23822190-sunfeast-biscuits-sales-and-distribution
TRANSCRIPT
Mr. Y C DEVESWAR Chairman, ITCltd.
INTRODUCTION TO ITC LTD.• One of the worlds most reputable company
• Market capitalization of nearly US $ 18 billion
• Post tax profit of US $750 Million
• Diversified product portfolio
• Direct group employment of 29000
SALES AND DISTRIBUTION
SUNFEAST BISCUITS
ABOUT SUNFEAST LOGO
SUN SHOWS REACHNESS, NECESSITY, ENERGY.
SMILE IS FOR CUSTOMER SATISFACTION, TARGET SEGMENT
LIGHT KHAO, LIGHT RAHO
• Launched in July, 2003• Growth rate of 53%• Turnover of over 1000 Cr.• Wide categorization
About sun feast….
WATCH OUT……
Products at a Glance
PRODUCTS COMPETITORS
GLUCOSE PARLE, BRITANNIA AND HORLICKS
MARIE BRITANNIA AND BISK FARM
BUTTERBITE AND CREAM
PRIYA GOLD, ANMOL, BRITANNIA AND PARLE
Organizational Structure
1. Entry levelPremier management institutes
2. Middle levelIntegrityA "will do" attitudeHigh energyCreativityLeadershipTeam skillsAbility to think strategically
3. Grass root level
Recruitment at ITC
Strict compliance standards, low profit margins, intense competition, high customer-service
expectations.
Fast and effective sales ordering processes.
Flexibility
Quick reaction
Distribution of Food Products
IMPORTANT FACTORS
FOOD
MARGINSCREDIT SYSTEMS
STOCK OUTS
WASTAGES
PROMOTIONS
DISTRIBUTION CHANNELS
Distribution Channel
Flow Diagram
FACTORY
C&F
WHOLESALE DISTRIBUTO
R
WHOLESALE DEALER
BASE
RETAILER
ITC uses FIFO method to reduce the wastage of goods due to expiry.
They also keep the good on constant move from low sales area to high sales area.
The company collects all the expired goods four times a year, and destroys them.
Retailers must return expired or damaged products within six months after the date of expire.
DISTRIBUTION SYSTEM
Adjustment for them is done in three months time.
ITC provides their retailers with racks, hangers, etc to display the products.
The benefits received by the retailers depend upon their sales volume and also the location of their shops.
ITC has hired IMRB to do the market research.
CONTINUE……
CONCLUSIONFood products are normally a high volume ball game. Products have to essentially be available in the market at all given points of time and at all given points of purchase.The skeleton of distribution system is same for all the companies but it depends on efficient sales and distribution system of a firm how well they manages them…
