for a given company.
List of Outlets: -This report filters the different retailer
outlet information.
The generated report contains the following details the Salesman
name,
Salesman market route, Category of the retailer, classification
of the retailer
and the status of the retailer - whether he is in business or
not.
Outlet Summary: -This report generates the count of retailer
outlets for the
selected Stockiest salesman in his assigned market route along
with their
category and class.
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Coverage Frequency Report:-This report generates a list of
retailers for the
selected Stockiest salesman in his assigned market route for a
particular
category and class based on the frequency by which they are
visited, i.e.
weekly, fortnightly, or monthly.
Retailer Outstanding Report:-This report generates the
outstanding amount
of the retailer, based on the selected Stockiest Salesman market
route for the
given period.
2) Product Reports
Product Master: - This report displays the details of the
various products
under the selected attribute captions for the given company
along with the
products STU (Sales Transaction Unit) and Purchase Units.
Product Price List Report: -This report generates information on
the detailspertaining to the Product names.
3) Daily Sales Report
Bill Wise Report:-This report generates information on the sales
details for
the given period bill-wise. The generated report contains
details such as bill
number, bill date, retailer name, sales value, discounts, sales
return, taxes
and net amount based on the selected Stockiest salesman market
route.
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Product Wise Report:-This report generates sales information for
the given
date range product-wise. The generated report contains the
following
product details such as product name, product batch number,
quantity sold,
free quantity and the sales value based on the selected
Stockiest salesman
market route, retailers against their corresponding bill
numbers.
Attribute Wise Report:-This report generates the sales
information for the
given period, based on the selected product level hierarchy
assigned for a
company.
Bill Designer: - The Bill Designer option is an important
feature
accommodated in Sampark for designing customized bills. The
screen
provides a range of icons using which the user can develop, save
and print
customized bill designs. To open the bill designer the user has
to supply the
authorization key (password). For this a special User called
Designer has
been created with a password. Only this user can use the bill
designer screen.
To change the existing password the bill Designer supports a
separate
option.
Bill Printing: - The Bill Printing screen enables the user to
specify the
required number of bill copies that are to be printed on
paper.
Sales Return Report:-This report generates the details of the
sales returns
for the given period bill-wise. The generated report contains
the following
information the retailers name, the products returned, the sales
amount,
quantity returned and the product stock Condition Un-saleable,
Saleable or
Offer.
Net Revenue: -This report generates the details of the net
revenue earned by
the distributor. The generated report displays the following
information
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purchase rate, selling rate, distributor cash discount and net
revenue
(purchase rate value selling rate value discounts).
Daily Call Report:-
This report generates details of retailers, the
Productspurchased by them and the productivity of each salesman
with their reason
codes.
Product Track Report:-This report keeps track of the Products
based on the
transactions carried out for them over a specified period. It
includes details
like sale quantity, purchase quantity, sales return, transfer
in, transfer out
and Stock Journal quantity retailer wise / bill wise.
Tax Summary Report:-This report generates a summary of secondary
tax
details. The generated report displays the following Bill
Number, Total
Amount, Taxable Amount and Tax Charged.
Retailer Wise Item Sales Report: -The generated report displays
the sales
details for the selected product retailer wise for the given
period.
Replacement: -This report generates the product replacement
details for the
given period bill-wise.
4) Stock Details
Current Stock Report:- This report generates information on the
closing
stock of the available products from the selected storage
location in the
requested measurement based on purchase rate/selling rate/net
rate. The
generated report contains the following information product
code, product
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batch code, MRP, UPC (units purchased in cases), stock condition
-saleable,
free, un-saleable and closing stock value.
Stock and Sales Report:-
This report generates information on the stockposition (volume
wise) for a specified period brand-wise, in the selected
storage location based on purchase rate/selling rate/net rate
over the given
reporting unit. The generated report contains the following
information like
the product code, product batch, opening stock, from company,
total stock,
retail stock, transfer in, transfer out, sales return and
closing stock.
Stock and Sales (Value) Report: -This report generates
information on the
stock position (value wise) for a specified period, in the
selected storage
location based on purchase rate/selling rate/net rate. The
generated report
contains the following information like the product code,
product batch,
opening stock, from company, total stock, retail stock, transfer
in, transfer
out, sales return and closing stock.
Stock Value Report: -This report generates the details of the
average stock
holding for the given period. The generated report displays the
following
details the opening stock value, stock receipts value,
adjustment value,
todays sales and closing stock. It also gives the minimum and
maximum
stock holding information.
Stock Adjustment Report: - The stock adjustment report
generates
information on the details of the stocks adjusted through the
stock
adjustment module fro the given period. The generated report
contains the
following information the location name, Product name, batch no,
product
batch Condition - saleable or un-saleable etc, date, quantity,
rate of the
product and the total amount
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Stock out Report: -This report generates the stocks that are not
available,
for the given period. This can be further filtered, by the
attribute. If stocks
have not moved out, an asterisk is displayed to signify
this.
Salvage: - This report generates information on the Products
that are
damaged or salvaged and returned by the retailer for replacement
in the
given period. For each of these transactions, a financial claim
number is
created for reimbursing the claim from the company.
5) MIS Reports
A) Outlet
Top Outlet Report:- This report generates the retailer
performance for the
given period. The generated report contains the following
information
market name, retailer name, retailer code, sales value and the %
of
contribution made by each retailer. This report is arranged as
per the
descending value of retailer sales.
Dead Outlet Report:- This report generates information about the
retailerswho have not purchased for the given count of days until
the specified date.
Retailer Class Shift Report:-This report generates the list of
those retailers
who have undergone a shift in retailer classification based on
their sales
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turnover. The generated report displays the following the dealer
name,
dealer class and dealer class old.
Class Category Contribution:-This report generates the sales
contributionmade by the various retailer classes and categories
towards the selected
company products.
Birthday/Anniversary Report:- This is a reminder report that
reminds the
distributor of the birthdays and anniversaries of the
retailers.
Ageing Analysis Report:- This report generates the number of
bills and
amount pending from the retailer and the number of days taken by
the
retailer to make the payment. It also displays the amount
collected.
B) ABC Analysis
Attribute Wise:- This report generates the sales value for the
selected
attribute in the given period either in the ascending or
descending order.
Product Wise:- This report generates Product sales details for
the given
period. This generated report is based on the selected reporting
unit, sort
type (i.e.) either on the value or the quantity of sales and
display order (i.e.)
in either the ascending or descending order.
Route Wise:- This report generates the sales value based on the
selected
stockiest salesman market route for the given period. The
generated report is
arranged in either the ascending or descending order of the
sales value.
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Retailer Wise:-This report generates the sales value based on
the retailers.
The report is arranged either in the ascending or on the
descending based on
the sales value.
Category Wise:-This report generates the sales value based on
the category
of the retailers. The report is arranged either in the ascending
or in
descending order based on the sales value.
Class Wise Report:- This report generates the sales value based
on the
classes assigned to the retailer for the given period. The
report is arranged
either in the ascending or in the descending order based on the
sales value.
6) Claims and Scheme Details
Claim Report:- This report generates information with regard to
claims for
the given period, that have been recorded through transactions
like purchases
and billing, and their outstanding amounts that are yet to be
claimed.
Scheme Details:-This report generates details of schemes that
were applied
to bills for the given period.
Scheme Discount Report:- This report generates the bills for
which a
scheme discount was allowed on the selected company products
during the
given period.
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Product Wise Scheme Report:- This report generates the product
wise
retailer bills that have availed the product scheme benefits for
the selected
product level, product lists in the given period.
Multi Product Scheme Details:- This report generates information
on multi
product scheme details.
7) Collection Report
These reports will tell all the all the things relating to the
collection of the amount
from the retailers. It will include the followings reports.
Bank Slip
Collection Report
Daily Cash Balance
Pending Bills Report
8) Financial Report
These financial reports will tell the following things relating
to the finance. It will
include the following
General Ledger - Listing
Day Book
Period Wise - Listing
Trial Balance
Profit and Loss
Balance Sheet
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Voucher Dump
9) VAT Reports
Product wise Report
Retailer wise Report
Retailer wise Slab wise Report
Product wise Input/Output Report
10) Drill Down Report This report generates informationon sales,
which can be drilled down from the company to the least level
in
the Product hierarchy as well as from the markets to the bills
raised by the
retailers. This also gives information on YTD sales and the last
months
sales.
11) Distribution Depth/Width This report generates
information on the Products distributed to the retailers as per
their respective
hierarchy. This report can be filtered as per cases or
units.
12) Coverage Report This report generates theeffective coverage
for the specified Cycle month based on the selected
stockiest salesman market route. The generated report contains
the
following information Name of Outlets, Outlet Type and the month
on
which the salesman coverage was effective.
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13) Delivery Report This report generates
information on sales, which includes bill number, bill date,
retailer name,
sales value, discounts, sales return, taxes and net amount. It
also displays the
format for a salesman to enter the amount collected through cash
or Cheque,
credit and sales return.
14) Loading Sheet This report generates a
consolidated list of products billed during the day. This is a
vital report used
by the godown keeper to load the billed stocks into vehicles
based on which
deliveries are made.
15) Unloading Sheet This report generates a
consolidated list of products that have been sale returned
(Hold) and those
replaced during the given period. This is a vital report used by
the godown
keeper to track stocks.
16) Critical Sales Parameters This report displays
information on Salesmans performances - based on number of
bills
generated per week. The performance of the Salesman is
categorized as
various indices. These indices use various analytical formulae
to calculate
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different parameters of sales performance. This also helps in
determining the
salesmans productivity.
17) Salesman Monthly Field This report generates the
salesman productivity for the selected cycle month either in the
ascending
order or in the descending order. The generated report contains
details such
as: the selected month sales, maximum, minimum and medium
productivity
and average calls per day.
18) Claim Reports This report generates the
relevant details for the selected claim group. Not all users
have access to this
report. Access is restricted to the ADMIN.
19) On Account This report generates the
retailers and the date on which excess payments were made to
salesman
during collection or by cash at the distributor point.
20) Credit Note This report generates the
credit notes raised during the given period for the selected
retailer.
21) Bill Modification Report This report generates
information on bill modification. The report includes Bill No.,
Bill Date,
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Product Code, Product Name, Changed Bill Qty, Changed Free
Qty,
Changed Return Qty and Changed Replaced Qty.
Interface in Reports
Buttons Purposes
Find It is a search button used on report filters.
Preview To have a miniature view of the reports.
Close To close the report screen.
Findings
The responses of the distributors to whom I have approached were
mix. For
this I have visited all eleven distributors. I have tried to get
the response of the
distributors in deep about the Sampark .But many of the
distributors have computer
operators for the working of Sampark. I also inquire from the
operator for bestresults. The initial response from the
distributors end was that Sampark is a very
good package that has provided him low investment in inventory
and its other
benefits are as follow.
Benefits of Sampark
Benefits from Distributors Management System-Sampark:
Prevention from stocks out situation
Faster and accurate information on secondary sales at
distribution
Points
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Reduction in inventory levels
Accurate forecasting, better sales and production
Planning
Used by more them 400 distributors who account for 70 percent of
sales
Reduces the working capital of distributors, which translates
into direct
business benefits
Helps GCPL obtain retail information on a real-time basis, which
gives a clearidea about market demand for individual products
Reduced time for closing accounts
Better visibility into the inventory pipeline
Information about key outlets
Level of under standing of Sampark among distributors:
The distributors have knowledge of Sampark Package and all
functionality
related to the software. Some distributors operate it by
themselves. But most of the
distributors have operators for it. Most of the distributors are
working properly and
sending data online regularly. But still some have queries about
this package or
suggestions. The main concern is that this software needs more
simplicity and
flexibility. As regards to the knowledge each distributor knows
it very well. They
know what they have to do with (kind of work).
Daily Activities of Sampark:
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Position of support received from Sampark team
Distributors were saying that the Sampark team is very
co-operative and
always ready to help him for any troubleshooting. If they have
any problem related
to the software, they can call to the Sampark implementation
team. Either they
solved their problems by phone or personal visit. With the help
of Sampark team,
the software has become easy to use. And if they find any
problem, they can
communicate to Sampark team in Delhi.
Encumbrance in SamparkThe Sampark has made the work very easy
.but there are some points which
can further increase its capability .The following are the
shortcomings in the
software.
The first hindrance in the soft ware is that some kind of
schemes introduced
in monthly sales promotional activities by the companies i.e.
TPR or ARF or Free
Issues or Samples etc. are not fully compactable with the
software. More over
these schemes has to be entered every month. It will be easier
to take these
Schemes by Online rather than to feed Monthly.
Schemeswill be easier for feeding in the billing format as its
always select
the scheme before applying the specific scheme for the
particular month. The
system does not support direct save and print command when we
entered and
save the bills. It saves the bill but dont print at all. We
first go in the Bill Printing
Form in Sampark and then selecting the bill for printing. It
indicates the late work.
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There is also a short coming in the report printing. The reports
being printed
in 80 columns but the simple dot matrix printer does not support
it .more over thereare some columns which are not required for day
to day work. For effective
working there should be options before printing that which
columns you dont
wants to print.
The product wise sales report which is required for loading the
goods in the
delivery van doesnt show the total number of bills. It become
necessary to get
print other report for total number of bills.
There is a problem in applying the schemes after the day end .if
by mistake
they (distributors) forget to enter any scheme then they have to
pay it from their
pocket.
The scheme report shows all the sales with scheme and without
scheme.
Which provide attention to check the scheme sales.
Quantity purchases schemes (QPS) are not in accordance with the
Sampark.
Where retailer gets more discount on more or large quantity.
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Multi product scheme is very difficult to enter in the bills.
This gave birth to
problem in the working.
The problem of backup of software is there .due to software
failure they are
not able to work. And it takes time to load software by Sampark
team .so they
should provide a backup of this software.
Conclusion
At the end of this report, it can be said that the step of GCPL
to make its
distribution channel online was the good decision, which has
provide a good
supportive hand to the distributors regarding the sales, billing
, knowing their A
class retailers, stock detail etc. the general remarks for the
software was
excellent as per the distributors. This system which can be
complicated for some
distributors due to the illiteracy of the computer they can have
a computeroperator. Where there is a successful integration
strategy, there is enterprise value.
At its very core, a well-executed supply chain project offers a
single window into
business and distribution, consolidates systems and processes,
and provides quick
and accurate information on secondary sales at the point of
distribution. This is
precisely what Godrej Consumer Products (GCPL) achieved through
project
"Sampark," a distributor management system used for stock
management, billing
to retailers, accounting and report generation.
Commenting on the meticulous implementation of the system, The
objective
of implementing Sampark was to reduce the working capital of
distributors. This in
turn would give a better return on investment leading to more
coverage and hence
more sales. Sampark was initially being used by 300 distributors
who account
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for 67 percent of the company's sales. GCPL has made an
investment of
approximately Rs 1 crore and by the end of the year, the company
plans to extend
its reach to around 400 distributors spread across the
country.
The general remark for this software Sampark is excellent as per
the distributors.
