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Sip Report (Whiteleaf) Tri V PDF
Sip Report (Whiteleaf) Tri V PDF
Whiteleaf .”
Submitted To:
Submitted By:
1
DECLARATION
I also declare that the work undertaken by me is original and has not been
copied from any sources. I further declare that the information presented
in this project is true and original knowledge and has not been submitted
to MILE or any other Institute for any examination.
Signature of Student:
PRN: 20170209060109
Date:
2
CERTIFICATE
This is to certify that Mr. Amit Giri, studying in the second year of POST
GRADUATE DIPLOMA IN MANAGEMENT (PGDM) at Management
Institute of Leadership and Excellence, Wagholi, Pune, has completed the
Dissertation Project titled “Competition Analysis & Study of potential
market for Whiteleaf” as a part of the course requirement of POST
GRADUATE DIPLOMA IN MANAGEMENT (PGDM) Program.
Signature:
Date:
3
ACKNOWLEDGEMENT
Last but not least, I would like to thank Faculty of MILE and other who
extended their helping hands to prepare this report.
Signature:
Name:
Date:
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Table of content
Chapter 1 ………………………………………………………………7-9
1.1 Executive Summary ………………………………………………….7
1.2 Company Profile / Product Profile …………………………………...8
1.3 Product and Brand of Whiteleaf ……………………………………...9
Chapter 2 ……………………………………………………………10-15
2.1 Competition ………………………………………………...........10-11
2.2 Frame Work of Competitive Analysis …………………………...12-15
Chapter 3 ……………………………………………………………….16
3.1 Problem definition …………………………………………………..16
Chapter 4…………………………………………………………….17-18
Research Methodology …………………………………………………17
4.1 Research Design ………………….…………………………………17
4.2 Data Collection from Secondary Source…………………………….17
4.3 Data Collection from Primary Source ………………………………18
4.4 Questionnaire development and pretesting …………………………18
4.5 Fieldwork ……………………………………………………………18
Chapter 5 ……………………………………………………...........19-27
5.1Data Analysis ………………….…………………………………….19
5.2 Methodology ………………………………………………………..20
5.3 Plan of Data analysis …………………………………………….20-27
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5.4 Client Review Form………………………………………………27-28
Chapter 6 …………………………………………………………….....29
6.1 Limitation ...................................................................................…29
Chapter 7 …………………………………………………………....30-32
7.1Major findings …………………………………………………….…30
7.2Conclusions …………………………………………………….……32
7.3Recommendations ……………………………………………….…..32
Chapter 8………………………………………………………….…….33
Learning: …………………………..…………………………….………33
Chapter 9 …………………………………………………….……...34-35
9.1 Questionnaires and forms ……………………………….……….34-35
Chapter 10 ………………………….……………………….………….36
10.1 Reference ……………………………………………….………….36
10.2 Internet …………………………………………….……………….36
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Chapter 1
Executive Summary
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1.2 Company Profile/Product Profile.
In the year 2009 whiteleaf got incorporated, H2H Enterprises is a head
quartered at Pune and has a state of art paper converting facility under the
brand ‘WhiteLeaf’ located at Wagholi, Pune. Apart from tissues our
converting capabilities include other varieties such as Paper Cups,
Aluminum Foils etc. The “WHITELEAF" Group today, is India’s most
diverse manufacturer of Tissue products. Quality and consistency have
been the hallmark of “WHITELEAF” for over 3 years of its existence in
this business. Tissue products such as Facial Tissue, Bathroom Tissue
Rolls, Paper Hand Towels, Tissue Napkins and Kitchen Rolls form the
core product offering of the Company.
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1.3 Product and Brand of WhiteLeaf.
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Chapter 2
2.1 Competition:-
Why Competition?
Market Development:-
Market Development is one of the major benefits of competition. By
publishing the product mix depth of distribution & prices competition
drives firms to look for opportunities in new market.
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Competitor of WhiteLeaf in Pune Region.
Kimberly Clark
Cleans
Magic
Ameco
Scott
Origami
Balloon Junction
Major Competitor:
Kimberly Clark
Cleans
Ameco
Magic
11
2.2 Framework for Competitive Analysis:-
Product
Price
Place
Promotion
Process
Physical evidence
People etc.
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Competitive Analysis:-
“You May Be Good if your Competitor are Better, Then You Need to
Change”
1) WhiteLeaf:-
Strength:
Weakness:
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2) Kimberly Clark.
Strength:-
Highly successful at Go To Market strategies for its products
Good Returns on Capital
High level of customer satisfaction.
Strong Brand Portfolio
Strong dealer community
Weakness:-
3) Ameco.
Strength:-
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Weakness:-
4) Magic.
Strength:-
Weakness:-
15
Chapter 3
Problem Definition.
16
Chapter 4
Research Methodology
Research methodology refers to the process used to collect information
and data for the purpose of making business decisions. The methodology
may include publication research, interviews, surveys and other research
techniques, and could include both present and historical information.
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The research done for this report is a descriptive and qualitative one which
reveals the corporate sales analysis of Cosmo Tissue LTD. All the
information used for this report is collected from the primary and
secondary sources mentioned above.
4.5 Fieldwork.
Here the individual executive have to visit the client after fixing a
meeting, in a day have to meet 20 new clients in a day in which five
existing clients should be there and fifteen new client. Each client have to
give a proper presentation of the products with the rates, have to interview
them what changes or lacing are there in our product. A proper
Competition research has to be done with the client with his existing
product and our whiteleaf product. And accordingly have to fill the
profiler Report for the organization development.
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Chapter 5
Data Analysis:
Data Analysis is the procedure of efficiently applying measurable and
sensible systems to portray, consolidate and recap, and assess information.
This is one of the important elements of a research paper. I tried to collect
both quantitative data and qualitative data. Due to time constraint, Google
Forms was used to collect and analyze the data on online platform. They
have a powerful database system and tool that can make charts and
automatically make the analysis. It was handy for analyzing data. Google
Forms made my job a bit easier. These tools were suited in my research as
it was a descriptive research. Besides, it worked fine in exporting Google
Forms’ data to MS Excel. I did not have to input the data again. It was all
done by Google Forms’ analysis tool. After exporting, MS Excel was used
because it is widely used and also has enough functions for sorting,
filtering, removing duplicates; formulas for totals, percentages etc
5.1 Methodology
Research methodology refers to the process used for collect information
and data for the purpose of making business decisions. The methodology
is include publication research, interviews, surveys and other research
techniques, and could include both present and historical information.
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5.2 Plan of Data Analysis
Plan of data analysis is done on the basis of 4P’s of marketing. Marketing
mix is one of the most basic concepts in marketing, which defined as the
elements of the organization that can be used to satisfy or communicate
with customer. The traditional marketing mix is composed of the four p’s
i.e.
Product
Price
Place
Promotion
Products:
Product Quality:-
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Quality
25%
30%
Duribility
Thickness (GSM)
Other
45%
Interpretation
As per the data, 45% of the respondents check the Thickness or The GSM
(Gram Sq Mtr) of Paper, 30% of the respondents see for Durability of
Paper, and 25% of respondents come in other category. Quality takes vital
role in every organization. From the above table we can conclude that
majority of the respondents expressed that paper product
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Poor 5
Average 22
No of Respondents
Percentage
Good 48
Excellent 25
0 10 20 30 40 50 60
Interpretation:
25% of the Clients rated that Whiteleaf products are excellent. 48% of the
Client rated as good, 22% of the Client rated as Average Quality. 05% of
the Clients those Whiteleaf products are Poor. From the above table we
can conclude that majority of the respondents rated Paper are of Good
Quality.
Price:
Consumers will always think while paying price to the products such as
how much we are paying towards products and how much we are getting
From Product. This data is gathered to know what value them are
receiving from the Whiteleaf Products.
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Eleme Whitele Kimberly Ameco Magi Scot Origam Ballon
nts af Clark c t i Junctio
n
12X12 23 32 28 26 24 23 25
16X16 42 50 48 47 43 45 43
Pop 14 18 16 15 15 18 14
Up
M 36 42 38 38 36 37 39
Fold
C Fold 36 42 38 38 36 37 39
Toilet 16 22 16 18 20 21 18
Roll
HRT 109 130 130 125 136 120 118
9X9 7 12 9 9 8 10 9
160
140
120 12X12
100 16X16
80 Pop up
60 M Fold
40 C Fold
20
Toilet Roll
0
HRT
9X9
Interpretation:
On the Basis of the above price analysis it is found that the price
charged for the products is very less as compare to the other
Competitor.
Whit the help of above analysis it is found that Whiteleaf price
charging is competitive in nature, whereas price charged by
Kimberly clark is very high as compare to other competitor
product price.
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Place:
Another important element of marketing mix is place which focuses
attention on the offering of Product by the provider to the customer & the
place of location for the Product generating organizations. Purchase place
is also important to know where users choose their Purchase point. This
helps to marketer to design various promotion and distribution
programmers’. The data is collected to know the various purchase place
and availability.
No of Respondents
100% 95%
90%
80%
70%
60%
50%
No of Respondents
40%
30%
20%
10% 5%
0%
Yes No
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Interpretation:
95% of the respondents said that they are getting Disposable products
easily. Only 05% of the respondents disagree with this easy available of
Disposable products. From the above table we can conclude that majority
of the Restaurant, Hotels, Hospital, Corporate organization getting the
Disposable products easily from the dealers, retailers or Directly From
Manufacturer.
Promotion:
Promotion Analysis:-
Whiteleaf:
Whiteleaf invests to promote its brands to direct customer.
They don’t Involve any Reseller, wholesaler, or Distributor in his
business, as because of this there are no cost cutting are been done
in the product price.
They sell they product directly to the customer on the
manufacturing rate.
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Whiteleaf wanted to quantify trade promotion compliance to
understand what is truly being executed in the store of Restaurant
and at the shelf
The company developed and conducted Client specific audits with
areas of focus including off-shelf display, pricing, signage, and on-
shelf availability.
Kimberly Clark:
It provides corporate account at competitively less charges
Maximum number of advertising hoardings found in Pune region
in as well as in local area
Attractive punch line “It feel good to feel”
Heavy advertising strategy in print and electronic media.
Ameco:
Magic:
Offer combo scheme on the product seasonally
Maximum number of advertising hoardings found in Pune region
in as well as in local area
Believe in advertising in local newspaper and on other social
media.
Heavy advertising strategy in print and Social media.
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Analysis:
By analyzing the above data we found that Whiteleaf has lagging behind
Comparing to their competitor in the essential element of promotion.
Where Kimberly clark, Ameco and Magic believe in More active in
Promotion and More Sales. Though Magic and Ameco entered recently
in the market compared to Whiteleaf they are well established in the
market & competing toughly because of their rational Promotional
activities.
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CUSTOMER SATISFACTION INDEX FORM.
CLIENT NAME -
CONTACT NO -
DATE-
1) PRICE -
2) RANGE OF PRODUCT-
3) QUALITY OF SERVICE -
3) RELIABILITY -
5) PEOPLE -
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Chapter 6
Limitation
It was not always easy to get all the data or information so smoothly or
sometimes there are other negative influences that may prevent the smooth
completion of the project. So, there are some limitations which I found
while making this report and those limitations are mentioned below:
At the very first I would like to put that there are lots of
information lacking which is not mention on the Website. This
report are been completed on my personal experiences and
very little information are been taken from other various
website.
Another great problem arrived here is when I could not able to
collect all information because they were very confidential. I
could not include some important points of market
performance of WhiteLeaf in the report due to its confidential
nature.
While taking interviews some other great problems came like
the ignorant attitude of respondents. Most of the respondents
are not interested to give answer of the questions and
sometimes also they are very irritated when they are being
questioned. So it is difficult to get the accurate answers.
Sometimes it was also a great problem to get the contact with
the Restaurant owners and also some of the places that we went
there was no specific purchase department so we had to make
contact with some other persons to appoint our deal.
As Purchase Manger he doesn’t have that authority to take
decision for changing the vendor or the product so it take a lot
many days for the confirmation for our product to get start in
the Restaurant because the owner is not always available for
taking the decision, so this was also the one of the limitation
which are been faced here.
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Chapter 7
7.1 Major findings:
1. It is found in the survey that Owners are the main decision maker for
the Restaurant requirement. As per the data, 65% of Owner and 35%
of Purchase manager makes purchase decision.
Purchase Decision No of Respondent
Owner 65
Purchase manager 35
Total 100
Purchase Decesion
35%
Owner
Purchase manager
65%
2. The main purchasing factors for the Paper products are Quality and
Brand image. The data reveals that 42% influences on Quality and 32%
influenced for the Brand.
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Purchase Factor
26%
42% Quality
Brand
Other
32%
3. 78% of the total respondents are using product since from a long time.
The majority of the respondents are using Tissue products from more
than 2 years.
4. Word of Mouth is found in the survey that customer are influenced
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7.2 Conclusions:
From the study conducted the following conclusions can be drawn. The
factors considered by the customer before purchasing Tissue products
are Thickness (GSM), Quality, durability and easy availability. Finally I
conclude that, majority of the customers are satisfied with the Paper
products because of its good quality, reputation, easy availabilities. Some
customers are not satisfied with the Paper products because of high price,
lack of availability, etc. therefore, if slight modification in the marketing
programmer such as promotion programmers, product lines etc., definitely
company can be as a monopoly and strong market leader
7.3 Recommendations:
Area for survey should be determined before going to the field.
Location of the restaurant of the products can be taken by the
clients so that the survey executive need not waste time searching
for the restaurant.
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Chapter 8
8.1 Learning:
Lead Generation
Market research
Corporate exposure
Presentation skills
Analytical skills
Professional communication
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Chapter 9
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5. What type of sales promotions make you more satisfied?
Responses:
a) Discounts and Satisfaction guarantee
b) Mix product discounts
c) Discounts and free sample
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Chapter 10
10.1 Reference:
Kotler P. Keller K. Lane 2006, Marketing Management,
12thEdition
Kotler P 2004. Principles of Marketing, 10th Edition, Pearson
education pet. Ltd. Indian.
Marketing management by Saxena
10.2 Internet:
https://consumergoods.com/kimberly-clark-improves-promotion-
execution-rate
https://www.indiamart.com/proddetail/white-leaf-car-absorbent-
19674709155.html..
http://www.twenty19.com/whiteleaf
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