Deepak R Gorad (Internship)

7/30/2019 Deepak R Gorad (Internship)

1/20

NCRD Sterling Institute of Management studies

An Exploratory study to identify & develop the distribution

channel For Hager India in Navi Mumbai Region

A

Presentation

on

Corporate Guide

Mr.Tejas Doshi

Faculty Guide

Prof. Purshottam Patil

Presented by:

Deepak R Go rad

(MARKETING)

C-9


2/20

World LeaderMarket leader for professional PowerPoint templates


3/20

CEO

Daniel Hager

Chief Group Officer

Philippe Ferragu

Chief Operating Officer

Bertard Schmitt

MD (INDIA)

Benoit

Lecuyer

Board of Directors


4/20

L&T and Hager partnership

( Indian operation)

Strategic Unit

L&T and Hager have partnered since1996 to bring the systems concept inBuilding Electricals to India.

While it has been the 50

th

year ofbeing into business for Hager, it hasbeen the 10th year of a mutuallybeneficial partnership for both, L&Tand Hager in India. .


5/20

Electrical

consultant

Project

engineer

Targetcustomer

Electrical

contractor

Key Decision makers & Influencers


6/20

Electrical

consultant

Design, architecture

Approval electrical

installation

Project

engineer

CoreCompetences

Decision maker

Of respective company

Electrical

contractor

Influencer

Execution of electrical

installation

B2B- Retail segment


7/20

Project Engineer

Finding retail chains.

Arrange meeting with them.

Understanding challenges & new prospects

Demonstration of our products, giving them efficient

electrical management system .

Core

Details


8/20

Electrical consultant

design & architect electrical system of projects

Understanding design specification.

Approval of quality & efficiency of products.

Assisting technical documentation & specification.

Core

Details


9/20

Electrical contractor

Influencer

Execution

Demonstrating our product , availability, cost margin.

Responsible for electrical installation of projects.

Core

Details


10/20

During internship I approached project managers of following retail chains


11/20

KFC MAHARASHTRA13

RESTAURANTS

ADITYA BIRLA

RETAILPAN INDIA

60 TO 80 PERYEAR

Revenue

Generated


12/20


13/20

8

19 19

11

21

4

18

0

10

20

30

40

50

60

70

80

90

100

Market share

GEL&TSIEMENS Hager

seIndo

asianother


14/20

Competitors strategy

S U P P L I E R S C H N E I D E R S E I M E N S B C H L & T A B B

I N C E N T I V E C a s h

D i s c o u n t ,T u r n o v e r

D i s c o u n t ( 2 % )

C a s h


D i s c o u n t ,

P r o d u c t F o c u s

D i s c o u n t

C a s h


D i s c o u n t

( 3 %)

Q u a n t i t y

D i s c o u n t

C a s h

D i s c o un t ,

T ur n o v

e r

D i s c o u

n t

P R O M O T I O

N

S e m i n a r ,A d v T s , G i f t s

S e m i n a r ,D i r e c t

M a i l i n g ,

G i f t s ,

P r o d u c t

D e m o n s t r a t i o

n

S e m i n a r ,G i f t s

I n p l a n tS e m i n a r s ,S e m i n a r s ,

G i f t s

D i r e c t

M a i l e r s

* *

- - - - - - - -- -

C O N T R I B U TI O N

A d v t . a n dG i f t s 5 0 %

O n l y i nn e w s p a p e r A d v t . 5 0 %

G i f t s1 0 0 %

L u n c ha n d

G i f t s 5 0 %- - - - - - - -

- - -


15/20

4.15

4.2

4.25

4.3

4.354.4

4.45

4.5

PRODUCT SERVICE PACKAGING BRAND

RANKING GIVEN BY CUSTOMERS TO ATTRIBUTES:


16/20


17/20

Potential

Dealers

POTENTIAL

DISTRIBUTORSA GRADE

Electricians

Interact with new dealers.

Understanding challenges

Improving qualitative & quantities

relationship.

Objectives of distributor meet .

1. Identifying the distributor

2. follow- up

3.Promotion

Brand awareness

Invited

For

meet

Distributor Meet


18/20


19/20

19

Retailers &

Dealers can

influence the

market .

How companies

identify potential

distributors.

Major competitors are

schneider, indoasian,

L&T hence we have to

continue pull strategy

aggrasively to increase

market share.

SIP - Project report

Learning & Recommendation


20/20

THANK YOU FOR YOUR ATTENTION

Questions?

Deepak R Gorad (Internship)

Documents