1. SALES AND DISTRIBUTION
FUNCTION
Presented by-
Swati Singh (165)
Garima Sanger (133)
Karan S Bora (137)
Mohd. Sadiq Khan (205)
Mohd. Saad Rashid (143)
Vikas Yadav (170)

2. • At present, the fourth largest sector with a total market size
in excess of $13 billion as of 2012.
• Expected to grow to a $33 billion industry by 2015 and to a
whooping $ 100 billion by the year 2025.
• Highly fragmented FMCG market and a considerable part
of the it comprises of unorganized players selling
unbranded and unpackaged products.
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3. • India’s largest consumer goods company based in Mumbai,
Maharashtra.
• Owned by British- Dutch company Unilever, controls 52%
majority stake in HUL.
• Headquartered in Mumbai, India.
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4. • Incorporated on August 24, 1910 under the name Imperial
Tobacco Company of India Limited
• Changed from Imperial Tobacco Company of India
Limited to India Tobacco Company Limited in 1970 and then to
I.T.C. Limited in 1974.
• Headquartered in Kolkata, West Bengal, India.
• Employs over 29,000 people; more than 60 locations across
India.
• Listed on Forbes 2000.
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5. HUL ITC
Product lines Soaps, shampoos, detergents, Cigarettes, foods, apparel,
beverages, packaged foods, personal care, stationary,
personal care, cosmetics. safety matches and agarbattis.
Market share 36.4% 30.3%
Growth rate Net profit grew at the rate of Net profit grew at the rate of
17% . 25%.
Profit 2011- 2012- 2599.23 crores 2011- 2012- 1,333 crores
Turnover 2011- 2012- 21,735.6 crores 2011- 2012- 4,071.32 crores
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6. I.T.C. LIMITED HINDUSTAN UNILEVER
Regional Sales Manager Regional Manager
Branch manager
Regional sales manager
Assistant manager
Area sales Manager
Area manager
Sales officer
Area executive
Territory sales incharge
Supervisor
3/21/2013 Daily sales officer Redistribution stockist
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7. I.T.C. LIMITED HINDUSTAN UNILEVER
• Merchandising. • Selling and marketing of
products.
• Checking stocks.
• Booking orders.
• Getting distributor’s
feedback. • Reporting on a daily basis.
• Maintaining good PR with • Getting feedback from the
the distributors distributors.
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8. I.T.C. LIMITED HINDUSTAN UNILEVER
• SAP is used for improving • HHT machines are
transparency in billing and provided for taking the
order placing. orders and billing purpose.
• Sify online’s distribution • UNIFY software is used.
management.
• VAJRA machine for
booking orders.
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9. I.T.C. LIMITED HINDUSTAN UNILEVER
• Non- tobacco division: • Minimum billings per month.
stock availability in every
outlet.
• Sales volume
• Tobacco division-
1. Stock availability in every
outlet.
2. Sales volume- (+20%) of
the last month sales.
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10. I.T.C. LIMITED HINDUSTAN UNILEVER
• Past records • On the basis of area size:
– Less experienced in retail
• On rotational basis. outlets & kirana stores.
– More experienced in high
frequency stores.
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11. I.T.C. LIMITED HINDUSTAN UNILEVER
• Monthly basis • Performance evaluation is
• Amount of sale of different done using QOC model.
products.
• Achievement of sales targets • Quantitative- 80%
• Feedback form. Qualitative- 20%
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12. I.T.C. LIMITED HINDUSTAN UNILEVER
• Initial training- 20 days; • Initial training on product
senior salesperson knowledge.
accompanies the salesperson.
• Fortnight training on field
• Skill training- job.
– WEP; every 6 months
– Training and development
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13. I.T.C. LIMITED HINDUSTAN UNILEVER
• Best salesman competitions • MOC awards given on the
are held. basis of QOC score.
– QOC score > 4.5: 7-star
• Awards and trophies are award
provided to the winners. – QOC score > 4: 5-star award
– QOC score > 3.5: 3-star
award
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14. DISTRIBUTORS
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15. Hindustan Unilever ltd.
Carrying and Forwarding Agents
Redistribution Stockist
Wholesalers
Urban retailers
Rural retailers
Consumers
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Sales and Distribution Management
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16. Company Hub Factory
Carrying and Forwarding Agent
Distributors
Retailers Small Wholesalers
Consumers
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17. I.T.C. LIMITED HINDUSTAN LEVER
• Distribution & promotion of • Provide logistics support.
goods. • Financing.
• Gather information • Make the brand available in
regarding the demand and rural areas.
competition.
• Inventory management.
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18. I.T.C. LIMITED HINDUSTAN UNILEVER
• Financial reputation. • Goodwill.
• Infrastructure • Market reach
• Delivery vans • Past reputation.
• Degree of computerization. • Availability of sales force.
• Past performance. • Warehouse & infrastructure.
• To deal in cigarettes, it is • Investment capacity
must to deal in other goods.
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19. ITC HUL
Mode of payment Cheque. RTGS
Initial deposit No initial deposit NIL
Margin 3% 5.5%
Credit limit No credit; only cash No credit to distributor
Order placed Online software- sify online Online software- Unify
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20. ITC HUL
Order cycle time 7 day pipeline reserve In 2-3 days.
alongwith the replacement
of order sold in a day.
Time period for late 0 days. 4-6 days.
payment
Interest on late payment Yes; 8-10% Not mentioned; demand
draft is taken.
Cash/ trade discount NIL NIL
Mode of transport of 3- wheelers, pick- up vans. Delivery vans, mini- trucks.
goods
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21. Parameters Weightage Rating Satisfaction
Index
Product quality 25 5 125
Service quality 20 3 60
Promotional 20 3 60
activities
Field work 15 4 60
Trade promotion 20 3 60
Total 100 18 365
5 Very good
4 Good
3 Average
2 Below average
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22. Parameters Weightage Rating Satisfaction
Index
Product quality 25 2 50
Service quality 20 3 60
Promotional 25 5 175
activities
Field work 15 4 60
Trade promotion 15 5 75
Total 100 19 420
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23. RETAILERS
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24. ITC HUL
Role Sales to the customer, Sales to the customer,
determining trends in the trends determination in the
market market
Payment Cash Cash
Margins on different Upto 10% 2-10%
products
Average sales per month 1) Rs. 20-25 thousand per 1) Rs. 70-80 thousand per
month month
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Sales and Distribution month 2) Rs. 48000 per month
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25. ITC HUL
Promotional activities Bingo display stands are Display packs, gifts to
provided to the retailers, retailers.
dummy packs.
Transport service Delivery vans, 3- wheeler Delivery vans, autos.
autos.
Average order cycle time Next day 2-3 days
Credit period from Credit period of 1 week Credit period of 1 week
distributor from distributor from distributor
Service of sales person Pay frequent visit to them Come once or twice in 4-6
months
Acquisition of products Distributor (Govindpuri) Wholesaler (Kalkaji)
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26. Parameters Weightage Rating Satisfaction
Index
Delivery time 15 4 60
Quality of product 20 5 100
Incentives 10 3 30
Promotional 15 3 45
activities
Transport service 15 5 75
Commercial terms 10 2 20
Service of 15 2 30
salesperson
Total 100 24 360
5 Very good 4 Good
3 Average 2 Below average
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27. Parameters Weightage Rating Satisfaction Index
Delivery time 15 5 75
Quality of product 15 4 60
Incentives 15 4 60
Promotional 20 5 100
activities
Transport service 10 4 40
Commercial terms 10 3 30
Service of 15 4 60
salesperson
Total
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Sales and Distribution Management 425
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28. I.T.C. LIMITED
• Provide credit period facility to distributors.
• Provide greater margin.
HINDUSTAN UNILEVER
• Provide credit period facility to distributors.
• Salespersons should pay frequent visits to the
distributors and retailers.
• More prompt in order delivery.
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