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Presented by: Group 7Devi Dutta
Kalla Vijay
Kaushik Ranjan Kashayap
Monu DihingiaManish Kumar Shahi
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Concept coverage
DISTRIBUTION
SEGMENTATION OF BUYERS
CUSTOMER RELATIONSHIP STRATEGIES
PRICING PURCHASING AND PAYMENT
STRATEGIES
FLOW OF GOODS
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WHY CEASE FIRE?????????
Indian Company Specialised in the
field of Fire Protection
Nationwide Network
Experience ofover 35 years. Excellent CRM strategies
Largest market sector covered(
worked with major companies)
Educated, experienced &technically qualified personals.
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OBJECTIVES
To know business marketing process
To understand practical implementation
of the concepts
To study the various marketing strategy
adopted.
To understand the method of
distribution
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Questions??????????
What types of entities
marketed in your
business marketing?
AnswerEverything related to fire
safety and security.
Two types of entities are
a) Goods
b) services
What is the method ofdistribution in yourorganization?
AnswerWe dont have anydistributors. We marketand sell our product
directly through directmarketing,
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What is the co-ordination betweenmanufacturing and marketing of your
organization ?Our manufacturing unit is in Dehradun. Wehave a godown in Lalbagh road where all ourproducts are stored. Usually all fast moving
products are available there. When any ordercomes, the bill is passed to the godown andfrom there it is delivered and installed at thecustomers place by our installation guys
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Questions?????
Who are the buyers ofyour entities?
We sell ourproducts to
Commercialenterprise
Government
Industries
Home appliances
On what basis yousegment yourbuyers?
Main segment isdone on industryand home products
a) Needs
b) Usage
c) Size
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Cont
Are there anycustomer relationshipstrategies for business
markets? If yes, thenwhat are they?
Ans.
Yes.
Every quarterly our expertsvisit our clients place tocheck if our products arein ready to use condition.
Software used is SAP
What are the strategiesof pricing yourentities?
Ceasefire is a brand. Allour products arepremium products.
Our prices are very highcompared to ourcompetitors as quality ofour products is far betterand relievable. In fact we
dont have any
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Cont..
How many branchesare there and whatabout the workforcein each branches?
Answer
Across 45 cities,and 1500 trainedprofessionalsexcluding
installation guys.
How much time yourdepartment takes inorder to deliver the
product?Answer
1 week after receipt
Purchase OrderPAYMENT
50% amount in advanceand 50% against
delivery
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Sample Availability : Yes
Supplier Product Code : 1MP03CF
Competitive Advantages of the product
1. Works on all classes of fire
2. 90% MAP highest in the industry.
3. Easy snap safety seal.
4. Controllable discharge mechanism
5. Instalert.
6. State-of-the-art pressure guage
Main Markets/Key Customers : India
Delivery Terms : 1 week after receipt Purchase
Order
Payment Terms : 50% amount in advance and
50% against delivery
Min Quantity : 3
Price Information : on enquiry INR
Quality Process Certifications : ISO 9001-2000 & CE certified
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Fortune 500 Company in India
The company is a leading cement player in EasternIndia.
Lafarge India is a subsidiary of the French Building
Materials major Lafarge.
Lafarge entered the Indian market in 1999, with the
acquisition of the cement business of Tata Steel.
Lafarge currently has four cement plants in India: Two
integrated plants in the state of Chhattisgarh, one grinding
station each in Jharkhand & West Bengal.
About the company
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Perception vs. RealityPerception vs. Reality
Clients selection criteriaClients selection criteria
To understand the general marketing practices of B2Bfirm
Templates
11
22
33
ObjectivesObjectives
Vendors selection ProcessVendors selection Process44
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Your own sub headline
Templates
Your own footer Your Logo
6Ps (Product Specification,
Product Depth, Commercial
Terms, Methods of Distribution,Promotion ,People, Internal
Process).
Market segmentation. Vendor Management
Concept Coverage
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Your own sub headline
Templates
Your own footer Your Logo
Interviewee.
Vijay Singh
Dy Manager (sales)Lafarge cement Pvt. [email protected]
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QuestionsQuestions
Lafarge india produces high performance blended
cements in Portland Slag Cement (PSC)
and Portland Pozzolona Cement (PPC) variants.
Currently there are three different brands under Lafarge1. Lafarge Concreto
2. Lafarge Duragard and
3. Lafarge Cement.
What are the types of products that are marketed by your
business ?
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Products...Products...
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QuestionsQuestions
Yes.
Based on the requirement, Geographical locations and
conditions, and product premium there can be
different pricing strategies.
Negotiated pricing commonly used for bulk purchases .
Is there any pricing strategies followed to marketthe product as per the different businesses?
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QuestionsQuestions
For bulk purchases we deliver our products directly to
the clients warehouse.
It exports clinker and cement to Bangladesh and
Nepal
For small orders we generally use our intermediarychannels.
Company warehouse Main agent warehouse
dealers /distributors sub dealers end user
What is the method of distribution in your organization?
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KeyFactors to consider while choosing the client would be
Credit Worthiness of client .
Companys ability to supply or provide service as per the
clients requirement.
What are the key factors considered while choosing a client?
QuestionsQuestions
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Three Departments namely
1. Sales,
2. Marketing,
3. Business Strategy & Development.(market survey )
How many departments are involved in marketing a product?
We segment our buyers on the basis of level of
purchases namely bulk buyers like construction
companies and general consumers
How do you segment your buyers?
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Co's client normally consists of Builders, Developers,
Masons, Infrastructure Co's and other intermediate users
like Aggregates & Concrete Co's.
Merlin group
Dimond Group
Srijan Projects
Who are the companys clients?
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Initially based on the overall worthiness of a vendor heis enrolled in the vendor list of the organization.
Vendors ability to supply in terms of qty and quality is
taken into consideration .
Based on the lowest quotations the vendor is selected
to make the supply.
What is the process of vendor selection?
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DVC Power And Water SupplierEmperical Engg Gen ContractorMagnum Engg Mech ContractorTechno Engg Bag Filter Maint ContractorMajumdar Entp FabricatorRiebcons Loco, Yard , Wagon MaintenanceGlobal Technical Services Lubrication
Timespac India Ltd - Supplier OfPackaging MaterialsKushal Polysacks (P) Ltd. -- HDPE/PP Fabric And BagsSubhas DistributorsDurlavpur Trucks TransportationControl Print Printing Solutions
Who are the vendors of the company ?
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For business markets we have a unique resource
centre Known as Lafarge home building centre in
Kolkata , with a wealth of information for home
builders, architects, engineers, contractors,
developers . It helps you to find out how to save time, money and
effort, explore design options, decide on building
materials
Are there any customer relationship strategies forbusiness markets? If yes, then what are they?
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Distribution process Direct and indirect
channels adopted
Distribution process Direct and indirect
channels adopted
Segmentation Usage RateSegmentation Usage Rate
Different pricing strategies are adopted fordifferent business Geographicalpricing,negotiated pricing
Templates
11
22
33
Learning OutcomesLearning Outcomes
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OBJECTIVES
To know business marketing process
To understand the practical
implementation of the project To study the various marketing strategy
adopted
To understand the various methods ofdistribution
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Concept coverage:
6 Ps in B2B
Segmentation
Pricing strategies
Person Contacted :
Mr. Anand SubramanianNation Head (Marketing)
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INTRODUCTION
Formerly known as Micro Metallic Company,is a Port Washington, New York basedglobal business in the diverse field offiltration, separations and purification.
Pall's business is being split into two broadbusiness: Life Sciences (c.40%) andIndustrial (c.60%). Pall Corporation is thelargest manufacturer of filtration,separation, and purification products in the
world.The company markets its products in fourmajor industries: healthcare,pharmaceutical, fluid processing, and
aerospace. According to the company, fluids
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Relationship with the
company Pall Corporation is the largestmanufacturer of filtration, separation,and purification products in the world.
NYSE listed company with a revenue ofUS $3 Billion (2009)
63 Year old company and a Global
leader in filtration, separation andpurification devices for use inlaboratory and diagnostic applications
Pall has been named a top "green
company" by Newsweekmagazine.
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Q. What types of entities are
marketed in your businessmarketing? A: Industrial and Life science productsAerospace/Defence/Marine, AnimalHealth, Biopharmaceuticals, Food and
Beverage, Fuels and Chemicals,Graphic Arts, Industrial Manufacturing,Laboratory, Medical, Microelectronics,OEM Materials and Devices, OEM MediaMembranes and Materials (Industrial),Power Generation, Transportation andWater Treatment
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Q. How are the products sold?
The companys products are sold tocustomers in the market through its ownpersonnel, distributors and manufacturersrepresentatives.
The Management believes that performance,product quality, innovation and service are themost important factors in the majority of salesin the market.
They have announced a long-term jointmarketing agreement with SOTAX Group thatwill include Pall AcrodiscPSF syringe filters
in all SOTAX dissolution systems for solid
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Operations
We improved operations along with supplychain and logistics activities, allowing usto reduce costs while improving on-timeperformance. Weve focused heavily oncompliance and oversight, and invested in
training for our people across the region.
We created several Centres of Excellenceto leverage our strengths effectively
around Asia and the world. Our fifth Pall Advanced Separation
Systems (PASS) engineering centreopened during 2008 in Pune.
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What are the capabilities/Product
line of Industrial and Life scienceproductsIndustrial capabilities:
Life Science Capabilities:Aerospace, Defense, MarineFood and BeverageFuels and ChemicalsGraphic artsIndustrial ManufacturingMicroelectronicsPower GenerationTransportationWater Treatment
Lifescience capabilities:
Biopharmaceuticals
Laboratory
Animal Health
Medical
Food and Beverage
OEM materials and
devices
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Q. Who are the buyers of yourentities? We sell our products to
Commercial enterpriseGovernmentIndustries
They believe in Straight Rebuy
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Q. How many branches are there and whatabout the workforce in each branches?
Branches in 40 countries worldwide
10,200 Trained Professional excludingInstallation guys.
Q. How much time your department takes inorder to deliver the product?
1 week after receipt Purchase OrderPayment
70% amount in advance and 30% against
delivery
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Q. What is the process of vendor
selection? Quality of the product
Business relation
Pricing History and Experience
Market stand
Delivery
Location and feasibility
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Q. Who are the companyscompetitors?
Life science Segment: Milliporecorporation, GE Healthcare, TycoInternational Ltd, Capital Health,
CUNO(a 3M company), SartoriousGroup etc..
Industrial Segment: The SartoriousGroup, Parker Hannifin Co., Rohm andHaas Company, Donaldson company,ESCO technologies, Entegris, Inc, andMott Corporation
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OUTCOMES
Companys marketing process
Segmentation
Process of vendor selection Pricing strategies
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Power and
productivity for a
better world
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Introduction
A leader in power and automation
technologies.
Helps customers to use the electrical power
effectively and to increase the productivity in asustainable way.
Company operates in over 100 countries.
Employs about 1,20,000 people.
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Continuation..
Includes 14 manufacturing facilities with over 7500
employees.
18 market offices. 8 service centers.
3 logistic warehouses.
Network of 800 channel partners.
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Making businesses in
Power products.
Power systems.
Discrete automation and motion. Low voltage products.
Process automation.
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Product Line Cables and Cable Accessories.
Control Systems.
Force Management.
High Voltage Products and Systems.
Insulation Components.
Medium Voltage Products and Systems.
Motors and Generators.
Power Protection and Automation Products.
Robotics.
Transformer Components. Turbo Charging.
Collaborative Production Management.
Drives.
Generator Circuit Breakers.
Instrumentation and Analytical.
Low Voltage Products and Systems. Metallurgy products.
Power Electronics.
Reactors.
Semiconductors.
Transformers.
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Concept Coverage.
4Ps (Product, Price, Place Promotion).
6Ps (Product Specification, Product Depth,
Commercial Terms, Methods of Distribution,
Promotion People, Internal Process).
Market segmentation.
Vendor Management.
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Interviewee.
Sridhar Thiagarajan
Asst. Vice President, Power Systems-eBOP
Electrical Balance Of Plant.mobile:- +91 9901490014.
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Objective
How do they do market products and departments
involvement?
Key factors of choosing clients.
Vendor Selection.
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Who are the companys clients?
Companys client includes all the sectors of market since the company
has products for the following sectors:-
Power Plants:- All Major Power Plants owners like NTPC, State
Electricity Boards, Private Power Plants Owner like JSW, GVK etc.
Process Industries:- like cement, Steel, Sugar, Metal and Minerals,
Food and Beverage etc. All companies who set up such plants areour customers.
EPC contractor/ System Houses (Business Partners) who operate in
above industry.
Transportation Industry like Metro and Airport operators. Retails markets for all kinds of power related products.
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What is the key factor to choose a client??????
At ABB while Choosing the client we consider the following factors:-
Financial Capability of client.
Project feasibility.
Risk factors for ABB in supplying to client which will also include soft
issues like clients background, ethics, climate issues, country related
risks etc.
Clients past similar experience in setting up project.
Clients usage of product.
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Will you be giving the product quotation to all kind of businesses???
N
o, ABB scrutinizes the end use of the product before giving quotationand also we scrutinize the correct technical usage of product by
customer.
ABB dose not supply to countries and businesses, where legal
framework dose not allow and there are the Countrys Government
restriction.
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How many departments are involved in marketing a product???
Marketing as a function has the following departments in ABB:-
Product development- where active feedbacks are taken from market for
product development to suit market requirement.
Business development- This department is the first step of marketing for
ABB wherein all ABB products are marketed to end customer and
process includes new projects information, to introduce ABBs productsand registration of all ABB products with new customers.
Front end sales- Front end sales as a function are located near
customers cities (major cities) and scouts market for new enquires and
gives total support to customer for offers, order booking and also ensurecollection of payments and statutory forms.
Back end Tendering support- This includes preparation of technical and
commercial offer against detailed technical specifications of customers.
Is there any pricing strategies followed to market the product as per the
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Is there any pricing strategies followed to market the product as per the
different businesses?????
Pricing is always function of the following as in any business and thestrategy is same:
Price support available in market for the products especially in
competitive markets.
Type of market, since specifications differ in Power, Oil and Gas, Processand Retail markets.
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What is the process of vendor selection?????
Vendor selection has the following criteria as in any business:-
Vendors past exposure to the business.
Vendor financial capability.
Vendor technical infrastructure.
Vendors engineering manpower infrastructure.
Vendor ability to meet ABBs stringent Quality, Safety and Statutory
obligations.
Vendor capability to meet the quantity requirement of ABB.
A l i
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Analysis.
Not all companies thinks in same way.
They do have market segmenting strategy as per the clients.
Pricing as per the business.
4 Departments are involved.
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