Productivity Enhancement of Frontline Sales Force

(NORTH DELHI)
Submitted By: External Guide:

Name: ABDUL RASHI Roll No. - 1103370001 MBA- 3rd Semester (2012-13)

RAJIV SOTEE Business Head Parle Agro Private Ltd.

 Parle Products was founded in 1929 in British India. It was owned by the Chauhan family of Vile Parle, Mumbai. The Parle brand became well known in India following the success of products such as the Parle-G biscuits and Thums Up soft drink. Parle Agro commenced operations in 1984. It started with beverages, and later diversified into bottled water (1993), plastic packaging (1996) and confectionary (2007). Frooti, the first product rolled out of Parle Agro in 1985, became the largest selling mango drink in India. Parle Agro Pvt. Ltd operates under three major business verticals: Beverages fruit drinks, nectars, juice, sparkling drinks Water packaged drinking water Foods confectionery, snacks Parle Agro is an Indian private limited company that owns several popular brands including Frooti, Appy, LMN, Hippo and Bailley.

INTRODUCTION

SCOPE OF THE STUDY

The Indian FMCG sector has witnessed a boom in the since 1980s

when the market showed the coming up of new competitors with

new products .Since then many companies have major share and their own marketing strategy . Some companies have survived

some have vanished due to one or more reasons. The study goes on
to analyze and evaluate the hidden Universe Retail gap in its specific areas in NORTH DELHI.

OBJECTIVE OF STUDY

Enhancement of the productivity of TGI (TERRITORY GROWTH INCHARGE) Quality of services and product supplies among the premium range

of products of Parle agro.

To provide suggestions to the TGI to enhance the market share of HIPPO.

RESEARCH METHODOLOGY
Research methodology is way to systematically solve the research problem. When we talk of research method but also consider the logic behind the methods of our research study and explain why we are using a particular method or technique and why we are not using others so that research results are capable of being evaluated either by the researcher himself or by others.

The tools used in collecting data : QUESTIONAIRE OBSERVATION

DESCRIPTIVE RESEARCH
Descriptive research includes survey and fact-finding enquiries of different kinds. The major purpose of descriptive research is description of the state of affairs, as it exists at present. A well structured questionnaire was prepared for the primary research

and personal interviews were conducted to collect the responses of

the target population.

SAMPLING PLAN
A sampling plan is a definite plan determined before any data are actually collected for obtaining a sample from a given population. SAMPLE SIZE: I had completed my survey under one distributer SABRIK ENTERPRISES for this project. 100 retailer outlets, the

standard sample size had chosen by me.

SAMPLING TECHNIQUE : Non- Probability Sampling technique :

Convenience Sampling

ANALYSIS and INTERPRETATION Q 1) - Awareness about HIPPO flavored snacks in North Delhi. (1) YES ( ) (2) NO ( )
Sales
38% 1st Qtr 2nd Qtr

62%

Analysis: It was found that 62% retailers who know about Hippo snacks. Most of the area are aware of the Hippo snacks because margin is high so they keep the product and selling them to the customer.

Q 2)-Customer preferences of HIPPO Flavour. (1)PDP (2) GBG (3) GMC (4) FCS (5) SNM (6) HNS (7) TC (8) IC
Sales
8% 13% 8% 15% 20% 6% 30% HNS IC TC PDP GBG SNM GMC

Analysis: According to the survey most of the retailer sells the HNS flavor that is 30% most because of the good taste, after that 20% is IC .GMC is lesser in percent because of the bad taste.GBG is 13% and this is also little bit good in taste. Overall hippo is only demand for HNS, IC and GBG, other flavor is not in good taste.

Q 3)-Packing preferences by the customers. (1) Rs 20 (2) Rs 10 (3) Rs 5

Sales
20% 5% Rs 5 75%

Rs 10
Rs 20

Analysis: According to the survey most of the customer buys of Rs10 pack because of less price and kids want to buy because of small toys in that and in Rs 5 pack because it is less in quantity, and Rs 20 are not preferred by most people because it is more in quantity and a normal people cannot have it all.

Q 4)-Schemes are given on time by the TGI. (1) YES ( ) (2) NO ( )

Sales 27%
YES

73%

NO

Analysis: According to the survey 73% are saying that they are getting the schemes in right time and in that time they sell the more product.27% are saying that they are not getting the products in right time because salesman forget to give and the salesman giving the preference to the large order placed by the retailer because they are getting the more profit in that and in small order they are getting less profit.

FINDINGS
The study shows that the Parle has a good reputation in the market. People are aware of the product but they do not buy because of taste.

The seller always have to force fully sell the product to the retailers.
The study shows that there is need of advertisement. The study shows that there in need of extra effort by company to increase the sales by giving different schemes to its retailers. The study also tells that retailer do not even pay the whole money at the

time of delivery.
The only product demanded by retailer is Frooti.

SUGGESTIONS
More attention should be paid on advertisement by Parle agro. Concentrate all the outlets, which may extend the HIPPO demands in markets. There is need of improve in its scheme to attract more customers by Parle agro. The company must also try to develop some more ways of marketing and generating new market. The company has to make some extra efforts to improve its service, supply chain and support. There should be proper and regular delivery of products. There in need to make daily two new outlet by salesman.

The flavour of HIPPO should be improved.

There is need to compete the other brand like lays in taste,service,quality. The seller need not to sell the product force fully.

BIBLIOGRAPHY
TEXTBOOKS Kotler Philip, Marketing Management, Pearsons Publisher twelvth Edition C.R.Kothari, Research Methodology, New Age International(P) LTD.,Publisher,2011 INTERNET PORTALS www.Parle agro.com www.Google.com