Thank u so much sir.. This video has cleared my doubts on this complex rate cutting.. Since the day i started my career in fmcg... I am seeing this issue in market. But couldn't understand the source of this problem.. Keep uploading and sharing such information and knowledge
Sir kabhi kabhi distributor bhi apna margin cut krke market me stock liquidate krdete hain.isse bhi cutting badhti hai and as far as my experience retailers pe utna rate ka issue nhi aata hai jitna wholesale pe aata hai .I think proper retailing se bhi cutting roka jaa sakta hai jitna dept of market me salesman jaayega utna rate cutting kam hoga
You are right Ankit, isilye large companies usually dont give primary scheme to distributors. Rate undercutting commodity products mein bahut jyada hota hai....it depends on category but yes, better control through your sales team can reduce undercutting.
सर,मैने distributour ship ली हे पर बहोत झण जट हे ,मैं खुद पाउच पॅकिंग करवाके बेचना चाहता हू तो मैं कोण-कोनसी किराणा item पॅकिंग करके बेच सकता हू कृपया लिस्ट देदो
This is a real nice video. But I have one doubt if you could clarify the same. Wholesaler purchase from distributor or directly from company?? If Wholesaler 2 in the video is purchasing from distributor, then distributor is actually bigger than wholesaler and purchasing more quantities than wholesaler 2. If so then distributor should get better scheme than wholesaler. Then how come distributor price would be more than wholesaler 2? Need to understand this. If you could please clarify.
Good question Sovan. Wholesalers purchase from Distributor. The schemes given in the market (to retailer or wholesalers) are given by the company through the distributor. So, the distributor is suppose to claim it back from the company at the end of the month. Distributors don't give scheme to the market from their own pocket.
@@skilltowill There is a possibility of Distributor creating a dummy wholesaler and get added discount via additional scheme passed on to them. Then the distributor can use this added discount in other territories also to infiltrate. How can FMCG companies stop such unfair practices by distributors? And do they have strict policy control over this or they allow it since ultimately it will increase their business
@@ankitsun009 Yeah what you've stated is vastly done is most GT scenario, to stop this what can be done is 1) Channel Outlet verification and KYC and the QPS/channel payouts to be passed on directly to the WS bank account. 2) Also QPS or other payouts can be done only through proper salesman HHT billing only and blocking it in any manual intervention given that the OL is geo-tagged & geo fenced. 3) Operation excellence audits are being done based upon OE framework which mostly negates these.
Sir, Kindly answer 1. What is DPL n how it is decided & OTHER Various topics related to D.P.L. 2. WHY 18to24% RoI is said to be healthy, Why 35% or 13% or 48% and so on..... Kindly explain in brief...
Do you want to know about DLP ? It is calculated just like PTR If MRP is 100 , PTR is 90.90 and distributor margin is 5% Then 90.90/105 = 86.57 = DLP It would be better for the distributor if its brand ROI is greater. In general Distributor wants to recover invested money in 3 to 5 years with reputed brand hence it is always better to be around 20%
@@SandeepYadav-el4rh Sir, thanx for clearing my doubt on ROI ... Sir, if u explain about DEALER PER LAC topic.......It will be very helpful, Like how it is decided , what is the role of population density of a city/town in calculation of DEALER PER LAC..... It will be very helpful Sir, if u explain
@@sourabhsachdev6137 Generally in tier 1, tier 2 cities, there are approximately 500 - 700 FMCG products selling shops can cater population of 1 lakh and usually a distributor covers maximum 700-800 outlets in a month ( It also depend on product category, size, price, storage capacity, service etc.) Hence it is said that a Distributor is enough for a lakh population.
Sir kya whole seller ka margin distributor say jada hota h kya. For exp kisi product ki MRP 315 RS h or schemes 10kg par 7 kg free h. Or distibutor ka margin 10% h. To distributor Ko items kitney ka padega. Or retailers Ko kitney ka padega. Or agar is Ko wholesaler Ko deyna h to usko kitney ka padega. Mere hisab say 315*10=3150 RS of 10kg. 3150/17= 167RS DLP. Or retailers price= 185 rs.
But sir as a TSI or dbsr how to convince them to give order that too afer having rate issue also .. The retailer/specially wholesaler would give us order.. How to do this??
My distributor is also facing same situation because the bulk player like Metro is selling same product below PTR. Liquidation of stock leads to rate undercutting....
Wholesaler bhi Distributor se lete hai.....aur distributor yeh chahta hai ki wholesaler unhh dukano ko jyada de jahan distributor nahin pahunch paa raha hai.....lekin company ka scheme wholsaler ne chala diya toh isska matlab scheme thik se design nahin kiya hai. Jyadaatar large companies distributor ko cash scheme nahin detey hai, taaki wo doosre distributor ke area mein rate undercutting naa kare. Scheme (retail ya distributor) jitna jyada hoga rate undercutting utnahi jyaada hoga
Thank u so much sir.. This video has cleared my doubts on this complex rate cutting.. Since the day i started my career in fmcg... I am seeing this issue in market. But couldn't understand the source of this problem.. Keep uploading and sharing such information and knowledge
Good you are genius brother 🎉🎉🎉🎉
Excellent.
🎉🎉🎉 waah 5waah waah 🎉🎉kya
good topic
Sir kabhi kabhi distributor bhi apna margin cut krke market me stock liquidate krdete hain.isse bhi cutting badhti hai and as far as my experience retailers pe utna rate ka issue nhi aata hai jitna wholesale pe aata hai .I think proper retailing se bhi cutting roka jaa sakta hai jitna dept of market me salesman jaayega utna rate cutting kam hoga
You are right Ankit, isilye large companies usually dont give primary scheme to distributors. Rate undercutting commodity products mein bahut jyada hota hai....it depends on category but yes, better control through your sales team can reduce undercutting.
Thank you Sir ji, I have a question: How do wholesalers know about the schemes, if the distributor doesn't provide the information about the schemes
Thanks alot for the video. Kindly guide what is the way to investigate how our schemes are hindering sales channels besides retail audit?
ok. Will try to make a video on this
सर,मैने distributour ship ली हे पर बहोत झण जट हे ,मैं खुद पाउच पॅकिंग करवाके बेचना चाहता हू तो मैं कोण-कोनसी किराणा item पॅकिंग करके बेच सकता हू कृपया लिस्ट देदो
superb
Thanks
Shifting from Product Sell in to product sell out linked margin
could address this problem to an extent. Your views pls.
Can you please elaborate?
This is a real nice video. But I have one doubt if you could clarify the same. Wholesaler purchase from distributor or directly from company?? If Wholesaler 2 in the video is purchasing from distributor, then distributor is actually bigger than wholesaler and purchasing more quantities than wholesaler 2. If so then distributor should get better scheme than wholesaler. Then how come distributor price would be more than wholesaler 2? Need to understand this. If you could please clarify.
Good question Sovan. Wholesalers purchase from Distributor. The schemes given in the market (to retailer or wholesalers) are given by the company through the distributor. So, the distributor is suppose to claim it back from the company at the end of the month. Distributors don't give scheme to the market from their own pocket.
@@skilltowill There is a possibility of Distributor creating a dummy wholesaler and get added discount via additional scheme passed on to them. Then the distributor can use this added discount in other territories also to infiltrate. How can FMCG companies stop such unfair practices by distributors? And do they have strict policy control over this or they allow it since ultimately it will increase their business
@@ankitsun009 Yeah what you've stated is vastly done is most GT scenario, to stop this what can be done is 1) Channel Outlet verification and KYC and the QPS/channel payouts to be passed on directly to the WS bank account. 2) Also QPS or other payouts can be done only through proper salesman HHT billing only and blocking it in any manual intervention given that the OL is geo-tagged & geo fenced. 3) Operation excellence audits are being done based upon OE framework which mostly negates these.
Sir, Kindly answer
1. What is DPL n how it is decided & OTHER Various topics related to D.P.L.
2. WHY 18to24% RoI is said to be healthy,
Why 35% or 13% or 48% and so on..... Kindly explain in brief...
Do you want to know about DLP ?
It is calculated just like PTR
If MRP is 100 , PTR is 90.90 and distributor margin is 5%
Then 90.90/105 = 86.57 = DLP
It would be better for the distributor if its brand ROI is greater.
In general Distributor wants to recover invested money in 3 to 5 years with reputed brand hence it is always better to be around 20%
@@SandeepYadav-el4rh Sir, thanx for clearing my doubt on ROI ...
Sir, if u explain about DEALER PER LAC topic.......It will be very helpful,
Like how it is decided , what is the role of population density of a city/town in calculation of DEALER PER LAC.....
It will be very helpful Sir, if u explain
@@sourabhsachdev6137 Generally in tier 1, tier 2 cities, there are approximately 500 - 700 FMCG products selling shops can cater population of 1 lakh and usually a distributor covers maximum 700-800 outlets in a month ( It also depend on product category, size, price, storage capacity, service etc.)
Hence it is said that a Distributor is enough for a lakh population.
Thanx a lot Sir for Guiding me on this Topic
Keep uploading video sir...I am myself a distributor
Sir kya whole seller ka margin distributor say jada hota h kya.
For exp kisi product ki MRP 315 RS h or schemes 10kg par 7 kg free h. Or distibutor ka margin 10% h. To distributor Ko items kitney ka padega. Or retailers Ko kitney ka padega. Or agar is Ko wholesaler Ko deyna h to usko kitney ka padega.
Mere hisab say
315*10=3150 RS of 10kg.
3150/17= 167RS DLP.
Or retailers price= 185 rs.
Distributor ka margin sabse jyada hota hai.
Retailers aur wholesalers ka margin same hota hai. leking wholesaler jyada scheme uthate hai, isiliye wo kum rate mein bech saakta hai. Margin calculation keliye, yeh wala video dekhiye - ruclips.net/video/-FeKsVLDk5w/видео.html
But sir as a TSI or dbsr how to convince them to give order that too afer having rate issue also .. The retailer/specially wholesaler would give us order.. How to do this??
DBSR or TSI has to talk about better service, replacement, schemes to differentiate their offering
My distributor is also facing same situation because the bulk player like Metro is selling same product below PTR.
Liquidation of stock leads to rate undercutting....
Which company product?
Sir par schemes to distributors Ko bhi to milti h. Wholesaler bhi distribution say leytay h. To wholesaler Ku reate cutting Ku hoti h
Wholesaler bhi Distributor se lete hai.....aur distributor yeh chahta hai ki wholesaler unhh dukano ko jyada de jahan distributor nahin pahunch paa raha hai.....lekin company ka scheme wholsaler ne chala diya toh isska matlab scheme thik se design nahin kiya hai. Jyadaatar large companies distributor ko cash scheme nahin detey hai, taaki wo doosre distributor ke area mein rate undercutting naa kare. Scheme (retail ya distributor) jitna jyada hoga rate undercutting utnahi jyaada hoga
Sir 10 kg per 7 kg ki scheme kya hogi.
7/17 = 41.17%
Or
7/10= 70%
41.17 %
Yeh video se aapko answer mil jayega - ruclips.net/video/-FeKsVLDk5w/видео.html
Not satisfied