I.

Supply chain management

Meaning:It is mgmt. of network of interconnected business involved in the ultimate provision of product and services packages required by the consumer.

Definition:Supply chain mgmt. is systematic strategic co-ordination of traditional business function and the tacties function within the particular company and across businesswith supply chain for purpose of improving the long term performance of the company and supply chain as whole.

Supply chain members

1. Sales promoter- sales promoter are the person who give many kind of
incentive and technique directed toward consumer and trader with the immediate or short term sales

2. Distributor-distributor is a wholesaler who has exclusive right to market

within a given territorythe goods of manufacturer or company

3. Stockist-a stockist who undertake to maintain stock of specified product at or

above a certain minimum in return for favarable buying term granted by manufacturer of the product. 4.

Retailer-retailer is merchant who buy the different company product and sale
it to consumer in minimum quality

QUESTIONNAIRE Name of the firm: ___________________________ Address : __________________________________ ___________________________________ Contact Person : ____________________________ Contact No. : _______________________________ PLEASE RATE THE FOLLOWING ROLES & RESPONCIBILITIES ON A FIVE POINT S Sales promoter Roles 1 To conduct trade contests 2 Prepare scheme of incentives for dealers and consumers

1 1

3 To conduct various training programme 4 Complete analysis before appointing a dealer Responsibilities 1 2 3 4

1 1

To chalk out proper incentive schemes. To take care of stock situation in his area To help in product demonstration and education To fulfil social responsibilities Distributer

1 1 1 1

Roles 1 2 3 4 Responsibilities 1 2 3 4 To make the product accessible for dealer and consumer To provide feedback of demand To ensure proper distribution To collect information from the market.

1 1 1 1

Ensure timely delivery of material. To manage inventory and means of distribution. To pin point stockist as per their financial and locational strengths. To develop strong information system.

1 1 1 1

Stockist Role 1 2 3 4 Responsibilities 1 2 3 4 To develop relations with consumers and retailers. To collect market information and its feedback for decision making. To generate promotion through word of mouth. To make product available with ease.

1 1 1 1

To assess demand. To provide genuine material to its customer. To collect information regarding likes and dislikes from the customer. To develop strong retailer network.

1 1 1 1

Retailers Roles 1 2 3 4 Responsibilities 1 2 3 4 To cater small customers To work as a chain between stockist and end user. To provide product related information to the end users. To deliver promotional items to the consumer. To communicate queries and complaints of the customer to the company. To display the product to attract customer To deliver material at the point of use. To generate customer satisfaction.

1 1 1 1

1 1 1 1

DATE: __________ PLACE:__________ Meaning of roles and responsibility of every person Sales promoter roles
1) To conduct trade contestTrade contest is contest in which sales promoter gives commission to stockist on the base of selling 2) Prepare scheme of incentives of dealer and consumerSales promoter give incentive like cash discount,tshirt,cap to stockist and consumer. 3) To conduct training programmeIt is role in which sales promoter provide training to constructer. They give all the knowledge about setting time of cement

Sales promoter responsibilities

1. To take care of stock situation in his areaSales promoter take information about stock situation day to day online, or he take information weekly.

2. To fulfil social responsibilitiesSalespromoter fulfil social responsibility by giving charity for social work.

Distributer roles
a) To make the product accessible for dealer and consumerDistributer provide the product to dealer and consumer. b) To ensure proper distributionDistributer ensure distribution by taking information about demand of consumer and stockist and distributer on the base of demand.

Distributers responsibility
A. Distributer ensure timely delivery of materialDistributer ensure timely delivery of material by taking of demand and send goods to stockist by truck B. To manage inventory and means of distributionDistributer manage inventory by taking information of demand and supply and check stock in his warehouse and manage means of distribution how he will send the goods to stockist by truck and train. C. To pin point stockist as per their locational strengthDistributer appoint stockist as per their locational strength. He should be in market and residential area ,constructive area.

Stockist roles
a. To develop retailer with consumer and retailersDevelop relation with consumer and retailer by incentive to them. b. To generate promotion through word of mouthIt is role in which stockist promot the product by mouth publicity and they contact with builder and constructer. if anybody ask them for good cement they suggest out cement name.

Stockist responsibility
To develop strong retailer networkStockist develop strong retailer network by appointing retailer in each and every area of market i.

Retailers roles
i. To deliver promotional item to the consumerRetailer deliver promotional item to consumer like cap, t-shirt and copans.

Retailers responsibility
1. To communicate quaries and complaints of consumer to company It is the responsibility in which retailer communicate the quaries and complaint of consumer about setting time, cement. 2. Display the product to attract customerIt is the responsibility in which retailer display the product in his shop for attacting the consumer. 3. To deliver material at the point of useIn this responsibility the retailer deliver the cement where construction is going on.

iiThree major activities

1.promotion- generally promotion is communieating with the

public in an attempt to influence them toward buying your product or service

   

promotion include advertising public relation personal sales sales promotion

 advertising is communication with current and potential customer and consumer,done through paid mass media.The channels of communication can be T.V.,radio,internetetc  public relation is communication toward public but is turned more to reputation and image of company than to its product the public relation activity can be press conference,T.V. interview with company representativepress article about donation of the company to charity.  Personal sales is way of promotion activity where sales representative is directly contacting the cutomer.The person to person contact has the goal of direct promotion of the product and conclusion of sales.  Sales promotion represents a set of different promotional activity that has the goal of animating customers for purchasing this can be value offer (discount),quantity offer prize drawing

merchandising,direct contact by animators in retail out let.

1. Product-product is bundle of utilities which satisfy consumer

demand. Features quality price differentiation brand structure positioning substitutes

2. Information flow-the representation of data collection data

processing and report distribution throughout an organisation within different level of management and end user. Sales promoter
Roles ACTIVITY RELATED TO: PROMOTION RELATED PROMOTION RELATED PRODUCT RELATED INFO. FLOW RELATED TOTAL %

1 2 3 4

B B

To conduct trade contests

2 2 2 2

3 3 3 3

4 4 4 4

5 5 5 5

78 69 59 56

55.71 49.29 42.14 40.00

Prepare scheme of incentives for dealers 1 and consumers A To conduct various training programme 1 C Complete analysis before appointing a dealer 1

Responsibilities 1 2 3 4 B C To chalk out proper incentive schemes. 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 PROMOTION RELATED INFO. FLOW RELATED PRODUCT RELATED PROMOTION RELATED 73 76 84 56 52.14 54.29 60.00 40.00

To take care of stock situation in his area 1 1 1

A To help in product demonstration and education B To fulfil social responsibilities

Distributer Roles 1 2 3 4 A To make the product accessible for dealer and consumer C To provide feedback of demand A To ensure proper distribution C To collect information from the market. 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 PRODUCT RELATED INFO. FLOW RELATED PRODUCT RELATED INFO. FLOW 108 88 116 78 77.14 62.86 82.86 55.71

RELATED

Responsibilities 1 2 3 4 A Ensure timely delivery of material. A To manage inventory and means of distribution. C To pin point stockist as per their financial and locational strengths. C To develop strong information system. 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 PRODUCT RELATED PRODUCT RELATED INFO. FLOW RELATED INFO. FLOW RELATED 119 98 102 78 85.00 70.00 72.86 55.71

Stockist Role 1 2 3 4 C To develop relations with consumers and retailers. C To collect market information and its feedback for decision making. B To generate promotion through word of mouth. A To make product available with ease. 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 INFO. FLOW RELATED INFO. FLOW RELATED PROMOTION RELATED PRODUCT RELATED TOTAL % 111 79 84 127 79.29 56.43 60.00 90.71

Responsibilities 1 2 3 4 A To assess demand. A To provide genuine material to its customer. C To collect information regarding likes and dislikes from the customer. A To develop strong retailer network. 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 PRODUCT RELATED PRODUCT RELATED INFO. FLOW RELATED PRODUCT RELATED 112 122 67 121 80.00 87.14 47.86 86.43

Retailers Roles 1 2 3 4 A To cater small customers A To work as a chain between stockist and end user. C To provide product related information to the end users. B To deliver promotional items to the consumer. 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 PRODUCT RELATED PRODUCT RELATED INFO. FLOW RELATED PROMOTION RELATED 104 87 89 76 74.29 62.14 63.57 54.29

Responsibilities 1 2 3 4 C To communicate queries and complaints of the customer to the company. B To display the product to attract customer A To deliver material at the point of use. B To generate customer satisfaction. 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 INFO. FLOW RELATED PROMOTION RELATED PRODUCT RELATED PROMOTION RELATED 56 113 129 120 40.00 80.71 92.14 85.71

Activity wise distribution of role and their percentage(%) and remarks

 Three major activities related with every chain members roles and responsibilities and how much percent(%) every activity is completed by each individual. Sales promoter play his first role to conduct trade contest which is related to promotion and sales.promoters 55.71% complete this role,sales promoter play his second role prepare scheme of incentives for dealers and consumers which is related to promotion and this role is completed by sales promoter49.29%. Sales promoter play his third role to conduct various traning programme which is related to product.This role is co mpleted by sales promoter42.14%. sales promoter play his fourth role complete analysis before appointing a dealer which is related to information flow. This is completed40% by him. Sales promoter fulfil his first re sponsibility to chalk out proper incentive schemes which is related to promotion. This is complete by him 52.14%. Sales promoter fulfil his second respondibility to take care of stock situation in his area which is related to information flow this is comp lete by him54.29%. Sp fulfil his third responsibility help in product demonstration and education which is related to product and this is completed by him 60%. Spfulfil his fourth responsibility to fulfil social responsibilities which is related to promotion and this is completed by him 40%.
Distributor play his role to make the product a ccessible for dealer and consumer which is related to product and this is complete by him77.14%. Distributor play his second role to provide feedback of demand is related to information flow. This is completed by him62.86%. Distributor play his third role to ensure proper distribution which related to product. This is completed by him 82.86%. Distributor play his fourth role to collect information from the market which is related to information flow . This is completed by them55.71%.

Distributors fulfil their first responsibility to ensure timely delivery of material which is related to product. This is completed by them85%. Distributor fulfil their second responsibility to manage inventory and means of distribution which is related product. This is completed by them70%. Distributors fulfil their third responsibility to pin point sto ckist as per their financial and locationalstranght is related to information flow and this is completed by him72.86%. Distributor fulfil their fourth responsibilities to develop strong information system which is related to information flow. This is com pleted by him55.71%.

Stockist play their first role to develop relation with consumer and retailer which is related to information flow and this is completed by them79.29% Stockist play their second role to collect market information and its feedback for decision making is related to information flow and this is completed by them56.43%. Stockist play their third role to generate promotion through word of mouth is related to promotion related activity and this is completed by them60%. Stockist play their fourth role to make product available with ease is related to product and this is completed by them90.71%. Stockist fulfil their responsibility to access demand is related to product and this is completed by them 80%. Stockist fulfil their responsibility to provide genuine material to its customer is related to product and this is completed by them87.14%. Stockist fulfil their responsibility to collect information regarding likes and dislike from the customer is related with information flow and this is completed by them47%. Stockist fulfil their responsibility to develop strong retailer network is related with product and this is completed by them86.43%. Retailer play their role to cater small customers is related with product and this is completed by them74.29%. Retailer play their role to work as a chain between stockist and end user is related with product and this is completed by them62.14%. Retailer play their third role to provide product related information to and end users is related with information flow and this is completed by them63.57%. Retailer play their fourth role to deliver promotional item to the consumer which is related to promotion and this is completed by them54.29%. Retailer fulfil their first responsibility to communicate queries and complaints of the customer to company is related with information flow and this is completed by them40%.

Retailer fulfil their responsibility to display the product to attract customer is related with promotion activity and this is completed by them80.71%. Retailer fulfil their responsibilities to deliver material at the point of use is related with product and this is completed by them92.14%. Retailer fulfil their responsibilities to generate customer satisfaction is related with promotion activity and this is completed by them85.71%
SALES PROMOTER DISTRIBUTOR STOCKIST RETAILER

PRODUCT RELATED PROMOTION RELATED INFO. FLOW RELATED 28(RESP)X 5(SCALE)X4 (ACTI) 28X5X4=560

ROLES RESPON ROLES RESPON ROLES RESPON ROLES RESPON TOTAL 59 84 224 217 190 355 191 129 144 147 129 84 76 233 66 56 76 166 180 127 67 89 56 81 262 289 390 397 401 422 356 418 293 46.79 51.61 69.64 70.89 71.61 75.36 63.57 74.64

ConclusionI do a survey and found that all the chain members very well play their roles and responsibilities. There is huge competition in cement industry but many roles and responsibilities result is below average chain members does not fulfil their responsibility. Sales promoter don t play their roles all the roles of sales promoter is below average. To conduct trade contest role is below average. It is only 55.71% so sales promoter should conduct trade contest for stockist and retailer. Prepare scheme of incentives for dealers and consumer. It is only49.49% which is below average. So sales promoter should prepare scheme of incentives for dealer and consumer, so they work hard. Sales promoter play the role to conduct training programme is below average performed. It is only42.14% so sales promoter should conduct various training programme. So all the constructer can be trained about the product. Sales promoter roles complete analysis before appointing a dealer is below average performed. It should be53% but it is only 40%. So sales promoter should does analysis before appointing a dealer.

Sales promoter responsibility to chalk out proper incentive scheme is below average performed. It is only52.14%. it should be59%. So sales promoter should play this role properly. Sales promoter responsibility to help in product demonstration and education and fulfil social responsibility is below average performed. They are60% and 40%. They should be fulfil properly by them.

Distributor roles to manage inventory and means of distributor is below average performed. It is only70%. It should be performed properly by them. Retailer roles to cater small customer ,to work as a chain between stockist and end user and to deliver promotional item to the consumer is below average performed. It is only74.29%,63%,54.29%. it should be79.62%,79.62%,59.73%. so they should work hand on their roles so they can fulfil them properly. Retailer roles to communicate queries and complaint of the customer to company it below average. It is only40% so retailer should communicate customer queries and complaint to company. So they complaint can be removed by company. So all the defaulter should play their roles and responsibilities properly. So the cement industry can reach on pinnacle.