Professional Documents
Culture Documents
Distribution Channel
Distribution Channel
By L.Sam mosesarokia
Contents
Profile
Advantage over other
Sales strategies
Pricing
Distribution System
Retailers Schemes
Profile
Bisleri Started 1965
Dazzle 1992 Bhubaneswar.
Headquarters
Mumbai, India
Felice Bisleri (founder) Ramesh J. Chauhan (Chairman Bisleri International Pvt.Ltd.) bottled water www.bisleri.com
Key people
Products Website
Advantage
Bisleri
Availability Aggressive Advertising. Dual distribution plan. High Quality. Trendy Packaging
Sales strategies
Bisleri
No much selling effort. Only minimal retailers scheme. No credit for distributor. Hence almost no PUSH. Markets entirely PULL driven.
Dazzle High margin for retailers, distributors. Round the clock service. Trade incentives, high credit period, etc. are entirely meant for total PUSH of the product in the market.
PRICING
PACKAGIN G
250 ml Cups 250 ml Bottle 500 ml Bottle 1 Litre Bottle 2 Litre Bottle
Bisleri
3 3 6 12 20
Dazzle
6 10 18
30
45 60
40
-
Distributors
Retailers
Distribution
Institutional buyers
Outlets
Bisleri Channel
Trucks
Distributors
Retailers
Customers
Retailer Schemes
Capacity (Litres) Litre Cost Price (Rs)/Crate 6 4.50 Selling Price (Rs)/Crate 7 6 Margin (Rs) 1 1.50
10 6
15 12 32
12 10
18 18 40
2 4
3 6 8
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