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					PS I PROJECT PRESENTATION

      Al Seer Trading
            By




Shivang Patel       Jeslyn John
Shilpa Uppalapati   Bhaskar Babu
Introduction
   Logistics
       Layoutand Handling
       Customer Survey

   Consumer
       Orderand Replenishment Planning
       Customer Survey

   Nestle
                  Awareness &
       Competition
       Counteraction
       Layout and Handling


   Methodology
        Collected    existing material

            Blue   print

            Documents      in use.

          Verified the existing material.

          Used AutoCAD for the layout.
Collected Blue print
What we created
Warehouse Management
    System (WMS)
•   In the process of implementing
•   WMS does the following
          •    All the shelves are given an address
              and a barcode by which the system
              identifies them.
          •   Contains the information
          •   Creates a picking list automatically
          •   Picking list contains only the
              addresses.
•   Our project here
          •   Create a visual aid to help in effective
              picking, storing and supervising
          •   Created a MAP
Addressing System
Wholesale Rack Store
Retail Rack Store
Safe Storage Area
Possible Advantages

   Points out the actual location of
    the shelf/rack – effective
    picking
   Supervising
   Avoids Fragmentation
   Training of the staff and
    newcomers for the WMS system
       Effective Storage
 Collected data of
    space usage over a
    period of seven days
             Empty pallets
             Half filled
              pallets
   Observations
             Wholesale
              Empty – 403
             Wholesale
              Half empty –
              616
             Retail empty -
              191
WHAT THE NUMBERS
      MEAN
Retail shelf store
             Suggestions


   The products in wholesale area could
    be shifted on temporary basis to the
    retail area
   Lease out extra space in the whole sale
    area also ( ex Bulk Area)
   Make more number of half shelves
Phase II
Customer Survey
    Customer Interviews
   Two kinds of customers from the
    logistics point of view
         External – Retail outlets
         Internal - Nestle and Consumer
          Departments
   Reports collected
         Goods returned reports
         Sales report ( outlet wise, product wise)
   Created questionnaires targeting
         Internal salesmen – Nestle and Consumer
          Depts.
         External Customers – Retail Outlets.
     Areas Targeted in the
        Questionnaire:
   External Customers:
      Services Offered
      Attitude of the Al Seer
       representatives
      Goods returned problem
      Benchmarking

   Internal Salesmen:
      Support offered
      Flow of communication
                 Analysis of internal customer
                             survey
                                                                                 Pr o d u c t a wa r e n e s s
                                         I n t er n a l c us t o mer s ur vey
                                                                                 o r d e r c o n f ir ma t io n s y s t e m

        10                                                                       f l o w o f c o mmu n ic a t io n (y o u a n d S O P )

                                                                                 (y o u an d t r an s po r t d iv is io n )
        9
                                                                                 (y o u an d d el iv er y per s o n )
        8                                                                        u pd a t io n ( e r r o r s in L P O )

        7                                                                        (d el ay ed d el iv er y )

                                                                                 ( g o o d s r et u r n ed )
        6                                5                           5
                                     5                                           Ac c u r a c y o f L P O 's
scale




                             5
        5                                                                4       D e s ir e d S u po o t in u r g e n t r e q u e s t s
                         4       4                                           4
                                                                                 c u s t o me r c o mpl a in s ( d e l iv e r y t ime /
        4                                            4                           day)
             3   3                                       3       3               (beh av io u r o f d el iv er y per s o n )
                                                 3           3
        3                                                                        (c o n d it io n o f g o o d s at d el iv er y )
                     2                       2
        2                                                                        (in v o ic e d el iv er y mis mat c h )

                                                                                 U pd a t io n a bo u t ( c h a n g e s in
        1                                                                        ba r c o d e )
                                                                                 (c h an g es in pr o d u c t c o d e)

        0                                                                        (pr ic e d if f er en c e)
     External Flow of communication
                  Salesmen & Sales Order
                        Processor
10

 9
 8

 7
          6                                                                   Least
 6
                                                                              Highest
 5
                                      4                       4
 4
                  3                       3
 3
              2                                       2   2           2   2
 2
      1               1   1   1   1           1   1               1
 1

 0




         Average : 2
         The general view about this question was that the communication was
          pretty smooth
     External Flow of communication
           Salesmen & Transport division
                                                               10
10
                                   9   9
 9
 8
           7                                       7
 7
 6
               5   5                                                            Highest
 5
                       4                                                        Least
 4
                                                           3
 3
                               2           2           2                2   2
 2
       1                   1                   1                    1
 1

 0




    Average : 4
    The trend shows that this channel of communication required a better and
     smoother flow
     External Flow of communication
              Salesmen & Delivery person
                                                  10           10
10
                                  9   9
 9
          8
 8

 7
 6
              5   5   5   5                                5                      Lowest
 5

 4                                                                                Highest
                                                                            3
 3
      2                                   2            2            2   2
 2
                              1               1
 1

 0




         Average : 5
         This was a point of dissatisfaction for most of the people interviewed
         It was suggested that the delivery man should be provided with a mobile means
          of communication and should be instructed to contact the respective
          salesperson in any event of returns so that they can make an effort to solve
          the issue then and there and prevent the goods returned
     How well are Salesmen updated
               about………
                             Errors in LPO's
                                                     10
10

 9
             8                                                8
 8
                 7
 7

 6
                     5   5   5           5                                        Lowest
 5
                                                                                  Highest
 4
                                     3                            3           3
 3
         2                                   2            2               2
 2
                                 1               1                    1
 1

 0




        Average : 4
        There was a slight hint of dissatisfaction in this area
                   How well are Salesmen
                      updated about
                            Delayed deliveries
                       10                           10
10
                   9                            9
 9
               8                        8                    8
 8
           7
 7
                                                         6
 6
       5                                                                         Highest
 5
                                    4                                            Lowest
 4
                                                                             3
 3
                                                                     2   2
 2
                            1   1           1                    1
 1

 0




    Average : 5
                 How well are Salesmen
                    updated about
                             G oods re t urne d
                                             10 10
10
         9                       9
 9
             8                       8                   8
 8

 7
                                                     6
 6
                 5   5   5                                                   Highest
 5
                                                             4               Lowest
 4
                                                                     3
 3
     2                                                                   2
 2
                             1           1                       1
 1

 0




        Average : 5
        This was also an area of dissatisfaction and this could be reduced by
         promptly informing the concerned salesmen
     Customer Complaint Frequency
                         Delivery date / time
                                                                 10
10

 9

 8
                                     7                                7
 7
         6
 6
                         5                                                    Lowest
 5
                 4                                                            Highest
 4
             3       3           3                       3
 3
                             2           2   2               2            2
 2
     1                                           1   1
 1

 0



        Average : 4
        This statistics show that complaints related to delivery are received by
         the salesmen from their customer at considerable frequency
     Customer Complain Frequency
          Behaviour of delivery person
                                                                 10
10
 9
         8
8
7
6
                     5   5                                                    Lowest
5
                                             4
4                                                                             Highest
             3                           3               3            3
3
                                     2                       2            2
2
     1           1           1   1               1   1
1
0



        Average : 3
        It shows that the complains related to behavior of delivery person are
         not that common and is not an area of concern. Also it was pointed out
         that the delivery personnel have a very heavy schedule accompanied
         with the long waiting hours at some retail outlets.
     Customer Complain Frequency
     Condit ions of goods whe n de liv e re d
                                                                 10
10

 9
                                     8
 8
                                             7
 7

 6
                     5                                                        Lowest
 5
                                                                              Highest
 4
         3                                               3
 3
             2                   2                           2        2
 2
     1           1       1   1           1       1   1                    1
 1

 0



        Average : 3
        Complaints related to condition of goods at the time of delivery were
         also not encountered much
     Customer Complain Frequency
                 Invoices dont match the delivery
                                              10                   10
10
9
                                      8
8
7
6
                                                                                Lowest
5
         4                                                                      Highest
4
     3                3                   3                3
3
             2                                                 2        2
2
                  1       1   1   1                1   1                    1
1
0


        Average : 3
        Except for some isolated cases this complain was also not received
         that frequently.
     Internal Flow of communication
                            Change s in barcode
              10       10                       10                       10
10
          9                                          9
 9
                                    8                            8
 8

 7

 6
                   5                                         5                    Lowest
 5
                                        4                                         Highest
 4
                                            3
 3
                                                         2
 2
      1                     1   1                                    1        1
 1

 0



         Average : 5
         This was a major area of concern at the level of dissatisfaction was a
          general trend
         Our suggestions - use of SMS to update the salesmen in real time
         Mentioning of barcodes on the invoices.
     Internal Flow of communication
                       Change s in product code
                                                                       10
10
               9                   9               9
 9

 8
           7                                                   7
 7

 6
                   5                                                            Lowest
 5
                                       4                   4                    Higest
 4
                       3                       3
 3
                                           2           2
 2
       1                   1   1                                   1        1
 1

 0



          Average : 4
     Internal Flow of communication
                               Price diffe re nce
                                   10                                   10
10
               9                                    9
 9
                   8
 8

 7
           6                                                    6
 6
                                                                                 Lowest
 5
                                                            4                    Higest
 4

 3
       2               2                2               2
 2
                           1   1            1   1                   1        1
 1

 0




          Average : 4
          Information regarding the price difference was also not conveyed
           immediately
    Suggestions gathered during
             interviews

   An order copy must be sent out
    with every delivery (The
    actually LPO or the order form
    that is already signed by the
    manager and shelf boy.)
   Special requirements should be
    highlighted in the picking slip.
   Provision of mobile phones and
    cards to delivery people
   Merchandiser to be present at
    the time of delivery at the Union
    Co-ops
          Our suggestions


   The barcodes ( numbers ) should be
    mentioned in the invoices
   Salesmen should be informed
    immediately using SMS (Short
    messaging Service)
   the delivery person should first be
    provided with mobiles

   Delivery personnel should call the
    salesmen immediately in case of ay
    problem
                 Analysis of external customer
                             survey
                                                                         o r d e r c y c l e t ime
                             Ext er n a l c u s t o mer s u r vey
                                                                         pr o d u c t a s pe r L P O

        10                                                               a v a il a b il it y o f in f o r ma t io n

         9                                                               a c c u r a c y o f in v o ic e s

                                                                         a c c u r a c y o f d e l iv e r e d g o o d s
         8
                                                                         c o n d it io n o f pr o d u c t s wh e n
         7                                                               r e c e iv e d
                                                                         pr o mpt s o l u t io n s
         6
                                                                         in v e s t me n t in s h e l f s pa c e
scale




         5
                                                                         wr o n g b a r c o d e

         4                                   4
                                                                         s h o r t e x pir y

         3                   3                                           d a ma g e d g o o d s
                 2       2               2
             2       2               2           2                   2
         2                       2                   2   2   2   2       it e m n o t l o a d e d

                                                                         pr ic e d if f e r e n c e
         1
                                                                         it e m n o t r e q u ir e d
         0
                                                                         l a t e d e l iv e r ie s
          Satisfaction of total order
                  cycle time
                Cycle t ime sat isfact ion

10

 9

 8

 7

 6
                                                               Lowest
 5
                                                               Higest
 4
                                               3   3
 3
            2   2      2   2               2           2   2
 2
                               1   1   1
 1

 0



        Average : 2
         Availability of product as per
                       LPO
                           Availability of product
10

 9

 8

 7

 6                                                               Highest
                                     5
 5                                                               Lowest

 4
           3    3            3
 3
                                                 2   2   2   2
 2
                       1         1       1   1
 1

 0




        Average : 2
           Availability of information
                 Availability of information

10

 9

 8

 7

 6
                                                               Lowest
 5

 4                                                             Highest
           3                               3   3   3
 3
                2          2                           2   2
 2
                       1       1   1   1
 1

 0




        Average : 2
                    Accuracy of invoices
                       Accuracy of invoices
10

 9

 8

 7

 6
                                                   5           Lowest
 5

 4                                                             Highest
           3               3                   3
 3
                2      2                               2   2
 2
                               1   1   1   1
 1

 0




        Average : 2
         Accuracy of delivered goods
               Accuracy of delivered goods

10
                     9
9

8

7

6
                                                                          Higest
5
                                                                          Lowest
4
           3                                      3   3
3
                2        2                                 2    2
2
                              1    1    1    1
1

0




        Average : 3
        Only Lamcy Plaza had a problem. But the problem was originating from
         their side.
              Condition of product when
                       received
           Condition of products when received

10

9

8

7

6
                                                               Highest
5
                                                               Lowest
4
              3
3
                   2       2                       2   2   2
2
                       1       1   1   1   1   1
1

0


    Average : 2
          Promptness in dealing with
             customer complains
           Dealing with customer complaints
10

9

8

7

6
                                                           higest
5
                                                           lowest
4
           3           3
3
                2          2           2   2   2   2   2
2
                               1   1
1

0



        Average : 2
               Frequency of problems
                    regarding
               Problems regarding barcode
                                   10
10
                     9
9

8

7

6
                                         5                                 higest
5
           4                   4                                           lowest
4

3
                2         2                            2    2    2
2
                                             1    1
1

0



        Average : 4
        The goods had to be returned due to barcode not being accepted by the
         retail outlet system
                Frequency of problems
                     regarding
               Problems regarding short expiry

10

9

8

7

6
                                                               higest
5
           4                   4                               lowest
4

3
                 2         2               2       2   2   2
2
                       1           1   1       1
1

0



        Average : 2
               Frequency of problems
                    regarding
          Problems regarding damaged goods

10

9

8

7

6
                                                           lowest
5
                                   4                       higest
4

3
                2          2                   2   2   2
2
           1           1       1       1   1
1

0



        Average : 2
               Frequency of problems
                    regarding
         Problems regarding items not loaded

10

9

8

7

6
                                                               lowest
5
                                                               higest
4

3
                2          2           2   2       2   2   2
2
           1           1       1   1           1
1

0



        Average : 2
               Frequency of problems
                    regarding
          Problems regarding price diference

10

9

8

7

6
                                                               lowest
5
                               4                               higest
4

3
                2          2               2       2   2   2
2
           1           1           1   1       1
1

0



        Average : 2
               Frequency of problems
                    regarding
                        Item not Required

10

9

8

7

6
                                                                        Series4
5
                              4                                         Series6
4

3
                2        2                  2        2    2   2
2
           1        1             1             1
1

0




        Average : 2
        The customers were quite happy because whatever they returned were
         being accepted by Al Seer
                Frequency of problems
                     regarding
           Problems regarding late
                 deliveries
10
 9
 8
 7
 6                                                         Highest
 5          4                      4
 4                                                         Lowest
 3              2          2   2       2       2   2   2
 2                     1                   1
 1
 0

        Average : 2
    Areas of concern & Suggestions

   Certain unlisted products were sent along with the listed ones

   Complain by certain B class supermarkets about the salesmen and
    merchandiser not visiting the outlet frequently

   Frequent problems with barcode in certain A class supermarkets in
    promotional items

   Certain outlets suggested printing of barcodes on the invoices to
    reduce the confusion

   As far as the benchmarking is concerned we made our constant
    effort to make sure that whatever the rating they gave was relative
    to certain market leaders like Transmate, MMI, and T Choittram &
    Sons etc…, considering this the result show that our services from
    the logistics were better than the competitor as there were
    frequent references to these competitors and comments placing
    our services on the top
       Conclusion
 Actual layout of the
  warehouse using AutoCAD
 WMS Maps
 Efficient space usage
 Areas of concern from
  Customer & Salesmen
  interviews
ORDER AND REPLENISHMENT
       PLANNING



    OIP (Order Inventory Planning)




    FACTBOOK
Sample of OIP Report
ERRORS FOUND IN THE OIP




   Mistake in the formulae
    Alignment Problem
    Error in programming
         FACTBOOK




Data collection:Desk Research
      (records, invoices)
                OLD MODEL
Agency                                      Contact Person
Kimberly Clark                          Mr. Antoine Georges
Reckitt Benckiser                       Linta Jose
Kraft                                   Sneha Rao
Uniq Convenience Foods Intl.            Mr. Lee Foster
H J Hienz Frozen & Chilled Foods ltd.   Mr. David Coulson
Godrej Gobal                            Mr. Venkatesh
Modash                                  Mrs. Schumacher
Lawand                                  Sohia
Friskies                                Ms mara Aloi
Colgate Palmolive - Arabia              Mr. Felix Fernandes
Colgate Palmolive - Gulf States         Ms. Assia Deker
Angliss Dubai                           Mr. Thomas Titty
United Biscuits - Arabia                Mr. Sajeevan
United Biscuits - Tunisia               Mr. Amor Rezgui
Al Sayer Soft Drinks Factory W.L.L      Mr. Ibrahim Khoury
Bond Street - Cosmetics                 Mr. Barry Wide
Arcor                                   Mr. Daniel Torregiani
National Rice Mills                     Mr. Abhishek Saran
Karaja - Cosmetics                      Ms. Michela
Food Specialties Limited                Mr. Harold Hart
New Model
  ADVANTAGES



• Can access it at any point
of time
•No confusion whatsoever
•Can update it whenever
possible
Customer Relationship
    Management
    • PROJECT AREA:    The draw on the HUGGIES
                       promotion

•    SUB DIVISIONS: 1. CUSTOMER DATABASE
                      2. SURVEY
                      3. HTML EMAIL
HOW WAS THE PROJECT CARRIED
           OUT?




   Identify different types of prize
   winners
   Input into the computer
   Contact them
   Give out their prizes
     CUSTOMER DATABASE




Earlier: Was done using the Excel sheet


    Problems rising: Waste of time.


  Solution: MS Access programming
     ADVANTAGES




Time management
Easily identify who has collected/
 not collected
Can access it for future purposes
    SURVEY




Software used:
Wisco Survey
   Power
RESULTS OF THE SURVEY
     CONDUCTED
      FOR OVER
     110 PEOPLE
                                    CRM Analysis

                                   OVERALL QUALITY


                                                                                  53
              60

                                                                 48


              50




              40




NO. OF PEOPLE 30




              20


                                             5
                               4
              10




              0
                   Not Satisfied   Neutral           Satisfied        Very satisfied
                                     CRM Analysis

                                    VALUE FOR MONEY


                                                               53
              60




              50




              40




                                              21                                22
NO. OF PEOPLE 30


                               14
              20




              10




              0
                   Not Satisfied    Neutral        Satisfied        Very satisfied
                                               CRM Analysis

                                   COMFORTABLE EXPERIENCE FOR YOUR CHILD

                                                                        49               50


              50


              45


              40


              35


              30


NO. OF PEOPLE 25


              20


              15
                               5                        6

              10


              5


              0
                   Not Satisfied              Neutral       Satisfied        Very satisfied
      CRM Analysis

      PURCHASE


                 14%




39%


                             First time

                             Few months

                             For over a year




                       47%
            CRM Analysis

             REASON BEHIND PURCHASE




      17%                    20%




                                            Friends recommended it
                                            Promotion
                                            Advertisements
                                            Tried something new & liked it
                                            Other Responses

29%
                                      29%


             5%
                                                        CRM Analysis

                                                      HUGGIES VS. DIAPERS

                60



                            52
                50




                40
NO. OF PEOPLE




                                            31
                30



                                                                      22
                20




                10



                                                                                        2                2
                0
                     Much better   Somew hat better           About the same   Somew hat w orse   Much w orse
                                                              CRM Analysis

                                                                                    HUGGIES TYPES

                80
                                 76


                70



                60



                50
NO. OF PEOPLE




                                                                38
                40



                30



                20
                                                                                               14

                                                                                                                   9                 10
                10



                0
                     Huggies Steps(Blue) 14.95/-   Huggies Freedom(Green) 28-30/-        Huggies Pull Ups   Huggies Goodnites   Huggies Wipes
                                        CRM Analysis

                                          RECOMMENDATION
                100
                           95

                 90


                 80


                 70
NO. OF PEOPLE




                 60


                 50


                 40


                 30


                 20
                                                   11
                 10
                                                                    4

                  0
                      Definitely will            Not sure   Definitely will not
                Recommendations



•Expand Huggies market – market availability is less
      Impulse buying was one of the main points noticed
      Wipes Unscented
•Need Bigger packs – price slightly on the higher
                     Range
•Come up with exciting offers
•Free samples
           Recommendations




Increase the absorption – Shortcoming
seen in STEPS


Sticker on the diapers creates marks on
the baby
ADDITIONAL PACKAGE TO
  THE CRM PROJECT




  HTML EMAIL


Software used:
Outlook Express
       CONCLUSION


Detecting errors in the OIP reports
Creation of a Fact Book
Creation of a customer Database
Analysis of the customer survey
HTML e-mail renovation
  NESTLE DIVISION
COMPETITOR ACTIVITIES FOR
 NESTLE AND SUGGESTIONS
               Market Survey
Visited around 41 supermarkets all over the
                    U.A.E




   Union co-ops- 5        Emirates co-ops- 2
   Sharjah co-ops- 2      Discount centres- 2
   Choithram‟s- 4         Carrefour- 2
   Lal‟s- 1               Alfalah plaza-1
   Spinneys-3             Ajman co-op- 1
   Park „n‟ shop- 1       Jesco‟s-2
   Park „n‟ save- 1       B-class super mkts- 13
  Market share of Nestle products


                                             Nido milk powder
100%                                         Nescafe coffee powder
 90%                                         Cerelac
 80%                                         Break fast cereals
 70%                                         Confectionary
 60%                                         Maggie sauce
 50%                                         Sweet condensed milk
 40%                                         coconut milk powder
 30%                                         Maggie 2m noodles
 20%                                         Maggie soups
 10%                                         Maggie powder
  0%                                         Maggie stock
                                             Cream
***NOTE :- These market shares are estimated by visiting around 50
super markets all over U.A.E, talking with the merchandisers and
                 taking an average of all the data
COMPETITOR ACTIVITIES
COMPETITOR ACTIVITIES
COMPETITOR ACTIVITIES
COMPETITOR ACTIVITIES
COMPETITOR ACTIVITIES
        MAIN COMPETITORS FOR
               NESTLE
   Nido:Anchor, Coast, Olden Burger, Rainbow,
    Sharjah Co-operative Milk Powder, Co-op Instant
    Milk Powder
   Nescafe:Najjar, Rio, Taster‟s Choice, Bru Instant,
    Maxwell House
   Cerelac: Farley‟s, S26 Gold, S26 AR, S26 LF,
    Hero, Aptamil
   Confectionary: Mars, Cadbury, Ferorro Rocher,
    Bounty, Snickers
   Maggi Sauce: Kimball, Heinz, Kissan, Hunt‟s,
    American Garden, Natural Sauce, HP, Lea &
    Perrins
   Cream: Puck Cream, Al Al Ali Cream, Co-op Cream,
    Unikai Cream
   CMP: Santan, Herco
   Maggi 2M Noodles: Indomie, Koka, Fantastic,
    Mamee, Supercup Noodles
      Recommendation for Nido Milk
               Powder

   Increase in the price of Nido M.P. by 5% effective
    from 1st August 2003
   Even Nido‟s main competitor Anchor has
    increased its price by 5% because of the strategy
    followed by nido being a brand leader
   It is going to be an advantage for anchor because
    anchor‟s distributors (New zealand diary) has
    very good budget to promote anchor since this
    product is direct distribution from the principal
    itself
   Anchor has been promoting the product
    continuously for 4 years
   Nido should maintain consistency in price issue so
    that it wouldn‟t be giving a chance for it‟s
    competitors like Anchor to take advantage over
    it
    Recommendation for Maggi Sauce

   Particularly Maggi sauce is very slow moving
    among nestle products when compared to the
    competitors like kimball
   Cost is the main factor involved


     60%

     50%

     40%
                                      maggi
     30%
                                      kimball
     20%

     10%

     0%
  Recommendation for Maggi
          Sauce
 Kimball has a market share of around
   60%


•To attack kimball and capture the market
 promotions like 10% off,20% off,10% more,
 20% more,maggi sauce promotion along with
 maggi powder offer,buy 3 get 1 free should
help
      Recommendation for Nestle
             products
         Break fast cereals

   Kellogg’s is the brand leader in c.p.w
    with a market share of around 78%

    80%
    70%
    60%
    50%
    40%                                     Kellogg's
    30%                                     Nestle

    20%
    10%
     0%
          1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
             Recommendation for Nestle
                    products
                Break fast cereals


   To attack kellogg‟s and capture the
    market to some extent , portion packs can
    be supplied to the offices i.e., dry sampling
    can be done
   By doing this the customers can use the
    product during break time, tea timeor even
    during working hours
   This becomes a habit for them slowly and
    they get used to the product and get to
    know about the feel and quality of the
    product
   The market share and sales can be rapidly
    increased in this way
    Suggestions for Nestle products
          Break fast cereals

   Different kinds of PROMOTIONS
    that can be done for nestle

1)Bowl free             2)Nestle
  Crunch cereals
                    30g free

4)10% free,20% free offers 3)Point
  of sales mt
       Suggestions for Nestle products
                confectionary



   Mars is the brand leader in
    confectionary with a market share of
    around 55%
   Nestle is competing with mars
   Confectionary items are very fast moving
    goods
   Display of these confectionary items in
    check out stands which is known as
    “impulse goods” increases the chance to
    capture the market and to become the
    brand leader
            Problems Faced

   Lack of communication between the
    sales men and the merchandisers is
    observed
   In some supermarkets the problems like
    the products are not being made
    available on the shelf is faced
   This is the area where the sales men and
    the merchandiser has to improve and
    work as a team to increase the sales
    and at the same time keep the standards
    of the nestle products
              Conclusion

•   I Hope that this project which has been
    done will help the company in improving
    their sales

•   This project which is involved with all
    the data collected about the competitor
    activities for nestle which will be very
    useful for maintaining a level always
    better than the competitors
                    ACKNOWLEDGEMENTS

Our sincere thanks to:
Mr. Chandrasekar                General Manager
Mr. Vincent D‟Souza             Trade Marketing Manager
Mr. V. L. Bhatia                Logistics Manager
Mr. Shirin                      Manger, Nestle Division
Mr. Sharath Babu                Business Development
                                Manager
Mr. Denzil                      Supply Chain Coordinator
Mr. Nair                        IS Manager
Mr. Mustafa                     Stock Manager
Ms. Amila                       HR Manager
Mr. Divakaran                   Central Finance Manager
Ms. Deepa                       Market Analyst
Mr. Sarfaraz                    Market Analyst
Mr. Unni                        Nestle Field Sales Manager
Prof. Ramachandran              Dean, BITS Pilani Dubai Centre
Ms. Sujala Shetty               PS Faculty
Mr. Calvin King          PS Coordinator
THANK YOU

				
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