Efficiency of Customer Services of Crop Care & Public health Department in ACI.

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Efficiency of Customer Services of Crop Care & Public health Department in ACI.

About The Organization

Company Profile at a Glance:

  • Company Name : Advanced Chemical Industries (ACI) Limited
  • Address : ACI Centre, 245, Tejgaon Industrial Area,

Dhaka-1208.

§ Phone : +88-02-9885694

§ Fax : +00-02-9886029

§ E-mail : INFO@ACI-BD.COM

§ Web Page : WWW. ACI-BD. COM

§ Company Logo :

Strategic Business Units:

Pharmaceuticals

Consumer Brands

Agribusiness-

a) Crop Care and Public Health

b) Animal Health

Subsidiaries:

ACI Trading Limited

ACI Formulation Limited

Apex Leather crafts Limited

ACI Salt Limited

Executive Management:

Mr. M Anis-Us-Dowla Chairman

Dr. Arif-Dowla Managing Director

Mr. M Mohibuz Zaman Chief Operating Officer, Pharmaceuticals.

Dr. F H Ansarey Executive Director, Agribusinesses.

Mr. Azmal Hossain Executive Director, Trade.

Mr. Syed Alamgir Executive Director, Consumer Brands.

Mr. Muallem A Choudhury Executive Director, Finance & Planning.

Mr. Towfiqur Rahman General Manager, Operation.

Mr. Priyatosh Datta General Manager, Quality Assurance.

Ms. Sheema Abed Rahman General Manager, Corporate Service.

Mr. Pradip Kar. Chowdhury Financial Controller

Financials (Year Ending December 2004):

§ Authorized Capital : Taka 500 Million.

§ Paid-Up Capital : Taka 161.70 Million.

§ Sales : Taka 2,558 Million.

§ Profit after Tax : Taka 89.52 Million.

§ Numbers of Employees : 2161

Background:

ACI was established as the subsidiary of Imperial Chemical Industries (ICI) in the East Pakistan in 1968. After independence the company has been incorporated in Bangladesh on the 24th of January, 1973 as ICI Bangladesh Manufactures Limited and also as Public Limited Company. This Company also obtained listing with Dhaka Stock Exchange on 28.12.1976 and its first trading of share took place on 09.03.1994. Later on May 05, 1992, ICI Plc divested 70% of its shareholders to local management. Subsequently the company was registered in the name of Advanced Chemical Industries Limited. Listing with Chittagong Stock Exchange was making on 22 October, 1995.

Advanced Chemicals Industries (ACI) Limited is one of the leading conglomerates in Bangladesh, with a multinational image. ACI is a Public Limited Company with a total number of 19,653 shareholders. Among these, there are three foreign and fifty local institutional shareholders. The company has diversified into five major businesses. Beside these, the company has a large list of international associates and partners with various trade and business agreements.

Company Mission:

ACI’s mission is to enrich the quality of life of people through responsible application of knowledge, skills and technology. ACI is committed to the pursuit of excellence through world-class products, innovative processes and empowered employees to provide the highest level of satisfaction to its customers.

Company Vision:

To realize the mission ACI will:

· Endeavor to attain a position of leadership in each category of it businesses.

· Attain a high level of productivity in all its operations through effective and efficient use of resources, adoption of appropriate technology and alignment with our core competencies.

· Develop its employees by encouraging empowerment and rewarding innovation.

· Promote an environment for learning and personal growth of its employees.

· Provide products and services of high and consistent quality, ensuring value for money to its customers.

· Encourage and assist in the qualitative improvement of the services of its suppliers and distributors.

· Establish harmonious relationship with the community and promote greater environmental responsibility within its sphere of influence.

Values:

Quality

Customer Focus

Fairness

Transparency

Continuous Improvement

Distribution Network:

The company maintains strategically located sales centers in 198 different locations across the country. It has developed an advanced distribution system through its more than 300 skilled and trained manpower and a large fleet over 80 vehicles. The distribution system is capable of handling continuing volume of diverse range of products from the various businesses.

The company’s distribution centers are highly streamlined, computerized and automated. We are capable of maintaining a cold chain for some specialized range of products such as vaccines and insulin. The combination of this advanced function and multi dimensional capabilities make it possible to handle hundreds of products efficiently.

Business Units:

ACI Pharmaceuticals: In 2004, ACI Pharmaceuticals ranked 11th in the Bangladesh pharmaceuticals industry. It provides the market with a wide selection of drugs across all major therapeutic classes, and also offers some specially medicines. ACI Pharmaceutical represents AstraZeneca, Eli Lily and UCB in Bangladesh.

ACI Crop Care and Public Heath Division: This Division is holding the leadership position in the industries; Animal Health has experienced one of the highest growth rates in this sector. ACI Agribusiness has partnerships with several international conglomerates including Ceva Santhe Animale, Invesa, UCB, Isago Asia and Boreegaad Taicang Chemical Co. Ltd.sdx.

ACI Consumer Brands: This Divisionis a leading Fast Moving Consumer Goods (FMCG) company in Bangladesh. In the liquid antiseptic and mosquito repellant categories, this division is a very strong market leader. Foreign partners represented in by this division include Godrej Consumer Products (for hair care and skin care ), Parle Group (for Parle G biscuits), Beiersdorf, Germany (for Nivea range of Products) and Colgate Palmolive.

ACI has formed joint ventures with leading FMCG and agribusiness players in the region. These are:

· Asian Consumer Care Private Ltd: Joint venture of ACI and Redrock Limited, for distribution of various ranges of Dabur products in Bangladesh. ACI holds 50% stake in the venture.

· Tetly ACI Bangladesh Ltd: Joint venture of ACI and Tetley Group of United Kingdom for distribution of Tetley products in Bangladesh, with ACI having 50% shareholding.

Many ACI products have crossed our national boundary and are being successfully exported to various countries in Asia, the Middle East and the CIS region. The responsible of foreign consumers to our products has been encouraging.

Manufacturing Standards:

ACI has three separate manufacturing plants in the outskirts of Dhaka. The Pharmaceuticals plant is located at Narayanganj; ACI Formulations has been setup in Gazipur and the Tetley factory has been built at Konabari. ACI Limited is the first company in Bangladesh to have attained the ISO 9001 certification for Quality Management and ISO 14001 for Environment Management. The Trading subsidiary has also received ISO 9002 certificate. At our manufacturing facilities, we follow CGMP guidelines and standards recommended by World Health Organization (WHO) for pharmaceutical formulations.

Diversification into new industries:

ACI Limited is venturing into new areas of business, as part of its diversification initiatives. Two such businesses being set up are ACI Salt Ltd. And ACI Godrej Agrovet Private Limited.

· ACI Salt Ltd: ACI has set up its salt plant in Rupganj, on the bands of the Shitalakhya river. The plant is producing refined iodized salt through Thermal Evaporation System. ACI has used technology from China Heavy Machineries Corporation (CHMC) in establishing the plant. The end product will be high quality, free-flowing salt with even, crystallized grains. The iodine content of ACI salt will have a stability of more than 6 months. The project has been undertaken at an approximate cost of Taka 32 crore.

· ACI Godrej Agrovet Private Limited: Godrej is a pioneer in the packaged meat business in India. It is also the market leader in the poultry industry, and the owner of ‘Real Good’ brand. ACI and Godrej have a joint venture in Bangladesh to set up an Integrated Poultry Project. Under this project, ACI Godrej Agovet has already set up a feed mill at Sirajganj. This is fully automatic pellet poultry and fisheries feed mill, which uses technology from Jiangsu Muyang group of China. The company has also set up a hatchery at Joynabazar, on the Dhaka Mymenshingh road, with technology from Godrej. The plans for this project also include establishing Grand Parents and Parent Stock breeding farms. The investment in the project is Taka 8 crores, with ACI Limited having 50% shareholding of the company.

ACI Formulation Limited:

ACI Formulations Limited (ACI FL) is a subsidiary of ACI Limited, located at Gazipur, in the outskirt of Dhaka.

ACI FL manufactures majority of the products of ACI strategic Business Limited except for Pharmaceuticals division. The factory is equipped with the state-of-Art facilities for product formulations and process innovation. These include modern computerized equipment like HPLC and GLC.

The product range manufactured at ACI FL include Crop Protection Chemicals like insecticides, herbicides and fungicides in granular, powder and liquid forms, Mosquito Pesticides in the forms of aerosols, vaporizers and coils, and households chemicals like toilet cleaners and hand wash.

Quality Policy

ACI aims is to achieve business excellence through quality by understanding accepting, meeting and exceeding customer expectations.

ACI follows International Standards on Quality Management System to ensure consistent quality of products and services to achieve customer satisfaction. ACI also meets all national regulatory requirements relating to its current business and ensures that current Good Manufacturing Practices (CGMP) as recommended by World Health Organization is followed for its pharmaceutical operations.

The management of ACI commits itself to quality as the prime consideration in all its business decisions. All employees of ACI must follow documented procedures to ensure compliance with quality standards.

The pool of human resources of the company will be developed to their full potential and harnessed through regular training and their participation in seeking continuous improvement of work methods.

Business Performance and Growth Scenario of ACI Limited:

Figure No: 2.1

Figure No: 2.2

Figure No: 2.3

ACI Limited (Crop Care & Public Health Department):

Agribusinesses comprise of two strategic units, namely Crop Care and Public Health. These businesses deal with crop protection products, public health products and foliar products.

Animal Health division handles poultry and veterinary medicine, animal vaccines and nutritional products.

ACI is having a strong distribution network in crop care sector that extends up to the village level. Their qualified team members in the field are providing scientific advice and modern solutions for crop protection to the farmers. They are contributing significantly to the development of Agricultural sector as well as improving the economic well being of the farmers in Bangladesh.

They have broad spectrum of crop insecticides including bio-insecticides, fungicides and herbicides.

They have own Research and Development Station in Rural Development Academy in Bogra for the product development activities of crop care and seeds.

Organogram – Business Management:

Figure No: 2.4

Organogram – Business Support Functions:

Figure No: 2.5

Organogram – Crop Care and Public Health:

Figure No: 2.6

Survey Results

Findings from Stockiests:

I have collected data from the stockiests in Manikgonj & Chandpur to find out the current efficiency of customer services of ACI Limited and the major competitors. I have divided the services into four categories – (1) Product-based (2) Credit-based (3) Promotion-based (4) personal-based. The survey results are given below –

Product-Based Services

Manikgonj:

Bayer:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely.

3. Price – High, but ok.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Semco:

1. Quality –Ok, but should be improved.

2. Delivery Time – Product is delivered timely, but there is a problem in season time.

3. Price – Low rate.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Syngenta:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely.

3. Price – Appropriate.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Auto Equipment Limited:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely.

3. Price – Appropriate.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Padma Oil Company:

1. Quality – Appropriate.

2. Delivery Time – Product is not delivered timely.

3. Price – High.

4. Information of current & new developments – To inform the stockiests timely, but not to inform the retailers & farmers timely.

East West Crop Science:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely, but there is a problem in season time.

3. Price – Appropriate.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

ACI Limited:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely, but there is a problem in season time.

3. Price – High.

4. Information of current & new developments – To inform the stockiests timely & to inform the retailers & farmers timely through trade meeting and farmers meeting.

Chandpur:

Bayer:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely.

3. Price – High, it should be minimized.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Semco:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely

3. Price – High, it should be minimized.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Syngenta:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely.

3. Price – Appropriate.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Auto Equipment Limited:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely, there is a problem for sometimes.

3. Price – High.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Padma Oil Company:

1. Quality – Appropriate.

2. Delivery Time – Product is not delivered timely.

3. Price – High.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

ACI Limited:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely, but there is a problem in season time.

3. Price – High.

4. Information of current & new developments – To inform the stockiests timely & to inform the retailers & farmers timely through trade meeting and farmers meeting.

Setu Corporation Limited:

1. Quality – Appropriate.

2. Delivery Time – Product is delivered timely.

3. Price – High.

4. Information of current & new developments – To inform the stockiests, retailers & farmers timely.

Credit Policy

Manikgonj & Chandpur:

Auto Equipment Limited:

Manikgonj Chandpur
Credit Limit As per potentiality of business As per potentiality of business
Credit Days Minimum: 30 days

Maximum: 90 days

Minimum: 30 days

Maximum: 90 days

Bonus Offer Payment within –

30 days: 5%

90 days: 4%

Payment within 90 days: 3%
Punishment Bonus reduction Bonus reduction,

After 180 days – Legal action

Agreement Procedure Cheque of bank

Credit days start from the invoice date.

Some specific products, like – Fungicide, are given 3/4 months before the season time through invoice, but credit days start in season time.

Cheque of bank

Credit days start from the invoice date.

Some specific products, like – Fungicide, are given 3/4 months before the season time through invoice, but credit days start in season time.

Semco:

Manikgonj Chandpur
Credit Limit As per potentiality of business As per potentiality of business
Credit Days Minimum: 90 days

Maximum: 180 days

Minimum: 30 days

Maximum: 90 days

Bonus Offer Payment within 90 days: 3% Payment within 90 days: 3%
Punishment Bonus reduction Bonus reduction,

After 180 days – Legal action

Agreement Procedure Cheque of bank

Credit days start from the invoice date.

Credit system can not be managed properly.

Cheque of bank

Credit days start from the invoice date.

Credit system can not be managed properly.

Bayer Crop Science:

Manikgonj Chandpur
Credit Limit As per potentiality of business As per potentiality of business
Credit Days Minimum: 30 days

Maximum: 90 days

Minimum: 30 days

Maximum: 90 days

Bonus Offer 30 days: 7%

60 days: 5%

90 days: 3%

30 days: 10%

60 days: 8%

75 days: 4%

Punishment Bonus reduction

120 days: 3% interests

150 days: 5% interests

Interests –

91-105 days: 10%

106-120 days: 15%

121-150 days: 25%

Agreement Procedure Cheque of bank

1,00,000 TK. Deposit

Credit days start from the invoice date.

Cheque of bank

Credit days start from the invoice date.

Padma Oil Company:

Manikgonj Chandpur
Types of Credit Normal

Special

Credit Limit As per potentiality of business As per potentiality of business
Credit Days Minimum: 45 days

Maximum: 60 days

Minimum: 45 days

Maximum: 60 days

Bonus Offer 45 days: 3%

60 days: 2.5%

45 days: 3%

60 days: 2.5%

Punishment Bonus reduction

More than 120 days: Legal action

Bonus reduction,

After 180 days – Legal action

Agreement Procedure 1,00,000 TK. Cash deposit

Credit days start from the invoice date.

Cheque of bank, Land mortgage Credit days start from the invoice date.

Syngenta:

Manikgonj Chandpur
Type of Credit PC & RC PC & RC
Credit Limit As per business potentiality of customer As per business potentiality of customer
Credit Days Minimum: 30 days

Maximum: 90 days

PC: 45-60 days

RC: Pushing in October & Invoicing in January

Bonus Offer 3% -12% Payment within 45 days: 3%
Punishment Bonus reduction Bonus reduction
Agreement Procedure Cheque of bank

Credit days start from the invoice date.

Some specific products are given through chalan before 3/4 months of season time, credit days start in season time.

Cash deposit: 50,000.00 Tk. Credit days start from the invoice date.

Some specific products are given through chalan before 3/4 months of season time, credit days start in season time.

ACI Limited:

Manikgonj Chandpur
Type of Credit Normal

Special

Credit Limit Maximum:

Normal – 8,00,000 Tk.

Special – 10,00,000 Tk.

As per potentiality of business
Credit Days Minimum: 60 days

Maximum: 90 days

Minimum: 60 days

Maximum: 90 days

Bonus Offer 60 days: 4%

90 days: 3%

60 days: 4%

90 days: 3%

Punishment Bonus reduction

More than 120 days: Legal action

Bonus reduction,

After 120 days – Legal action

Agreement Procedure Cheque of bank

Credit days start from the invoice date.

Cheque of bank

Credit days start from the invoice date.

Setu Corporation Limited:

Chandpur
Credit Limit As per potentiality of business
Credit Days Minimum: 30 days

Maximum: 180 days

Bonus Offer Payment within 180 days: 3%
Punishment Bonus reduction,
Agreement Procedure Cheque of bank

Credit days start from the invoice date.

East West Crop Science:

Manikgonj
Type of Credit Normal

Special

Credit Limit Maximum:

Normal – 7,00,000 TK.

Special – 10,00,000 TK.

Credit Days Minimum: 30 days

Maximum: 90 days

Bonus Offer 30 days: 5%

90 days: 3%

Punishment Bonus reduction
Agreement Procedure Cheque of bank

Credit days start from the invoice date.

Promotion

Manikgonj:

Bayer:

1. Incentives / Gifts / Bonus – 3% product bonus of total sales volume.

– Incentives: 1, 00,000.00 – 2%, 3,00,000.00 –

2.5%, 5, 00,000.00 – 3%

Different types of gifts, such as –

calculator, key ring, pen etc.

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour.

4. Promotional Materials – Calendar, poster, festoon, leaflet, t-shirt, pen, cap etc.

5. Factory Visit – There is no factory visit.

6. Training / Knowledge-building program Training program for

stockiest two times in a year.

Training program for retailers

three/four times in a year.

Knowledge-building program

for farmers incase of new

products / season time.

7. Stockiest Conference – Yearly conference.

Semco:

1. Incentives / Gifts / Bonus – Yearly sales Tk. 50,00,000.00 – 4.5%

Tk. 20,00,000.00 – 3%

Tk.10,00,000.00 – 2.5%

Tk. 1,00,000.00 – 2%

– Gifts are provided by company & stockiest jointly to retailers.

– Television, mobile set etc. are provided to the stockiests for fulfilling the target.

– Bonus: 10 cartons – 1 carton, 20 cartons – 2 cartons.

2. Reward System – Reward is given to the best stockiests on the basis of sales & profitability.

3. Recreation Tour – Yearly recreation tour

4. Promotional Materials – Calendar, poster, leaflet, pen, pad, cap etc.

5. Factory visit – There is no factory visit system.

6. Training / Knowledge-building program – Yearly training program

for Retailers.

– Knowledge-building program for

Farmers incase of new products.

7. Stockiest Conference – Yearly conference.

Syngenta:

1. Incentives / Gifts / Bonus – 3% bonus of total sales volume.

– 1% to 2% bonus for specific products.

– For package program: 6,00,000.00 – 4%,

12,00,000.00 – 6%, 18,00,000.00 – 8%,

24,00,000.00 – 10%, 30,00,000.00 – 12%.

Watch, pen, key ring, greeting card etc. are

given on occasion to the stockiests.

2. Reward System – There is no reward system for the stockiest.

3. Recreation Tour – Yearly recreation tour for the selected stockiests.

4. Promotional Materials – Poster, calendar, festoon, leaflet etc.

5. Factory visit – There is no factory visit system.

6. Training / Knowledge-building Program – Yearly training program

for the stociests & retailers

by paying fees.

– Knowledge building

programs for farmers incase

of new products & season time.

7. Stockiest Conference – Yearly conference.

Auto Equipment Limited:

1. Incentives / Gifts / Bonus – Yearly sales: 5,00,000.00 – 3%,

10,00,000.00 – 4%, 20,00,000.00 – 5%.

– For selected products: 10 cartons – 1 carton

20 cartons – 2 cartons.

Gifts are given in conference.

2. Reward System – Reward is given to the stockiests on the basis of performance (1st, 2nd, 3rd)

3. Recreation Tour – Yearly recreation tour.

4. Promotional Materials – Calendar, poster, notebook, leaflet, pen, pad etc.

5. Factory Visit – There is a factory visit system.

6. Training / Knowledge-building Program – Knowledge building

programs for retailers and

farmers.

7. Stockiest Conference – Yearly conference.

Padma Oil Company:

1. Incentives / Gifts / Bonus – Total sales Tk. 5,00,000.00 – 2.5% cash

incentives

Total sales Tk. More than 5,00,000.00 – 3%

cash incentives.

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour system.

4. Promotional Materials – Leaflet, poster, pen, T-shirt, pad, key ring etc.

5. Factory Visit – There is no factory visit system.

6. Training / Knowledge-building Program – Training for stockiest

two/three times in a year

(District-wise).

Training for retailers incase of

new products

Knowledge building program

for farmers six/seven times in

a year.

7. Stockiest Conference – Yearly conference.

East West Crop Science:

1. Incentives / Gifts / Bonus – 3% cash incentives of total sales.

– Bonus: 100 cartons – 5 cartons, 500 cartons

– 25 cartons.

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour system.

4. Promotional Materials – Leaflet, poster, calendar etc.

5. Factory Visit – There is a system of factory visit.

6. Training / Knowledge-building Program – Training for stockiests

two/three times in a year

(District-wise).

Training for retailers incase of

newproducts.

Knowledge building program for

farmers incase of new products

& season time.

7. Stockiest Conference – No conference.

ACI Limited:

1. Incentives / Gifts / Bonus – 3% / 4% bonus of total sales volume.

– Gifts are given for fulfilling the target.

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour system.

4. Promotional Materials – Leaflet, poster, pen, cap, pad etc.

5. Factory Visit – Potential customers are invited to visit the head office & factory.

6. Training / Knowledge-building Program – There is no formal

training program for the

stockiests & retailers, but

trade meeting is arranged for

them.

Knowledge-building

program for farmers incase of

new products & season time.

7. Stockiest Conference – No conference.

Setu Corporation Limited:

1. Incentives / Gifts / Bonus – Yearly sales: 1,50,000 – 5,00,000 = 2%

5,00,001- 10,00,000 = 3%,

10,00,001- 15,00,000 = 3.5%

15,00,001 – 20,00,000 = 4% bonus.

– Gifts are given for fulfilling the target.

2. Reward System – Yearly reward system for the stockiests (1st, 2nd, 3rd)

3. Recreation Tour – There is a recreation tour system after every 2 years.

4. Promotional Materials – Leaflet, poster, pen, cap, calendar etc.

5. Factory Visit – There is no system of factory visit.

6. Training / Knowledge-building Program – Yearly training program

for the stockiests.

Knowledge-building

programs for the retailers &

farmers 3 times in a year.

7. Stockiest Conference – Yearly conference.

Chandpur:

Bayer:

1. Incentives / Gifts / Bonus – Incentives: Total Sales – 1, 00,000.00 – 2%,

3, 00,000.00 – 2.5%,

5, 00,000.00 – 5%

Different types of gifts, such as –

calculator, key ring, pen etc.

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour.

4. Promotional Materials – Calendar, poster, festoon, leaflet, tee shirt, pen, cap etc.

5. Factory Visit – There is no factory visit system.

6. Training / Knowledge-building program – Training program for

retailers two/three times in a

year.

Knowledge-building program

for farmers incase of new

products / season time.

7. Stockiest Conference – No conference.

Semco:

1. Incentives / Gifts / Bonus – Target sales Tk. 1,50,000.00 – 2%

Tk. 6,00,000.00 – 3%

Tk.10,00,000.00 – 3.5%

Tk. 20,00,000.00 – 4%

Tk. 30,00,000.00 – 5%

– product bonus: 1%

– Gifts are provided by company & stockiest jointly to retailers.

– Television, mobile set etc. are provided to the stockiests for fulfilling the target.

2. Reward System – Reward is given to the best stockiests on the basis of sales & profitability.

3. Recreation Tour – Yearly recreation tour

4. Promotional Materials – Calendar, poster, leaflet, pen, pad, cap etc.

5. Factory visit – There is a factory visit system.

6. Training / Knowledge-building program – Yearly training program

for Retailers.

– Knowledge-building program for

Farmers incase of new products.

7. Stockiest Conference – Yearly conference.

Syngenta:

1. Incentives / Gifts / Bonus – 3% bonus of total sales volume.

– 1% to 2% bonus for specific products.

– For package program: 6,00,000.00 – 4%,

12,00,000.00 – 6%, 18,00,000.00 – 8%,

24,00,000.00 – 10%, 30,00,000.00 – 12%.

Watch, pen, key ring, greeting card etc. are

given on occasion to the stockiests.

2. Reward System – There is no reward system for the stockiest.

3. Recreation Tour – Yearly recreation tour for the selected stockiests.

4. Promotional Materials – Poster, calendar, festoon, leaflet etc.

5. Factory visit – There is no factory visit system.

6. Training / Knowledge-building Program – Yearly training program

for the stociests & retailers

by paying fees.

– Knowledge building

programs for farmers incase

of new products & season

time.

7. Stockiest Conference – Yearly conference.

Auto Equipment Limited:

1. Incentives / Gifts / Bonus – Yearly sales: 5,00,000.00 – 3%,

10,00,000.00 – 4%, 20,00,000.00 – 5%.

– For selected products: 10 cartons – 1 carton

20 cartons – 2 cartons.

Gifts are given in conference.

2. Reward System – Yearly reward is given to the stockiests on the basis of performance (1st, 2nd & 3rd)

3. Recreation Tour – No recreation tour.

4. Promotional Materials – Calendar, poster, notebook, leaflet, pen, pad etc.

5. Factory Visit – There is a factory visit system.

6. Training / Knowledge-building Program – Knowledge building programs for retailers and farmers.

7. Stockiest Conference – Yearly conference.

Padma Oil Company:

1. Incentives / Gifts / Bonus – Total sales Tk. 1,00,000.00 – 2%

Tk. 15,00,000.00 – 2.5%

Tk. 40,00,000.00 – 3%

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour system.

4. Promotional Materials – Leaflet, poster, pen, tee shirt, pad, key ring etc.

5. Factory Visit – There is no factory visit system.

6. Training / Knowledge-building Program – Training for stockiest

two/three times in a year

(District-wise).

Training for retailers incase of

new products.

Knowledge building program

for farmers six/seven times in

a year.

7. Stockiest Conference – Yearly conference.

ACI Limited:

1. Incentives / Gifts / Bonus – 3% bonus of total sales volume.

– Gifts are given for fulfilling the target.

2. Reward System – There is no reward system.

3. Recreation Tour – There is no recreation tour system.

4. Promotional Materials – Leaflet, poster, pen, cap, pad etc.

5. Factory Visit – There is no system of factory visit.

6. Training / Knowledge-building Program – There is no formal

training program for the

stockiests & retailers, trade

meeting is arranged for them.

Knowledge-building

program for farmers incase of

newproducts & season time.

7. Stockiest Conference – No conference.

Setu Corporation Limited:

1. Incentives / Gifts / Bonus – Yearly sales: 1,50,000 – 5,00,000 = 2%

5,00,001- 10,00,000 = 3%,

10,00,001- 15,00,000 = 3.5%

15,00,001 – 20,00,000 = 4%

bonus.

– Gifts are given for fulfilling the target.

2. Reward System – Yearly reward system for the stockiests (1st, 2nd & 3rd)

3. Recreation Tour – There is a recreation tour system after every 2 years.

4. Promotional Materials – Leaflet, poster, pen, cap, calendar etc.

5. Factory Visit – There is no system of factory visit.

6. Training / Knowledge-building Program – Yearly training program

for the stockiests.

Knowledge-building

programs for the retailers &

farmers 3 times in a year.

7. Stockiest Conference – Yearly conference.

Personal-Based Services

Manikgonj:

Bayer:

1. Communication – Marketing Officer & Sales Officer communicate with the stockiests & retailers from time to time. Regional Manager communicates with the stockiests monthly.

2. Customer’s Suggestions – Top management doesn’t accept the stockiests’ suggestions for all time.

3. Problem Solutions – Product management team and Regional Manager solve the problems of the stockiests, retailers & farmers properly.

4. Friendly, Honest & Helpful – The company employees are very friendly, helpful & honest.

5. Follow up – The stockiests follow up the retailers after selling the products.

6. Customer Database – The company maintains the customer database properly.

Semco:

1. Communication – Marketing Officer & Sales Officer communicate with the stockiests & retailers from time to time. Regional Manager communicates with the stockiests monthly.

2. Customer’s Suggestions – Top management doesn’t accept the stockiest’s suggestions properly.

3. Problem Solutions – The company employees try to solve the problems properly.

4. Friendly, Honest & Helpful – The company employees are very friendly, helpful & honest.

5. Follow up – The stockiests don’t follow up the retailers timely after selling the products.

6. Customer Database – The company doesn’t maintain the customer database properly.

Syngenta:

1. Communication – Marketing Officer communicates with the stockiests & retailers time to time.

2. Customer’s Suggestions – Top management doesn’t accept the customer’s suggestions for all time.

3. Problem Solutions – The company team always tries to solve the problems properly.

4. Friendly, Honest & Helpful – The company employees are very friendly, helpful & honest.

5. Follow up – The stockiests doesn’t follow up the retailers timely after selling the products.

6. Customer Database – The company maintains the customer database properly.

Auto Equipment Limited:

1. Communication – Marketing Officer & Sales Officer communicate with the stockiests and retailers regularly. Regional Manager communicates with the stockiests monthly.

2. Customer’s Suggestions – Top management doesn’t accept the customer’s suggestions for all time.

3. Problem Solutions – The company employees always try to solve the problems quickly.

4. Friendly, Honest & Helpful – The company employees are very friendly, helpful & honest.

5. Follow up – The stockiests follow up the retailers timely after selling the products.

6. Customer Database – The company maintains the customer database properly.

Padma Oil Company:

1. Communication – The company employees communicate with the stockiests retailers and farmers from time to time & Regional Manager Communicates with the stockiests monthly.

2. Customer’s Suggestions – Top management doesn’t accept the customer’s suggestions.

3. Problem Solutions – The company team solves the problems in late.

4. Friendly, Honest & Helpful – The company employees are not friendly, honest and helpful.

5. Follow up – The stockiests follow up the retailers timely after selling the products.

6. Customer Database – The comapny doesn’t maintain the customer database properly.

East West Crop Science:

1. Communication – Marketing Officer & Sales Officer communicate regularly and Area Manager communicates weekly with the stockiests.

2. Customer’s Suggestions – Top management always tries to consider the customer’s suggestions.

3. Problem Solutions – The company always tries to solve the problems properly.

4. Friendly, Honest & Helpful – The company employees are very friendly, honest & helpful.

5. Follow up – The stockiests follow up the retailers timely after selling the products.

6. Customer Database – The company maintains the customer database properly.

ACI Limited:

1. Communication – Marketing Officer & Sales Officer communicate with the stockiests and retailers regularly. Area Manager communicates with the stockiests weekly.

2. Customer’s Suggestions – Top management tries to accept the customer’s suggestions, but not for all time.

3. Problem Solutions – The company team tries to give proper solutions of the problems.

4. Friendly, Honest & Helpful – The company employees are very friendly, honest & helpful.

5. Follow up – The stockiests follow up the retailers timely after selling the products.

6. Customer Database – The company maintains the customer database properly.

Chandpur:

Bayer:

1. Communication – Territory Officer communicate with the stockiests & retailers from time to time. Regional Manager communicates with the stockiests monthly.

2. Customer’s Suggestions – Top management doesn’t accept the stockiests’ suggestions for all time.

3. Problem Solutions – Territory Officer and Regional Manager solve the problems of the stockiests, retailers & farmers properly.

4. Friendly, Honest & Helpful – The company employees are very friendly, helpful & honest.

5. Follow up – The stockiests follow up the retailers after selling the products weekly.

6. Customer Database – The company maintains the customer database properly.

Semco:

1. Communication – Marketing Officer & Sales Officer communicate with the stockiests & retailers from time to time. Regional Manager communicates with the stockiests monthly.

2. Customer’s Suggestions – Top management accept the stockiest’s suggestions properly.

3. Problem Solutions – The company employees try to solve the problems properly.

4. Friendly, Honest & Helpful – The company employees are very friendly, helpful & honest.

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