The economics of introducing distributors in the marketing channel for Rayban; Bausch and Lomb India Ltd., Bangalore

Abstract

Due to the fact that my summer appointment in BAUSCH & LOMB was essentially a stop-gap measure, i.e., I was a" fill in” for the senior product executive, my summer project was unique in more than one senses. Firstly I was the only summer trainee to do a ten week summer project in my institute. Secondly, my first month was almost a training in the line function, this being my first work experience. I assisted the regional manager with exhibitions, the pub launch of the WAYFARERS and even the dealer's conference. A report on those activities is included inside. My second month was spent on two projects. The first project was to determine the effect of introducing distributors in the marketing channel for RAYBAN in Karnataka. The scope of the Project was determining the effects on sales and costs. First the effect of having two distributors on the state of Karnataka is analysed. This is in terms of sales, communication expenses, distribution expenses, travelling expenses and interest on the money locked up in the market due to credit given to the company’s customers.