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8/9/2019 Deep dive Towns Gagan n Shailesh
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Deep Dive towns
Presentation-
Gagan Singh
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http://populationcommission.nic.in/facts1.htm
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Madhya Pradesh-Rural
89.53% of population ofM.P resides in the
rural area.
Rural is a huge contributor across variousproduct/service segments
Critical area for most of the FMCG companies.
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DD Town- Vidisha
Stockiest- Hasmukh Brothers.
No. of wholesalers- 8
No. of retailers- 275+ Visibility-visible
Town target range- between 3- 3.5 lkh
Town growth-positive
Stockiest-expectation, reaction and suggestion
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My Suggestions:
Great potential in the market
Lack of beat by the stockiest PSR turns up in achieving far much.
Target incentive scheme is very beneficial.
Seriousness over secondary missing
Consumer offers must be pushed more in thismarket as it attracts to a great deal.
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My suggestions:
Attitude problem by the stockiest
Dominance over the company
Secondary not performed properly Row between the stockiest and a wholesaler
Market criticalities must be understood at the upperlevel.
Target must be accordingly so that no further negationsmust be performed.
Terms and conditions must be mentioned andexplained to the stockiest clearly
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Learning's during training
Scheme formulation
Criticalities of secondary sales.
Task of secondary sales. Though study of the company objectives and
working in the rural area.
FMCG work culture
Gained a great knowledge in the sector.
DD towns through study and there importance
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Deep Dive towns
Presentation-
Shailesh Patel
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WORKINGIN DEEP DIVE TOWNS
Started with PSR
Visited primarily SS and took orders from them.
Than visited retailers with PSR.
Finally alone visited retailers and took orders.
First question from retailers what's the scheme and on what quantity
Two DD towns visited i.e. Pipariya and Seahore.
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Dealing with them was a good experience.
Catalog was an important tool in taking order.
Company worked on awareness and availability.
Retailers also compared some competitor products on basis of margin.
MARGINS
Cherry full products,Mansion polish and Harpic al products 12%
Dettol soap 8.5%Robin products leaving powder 12%
Robin powder, Lizol full and rest all products leaving Pharma 10%
All pharmacy products 16%.
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DD TOWN PIPARIYA
Sindh Agencies(Distributer)
Approx 70 retail out lets
Main problem Wholesaler getting stock of soap and coil on distributer rate
from Jabalpur.
Stocked fresh soap, cut from scheme in which they were coming free ,created
problem.
Retailer reaction were good for company product and schemes.
They only have issue of cash discount with the distributer.
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DD TOWNSEAHORE
Ranjan Kumar Shreemal Jain (Distributer)
Approx 125 outlets.
Issue ofMortein coil by 3to 4 retailer.
Issue ofDettol cool soap of being short by distributer and also instaed of
cool fresh have been sent.
Same problem of fresh soap being stocked by retailers.
Fresh not being placed in visibility desk of most of the retailers.
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THANK YOU
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