reynolds distribution channels- india
DESCRIPTION
A presentation on distribution channels used by Reynolds in India. Credits- Anoop, Sahil, Bhavna, Nitin, Sahil, GowtamTRANSCRIPT
LOGO
Brand : Reynolds
GROUP 11SECTION BIIM Indore
Contents
Dealers4
Way Forward7
Channel Levels1
Super Stockists2
C & F Agents3
Attracting channel members
Write Site6
5
Channel Levels
Super Stockist
Initial investment required
Commission: 3.5%Effective margin: 2%
Act as service points
Intermediary between manufacturer and market
Carry & Forwarding Agent
DEALERS
Company Logo
Selection criteria
Competitor network
Channel segregation
Extensive distribution network
For small towns: depending on counter sales of the owner in
the same business
Main towns: FMCG distributor
Rotomac, Cello: operate through wholesale basis giving complete
margins to wholesalers
Do not have an extensive
distribution network
To improve product
penetration
Only at Indore on trial basis
Helps in reducing
inventory levels and lead times
Company Logo
Trade margins
Attracting channel
members
Primary- dealer incentive of 1.5% of quarterly value sales
Secondary- seasonal schemes for retailers and distributors
BUT
Conditions of sale
Cash and carry policyBottom line
6% fixed for dealers
20% approx for retailers and wholesalers
Trade promotions
Institutional salesUsually through dealers
Dealers and ASM receive pricing supports
for specific deals
Some Interesting Facts
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No in
cre
men
t in
pro
du
ct
pric
es
Write site
25% growth without any aggressive marketing
Unique concept
specific to Reynolds
It recovered its fixed costs earlier
Still making a profit
Brand loyalty of ReynoldsSegment growing by 15%-
20% annually
WRITE SITE
An exclusive showroom for writing instruments
Showcases a range of global
products from Sanford and Reynolds, in a smart yet easy ambience
Get to touch, feel and choose from a wide range of products in a relaxed and trendy atmosphere
EXCLUSIVITY OF REYNOLDS STORE
Company Logo
WRITE SITE
Way forward
LOGO
Group 11, Section B