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TEAM MEMBERS : PALAK KAWATRA SAHILA BHASIN SANGEETA SHARMA PULKIT SETHI PARITOSH GARG PALLAVI NEGI

Colorformula developed by French chemist Eugene Schueller in 1907 The L'Oral Group is the world's largest cosmetics and beauty company dealing in : CONSUMER PRODUCTS LOral Paris Garnier Maybelline New York LUXURY PRODUCTS Lancme Kiehls

Ralph Lauren Giorgio Armani Diesel PROFESSIONAL PRODUCTS LOral Professional Matrix Krastase Kraskin Esthetics ACTIVE COSMETICS Vichy La Roche Posay

In India, it employes over 1,000 people across six sites including: four regional offices, a factory in Chakan, Pune and itsheadquarters in Mumbai. Distributor agency : Goyal Bros Main Head : RAJNEESH Address : 8, PH-1, Ind Area, Chandigarh Gpo, Chandigarh 160002 Retailers visited :6

BUFFER STOCK

Sales territory

Whole of Chandigarh Sec.19 most preferred

Target
DSR

Rs. 22,00,000 p.m Offers and schemes for retailers

VALUE CHAIN
MANUFACTU RERS

Company focuses on Manufacturing Supply Chain, International Logistics and Customer Supply Chain) Contract Manufacturing

WHOLESAL ER

Wholesaler in Chandigarh GOYAL Bros. Anjali departmental store Jai Ambika Glam and Glitz SK Stitch & Craft Narula Distributors Indra gift shop sec. 32 sec.32 sec.34 sec 35 sec 35 sec 34

RETAILERS

CUSTOMERS

Adolecsents Women in their 30s

Mgt. of SALES QUOTA


translate them into marketing objectives and then make them objectives for the sales department. sales quota of Goyal Bro. is approx.22,OO,OOO /month Of retailers : 10,000 /month approx from each

Mgt of Sales territory


company markets in nearly all types of retail outlets LOral built portals to provide product info, demo tips, and training materials for the distributor reps and beauticians that coordinate salon event Clearly defines territories based on factors like: Geographic Demographic Customer mix

Sales force motivation and training


Employee social network (that helps reps and stylists work together to plan events on behalf of multiple brands) range of lifestyle benefits profit share scheme pension scheme and life assurance scheme Key performance indicators Design innovation quality Logistics Competitiveness

CHANNEL Mgt.
The organisation focuses on three key areas Manufacturing Supply Chain, International Logistics Customer Supply Chain Choice of a distributor comes from three options: recommendations from business contacts, prospecting or direct requests by the distributor himself

SWOT ANALYSIS
STRENGTHS Strong portfolio Instant product development Making products locally Continuous innovation Wide distribution Greater market share WEAKNESSES Limited market in mens product line Low profit margin Defensive strategy

OPPORTUNITIES Internet sales Products for ageing population Changing demographics Global brand strategy

THREATS Weak economy Low income and EPS Limited customer base as its sold mostly in high end departmental stores Competitors Maintain brand image

Satisfaction level and problems faced


DISTRIBITORS RETAILERS

SAATISFACTION LEVEL

HIGH

4 - HIGH 2 - SATISFACTORY

PROBLEMS FACED

Shortage of eye liner

low margins Poor customer awareness

RECOMMENDATIONS
Control on marketing mix Effective monitoring system Distributors to be treated as partners and enhance creativity Need for long term R&D Carefully analyzing market portfolios and designing customer desired products New product development

THANK YOU