1. CHANNEL MANAGEMENT
PROGRAMME
Subhradip Misra -12DM002
Pritam Das- 12DM006
Sayan Barman- 12DM027

2. COMPANY PROFILE
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3. OM ASSOCIATES
P&g operates through single channel system.
Its has its sole distributor in Orissa Circle, Om Associates
It is a Partnership Firm located in 28 locations across
Orissa, HO-Bhubaneshwar.
It has got mainly 2 HUBS- Sambalpur-West And
Bahrempur-South. These are the Hubs for Logistics
Operation

4. OM ASSOCIATES
600 employees working in the Departments like Sales ,
Finance , Logistics , Hr And System
C&f is in Cuttack.
Invoices are generated directly from the company through
C&f.

6. STRUCTURE OF THE DISTRIBUTION
Company
C&F
Distributor
Retailer
Wholesaler
Consumers

7. COUNTER TYPES
Whole sale Counters
WHOLESALE-1 823 MORE THAN 50000
WHOLESALE-2 1733 25000
Retail Counters
MODERN RETAIL 13 ---
INDIA ONE 262 20000
INDIA 2A 2979 10-15000
INDIA 2B 8967 5000
INDIA 2C 16982 2000-3000
INDIA 3 241 ---

8. CATEGORY WISE SKU of P&G
FABRIC CARE 64
HAIR CARE 145
HEALTH CARE 22
FEM CARE 50 and 28

9. 65
GROOMING
PERSONAL CARE 95
36
ORAL CARE
BATTERY 37

10. AIR CARE 33
SKIN CARE 70

11. SALES PLANNING
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Sales Maneger
Business Executive
Sales Team Leader
Distributor Sales Executive

12. Work for 6 days a week. Takes order on one day from the counters and deliver the
orders next day
Delivery boy and the driver finally deliver the goods
There are altogether 28 godowns
120 DSE who have their personal bike , whose travelling expenses is reimbursed
120 Delivery boys
68 vehicles
The sales force normally work in the markets from 9am to 3pm

13. VISTS BY DSE
COUNTERS VISIT stores (per day)
Wholesalers 50
India 1 10
India 2a 22
India 2b 33
India 3 20

14. REVENUES
COUNTER TYPE REVENUE
Wholesalers 60-65%
Modern retailers 15-20%
Others 20%
EXPENDITURE
TYPE EXPENDITURE(In Rupees)
Delivery Sales Executive 8000
Delivery Boy 6000
Driver 5000

15. CREDIT LIMITS
ALL STORES WE ARE OFFERING CREDIT ON A VISIT
TO VISIT PRINCIPLE EXEPT INDIA 3
WHOLESALE- 7 DAY CREDIT- 4 WEEKLY VISIT
INDIA ONE AND INDIA 2A- 7 DAY CREDIT
INDIA 2B AND 2C -15 DAY CREDIT- 2 WEEKS VISIT
NO CREDIT FOR INDIA 3

16. SCHEMES FOR RETAILERS
For different brand of products different schemes is
offered.
Quantity purchased schemes
Price reduction schemes
Schemes depending on seasons
Target based rewarding schemes
Pop displays for retailers

17. SCHEMES FOR CUSTOEMER
 Extra weightage on products
Extra buy
 Money saver packs

18. NEW PRODUCT LAUNCH
Every 6 months company introduces various variants.
Try and repackage and reposition its branded products
Depends on the taste of customer.
Depends on the market condition and the economic condition
of customers.
Depends on the channel of business

19. Company policies
p&g never compromises on company policies. They strictly adhere to the norms and
regulations of the company and they implement what they preach. The cartons should be
full..ie the products must be there inside the packets
Sku exchange- if products are damaged they readily exchange without much hassle
Expiry date- they are very careful of this and never provide such expired products but even
if it is found they exchange it.
Purchase returns- no purchase returns as they purchase according to the needs.
Sales returns- if there is sales returns like if retailers are not ready to take stocks or shop is
closed then the goods are bought back and stored in the godowns

20. Company policies
Invoicing-13.5 % vat exept health care products
rlp- retailers lending price (selling price)
slp-sellers lending price (purchase price of om associates)
No cash discounts are given
Trade discounts- wholesalers-non health item-1.5% n health items- 3%
retailers- 1% for all items
Payment- delivery boy collects cash as per credit period on delivering the goods.
Cheque bouncing-if reasons are genuine time is given..but if it is repeated 2-3 times
they stop giving credit

21. Socialization
Conduct wholesale meeting every 6 months.
Telephonic conversation and market audit is done time to time.
Canvas meeting- every month meeting with sales team.
Market visit by sales manager.
Try and maintain good relationship with every channel member

22. Previous months distribution of products
FABRIC CARE -29063
HAIR CARE 30300
HEALTH CARE 26186
BABY CARE 30054
SKIN CARE 26295
B&R -28108
ORAL CARE -25839
PERSONAL CARE -29368
BATTERIES -8786
AIR CARE -6411
FEM CARE- 4059