 Tertiary Sales:

1. Does the company organize any demonstrations of their products at the retail
points? Dry/Wet?

- When it comes to the personal care products of Hindustan Unilever limited which
consists of LED lighting, Fans, Modular switches , wiring accessories etc. The
retailers don't have any demonstration at the shop as their usage is shown in television
advertisement and moreover their usage is self-explanatory, so these products doesn't
require any demonstration

2. Do they have In-Shop-Promoters (ISP) provided by the company to promote their

sales?

-When asked about in shop promoters we analysed that there are no In-Shop-
Promoters since these shops usually have those products which are in great demand
by the customers.

3. Is any POP material given to sub-dealer? If yes, how does the sub-dealer receive it?

- When it comes to promoting a particular product yes POP(Point of Purchase)

material is given to the sub dealer in the form of LED bulb and electric board and
it has name of havells on it.
- Usually an employee of the company visits the shop and selects a electric board
which is to be displayed on billing desk asks the retailer to keep it at such a
position which is eye catching. I.e. visible from a distant point also so that the
customer could get attracted towards it and finally buy that product.
-

4. Do the company people visit the sub-dealer to help in the display of their
products?

- Yes, people from the company to visit the sub dealers to help them in product
display by positioning the product at unique position within the shop so that it is
easily recognisable by the customer.
Moreover some officers also visit these shops 2-3 times in a week in order to keep a
check on the display of their products.
5. Are there any special promotions organized by the company during the festival
season – Dusshera/Diwali/Christmas/New Year?

- Yes, during the festive season company provides special offers to retailers to
increase their sales.
Usually the give discounts of upto 40% like on purchase of different products.
.
Sometimes they give a complementary product with the other one for an example on
Induction gas they have give one fry pan free of cost.

6. How are free gift schemes for customers (if any) operated by the company? Do
sub-dealers also contribute?

-Free gifts are provided to the customers as per the company policies. As the
companies instruct the retailer has to do the same.
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7. Is any training given by the company to the sub-dealer’s shop-floor staff /
salesmen on selling (F.A.B.)?

- As such there is no specialised training given to the salesman on shop floor staff at
retail shops.