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MARKET ANALYSIS OF HAVELLS Submitted in partial fulfillment of the requirements for the degree of Masters in Business Administration (Marketing) OF West Bengal University Of Technology BY TANAY GOSWAMI ROLL NO: 09125009054 REG NO: SESSION: 2009-2011 SEMESTER: THIRD
BENGAL COLLEGE OF ENGINEERING AND TECHNOLOGY DURGAPUR
TABLE OF CONTENTS 1. PREFACE. 2. ACKNOWLEDGEMENT 3. DECLARATION 4. ABSTRACT. 5. HISTORY OF HAVELLS INDIA. 6. RESEARCH OBJECTIVE. 7. RESEARCH METHODOLOGY. 8. SAMPLING 9. DATA ANALYSIS AND INTERPRETATION. 10.COMPETITORS OF HAVELLS 11.FINDINGS AND CONCLUSION. 12.LIMITATIONS 13.BIBLIOGRAPHY
PREFACE Someone has rightly said that practical experience is far better and closer to the real world than mere theoretical exposure. The practical experience helps the student to view the real business world closely, which in turn widely influences his/her perceptions and understanding of the real situation. Research work constitutes the backbone of any management education program. A management student has to do research work quite frequently during his entire life span. The research work entitled “Market Research Regarding Havells MCB” aims to know market structure regarding Havells and the product offered by it. The present report is a part of the project that contains the work done by me during the training period at Havells India Ltd. Kolkata. This project has offered me an opportunity to put all my efforts and the theoretical knowledge to practice and enhance my knowledge, and at the same time, given me practical experience in the field of marketing. It is surely going to help me in my future projects too. In the preparation of this report, I have made every effort to ensure that all steps involved in development of this project are adequately covered and the report be completed in it. Any suggestions for improvement, if rendered, will be gratefully accepted. I sincerely hope that this project will prove pure knowledge imparting, through provoking and thus stimulating future research work on these guideline
ACKNOWLEDGEMENT A work is never a work of an individual. I owe a sense of gratitude to the intelligence and co-operation of those people who has been so easy to let us understand what we needed from time to time for completion of these exclusive project. I want to express gratitude towards Mr.Somraj, my faculty guide and to Mr. Suhas Bhattacharya, asst. general manager, Havells for giving me an opportunity to do this project. I would also like to thank to Mr. Narayan Roy who is my mentor for helping me in each and every step in the project. Last but not the least, I would like to thanks to friends &other faculty members who always endured us and stood by us and without whom I would not have completed the project.
DECLARATION I. Tanay Goswami .part of this report shall be reproduced. No.. . Tanay Goswami a MBA student of Bengal College Of Engineering And Technology.Durgapur under West Bengal University Of Technology hereby declare that the project report prepared and submitted by me is an original work done by using factual data collected from the organisation(Havells India Limited).published or transmitted in any form or by any means without time prior to “written permission of the documenter”.
e. facilities. Others will increase the mix to Seven P's. tactical components of a marketing plan. and sugar. to include people. you can alter the final cake by altering the amounts of mix elements contained in it. So for a sweet cake add more sugar! Some commentators will increase the marketing mix to the Five P's.a cake mix. Borden in his article The Concept of the Marketing Mix in 1965.SOMETHING ABOUT MARKETING MIX The marketing mix is probably the most famous marketing term. PRICE . and promotion. However. The concept is simple. a visit the Disney World). flour. product. place. Think about another common mix . milk. Its elements are the basic. Also known as the Four P's. or livery) and process (i. The term was coined by Neil H.g. the marketing mix elements are price. All cakes contain eggs. to include physical evidence(such as uniforms. the whole customer experience e.
This approach was used by France Telecom and Sky TV. Supermarkets often have economy brands for soups. Manufacturers of digital watches used a skimming approach in the 1970s. and the price inevitably falls due to increased supply. penetration pricing. Price Skimming:Charge a high price because you have a substantial competitive advantage. The high price tends to attract new competitors into the market. spaghetti. Once this is achieved. They form the bases for the exercise. Let's have a look at some of them and try to understand the best policy/strategy in various situations Premium Pricing:Use a high price where there is a uniqueness about the product or service. Once other manufacturers were tempted into the market and the watches were produced at a lower unit cost. This approach is used where aa substantial competitive advantage exists. the advantage is not sustainable. . Savoy Hotel rooms. However. the price is increased. Penetration Pricing:The price charged for products and services is set artificially low in order to gain market share. Such high prices are charge for luxuries such as Cunard Cruises. The cost of marketing and manufacture are kept at a minimum. Premium pricing. economy pricing. Economy Pricing:This is a no frills low price. and price skimming are the four main pricing policies/strategies.There are many ways to price a product. etc. other marketing strategies and pricing approaches are implemented. and Concorde flights.
• Types of intermediary (see later). It is the mechanism through which goods and/or services are moved from the manufacturer/ service provider to the user or consumer.PLACE Another element of Neil H. phsysical entity that they may be buying or selling. is the product more complex than you first thought? The Product Life Cycle (PLC) is based upon the biological life cycle. distribution.simple! Or maybe not. Place is also known as channel.g.e. • Which companies as intermediaries to avoid 'intrachannel conflict' (i. • Cumulative length of the multiple channels. When you buy a car. You buy a new car and that's the product . after a long period as an adult the plant begins to shrink and die out (decline). 'direct' to a consumer. how many retailers in Southern Spain). There are six basic 'channel' decisions: • Do we use direct or indirect channels? (e. it shoots out leaves and puts down roots as it becomes an adult (maturity). For example.g. infighting between local distributors) PRODUCT • For many a product is simply the tangible. • Single or multiple channels. a seed is planted (introduction). • .Borden's Marketing Mix is Place. 'indirect' via a wholesaler). • Number of intermediaries at each level (e. it begins to sprout (growth). or intermediary.
PROMOTION Another one of the 4P's is promotion. marketing communications has its own 'promotions mix.' Think of it like a cake mix. Sales Promotion. Direct Mail. SOMETHING ABOUT HAVELLS INDIA . Trade Fairs and Exhibitions. This includes all of the tools available to the marketer for 'marketing communication'. the final outcome is different. The elements of the promotions mix are: Personal Selling. However if you vary the amounts of one of the ingredients. the basic ingredients are always the same. As with Neil Borden’s marketing mix. Public Relations. Advertising.
Cables & Wires. Sylvania: Linolite. Energy Meters. and one of the largest & India's fastest growing electrical and power distribution equipment company. today is an emerging leader and an end-to-end solution provider in the Power Distribution Equipment industry. manufacturing products ranging from Building Circuit Protection. Sylvania.Luminance. Fans.Profile Starting off as an electrical trading company in 1958. Havells India Ltd. SLI Lighting & Zenith. CFL Lamps. Claude. Industrial & Domestic Switchgear. Luminaries for Domestic. . Havells India Ltd. Havells owns some of the prestigious global brands like Crabtree*. The company catering to the needs of domestic and industrial market has seven manufacturing units in India. Concord. a billion-dollar-plus organization. Commercial & Industrial application and Modular Switches.
ASTA. Claude and Linolite-Sylvania. over 2000 authorized dealers and thousands of approved retail outlets. India-Australia Series and IPL Season 1 and 2. The company is a leading global designer and provider of lighting systems for lamps and fixtures. SPRING (Singapore). Fans. Malaysia. Havells and its brands have emerged as the preferred choice of electrical products for discerning individuals and industrial consumers both in India and abroad. The company has acquired a number of International certifications. Iran and Iraq. SNI (Indonesia) and EDD (Bahrain) for various products. Havells is acknowledged as a manufacturer & supplier of the widest range of quality low voltage electrical equipment. SLI Sylvania for $ 300 mn . The company has an enviable clientele. Havells recently acquired Frankfurt headquartered. Dubai. Africa. The company has been consistent in its brand promotion with sponsorship of Cricket events like T20 World Cup. In an attempt to transform itself from an industrial product company to a consumer products company. CB. like BASEC. SIRIUM (Malaysia). Today. With a number of strategic alliances in place. Bangladesh. CSA. Sri Lanka. Singapore. The company is currently exporting to over 50 countries globally. Havells launched consumer electrical products such as CFLs. CE. Sylvania is one of the most globally recognized brand for over a century in the electrical industry with brands like Sylvania. Lumiance.Havells reach stretches across 91 branch offices. Modular Switches & Luminaires. Havells is the only company that has shown phenomenal growth rate with the help of various joint ventures. not only in the domestic market. TSE (Turkey). but also in international markets like UK. mergers and takeovers. Concord: marlin. The company has also taken the initiative to reach directly . KEMA. Marlin. SEMKO.. acquisitions. CPA.
strong relationships with associates and the ability to adapt quickly and efficiently. We also set up free medical check-up camps. covering 15000 students per day. Tsunami and Kargil National Relief Fund etc. equipped with a trained doctor and necessary medicines in the rural areas of Delhi & NCR for the very poor and needy villagers. Social and environmental responsibility has been at the forefront of Havells operating philosophy and as a result the company consistently contributes to socially responsible activities.to the consumers through "Havells Galaxy" – a one stop shop for all electrical and lighting needs. the company has generously contributed to the society during various national calamities like the Bihar Flood. Besides this company has acquired land for constructing a larger kitchen with all the modern facilities to serve freshly cooked food to 50000 students in the area. For instance. Havells runs a mobile Medical Van. with the vision to always think ahead . The essence of Havells success lies in the expertise of its fine team of professionals. the company is providing mid-day meal in government schools in Alwar district. In the past also.
partners. delivered by best-in-class people." Mission: To achieve our vision through fairness. Values: Customer Delight a commitment to surpassing our customer expectations Leadership by example. building long term relationships with all our associates.. customers. Vision: "To be a globally recognized corporation that provides best electrical & lighting solutions. A commitment to set standards in our business and transactions based on mutual trust..Havells Today. business ethics. .. global reach. technological expertise. and employees..
Pursuit of Excellence : A commitment to strive relentlessly. manufacturing products ranging from building circuit protection. our services and products so as to become the best in class.Integrity and Transparency: A commitment to be ethical. CFLs. fans. cables & wires. While the industry has been growing at a pace of 20% CAGR. 963 crores in the previous financial year and is poised for another quantum growth with projections suggesting a 50% increase over previous year. our teams. bath fittings and modular switches. sincere and open in our dealings. energy meters. The group has recorded a turnover of Rs. to constantly improve ourselves. Promoters QRG Group is one of the fastest growing Electrical and Power Distribution Equipment Company in the country. . (the flagship company) 2) Standard Electrical 3) Crabtree India Ltd 4) TTL 5) Sylvania With 13 state of the art manufacturing plants. luminaries. The group comprises of 5 companies – 1) Havells India Ltd. QRG Enterprises has been marching faster at a compounded annual growth rate of 35% in the past decade. 24 branch offices and a strong backing of over 3000 professionals across India the group has achieved rapid success in the past few years. industrial & domestic switchgear.
.. Germany. 1989 :The company undertook addition to its tool room facilities by going in for manufacturing of sheet metal and moulding tools in house . 1979 : Set up a manufacturing plant for HBC Fuses at Badli. 1987 : Started manufacturing MCBs at Badli. Delhi. Rajesh Gupta (Director Finance) 1. Delhi in Joint Venture with Geyer. and turned it into a profitably manufacturing Energy Meters Company in 1 year. Milestones 1958: Commenced trading operations in Delhi 1976: Set up the first manufacturing plant for Rewire able Switches and Changeover Switches at Kirti Nagar. Ameet Gupta (Director International Marketing) 5.. The Company also entered into a Technical Collaboration with M/s Christian Geyer GmbH & Co. Delhi 1980: Started manufacturing high quality Energy Meters at Tilak Nagar.Board of Directors Qimat Rai Gupta (Chairman and Managing Director) 2. Acquired Towers and Transformers Ltd.Delhi 1983: The Company was originally incorporatd as Havell's India Private Limited on 8th August under the Companies Act 1956 promoted by S/Shri Qimat Rai Gupta and Surjit Kumar Gupta. Anil Gupta (Joint Managing Director) 3. Germany for the manufacture of Miniature Circuit Breakers in India. Surjit Gupta (Director Operations) 4.
1992: The name was changed to Havell's India Limitd vide certificate dated 31st March For the manufacture of ELCBs the Company signed another technical Collaboration with M/s Schiele Industrieworke Germany. Haryana for Control Gear Products. 1995 :The Company has introduced Product Managers and "Industrial Teams" to emphasize the product mix and to strengthen its presence in all market segments. Rajasthan for Power Cables & Wires and entered into the manufacture of low tension power cables. The company has finalized tie-ups in UAEOma n Kuwait and Egypt for marketing its vast range of products in these countries. 1996 :Acquired a manufacturing plant at Alwar. Ltd. 1993 : Set up another manufacturing plant at Faridabad. Schiele industriwerke Germany who have been our collaborators for ELCBs have entered into a new technical collaboration with the .1990 :Set up a manufacturing plant at Sahibabad. Entered into a Joint Venture with Electrium. UK for manufacturing Dorman Smith MCCBs and Crabtree Modular Plate Switches.which had facilities for manufacture of HRC fuses with an installed capacity of 2 50 000 pcs. 1994 :The company successfully launched the latest IEC design contractors relays and motor starters for the first time in India which have been well received in the market. UP for Changeover Switches 1991: The company amalgamated with itself Elymer Havbell's Pvt.
Germany. JV partners have tested the MCBs and have entered into an agreement with the Company to exclusively market the MCBs in the world wide markets 1998 : Introduced high-end Ferraris Meters in Joint Venture with DZG.company for quality upgradation for its products in the controlgear division. The 50:50 JV company "Havell's Dorman Smith Ltd. Havell's Dorman Smith Pvt. 1997 : Acquired Electric Control & Switchboards at NOIDA.K. The Company also launched "Crabtree" brand modularplate switches which is being perceived as the best available product in the market . Havell's group has signed a new JV agreement with Ampy Automation Digilog Ltd. U. Cable division at Alwar is now ISO-9001 certified. JV company wherein Havell's India Ltd is a 25% shareholder with Electrium Ltd. in which Havell's India Ltd. The company decided to enter into the manufacture of Three Phase Energy Meters for industrial applications. Havell's group signed a Joint Venture Agreement with Hanson Electrical a group company of the UK Pound 11 Billion AngloAmerican conglomerate Hanson Plc. Ltd. UK. is a 25% shareholder had launched Moulded Case Circuit Breakers last year in the Indian market. one of the top ten Companies of UK. UK with the introduction of state-of-the-art `DORMAN SMITH' brand Moulded Case Circuit Breakers in India. UP for manufacturing customized packaged solutions.
For MCBs the company has a technical collaboration with Geyer AG of Germany with Schiele Industriewerke of Germany for RCCBs and with Peterriens Schaltechik Gmbh for changeover switches. The company has a 50:50 joint venture with DZG of Germany for manufacture of high-end electromechanical and electronic energy meters. Attained the IEC certification for Industrial switchgear and CSA certification for all manufacturing plants. Awarded the highest revenue payer award for the year 2000 in the organised sector category 2002 : Standard Electrical Company becomes a 100% Subsidiary of the company.1999 :Electrical switchgear makers Havell's India has entered into a strategic partnership with Cambridge Technology Partners India for implementing ERP on a fast-track. Acquired controlling interest in an industry major-Standard Electricals Ltd. Multi Function. . Three Phase. Tri Vectors. Havell's entered into a technical collaboration with Geyer in 1998 to manufacture miniature circuit-breakers. 2000 : Acquired controlling stake (60%) in Duke Arnics Electronics (P) Limited engaged in manufacturing of Electronic Meters-Single Phase. 2001 : Acquired business of Havells Industries Ltd. MCCB of Crabtree India Limited and merged ECS Limited in the company to consolidate its area of core competence.
Set up a manufacturing plant for manufacturing of CFL at existing manufacturing plant in Faridabad. 2006 : Crabtree India merged with Havells India. Expansion at Baddi manufacturing plant and set-up of an Export Oriented Unit. Awarded the KEMA certification by The Dutch Council for Accreditation. 2005 : Set up manufacturing plant in Haridwar.2004 : Set up manufacturing plant at Baddi . Haryan. HP for manufacturing of Domestic Switchgear.O. Ltd. Attained the CE certificate for CFL. making QRG the only group to attain this certification.K. Added CFL production unit in Haridwar manufacturing plant. Consequently with effect from such transfer Standard Electricals Limited is no longer a subsidiary of the Company. Uttaranchal for manufacturing Fans. Havells India Limited has sold out its entire shareholding of Standard Electricals Limited an un-listed public limited company which was a 100% subsidiary of the Company. Expansion at Alwar manufacturing plant for increase of production capacity.000 students from 77 schools. Set up a manufacturing plant for manufacturing of Ceiling Fans at Noida. Set-up our own marketing office in London through our wholly owned subsidiary company Havells U. Set up of R&D Center in Noida H. UP. First Company to get the ISI Certification for complete range of CFLs. Rajasthan caters to 10. Started mid-day meal program at Alwar. .
2007 : Set-up of Capacitor manufacturing plant in Noida. European norms on Restriction of Hazardous Substances in CFLs. a global private equity firm and one of the largest investors in India. UP with the capacity of 6. Warburg Pincus. Acquired the Lighting business of a Frankfurt based company "Sylvania". 00. QRG Towers at Expressway Noida Investment of Rs.000 kVAr per month. QRG Group entered healthcare business by acquiring a majority stake in Central Hospital and Research Centre.2% of the fully diluted share capital of the company. Consolidation of CFL manufacturing plant at Neemrana for domestic and export purposes. invested US $110 million in Havells India Ltd. Faridabad 2008 : First Indian CFL manufacturers to have adopted RoHS. Havells issued fresh shares to Warburg Pincus.50 Crores in Global Center for Research and Innovation (CRI) 2009 : Set up of fully automatic switchgear manufacturing plant at Baddi. a global leader in lighting business and now the company's turnover crosses US$ 1 Billion. . Set up of Global Corporate office. representing approximately 11.
almost daily. . QRG group is helping to boost safety in workplaces from the factory to the offices. is to make its people grow The Group is driven by qualified and experienced professionals backed by a work force of over 4000 employees. domestic buildings to commercial plazas. Manufacturing Plants: Powerful trends are shaping up industry for the 21st century. All the manufacturing units are ably supervised and controlled by technocrats and industry specialists. An open door policy at all levels encourages employees to be participated. The company has introduced these techniques as it firmly believes that small changes add up to large results and the only way for a corporation to grow. With the state of the art equipments and manufacturing facilities.QRG has also implemented Japanese version of 5S which stands for "a place for everything and everything in its place". Empowering employees helps the organization in harnessing individual talents to the fullest. Because of rapid spread of advanced technologies complexity of work is increasing . innovative and creative. Emphasis is laid on building team spirit which helps employees to realize collective potential.Work culture at Havells QRG is continuously applying modern management techniques such as Kaizen to enable employees to improve their day to day functioning in small steps. All branches and manufacturing facilities are computerized and networked with each other. one at a time.
Our manufacturing units are fully equipped with the latest and most sophisticated facilities in India. Haryana Products manufactured : CFLs and Industrial Products. EDM Wire Cut. Delhi Products manufactured: MCBs. Wires and Industrial Switchgear • Gurgaon. CNC Machines. Our strategic alliances with some of the leading technology corporations in the world of electrical engineering. DBs. Himanchal Pradesh Products manufactured: MCBs. Haryana Luminaries and Lighting fixtures • Jalandhar Products manufactured: MCBs. this results in some of the most advanced product development in the country Location: Branch offices / zonal offices / manufacturing plants • Haridwar. Haryana Products manufactured: Modular Plate Switches & Accessories . • Gurgaon. CFLs and Switches • Samepur Badli. UP Product manufactured: Fans • Alwar. ELCBs. Delhi Products manufactured: Energy Meters • NOIDA. Lathes and Surface Grinders. Rajasthan Products manufactured: Cables & Wires • Faridabad. well equipped tool rooms with machines like CCV Line. ensure constant access to the latest developments in the international markets. Spark Erosion Machines.The group has well managed. ELCBs and DBs • Tilak Nagar. Uttaranchal Products manufactured: Fans and CFLs • Baddi. And in the hands of our highly qualified technical experts. which are then adapted to the tough tropical conditions.
Rajasthan Products manufactured: Bathroom fittings & Accessories • Sahibabad. Reference Standard Meters • Hyderabad. AP Products manufactured: Energy Meters . UP Products manufactured: Trivector Meters.• Bhiwadi.
MINIATURE CIRCUIT BREAKER AUTOMATIC CHANGE OVER MINIATURE CIRCUIT BREAKER Havells India Ltd has emerged as preferred choice for discerning range of individual and industrial consumers.CSA and VDE and are as per IEC standards.PRODUCTS There are various products of Havells but I have done the project work in MCB and CHANGEOVER SWITCHES. . UL. Our products are approved by international quality bodies such as KEMA.CE. Havells is the largest manufacturer of MCBs in the country and 30% of the MCBs sold in UK are Havells manufactured.
AUTOMATIC CHANGEOVER SWITCHES Double Pole MCB Changeover switch finds wide & varied application in industries as well as in domestic sphere for use in low voltage distribution circuits. They are switch disconnectors with independent manual operation. for switching to an alternate source of supply from main supply and vise-versa. capable of making. wherever continuity of supply is necessary. carrying and breaking currents under normal circuit conditions. Range : 25A & 40A Execution : Double Pole (2P) Four Pole (4P) Feaatures: Compact construction Double break contacts Silver Cadmium Oxide contact tips Shrouded terminals Front operation with three stable positions I-O-II Centre position off Easy snap on DIN Rail mounting . which may include operating overload condition and also carry currents under specified abnormal circuit conditions such as those of short circuit for a specified time.
3 / IEC 60947 . ELCB. for switching to an alternate source of supply from main supply and vise-versa. wherever continuity of supply is necessary. Range : 25A & 40A Execution : Double Pole (2P) Four Pole (4P) Features: Compact construction Double break contacts Silver Cadmium Oxide contact tips Shrouded terminals Front operation with three stable positions I-O-II .Can be mounted with other products viz. Isolator in Distribution Board IS 13947 . MCB. They are switch disconnectors with independent manual operation. capable of making. carrying and breaking currents under normal circuit conditions. which may include operating overload condition and also carry currents under specified abnormal circuit conditions such as those of short circuit for a specified time.3 Four Pole MCB Changeover switch finds wide & varied application in industries as well as in domestic sphere for use in low voltage distribution circuits.
3 RESEARCH OBJECTIVE Comparative analysis of Havells MCB/Changeover switches with other brand. Isolator in Distribution Board IS 13947 . . MCB. To know the perception of customer regarding the quality of Havells. ELCB. To know how satisfied are customers and retailers with the products they purchase and the services provided by the company.3 / IEC 60947 .Centre position off Easy snap on DIN Rail mounting Can be mounted with other products viz. To find how the product is accepted in the market. To know the merits and demerits of Havell’s MCB promotional offer.
however primary data collection was given more importance since it is overwhelming factor in attitude series. analyzing the required information data and providing an alternative solution to the problem.One of the most important uses of research methodology is that it helps in identifying the problem.RESEARCH METHODOLOGY The report is based on primary as well as secondary data. The research process which was followed by me consisted following steps. It also helps in collecting the vital information that is required by the top management to assist them for the better decision. Such framework is called “Research Design”. My research project has a specified framework for collecting the data in an effective manner. collecting. .
Secondary data can be used only for reference. II.scribd.The study was carried out for a period of 8 weeks.com III. SECONDARY DATA:Secondary data was taken mainly from the internet and the URL are as follows:I.com DURATION OF THE STUDY:. OBSERVATION:. .havells.wikipedia. www.In Survey I Have Used Questionnaire Method few Questionnaires to the retailer have been asked. PRIMARY DATA:Primary data has been collected through:I. SURVEYS:.DATA SOURCES Data has been collected from both secondary sources and primary sources. www. www.Here we have observed retailers about their purchasing behaviours.com II.
In the first one and a half week I have worked and have visited several markets and my work here was only observation. 4.which company’s product is available in the retail outlet. IV.G. II.SOMETHING ABOUT MY WORK My region was entire KOLKATA. Sova Bazar.And last but not least the the feedback of the retailers….how many retailers are selling the products of Havells. The markets which I have visited in these 8 weeks are as follows:I.Suhas Bhattacharya who is an A. I was under the sales officer Mr. Dhakuria. OBSERVATION A GIST OF MY PROJECT WORK Now what I have mainly observed in these markets is that There were some Retail Outlets which I have visited with my group members in my course of project work… In this list there are the names of some retail outlets from where I realised 1. V. Narayan Roy who has helped us in doing this project. I worked under the supervision of Mr. . which is situated in ICC tower 5th Floor in Kolkata. Sealdah. III.how much quantity the retailers are selling. 5.M of HAVELLS India Ltd. And other surrounding areas.why the customers are choosing the product of Havells 3. Dum Dum. 2.
Sample size used in the research was 100.Data has been presented in the form of pie-charts . SAMPLING SAMPLE SIZE:.In these markets I have went to the shops and have made surveys. SAMPLE DESIGN:.The data analysis and interpretations are given below.
DATA ANALYSIS AND INTERPRETATION 1. .MOST OF THE SALESPERSON CAME TO KNOW ABOUT THE HAVELLS FROM THE SALESPERSONS OF THE COMPANY FOLLOWED BY WORD OF MOUTH AND TELEVISION AD. From where did you came to know about Havells? INTERPRETATION: .
Most of the retailers think that the price of the Havells Product is higher when compared with other companies . WHAT DO YOU THINK ABOUT THE PRICE OF THE HAVELLS PRODUCT WITH COMPARE TO OTHER BRAND? INTERPRETATION: .2.
3. .MORE THEN HALF OF THE RETAILERS ARE SATISFIED WITH THE MARGIN THAT IS PROVIDED TO THEM AND 35% OF THE RETAILERS ARE NEITHER SATISFIED NOR DISSATISFIED. ARE YOU SATISFIED WITH THE MARGIN THAT IS PROVIDED TO YOU BY HAVELLS? INTERPRETATION: .
4. . ARE YOU SATISFIED WITH THE SCHEME THAT IS OFFERED TO YOU BY HAVELLS? INTERPRETATION:.NEARLY 62% RETAILERS ARE SATISFIED WITH THE SCHEME THAT THEY GET FROM THE HAVELLS BUT 9% OF THE RETAILERS ARE DISSATISFIED WITH THE SCHEME.
55% OF THE RETAILERS SAID THAT THEIR SALES INCREASED FROM BEFORE WHILE 45% SAID THER SALES HAVE NOT INCREASED. .5. DID YOUR SELLS OF HAVELLS PRODUCT INCREASED FROM BEFORE? INTERPRETATION:.
MORE THAN HALF OF THE RETAILERS THINK THAT HAVELLS DELIVERY SERVICE IS GOOD BUT NEARLY 32% OF THE RETAILERS TOLD THAT THE DELIVERY SERVICE OF HAVELLS IS AVERAGE.6. ..HOW IS THE DELIVERY SERVICES OF THE HAVELLS WITH RESPECT TO OTHER COMPANIES? INTERPRETATION:.
WHAT DO YOU THINK ABOUT THE PRICE OF HALLS WITH COMPARE TO OTHERS? VERY HIGH VERY LOW 5.SAMPLE QUESTIONNAIRE PLEASE TICK THE ANSWER WHICHEVER IS APPLICABLE 1.DID YOU KNOW ABOUT HAVELLS MCB AND CHANGEOVER SWITCHES FROM BEFORE? YES NO 2. MAGAZINE WORD OF MOUTH.ARE YOU SATISFIED WITH THE MARGIN i.FROM HOW MANY MONTHS YOU ARE SELLING HAVELLS PRODUCT? 1-3 MONTHS 3-6 MONTHS 6-9 MONTHS MORE THAN A YEAR 4.e PROVIDED BY HAVELLS? HIGLY SATISFIED SATISFIED DISATISFIED HIGH OK LOW NEITHER SATISFIED NOR DISSATISFIED HIGHLY DISATISFIED . FROM WHERE DID YOU COME TO KNOW ABOUT HAVELLS? NEWSPAPER INTERNET. OTHERS (PLS SPECIFY)________________________________ 3. TELEVISION SALESPERSON .
WHICH IS THE HIGHEST SELLING MCB IN YOUR STORE? HAVELLS P STANDARD LEGRAND OTHERS (PLS SPECIFY)__________________________________ 09. DID YOUR SELLS OF HAVELLS PRODUCT INCREASED FROM PREVIOUS MONTHS? YES NO 8. ARE YOU SATISFIED WITH THE SCHEME THAT IS OFFERED TO YOU BY HAVELLS? HIGLY SATISFIED SATISFIED DISATISFIED NEITHER SATISFIED NOR DISSATISFIED HIGHLY DISATISFIED 7.6. WHICH BRAND WILL YOU GIVE MORE PRIORITY WHILE SELLING? HAVELLS ANCHOR LEGRAND STANDARD OTHERS(PLS SPECIFY)_________________ 10. HOW IS THE DELIVERY SERVICES OF THE HAVELLS WHEN YOU GAVE ORDERS WITH RESPECT OTHER COMPANIES? VERY GOOD BELOW AVERAGE GOOD AVERAGE .
7. 4. 5. . 58% of the retailers told that the sales of Havells increased from before. Out of all categories of Havells Products MCB is the highest selling in most of the stores.57% of the retailers told that they will prefer selling Havells because customers are demanding it more. 9. 6. The demand is not up to the mark of other companies when compared with havells 10. 3. 78% of the retailers think that the price of the Havells is higher when compared to other company. All markets have good demand of Havells.FINDINGS &CONCLUSION 1. 55% of the retailers are satisfied with the margin that is provided to them by Havells and 10% are dissatisfied. Most of the retailers came to know about the HAVELLS from the salesperson and Advertisement. 8.53% of the retailers are satisfied with the delivery services of the Havells but 32% of the retailers are not satisfied with the delivery services. 2. More than 50% of the retailers are selling Havells product for more than a year.
. There I got a bumper response from the retailers that why they are choosing havells. An MCB of Anchor costs around Rs..Something regarding the comparison of Havells with other brands.. There were only just few retails outlets where I found various other MCB brands such as ABB.ANCHOR. Though the cost of havells is high enough for an ordinary contomer but still they are demanding it because of its excellent performance and they don’t have any complain too.etc.but still I tried and I personally think that I’m success in this matter… Most of the retailers told that havells is the largest selling brand in their outlet. So I think that Havells is the only competitor of Havells. I went to several retail outlets. Most of retailer told other than havells they sells Anchor. But when I started comparing those with Havells I didn’t find them upto the mark.LEGRAND.97. There I asked several questionnaires to the retailers which were mentioned above regarding the product of havells particularly MCB in which I did this project work. During my course of project work which was confined in Kolkata regarding the market research of havells.70 where as Havells costs around Rs.and when I started comparing the Products I found that…. . As we know that Kolkata is having a huge market area so its very difficult to compare Havells with that of any other Brands.
4. actually they didn’t gave adequate time to answer the question. Most of the retailers were not responsive.LIMITATIONS 1. 3. 2. Possibility of error in data collection because many of the retailers may have not given correct answer to the questions. . My summer training was of only 8 weeks but a proper research needs more time. My area was confined to Kolkata only and not on any other places.
(6% of respondent). 7) Increase the percentage rate of ADJUSTMENT POLICY. 13) If company backs out any scheme. Or start guarantee. 16) Company should compromise with dealer according to the circumstances. 4) Business Development Officers should contact Architects and Customers on regular basis.RECOMMENDATIONS & SUGGESTIONS 1) More local/ regional advertisements should be there to make people aware about Havells and its products 2) There should be more advertisement on the world wide web also. 12) The adjustment policy’s rate is not enough because replacement rate is 15% to 20%. 15) Provide equal Price to all the retailers. 11) There is more need in improvement of quality of Green CFL so that it decreases the rate of replacement. then it should give some time to the retailer. 9) Company should further reduce its price. 10) Fulfill all the commitments which are made by company or distributor. 3) Campaigning should be done at all level. 8) Improve the behavior of sales person of the company as well as distributor. 5) More flexible discount schemes should be provided 6) Product catalogues and price lists should be provided to the customers on regular basis. 17) Company should improve its grievance handling system . 14) Provide updated information and knowledge to the retailers about the product.
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