SUMMER TRAINING

WHAT IS PAINT
Paint is a mixture of
1 ) Pigment
2 ) Extenders
3 ) Binders
4 ) Solvents
5 ) Additives
There are two types of paint such as
(a) Solvent base
(b) Water base.

WHY WE PAINT
The main objective of painting are
( 1 ) To protect the surface from many factors like
Rain, saline water, heat, sunlight, UV rays, dust etc.
( 2 ) To give aesthetic look .

The paints are many types like Decorative paints,
Protective coatings, Industrial paints, automotive
paints and Powder coatings.

PAINT INDUSTRY-AN OVERVIEW
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Emulsions
Enamel paints
Distempers
Cement Paints
Automotive Coatings
High performance
protective coatings
Powder coatings
Coil Coatings
Decorative Paints Industrial Paints
The Indian Paints Industry is estimated at Rs. 25,000 crs in 2012-
13. It is expected to reach Rs. 85,000 crs by 2020.

Paint Industry: Organized sector-65% & Un-organized sector-35%
Achievement highlights:
BPIL is the 2nd largest paint company in
India.
15,000 plus paint retailers,
85 stock points, 6 RDCs, 7 production units
Total Consolidated Gross Turnover of
3500 crs in 2012 13
Recorded the fastest growth in the
decorative paint segment in India growing
@ 20%


Corporate Profile: India Operations
WE ARE THE NUMBER
TWO.THATS WHY WE TRY
HARDER WAS THE SLOGAN
OF THE David AVIS WHICH
RACED PAST THE Goliath
HURTZ...
5
INDIA-WIDE CAPABILITY
Over 85 stock points & 6 RDCs
Dedicated Sales Teams
in all locations with
empowered support staff
to cater to customer needs
INDIA-WIDE CAPABILITY
7 manufacturing units located across India
The largest coming up at Hindupur
BERGER PRODUCTS
Painting System for INTERIOR WALLS
NEW SURFACE
Surface to be cured with water
and sanding to be done with 80
emery paper.
Apply 3 coats of Berger Putty
and sand the surface with
emery paper number 100.
Add one coat of Berger Cement
Primer Water Base and sand the
surface with emery paper
number 200 and wipe clean
Two coats of emulsion to be
applied on top.
OLD SURFACE
Surface to be stripped of all old
paints and cleaned properly water
and sanding to be done with 80
emery paper
Touch Up putty to be done
using Berger Happy Wall
Putty
Two coats of emulsion to be
applied on top.
Add one coat of Berger Cement
Primer Water Base and sand the
surface with emery paper number
200 and wipe clean

Use of roller is
required for getting
a better finish on the
walls. For applying
primer 4 inch brush
should be used.
BERGER INTERIOR RANGE
SILK
(DEEWARON SE NAZAR NAHIN HATTI)

A rich, luxurious, high-sheen emulsion.
High washability, Plesant Smell
Luxury emulsion for a premium lifestyle home. It gives your wall a
silky smooth finish.
EASY CLEAN
( NO DAAG NO DHABBA Only Beautiful Walls)

Effortless cleaning. No patch work formation or colour loss Most
Washable Emulsion
Gives a soft-sheen premium finish on the walls.
Non Stick Paint which does no let stain adhere to the wall.
RANGOLI TOTAL CARE
Has Anti Microbial and Anti fungal Properties.
Stain guard properties.
Gives a butter like smooth finish on the walls.
Higher coverage.

BISON EMULSION

Emulsion at the price of distemper. 40 Kg of distemper coverage is
equal to 20 ltr coverage of Bison emulsion.
More than 5000 shades available.
Smooth long lasting mat finish.
BISON DISTEMPER

Gives surfaces an elegant and durable matt finish.

INTERIOR PRIMER -
BP Cement Primer (WT) - BP Cement Primer (Water Thinnable)
is used on interior walls as the priming coat.
It is air drying primer .
Product Category Berger Brand Asian Brand ICI Brand Neroalc Brand
Luxury Interior
Emulsion
Silk Royale Velvet Touch Impression
Luxury Interior
Emulsion
Easy Clean - na - 3 in 1 Emulsion
- na -

Premium Interior
Emulsion
Rangoli Total Care Premium Emulsion
Dulux Super
Smooth
Beauty Gold
Economy Interior
Emulsion
Bison Emulsion Tractor Emulsion Rainbow Beauty Smooth
Distemper Bison Distemper Tractor Distemper Magik NAD
BERGER INTERIOR RANGE ALONG WITH COMPETITOR BRANDS
Painting System for EXTERIOR WALLS
NEW SURFACE
Surface to be cured with
water and sanding to be
done
Add one coat of Weather
Coat Exterior Primer
Two coats of emulsion to
be applied on top.
OLD SURFACE
Proper sanding of the
surface to be done. It should
be then cleaned with water.
Two coats of emulsion to
be applied on top.
Add one coat of Weather
Coat Exterior Primer
Use of roller is required for getting a better finish on the walls. For
applying primer 4 inch brush should be used.
BERGER EXTERIOR EMULSIONS
WEATHERCOAT ALL GUARD
Product has silicon which repels water
Prevents seepage and dampness.
High Sheen finish
Defends against fungal growth.
WEATHERCOAT
Gives a low-sheen finish on the walls
Has strong anti fungal properties
Has sun guard which reflects heat and reduces the internal
temperature of the house by 5 degrees (certified by CESR)

EXTERIOR PRIMER :-
Weathercoat Exterior Primer - It is a water based wall coating
suitable for exteriors.
It improves the coverage of exterior emulsions.
WALMASTA
Walmasta has strong anti fungal/fading and flaking properties.
It gives a matt finish on the walls.
Complete value for money product.
Product Category Berger Brand Asian Brand ICI Brand
Neroalc
Brand
Premium Exterior
Emulsion
Weather Coat
Allguard
Apex
Ultima
Weather shield
Max
Excel Total
Regular Exterior
Emulsion
WeatherCoat APEX Weather shield Excel
Economic Exterior
Emulsion
Walmasta ACE Promise Suraksha
BERGER EXTERIOR RANGE ALONG WITH COMPETITOR BRANDS
Painting System for Metal Surfaces
NEW SURFACE
Sand the surface with 180
emery paper and wipe
clean
Apply one coat of red oxide
zinc chromate yellow
Two coats of enamel to
be applied on top.
OLD SURFACE
Strip all old paints and remove all
loose particles. Sand the surface with
180 emery paper and wipe clean.

Two coats of enamel to
be applied on top.
Apply one coat of red oxide
zinc chromate yellow

Use of roller is required for getting a better finish on the walls. For
applying primer 4 inch brush should be used.
BERGER ENAMEL PAINTS
BREATHE EASY ENAMEL
Water Base quick drying enamel which can be applied on all
surfaces
Has low VOC which reduces harmful effects of other paints.
Semi gloss paint.

LUXOL ENAMEL

Luxol Enamel gives a mirror like finish on wood and metal surfaces.
Its properties gives a long lasting finish.

JADOO AND BUTTERFLY ENAMEL

Economy range of enamel suitable for interior doors and
grills.
Is glossy and sold widely in rural market.
Available in wide range of shades.
SATIN ENAMEL

Long lasting soft sheen finish.

METAL PRIMER :-
Luxol Zinc Chromate Primer is based on a special synthetic
resin in which zinc chrome is used as a rust inhibiting pigment.
It is the ideal primer for steel and non-ferrous metals that are
exposed to heavily corrosive environments.
Product Category Berger Brand Asian Brand ICI Brand
Neroalc
Brand
Premium Enamel
Luxol High Gloss Premium Enamel Dulux Gloss Nerolac Syn.
Economy Enamel
Jadoo
Enamel/Butterfly
Utsav Enamel NA Goody
Satin Enamel
Luxol Satin Enamel
Premium Satin
Enamel
Dulux Satin Nerolac Satin
BERGER ENAMEL RANGE ALONG WITH COMPETITOR BRANDS
WATERPROOFING
Packs
Brand Name
SUPER LATEX PLUS,
LATEX PLUS
LATEX SHIELD 2K
Usage Area
Old & new concrete
Bathrooms
Terrace
Lift Pits


Balconies
Terraces
Chajjas
Sloping RCC Roofs
Swimming pools
Key Benefit
Bonding Agent
between old & new
concrete
Multiple repair work

Excellent impermeable
coating
Corrosion Protection
Elongates with
substrates

Competition
Pidicrete URP, Super
Latex(Pidilite), SikaLatex
(Sika)
PIDIFIN 2K (Pidilite)
CRACK FILLING

Packs
Brand Name
CRACK FILL PASTE, CRACK
FILL POWDER
Usage Area
Internal & External cracks
of masonry and plaster upto
5mm
Key Benefit
Excellent adhesion
High Flexibility
Excellent waterproofing
Competition
Crack X Paste/Powder
(Pidilite), Cracksil (Sika)
ADMIXTURE
CEMENTMIX PLUS (ILW+)
Normal concrete and Plasters
Water tanks
Sewerage works
Waterproofs by cutting capillary pores
Economical to use
Pidiproof LW+ (Pidilite), Plastocrete
Super (Sika)
COLORBANK MACHINE
In Todays scenario Tinting machine is an integral part of all
paint shops
Tinting machine is a necessity for selling of emulsions where
any shade could be requested by the customer
Function of a Tinting Machine is to dispense colorants into
Base can to get the desired color

Components of a Machine
Dispenser- Used for dispensing the colorants into the
base
Gyroshaker- Mixes the colorants and base to make the
shade
Computer- Used for viewing the formulations and for
controlling the dispensing operation
Software- Indicates the formulations and other statistics
for the dealers

BENEFIT OF COLORBANK SYSTEM
To the Dealer
1. Minimum inventory and Max shades
2. Customization of shades as per customer requirements
3. No stock out.

To the Customer (leading to customer satisfaction)
1. Option to choose from a wide range of shade.
2. Availability guarantee.
3. Perfect reproduction incase of repeat order.



DISPENSER TYPES
FM Dispenser installed from year
2002
Hero Dispenser from year
1998
GYROSHAKER
Compact and covered unit with a
front door for accessibility
Homogeneously mixes the base
and colorants to get the desired
shade of paint
Performs two way rotation (gyro
movement) which is timer
controlled.
Mixing time: 2 to 5 minutes
depending on product and shade.
As a safety measure there is a
limit switch which allows the gyro
to rotate only when the door is
closed.
16 COLORANTS
Berger Colorant Colour BP Price/Ltr

OC Yellow Oxide 480
SP Red Oxide 791
NT Black 467
BF Blue 629
VB HT Violet 1152
GC HT Green 1229
GF Fast Green 921
WT HT White 663
RD Interior RED 935
RE Exterior RED 1785
LM LemonYellow 1278
NS Medium Yellow 840
MG Magenta 1579
BC HT Blue 1397
OR Orange 1493
BR Tinting Black 622
Total 16261
BASES
The bases usage based on shades is detailed below

For tinting pastel shades P0 or W0
( e.g. Shade Apple White from CB 101 card)

For tinting light intermediate shades W1
( e.g. Shade Blue Chip from CB 101 card)

For tinting dark intermediate shades N1
( e.g. Shade Jodhpur Beige from CB 101 card)

For tinting light accent shades N2
( e.g. Shade Ink Drop from CB 101 card)

For tinting dark accent shades N
( e.g. Shade Ultra violet from CB 101 card)

BASES

Coloured bases are used for reducing the quantity of colorant
consumed for making a shade and therefore economizing the
shade cost with better hiding
Coloured bases
Yellow Used for making Yellows, Oranges and Yellow
greens Available in Interior and Exterior Emulsions
Red Used for making deep red shades
Brown Used for making browns, reddish browns in
exteriors
Cream Used for making earthern tones and ivory
shades in exteriors
Grey Used for making grey shades in enamels(Smoke
grey/light grey/dark grey)


CB MACHINE
Alternate channel dealers should be opened with CB
machines.
a) 5 cheques of 40000 to be collected. Cheques to be
banked.
b) One cheque of Rs 5000 to be collected for AMC of the
machine.
c) A debit note of Rs 7000 to be raised per annum for
AMC of CB machine. The DN would be raised on half
yearly basis from 2
nd
year onwatds.
d) Dealer does 9 lakhs value sales of which 3 lakhs is
emulsions then dealer will be eligible for CB refund.
e) 20 % Growth required in subsequent years.




PAYMENT STRUCTURE
Customers will get 5 % discount on bill
Blank cheque to be kept in the office
Cheque number to be linked while booking the order
Cheque number once used/ linked cannot be utilized for any other
purpose.
If invoices are not fully paid within a stipulated period of time, debit
notes will be generated based on certain logic.
a. on the 7
th
day, DN of 1.5% to be raised.
b. on the 14
th
th day , additional DN of 1% to be raised.
c. on the 21
st
th day , additional DN of 2.5 % to be raised. Also
account will be locked.
DN will be generated on invoice value after Bill rebate (B99) and
before Tax.


REBATE STRUCTURE
Rebate applicable to the dealer
Quantity Discount: - Quantity discount is of two types.
a) Depot Scheme based on achievement of depot stipulated
volume schemes.
b) H.O. Schemes product based schemes are run from H.O.
The dealer will get reward CN/Gift based on qualifications.

E.g. Depot scheme . Earn Rs 8/ltr on lifting 100 ltrs of Weathercoat
in June
H.O. Scheme Get a ADIDAS track suit by lifting 200 ltrs of
WeatherCoat in June.
Dealer lifts 200 ltrs of weathercoat in June. The dealer then ges
a) Rebate of Rs 8 x 200 ltrs = Rs 1600.
b) He also gets a ADIDAS track suit.


CREDIT NOTES
Quantity discount credit notes will be issued on a monthly basis at
branch level against the scheme communicated at the beginning of
the month based on the off take of the material by the counters
Credit notes for billing done in July will be issued by the Berger
branches in Aug
HO schemes will take 2 months for redemption as the same is done
centrally from Kolkata.
Codes under which credit notes are issued
Code 40 Quantity discount
Code 1M Invoice cancellation
Code 1J Material return
Code 1F Material short dispatch
Code 21 Product token reimbursement
Code 61/64 Corporate scheme redemption
Code 85 Machine refund


LANDING COST
DPL of 1 ltr of Luxol Golden Brown = Rs 196.
Payment discount = 5%.
Rebate = Rs 14.
Landing = (196)-(5%)*(VAT@14.5%) -(14). = Rs
199.
Selling Price = Rs 220 .
Profitability = Rs 220 Rs 199 = Rs 21.
PROFITABILITY
CATEGORY OF PAINTS
PRODUCTS AVERAGE PROFITABILITY/LTR SOLD
LUXURY EMULSION
SILK
18 - 20%
EASY CLEAN
WCOAT ALL GUARD
PREMIUM EMULSIONS
RANGOLI TOTAL CARE
15 - 17 %
WCOAT SMOOTH
ECONOMY EMULSIONS
BISON EMULSION 11 -13%
WALMASTA
OTHER PRODUCTS
DISTEMPER/ENAMEL
ETC.
6 - 8%
Give one stop information to dealers on
Stock availability
Sales and schemes
Payment details
CN/DN details
Despatch details
Microsoft Dynamics CRM package being implemented
Call 1800 103 6030 for uninterrupted services 7 days a
week between 9 Am 9 PM
Business Development
Business Development had started as an activation wing in FY 11-12.
Generating Secondary Sales through activities like Painter Meets & Sell-
outs, Retail Projects etc.

Focusing on New & Advertised Products Visibility, Merchandizing,
Display, Secondary sales, etc in the Key counters

State of the art software, Centralized call centre and a dedicated BD
team spearheading the Berger success story
MASTER PAINTER SCHEME LIFT & WIN


Create and Improve demand of key emulsions among Master painters.

Long term attractive loyalty program for Master Painters for
improving demand of key emulsions in selected counters

Business Development
Lead generation & conversion

In lead generation and conversion the following steps are taken

a) Lead generation: The dealer gives us the leads. The lead is then
captured in lead gen software.

b) Lead Follow up: A demand generator is assigned the lead.
1) He calls the customer and takes appointment.
2) We then approach the customer and explain him about Berger
and give products briefing and demonstration.
3)If the customer wants then preview facility is also provided to the
customer.
c) Lead conversion: The customer then wants to purchase the materials
we direct him to the dealer from whom we have got the lead.
PREVIEW
Preview is a customized service from
Berger in which we give the customer
how a color combination will look on
the house of the customer before it is
painted.
We take the photograph of the exterior
of the house and send the picture to our
preview department.
If the customer has some color choice
the same is also mentioned.
Our preview team then chooses the
right colors for the customers and gives
the customer 3 different types of
previews of the house.
Preview booklet front page.
PROLINKS TEAM FOCUS IS ON
CONVERSION OF VERY LARGE
PROJECTS

TEAM GETS PRODUCT APPROVAL
FROM LARGE PROJECTS THROUGH
PRESCRIPTIVE SELLING

PROLINKS THE PROJECT WING OF BERGER
DISTRIBUTION MODEL IN PAINTS
COMPANY
RETAILERS
CONSUMERS
WHOLESELLER
SUB- DEALER
CONSUMER
85% of Business is done through retailers while 15% of
the business is done through whole sellers
NEED TO INCREASE DISTRIBUTION
Paint being a multi sku industry needs distribution
to make its product reach the consumers.
Any company who has a wider distribution will be
able to garner more market share.
We are at 60% of the total distribution strength of
Asian, we need to increase our distribution network
to gain market share.
UBS SUCCESS STORY
Berger has got an exclusive tie-up with UltraTech for
selling their paints from the UBS counters.
This arrangement provides a wonderful opportunity for
the dealers to offer paint and paint services to the
customers.
Berger and UT tie up has entered the 6
th
year.
Each year we have grown by 50% on an average.
Average value sale per customer is between Rs 1.25
lakhs Rs 1.5 lakhs.
There are currently 600 counters in this tie up. Ultratech
is expecting to add another 200 more new counters this
year.

REASON FOR SUCCESS
Lead generation and conversion.
a) We get leads from UBS counters which are
tracked by the local Berger team.
b) Our team then visits these sites and convert
the leads.
Proper grooming of the dealers was done so as to
make them confident in paints.
The market operating price and stock planning was
properly explained.
One shop boy of the dealer was also extensively
trained.
ALTERNATE CHANNELS
Any dealer who is a non paint dealer and is related to
the construction industry can be targeted to deal in
paints. Such dealers are alternate channel dealers.
Paint counters tend to be loyal to one particular
company even if they deal with multiple companies.
Breaking a good competition paint counter is both time
consuming and costly affair.
Alternate channel dealers are primarily cash rich dealers
and when properly groomed can become the growth
torch bearers for our company.
We have tied up with Ultratech and the model is growing
in leaps and bounds year after year.
TYPES OF ALTERNATE CHANNELS
Though there are various types of alternate channel
dealers we are basically targeting 4 types of
dealers
1. Cement Dealers.
2. Steel Dealers.
3. Plywood Dealers.
4. Tiles and Marble Dealers.
CEMENT DEALERS
Dealer is billed materials from warehouses /go -
downs and the same is supplied directly to the
dealer or to his site.
Dealer operates on APS mostly.
Target is to capture the retail selling dealer who
sells 300 400 MT of cement per month.


WHY CEMENT DEALER IS A PRIME TARGET
FOR ALTERNATE CHANNEL.
Ample go down and showroom space.
Financially sound.
Dealers have a ready base of customers who take
cement. These leads can be converted by us.
CC and Putty can be easily sold via these counters.
Dealers have ample manpower to have one
dedicated shop boy for paint store.

WHAT DOES THE DEALER GAIN.
CEMENT PROFITABILITY
VOLUME 400 tonnes (Per Month)
Number of Bags @ 50 Kg Bag 8000
Cost per bag Rs 320
Total Cost 8000*Rs320 = Rs 2560000
Profit per Bag Rs 8
Total Profit Rs 8X 8000 = Rs 64000
Profit Percentage 2.50%
STEEL DEALERS
Like cement, steel is also a high investment low
return industry
Unlike cement dealers, steel dealers hold stocks of
steel bars of various sizes
mm/8m/10mm/12mm/16mm/ 20mm
The steel industry is dominated by the regional
players and very few national players are present
Steel prices are subject to drastic changes- both
increase & decrease which adversely affects the
profits of a dealer as huge stocks are held by the
dealers
Dealer operates on APS mostly 7 days credit (Max)
Target is to capture the retail selling dealer who
sells 100 tonnes of steel per month. The average
investment is 20 lakhs.

WHY STEEL DEALER IS A TARGET FOR
ALTERNATE CHANNEL.
Ample go down and showroom space.
Financially sound.
Dealers have a ready base of customers who take
Steel. These leads can be converted by us.
Dealers have ample manpower to have one
dedicated person for paint store.
Steel Industry is fluctuating and the market is also
shrinking so the dealers are on lookout for new
ventures.

WHAT DOES THE DEALER GAIN.
STEEL DEALER PROFITABILITY
VOLUME 100 tonnes (Per Month)
Cost per tonne 44000
Total investment 44000 X 100 = Rs4400000
Profit @Rs 1000/tonne Rs 100000
Profit Percentage 0,22%
Additional 1% is given by the company. The dealers get additional profit
by speculating about rate and buying the stock at lower price and
selling at a higher rate. This also results in lost sometimes.
PLYWOOD DEALERS
Mostly Dealers are selling multi SKUs including
Plywood , laminate, veneer and allied product,
some dealers also have display gallery for color
combination.
Investment is high with good return .
At present, the sector is predominantly in the hands
of unorganized units.
Dealers who is selling veneer and laminates is
more targetable .

WHY WE NEED PLYWOOD DEALERS
.
Financially sound.
Existing customers of plywood and allied product.
Good contacts with architects and Interior designers.
Proper space and enough manpower for selling paint .
Already dealing in multi SKUS.
Plywood dealers can be groomed to become FS stores.




WHY THEY SELL PAINT.
Just another one wing.
Low investment and high gain.
Ready made customer base.
Project selling through architects and interior
designers.
Additional profit with the same customer.


DEALERS PROFITABILITY
LAMINATE PROFITABILITY
VOLUME PER
MONTH 400 PC
Cost per LAMINATE Rs 900
Total Cost
400*Rs900 = Rs
360000
Profit per Laminate Rs 50
Total Profit
Rs 50X 400 = Rs
20000
Profit Percentage 5.55%
PLYWOOD PROFITABILITY
VOLUME PER
MONTH 400 PC
Cost per Sft Rs 65
Total Cost
400xRs 65x32Sft= Rs
832000
Profit per Sft Rs 6
Total Profit
Rs 6X 32Sft X 400 =
Rs 76800
Profit Percentage 9.23%
TILES AND MARBLE DEALERS
Tile dealers do much more than show customers
samples of wall and floor coverings. They also offer
advice about which materials will work with the
buyer's home and lifestyle.
Investment is high with very good return .
Dealers deal mostly exclusive.
Having enough space for display.

WHY TILES DEALERS .
Ready made customers of TILE .
Tiles dealers mostly sales on good projects.
Amicable relation with architects and Interior designers.
Financially sound.
Can be groomed to become FS stores.
Good showroom and go-down space.
Having appropriate shop boys who are more customer centric.
CC (tiles adhesive and tile grout ) can be sold easily.




REASONS TO START PAINT
BUSINESS
Same business model
Paint Can start by same infrastructure with low
investment .
They Can capitalize relation with architects and
interior designers
Tiles dealers Know the color combination can
better satisfy the customers.
Paint can easily sell on same project where they
are selling tiles.
Good return on investment.
Small space required

HOW TO CONVINCE THEM.
No need to search customers . These dealers already
have a good customer base.
Professional relationship with whos who of industry.
-Architect playing very important roll in decision making in project
business same applied for interior designers in house holds as well as
engineers for cement and steel dealers.
Now a days less seasonality in paint industry.
Good return on investment.
Higher profitability in paints.
Proper training from Berger to help establish the new
business.
Small space required



PAINT PROFITABILITY
VALUE sales @ 1 lakh /month 1 lakh
40% Emuslion sales in ADC
40 thousand worth of
paint sale
15% profit on Emulsion Sale (SCHEME
+ PD)
15% on 40,000 = Rs
6000
Rs 60,000 other products at 10%
Profit (SCHEME + PD)
10% on 60,000 = Rs
6000
Total Profit on selling 1 lakh of paint Rs 12000
Profit Percentage 12%
ADDITIONAL BENIFITS
Paint business is going to be done by them from
their existing set up there by no additional
investment on infrastructure is required
ADC dealers have a ready made demand for paint
They just need to cater to their existing
customers of cement for supply of paints and not
forced to search for any new customer
Berger shall take care of the training needs of the
shop owner as well as the shop boy who is going to
take care of the shop
He can also sell paints to a few of his sub dealers.
Paint requires lower investment compared to that of
ADC business for getting the similar returns.

QUESTIONNAIRE
A detailed questionnaire has been made to
understand the mapping done.
MAPPING

FAQ
How many manpower is required?
Ans) 1 dedicated shop boy will be enough to do CB tinting and
selling. The training of shop boy would be the responsibility of
Berger.
Paints is a multi SKU item how will I deal?
Ans) Even though paint is a multi SKU item 5 6 fast moving
products contribute 70 80 % of the total sale. We need to
focus on those products only for day to day business.
How will I sell paints ?
Ans) Demand generation activities like painter meet, sell outs
etc will be carried out in your shop . This will attach painters
who will bring in more customers.
How much investment is required?
Ans) To sell 1 lakh of paint the dealer requires 3 lakhs of
materials.


FAQ
How much space would be required?
Ans ) A 10 X 8 sqft shop would be required for displaying and
selling paints. For stocking a separate go down would be
required. A CB machine can fit into 16 sqft area.
What is my Landing?
Ans) Landing = Invoice rate Product discount .
What is my profit margin?
Ans) If you sell at DPL also you stand to gain 12 -14% on sale.
Normal market practice is to sell paint at DPL + 5%.
What else do I need to sell paints ?
Ans) Paint accessories like Brush,Roller, Tarpin etc is required.
The list of vendors for the same would be provided by local
Berger team.




FAQ
What kind of training would be given to me as I am new to the paint
business?
Detailed training will be given to Dealers and their shop people on
Categories of paint
Paint application
Landing cost of each brand, market selling rates along with
profit calculations
Equivalent products of competition
Paint accessories
Operation of Tinting machine
If there is a technical problem with CB machine will the
company address the same?
Ans) Yes, within 72 hours.



PROJECT TIMELINES
Project is for the period from 13
th
May 12
th

June,
a) 13
th
and 14
th
May there would be briefing about
Berger the mapping software and quiz will be taken
on the same.
b) You would join the depots on 16
th
of May for
debriefing and assignment of towns in the district
assigned to you along with the route map.
c) Every two days you had to upload the mapping
data into the software.
d) All the towns assigned has to be completed
within the stipulated time.
THANK YOU