WE PROUD TO BE AN INDIAN

OUR COUNTRY

Aim To Goal

• To develop the understanding of various components of the integrated supply chain from the perspective of distribution management

• In the emerging globalised and technology-oriented

business environment, it is essential to learn and optimise the total distribution system by integration of distribution channel management and logistics mgmt.

Why is marketing planning necessary?

• Systematic futuristic thinking by management• better co-ordination of company efforts• development of better performance standards for

control• sharpening of objectives and policies• better prepare for sudden new developments• managers have a vivid sense of participation

The contents and structure of the marketing plan

• The executive summary• table of contents• situational analysis and target market• marketing objectives• marketing strategies • marketing tactics• schedules and budgets• financial data and control

Standard Planning• Analysis - where are we now?• Objectives - where do we want to be?• Strategies - which way is best?• Tactics - how do we ensure arrival?• Control - are we on the right track?

Quality

logistics

operations

Market research

Finance

purchasing

Technology

Merchandise mix

Location

Communication mix

Pricing Strategy

Service mix

Marketing Strategy Techniques• Social Marketing – Public campaign for prohibition of smoking.

• Augmented Marketing – Additional customer service and benefits

• Direct Marketing – Catalogue selling, Telecomputing, TV shopping

• Relationship Marketing – Maintaining strong value laden relationship with customers.

• Service Marketing – Banking, Retailing, Educational, Utilities etc.

• Person Marketing – Politicians, Film stars, Sports Persons etc.

• Organization Marketing – Change of peoples attitude towards organizations.

• Place Marketing – Business sites marketing, Tourism marketing etc.

• Enlightened Marketing – Customer oriented, innovative, value, sense of mission, and societal

marketing.

• Differential Marketing - Target several market segment with different offer.

• Synchro Marketing – Ideal/Over capacity due to irregular demand

• Concentrate Marketing – Approach one market segment for large share

• Demarketing – Strategy to reduce demand temporarily. Buses crowded in morning / evening

BUSINESS HEAD

SALES OFFICER

ZONE 2 ZONE 3

SalesRep - 2

ZONE 1

SalesRep - 1

SalesRep - 7

SalesRep - 4

SalesRep - 3

SalesRep - 8

SalesRep - 6

SalesRep - 5

SalesRep - 9

SALES OFFICER

SALES OFFICER

SALES TEAM

Tamil Nadu DistrictsAriyalur Chennai Coimbatore Cuddalore

Dharmapuri Dindigul Erode KancheepuramKanyakumari Karur Krishnagiri MaduraiNagapattinam Namakkal Perambalur Pudukottai

Ramanathapuram Salem Sivaganga ThanjavurThe Nilgiris Theni Thiruvallur ThiruvannamalaiThiruvarur Thirunelveli Tiruppur TrichirappalliTuticorin Vellore Villupuram Virudhunagar

Chennai ZoneChennai Kancheepuram Chengalpattu Madurantakam

Thiruvallur Tiruttani

T N North ZoneThe Nilgiris Coonoor Gudalur Udhagamandalam

Pollachi Valparai

Coimbatore Mettupalayam

Tiruppur Palladam Dharapuram UdumalaipettaiErode Bhavani Gobichettipalayam SathyamangalamSalem Attur Mettur OmalurRasipuram Thiruchengodu Sankagiri KumarapalayamNamakkal Moganur p-velurDharmapuri Harur Uthagarai PalacodeHosur Krishnagiri RayakotaiVellore Arcot Ambur/Vaniyambadi Gudiyattam ThirupatturCuddalore Chidambaram Panrutti Vriddhachalam NellikuppamVillupuram Tindivanam Kallakurichi Chinnasalem

PondicherryThiruvannamalai Arani Vandavasi

T N South ZoneTiruchirappalli Manaparai Thuraiyur

Madurai Avaniyapuram Thirupparankundram Tirumangalam Usilampatti

Tirunelveli Ambasamudram Tenkasi Sengottai Sankarankoil

Tuticorin Kayalpattinam Kovilpatti

Perambalur Ariyalur Jayankondam

Pudukkottai Aranthangi

Sivaganga Devakottai Karaikkudi

Karur Kulithalai

Thanjavur Kumbakonam Pattukkottai

Thiruvarur Mannargudi Thiruthuraipoondi

Nagappattinam Mayiladurai Sirkazhi Vedaranyam

Dindigul Kodaikanal Oddanchatram Palani

Ramanathapuram Kilakarai Paramakudi Rameswaram

Theni Bodi Kambam Periyakulam

Virudhunagar Rajapalayam Sivakasi Sattur Srivilliputhur

Kanyakumari Kolachal Kuzhithurai Nagercoil

District Target

Chennai Rs. Lakhs

Other Districts Rs. Lakhs

Total Target (Additional)

Existing Business

Total Target Rs. Lakhs

SALES OFFICER – Targets to be fixed to them based on Main Dealers onlyAll Sales Executives will mainly cover “Corporations” which is highlighted in “Yellow”Need to Plan Rs.1 Lakh per District per Month only with Distributors.Needs to be appointed exclusively for Hotels & Canteens.Target Table needs to be Fixed as Follows:Group wise Target for each District per month are as follows: