Mr .

Y C
DEVESWAR
Chairman ,
ITCltd .
INTRODUCTION TO ITC LTD.
•One of the worlds most reputable company
•
•Market capitalization of nearly US $ 18 billion
•
•Post tax profit of US $750 Million

•Diversified product portfolio

•
•Direct group employment of 29000
SUNFEAST BISCUITS
SALES AND DISTRIBUTION
ABOUT SUNFEAST LOGO

SUN SHOWS REACHNESS,

NECESSITY, ENERGY.

SMILE IS FOR CUSTOMER

SATISFACTION, TARGET
SEGMENT
About sun
feast….
•Launched in July, 2003
•Growth rate of 53%
•Turnover of over 1000 Cr.
•Wide categorization
WATCH OUT ……
 Products at a Glance

PRODUCTS COMPETITORS

GLUCOSE PARLE, BRITANNIA AND

HORLICKS
MARIE BRITANNIA AND BISK FARM

BUTTERBITE AND CREAM PRIYA GOLD, ANMOL, BRITANNIA

AND PARLE
Organizational Structure
 Recruitment at ITC
1.Entry level
qPremier management institutes
q
2. Middle level
qIntegrity
qA "will do" attitude
qHigh energy
qCreativity
qLeadership
qTeam skills
qAbility to think strategically

3. Grass root level

 Distribution of Food
Products
Strict compliance standards, low profit margins, intense
competition, high customer-service expectations.

üFast and effective sales ordering processes.

üFlexibility

üQuick reaction
 IMPORTANT FACTORS

CREDIT SYSTEMS MARGINS

PROMOTIONS FOOD STOCK OUTS

DISTRIBUTION CHANNELS WASTAGES

D istrib u tio n C h a n n e l
 Flo w D ia g ra m
C&F

FACTORY

WHOLESALE DEALER BASE

RETAILER
OLESALE DISTRIBUTOR
 DISTRIBUTION SYSTEM

ØITC uses FIFO method to reduce the wastage of goods

due to expiry.

ØThey also keep the good on constant move from low

sales area to high sales area.

ØThe company collects all the expired goods four times

a year, and destroys them.

ØRetailers must return expired or damaged products

within six months after the date of expire.
CONTINUE……

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.

CONCLUSION
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 skeleton of distribution system is

same for all the companies but it depends
on efficient sales and distribution system
of a firm how well they manages them…
 T.
LO
A
KS
AN
TH

SANDEEP JALEBAR
MBA ( MS ) SEM : VII
IIPS , DAVV
sjalebar3001 . bgs@gmail . com