There are few factor which can influence the FMCG sales in
a city or even in Country...These are...
1. Increase your reach
2. Motivate your sales force
3. Extra focus required for the high end retailer/dealer
4. SWOT analysis of you brand vs Competition brand
5. Promotion plays a greater role...
6. Brand promotion for Brand awareness in city such as any
7. Educate customers
8. Visibility of your brand
9. Availability of the stocks
10.Incetivise Distributor/Dealer/Sales Man
11.Any small sceme for the retailer if he sales double of
your product vs 3 months moving average
In some case comany fails to spend more money in promotion
and advertisement.At that time wall painting will be
cheaper and attract customers eyes.We have to target 1st
those dealers or stockist according to covered by areas who
already have indulge other FMCG products bcoz he has good
repo in market and have more contacts will be helpfull to
enter in the market.
It will be applicable for those companies who newly enterd
as if a manager is asking about to increase the sales,
first of all we should display the product in such way that
the customer should attract there, and at the same time by
seeing the margin of the product we should give combo
offers for special price to increase our average ticket
we can distribute the pamplets in near localities to visit
for our promotional activities.and main thing there should
be a proper guider to explain about the offers.
First of all we need to check the proper coverage. Also
need to find out the uncovered outlet who can interest to
keep the stock but due to some reason distributor salesman
not covered. One thing is very important if u want increase
the sales distribution and visibility is must that outlet
if product avaibility in the then visible that product in
good looking for attracting the consumer.and POSM also
supportive for increase the sales.
The way sales can be increased is n number of ways.you
ought to have micro analysis of territory and every
beat.which will help you in catching pulse of business in
your territory and once pulse is in your hand you can
achive any thing you want.
1.increase coverage of outlets
2.placment of all skus in outlet
3.increase availability and reachability of products
4.give schemes and qps, slabs, for increasing sales
5.Ensure the take back, expiry policy
6.give incentive to the sales people
for increasing sales of FMCG we must check our distribution
channel are they able to cover whole market or not
according to that we shold work on that.
and if we r going to launch any new product in our product
line then we must do promotion basically we can promote
our product through traders or through customer one more
thing is more important that we must do advertising along
with promotion then customer became aware about our product
and and schemes.
and aslo check which areas we are covering try to cover
those areas where our products are not available.
1. Discuss the acceptance of Corporate Social
Responsibility in business by Indian companies in recent
years. Justify your answer by giving present practices.
2. Examine the role of money, as a significant
motivator, in the present inflationary conditions.
3. Co-ordination should be an individual
responsibility rather than the other insisting the co-
ordination. Justify your answer.
4. Under what circumstances Centralisation and
Decentralisation of authority is desirable – discuss?
Discuss your views with respect to hospitality industry.
1. What is the difference between Traditional
Marketing and Modern Marketing? Give some examples of those
companies which are doing Business in India more than 50
years and how they changed from traditional marketing to
2. Explain the Sales Promotion in marketing and also
how HLL and P&G are doing their promotion of products in
India with suitable examples.
3. Take atleast 10 FMCG companies in India and analyse
how they are doing ethics in marketing in various segments.
4. What is the meaning of trade mark and patent rights
in Govt. of India and how it is helpful in marketing
management? Explain with suitable products.