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PRESENTED BY: SHWAYATNK AJAY ROLL NO. 107 1 A STUDY OF THE SALES MANAGMENT AND SUPPLY MANAGMENT OF MODERN TRADE OUTLETS OF DABUR PRODUCTS – FEM AND UVEDA IN DELHI-NCR
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Page 1: Dabur final

PRESENTED BY:SHWAYATNK AJAYROLL NO. 107

1

A STUDY OF THE SALES MANAGMENT AND SUPPLY MANAGMENT OF MODERN TRADE OUTLETS OF DABUR PRODUCTS – FEM AND

UVEDA IN DELHI-NCR

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Apr 10, 2023 2

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COMPANY PROFILE

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• Largest Herbal & Natural Portfolio• 4000 Distributors in India• Retail Reach 2,500,000• 5 Umbrella Brands• 350+ products• 4000 employees• 15 Manufacturing Plants• Sizeable Presence in high growth

Apr 10, 2023

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1884•The birth of Dabur

1972•The company shiftsbase to Delhi from Kolkata.

1986•Registered as PublicLimited Company

1994•Listed on the BombayStock Exchange

1998•Professional teaminducted to run thecompany

2000•Crosses Rs 1000Crore Turnover

2003•PharmaceuticalBusiness de-mergedto focus on coreFMCG

2004•Profit exceeds Rs.100Crore

2005 Acquired the Balsara , strengthening the

oral care & provided entry into the Home care segment

2006Dabur figures in top 10 places to

work

2007Dabur ranked

amongst Asia’s best under A Billion’

enterprises by Forbes.

2008Acquired the Fem care Pharma

entering the mainstream skin-care segment

2010•Touched US$3.5billion market cap

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RESEARCH METHODOLOGY• PRODUCTS UNDER STUDY

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UVEDABLEACH – FEM, SAKA, OXY, HERBAL

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RESEARCH METHODOLOGY• LOCATIONS UNDER STUDY

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S.NO NAME OF OUTLETS ADDRESS

1

NEW UDLF MALL NEW UVASANTKUNJ

2NEW U NEW U BASANT SQAURE MALL

VASANTKUNJ3

FOOD BAZAR

V3S MALL LAXAMI NAGAR FOOD BAZAR

4VISHAL MEGA MART SEC 14, GURGAON

5 BIG BAZAR WAZIRPUR ,NETAJI SUBHASH PALACE METRO STN , BB

6BIG BAZAR WAZIRPUR BB

7FOOD BAZAR ROHINI NEAR PITAMPURA METRO STN.DEPALI

CHOK ,FOOD BAZAR

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RESEARCH METHODOLOGY• LOCATIONS UNDER STUDY

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8 BIG BAZAR INDARLOK BBINDARLOK METRO STATION

9 BIG BAZAR SUNCITY MALL NEAR CADCARDUMA COURT ,CROSSRIVER,SAHADRA BB

10 BIG BAZAR RAJORI GARDEN WEST LIFE MALLBB

11 PERSONAL CARE GURGAON GUDGAON CENTRAIL MALL,NGS ROAD,NEAR IFFCO CHOK ,PERSONAL CARE

12 PERSONAL CARE GURGAON SPENCERSNEAR IFFCO CHOK

13 BIG BAZAR AMBIANCE MALLGURGAON BB

14 BIG BAZAR SAHARA MALL NEAR IFFCO CHOK,GURGAON BB

S.NO NAME OF OUTLETS ADDRESS

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RESEARCH METHODOLOGY• LOCATIONS UNDER STUDY

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15 BIG BAZAR VASANTKUNJ BASANT SQAURE MALL

16 BIG BAZAR VASANTKUNJ BASANT SQAURE MALL A,BB

17 BIG BAZAR NOIDA SEC 18,GREAT INDIA PALACE

18 FOOD BAZAR SHIPRA MALL,GAZIABAD FOOD BAZAR

19 FOOD BAZAR KAUSHAMBI EDMFOOD BAZAR

20 BIG BAZAR KAUSHAMBI SPENCERS

21 BIG BAZAR INDIRA PURAM DIRECT CHAIN

S.NO NAME OF OUTLETS ADDRESS

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RESEARCH METHODOLOGY

• MODE OF STUDY- Primary – Personal Interview of the BAs (Personal visits) - Observation of the Sales Report

(DSR & BAs report)

- Secondary – Internet , Annual reports , Company Manuals & Brochures etc.

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OBJECTIVE OF STUDY

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* PRIMARY OBJECTIVE

•To study the Sales of Fem & Uveda at Modern Trade Outlets (MTOs) of Dabur in Delhi / NCR• To study the Supply Management of Fem &

Uveda at MTOs in Delhi / NCR.• To identify the gaps in the PROCESS &

suggest ways to improve it.

* SECONDARY OBJECTIVE

• To monitor the performance of the BAs at the key counters of MTOs & motivate them to

achieve the targets.

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ANALYSIS

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ANALYSISS.No. NAME OF OUTLET FEM SALES

(Rs. 9360 per month)

UVEDA SALES(Rs.31200 PER MONTH

1 NEW U ,DLF MALL- VK 2138 7311

2 NEW U, BSM MALL- VK 4169 4221

3 FOOD BAZAR, V3S MALL 5123 6543

4 VISHAL MEGA MART ,GURGAON 6321 7798

5 BIG BAZAR , WAZIRPUR-MT STN 2366 8328

6 BIG BAZAR , WAZIRPUR 2091 2766

7 FOOD BAZAR ,ROHINI 5016 8466

8 BIG BAZAR ,INDARLOK 6786 9876

9 BIG BAZAR,SHAHDRA 5767 11262

10 BIG BAZAR , WEST LIFE MALL,R.G 9839 26888

11 PERSONAL CARE ,CENTRAIL MALL,GURGAON 5089 4193

12 PERSONAL CARE,SPENCER ,GURGAON 5432 7654Apr 10, 2023 12

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S.No. NAME OF OUTLET FEM SALES (Rs. 9360 per month)

UVEDA SALES(Rs.31200 PER MONTH

13 BIG BAZAR AMBIANCE MALL 4792 2931

14 BIG BAZAR ,SAHARA MALL 23131 10971

15 BIG BAZAR,BASANT SQUARE MALL 8163 10934

16 BIG BAZAR,OMEX MALL SOHNA LAKE 9626 14196

17 BIG BAZAR,GIP NOIDA 1325 1888

18 FOOD BAZAR SHIPRA MALL 11270 14650

19 BIG BAZAR,EDM MALL 9974 14004

20 BIG BAZAR SPENCER KAUSHMBHI 3257 8745

21 BIG BAZAR , INDIRA PURAM 4843 8475

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• 1. The poor performers in terms of the Fem Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:-

Big bazaar-Gurgaon > Shahara Mall-Gurgaon > DLF Mall-VK > Big Bazaar, Wazirpur > GIP

• 2. The excellent performers in terms of the Fem Sales

can be shown here in the following decreasing order on the basis of their recorded monthly sales:-

EDM Mall > Westlife Mall- Rajouri Garden > Omex MallApr 10, 2023 15

INFERENCES

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• 3. The status of the performers in terms of the Uveda Sales can be shown here in the following decreasing order on the basis of their recorded monthly sales:-

Ambience Mall > Big Bazaar, Wazirpur > GIP ( Very poor performance )

Food Bazaar-Rohini > Aditya Mall-Indrapuram > Big Bazaar, Wazirpur > DLF-VK > BSM > Central Mall-Gurgaon

(Poor performance)

Shipra Mall > Omex Mall > EDM Mall-Kaushambi > Big

Bazaar- Shadara (Average performance )

• 4. Overall the good performers (BAs) for various Malls can be stated in the following decreasing order :-

Westlife Mall- Rajouri Garden > EDM Mall-Kaushambi > Omex Mall > Shipra Mall

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INFERENCES

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LIMITATIONS

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RECOMMENDATIONS

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• Improve ambience and location to boost sales.

• BAs should be trained to promote sales better & take active responsibility.

• Poor performances can be managed by giving new offers & incentives to attract

the customers.• Proper and timely feedback &

motivation keep the spirits of the BAs high.

• The outlets display , counters and shelf place needs to be presented in an

attractive way to enhance customer visits.

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RECOMMENDATIONS

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• Delays should be avoided and demand- supply requirements should be properly

regulated.• Increasing customer awareness & education regarding the Ayurvedic

Dabur products.• More advertisements should be there

focussing on the products, their mode of usage & benefits.

• Packaging relative to the pricing should be improved and trial packs should be

promoted .

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CONCLUSION

• The Sales management requires a thorough knowledge & The Sales management requires a thorough knowledge & understanding of the cross functional departments like HR, understanding of the cross functional departments like HR, Supply & Logistics management, Production & Operations Supply & Logistics management, Production & Operations management etc.management etc.

• Hence, the modern marketers need to play a significant Hence, the modern marketers need to play a significant role in coming up with new strategies and promotion role in coming up with new strategies and promotion methods, if they really wish to surmount the modern methods, if they really wish to surmount the modern competitive barriers and lead the market.competitive barriers and lead the market.

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Thank you !!!

GO GREEN , STAY

HEALTHY….