How does the company motivate its distributors/franchisees and what kind of support is

given to them?

 It maintains a long and stable relationship with the distributors through establishing
open and transparent communication channels. This includes sharing information
about company performance, market insights, and changes in product offerings.

 P&G prioritizes the health and safety of all individuals involved in the supply chain,
especially during times of crisis like the COVID-19 pandemic.
 During COVID-19 pandemic they took good care of them like they allowed calling
retailers for taking orders instead of going there physically. Basic sanitization and
medicines were provided to them, right treatment right help for sick distributors…

 Reduced business conversations, conversations on health and well-being increased

 P&G offers training and education programs to distributors and franchisees. These
programs empower them with the knowledge and skills needed to effectively market
and sell P&G products. Sending distributors for training sessions, meet and greets
every quarter, and organizing capability-building sessions.

 Margins contests prize money rewards and recognition programme- Financial

Support: P&G provides financial incentives and support to motivate distributors and
franchisees. This could include bonuses, discounts, or other financial incentives to
encourage sales and performance.

 They also motivate their distributors by providing them a 15-20 days credit period.

How is the performance review of the distributors done?

 Regular reporting- Distributors are required to provide regular reports on their

performance. These reports can encompass sales data, inventory levels, order and
delivery accuracy, and any other relevant information.

 Key performance indicators- P&G establishes a set of key performance indicators

(KPIs) that distributors are expected to meet. These KPIs may include metrics
related to sales volume, market share, inventory management, order fulfillment,
on-time delivery.

 They get a target and if they achieve it then good

 Continuous Improvement Plans: If a distributor's performance falls short in specific

areas, P&G works with the distributor to create and implement continuous
improvement plans. These plans outline corrective actions and strategies to address
deficiencies and enhance performance.
 If they don’t achieve it then thorough understanding of challenges is done for eg
operational challenges, insufficient salesforce, insufficient delivery force