BY-ADITYA KULSHRESTHA
PGPBM (09-
(09-11)
ROLL NO: P/MN/R/09/004
ëBOUT THE COMPëNY
`Rasna, the product that has given the world its best-known taste was born in 1980.
Rasna Pvt. Ltd Company is the leading manufacturer, marketer and distributor of
non-alcoholic beverage (Powder based drink), used to produce nearly couple of
SKU.
`Rasna is a brand owned by Poima Industries which introduced and nurtured the
concept of soft drinks concentrate (SDC) in Indian market.
`Received the Superior Taste Award 2008 instituted by The International Taste &
Quality Institute, Belgium.
`Rasna claims 97.2% market share in non carbonated soft drink concentrate powder.
PRODUCT CëTEGORY-
m
m
m
m
m
#
m
CHANNEL OF DISTRIBUTION
MANUFACTURER
MODERN MARKET
WHOLE SALER
REGIONAL DEPOT DISTRIBUTOR CONSUMER
RETAILER
COMPETITORS
ëREë OF WORKING
I¶m very fortunate to have worked in two regions for Rasna Pvt. Ltd, which is
Ghaziabad and Kanpur^
V
OBJECTIVES
·To ensure the primary and secondary sales by the company. Primary
includes billing by the stockist or super stockist to the company and
secondary is the direct selling made by the stockist or super stockist in
the market.
·To trace the gap between the dealers perception and the customers
perception.
·To establish benchmark measures for the organization and its
performance.
·To tally secondary order against actual delivery by stockist.
·To assess the organizations market perception as compared to the
competitors.
NëTURE OF THE WORK
ÎWork was to build up distribution network and spin the distribution cycle.
ÎOur main job was to take feedbacks of our product from different markets
for that our instrument of record were D-FORM & DAILY SALES
REPORT.
w
NAME OF TI REGION TOTAL SALES AVAILABLE DSR SERIAL NO. TODAY VALUE TGT ACH:
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
D
ëNëLYSIS OF DEëLERS ëND THEIR ëREë
V
GOYëL ëGENCY(SUPER STOCKIST) V V
AVERAGE ONE
V
TOWN DAY SALES(RS)
HAPUR 12000
MEERUT 8000
ÑÑ
MODINAGAR 6000
MURADNAGAR 6500
PILKHUA 11000
Ñ
KHODA 10000
TOTAL- 53500
Ñ
AVERAGE PER DAY SALES- 8916.67
V
V
ëRNëV ëGENCY
(STOCKIST)-
AVERAGE ONE
MARKET DAY SALES(RS) Ñ
VIJAY NAGAR & SHASTRI NAGAR 30000
PANKI 4050
GUMTI 18000
RAWATPUR 9050
KAKADEV 8000 Ñ
TOTAL 69100
V
KëNPUR
AVERAGE ONE
DAY
STOCKIST SALES(RS) Ñ
RAVINDRA AGENCY 18858.33
ARNAV AGENCY 13820
DEEP AGENCY & MAA VAISHNO 10483.33
TOTAL 14387.22 Ñ
AVERAGE PER DAY SALES(RS) 14387.22
COMPARISION ON SALES-
GHAZIABAD 9466.67
KANPUR 14387.22
TOTAL 23853.89
V
!
COMENTS
ÎUrban market of soft drinks is getting saturated. And also the rural
market is growing at a pace so by effective strategy this can be a future
market for the product.
ÎThe reasons given by consumers for having liked the product were:
ÎIt tastes like fresh orange juice.
ÎIt is a good thirst quencher, especially in the summer season.
ÎIt is not bitter like other readymade products that are
available
RECOMMENDëTIONS
ÎCompany must ensure the regular supply of all the flavors of all
the packaging on time, specially those product and flavors which
has high demand in market.
Õ