Cubo Ice Tea

8/13/2019 Cubo Ice Tea

1/19

Anubha Garg(12BSPHH010168)

Kashish Manchanda

(12BSPHH010451)Palak Bhel

(12BSPHH010669)

Pooja Patel(12BSPHH010705)

CUBO ICE TEA

(Sales& Distribution)


2/19

Product- Ice Tea


3/19

The Indian Iced tea Market-new

concept to Indians.

The segmentation under Iced TeaMarket is as follows:

1. RTD- Ready to drink

2. Powder based

3. Syrup Based


4/19

,health conscious consumers,

typically in the age range of 16-

29 years


5/19

Competitors

1. Nestea- Joint venture between

coca-cola and nestle

2. LiptonHindustan Unilever

Limited (HUL) and PepsiCo India

under a 50:50 joint venture have

launched this product since 2011.3. Tata Tion- Iced tea from tata


6/19

Price

Targeting the mid to high income

group segment.

Basis of pricing- competitors pricing

.

The ice tea bottle will be priced at

Rs. 35 for 500ml.


7/19

Distribution Channel (Intensive

Strategy)

1)Targeting metro cities like:

Delhi

Mumbai

Bangalore2) 3 regional offices in respective cities.

3) Our production unit will be in Delhi from their

product will be transferred to regional salesoffices.

4) These sales offices will have their own vans

from there the product will be distributed to

small retailers


8/19

Outbound logistics

Packaging

Transportation

Wholesaler

Grocery Store

Customer


9/19

Selection of Distributors

1.Capital Investment

2.Relevant experience

3.Infrastructure

4.Companys discretion based on

markets served


10/19

Terms of Operations

Team will visit the retailers once in aweek on different days .

Sales force is complimented by a weekly

visit to the district by the sales executiveof the company

Idea is to supplement the lags in the

distribution by wholesaler and in certainspecific cases to push extra stock in the

market


11/19

1.Credit Policy 2.Stock Policy

3.Lead period

4.Return Policy

5.Return on Investment

6.Storage policy

7.Sales Force

Company policies


12/19

Incentives - Schemes

Specific schemes which spread over 2 ~ 3months

Prizes in form of additional margins

Certificate of acknowledgement for achieving the

target


13/19

Target setting

Target setting is a result of negotiation betweenDistributor and Company

Mid month targets for next month are set around 5th-10th

of that month

Targets are set for Sales officers, ASMs and branchmanagers which are driven down the hierarchy

Distributors can negotiate this targets in range of +/-10%by end of month

Confirmed sales are set as weekly targets


14/19


15/19

Logistics Structure

Logistics comprise of Road Transportationthrough Container trucks

Distribution from point of Distributor warehouse to

Retailer shops / Modern trade shops is handled

by Distributor

Distributor has fleet of mix of transport vehicles

right from refrigerated vans to small tempos to

supply to Pan shops

Company is connected to Distributor / Super

Stockist through SAP for online order booking

and processing

Stock in Transit module is installed at


16/19

Promotions

1. Personal selling with the help of salesrepresentatives, visiting dealers at the grocery store.

2. sales promotion activities such as discount coupons,scratch cards, samples, etc.

3. Online advertising using facebook page and YouTubeadd.

4. Outdoor advertising using billboards.

5. Putting up stalls in front of trade fairs, exhibitions andgrocery stores.

6. distributing free samples on events like college fests

7. Point of purchase advertising using display onrefrigerators.


17/19

Margins

We take a gross profit of 80%. And give7% margin to wholesellers and 13%

margin to retailers.


18/19

Support to channel members from

the organisation side

Point of purchase advertising support such asrefrigerators will be given to the stores

Sales training and coaching will also be provided

to the sales staff of the grocery store

Merchandising support such as free pens, caps

for distribution will also be given to the channel

members.

Providing a proper complaint handling procedureto the channel members


19/19

Cubo Ice Tea

Documents

Transcript of Cubo Ice Tea