Documente Academic
Documente Profesional
Documente Cultură
ON
MARKET POTENTIAL OF
“LOW VOLTAGE SWITCH
GEARS”
IN
RAJASTHAN
[APRIL 2004-JULY 2004]
Facilitated By
Mr.. S. Sanyal Presented By.
Japneet Singh
Mr.M.P.Jindal
Lokesh Doraya
Mr.Vishal Nerurkar
Manish Patidar
1
Mr. Vikas Malhi
WHAT ARE LVSWGRS??
*MCB *RCCB
*DISTRIBUTION BOARDS *ISOLATOR 2
COMPANY PROFILE
•Automation Technologies
•Building Systems 3
4
PROJECT OBJECTIVE
5
SUPPLY CHAIN- LVSWGR
PANEL
BUILDER
C
O
D N
E S
SUPPLIER A OEM INDUSTRY
U
L L
E T
R A
N
T
6
SURVEY METHODOLGY
7
RAJASTHAN MARKET SCENARIO
8
RAJASTHAN MARKET AREA-WISE BREAKUP
14 28%
25%
12 11.82 24%
20%
10 20%
19%
8 16%
15%
12%
10%
6 12%
4.75
10%
4 8%
3.25
3 3
2 4%
1 1
0 0%
JAIPUR UDAIPUR KOTA BHILW ARA JODHPUR CHITTORR ALWAR
9
PRODUCT SEGMENTWISE BREAKUP
BREAKERS
LPD
20%
17%
BREAKERS
LPD 39%
28%
ABB
CONTROL
GEARS
SWITCHES
25%
8%
10
L&T Schneider
LPD
BREAKERS 9%
LPD BREAKERS
17% 21%
31%
CONTROL
CONTROL GEARS
GEARS 46% SWITCHES
SWITCHES
32% 14%
30%
Siemens BCH
LPD
BREAKERS
10%
20%
CONTROL SWITCHES
20% CONTROL
GEARS
GEARS
50%
100%
11
MARKET SHARE OF MAJOR PLAYERS
1200
Lakhs
1058.25
1100
1000
900
800
630.5
700
600
500
340
400
221.25
300
133.75
200 110.5 99.7 95
34 59
100
0
L&T SCHNEIDER BCH SEIMENS MDS GE HAVELLS JYOTI ABB OTHERS
12
RANKING GIVEN BY CUSTOMERS TO ATTRIBUTES:
4.5
4.45
4.45
4.4
4.4
4.35 4.31
4.3 4.27
4.25
4.2
4.15
PRODUCT SERVICE PACKAGING BRAND
13
3.6
3.8
4.2
4.4
4.6
4.8
4
5
RELIABILITY 4.91
SAFETY
4.77
FEATURES
4.54
TECHNICAL
4.2
DOCUMENTATION
PRODUCT ATTRIBUTES
PRICE
4.17
COMPLETE
RANGE
4.13
14
SERVICE ATTRIBUTES
4.8 4.65
4.55 4.5
4.6
4.4
4.2
4 3.9
3.8
3.6
3.4
RESPONSE TIME REPLACEMENTS STOCK AVAILBILITY INSTALLATION
GUIDANCE
15
BRAND ATTRIBUTES
4.6 4.48
4.5
4.4
4.3
4.2
4.06
4.1
4
3.9
3.8
BRAND NAME DEALER REPUTATION
16
PACKAGING ATTRIBUTES
4.38 4.36
4.36
4.34
4.32
4.3
4.28 4.26
4.26
4.24
4.22
4.2
INSTALLATION LEAFLET SEALS & CERTIFICATIONS
17
CUSTOMERS PERCEPTION ABOUT ABB’s ATTRIBUTES
ABB AVG.
4.5 4.5
4 4
3.5 3.5
3 3
2.5 2.5
2 2
1.5 1.5
1 1
0.5 0.5
0 0
PRICE
QUALITY
TRAINING
FINISHING
INSTRUCTION
TECHNOLOGY
MAINTENANCE
AVALIABILITY
DOWNTIME
LEAFLET
18
SUPPLIERS POLICIES
SUPPLIER SCHNEIDE SEIMEN BCH L&T ABB
R S
•ACTION PLAN
21
DRIVERS INDEX GRAPH
6
5
4
3
2
1
0
Q U A L IT Y PR IC E A W A R EN ES S A V A IL A B IL IT Y CRM
22
STRENGTH WEAKNESS
SCHNEIDER
STRENGTHS
•AGGRESSIVE PROMOTION
•BRAND PUSH
•EXCELLENT AFTER SALES SERVICE
•AVAILABILITY
•STRONG MARKETING TEAM
•TECHNOLOGICALLY SOUND
•PRICING STRATEGY
• STRATEGIC ALIANCES.
WEAKNESS
•DEALERS DILEMMA 23
STRENGTH WEAKNESS
L&T
STRENGTHS
•AGGRESSIVE PROMOTION.
•BRAND PUSH.
•EXCELLENT AFTER SALES SERVICE.
•AVAILABILITY.
•PRICING STRATEGY.
•QUALITY.
•AWARENESS.
WEAKNESS
•DUPLICACY
24
STRENGTH WEAKNESS
ABB
STRENGTHS
•QUALITY.
•TECHNOLOGY.
•COMLETE RANGE
WEAKNESS
• LOW AWARENESS
• PRICING
• DOUBTFUL BRAND POSITIONING
• DELIVERY
• WEAK MARKETING TEAM
• POOR AFTER SALES SERVICE
• NO BRAND PROMOTION SCHEMES 25
STRENGTH WEAKNESS
SEIMENS
STRENGTHS
WEAKNESS
26
STRENGTH WEAKNESS
BCH
STRENGTHS
WEAKNESS
27
Service Quality Gap Model
GAP1: Between what customer expects from the service and what the
management perceives of customers' expectation.
Expected Service
GAP 5
GAP 1 No Gap due to
continuous
Availability competition
Quick response
After sales service
Quick delivery Perceived service
Competitive pricing
Consumer
Marketer
GAP 3 GAP 4
Generation of customized Prompt delivery to the
products consumer.
Translation of
Perceptions into
service-quality
specifications
GAP 2
Technical and Financial
feasibility
Management
Perception Of 29
Consumer
Expectations
AIM 3 CRORES
All figures in Lakhs. ** Chittor is procuring from Udaipur. * Alwar is procuring from Delhi.
31
SUGGESTIONS:
SEMINARS 70,000 70,000 70,000 70,000 70,000 70,000 4,20,000
a) Common
20,000 20,000 10,000 50,000 30,000 1,30,000
b) In-House
5,50,000
DIRECT 10,000
MAILERS
ADV.-- 20,000
*JOURNLS
* Journals—Industrial Product Finder, Electrical India
33
SUSTAINABILITY PRESCRIPTION
ALWAR
Company should appoint a Dealer in this region. And do their business along with
the dealers.
Product availability should be good.
ABB should organise technical seminars and after seminar, company Engineer
should be in touch with these potential customers.
More emphasis must be given to the new projects. As replacement is one to one.
Reach to Influencers' must be increased by regular visit by company Engineers
and dealers.
Visits must be there even when there is no requirement to brief up the industry
engineers.
Awareness about the products must be increased.
37
CHITTORGARH
38
SUPPLIERS POLICIES
41
SUPPLIERS POLICIES
SUPPLIER SCHNEIDER SIEMENS MDS L&T G.E ABB
Company should provide full support to dealer in terms of discount, delivery and after
sales service. The disputes with dealers must be sorted out and commitments made by
company persons should be fulfilled.
Product availability should be good.
Company should organise technical seminars and after seminar, company Engineer
should be in touch with these potential customers.
Follow up should be good.
Problem in Contactors and Relays, technical staff must look after this.
Reach to influencers must be increased by regular visit by company Engineers and
dealers.
After sales service and replacement should be prompt .
43