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Dabur Today
• Leading Indian Consumer Goods Company• 125 Years Old• Provides Nature Based Solutions for a Healthy
and Holistic Lifestyle• Turnover : Rs. 2834.11 Cr(FY 09)• 4000 Employees
• Three Major SBU’s: Consumer Care Division Consumer Health Division International Business Division• Three Subsidiary Group Companies : Dabur International Fem Care Pharma New U• Eight step Down Subsidiaries
Manufacturing Facilities in India
Outside India
Product Lines
• Hair Care• Oral Care• Health Care• Skin Care• Health Care• Food
Mar 2004 Mar 2005 Mar 2006 Mar 2007 Mar 2008 Mar 2009 0
500
1000
1500
2000
2500
3000
1152.32
1273.781372.52
1641.57
2128.17
2435.93
Sales Growth
sales growth
Trends in sales quantity (products) (volume in tonnes)
Dabur India Ltd.
Product/s manufactured/traded Mar 2005
Mar 2006
Mar 2007
Mar 2008
Mar 2009
Ayurvedic Tooth Powder & Paste
11565 11142 22661 23126 25227
Chyawanprash
10905 11413 13373 14049 13741
Fruits, Nector & Drinks
40044 46857
000 litres 000 litres Hair Oils
16793 16769 21924 20401 22876
Kls Kls Kls Kls Kls Hajmola
5213.1 5205.6 5979.1 7850.2 7667.5
Honey
1741.3 4516.3 4681.9 5309.7 5392.8
Expectations
• Channel members from the company
DABUR Timely delivery Rewards and claims Adequate discounts Schemes and margins
HUL Profits and Claims Timely Delivery Rewards Schemes and Margins
Company from the channel members
DABUR Infrastructure Robust service Coverage Seeking new opportunities Sales force Goodwill and attitude Expansion Timely booking and delivery
HUL Proper Retailing Maximum Distribution Right Attitude with
Customer Proper Shelf Space Freshness of Merchandising Meeting of Targets Feedback (On Timely Basis)
Selection criteria of channel members
DABUR• Service (knowing and
visiting)• Order cycle• Credibility• Goodwill• Sales growth
HUL• Experience• Financial Position• Credibility• Market Knowledge &
Coverage• Personal Involvement
Criteria DABUR HUL
Credit Period Advance Payments Advance Payments
Mode of Payment Cheque Cash and Cheque
Discounts None 1.5% (Only to Distributors)
Margins 5% (Distributor) 5% (Distributor)
8-15% (Retailer) 9-10% (Retailer)
2% (Wholesaler)
5% (Stockist)
6% (Superstockist)
Order Cycle Time Varies Varies
Minimum Order Size Not Fixed Not Fixed
Damaged Merchandise Refund Provided Company
Commercial Terms
Logistics management
• Transportation : Trucks, Tempo• Who Pays: Company C&F Distributors Company Pays
Distributors Retailers Distributor Pays
• Warehousing : 90% fill rate for modern trade• Inventory : Minimum Inventory
Head of sales, National
Regional managers(N, E, W, S)
Zonal managers (2 each)
Area managers (3-5 each)
ASE ASE ASE
Sales officer
Sales officer
Sales officer
Sales officer
Sales officer
Sales team hierarchy
Appraisal
• Channel members– Exceeding – Meeting
– Below
(on the basis of growth, sales, cheque etc.)
Retained
Put Under Scanner
Employee performance appraisal
• Weightage– 50% on Sales (food, healthcare, oralcare etc.)– 25% on processes (enhancing coverage, removing
gaps, overall outstanding claims by stockists, forecast accuracy)
– 25% on managerial skills (leadership etc.)
• India's largest fast moving consumer goods company
• HUL's brands are spread across 20 distinct consumer categories.
• Leadership in Home & Personal Care Products and Foods & Beverages. • Hindustan Unilever as the best consumer household products company
as rated by the leading business magazine – Forbes Global
• 32,400 employees (40,000 including Group Companies), including about 1,425 managers.
Product portfolio• PERSONAL PRODUCTS– Skin care– Oral Care– Hair Care– Deodorants– Color Cosmetics
• SOAPS & DETERGENTS– Fabric Wash– Personal Wash– House hold Care
• FOOD & BEVERAGES– Ice Creams– Beverages– Popular Foods– Culinary
• NEW VENTURE– Max– Hindustan Unilever Networks– Ayurvedic Health and – Beauty Care Products
Dec 2003 Dec 2004 Dec 2005 Dec 2006 Dec 2007 Mar 2009 0
5000
10000
15000
20000
25000
11203.14 10996.73
12108.87
13189.7
14895.56
21927.23
SALES GROWTH
Series1
Segmented sales growth 2003 2004 2005 2006 2007 2009Growth rateBeverages 1184.2 1194.6 1277.5 1330.7 1532.8 2294.5
94%
Foods 602.46 285.07 313.72 384.91 537.73 810.7
35%
Ice Creams 93.39 88.94 98.15 137.07 160.64 235.14
152%
Personal Products 2410.2 2472.2 2951.9 3359.8 3671.8 5367.4
123%
Soaps & Detergents 4379.4 4470.7 4961.7 5595.9 6374.5 9880.6
126%
Distribution NetworkCompany
Distributors
C&F Agents
Retailers
Consumer
Logistics Management
• Transportation: Trucks,Three-Wheelers• Who Pays: Company C&F
Distributors Company Pays
Distributors Retailers Distributor Pays• Warehousing: • Inventory: Seven Days
Sales Force
• Mixed Sales Force• Training: After Every 6 months Weekly Support Visits by the Company’s Representative.• Monthly Targets: 20% Hike of the Last Year
Achieved in the same month Current Market Situation
Performance AppraisalsTill Last Year This Year
Incentives Quaterly Monthly
Bonus Mid Year(2.5% of Basic) No Bonus
Variable Annualy Annualy
Other Benefits Bangkok Trip , Gold Coin Nothing