Professional Documents
Culture Documents
Core values
Integrity
Fairness
Trust
Accountability
People reaching their full potential
Organogram of DFL Sales Department
Chairman
CEO
GM HR GSM
RSM
ROM
ASM
Sales
Executive
TSO
Strategic Business Units (SBU)
Edible Oil and Ghee
Dairy
Snacks and Beverages
Edible Oil and Ghee
DAIRY
Cupshup
Cupshup
The new brand CupShup is a liquid tea whitener to be used as a
substitute for milk.
The category was believed to have great potential for growth with
a whopping compounded annual growth rate (CAGR) of 25%.
CupShup targets SEC C, D and E.
To make tea from tea whiteners is an economical idea, from a RS
20 pack 8 to 10 cups of tea can be made easily.
CupShup initial marketing budget is RS.360 million compared to
Tarang which is having a marketing budget of RS. 600 million.
Among all distributors, 70% of them were hired exclusively for
CupShup and 30% of the distributors are of Dalda, who will also
handle CupShup.
Available at 50,000 small retail stores across Pakistan
Expected to gain a shelf share of 10 percent compared to all the
other tea whiteners available in the market
CupShup Product Line
H
DISTRIBUTOR DIRECT
DISTRIBUTION
ACCESSIBILITY
BOP MODELS
SUB-
OUT REACH
DISTRIBUTORS
PROGRAMS
HANDLING
RURAL ENGAGEMENT
PARTNERS
L PROGRAMS
FRANCHISE
POTENTIAL
H L
STRATEGIES FOR WINNING
DISTRIBUTOR PREFERENCE
Market Power
Low High
Building
Low
Suicide Pull
Distributor Strategy Strategy
Relation
Building
Retailer
Customer / Shopper
Sub-
Distributor Wholesaler
Distributor LMT
Key Accounts
MARKET SHARE
Sales
29% Tarang
40% Tea Max
Cup Shup
8% other
23%
Channels
Distribution 103/6
Sub-Distributors 200/125
LMT ROI Calculating Model
KPI Monitoring
Wholesale
Retail Factory Maga Mandi Raivind
Stocking Point NO
Transit Time 2 days
SERVING MODEL ORDERING PROCESS
ROI Method:
SKU ROI Method
BPR
Started with Retail and then moved to Wholesale and High Potential
Output (HPO) and give them .couldnt understand
Trade Events/ Awareness .
Float activity to create awareness and customer trials
Vigo activity
Launched in August and batch fault accommodation in October
All stock was lifted back and returned to Lahore factory
40% stock was lifted and returned
NOW, Cup Shup is THIRD biggest brand in Pakistan after Tarang and Tea
..
Not only in value but also has brand equity
Last week closed at highest ever Black ..
Distribution
LMT
Key Accounts
..
By . Distributor -4 million
Average ROI 2%
Average Sale
. Sharing
Aggressive Marketing
Advertisements with good celebrities
TOTAL UNIVERSE
SEGMENTATION
G.S DFL Value 32 billion
Bakery
Mohallah store / MOM/POP
Daily handler/ . Shops Bluebank is totally
manufactured by DFL.
It is also competitive
Key Account Channel
advantage of DFL and a big
CSD reason of entering this
CNM business.
Utility Store
Offices
RECOMMENDATIONS