• Gujarat

• Madhya Pradesh
• Maharashtra
• Goa
• Chattisgarh
By - Shivraj Khadse
Aakash Sharma
GUJARAT

1. Total ISR’s contacted-98

2. Total ISR’s remarks noted-75
3. 37.33% ISR’s are in red zone, 50.66%-orange zone, 5.33%-green zone.
4. Total ISR’s completed Target Achievement (100%&above) – 53.16%
5. Issues noted-containment, select groceries open for 5-6 hours, odd-even.
6. The driver product is pnfw 50 with pnfw15, 50 in rural and pnfw 50,100,200 (offer) in
Urban.
7. The other most selling products are AloeVera, facial wipes and men’s-(offer)[repeat order].
GUJARAT
8. Apricot and whitening is less.
9. The merchandising is less as most groceries closed.
10. 6 ISR’s claims they don’t have Id card therefore the police didn’t allow them to go for
calling. 5 ISR’s are rural & 1 in urban.
11. Total of 33% has Odd-even in their beat causing rush in the store (limited time) at visiting.
Out of odd-even ISR’s 92% in orange & 8% in green.
12. Some ISR’s from surat stated that the migrant workers & kathiyawad public went to their
native place since covid19 is main reason for not able to achieve target.
GUJARAT
Problem Statement-
Rural ISR’s use bike for delivery and pillion (1+1) is not allowed on bike since covid19 so
ISR is unable to deliver more stock in one day.
Ans 1- We can suggest ISR to use moped or scooty as they can keep the stock over footrest,
under the seat and tie it over back seat.
Ans 2- Also the hook can be used in bike and milkman’s bike hook can be used.
MADHYA PRADESH
1. Total ISR’s contacted-91
2. Total ISR’s remarks noted-75
3. 68% ISR’s in Red zone, 11% in Orange zone and 21% in Green zone.
4. Total ISR’s completed Target Achievement (100%&above) – 48.43%
5. Issues Noted-Containment, select groceries kept open for 3-4 hours, odd-even &
cosmetics(other range) kept closed.
6. The Driver product is PNFW 50 with PNFW15, 50 in rural and PNFW50,100,200(offer) in
Urban.
MADHYA PRADESH

7. The other most selling products are aloe Vera, kesar, lemon, fairness.
8. Apricot, whitening, facial wipes and men’s (offer) is less.
9. 2 of the ISR’s noted the issue of cutting (Rural) impacting their target badly.
10. The merchandising is less, because most of the groceries are closed, odd-even.
11. Branding using the small posters works.
 MADHYA PRADESH
Problem Statement-
Taking orders through calling is less effective as it lacks the connection as compared to direct selling.
Ans- We can advertise Using the whatsapp status option (select only retailer contact) directly 1 day
before calling the retailer as per the beat & also directly sending the digital portfolio to the retailer
so that the retailer checks out the status and digital portfolio some hours before the call and more
number of senses are used and the images gets stored subconsciously in retailer’s memory with
chances of getting converted into PC.
Ans 2:- We can create a simple BPCP 3 steps explainer video for the ISR's so that they can improve
their calling skills their by connecting better with retailers.--
Thanks !
CONCEPT IDEA

Usage of social media increased by 61%, WhatsApp has 40% & fb has 37%
in usage in COVID19, according to Kantar.We can run a "Himalaya - kya apko Pata
Hai" WhatsApp campaign wherein we create one pager for status to put by ISR’s
any one day in a week let's say Monday and text in various group ny ISR’s , of any 1
herb let's say neem and describe its medicinal properties and how it can help to
increase our immunity in this critical COVID19 situation their by nudging our
buyer's persona that we care for them.
MAHARASHTRA

1. Total ISR’s contacted- 166

2. Total ISR’s remarks noted- 138
3. 67% ISR’s in Red zone, 32.5% in Orange zone and 0.5% in Green zone.
4. Total ISR’s completed Target Achievement (100%&above) – 48%
CHATTISGARH

1. Total ISR’s contacted- 25

2. Total ISR’s remarks noted- 22
3. 45% ISR’s in Red zone, 41% in Orange zone and 14% in Green zone.
4. Total ISR’s completed Target Achievement (100%&above) – 32%
INSIGHTS FOR MAHARASHTRA ,
CHHATISGARH & GOA
After speaking to all ISR’s and many SO’s from the states ,

Business is less affected by COVID-19 but mainly because of -

        -Less stock at distributors, due to transport issues but improving day by
day.
-Whole supply chain is affected ,  Workforce of distributors is heavily
affected which is leading to all the stock issues at stockist/wholesaler and
retailers.
      -A distributor who had an average manpower of 10 - 12 is managing with 5
to 6 people. 
Some distributors themselves are in containment /hotspot , also few
distributors have discontinued services in COVID migrating to natives. 
       Motivation of Distributors is very important at this
stage.

 -Although SO's are trying level best to fix this up by 

      
 finding solutions
 
 Handling delivery themselves along with ISR's

 finding new distributors.

OBSERVATIONS FROM MAHARASHTRA ,
CHHATISGARH & GOA
  - Our primary sales has become strong , secondary is weak as orders are taken
on call. So, off-take is taking time.

- This also made me realize that physical presence of ISR is very imp in the
market , ISR @the outlet  guides the client and pushes to place new orders as he can see
the stock , customers at the outlet. However they are trying level best to take orders on
call but aren't getting the same output as before .

- ISR’s should give only 2 service per month (15 days each ) instead of 4. And
push the client to raise order 2-X the quantity at every shop (working only on cash /no
credit).
 SUGGESTIONS
It has been observed that business at chemist and medicals has improved a lot during
lockdown. 
            - As only 50% of groceries stores are open , so chemists are trying to earn maximum
profits by covering closed groceries business around them. We can take advantage of this.
          - Shops have reduced , consumers are still roughly in the same number. 
          - Loyal customers will definitely buy HIMALAYA , this is a chance for us to get new
customers as we have very less competition in the market now. VLCC , GARNIER ,
JOHNSON&JOHNSON are struggling badly with delivery and stock  issues as compared to us.
- Unavailability of that product and strong brand image of HIMALAYA would definitely
attract customer to try our product once.
So, We can place more products at chemists. 
          Also , This is a great opportunity for us to make the chemist habituate (of the profit)
and also of the same stock weight & order even after lockdown opens.
EXTRA SUGGESTION’S
1. MARICO , MONDELEZ & ITC have partnered with DELHIVERY , LALAMOVE and
DUNZO, SCOOTSY to sort out delivery issues. We have also partnered with few ,
can think more on the same if the delivery issue persists.
2. We as a personal care team , can come up with a gadget sanitizer. Just a
thought , I know SANITIZER comes under WELLNESS category for us.
3. Once lockdown opens , corporates would work in full fledge. One laptop would
be touched by many hands throughout the day in shifts. Hence , this could be a
good idea to think of a gadget sanitizer in the same line.
4. As per the fashion trend, we can move to HAIR WAX instead of STYLING GEL.
THANK YOU