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Case Study

Prepared by: Nidhi Maheshwari (8NBSU005)


Swati S (8NBSU042)
Dhaval Modi (8NBSU012)
Shreyash Doshi (8NBSU004)
Vatsal Pastagiya (8NBSU039)
Soap Company is interested in increasing its sales in
all its territories.
Competitions
Future Expansion Plans
Bala and Sons Agency
Cross Section Analysis in 30 territories
Five important variables
 Why the agency chooses to use cross section analysis ?

Cross Sectional means dividing total target population


into various segments and data is collected using a
sampling method which is based on cross tabulation

Agency choose this analysis b’coz they want to know


how much percentage of population uses this soap.
Can you suggest how the marketing agency got the
figures for market potential of the territory?

They surveyed the market

Followed the sales figures of last 5 years


Can there be any other means through which the company
can predict the sales?

Multivariate analysis It is defined as all statistical techniques


which simultaneously analyze more than two variables on a
sample of observations

Trend analysis surveys consisting of a series of cross


sectional surveys at two or more points in time with a new
sample on each occasion.
In In lakhs In In In number In thousand
lakhs hundred hundred
Sl. No. Sales Market potential in No. of No. of No. of the Populations
the territory shops dealers popular brands

1 10 16 8 7 12 71
2 8 12 6 6 13 59
3 45 28 19 36 6 135
4 58 43 19 49 2 149
5 10 14 6 12 13 70
6 5 7 4 3 11 45
7 12 16 9 17 13 58
8 56 35 18 45 2 148
9 25 19 15 28 9 103
10 29 24 13 29 9 115
11 52 31 16 40 3 145
12 48 27 18 38 4 139
13 51 32 17 42 3 146
14 9 16 8 8 16 68
15 11 15 7 14 13 73
Excel
In In lakhs In In In number In thousand
lakhs hundred hundred
Sl. No. Sales Market potential in No. of No. of No. of the Populations
the territory shops dealers popular brands

16 21 16 10 20 11 85
17 4 6 2 2 14 56
18 18 18 7 18 14 68
19 9 15 9 9 14 67
20 8 15 7 4 14 62
21 19 19 8 19 13 70
22 24 15 16 21 16 1 00
23 30 25 15 30 9 1 23
24 26 15 14 26 13 1 02
25 42 26 18 31 6 1 33
26 6 9 5 5 12 58
27 20 17 11 19 12 80
28 28 19 10 27 8 114
29 50 30 15 39 4 1 40
30 46 29 17 35 5 1 34
Lux
Hamam
Dove
Flama
Fair Glow
Cinthol
Dyna
Dettol
Savlon
Lifebuoy
Facing the cut throat competition
Increasing plant capacity for more production
Product Differentiation through packaging and
advertisement
Product line extension
Customer satisfaction
Introducing in various Size
TQM
Conclusion