PRESENTATION

ON
TRADE SALES PROMOTION
Prepared By,
CROWN
GROUPS

VIIM
(2nd Trimester)
Prepared By,
• Mathur
Valani,
• Ashish
Kathiriya,
• Yogesh
Mulani,
• Khimanand
Varu,
• Keyur
 INTRODUCTION
THERE ARE TWO TYPES OF SALES
PROMOTION.
2. TRADE PROMOTION
3. CONSUMER PROMOTION
MANUFACTURE GIVE THE TRADE
PROMOTION TO WHOLESELLER,
DISTRIBUTER & RETAILER. SO,
THAT THEY CAN PROMOTE THE
SALE.
 CONTINUE….

• THIS IS MOSTLY USED FOR PUSH

STRATEGY,
• LIKE BALAJI WAFERS, RELIANCE
MOBILE, ZENITH COMPUTER.
TYPES OF TRADE PROMOTION

• TRADE ALLOWANCES

• SALES/ TRADE CONTEST

• TRAINING PROGRAM

• COOPERATIVE/ SPECIALTY
ADVERTISING
 TRADE ALLOWANCES
• THERE ARE THREE TYPES OF TRADE
ALLOWANCES LIKE,

3. OFF INVOICE ALLOWANCES

5. SLOTTING ALLOWANCES

7. PROMOTIONAL ALLOWANCES
 OFF INVOICE ALLOWANCES
• THIS ALLOWANCES ARE OFFERED BY
MANUFACTURER TO INTERMEDIATE
AT THE TIME OF BILLING.
• THIS WILL ENCOURAGE INTERMDIATE
TO PURCHASE LARGER QUANTITY OF
PRODUCT.
• MAINLY THIS ALLOWANCES IS USED
IN OFF SEASON
 CONTINUE…
1. AGRA SHOES COMPANY.
• GIVEN 5% DISCOUNT AT THE TIME OF
BILLING

5. DELHI SPORT SHOES

• GIVEN 6% DISCOUNT
 CONTINUE…
3. REFINE PAMOLINE ADIBLE OIL
WHEN THEY PURCHASE 25 TIN THAT
TIME THEY GIVE Rs.5 DISCOUNT
PER TIN
8. RANI ADIBLE OIL
WHEN THEY PURCHASE 10 CARTOON,
THEY GIVE Rs.20 DISCOUNT PER
CARTOON
 CONTINUE…
5. TIRUPATI ADIBLE OIL
• WHEN THEY
PURCHASE 10
CARTOON, THEY
GIVE 20 RS.
DISCOUNT PER
CARTOON
 SLOTTING ALLOWANCES

•IT’S A FEE, THAT MANUFACTURER

PAYS TO RETAILER TO SECURE A
SHELF SPACE FOR HIS NEW PRODUCT
•THIS TYPE OF ALLOWANCES ARE
FAMOUS IN DEVELOPED MARKETS LIKE
GERMANY, JAPAN ETC.
 CONTINUE…
1. CLASSIC MILED &
MARLBORO CIGARET
IF THEY ARE
PRESENTING THE
CIGARATE CASE
UPTO 20 DAYS,
COMPANY WILL GIVE
FREE ONE CIGARATE
CASE.
 CONTINUE…
2. GOLD FLAKE :
Rs. 400 PER
MONTH
 CONTINUE…

PRODUCT FEE TIME PERIOD

• SUNFEAST • Rs. 350 • 1 MONTH
• SUNSILK • Rs. 250 • 1 MONTH
SHAMPOO
• MAGGI • Rs. 250 • 1 MONTH
• MORTINE • Rs. 150 • 1 MONTH
• MAXO COIL • Rs. 101 • 1 MONTH
• VIVEL • Rs. 350 • 1 MONTH
SHAMPOO
• COLGATE • Rs. 250 • 1 MONTH
 CONTINUE…

PRODUCT FEE TIME PERIOD

• VAGH BAKARI • Rs. 3000 • 1 MONTH
• BRITANIA • Rs. 300 • 1 MONTH
PER FEET
PROMOTIONAL ALLOWANCES
•MANUFACTURER SUPPORT TO
CHANNEL FOR ADV. LIKE, BANNER,
DISPLAY BOARD ETC.

1. ORIENTAL FAN : BANNER

 CONTINUE…
2. USHA FAN : BANNER, NEWS PAPER ADV.
 CONTINUE…
3. CASTROL OIL : BANNER
 CONTINUE…
4. EXIDE BATTERY : BANNER, NEWS
PAPER ADV.
 CONTINUE…
5. BRITANIA : BANNER
6. LUX : BANNER
7. DABER : BANNER
8. TAJ TEA : BANNER
 SALES/TRADE CONTEST

• IN THIS TRADE CONTEST, MFG.

MOTIVATE TO INTERMEDIATE TO
ACHIVE TARGET BY GIVING REWARD
LIKE, TELEVISION, TOUR PACKAGE,
HOME THEATRES ETC.
 CONTINUE…
1. NILKAMAL INVESTOR : THEY GIVE
THE TARGET OF Rs.250000 FOR
FINDING THE CUSTOMER FOR SWISS
BANK, THAN THEY WILL GIVE 4% .
 CONTINUE…
2. EUREKAFORBES : THEY GIVE THE
TARGET OF 8 UNIT
 CONTINUE…
3. VAGHBAKARI : THEY GIVE TARGET TO
SELL 50 Kg. IN 4 MONTH, THAN THEY
WILL GIVE Rs. 2500.

4. SUNFEAST : TARGET TO SELL

PRODUCT OF Rs.10000, THAN THEY
WILL GIVE Rs.300
 TRAINING PROGRAME
• MFG GIVE TRAINING TO RETAILER
FOR SELLING THE PRODUCT.

3. EUREKAFORBES
4. SBI LIFE INSURANCE
5. ICICI PRUDENTIAL
6. AVIVA
7. TATA AIG
 COOPERATIVE/ SPECIALTY
ADV

• PARTICIPATION OF BOTH MFG &

RETAILER
• MFG PROVIDE FINANCIAL SUPPORT
TO RETAILER FOR ADV & RUNNING
THE PRODUCT IN THE MARKET.
3. VAGHBAKARI : Rs.500 PER MONTH
4. MILLI TEA : Rs. 500 PER MONTH
 CONCLUSION

• MFG GIVES TRADE PROMOTION TO

RETAILER FOR SELL MORE PRODUCT
IN THE MARKET.
• BY TRADE PROMOTION MFG AS WELL
AS RETAILER BOTH GET ADVANTAGE.
THANK YOU