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7/30/2019 Deepak R Gorad (Internship)
1/20
NCRD Sterling Institute of Management studies
An Exploratory study to identify & develop the distribution
channel For Hager India in Navi Mumbai Region
A
Presentation
on
Corporate Guide
Mr.Tejas Doshi
Faculty Guide
Prof. Purshottam Patil
Presented by:
Deepak R Go rad
(MARKETING)
C-9
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World LeaderMarket leader for professional PowerPoint templates
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CEO
Daniel Hager
Chief Group Officer
Philippe Ferragu
Chief Operating Officer
Bertard Schmitt
MD (INDIA)
Benoit
Lecuyer
Board of Directors
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L&T and Hager partnership
( Indian operation)
Strategic Unit
L&T and Hager have partnered since1996 to bring the systems concept inBuilding Electricals to India.
While it has been the 50
th
year ofbeing into business for Hager, it hasbeen the 10th year of a mutuallybeneficial partnership for both, L&Tand Hager in India. .
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Electrical
consultant
Project
engineer
Targetcustomer
Electrical
contractor
Key Decision makers & Influencers
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Electrical
consultant
Design, architecture
Approval electrical
installation
Project
engineer
CoreCompetences
Decision maker
Of respective company
Electrical
contractor
Influencer
Execution of electrical
installation
B2B- Retail segment
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Project Engineer
Finding retail chains.
Arrange meeting with them.
Understanding challenges & new prospects
Demonstration of our products, giving them efficient
electrical management system .
Core
Details
7/30/2019 Deepak R Gorad (Internship)
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Electrical consultant
design & architect electrical system of projects
Understanding design specification.
Approval of quality & efficiency of products.
Assisting technical documentation & specification.
Core
Details
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Electrical contractor
Influencer
Execution
Demonstrating our product , availability, cost margin.
Responsible for electrical installation of projects.
Core
Details
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During internship I approached project managers of following retail chains
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KFC MAHARASHTRA13
RESTAURANTS
ADITYA BIRLA
RETAILPAN INDIA
60 TO 80 PERYEAR
Revenue
Generated
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7/30/2019 Deepak R Gorad (Internship)
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8
19 19
11
21
4
18
0
10
20
30
40
50
60
70
80
90
100
Market share
GEL&TSIEMENS Hager
seIndo
asianother
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Competitors strategy
S U P P L I E R S C H N E I D E R S E I M E N S B C H L & T A B B
I N C E N T I V E C a s h
D i s c o u n t ,T u r n o v e r
D i s c o u n t ( 2 % )
C a s h
D i s c o u n t ,T u r n o v e r
D i s c o u n t ,
P r o d u c t F o c u s
D i s c o u n t
C a s h
D i s c o u n t ,T u r n o v e r
D i s c o u n t
( 3 %)
Q u a n t i t y
D i s c o u n t
C a s h
D i s c o un t ,
T ur n o v
e r
D i s c o u
n t
P R O M O T I O
N
S e m i n a r ,A d v T s , G i f t s
S e m i n a r ,D i r e c t
M a i l i n g ,
G i f t s ,
P r o d u c t
D e m o n s t r a t i o
n
S e m i n a r ,G i f t s
I n p l a n tS e m i n a r s ,S e m i n a r s ,
G i f t s
D i r e c t
M a i l e r s
* *
- - - - - - - -- -
C O N T R I B U TI O N
A d v t . a n dG i f t s 5 0 %
O n l y i nn e w s p a p e r A d v t . 5 0 %
G i f t s1 0 0 %
L u n c ha n d
G i f t s 5 0 %- - - - - - - -
- - -
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4.15
4.2
4.25
4.3
4.354.4
4.45
4.5
PRODUCT SERVICE PACKAGING BRAND
RANKING GIVEN BY CUSTOMERS TO ATTRIBUTES:
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Potential
Dealers
POTENTIAL
DISTRIBUTORSA GRADE
Electricians
Interact with new dealers.
Understanding challenges
Improving qualitative & quantities
relationship.
Objectives of distributor meet .
1. Identifying the distributor
2. follow- up
3.Promotion
Brand awareness
Invited
For
meet
Distributor Meet
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19
Retailers &
Dealers can
influence the
market .
How companies
identify potential
distributors.
Major competitors are
schneider, indoasian,
L&T hence we have to
continue pull strategy
aggrasively to increase
market share.
SIP - Project report
Learning & Recommendation
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THANK YOU FOR YOUR ATTENTION
Questions?