37706831-Dabur-vs-Hul-final.pdf

7/28/2019 37706831-Dabur-vs-Hul-final.pdf

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Dabur Today

Leading Indian Consumer Goods Company125 Years Old

Provides Nature Based Solutions for a Healthyand Holistic LifestyleTurnover : Rs. 2834.11 Cr(FY 09)

4000 Employees


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Three Major SBU s:

Consumer Care DivisionConsumer Health DivisionInternational Business Division

Three Subsidiary Group Companies :Dabur InternationalFem Care PharmaNew U

Eight step Down Subsidiaries


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Manufacturing Facilities in India


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Outside India


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Product Lines

Hair CareOral Care

Health CareSkin CareHealth Care

Food


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1152.32

1273.78

1372.52

1641.57

2128.17

2435.93

0

500

1000

1500

2000

2500

3000

Mar 2004 Mar 2005 Mar 2006 Mar 2007 Mar 2008 Mar 2009

Sales Growth

sales growth


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Trends in sales quantity (products) (volume in tonnes)

Dabur India Ltd.

Product/s manufactured/tradedMar

2005Mar

2006Mar

2007Mar

2008Mar

2009

Ayurvedic Tooth Powder & Paste11565 11142 22661 23126 25227

Chyawanprash 10905 11413 13373 14049 13741

Fruits, Nector & Drinks40044 46857

000 litres 000 litres

Hair Oils16793 16769 21924 20401 22876

Kls Kls Kls Kls KlsHajmola

5213.1 5205.6 5979.1 7850.2 7667.5

Honey

1741.3 4516.3 4681.9 5309.7 5392.8


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Expectations

Channel members fromthe company

DABUR

Timely delivery

Rewards and claims

Adequate discountsSchemes and margins

HUL

Profits and C laims

Timely Delivery

Rewards

Schemes and Margins


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Company from the channel members

DABUR

Infrastructure

Robust serviceCoverageSeeking new opportunitiesSales force

Goodwill and attitudeExpansionTimely booking and delivery

HUL

Proper Retailing

Maximum DistributionRight Attitude withCustomerProper Shelf Space

Freshness of MerchandisingMeeting of TargetsFeedback (On Timely Basis)


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Selection criteria of channel members

DABURService (knowing andvisiting)Order cycleCredibilityGoodwill

Sales growth

HULExperienceFinancial PositionCredibilityMarket Knowledge &Coverage

Personal Involvement


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Criteria DABUR HUL

Credit Period Advance Payments Advance Payments

Mode of Payment Cheque Cash and Cheque

Discounts None 1.5% (Only to Distributors)

Margins 5% (Distributor) 5% (Distributor)

8-15% (Retailer) 9-10% (Retailer)

2% (Wholesaler)

5% (Stockist)

6% (Superstockist)

Order Cycle Time Varies Varies

Minimum Order Size Not Fixed Not Fixed

Damaged Merchandise Refund Provided Company

Commercial Terms


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Logistics management

Transportation : Trucks, TempoWho Pays: Company C&F Distributors

Company PaysDistributors Retailers

Distributor Pays

Warehousing : 90% fill rate for modern tradeInventory : Minimum Inventory


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Head of sales, National

Regionalmanagers(N, E, W, S)

Zonal managers(2 each)

Area managers(3-5 each)

ASE ASE ASE

Sales

officer

Sales

officer

Sales

officer

Sales

officer

Sales

officer

Sales team hierarchy


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Appraisal

Channel members Exceeding

Meeting

Below

(on the basis of growth, sales, cheque etc.)

Retained

Put Under Scanner


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Employee performance appraisal

Weightage 50% on Sales (food, healthcare, oralcare etc.)

25% on processes (enhancing coverage, removinggaps, overall outstanding claims by stockists,forecast accuracy)

25% on managerial skills (leadership etc.)


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India's largest fast moving consumer goods company

HUL's brands are spread across 20 distinct consumer categories.Leadership in Home & Personal Care Products and Foods &Beverages.

Hindustan Unilever as the best consumer household products

company as rated by the leading business magazine Forbes Global32,400 employees (40,000 including Group Companies), includingabout 1,425 managers.


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Product portfolioPERSONAL PRODU CTS Skin care Oral Care Hair Care Deodorants Color Cosmetics

SOAPS & DETERGENTS Fabric Wash Personal Wash House hold Care

FOOD & BEVERAGES Ice Creams Beverages Popular Foods Culinary

NEW VENTURE Max Hindustan Unilever Networks Ayurvedic Health and

Beauty Care Products


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11203.14 10996.73

12108.87

13189.7

14895.56

21927.23

0

5000

10000

15000

20000

25000

Dec 2003 Dec 2004 Dec 2005 Dec 2006 Dec 2007 Mar 2009

SALES GROWTH

Series1


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Segmented sales growth2003 2004 2005 2006 2007 2009Growth rate

Beverages 1184.2 1194.6 1277.5 1330.7 1532.8 2294.594%

Foods 602.46 285.07 313.72 384.91 537.73 810.7

35%

Ice Creams 93.39 88.94 98.15 137.07 160.64 235.14152%

Personal Products 2410.2 2472.2 2951.9 3359.8 3671.8 5367.4123%

Soaps & Detergents 4379.4 4470.7 4961.7 5595.9 6374.5 9880.6126%


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Distribution NetworkCompany

Distributors

C&F Agents

Retailers

Consumer


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Logistics Management

Transportation: Trucks,Three-WheelersWho Pays: Company C&F Distributors

Company PaysDistributors Retailers

Distributor Pays

Warehousing:Inventory: Seven Days


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Sales Force

Mixed Sales ForceTraining : After Every 6 months

Weekly Support Visits by the Company sRepresentative.

Monthly Targets : 20% Hike of the Last YearAchieved in the same month

Current Market Situation


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Performance AppraisalsTill Last Year This Year

Incentives Quaterly Monthly

Bonus Mid Year(2.5% of Basic) No Bonus

Variable Annualy Annualy

Other Benefits Bangkok Trip , Gold Coin Nothing

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37706831-Dabur-vs-Hul-final.pdf