PPT On Distribution Management of HUL
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2. Introduction
Hindustan Unilever Limited (‘HUL’), formerly Hindustan Lever Limited (it was renamed in late June 2007 as HUL) India's largest Fast Moving Consumer Goods company HUL is also one of the country's largest exporters
3. Analysis of Distribution Management of HUL
We have analyzed the distribution network of HUL from the following aspects:
1. Evolution of HUL’s distribution management
2. Distribution network & Channel design
3. Approaches to rural distribution
4. Evolution of HUL’s distribution management
The first phase of the HUL distribution management had wholesalers placing bulk orders directly with the company The focus of the second phase, which spanned the decades of the 40s, was to provide desired products and quality service to the company‘s customers The highlight of the third phase was the concept of "Redistribution Stockist" (RS) who replaced the RWs
5. Channel Design
Hindustan Lever Limited (HUL) has two types of channel selling: Regular (traditional) retail channel Direct Selling Channel in the name of Hindustan Lever Network(HLN)
6. Channel structure
Redistribution stockists:-
Sales Margin: 4.76% which includes cash discount, unloading expenses from depot, distribution expenses to retailers, incentive schemes & other incidental expenses. Modes of transport used: Rickshaw, tempo. Incentive schemes Software systems and Information System: UNIFY 8.3 (Developed by IBM & CMC). This software needs to be synchronized daily and the system updates any information/ incentive schemes / sales figures etc to and from the common shared platform. Areas of Operations Selling Operations: sells the goods to ‐
o Wholesaler
o Retailers
7. Thank You
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Presentation Transcript:
1. Distribution Management of HUL2. Introduction
Hindustan Unilever Limited (‘HUL’), formerly Hindustan Lever Limited (it was renamed in late June 2007 as HUL) India's largest Fast Moving Consumer Goods company HUL is also one of the country's largest exporters
3. Analysis of Distribution Management of HUL
We have analyzed the distribution network of HUL from the following aspects:
1. Evolution of HUL’s distribution management
2. Distribution network & Channel design
3. Approaches to rural distribution
4. Evolution of HUL’s distribution management
The first phase of the HUL distribution management had wholesalers placing bulk orders directly with the company The focus of the second phase, which spanned the decades of the 40s, was to provide desired products and quality service to the company‘s customers The highlight of the third phase was the concept of "Redistribution Stockist" (RS) who replaced the RWs
5. Channel Design
Hindustan Lever Limited (HUL) has two types of channel selling: Regular (traditional) retail channel Direct Selling Channel in the name of Hindustan Lever Network(HLN)
6. Channel structure
Redistribution stockists:-
Sales Margin: 4.76% which includes cash discount, unloading expenses from depot, distribution expenses to retailers, incentive schemes & other incidental expenses. Modes of transport used: Rickshaw, tempo. Incentive schemes Software systems and Information System: UNIFY 8.3 (Developed by IBM & CMC). This software needs to be synchronized daily and the system updates any information/ incentive schemes / sales figures etc to and from the common shared platform. Areas of Operations Selling Operations: sells the goods to ‐
o Wholesaler
o Retailers
7. Thank You
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