This document discusses the distribution channel of Pantene shampoo in India. It begins by introducing Pantene and its brand ambassador. It then outlines Pantene's distribution model which involves factories distributing to regional stockists who sell to wholesalers and retailers. The basic call procedure for sales executives is also described. It also provides the distribution model of Pantene's competitor Sunsilk shampoo. Finally, it compares the two models and notes complaints retailers have about Pantene's model.

1. DISTRIBUTION CHANNEL OF PANTENE
By
Nahid Anjum
Arunavo Bagchi
Pratee Chaudhuri
Suvodeep umar Dey
Saranya Roy

2. AGENDA
 About the Product
 The Distribution Model
 Basic Call Procedure
 Competitor’s Distribution Model
 Comparison between the distribution of both the
product

3. ABOUT THE PRODUCT
 Pantene Shampoo-A Hair care product
 Owned by Procter & Gamble
 One of the popular shampoo brands in the world
 Endorsed by numerous Bollywood actresses
 Sushmita Sen is one of the newest brand
ambassadors
 Preferred by 80 percent of India's most beautiful
women

4. THE DISTRIBUTION MODEL
Factory
Regional Stockist (WB-Shradha Agency Pvt.
Ltd., Kolkata-B G Enterprise)
Whole Seller
Retailer
Retailer
Consumer

5.  Shradha Agency Pvt. Ltd., B.G. Enterprise
-Duty time : 8 am-5 pm
-F4 and F8 visiting
-Specific time for counters
 Direct Distribution
-Door to door selling
-Online selling

6. BASIC CALL PROCEDURE
Plan for the day-
 Review plan
 Enter the call
 Store check & plan suggest order
 Presentation
 Close & confirm order
 Collection
 Record & report
 Leave call
 Call analysis

7. COMPETITOR’S DISTRIBUTION MODEL
Sunsilk shampoo : A HUL product
Company Depot
Regional Stockist (Asansol- G. D.
Enterprise)
Whole
Seller
Retailer
Retailer
Consumer

8. COMPARISON BETWEEN THE DISTRIBUTION
• HUL has better distribution than P&G
• Main problem as per retailer
-P&G retailers are not getting any credit facilities
-Company is taking money in form of DD
-Sales executive follow particular route map
• Demand of retailers
-Sachet profit should be more
-Sales promotion should be more
-Point of purchase advertisement should be
more