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Sales and Distribution

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Sales and Distribution
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


References: Reports 1. 2. 3. 4. 5. CEAT Annual Report, 2011-12, http://www.ceat.in/newsite/aboutus/invs-annual-reports.asp ATMA Reports, Statistics, http://www.atmaindia.org/ SIAM India, Industry Statistics, http://www.siamindia.com/ ICRA Reports, Indian Tyre Industry, http://www.icra.in/Files/ticker/Indian%20Tyre%20Industry_Dec%202012.pdf Distribution channel and Channel Management At Ceat Tyres IBS Hyderabad Page 29
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