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    An Irate Distributor: Presented By: Prashant Kumar 160103099

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    Prashant
    This document discusses a proposal to increase Nutripack's market share in Jalgaon, India, which is currently lower than its main competitor. It considers 3 alternatives: doing nothing, disallowing the current distributor Sachin Agency, or convincing Sachin Mandor to make further investments. The proposal analyzes the perspectives of Nutripack representative Mr. Kumar and Sachin Agency owner Mr. Mandor. It determines that convincing Mr. Mandor by addressing issues like claims and margins would allow Nutripack to maintain the relationship while increasing investment and market share. Uniform retailer schemes and increased visits are recommended to improve relations.

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    An Irate Distributor: Presented By: Prashant Kumar 160103099

    Uploaded by

    Prashant
    337 views7 pages
    This document discusses a proposal to increase Nutripack's market share in Jalgaon, India, which is currently lower than its main competitor. It considers 3 alternatives: doing nothing, disallowing the current distributor Sachin Agency, or convincing Sachin Mandor to make further investments. The proposal analyzes the perspectives of Nutripack representative Mr. Kumar and Sachin Agency owner Mr. Mandor. It determines that convincing Mr. Mandor by addressing issues like claims and margins would allow Nutripack to maintain the relationship while increasing investment and market share. Uniform retailer schemes and increased visits are recommended to improve relations.

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    An Irate Distributor_

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    This document discusses a proposal to increase Nutripack's market share in Jalgaon, India, which is currently lower than its main competitor. It considers 3 alternatives: doing nothing, disallowing the current distributor Sachin Agency, or convincing Sachin Mandor to make further investments. The proposal analyzes the perspectives of Nutripack representative Mr. Kumar and Sachin Agency owner Mr. Mandor. It determines that convincing Mr. Mandor by addressing issues like claims and margins would allow Nutripack to maintain the relationship while increasing investment and market share. Uniform retailer schemes and increased visits are recommended to improve relations.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    337 views7 pages

    An Irate Distributor: Presented By: Prashant Kumar 160103099

    Uploaded by

    Prashant
    This document discusses a proposal to increase Nutripack's market share in Jalgaon, India, which is currently lower than its main competitor. It considers 3 alternatives: doing nothing, disallowing the current distributor Sachin Agency, or convincing Sachin Mandor to make further investments. The proposal analyzes the perspectives of Nutripack representative Mr. Kumar and Sachin Agency owner Mr. Mandor. It determines that convincing Mr. Mandor by addressing issues like claims and margins would allow Nutripack to maintain the relationship while increasing investment and market share. Uniform retailer schemes and increased visits are recommended to improve relations.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 7

    AN IRATE Presented By: Prashant

    Kumar

    DISTRIBUTOR 160103099
    CURRENT SITUATION
    Problem statement-
    Increasing the market share equivalent to the Competitors in
    Jalgaon Market
    3 Alternatives-
    1. Leave the situation as it is
    2. Disallow the distribution of Sachin Agency
    3. Convince Sachin Mandor of further investments
    EVALUATION OF
    ALTERNATIVES
    NO CHANGE DISALLOW CONVINCE

    Pros – This would not Pros – Disallowing the current Pros – This alternative
    hamper the relationship distributor would give Mr. Kumar would allow Mr. Kumar to
    between Nutripack and to look out for new distributors maintain relationship
    Sachin Agency. As this who are willing to work extra with the current
    relation has been going on and invest more. distributor as well as
    for long, it would allow the increase the investment
    relationship to stay intact Cons – Searching for new of the same.
    distributor would take time.
    Cons – Nutripack could not Moreover, the relationship with Cons – In future, Mr.
    tap the potential market Sachin Agency has been long so Sachin Mandore can have
    share, also this would lead to breaking it might not be a similar issues with
    decline in the market share suitable idea. Sachin Agency has Nutripack.
    in the future been the biggest distributor in
    the Central Maharashtra.
    MR. KUMAR’S PERSPECTIVE
    If we consider Mr. Kumar’s Perspective –
    Low Margins High Volumes
     Have a wide reach so as to cover as many villages as possible

    2nd most populous district in Central Maharashtra


     16% volume share but 8% contribution

    Interior markets need to be serviced well in terms of-


     Extending the credit
     Uniform discounts and schemes
     Regular market visits
    MR. MANDOR’S
    PERSPECTIVE
    Considering Mr. Sachin Mandore’s Perspective –
    Largest distributor in Central Maharashtra
    Veteran in the FMCG distribution business
    Content to meet company’s targets
    Maintains good relationship with major retailers
    Would like certain issues to be addressed before making
    further investments-
     Pending secondary claims
     Low distributor margin
    Convincing Mr. Mandor can be done by the below table –

    Monthly Expenses
    Particulars Nos Unit Price Total
    Motor Vehicle 2 18000 36000
    Salesman Salary 3 4000 12000
    Salesman Bonus 3 1000 3000
    Driver 2 3000 6000
    Delivery boy 2 3000 6000
    Godown Keeper 1 3000 3000
    Helper 1 3000 3000
    Operator 1 7000 7000
    Computer 1 500 500
    Printer 2 1000 1000
    Internet 1 450 450
    Telephone 1 500 500
    Admin Exp 1 500 500
    Godown rental 3000 7 21000
    TOTAL 99950
    Annual Expense 1199400
    Monthly Income
    Particulars Gross Net
    540000 515700
    Turnover CP
    00 00
    141287.
    Margin 4.50%
    7
    243000 339090
    Net Margin
    0 4
    100000 421602
    Security Deposit
    0 4
    Return 8%
    Net return 80000
    251000
    Total Return
    0

    nce, the return he gets by staying with nutripack is 39.12% as compared 641542
    to 10.5% from people’s bank.
    eased reputation. 4
    return 39.12%
    educe the problems between Sachin Agency and Retailers, following steps could be followed –
    Uniform schemes and cash discounts across all outlets of similar value.
    ncrease personal visits to retailers.

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