BANGUR CEMENT

Officer Name : Gaurav Singh

Designation: Deputy Manager
Depot / Territory: North / Delhi
Joining Date/location- 13th October 2015 / Delhi
Home Town: Varanasi

KEY RESPONSIBILITY
AREAS
Sales Management
New dealer/retailer appointment
New market development
Increase Reach and depth
Outstanding Management
Debtor Management
Increase CD taking party
Increase RTGS %
Sales Forecasting & Planning
Material Planning
Brand Equity Building

TRADE POTENTIAL : 98200 MT

BANGUR SHARE :

6.98 %

NORTH 1 60000 MT
NORTH 2 38200 MT

TOP FIVE BRANDS

S.
No.

BRAND NAME

AVG. SALE
PER MONTH (MT)

MARKET
SHARE %

Shree

25001

23.47 %

Binani

15034

15.31 %

Ambuja

11116

11.62 %

Ultratech

10360

10.55 %

Bangur

6858

6.98 %

SALES MANAGEMENT
Contact No

FY 2015-16
(Apr-Sep)

FY 201516(Oct-Mar)

AVG SALE FY
2016-17

Growth Over
Apr-Sep15

9312232135

1059.83

1272.84

1509.17

42.40%

306584 RAHUL TRADERS

9654305830

262.99

387.58

429.78

63.42%

260013 UJJWAL TRADERS

9891114463

180.95

229.28

230.45

27.36%

272034 BISHT CEMENT STORE

9213795255

64.25

200.88

213.00

231.52%

9212060565

81.71

131.04

177.50

117.24%

9212092119

6.17

87.21

149.50

2324.32%

9873354058

75.35

87.17

102.33

35.81%

294923 UPKAR CEMENT STORE

9999220619

91.40

103.04

72.50

-20.68%

298014 JONWAL TRADERS

9999224547

90.42

74.96

54.17

-40.09%

299696 KMG B/M

9953723835

51.83

47.93

49.97

-3.60%

9013573711

48.36

48.50

37.08

-23.32%

581433 JAIN B M S

9310038621

95.75

355.00

New

634757 GARG ASSOCIATES

624588 D K

9212502882
9899480193

39.17
25.83

New
New

519376 GUPTA B M STORE

9350171760

35.21

10.00

New

471343 BHARDWAJ ENTERPRISES

9810000617

45.17

0.00

New

644820 BANSAL TRADERS

9311117248

New

2013.26

2846.54

3455.45

71.63%

41.39%

21.39%

Code
9340

Dealer Name
SANSAR SALES

SHYAM JI CEMENT
STORE(NANGLOI
228184 MITTAL TRADING CO
CHAUDHARY CEMENT
240851
DEPOT
302701

9367

JAI DURGA IRON STORE

TOTAL SALE

Total Growth

DEALER APPOINTMENT
MONTH

April16
May16
Jun16
Total

NEW
DEALERS
APPOINTE
D

SALES
FROM
NEW
DEALERS

TOTAL
DEPOT
SALE

% SALE
FROM
NEW
DEALERS

42.5

6251

0.68%

67.5

6322.8

1.07%

85

8001

1.06%

195

20574.8

NEW DEALER ADDED

S No

CONSIGNE
LOCATION
E NAME

April

May

June

July

Total

Garg
Jahangirpu
Associates ri

42.50

0.00

35.00

25.00

102.50

DK
Builders

Burari

NEW

67.50

50.00

0.00

117.50

Bansal
Traders

Rohini

NEW

NEW

NEW

145.00

145.00

42.50

67.50

85.00

170.00

365.00

Total Sale

NEW RETAILER ADDED

S No

1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17

CONSIGNEE NAME

LOCATION

Aman Building
Burari
material
Ankit Trading Company Rohini
Gulshan Dansi
Holambi
Mangla Steel
Narela
Sanjeet Building
Karala
Material
Rohit Mohit B M
Begumpur
Rajesh B M
Begumpur
Swaroop
Om Sai B M
Nagar
New Sunny B M
Wazirabad
Garg Traders
Samaypur
Sudha Builders
Rohini
R R Distributors
Ashok Vihar
R K Stock
Narela
Jaideep Properties
Narela
Radhe Radhe
Narela
Properties
Banke Bihari
Narela
Properties
Om B M
Rohini
Total Sale

ASSOCIATED
WITH

Ph No

Sale Avg (MT)

DK

9716289532

20

Jain B M S
Jain B M S
Jain B M S

9811597858
9310038621
9999959167

40
120
15

Jain B M S

9868737135

30

Jain B M S
Jain B M S

9212348229
9958422450

20
25

Ujjwal Traders

9560845464

10

Ujjwal Traders
Rahul Traders
Rahul Traders
Rahul Traders
YCA
YCA

9810410491
9311812233
8527119800
9897792639
9136267501
9810894964

20
50
30
30
35
20

YCA

9812929049

15

YCA

9312834549

10

YCA

9953100827

15

505

DEALERS MANAGEMENT
(Dealers Profile)
Mont
h

< 50 MT
Nos.

Qty
(MT)

14

FY 1516
(OctMar)

51 to
100.95 MT

101
to 250 MT

251 to 400
MT

> 400 MT

No
s.

Qty
(MT)

Nos
.

Qty
(MT
)

Nos.

Qty
(MT)

Total

Nos.

Qty
(MT)

Nos.

Qty
(MT)

312.7

261.2

583.2

325.3

1166.
3

23

2648.
7

183.1

345.1

664.2

387.6

1272.
8

15

2852.
8

April16

129.9

267.5

520

951.9

1330

17

3199.
3

May16

7.5

338.25

595.55

740.55

1440

17

3121.
85

Jun16

117.5

290

424.25

540.8

2672.7

17

4045.
2

FY 1516
(Apr
Sep)

DEALERS WISE ANALYSIS

APRIL to JUNE2016
MONTHLY
DISCOUNT SLABS

NO. OF DEALERS
QUALIFIED
(+ ive growth over
last year)

NO. OF DEALERS NOT

QUALIFIED
( de-growth over last
year )

(0-50) MT

(51-100) MT

(101-250) MT

(251-400) MT

(401 & Above) MT

TOTAL MT

12

REASON FOR GROWTH

S.N
VARIA
NAME OF DEALER
REMARKS
O.
NCE
Reason For Growth over Oct - Mar 2016
259.2 Added retailer to the dealer and increased depth in
1 JAIN B M S
5
his existing retail network.
236.3 Motivated dealer to convert his other brand sale to
2 SANSAR SALES
3
Bangur.
MITTAL TRADING
3
62.29 Motivated dealer to increase sale of Bangur cement.
CO
SHYAM JI CEMENT
Prior he was selling JP cement, but I motivated him
4
46.46
STORE(NANGLOI
to sell Bangur exclusively
Added retailer to the dealer and increased depth in
5 RAHUL TRADERS 42.2
his existing retail network.
GARG
6
39.17 New dealer appointed
ASSOCIATES
7 DK
25.83 New dealer appointed
CHAUDHARY
Prior he was selling JP cement, but I motivated him
8
15.16
CEMENT DEPOT
to sell Bangur exclusively
BISHT CEMENT
9
12.12 Decreased sale of ACC cement on motivation.
STORE
10 KMG B/M
2.04
11 UJJWAL TRADERS 1.17
BANSAL
12
0
New dealer appointed
TRADERS
742.0
Total

S.N
O.

NAME OF
DEALER

REASON FOR
DEGROWTH
VARI
ANCE

REMARKS

Reason For De growth

1
2
3
4
5

BHARDWAJ
ENTERPRISES
UPKAR CEMENT
STORE
GUPTA B M
STORE
JONWAL
TRADERS
JAI DURGA IRON
STORE
Total

Has stopped self consumption and is currently

45.17 dealing in non trade material of wonder cement.
Busy in politics.
30.54
Took Dealership of rockstrong due to lower NOD
25.21
He is a builder , and he has lessen his self
20.79 consumption
Suffering from cancer, has minimized focus on
11.42 business due to his illness
133.1
3

OUTSTANDING
Month-end
O/S
(Rs. Lacs)

2015-16

2016-17

Chang
e

Change
%

April

29.80

42.86

13.06

43.83%

May

34.83

48.60

13.77

39.53%

Jun

29.82

67.95

38.13

127.87%

Avg.

31.48

53.14

21.65

68.78%

RTGS % Contribution
Total
Depot
RTGS

Month/
RTGS %

201516

201617

April

2168750

May

June

% RTGS
Contribu
tion
86.21

1712480

2515750
7419730

3324825

9060225

36.70

Chq. Return Cases

Month

2015-16

2016-17

April

Change
%
100.00%

May

-66.67%

Jun

0.00%

Total

11

-27.27%

23.08

NCR Comparison
NCR Diference
(Bangur Shree)

Month /
NCR Diff
(Rs./MT)

2015-16

2016-17

April

-11

64

May

80

35

Jun

110

-20

Wtd. Avg.

DEPOT MANAGEMENT
Points to be mentioned: Check Report in the morning
MRN report
Trial Balance
Pro rata dispatch/ sales report
Age wise report (Outstanding)
Order procurement .
Planning of material.
Minimization of outstanding.
Dealer grievances handling.

WAY FORWARD
To target new areas of Burari, Narela, Jahangirpuri, Model
town, GTB Nagar thru newly appointed dealer and also to
appoint retailer in that market
We also have 2-3 dealer in target for the said territory out
of which we have appointed M/s Bansal Traders having
potential of 1800 MT as our dealer this month who has
already sold 145 MT of material.
We are assigned task to tap 10 contractors and 2 architects
out of which I have joined 2 builders with us who have taken
800 bags of cement since 17th of June.
To lessen outstanding in the depot.
To increase collection thru RTGS.
To increase CD sales and convert dealer in nil CD to
RTGS.
To increase brand visibility and brand equity.

Targeted Dealer
S
no

Name Of Dealer

Location

Potential

Brands

Kamal Cement
agency

Narela

2200

Wonder,
Binani

Narela Cement
agency

Narela

250

Wonder,
Ambuja

Ankit Trading
Company

Rohini Sec
20

400

Ambuja,
Jaypee

New Subhash
Builders

Nathupura
(Burari)

300

Jaypee, JK
Pro plus

Raj Builders

Model
Town

100

Binani

TOUR MANAGEMENT
We have dedicated officer wise market and we prepare a
route plan as to cover all the dealers and retailers and also the
competitor targeted counters in our area.
Our goal is to enhance our reach and depth in the concerned
market by appointing new dealer and increasing brand loyalty.
We have appointed 3 no of dealer during period Apr 2016 to
June 2016.
During our visit we also do site visit in our adjoining market
and try to convert them to use Bangur cement.
We also address the branding issues (shop painting, board,
dealer certificate , pop etc) of the parties and coordinate with
branding officer for the same.
We cover 7-8 retailers , 1-3 Dealers and 2-3 new targeted
dealer retailer counters on our daily touring.
We generally go to new targeted market and counters and
remain in touch with our dealers telephonically
We keep major focus on untapped market and try to create
reach in the market by exploring the new retailer / dealer.

BRAND MANAGEMENT

Shop / wall painting

POP Display
Retailer / Dealer Board
Dealer certificate
Mason meets.
Site meetings

Branding

RAKESH BUILDERS ROHINI

YADAV BUILDERS - BAWANA

JAIN BUILDING MATERIAL - NARELA

RADHEY KRISHNA PROPERTIES- BURARI

SHREE SHYAMJI BUILDERS - NILOTHI

Thanks !!