CONFIDENTIAL

SUMMER INTERN’S REPORT

(1)Name:
Joshi Shrey Nagar

Institute:_BIMHRD__________________________________________________________
_________

Period:__2 months From_1may____________To:___30june___

Town
Worked:___MUMBAI________________________________________________________
____

Field Staffs worked with:-_ _PRASHANT KAMALE, J.P SINGH, HITESH

___________________________________________________

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(1) My Impression of Brand Nilons in the Area I worked:I worked in

two territory in both territories Nilons has been looked from different
perspective
As far as quality is concerned Nilons brand is up to the mark but in terms of
service, pricing, margin to retailers they reluctantly buy Nilons brand .
According to them our service delivery is not on time, constant price
fluctuations, visits of field staff is not regular in their area, they were getting
what they had not ordered due to service problems, proper replacement had
not been done in the past, always been dispute over billing issue from the
retailer side etc. This was the condition in MALAD territory .While in VASHI
territory case was exactly opposite to it we are just lacking on pricing in
VASHI as the distributor service in VASHI was amazing there was no
problem, area is settled but still has huge potential and lot of untapped
market in VASHI .

(2) My Impression of Distributor/s I worked with: - (i) I

have worked with VASHI distributor (OM ENTERPRISES) named Mrs.
Manju Gupta she is well educated lady she was amazed when she
got to know that company picked up MBA guys as summer trainees
she felt very confident that now Nilons Brand can easily survive
and stand alone in the jungle of MUMBAI MARKET. As far as my
impression of Distributor is concerned as both of us are educated
and has urge to raise the standard of NILONS brand to the cult level
we both worked as a team after finishing every market we met and
discuss the issues of the day and try to improve everyday along
with the sales man. So in my aspect impression of distributor was
very good . I also enjoyed working with OM ENTERPRISES.

(ii)For few days I also worked with MALAD distributor GAJANAN MARKETING
named Mr.Ajit he is also having distributor of kamdhenu pickles a local
brand of Mumbai market. HE is only having one delivery van which is not in
proper condition his delivery person was on leave when I worked under him
distributorship he was reluctant to provide sample to the sales man and
very few times met with us .Delivery was merely 50-60% from his side that’s
why we are lacking in MALAD territory we are trying to change his attitude

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from our side and we succeeded also as now he recruit a new experience
delivery person. As far as my impression of Distributor is concerned it was
not up to the standards and needs lot of improvement. As I got to know
from retailers side that some times he delivered kamdhenu pickles instead
of Nilons that is totally against business ethics.

(2)
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(3) My Impression of Field Staff I worked with: I worked with Mr.

Prashant Kamale most of the time he started his work at 11.00 am I
reached VASHI from JOGESHWARI at 9:15 which at 1:30 hrs distance but he
can’t come on time from Nerul which is merely at 10 minutes distance after
my constant efforts he used to come on time he is only able to hold that
area because of distributor’s effect in that area as VASHI distributor is
having team of 6 sales man they constantly covered whole VASHI territory
which is having 12 beats he used to do market along with them due to
which effectivity can’t come as they sale other products also like neema
soap,gowardhan ghee,hathi rai tel, til tel along with Nilons and along with
order they also collected money of the bills due to this process they spent
more time at every counter he used to work with them and wastes his time.
According to him its because of them we are getting orders. So my question
is What is use of him in our Nilons army if distributors sales man is
performing our task. Vashi is a very potential and almost settle market we
need to work on APMC market in SANPADA to increase our sale many folds
in VASHI market. It’s the only market he is used to do alone. After some
time I used to do market alone .

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(4) My views on our PTR’s and MRPs:-

• In case price to retailers we are providing them products at a very

good rate especially in case of 5 kg jar of target which we are providing
them at no profit no loss. We are also giving 10 Rs incentives on every box
to distributor which is also an excellent move from our side ,recent gulab
jamun pricing is also excellent.
We just need to stabilize our pricing policies. IF some margin on
vermicelli can increase it would be a good option, as this
segment is much fragmented. This can be done by using name
SEVAI in case of VEMICILLI we can get some ease in VAT as
this has been mentioned in GAZZETE.

• AS far as MRPs is concerned Its upto the mark in accordance with the
quality of product but MRPs and volume need to be stable for some time
frequent fluctuations should not happen .According to me we are providing
value for money to our customers .

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(5) Distributor Complaints I faced:

• From the side of distributors they used to complain of billing issues
(schemes, claims etc)
• They complaint that they often get more boxes what they ordered.
(dumping)
• They received the ordered products of older date sometimes expired
or rotten( recent case in our cv- 900 gm vermicelli retailers getting foul
smell of pesticides batch no-01,jan 09 ) Sample already being faxed to
Nilons house by me.
• They demanded meeting with ASM at least twice an year.

(3)

(6) Retailer Complaints I faced:

• They complaint about the frequent price changes and volume
changes in our products.
• They are unhappy about the service level provided to them. ( order
delivery, billing matters, schemes)
• There is often a complaint from the retailers side that they are getting
65-68 packets inside RV box instead of 70.

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• Retailers are getting lesser volume in cherry packet of 1 kg they are

getting 950-980gms in many packets.
• According to them our pickle color in both variants TARGET & CLASSIC
fades after some time.

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(7) The Difference I made:

• I tried to motivate the field staff to work harder than before, to be on
time and to work with passion.
• I worked in MALAD territory where productive calls before my arrival
were merely 8-9.Me and field staff Mr.Shukla worked as a team and
increased total productive call to 20-33 per day. Field staff of Malad territory
was hardworking in comparison to field staff of vashi territory.
• I listened all the problems faced by retailers and try to solve on my
own as this is work of every manager to give solutions not problems.
• I met with every distributor whom I worked with try solve those issues
which I can solve and pass on those which are beyond mine authority to the
upper management.
• I worked in APMC market sanpada which is one of biggest wholesale
market of india I visited 5 times there in june month and my sales were as
follows:
1-17 cases
2-40 cases
3-20 cases
4-38 cases
5-78 cases
In our classes we learnt that try to find a bigger and profitable
customer instead of many smaller .APMC market is like the BIG
ELEPHANT we have to eat it piece by piece.

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Attach more information or sheets if required: Please find my attached

documents along with the mail.

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