outlet classification and channel definitions
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Outlet Classification &
Channel Definitions
Distributor
Retailers
Wholesellers
Planned ShoppingAd Hoc Convenience
Specialty Food & DrinkingNon Outlet Business
Partners
Channel Classifications
Channel Groupings
1. P
lan
ne
d S
ho
pp
ing
1.2 Large Groceries1.2.1 Self Service
1.2.2 Counter Stores
1.1 Key Accounts
1.1.1 Cash & Carry
1.1.2 Hyper Market
1.1.3 Super Market
Channel Groupings
Planned Shopping
Large Store FormatsWide Product AssortmentsShopper Mission – Weekly / Monthly Stock UpPre Planned Visits
Large Store with Selling Area more than 1000 sq ft
Must Have 2 or more cash counters
Normally Self Service but mixed type is also there
Wide Product Assortments
Key Accounts
Self Service outlets or chain of outlets with high sales turnover, modern shopping concepts, large shopper baseWide Product AssortmentsShopper Mission – Weekly / Monthly Stock UpPotential for growth & promotional activities
1. P
lan
ne
d S
ho
pp
ing
1.1 Large Groceries1.1.1 Self Service
1.1.2 Counter Stores
1.2 Key Accounts
1.2.1 Cash & Carry
1.2.2 Hyper Market
1.2.3 Super Market
Key Accounts
Cash & Carry Hypermarkets
Supermarkets
Sales & Trade Marketing Strategies
Dedicated Human Resource (Dedicated Department in companies, dedicated distributors or company direct selling)
Paid Contractual Agreements on Shelf Spaces & Displays
Prioritized Service Levels (Service levels and reorder levels discussed and locked in advance, for supermarkets prioritized services through distributions)
Planned BTL activations
Major Focus is Weighted Penetration
1. P
lan
ne
d S
ho
pp
ing
1.1 Large Groceries1.1.1 Self Service
1.1.2 Counter Stores
1.2 Key Accounts
1.2.1 Cash & Carry
1.2.2 Hyper Market
1.2.3 Super Market
Large Groceries
Stores with high Sales turnover & growth potentialCombination of self service & counter storesCarry wide variety of FMCG products with selective imported items
Self Service Counter Stores
Sales & Trade Marketing Strategies
Dedicated Human Resource (Dedicated Channel manager from Nestle, Dedicated Distributor Sales Force)
Paid Contractual Agreements on Shelf Spaces & Displays
Prioritized Service Levels (Twice to Thrice Weekly Service by the distributor)
Planned BTL activations
Major Focus is Weighted Penetration
2. A
d H
oc
Co
nve
nie
nce 2.1 Small Stores
2.2 Petromarts
2.3 Tobacco Kiosks
2.1.1 Small General Store
2.1.2 Small Karyana Store
2.1.3 Rural Small Stores
2.2 Petromarts
2.3 Tobacco Kiosks
Channel Groupings
Ad Hoc Conveniance
Smaller retail formats which offer convenience for shopping with limited or selective range of products
Shopper mission is stock up, instant need or impulse
Primarily unplanned shopping
2. A
d H
oc
Co
nve
nie
nce 2.1 Small Stores
2.2 Petromarts
2.3 Tobacco Kiosks
2.1.1 Small General Store
2.1.2 Small Karyana Store
2.1.3 Rural Small Stores
2.2 Petromarts
2.3 Tobacco Kiosks
Small Stores
Stores which cannot be walked into. Products mostly available in smaller formats.Largest number in PakistanServing the affordable consumer (BOP)
Small General Stores RuralKaryana Stores
Sales & Trade Marketing Strategies
Dedicated Human Resource (Dedicated Channel manager)
Mostly weekly service levels
BTL activities very limited which mostly involves display incentives
Major focus is on Numeric Penetration as these shops are the major chunk of trade universe
Petromarts & Tobacco Kiosks
Petromart Pan Shop
Sales & Trade Marketing Strategies
Extremely important for Tobacco, beverages and other impulse / on the go categories
Mostly weekly service levels but for tobacco service levels are high
BTL activities very limited which mostly involves display incentives and shelf locking
3. S
pe
cial
ty F
oo
d &
Dri
nks
BakeriesChain
Fragmented
PharmaciesChain
Fragmented
Channel Groupings
Bakery Chains
Bakeries & Pharmacies
Pharmacy Chains
Sales & Trade Marketing Strategies
Bakery channel is rapidly growing in urban with huge opportunity for FMCG companies
The service level varies from weekly to thrice weekly depending upon the sales turnover.
For Bakeries vast opportunities for BTL activities as customer traffic is high and includes higher SECs and all gender types
Pharmacy is very important for pharma and nutrition related companies
Mainly driven by prescription from doctors
Very low opportunities for BTL and branding as certain restrictions by government and WHO codes
4. N
on
Ou
tlet
Bu
sin
ess
P
artn
er
Wholesale
Channel Groupings
Wholesale
These stores act as an intermediary in the distribution chain
Buy product in large quantity and sells it into smaller quantities to small retailers
They operate as RTM where 80% of their sales are made to retailers
Limited counter sale to end shoppers
These wholesalers supplies product to rural
retailers. Products supplied included branded &
loose (unbranded items)
Traditional Rural Distribution System
Distributor
Retailers
Wholesellers
Wholesale Channel Playing
Dominant Role in Untapped
Trade Universe
Sales & Trade Marketing Strategies
Focus is on increasing weighted penetration through targeted loyalty programs
Wholesale invests in items with high sales turnovers as the model focussed on absolute profit and not percentage profit
Many companies are leveraging wholesale as an RTM e.g. local juices and beverages model like Maza, Gourmet etc relies heavily on wholesale for numeric penetration
IMTs has strong penetration in wholesale due to their competitive pricing and bundle offers
Managing Channels Strategically
• Prioritise channels where we best can connect with target shoppers
• Focus resources and time towards the biggest channel opportunities
• Invest in channels with profit and growth potential
• Maintain our business in channelswhere we are strong
• Manage our resources in channelswith no future
Channel Prioritization – Why Do It?
Channel profitability
Zone
Europe
36
Premiumness Dehydr. /pasty mix fix
0.0
0.5
1.0
1.5
2.0
2.5
3.0
3.5
Volume (in units)
Pric
e p
er u
nit
Suggested template –
Premiumness (Backup)
BACKUPILLUSTRATIVE
Knorr Nestlé PL 1 PL 2
25 M units
11.3 M
14 M 13 M
Premium
(~60%)
Value
(~40%)
Price spread branded
products vs. PL (70%)
Average price branded products
Relative Market ShareRelative market share for culinary products
0 1 2 3 4
RMS 2006
Recipe mixes
Mashed potatoes
Flavour solutions
Hot & cold sauces
Pasta
Soups
Others
Channel size
Capabilities
Channel growth
Relative growth Relative profitabilityRelative profitability
Ability to win in the channel
Att
racti
ven
ess o
f ch
an
nel
Prioritize Channel – Attractiveness &
Ability to Win
Channel profitability
Zone
Europe
36
Premiumness Dehydr. /pasty mix fix
0.0
0.5
1.0
1.5
2.0
2.5
3.0
3.5
Volume (in units)
Pric
e p
er u
nit
Suggested template –
Premiumness (Backup)
BACKUPILLUSTRATIVE
Knorr Nestlé PL 1 PL 2
25 M units
11.3 M
14 M 13 M
Premium
(~60%)
Value
(~40%)
Price spread branded
products vs. PL (70%)
Average price branded products
Relative Market ShareRelative market share for culinary products
0 1 2 3 4
RMS 2006
Recipe mixes
Mashed potatoes
Flavour solutions
Hot & cold sauces
Pasta
Soups
Others
Channel size
Capabilities
Channel growth
Relative growth Relative profitabilityRelative profitability
Small
Stores
Ability to win in the channel
Att
racti
ven
ess o
f ch
an
nel
Prioritize Channel – Attractiveness &
Ability to Win (Example)
Giving shoppers:
o What they are looking for
o In a way that is easy to shop
o At a price that reflects value to them
Define excellent in-store execution standards that will positively influence shopper behaviour
Developing Channel In-Store Vision
PromotionProduct
AssortmentPlacement
Channel Planning
Price
POP Communication
A range that meets the needs of most of the shoppers most of the time and gives choice
Make the category easy to shop
through optimising the availability and
visibility of products
Implement the right promotions
that will positively influence the
targeted change in shopper behaviour
Offer the range of products at a price
that represents “fair value” to the
shopper
Product
Assortment Placement Promotion Price
POSCommunication
Communication of key category (brand &
segment ) messages to drive …..
.... awareness, interaction and purchase of the
category
The Lever’s of Channel Planning (4P’s)