A Summer Internship Project Report

On

Sales And Distribution Network Of Flavino Product

At
Bounvile Flavino Foods Pvt.Ltd, / Pune

By
Mayur Arunrao Fulkar
MBA-II ( Marketing )

Batch (2018 to 2020)

Under the guidance of

Prof. Priyanka Nigade

Submitted to

"Savitribai Phule Pune University"

In partial fulfilment of the requirement for the award of Degree of

Master in Business Administration (MBA)

TRINITY INSTITUTE OF MANAGEMENT & RESEARCH

 Acknowledgement

A Summer Project is golden Opportunity for learning and self development. I Consider
myself very luck and honored to have so many wonderful people lead me through in
completion of this project.

My grateful Thanks to Bounville Flavino Food Pvt.Ltd Marketing

Department who inspire of being extra ordinary busy with his/her duties took time to
hear, guide and keep me on the correct path. I don’t know where I would have been
without them. A humble “ Thank you “ to all members .

Mr Jitendr Dixit, Sales Head, monitored my progress and arranged all

Facilities to make life easier. I choose this moment to acknowledge her contribution
grateful.

I would like to thanks Prof Priyanka Nigade her efforts and help provided to
me to get such an excellent opportunity. She was always so involved in the entire
process, share her knowledge and encouraged me to think. Thank you Madam.

Last but not the least, there were so many who shared valuable
information like friends and other senior person that helped in the successful
completion of this project.
 Executive Summer

Every business organization reaches to the customers through their goods or services.
To sell the products to the customers a number of activities are being performed. This
is called marketing and it is an important function. Marketing is the performance of
business activities that directs the flow of goods and services from producer to the
customer.

It is the activity that directs to satisfy the human needs through exchange process.
Marketing starts with the identification of a specific need of customers and ends with
satisfaction of that need. The customer is found in the beginning and end of marketing
process. In marketing a large number of activities are performed. For easy
understanding these activities are divided in 4 groups for products and 7 groups for
services.

These elements are product, price promotion, placement for products and three
additional elements for services are process, people and physical evidence. These are
called elements of marketing mix. Promotion is one of the elements of marketing mix.
Promotion decisions are taken simultaneously with other decisions like finding target
group, determining objectives, budgeting for promotion, launching of new products, .

Promotion is one of the variables through which information regarding products or

services is being communicated to customers to change their attitude and behaviour.
Marketers are concerned with effective utilization of promotion-mix to increase sales
and market share. Methods of promotion include advertising personal selling, publicity,
sales promotion and packaging. Sales Promotion is the activity that aims directly to
influence buyers to buy products and increase sales. In sales promotion mainly three
parties are involved i.e. consumers, traders and sales force. Sales promotion refers to
many kinds of incentives and techniques that are directed towards consumers, traders
and sales force with the intention to increase sales in short term.
Table Of Content

S.N Content P.g No

1. Introduction

2. Industry / Company Overview

3. Review of Literature/ Theoretical Background

4. Objective

5. Research Methodology

6. Data Analysis , Results and Interpretations

7. Conclusions

8. Limitation of the project

9. Recommendation
 Introduction

1. What is the project ?

This project is all about sales and distribution of flavino products.

Sales refers to the exchange of goods or services for an amount of money or its
equivalent in kind. Selling helps an organization achieve its business goals. Thus,
managing sales in an organization is a critical activity. A sales manager needs to ensure
that the salespeople are motivated to perform the selling function in a way that will help
the organization attain its goals.

The sales team continuously monitors the changes taking place in the external
environment regarding competitors, customers, government and other regulatory
agencies, advances in technology, and industry trends. This provides the sales
personnel with vital information regarding trends in organizational sales, product
development, and budgets.

By offering the management vital inputs pertaining to such information, the sales team
helps the management to develop plans regarding sales, production, and design. Over
the years, substantial changes have taken place in the selling environment, leading to
changes in the sales function.

2. Definition and purpose of the project

The purpose of the project is that it help the student to develop the written
communication skill. Gives the student an opportunity to reflect on the professional
aspect of the internship experience and the skill that were learnt.
 Scope of the project

Internship experience plays a vital role for every student to implement their theoretical
knowledge and get a practical knowledge from any organization. A student can
implement the internship experience in his future work area.
This study will also help to the company to know about their new concepts
position in the market. This study will also help to the company to know about its
promotional activities.

4. Salient Contributions of the project.

 Learnt how Sales and Distribution Process works.

 Different needs and wants of the customers.
 Approaching right customers for the right product.
 Promotion of the product.
 Industry & Company overview

INTRODUCTION
Fast-moving consumer goods (FMCG) are also termed as consumer packaged goods (CPG).
The meaning of this goods can be clearly extracted from the word FMCG itself. These
products are sold in a fast space and the prices of these goods are relatively low. The perfect
examples can be non-durable products such as soft drinks, fast food/processed foods,
medicines, cosmetic products and many more consumable products. Further explaining the
term non-durable, it includes all the goods that should be used within three years and less.
Because of this very fact, FMCG has a really short shelf life that may be because of its demand
or may be because of its non- durable nature.

FMCG are sold in a huge quantities but the profit margin is relatively low for the producers as
compared to the retailers. But as the products are sold in large quantities, the aggregate profit
will be enough to sustain the business.

The natures of FMCG are as follows:

 Low price
 Low involvement of buyers
 Repeated purchase
 Large quantities
 Easily Available
 High stock turnover

OVERVIEW OF INDUSTRY

FMCG companies are one of the most versatile business houses. It stands out as the biggest
industry in the world itself.

 FMCG companies are known for their brand name: Everyone around the global knows the
 brand of FMCG, as they will be using it all the time. People recognize these brands from their
trip to supermarket or from the various sources of advisement. In ever part of the home, you
will find various brand of FMCG.

 FMCG firms are flexible in nature: In FMCG industry there is never a dull moment as it keeps
changing as per the time and environment. The basic reason for its constant evolution is
change in demand of people and creating an urge for consumer to buy that product. It keeps
creating various needs for consumer. Another aspect is that the FMCG moves really fast from
the time they are bought in the store to the time the shelves are being emptied to the time next
stock is refilled.

 FMCG companies put efforts in employee and customer retention: Sustainability is determined
by the loyalty of the customer and its employee. FMCG focuses to retain its customer in order
to go strong and to earn profit. Moreover, it also focuses on keeping its employee merry as
satisfied employee equals to satisfied customer.
 FMCG firms are resistant to the recession: No matter how much fluctuation is in the economy,
FMCG firms are least affected. Consumers need to buy FMCG products, as these are the basic
necessity and essential commodities for them.

 FMCG industries focus on two “B “, Bigger and Better: This industry is getting bigger as many
brands are entering in the market and giving absolute competition. Moreover, FMCG
companies always focus on innovative ideas and technology to provide better products to the
customers.

 FMCG ultimate objective is to deliver what the consumers want: This industry has been
satisfying the everyday needs and wants of customer. It keeps the ends of the customer in first
place and tries its level best to deliver and fulfil their expectation and necessity.
 L'oreal

 Mondelez International, Inc

The major FMCG market Industry in India mainly comprises of;

Product Segment
 HOUSEHOLD CARE

The demand for household care in India has been growing rapidly. In the past five years, there
has been a annual growth rate of 10% to 11%. In the urban area, consumer prefers washing
powder and detergents to bars, as there is increase use of washing machines and purchasing
power and aggressive advertising as well. While in the rural areas, consumers are still using
bars. Incase of detergents, small and unorganized player’s holds majority of share. Vim bars, of
HUL lead the market by pleasing its customer. It provides superior product and performance
and constantly comes with new offering such as Anti-Germ Bar and Monthly Tub Pack. Vim
liquid dish wash is one of the hit products among many other dishwashing brands. Domex,
again of HUL,on the other hand is the leading FMCG product in the toiletries categories.

PERSONAL CARE

In India, personal care products are estimated to be USD 4 billion (25144 crore) p.a. The key
products include hair care, skin care, colour cosmetics, bath/shower products and fragrances.

Different segments have different trends. Bar soaps dominates the largest segment of this
products and second largest is the hair care products. Bar soaps is being growing at 5% per
annum over the last five years where as in the case of hair care products, its 9-10% per annum
during the same period.

 In the case of hair care, coconut oil holds 72% share in the India’s hair oil market.
 The skin care market is in the initial stage in India. People are becoming more aware of it as
there is change in lifestyle, rise in income, more choices and ease in availability.
 Oral care, which is also the important part of personal care, can be segmented into toothpaste,
toothpowder and toothbrushes that holds 60%, 23% and 17% of market share respectively.
 FOOD AND BEVERAGES

In India, food and Beverages come in fifth in terms of production, growth, consumption and
export. The packaged food segment is estimated to grow at 9% annually to become a 6-lakh
crore industry by the end of 2030. Ready to drink tea and coffee segment is estimated to be
2200 crore in the next three years. The total soft drink that includes both carbonated beverages
and juices segment is expected to touch USD 1 billion. Coca cola and Pepsi are the leaders in
the Indian soft drink market.

The following figure shows us the market segment of people in India in different category of
FMCG products.

Market Segment of FMCG in India

As per the data from 2013, the food products occupy the majority of portion in FMCG followed
by personal care, fabric care, hair care, households, OTC products and baby care respectively.

Many companies influence the customers through heavy advertising, marketing, packaging,
low price strategy and more. Both rural and urban areas contribute the growth of this sector.
Foreign FMCG players are also willing to enter the market of India, as there are many growth
opportunities for them.

The main factors or the drivers for the growth of FMCG sectors in India are;
 Per Capita Income

 Increase population

 Changing life style of people

 Support from Foreign Direct Investment (FDI)

 Low labour cost

 Availability of raw materials

Growth Pattern of FMCG in India

From the year 2006, revenue in FMCG has been increasing from 15.7 billion to 17.8 billion and
likewise. In the year 2013, revenue had reached to 44.9 billion. FMCG sector in India has grown
with compound annual growth rate (CAGR) of 16.2% during the year 2006-2013. This revenue
and growth pattern places FMCG Industry in the fourth largest position in India. There are
various reasons behind this such as increase in consumption pattern, change in lifestyle and
high purchasing power. But in the year 2012, there was a moderate growth rate of 9.24%
because of high inflation and reduced GDP growth.

In India, there are plenty of FMCG companies. As per a study conducted by Nielsen, 62 of the
top 100 brands are owned by MNCs and the rest by Indian companies. Among these 62
brands, Hindustan Unilever owns 27.

The top 10 FMCG companies (2014) in India are namely;

1. ITC Limited
2. Hindustan Unilever Limited
3. Nestle India
4. Dabur India
5. Godrej Consumer Care private Limited
6. Colgate-Palmolive Company
7. Marico
8. Procter & Gamble
9. Britannia Industries
10. Emami

These leading companies are providing food to household care and beauty to personal care
products.

1.4.1 Reason for choosing these Industries

 These Industries holds maximum number of shares

 These Industries covers 70% of the total FMCG market.
 Major of Indian people are using products from these brands.
 Consumers of India are more aware about these companies.
 Advertisement and promotion of these companies are hardcore in India.
Let’s take a glimpse into the background of each FMCG companies that we are going to
analyse upon.

1.4.2 ITC Ltd:

ITC was established in 1910 as the Imperial Tobacco Company of India Limited but later in the
year 1970, it was renamed as Indian Tobacco Company and further in the year 1974, it was
named as I.T.C Ltd. In 2001, periods were removed from the name.

It is an Indian conglomerate headquartered in Kolkata, West Bengal. Its businesses include

mainly five segments: FMCG, Hotels, Paperboards & Packaging, Agri Business & Information
Technology.

It employs more than 25000 people at more than 60 locations all across India.

1.4.3 Hindustan Unilever Limited:

HUL was established in the year 1933 as Lever Brothers but in the year 1956, it renamed as
 Hindustan Lever Limited as there was a merger between the Lever brothers, Hindustan
Vanaspati Manufacturing Company Limited and United Traders Ltd. Later in June 2007, it was
again renamed as Hindustan Unilever Limited. It is based in Mumbai.

It employs more than 16,500 workers in India and indirectly helps to assist the employment of
more than 65,000 people.

As per the research conducted by Nielsen, two out of three people use the products of HUL in
India. Moreover, HUL has more than 2 million direct retail store all across India and its products
are available in more than 6.5 million outlets in the country.

1.4.4 Dabur India Ltd:

Dabur is derived from the word “ Daktar Burman”. Dabur India was established in the year 1884
by a physician names as Dr.SK Burman. This company is the India’s largest Ayurvedic medicine
related manufacturer. In June 2008, Fresenius SE, a German company bought 73.27% equity
stake in Dabur at a price of Rs.76.50 per share. Moreover, the same company also bought
another 17.62% shares through an open letter at the same price.

Dr.SK Burman produced Ayurvedic medicine for various diseases such as malaria and cholera.
In the Ayurvedic Specialities Divison of Dabur, there is more than 260 medicines treating
various health related problems such as common cold to chronic paralysis.

1.4.5 Godrej Consumer Products Limited:

Godrej Consumer Products Limited was founded in 2001. Its headquarter is in Mumbai,
Maharashtra. Its subsidiaries are;

 Essence Consumer Care Products Pvt. Ltd

 Naturesse Consumer Care Products Pvt. Ltd
 Godrej Hygiene Products Ltd.
 Godrej Netherlands B.V.

GCPL products can be categorized into personal care and household care segment.

It provides toilet soaps, hair color, liquid detergent, air fresheners, household insecticides and
many more.

It provides jobs to more than 1300 full time employees in India and moreover, it’s involved in
many social awareness activities as well.

COMPANY OVERVIEW

FLAVINO FOODS PRIVATE LIMITED

Flavino Foods Private Limited is an Indian Non-Government Company. It's a private company
and is classified as 'company limited by shares'.

Company's authorized capital stands at Rs 1.0 lakhs and has 40.0% paid-up capital which is Rs
0.4 lakhs.

Flavino Foods Private Limited is majorly in Manufacturing (Food stuffs) business and currently,
company operations are active.

Company is registered in Chennai (Tamil Nadu) Registrar Office. Flavino Foods Private Limited
registered address is R-7, Panchayat Union Main Road, Perungudi CHENNAI Chennai Tamil
Nadu-600097.
Flavino Foods Private Limited is a Private incorporated on 16 June 2017. It is classified as Non-
govt company and is registered at Registrar of Companies, Chennai. Its authorized share capital
is Rs. 100,000 and its paid up capital is Rs. 40,000. It is inolved in Production, processing and
preservation of meat, fish, fruit vegetables, oils and fats.

Flavino Foods Private Limited's Annual General Meeting (AGM) was last held on N/A and as per
records from Ministry of Corporate Affairs (MCA), its balance sheet was last filed on N/A.

Directors of Flavino Foods Private Limited are Lakshmikanthan and Manimaran Lenin Gounder.

Flavino Foods Private Limited's Corporate Identification Number is (CIN)

U15100TN2017PTC117132 and its registration number is 117132.Its Email address is
maran78in@yahoo.co.in and its registered address is R-7 PANCHAYAT UNION MAIN ROAD
PERUNGUDI CHENNAI Chennai TN 600097 IN , - , .

Current status of Flavino Foods Private Limited is - Active.

Company Details

CIN U15100TN2017PTC117132

Company FLAVINO FOODS PRIVATE LIMITED

Name

Company Active
Status

RoC RoC-Chennai

Registration 117132
Number

Company Company limited by Shares

Category

Company Sub Non-govt company

Category

Class of Private
Company

Date of 16 June 2017

Incorporation

Age of 2 years, 3 month, 21 days

Company

Activity Production, processing and preservation of

meat, fish, fruit vegetables, oils and fats.
FLAVINO PRODUCT
 Product description

Size:1 Kg

Why Peanut Butter ?

Peanut butter is a paste made from dry, roasted peanuts. This paste is generally used as a
spread on toast or sandwiches.

According to the USDA National Nutrient Database, peanut butter, is very healthy food that is
full of nutrients such as : proteins, carbohydrates, vitamin E, vitamin C, vitamin A, sodium,
magnesium, calcium, manganese, phosphorus, selenium, copper, iron, and zinc.

Some of the Health Benefits of Peanut Butter :

 Peanut butter natural helps in weight management

 Contains magnesium, which is good for muscle recovery, mental health and also great
for bone building

 Vitamin B6 present in peanut butter helps boost the immune system

 It’s rich in protein and fiber, best supports your body building goals
 Why FLAVINO ?

 FLAVINO is the series of mouth watering bread appetizers. One of the largest, well
known and trusted Manufacturer and exporter of peanut butter in India.

 The company possess FSSAI, FSSC, HACCP, USFDA, KOSHER, Spice Board, APEDA
certifications

 It promises natural goodness with No Hydrogenated Oil, No Added Sugar No Added Salt
& No Added Preservatives

 Peanut butter by FLAVINO has 0% Trans fat & 0% Cholesterol

| Highest Quality Ingredients Makes It Rich with Health Benefits & Gives it a Delicious Taste |

This is a Vegetarian product.

 Peanut butter by FLAVINO provides a great taste with 0% Trans-fat & 0% Cholesterol

 It is heart friendly and abets weight loss

 It contains magnesium, which is good for muscle recovery, mental health and also great
for bone building

 Vitamin B6 presents in peanut butter helps boost your immune system

 It’s rich in protein and fiber that best supports your body building goals
Creamy Peanut Butter

Creamy (Smooth) Peanut Butter is made from roasted peanuts blended with sugar, salt and
fully hydrogenated soybean or rapeseed & cotton seeds or palm oil. Peanut Butter contains a
good amount of calorie and protein. Creamy (Smooth) Peanut Butter is mainly used for bread
spread, having variety of uses. It’s the cream of the crop when it comes to the peanut butter.
Creamy is made from

About the Company

Year of Establishment2012

Legal Status of FirmPartnership

Nature of BusinessManufacturer, Service Provider

IndiaMART Member SinceJan 2014

We have started our story 100 years ago just like plain vanilla. Now we are100 years old
reputed group. Three technocrats from different fields joined hands for managing Peanut
Butter Company. We have also one master for quality products and having relevant 30 years
experience of quality sweet products. There are three joined hands for complete the task. As
we are in food industries line since so many years ago, we have large experience of Food
Product line. MOTHER NUTRI FOODS is a Group Company, Located at Mahuva City, Dist.
Bhavnagar in the Western part of India in Gujarat, and Established in Year 2012
 Review of Literature / Theoretical Background

What is Sales

Sales refers to the exchange of goods or services for an amount of money or its equivalent in
kind. Selling helps an organization achieve its business goals. Thus, managing sales in an
organization is a critical activity. A sales manager needs to ensure that the salespeople are
motivated to perform the selling function in a way that will help the organization attain its goals.

The sales team continuously monitors the changes taking place in the external environment
regarding competitors, customers, government and other regulatory agencies, advances in
technology, and industry trends. This provides the sales personnel with vital information
regarding trends in organizational sales, product development, and budgets.

By offering the management vital inputs pertaining to such information, the sales team helps
the management to develop plans regarding sales, production, and design. Over the years,
substantial changes have taken place in the selling environment, leading to changes in the
sales function.

The trends that have shaped the sales function include shorter product life cycles, longer and
more complex sales cycles, reduced customer loyalty, intense competition among
manufacturing firms, rising customer expectations, increasing buyer expertise, electronic
revolution in communications, and the entry of women into the sales force.

In addition to having a strong sales function, companies should also have efficient distribution
channels to make the products available to the end consumer. Management of distribution
channels involves efficient channel design, conflict management and implementation of
sophisticated channel information systems which will enhance the process of making the
products available to the end consumer in a timely manner.

This book, Sales and Distribution Management provides an overview of the sales and
distribution function. It discusses various aspects of the sales function ranging from various
sales organization structures to the role of the sales manager in improving sales by hiring,
training, motivating and leading the sales force. The second half of the book deals with the
distribution function and discusses logistics and channel management.

A person or organization expressing an interest in acquiring the offered item of value is

referred to as a potential buyer, prospective customer, or prospect. Buying and selling are
understood to be two sides of the same "coin" or transaction. Both seller and buyer engage in a
process of negotiation to consummate the exchange of values. The exchange, or selling,
process has implied rules and identifiable stages. It is implied that the selling process will
proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of
selling, and buying, involve getting acquainted, assessing each party's need for the other's item
of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's
terms, "worth the price". Sometimes, sellers have to use their own experiences when selling
products with appropriate discounts.

According to a 2018 survey of salespeople, selling has become more difficult in recent years
due to changes in technology and general access to prospects. While the sales process refers
to a systematic process of repetitive and measurable milestones, the definition of the selling is
somewhat ambiguous due to the close nature of advertising, promotion, public relations, and
direct marketing.

Selling is the profession-wide term, much like marketing defines a profession. Recently,
attempts have been made to clearly understand who is in the sales profession, and who is not.
There are many articles looking at marketing, advertising, promotions, and even public
relations as ways to create a unique transaction.
 A sale can take place through

 Agency-based sales
o Complex sales
o Consignment
o Consultative sales
o Retail or consumer
o Sales agents (for example in real estate or in manufacturing)
o Sales outsourcing through direct branded representation
o Telemarketing or telesales
o Transaction sales

Marketing and sales differ greatly, but they generally have the same goal. Selling is the final
stage in marketing which puts the plan into effect. A marketing plan includes pricing,
promotion, place, and product (the 4 P's). A marketing department in an organization has the
goals of increasing the desirability and value of the products and services to the customer and
increasing the number and engagement of successful interactions between potential
customers and the organization. Achieving this goal may involve the sales team using
promotional techniques such as advertising, sales promotion, publicity, and public relations,
creating new sales channels, or creating new products. It can also include encouraging the
potential customer to visit the organization's website, contact the organization for more
information, or interact with the organization via social media channels such as Twitter,
Facebook and blogs. Social values play a major role in consumer decision processes.
Marketing is the whole of the work on persuasion made for the whole of the target people.
Sales is the process of persuasion and effort from one person to one person (B2C), or one
person to a corporation (B2B), in order to make a living resource enter the company. This may
occur in person, over the phone or digitally.
 TYPES OF SELLING.

Selling may be classified into three broad categories :-

1)Transactional Selling
2)Relationship Selling
3)Value Added Selling.

Distribution

Distribution (or place) is one of the four elements of the marketing mix. Distribution is the
process of making a product or service available for the consumer or business user who needs
it. This can be done directly by the producer or service provider, or using indirect channels with
distributors or intermediaries. The other three elements of the marketing mix are product,
pricing, and promotion.

Decisions about distribution need to be taken in line with a company's overall strategic vision
and mission. Developing a coherent distribution plan is a central component of strategic
planning. At the strategic level, there are three broad approaches to distribution, namely mass,
selective or exclusive distribution. The number and type of intermediaries selected largely
depends on the strategic approach. The overall distribution channel should add value to the
consumer.

Distribution is fundamentally concerned with ensuring that products reach target customers in
the most direct and cost efficient manner. In the case of services, distribution is principally
concerned with access.Although distribution, as a concept, is relatively simple, in practice
distribution management may involve a diverse range of activities and disciplines including:
detailed logistics, transportation, warehousing, storage, inventory management as well as
channel management including selection of channel members and rewarding distributors.
 Distribution strategies

Prior to designing a distribution system, the planner needs to determine what the distribution
channel is to achieve in broad terms. The overall approach to distributing products or services
depends on a number of factors including the type of product, especially perishability; the
market served; the geographic scope of operations and the firm's overall mission and vision.
The process of setting out a broad statement of the aims and objectives of a distribution
channel is a strategic level decision.

Strategically, there are three approaches to distribution

 Mass distribution (also known as intensive distribution): When products are destined for
a mass market, the marketer will seek out intermediaries that appeal to a broad market base.
For example, snack foods and drinks are sold via a wide variety of outlets including
supermarkets, convenience stores, vending machines, cafeterias and others. The choice of
distribution outlet is skewed towards those than can deliver mass markets in a cost efficient
manner.
 Selective distribution: A manufacturer may choose to restrict the number of outlets
handling a product. For example, a manufacturer of premium electrical goods may choose to
deal with department stores and independent outlets that can provide added value service level
required to support the product. Dr Scholl orthopedic sandals, for example, only sell their
product through pharmacies because this type of intermediary supports the desired
therapeutic positioning of the product. Some of the prestige brands of cosmetics and skincare,
such as Estee Lauder, Jurlique and Clinique, insist that sales staff are trained to use the
product range. The manufacturer will only allow trained clinicians to sell their products.
 Exclusive distribution: In an exclusive distribution approach, a manufacturer chooses to
deal with one intermediary or one type of intermediary. The advantage of an exclusive
approach is that the manufacturer retains greater control over the distribution process. In
exclusive arrangements, the distributor is expected to work closely with the manufacturer and
 add value to the product through service level, after sales care or client support services.
Another definition of exclusive arrangement is an agreement between a supplier and a retailer
granting the retailer exclusive rights within a specific geographic area to carry the supplier's
product

Distribution of products takes place by means of a marketing channel, also known as a

distribution channel. A marketing channel is the people, organizations, and activities necessary
to transfer the ownership of goods from the point of production to the point of consumption. It
is the way products get to the end-user, the consumer. This is mostly accomplished through
merchant retailers or wholesalers or, in the international context, by importers. In certain
specialist markets, agents or brokers may become involved in the marketing channel.

Typical intermediaries involved in distribution include:

 Wholesaler: A merchant intermediary who sells chiefly to retailers, other merchants, or

industrial, institutional, and commercial users mainly for resale or business use. Wholesalers
typically sell in large quantities. (Wholesalers, by definition, do not deal directly with the public).
 Retailer: A merchant intermediary who sells direct to the public. There are many
different types of retail outlet - from hypermarts and supermarkets to small, independent
stores.
 Agent: An intermediary who is authorised to act for a principal in order to facilitate
exchange. Unlike merchant wholesalers and retailers, agents do not take title to goods, but
simply put buyers and sellers together. Agents are typically paid via commissions by the
principal. For example, travel agents are paid a commission of around 15% for each booking
made with an airline or hotel operator.
 Jobber: A special type of wholesaler, typically one who operates on a small scale and
sells only to retailers or institutions. For example, rack jobbers are small independent
wholesalers who operate from a truck, supplying convenience stores with snack foods and
drinks on a regular basis.
 Sales and Distribution Management

Sales and Distribution

 New Distribution Opportunities
The type of distribution channel you use depends on your industry, type of products or services,
and business model. In the past, distribution channels were largely standardized by industries
which left entrepreneurs with a limited number of methods for getting their products or
services to their intended audience. For example, clothing manufacturers traditionally sold their
goods through department stores. Now manufacturers can sell their clothing through various
types of retail entities and over the Internet.
Examples of turbulence that can affect distribution are everywhere. Newspapers are cutting
staff because advertisers are moving to the Internet. Software-development houses are
shutting down because programmers in Bangalore, India can do the work for a fourth of the
cost. Life insurance companies are being forced to change their pricing and sales tactics as
low-cost term-life policies are sold as commodities on the Internet.
New business models can be risky, but for many companies they are paying dividends.
Amazon.com competes with local and on-the-ground chain books stores. Sit4Less.com® sells
chairs direct to consumers. Small mom-and-pop manufacturers like SunGoldSoap.com sell
their products over the Internet. Even the U.S. Postal Service sells stamps online through
Stamps.com®.
The point is that there are new and evolving opportunities for you and your company. If you’re
serious about growth, you’ll be serious about investigating your distribution alternatives.
Remember: challenges to your business don’t just come from your traditional competitors. The
most dangerous threats often come from new start-ups who take advantage of cataclysmic
changes in business infrastructure—like those happening today in distribution channels.

Retail

Mass merchandise
o Discount
o Off-price
o Department stores
o Specialty shops
o Chain stores
o Direct mail
o Internet

Packaged Goods

o Chain grocery stores

o Independent grocery stores
o Mass merchandisers
o Specialty stores
o Convenience stores
o Independent reps
o Internet

Business to Business

o Direct sales
o Wholesalers
o Distributors
o Internet

Service

o Company-owned offices
o Franchises
o Dealerships
o Television programs and infomercials
o Internet
 Objectives

1. To study sales and distribution network BOUNVILE FLAVINO products.

2. To induce existing customers to buy more.
3. To Attract new Customers.
4. Driving sales target for a particular product of Flavino i.e tag in market
5. Understanding the work system that is followed by Flavino in order to manage its
market.

Research Methodology

Methodology is the systematic, theoretical analysis of the methods applied to a field of study.
It comprises the theoretical analysis of the body of methods and principles associated with a
branch of knowledge. Typically, it encompasses concepts such as paradigm, theoretical model,
phases and quantitative or qualitative techniques

A methodology does not set out to provide solutions—it is therefore, not the same as a method.
Instead, a methodology offers the theoretical underpinning for understanding which method,
set of methods, or best practices can be applied to a specific case.

Types of Research Methodology

 Descriptive — survey, historical, content analysis, qualitative (ethnographic, narrative,

phenomenological, grounded theory, and case study)
 Associational — correlational, causal-comparative
 Intervention — experimental, quasi-experimental, action research
 Data Collection

Data collection is the process of gathering and measuring information on targeted variables in
an established system, which then enables one to answer relevant questions and evaluate
outcomes.

Types of Data

Primary Data Primary data is data that is collected by a researcher from first-hand sources,
using methods like surveys, interviews, or experiments. It is collected with the research project
in mind, directly from primary sources.

Secondary Data Secondary data is data gathered from studies, surveys, or experiments that
have been run by other people or for other research..
 DATA ANALYSIS

.1) Do you purchase Flavino food products?

Purchase Flavino People

Yes 43
No 57

Interpretation: From this pie chart it is observed that majority people don’t purchase
Flavino products as they were not known to the product.
Q2) How will you rate quality of Flavino products?
Quality of Flavino People
Average 18
Good 21
Excellent 11

Interpretation: 22% respondents says that the quality of Flavino products is Good, while
36% respondents say that it is average, while 42 % say that its excellent. Here in general
the review of quality of Flavino Product is good.
Q3). How would you rate the price of the Flavino product?

Price rating People

Low 11
Moderate 31
High 8

Interpretation: 62% respondents say that the price of the Flavino products is moderate,
while 21% say it is low and 17% say its high. Hence this helps in price controlling.
Q4).Are you satisfied with the taste of Flavino products?

Satisfaction People
Yes 40
No 10

Interpretation: 80% people are satisfied with the taste of Flavino products, while 20% are
not satisfied. By this result steps should be taken in order to improvise the taste and
meet consumers expectations.
Q5).How will you rate the packaging of the products?

Packaging People
Average 10
Good 29
Excellent 11

Interpretation: 58% respondents say that the packaging of the product is good and 20%
agree that its excellent. Measures can be taken to develop innovative and more
attractive packaging.
Q6).Are you satisfied with the different range of Flavino product?

Range satisfaction People

Yes 46
No 4

Interpretation: 92% respondents are satisfied with the different range of products and
would continue using them due to the quality and taste of the product.

Q7) .Are you satisfied with the promotion activities done by Flavino?

Promotions satisfaction People

Yes 30
No 20

Interpretation: 600% respondents are satisfied with the promotion activities done by the
company
Q8 ). How will you rate the advertisement done by the Flavino?

Advertisement
Average 26
Good 15
Excellent 9

Interpretation: 52% respondents say that the advertisement of Flavino products is

average. This can be changed by making innovations in the marketing and promotion of
the product. Local mass medias should be used widely.
Q9).Please rate your level of satisfaction for the flavino product & service?

Satisfaction People
Very satisfied 8
Satisfied 37
Dissatisfied 5
Q 10).Will you suggest other to buy the Flavino product?
Will suggest others People

Yes 40

No 10
 Interpretation: 80% people say that they will suggest Flavino products to others to buy.

FINDINGS

1. 92% respondents are satisfied with the different range of products.

2. 80% people say that they will suggest Flavino products to others to buy.

3. 80% people are satisfied with the taste of Flavino products.

4. 26% people found the advertisement of the Flavino average.

 CONCLUSION
The summary of the study done in sales and distribution in marketing gave me a great
understanding about the whole process and suggest ways to improve its effectiveness
of an organization.

Therefore, findings and recommendation must focused on

sales promotion of flavino product to help the firm further growth in this sector. They
should also takes the authority and responsibility to maintain the business performance
for competing with the other organizations in the Global market.
 RECOMMENDATIONS

The commendations that were given by me to the management were as

fallow;

1. The company should have a proper flow of authority and responsibility.

2. The company should train their employees more frequently.

3. Petrol allowance should be give to PCs as most of them are making daily
calls by walking and this consumer a lot of
times as well as as energy of Pcs the time and energy can be utilize in some
other organizational work. I know moat of SOs wont agree with me this point
but according to me modern method should be applied in our traditional trade
if we want bigger result.
 Reference and bibliography

www.mondelezinternational.com/in/en/home/index.aspx

Wwww.wikipidia.org/wiki/flavino

www.googlescholar.com

www.digitaltrends.com

www.contentmarketinginstitute.com

www.article,econommictimes.indiatimes.com/keyword/flavino-india

www.moneyworks4me.com/compony/news/index/id/40161
 ANNEXURE

1. Do you purchase Flavino product.

2. How will you rate quality of Flavino product.

3. How would you rate the price Flavino.

4. Are you satisfied with the tast of Flavino product.

5. How will you rate packaging of the product.

6. Are you satisfied with the different range of Flavino product.

7. Are you satisfied with the promotion activity done by the Flavino.

8. How will you rate the advertisement done by the Flavino.

9. Please rate your level of satisfaction for the Flavino products and services

10. Will you suggest other to buy the Flavino product.