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HP Lubricants SADMAN

HP Lubricants SADMAN

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Published by Manoj Iyer
Study on HPCL Lubes distribution channel
Study on HPCL Lubes distribution channel

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Published by: Manoj Iyer on Nov 16, 2009
Copyright:Attribution Non-commercial

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08/03/2011

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HPCL
PRAXIS BUSINESS SCHOOL
 
HPCL
PRAXIS BUSINESS SCHOOL
 A report 
 
 Submitted to
 
Prof. Srinivas Govindrajan
 
In partial fulfilment of the requirements of the course Sales & Distribution Management On
15-11-2009
 
BY
Apoorva Jain (B08004)Manoj Mani Iyer (B08014)Piyush Golus (B08022)Vineet Sekhani (B08042)
 
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HPCL
PRAXIS BUSINESS SCHOOL
 
Executive Summary
The project involved studying the different components that form the distribution channel of thecompany. In this process we also analysed the channel design that the company adopts to ensurethe physical flow of goods with the role and key deliverables of each channel member. Then weanalysed various elements of channel member management which were monetary and non-monetary methods adopted by the company to reward its channel members, target setting &monitoring mechanism of the channel members. Then we looked at the field force management andthe transportation & logistics. Then we analysed the 20 variables and their impacts on thedistribution channel of the company. We also analysed the role of IT in each level of the distribution.Further we did a comparison of the market spend of the company which were broken up into 2components: Advertising spends and Sales & Distribution spend and drew inferences.For the above exercise we chose Hindustan Petroleum Corporation Limited (HPCL) and the productchosen was Lubricants. HPCL follows two pronged distribution channel based on the size of theorder; one being Production facility
 –
Warehouse
 –
C&F agents
 –
consumers and the secondProduction facility
 –
Warehouse
 –
Distributor
 –
Dealer
 –
Consumers.For the financial comparison the other company chosen was Indian Oil Corporation Limited (IOCL)
 –
 Lubricants Division. We compared the market spend of both the companies which were broken upinto two components: Advertising spends and Sales & Distribution spend for the financial year 2009and drew inferences based on the comparison.
 
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HPCL
PRAXIS BUSINESS SCHOOL
 
Table of contents
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