dabur final
DESCRIPTION
for sales managementTRANSCRIPT
PRESENTED BY:SHWAYATNK AJAYROLL NO. 107
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A STUDY OF THE SALES MANAGMENT AND SUPPLY MANAGMENT OF MODERN TRADE OUTLETS OF DABUR PRODUCTS – FEM AND
UVEDA IN DELHI-NCR
Apr 10, 2023 2
COMPANY PROFILE
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• Largest Herbal & Natural Portfolio• 4000 Distributors in India• Retail Reach 2,500,000• 5 Umbrella Brands• 350+ products• 4000 employees• 15 Manufacturing Plants• Sizeable Presence in high growth
Apr 10, 2023
1884•The birth of Dabur
1972•The company shiftsbase to Delhi from Kolkata.
1986•Registered as PublicLimited Company
1994•Listed on the BombayStock Exchange
1998•Professional teaminducted to run thecompany
2000•Crosses Rs 1000Crore Turnover
2003•PharmaceuticalBusiness de-mergedto focus on coreFMCG
2004•Profit exceeds Rs.100Crore
2005 Acquired the Balsara , strengthening the
oral care & provided entry into the Home care segment
2006Dabur figures in top 10 places to
work
2007Dabur ranked
amongst Asia’s best under A Billion’
enterprises by Forbes.
2008Acquired the Fem care Pharma
entering the mainstream skin-care segment
2010•Touched US$3.5billion market cap
RESEARCH METHODOLOGY• PRODUCTS UNDER STUDY
Apr 10, 2023 5
UVEDABLEACH – FEM, SAKA, OXY, HERBAL
RESEARCH METHODOLOGY• LOCATIONS UNDER STUDY
Apr 10, 2023 6
S.NO NAME OF OUTLETS ADDRESS
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NEW UDLF MALL NEW UVASANTKUNJ
2NEW U NEW U BASANT SQAURE MALL
VASANTKUNJ3
FOOD BAZAR
V3S MALL LAXAMI NAGAR FOOD BAZAR
4VISHAL MEGA MART SEC 14, GURGAON
5 BIG BAZAR WAZIRPUR ,NETAJI SUBHASH PALACE METRO STN , BB
6BIG BAZAR WAZIRPUR BB
7FOOD BAZAR ROHINI NEAR PITAMPURA METRO STN.DEPALI
CHOK ,FOOD BAZAR
RESEARCH METHODOLOGY• LOCATIONS UNDER STUDY
Apr 10, 2023 7
8 BIG BAZAR INDARLOK BBINDARLOK METRO STATION
9 BIG BAZAR SUNCITY MALL NEAR CADCARDUMA COURT ,CROSSRIVER,SAHADRA BB
10 BIG BAZAR RAJORI GARDEN WEST LIFE MALLBB
11 PERSONAL CARE GURGAON GUDGAON CENTRAIL MALL,NGS ROAD,NEAR IFFCO CHOK ,PERSONAL CARE
12 PERSONAL CARE GURGAON SPENCERSNEAR IFFCO CHOK
13 BIG BAZAR AMBIANCE MALLGURGAON BB
14 BIG BAZAR SAHARA MALL NEAR IFFCO CHOK,GURGAON BB
S.NO NAME OF OUTLETS ADDRESS
RESEARCH METHODOLOGY• LOCATIONS UNDER STUDY
Apr 10, 2023 8
15 BIG BAZAR VASANTKUNJ BASANT SQAURE MALL
16 BIG BAZAR VASANTKUNJ BASANT SQAURE MALL A,BB
17 BIG BAZAR NOIDA SEC 18,GREAT INDIA PALACE
18 FOOD BAZAR SHIPRA MALL,GAZIABAD FOOD BAZAR
19 FOOD BAZAR KAUSHAMBI EDMFOOD BAZAR
20 BIG BAZAR KAUSHAMBI SPENCERS
21 BIG BAZAR INDIRA PURAM DIRECT CHAIN
S.NO NAME OF OUTLETS ADDRESS
RESEARCH METHODOLOGY
• MODE OF STUDY- Primary – Personal Interview of the BAs (Personal visits) - Observation of the Sales Report
(DSR & BAs report)
- Secondary – Internet , Annual reports , Company Manuals & Brochures etc.
Apr 10, 2023 9
OBJECTIVE OF STUDY
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* PRIMARY OBJECTIVE
•To study the Sales of Fem & Uveda at Modern Trade Outlets (MTOs) of Dabur in Delhi / NCR• To study the Supply Management of Fem &
Uveda at MTOs in Delhi / NCR.• To identify the gaps in the PROCESS &
suggest ways to improve it.
* SECONDARY OBJECTIVE
• To monitor the performance of the BAs at the key counters of MTOs & motivate them to
achieve the targets.
ANALYSIS
Apr 10, 2023 11
ANALYSISS.No. NAME OF OUTLET FEM SALES
(Rs. 9360 per month)
UVEDA SALES(Rs.31200 PER MONTH
1 NEW U ,DLF MALL- VK 2138 7311
2 NEW U, BSM MALL- VK 4169 4221
3 FOOD BAZAR, V3S MALL 5123 6543
4 VISHAL MEGA MART ,GURGAON 6321 7798
5 BIG BAZAR , WAZIRPUR-MT STN 2366 8328
6 BIG BAZAR , WAZIRPUR 2091 2766
7 FOOD BAZAR ,ROHINI 5016 8466
8 BIG BAZAR ,INDARLOK 6786 9876
9 BIG BAZAR,SHAHDRA 5767 11262
10 BIG BAZAR , WEST LIFE MALL,R.G 9839 26888
11 PERSONAL CARE ,CENTRAIL MALL,GURGAON 5089 4193
12 PERSONAL CARE,SPENCER ,GURGAON 5432 7654Apr 10, 2023 12
Apr 10, 2023 13
S.No. NAME OF OUTLET FEM SALES (Rs. 9360 per month)
UVEDA SALES(Rs.31200 PER MONTH
13 BIG BAZAR AMBIANCE MALL 4792 2931
14 BIG BAZAR ,SAHARA MALL 23131 10971
15 BIG BAZAR,BASANT SQUARE MALL 8163 10934
16 BIG BAZAR,OMEX MALL SOHNA LAKE 9626 14196
17 BIG BAZAR,GIP NOIDA 1325 1888
18 FOOD BAZAR SHIPRA MALL 11270 14650
19 BIG BAZAR,EDM MALL 9974 14004
20 BIG BAZAR SPENCER KAUSHMBHI 3257 8745
21 BIG BAZAR , INDIRA PURAM 4843 8475
Apr 10, 2023 14
• 1. The poor performers in terms of the Fem Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:-
Big bazaar-Gurgaon > Shahara Mall-Gurgaon > DLF Mall-VK > Big Bazaar, Wazirpur > GIP
• 2. The excellent performers in terms of the Fem Sales
can be shown here in the following decreasing order on the basis of their recorded monthly sales:-
EDM Mall > Westlife Mall- Rajouri Garden > Omex MallApr 10, 2023 15
INFERENCES
• 3. The status of the performers in terms of the Uveda Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:-
Ambience Mall > Big Bazaar, Wazirpur > GIP ( Very poor performance )
Food Bazaar-Rohini > Aditya Mall-Indrapuram > Big Bazaar, Wazirpur > DLF-VK > BSM > Central Mall-Gurgaon
(Poor performance)
Shipra Mall > Omex Mall > EDM Mall-Kaushambi > Big
Bazaar- Shadara (Average performance )
• 4. Overall the good performers (BAs) for various Malls can be stated in the following decreasing order :-
Westlife Mall- Rajouri Garden > EDM Mall-Kaushambi > Omex Mall > Shipra Mall
Apr 10, 2023 16
INFERENCES
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LIMITATIONS
RECOMMENDATIONS
Apr 10, 2023 18
• Improve ambience and location to boost sales.
• BAs should be trained to promote sales better & take active responsibility.
• Poor performances can be managed by giving new offers & incentives to attract
the customers.• Proper and timely feedback &
motivation keep the spirits of the BAs high.
• The outlets display , counters and shelf place needs to be presented in an
attractive way to enhance customer visits.
RECOMMENDATIONS
Apr 10, 2023 19
• Delays should be avoided and demand- supply requirements should be properly
regulated.• Increasing customer awareness & education regarding the Ayurvedic
Dabur products.• More advertisements should be there
focussing on the products, their mode of usage & benefits.
• Packaging relative to the pricing should be improved and trial packs should be
promoted .
Apr 10, 2023 20
CONCLUSION
• The Sales management requires a thorough knowledge & The Sales management requires a thorough knowledge & understanding of the cross functional departments like HR, understanding of the cross functional departments like HR, Supply & Logistics management, Production & Operations Supply & Logistics management, Production & Operations management etc.management etc.
• Hence, the modern marketers need to play a significant Hence, the modern marketers need to play a significant role in coming up with new strategies and promotion role in coming up with new strategies and promotion methods, if they really wish to surmount the modern methods, if they really wish to surmount the modern competitive barriers and lead the market.competitive barriers and lead the market.
Apr 10, 2023 21
Thank you !!!
GO GREEN , STAY
HEALTHY….