How the Sales & Distribution works for Honda Activa. The hierarchy of the sales team in Honda Showroom and time taken to deliver from Manufacturing unit.

1. SALES & DISTRIBUTION
OF HONDA ACTIVA
BY,
HARI THIRUMAL
PGP B’03

2. WHY HONDA ACTIVA
Market leader in scooter division for
more than 5 years
65% of the buyers are between
the age 24-30
80% of sales by every sales
executive is scooters in Honda

3. ADVANTAGES OF ACTIVA
The Activa's engine is
centrally aligned
The space under the
seat is phenomenal
Activa has a unique
combi brake

4. KEY COMPETITORS
Honda Maestro
TVS Jupiter

5. SALES COMPARISON
2010 2011 2012 2013
Honda 907,421 1242975 1462918 1954817
TVS 467000 525000 446000 786000
Hero 389000 563567 788000 932000
907,421
1242975
1462918
1954817
467000 525000
446000
786000
389000
563567
788000
932000
Sales in Units

6. DISTRIBUTION STRUCTURE
HMSI
Distributor
Retailer
Customer
2 Level
Distributio
n

7. SALES TEAM STRUCTURE
 Pick time- Jan, Feb, Mar and Oct
 Drop in sale- May to October
Sales
Manager
5-7
Executives
Asst Sales
manager

8. SALES DETAILS- SHOWROOMS
Particulars Honda Activa
Last year sales
(avg/month)
260
Total sales last year 3120
Sale personnel’s per
month target
35 units
Profit margin ~6 – 7% per unit

9. LEAD TIME
Particulars Kolar, Karnataka Gurgaon,
Haryana
Lead time for
dealers
3 days 15 days
Lead time for
customers
5 days (including
registration)
17 days
(including
registration)
In case of particular color which is not
available then the retailor will
exchange with another so as to make a
quick deliver