In partial fulfillment of completion of course Sales and Distribution of Jaipuria Institute of Management, the students went to Parle Agro company office & warehouse yesterday with me for guest lecture and industry visit. Mr Nitin Mathur, Regional Head of the company guided and delivered his lectures in areas of “Distribution management”. He discussed on following topics:
1) Different distribution structures in Indian FMCG industry and Parle Agro
2) Different distribution stakeholders of Parle Agro in Rajasthan
3) Market channel design strategies for Parle Agro’ Beverages, Water and Food divisions in Rajasthan
4) Dividing the market at Macro and Micro levels for all three divisions of Parle Agro and creating areas/ beats and then targeting those levels
5) C&F, Distributor, wholesaler, Stockist, Superstockist, Retailer concept and their involvement in different structures of Parle and other FMCG companies in India
6) Call back “Expiry date stock” from retailer and its financial & physical treatment and grievance handling with retailer and manufacturing franchising.
7) Display hiring and management at Retailer’ point.
8) Point of Purchase (POP) material
9) Use of Marketing media for help of Sales Management at Regional level of Rajasthan and issues in this and Practical difference between Sales and Marketing.
10) Distribution management of traditional companies (so called “Lala Companies”) like Hamdard, Baiydyanath and their limitations for growth aspects.
