Sunfeast Biscuits- sales and distribution

Mr. Y C DEVESWAR Chairman, ITCltd.

INTRODUCTION TO ITC LTD.

• One of the worlds most reputable company

• Market capitalization of nearly US $ 18 billion

• Post tax profit of US $750 Million

• Diversified product portfolio

• Direct group employment of 29000

SUNFEAST BISCUITSSALES AND DISTRIBUTION

ABOUT SUNFEAST LOGO

SUN SHOWS REACHNESS, NECESSITY, ENERGY.

SMILE IS FOR CUSTOMER SATISFACTION, TARGET SEGMENT

LIGHT KHAO, LIGHT RAHO

• Launched in July, 2003

• Growth rate of 53%

• Turnover of over 1000 Cr.

• Wide categorization

About sun feast….

WATCH OUT……

Products at a Glance

PRODUCTS COMPETITORS

GLUCOSE PARLE, BRITANNIA AND HORLICKS

MARIE BRITANNIA AND BISK FARM

BUTTERBITE AND CREAM

PRIYA GOLD, ANMOL, BRITANNIA AND PARLE

Organizational Structure

SALES MAN

SUPERVISOR

AREA EXECUTIVE

3 CIRCLE INCHARGE (CITY, METRO & UP COUNTRY)

ASSISTANT BRANCH MANAGER

BRANCH MANAGER

REGIONAL BRANCH MANAGER

DIVISIONAL MANAGER

1. Entry levelPremier management institutes

2. Middle levelIntegrityA "will do" attitudeHigh energyCreativityLeadershipTeam skillsAbility to think strategically

3. Grass root level

Recruitment at ITC

Strict compliance standards, low profit margins, intense competition, high customer-service

expectations.

Fast and effective sales ordering processes.

Flexibility

Quick reaction

Distribution of Food Products

IMPORTANT FACTORS

FOOD

MARGINSCREDIT SYSTEMS

STOCK OUTS

WASTAGES

PROMOTIONS

DISTRIBUTION CHANNELS

Distribution Channel

Flow Diagram

FACTORY

C&F

WHOLESALE DISTRIBUTO

R

WHOLESALE DEALER

BASE

RETAILER

ITC uses FIFO method to reduce the wastage of goods due to expiry.

They also keep the good on constant move from low sales area to high sales area.

The company collects all the expired goods four times a year, and destroys them.

Retailers must return expired or damaged products within six months after the date of expire.

DISTRIBUTION SYSTEM

Adjustment for them is done in three months time.

ITC provides their retailers with racks, hangers, etc to display the products.

The benefits received by the retailers depend upon their sales volume and also the location of their shops.

ITC has hired IMRB to do the market research.

CONTINUE……

CONCLUSIONFood products are normally a high volume ball game. Products have to essentially be available in the market at all given points of time and at all given points of purchase.The skeleton of distribution system is same for all the companies but it depends on efficient sales and distribution system of a firm how well they manages them…

Any questions pls..

THANKS

A

LOT.

SANDEEP JALEBARMBA(MS) SEM:VIIIIPS, DAVVsjalebar3001.bgs@gmail.com