1. DISTRIBUTION AND CHANNEL
MANAGEMENT OF DABUR

2. DABUR: Largest Indian Personal & Healthcare Company
Company
•Largest in Ayurveda•Herbal & Natural
Portfolio
•5 Umbrella Brands
•350+ products
• 3500 employees
•14 Plants
•5000 Distributors
•Retail Reach 2,500,000
-One of the top 3 Most Respected FMCG Companies (BW, March
2007) -Among “Best under a Billion”companies in Asia
Pacific(Forbes Asia 2005 & 2006)-One of the fastest growing in
industry with CAGR of 19% in sales and 39% in Profits over last 4
years

5. MARGINAL DISTRIBUTION OF DABUR:--
FOR RETAILORS IT IS 8-10%
FOR DISTRIBUTORS IT IS 3-4 %
FOR STOCKISTS IT GOES AROUND 2-3 %
FOR EG. DABUR AMLA HAIR OIL
MARKET PRICE 32Rs.
Total distributers 5000
Total retail outlets 2500000

6. Manufacturing plant
company ware house
Regional ware house
Regional stockist
Super stockist
Stockist
Distributor
Retailer
Distribution Process

7. Now this channel depends on the complexity of
the product, if it is a product like pen, soap etc.
then the entire channel might be there, as the
complexity of the product goes up the channel
size comes down.
Most of the FMCG company will have a similar
channel as described.
Dabur gets about 75 of its sales from rural areas.
So the chain can get long in this condition.
Sales around 50 countries of the world
Cont..