2023

Pratiksha Tiwari
HAVELLS INDIA LTD.
SUMMER INTERNSHIP REPORT
9/9/2023
SUMMER INTERNSHIP PROGRAM
PROJECT REPORT

RETAILER ATTRIITION AND

PERFORMANCE ANALYSIS

BATCH (2021 – 2023)

In partial of the requirement of summer internship project for the award of the
degree of Master of Business Administration (MBA)

UNDER THE GUIDANCE OF: SUBMITTED BY:

Prof. ANKITA SRIVASTAVA PRATIKSHA TIWARI

ROLL NO. 2210019025431

MBA (FINANCE)
 INDEX
SR CONTENT PG NO. REMARK
NO.
1. ACKNOWLEDGEMENT
2. DECLARATION
3. ABSTRACT
4. COMPLETION
CERTIFICATE
5. CERTIFICATE OF SIP
6. COMPANY PROFILE
7.
8.
9.
10.
11.
12.
13.
14.
15.
ACKNOWLEDGEMENT
I would like to express my sincere gratitude to all those who contributed to the
successful completion of my Summer Internship Program (SIP) report at Havells.

First and foremost, I am deeply thankful to Miss Ankita Srivastava, my dedicated

and insightful mentor, for her unwavering guidance, valuable feedback, and
continuous support throughout my internship. Her expertise and mentorship have
been invaluable in shaping this report.

I am also indebted to Preeti Singh for her assistance and collaboration during the
course of my internship at Havells. Her willingness to share knowledge and work
together as a team greatly enhanced my learning experience.

I extend my heartfelt appreciation to Akhilesh Tiwari, the HR department of

Havells, for providing me with the opportunity to intern at this esteemed
organization. His belief in my potential and trust in my abilities have been
instrumental in my growth and development.

I would also like to express my gratitude to all the employees and colleagues at
Havells who welcomed me into their workspace and generously shared their
insights and experiences. Your openness and cooperation made my internship
enriching and enjoyable.

Lastly, I want to acknowledge my family and friends for their unwavering support
and encouragement throughout this journey.

This SIP report represents the culmination of my efforts and the support of a
remarkable group of individuals. I am truly grateful for the opportunity to learn and
grow at Havells, and I look forward to carrying the lessons and experiences gained
here into my future endeavors.

Thank you all for your invaluable contributions.

Sincerely,

Pratiksha Tiwari
 DECLARATION
I, Pratiksha Tiwari, a student of the MBA program in the 3rd semester at
University of Lucknow, hereby declare that the project report titled "Retailers
Attrition and Performance Analysis" has been prepared by me. This project was
conducted during the period from 6th August 2023 to 7th September 2023.

I would like to express my sincere gratitude to my project supervisor, Ms. Preeti

Singh, for her valuable guidance and support throughout the duration of this
project. Her insights and expertise were instrumental in shaping the project's
methodology and outcomes.

I also affirm that no personal data, sensitive information, or confidential materials

of any individual or organization have been shared, disclosed, or used without
proper consent during the course of this project. All data utilized for this analysis
was collected and handled in accordance with ethical and legal standards.

I acknowledge that this project report is my original work, and any references or
sources used for information have been appropriately cited and acknowledged in
the bibliography section.

Date:

Signature: _________

Pratiksha Tiwari

MBA 3rd Semester

University of Lucknow
 ABSTRACT
Today, Management is must for day-to-day life. Management is the integral part of
the business. In this world, all things need proper management for its success.
Business without proper management is like a castle of sand built on seashore.
Even individuals need proper management for running their life smoothly. Only
theoretical knowledge is not enough in MBA along with one needs some practical
exposure in the corporate world also.

In MBA theory of any subject is important but without its practical knowledge it
becomes useless, particularly for the Management Students. As a student of the
Business Administration, we have studied many theories and concepts in the
classroom, but only after taking up this project work, we have experienced &
understood those Management theories & practices in its fullest sense, which plays
a very vital role in business field today. The knowledge of management is
incomplete without knowing the practical application of the theories studied.

Project report plays an important role as a part of the curriculum of MBA in

University of Lucknow. Consequent report on the industry allowed studying us the
real business environment. This practical training in the field of MBA program
develops the feeling of awareness in management student about the difficulties and
challenges of the business world. Only theoretical knowledge does not impart
complete education. It is accompanied with practical experience to add meaning to
education. Here I have tried my level best to represent my project report and
explain my understanding level through it.
COMPLETION
CERTIFICATE
 COMPANY PROFILE
Havells India Limited
Havells India Limited is a well-known Indian electrical equipment company that
operates in various segments of the electrical industry. Havells India has been in
the business of electrical equipment since 1958 and it is an Indian company based
in Noida founded by Qimat Rai Gupta. The company has grown to become one of
the largest and most respected electrical equipment manufacturers in India and
around the world.

Havells enjoys very admirable market supremacy across a wide spectrum of

products, including industrial & domestic circuit protection devices, cables &
wires, motors, fans, modular switches, home appliances, air conditioners, electric
water heaters, power capacitors, luminaires for domestic, commercial and
industrial applications.

The electronic brands which are leading in the Indian market are owned by Havells
India such as Havells, Lloyd, Crabtree, Standard Electric, and Rio.

The organization operates through a network of 23 branches or representative

offices, boasting a workforce of more than 6,000 employees across over 50
countries. Entrepreneur Rajan Bansal successfully procured India's inaugural
Lloyd's exclusive outlet, which is strategically located in the western region of
New Delhi, specifically in Paschim Vihar. In the year 2016, the company
possessed a total of 11 manufacturing plants in India, strategically situated in
Haridwar, Baddi, Noida, Faridabad, Alwar, Neemrana, and Bengaluru.
Founder Chairman & Managing Director, Havells India Ltd.(1958).
Heading one of the most prominent electrical and consumer durable companies in
India, Shri Anil Rai Gupta is the Chairman and Managing Director of Havells, and
is the son of Late Shri Qimat Rai Gupta

In 1992, Gupta entered his father's company, assuming the role of a non-executive
director. His leadership was instrumental in orchestrating Havells' strategic
acquisition of the esteemed European lighting enterprise, Sylvania, which was
subsequently transformed into Havells Sylvania under his guidance.
Following his father's passing in November 2014, Gupta ascended to the positions
of chairman and managing director at Havells. With a determined vision, he
prioritized the diversification of the company's portfolio, emphasizing the
augmentation of electrical consumer durables. Concurrently, Gupta directed efforts
towards enhancing the brand's prominence and reputation in the market."

TOP MANAGEMENT
FOUNDER CHAIRMAN AND MANAGING DIRECTOR

Surjeet Gupta
Director

Ameet Gupta
Director

Rajesh Gupta
Director(Finance)
and Group CFO

BOARD OF DIRECTORS
 ORGANIZATION STRUCTURE

VISION
To be a globally recognised corporation known for excellence, governance,
consumer delight and fairness to each stakeholder including the society and
environment in which we operate.
MISSION
To achieve our vision through business ethics, global reach, technological
expertise, building long-term relationships with all our associates, customers,
partners and employees.
 CORE VALUES
A commitment to surpassing A commitment to set
our customer ecpectations. standards in our business
and transactions based on
mutual trust.

CUSTOMER LEADERSHIP BY
DELIGHT EXAMPLE

PURSUIT OF INTEGRITY AND

EXCELLENCE TRANSPARENCY

A commitment to strive
relentlessly, to constantly
Acommitment to be
improve ourselves, our ethical, sincere and
teams, our services and open in our
products so as to become
the best in class. dealings.

P=
Participat
ive

E=Entrep
reneurshi
R= p
Rigidity
(P.R.I.D.E
)

I
=Integrity D=Drive
JOURNEY OF HAVELLS
HAVELLS MARKET PRESENCE
PRODUCT PORTFOLIO

Emerging as one-stop FMEG destination

We have a diversified product basket that caters to the ever-evolving needs and
preferences of our consumers. Our products are a reflection of our relentless focus
on innovation and quality, enabling us to enjoy superior brand recall and expand
our consumer wallet share.
Brands
HAVELLS COM. DEALS WITH THE PRODUCTS-

There are two type of product has been manufacture –

Consumer product Industrial product

Switches Heavy Duty Fans

Switchgear Professional
Appliances Lighting
Fan Cable
Felxible Wires Moter
Consumer Lighting Solar
Water Heater Switches
Water Purifier Accessories
Pump MCB
Personal
Grooming/ SDA
Air Cooler
Havells India had a monopoly in the market for about 65 years. Havells India
Limited is a prominent electrical goods company known for manufacturing and
selling a wide range of consumer electrical and electronic products both in India
and internationally. The company operates through six distinct segments, which
include Switchgears, Cables, Lighting and Fixtures, Electrical Consumer Durables,
Lloyd Consumer, and Others. Their product portfolio covers switches, circuit
breakers, lighting products, various appliances (including cooking, climate control,
and garment care), air purifiers, cables, and more. Havells is also involved in the
production of fans, water heaters, water purifiers, air conditioners, televisions, and
other household appliances. Additionally, they offer motors, solar solutions, power
capacitors, and a variety of other electrical products under different brand names
like Havells, Lloyd, Crabtree, Standard, and REO. Havells India Limited, founded
in 1958 and headquartered in Noida, India, extends its reach by exporting its
products to approximately 70 countries worldwide.
Competitor of HAVELLS INDIA in the market –

MCB Legrand, Schneider

PRODUCTS

COMPETITOR

Switches Panasonic, Anchor,

Wire Legrand
Cable Polycab, KEI, CG
Lighting Power
Fans Wipro, Philips,
Water Heater Crompton, Usha
Appliances Racold, AO Smith
Bajaj, Philips
Lloyd has earned its prominent presence across India through unwavering
commitment to quality, offering unparalleled products, services, and warranties.
We believe each of our products embodies joy, enriching households with
happiness. This ethos has garnered trust from over 3 million customers, driving us
to continuously innovate modern solutions and cutting-edge advancements. Lloyd
is a pioneering force in the AC category, dedicated to enhancing home happiness.
We proudly present our state-of-the-art collection of Air Conditioners,
Refrigerators, LED TVs, Dishwashers, and Washing Machines, meticulously
crafted for the modern age.
Core Philosophy and Mission
Core Values and Philosophy
Global in vision & rooted in Indian values, the Brand is driven by a performance
ethic pegged on value creation for its stakeholders. The Brand products and
services offer distinctive customer solutions.
Mission
To be a preferred brand for Consumers and achieve respectable Market Share in
every District and Category that the Company is present today and in the future.

AC
Refrigerator
PRODUCTS LED TV
Washing Machine
Dish Washer

Samsung
LG
Voltas
COMPETITORS
Whirlpool
Haier
Godrej
STANDARD is a prominent brand under the leadership of Havells India Ltd.,
which is a renowned Fast Moving Electrical Goods (FMEG) company producing a
variety of domestic and industrial products, in India. For over 50 years,
STANDARD has been synonymous with high quality products.

It is specifically known for its switchgears, and is the fourth largest MCB
manufacturer in the country. It is committed to evolve and expand its array of
quality products. The product portfolio of STANDARD consists of MCBs,
RCCBs, Distribution Boards (DBs), Modular Switches, Copper Flexible Cables,
Fans, Rewireable Switches, Double Break Fuse Switches Unit and now Electric
Water Heaters too.
PRODUCTS
Switches and Sockets
Wires and Cables
Fans
Switches
Wire
MCB
Water Heater
Accessories

COMPETITORS
Schneider Electric
Anchor Electricals
GM Modular
Polycab
Crabtree
Crabtree is a premium brand of electricals by Havells India Limited, with expertise
in Home Automation, designs aesthetic and eco-friendly products, adding to the
comfort & convenience of modern homes.

When aesthetics come together with state-of-the-art technology, you get a product
as refined as Crabtree. Crabtree modular switches have been adorning walls in
homes and offices for years. Our endeavour is to always create products that
adhere to the highest engineering standards.
Crabtree has introduced revolutionary "Home Automation Solutions" that integrate
the home with smart systems to give the perfect comfort, safety, convenience &
energy efficiency.

Switches Legrand
PRODUCTS

COMPETITORS

Electrical Schneider Electric

Accessories Berker ( A Brand of
Home Automati on Hager Group)
Switch GM Moduler
Automati on Wipro Lighti ng
Smart Socket
Video Door Phones
REO, a brand from the house of Havells, was launched to meet the needs of the
value-conscious consumers who desired high quality, safe, reliable and durable
products.
The company offers a complete solution for the home with a wide variety of well-
designed everlasting solutions that range from Domestic Cables, MCBs & RCCBs,
Distribution Boards, Switches, Sockets, Fan Regulators and Electrical Accessories.
The REO products, like Havells, provides a high standard of excellence and
protection, which is a hallmark of every product produced by the company.
Brand from House of HavellS
• Safe, Reliable and Durable Products
• Wide Distribution Network
• Best after Sales Service.

PRODUCT COMPETITOR
Fan Anchor
Switches Bajaj Electricals
Accessories Philips
Cables Crompton Greaves
Switchgear Usha
Flexible Wire Orient Fans
MCB
SWOT ANALYSIS OF HAVELLES INDIA
Brand Loyalty and Recall: Havells India enjoys strong brand loyalty and recall, supported by
prestigious brands and 12 manufacturing plants in India.

Preferred Choice for Electrical Products: Havells and its brands are top choices for electrical
products, both domestically and globally.

Diverse High-Quality Product Range: Havells offers a wide range of high-quality products, including
appliances, industrial equipment, lighting, and more, with consistent pricing.

Global Presence and Strategic Expansion: Havells India has expanded globally with a strong
distribution network, focusing on rapidly growing markets

High Debt Ratio: Havells India faces the challenge of a significant debt burden.

Limited Global Market Share: The company has a small global market presence,
impacting brand exposure

Real Estate Dependence: Economic fluctuations in real estate affect Havells India's
performance.

Global Market Uncertainty: Post-acquisitions, global market dynamics pose

challenges.

Emerging Global Markets: Expanding global exposure can enhance business

operations.

Focus on Weak Divisions: Concentrating on weak divisions can allocate more

resources for expansion.

Chinese Business Acquisition: Opportunities exist for acquiring Chinese companies for
low-cost manufacturing

Consumer Demand Growth: A rising customer market can boost business revenues.

Delay in Power Projects: Delays in power project execution impact the company's
image and revenue.

Unorganized Market: The unorganized consumer segment hinders business

operations.

Changing Government Policies: Frequent political policy changes affect industrial

sales.

Dependency on Indian Market: Overreliance on the Indian market exposes the

company to economic fluctuations within the country, posing a significant growth
challenge.
 CSR BY HAVELLS
Havells is committed to making a meaningful impact on various facets of human
life. Throughout our journey, we have been dedicated to fostering positive social
change through an ethos of inclusive growth, with a profound commitment to
shaping a better future for ourselves and generations to come. With a focus on
children as the bedrock of our efforts, our Corporate Social Responsibility (CSR)
initiatives are built upon eight robust pillars, encompassing Health & Nutrition,
Education, Skill Development, Sanitation, Healthcare, Environment, Heritage
Conservation, and other Humanitarian Causes. These pillars not only align closely
with the government's vision but also align with the United Nations Sustainable
Development Goals. The majority of our CSR endeavors are directed towards
enhancing the quality of life and livelihoods of the communities in which we
operate.

Creating positive impact in communities through service

At Havells, we remain committed to making a positive impact on communities,
embodying the values instilled by our founder, the late Shri. Qimat Rai Gupta. Our
dedication to social initiatives extends beyond profit, reflecting a deep commitment
to the well-being of our society and its future. We firmly believe that business is an
integral part of society and the economy, and as a company, we actively contribute
to nation-building. Our initiatives primarily focus on improving children's
nutrition, health, and education, recognizing them as cornerstones of a prosperous
future.
The Mid Day Meal Program
The Havells Mid-Day Meal Program, launched in 2005, is our flagship CSR
initiative dedicated to enhancing the health and nutrition of government school
students while improving their attendance and learning outcomes. Originally
serving 1,500 students, it has since grown to benefit over 58,000 students in 688
schools across the Alwar region of Rajasthan by 2015. Our state-of-the-art kitchen,
staffed by around 160 dedicated individuals, ensures the timely delivery of
nutritious meals prepared according to government-approved diet charts. We
operate our fleet of vehicles to deliver these meals promptly. In recognition of our
efforts, the program received the Child Rights Champion Award from CRY in
2014-15.

Sanitation program
Havells initiated a Sanitation Program in 2014 to combat open defecation, a
significant challenge in our country. We've constructed over 2050 bio-toilets in
250+ government schools, acknowledging that infrastructure alone isn't sufficient
to drive change. To ensure sustainable practices, we introduced the WASH (Water,
Sanitation, and Hygiene) Program in nearly 100 government schools in Alwar,
where bio-toilets are in place. This program educates students about sanitation,
instilling good hygiene habits for their well-being and community health. We plan
to expand to 150 more schools this year, totaling 300. These bio-toilets use an eco-
friendly, four-layer system developed by DRDO, converting waste into methane
gas and producing pathogen-free water for reuse. They are easy to install and
highly durable.

Environment
In our commitment to environmental stewardship, Havells has prioritized tree
plantation in proximity to our manufacturing facilities. To date, we've successfully
planted over 10,000 trees in the vicinity of our plants in Alwar, Rajasthan, and
Baddi, Himachal Pradesh.

Promoting education
In support of education, Havells offers need and merit-based scholarships to
students at Ashoka University in Sonipat. Our commitment to societal betterment
remains unwavering.
 PILLARS OF GROWTH

PEOPLE:- MANUFACTU BRAND:- DISTRIBUTIO

RING: N:-
Over 4500 onroll The
employee 11 state of art strongestbrands Over 63000
strength working manufacturing in industry and retailers and 6500
towards one goal plants at 6 one of the best in dealers/distributo
locations nation. rs community.
MANUFACTURING FOOTPRINTS
State of art manufacturing plants across 7 locations in INDIA
ALWAR
Power Cable
Wire

BADDI
Domestic Switchgear
Switches

FARIDABAD
Industrial Switchgear

HARIDWAR
Fans
Standard- Domestic and Industrial Switchgear.

SAHIBABAD
Capacitors
Industrial Switchgear

NEEMRANA
Motors, Pumps
Lighting
Air Cooler

GHILOTH
Air Conditioner
BUSINESS MODEL
Built to deliver consistent growth
OUR BUSINESS MODEL IS PROPELLING US TOWARDS OUR VISION OF
DELIVERING HIGH QUALITY ELECTRICAL AND CONSUMER DURABLE
PRODUCTS WHILE ALSO DEMONSTRATING ITS ADAPTABILITY
AMIDST ONGOING CHALLENGES. IT HAS ALLOWED US TO SWIFTLY
EXECUTE OUR STRATEGY, FULFIL OUR OBLIGATIONS TO
STAKEHOLDERS, AND CREATE SUSTAINED VALUE FOR ALL.
MILESTONES BY HAVELLS INDIA
Human Capital.
8

Delivering Strong Growth YoY

Market Valuation.
Total

90000

80000
86384
70000

60000
Total
50000

40000

30000
18000 22000
20000 11000
100
10000

0
2002 2013 2015 2016 2023
INDUSTRY PROFILE
The Electronics Sector in India
The Indian electronics industry is one of the most rapidly growing industries
worldwide. Electronic products have continuously impacted and shaped our
lifestyles in the current digital era.
The industry generates 1.5% of total GDP and around 8% of the value of the
manufacturing sector.
In India, the electrical industry is vast, estimated value Rs1,10,000 crore (US$ 25
billion), in 2010-2011. Some of the big names in this industry are Bharat Heavy
Electricals Limited (BHEL), Crompton Greaves Ltd, ABB Ltd. India and Alstom
Limited India.
To support the establishment of a "Centre of Excellence" under the Scheme on
Enhancing Competitiveness in the Indian Capital Goods Sector, INR 37.692 crore
has been made available to the Indian Institute of Technology in Kharagpur, West
Bengal.
The market for electrical equipment is predicted to increase at a 12% CAGR from
2021 to 2025, growing from 48–50 billion to 72 billion dollars.
The market for electrical equipment exports is expected to grow from US$ 8.62
billion in 2021 to US$ 13 billion in 2025.
The Average Index of Industrial Production of electrical equipment in the FY
2021-22 is 104.0 and has grown by 12.7 per cent.

Indian appliances and consumer electronics industry stood at US$ 9.84 billion in
2021, and is expected to more than double to reach Rs. 1.48 lakh crore (US$ 21.18
billion) by 2025. Electronics hardware production in the country stood at US$
63.39 billion in 2021.

In FY21, the television production in India stood at US$ 4.24 billion. The total
active DTH subscriber base stood at 67.04 million in June 2022.

As of 2021, the refrigerator, washing machines and air conditioner market in India
were estimated at around US$ 3.82 billion, US$ 8.43 billion and US$ 3.84 billion,
respectively. The market size of air conditioners is expected to grow to 165 lakh
units by 2025 from 65 lakh units in 2019, while refrigerators’ market size is
expected to grow to 275 lakh units by 2025 from 145 lakh units in 2019.

India’s smartphone shipments witnessed YoY growth of 11% in 2021, with 169
million units shipped. India’s smartphone market revenue crossed US$ 38 billion
in 2021 with a 27% YoY growth, with the leader being Xiaomi with a 24%
shipment share.

India’s Exports for Refrigerators, Air Conditioners, LEDs and Washing Machines
amounted to US$ 571 million (Rs. 4,732.54) in FY21.

India’s Imports for Refrigerators, Air Conditioners, LEDs and Washing Machines
amounted to US$ 1.74 billion (Rs. 14,421.40) in FY21.

INDUSTRY SCENARIO
Domestic production of electronics to reach $ 300 Bn by FY26

With per capita disposable income and private consumption having doubled
between FY12 and FY22, India has emerged as one of the largest markets for
electronic products in the world.

Domestic production of electronics is valued at $ 87 Bn in FY22 and is segmented

as Mobile Phones (43%), IT Hardware (5%), Consumer Electronics (12%),
Strategic Electronics (5%), Industrial Electronics (12%), Wearables & Hearables
(0.3%), PCBA (0.7), Auto Electronics (8%), LED Lighting (3%) and Electronic
Components (11%).

Over 2X growth in domestic electronics production in 6 years from $ 43 Bn in

FY17 to $ 87 Bn in FY22

Over 5x growth in production of mobile phones in 5 years from 58 million units in

FY15 to 310 million units in FY23
Newer product verticals such as Wearables & Hearables, Smart Meters along with
the larger component ecosystem are steadily being manufactured in the country.

In order to position India as a global hub for ESDM, the Production Linked
Incentive Scheme (PLI) for Large Scale Electronics Manufacturing, Production
Linked Incentive Scheme (PLI) for IT Hardware, Scheme for Promotion of
Manufacturing of Electronic Components and Semiconductors (SPECS) and
Modified Electronics Manufacturing Clusters Scheme (EMC 2.0) have been
notified. Refer to the Schemes for Electronics Systems Manufacturing microsite on
the Invest India website for further details.

Additionally, the Semicon India Program with an incentive outlay of ~$ 10 Bn was

launched with the vision to develop a sustainable semiconductor and display
ecosystem in the country. This program will establish India as global hub for
semiconductor and display manufacturing, promote self-reliance, strengthen
resilience in global supply chains, and pave the way for India’s technological
leadership in the industry.
HAVELLS MARKET PRESSENCE
Havells India Limited has a strong market presence both in India and
internationally. The company's products are widely recognized and used across
various segments of the electrical industry. Here's a brief overview of Havells'
market presence:
Domestic Market (India):
Havells is a prominent player in the Indian electrical equipment market, catering to
residential, commercial, and industrial sectors.
The company's products, ranging from switches and cables to fans and appliances,
are commonly found in homes, offices, and factories across the country.
Havells has a well-established distribution network that includes dealers,
distributors, retailers, and online platforms, making its products easily accessible to
consumers.
International Markets:
Havells has expanded its footprint beyond India and operates in more than 50
countries globally.
The company's products are well-received in international markets due to their
quality, innovation, and competitive pricing.
Havells' acquisition of Sylvania in 2007 enabled the company to establish a
stronger presence in the international lighting market, contributing to its global
recognition.
Diverse Segments:
Havells caters to a diverse range of segments within the electrical industry,
including switchgear, lighting, cables, fans, and appliances.
Its products are used in residential buildings, commercial establishments, industrial
facilities, and infrastructure projects, showcasing its widespread influence.
Strong Brand Identity:
Havells has built a strong brand identity associated with quality, safety, and
innovation.
The company's reputation in the market has contributed to its ability to capture a
significant market share and maintain customer loyalty.
Innovative Offerings:
Havells' focus on technological innovation and energy efficiency has helped it
stand out in the market.
The company continually introduces new and advanced products that address
evolving customer needs and market trends.
Retail and Distribution Channels:
Havells utilizes an extensive network of dealers, distributors, and retailers to make
its products available to customers.
The company also leverages online platforms to reach a broader customer base,
providing convenient access to its products.
Industrial and Infrastructure Projects:
Havells' products are used in a variety of applications, including large-scale
industrial projects and infrastructure developments.Its presence in such projects
highlights its capability to meet the electrical requirements of complex and diverse
projects.
Overall, Havells' market presence is marked by its strong reputation, diverse
product offerings, international reach, and commitment to innovation. The
company's products are a common sight in households, businesses, and projects,
both in India and across the globe.
In the fiscal year 2020, the market share of Havells India across the country was
estimated to be approximately 14 percent.
ATTRITION AND
PERFORMANCE
ANALYSIS
Attrition Analysis:
Attrition analysis, often referred to as employee or customer attrition analysis, is a
process of examining and understanding the rate at which individuals or entities
(such as employees, customers, or retailers) disengage or leave a particular group,
organization, or relationship over a specified period. It is a critical analytical tool
used in various domains, including human resources, customer relationship
management, and business operations. Here's how attrition analysis works:

Data Collection: The first step involves collecting data related to the individuals or
entities in question. This data can include personal information, tenure, transaction
history, feedback, and other relevant factors.

Defining Attrition: Attrition is typically defined as the departure or loss of

individuals or entities from the group under consideration. In the context of
employee attrition, it refers to employees leaving their jobs, while in customer
attrition, it refers to customers ceasing to do business with a company. In the case
of retailers, it's about retailers ending their relationship with a company.

Calculating Attrition Rate: The attrition rate is calculated by dividing the number
of departures during a specified period by the initial number of individuals or
entities. It is often expressed as a percentage
Identifying Attrition Causes: The analysis aims to identify the reasons behind
attrition. This may involve examining factors such as job satisfaction,
compensation, market trends, or customer satisfaction. For retailers, it could
include factors like product performance or competition.

Predictive Modeling: Advanced analytics techniques, including predictive

modeling, may be used to forecast future attrition based on historical data and
identified causes.
Performance Analysis:
Performance analysis is the process of evaluating and assessing how effectively
and efficiently individuals, teams, or organizations are achieving their objectives,
meeting goals, and delivering results. It involves monitoring and measuring
performance metrics to gain insights into areas of strength and areas that require
improvement. Here's how performance analysis works:

Defining Performance Metrics: The first step is to establish key performance

indicators (KPIs) that align with the goals and objectives of the entity under
evaluation. These metrics can vary widely depending on the context. For
employees, it might include sales targets or project completion rates, while for
retailers, it could involve sales revenue, inventory turnover, or customer
satisfaction.

Data Collection: Relevant data is collected to track the performance metrics. This
data can be both quantitative (numbers) and qualitative (feedback, observations).

Data Analysis: The collected data is analyzed to assess performance against

established KPIs. Statistical analysis, benchmarking, and trend analysis may be
used to gain deeper insights.

Identifying Strengths and Weaknesses: The analysis aims to identify areas of

excellence and areas that require improvement. It helps in understanding what's
working well and where adjustments are needed.
Performance Improvement: Based on the findings, action plans and strategies can
be developed to improve performance in weaker areas. This might involve
training, process optimization, resource allocation, or other interventions.

Monitoring and Feedback: Continuous monitoring and feedback are essential to

ensure ongoing performance improvement. Regular reviews and adjustments based
on performance data are part of the process.

In summary, attrition analysis focuses on understanding and managing departures,

while performance analysis concentrates on assessing and enhancing effectiveness
and efficiency in achieving goals. Both types of analysis are vital for organizations
and businesses to maintain healthy relationships, retain valuable assets, and
optimize their operations
RETAILERS ATTRITION AND PERFORMANCE
ANALYSIS
Retailers Attrition Analysis and Retailers Performance Analysis are essential components of
managing and optimizing relationships with retail partners. Here's a concise summary of
each:
Retailers Attrition Analysis:

Attrition Rate Attrition Causes Predictive Mitigation

Purpose: Data Collection:
Calculation: Identification: Modeling: Strategies:
Understand why Gather Calculate the Investigate and Use historical Develop plans to
retail partners information on attrition rate as identify reasons data to predict retain retailers,
disengage or end retail partners, the percentage for future attrition such as
their relationship contract terms, of retailers who disengagement, trends. improving
with a company transaction cease their such as poor products,
or brand. history, and relationship sales, support, or
reasons for during a specific dissatisfaction, renegotiating
disengagement. period. market changes, contracts.
or contractual
issues.

Retailers Performance Analysis:

Purpose: Performanc Data Data Strengths Performanc Performance

Evaluate how e Metrics: Collection: Analysis: and e Tracking:
effectively Define KPIs to Collect data Analyze data Weaknesses Improvemen Continuously
retail partners measure retail on sales, to assess Identificatio t Strategies: monitor retail
meet sales partner customer retail n: Develop partners'
targets, success, feedback, partners' Identify areas strategies to performance
enhance including inventory, and performance of excellence enhance and provide
customer sales, marketing against and performance feedback for
satisfaction, customer efforts. established improvement in weaker ongoing
and satisfaction, KPIs. for retail areas, such as improvement.
contribute to and market partners. training,
the company's share. inventory
success. management,
and
marketing.

In conclusion, these analyses are vital for companies in the retail industry to maintain strong
partnerships, optimize sales channels, and achieve business goals. Attrition analysis focuses
on retaining retailers, while performance analysis focuses on enhancing their contributions to
the brand or company's success.
CAUSES OF REATILER ATTRITION
While specific causes of retailer attrition at Havells India may vary depending on the context
and market dynamics, several common factors could contribute to retailer attrition in the
electrical and consumer goods industry. Here are some potential causes of retailer attrition for
Havells India:

Low Sales And Retailers may experience attrition if their sales of Havells products
consistently underperform, leading to low profitability and financial
Profitability strain.

Retailers may face challenges if there are recurring issues with the
Product Quality quality or performance of Havells products. Customers may return
products or provide negative feedback, impacting the retailer's
Issues reputation

Competitive : Intense competition in the electrical and consumer goods sector

could prompt retailers to explore other brands or suppliers if they
Pressure perceive better terms, pricing, or product offerings elsewhere

Changes in the market, economic downturns, or shifts in consumer

Market Conditions preferences may affect retailers' ability to operate profitably,
leading some to exit the market.

: Retailers may become dissatisfied if they feel they are not

Support and receiving sufficient support, training, or communication from
Havells India. Inadequate support can hinder their ability to
Training effectively market and sell Havells products

Delays or disruptions in the supply chain, affecting product

Supply Chain availability, can lead to lost sales opportunities for retailers.
Persistent supply chain issues may drive retailers to seek more
Challenges reliable suppliers

Retailers may struggle if the pricing of Havells products is not

Pricing Challenges competitive in the market. Price-sensitive consumers may opt for
alternatives, impacting retailers' sales.

Shifts in Havells India's business strategy, such as changes in

Changing Business product focus, distribution channels, or target markets, could result
in retailers no longer aligning with the new direction, leading to
Strategies attrition.

Relationship Poor communication, relationship management, or conflicts

between Havells India and retailers can strain partnerships and
Management contribute to attrition.

It's essential for Havells India to proactively address these potential causes of retailer attrition
by providing support, maintaining product quality, adapting to market changes, and fostering
strong relationships with its retail partners to ensure long-term success and sustainability in
the market.
IMPORTANCE OF STUDYING RETAILER’S
ATTRITION AND PERFORMANCE ANALYSIS
Studying retailers' attrition and performance analysis as a project is crucial for companies,
including Havells India, operating in the retail and consumer goods industry. Here's why it's
important and the benefits it brings to the company:

The analysis helps the company identify areas where retail partners may be
Identifying Improvement struggling, such as low sales, product quality issues, or operational challenges.
Opportunities: This information enables the company to develop targeted improvement
strategies.

By understanding and addressing the causes of attrition, the company can

. Enhancing Retailer
improve its relationships with retail partners. Strengthened relationships can
Relationships
lead to greater loyalty, collaboration, and a more productive partnership.

Improved retailer performance directly impacts the company's profitability.

. Increasing Profitability Identifying and addressing the factors contributing to attrition can result in
higher sales, better inventory management, and increased revenue.

Effective analysis allows the company to identify new growth opportunities in

Market Expansion and
specific geographic areas or market segments. It can help in tailoring strategies
Growth:
to expand and capture more market share.

By analyzing product-related attrition causes, the company can enhance

. Product Quality and
product quality, address defects, and innovate to meet customer demands
Innovation:
better. This can lead to increased sales and customer satisfaction.

Understanding how the company compares to competitors in terms of retailer

attrition and performance can provide a significant competitive advantage. The
. Competitive Advantage:
company can adapt and differentiate itself to retain and attract more retail
partners.

Identifying inefficiencies or challenges in the supply chain, support

. Cost Reduction: mechanisms, or product distribution can lead to cost reduction measures.
Streamlined operations can improve overall profitability.

Benefit: Data-driven insights from attrition and performance analysis help the
. Strategic Decision-
company make informed strategic decisions. It guides resource allocation,
Making:
marketing strategies, and investments in retailer support.

By addressing attrition causes and enhancing retailer performance, the

. Long-Term Sustainability:
. Customer Satisfaction:
company can build long-term, sustainable relationships with its retail partners.
This stability contributes to the company's longevity in the market.
Retailer performance directly impacts the customer experience. Ensuring that
retailers effectively sell and support the company's products leads to higher
customer satisfaction and loyalty.

In summary, studying retailers' attrition and performance analysis as a project is essential for
a company like Havells India as it leads to improved retailer relationships, increased
profitability, market growth, and a competitive edge. By addressing attrition causes and
enhancing performance, the company can position itself for long-term success in a dynamic
and competitive retail environment.
TOPIC OF THE PROJECT
RETAILER ATTRITION AND PERFORMANCE
ANALYSIS
INTRODUCTION
Over the course of a focused one-month research project, we are set to explore the critical
dynamics of retailer attrition and its profound implications on business performance. Our
research spans across various product categories and multiple years, providing a
comprehensive perspective on the challenges faced by retailers. By meticulously examining
attrition trends, identifying the catalysts behind employee turnover, and analyzing the
resulting impact on performance metrics, we aim to distill actionable insights. This short-term
endeavor promises to offer valuable contributions to the retail industry by shedding light on
the temporal and product-specific nuances of attrition and its consequences. Join us on this
concise yet impactful journey through the intricate world of retailer attrition and performance
analysis.
OBJECTIVE
The primary objective of this one-month research project is to comprehensively investigate
and analyze retailer attrition trends in the retail industry across different product categories
and various years. Specifically, we aim to achieve the following:
Data Collection and Analysis: Gather extensive data on employee turnover rates, reasons for
attrition, and relevant performance metrics for retailers operating in diverse product sectors
and across multiple years.
Identify Patterns and Factors: Examine the collected data to identify patterns, trends, and
common factors contributing to retailer attrition within different product categories and over
time.
Performance Impact Assessment: Evaluate the direct impact of attrition on critical
performance indicators, such as sales revenue, customer satisfaction, and operational
efficiency, for each product category and year.
Recommendations: Develop data-driven recommendations and strategies that retailers can
implement to mitigate attrition-related challenges and enhance their overall business
performance.

By accomplishing these objectives, we aim to provide valuable insights into the dynamic
relationship between retailer attrition and performance, offering actionable guidance to help
retailers make informed decisions and drive sustained success in the ever-evolving retail
landscape
RESEARCH
METHODOLOGY
Method of Research:
Research Design: Descriptive research design.
Descriptive research aims to find and interpret facts and specifics, making it suitable for
investigating customer satisfaction.
Data Type:

Primary Source of Data:

Retailers of electrical products in the Central UP area, specifically Lucknow, Uttar Pradesh,
who use electrical appliances.

Secondary Source of Data:

Data collected from various marketing sources, articles, magazines, reports, websites, and
books related to the electrical industry.

Data Collection Tool:

Questionnaire consisting of open-ended and closed-ended questions, along with descriptive
questions to facilitate more result-oriented interactions.

Sampling Plan:
Sampling Frame:
Retailers of electrical products in Lucknow, Uttar Pradesh, specifically in the Central UP
area.

Unit:
Retailer.

Sample Size:
Retailers of electrical products: 150.

Sampling Method:
Non-probability Convenience sampling method.

Region:
Central UP area, specifically Lucknow, Uttar Pradesh.

Analytical Tools:
Tabulation, Bar & Pie charts.

Data Analysis Techniques:

Data will be summarized in Excel sheets. Tabulation, Bar & Pie charts will be created based
on the responses to analyze the collected data effectively.
 HIGHEST DENT CAUSING PRODUCT
This data presentation centers on pinpointing the product responsible for the highest dent or
loss during the years 2021-22, 2022-23, and 2023-24, within a population of 7,473 and a
sample of 150 retailers selling diverse products in central Uttar Pradesh, under the Havells
India umbrella. The findings are visually represented through a pie chart, offering a concise
snapshot of the most impactful product in terms of financial impact within this specific region
and timeframe.
PRODUCT PRODUCT COUNT PERCENTAGE OF DENT CAUSED
HAV BCP 3 2
HAV EWA 7 5
HAV FAN 8 5
HAV PUMP 1 1
HAV SDA 2 1
HAV WIRE 51 34
REO EWA 60 40
REO FAN 1 1
REO WIRE 8 5
STD BCP 1 1
STD EWA 1 1
STD FAN 3 2
STD WIRE 3 2
#N/A 1 1
(blank) 0 0
Grand Total 150 100
 DENT CAUSED BY THE PRODUCTS

HAV BCP

HAV EWA

HAV FAN
34%
HAV PUMP
40%
HAV SDA

HAV WIRE

REO EWA

REO FAN

REO WIRE

STD BCP

STD EWA

1% STD FAN
1% 5%
STD WIRE
5% 5%
2% 2% 2%
1% #N/A

(blank)
1% 1% 1%
GEOGRAPHICAL DENT
This data presentation centers on pinpointing the district responsible for the highest dent or
loss during the years 2021-22, 2022-23, and 2023-24, within a population of 7,473 and a
sample of 150 retailers selling diverse products in central Uttar Pradesh, under the Havells
India umbrella. The findings are visually represented through a line graph, offering a concise
snapshot of the most impactful district in terms of financial impact within this specific region
and timeframe.
DISTRICTS DISTRICT COUNT
AMBEDKAR NAGAR 3
BAHRAICH 4
BARABANKI 4
BAREILLY 6
BASTI 6
BUDAUN 4
DEORIA 7
FAIZABAD 12
GONDA 7
GORAKHPUR 10
HARDOI 7
KHERI 3
KUSHINAGAR 2
LUCKNOW 45
MAHARAJGANJ 5
PILIBHIT 3
RAE BARELI 9
SANT KABIR NAGAR 2
SHAHJAHANPUR 4
SIDDHARTHNAGAR 1
SITAPUR 2
SULTANPUR 4
(blank)
Grand Total 150
 District having highest loss
45

40

35

30

25

20
Total
15

10

0
R H I
A GA AIC NK ILLY S TI N IA D
N R BA E A U R A A R I
A R BAH R A AR B UDA EO AB ND PU DO ERI AR W J
B D IZ G KH AR KH G O AN HIT LI R
O
DK BA B
FA E A UR R R
E A H NA KN JG IB R A R )
M
B
G OR S HI LUC RA PIL BA NAG NP AG APU PU ank
A U A E A N T N l
K AH RA BIR JAH TH S I LTA (b
M A H R
K HA HA SU
A NT S IDD
S S