HoReCa Modern Trade Bakery Retail

A brand-centric, data-driven, market access enabler for mid-market and new age food
brands 1
 To be India’s best demand aggregator for the food
The Vision business and the best penetrated, reliable & efficient
distribution partner for brands.

2
TJUK: Excellence in Food Sales and
Distribution Since 1994
Mumbai’s Top Name in HoReCa Distribution, representing leading National & International Brands
• Deep insights and understanding of the food services market – product / market mapping, baskets, margin mix
• Mr. Keyur Bhatia is the president of FSDA (members manage 10% of Mumbai Food Service supplies) and
trustee of MCSA (Mumbai Catering Suppliers association)

Strong Infrastructure equipped to handle processed food

• 30k sqft primary warehouse in Govandi, with 100T cold storage, engaging a staff of 200+
• 25 multi-temperature vehicles to cover 50+ Brands, 5000+ SKUs
• 500+ daily orders from 5000+ active direct B2B clients across Mumbai delivered next day
• Network extending to 15,000 retail outlets via distributors and Super-stockists

Well designed and scalable operations machinery

• Organizational Habits and Processes established over 25 years of iterative improvements
• Technology Orientation, using best in class Sales Force Automation Software, Distribution
Management Systems and SAP to smoothen operations

Brands Built over 20 Years

• Cornitos
• Baskin Robbins
• General Mills Cake Premixes
• McCains
3
• Rich Cream
TJUK 100+ Brands
We provide market
access to brands and
hyper accelerate their 5000+ SKUs
growth.

INR 1.2bn (FY20 revenue)

15000+ Touchpoints
…across HORECA including QSR,
Cloud Kitchens, Bakeries, MT / GT

Largest contributor to prominent

brands

25% 10% 25%

Operating Across all Major Customer Segments

Modern Trade 5 Star &

Grocery shops
Retail Residential Clubs & bars
(GT)
chains(MT) Hotels

Quick Service Bakers &

Fine Diners Exports
Restaurants confectioners

College and
Caterers and Corporate
Flight Kitchens Clubs & Bars
Banquets Canteens
Top Tier Clients with High Satisfaction Scores
Efficient Sales & Distribution: Solution For

Regional Brands International Brands New Lines of Business

Startup Brands / Products by Large
Scaling Up eyeing India
Brands
• Validated in eCommerce No Need to Build sales and We can open the network We can offer speedy roll-
and Modern Trade / distribution from scratch in of several distributor out of products across a
select markets our territories – assured offering a broad coverage large number of partners.
• Need strong Partners to service quality, reliable across territories
aggressively ramp up payment terms and access
Discoverability and to customer data
Availability

7
Growing Nationally with an Innovative Model

Franchisee led Fulfillment Centers (FFCs) - 4 Territories in

DC 2.5 years
• Ramping up aggressively in terms of Brand Rights and Sales in Territory

DC A Capital Efficient Model

• TJUK manages Brand Relationships centrally
• Sets up FFCs across multiple cities via a Franchisee Model
• FFCs operate under license from TJUK with given product basket and
playbook
• TJUK deploys Field Sales Team to develop, manage & control customer
relationships
• TJUK brand presence on invoices, delivery vans, T-shirts of Delivery Boys
and Sales Reps – ensuring continuity of customer relationships

Technology to Control, Monitor and Scale

• Central Billing and Accounting Systems, Mobile Field Force Tools
• Direct ordering interface on web and mobile for end customers
Multi-Modal
Multi Channel Offline
Demand Demand Generation
Aggregation TJUK to provide distribution
across retail, modern trade and
HoReCa
platform Consolidation as a
Service
TJUK to provide Consolidation as a
Service for National and Regional
Chains of restaurants
Online Discovery
A unified technology platform that will provide
discovery, price transparency, order
management, distributor allocation and
fulfilment tracking

Field Force
Proactive demand generation by an on-
ground sales executive of the
distributor and sales support provided
by TJUK
 Distribution++:
Sales as a Value-
Added Service
Retail Sales
HoReCa Business Development
• Expensive to manage a dedicated sales team for a brand with niche
• Relationship Driven Business with multi-step sales cycle products and small range
involving various stakeholders
• Cost / Sales Ratio goes >40-50% hurting sustainability
• The 3 ingredients for Food Service to scale is Quality,
Consistency & Innovation at competitive prices. TJUK sales • Small companies have lack access to training, tools and
efforts are designed for providing these as a solution. processes to maximize impact of sales team

• TJUK team fast-tracks access for a new brand across its large • Precious time is lost in setting up channel infrastructure and
network of active clients sales processes

• Shared sales-as-a-service is a white space with a large

• Service valued by brands, allowing TJUK to charge higher demand from the brands being distributed
margin than alternate distributors
• TJUK has a 25 people sales team in Mumbai / Pune
• TJUK has a dedicated HoReCa sales team in Mumbai driving shared sales for 5 retail brands
managing client relationships and driving business for
priority brands 10
 Technology – Key Business Enabler
Technology will deliver five key force multipliers
Efficiency Smart warehouse management
Usage of robots to automate picklist
management and flawless inventory
management in FIFO mode.
Intelligent route optimization
Tracking quality and gradient of roads, details
of locale, loading areas, manual processes, etc.
to drive accurate delivery time estimations
Transparency Online customer portal
⁃ New brand / product discovery
⁃ Real time tracking of delivery
⁃ Complete order lifecycle management
⁃ Complete visibility on payment ledger
⁃ Grievance management
Customer Experience UX
Mobile apps delivering best-in-class ease
of use and customer experience with
complete catalogue of SKUs to allow
ordering and checking the account.
Data Analytics Data Analytics
Sales staff to be trained to obtain the data
points suggested by the system. Such
data to be used to drive market access.
Supplier Insights
Insights
The supplier will have interface to the
system that provides real time data and
insights to understand the performance of
a product and draw up future GTM
strategies.
 A Strong Team At The Helm

Keyur Bhatia Sanjay Coutinho Rushin Mehta Devang Tanna

- Chairman - CEO - Sales and BD - Sales and BD

• 25+ Yrs in distribution • 25+ Yrs in F&B • 25+ Yrs in Business • 25+ Yrs in Business
• President & Founding • Ex-CEO of Development in Development in
Trustee at Food Baskin Robbins, F&B F&B
Service Distributors Barista • Worked on all sales • Worked across
Association channels at TJUK various channels &
functionalities
Looking for an Opportunity to join us?
Get in touch
hr1@tjuk.in