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An Exploratory study to identify & develop the distribution channel For Hager India in Navi Mumbai Region
Corporate Guide
Mr.Tejas Doshi
Faculty Guide Prof. Purshottam Patil
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Board of Directors
Chief Operating Officer
Philippe Ferragu
Bertard Schmitt
Strategic Unit
L&T and Hager have partnered since 1996 to bring the systems concept in Building Electricals to India. While it has been the 50th year of being into business for Hager, it has been the 10th year of a mutually beneficial partnership for both, L&T and Hager in India. .
Project engineer
Electrical consultant
Target customer
Electrical contractor
Project engineer
Decision maker Of respective company
Electrical consultant
Core
Competences
Electrical contractor
Influencer Execution of electrical installation
Details
Project Engineer
Core
Finding retail chains. Arrange meeting with them. Understanding challenges & new prospects Demonstration of our products, giving them efficient electrical management system .
Details
Electrical consultant
Core
Details
Electrical contractor
Core
Influencer
Execution
KFC
MAHARASHTRA
13 RESTAURANTS
Revenue Generated
PAN INDIA
60 TO 80 PER YEAR
- Customer Segment
Market
segment
Business database
Stock management
FINANCIAL BACKUP
FINANCIAL STATUS
BANKERS
- RELATONSHIP
WITH DEALERS
-RETAILERS -END USERS
Market share
100 90 80 70 60 50 40 30 20 10 0
19 8
19 11
21 4
18
GE
SIEMENS
Hager
se
L&T
Indo asian
other
Competitors strategy
SUPPLIER INCENTIVE
SEIMENS Cash Discount, Turnover Discount, Product Focus Discount Seminar, Direct Mailing, Gifts, Product Demonstratio n Only in newspaper Advt. 50%
PROMOTIO N
Seminar, Gifts
CONTRIBUT ION
Gifts 100%
----------
4.35
4.3 4.25 4.2 4.15
PRODUCT SERVICE PACKAGING BRAND
DRIVER INDEX
L&T SIEMENS Hager BCH SCHNEIDER
6 5 4 3 2 1 0
QUALITY PRICE AWARENESS AVAILABILITY CRM
Distributor Meet
Potential Dealers
POTENTIAL DISTRIBUTORS
A GRADE Electricians
Objectives of distributor meet . 1. Identifying the distributor 2. follow- up 3.Promotion Brand awareness
Interact with new dealers. Understanding challenges Improving qualitative & quantities relationship.
19
Questions?