S&D ASSIGNMENT 2

Name:Piyushkukamar Daraji Due Date / Day: 11/10/2010 Class: S&D(B) Roll No: 2711125 Subject: S&D Assignment No:2 Topic: Sales and Distribution process Title of the Assignment: Sales and Distribution process of Lifebuoy Signature: (Of the student)

Name (Of the faculty) : Signature: Date of Evaluation:

Marks out of 15

Remarks (By Faculty): _________________________________________ ________________________________________ _________________________________________ _________________________________________

Lifebuoy went through several changes and incarnations throughout the brand's history. A white Version of the soap was introduced in 1962 and contained a light perfume scent. Pink and aqua versions were released soon after. The original Lifebuoy soap was manufactured in the UK until 1987 when the production and distribution was halted. The brand was shortly taken over by Unilever and is still in production today. Due to regulations put forth by the European Union, the soap can no longer contain carbolic because it is potentially toxic and linked to skin irritation and respiratory tract problems with prolonged exposure. The substance is also considered a possible carcinogen. Lifebuoy soap is still the leading brand of soap in several countries worldwide, specifically in India and parts of Southern Asia.Unilever produces a wide range of products under the Lifebuoy umbrella such as body wash, liquid soaps and acne-fighting solutions.

LIFEBUOY PORTFOLIO: Today, the Lifebuoy brand is more than the quintessential bar of red soap, and provides hygiene and health for the entire family through a range of products like liquid hand wash and specially designed body wash. Beyond ensuring daily hygiene and freshness, Lifebuoy products also address special needs like anti-acne and skin fortification for an all around cleansing experience.

Hand Sanitizer Lifebuoy Hand Sanitizer effectively disrupts bacterias cell membrane & viruss outer coat thereby kills germs & viruses on your hands. Proven to kill H1N1 virus Dries quickly, is nonsticky and has soothing fragrance.Has Moisturizer and Vitamin E to keep your hands soft and smooth.

Bar Soap Lifebuoy bar soaps support childrens health and growth by providing extended germ protection for up to 12 hours after a bath thanks to enhanced ingredients. Lifebuoy Body Wash provides deep cleansing of pores, protecting against the three root causes of skin health problems clogged pores, over-drying, and infection- causing germs.

Hand Soap Clean, germ-free hands are the key to good health, as ingestion of germs from unhygienic hands at mealtimes is the most likely cause for diseases. Lifebuoy Hand Soaps offer hospital-strength germ protection, with a unique formulation that generates a rich lather. This provides an effective and hygienic wash in every corner of the hands and nails, at the same time leaving your hands pleasantly fragrant.

Lifebuoy Men's Bodywash Male skin is more oily and sweaty, making it more prone to attacks from germs that cause skin problems and body odour. Lifebuoy Men's Body Washes are specially formulated to wash away excess oil and sweat, protecting against body odour and other problems caused by germs. Two variants provide the most important benefits to men's skin.

Clear Skin Lifebuoy Clear Skin provides specialist protection from acne, which results from oil and dirt coming together. Mineral clay or "multani mitti" absorbs the oil from your skin, while washing away germs and dirt to greatly reduce the incidence of acne. In fact, Lifebuoy Clear Skin has been shown to reduce acne up to70 per cent in six weeks, guaranteeing visibly clearer skin.

Price List of LIFEBUOY Products Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 Product Name Lifebuoy CARE BATH Lifebuoy CARE BATH Lifebuoy DEO FRESH SOAP Lifebuoy DEO FRESH SOAP Lifebuoy NATURE BATH Lifebuoy NATURE BATH Lifebuoy SKIN GUARD Lifebuoy TOTAL Lifebuoy TOTAL Lifebuoy Clear Skin Lifebuoy Hand Sanitizer Lifebuoy Hand Soap Lifebuoy Hand Soap (refill pack) Lifebuoy Mens Bodywash Package Size 120gm 90gm 90gm 90gm 120gm 75gm 120gm 80 gm 120gm 12gm 100ml 200ml 180ml 200ml Amount (Rs.) 15 12 10 12 15 13 15 12 12 20 60 45 28 98

Discount, Rebates for consumer/trade.

Comapany allowing 5 % trade discount to trader or retailer on a order of more than Rs.20,000. There is no such discount for consumer and if trade wants to pay cash within 2 days then company allowing 10% discounts which includes the 5% trade discounts as well as 5% cash discounts.

Order Taking Process: In order taking distributor appoint the sales team. Sales team makes a route plan of each area and then according to day they visit the retailer. They also make ABC customer for that order in that A is potential customer of the company.

Order form

Delivery system: Sales team take the order after that they send the order request to Stock keeping Unit of the company. Then stock keeping unit provides the good according to that requisite. In delivery van according to order and given time, distributors sales team sends goods to the retailer.

Credit system Here company is using CRM software. In that company is allowing 45 days credit period and amount should not excess more than 5 lacs Rs. If after that not providing credit period company is charging 10% P.A interest rate on amount.

Plan Journey Cycle/Scheduling In Plan Journey Cycle, company take the order after taking the order goods should provide in 7 days of order for that they make area wise scheduling means this day sales team have to visit particular area only and provide goods in next week same day.

Ans.1 Sales forecasting under the consideration of distributor For the Year In 1st Month we are going to advertise in all targeted areas. But after 1st Month our target is at least 10 Hospitals/Hotel/Institutional areas per month. It means in whole year our target is near about 100 to 150 institutes. Which are ready to use only Lifebuoys products.

Sales of the year: Customers Units per month Units in a year Per unit cost (After Discount) Hotel Soap: 100 units Soaps: 1100 Liquid: 1650 19.20 Rs. 38.40 Rs. 21,120 Rs. 63,360 Rs. Total

(100 rooms) Liquid: 150 units

Hospitals

Soap: 200 units Liquid: 200 units

Soap: 2200 Liquid: 2200 Soap: 550 Liquid: 550 Soap: 3850 Liquid: 4400

19.20 Rs. 38.40 Rs. 19.20 Rs. 38.40 Rs. ------

42,240 Rs. 84,480 Rs. 10560 Rs. 21,120 Rs. 2,42,880 Rs.

Institutes

Soaps 50 units Liquids 50 Units

Total

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Ans: 2 There is not possible to get the data of last three years from the distributor and also target the sales but they have not achieved the target as per forecasted sales. The reasons behind that are as follow.

There are the couple of reasons are that among that first one is target is so high compare to achieve and the and other is market is not growing so fast in area. So what ever every company increases the some percent in target but relatively market for Lifebuoy soap not growing fast.

Ans.3 Company has done a strong promotion for its brand product lifebuoy. it use to launch so many health program in so many countries to Make people aware of health. basically company use to so many health care program as their Promotion. It also does promotion through TV and print campaigns, the agency team focused attention on the family health themes, conducted consumer education exercise using "Germ tests" through multimedia In India company has done its promotion in MAHAKUMBH mela ALLAHABAD . The company stalls 14 places in the ground & taught people the value of health & hygine by demonstrating lifebuoy.

From above programs awareness about the product increase much more and mainly company have targeted the rural market because its biggest untouched market by competitors. So from the this promotional activity mainly kumbh mela increase the market share because In that mela so many people from India and Abroad came over their so its like they have done direct marketing for that. And company sales has been increase by roughly 22% just because of promotion activity.

Ans. 4 Order taking process : In order taking distributor appoint the sales team. Sales team makes a route plan of each area and then according to day they visit the retailer. They also make ABC customer for that order in that A is potential customer of the company.

Delivery system: Sales team take the order after that they send the order request to Stock keeping Unit of the company. Then stock keeping unit provides the good according to that requisite. In delivery van according to order and given time, distributors sales team sends goods to the retailer. Companys distribution system:

Unilever for Lifebuoy should introduce a new kind of distribution strategy that will be a strategic fit between its productions to consumptions. Unilever should identify its larger, medium and small consumption areas and design the channel accordingly. According to my sense Lifebuoy must go for intensive distribution with wholesaler and retailers in the areas where rate of consumption is usually very greater than that of the other areas where comparatively rate of consumption is not so attractive.