Sales and Distribution

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  • Topic: Tires, Tire, Radial tire
  • Pages : 26 (7271 words )
  • Download(s) : 127
  • Published : May 19, 2013
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Channel Management, Sales and Distribution
At CEAT Tyres

Team Members:

L. Gowtham
Submitted to

Nikhil Turaga Robin Paliwal Sneha Sinha Somya Shree Kumar

Prof. Rajan Mani

IBS Hyderabad

Contents
I. Acknowledgement ..................................................................................................................................... 2 Company Snapshot ................................................................................................................................... 3 Quotes to Quote ....................................................................................................................................... 4 II. Economies and Industry Overview ........................................................................................................... 5 i. Economy- Overview .......................................................................................................................... 5

ii. Tyre Industry- Overview ........................................................................................................................ 5 III. Objectives of the study ............................................................................................................................ 8 IV. CEAT Tyres ............................................................................................................................................. 10 1. Functional Analysis.............................................................................................................................. 12 2. Channels .............................................................................................................................................. 15 i. Channel Design................................................................................................................................. 15 ii. Dealer types .................................................................................................................................... 16 iii. Regions ........................................................................................................................................... 17 iv. Documents used for recording the information flow .................................................................... 19 2a. Channel Member Management .................................................................................................... 20 3. Sales Force Management .................................................................................................................... 22 4. Distribution ......................................................................................................................................... 26 6. TOWS Analysis of Channel and Sales & Distribution at CEAT and Recommendations ....................... 27 V. Conclusion............................................................................................................................................... 28 VI. Exhibit .................................................................................................................................................... 29

IBS Hyderabad

Page 1

I. Acknowledgement
We place on records our sincere thanks to Prof. Rajan Mani for giving us a chance to

know and research about an industry in detail.

We obliged to thank Mr. M. Karthik, Territory Leader, Chennai circle, CEAT for

assisting us with publishable facts of the company.

We also thank our batch mate Mr. Dinesh Boppana for sharing his SIP experience that he

underwent at CEAT during summer 2012.

IBS Hyderabad

Page 2

Company Snapshot
CEAT Limited RPG Tyre Industry Automobiles Born tough; Take it on Products are known for durability and superior quality

Parent Company Category Sector Tagline/ Slogan USP

Manufacturing units 4 Location of manufacturing units 3 in India- Bhandup, Halol, Nashik and 1 in Srilanka Total...
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