Beat Planning:6 days in a week Number of outlets generally in a beat :40

Monday to Monday each outlet If suppose each territory is divided into 3 region

Dealing and collection Order basis : take order and then supply Ready stock: give products on time to time basis DBSM And EFF: Distributor sales man And Executive field force Credit Period: to distributor and super stockist no credit ;delivery on payment basis. Retailers get credit period of 7 -8 days from distributors and wholesalers. Distribution network: Generally two networks are followed: 1. company-cfa-distributor-wholesaler-retailer 2. comapany-cfa-superstockist-substockist(sub-dealer)wholesalers-retailer Generally the 2nd distribution network is followed in rural areas.

Freight is given to the 2nd type of distribution network And the first type is followed in urban areas.

Margin for distributor: 5 % Margin for superstockist: 2% Margin for retailers: Items : Confectionaries: 12-15% Perfume: 22%-25% Grocery: 10 -12% How generally territory management is done for a new area: Information required: 1. Buy a map 2. Population 3. Town valuation 4. Competitor analysis 5. Data of existing distributors

PDP:PERMANENT DISPATCH PLAN Issues with retailers and distributors: 1. Undercutting :it happens when a product has high selling and demand. Generally occurs at border areas. HOW TO CONTROL: 1. measures are taken to remove the distributor at worst cases. 2. Territory is reduced or

2. off take 3. Infiltration