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Madura Garments

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Madura Garments
Sales and Distribution Channel Structure of Madura Garments

Group B9
Ishan Agrawal (11P081)
Jaya S Choubey (11P083)
Kumar Rahul(11P087)
Abhishek Narayan (11P145)
Madhur Paul (11P147)

Contents Madura Garments 3 Background 4 Louis Philippe: 4 Van Heusen: 4 Allen Solly: 4 Esprit: 4 Planet Fashion: 5 Madura Fashion & Lifestyle Channel Structure 6 Data on the Channel Structure of Madura Fashion & Lifestyle 8 New Product Development 10 Market Overview 13 Product positioning: 13 Product pricing 13 Competitor Channel Strategy 13 Process followed 15 Issues in Channel Strategy 16 Issue: Selecting Channel Members 16 Issue: Fostering Channel Member acceptance of the new products 16 Issue: Stocking and Visual merchandising 17 Issue: Maintaining Product Differentiation 17 Recommendations: 17 Issue: Product Positioning: 17 Issue: Product line expansion 17 Issue: Sales Organization and Sales Culture: 18 Sales Culture: 18 Personal Selling Process: 19 Recruitment, Selection and Training of Sales Personnel 21 Step 1: Manpower Planning 21 Step 2: Sourcing activity 21 Internal Sourcing 21 External Sourcing 21 Step 3: Approval 22 Training and Development :- 22 Probation Appraisal Forms: 22 Territory and Quota Management 23 Evaluation of Sales Personnel 24 Challenges faced in implementing recommendations: 26 What can be done to address these challenges? 26 References 27

Madura Garments

Background
Madura Garments, a division of Aditya Birla Nuvo is India 's leading apparel retail company. It consists of the brands: Louis Philippe, Van Heusen, Allen Solly and Peter England. Apart from these it has a distribution agreement with the international brand Esprit for which it has opened exclusive brand outlets.
Louis Philippe:
Louis Philippe was the first genuinely international garment label introduced in the Indian market in 1989. Recognised as a Superbrand, Louis Philippe epitomises


References: 3. Mr. Deepak Thakur, Group Manager, Lous Phillipe, Madura F&L (9743999434) 4 5. Mr. Suraj Holla, Manager, Strategy, Madura F&L (9743999239) 6
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