Deep dive Towns Gagan n Shailesh

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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Deep dive Towns Gagan n Shailesh