Analyzing
Distribution Channel of “LG”
Name
of the Course: Distribution Management
“Table
of Content”
Topics
|
Page no.
|
1.0.
Introduction
|
01
|
1.1.
Origin of the Report
|
01
|
1.2. Objective
of Report
|
01
|
1.3. Scope
of the Report |
01
|
1.4. Methodology |
01
|
1.5. Limitations |
01
|
2.0. Organization
Overview
|
02
|
2.1. LG
company history |
02
|
2.2.
Market coverage |
02
|
2.3. The
channel
|
03
|
2.4. Distribution
Process of LG
|
03
|
2.5. The
product
|
04
|
2.6. Management
|
04
|
2.7. Controlling
|
04
|
3.0. Package
enticements
|
05
|
3.1.
Managerial product and sales training
|
05
|
3.2.
Regional warehousing |
05
|
3.3. New
product development plans |
06
|
3.4.
Market Management Manufacturer
Management |
06
|
3.5. No
penalty stock rotation |
06
|
3.6. List
pricing |
06
|
3.7. Comprehensive
Cooperative Advertising |
06
|
3.8. Price
Protection |
07
|
3.9. Drop
shipment capability
|
07
|
3.10. Rapid
or Time Delivery |
07
|
4.0. Channel
conflict |
07
|
4.1. Over-distribution |
07
|
4.2. Stocking
levels |
08
|
4.3. Assigned
markets
|
08
|
4.4. Transshipping |
08
|
4.5. Competition
resources |
08
|
4.6. Size
of profit margin |
08
|
4.7. Pricing
issues |
09
|
4.8. Overselling
without regard to Availability |
09
|
4.9. New
product launches |
09
|
4.10. Sales
quotas |
09
|
4.11. Large
account coverage |
09
|
4.12. Competitor |
10
|
5.0.
Better alternatives for the company
|
10
|
5.1. Indirect
channel |
10
|
5.2. Increase
Warehouse |
10
|
1.
Introduction
- Origin of the Report:
Our instructor, assigned us a report, which is a partial requirement
of the course "Distribution Management". A research was
conducted on the distribution channel of the LG Company.
1.2 Objective of Report:
The objective of this report is to asses the existing distribution
system, the impact of the Distribution process, and to find out
better alternatives for the company.
1.3 Scope
of the Report:
The report contains a brief discussion of the various activities of
the company and its distribution process, also the sales promotional
activities. Due to some limitations discussed here the departments
and its activities are not explained in details, which is been
discussed later.
- Methodology:
The data collected for this report are both secondary and primary.
Past records of the company were analyzed to gather information and
direct interviews were conducted to collect information.
- Limitations:
It was not possible for us to cover all the segmented regions of
Karachi city let alone all districts. There were also problems of
collecting the primary data from the
sales force. For above mentioned reasons we had to come up
with some arbitrary data.
- Organization Overview
- LG company history:
LG Electronics, Inc. (Korea Stock Exchange: 6657.KS) was established
in 1958 as the pioneer in the Korean consumer electronics market. The
company is a major global force in electronics and information and
communications products with more than 64,000 employees working in 76
overseas subsidiaries and marketing units around the world. With
annual total revenues of more than US $16.9 billion
(non-consolidated), LG Electronics comprises three main business
companies: Digital Display & Media, Digital Appliance,
telecommunication equipment & handset. LG Electronics' goal is to
enable the intelligent networking of digital products that will make
consumers' lives better than ever.
- Market coverage:
For market coverage the company use intensive distribution system
by authorizing several distributor to sell products in a
given market segment. They have total 129 direct sales in the
country, 36 direct sales force in Karachi. They have their
showrooms as well. They are setting up or expansion their
channel where necessary and they also have more than one show
room in some of the areas.
- The channel:
To reach the market company
use their direct sales force. They have total 139 direct
sales force and to reach the regional end user company also
use their direct channel system and to serve the market
more smoothly they are planning to set up 300 showroom in
the country by 2012.
2.4
Distribution Process of LG:
LG is an international brand world wide. They have their unique
distribution channel in Pakistan; they market their product through a
domestic renowned company known as BUTTERFLY. LG has given their
license to BUTTERFLY Company to market their product.
LG import their product from KOREA and the product come to the
Karachi port and then it send to the warehouse, from where the
product delivered to the different showroom located in the country.
Lastly the showroom or the direct sales force can sell to the end
user.
Imported
Warehouse
LG
Showroom
END-USER
LG
Showroom
LG
Showroom
2.5
The product:
Digital Display & Media Company Digital
TV, PDP, Monitor, CD-ROM Drives, DVD-ROM Drives, CD Rewritable
Recorder, DVD Player, Audio, Security System, Recording Media, Video
Phone, PC Camera, Banking Automatic System PCB Digital
Appliance Company Air Conditioner,
Refrigerator, Microwave Oven, Washing Machine, Vacuum Cleaner,
Compressor for Air Conditioner, Compressor for Refrigerator.
2.6
Management:
They have direct sales manager. Area based
manger, and also country sales manager. The sales person in
Karachi reports to the direct sales manager in country head and
the sales person in Karachi also report to the sales manager
in Islamabad. Finally all the report go to the head office
of LG.
2.7
Controlling:
They
strictly control their work force. Each day the direct sales force
channel report everything to the head office. They record sales copy,
customer copy showroom copy and send it to the head office.
3.
Package
enticements
3.1
Managerial product and sales training:
Manufacturers
train their sales person so that they will be able to sell
the product to the customer.
3.2
Regional warehousing:
LG have total 9 regional warehousing in this country. 4 in
Karachi. Each of the warehousing is based on the need of
their distribution process .
3.3
New product development plans:
Company let their channel to know about their new products. IT helps
them to market their product more efficiently .But the
company don’t share too much information about their new
product to the distributor.
3.4
Market knowledgeable manufacturer management:
Every manufacturer need a market knowledgeable manager to care
about the distributor’s marketplace, business challenges and
customers. A lack of experience and sensitivity can easily create a
problem in the channel of distribution. LG use market knowledgeable
area manager who come to the showroom any time to observe what is
happening.
3.5
No penalty stock rotation:
No penalty stock rotation is also given by the company. Each showroom
can carry as much product as it can capable of. If any showroom
cannot sell their entire product they can return their product
to the head office, though it happens very rarely.
3.6
List pricing:
Company use their own research team to find out the list
pricing in the market. They increase and decrease the price
of their product according to their market research report.
They can decrease the price of their products at a certain level.
3.7
Comprehensive Cooperative Advertising:
Though cooperative advertising allows the distributor to perform
,on a manufacturer pre approved basis, certain local market
sales promotional activities ,but because of their direct sales
force system company perform their promotion on their own way.
3.8
Price Protection:
Depending on the industry ,price protection can be a major
channel policy consideration. In fast moving ,dynamic
marketplace like electronic products pricing fluctuations is
occasional and significant. Company set their price and they
don’t need to worry about because they are using their own
sales force so they don’t need to pay money if they change
the price of their product
3.9
Drop shipment capability:
LG do offer drop shipment. If any distributor face any
emergency situation they can call the head office to drop the
shipment to customers location.
3.10
Rapid or Time Delivery:
LG always try to deliver the product to the warehouse and
then to the showroom as soon as possible. Their average
delivery period is three days.
4.
Channel
conflict
- Over-distribution:
Sometime Company over distribute their product. These kinds of
problem happen when company authorizes several distributors in the
same area. LG management and sales department authorize one
distributor in each area and not facing any over saturation.
If they need to authorize more than one distributor they set up
showroom according to the demand or either they just expand
the current showroom.
4.2
Stocking levels:
The primary responsibility of a showroom to maintain adequate stock
of the company’s product. Each showroom maintain a certain
amount of stock which is possible for them.
4.3
Assigned markets:
Distributors want to do business in their comfort or existing
zone. When company open any new showroom in other area other
showroom sales personnel too get the chance to do business
there. If any distributor seeing that company opening a new
showroom in Karachi other showroom personnel also get the
chance to operate that showroom.
4.4
Transshipping:
Out of authorized product shipments by distributor is call
transshipping. This kind of activity is harmful for the
company, because of strict control and better managerial
performance transshipping don’t happen in LG’s distribution
process.
4.5
Competition resources:
Each of direct sales personnel get the training and other
sales improving performance technique what is allocated for
them. Company gives training fairly and treats them equally.
4.6
Size of profit margin:
Making money is the primary target for any distributor, but
here company use direct sales force channel .They are not
transferring their cost. They invest their money to build a
distribution facility or showroom. Their profit comes through how
they charge for their product.
4.7
Pricing issues:
Company who use direct sales force channel ,they are not much
worried about their pricing issues. If they would use
indirect sales force channel then there were some
possibilities of pricing issue between them and the indirect
sales force channel ,sometimes company is prevented to charge a
price by the indirect channel force.
4.8
Overselling without regard to Availability:
This kind of conflict happens when distributor unethically shift
the full burden of order to the manufacturer. Direct sales
force channel of LG do not perform this kind of work , if they
need any product they call the main office to supply the
product and after that if the product is not available to
the main office then they told the customer that it will
take time to give them the product.
4.9
New product launches:
When launching any new product company don’t need to pull
any distributor because of the advantage of using direct
sales force channel, whatever product they are introducing the
showroom will get the product. The company don’t need to
perform any pull strategy.
4.10
Sales quotas:
LG don’t follow any sales quota system. They don’t force their
direct sales channel that they have to sell this amount or
unit of product.
4.11
Large account coverage:
Their direct sales force gets the advantage of large account
coverage. When they deal with any large corporate customer
they can deal with the corporate customer or the company
can also handle it directly. Company don’t interfere in the
case of large corporate when they directly contact with the
direct sales force.
4.12
Competitor:
AC-General, Refrigerator-monopoly business, Washing machine-Samsung,
Microwave oven-Samsung, TV-Sony
5.
Better
alternatives for the company
5.1.
Indirect channel:
Distribution is a cost transfer business, by using indirect channel
the company can transfer the cost and can save money. Traditionally
they are spending their own money to set up a showroom which is quiet
costly. They can take the help of indirect channel.
5.2.
Increase Warehouse:
Now they have only 9 showroom which is very big ,but the
increasing demand of the product require them to build more
warehouse so that they can more efficiently stock their
product.
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