nirma sales and distribution.pptx

7/27/2019 NIRMA Sales and Distribution.pptx

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STUDYOFSALES

DIVISIONOFNIRMAPriyam Mukherjee (33037)

Pushpak Singh (33040)Ajit Karmhe ()

Amrendra Kumar ()

Ashutosh ()


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Founded : 1969 by Karsonbhai Patel

Nirma is a customer-focused company committed to consistently offer

better quality products and services that maximise value to the

customer

This customer-centric philosophy has been well emphasised at Nirmathrough:

Continuously exploring & developing new products & processes.

Laying emphasis on cost effectiveness.

Maintaining effective Quality Management System.

Complying with safety, environment and social obligations.Imparting training to all involved on a continuous basis.

Teamwork and active participation all around.

Demonstrating belongingness

Dudh si safedi ni rma se aye rangin kapada bhi kh il khi l jayej ingle used for last 35 years

Same radio spot has been used consistently for last 28 years

COMPANYBACKGROUND


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SALESSTRUCTURE

General Manager(1)Area Sales Manager

(1 for each State)

Sales Supervisor (North, South,Central, 2

Shaurashtra

Sales Executive (North,

South, Shaurashtra)

Sales Representative (2,3 )


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DISTRIBUTIONCHANNEL

Nirma Plant @ 8 locations

Depots

@35 locations

Distributors

2000 Approx

2 Million Approx (country wide)


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ProductPortfolio


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SALESPLANNING, BUDGETING&

PROMOTION

5th/6thevery month

Meeting with Area Sales Manager with all salesstaff

Target decided and performance reviewed (overall

+ category wise) Schemes decided

Reasons for poor performance

Pay Rs. 60/month for 15packets of for Shelf space

( Increase in sale of Salt from 100 ton to 1000 ton) Less spending on advertisement

Stickers, Board, Hoarding


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PERFORMANCEAPPRAISAL

Fixed basis

No targets

Entry Salary Rs 5,000/-

Target based incentives

Incentive sharing whendistributor achieve target

Targets calculated on thebasis of past performanceand current scenario

3 years average + 15%-20% sales target

Rs. 0.50/ pack extra marginabove targeted sales

Company LevelDistributor Level,Anand


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SALESAUDIT

Evaluation of distributors targets

The sales team visits the field for monitoring sales

activities

Gives report on the effect of various salespromotion schemes of their product and their

competitors in the market

Send samples of any new product of any

competitor to the HO


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LOCALDISTRIBUTORS

Distributors are allotted district wise

Rs. 5000 to 10,000 for the Violation of the territory

for distributors

Ganesh Agency (Nima) Yogi Agency (Nirma)

Name of the distributors: Alpesh Bhai

960 Retailers (450 in Anand rest in rural

Vadodara) 3 Delivery vehicles, 4 sales person, 3 drivers, 12

other staff


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MARGINSOFDIFFERENTPRODUCTS

Product Name

Price for the

Distributors

(Rs)

Price for the

Retailers (Rs)

MRP

(Rs) Margin

Nirma Detergent

(500 gm) 16.5 17 20 0.5Nirma Bath soap

(75 gm) 8.1 8.25 10 0.15Super Nima

(5oo gm) 31 31.5 35 0.5Nirma Salt

(1 kg) 5.75 6 10 0.25Nirma Clean

(300 gm) 28.5 29.5 35 1.5


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IMPORTANTINSIGHTS

Conflict with Big-Bazar (Delay in payment)

Diwali & Summer are the pick season


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nirma sales and distribution.pptx

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