Philips Ltd

JAIPURIA INSTITUTE OF MANAGEMENT PAGE 1

Summer Internship Project Report

CHANGE FOR GOOD PROGRAM

Submitted in partial fulfillment of the

Requirements for the award of Post Graduate Diploma in Managment

LoL

Submitted By

AVIRAL KAPOOR

PGMF1213

SUBMITTED TO

Dr. Vikas Nath


DECLARATION

I hereby declare that the Summer Training Report entitled CHANGE FOR GOOD

PROGRAM is an authentic record of my own work as requirements of 6 weeks Summer

Training during the period from 22.04.2013 to 23.06.2013for the award of degree of PGDM (Post

Graduate Diploma in Management), Jaipuria Institute of Management, Noida under the guidance

of Dr. Vikas Nath.

(AVIRAL KAPOOR)

( PGMF1213)

Date: ____________________


ACKNOWLEDGEMENT

There are a few things that come in the life of a person, may be for a short span of time, but leaves

on ever shining impression in to the mind. My summer training is one of the events which will be

ever green in my life. As I had been placed in PHILIPS ELECTRONICS INDIA LTD., at

DEHRADUN, UTTARAKHAND. I shared the real marketing skills and knowledge from their

experienced, enthusiastic and cordial executives, without whom I would have not been able to

achieve my aim.

First of all I would like to express my thanks to Mr. Manavesh Mahakud (Lighting Engineer,

professional lighting) for permitting me to do the training at his concern. I express my special

thanks to my faculty mentor Dr. Vikas Nath who has given me proper guidance in spite of having

his busy schedule. I would like to convey special thanks to my friends for providing me help and

co-operation needed. I also owe sincere gratitude to my family members whose love, affection,

co-operation and moral support have provided me the strength to carry out this project

AVIRAL KAPOOR

PGMF1213


EXECUTIVE SUMMAR

Since the days of Thomas Edison, lighting has been visualized as an incandescent bulb with a hot

glowing filament. Today, we commonly envision the compact fluorescent lamp (CFL) as the next

step toward more efficient lighting. However, fluorescent technology is not new at all. While

Edison invented the incandescent lamp in 1879, the precursor to fluorescent lamps was theorized

more than 20 years earlier in 1857. Moreover, the first mercury vapor lamp was patented in 1901.

Fluorescent lamps and all light sources in hollow glass enclosures represent early 20th century

technologies. It could be argued that general illumination white light-emitting diodes (LEDs) are

the first true advancement in lighting since its invention more than 130 years ago. Pike Research

proposes that, with the start of white LED production in the late 1990s, we are approaching the

end of the first chapter in lighting. With the LED, two of the fastest-paced industries in history

semiconductors and software have been introduced into the very traditional lighting industry. It

would be hard to imagine in today's world that technology will not beat out tradition. In terms of

dollars, Pike Research anticipates a transformation of the lighting industry that will result in LEDs

displacing more than 52% of conventional lighting over the next ten years. This will have the

effect of shrinking the value of the market due to the combination of rapidly falling LED prices

and the accompanying extended lamp lifetimes. Lamp and luminaries manufactures and others in

the value chain will grow to rely on lighting controls and services to offset the revenue and profit

lost in this process. LED light bulbs are cost-effective options for lighting a home or office space

because of their long lifetimes. Consumers are increasingly using LEDs as a replacement as

conventional lighting system is causing high costs and low efficiency of available products.

LEDs used on a train for both overhead lighting and destination signage.

LED lighting is used at traffic signals and signal lights and destination signs on buses, the one

with a good coloured number. Street lighting and other architectural lighting where color changing

applications are essential use LED lights.

LED Lights are also used in automotive lighting on cars, motorcycles and bicycle lights where

mechanical robustness and long lifetime come handy.

LED lights are also employed on poles and in parking garages and for Solar LED lights.

LEDs are used in aviation lighting, airport lighting and heliport lighting. LED airports fixtures

include medium-intensity runway lights, runaway centerline lights, taxiway centerline and edge

lights, guidance lights and obstruction lights.


LEDs also find variety of other applications such as backlighting for LCD televisions and

lightweight laptop displays and light source for digital light processing projectors. Since LEDs

are small, durable and need little power, they are used in hand held devices such as flashlights,

camera flashes and even mobile phone cameras where space is at a premium and bulky voltage

raising circuitry is undesirable. LEDs are used for infrared illumination in night vision uses

including security cameras.

LEDs are now used commonly in all market areas from commercial to home use: standard

lighting, AV, stage, theatrical, architectural, and public installations, and wherever artificial light

is used.

Star rating labels are being made mandatory for luminaries/lamps for commercial and outdoor

lighting applications. Government backing for green technologies and adoption of high-value

applications like street lighting is helping LED lighting.

Energy efficient lighting technologies are very important to India due to problems in energy

deficiency, electrification of remote areas and energy sustainability. The prices of LEDs will

continue to fall as the high initial investments reduce and competition drives down the pricing.

According to Frost & Sullivan, LED markets growth largely depends on standardization,

Government support and subsidies, customer awareness and affordability


TABLE OF CONTENT

COMPANY DESCRIPTION.......................................................................................................................... 8

1.PHILIPS ELECTRONIC LIMITED .................................................................................................................. 9

1.7 CORPORATE STRUCTURE............................................................................................................. 13

1.11 AWARDS WON BY THE COMPANY........................................................................................... 14

1.12 BUSINESS PRINCIPLES................................................................................................................. 17

1.16 PHILIPS LIGHTING BUSINESS .................................................................................................... 19

1.18 PHILIPS LED MARKET.................................................................................................................. 21

CHAPTER 2.................................................................................................................................................. 23

JOB DESCRIPTION..................................................................................................................................... 23

2.1SALES STATERGY............................................................................................................................ 26

2.7 PRODUCT CATEGORY ................................................................................................................... 27

2.15 INTRODUCTION TO MAJOR........................................................................................................ 35

LUMINAIRE COMPANIES .................................................................................................................... 35

CHAPTER 3.................................................................................................................................................. 38

ANALYSIS OF JOB DONE......................................................................................................................... 38

3.1 TECHNICAL ISSUES WITH LED.................................................................................................... 40

3.2 LIMITATIONS ................................................................................................................................... 41

CHAPTER 4.................................................................................................................................................. 42

LEARNING OUTCOMES ........................................................................................................................... 42

CHAPTER 5.................................................................................................................................................. 44

SUGGESTIONS &RELEVANCE OF SUGGESTIONS ............................................................................. 44


LIST OF FIGURES

Figure 1 Comapany Business......................................................................................................................... 20Figure 2 LED Street light ............................................................................................................................... 27Figure 3 LED Downlighter.............................................................................................................................. 28Figure 4 False ceiling LED .............................................................................................................................. 29Figure 5 LED tubelight ................................................................................................................................... 30Figure 6 SON t lamp....................................................................................................................................... 32


CHAPTER 1

COMPANY DESCRIPTIONABOUT PHILIPS

CORPORATE STRUCTURE

AWARDS

BUSINESS PRINCIPLES

PHILIPS LIGHTING BUSINESS

PHILIPS LED MARKET


COMPANY DESCRIPTION

1.PHILIPS ELECTRONIC LIMITED

1.1MISSION

Improving peoples lives through meaningful innovation

1.2VISION

At Philips, we strive to make the world healthier and more sustainable through innovation. Our

goal is to improve the lives of 3 billion people a year by 2025. We will be the best place to work

for people who share our passion. Together we will deliver superior value for our customers and

shareholders.

Koninklijke Philips N.V. Royal Philips, commonly known as Philips is a Dutch multinational

engineering and electronics conglomerate headquartered in Amsterdam. It was founded in

Eindhoven in 1891 by Gerard Philips and his father Frederik. It is one of the largest electronics

companies in the world and employs around 122,000 people across more than 60 countries.

Philips is organized into three main divisions:

1.Philips Consumer Lifestyle (formerly Philips Consumer Electronics and Philips Domestic

Appliances and Personal Care)

2.Philips Healthcare (formerly Philips Medical Systems)

3. Philips Lighting.

The Philips Company was founded in 1891 by Gerard Philips and his father Frederik. Frederik, a

banker based in Zaltbommel, financed the purchase and setup of a modest, empty factory building

in Eindhoven, where the company started the production of carbon-filament lamps and other

electro-technical products in 1892. This first factory has been adapted and is used as a Museum

devoted to light sculpture.

In 1895, after a difficult first few years and near bankruptcy, the Philipses brought in Anton,

Gerard's younger brother by sixteen years. Though he had earned a degree in engineering, Anton

started work as a sales representative; soon, however, he began to contribute many important


business ideas. With Anton's arrival, the family business began to expand rapidly, resulting in the

founding of Philips Metaalgloeilampfabriek N.V. (Philips Metal Filament Lamp Factory Inc.) in

Eindhoven in 1907, followed in 1912 by the foundation of Philips Gloeilampenfabrieken N.V.

(Philips Lightbulb Factories Inc.). After Gerard and Anton Philips changed their family business

by founding the Philips incorporation, they laid the foundations for the later electronics

multinational.

In the 1920s, the company started to manufacture other products, such as vacuum tubes. In 1939

they introduced their electric razor, the Philishave (marketed in the USA using the Norelco brand

name). The "Chapel" is a radio with built-in loudspeaker, which was designed during the early

1930s.

1.3 STIRLING ENGINE

Philips was instrumental in the revival of the Stirling engine when, in the early 1930s, the

management decided that offering a low-power portable generator would assist in expanding sales

of its radios into parts of the world where mains electricity was unavailable and the supply of

batteries uncertain. Engineers at the company's research lab carried out a systematic comparison of

various power sources and determined that the almost forgotten Stirling engine would be most

suitable, citing its quiet operation (both audibly and in terms of radio interference) and ability to

run on a variety of heat sources (common lamp oil "cheap and available everywhere" was

favoured). They were also aware that, unlike steam and internal combustion engines, virtually no

serious development work had been carried out on the Stirling engine for many years and asserted

that modern materials and know-how should enable great improvements.

Encouraged by their first experimental engine, which produced 16 W of shaft power from a bore

and stroke of 30mm 25mm, various development models were produced in a program which

continued throughout World War II. By the late 1940s the 'Type 10' was ready to be handed over

to Philips' subsidiary Johan de Witt in Dordrecht to be productionised and incorporated into a

generator set as originally planned. The result, rated at 180/200 W electrical output from a bore

and stroke of 55 mm x 27 mm, was designated MP1002CA (known as the "Bungalow set").

Production of an initial batch of 250 began in 1951, but it became clear that they could not be

made at a competitive price besides which the advent of transistor radios with their much lower

power requirements meant that the original rationale for the set was disappearing. Approximately

150 of these sets were eventually produced.


In parallel with the generator set Philips developed experimental Stirling engines for a wide

variety of applications and continued to work in the field until the late 1970s, though the only

commercial success was the 'reversed Stirling engine' cryocooler. However, they filed a large

number of patents and amassed a wealth of information, which they later licensed to other

companies.

1.4 2001 to 2011

In 2004, Philips abandoned the slogan "Let's make things better" in favor of a new one: "Sense

and simplicity".

In December 2005 Philips announced its intention to sell or demerge its semiconductor division.

On 1 September 2006, it was announced in Berlin that the name of the new company formed by

the division would be NXP Semiconductors. On 2 August 2006, Philips completed an agreement

to sell a controlling 80.1% stake in NXP Semiconductors to a consortium of private equity

investors consisting of Kohlberg Kravis Roberts & Co. (KKR), Silver Lake Partners and

AlpInvest Partners. On 21 August 2006, Bain Capital and Apax Partners announced that they had

signed definitive commitments to join the acquiring consortium, a process which was completed

on 1 October 2006. In 2006 Philips bought out the company Lifeline Systems headquartered in

Framingham, Massachusetts.

In August 2007 Philips acquired the company Ximis, Inc. headquartered in El Paso, Texas for

their Medical Informatics Division. In October 2007, it purchased a Moore Microprocessor Patent

(MPP) Portfolio license from The TPL Group.

On 21 December 2007 Philips and Respironics, Inc. announced a definitive agreement pursuant to

which Philips acquired all of the outstanding shares of Respironics for US$66 per share, or a total

purchase price of approximately 3.6 billion (US$5.1 billion) in cash.

On 21 February 2008 Philips completed the acquisition of VISICU Baltimore, Maryland through

the merger of its indirect wholly owned subsidiary into VISICU. As a result of that merger,

VISICU has become an indirect wholly owned subsidiary of Philips. VISICU was the creator of

the eICU concept of the use of Telemedicine from a centralized facility to monitor and care for

ICU patients.


The Philips physics laboratory was scaled down in the early 21st century, as the company ceased

trying to be innovative in consumer electronics through fundamental research.

1.5 2011 to present

In January 2011 Philips agreed to acquire the assets of Preethi, a leading India-based kitchen

appliances company.

Due to the fact that net profit slumped 85 percent in Q3 2011, Philips has announced to cut 4,500

jobs to match part of an 800 million ($1.1 billion) cost-cutting scheme to boost profits and meet

its financial target.

In March 2012 Philips announced its intention to sell, or demerge its television manufacturing

operations to TPV Technology.

In 2011, the company posted a loss of 1.3 billion, but earned a net profit in Q1 and Q2 2012,

however the management want 1.1 billion cost-cutting which will be an increase from 800

million and may cut another 2,200 jobs until end of 2014.

On 5 December 2012 the antitrust regulators of the European Union fined Philips and several

other major companies for fixing prices of TV cathode-ray tubes in two cartels lasting nearly a

decade.

On 29 January 2013 it was announced that Philips had agreed to sell its audio and video

operations to the Japan-based Funai Electric for 150 million, with the audio business planned to

transfer to Funai in the latter half of 2013, and the video business in 2017. As part of the

transaction Funai will pay a regular licensing fee to Philips for the use of the Philips brand.

1.6 PHILIPS INDIA

Shaping the Future

Philips Lighting is a leading provider of solutions and applications for both professional and

consumer markets.We address lighting needs in a full range of environments indoors (homes,

shops, offices, schools, hotels, factories, and hospitals) as well as outdoors (public places,

residential areas and sports arenas). We also meet peoples needs on the road, by providing safe

lighting in traffic (car lighting and street lighting).


In addition, we deliver light-inspired experiences through architectural and city beautification

projects. Our lighting is also used for specific applications, including horticulture, refrigeration

lighting and signage, as well as heating, air and water purification, and healthcare.

With the new lighting technologies, such as LED technology, and the increasing demand for

energy efficient solutions, Philips will continue shaping the future with groundbreaking new.

1.7 CORPORATE STRUCTURE

1.8 MANAGEMENT

Philips has established an Executive Committee, which comprises the President/CEO, the CFO,

the Sector CEOs and certain experienced leaders, allowing functions, businesses and markets to

be represented at the highest levels in the Company.

The functions, businesses and markets represented are: innovation, strategy, human resources,

legal, and global markets, with a dedicated representation for China as a major growth market.

Under the chairmanship of the President/CEO, the members of the Executive Committee share

powers and responsibilities for the management of the Company, the deployment of its strategy

and policies, and the achievement of its objectives and results.

Under Dutch Law, Philips Board of Management is accountable for the actions and decisions of

the Executive Committee and has ultimate responsibility for the Companys external reporting and

is answerable to shareholders of the Company at the Annual General Meeting of Shareholders.

Pursuant to the two-tier corporate structure, the Board of Management is accountable for its

performance to a separate and independent Supervisory Board.

1.9 SUPERVISORY BOARD

The Supervisory Board supervises the policies of the executive management and the general

course of affairs of Philips and advises the executive management thereon.

The Supervisory Board, in the two-tier corporate structure under Dutch law, is a separate and

independent body from the Board of Management. That independent character is also reflected in

the requirement that members of the Supervisory Board can neither be a member of the Board of

Management, member of the Executive Committee nor an employee of the Company.


The Supervisory Board, acting in the interests of Philips and taking into account the relevant

interest of Philips stakeholders, supervises and advises the Board of Management and the

Executive Committee in performing its management tasks and setting the direction of the Groups

business, including (i) achievement of the Companys objectives, (ii) corporate strategy and the

risks inherent in the business activities, (iii) the structure and operation of the internal risk

management and control systems, (iv) the financial reporting process, and (v) compliance with

legislation and regulations.

Major management decisions and Philips strategy are discussed with and approved by the

Supervisory Board. In its report, the Supervisory Board describes its activities in the financial

year, the number of committee meetings and the main items discussed.

1.10 INTERNATIONAL DIRECT INVESTMENT PROGRAM

Royal Philips Electronics ("Philips") is pleased to offer the Philips International Direct Investment

Program, a Dividend Reinvestment and Direct Stock Purchase Plan designed for the US market.

This program provides existing shareholders and interested investors with an economical and

convenient way to purchase and sell Philips New York Registry shares (listed at the New York

Stock Exchange) and to reinvest cash dividends. Citibank (the registrar of Philips NY Registry

shares) has been authorized to implement and administer both plans for registered shareholders of

and new investors in Philips NY Registry shares. Philips does not administer or sponsor the

Program and assumes no obligation or liability for the operation of the plan.

1.11 AWARDS WON BY THE COMPANYThe companies range of MASTER LEDlamps have been awarded with several awards. Awards

are given on the product design, performance and positive impact on the environment.

Philips is proud to have received six Good Design awards 2012 for inventive and original

innovations in healthcare, lighting, and consumer electronics.

RED DOT DESIGN AWARDS 2013

An impressive total of 22 red dot award-winning product designs for Philips.

CHINA RED STAR DESIGN AWARD 2012


In a ceremony held on December 19 in Beijing, Philips was honored to receive four China Red

Star Design Awards 2012.

IF DESIGN AWARDS 2013

Philips has scooped an unprecedented 39 awards from iF, one of the most influential design

competitions in the world.

DESIGN FOR ASIA AWARD 2012

Philips has received four prizes at the Design For Asia Award (DFA) 2012 in the category

Product/Industrial design.

SPARK: PRODUCT AWARDS 2012

Philips has picked up five accolades from the Spark:Product Awards, a US competition that looks

for designs that find a way of "improving our life and the planet we live on".

FX INTERNATIONAL INTERIOR DESIGN AWARDS 2012

Philips has won its third prestigious award to date for the Philips by LirioCielo luminaire, which

was chosen as the Lighting Product category winner at the 2012 FX International Interior Design

Awards.

SUCCESSFUL DESIGN AWARDS CHINA 2012

Philips is honored to have been chosen by the jury of the Successful Design Awards-China to

receive the Platinum Award for the Philips Soundbar Home Cinema Speakers for Android.

GOOD INDUSTRIAL DESIGN AWARDS 2012

Philips receives the Special Award for Excellence in the category Respect for its Fight

Malnutrition design project.

CORE77 DESIGN AWARDS 2012

Philips was very pleased to receive two Core77 Design Awards in 2012.

AUSTRALIAN INTERNATIONAL DESIGN AWARDS 2012


Philips has won two Australian International Design Awards 2012 for the Philips Sonicare

DiamondClean and the Philips QuickClean Juicer.

IDEA DESIGN AWARD 2012

Philips is delighted to have received a prestigious IDEA award for the SonicareAirFloss.

RED DOT AWARDS 2012

Philips wins 18 red dot awards for product design, including Best of the Best for the Sonicare

Diamond Clean.

IF GOLD AWARD 2012

The Lirio by Philips Balanza consumer lighting range won one of the coveted Gold awards at the

iF awards ceremony in Munich, Germany.

GOOD DESIGN AWARDS 2011

Philips is proud to announce that it has received 10 prestigious GOOD DESIGN 2011 awards.


1.12 BUSINESS PRINCIPLES

1.13 POLICIES

The Philips General Business Principles (GBP) govern Philips business decisions and actions

throughout the world, and apply equally to corporate actions and to the behavior of individual

employees. They incorporate Philips fundamental principles for doing business. The intention of

the GBP is to ensure compliance with laws and regulations, as well as with Philips norms, values

and standards.

The GBP are an integral part of Philips labor contracts and are available in most of the local

languages in virtually all countries where Philips does business.

To drive the practical deployment of the GBP, a set of general directives the GBP Directives

has been published, as well as separate directives that apply to employees working in specific

areas of our business, such as the Supply Management Code of Ethics and the Financial Code of

Ethics. The GBP Directives are adapted as needed to reflect ongoing developments in codes of

conduct and business integrity legislation (e.g., Philips endorsement of the UN Global Compact

and the ILO Core Conventions, the companys policies on HIV/AIDS, Health and Safety, integrity

and ethics in advertising, and directives related to the giving and receiving of gifts). To ensure

compliance with the highest standards of transparency and accountability by all employees

performing important financial functions, the Financial Code of Ethics contains, amongst other

things, standards to promote honest and ethical conduct, and full, accurate and timely disclosure

procedures to avoid conflicts of interest.

1.14 COMPLIANCE AND REPORTING

Responsibility for compliance with the Principles rests principally with the management of each

business. Every country organization and each main production site has a compliance officer.

Confirmation of compliance with the GBP is an integral part of the annual Statement on Business

Controls that the managements of each business unit are required to issue. The GBP incorporate a

Whistleblower Policy, a standardized reporting tool for complaints and gifts, and a formal

escalation procedure.Philips has a Whistleblower Policy in place that encourages all its employees

to report any suspected violation of the General Business Principles or the GBP Directives

(including the Financial Code of Ethics and the Supply Management Code of Ethics) that cannot


be resolved together with the management concerned or that constitute an immediate threat to

corporate integrity. Employees involved are entitled to protection from retaliation for having, in

good faith, made a complaint, disclosed information relating to a complaint or otherwise

participated in an investigation relating to a complaint.Complaints can be reported to a GBP

Compliance Officer or via a toll-free hotline. The toll-free telephone line is available to all

employees, 24 hours a day, 7 days a week and 365 days a year. The hotline makes it possible for

employees to report complaints and alleged violations anonymously (if desired and allowed by

local law) without fear that the complaints might lead to retaliation or disciplinary action. To

ensure anonymity and confidentiality, the call center does not utilize any recording devices or

simulated electronic voice greetings.

To ensure full transparency in reporting compliance with the company standards on integrity,

Philips has implemented a company-wide toolkit for the compulsory registration of gifts to third

parties.

1.15 IMPLEMENTATION

The GBP are an integral part of Philips labor contracts and are available in most of the local

languages in virtually all countries where Philips does business. Responsibility for compliance

with the Principles rests primarily with the management of each business.

A monitoring and reporting structure for deployment and compliance has been set up, which

makes use of existing control mechanisms, such as the Statement on Business Controls, as well as

business review and other audits. This has resulted in a well-established GBP infrastructure

(network of compliance officers, half-yearly reporting, global complaints database, global rollout

of hotlines and e-learning).

To reinforce awareness of and compliance with the GBP, a web-based GBP training tool has been

rolled out throughout the company in 22 different languages, covering more than 95% of the

employees with online access.

On an annual basis, global internal communications programs are rolled out with the participation

of the Board of Management, Group Management Committee and the respective Sector, Area and

Country Management.


Compliance Officers are regularly enrolled in dedicated e-training programs that include

complaint-handling procedures and dilemma training. Furthermore, since 2007 there has been a

worldwide train-the-trainer program for compliance awareness. This yearly two-day training

program is mandatory for all Philips compliance officers across the globe.

1.16 PHILIPS LIGHTING BUSINESS

1.17 SHAPING THE FUTURE

Philips Lighting is a leading provider of solutions and applications for both professional and

consumer markets. We address lighting needs in a full range of environments indoors (homes,

shops, offices, schools, hotels, factories, and hospitals) as well as outdoors (public places,

residential areas and sports arenas). We also meet peoples needs on the road, by providing safe

lighting in traffic (car lighting and street lighting).

In addition, we deliver light-inspired experiences through architectural and city beautification

projects. Our lighting is also used for specific applications, including horticulture, refrigeration

lighting and signage, as well as heating, air and water purification, and healthcare. With the new

lighting technologies, such as LED technology, and the increasing demand for energy efficient

solutions, Philips will continue shaping the future with groundbreaking new lighting

applications.Philips Electronics NV, the Dutch multinational has decided to completely overhaul

its India sales strategy, specially at the front end and move on from a multi-faceted approach so

long in vogue to one that will present a single face to the end-customer. Under the new scheme of

things, Philips India, the 91 per cent subsidiary of Philips NV, will be moving out from its

product-based sales to a system of channel-based sales. PIL has identified three separate channels

for trade sales, professional & institutional sales and the own equipment manufacturers (OEM)

sales. The sales-management restructuring formulated by the Dutch parent for its India operations

also targets to slash PIL's annual sales cost by a substantial 25 per cent. The new sales

management, in effect will see a single sales team selling televisions, audios, home theatres for the

trade channel and two similar teams taking care of the OEM and institutional sales channel for all

consumer electronic products. Earlier the TV sales were not involved in sales of audio products.

Similarly, there were separate sales teams for lamps, industrial lighting, or luminaire businesses.

In response to a set of questions on Philips new sales strategy, Philips's spokesperson said: "we

have been and continue to successfully redesign our organization for improved efficiencies and

effectiveness." She refused to comment further. Earlier in the mid-nineties PIL product divisions,


namely televisions, audio, lighting, lamps and luminaire and other businesses like semi-conductors

and home appliances where bundled under three broad business groups (BGs) - consumer

electronics, lighting and others. Each PDs virtually had its own sales force and the BGs were more

focussed on "rear-end" activities like manufacturing, product development, etc. Philips realised

that the system only led to some amount of confusion in the market with the customers and dealers

having to deal with multiple sales teams. The new dispensation for an uniform sales management

system PIL is also looking at lowering product redundancy. A high-level core management team

has also been set up to make the transition to the new sales system a smooth one by ironing out the

resultant temporay confusion that may happen within the company. While the front-end will be

taken care by the new dispensation of customer interface through channel sales, the BGs will now

concentrate more on product development, manufacturing and product management. Like in

Philips global operation, three core areas - finance, information technology (IT) and human

resource development (HRD) will be common corporate functions.

City Beautification

Environmentally conscious

product design, such as the

energy saving lamps used in

the Eiffel Tower is part of

the Philips aim to create

sustainable solutions for

lighting and a broader drive

to contribute to a better

quality of life across the

globe.

Automotive Lighting

The Philips Xenon HID

light improves the drivers

vision compared to the

conventional halogen

lighting and thereby

increases safety on the road.

The Xenon HID light gives

twice as much light as a

halogen bulb at half the

energy consumption with a

much longer lifetime.

Energy Saving Lighting

Philips took another step in

further leveraging its

recently acquired consumer

luminaires business by

introducing the energy-

saving consumer-luminaire

Ecomoods range in Europe

and Asia.

Figure 1 Comapany Business


1.18 PHILIPS LED MARKET

Recently, Philips Lighting being one of the main businesses of Philips revealed in Guangzhou that

Philips's LED sale is expected to take up 50% of its total business volume in 2015.

In accordance with the earnings report in Q1 of 2013 of Philips, sales of LED lighting products

and solutions increased by 38% year-on-year, accounting for 23% of its total lighting sales.

Therefore, Philips Lighting must accelerate to extend markets to achieve the target that Philips's

LED sale occupies 50% of its overall business volume in 2015.

Philips stated that it is accelerating the strategic transformation from lighting component

manufacturer to integrated lighting solutions provider, and it will develop the business model

closer to the local market to better meet the various needs of local customers from segments

market.

Philips has officially listed its universal LED bulb priced $ 49, which will help the mature LED

indoor lighting products to be more widely used by the general consumers. Philips expects that the

current global penetration rate of LED lighting business is less than 20%, while this proportion is

expected to increase to 45% in 2015. "The penetration rate of LED in Chinese market will be

higher because of the promotion of government policies" senior executives from Philips believe,

"some excellent Chinese lighting enterprises will stand out".

1.19 INDUSTRY SIZE

China is immensely contributing to the industry that handles packaging, testing application, and is

gaining grounds in the middle stream industry like chip processing and upstream industry like

producing mono-crystalline LED chip processing and also epitaxial wafers. In India initiative had

been left to small players in private sector with little initiative from the Government. Business in

India had grown to 50% since 2008, in 2011 it was about INR 850 Crores. The global LED

industry is mainly concentrated in Japan, Taiwan, Europe, America, South Korea, China, etc.

Japan, the largest producer of LEDs in the world and holds 50% of the market share. Nichia

Corporation is the worlds largest provider of the high-brightness LEDs.

Despite of availability of cheaper technical manpower, India has little manufacturing of LEDs

and none at the mono-crystalline chip level and at the packaging chips into sources for lighting in


various forms level. Indias LEDs are mostly traded from China. According to a study by Frost &

Sullivan Research, the LED lighting market in India was USD 73.3 million in 2010 and will

continue growing at a CAGR 45.53% till 2015. The market growth is mainly accounted due to the

rise in street lighting and railway lighting applications that will account for 60% of the total

demand.


CHAPTER 2

JOB DESCRIPTION

SALES STRATEGY

PRODUCT CATEGORY

MY PRODUCT CATEGORY

MAJOR LUMINAIRE COMPANIES


2 JOB DESCRIPTION

I was Responsible for providing technical support to sales and relationship management staff.

Acted as a technical advisor for selling activities such as prospecting, qualifying, answered

inquiries regarding products and services, implementing technical solutions, and sustaining

customer or vendor relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be

assigned.

Assists technical sales representatives and relationship management staff by providing product

information and technical support to prospects, customers, and end users. Information and advice

is correct, timely, appropriate, effective, and productive. Assisted sales representatives on

prospecting and sales efforts, including providing product information, updating contact database,

and monitoring contracts.Had to check that the Databases are accurate, complete, and timely.

Follow-through activities are timely, productive, and profitable. Researched names of prospective

customers for use as sales leads based on information from advertising inquiries, direct mail

responses, trade shows, business directories, Internet Web sites, and other sources. Had to

Research and tell the accuracy, complete, and timely. Sales leads target potential customers. Enter

new customer data and other sales data for current customers into computer database. The

Database had to be current, complete, and accurate. Assists prospects and customers with product

implementation, utilizing technical knowledge of software or hardware and other resources.

Evaluations and explanations are timely, appropriate, and productive.

Had to Respond to inquiries and investigate and resolve problems related to technical issues. May

assist incorporation of new products or services into existing systems of client companies.

Integration and launches are timely, orderly, and accurate.

Assists with technical details for trade shows, product demonstrations, and other events. Technical

assistance supports sales efforts. Maintains supply of marketing, sales support, and collateral

materials.

Had to see that Materials are in stock, timely, accurate, and accessible.Participated in product

review and strategy development. Provided input for technical product marketing planning. Input

is timely, appropriate, and productive. Reported design issues, reliability questions, and


maintenance problems or bugs to design engineering or software engineering staff.Provided

assistance and support for evaluating new or potential products and tools. Contacted customers or

vendors to provide or obtain additional information as required. Promoted positive relations with

outlets, wholesalers, vendors, and other distributors.Maintained a favorable working relationship

with all employees to promote a cooperative and harmonious working environment.

In my training peiod I search out new oppurtunities as well as coordinate with existing stockist

too.

had to search out the leads through internet and try to create new clients in industrial areas in

Selaqui&SidculHaridwar.

Personaly I went and met the managers & electrical engineers at various comapanies and

explained our LED lighting with the help of catalogues of the company and tried to convince

them.

coordinated with existing stockist and got training about our product that how you convince the

cusotmer to buy our product.

For our company business devlopemet I went to our existing stockist regularly like in

Dehradun,Haridwar,Rudrapur to push our product sales.

My main work was concentrated on convincing people at government institutions and industries

to change their conventional lighting to LED lighting which had major adavantages like long

life,less consumption of electricity etc.

Frequently had to assist my mentor MrManaveshMahakud in business deals learning about the

work that goes into convincing people and cracking deals

SUPERVISORY RESPONSIBILITIES

This position has no supervisory responsibilities.


2.1SALES STATERGY

2.2 CHANNEL SALES

A method of distribution used by a business to sell its products, usually by dividing its sales force

into groups that focus on different selling conduits.

Philips opted channel sales through stockist.

2.3 INSTITUTIONAL SALES-

In institutional sales the buying capacity is high and price is low.

2.4 CORPORATE SALES-

Corporate Sales means direct selling .Primarly in bulk . It is a little bit similar to B2B Sales .In

corporate sales one search a business account , pitch the product , the order in the name of

company & involves up to collection of payment . He further maintains the relationship & seeks

future business from the same account .

2.5 MY PRODUCT CATEGORY

Commercial lighting

2.6 COMMERCIAL PRODUCT

Commercial LED

Greenleddownlighters Greenline smart Greenline duo Greensquare led TLED T8 SON T ECO


2.7 PRODUCT CATEGORY

2.8 PHILIPS GREENLINE SMART

Figure 2 LED Street light

Philips GreenLine Smart luminaire is perfect for secondary roads and pathways. It sports a

compact body, which offers a highly efficient lighting solution as compared to fluorescent and

CFL street lights.

This is a versatile street light that can be used in various other outdoor applications. The compact

size of GreenLine Smart allows it to be used as an outdoor light for periphery lighting. It can be

used in and around residential houses, offices, small and medium industries and gated

communities.

Upto 50% energy saving

Life time of 10 years*

Wide operating voltage range 100 - 300V

Dust-proof and water-proof (IP65)

GreenLine Smart is completely maintenance free, it ensures trouble free operation with use of

LED source and electronic driver. Specially designed polycarbonate cover reduces glare, spreads

light evenly and is impact resistant. It is completely reliable for Indian conditions as it operates on

a wide range of supply voltage. GreenLine Smart also has IP 65 protection with very high ingress

protection against dust and water. GreenLine Smart is an environment friendly product with no


mercury content and saves up to 50% energy as compared to conventional fluorescent and CFL

street lights.

2.9 GREENLINE

Philips road lighting luminaire with 24 High power LED and extendable upto 48 High power led,

with unique peanut lens to ensure uniform distribution, higher spacing between poles and

maintenance free system. With a life class of 50000hrs (At L70) with excellentthermal

management.

Salient features

Luminaire with dedicated street light optics for good uniform lighting Pressure die cast LM6 Aluminum housing for sturdiness and better aesthetics UV stabilized Polycarbonate cover A full length heat resistant Silicon gasket along the perimeter of housing for high ingress

protection of IP 65 for complete luminaire

Suitable for Side entry with pole diameter 28-40 / 48-60mm dia The luminaire has a built in replaceable drivers Modular arrangement ensure freedo

2.10 GREENLED

Figure 3 LED Downlighter

Energy saving downlighters


GreenLED is a breakthrough offering which combines modern product design, the latest LED

technology and reliable heat management to deliver a long lasting efficient solution for offices and

retail spaces.

Key Benefits

Good quality lighting: highly efficient optical system ensuring an effective low-glare lighting solution.

Energy saving solution: high efficiency white reflector, high transmitive diffuser and high power LEDs deliver an effective energy efficient solution.

Attractive payback: 6 months, effective replacement for conventional CFL solutions, resulting in significant power saving and reduced operational costs.

Maintenance-free service life: 40,000 burning hours of high efficiency LEDs ensure uninterrupted service life.

Easy installation - compact, low-depth design allows installation in all kinds of ceiling systems.

Save Rs 6000 over life span.* No Mercury: Green Earth.

2.11 GREENSQUARE LED LUMINAIRE

Figure 4 False ceiling LED

The perfect office light is advanced, energy efficient and compliments interiors.

GreenSquare LED luminaire from Philips consumes significantly less energy, has longer

life, low TCO and lower operational cost*. GreenSquare LED, a smart choice for office

luminaires. Recessed Mounted Luminire LED luminire suitable for mounting in


Armstrong Grid Ceiling (600mm X 600mm).GreenSquare is designed to deliver energy

efficient, long life lighting solution for office Spaces.

Key benefits

Energy efficient Consumes 30% less energy* *as compared to 4x14 TL5 Luminaire Zero maintenance No maintenance cost Affordable Low cost price Reliable Advanced Philips LED technology Easy to install Perfect replacement for 2x2 luminaire

GreenSquare provides an optimum visual environment for office work. It provides the right

light levels to see printed, handwritten or on-screen documents clearly, without causing glare

and fatigue. By providing uniform illumination and having no significant light depreciation

ove3r time*, Green Square ensures enhanced productivity in your office for years together.

2.12 PHILIPS LED T8 SOLUTIONS

Figure 5 LED tubelight

A new era in performance


Philips LED T8 lamps and systems are a simple way to make your current space more sustainable.

These energy saving solutions fit into existing linear fixtures and provide comparable light levels

to current linear fluorescent systems.

LED technology is a smart decision because it offers both 100% light output in cold temperatures

and no mercury, making the Philips LED T8 solutions ideal for specific applications such as

multi-deck coolers, walk-in coolers, parking garages, universities, and other locations striving to

reduce their carbon footprint.

The perfect upgrade solution for:

Linear fluorescent applications where light performance and energy savings are critical Locations that require glass free lamps for safer working conditions

General Application (GA) Lamps

LED T8 Specifier Series are the perfect solution for: Wall washing or any application where light needs to be better directed Cold applications where high light levels and instant light are needed Buildings that aim to be mercury free such as healthcare facilities and universities Right light levels to see printed, handwritten or on-screen documents clearly, without

causing glare and fatigue.

Cabin

Optimum visual environment Ensures enhanced productivity


2.13 SON-T PIA ECO

Figure 6 SON t lamp

SON-T PIA Eco is the easiest solution to provide same lighting level as SON-T

Std(without compromise the safety) at reduced energy consumption along with

Lamp that earns money

Product Introduction- Benefits & Ordering Data

Value Proposition

Positioning & Strategy.

Technical Specification.

Professional Channel Activation .

SON-T PIA ECO- Earnings Plan.

Key Benefits

Great energy saving with quick returns. 100% retrofit easy & quick renovation with full compatibility Improved reliability and lift time with PIA technology.

2.14 A BRIEF HISTORY OF LED LIGHTING

The use of Light Emitting Diode (LED) technology in the lighting industry is a relatively new

phenomenon. This is primarily because it is only in recent years that high intensity devices have

become available.There are two key areas where this technology will influence the lighting

industries during the next decade:


Illumination and Effects.

Illumination:

Illumination generally calls for the use of white light. LEDs cannot produce white light; they can

only produce a specific colour of the spectrum. The LED is a semiconductor device made from a

combination of chemically polarised semiconductors. The chemical composition is chosen to

define the energy of the electrons that pass across the boundary between the two types o f

semiconductor. This electron energy is converted to light as electrons flow though the device. The

electron energy defines the wavelength of the resultant coloured light.

So how can LED technology be used to produce white light? There are two possible approaches.

The first was pioneered by Nichia in Japan in 1996:A blue LED is coated with a white phosphor.

When blue light hits the inner surface of the phosphor, it emits white light. This technology is now

seen in commercial applications, but there are still some worries about the life cycle of the

technology. It has been noted that the phosphor can degrade, reducing the light output, over a

period of years. Current life estimates are of the order of 6 years.

The second method of producing white light is to use additive mixing of the three primary colours

red, green and blue. This scheme is finding some applications, but by the nature of additive

mixing, the white tends not to be very even in its spectrum.

Effects:

Effects lighting is an area where LED lighting has found an unassailable niche. Effects lighting

invariably calls for colour, it is here that additive mixing of red, green and blue excel.The concept

of mixing the light output of LEDs was probably first implemented in 1979 by Jerry Laidman a t

a company called Sound Chamber. The product named Saturn involved a spinning propeller.

Each of the three wings of the propeller was constructed of circuit boards fitted with red, green

and yellow

LEDs. (Blue LEDs had not yet been invented!)

Each of the LEDs was controlled by pulse width modulation (PWM) allowing the intensity of

each individual LED to be controlled. With the propeller spinning, the product could generate a

huge number of colours. Jerry is now with Lighting & Electronic Design (L.E.D.) in Las Vegas.


The next technology jump occurred in 1993, with the invention of the blue LED by Nichia. In

early 1994, Artistic Licence prototyped what is believed to be the first full colour mixing design

using red, green and blue LEDs. The design u sed pulse width modulation of each colour channel,

with a Zilog Z8 microprocessor receiving the colour request via the relatively new DMX512

protocol. The principal worked, but the LED brightness and cost was such that the design could

not yet become a product.By 1997, Nichia had very high brightness blue and green LEDs and

Hewlett Packard (Agilent) were producing very high brightness red LEDs. This was the year that

the brightness cost ratio crossed the critical line on the graph. It was now possible to produce

products using the concept.It is expected that more companies will commence manufacturing LED

solutions over the coming years. The initial cost per unit reductions have been fuelled primarily by

the use of LEDs in Traffic Lights and Third Brake Lights. As the volume continues to increase,

prices will drop further allowing more and more innovative lighting solutions to find applications.

So where is the technology going?

There are numerous promising area of development:

In Belgium, LumiLed, a joint venture between Philips and Agilent, are developing ultra high

brightness LEDs.In Japan, Nichia continues to push the brightness cost ratio.In England,

Cambridge Display Technology succeeded in producing the Worlds first blue light emitting

polymer (LEP) and have now gone on to produce a white organic LED (OLED). Currently all

development in this field is aimed at producing technology that can be used in colour display

screens, but watch this space! In the USA, The Massachusetts Institute of Technology (Nano

Structures Lab) are working on a device called a Photonic Band Gap LED. Initially the research is

aimed at improving the efficiency of single colour LEDs. Extensions of this research could lead

to a LED where both colour and intensity can be set electronically. The potential for effects

lighting are staggering! In England, Artistic Licence is pioneering new techniques for electronic

control of LED intensity. Recent developments include a system called Frequency Modulation.

Frequency Modulation provides a number of benefits compared to the older Pulse Width

Modulation technique. The most notable of which is the ability to produce higher resolution

control over the low intensity range. This is of particular interest in colour mixing applications.

What are the benefits of LED Lighting?

There are many:


1. Low power consumption compared to conventional lighting

2. No ultra-violet output. The UV component of conventional lighting can cause damage to

fabric.

3. Very little heat is produced in the light output, reducing the cost of building air

conditioning and allowing lighting to fit into positions too small for conventional lights.

4. Lamp life is very long; most LED manufacturers estimate 100,000 hours.

5. Ecologically friendly.

6. Light weight manufacture.

7. Coloured light can be produced by controlling the power to each primary colour, so no

power is wasted.

2.15 INTRODUCTION TO MAJOR

LUMINAIRE COMPANIES

2.16 BAJAJ LED LIGHTS

BetaLED, a division of Ruud Lighting, Inc., USA is the industry leader in LED based solutions &

lighting design globally. BetaLED is committed to bringing continuous LED innovation to the

industry. Their Total Systems Approach integrates the best available LEDs, driver technology,

optics and style into each product. Form and function meet to ensure trouble-free fixtures that

reduce energy consumption, maximize lumens per watt and extend life. LEDway is a new

generation versatile, high-performance street lighting solution from BetaLED, which reduces

energy demand, greenhouse gas emissions, and landfill waste all the while reducing the operating

expenses.

2.17 WIPRO LIGHTING

Wipro Lighting is in the business of manufacturing and marketing Wipro Brand of Luminaires,

Lamps and Accessories. Wipro Lighting caters to both institutional and retail consumers and

offers comprehensive lighting solutions across various application areas. Wipro Lighting is part of

the Wipro Consumer Care & Lighting Division of Wipro Limited. Wipro Limited is a Rs. 8170

crore diversified corporate having interests in Information Technology, Healthcare, Infrastructure

Engineering and Consumer Care.

Wipro Lighting has leadership in Lighting of:


Commercial Lighting, Modern Work Spaces Lighting Controls Manufacturing & Pharmaceutical Designer Petrol Pumps Architectural Outdoors

2.18 CROMPTON GREAVES

CG is a USD 2 billion engineering conglomerate with an impressive and diverse portfolio of

products, solutions and services ranging from high-end power and industrial equipments and

solutions, to consumer products and home appliances, addressing myriad needs. Enjoying a

reputation of stature for over seven decades, CG, which originates in India, has transformed itself

into a global corporation. With a permanent footprint and manufacturing facilities in nine

countries across Asia, Europe and North America, CG is fast emerging as a first choice supplier of

high quality, smart electrical, industrial and consumer products and solutions all over the world.

2.19 SANARTI

sanarti group has installation base of 10,00,000(one million) led luminaires with pan india

presence. below are the range of products which are duly certified by 3rd party nablaccredated

labs such as ertl and ul.

ational contribution since inception

1985 led boards

global recognition through business india.

1988-89 led tail lamps & led barrier lamps

1990-91 led hand signel lamp & led gate lamps

1992 led marker light & low cost search light for railway and defence

national awards from president of india

1993-94 led flasher light & semaphore signel - end of kerosene oil era on indian railways


1995-97 twin beam headlight

1998-99 a/c, d/c led signels with optical feedback

2000 introduction of health monitoring unit for led luminaries

led outdoor luminaries for general lighting

2002 assisted indian railways for standardization of led locomotive lamps

2008 advanced data logger system

2009 led coach light & led head light

2010 advanced 5w led signel for the railways & axil counter

2011 continuing our legacy of innovation

2.20 HAVELLS

Havells India Limited is a $1.3 Billion leading Fast Moving Electrical Goods (FMEG) Company

and a major power distribution equipment manufacturer with a strong global footprint. Havells

enjoys enviable market dominance across a wide spectrum of products, including Industrial &

Domestic Circuit Protection Devices, Cables & Wires, Motors, Fans, Modular Switches, Home

Appliances, Electric Water Heaters, Power Capacitors, CFL Lamps, Luminaires for Domestic,

Commercial and industrial Applications.


CHAPTER 3

ANALYSIS OF JOB DONE

TECHNICAL ISSUES WITH LED

LIMITATIONS


3. ANALYSIS OF JOB DONE

During our training period I found some loop holes. The common problem which we get from our stockist is that they dont take up small

orders sometimes making a bad image.

People at government institutions are not educated in LED lighting. Company has a good image among government institutions and industrial area because of

the quality it gives.

Misconceptions about the pricing of Philips LED that it is higher due to brand image. Small companies like sanarti ,avnietc take up orders faster due to less pricing. Electrical engineer in companies take up philips very sportingly as the brand has a huge

market in industries and offices.

Coordination between the warehouse and the lighting manager were on good terms Electrical Engineers, architect, Contractors of a particular area like for example Dehradun

should be educated about LED

Stockist should take up small orders so that good will in the market be created and Philips ltd get positive response.

Supply chain of the stock should be improved as it takes time to deliver products to the client.

More priority should be given to After-sales department over sales and delivery department as retaining old customers is more crucial for the company.

Nowadays business scenario changed a lot so company need to use new and effective strategy.

Company should provide the solution to the client as soon as possible. Many organisation are not interested to talk for few minutes As a summer intern not allowed to take independent decision. Its all under guidance of

industrial mentor.

Study is based on dehradun&Haridwar.


3.1 TECHNICAL ISSUES WITH LED

Light emitting diodes (LEDs) are some of the most energy efficient light bulbs on the market.

They require very little power to function. Until recently, LEDs have had limited applications in

electronic equipment, instrument panels, pen lights and not much more. Grouping LEDs into

clusters of many LEDs greatly increases the practical applications associated with LED lighting.

Nowadays, this type of light bulb is used in LED outdoor lighting, LED recessed lighting, LED

xmas lights, LED rope lights and LED undercabinet lighting. Consumers also have access to

waterproof LED lights, LED garden lights, bright LED lights and even LED light fixtures

specially designed for this type of lighting. While they are much more efficient than incandescent

and fluorescent lights, they are not without limitation.

LED Lighting Technology

Current LED technology has its limitations. LEDs utilize expensive sapphire-based technology in

their construction. This is perhaps the largest contributing factor in high production costs Purdue

University is conducting research into utilizing silicone wafers in LEDs opposed to sapphire.

Newer technology can drive down the ultimate cost of LEDs significantly.

Cost of LED Lights

Perhaps one of the largest problems associated with LEDs are that they remain quite expensive to

produce and therefore, purchase. Toshiba manufactures an LED bulb that is comparable in light

output to a 100-watt incandescent light bulb but requires only a small fraction of the energy to

operate. Toshiba's LED bulbs unfortunately cost $100 or $150, a dimmable LED is available by

this company for $350. These prices put LED bulbs for home-use out of reach for most

consumers.

Size of LEDs

LEDs are very small, typically less than .25-inch in diameter. Such small lights have their

limitations, LEDs are often grouped together in clusters to broaden their applications. One single

LED does not produce much visible light which is why they are offered in clusters for everyday

home-use. Some clusters feature diffusers which helps disperse light from the LEDs more evenly.


Poor LED Design

LEDs that are poorly designed or poorly manufactured tend to flicker, dim, shift in color, draw

power even when they are turned off or provide uneven lighting within a year of regular use.

LEDs are rated to last for several years before they need servicing or replacing which is why

consumers should be weary of LEDs that operate improperly within their first year of use.Other

LED Limitations

White LEDs have proven to fade over time. The lower the quality of LED, the more likely it is to

prematurely fade. Traditional LEDs are limited in color options because the color of light emitted

by an LED is controlled by the bulb's semiconductor. Yellow, red, green, blue and white are some

of the most widely available LED colors.

3.2 LIMITATIONS

A study is never complete or perfect. It also consists of some limitations which cannot be avoided during the study. Therefore it is important to mention them in this report.

Many organisation are not interested to talk for few minutes The research is based on the responses given by the respondents which may or may not be

biased.

As a summer intern not allowed to take independent decision. Its all under guidance of industrial mentor

This study is basically focused on DEHRADUN region. People at the industries do not get convinced easily Lights were very expensive and my target customers were mainly government institutions Bulk order were only taken and low volume orders were not taken into much consideration Without any link meetings could not be set in various institutions


CHAPTER 4

LEARNING OUTCOMES


4. LEARNING AND EXPERIENCE

This project in short was a package of lots of learning as it was so executed that it covers most of

the topics which we were familiar only in the books. We with the help of this project had an

opportunity to apply what we have learnt in our course curriculum. This project assigned to the

team was good and this project was not only restricted to particular domain in management but

was covering many important aspects in management. Some of the key learnings of this project

are discussed here

4.1 CLIENT RELATIONSHIP

In philips getting into the good side of the client is a good thing because once you get to the good

side of the client opportunities open for new business and contract.mostly the clients are

Industries, government institution, schools, army (cantonment area)

4.2 CLIENT HANDLING SKILLS

in my time of 2 months in philips I developed my skill of handling clients with my mentor and in

his absence too. There are a lot of typical customers in the industries wanting everything

according to their needs and specs too

4.3 COMMUNICATION SKILLS

This project has given the opportunity to talk to new people and meeting the unknown clients

which helped in drenching the hesitation out and helped to improve the communication skills. And

now I am more confident in talking to new people and is better able to put my views on the

discussions.

4.4 TECHNICAL ASPECT

Came to know about the technical aspect of luminaires that are installed in the industries and

offices and the various factors that influence the installation of lights. The lux level of companies

has to be seen to set up any light. The lumens/watt of the light plays a very important role for

selection of luminaire for a particular location for eg. Factories, office etc. Generally the preferred

lux level in industries is 4 to 8.


CHAPTER 5

SUGGESTIONS &RELEVANCE OF SUGGESTIONS


SUGGESTIONS

During my 8 weeks of summer internship I have learned a lot about Philips as a company

The relation between stockist and the lighting engineer should be on good terms as it would effect sale directly.

The supply chain could be improved for faster delivery of the goods. One person deployed by Philips in every state is a tough task as he is to take care of all the

dealings that is going through Philips should take initiative too educate people about LED

and its various advantages.

Small orders should be taken sportingly Philips lighting should lower its prices to compete with its competitors as the major

companies have a strategy to lower its prices thus getting more orders.

There are problems in the corporate structure and the number of orders done by an employee is not creating problems for the employee focus should be on this aspect so that

there is no delay.

After sales service should be given properly from the stockist. Detailed reports on the products that are discontinued should be reached to the stockist and

latest price list should be available.

Philips pricing should be known.

RELEVANCE OF SUGGESTIONS

The relevance of these suggestions may have a impact on the company:-

The relation between stockist and employee should be good as if the relation is not good then the sales is affected because the stockist doesnt need the advice of the company

representative thus not completing targets.

If the supply chain is improved the stock would be received on time thus reaching the customer on time.

Now a days the customer is more keen on the service part as to the customer that particular product will work for a long time, So Philips should provide excellent after sale service as

it would attract many customers.


The stockist should receive a list of discontinued luminaires as it would help him jeep this in the knowledge of the clients, Price list should be given ASAP so that new rates are

known

Sometimes stockist dont take small orders thus making a bad image of the company which in turn slows down sales.

Philips has lowered prices on its LED range but other companies are still going lower so to complete certain pricing strategy should be formulated.

If prices are known then people may know that certain products are lower in prices then other companies.

More then one representative of the company would help in a lot of ways as a lot of work could be done and area could be covered, Morale support would be their and competition

should be their


BIBLIOGRAPHY

These are the sources form where I have got my information

About Philips-Philips.co.in/about Indian LED market- Indianexpress.com Catalogue of greenline smart, greenline duo, greenLED, SON T ECO, greensquare. Pesentations provided by the company about the products. About Philips-https://en.wikipedia.org/wiki/Philips Technical issues with LED-www.nap.edu/openbook.php?record_id=14202&page 5 GreenLED-http://www.lighting.philips.co.in/greenled/ TLED-www.usa.lighting.philips.com/us_en/lightcommunity/trends/tled/ Greensquarehttp://www.lighting.philips.co.in/pwc_li/in_en/connect/assets/greensquare/Phi

lips_GreenSquare_Brochure_in_en.pdf

SON T ECO-http://www.ecat.lighting.philips.com/l/lamps/high-intensity-discharge-lamps/son-high-pressure-sodium/master-son-t-pia-eco/21584/cat//

Greenline smart-http://www.india.lighting.philips.com/connect/tools_literature/downloadable-product-

brochures/greenline_smart.wpd

Sales stratergy-new strategic selling page 55 Competitors-

www.bajajelectricals.com/ www.cgglobal.com www.havells.com/


ANEXURE

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