“Operational Rollout of Go To Market by Gati Ltd.”

Industry: Logistic and Cargo

Organization: Gati limited

Summer Internship: 2011

By:

Jitendra Pawar

Gati limited

• Having started as a cargo management company in 1989, Gati has grown into an organization with more than 3500 employees and a turnover of Rs 745 Crore covering 622 out of 626 districts in India. Gati has over 4000 vehicles on road, fleet of refrigerated trucks, container vessels and world class mechantronic warehousing facilities across India. Be it flexible point-to-point distribution solutions or complex end-to-end integrated logistics solutions or supply chain management, Gati does it all with great effectiveness and reliability, and enjoys the trust of a large customer base

Why This Research ?

• Cargo at state owned ports rises by 5.56%

in fiscal 2010

• Competitors plan’s to setup more outlets.

• Indian logistic players hike investment in

2010

 Objectives of Research

• To study the logistic service usages pattern of customer of Gati limited.

• To study the awareness of services provided by Gati limited.

• To study the awareness of GTM services, provided by Gati.

• To study the satisfaction level of customer from Gati services.

• To study the effectiveness of service provided under GTM strategy of Gati limited.

Scope

.

• Research Type• Descriptive Research

• Type of Data used• Primary and Secondary data

• Primary Data Collection method• Close ended Interview

• Primary data collection tool• Questionnaire

• Secondary data collection tool• Books, Articles, Websites

Research Methodology

Research Methodology• Sampling Technique

Convenience Sampling• Universe

Logistic and cargo service Users• Sample Unit

Service Subscribers in Indore City • Sample size selected from the universe

149• Sampling frame• Service subscribers in Indore city• Statistical tool - Graphical representations and SPSS

Data Presentation, Analysis and Interpretations

Usage of logistic and cargo service

Usage of logistic and cargo service0

20

40

60

80

100

120

100

0

Yes No

Awareness of services of Gati limited

Awareness of service of Gati limited0

20

40

60

80

100

120

99.3

0.700000000000001

Yes No

Logistic service usage pattern of customers

• a. To Be Build Customers• 1. Frequency of Usage of Logistic services

1%

10%

31%58%

Frequency of service usage

Few monthsOnce a weekOnce a monthMore than once a week

2. Type of Service used for meeting Logistic needs

44%

34%

22%

Type of service usedGati Surface Express Gati Air Express International

a. Retail Customers

• 1. Frequency of Usage of Logistic services

40%

21%

31%

8%

Frequency of service usageFew months Once a week Once a month More than once a week

2. Type of Service used for meeting Logistic needs

92%

5%3%

Type of service usedGati Surface Express Gati Air Express International

Preferred services offered by Gati.

Preferred services offered by Gati0

10

20

30

40

50

60

51.3

33.6

14.8

Surfaces express Gati Air express Gati International

Awareness about the GTM Strategy implementation by Gati

Awareness about the GTM.strategy implementation by Gati0

20

40

60

80

100

120

98.7

1.3

Yes No

Customized service according to customer need.

Customized service according to customer need0

5

10

15

20

25

30

35

40

45

3.47.4

23.5

38.9

26.8

Not at all Some what Neutral High Very High

Provision of better supply chain solution in the GTM.

Provision of better supply chain solution in the GTM.0

5

10

15

20

25

30

35

40

45

1.3

8.1

28.2

40.9

21.5

Not at all Some what Neutral High very High

Satisfaction with the current services provided by Gati.

Satisfaction with the current service provided by Gati0

10

20

30

40

50

60

3.48.1

32.2

51

5.4

Dissatisfied Highly dissatisfied NeutralSatisfied Highly satisfied

Provision of better handling of products under GTM.

Provision of better handling of products under GTM.0

5

10

15

20

25

30

35

40

45

2.7

10.7

26.2

42.3

18.1

Not at all Some what Neutral High very High

Previous Awareness about this types of services

Previous Awareness about this types of services0

5

10

15

20

25

30

35

40

45

3.4 4.7

20.1

39.6

32.2

Not at all Some what Neutral High very High

Provided GTM strategy in a Gati interested

Provided GTM.strategy in a Gati interested0

5

10

15

20

25

30

35

40

6.7 5.4

15.4

37.634.9

Not at all Some what Neutral High very High

Findings

– Usage of logistic and cargo service,• From the sample size of 149, following interpretation was

about usage of logistic and cargo services,• 100% the respondent used Logistic and cargo services,• 0 % the respondent did not use logistic and cargo service,– Awareness of service of Gati limited,

• From the sample size of 149, following interpretation was obtained regarding the awareness about the services of Gati limited

• 99.3% the respondent usage aware about the Gati limited,• .7% the respondent usage not aware about the services of

Gati limited,

– Preferred service offered by Gati limited, • From the sample size of 149, following was the interpretation

about the preferred services of customers by Gati Ltd.• 51.3% of the respondent were satisfied with the Surfaces express

Gati,• 33.6% of the respondent were satisfied the with Air express Gati,• 14.8% of the respondent were satisfied with the International,

• Logistic service usage pattern of customers,• To Be Build Customers• Frequency of Usage of Logistic service,• From the responses of 78 respondents of To Be Build category it

was found that 56.4% customers used logistic services more than once a week.,

 

Types of service used for meeting logistic need,• From the sample size, where 78 customers were of To Be Build Customers it

was interpreted from a cross tabulation that 61.11 percent To Be Build customers used cargo services more than once a week and 44.87% respondents from the same category used Gati surface express for their logistic needs.

• Retail Customers• Frequency of usage of logistic services,• From the responses of 71 respondents of Retail Customers category it

was found that 39.43% customers used logistic services after every few months. 

• Type of service used for meeting logistic needs • From the sample size, where 71 customers were of Retail Category Customers

it was interpreted from a cross tabulation that, 59.15% respondents from the same category used Gati surface express for their logistic needs.

Awareness about the GTM Strategy implementation by Gati,

• From the sample size of 149, following was the interpretation about the awareness among Gati Customers about the GTM. Strategy implementations,

• 98.7% of the respondent were aware about the GTM rollout by Gati,

• Only 1.3% of the respondents were unaware.

– Customized service according to customer need,• From the sample size of 149, following interpretation was

customized service according to customer need provide under the GTM. For Gati

• 3.4% the respondent say dissatisfied ,• 7.4% the respondent say highly dissatisfied ,• 23.5% the respondent say neutral ,• 38.9% the respondent say satisfied ,• 26.8% the respondent say highly satisfied ,

– Provides better supply chain solution in the GTM,• From the sample size of 149, following interpretation was

provides better supply chain solution in the GTM. For Gati• 1.3% the respondent say dissatisfied ,• 8.1% the respondent say highly dissatisfied ,• 28.2% the respondent say neutral ,• 40.9% the respondent say satisfied ,• 21.5% the respondent say highly satisfied ,

,

– Reduces your material damage problem in the GTM,• , From the sample size of 149, following interpretation was

provides better supply chain solution in the GTM. For Gati• 2.7% the respondent say dissatisfied ,• 10.7% the respondent say highly dissatisfied ,• 26.2% the respondent say neutral ,• 42.3% the respondent say satisfied ,• 18.1% the respondent say highly satisfied ,

– Previous Awareness about this types of services,• From the sample size of 149, following interpretation was

before aware this types of service• 3.4% the respondent say dissatisfied ,• 4.7% the respondent say highly dissatisfied ,• 20.1% the respondent say neutral ,• 39.6% the respondent say satisfied ,• 32.2% the respondent say highly satisfied ,

– Provided GTM strategy in a Gati interested,• From the sample size of 149, following interpretation was

interested GTM. Strategy in Gati ,• 6.7% the respondent say dissatisfied ,• 5.4% the respondent say highly dissatisfied ,• 15.4% the respondent say neutral ,• 37.6% the respondent say satisfied • 34.9% the respondent say highly satisfied ,

•

Suggestions

• The charges which GATI is charging should be little less than that of now, as it is much more than the others.

• Gati should adopt different strategies to push the products in the market.

• The delivery should be on proper time.• Company has to give high priority to retain their existing potential

customers rather new one.• The pick-up should be on time which is a major problem here. • The training should be given to the pick-up and delivery teams how to

behave properly with the customers.• Less DEPS should be maintained.• To avoid pick-up and delivery problems, new GAs should be recruited.

Conclusion

During the survey it was found that the customers are not fully satisfied by Gati services. The main cause for the same was stated by customers as high charges that Gati is charging, damages to goods and non- timely delivery.– 51.0% customer were satisfied by Gati services– 99.3% customer use the logistic and cargo services,– 51.3% customer usages the surface express in Gati product,– 33.6% customer usages the Air express in Gati product,– 14.8% customer usages the international product in Gati,

• The second thing that is found from this survey is that SAFEX is the major competitor of Gati in Indore in surface express. Then in Air and in Courier BLUE DART is the major competitor of Gati. They attract the customer of Gati,

• The third thing that is concluded from this survey is that, the share of Gati is more than 30% in Indore, but it is not enough, there is a huge opportunity to tab the market.

• So GTM strategy implementation after the huge opportunity of Gati limited, they have provided according to GATI AHEAD IN REACH Service they increase more profit in 2011-2012

Thank YouYour queries are

welcome