Market Penetration for Agarbatti Market in India

How to maximise Market Penetration , Market Expansion in Agarbatti market in India?

1. Market Penetration
Channel of Distribution Market
Penetration

2. Activations Additions Upgrade
1.Dead
2.Dormant

1.New
2.Alternate

1.Length
2.Width
3.Height

3A

3. Why
some
counters
are
dormant?
1.They want to fully utilise the credit cycle
of competitors.
2.Customers ask for product rather than
brand.
3.They carry non moving stocks of a
particular product or brand
4.Supplies does not reach the counter on
due dates of the counter.
5.SKU Velocity is poor in the counter due
to lack of marketing activity.

4. Alternate
Trade
Channel
1.Pan Kiosk
2.Temples
3.Priests
4.Dairy
5.Bakery
6.Hospital Pharma shops
7.Fast Food Street Vendors
8.Vegetable Vendors
9.Milkman
10.Newspaper vendors

5. 1
Add Width, Maintain Bill value
Give new SKU’s by decreasing the number of
packets for existing demand.
2
Promote fast sale of new SKU’s
Give the dealer a taste of fast movement of
new SKU
3
Bill new width, Increase bill
value
Increase bill value in the counter
How do you add width of sale on a retail counter?

6. Market
Expansion

7. Distributor
reaches
this circle
Who will service this market?
Market Mapping

8. Distributor
reaches
this circle
Choice of Distributors

9. Telecalling for
ETC Sales

10. Telecalling Script
<Greeting>
Wait for response.
I am <Your name> from <Your co name>. Am I talking to <Clients name>?
Wait for response.
Is this the right time to talk to you?
Wait for response.
What order can take from you for this week?
Wait for response…..

11. Field Sales Officers should

-NTC Sales
-3A Sales

Telecallers should

-ETC Sales

12. Market Penetration

Market Expansion

Telecallers should do ETC