B2B

Marketing
Trade Map Exercise
Submitted By:
Asutosh Patro (UM15321)
Bibhu Prasad Mishra (UM15323)
Hitesh Asnani (UM15329)
Manoj Kumar Karnani (UM15334)
Ayush Agarwal (UM15340)
Rohit Somani (UM15348)
Sanjog Saran (UM15351)

1) Intended use of one product group in the organisations given are

Organisation
Accenture
IBM

Product/Service
Mobility solution
Lotus

Cipla
JK Paper

Respiratory drugs
Packaging Board

Motherson Sumi Systems

Ltd.
Delmonte
Du Pont
Pearson

Automotive Electronics
Tomatoes
Chemicals
Pearson learning centres

Intended use
Internet of things
Enterprise social and
mail solution
Inhalers
Wedding cards, Greeting
cards
Automobile dashboards
(HVAC, Air conditioning)
Ketchup
Fertilizer
IIT-JEE coaching

2) Classifications of products for JK Papers

Product
Office Stationary
Packaging boards

Type
Facilitating Good
Entering Good

Coated Paper
Uncoated Paper

Entering Good
Entering Good

Usage
Printing and writing
Wedding cards, FMCG
product packaging
Cheques, Bond Paper
Books

3)
a. Information required for marketing team:
End use of product
Size of paper
Texture (e.g. glossy/ mat)
Thickness
Brightness
Scale of operation
b. Market size for packaging board in India(in 1000 USD) as per 2014 data:

Domestic Production
Exports
Imports
Market Size

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10247
5156
2543
7634

c. Export Data:

Based on the above graph it is observed that below are the 2 countries
who could be potential market for diversification for this product

Philippines
Nepal

Philippines: It is one of those countries where annual growth rate is more

than 30%. Philippines import growth from the world is more than India
export growth to Philippines. These signify that this country is carrying a
lot of potential for this product but India has not been able to capture the
pace. So a future opportunity is there for this product.
Nepal: It is the only country to whom India is exporting more than to other
countries and still carrying a lot of opportunity as import growth from the
world is more than India export growth. But the growth rate is at par with
Philippines. So we have to compare the overall trade data of both these
countries.

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The data is given in the table below.

Expo
rted
quan
tity
2015
in
tonn
es

Unit
value
(USD/
unit)

Expor
ted
growt
h in
value
betw
een
20112015
(%,
p.a.)

Expor
ted
growt
h in
quant
ity
betw
een
20112015
(%,
p.a.)

Expor
ted
growt
h in
value
betw
een
20142015
(%,
p.a.)

Ranki
ng of
partn
er
count
ries
in
world
impor
ts

Share
of
partn
er
count
ries
in
world
impor
ts (%)

Total
impor
t
growt
h in
value
of
partn
er
count
ries
betwe
en
20112015
(%,
p.a.)

100

Expor
ted
value
2015
(USD
thous
and)

Shar
e in
Indi
a's
exp
orts
(%)

Tarif
(estim
ated)
faced
by
India
(%)

World

2388
41

100

9377
7

2547

15

11

Philippi
nes

4475

1.9

1950

2295

21

22

24

42

0.4

30

10.5

Nepal

8845

3.7

2800

3159

31

23

-37

55

0.2

31

7.2

From the above table we analysed that

The recent growth in exports to Nepal for the year 2014-15 has
been in negative compared to Philippines.
The margin of selling a product is higher in Nepal and the tariff rate
is much lower.
Both of the countrys export growth is superseding the world figure
by a significant percentage.
Both Philippines and Nepal are the potential country where this
product could be sold, but we are choosing Philippines only because
of data availability.

Potential Buying Organisations:

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Company name

Number of
product
categories
traded

Number
of
employe
es

Country

City

ASIAN STATIONERY CORP.

30

Philippine
s

Quezon City

Forms International Enterprises Corporation Fiec

400

Philippine
s

Quezon City

KIMBERLY-CLARK PHILIPPINES, INC.

158

Philippine
s

Taguig

LAMCO PAPER PRODUCTS CO. INC.

100

Philippine
s

Quezon City

20

Philippine
s

Paranaque

51

Philippine
s

Quezon City
Pasay

MAGNETIC PLASTICS PACKAGING

MULTI-FORMS CORPORATION

4
5

PAPER PRODUCTS MANUFACTURING

ENTERPRISES, INC.

40

Philippine
s

PAPERCON (PHILIPPINES), INC.

464

Philippine
s

Quezon City

PHILAND INDUSTRIES, INC.

102

Philippine
s

Muntinlupa

PRECISION CRESTEC, INC.

50

Philippine
s

Pasig

STAR PAPER CORPORATION

1034

Philippine
s

Quezon City

Compliances:

1 Philippines's average applied tariffs by HS section:

Pulp of wood or of other fibrous cellulosic material; recovered (waste
and scrap) paper or paperboard; paper and paperboard and articles
there of: 4.22%
2 EO 226 - Registration with BOI
3 If it is willing to establish a branch or a joint venture the following
compliances need to be taken care of.
a A minimum of US$200 million net worth of the registrant
corporation for Categories B, and US50 million net worth of the
registrant corporation for Category D.
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Five (5) retailing branches or franchise anywhere around the world

unless such retailer has at least one (1) store capitalized at a
minimum of US$25 million
c Five (5) - year track record in retailing.
d Nationals from, or juridical entities formed or incorporated in
countries which allow the entry of Filipino retailers shall be allowed
to engage in retail trade in the Philippines.
4 All the formalities to be done through Philippines national single
window and republic of tariff commission.

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