A STUDY ON DISTRIBUTION SYSTEM OF ITC AND APPOINT NEW STOCKIST

PRESENTED BY : AJEET SINGH (SUMMER INTERN)

ABOUT ITC
ITC has diversified presence in Cigarettes , Hotels, Paperboard & Specialty
Paper, Packaging, agri-Business, Packaged food & Confectionary, Personal Care, Stationery, Safety Matches & FMCG Products.

ITCs diversified status originates from its corporate strategy aimed at

creating multiple drivers of growth anchored on it time-tested core competencies: Unmatched distribution reach, Superior brand-building, Capabilities, effective supply chain management.

THE PRODUCT-MIX
FMCG
a) Cigarettes b) Personal Care c) Foods d) Safety Matches

e) Agarbatti
f) Lifestyle Relating g)Stationary

Hotels Agri-Business Division Paperboard and Packaging Information Technology

DISTRIBUTION SYSTEM OF ITC

RETAITOR FACTORY WSP WD WHOLE SELLER CUSTOMER STOCKIST

BRANCH HIERARCHY

BRANCH MANAGER

Assit. BM(CIG)

Assit. BM(FOODS)

Assit. BM(PCP)

ESPB

AREA MANAGER

AREA EXECUTIVE
WDs Sales Team(DS,SUPERVISOR,PSR)

How they took order ?

DS takes order in local market PSR takes order where is stockiest covering area SUPERVISER handle whole-sale market and supervise the retail market

SERVICE VEHICLES
FMCG VAN : used in the markets which is not covered by DS MOPED SERVICE: for small and outer markets RICKSHAW: service for local markets(CMD MODEL) ABD VAN: works only in rural area BICYCLE: works in local markets

APPOINTMENT OF NEW STOCKIST

NORMS TO MAKE A STOKIST

Pop Group 51-100 51-100 21-50 21-50 21-50 21-50 21-50 10-20 10-20 <10 Benchmark Representation Either HUL or Britannia Neither HUL nor Britannia Either HUL or Britannia Either HUL or Britannia Either HUL or Britannia Either HUL or Britannia Neither HUL nor Britannia Either HUL or Britannia Neither HUL nor Britannia Either HUL or Britannia Representation type Distributor Distributor Distributor Distributor Distributor Distributor Any Proposed ITC representation WD Stockist WD\Stockist WD\Stockist WD\Stockist Stockist Stockist Stockist Stockist Stockist

HOW WE FIND STOCKIST

Find other companies representatives Make a list of whole seller

Meet with them and told about the company and products that we have
About the margins that he will get And how we serve to you

Solve his quarries

COLLECTING INFORMATION

How potential he is Coverage of market

Nature
Loyalty Location of the shop

Acceptability of others
Total sale

DETAIL LIST OF STOCKIST

Detail WD Code New stockist DetailsName of the PartyConcerned NameMob No.Details of Business DoingTotal TO Source of MoneyTotal Outlet ServicingITC TO ExpectedEarlier Serviced ByROU MarketLU2534 Sakit Ashok & Brothers Ankit Jain 9927781685 Dalda 5L Business 25+ 1.7 FMCG Van Yes LU3751 Uraver/nagla khangar Deepu Kirana Store Sudamalal yadav 9927366619 Big SWS 2L Business 35+ 0.85 Moped Ds No LU2917 Nauner Sarvesh Singh Sarvesh Singh 9927801224 Big SWS 1.5L Business 10+ 0.64 FMCG Van NO

EXPECTED SALE

CATEGORY
Foods PCP Cigarettes Matches Total

PER MONTH
50000 30000 80000 10000 170000

PER MONTH
30000 10000 40000 5000 85000

PER MONTH
20000 12000 30000 2000 64000

COMPTETION SERVICE DETAIL

Serviced From Etah Serviced From Etah Serviced From Etah Serviced From Etah Serviced From Etah Serviced From Etah Serviced from Shikohabaad Serviced from Shikohabaad Serviced from Shikohabaad Serviced from Shikohabaad Serviced from Shikohabaad Serviced from Shikohabaad Serviced From Mainpuri Serviced From Mainpuri Serviced From Mainpuri Serviced From Mainpuri Serviced From Mainpuri Serviced From Mainpuri

THANK YOU