Rahul Agrawal | Arun Dahiya | Sidharth Dhote | Vishal Jeswani | Raashi

Mehra | Aditya Nagavekar | Jinesh Sangoi

< J. L. Morison (ndia) Ltd. was formed in 1920s as a trading outpost of J. L.
Morison Son & Jones (UK) and incorporated in 1934
< Has introduced and distributed in ndia brands of reputed companies, such
as Sandoz, May & Baker Nicholas, Aspro, Optrex,Nivea etc
< Today, J. L. Morison (ndia) Ltd. is a part of the Rasoi Group
< ts annual turnover crossed 38.5 million USD
< Recently branched into 2 divisions Own Brands and Partner Brands
< Partner Brands include Playboy, Lamborghini, Equal sweetener and Bigen
hair colour
< ero Gravity
Deodorant, Shaving gel and After Shave lotion
< Gentlemen
Shaving Cream, Shaving brush and After Shave lotion
< Baby Dreams
Feeding bottles, sparkling brush, feeder cup, teats and teethers
< Fresh Valley
Room Freshner
< Number of distributors : 10
< Distributor margin : 7%
< Retailer margin : 15%
< Supply Depot location : Bhiwandi
< Number of Sales Officers : 6
Note: Others include Baby stores/Kids wear, Car accessories, perfumes, mobile stores, etc.
Chemist
Kirana
Novelty
Stationery
Cosmetic/Gift Store
Other
23.9
17.8
29.1
25
4
SaIes in %
ero Gravity
Gentlemen
Baby Dreams
Fresh Valley
Morisons
Sales
Officer
Retailer Distributor
< 3 things that a retailer looks for in a product:
- Brand
- Advertisement
- Schemes and pricing
< May-June relatively lean period
< Visits by the SO are less frequent
< 3-4 retailers in Colaba have a problem with the
distributor. Hence stock is sent from some other
distributor. Sometimes they don't receive the order
< No presence in Bandra-Andheri since there is no
distributor covering those areas
< Goregaon distributor supplying to outlets in
Borivli/Kandivli. SO doesn't have it in his route.
Only does select outlets
< SO visits alternate weeks, whereas other brands
SOs have daily visit
< ssues with timely claims of damaged/expired
products
< Credit period
< Margin
< ncentive schemes for distributor's SO
< Some distributors not stocking deos and air freshner
due to nature of the can
< Stocks don't reach the distributor on time
< Schemes, offers and credit are first given to modern
trade and then to distributors
< ant the SO to visit them on daily basis
< Less Stock when order is received. Depot refuses to
acknowledge
< Settlement of expired stock
< Display claims take 3 months
< Damage stock settlement doesn't happen quickly
< Don't launch with good schemes but change them later
< Aggressive BTL promotion
< Modifying/increasing product portfolio
< Regular feedback from retailers and distributors
< Special schemes for 'Star' retailers
< Credit
< Timely settlement of display scheme
< Monthly settlements of expired and damaged
goods
< Availability of entire range with distributor
< ncentive scheme for distributor and his SO
< ncreasing the no of SO and visit frequency
< Timely delivery of goods to distributors
< Merchandiser