Description
Highlighting Sales and Distribution Presentation of ITC Sunfeast Biscuits
ITC SUNFEAST BISCUITS
SALES AND DISTRIBUTION
?ITC relies on 3 core competencies ?1. The depth of distribution
?2. Its brand building capabilities.
?3. The ability of Quality outsourcing.
DISTRIBUTION
?Distribution (or place) is one of the four elements of marketing mix ? It is the process of making a product or service available for use or consumption by a consumer or business user.
DISTRIBUTION CHANNEL
?Each of the elements in these chains will have their own specific needs, which the producer must take into account, along with those of the allimportant end-user.
Discussion Outline
Discussion Outline
? One of the worlds most reputable company ? Market capitalization of nearly US $ 18 billion ? Turnover of over US $ 5.1 Billion
Introduction to ITC
? Post tax profit of US $750 Million
? Diversified product portfolio ? Direct group employment of 29000
Introduction to Sunfeast
?Launched in July, 2003
?Growth rate of 53%
?Turnover of over 1000 crore ?Wide categorization
PRODUCT CATEGORES
?GLUCOSE ?MARIE ?BUTTERBITE AND CREAM
COMPETITORS
? PARLE, BRITANNIA AND HORLICKS
? BRITANNIA AND BISK FARM
? PRIYA GOLD, ANMOL, BRITANNIA AND PARLE
SUNFEaST- A Real Feast!
? Sunfeast symbolises ITC's commitment to create brands that enrich the quality of life for every Indian. ? It has added an innovative tagline to each biscuit variety under Sunfeast. ? The various types of biscuits are as follows: ? Sunfeast Milky Magic ? Sunfeast Marie Light ? Sunfeast Golden Bakery ? Sunfeast Glucose ? Sunfeast Dream Cream ? Sunfeast dark Fantasy
Products at a Glance
Discussion Outline
Diagram
FMCG
FOOD AND BEVERAGES
OTHER FMCG PRODUCTS
Distribution of Food Products
? Strict compliance standards, low profit margins, intense competition, high customer-service expectations.
? Fast and effective sales ordering processes. ? Flexibility ? Quick reaction
Discussion Outline
Distribution Channel
Flow Diagram
CNF
FACTORY
WHOLESALE DEALER BASE WHOLESALE DISTRIBUTOR
RETAILER
Distribution System
? ITC keeps their goods on constant move from low sales area to high sales area. ? The company collects all the expired goods four times a year, and destroys them. ? Retailers must return expired or damaged products within six months after the date of expire.
Distribution System
? Adjustment for them is done in three months time. ? ITC provides their retailers with racks, hangers, etc to display the products. ? The benefits received by the retailers depend upon their sales volume and also the location of their shops. ? ITC has hired IMRB to do the market research.
Discussion Outline
Observations
? Food products are normally a high volume ball game. ? Products have to essentially be available in the market at all given points of time and at all given points of purchase. ? The supply of products takes place virtually on a daily basis in fixed quotas or otherwise, to retailers as per their requisitions and the anticipation of demand and the performance of products in the recent past.
Observations
? ITC has a very strong distribution network for their cigarette brands and they are using this network to push their new biscuit brands.
? Credit system also depends upon the position of the product in the market.
Discussion Outline
doc_410405439.pptx
Highlighting Sales and Distribution Presentation of ITC Sunfeast Biscuits
ITC SUNFEAST BISCUITS
SALES AND DISTRIBUTION
?ITC relies on 3 core competencies ?1. The depth of distribution
?2. Its brand building capabilities.
?3. The ability of Quality outsourcing.
DISTRIBUTION
?Distribution (or place) is one of the four elements of marketing mix ? It is the process of making a product or service available for use or consumption by a consumer or business user.
DISTRIBUTION CHANNEL
?Each of the elements in these chains will have their own specific needs, which the producer must take into account, along with those of the allimportant end-user.
Discussion Outline
Discussion Outline
? One of the worlds most reputable company ? Market capitalization of nearly US $ 18 billion ? Turnover of over US $ 5.1 Billion
Introduction to ITC
? Post tax profit of US $750 Million
? Diversified product portfolio ? Direct group employment of 29000
Introduction to Sunfeast
?Launched in July, 2003
?Growth rate of 53%
?Turnover of over 1000 crore ?Wide categorization
PRODUCT CATEGORES
?GLUCOSE ?MARIE ?BUTTERBITE AND CREAM
COMPETITORS
? PARLE, BRITANNIA AND HORLICKS
? BRITANNIA AND BISK FARM
? PRIYA GOLD, ANMOL, BRITANNIA AND PARLE
SUNFEaST- A Real Feast!
? Sunfeast symbolises ITC's commitment to create brands that enrich the quality of life for every Indian. ? It has added an innovative tagline to each biscuit variety under Sunfeast. ? The various types of biscuits are as follows: ? Sunfeast Milky Magic ? Sunfeast Marie Light ? Sunfeast Golden Bakery ? Sunfeast Glucose ? Sunfeast Dream Cream ? Sunfeast dark Fantasy
Products at a Glance
Discussion Outline
Diagram
FMCG
FOOD AND BEVERAGES
OTHER FMCG PRODUCTS
Distribution of Food Products
? Strict compliance standards, low profit margins, intense competition, high customer-service expectations.
? Fast and effective sales ordering processes. ? Flexibility ? Quick reaction
Discussion Outline
Distribution Channel
Flow Diagram
CNF
FACTORY
WHOLESALE DEALER BASE WHOLESALE DISTRIBUTOR
RETAILER
Distribution System
? ITC keeps their goods on constant move from low sales area to high sales area. ? The company collects all the expired goods four times a year, and destroys them. ? Retailers must return expired or damaged products within six months after the date of expire.
Distribution System
? Adjustment for them is done in three months time. ? ITC provides their retailers with racks, hangers, etc to display the products. ? The benefits received by the retailers depend upon their sales volume and also the location of their shops. ? ITC has hired IMRB to do the market research.
Discussion Outline
Observations
? Food products are normally a high volume ball game. ? Products have to essentially be available in the market at all given points of time and at all given points of purchase. ? The supply of products takes place virtually on a daily basis in fixed quotas or otherwise, to retailers as per their requisitions and the anticipation of demand and the performance of products in the recent past.
Observations
? ITC has a very strong distribution network for their cigarette brands and they are using this network to push their new biscuit brands.
? Credit system also depends upon the position of the product in the market.
Discussion Outline
doc_410405439.pptx