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Projection Sales plan

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Projection Sales plan

  1. 1. THIS IS YOUR PRESENTATION TITLE
  2. 2. Introduction of Skin Care Skin Care trands
  3. 3. Skin is a part of the body which gives shape to the beauty of a person and for a company like ABC, which emphasizes on the aspect of beauty with glamour; it can't ignore the skin care product line. Major products line in Sunscreen, Facial, Serum and mask provide within this area are: cleansers & toners, skin care, moisturizers, problem solvers, antiaging. We dividing types of skin in three category : ▫ Dry Skin ▫ Combination Skin ▫ Oily Skin 3
  4. 4. Current Market in Skin care The Indian beauty and personal care market, given its growth of 25% each year, is anticipated to have a CAGR of 9%, from EUR 12-12.8 billion (USD 14-15 billion) in 2017 to EUR 18.8-19.7 billion (USD 22-23 billion) in 2022 4 Now: 75% :- Business comes from General trades or A-class stores. 22% :- Business is growing in Modern-trade like : Large format, Multi-brand outlets, direct sales and by Salon and clinic. 3-4% :- Business comes from E-commerce. (But its growing rapidly)
  5. 5. Product Positioning High Quality Price Middle Low We can segmentation our range Demographic, Geographic, Psychographic, Behavioral 5 13-25 Age Use Bright make-up 25-45 Age Use light and sober make-up Class – A High product range : Class – B Less costly product : Rural Use low quality product Urban Depend on living style
  6. 6. SWOT ANALYSIS 6 STRENGTHS WEAKNESSES New in market OPPORTUNITIES THREATS
  7. 7. 4Ps 7
  8. 8. 4P Price Price could range between Rs: 750- 4000 Place West Bengal region Cities : Kolkata, Burdhwan, Siliguri, Durgapur Stores :  A-B Class retail stores  Modern trade  E-commerce Promotion  Online Marketing : E-mail, Social media, SEO, PPC  Visibility display, Scheme, BTL promotion  Entered in direct marketing strategy by contacting  Awareness of our range to direct to customers. 8 Product Skin care range All Dot & Key SKU.
  9. 9. OUR PROCESS 9 Team Started from team extention and should be target oriented focus membrs. 3 Area Covered / Distribution Area extention in West bengal like : Kolkata, Siliguri, Asansol, Howrah, Durgapur, Kharagpur, Burdhwan, Haldia, Sherampore, Purulia, Nadia, Birbhum, Midnapore. A & B class Stores. 2 Sales / Customers Connect end customers by marketing and ground level visibility for making new customers size with help of after sales service for keep existing customers. (Brand loyal customrs) 1
  10. 10. Supply / Distribution Chain 10 Dot & key Distributor Retailer/ Shop Customer
  11. 11. Team Planning. 11
  12. 12. Team planning 12 RSM ASM 1 ASM 2 Sales Executive 4 Sales Executive 3 Sales Executive 2 Sales Executive 1 B.A 1 B.A 2 B.A 3 B.A 4 B.A 6 B.A 7 B.A 8 B.A 9 B.A 10 B.A 11 B.A 12 B.A 13 B.A 14 B.A 15 B.A 5
  13. 13. AND TABLES TO COMPARE DATA Distributor Covered (per) Outlate Coverd (Per) Team Qty ASM 04 240 02 S.O / Sales Executive 01 80 16 B.A -- 1 32 13
  14. 14. Staff & Distribution plan (Projection) Projected Working Staff ▫ Total No. of Regional Sales Manager : 01 ▫ Total No. of Area Sales Manager : 02 ▫ Total No. of Sales Officer / Executive : 16 ▫ Total No. of Beauty Adviser : 32 ▫ Total No. of Sales Team : 43 ▫ Total No. of Distributor (Exp.) : 08 ▫ Avg. expected sales per Distributor : 2 Lac Expected Turn Over of Region 08*2 Lac = 1,40,00000 14
  15. 15. Operation Expenses (Projection) Operation Expenses ▫ 32 B.A ……@ 12,000………… 3,84,000 ▫ 16 S.O ……@ 22,000…………… 3,52,000 ▫ 02 A.S.M …@ 35,000…………… 70,000 ▫ 1 R.S.M … @ 75,000…………… 75,000 ▫ O.H Exp…. @ 2.5% …………… 3,50,000 ▫ Sales Promotion …@ 5% ……… 7,00,000 ▫ Sales Infrastructure .…@ 5% ……… 7,00,000 Total ∑ 26,31,000 15
  16. 16. Condition for Sales team ▫ To be on lower side even if treat purchase of only 2,00,000/- per distributor. ▫ One S.O / Executive will visit 40 counters per day. Assuming his productivity is 25%, ie. his 10 counters are productive. Our average per counter is approximate Rs. 3500/-. ▫ Accordingly Rs. 3500 X 10 counters = Rs. 35,000/- per day retail. Hence Rs. 35,000/- per day X 25 days = 8,75,000/- Then, 16 S.O/executive will covered = 16 X 8,75000 = 1 CR, 40 Lack. ▫ So, the distributor has to repeat order in 15 days itself, He needs to clear the payment of Stockiest before forwarding further order. And 2 S.O will reported on distributor point. 16
  17. 17. Area wise planning 17 4000 3000 2000 1000 0 E x p e n s e S e c o u n d r y P r i m a r y E x p e n s e S e c o u n d r y P r i m a r y E x p e n s e S e c o u n d r P r i m a r y E x p e n s e S e c o u n d r P r i m a r y City - 2 City - 1 City - 3 City - 4
  18. 18. TIMELINE 18 DEC NOV OCT SEP AUG JUL JUN MAY APR MAR FEB JAN Start from May 2021 (Kolkata & Howrah) B Class City Siliguri, Burdhwan, Durgapur, Asnsol, Khargpur coverd with atleast 1 distributor. Market extention in A & B class city. Minimum 2-3 distributor in a city. Phase – 2nd Kolkata, Howrah local area coverd 90%. (Distribution and Sub-distributor) Market extention in A & B class city. Minimum 2-3 distributor in a city. Full coverage in A & B class city. Minimum 2-3 distributor in a city. Phase – 3rd 6 months planning – Area wise FY2021-22
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