Sales Plan Ppt

HUL South Mumbai <2010-11> Sales Plan

AGENDA l l l l l l l l l l

Introduction Opportunity statements strategic positioning Organisational structure Analysing sales situation & distribution network sales strategies Sales plan objective Sales force management Setting field sales force objective Sales budget

INTRODUCTION v India’s largest consumer products company and was formed in 1933 as Lever Brothers India Limited. v Industry and market share: The Rs 1,190-crore LUX, with 17 % share, is the second largest after Lifebuoy (17.5 %) v Conclusion from market research: Market share dropped in each of the five quarters even as the overall soap market, according to ACNielsen, grew 18% in the year to Rs7,967 crore. v Major competitor v Current trends in the market <2010-11r> Sales Plan

OPPORTUNITY STATEMENT l l l

Promotional strategy and various campaign conducted by the competitors. LUX international HUL – Distribution network.

<2010-11r> Sales Plan

STRATEGIC POSITIONING Market opportunity Available in different variants Per capita income l Competitive edge Positioning LUX as a superior brand Generate more value l

<2010-11r> Sales Plan

Organisational structure l l

HUL team Distributors team

<2010-11r> Sales Plan

Analysing sales situation

Growing at least with the market growth rate is very important.

<2010-11r> Sales Plan

ANALYSING DISTRIBUTION NETWORK l l l l

Distribution at Urban Centres (South Mumbai): Factory Company warehouse Sales Officer T.S.I. Distribution Agency Retail Big Departmental Stores

Sales strategies l l l

Strategy for Modern retail outlets: 80-20 rule Harnessing Information Technology: Advertising and promotional strategy: Pioneering new channels: Out of home – vending machine Point of purchase Health & beauty services –Lakme salons

Sales plan objective for 2010-11

Improving Sales Performance

Analysis

Sales Planning Results !

Execution

Sales plan objective l

Sales force management Analyzing Sales Performance by District (South Mumbai): Analyzing Sales Performance of Distributors: Analyse Sales Performance of Territory sales in charge.

Cont... l

Setting field sales force objective Develop Sales Strategies and Tactics for each variant in The Lux basket: Developing a Quarterly Action Plan:

Sales budget l

Budgeting by percentage of sales method:

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Salesperson performance Reports and Budget Analysis for Year 2009-10:

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Territory wise budget allocation:

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Quarterly Budget Allocation for 2010-11:

Questions

Sales Plan