1. SUBMITTED TO:
DILPREET SINGH
(Lecturer in Sales and
Distribution Management)
SUBMITTED BY:
HARDIK JAIN
GAGAN THAKUR
HITESH SHARMA
NAWARAJ
LOVINIA GULATI
MITAKSHA CHAUDHARY
RICHA SODHI
SNOW BALL
2.
3. COMPANY INTRODUCTION
• Founded in 1897 ; Chairman Mr. Adi Godrej
• last year turnover (interio) Rs. 1400 crore
• Head office in Bombay
2 Verticles
Godrej & Boyce
Mfg. Co. Ltd
( 14 Divisions)
Godrej Consumer
Products Ltd
4. VALUE CHAIN OF THE COMPANY
Manufacture
r
Distributor
Exclusive dealers (80%-90%) /
Retailers
End Consumer
5. MANAGEMENT OF SALES QUOTA
On the basis of market growth
On the basis of sales made last year
Budget allocation
Quota – quarterly as well as annual
Distributor sets quota for dealers ; scheme decided
by the company
Addition of approximate 25%
6. MANAGEMENT OF SALES TERRITORY
1 dealer can cover 3000 – 4000 square feet of an
area.
Mr. Ajay Dhawan (distributor) covers the whole
TRI city
3 distributors in Chandigarh
SALES TERRITORY
7. SALES FORCE TRAINING
On going Process ; training in KRA’s
20 days – fresher ; product knowledge
training calendar : In – bound profile = 2-3 days
outside profile = 3-4 days
Hierarchy bands – prior experience
Written tests
Products , say locks, half day 11 a.m – 4 p.m
Retailer and his salespersons
8. SALES FORCE MOTIVATION
As targets are set quarterly as well as annually so incentives are
received accordingly
a) Non – Monetary b) Monetary
No hire and Fire policy
Pension plan
Retention Rate high. People attached for 40 years and above
Quaterly incentives are specific ; annual incentives include
options. ( LED TV / Cash)
Eligibility for next promotion 2 – 3 years
official parties / award functions “Interio Samman”
9. CHANNEL MANAGEMENT
After consumer places the order with the dealer he can place
order with the distributor via two means:
a) Telephone b) Internet
Delivery of the material also depends upon the truck load
Sometimes the also go for Clubbing of Material
In order to provide Better Services to their consumers and
cater to a larger market they came up with COCO Model
and Franchisee
10. SWOT ANALYSIS ON THE BASIS OF REAL LIFE
PROBLEMS FACED BY COMPANY
STRENGHTS:
• Brand Name
• Government dealings more
• Company Ethics
• Brand Loyalty
WEAKNESS:
• DID NOT DISCLOSE
OPPORTUNITIES:
• LCD TV’s yet to enter
• Green Furniture
• Booming Market
• FDI
THREATS:
• Chinese products
• Unorganized people
• Competition
11. SATISFACTION LEVEL OF DISTRIBUTORS
AND PROBLEMS FACED BY THEM
The people working with them do not have a wish to leave
the organization
They have head office in Mumbai which means the Lead
Time is very high
4 – 6 WEEKS
No warehouses
No Stocking of goods.
12. SATISFACTION LEVEL OF RETAILERS
AND PROBLEMS FACED BY THEM
The satisfaction level of retailers is very high.
We could even see the loyalty of the retailers as they were not
ready to disclose any negatives. They assured that the
problems are quiet miniscule and are worth not disclosing.
Equality among employees
The only problem retailers are facing is with the quality of
the Mattress which is not up to the consumers mark.
13. RECOMMENDATIONS
Major part of revenue of Godrej is from Government
Dealings so they should focus on targeting the consumer
market also.
The company is coming up with a new concept of GREEN
BULIDING BY GODREJ - GREEN FURNITURE, which
means controlling the harmful emissions from the gadgets
that we use at places.