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Distribution channel

By L.Sam mosesarokia

Contents
Profile
Advantage over other

Sales strategies
Pricing

Distribution System
Retailers Schemes

Profile
Bisleri Started 1965
Dazzle 1992 Bhubaneswar.

Headquarters

Mumbai, India
Felice Bisleri (founder) Ramesh J. Chauhan (Chairman Bisleri International Pvt.Ltd.) bottled water www.bisleri.com

Key people

Products Website

Bottled water Dazzle.com

Advantage
Bisleri
Availability Aggressive Advertising. Dual distribution plan. High Quality. Trendy Packaging

Dazzle Available local. Low promotion Simple distribution high quality

Sales strategies
Bisleri
No much selling effort. Only minimal retailers scheme. No credit for distributor. Hence almost no PUSH. Markets entirely PULL driven.

Dazzle High margin for retailers, distributors. Round the clock service. Trade incentives, high credit period, etc. are entirely meant for total PUSH of the product in the market.

PRICING
PACKAGIN G
250 ml Cups 250 ml Bottle 500 ml Bottle 1 Litre Bottle 2 Litre Bottle

Bisleri
3 3 6 12 20

Dazzle
6 10 18

5 Litre Returnable Packs


10Litre Returnable Packs 20 Litre Returnable Packs

30
45 60

40
-

Dazzle distribution channel


Manufacturing Plant

Distributors

Retailers

Institutional buyers hotels,companies

Bisleri Distribution Channel


Manufacturing Plant Sales and Distribution Operations

Distribution

Institutional buyers

Outlets

Bisleri Channel

Manufacturing Plant Bisleri Warehouse

Institutional Buyers/Orders Over Internet


Institutional Buyers/Seasonal Party Oreders

Trucks

Distributors

Retailers

Customers

Retailer Schemes
Capacity (Litres) Litre Cost Price (Rs)/Crate 6 4.50 Selling Price (Rs)/Crate 7 6 Margin (Rs) 1 1.50

10 6
15 12 32

12 10
18 18 40

2 4
3 6 8

Thank you