by aditya kulshrestha
TRANSCRIPT
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 1/18
BBYY--AADITYADITYA K K ULSHRESTHAULSHRESTHA
PGPBM (09PGPBM (09--11)11)
ROLL NO: P/MN/R/09/004ROLL NO: P/MN/R/09/004
STUDY OF SUPER STOCKIST & SUB STOCKIST NETWORK STUDY OF SUPER STOCKIST & SUB STOCKIST NETWORK
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 2/18
ABOUT THE COMPANY
Rasna, the product that has given the world its best-known taste was born in 1980.
Rasna Pvt. Ltd Company is the leading manufacturer, marketer and distributor of
non-alcoholic beverage (Powder based drink), used to produce nearly couple of
SKU.
Rasna is a brand owned by Poima Industries which introduced and nurtured theconcept of soft drinks concentrate (SDC) in Indian market.
Level to Expand : International
Received the Superior Taste Award 2008 instituted by The International Taste &
Quality Institute, Belgium.
Rasna claims 97.2% market share in non carbonated soft drink concentrate powder.
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 3/18
PRODUCT CATEGORY-
FRUIT FUN- FRUIT PLUS-
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 4/18
PRODUCT R ANGE
(INDIAN MARKET)
ruit fun ruit plus
MSP 5gmOrange, Mango, Nimbu Pani Orange, Mango, Pineapple, Nimbu Pani
32 Glass 23gm
Orange, Mango, Pineapple, Shahi Gulab,
Nimbu Pani, Kala Khatta, Cola cola, Kesar
elaichi,Cool Khus
Orange, Mango, Pine apple, Nimbu Pani
12Glass 200 gm
Orange, Mango, Pineapple, Shahi Gulab,
Nimbu Pani, Kala Khatta, Cola cola, Kesar
elaichi,Cool Khus
Orange, Mango, Pineapple, Nimbu Pani
1ka2
500 gm (pouch & jar)
Orange, Mango, Pineapple, Nimbu Pani
Orange,Mango
750 gm
5 Glass Orange, Mango, Pineapple, Nimbu Pani
Orange
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 5/18
MANUFACTURER
REGIONAL DEPOT DISTRIBUTOR
MODERN MARKET
WHOLE SALER
RETAILER
CONSUMER
CHANNEL OF DISTRIBUTION
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 6/18
COMPETITORSCOMPETITORS
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 7/18
AREAOF WORKING
I¶m very fortunate to have worked in two regions for Rasna Pvt. Ltd, which is
Ghaziabad and Kanpur .
GHAZIABAD
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 8/18
OBJECTIVES
To ensure the primary and secondary sales by the company. Primary
includes billing by the stockist or super stockist to the company and
secondary is the direct selling made by the stockist or super stockist in
the market.
To trace the gap between the dealers perception and the customers
perception.
To establish benchmark measures for the organization and its
performance.
To tally secondary order against actual delivery by stockist.
To assess the organizations market perception as compared to the
competitors.
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 9/18
NATURE OF THE WORK
Work was to build up distribution network and spin the distribution cycle.
Keeping a record of every major shop is necessary to make sale happen
on time and to create new wholesaler and retailer is also important. To
create the a new shop you have to be very familiar with the market, had tovisit that shop twice or more, make them aware about the brand, then
convince them and deliver them orders.
Our main job was to take feedbacks of our product from different markets
for that our instrument of record were D-FORM & DAILY SALES
REPORT.
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 10/18
DAILY SALES REPORT
NAME OF TI REGION TOTAL SALES AVAILABLE DSR SERIAL NO. TODAY VALUE TGT ACH:
TOWN H. Q: NAME OF STOCKIST: M/S DATE: DATE OF LAST VISIT:
S.No. NAME OF OUTLET
MSP 32 GLASS 12 GLASS
5 GLA SS 2 0 G LA SS
1 KA 2
TOTAL5 gms.
Pouch25 g. Pouch 50 g. Pouch 100 g. Pouch 50 g. jar TOTAL
OR MG LMN TOTAL OR MG SG KE CK CC PA LMN KK OR MG LMN SG OR MG
A
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
B
C
D
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 11/18
ANALYSIS OF DEALERSAND THEIR AREA
Ghaziabad Region
GOYALAGENCY(SUPER STOCKIST)
TOWN
AVERAGE ONE
DAY SALES(RS)
HAPUR 12000
MEERUT 8000
MODINAGAR 6000
MURADNAGAR 6500
PILKHUA 11000
KHODA 10000TOTAL- 53500
AVERAGE PER DAY SALES- 8916.67
22%
15%
11%12%
21%
19%
GOYAL AGENCY(SUPER STOCKIST)
AVERAGE ONE DAY SALES
HAPUR
MEERUT
MODINAGAR
MURADNAGAR
PILKHUA
KHODA
R AMASHR AY
(STOCKIST)
MARKET
AVERAGE ONE DAY
SALES(RS)
PATELNAGAR 9000
GHANTAGHAR 11500
VIJAYNAGAR 12600
PRATAPVIHAR 13000
KAVINAGAR 9400
LOHIANAGAR 4600
TOTAL- 60100
AVERAGE PER DAYSALES- 10016.67
15%
19%
1%
1%
16%
8%
RAMASHRAY
AVERAGE ONE DAY SALES
PA ¡
¢ LNAGAR
GHAN¡
AGHAR
VIJAYNAGAR
PRA ¡
APVIHAR
KAVINAGAR
LOHIANAGAR
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 12/18
K anpur region
R AVINDR A AGENCY
(STOCKIST)-
MARKET
AVERAGE ONE
DAYSALES(RS)
NAYAGANJ
(WHOLE SALE MARKET) 76000
GOVIND NAGAR 16000
DABOLI 4650
RATANLAL NAGAR 10500
BARRA 6000
TOTAL 113150
AVERAGE PER DAY SALES(RS) 18858.33
67%
14%
4% 9%
6%
RAVINDRA AGENCY- AVERAGE
ONE DAY SALESNAYAGANJ(W
HOL£ S AL £
M ARK £ ¤
)
GOVIND
NAGAR
DABOLI
RA ¤
ANLAL
NAGAR
ARNAVAGENCY
(STOCKIST)-
MARKET
AVERAGE ONE
DAY SALES(RS)
VIJAY NAGAR & SHASTRI NAGAR 30000
PANKI 4050
GUMTI 18000
RAWATPUR 9050
KAKADEV 8000
TOTAL 69100
AVERAGE PER DAY SALES(RS) 13820
43%
6%
26%
13%
12%
ARNAV AGENCY(STOCKIST)- AVERAGE
ONE DAY SALES
VIJAY NAGAR &
SHA STRI NAGAR
PANKI
GUMTI
RAWA TPUR
KAKAD ¥ V
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 13/18
DEEP AGENCY
(SUPER STOCKIST)
MARKETAVERAGE ONEDAY
SALES(RS)
SAKET NAGAR 14500
KIDWAI NAGAR 14000
KALYANPUR 6500
TOTAL 35000
AVERAGE PER DAY SALES(RS) 11666.67
41%
40%
1 ¦ %
DEEP AGENCY(SUPER STOCKIST)
AVERAGE ONE DAY SALES
S AK § T NAGAR
KIDWAI NAGAR
KALYANPUR
MAA VAISHNO(SUB STOCKIST)
MARKET
AVERAGE ONE
DAY
SALES(RS)
SHIVLI 10500
BITHOOR 8500
AWAS-VIKAS 8900
TOTAL 27900
38%
30%
32%
MAAVAISHNO(SUB STOCKIST)
AVER AGE ONE DAY SALES
SHIVLI
BITHOOR
AWA S- VIKA S
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 14/18
GHAZIABAD
STOCKIST AVERAGE ONE DAY SALES(RS)
GOYAL AGENCY 8916.67
RAMASHRAY 10016.67
TOTAL- 18933.33
AVERAGE PER DAY SALES- 9466.67
GOYAL
AG ̈ NCY 47%RA M A SH
RAY 53%
GHAZIABAD AVERAGE ONE DAY
SALES
K ANPUR
STOCKIST
AVERAGE ONE
DAYSALES(RS)
RAVINDRA AGENCY 18858.33
ARNAV AGENCY 13820
DEEP AGENCY & MAA VAISHNO 10483.33
TOTAL 14387.22
AVERAGE PER DAY SALES(RS) 14387.22
44%
32%
24%
KANPUR AVERAGE ONE DAY
SALES
RAVINDRA
AG©
NCY
ARNAV
AG © NCY
D© ©
P AG © NCY
& M AA
VAISHNO
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 15/18
COMPARISION ON SALES-
REGION AVERAGE ONE DAY SALES
GHAZIABAD 9466.67
KANPUR 14387.22
TOTAL 23853.89
AVERAGE SALES PER DAY- 11926.945
GHAZIABAD40%
KANPUR
60%
AVERAGE ONE DAY SALES
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 16/18
Tang is main competitor and strategically close performer to Rasna.
Unsolved DGR (damage goods return) issues, Unavailability of stocks
at depot are the major problems.
Urban market of soft drinks is getting saturated. And also the rural
market is growing at a pace so by effective strategy this can be a future
market for the product.
The reasons given by consumers for having liked the product were:
It tastes like fresh orange juice.
It is a good thirst quencher, especially in the summer season.
It is not bitter like other readymade products that are
available
COMENTS
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 17/18
RECOMMENDATIONS
Rasna should more emphasis on its Television advertisements.
A proper arrangement must be made for recovery of its expiry
products.
The offers, schemes and other promotional activities should be
discussed with the TSM and the salesman and should be
motivated to tell it to the retailers so that schemes should be
properly utilized by the retailers and the consumers.
Company must ensure the regular supply of all the flavors of all
the packaging on time, specially those product and flavors which
has high demand in market.
8/8/2019 By Aditya Kulshrestha
http://slidepdf.com/reader/full/by-aditya-kulshrestha 18/18
THANK YOU