pitambri products pvt. ltd

8/12/2019 Pitambri Products Pvt. Ltd.

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Pitambri products Pvt. Ltd.

Company profile

Pitambari Products Pvt. Ltd. is an outstanding exporter and manufacturer of high

quality Dish wash Liquid, Detergent Powder, Detergent Bar, Hair Oil, Lactating

Granules, Shining Powder and many other products. All these are prepared from

best in class ingredients that are sourced by company from vendors who are highly

trusted and certified. Post production, various tests are carried out the produced

output to ensure its effectiveness and perfection in every aspect.

With a strong commitment towards attaining 100% customer

satisfaction, Pitambari Products Pvt. Ltd.,embarked on its business journey in

1986. The company came into fruition when Mr. Ravindra Prabhudesai and hisfather Mr. Vamanrao Prabhudesai turned their vision into reality. The idea was to

create a dynamic organization, where hard work, integrity and improvisation

would be the guiding principles. Today, Company is one of the

top manufacturers andexporters in our domain, offering an array of premium

quality products under the flagship brand 'Pitambari'.

Established in the year 1986, we Pitambari Products Pvt. Ltd.have emerged

as the leading processors, suppliers and exporters of health care and home care

products. Our company has been approved by FDA India and is awarded an ISO9001:2000 certification by DNV Netherlands. Further, all our manufacturing units

are approved by GMP.

The compendious range of products that company offer isknown for itsskin

friendliness, effectiveness, purity and reliability. The raw material is procured from

the most praiseworthy and authentic vendors across the world. Further, there are

well equipped manufacturing units in which bulk production takes place. These

units are managed and maintained by highly skilled and qualified personnel, whoscrutinize the entire manufacturing process and inspect the quality of products.

Company ensures dispatch of products within the stipulated time frame.


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Vision and Mission

We are inspired by a visionto continue developing qualitative and innovative

products, which facilitate cleanliness of environment and better health of people

throughout the globe.

Our missionis to completely understand the diverse needs of customers based in

different parts of the world, and satisfy those needs with excellent quality

Homecare and Healthcare products.

Business Type

Exporter, Manufacturer

Export Market:-

Malaysia Singapore Thailand Mauritius UAE South Africa Saudi Arabia Bahrain Oman Pakistan Bhutan Nepal

Sri Lanka


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Product range of this Company:-

(1)Health care

(2)Personal Care


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(3)Agricare

(4)Home care


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Why Rural Market?

Rural India accounts for over 75% of India's population and this in itself offers a

tremendous opportunity for generating volume driven growth. Contrary to general

perceptions, incomes in rural India have improved dramatically over the yearsmainly due to the eleven successive normal monsoons and increasing crop yields.

Foodgrain production topped 200 m tonnes in financial year 1999 as compared to a

production level of only 176 m tonnes in financial year 1991. Further, the tax

benefits associated with incomes in rural areas boost spending power of the

average rural family. These factors have created a vast market that has led to a rush

amongst companies to tap this latent demand.

Problem Faced In Rural Distribution

Large number of small marketsDispersed population and tradePoor road connectivityMultiple tiershigher costsPoor availability of suitable dealersLow density of shops per village, high variation in their concentration Inadequate bank and credit facilities for rural retailers. Poor viability of retail outletsPoor storage systemsHighly credit-driven market, low investment capacity of retailersPoor visibility and display of product

Poor communication of offers and schemespoor reach of media.


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Current Distribution Strategies Followed By Company In Rural

Market

Input

Supply

Manage supply ingredients to ensure availability to produce products. Maintain purified water supply for quality and availability to produce

products.

Manufacturing

Ensure best technology is available to produce products and mix ingredients. Ensure quick storage and inventory processes to maintain freshness and

quality.

Sales

Determine demand by past sales and future marketing. Adjust quantities produced in real time to meet appropriate demand.

Output

Supply

Determine inventory of ingredients to order new supplies. Maintain purified water supply so ensure continuance of production.

Manufacturing

Ensure proper packaging to ensure quality and freshness in products. Maintain quick local distribution to ensure freshness and quality products.


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Sales

Keep positive distribution levels to all sales outlets to maintain positivesales.

Meet any new demand or competition with products and consumer needs.

Other strategies

Mobile van distribution. Haat distribution Push strategies by giving extra margins to the retailers.

Suggestions By Us After Analysis The Current Situation

And Distribution Strategies Of The Company

Distribution Strategies To Be Followed By Company To Be

Successful In Rural Marketing

Ensuring Reach & VisibilityThe thing which is critical, is to get theStock Keeping Unit right, as rural retailer cant afford to keep many

different SKUs. In such an environment, being first on the shelf in the

product category and developed a privileged relationship with the retailer is

a source of competitive advantage to consumer good companies.

Pitambari products pvt ltd. Is not good in ensuring reach and visibility of

their product in rural marketing. They have to ensure their product to have

maximum reach among the villages of india.


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Reaching upto Mandis, Towns, Semiurban centresOrganizations cancater to rural needs for consumer durables, clothes, kitchen equipment and

agri-input by making their products available upto feeder towns, semi-urban

centers or mandis.

In this also company is lacking behind. They are confined only to the

Maharastra and Gujrat region they are not concern about the north india and

other parts where still the market is untapped by the Pitambari.

Targetting larger villagesThere are only 85000 large villages out ofmore than 6,38,000 villages. But they have 40% of the rural population and

60% of total consumption.

Since company is now focusing on the rural population still there is vast

opportunity for the company since they have not reached at the maximum

rural markets. So they have to plan their strategies in such a way that should

provide them the maximum reach among the Rural people.

Understanding of Peak seasonsPeak season times in rural parts areFestivals, harvest and marriage seasons. Bulk of the demand for the

consumer durables concentrated during these times. The rural consumers are

in shopping mood and have the cash for the same at this time. Organizations

have to ensure that their products are available at these times.

In this there is no such peak seasons that could help Pitambari because they

are into the business of health care product, agri care etc.

Delivery vansCompany delivery vans which can serve two purposes; theycan take the products to the customers in select rural areas and also enable

the firm to establish direct contact with them and thereby provide an

opportunity for promotion.

This is the most important aspect to be followed because this is the mainsource of distributing the products to the rural market.

Collaboration for DistributionVarious organizations with comparativelylesser distribution reach can collaborate with organizations that already have

achieved high penetration levels in rural areas. For eg. P&G had tie-ups with


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Godrej, Marico Industries and now its planning one with Nirma for

distribution of Camay soaps.

Currently Pitambari are not good at this because they have not collaborated

with the distributers to have the maximum reach of the product. So they maygo for the collaboration with some other company to have their distribution

network.

Converting unorganized sector manufacturers into distributorsSmallscale manufacturers have good knowledge of the territory and have good

sales network. Organizations like Exide are attempting to convert these

small scale manufacturers to become their dealers.

This is the way that make Pitambari successful. They can convert

unorganized sector manufacturers into their distributors by providing the

better margins and revenue. This makes their competition reduced because

unorganized sector manufacturers can give them competition by producing

the fake products.

Companys own Distribution Network Project Shakti of HUL is onesuch example.

The company should do such project as the HUL had done in order to make

the brand known to the people and also creating the positoive brand image.

Haats -Along with permanent retail outlets, haats can also be utilised tomake the products available to rural consumers. Haats are held on aparticular day of every week. Typically, an average haathas 300 stalls. A

haat usually serves around 5000 visitors. So if we consider averagepopulation of an Indian village to be 1000, then one haatcaters to the needs

of 5 villages. There are almost 47,000 haatsin India. The sale per haatperday is Rs. 2.25 Lakh (approximately) and average sale per outlet is Rs. 900

(approximately). large number of retailers also buy products fromhaats

fortheir village stores. About 90% of sales on haats are on cash basis. The

participation fees at haatsare a flat Re. 1 to Rs. 5 per stall which is very low.

Melas-Over 25,000 melasare held every year all over the country. Out ofthese, 5000 are commercial melas, 2,000 are cultural melasand 18,000


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religious melas. The following facts regarding melaswill help us to

understand their importance to marketers: -

Number of visitors per melais approximately 7.5 lakh. On an average, 850 outlets are set-up in every mela. Average sale per day in a melais Rs. 25 Lakh. Visitor turn-out in a melais very high. A large part of the visitors in these melasare women and children, which is

significant because rural women are restricted to leave village often. Melasare generally used to sell durables, high-priced items and new

products launched.

Examples of effective use of melasby marketers are: -

Active participation of Maruti in rural melaslike the kisan mela(Ludhiana),

Sonepur mela(Bihar), Kila Raipur sports mela(Punjab) and Pushkar mela

(Rajasthan). The melasprovide both a platform for demonstration and improving

product awareness, and also booking new sales.

In 2001, HLL ran a campaign at the AllahabadKumbh Melato demonstrate to the

visitors the importance of usage of soap for better health and hygiene. Rural people

in general believe that washing hands with water alone is enough, so there is noneed to use soaps. HLL representatives educated them about use of soap for better

health and hygiene. This awareness campaign has helped HLL to increase the sales

of Lifebuoy in rural market.

Hub & Spoke Method of Distribution- The urban model of distribution inwhich the products are transported directly from the bottling plant to

retailers is not very effective in rural markets as taking stock directly to retailpoint would be costly due to the long distance to be covered. So Coca Cola

has opted for a hub and spoke method of distribution system.


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Designing The New And Effective Distribution Plan For The

Company

A distribution channel strategy enables you to sell to customers in geographical

areas or market sectors that your direct sales team cannot reach. You can choose

from a number of distribution channels, including wholesalers, retailers,

distributors and the Internet. Each channel gives you different options for dealing

with customers and prospects. However, to ensure that your distributors operate

effectively on your behalf, your strategy must incorporate the right level of control

and support.

Reach

If your strategy is to grow your business regionally or nationally, highlight the

geographical areas you want to reach through a distribution channel and identify a

network of distributors or retailers that provide existing coverage of the territories.

If you are planning to export products, focus on established distributors with

detailed local market knowledge. Consider marketing your products on the

televisions, print ads etc. so that you can extend coverage to customers where there

is no suitable physical distribution network.

Cost

Although a distribution strategy gives you a ready-made platform for expansion,

its important to compare the cost of dealing through indirect distribution channels

with the cost of setting up your own network or direct sales operation. Without a

distribution network, you will have to commit resources to order processing,

stockholding, delivery, invoicing and customer service. Compare that with the

lower margins you will make by giving distributors a discount for providing asimilar level of service and providing them with a program of marketing and

training support.


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Contribution

Your strategy should also take account of the potential contribution of each

distribution channel. Concentrate on working with distributors that give you accessto an additional customer base, with no additional direct sales and marketing costs.

Distributors also provide you with local market knowledge, enabling you to

establish your business in new markets without incurring heavy market entry costs.

Support

Support and control are critical factors in distribution strategy. Appointing a

manager to work with distributors enables you to monitor their performance and

identify their support needs. Develop marketing support programs to meet the

needs of different channels. Options include funds for advertising or direct

marketing campaigns or templates that enable partners to develop their own

campaigns. If channel sales represent a significant proportion of your business,

develop advertising and marketing campaigns to drive business to your channel

partners. Operating a training program will improve distributors product and

marketing knowledge and enable them to deliver a higher standard of service to

customers.

Customer Service

Its important to identify the types of customers you wish to serve directly.

Typically, these would be your largest customers or customers that demand levels

of technical support beyond your partners capability. Use channel partners to deal

with large numbers of smaller customers cost effectively so that you can

concentrate your resources on your key accounts.

Other suggestions

Company should go for the CSR activities so that it can give the brandimage.

Company should go for the working distribution model as HUL and ITC.


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pitambri products pvt. ltd

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