1. SUBMITTED TO:
DILPREET SINGH
(Lecturer in Sales and
Distribution Management)
SUBMITTED BY:
HARDIK JAIN
GAGAN THAKUR
HITESH SHARMA
NAWARAJ
LOVINIA GULATI
MITAKSHA CHAUDHARY
RICHA SODHI
SNOW BALL

3. COMPANY INTRODUCTION
• Founded in 1897 ; Chairman Mr. Adi Godrej
• last year turnover (interio) Rs. 1400 crore
• Head office in Bombay
2 Verticles
Godrej & Boyce
Mfg. Co. Ltd
( 14 Divisions)
Godrej Consumer
Products Ltd

4. VALUE CHAIN OF THE COMPANY
Manufacture
r
Distributor
Exclusive dealers (80%-90%) /
Retailers
End Consumer

5. MANAGEMENT OF SALES QUOTA
 On the basis of market growth
 On the basis of sales made last year
 Budget allocation
 Quota – quarterly as well as annual
 Distributor sets quota for dealers ; scheme decided
by the company
 Addition of approximate 25%

6. MANAGEMENT OF SALES TERRITORY
 1 dealer can cover 3000 – 4000 square feet of an
area.
 Mr. Ajay Dhawan (distributor) covers the whole
TRI city
 3 distributors in Chandigarh
SALES TERRITORY

7. SALES FORCE TRAINING
 On going Process ; training in KRA’s
 20 days – fresher ; product knowledge
 training calendar : In – bound profile = 2-3 days
outside profile = 3-4 days
 Hierarchy bands – prior experience
 Written tests
 Products , say locks, half day 11 a.m – 4 p.m
 Retailer and his salespersons

8. SALES FORCE MOTIVATION
 As targets are set quarterly as well as annually so incentives are
received accordingly
a) Non – Monetary b) Monetary
 No hire and Fire policy
 Pension plan
 Retention Rate high. People attached for 40 years and above
 Quaterly incentives are specific ; annual incentives include
options. ( LED TV / Cash)
 Eligibility for next promotion 2 – 3 years
 official parties / award functions “Interio Samman”

9. CHANNEL MANAGEMENT
After consumer places the order with the dealer he can place
order with the distributor via two means:
a) Telephone b) Internet
Delivery of the material also depends upon the truck load
Sometimes the also go for Clubbing of Material
In order to provide Better Services to their consumers and
cater to a larger market they came up with COCO Model
and Franchisee

10. SWOT ANALYSIS ON THE BASIS OF REAL LIFE
PROBLEMS FACED BY COMPANY
STRENGHTS:
• Brand Name
• Government dealings more
• Company Ethics
• Brand Loyalty
WEAKNESS:
• DID NOT DISCLOSE
OPPORTUNITIES:
• LCD TV’s yet to enter
• Green Furniture
• Booming Market
• FDI
THREATS:
• Chinese products
• Unorganized people
• Competition

11. SATISFACTION LEVEL OF DISTRIBUTORS
AND PROBLEMS FACED BY THEM
 The people working with them do not have a wish to leave
the organization
They have head office in Mumbai which means the Lead
Time is very high
4 – 6 WEEKS
 No warehouses
 No Stocking of goods.

12. SATISFACTION LEVEL OF RETAILERS
AND PROBLEMS FACED BY THEM
The satisfaction level of retailers is very high.
We could even see the loyalty of the retailers as they were not
ready to disclose any negatives. They assured that the
problems are quiet miniscule and are worth not disclosing.
 Equality among employees
 The only problem retailers are facing is with the quality of
the Mattress which is not up to the consumers mark.

13. RECOMMENDATIONS
 Major part of revenue of Godrej is from Government
Dealings so they should focus on targeting the consumer
market also.
 The company is coming up with a new concept of GREEN
BULIDING BY GODREJ - GREEN FURNITURE, which
means controlling the harmful emissions from the gadgets
that we use at places.

14. THANK YOU