SALES AND DISTRIBUTION

Presented to: Prof. Vijay Chopra

ITC
One of Indias the most valuable and admired companies
Incorporated on August 24,1910 as Imperial Tobacco

One of the 8 Indian Companies to feature in Forbes A-list for 2004

Featuring 400 of the Worlds best big companies with M-cap. > USD 5 bln. & are rated as the most attractive companies for investors

The Only Indian FMCG Company to feature in Forbes 2000 List

A comprehensive ranking of worlds biggest companies measured by a composite of sales, profits, assets & market value

One of the foremost in the private sector in terms of :

Sustained value creation (BT-Stern Stewart survey) Operating profits Cash Profits
3

Ranks No. 4 amongst Indian listed Private Sector Companies by market cap. No. 1 in FMCG Sector

Rated as one of Indias the Most respected companies (IMRB-Businessworld Survey 2011) Sales up 17% to Rs5147cr vs Rs4404cr Profits up 24% to Rs1246cr vs Rs1010cr The Company has won the Corporate Social Responsibility Crown Award for Water Practices from UNESCO and Water Digest for its distinguished work carried out in the water sector in India.

Business Today Award for the Best Managed Company Retail and Consumer Products, has been conferred on ITC in recognition of its outstanding initiatives in the consumer products segment.

Source- itcportal.com

 Diversified presence
Cigarettes Hotels Paperboards & Specialty Papers Packaging Agri-Business Packaged Foods & Confectionery Information Technology Branded Apparel Personal Care Stationery Safety Matches other FMCG products

ITCS CIGARETTE BUSINESS

Market leader in India. Powerful Brands across segments. Leadership in all segments - geographic & price. Extensive FMCG distribution network. Direct servicing of 1,00,000 markets & nearly 2 million Retail outlets. Exciting long term growth potential. World-class state-of-the-art technology and products. About 71% of the Total Turnover depends upon this Business.

FMCG- CIGARETTES

Cigars
ra A ss u o f rk

Insign ia Davidoff

Classic &
Credibility

Exclusivity

Gold Flake Navy Cut Silk Cut Flake Capstan Berkeley HERITAGE, QUALITY Volume

<n ---ce T --- h e

Scissors

Bristol

PREMIUMNESS, TRUST

CIGARETTE PRODUCTS
Super Premium Products ITC Insignia. 97 mm. Where quality touches infinity, redefine perfection Advertised in Higher SES area

Insignia

555
ITC 555 premium filter: regular 84 mm. Advertised in Higher SES

 India King
ITC India King. 84 mm. Rule your World Advertised in Higher SES area

Wills Silk Cut(king size)

ITC Wills Silk Cut Filter: 84 mm. A blend so right a filter so fine Advertised in Higher SES

PREMIUM PRODUCTS
Wills Classic/Mild/Regular/Menthol /Ultra Mild

ITC Wills Classic/Mild Filter: King

Discover a passion Advertised in Higher SES

Wills Navy Cut(Filter Tipped)

ITC Wills Navy Cut Filter: ,74 mm.

Made for each other Advertised in Higher SES

 Gold Flake(Premium) ITC Gold Flake Premium: Regular 69 mm. Its Honeydew Smooth, Smooth, exquisite, timeless. But then, all art is Advertised in Higher and lower SES

Gold Flake King/Lights/Ultra Light Filter ITC Gold Flake King/Light: Regular 84 mm. Now in a Bevelled Edge pack Advertised in Higher and lower SES

BINGO PRODUCTS
Wills Flake
ITC Wills Flake Filter Regular Size 69mm. Advertised in Higher and Lower SES

Bristol
ITC Bristol Regular Size 84 mm. Rise to the taste Advertised in Higher and Lower SES

GOLD FLAKE
Owned, manufactured and marketed byITC Made using 'bright rich golden tobacco- GOLD FLAKE Widely-sold in India and Pakistan Varieties
Gold flake Gold flake Gold flake Gold flake kings (84mm)- Rs.48 for 10, Rs. 96 for 20 lights- Rs.48 for 10, Rs. 96 for 20 filter (filter tipped) - Rs.48 for 10, Rs. 96 for 20 (plain)- Rs.48 for 10, Rs. 96 for 20

Regional Head District Head

Mumbai A Separate State Approx. 600 Sales Representatives 1370 Dealers

Branch Head

Assistant Sales Manager for Key Accounts i.e. Modern Trade

Assistant Sales Manager for Cigarette/Cigar

Assistant Sales Manager for Foods

Assistant Sales Manager for Personal Care

Branch Head

Assistant Sales Manager for Key Accounts i.e. Modern Trade

Assistant Sales Manager for Cigarette/Cigar

Assistant Sales Manager for Foods

Assistant Sales Manager for Personal Care

Direct Accoun ts

Other Accoun ts

Personal Care

HoReC a Area Manag er

SPNL

Convenien ce
3 Area Manager

3 Area Managers for both

Area Manag er 7-8 AEs

Area Manag er

Area Manag er

Area Mana ger

2 AEs

3 AEs

3 AEs

3 AEs

3 AEs

3 Account Executive s under them

Food s
4 Area Manager s 3 Account Executiv es under them

Bing o
2 Area Manager s 3 Account Executives under them

DISTRIBUTION STRUCTURE

FLOW OF PRODUCTS
RAW MATERIAL (Tobacco)

Andhra Pradesh Karnataka

LANDS TO THE FACTORY

PROCESSING

FINAL PRODUCT (CIGARETTE)

CARTON- CFC BOX

One Pack 10 Cigarette Slimmer Pack 20 Packs In One Carton Total 200 Sticks One Pack 20 Cigarettes 10 Packs In A Carton Total - 200 Sticks

DISTRIBUTION STRUCTURE- I

P U R E C A S H

 60,000 outlets all over Mumbai Sales staff- 2000 approx. Average 30-45 outlets covered by each sales person 6 days a week Stock for Sunday stored on Saturday Average 40 packets sold at each outlet Daily 24,00,000 packets sold

Branding- Rent
Main road- Rs.2500 to Rs.4000 Interior areas- Rs.1000- Rs.2000 Others: Freebies- chocolates Davidoff- 1 packet free on 1 carton Discounts as per relation

ROUTE PLAN
By cycle or Motorcycle

ACKNOWLEDGEMENT
Words never suffice for an acknowledgement. We would like to thank Prof. Vijay Chopra for the interesting project and act as a medium to explore the market. Our heartfelt gratitude to Mr. Shailendra (09769141343) (ASM-Mumbai) Mr. Sushil ( 9321960201)( salesman) Mr. Manoj ( salesman) Mr. Jeetu (shop owner, TAMBE) for extending their help in the course of the project.

THANK YOU !
GROUP MEMBERS 08-Ankita Madia 20-Dhaval Ved 21-Dheeraj Seth 52-Mohd. Irfan Rizvi