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"Market Potential of Solar Lightening System": A Project Report On
"Market Potential of Solar Lightening System": A Project Report On
Submitted to
Godavari Institute of Management And Research,Jalgaon.
Affiliated to
NORT MAHARASTRA UNIVERSITY, JALGAON.
2010-11
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ACKNOWLEDGEMENT
When the destination has been reached, it is only natural to look back and
reflect those who made the way comfortable and times eminently, enjoyable.
I also thanks to all the staff of Jain Irrigation system for their kind assistance
during my project work.
I express my deep sense of gratitude to all those people who went beyond the
call of duty and have interacted with me responded to the questions. I asked
them; please know I think of you and I thank you!
M.B.A. (Marketing)
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DECLARATION
Place
Date
CHETAN B MAHAJAN
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PREFACE
Practical knowledge is having a great importance in MBA. Business
administration is to think differently and study practically. Management does
not lie in theoretical knowledge but also with practical knowledge.
I have visited, Jain Irrigation Systems Ltd Jalgaon. And I have seen and
experienced that the management and functioning of the company is very
superior.
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INDEX
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EXECUTIVE SUMMARY
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INTRODUCTION
ABOUT COMPANY
HISTORY: In 1963 young graduate Bhavarlal Jain founded with trading &
partnership firm with a meager Rs. 7000, accumulated savings of three
generation as capital. And due to brilliant management of Bhavarlal Jain his
success story goes stepwise like branding to refined papain, PVC pipes, micro
irrigation system and food processing tissue culture.
Today with over 3000 committed employee’s strength worldwide, they have
established their leadership in diverse products like Micro irrigation,
Agriculture inputs, Agro processed product, plastic pipe & sheets.
This is the legacy of a deliberate & conscious endeavor that seems from a deep
rooted concern for nature.
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GLOBAL PRESENCE
Countries 110
Plants 23
Offices 93
Warehouses 38
Distributers 3009
Global workforce More than 5000
AWARDS
Internationa 4
l
National 123
State 33
Jain Irrigation has been named as one of the 8 th Indian company expected
to emerge as challengers to the world’s leading companies by Standard &
Poor recently in May 2007.
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CORPORATE PHILOSOPHY
3. Credo-Serve and strive through strain and stress; Do our noblest, that’s
success.
4. Goal-To produce quality goods at optimum cost & in market the price is
reasonable so as to achieve customer satisfaction fair return for all other
stakeholders & continued growth for the corporation through sustained
innovations.
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PRODUCT PROFILE
LIST OF PRODUCTS:
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Solar Photovoltaic System
Net metering and financial incentives, such as preferential feed-in tariffs for
solar-generated electricity, have supported solar PV installations in many
countries including Australia, Germany, Israel, Japan, and the United States.
Advantages
Compared to fossil and nuclear energy sources, very little research-money has
been invested in the development of solar cells, so there is much room for
improvement. Nevertheless, experimental high efficiency solar cells already
have efficiencies of over 40% and efficiencies are rapidly rising while mass
production costs are rapidly falling.
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Jain Jyot Home Lighting System: 1, 72,000 systems per annum
Products
Salient features
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Solar lighting products:
Jain Jyot Solar Lantern is a portable, stand alone lighting unit consisting of SPV
panel, Compact Fluorescent Lamp (CFL), sealed maintenance free battery, high
efficiency electronic circuitry and charging cable. It is available in different
modules.
Salient Features
The Working
During the day sunlight falls on the SPV module, the cells on the panel convert
solar energy into electrical energy. This electrical energy passes through the
electronic circuitry to the battery, which gets charged, and stores the energy.
This energy is then available for lighting the fluorescent lamp in the lantern at
night.
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Emergency and / or house lighting, table
lamp, camping, patrolling (streets, farms),
Hawker / Vendor Stalls, non-electrified
remote places : Adult education, mass
communication etc.
The whole system can also be used for home power generation and capacity
will depend on load. The hybrid lighting systems are self-sufficient, standalone
solutions that do not require the construction of costly mains grid electricity
supply infrastructure or the burden of their associated operating expenses. The
systems are ideal solutions for many applications in cities and rural areas,
providing lighting to enhance security and safety.
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The main purpose of advertising in
the business world is to promote
sales in order to boost profits. Now
a day, large outdoor advertising
structures are found in places with
high traffic such as cities, roads,
motorways and highways. Among
all types of advertising structures, Back Lit Illumination Flex Board is most
popular.
Jain Jyot CFL/LED based Solar Ad Board consists of solar module, low
maintenance tubular battery, charge controller cum timer, & compact,
fluorescent lamp (CFL) or Light emitting diodes (LED's). When solar radiations
fall on solar module, it will generate electricity. Electricity generated from solar
module is stored in battery through charge controller. Charge Controller is
provided to protect battery from over charging and deep discharging. During
day time, battery will get full charged. At dusk, charge controller with inbuilt
timer will automatically switch ON the luminary & will switch OFF after four
hours of operation, which is peak business period.
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Jain Jyot Solar Inverter (Power
Pack)
System Description
Solar Inverter cum Charge Controller with Intelligent Logic Control: Solar
Inverter converts DC (Direct current) power from the battery to AC (Alternating
current) power compatible with the utility and AC loads. This unit consists of
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Solar Inverter cum Charge Controller with Intelligent Logic which controls the
charging of battery from solar or mains with solar as priority.
This system monitors the Battery charge status and accordingly decides to
charge the battery either from solar or from mains. First priority of charging is
from solar modules and only in the absence of solar power (no-sunshine time)
and when battery voltage is low (a predetermined level), the mains charger is
turned ON automatically. This maintains the battery on float.
When battery bank reaches a preset low voltage, mains charger turns "ON" and
charges the battery bank. Next day, when solar radiation is available, the cycle
repeats. This ensures healthiness of battery and hence the life of the battery gets
extended. Battery deep discharge, over charge protections are incorporated
inside the Solar Inverter.
Battery
A device that converts the chemical energy contained in its active materials
directly into electrical energy by means of an electrochemical reaction. Low
maintenance, tubular type batteries are provided with this system.
Models Available
For Conventional loads like lamps, tubes, fans, etc., in homes, shops, banks,
hospitals, hotels etc.
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INTRODUCTION OF SUBJECT
The researcher has completed this project in Jain Irrigation systems Ltd.
Jalgaon. The project area given to the researcher was Jalgaon Territory which is
local area of the researcher, it was the convenient for the researcher to go &
collect the data from this area.
The present research report attempts to study the “Potentials of solar lightening
in the Jalgaon Territory.
One of the main problems to be studied in the present study is to highlight the
price effect on demand, Accordingly the present project report, the customers
demand for solar lightering price effect on demand has also been studied with
the benefits of solar lightening price effect on demand has also been studied
with the benefits of solar lightening due to which customer demand it.
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marketing Planning. Forecasting helps in identifying and solving marketing and
sale problem and they are used for setting performance standard.
Market Demand
Market Research.
Segmentation.
Marketing Positioning.
Developing the Marketing Mix Strategy.
Strategy for distribution intensity.
Budgeting the Marketing Strategies.
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Marketing Plan
The company is pursuing four solutions aimed at four categories of customers
viz. (1) A normal urban household that wish to switch complete lighting to
Solar powered LED based lighting solution (2) A
normal urban household that wish to switch necessary lighting to Solar powered
LED based lighting solutions (3) A normal urban household that wish to switch
must have lighting to Solar powered LED based lighting solution and (4) Rural /
Remote household that wish to light up the house.
Although all urban areas of the country are linked with the main power grid and
there should be no need for our lighting solutions but due to load shedding or
load management these are without any light for 6hrs to 12hrs daily and cost of
electricity is increasing at an average rate of 10% are the main points that we
have focused on this market segment. The initial cost of the solar based LED
lighting solution is high but this solar based LED lighting solution will be free
for a minimum of seven years without any replacement for bulbs, battery and
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solar panel. The life of solar panel is twenty five years so the only replacement
during this period is bulbs and battery three times. The highest concentration of
non‐electrified households is in rural and remote areas. These end‐users
do not have access to the electricity grid and rely mainly on kerosene oil lamps.
These households will get benefit from the use of solar panels for lighting in the
night at free for twenty five years.
We shall market our products direct to customers. For this purpose, we shall
advertise our solutions in print media and solicit housing colonies management.
Promotional campaigns shall also be part of our promotion strategies and these
shall be like sampling of LED bulbs, donating complete solution and public
demonstration of products to attract customers. There are two to three main
players in the market that are selling complete solar powered LED based
lighting solutions. They are concentrating on Government’s Rural
Electrification Program and are
Working in remote off grid areas. Presently, urban household market is vacant
and we shall be concentrating on this market and offering a replacement of
inverter based lighting solution that is more economical and more beneficial in
terms of luminous flux. We are cost efficient as compared to present
competition. We shall provide our customers personalized services vis‐à‐vis our
competitors as they are providing solutions as contractor to government, which
is a very stereo typed service
Promotion
Company will use a promotional strategy based on the limited resources so our
promotional focus will be on the road shows nearby to the newly developed or
developing colonies and we will take part in the number of trade exhibitions to
help our consumers to know our products. Another aspect of our promotional
strategy will be the close collaboration with the NGOs this is some sort of
different mode but it would help company to get familiarity in the remote areas
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and especially rural areas. We will also use electronic media for the products
promotion including internet and product awareness programs on television.
Distribution
As the market segment for the products are very diverse so this would not be
beneficial to adopt a static distribution strategy so we will follow a dynamic
distribution strategy for the startup phase of the venture. We will use the options
of large retailers, distributors, sales franchises, electronic distribution and
distribution through NGO networks during this strategy. At the startup phase we
will follow low cost distribution channels like E‐distribution and distribution
through NGO also will prefer to use some franchises. Later on in the initial
phase and expansion phase we will focus on intensive marketing and
distribution strategy.
BRAND RECALL
Brand recall means when customer thinks about the product then he recall the
name of the brand in their mind.
1) In Solar Plant most of the scale occurs over brand recall. Most of the
competitor trying to achieve their position but Jain Solar System
continuously trying for maintain quality so other competitor are not able
to achieved that position. Face to face communication in between
customer about the result of the Jain Solar Product is also helpful for
strong brand recall. Arranging the live demonstration also create positive
impact on brand recall.
2) What the customers’ needs & wants according to their demand providing
good services, keeps the brand at the PRIME POSITION.
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RESEARCH METHODOLOGY
OBJECTIVE OF STUDY:
Research in common parlance refers to a search for knowledge. One can also
define research as a scientific & systematic search for pertinent information on a
specific topic. It is a careful investigation or inquiry especially through search
for new facts in any branch of knowledge.
Though each research study has its own specific purpose, the main objective of
this study is to find out the –
RESEARCH DESIGN:
The plan is an outline of the research scheme on which the researcher is to work
The structure of the research is a more specific outline or the scheme & the
strategy chows how the research will be carried out, specifying the methods to
be used in the collection & analysis of data. For every research study, there is
particular research plan, for this study the plan is to survey in the Jalgaon
territory to know the demand for Solar lightning system.
TYPE OF RESEARCH:
Exploratory research has been conducted with the interviews of the customers
of Jain solar lightening system.
SAMPLING PLAN:
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Sampling Unit Pune
COMMUNICATION APPROCH:
Data was collected from primary sources. The instrument used for this purpose
was structured questionnaire, which was formatted in such a way that it, was
clear and easy for the respondents to understand & it had optimum number of
Questions. The Questionnaire method was chosen for this research because
collection of satisfactory data was the key objective of this research.
1. Observation
2. Personal Interview
AIM
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LIMITATIONS
During study there were few limitations faced by us which are as follows.
1. By analyzing and interpreting the small sample we have projected the result
for the whole population, but there is always going to be some limitations of
samples as compared to whole population.
3. There might be possibility of non response error due to the lack of interest of
respondents.
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6. There might have been some concurrent in accuracies, whereby the
respondent might have given wrong information in order to safeguard his
interest.
7. Humans have distinct quality of thinking and are used in different ways by
each one.
Once the data has been collected, it has to be analyzed which amounts to the
search for meaning in the collected information. After field work of all the
collected data were tabulated accordingly and analyzed with the help of pie
chart for interpretation and conclusion.
Presentation Of Information:
The step in research project analysis of data is the presentation of results so that
meaningful inferences can be drawn. The results are presented as follows:
Pie chart:
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Showing Awareness About Solar Lightening
System
23%
Aware
Not Aware
77%
Fig No. 1
Aware
47% Not Aware
53%
Fig. 2
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Existing Status of users
21%
users
Non Users
79%
Fig.3
Other
Solar inverter
HLS
Lantern
0 2 4 6 8 10 12 14 16 18 20
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Satisfaction Level From solar lighting system.
28%
Satisfied
Not Satisfied
72%
Fig.5
Affordable
Not affordable
4th Qtr
79%
Fig.6
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ssatisfaction level of after sales service
38%
Satisfied
Not Satisfied
62%
Fig.7
23% 3%
Price
Quality
Design
74%
Fig.8
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Shows how many peoples wants to buy solar
lighting system.
20%
Want to Buy
Not want to Buy
80%
Fig .9
80
70
60
50
40
30
20
10
0
3000-5000 5000-10000 10000-15000 15000-20000
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FINDINGS
As there are always some findings for a survey, I have found some of the
findings which are listed below.
1. Good demand of solar lightening system.
2. Most of the customers are quite aware about the Jain Solar lightening
system.
3. The customers are quite also aware of the benefits associated with the use
of solar products and type’s solar product.
4. The main awareness of solar lightening system is due to the
advertisements by company and government.
5. Load shading of MSEB creates curiosity of alternatives.
6. While Purchasing the Jain Solar lightening System 74% of customer
think about the Price, 23%think about Quality of product, 3% think about
the design of the product.
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7. Out of the total customer interviewed 74% of customer told that price
factor affects the demand of solar lightening system.
8. Very few peoples are aware of the loan/schemes and subsidy available
from government.
9. Peoples are price conscious.
CONCLUSION
It has been observed that demand for Jain Solar Lightening System would be
increased more and more because it gives more benefits to customer than the
other lightening systems.
Jain Solar Lightening System is quality product, it has less recurrent cost than
the other lightening system, and also it is most durable efficient & proven
technology.
In spite of its benefits it was observed that the price factor affects on its demand.
Due to its high price rate customers are ready to shift to other systems.
Company produce same quality in reduced price, it is affordable to the potential
customer.
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Product quality is a weighted strategy for sale of Jain solar lighting system.
Finally I conclude that a potential market of Jain solar lighting is very big
because of Quality, good brand image, good customer service and reliable
prices of Jain solar lighting system.
1. The company can create awareness about the benefits associated with the use
of the solar energy product.
2. It is necessary for the company to give more attention on advertising of the
product.
3. Price of the product is the most important factor which affects the demand of
the product, so the company should try to produce the quality product at
controlled price, which help in increasing the demand for the product.
4. The company should do some promotional activities to increase the demand
of solar lightening systems.
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The company should arrange a big function for district/taluka where all
the interested customers are invited & show them the demonstration of
excellence. There queries regarding various aspects should be solved also
provide some breakfast or any small but memorable gift for positive brand
recall.
One unsatisfied/unhappy customer can become a cause to think
negatively about our brand, so the problem of the particular customer should be
solved for maintaining brand image.
The strong point for promoting our brand is quality of the solar lightening
system, so concentrate customer’s attraction towards good quality of our
product.
QUESTIONNAIRE
Customer Name:
Address:
Phone No:
A. Yes
B. No
A. Yes
B. No
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4. Do you have solar lighting system?
A. Yes
B. No
A. Lantern
C. Solar Inverter
D. Other
A. Affordable
B. Not Affordable
A .Yes
B. No
A. price
B. Quality
C. Design
A. Yes
B. No
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A. 3000-5000
B.5000-10000
C.10000-15000
D.
BIBLIOGRAPHY
BOOKS
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Sales Management ---- By : Richard R. Stiill &
Edward W. Cundiff
WEBSITES
http://www.jains.com
http://www.google.com
http://www.yahoo.com
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