PROGRAM OVERVIEW

EMI Facility Available On Credit Cards

This course is for:

FMCG Entrepreneurs/Start-ups

FMCG professionals

Students who want to take up FMCG sales as their career

This is an ONLINE COURSE. We will be using Zoom for the sessions.

This course covers the following topics:

1. How To Select The Right Product

Need Analysis

Category analysis

Feasibility Analysis

Idea Selection - Product Mix - Width, Length, Depth

2. Brand Positioning and Pricing

Brand Positioning - Mission, Vision, Personality, Identity

Pricing Strategy

Calculating Projected EBITDA

Budget Allocation For BTL Activities

Scheme

3. Brand Communication

 Effective Communication Of USP

 Communication on Packaging

4. Go To Market Strategy :

 Channel Classification

 Outlet Classification

 Product - Outlet Fitment

 Sales Tools

 Trade Schemes

 Consumer Offers

5. Offtake Strategy

 In-Store Display Element

 Store Classification wise display

 6. Inventory Management

The key Metrices of inventory management

The key tools for inventory management

Inventory control at different levels - Retail and Distributor 

7. Modern Trade Terms Of Trade

What are business elements while dealing with Modern Trade

What all to prepare before starting to deal with Modern Trade Stores

8. Creating The Sales Organization

What are the levels in a sales organization hierarchy

What are their Roles Accountabilities and KPIs

How select the right candidate

9. How To Identify New Markets And Expand Coverage

How to identify the coverage gaps

How to set target for new outlet opening

How to do Retail Mapping

How to do Beat Designing

How to do delivery beat planning

New Outlet Opening

10. Distributor Management

How identify a Distributor

How to calculate the Distributor Infra required

Distributor appointment process

Setting up the distributor point processes

Distributor ROI calculation

Distributor Evaluation

Joint Business Plan

11. Data Analysis and Target Setting

Analyzing reports and data

Gap identification

Planning

Creating the execution plan

12. Sales Force Automation

The platform

Its usage and benefits

Session Details - This is a 10 session training program. Each session is of 3 hours. Online Sessions will be held on every Sunday 11 am To 2 pm starting from 28.02.2021 to 02.05.2021