1

S.C. Johnsons Professional Division S.C. Johnson Products Pvt. Ltd. is based in New Delhi, India and more than 600 employees. Its parent company, SC Johnson is a family-owned and -managed business dedicated to innovative, high-quality products, excellence in the workplace and a long-term commitment to the environment and the communities in which it operates. Based in the USA, the company is one of the world's leading manufacturers of household cleaning products and products for home storage, air care and insect control. S.C. Johnson & Son, Inc., produces a range of well-established consumer products such as Mr. Muscle, brand lineup includes products for bathroom and toilet cleaning, glass and surface cleaners, floor cleaners and polishes, kitchen cleaners and degreasers and more. GLADE air fresheners, Baygon Insect repellent which prevent bothersome pests in homes, ALLOUT brand products which range from coils to liquid electrics to protect from mosquitoes, KIWI shoe polish. Each of these brands enjoys a strong position in the market. Through its Professional Division, the firm is also a supplier for commercial, industrial, and institutional building maintenance and sanitation. The Professional Division serves a diverse array of organizations in the business market such as super markets, health-care organizations, and educational institutions. Customers are served directly by the companys sales force or by a large network of distributors. Organizations follow two alternative approaches to building or store maintenance: the job is performed by its own personnel or it is outsourced to a building service contractor who regularly brings trained staff on site to clean the facility. Maintaining a sparkling and professional appearance is a desired goal in any organization but, for many, a continuing challenge. Consider the heavy store traffic that super markets such as Big Bazar generate each day and the stream of shoppers who visit them. Some super markets spend a a considerable amount per store each month in cleaning, floor care, and maintenance programs. For large chains, this represents a massive expenditure. Included here are the costs of the cleaning products, labor and equipment costs, training expenses, and costs related to regulatory compliance. At a more fundamental level, retail store managers may be even more concerned about other costs the lost sales that could arise from consumer concerns about cleanliness, food sanitation, or the unsightly appearance of a store. Moreover, there are safety concerns that worry store managers. A slippery floor that causes a shopper to slip and fall may lead to costly legal action against the retailer. To meet the needs of organizational customers, the Professional Division at S.C. Johnson has developed an array of products and services. For a particular customer, like a supermarket chain, the salesperson will recommend a particular range of products and employee training programs to meet the unique needs of the retailer. Special dispensing systems (Solution Centers) have been developed by S.C. Johnson to assist users in pinpointing the proper dilution level of the companys products to meet different floor-care maintenance tasks. The professional Division also provides ongoing technical support to a customer. Each year, the unit receives number of calls from customers on issues that range from product selection for particular types of floor surfaces to environmental or safety queries. Other customers are hospital chains: Some of the key players in the Indian healthcare industry who are helping in making the sector buyout include Apollo Hospitals Enterprise Ltd., Fortis Healthcare Ltd, Max Hospitals and Aravind Eye Hospitals.

2
Key players in healthcare industry Company Apollo Hospitals Enterprise Ltd Aarvind Eye Hospitals CARE Hospitals Fortis Healthcare Ltd Max Hospitals Manipal Group of Hospitals No. Of beds Presence Chennai, Madurai, Hyderabad, Karur, Karim Nagar, Mysore, Visakhapatnam, Bilaspur, Aragonda, Kakindada, Bengaluru, Delhi, Noida, Kolkata, Ahmedabad, Mauritius, Pune, Raichur, Ranipet, Ranchi, Ludhiana, Indore, Bhubaneswar, Dhaka Theni, Tirunelveli, Coimbatore, Puducherry, Madurai, Amethi, Kolkata Hyderabad, Vijaywada, Nagpur, Rajpur, Bhubaneshwar, Surat, Pune, Visakhapatnam Mumbai, Bengaluru, Kolkata, Mohali, Noida, Delhi, Amristar, Rajpur, Jaipur, Chennai, Kota Delhi and NCR Udupi, Bengaluru, Manipal, Attavar, Mangalore, Goa, Tumkur, Vijaywada, Kasaragod, Visakhapatnam

8,500

3,649 1,400 5,044 800 +7,000

The Canteen Stores Department( CSD) is also a large customer. Important details of CSD are given below:

Objectives Provide consumer goods of high quality to the troops wherever they are, at a price cheaper than the prevailing market rates, as far as possible. Ensure that the level of consumer demand satisfaction is maintained at the maximum. Generate reasonable profitability to sustain the organisation, permit growth and provide additional facilities for troops and their families. Formulate and execute development programmes to improve and maintain organizational effectiveness. Periodically analyse and assess the diverse long term needs and aspirations of defence service forces and undertake timely measures to meet them. Year 2006-07 2007-08 2008-09 2009-10
CSD Clientele:

Turnover( Rs Lakhs) 4791.73 5614.69 6958.38 8689.80

Depots 34 34 34 34

Customers are serving and retired Defence Personnel, their families and civilians paid out of defence service estimates. The Canteen Stores Department fulfills a pivotal role in providing

3 good quality consumer items needed by troops at prices cheaper than the market prices wherever they may happen to be posted. Points of Discussion The distinctive role of channel partners for selling to customers like health care organizations, Canteen Stores Department, Super Markets.