PRESENTATION ON

LOGISTICS BEST PRACTICES &

SALES PERFORMANCE
BETWEEN VARIOUS CEMENT BRANDS

Name of The trainee :------- Sk Washim Raja.

Purpose :------- SIP under

Name of the course :-------- MBA(Marketing)

Name of the Institute :- Kolkata

e flow and storage of goods, services and related information from point of o
v
vTransportation cost rose rapidly due to the rise in fuel prices
v
vProduction efficiency was reaching a peak
v
vFundamental change in inventory philosophy
v
vProduct line proliferated
v
vComputer technology
v
vIncreased use or computers
v
vIncreased public concern of products Growth of several new, large
retail chains or mass merchandise with large demands & very
sophisticated logistics services, by pass traditional channel &
distribution
v
vReduction in economic regulation
v
vGrowing power of retailers
v
vGlobalization
ic Logistics models in cement industr
Todays Cement Supply chain
 .
Warehousing
.
.

• The storing of products, including

raw materials, parts, goods-in-
process, finished goods at and
between point-of-origin and point-
of-consumption.
• Provides information on status of
goods.
•
Distribution centers are a type of warehouse which
hold minimum inventory of high-demand goods.
.
.

.
.
 Warehousing: Storage of
inventories all through logistics
process.
ncluding raw materials, parts, goods-in-process, finished goods at and between point-of-origin a
tatus of goods.

Physical supply Distribution

Warehous Warehous
e e
 Transportation Economies
Economies of scale

Warehouse
Supplier

Transportation
carriers usually
give discounts
for bigger loads.

.
 Transportation Economies

Economies of scale

Supplier Warehouse
 Achieves Production
Economies
Economies of scale

Warehouse

Assembly line
 Inventory in a Warehousing
Context
• Achieves transportation economies.
• Achieves production economies.
• Quantity purchased discounts,
forward buy discounts.
• Maintain source of supply.
.
.

• Support customer service policies.

 Movement
Receiving, putting away

Warehouse
 Movement
Receiving, putting away

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting*

Warehouse

Vendorseek.com
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting*

*Kits are how some manufacturers sell parts. By selling the

parts. in a kit, the manufacturer gains economies of scale in
things like transportation costs. It also saves administrative
costs because rather than billing for and keeping track of
each part, the manufacturer only has to keep track of the kit.
Kitting is also a light manufacturing technique in which Warehouse
assembly workers, sometimes in a warehouse, get all the
component parts of what they are assembling in a single
kit so that time is not lost looking for parts.
Vendorseek.com
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting
Labeling, shrink wrapping
.

La
belLaLa
Warehouse
bel La
bel
bel
 Movement

Receiving, putting away

Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting
Labeling, shrink wrapping
.

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting
Labeling, shrink wrapping
.
Breakbulk, consolidation

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting
Labeling, shrink wrapping
.
Breakbulk, consolidation
Transportation

Warehouse
 Movement
Receiving, putting away
Picking, staging, loading
Cross-docking
Packaging
Light assembly, blending, kitting
Labeling, shrink wrapping
.
Breakbulk, consolidation
Transportation
Import, export services
(also an information function) Warehouse
WARE HOUSE & Godown
How many godown and Sub Go down you are having?
(1)………..(2)…….(3)……(More than 3)
What is the Area(..sq.ft) and total Storage Capacity (…tn.) of your go
Utilization = area/capacity
vWhat is the area (sq .ft.) of your warehouse (office area)?
……………………………..
 vStacking method in godown?
LIFO……………………FIFO…………………
 No. of sacks you maintain in a stack?
>15……………>20…………>25………..
 vDo you receive shortages or damaged items in a consignment?
vYes………………No……………..
v
vWhat is the method of disposal/compensation of such items in your case?

Yes ,… , Separate corner in the godown from where FIFO process

can be apply
vHow many use security personnels are working in your godown?
>2…….>3……..>5………..>10…………
What is the regular daily working hour at your godown?
=8hrs.……=12hrs.………16hrs……20hrs.……….
t from labour, how many godown supervisors & ware house staffs work
……<3……<5……<7………<10…………..
avg. yearly inventory time….?
300 days……330days……340days…
Tot. Dealer capacity
Per day avg. despatach
> 5 ………> 10 ……> 15 ……..> 20 ………> 25 …….
t are the facilities you provide to your labou
Electricity ……Drinking water… Canteen…
……… Toilet… Rest room….Safety measures …..
(%)despatching via rail from Plant to
Godown
Prev. year approx supply from your ware
house
Security Deposit amount with the company

50 lakh.

20 lakh.

25 lakh.

30 lakh.

20 lakh
Security Deposit amount with the dealer
 v Time lag between order and supply?
6-12hr 13…...24 hrs 25….36 hrs 37….-48hrs 48…72hrs.

ea to find COMPARE the LOGISTICS PERFORMANCE among various br

Do you have a home delivery system from yours counter/ Godown or
your customer picks up himself (in % of quantity sold)?
1. Pickup …… 2. Delivery ……………..
vHow much does cement contributes to your
total storage capacity (in %)?
You are the Authorized Dealer for:
Please give a brief on present and past sales(%) performance Brand wis
2006 to 2009
What factor is more important to you ?
Brand Logistic Support Sales Force
Incentives Credit Support
e packaging and labeling quality of cement as co
kind of support you are getting from the CFAs? Rate t

Mini
Plants
 Insurance provide by any brand:-

Mini
Plants
Please mark according to marketing support
by the various brand
EMENT COMPANY GENERALLY GIVES GOOD S
 Plstell me something about quantity distribution(
i.e %................stock transfer%......….direct sale
ng under your bannaer (Own/Hired) ………………………………………
ii) Ten…/… iv) Sixteen …./…..v)Eighteen wheeler…/…
Under Load and Over load capacity of trucks
Y axis == tns.
Y axis == tns.
How many points of delivery trucks has to cover for a single o
… <2 …>2 but <4….4 but <6…6 & above…
How many checking points or police stations have to face in your r
For long...................For short………………
the ideal detention time (gate in &gate out) for the vehicles plying un
…………>6 hrs…………>8……………>12……………>24……………
 -:Questionnaire for Truck drivers:-

Name:- ………………………………………….
Address:- ………………………………………..
Mobile no. :- …………………………………….
•What is the preferred article you want to carry, which doesn’t involve hassles?
…………………………………………………………………
•Do you deliver cement for any company? Yes………No………
If yes please tell the name of the company……………………..
•Name of the transporter/transporting agency under which
you are working………………………………………
•
•
•What
•
type of truck you are generally drive
• i)Six …….ii)Eight …… iii) Ten…….. iv) Sixteen ……….. v)Eighteen wheeler………..
• •
•Do you carry license to drive all types of carriage vehicles?
•
• i)Six …….ii)Eight …… iii) Ten…….. iv) Sixteen ……….. v)Eighteen wheeler………..
•
•Day / Night – plying preference…………………..
•
•
Fuel
• consumption per trip ?
• >20lit……..>40lit……….>50lit………
•Regular servicing of the vehicle – frequency
•
• 2 weeks…………4 weeks……….
•
•Duration
•
of tyres
• In case of normal truck load…………………
• In case of truck overload……………………
•
•How many times you have to conduct weigh-bridge assessment for the goods carried
by you on a single trip?............................
•
•Do you carry Driving license………………….
•
•
•
•
•What is the average transit outflow of fund per trip you make for transportation?
For carrying load over 20 Metric Tonnes………………
For Carrying a load under 20 Metric Tonnes ……………
•
•
Whether you are covered by accidental insurance?............................................
•
•If yes, is that sponsored from your transporter or self-initiated?
……………………………………………………………………………………………………………………………………
•
•
•
•
•
•
•Comment :-……………………………………………………………………………………………………………….
………………………………………………………………………………

Sign…………………………………………………
names of the cement companies you deliver:-
Longibility of tyres
In case of normal truck load…………………
In case of truck overload……………………
rry Driving license…………
Almost 100% truck driver carry driving license

onduct weigh-bridge assessment for the goods

Twice st
………..1 in plant then
targeting point
erage transit outflow of fund per trip you make for t
 Whether you are covered by accidental insurance?

If yes, is that sponsored from your transporter or self-initiated?

 Day / Night – working preferrence…

vRegular servicing of the vehicle – frequency

2 times/months…………4 times/months……….
Fuel consumption per trip ?
>20lit……..>40lit……….>50lit………
ough the limits of bengal sikkimand onwards )of cement industry generall
ment .
with affective and time bound cement trafficking (both Road and Rail)
ability of small and medium size vehicles where ACC should be
 markets
have sufficient numbers of cement storage points which
ensures regularity in cement dispatch schedule – where
ACC needs to satisfy its channel partners in a better
way
with having sufficient emergency stock .

ØThe ACC ware houses of SU Asansol require regular

and
better maintenance with requisite safety and protective
measures for storing cement and having a better work
environment .

ØACC should work competitive and profitable

incentive
model and reasonable credit support for the related
stakeholders and ensure actions being taken as per the
ng brand equity index ,price responses and price management

er coordinated action and communication amongst the sales and m

d market share in the said market places.
 -:CONCLUSIONS :-

The cement industry in SU Asansol markets is said to have

entered in an era of price war , demand forces supply
imparity and mainly towards an industry based on
customer satisfaction ,So all the major brands of cement
has agreed on formulation of customized strategies in
dealing with this issues – The Logistics support is very
important in that strategy so ACC should also move
around with the market trend and ensure customer
satisfactions at its level best. We know the dealers are
the pillers of any business So ACC should take more
responsibility with them.
 ANNEXURE:-
prepared questionnaire for better understand the existing logistics system,
hich is given to the dealers, Transporters, C&F agents .
he duty of logistician does not ends here it also takes into consider the
ustomer service and there valuable feed back because at any point of time
ustomer is valuable to the company ,so to better understand them I also
made visit to the dealers.

ollowings are the points I tried to find out: ------

vThe Critical Symptoms of logistics problem DCW presently
experiencing.

vThe keys economic, Technological, Social, Regulatory forces drivin

the logistics management environment in the cement industry.
v
vHow do the above factors affecting the company’s practic
in logistics management now and in the near future?

vHow does the company get access to information about

customer purchase patterns for the forecast?

vWhat other sources of market information do company us

to better pin point future demand for their product?
vHow the company rates the accuracy in predicting deman
spikes or others unusual market events?
 -:Questionnaire for warehouses :-
Name:-…………………….......................................................
Address:-………………………………….Mob:-……………
vHow many godown and Sub Go down you are having?
(1)………..(2)…….(3)……(More than 3)
Area:……………sq.ft Total Storage Capacity ………………
vHow old is your warehouse?
<5………<10………<15…………<20………………..

vHow many companies do you work for?

(1)……(2)……(3)……(More than 3)……
Type of organizational operations
For Co. #1…………………..
For Co. #2…………………..
For Co. #3…………………..
vWhat is the area (sq .ft.) of your warehouse (office area)?
………………………………………………………..

vStacking method in warehouse?

LIFO……………………FIFO…………………

Or any other service priority-wise stacking………………..

vHow many time you usually take to load , unload a stack uptothe full capacity of your
godown?

………<3hr.………<6hr.……<9hr.………<12hr.…..

vAre your warehouse staffs aware of the best practices of loading or unloading with safety
measures?
•
•
vNo. of sacks you maintain in a stack?
>15……………>20…………>25………..
vIs your warehouse is totally safe & protected from climatic adversities?
………………………………………………………………
vDo you receive shortages or damaged items in a consignment?
…………………………………………………………..
vWhat is the method of disposal/compensation of such items in your case?
.....................................................................................................
vDo you use security personnel in godown? Please tell me the no…
>5…….>10……..>15………..>20…………
vWhat is the regular daily working hour at your godown?
=8hrs.……=12hrs.………16hrs……20hrs.……….
vApart from labour, how many warehouse supervisors you have?
……<3……<5……<7………<10…………..
vWhat are modes of transport handled by you for carrying & forwarding the final products to the
destination point?Rail………Truck(big)……Truck(medium)…….others…….
v
vWhat is the average idle time (man – hour) you are accustomed with?
…………………………………………………………………
vWhat is the average Yearly max.& min. inventory time for your warehouse?
…………………………………………………………………

vHow many dealers trucks take their delivery from your godown on a single day? >5………
>10……>15……..>20………>25…….

vWhat are the facilities you provide to your labours?

Electricity ……Drinking water… Canteen… Toilet… Rest room….Safety measures …..
•
•
vHave you any Insurance policy for your warehouse/godown
………..name of the company…… …………………………………………
v
vHave you offered any insurance facility to yours worker under any insurance
company :-……………….Name of the company…………………………………………………………………….
v
vWhat are the voluntary services followed by you which contributes to the society
in a big way?
1)
2)
3)

Comment:-……………………………………………………..................
…………………………………………………………………………….
Sign……………………………..
 -:Questionnaire for Dealer & Sub- Dealer:-
Name of the firm :-……………………………………….
Ownership Type & Name :-………………………………
Contact Details:-…………………………………………..
Mobile No:-………………………………………………..
•
vHow many years you have spent in this cement business……
<5 years……<10years………<15years………..<20years…….
vHow many people do you have/as for?
Collection (<1) ……(<2)… (<3)……(<4)…..(>4)
Shop management (<1) ……(<2)… (<3)……(<4)…..(>4)
Laborers (<1) ……(<2)… (<3)……(<4)…..(>4)
vTime lag between order and supply?
12hrs………..24hrs………36hrs………..48hrs………..
•
•
vOther Owned Recourses (Plz give nos.):
a) Trucks ……… b) Two Whilllers ……………c) VAN…………………
d )Thela …… e)AUTO ………………………..f)Other……….…………..
•
vDo you have a home delivery system from yours counter/ Godown or your customer picks up
himself (in % of quantity sold)?
1. Pickup …… 2. Delivery ……………..

vHow much does cement contributes to your total storage capacity (in %)?
>80%……>60%…….>50%..........>30%...........>20%..........

vYou are the Authorized Dealer for:

i) Ambuja iii) Ultra-tech iii) ACC iv) Birla Samrat.
v). Lafarge vi) Birla Gold vii) Konark
viii) Others. if two/three brand together then …………....

v
v Please give a brief on present and past sales performance Brand wise:
No.bags 2006 % 2007% 2008% 2009%
Lafarge

Ambuja

Ultra-Tech

Birla Gold

ACC

Konark

Durgapur cement

Others

Total

vHow many Sub Dealers you are supplying to at this time?

>5 ………>10………..>15………..>20………..>25……
v What factor is more important to you ?
Brand…….Logistic Support …..Sales Force …..Incentives …Credit Support….
 vPlease mark the packaging and labeling quality of cement as compared to
others .
NAME OF BRAND SCORES (out of 5)
v
Konark
v
Ambuja
v
Ultra-Tech
v
Birla Plus
v
Lafarge
v  
Durgapur Cement
v
ACC
v
Total
v
v
v
v Please mark the order –delivery system of the company
i) Excellent: 5… ii)Very Good.: 4…. iii)Good :3… iv)Avg:2… v) Poor:1….

NAME OF BRAND SCORES (out of 5)

Konark

Ambuja

Ultra-Tech

Birla Plus

Lafarge

Durgapur Cement  

ACC

Total
 vWhat kind of support you are getting from the CFAs? Rate
themOF :-
NAME BRAND SCORES (out of 5)
Konark
v
Ambuja
v
Ultra-Tech
Birla Plus
v
Lafarge
v Cement
Durgapur  
ACC
Total
v
v

vInsurance provide by any brand?

NAME OF BRAND SCORES (out of 5)
 
Konark

Ambuja
v
Ultra-Tech

Birla Plus

Lafarge

Durgapur Cement  

ACC

Total
vPlease mark according to marketing support by the following brand :-
v
v
v
v
v
v
v

Comment:-…………………………………………………………………………

Sign………………………………………
 -:Questionnaire for Transporters :-
Name:- ………………………………………….
Address:- ………………………………………..
Mobile no. :- …………………………………….
•Are you directly associated with any cement company ?........
Name of the company ………………………………
•How many trucks do you have your own?........................

No.of own trucks operating/hired under yours banners

i) Six ..…./...... ii) Eight……/…… iii) Ten……/……
iv) Sixteen …./….. v)Eighteen wheeler………/………

Informations of Trucks and supply :-

Shipping cycle time ( Time

Type of Trucks. Carrying Overloading Mileages in between gate in & gate
Capacity Capacity out )

Six wheeler
Eight wheeler
Ten wheeler
Sixteen wheeler
Eighteen
wheeler.
•
•How many points of delivery trucks has to cover for a single order?
………<2 ………>2 but <4………>4 but <6…………6 & above………
•How many checking points or police stations have to face in your route?
( 2)…………..(4)………….(6)…………(8)……………..

•What should be the ideal detention time (gate in &gate out) for the vehicles plying under your
banner? …………>6 hrs…………>8……………>12……………>24……………

•Have you received the Agreement and Security deposits from the company?
……………………………………………………………………………

•What are the precautions you are taking during transporting the consumer durable products
/ fragile goods?(i.e Rain, damp weather ) ………………………………………………………
•
•Pls tell me something about quantity distribution(%)
Direct sale………. ii) Stock transfer……………

10) How you generally fix the freight………………………..

And amount /Km. is ………………………………….
 -:Questionnaire for Truck drivers:-

Name:- ………………………………………….
Address:- ………………………………………..
Mobile no. :- …………………………………….
•What is the preferred article you want to carry, which doesn’t involve hassles?
…………………………………………………………………
•Do you deliver cement for any company? Yes………No………
If yes please tell the name of the company……………………..
•Name of the transporter/transporting agency under which
you are working………………………………………
•
•
•What
•
type of truck you are generally drive
• i)Six …….ii)Eight …… iii) Ten…….. iv) Sixteen ……….. v)Eighteen wheeler………..
• •
•Do you carry license to drive all types of carriage vehicles?
•
• i)Six …….ii)Eight …… iii) Ten…….. iv) Sixteen ……….. v)Eighteen wheeler………..
•
•Day / Night – plying preference…………………..
•
•
Fuel
• consumption per trip ?
• >20lit……..>40lit……….>50lit………
•Regular servicing of the vehicle – frequency
•
• 2 weeks…………4 weeks……….
•
•Duration
•
of tyres
• In case of normal truck load…………………
• In case of truck overload……………………
•
•How many times you have to conduct weigh-bridge assessment for the goods carried
by you on a single trip?............................
•
•Do you carry Driving license………………….
•
•
•
•
•What is the average transit outflow of fund per trip you make for transportation?
For carrying load over 20 Metric Tonnes………………
For Carrying a load under 20 Metric Tonnes ……………
•
•
Whether you are covered by accidental insurance?............................................
•
•If yes, is that sponsored from your transporter or self-initiated?
……………………………………………………………………………………………………………………………………
•
•
•
•
•
•
•Comment :-……………………………………………………………………………………………………………….
………………………………………………………………………………

Sign…………………………………………………