Quarterly Review Presentation of Media Sales.pdf

Sample for making a Sales review PPT. For educational purpose only

1. Safeguarding our
livesandour livelihoods:
The imperative of our time
A presentation by consoft vertical

2. FMCG Universe and BCCL
Ad Industry 2019
•Total Market 67K CR
•TV is 25K CR
•Print 20K Cr
FMCG
•FMCG is 30% of the
Total advertising
which is 20K CR
•TV is 62%, Digital 19%
and Print 14%
BCCL
•Total Revenue 220CR
•18% Over LY
•104% of AOP
•Print is 198 CR
•NP is 23 CR
•37% Volume MS
BCCL Data: Response MIS
Source: Pitch Madison/ Denstu Digital report
Revenue considered in the report is @ 30% of card rate

3. Past may not be the trend for future…
Revenue Bifurcation Advertising behaviour Pre-Covid
IND Co.
•Very Aggressive rate seekers
•75% premium inventory
•Owner led buying decisions
•PRO PRINT: Parle, Everest, Ronak,
Country Delight, Veeba, Mother Dairy
MNC
•Migration to Digital in Metros
•Digital increase a lot post Jio
•ROI /CPM of 8-10 paise vs 100 paise in
print.
•Wanting Integrated deals showing
incremental reach over their plan
BC
•BC lead by Springboard & BrandScope-
Primarily led by Narang, Vedistry,
Happymate,
•BC clients looking for JVC
•GST –a challenge
Value in Rs. in lac
Source: Response MIS, Period Apr19 – Mar20
Behaviour Post-Covid
Focus on restarting the unit,
production and streamlining
supply chain
Contribution to PM Cares
Not exploit coronavirus to
promote brand
How brands can be helpful

4. TOP10: Customer Groups
BC Advertisers 20192018
NARANG BUZZ SERVICES 35572842
VEDISTRY PRIVATE LIMITED2261
HAPPYMATE FOODS LIMITED 690321
ADANI WILMAR LTD 676595
RASNA NATURALS 356225
CREDENCE WHOLE FOODS 241 4
NANOPHYTO WELLNESS 211231
GEMINI EDIBLES & FATS 206133
M K AGROTECH LTD 114157
RASNA PVT LTD(PIOMA IND) 98117
Total 84104625
INDIAN Co. 20192018
COUNTRY DELIGHT 648 472
AMUL 596 757
DABUR INDIA LTD 415 275
ITC LIMITED 337 320
VICCO LABORATORIES LTD329 319
JK PAPER LTD 253 25
MARICO INDUSTRIES LTD 250 412
VEEBA FOOD 236 90
MOTHER DAIRY 234 226
GODREJ CONSUMER 225 121
Total 35233017
MNC 20192018
NESTLE INDIA LTD 633 560
PROCTER & GAMBLE 312 36
PERNOD RICARD 312 453
FERRERO INDIA PVT. LTD.303
HINDUSTAN UNILEVER LTD295 652
MARS INTERNATIONAL 219 171
NIVEA INDIA PVT LTD 205 77
COLGATE PALMOLIVE 200 13
RECKITT BENCKISER 194 110
LUXOR WRITING INST. 190 208
Total 28622279
Top 10 advertisers of 2019 from each customer group add up to 14795 lac which is 66% of Total Revenue 22044 lac
Value in Rs. in lac
Source: Response MIS, Period Apr19 – Mar20

5. Impact of COVID-19 on
Business and challenges for
FMCG

6. Consumer behaviour in
the coronavirus crisis
Hygiene Categories
FMCG Growth vs Year ago
Mid Feb to Mid Mar
Source : Neilsen retail data, Neilsen E-analytics
•Covid-19 scare drove significant
growth for Hygiene category in Feb
•March experiences a hoarding of
staples and processed foods

7. Consumer Sentiment Towards Brands During COVID-19
Source:
•Participant
parameters:
18+.
•Conducted by
4A’s Research
Services via Suzy
on 3/18/2020.
•Total
participants:
1000
Consumer Sentiment on brand communications during COVID19
Common content
buckets
:
Preventive measures,
Stay home & Stay safe Social
distancing,
Appreciating medical & other
services,
Awareness: Washing Hands,
symptoms of CORONA
Content around WFH,
Do it yourself cooking
Brands Should
Be trusted source of accurate
information
Attack the crisis and
demonstrate that it can be
fought
Be practical and help
consumers in their everyday
life
Advertising should
NOT EXPLOIT coronavirus to
promote brand
Show how they can be helpful
in NEWeveryday life
Inform about their efforts to
face the situation
Should offer a positive
perspective

8. Communication during Covid19

9. Communication during Covid 19

10. Communication during Covid 19

11. Beyond coronavirus:
The path to the next normal

12. SITUATION ASSESSMENT
Business Continuity amid COVID-19 and beyond
•spend is displaced
but full-year
growth is largely
unaffected
•spend is reallocated
significantly as
brands focus on the
short-term
•Digital
•OTT
•Stories
•Videos
•TV News 298% in
viewership
•TIL Platform
•MX Player
•TNN (TV)
•Print
Audiences up,
but revenues
down

13. STRATEGY IN ACTION 2020
1.
Strengthening
the core with
Active Clients
2. Leveraging
on emerging
categories
3. Targeting 2
and 3 spot
brands by MS
and SOV
4. Monetizing
communities
& CSR
5. Driving JVC
and [P+D]

14. Strengthening the core with Active Clients
The first to advertise post lockdown
Engage through aggressive pricing/schemes to monetize deals for the quarter
Vicco HaldiramsTirumalla oilP&G ITC Adani Dabur Britannia
HUL Vithoba Rasna Gujarat Tea Vadilal Hicks RSPL Baidyanath
Oswal SoapSona Sikka
Maheshwari
Tea
Cargill
Mother
Dairy
Reckitt
Country
Delight
Emami
Velnik Sunreap
Deys
Medical
Milky MooRuchi Spices
Odi Ray
Industries
Prestige Oil
Sarina
Herbal
Amar
Products
Drink Water
Daily
Brihans Gemini 24 MantraMK agrotech

15. Strengthening the core with Active Clients
Concepts being shared during lockdown

16. Strengthening the core with Active Clients
Concepts being shared during lockdown

17. Strengthening the core with Active Clients
Concepts being shared during lockdown

18. Strengthening the core with Active Clients
Post Covid, HIGH TRAILS would cause SOV change in FMCG
Red Label:
•#acupofcare-Influencer
marketing plan.
Savlon:
•SMS/WA. Influencer campaign .
Hospital tie-up
Britannia:
•Positive Messaging “Have a Good
Day” in Print post lockdown
Ariel
•Messaging by Ariel on clothes
Hygiene.
Reckitt :
•Importance of home hygiene
Colgate :
•#smilekaroshuruhojao.
Positive/Inspirational stories branded
by Colgate in print & digital
Dabur:
•Live session with doctors for tips
on immunity boosting
Pedigree:
•#theyneedyourlove/
#feedthedogs. Influencer
marketing (tvactors)

19. New Conversations amid
COVID19

20. •Hand Sanitizers, Soaps:
Lifebuoy, Dettol, Suthol,
Protekt, Nycil, Nivea,
Som Distilleries, Diageo,
Personal
Hygiene
•Detergents: Ariel, Surf,
Tide, Ghadi, Nirma,
Patanjali, Wheel, Rin,
Henkel
Laundry
•Atta, Snacks, Biscuits:
Aashirward, Annapurna,
Patanjali, Samrat , Maggi,
Yippee, Capital Foods,
GyaanMilk
Packaged
Foods
•Floor Cleaners: Lizol,
Domex, Dettol, Presto,
goodmaidchemicals, SC
Johnsons, Gala
Home Care
•Tea/ Coffee & Juices:
Tata, Lipton, Red Label,
Brooke Bond, Society,
Girnar, Wagh Bakri, Tea
Valley, B Natural, Rasna,
Hamdard, Raw Pressery,
Real
Beverages
Leveraging on emerging categories
Disruption of mass-market product innovation and brand building

21. Targeting 2 and 3 spot brands by MS and SOV
Gala Brooms:
Native articles on
TOI.
Suthol :
Contextual
advertising in
print
Gold Winner :
Tactical ads on
Tamil New year
Cargill
:#cookfromhome
Milky Moo: SMS
& WA
RuchiSpices:
e-paper
Campure: Digital
campaign on
COVID
Tiffin to Go :
Print & Digital
campaign
Pet Food:
Drool & Whiskers
Goodricke Tea:
MX Player
Unibic Biscuits:
MX Player
Gujrat Tea: Print
& Digital
campaign
GravissFood:
Print & Digital
campaign
Bunge: Print &
Digital campaign
MohiniTea: Print
& Digital
campaign
Nine Sanatry:
Print & Digital
campaign

22. Monetizing communities & CSR: Virtual Approach
Client Brand UnimoIntegrations
ITC Foods
Aashirvaad atta (Multigrain,
Select) Aashirvaad svasti ghee &
milk, Yippee noodles, Sunfeast
Marie, Fabelle, B Natural range
etc.
Facebook feeds for forAashirvaad
Ghee,YippieNoodles and B natural
immunity Builder Juices .
UNIBIC
Digestive range of cookies,
butterly cookies
Facebook feeds for the range of
Oatmeal cookies
BritanniaMarie, Goodday,Cheese
Facebook feeds on,"Smilefor a Good
Day" is the theme for their Good day
campaign
Wipro
Santoor, Yardley, Giffy, Softouch,
Maxkleen
With the pandemic, hygiene has
become extremely important. Focus
products Santor Handwash, Safewash
& Giffy for facebook feeds
Himalaya
Neem Face Wash, Baby Care
products, Wellness products
Focusing on their baby care products
and their wellness products, also the
Himalaya hand sanitizer Facebook
feeds
UNIMO: Immunity ki community

23. Living Room Virtual Parties
SPONSORS: Nestle, Coke, Pepsi, Real,

MX Player Music & Movie Hangout:
Nestle, Amul, HUL, ITC, Dabur, P&G, Nivea, Loreal,
Emami, Ponda, Lakme, etc
Monetizing communities & CSR: Virtual Approach
UNIMO: Immunity ki community

24. Driving JVC and [P+D]: MX Player & Mediawire
Focus on TV advertisers
and digital video
Other OTT advertises
To all BCCL clients with
10Sec video
Mediawire CSR for
MX Player Mediawire
ADEX CLIENTS ( APR-FEB 2020)
HINDUSTAN LEVERGODREJ CONSUMER L OREAL INDIA PVT LTDVISHNU PACKAGING
RECKITT BENCKISERCOCA COLA MARICO LTD PARLE BISCUITS PVT LTD
ITC BROOKE BOND WIPRO LTD PROCTER & GAMBLE
CADBURYS COLGATE PALMOLIVE NESTLE INDIA LIMITEDSMITHKLINE BEECHAM
VINI PRODUCT PONDS INDIA PROCTER & GAMBLE GCMMF

25. Driving JVC and [P+D]: TIL & TNN
Top20 Digital advertisers
N RANGARAO & SONS
CALIFORNIA WALNUT COMMISSION
UNICHARM INDIA
HINDUSTAN LEVER LTD
ESSILOR INDIA PVT LTD
KAMA AYURVEDA PVT LTD
NESTLE INDIA LIMITED
WEIKFIELD PRODUCTS CO (I) LTD
NARANG GROUP
WIPRO LTD
SEAGRAM
ASHOK & CO (P) LTD
RIPPLE FRAGRANCE PVT LTD
BAUSCH & LOMB
CAMPCO
STEPPER EYEWEAR LTD
S C JOHNSON PRODUCTS & SONS
TEEJAR PVT LTD
TETRA PAK INDIA PVT LTD
BUDWEISER
Top 20 TV advertisers
HINDUSTAN LEVER LTD
RECKITT BENCKISER (INDIA) LTD
ITC LTD
BROOKE BOND LIPTON INDIA LTD
CADBURYS INDIA LTD
COLGATE PALMOLIVE INDIA LTD
GCMMF (GUJ COOP MILK MKT FED)
COCA COLA INDIA LTD
GODREJ CONSUMER PRODUCTS LTD
L OREAL INDIA PVT LTD
SMITHKLINE BEECHAM
NESTLE INDIA LIMITED
PEPSI CO
NIVEA INDIA PVT LTD
LAKME LEVER LTD
BRITANNIA INDUSTRIES LTD
PROCTER & GAMBLE HOME PRODUCTS
PROCTER & GAMBLE
PONDS INDIA
JOHNSON & JOHNSON LTD
Few on going digital discussions
Luxor writing * Organic India * ITC* HUL* Creamy Food* Velnik* etc

26. 12
15
25
5
8
15
PESSIMISTIC OPTIMISTIC
APR-MAY-JUN
REVENUE [RS] CR
Revenue Projection:Q1

27. Recommendations
Co-support corporates
contributing to PM cares
Incentivised rates for COVID
contextual ads
Special Print packages for
seasonal clients
Rate freeze till December 2020
for existing clients/deals.
•ITC, TATA, Wipro…
•Special print packages -1+1 valid for 60
days.
•Waive off premium and further discount by
10 –15%.

28. We hope for normalcy Thank you!