Professional Documents
Culture Documents
Portable Grass
CUTTER (PGC)
Group F2
Executive Summary
PGC:
A portable grass cutter, popularly known as string trimmer, is used as a device primarily used to
trim grass and sometimes to trim other shrubs, weed and other wild herbage. PGCs as a product
may have a lot of variations in features like different handles styles and length, blades and other
attachments along with various ergonomic features .However, our product is portable which can
be carried easily by a single person. This product has had a strong demand in the horticulture
Industry for a long time. There have been articles in various magazines mentioning the need of
such a device among owners of lawns for homes as well as hospitality industry. This product can
benefit many home as well as businesses, who cant afford costly substitutes available in the
market, this product is mandatory for lawn owners who have to maintain their swiftly growing
grass. This products usage can be explored in other industries as well as horticulture industry
and other businesses mentioned above. An effective marketing strategy is required to
communicate about this product in the Goa region. Sales strategy to reach out to these businesses
all across the state, promotional campaign to make them aware of the product and its benefits
and an efficient distribution network for a cost effective solution, are required for the lawn
owners of the region.
Contents
1.
2.
3.
Market Analysis.................................................................................................... 1
1.1
Current Situation............................................................................................ 1
1.2
1.3
Present Competition...................................................................................... 1
1.4
Expected Competition....................................................................................1
1.5
Marketing Objective....................................................................................... 1
1.6
2.2
Need/ Product................................................................................................ 1
2.3
Value Proposition:.......................................................................................... 1
2.4
Market Segmentation........................................................................................... 1
3.1
4.
5.
6.
7.
Consumer Behaviour:..................................................................................... 1
Price decisions...................................................................................................... 1
4.1
4.2
Estimating cost.............................................................................................. 1
4.3
4.4
Sales Forecast................................................................................................ 1
DISTRIBUTION CHANNEL...................................................................................... 1
5.1
Channel Objective.......................................................................................... 1
5.2
Channel Levels:.............................................................................................. 1
5.3
Channel Types................................................................................................ 1
5.4
Promotion decision............................................................................................... 1
6.1
Promotion Objective....................................................................................... 1
6.2
Promotion Mix:............................................................................................... 1
6.3
Budget Allocation........................................................................................... 1
Contingency Plans................................................................................................ 1
1. Market Analysis
1.1 Current Situation
Goa has emerged as India's premier and most expansive market for the Hospitality segment.
Goa is India's richest state, with a GDP per capita that is two and a half times that of the country
as a whole. The tourism related hospitality industry in Goa is Rs. 5000 crores and with a 10 %
growth rate. The Tourism Master Plan estimates an additional bed requirement of 2914 in the
Star category and 4186 in the non-Star categories. The total no of star category hotels are 63 and
total no of hotels are 2500.Hospitality industry is the major client of majority of grass cutter
manufactures in Goa. India imported PGC worth USD 2,219 with total quantity of 323. China is
the largest supplier of GGC accounting for imports worth USD 1,929 followed by Spain which
exported PGC worth USD 290.Cochin Sea accounted for 85.9% of imports followed by Chennai
Sea and Nhava Sheva Sea which account for 13.1% and 1% of imports respectively.
across the state. With 3 national stadiums and many resorts coming up as the number of tourists
growing each year the scope of the product is vast due to the growth of Hospitality industry. This
has also led to increase in lawn services companies setting up offices around the state.
SM Nursery; 20%
Others; 17%
Welcome; 13%
East West; 25%
Canara; 15%
10%
Motor Capacity
550 W
4
35 cm
85 125
cm
1.6 mm x
4m
3.0 K g
Extrastrong line
6 x 2.4
mm
The positioning of this product will be higher than any other lawn mowers because it is portable
and able to cut the grass in a professional way that will look like someone hired has cut the grass
in the yard. It will be on the pricier side but it is worth it because it will be better than always
having to pay someone else to do it or do the yard work themselves. I will also be available at the
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major industrial equipment stores in Goa .The two main target market that are Hospitality
Industry and Lawn service companies. These segment has professional cutting as its reliable and
Price which are the main criteria .These customers will need disposable income because the
product is positioned higher and has a higher price than other lawn mowers in the market.
3. Market Segmentation
Market segmentation is the act of subdividing the market into a group or groups of people who
have similar needs within the group. We have divided the market into hospitality sector, lawn
Services Company and high income residential owners. Through the segmentation of the
lawnmower market, it will be possible to achieve a greater proximity to the final customer; create
advertising media that target the identified segments; facilitate the positioning of the product; and
obtain the return on investment by the company. The developments and technological diversity
provided by all the competitors operating in the sector has shown that this market is very
competitive nowadays. Thus, it is imperative that a strategic shift is implemented, which is more
focused on meeting the needs of the customer.
There are several types of lawnmowers available on the market: manual, battery - powered or gas
powered models, are some of the options. There are ways to segment the lawnmower market:
Customer characteristics: Price, Reliability, efficiency, manual effort, uniformity of grass cut etc.
such dissonance, we will introduce certain features to satisfy customers, such as warranties and
after-sales services.
4. Price decisions
4.1
Product-Quality leader
Our company aims to be a product quality leader in the market. Our brand strive to be
affordable luxuries- product or services characterized by high levels of perceived quality, taste
and status with a price just high enough not to out of consumers reach.
4.2
Estimating cost
Production Cost
Investment
The details of plant & machinery required is given below:
Sl.No
Particulars
1
2
Amount (Rs)
10,00,000
2,00,000
12,00,000
Costing (Year I)
8
Sl.N
o
1
2
3
4
5
6
Particulars
Office Rent
Electricity
(plant)
Administration
Labour
Material Cost
Other
Total
Quanti
ty
1
2
6
1000
Cost
Amount (Rs)
1,80,000
3,60,000
1,80,000
3,60,000
1,50,000
35,000
560
3,00,000
2,10,000
5,60,000
2,84,000
18,94,000
Particulars
Office Rent
Electricity
(plant)
Administration
Labour
Material Cost
Other
Total
Quanti
ty
1
2
6
1200
Cost
Amount (Rs)
1,80,000
3,60,000
1,80,000
3,60,000
1,50,000
35,000
560
3,00,000
2,10,000
6,72,000
3,40,000
20,62,000
Particulars
Office Rent
Electricity
(plant)
Administration
Labour
Material Cost
Other
Total
Quantit
y
1
3
6
1400
Cost
1,80,000
3,60,000
1,50,000
35,000
560
Amount
(Rs)
1,80,000
3,60,000
4,50,000
2,10,000
7,84,0000
2,85,000
22,89,000
Rs.
11,900.00
Rs.
9
Cutter
11,999.00
Rs.
11,749.00
Rs.
12,249.00
No. of units
Price
REVENUE
COST OF PRODUCT
Retailer Margin
Total Marketing Expenditure
(20%)
TOTAL COST
TOTAL PROFIT
PROFIT MARGIN
Year 1
Year 2
Year 3
520
540
560
12000
12000
12000
6240000 6480000 6720000
1894000 2062000 2289000
576000
600000
624000
3376000
5846000
394000
6.30%
3016000
5678000
802000
12.30%
2848000
5761000
959000
14.20%
5. DISTRIBUTION CHANNEL
5.1 Channel Objective
Our firm will adopt the mixture of Push strategy and Pull strategy. Our firm is new
to the market for the grass cutter so we will rely on our distributors and retailers to sell our
product through a push strategy. Since the involvement in this category is less, so we will depend
heavily on advertisements and promotions to persuade the consumers to demand the product
from intermediaries.
We will use Hybrid Channels to reach to our customer segment. We will follow the philosophy
of brick and click firm. Our distribution plan will include both online and offline channels.
The main objective is to penetrate the maximum market with minimum cost by utilizing an
optimum distribution network providing high quality maintenance and services.
through our website wherein customer places request and the product is directly delivered
through companys sales force.
Manufacturer Retailer Customer This channel of distribution involves only one
selling intermediary called 'retailer'. Under this we sell this product to retailers Nurseries,
horticulture institutes who in turn sell to the ultimate consumers.
Manufacturer - Distributor- Retailer - Customer - This is the most important
channel of distribution in which distributor plays an important role of identifying the customer.
This channel is suitable for wider distribution of various industrial products. Since our company
lack the expertise to sell the product to high end customers like Lawn Services Agency it is
easier to sell through the extensive network of privately owned distribution organization.
5.4
Commission: A commission of 10% would be given to the retailers to push the product i.e.
marginally higher than our competitor are providing as the product is new to the Goa market. As
the demand for the product increases we would be reducing the margin where in pull strategy
would automate the sales rather the push strategy. A distributer would be given a commission of
12% on the sales he makes to the consumers
Margins: We would have a low margin in the first year i.e. around 10% due to our marketing
cost but then onwards the target margin is 20%.
6. Promotion decision
6.1 Promotion Objective
The product launched by ANPEGG is a new product it is in the introduction stage of the product
life cycle. In order to improve the brand purchasing intension and brand awareness,
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advertisement, events and experience have the highest cost effectiveness, followed by personal
selling by direct sales force to increase the distribution coverage.
12
Direct Marketing
Local Newspaper
Local Magazine
Fair and Trade Shows
Gifts
Demonstrations
Catalogues
Web Sites
10%
10%
25%
5%
20%
15%
15%
100%
Budget allocation will be maximum for fair and trade shows because different Lawn Services
agencies are the frequent visitors of trade shows. We have allocated 20% for demonstration
dedicated to personal selling aimed at increasing the product experience. Catalogues, local
magazine and newspaper are directed towards high income group residential.
The promotion is aimed at informational appeal to elaborate products benefit, product point-ofparity and point-of-difference.
7. Contingency Plans
At ANPEGG, we have truly invested time and effort in researching possible strategies for a
failed business plan. In the event of a possible reduction in sales we are prepared to scale our
operation down to a single crew production. We will focus on the aspect of our company that
brings in the most revenue. We are also prepared to reduce our top three cash out-flows. These
will include items such as the president and vice presidents salaries and the amount of equipment
we own. We are also prepared to fluctuate our prices in order to meet any demand. If customers
feel that our prices are too high and we will be viewed as quality leader. Transversely, we can
lower our prices to meet a competitive market.
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Should fate grant us positive success we will look to grow our company at a moderate rate.
Growing our manufacturing team, equipment, and experience will help us to achieve profit and
expand throughout the country.
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