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Sale and Distribution Project on BATA

By, Garishma Jain-1225110316 HareeshReddy-1225110319 Shiva Kiran-1225110328 Krishna Prasad-1225110322 Durga Prasad-1225110313 M. Murlidhar-1225110325

Bata has a worldwide reach, with operations across 5 continents managed by 4 regional meaningful business units (MBUs). Each unit benefits from synergies specific to their environment, such as product development, sourcing or marketing support. Each MBU is entrepreneurial in nature, and can quickly adapt to changes in the market place and seize potential growth opportunities. Bata's strength lies in its worldwide presence. While local companies are self-governing, each one benefits from its link to the international organization for back-office systems, product innovations and sourcing. Bata today Serves 1 million customers per day Employs more than 40,000 people Operates 4,600 retail stores Manages a retail presence in over 50 countries Runs 40 production facilities across 26 countries With the shrinking of the world into a small global village, Indian consumers now aspire for international taste and style. And to make things easier for the consumer we have introduced the concept of store classification and sub divided it into Flagship, City, Family and Bazar stores. Bata sells using wholesale channels like Dealers, Wholesalers, Departmental stores. Organizational Structure of Bata is as follows: Proprietor Manger Supervisor 8 employees. Sales training is necessary, to get best results. Some of the trainings are: Make friends Introduce yourself to someone you dont know Start a conversation Make a phone call Use voicemail Send an email Success in sales does not come from the answers you provide. It comes from the questions you ask. Some of the motivational tools used by Bata are Provide the necessary tools for team Manage the less-than stellar performers Give credit to whom it is due Prioritise the list as a team and individually

Communicate with your Sales Team Have open communication where people can share ideas without fear of judgement Keep team updated with whats happening and what they can expect Use a mixture of calls, face to face, meetings and email Make it important to communicate company changes, reorganisation in person and not by email.

Sales person are evaluated by comparing sales performance and the goals set. The fairest way to evaluate sales results is to measure them against goals. Keep track of whether the representatives achieve or exceed the goals that are set for them. Sales management is one of the most challenging balancing acts in the entire business world. A good sales manager motivates and leads the sales force, while at the same time seeing to it that the goals and purposes of the sales organization and its ownership are being met. Different selling channels of Bata include Dealers, Wholesalers, Retailers, Online selling. The Bata Direct channel has been set up with an aim of providing branded footwear at the doorstep of consumers. A minimum start up cost with no inventory expenditure, direct marketing is a business relationship that enables Bata to give the consumers the benefit of quality products with the Bata warranty and trust. Bata doesnt have any sales channels partners in Vizag. Communicating with customers is obviously important and gets the attention of marketing channel managers. However, communicating with channel partners is just as important but often gets second billing. That's an unfortunate and costly mistake. Channel partners and their customers are your customers, too. Successful channel partner relationships require substantial investments of energy, time, and money. And like any investment, they need active management to ensure maximum return. Effective management requires answers to some basic questions: Bata follows the following issues:

How profitable are my channel partner relationships? Which are my best and worst performers? Where should we focus our future management efforts? For most manufacturers, success or failure is determined by how effectively and efficiently their products are sold through their marketing channel members, so the management of marketing channels plays an important role in market competition. Most existing work studies the problem of marketing channel management in a qualitative way. Recently, with the increase of amount of sales data, how to enhance the marketing channel quantitatively is significant. As the marketing channel can be viewed as a tree, in this paper, a new marketing channel management strategy based on frequent subtree mining is proposed. The proposed method is illustrated under the real-world sales data in ERDOS group. Firstly, the tree transaction is formed monthly. For each monthly transaction, only those channel members that pass the basic sales plan will be included. Secondly, we use the TreeMiner algorithm to discover embedded frequent subtrees. Finally, different management strategies are used for different kinds of discovered

patterns. We show that our method can correspond to the seven decision areas in traditional marketing channel management. Bata people resolve marketing or sales channel conflicts conducting the general meetings.

New technology is affecting channels of distribution of bata due to following: Distribution Channels: Managing the flow of goods and services from manufacturer to end-user Contact Channels: Managing the flow of information between any two parties, using one or more contact modes Some of the changes noticed in channels of distribution in the past few years are due to the rapid growth in technology the transformation of materials from manufacturer to retailer become very easy. Future of sales and marketing channels will be much easier as compared with present channels of distribution.

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