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Transcript of Global Sales Review
Sales Review Meet - 2009-10Integrated Business India
1
Presentation OutlineIntegrated Business Organogram Integrated Business India Structure UPL Products Strength UPL Sales Journey & Key Contributing Products Business Highlights Integrated H1 Sales Performance Projections for Q3 & Q4 Sales Outlook 2009-10 Q1 A + Q2 A + Q3 F + Q4 F
SWOT Analysis Registration Outlook for the year Competitive Scenario Indian Agrochemical Market An Overview UPL in India Product Group & Market Share AF Key Products Journey Indian Business Marketing Strength Marketing Activities Marketing Inputs Corporate Brand Building Activities
2
Integrated Business Organogram
Integrated Business Organogram.doc
3
Integrated Business - India StructurePunjab Rajasthan H.P & J & K Haryana Uttar Pradesh Chandigarh
Employee Strength - 381 Zonal Business Heads - 7 Regional Managers 35 Marketing Team 37 SO/SE/SSE 260 Depots 24 Channel Partners 4500
Delhi Ahmadabad
Madhya Pradesh Gujarat Chhattisgarh
HO
Pune
Kolkata Hyderabad
West Bengal Bihar, Orissa Assam & NE States
N
Maharashtra Bengaluru Andhra Pradesh
W
EKarnataka Tamilnadu & Kerala
S
4
5
UPLs Products Strength (AF)
6
UPL Seed Product Profile (FC & VC)
Key field Crops (Advanta)1. 2. 3. 4. 5. 6. 7. Paddy Cotton Maize Sunflower Jowar Bajra Mustard
Key Vegetable crops (Golden + Unicorn)1. 2. 3. 4. 5. 6. 7. Tomato Chilli Brinjal Bhindi Cabbage Cauliflower Cucurbits
7
Integrated Business SnapshotPeriod - H1(April - Sep 2009), Value - Rs. Cr.
Division Agro Formulation Field Crops Vegetable Crops ntegrated Total3 0 300 2 0 200 1 0 100 0 0 Agro Formul ion Previous Year Actual 14 1 2 1 2 1 4 101
Previous Year 162 59 29 250
Budget 2009 182 70 38 289
Actual % % 2009 Achievemen Growth 184 46 31 261 101 67 82 90120 2 0 2 2 9 2 1 90 100 0 0 40 20
14 (22) 6 4
9
0
4 (22)
4 29 3 31
0 -20 -40
Fi l Crops udget 2009
Vegetable Crops Actual 2009
Integrated Total % Growth
% Achievement
8
Agro formulation Journey (Net Sale Rs. Cr.)
300 250 200 150 109 100 50 0 111 130
277
Rs. C .215 176 181
2008-09
2002-03
2003-04
2004-05
2005-06
2006-07
2007-08
9
Key Products (AF)2008-09 (% Contribution of Net sale)Kaardon, 4 T otal, 3 Lancergold, 4 Jhatka, 4 Phoskill, 13
Lagaam, 4 Uthane, 7 Umet, 11Brand Names Jha ka Lancerg d Kaard n T ta
Saaf, 13
Brand Names Saaf
Technical Name M n cr ph s 36% SL Carbendaz m 12% + Manc zeb 63 % WP ra e 10 G Ph Manc zeb 75% W.P. mazethapyr 10% SL
Technical Name C d naf p pr pargy 15% WP Acepha e 50% + m dac pr d 1.8% SP Car ap Hydr ch r d 4G Su f su fur n 75% + Metsu furan Methy 5% WG
Lagaam
Uthane
Ume
Ph sk
10
H1 Sales Snapshot (Integrated)
Val
Budget (Sale) Actual (Sale) al i i i i al
Q 158 167 3
Q 131 95 73 3 3
al 289 261 37
11
H1 Sales Snapshot (AF - All India)
Valu - Rs. Cr.
Budget (Sale) Actual (Sale) Sal s Ach. ( ) Bu g t Co tri utio Co tri utio Actual
88 89
94 95
H Total 182 184
12
Sales Snapshot (FC All India )
Value Rs
r
H Bu g t (S le) tual (Sale) Sales Ac udget o tr but o o tr but o Actual 55 62 15 -15
otal 70 46
13
H1 Sales Snapshot (VC All India )
Val
s.
.
2009-10 Budget (Sale) Actual (Sale) al s . Budget tribution Contribution tual
Q1 16 16 99 7
Q2 22 15 70 47
H1 38 31 82 47
al
14
Sales Outlook 2009-10 (Integrated All India)Value s. Cr.
Budget Actual/Forecast % ievement
Q 158 167 5Budget500 450 400 350 300 250 200 150 100 50 0 105
Q 131 94 7Actual/Forecast101
Q3 98 99
Q 48 51 7% Achievement435 107 411
Outlook 435 411 5
120 100
95 72 158 167 131 94 98 99 48 51
80 60 40 20 0
Q1 A
Q2 A
Q3 F
Q4 F
FY 09-10 Outlook
15
Sales Outlook 2009-10 (AF)Value Rs. Cr.
1A
Q2 A 94 95 101
Q3 F 70 75 108
Q4 F 31 36 116
FY 09-10 Outl k 282 295 104
Budget A tual ecast Achievement
88 89 101
350 300 250 200 150 100 50 0 1 101 88 89
101 94 95
2
3
4
!( # '&%$ !#"108 70 75
a
r a
m
116
282 295
31 36
09 10
!3
2 1 0#" )
!
120 115 110
104
105 100 95 90
16
Sales Outlook 2009-10 (FC)Valu Rs. Cr.4
Q1 A
Q2 A 15 15 -102Actual/Fo cast67
Q F 14 3 21
Q4 F 6 6 10
FY 09-10 Outl 90 55 62
Budget Actual ecast Achi v t
55 62 11Budg t6
% Achievement90 107 55 50 62 0 6 6 -50 150 100
100 80 55 60 40
113 62
21 15 14 3
20 0 -20 -40 Q1 A Q2 A -102 -15
Q3 F
Q4 F
F 09-10 Outlook
5
-100 -150
17
Sales Outlook 2009-10 (VC)98
Value Rs.
.
A
A 22 15 68
F 14 21 151
F 11 9 81
FY utlook 63 61 97
Bud et Actual/Forecast % A hievementBudget
16 16 99
70 60 50 40 30 20 10 0 Q1 A 16 16 99
A tual Forecast
% Achievement 63
22 68 15 14
Q2 A
A
@
151
61
160 140 120 100
81 21 11 9
97
80 60 40 20 0
Q3 F
Q4 F
FY 09-10 Outlook
18
Q3 + Q4 Sales Outlook (AF - Key Products)GF GF D ED DS.No. Produ ts Te ni a l
Carbendazim 12 + Mancozeb 63 Wp
horate 10 G
Sulfo 75 + Metsulfo 5 WG
Cartaphydrochlorde 4 G Acephate 75 SP Acephate 50% + Imidacloprid 1.8% SP Pyrazosulfuron 10 WP Buprofezin 25 SC Cypermethrin 10 EC Phosphomidon 40 SL Sulfosulfuron 75 WG Paraquatdicholride 24 SL
Total
P
Monocrotophos 36 S
I
Mancozeb 75 % W
I
H
I
Q
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
Jhatka Saaf Uthane Umet Total Phoskill Kaardon ancer Lancergold Saathi Buprolord Ustaad Kinadon plus SF-10 Uniquat
Cl dinofop 15% W
12 11 11 10 8 4 4 3 3 3 3 2 2 2
12 12 12 12 8 6 4 4 3 4 3 3 2 2
83
89
CB
D
CB
Budget
r.)
Expe ted
r.)
19
Q3 + Q4 Sales Outlook (FC - Products)
S. o. Produ ts 1 Field Corn 2 Sunflo er 5 Sorghum 3 4 ice Mustard Total
Budget H 8 7 2 1 1 1
r.)
xpe ted H 1 3 2 1 2
r.)
20
Q3 + Q4 Sales Outlook (VC - Key Products)S. o. 1 2 3 4 5 6 7 8 9 10 11 12 14 15 Produ tsHybri C bbage OP C riander Hybrid C illi Hybrid Tomato Hybrid Watermelon Hybrid Caulifolwer OP Bhindi Hybrid Cucumber Hybrid Bhindi Hybrid Beetroot Hybrid Brinjal Hybrid Muskmelon Hybrid Bottlegourd Hybrid Bittergourd Total
Budget H 4 2 2 2 2 2 2 1 1 1 1 1 0 0
r.)
xpe ted H 4
r.)
2 2 2 2
20
1 1 1 1 1 2121
Measures to Cash Opportunities & Improve Strength1.
Opening of New Markets/ GeographiesBenefits of inter divisional network & Human resource available. Opportunity to be strong & branded in remote area like Assam, Manipur, Jharkhand, J & K, Himanchal
2.
Brand & Segment differentiation of proprietary productsSaaf, Saathi, Lancergold, Total & Lagaam
3.
To cash maximum productivity from IPR departmentTo get maximum patents for upcoming new products UPH 206, UPH 203B, UPH 309 ISK Products
4.
Competitive advantage over competitionBig integrated Distribution network Sales team equipped with strong & structured marketing team
22
Strategies to Combat Threats & Weaknesses1.
Safeguarding Big Integrated customer baseFarmers as well as Trade Partners Regular Contact with innovative marketing tools
2.
New upcoming Strong pipeline productsISK Products - exclusively new Chemistry To compete with strong competitors & to improve overall image (company dependent on old generics)
3.
Keep an eagle eye on G.M Crops & Market trendsTo have a best product fit, To be proactive to accept the changes & develop the strategy
4.
To be a Farmer Centric OrganizationFocus on farmers, root level extension activities to compete from low cost manufacturers/Local players To compete with new entrants like Makteshim, Sinochem, Devgen etc
23
Registration outlook for the year1.
Key Registrations Obtained in H1Fipronil 5 % SC Fipronil 0.3 Gr Chlorpyriphos 50 + Cyper 5 EC
2.
Key Registrations Expected in next two QtrsClodinofop 15% + Metsulfuron 1% WP Emamectin Benzoate 5% SG Ethion 40 + Cyper 5 EC
3.
Key Registrations Planned in H2 Qtrs
24
Competition for top 5 UPL ProductsVolume Kl/MtS. o. Produ ts Te hni alStrategy to target Che onova Customers, Overall they are getting eak in Product range, Distribution & Team Continue to focus on new segments, Seed Treatment, Concept development like Saafilizer, contuation in promotional activities
b
5
Jhatka
Clodinofop 15 WP
560
98
17
Complete range in wheat herbicides, 2nd most popular brand
a
4
Uthane
Mancozeb 75 WP
8100
881
11
Biggest anufacturer, Improving penetration & reach in new geographies
Indofil (2100 t)
Syngenta (220 Brand Leader t)
`
3
Umet
Phorate 10 G
35000
7254
21
Integrated Big distrbibution PI Industries network, 2nd popular (9000 t) Brand
Y
2
Saaf
Carbendazim 12 + Mancozeb 63 WP
1400
874
62
Brand Leader( 60 S), Indofil Patented Product, Developed (250 t) New Segments
Specilalized in Fungicides
Strong in Brand
Benefit out of best services to farmers & Trade partners by providing complete solution & Customer relationship
Benefits out of low cost of Brand & production, biggest Volume leader manufacturer, preplacement Open Distribution Channel in North, Benefits from Pipeline product "Vesta"
W
1
Phoskill Monocrotophos 36 SL
8600
1234
14
Largest anufacturing Che inova Capacity, 2nd popular Brand, (1350 Kl)
Big Brand,
25
V
V
T YX
Industry Volume
UPL UPL Market UPL Strength Volume Share
ompetitors
T
ompetition Strength
Suggestions to Maintain/Improve sale
a
U
S S
S
R
Top five Products (Industry - 2008 )
S.No
erbicidesGlyphosate 41 SL Clodino op 15WP Imazethapyr 10 SL Sulfosulfuron 75%WDG Pretilachlor 50 EC
Value (Cr.) 134 108 87 80 68 477 984 49
nsecticidesImidacloprid 17.8 SL Acephate 75 SP Endosulfan 35 EC Monocrotophos 36 SC Spinosad 45 SC
Value (Cr.) 264 245 226 170 150 1054 3065 34
FungicideseMancoze 75
Value (Cr.)
3 4 5i
phg
Total (To ) ndustry Total % Cont of to
f
2
Hexaconazole 5 EC Carbendazim 50 WP Tricyclazole 75 WP Propiconazole 25%EC
roducts
c
1
d
126 74 63 59 52 374 883 42
hg
26
Key Initiatives to sustain 20% growth for next three (3) years
1.
Product Portfolio StrategyNew Product Launches, AF 5, FC 3 & VC 8 Total 16 products, Average sale Rs. 5 Cr./product Total Expected Sale 80 to 100 Cr.
2.
TalentRecruitment, Training & Development Leadership Development ICCI
3.
Customer Service >4500E- Custal SMS Service Business Processes to be more automated
4.
Quality of produces especially Seed portfolioRevamp QC organization Induct best talent & revise quality management system
27
28
Saafilizer Concept Promotion
Float Vans
29
Lancergold float Van
30
Night View of Float Van (Saaf + Lancergold)
31
Seed Treatment Campaign Govt Participation
Inaugurated by Karnataka Agriculture Minister
32
Seed Treatment activitiesGovernment Participation & Media Coverage
33
Crop Specific Activity Coral Master Meeting
Coral Masters Meeting Behrampur (Rajasthan)
34
Crop Specific Activities Focus on Farmers
Media Coverage for Coral Masters Activity35
Participation in Local Festivals (Pune)
36
Farmer Meetings (Punjab)
37
Farmer Meetings (Punjab)
38
Farmer Meetings (Bihar)
39
Farmer Meetings & Product Display
40
Farmer Meeting Pune
41
Farmer Meeting Andhra Scientist Participation
42
New Products field days (Vesta)
43
New Products Media Coverage
44
New Product Promotion Udora (Soybean Herbicide)
45
Saafilizer Concept Display at Retailer counterResults display at dealer shop
46
Folks in Andhra
47
Lagaam Walker Campaign (Maharashtra)
48
Lagaam Rally - MP
49
Vehicle Campaign
50
Coral Farmer Meeting - Rajasthan
51
Coral Jagrukta Rath
52
Coral - Oil Testing Lab
53
Training to Field Assistants
54
Model Plot Activities
55
ISK Team VisitProducts 1. 2. 3. 4. UPI 206 (Sucking Pests) UPI 106 (Lepidopteron) UPF 206 (Early & Late Blight) UPF 108 (Early & Late Blight)
Crops Covered Cotton, Chilli, Tomato, Okra Brinjal, Cabbage, Potato, Bitter Gourd
Zones Covered Chandigarh, Delhi Ahmedabad, Hyderabad & Bengaluru Period 2nd to 14th September Delegates Hories San & Morita San
56
Distributor Meeting
57
Retailers Meeting
58
Retailer Meeting - Davangere
59
Retailers Meeting Media Coverage
60
Use of Saaf Empty Cartons & Product Display
61
Use of Saaf Cartons as Cost effective Promotional
Cartons & Flaps as Dangler
Integrated Counter
62
Saaf Walker Campaign
63
Integrated Field Day Activities - Punjab
64
65
Integrated Crop Schedule Cards
Crop Schedule cards kept inside the seed packets66
Integrated Promotional Inputs (AF +VC)Saaf + Divyajyoti
Saaf Leaflet
Saaf Poleposter67
Crop Specific Inputs (AF + VC)Saaf + Vaisnavi
Saaf Handbill on Tomato68
Crop Specific Inputs
Saaf Handbill on Vegetables
Saaf + Other Veg
69
Crop Specific Inputs (AF +FC)Mustard + Saaf + LG + Insulfgold
Saaf + Lancergold + Insulfgold Handbill on Mustard70
Crop & Product Specific Inputs
Saaf Paddy Handbill
Saaf + Paddy Varities
71
Saafilizer Concept - Handbill
Saafilizer + Paddy Varities
72
Integrated Marketing Inputs
Dealer Board Integrated Umbrella
73
Crop Specific Inputs
74
Crop Specific Inputs
75
Crop Specific Inputs
76
Product Specific Inputs
Saathi Handbill on Paddy77
Product Specific Inputs
Sticker
Poleposter78
Product Specific Inputs
Dangler
Balloon79
Saaf Balloons & Walkers
80
Product Specific Inputs
Wall PaintingIntegrated Inputs
Walker81
Product Specific Inputs
CUT OUT
Carry Bag
CARRY BAG
82
Product Specific Inputs
Banner
Demo Board
Poster Wall Clock Dangler83
Product Specific Inputs
Display Canopy
Integrated Inputs
84
Product Specific InputsDangler Sticker
Integrated Inputs
85
Product Specific InputsPoster Pole Poster
Integrated Inputs
86
Product Specific Inputs
Banner
Integrated Inputs
Field Board87
Product Specific InputsLea let Front
Integrated Inputs
88
Product Specific InputsWalker
89
Product Speci ic Inputs
Integrated Inputs
90
Crops Specific Handbills
91
Saaf lancergold Hoardings
92
Order Book
93
94
Crop Speci ic Complete Package o Practices
95
Crop Specific Complete Package of Practices
96
Participation in Exhibitions
PAU Kisan Mela
97
PAU Kisan Mela 1st Prize
98
UPL Advanta Farmer Field SchoolAn Educational Project dedicated to Indian Farming Community OBJECTIVES 1. To equip the farmers with pest knowledge and their control measures and techniques To give them diversified knowledge of farming like Pisciculture, Animal Husbandry, Poultry etc. To train the farmers on Organic farming, ICM, IPM and Sustainable Agriculture
2.
3.
99
100
101
Corporate Calendar
102
Farmer Prescription Pad
103
104
Integrated Visiting Card
105
Product Press/Magazines Adds
106
Trade Recognition & Motivation
107
Thanks
108
Indian Agrochemical Market Overview
al e (Rs. r.)r w
(No)
(No)
(No)
Her i ides F n i ides Insecticides x
39 50 75 164
710 607 2621 3938
38 56 81 17
842 773 2693 4307
40 59 82 181
984 883 3065 4931
Tota
r
r
al e
al e
q
r
q
r
r
q
ort olio ategory
s
u
r
v t
q
al e (Rs. r .)
ear 2006Form lations
ear 2007Form lations
ear 2008Form lations Growth % in 07 al e over 06
17 14 14 14
109
Crop Market Share
Value - Rs. Cr. SL. No. CROP Value % Contri UPL Value UPL Crop Contri
Red ram % rapes 3%
1 2 3 4 5 6 7 8 9 10
Rice Cotton Chillies Wheat Soybean Potato Tea Grapes Red Gram Sugarcane Others Grand Total
1231 1002 288 284 225 152 140 134 103 93 1279 4931
25 20 6 6 5 3 3 3 2 2 26
88 40 18 24 21 13 14 2 8 12 36 277
32 14 6 9 8 5 5 1 3 4 13
Others 25% Sugarc ane 2%
Ric e 25%
ea Potato 3% Soybean 5% W heat 6% Chillies 6%
Cotton 20%
3%
110
India Land UsageArea Arable Land Net Sown Area Gross Cropped Area Net Irrigated Area 329 M ha. 172 M ha. 141 M ha. 190 M ha. 45 M ha.
111Source: Syngenta estimates
Percentage of Operational Holding
Holding category Marginal(10 ha)So rce : NSSO 2003
1960 61 1970 71 1980 82 1991 92 2002 03 39 45 56 62 69 22 22 19 17 16 19 17 14 12 9 14 11 8 6 4 4 3 1 1 0.8
In 1960-61, 60% of the cultivated area was operated by farms exceeding 4 ha, but by 2002-03 the figure has reduced to 35%
112
Distribution Types
1. 2. 3. 4.
Cooperative channel State Cooperatives Public distribution Government Outlets Private retail chains Agri Retail Stores Private distributors Associated with Organizations
113
Distributors Role in support of Farmers1.
Finance to farmersProviding Agri-inputs (Seeds, fertilizers & Crop protection chemicals & equipments) on credit terms Finance to farmers to grow their crops as well as for personal issues
2.
Market intelligence & Purchase of inputsProvide the daily pricing & others details Purchase their final products directly from farmers
3.
Technology TransferHelps in updating with latest technology Provide the technology to their fields Update regarding the new avenues of upcoming segments etc
114
Saaf (Carbendazim 12% + Mancozeb 62%)Saaf (Rs. Cr.)
5
0
24 16
2
2
2
2
6
1
2
115
Kaardon (Cartap Hydrochloride 4G)K rd n(Rs. Cr.)11 8 5 6
12 10 8 6 4 2 2005 2006 2007 2008 0
116
Phoskill (Monocrotophos 36% SL)
P oskill (Rs. r.)
40 35 30 25 20 15 10 5 0 18 19
36
24
2005
2006
2007
2008
117
Umet (Phorate 10% G)Ume Rs. r.) 30
30 25 20 15 10 52005 2006
27 20
28
2007
2008
0
118
Uthane (Mancozeb 75% WP)
Uthane (
. Cr.)
25 20 20 15 10 10 52005 2006 2007 2008
6
7
0
119
Ustaad (Cypermethrin 10% EC)
U taad R
Cr
10 8 6 4 22005 2006 2007 2008
9 7 6 7
0
120
Total (Sulfosulfuron 75% + Metsulfuron Methyl 5% WG)
Tot l (Rs. C .
10 8 6 4 22005 2006 2007
9 7 6
9
2008
0
121
Lancergold (Acephate 50% + Imidacloprid 1.8% SP)L n rg ld . Cr.)
1 10 8
10
2 0005 00
0008 00
0
122
Lagaam (Imazathapyr 10 % SL)
Lagaa
(Rs. Cr.)
1212 10 8 6 4 2 0 2005 2006 2007 2008
0.0
0.0
0.4
123
SF -10 (Sulfosulfuron 75%WG)
SF-10 ( s. C .)e d
12 10 8 6 4 22005
11
3
4
3
2007
2006
2008
0
124
Thanks
125