WE PROUD TO BE AN INDIAN
Aim To Goal â€˘ To develop the understanding of various components of the integrated supply chain from the perspective of distribution management â€˘ 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?
Merchandise mix Location
Pricing Strategy Finance
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
Sales Rep - 1
Sales Rep - 2
Sales Rep - 7
Sales Rep - 3
Sales Rep - 4
Sales Rep - 8
Sales Rep - 5
Sales Rep - 6
Sales Rep - 9
Tamil Nadu Districts Ariyalur
Chennai Zone Chennai
K ancheepur a Chengalpattu Madur antak a m m Thiruvallur Tiruttani
T N North Zone The Nilgiris Pollachi Coimbatore Tiruppur Erode Salem Rasipuram Namakkal Dharmapuri Hosur Vellore
Coonoor Valparai Mettupalayam Palladam Bhavani Attur Thiruchengodu Moganur Harur Krishnagiri Arcot
Cuddalore Chidambaram Villupuram Tindivanam Pondicherry Thiruvannamalai Arani
Dharapuram Gobichettipalayam Mettur Sankagiri p-velur Uthagarai Rayakotai Ambur/Vaniyambad i Panrutti Kallakurichi
Udumalaipettai Sathyamangalam Omalur Kumarapalayam
T N South Zone Tiruchirappalli
SALES OFFICER – Targets to be fixed to them based on Main Dealers only All 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: District Target Chennai
Total Target (Additional) Existing Business Total Target