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Distribution Dossier - Samsung India

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Distribution Dossier - Samsung India
Distribution Dossier
Samsung Electronics India Limited

Sales and Distribution Project

By:
Rohit Agrawal

TABLE OF CONTENTS
CONSUMER ELECTRONICS MARKET IN INDIA 4
LEADING COMPANIES 5
LG Electronics Inc. 5
Videocon Industries Ltd 5
Samsung India Electronics Private Limited 5
SAMSUNG 'S DISTRIBUTION CHANNEL 7
Role and key deliverables of channel members 7
Consumer Electronics Distribution 8
CHANNEL MEMBER MANAGEMENT 9
Monetary methods 9
Non – monetary methods 9
Target setting mechanism 9
Monitoring Mechanisms 9
Training and HR inputs 10
FIELD FORCE MANAGEMENT 11
Monetary methods 11
Non – monetary methods 11
Target setting mechanism 11
Monitoring Mechanisms 11
Training and HR inputs 11
TRANSPORT AND LOGISTICS 12
Imported Goods 12
Within the country 12
Modes of Transportation till Dealer 12
Modes of Transportation after Dealer 12
ANALYTICAL FRAMEWORK 13
EVALUATING THE HEALTH OF CURRENT DISTRIBUTION 16
Effectiveness 16
Efficiency 17
Adaptability of Distribution Network 18
Dealers ' satisfaction with the company 19
Efficiency of after Sales Service 19
ISSUES IN DISTRIBUTION 20
Parallel imports 20
Channel Conflicts 20
FINANCIALS 21
Market Spend Details for Samsung 21
Market Spend Details for LG 22
FUTURE TRENDS 24
Increased use of IT 24
Emergence of large national retailers 24
Increased buying potential 24
Increasing purchasing power with the people at Tier 2 & Tier 3 towns 25
Consumer behavior 25
After Sales service 25
Focus on retail experience 25
SUGGESTIONS FOR SAMSUNG 26
REFERENCES 27

CONSUMER ELECTRONICS MARKET IN INDIA
The consumer electronics market consists of the total revenues generated through the sale of audio, video, and games console products designed primarily for domestic use. The audio sector consists of hi-fi systems, cassette, CD, Minidisc and MP3 recorders and players, personal stereos, and radios. The video sector consists of CRT and flat-panel television sets, videocassette and DVD players
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