Assortment by type of Channel & Store and Distributor
ROI
Assortment by type of Channel & Store and Distributor ROI
LOreal India Pvt. Ltd. By Varun NarulaObjectivesTo map an
assortment of Stock Keeping Units (SKUs) of LOreal India Pvt. Ltd.
in the retail and wholesale market.To study the current format used
by LOreal India for calculating the Distributors ROI and benchmark
it against the competitors practices.
Methodology Visit three outlets of each type in both the cities
in different locations of the city. Compile a list of the current
availability scenario of various SKUs of LOreal India Pvt. Ltd.
Also, the availability of SKUs of the competitors.Analyze the
data.Based on penetration % values of SKU a Must-Stock SKU List
(MSL) was created.Study the format used by LOreal India to
calculate the ROI of its Distributors
Compare the ROI calculation of LOreal competitors.
Analysis- calculated % penetration of each sku is under each
brand for all 3 companies.
3AhmadabadChemists General Merchants Cosmetic Stores Grocers
Wholesalers
Ahmadabad-Classification of OutletsPlatinum: Monthly sales of
greater than or equal to Rs. 40000 Gold: Monthly sales of between
Rs 25,000 to Rs 39,999 Silver: Monthly sales of Rs 5,000 to Rs
24,999 Bronze: Monthly sales of Rs 1,000 to Rs 4,999 Others:
Monthly sales of less than Rs 1,000 (*based on monthly sales of
LOreal India Pvt. Ltds products by the outlet.
)PenetrationPlatinumGoldSilverBronzeChemists92.8684.5288.0941.67General
Merchants79.1998.2167.8636.91Cosmetics 95.23 91.67 63.0933.33
Grocers94.6492.8534.5216.67Wholesalers90.4765.4748.8132.14Table
shows the utilization/ Sales outlet
