1.

Identify Distribution Channel:

the distribution channel for Unilivers is Dipo and stockist. And no one inbetween.
a. Members –a.Structure – Dipo – stockist – on a dialy basis will reach the shop.
Raw materials. - buy fm a manufacturer. No agents is there.
Since its global they share all .if there is a shortage in some raw materials they share it globally.
There is no wholesalers and distribution.
No matrrial will be given in credit- a very important concept followed by HUL
they need raw material-who provide them

which channel member do they send-agents,brokers,distributors,wholesalers,stockist

b. Product form (liquid, packaged, loose) – packing.. is done inside .. and second is contract
manufacturing. Bt contract mfg is done for small productions. Bt the quality is been done my hul. Beyond
500000 it is been done by the comp.
Food brands- red label,knorr,kisan,kwality walls

personal care products- axe,clinic plus,dove,close up.

c. Logistics (transportation, courier), safety of goods-------what kind of transport system do they use?
All types of transportation is used. Depends on reach.
2.Structure of Channel partners their margins, commissions
• How is the product/ service marketed
• Who are the channel participants and the channel structure
• How is the channel managed? 15000-20000 trucks per day... to manage the channel.its
only via e-route.. via their own software.. for every stockist they have a fixed and controlled
via e-trail
• How are channel conflicts if any resolved? It will be taken in care in a few.. days.. via
feedback.. by every channel .. rout cause analysis is been done for every issues.
• What are the various pricing strategies? Cost floods.. margin for the business. Value for
money concept. Is the basic policy followed by them. Consumer satisfaction is the motto.
3. Physical Distribution Management
• Who is responsible for designing and setting up channel- combination of marketing pple,
finance, logistics …. brand managers is the key persons responsible for it. It depends on the
market.
• How the warehousing is managed? Is there a CF agent ? Is managed by logistics
management.
• Logistics and its cost : both the logistics cost and distribution cost wil come in distribution
cost onlu.
• Distribution costs :
• What are the payment terms and debtors control?
 4. Communication/ Information flow: Producers <---------àChannel Partners regarding
A. inventory data,
B. sales data,
C. payments data
5. Critical analysis: a. Supply Management – order fulfilling time, Min. Order
Qty., Payments/ outstanding.... depends on selling time.. on a
weekly basis.
b. Demand management (periods of shortages or excesses)- demand
planneer..
c. Speed of processes for complaints regarding supplies- addressed
within 24 hrs.

Name, Address, Business unit’s contact person’s name & Mobile no. must be given to show authenticity of
the Project.