41
PREFACE As a Student of B.B.A. (Hons.) 16 th Batch, the survey Report on Product Vs. Price on CFL has been provide to me by my department, under the guidance of Dr. Shree Bhagwat . I conducted this work in Sagar City. It presents synoptic review the research methodology. Objective, limitations and suggestions regarding the existing product. A field survey was conducted with the help of questionnaire and personal interview in Sagar City. The main aim of this survey is to know about the level of constomer satisfaction regarding CFL in Sagar City. it also includes product utility. People behavior, Satisfaction, imagination, company policies and customer problems. This Survey is made to answer the expose above motioned topies through statistical representation, pie diagram and graphs.

Project Cfl Final

Embed Size (px)

Citation preview

Page 1: Project Cfl Final

PREFACE

As a Student of B.B.A. (Hons.) 16th Batch, the survey Report

on Product Vs. Price on CFL has been provide to me by my

department, under the guidance of Dr. Shree Bhagwat .

I conducted this work in Sagar City. It presents synoptic

review the research methodology. Objective, limitations and

suggestions regarding the existing product. A field survey was

conducted with the help of questionnaire and personal interview in

Sagar City.

The main aim of this survey is to know about the level of

constomer satisfaction regarding CFL in Sagar City. it also

includes product utility. People behavior, Satisfaction, imagination,

company policies and customer problems.

This Survey is made to answer the expose above motioned

topies through statistical representation, pie diagram and graphs.

(RITURAJ SINGH )

B.B.A IIIRD Semester

Page 2: Project Cfl Final

ACKNOWLEDGEMENT

Preparing a project of this nature is an arduous task and I was

fortunate enough to get support from a large number o persons. I wish to

express my deep sense of gratitude to all those who generously helped in

successful completion of this report by sharing their invaluable time and

knowledge.

It is my proud and previledge to express my deep regards to Respected

HOD Prof. Y.S. Thakur , Head of Department, Department of Business

Management , Dr. Hari Singh Gour Central University Sagar for allowing me to

undertake this project.

I feel extremely exhilarated to have completed this project under the

able and inspiring guidance of DR. SHREE BHAGWAT he rendered me all

possible help me guidance while reviewing the manuscript in finalising the

report.

I also extend my deep regards to my teachers , family members ,

friends and all those whose encouragement has infused courage in me to

complete to work successfully.

(RITURAJ SINGH )

B.B.A IIIRD Semester

Page 3: Project Cfl Final

DELCLARATION BY THE

CANDIDATE

Date :

I declare that the project report titled " A SURVEY REPORT ON

PRODUCT VS. PRICE CFL " on Market Segmentation is nay own work

conducted under the supervision of DR. SHREE BHAGWAT Department of

Business Management Dr. Hari Singh Gour Central Uniersity Sagar To the best

of my knowledge the report does not contain any work , which has been

submitted for the award of any degree , anywhere.

(RITURAJ SINGH )

B.B.A IIIRD Semester

Page 4: Project Cfl Final

CERTIFICATE

The project report titled " A SURVEY REPORT ON PRODUCT VS.

PRICE CFL " been prepared by RITURAJ SINGH BBA IIIRD Semester , IInd

Batch under the guidance and supervision of DR. SHREE BHAGWAT for the

partial fulfillment of the Degree of B.B.A.

Signature of the Signature of the Signature of the

Supervisor Head of the Department

Examiner

Page 5: Project Cfl Final

Project Summary

Organization: Crompton Greaves Limited

Project Title: Potential of CFL in following markets [Sagar]

Project Objectives:

To Study & Analyze the Market Potential of in CFL.

To Compare & Analyze the Market Share of Competitors.

To understand the drawbacks of decline in Market Share and

accordingly find solutions for it.

To get an in-depth understanding of different strategies adopted by

different companies to have a good hold in the market.

To conduct a survey of Retailers and Distributors to know their views

about the product and Market.

To suggest the recommendations to increase the sales of CFL.

INTRODUCTION

Page 7: Project Cfl Final

lamp designed to replace anincandescent lamp; some types fit into light

fixtures formerly used for incandescent lamps. The lamps use a tube which is

curved or folded to fit into the space of an incandescent bulb, and a

compact electronic ballast in the base of the lamp.

Compared to general-service incandescent lamps giving the same amount of

visible light, CFLs use one-fifth to one-third the electric power, and last eight

to fifteen times longer. A CFL has a higher purchase price than an

incandescent lamp, but can save over five times its purchase price in

electricity costs over the lamp's lifetime.[2] Like all fluorescent lamps, CFLs

contain mercury, which complicates their disposal. In many countries,

governments have established recycling schemes for CFLs and glass

generally.

CFLs radiate a spectral power distribution that is different from that of

incandescent lamps. Improved phosphor formulations have improved the

perceived colour of the light emitted by CFLs, such that some sources rate

the best "soft white" CFLs as subjectively similar in colour to standard

incandescent lamps.[3]

HISTORY

Page 8: Project Cfl Final

The parent to the modern fluorescent lamp was invented in the

late 1890s by Peter Cooper Hewitt.[4] The Cooper Hewitt lamps

were used for photographic studios and industries.[4]

Edmund Germer, Friedrich Meyer, and Hans Spanner patented a

high-pressure vapor lamp in 1927.[4] George Inman later teamed

with General Electric to create a practical fluorescent lamp, sold in

1938 and patented in 1941.[4] Circular and U-shaped lamps were

devised to reduce the length of fluorescent light fixtures. The first

fluorescent bulb and fixture were displayed to the general public at

the 1939 New York World's Fair.

The helical (three-dimensional spiral) CFL was invented in 1976

by Edward Hammer, an engineer with General Electric,[5] in

response to the 1973 oil crisis. Although the design met its goals,

it would have cost GE about $25 million to build new factories to

produce the lamps, and thus the invention was shelved.[6] The

design eventually was copied by others.[6]In 1995, helical lamps,

manufactured in China, became commercially available.[7] Since

that time, their sales have steadily increased.

In 1980, Philips introduced its model SL, which was a screw-in

lamp with integral magnetic ballast. The lamp used a folded T4

tube, stable tri-color phosphors, and a mercury amalgam. This

was the first successful screw-in replacement for an incandescent

Page 9: Project Cfl Final

lamp. In 1985 Osram started selling its model EL lamp, which was

the first CFL to include an electronic ballast.[8]

Development of fluorescent lamps that could fit in the same

volume as comparable incandescent lamps required the

development of new, high-efficacy phosphors that could withstand

more power per unit area than the phosphors used in older, larger

fluorescent tubes.[8]

Page 10: Project Cfl Final

PRODUCT VS. PRICE

Refine Search:

FULL SPIRAL   CFL   BULBS Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available...Principle: CFL

FOB Price: US $0.50-5.00 / Piece

CFL   LOTUS ENERGY SAVING   BULB Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC...Principle: CFL

Min. Order: 5000 Pieces

CFL   ENERGY SAVING LAMP COMPACT FLUORESCENT 2U 8W BULB 1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS...Principle: CFL

Min. Order: 5000 Pieces

 FOB Price: US $0.7-1.3 / Piece

[ Manufacturer ]

 China (Mainland)

Page 11: Project Cfl Final

HIGH QUALITY   CFL   LAMP/   CFL   BULBS High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%...Principle: CFL

SURYA

FULL SPIRAL   CFL   BULBS Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available...Principle: CFL

Min. Order: 5000 Pieces

FOB Price: US $0.50-5.00 / Piece

CFL   LOTUS ENERGY SAVING   BULB Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC...Principle: CFL

Min. Order: 5000 Pieces

Page 12: Project Cfl Final

CFL   ENERGY SAVING LAMP COMPACT FLUORESCENT 2U 8W BULB 1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS...Principle: CFL

Min. Order: 5000 Pieces

 FOB Price: US $0.7-1.3 / Piece

HIGH QUALITY   CFL   LAMP/   CFL   BULBS High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%...Principle: CFL

BAJAJ

FULL SPIRAL   CFL   BULBS Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available...Principle: CFL

Min. Order: 5000 Pieces

CFL   LOTUS ENERGY SAVING   BULB

Page 13: Project Cfl Final

Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC...Principle: CFL

CFL   ENERGY SAVING LAMP COMPACT FLUORESCENT 2U 8W BULB 1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS...Principle: CFL

HIGH QUALITY   CFL   LAMP/   CFL   BULBS High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%...Principle: CFL

Page 14: Project Cfl Final

Research Methodology

The information is collected from the employees of CFL’s and its

valuable customers, questionnaires were used to collect the primary

data from the customers.

Sample Size

The sample size of the study undertaken is 25customers from the city.

Data Collection

There are various methods available for data collection, for the study

the method used are Primary data and Secondary data:

1. Primary data: primary data is original data gathered from the

employees of CFL and its esteemed customers specifically on the

project.

2. Secondary data: secondary data refers to data which is already

available i.e. from journals, news papers and periodicals.

In this study one to one method of survey was done to collect the

primary data and it is found to be the best to collect the data.

Statistical Techniques

Bar charts & Pie charts are used to analyze the data and to arrive at

conclusions.

Page 15: Project Cfl Final

PRODUCTS & SERVICES OFFERED

CG’s operations are engaged into four principal businesses viz:

Power Systems

Transformers, switchgears, Power quality and Engineering projects.

Industrial Systems

Motors and Alternators, Railway transportation and signalling products

and Stamping.

Consumer Products

Fans, Geysers, Luminaries, Light sources and Pumps.

Telecom

Telecom products and solutions.

Page 16: Project Cfl Final

The CFL market in India

The CFL market in India is complex. It comprises at least 12 big

brands and perhaps hundreds of small players, whose contribution is not

measured. elcoma, the primary association of lamp and components

manufacturers, estimates the CFL market size in the country is between 150

million and 200 million pieces. Of this 40 to 50% is dominated by the

unorganized market, it estimates.

In terms of quality, the market can be divided into four groups. The

best quality CFLs, with over 8,000 hours of life and a power factor of 0.8 or

more, have a market share of 20%. The second group, comprising 40% of

the market, has a lamp life of 6,000 to 8,000 hours and a power factor of 0.5

or more. The third are low quality CFLs that run for 3,000 to 6,000 hours and

have a market share of 10 %. Then there are CFLs with no guaranteed life.

There are three types of players exist in Indian market which includes

manufacturer-cum-importers, importer-cum-assemblers and importer-cum-

traders. The first category comprises big brands that belong to well-known

manufacturers of lighting products. This group imports both the ready-to-use

CFLs and raw material such as cut glass tubes and triband phosphor and

electrical components such as the ballast. Most of these companies have

Page 17: Project Cfl Final

their own production chains where about 90% of the manufacturing process

is carried out. The second category is a mix of well-known names and small-

scale operators who import parts of CFL, but have facilities to assemble

them. Both the first and the second category are ISI marked. The third

category is fly-by-night operators who import parts as well as the finished

product, but of the poorest quality. CFLs produced by this group have no ISI

mark and are sold without any warranty.

According to Bibison Baby of Market Pulse, the CFL market in India is

very difficult to track. Philips, with the biggest, 25%, share in the CFL market,

is not the biggest producer of CFL in India. It is Phoenix Lamps, with a market

share of about 3%, he said. “Phoenix has the capacity to manufacture 65

million CFLs a year, which is less than Crompton and Greaves’s over 100

million. But in terms of market share, Crompton and Greaves has captured

only about 5%,” he added.

Page 18: Project Cfl Final

Data Analysis and Data Interpretation

After the collection of data, the next step is to analyze the collected data and

to extract findings and observations. Following observations has been

recorded after conducting research by survey and questionnaire method.

Retailers Observation:

It was found that all retailers (except in Dadar, Thane and Kalwa) know

about Crompton Greaves CFL.

Retailers came to know about CG CFL mostly from Distributor and

Company persons.

In Dadar, Thane, Kalwa and Mumbra around 10-15% retailers don’t

know about CG CFL. The reason is, in these areas there is no

distributor currently available for CG CFL.

Page 19: Project Cfl Final

In the areas like Kalyan and Ulhasnagar Low Demand is the main

reason for not maintaining CG CFL in their Shops.

Generally in all areas there is less or no Schemes have been provided

to Dealers.

No installations or provision of flex boards, banners, posters, Glow

sign, Product list and Price list in the shops about CG CFL.

There is lot of complaints for the CFL within warranty period, which

results to replacement.

No arrangement of annual/bi-annual/ Quarter meetings or parties for

dealers/retailers from the company.

No arrangement of seminars or meetings for the awareness of new

products. No distribution of information brochure of newly launched

products.

Page 20: Project Cfl Final

Distributors Observation:

It was found that Distributors are mainly having concerns about low

Demand from consumers’ side.

No marketing of products through Media

Availability of stock.

Less rewards, Gifts for target achievement or for excellent

performance.

Less frequent visits of company officials.

No arrangement of annual meetings or parties for distributors from the

company.

No arrangement of seminars or meetings for the awareness of new

products from the company.

Page 21: Project Cfl Final

SWOT Analysis

Strength:

Most Trusted Brand

State of the art ISO 9001 certified manufacturing facilities

Superbrand Status

Weakness:

Low Demand

Less Advertisement

Less Promotional offers and Schemes

Less Market Presence

Opportunities:

Industry Expension

Minimum Rate and High Quality

Threats:

Strong Market presence of competitors like Phillips, Oreva, wipro, Surya, etc

Heavy Advertisements and Promotional offers by competitors.

Many local players are present in the market which results to tough competition.

Page 22: Project Cfl Final

Recommendations

For Distributors:

The company should take care of Availability of Stock by analyzing the

Sales of previous month or previous frequent Orders, so that it will

help in timely allocation of the available Stock as per requirement of

Distributors

Provision of replacement on time which will help distributors to

minimize their inventory cost and investments.

Rewards like foreign trips, Television Sets, etc should be provided for

excellent Performance or target Achievement.

There should be regular visits of company’s key persons or top

management to distributors which will help to solve the internal and

external problems. Internal problems like payment facilities, service,

stock availability, etc and external problems which includes low

demand and sales, etc.

The company should arrange the annual meetings or parties for

distributors. It will help distributors to interact with each other as well

as to discuss the common issues. Also it can become a good stage to

find out the solutions of some common problems which will ultimately

help the company.

The company should also arrange seminars or meetings for the

awareness of new launches or future products from the company. It

will help distributor to continue its interest and to plan its future

expansion.

Page 23: Project Cfl Final

For Retailers:

The company should provide flex boards, banners, posters, Glow sign,

Product list and Price list about CG CFL. This will help to create an

awareness of CFL between consumers and ultimately it will help

retailer to sell. Also it helps to create an attraction about a brand CG.

The company should introduce Schemes like on purchasing 12 CFL 1

CFL free or 2 CFL free. This will motivate the retailers to keep or

maintain and sell the product.

The service which includes replacement should be provided on the

spot and piece to piece so that it will minimize its investment. Also

Stock should be made available as per requirement and on time.

Service is a very important factor, sometimes poor service results to

discontinue the product from the shop.

There should be regular visits of company’s key persons or top

management and sales man to retailers. This helps to maintain the

good relations with retailers and also it becomes a motivating factor for

them. Also it reduces a communication gap between retailers and

Company.

As retailer is a key person to reach consumer and also his

recommendation to consumer creates lot of difference. So retailers

should be appreciated by the distributor and company on their greater

performance and greater sales in terms of rewards or discounts or

other motivational activities to motivate and promote them to achieve

higher sales objectives.

The company should arrange the annual meetings, parties and

seminars for Retailers. It will help retailers to interact with each other

as well as to discuss the common issues. Seminars will create

awareness of new launches or future products from the company.

Page 24: Project Cfl Final

General Recommendations

The company should undertake special promotional offers and

advertising, and marketing campaigns to widen its base in the CFL

market. The company should focus on media advertising as currently

there is no advertisement of CG’s CFL on television, Radio,

newspaper, etc.

The company should launch a new aggressive TV advertising

campaign during upcoming cricket series like Champions League ,

The Ashes, etc. it will help to create an awareness of the product

among Consumers as well as dealers. Very few Consumers know

about CG CFL.

Efforts should be made to increase the product visibility in the shops.

In most of the shops the CG CFL is not visible to the consumers.

Consumer buying decision highly depends on visibility of the product.

The company should undertake extensive quality check as there is lot

of complaints of the CFL within warranty period.

The company should adopt fix margin policy to distributors and

retailers. The distributor and retailer should not be allowed to sell

beyond that fix margin.

Packaging of CFL has become outdated and requires special

attention to make it more attractive and innovative.

In future the company should also focus on Modern Trade.

Modern trade includes Hypermarkets, Supermarkets, Shopping

Malls, etc. such as Big Bazaar, D-Mart, More, Subhiksha, etc. The

growth of modern trade is tremendous and many people prefer

shopping in Malls, etc because of Heavy discounts, offers and

variety.

Page 25: Project Cfl Final

As per my observation in CFL space only 1 player has entered in the

Modern Trade i.e., Wipro. So there is huge opportunity available in this

space.

Modern Trade should treat as an altogether a different account in

which the man power should be allocated to only that Account. In

future it will create huge growth opportunities.

The company should increase the manpower, as there is only one

sales executive from Dadar to Shahpur. It becomes very difficult to

visit the market and manage the market efficiently.

Also the key persons should give a regular surprise visit to market, so

as to confirm the optimum utilization of allocated resources.

In Thane, Kalwa and Mumbra currently there is no distributor available

for CG CFL. So I managed to find out the list of distributors (includes

11 distributors) and some of their contact numbers who are currently

dealing with CFL of competitor companies with focus on Thane, Kalwa

and Mumbra region.

Page 26: Project Cfl Final

Conclusion

The CFL market in India is to the tune of Rs.1000 Crore and growing

annually at around 30%. The potential of CFL in the following markets like

Dadar, Thane, Kalwa, Mumbra, Dombivli, Kalyan and Ulhasnagar is huge

and the competitors like Philips and Oreva are really doing well in these

markets. The survey was conducted to check the potential of CFL in the

Market through distributor and retailers.

The company is a market leader in lighting and offers total lighting

solutions for large projects as well as offers lighting advisory services for

industries. But Crompton Greaves CFL has not yet achieved the targeted

sales and tapped the market as expected. After the market study it was found

that unawareness among the consumers and lack of Advertisement are the

main reasons for low sales of CG CFL. Thus, the company should launch an

aggressive TV advertising campaign and should undertake special

promotional offers and advertising, and marketing campaigns.

Today, Crompton Greaves has developed a range of aesthetic &

energy efficient products and has contributed to modern illumination design

practices. Also as a brand Crompton has a lot of potential to grow in CFL

market, as it is treated as most trusted brand and also has a Superbrand

status. Thus being a global supplier for high quality electrical equipment,

Crompton Greaves has a great future in CFL market in India as well as in

international market.

Page 27: Project Cfl Final

REFERENCE COPY OF QUESTIONNAIRE

For Retailers:

1. Name :

_________________________________________________________________

2. Address :

_________________________________________________________________

_

3. Tell No :

_________________________________________________________________

__

4. Which companies do you deal with in CFL?

CG Philips Oreva Havells Wipro

Others

5. Is CG CFL available in your shop?

Yes No

6. If No, what is the reason?

1) Low Demand

2) Lack of availability

3) Low Margin

4) Less Schemes

5) Others

Page 28: Project Cfl Final

7. Which company sells the most?

_________________________________________________________________

_______

8. What attributes in a product influences the purchase decision of a buyer?

Quality

Price

Brand Name

Promotions / Discounts

Dealers Recommendation

Scheme

Margin

Advertisement

Page 29: Project Cfl Final

9. Rate 1 to 10

CG Philips Oreva Havells

Wipro

Others

10. Do you have any complaints for Distributor or Company?

_____________________________________________________________

___

11. Do you like to give any feedback for the Company?

_____________________________________________________________

___

Page 30: Project Cfl Final

For Distributor:

1. Name:

____________________________________________________________________

2. Address:

__________________________________________________________________

3. Tell No:

___________________________________________________________________

4. Which companies do you deal with CFL?

CG Philips Oreva Havells Wipro

Others

5. What is the main reason for low demand and sales?

Unawareness

Quality

Price

Others

Page 31: Project Cfl Final

6. Is company providing necessary promotional and advertising tools?

7. Is company providing any special Schemes or promotional offers?

8. Is company providing proper and timely services which include replacement and

availability of stock?

9. Would you like to give any feedback for the company?

Page 32: Project Cfl Final

BIBLIOGRAHY

http://www.CFLindia.com

http://www.google.com

http://www.CFL.co.nz/carnival/index.htm

http://www.packaging-technology.com/…/CFL4.html

http://en.wikipedia.org/wiki/preference