Prepared By, CROWN

GROUPS

VIIM (2nd Trimester)

2008-2009

PRESENTATION ON

TRADE SALES PROMOTION

Prepared By,

• Mathur Valani,

• Ashish Kathiriya,

• Yogesh Mulani,

• Khimanand Varu,

• Keyur Pandya,• Subhash

Bhatt,• Bhimsinh

Solanki

INTRODUCTION

THERE ARE TWO TYPES OF SALES PROMOTION.

1. TRADE PROMOTION

2. CONSUMER PROMOTION

MANUFACTURE GIVE THE TRADE PROMOTION TO WHOLESELLER, DISTRIBUTER & RETAILER. SO, THAT THEY CAN PROMOTE THE SALE.

CONTINUE….

• THIS IS MOSTLY USED FOR PUSH STRATEGY,

• LIKE BALAJI WAFERS, RELIANCE MOBILE, ZENITH COMPUTER.

TYPES OF TRADE PROMOTION

• TRADE ALLOWANCES

• SALES/ TRADE CONTEST

• TRAINING PROGRAM

• COOPERATIVE/ SPECIALTY ADVERTISING

TRADE ALLOWANCES

• THERE ARE THREE TYPES OF TRADE ALLOWANCES LIKE,

1. OFF INVOICE ALLOWANCES

2. SLOTTING ALLOWANCES

3. PROMOTIONAL ALLOWANCES

OFF INVOICE ALLOWANCES

• THIS ALLOWANCES ARE OFFERED BY MANUFACTURER TO INTERMEDIATE AT THE TIME OF BILLING.

• THIS WILL ENCOURAGE INTERMDIATE TO PURCHASE LARGER QUANTITY OF PRODUCT.

• MAINLY THIS ALLOWANCES IS USED IN OFF SEASON

CONTINUE…

1. AGRA SHOES COMPANY.• GIVEN 5% DISCOUNT AT THE TIME OF

BILLING

2. DELHI SPORT SHOES• GIVEN 6% DISCOUNT

CONTINUE…

3. REFINE PAMOLINE ADIBLE OIL

WHEN THEY PURCHASE 25 TIN THAT

TIME THEY GIVE Rs.5 DISCOUNT

PER TIN

4. RANI ADIBLE OIL

WHEN THEY PURCHASE 10 CARTOON, THEY GIVE Rs.20 DISCOUNT PER CARTOON

CONTINUE…

5. TIRUPATI ADIBLE OIL• WHEN THEY

PURCHASE 10 CARTOON, THEY GIVE 20 RS. DISCOUNT PER CARTOON

• IT’S A FEE, THAT MANUFACTURER

PAYS TO RETAILER TO SECURE A

SHELF SPACE FOR HIS NEW PRODUCT • THIS TYPE OF ALLOWANCES ARE

FAMOUS IN DEVELOPED MARKETS LIKE

GERMANY, JAPAN ETC.

SLOTTING ALLOWANCES

CONTINUE…

1. CLASSIC MILED & MARLBORO CIGARET

IF THEY ARE PRESENTING THE CIGARATE CASE UPTO 20 DAYS, COMPANY WILL GIVE FREE ONE CIGARATE CASE.

CONTINUE…

2. GOLD FLAKE : Rs. 400 PER MONTH

CONTINUE…

PRODUCT

• SUNFEAST• SUNSILK

SHAMPOO• MAGGI• MORTINE• MAXO COIL• VIVEL

SHAMPOO• COLGATE

FEE TIME PERIOD• Rs. 350• Rs. 250

• Rs. 250• Rs. 150• Rs. 101• Rs. 350

• Rs. 250

• 1 MONTH• 1 MONTH

• 1 MONTH• 1 MONTH• 1 MONTH• 1 MONTH

• 1 MONTH

CONTINUE…

PRODUCT

• VAGH BAKARI• BRITANIA

FEE TIME PERIOD• Rs. 3000• Rs. 300

• 1 MONTH• 1 MONTH

PER FEET

• MANUFACTURER SUPPORT TO CHANNEL FOR ADV. LIKE, BANNER, DISPLAY BOARD ETC.

1. ORIENTAL FAN : BANNER

PROMOTIONAL ALLOWANCES

CONTINUE…

2. USHA FAN : BANNER, NEWS PAPER ADV.

CONTINUE…

3. CASTROL OIL : BANNER

CONTINUE…

4. EXIDE BATTERY : BANNER, NEWS PAPER ADV.

CONTINUE…

5. BRITANIA : BANNER

6. LUX : BANNER

7. DABER : BANNER

8. TAJ TEA : BANNER

SALES/TRADE CONTEST

• IN THIS TRADE CONTEST, MFG. MOTIVATE TO INTERMEDIATE TO ACHIVE TARGET BY GIVING REWARD LIKE, TELEVISION, TOUR PACKAGE, HOME THEATRES ETC.

CONTINUE…

1. NILKAMAL INVESTOR : THEY GIVE THE TARGET OF Rs.250000 FOR FINDING THE CUSTOMER FOR SWISS BANK, THAN THEY WILL GIVE 4% .

CONTINUE…

2. EUREKAFORBES : THEY GIVE THE TARGET OF 8 UNIT

CONTINUE…

3. VAGHBAKARI : THEY GIVE TARGET TO SELL 50 Kg. IN 4 MONTH, THAN THEY WILL GIVE Rs. 2500.

4. SUNFEAST : TARGET TO SELL PRODUCT OF Rs.10000, THAN THEY WILL GIVE Rs.300

TRAINING PROGRAME

• MFG GIVE TRAINING TO RETAILER FOR SELLING THE PRODUCT.

1. EUREKAFORBES

2. SBI LIFE INSURANCE

3. ICICI PRUDENTIAL

4. AVIVA

5. TATA AIG

COOPERATIVE/ SPECIALTY ADV

• PARTICIPATION OF BOTH MFG & RETAILER

• MFG PROVIDE FINANCIAL SUPPORT TO RETAILER FOR ADV & RUNNING THE PRODUCT IN THE MARKET.

1. VAGHBAKARI : Rs.500 PER MONTH

2. MILLI TEA : Rs. 500 PER MONTH

CONCLUSION

• MFG GIVES TRADE PROMOTION TO RETAILER FOR SELL MORE PRODUCT IN THE MARKET.

• BY TRADE PROMOTION MFG AS WELL AS RETAILER BOTH GET ADVANTAGE.

THANK YOU