Introduction PDF

SOLAR ENERGY SOLUTIONS PVT. LTD.
MM-493 ENTREPRENEURSHIP & MARKETING
Submitted by
Adnan Zahid (2011017)
Faisal Saleh Yaqub (2011093)
Hamza Mohsin (2011118)
Muhammad Javed (2011152)
Muhammad Saad (2011281)
Muhammad Umair Naseer (2011304)
Nubeer Ahmed (2011335)
Submitted to: Dr. Noor Muhammad
Date: May 18, 2015
Solar Energy Solutions Pvt. Ltd.
ABSTRACT
This report highlights the opportunity of starting a new venture in solar panel sale and service. The
market research gives an idea of the potential customers. The business model explains the vision,
mission statement and strategic assets of this new venture. A complete business plan related to the
above mentioned venture has also been discussed that highlights industry, products and services,
operations plan and management hierarchy. The total initial investment is expected to be Rs. 2-4
million and business angels, banks and Prime Ministers Youth Loan Scheme are a source of such
an investment. Products are to be imported while ensuring installment and maintenance related
activities.
Table of Contents
1.
INTRODUCTION............................................................................................................................... 1
2.
MARKET RESEARCH ..................................................................................................................... 1
3.
2.1.
Primary Research ....................................................................................................................... 1
2.2.
Secondary Research .................................................................................................................... 2
BUSINESS MODEL ........................................................................................................................... 2

3.1.
Core Strategy ............................................................................................................................... 2
3.1.1.
Vision .................................................................................................................................... 2
3.1.2.
Business Mission .................................................................................................................. 2
3.1.3.
Product/Market Scope.......................................................................................................... 2
3.1.4.
Basis for differentiation ....................................................................................................... 2
3.2.
Strategic Resources ..................................................................................................................... 3
3.2.1.
Core Competencies ............................................................................................................... 3
3.2.2.
Strategic Assets ..................................................................................................................... 3
3.3.
Partnership Network .................................................................................................................. 3
3.3.1.
3.4.
4.
Suppliers ............................................................................................................................... 3
Customer Interface ..................................................................................................................... 4
3.4.1.
Target Market ....................................................................................................................... 4
3.4.2.
Fulfillment and Support ...................................................................................................... 4
3.4.3.
Pricing Structure .................................................................................................................. 4
BUSINESS PLAN ............................................................................................................................... 4

4.1.
Executive Summary .................................................................................................................... 4
4.2.
Company Analysis ...................................................................................................................... 5
4.3.
Industry Analysis ........................................................................................................................ 5
4.4.
Analysis of Customers Competition ......................................................................................... 5
4.5.
Products/Services ........................................................................................................................ 6
4.5.1.
Solar Panels.......................................................................................................................... 6
4.5.2.
Battery................................................................................................................................... 6
4.5.3.
Solar Charge Controller ...................................................................................................... 6
4.5.4.
Solar street Lights ................................................................................................................ 6
4.5.5.
Solar Water Pumps .............................................................................................................. 7
4.5.6.
Services ................................................................................................................................. 7
ii

4.6.
5.
4.6.1.
Sales ...................................................................................................................................... 7
4.6.2.
Services ................................................................................................................................. 7
4.7.
Management Team ..................................................................................................................... 7
4.8.
Risks and Assumptions ............................................................................................................... 8
FINANCIAL PLAN ............................................................................................................................ 9

5.1.
6.
Government Youth Loan Scheme ............................................................................................. 9
5.1.1.
Loan Repayment................................................................................................................. 10
5.1.2.
Services to be Provided....................................................................................................... 11
5.1.3.
Proposed Equipment cost................................................................................................... 11
MARKETING STRATEGY ............................................................................................................ 11

6.1.
7.
Operations Plan ........................................................................................................................... 7
Marketing Mix .......................................................................................................................... 11
6.1.1.
Product ............................................................................................................................... 12
6.1.2.
Price .................................................................................................................................... 12
6.1.3.
Place ................................................................................................................................... 13
6.1.4.
Promotion ........................................................................................................................... 13
6.2.
Market positioning .................................................................................................................... 14
6.3.
Product Support ........................................................................................................................ 14
6.4.
Advertising and promotion method ........................................................................................ 15
6.4.1.
Flyers .................................................................................................................................. 15
6.4.2.
Posters................................................................................................................................. 15
6.4.3.
Value Additions .................................................................................................................. 15
6.4.4.
Follow-Up ........................................................................................................................... 15
6.4.5.
The Internet ........................................................................................................................ 15
GROWING THE BUSINESS .......................................................................................................... 16

7.1.
Size and Sector of the Firm ...................................................................................................... 16
7.2.
Category of the Firm................................................................................................................. 16
7.3.
Main Reasons for Start-up ....................................................................................................... 16
7.4.
Life Cycle Model for an Entrepreneurial Firm ...................................................................... 17
7.4.1.
Stages and Age of our Firm ............................................................................................... 17
7.4.2.
Reasons for Growth............................................................................................................ 18
7.5.
Growth Model ........................................................................................................................... 18
7.5.1.
Greiners Growth Model (1972) ........................................................................................ 19

iii

8.
CONCLUSIONS ............................................................................................................................... 20
APPENDIX ................................................................................................................................................ 21
iv
1. INTRODUCTION
Solar Energy Solutions Pvt. Ltd. is the business organization we are interested in setting up. It
is a sale and services company that will focus on providing potential customers with good quality,
efficient and cost-effective solar equipment along with its installation and bi-yearly maintenance
services. This new venture is supposed to be established in Islamabad keeping in view the vacuum
available in the renewable energy sources market especially in a country like Pakistan already
facing energy shortfall issues. The market research proves that the customers are interested in solar
energy as a solution to the problem of load-shedding. General households, small industries,
educational institutions, hotels and hospitals etc. are expected to be our potential customers. The
business model of our organization explains the vision, mission, strategic resources and the factors
that differentiate us from our competitors. Solar panels, batteries, solar charge controllers, solar
street lights and solar water pumps are the products our company intends to deal in. We are
interested in importing most of the solar equipment from countries like Germany, China, Taiwan,
South Korea etc. while some of the equipment is available in Pakistan and different suppliers
would be contacted for the purpose. As far as the finance is concerned, business angels, banks and
governmental youth loan schemes are expected to be a source of initial investment. Marketing
Mix is considered to be an effective strategy in coping with the issues of marketing the products
and services. Marketing strategy is intended to be based on the 4 Ps of marketing and all sorts of
media i.e. print, electronic and social media would be used for the purpose. Since this firm is a
small organization, Greiners Growth Model has been used to explain the growth stages we believe
our business will go through. The main reason for start-up of this venture is to provide Pakistanis
with the best available renewable energy source in the form of solar panels to help them fulfill
electricity needs. Once the business is setup, we are interested in expanding it to other parts of the
country. What differentiates us from our competitors is the quality, efficiency and cost
effectiveness of our products and services. We have a website that will enable us to be in constant
contact with our customers through which people will be allowed to buy products as well as
register complaints related to maintenance activities.
2. MARKET RESEARCH
Both primary and secondary research methods have been used for the market research of solar
panel sale and service. Primary data has been taken by the use of questionnaire and contacting
potential partners while for secondary data, internet has been used as a source of information.
2.1.
Primary Research
In primary research, we visited Catkin engineering Islamabad and inquired about the sale and
service of solar products they provide to their customers. We also got a questionnaire filled from
one of the customer who had visited their office at that time. Catkin engineering representative
provided our group member with the pricing detail of their solar products and the services they
render to the people of Islamabad. The representative mentioned that his company provides a 25
year warranty of solar panels whereas most companies in Islamabad provide a 15 year warranty of
solar panels. The reason behind this increased warranty of solar panel was known to be the quality
1

of solar panel. The representative mentioned that his company imports solar panel from a Chinese
company named Yingli Solar, which is one of the largest solar panel manufacturing companies in
the world. The representative also apprised us with the information that sale of solar modules
ranging between 300-500 watt is far more that the sale of other solar modules. Apart from this, we
had prepared a questionnaire and got it filled from people belonging to Islamabad. See Appendix
for questionnaire.
2.2.
Secondary Research
In secondary research, the data was collected from online sources such as newspapers, digital
magazines and online databases, interviews. In this type of research it has been found that most of
the people living in Islamabad belong to middle and upper middle class. Research has shown that
40% of the shop visitors that come to check the prices buy solar modules. 80-90 % customers are
satisfied with the working of solar products and found it a great source of alleviating their problems
due to energy shortfall. So far, research has shown an increased sale of 300-600 watt Photovoltaic
modules which could light up two fans and two energy savers almost up to 12 hours.
3. BUSINESS MODEL
The business model of our organization explains the vision, mission, strategic resources and the
factors that differentiate us from our competitors. It also discusses the potential customer markets,
customer interface and the supplier network.
3.1.
Core Strategy
The core strategy of our business comprises of mission, market scope and the factors that
differentiate us from our competitors.
3.1.1. Vision
Our vision is:
To be the largest solar panel sale and service providers in Pakistan by expanding the
business in various cities throughout the country
3.1.2. Business Mission
The mission statement is as follows:
To provide cost-effective, quality and timely solar equipment sale and maintenance
services to the customers
3.1.3. Product/Market Scope
Keeping in view the demand of the renewable energy resources, the main focus of our venture is
the sale as well as service related to solar panels. Solar panels are to be imported from abroad while
providing potential customers with their installment and maintenance related services.
3.1.4. Basis for differentiation
The quality of services provided along with quick and efficient response to customer queries is
what differentiates us from our competitors. The panels and their services are low cost as compared
to existing market practices. Moreover, the customers can contact us with ease for buying as well
2

as registering a query via a very user friendly website connected with an android application for
smartphones.
3.2.
Strategic Resources
Strategic resources mainly include the core competencies and the strategic assets we own.
3.2.1. Core Competencies
Our competencies are related to the factors that differentiate us from our competitors. These
include the low cost and quality solar panels along with their installation, and the timely response
to the customer queries for maintenance related activities.
3.2.2. Strategic Assets
The solar equipment (solar panels, solar street lights, solar water pumps) and
installation/maintenance tools are important assets to our business. The quality of our team that
includes engineers and well trained lower level employees are also vital for the firm. Our sale and
service is based on the market research that focuses mainly on the potential customers.
Table 1: Equipment list for solar panel
Sr. #
1
2
3
4
5
6
3.3.
Equipment
Batteries
Charge Controllers
Inverters
Solar UPS
Cables
Connectors
Partnership Network
Our partnership network is composed mainly of our suppliers.

3.3.1. Suppliers
Our suppliers are based in China, Taiwan, South Korea, Germany and Pakistan. All the solar
equipment except batteries is to be imported from these suppliers as the relaxation on tax duty has
been given by government on import of solar panels.
Table 2: Solar Equipment suppliers list
Sr. #
1
2
3
4
5
Country
China
South Korea
Taiwan
Germany
Pakistan
Supplier
YINGLI SOLAR, SUNTECH
LG Solar Panels, SolarPark
Power Master, NEO SOLAR POWER
SOLARWATT, SOLARWORLD
Exide, AGS, Nizam Energy, Catkin
Engineering
3.4.
Customer Interface
We have a very user friendly website and android application for interacting with our customers.
The target market, support services and the pricing structure is discussed briefly.
3.4.1. Target Market
General household consumers, super-markets and agricultural sector is the target market our firm
intends to compete in. Moreover, educational institutions (schools and colleges) are also the focus
of our organization.
3.4.2. Fulfillment and Support
Customers can contact us via a website where they can place orders as well as register queries
related to the maintenance activities. Within the least possible time (~ 8 hours), customers order
will be processed and delivered free of cost. On receiving any complaint, our team will respond
quickly. Free check and maintenance facility after every 6 months the customer is to be provided
with.
3.4.3. Pricing Structure
Our solar equipment costs less as compared to the market prices. Initial maintenance will be free
of cost so as to guarantee customer loyalty and satisfaction.
4. BUSINESS PLAN
4.1.
Executive Summary
Pakistan is facing energy short fall for the past many years due to which industrial sector as well
as general public has to face a lot of problems. UPS and generators have to be used which result
in increased electricity bills. In order to overcome this energy shortfall one best and quick solution
to this problem is the use of solar energy. Solar energy is available free of cost and can be converted
to electricity with the help of Solar panels. Solar Energy Solutions Pvt. Ltd. is an Islamabad based
company which will provide cost effective and quality solar panel sale and services to its esteemed
customers. Keeping in view the energy shortfall and demand of solar panels the government has
reduced the import duty on solar panels to a considerably low level. This would definitely boost
the sale of solar products in Pakistan and thereby enhance the customer base of our products and
services. The company will provide the services in the areas of photovoltaic, solar panel
installation, solar water heating and repair of solar equipment, whereas sale of solar panels,
batteries, charge controllers, solar water pumps and solar lights would also be carried out. The
target customers of our business would be general households, agricultural sector and small
industries in Islamabad industrial estate. The funding for the company is acquired from various
sources such as Microfinance (Banks), Government Youth Loan schemes and Business Angels.
There is lot of business space available in the solar panel industry of Pakistan. Recently, people in
Pakistan have increasingly begun to use solar energy as a good solution to energy shortfall
produced due to lack of conventional energy. Good quality solar panel and its related equipment
would be imported from suppliers in China, Taiwan, South Korea and Germany.

The marketing research regarding the solar products sales and services in Islamabad has been
conducted through both primary and secondary research. For marketing our product and services
we have used 7Ps marketing strategy. Various sources of marketing such as social media, print
and electronic media have been used to market our product. The business can be setup in a period
of one to two months with the help of proper equipment, funding and human resource. Initially,
management and staff comprises of two engineers, two skilled and three semi-skilled workers. The
cost to set up the business has been Rs. 2,000,000 approximately which includes shop rent,
equipment, utilities, salaries and other operational costs.
4.2.
Company Analysis
The office of the company would be set up in F-8 sector, Islamabad. The company aims to provide
affordable, quality and efficient solar panel sale and services to the residents of Islamabad in
particular and other sector of the society such as industrial and agricultural sector in general. Good
quality solar panel and its related equipment would be imported from suppliers in China, Taiwan,
South Korea, Germany and Japan. The company will provide the services in the areas of
Photovoltaic, Solar Panel installation, solar water heating and repair of solar equipment, whereas
sale of solar panels, batteries, charge controllers, solar water pumps and solar lights would be
carried out. The management of the company comprises of one manger and three assistant
mangers.
4.3.
Industry Analysis
There has not been much saturation in the solar panel sale and service industry in Pakistan in
general and in Islamabad in particular. So there is quite a lot of space or vacuum that needs to be
filled. This is where our company aims to attract the customers by providing the potential
customers with valuable, cost-effective and quality sale and services of solar panels and its related
equipment. Main competitors are:
Electro-Pak, Blue Area, Islamabad

Nexton Solar G8/2, Islamabad
Thermovision (Pvt.) Ltd., Islamabad
Apart from these main competitors there are several small scale businesses related to solar
equipment sale and service. At present the online presence of solar product sale and service
companies is almost negligible. Most of these companies do not have a dedicated company website
which makes it difficult for the customers to reach out to them. In this scenario our company aims
to capture this amazing opportunity of providing quality and affordable Solar services to the
potential customers.
4.4.
Analysis of Customers Competition
The prices of solar products in Islamabad are ever rising and most of the people living in Islamabad
have to go to Rawalpindi in search of affordable Solar systems and related services. One of the
probable reason for this is the type of people living in Islamabad. Islamabad is considered to be
one of the most developed cities of Pakistan as it is the capital city as well. So, all the foreign
diplomats, CEOs of big companies and heads of governmental organizations reside in Islamabad,

with many companies having their headquarters established in Islamabad. So, Islamabad is
considered to be a city of wealthy people which could be one reason of high prices.
The residents of Islamabad have been upset by the electricity shortfall that has disturbed there
social as well as practical life. With power outages reaching 12-14 hours in a day it becomes almost
impossible to carry out routine activities normally. People are unable to sleep and perform their
work properly. In this scenario, an increasing number of people is moving towards renewable solar
energy products such as solar fans, solar tube lights and many other solar related products. So far,
research has shown an increased sale of 300-600 watt Photovoltaic modules. Solar products sale
becomes more than thrice in summer as compared to winter when sun is not blazing with full
intensity light. Research has shown that 40% of the shop visitors that come to check the prices buy
solar modules. 80-90 % customers are satisfied with the working of solar products and found it to
be a great source of alleviating their problems due to energy shortfall.
4.5.
Products/Services
4.5.1. Solar Panels

Our company will import following three types of Solar panels:
Mono crystalline
Poly crystalline
Multi crystalline
The amount and specifications of solar panels being imported will depend on the customer demand
and requirements. The target market is:
General households
Small industries
Educational institutions
Hotels
Commercial areas (Retail Outlets and Beauty Saloons etc.)
Corporate sector (billboard and hoarding)
Hospitals
4.5.2. Battery
Battery is an important component of a photovoltaic system. The electrical energy being produced
by the Solar panel is stored in batteries. Lead-Acid and dry batteries would be purchased from
local suppliers in Pakistan such as Exide and AGS. The customer purchasing the solar panels
would have to buy this in order to store solar energy.
4.5.3. Solar Charge Controller
Solar charge controller is a device that controls the flow of charge from solar panel to battery.
These charge controllers would be purchased from local companies in Pakistan.
4.5.4. Solar street Lights
These lights would be imported from suppliers in China, Taiwan, South Korea, Germany and
Japan. The potential customers for these products would be government institutions and residential
societies.
6

4.5.5. Solar Water Pumps
These are solar powered water pumps specifically designed for the agricultural sector. These
would be purchased from local suppliers in Pakistan. Solar water pumps would be sold to the
agricultural sector.
4.5.6. Services
Renting of Solar systems and related products to customers on demand such as provision
of solar powered lightening facility at events.
Installation of solar equipment
Efficient repair and maintenance of already installed equipment
On the job training to the workers
10 year product warranty (material) and 25 year solar panel output warranty.
Online and manual order booking with the facility of various online payment modes.
Quick processing of online order and instant delivery of booked orders.
4.6.
Operations Plan
Good quality solar equipment is to be imported from different suppliers as mentioned in Table 2.
The sales and service operations are the main focus of our business. Making them efficient is what
we intend to do. Both of the operations are discussed below.
4.6.1. Sales
Sale of products would be carried out both online as well as at the shop. The customers could place
their orders online at our website (www.solarenergysolutions.com.pk). These orders would be
processed with in five working hours of placement and delivered to the customer using delivery
services such as TCS, DHL and Leopard. The customers would have the option of making the
payment online or come to our shop in person. The online payment is made easy by providing the
valuable customer with the facility of various payment modes such as credit card, easypaisa etc.
4.6.2. Services
The operation of services would be carried out in the following manner:
4.7.
Customers lodges a complaint or asks for maintenance of solar equipment.

Customer complaint or service request noticed by our company representative.
Customer complaint or service request forwarded to the technical section.
Technical team comprising of engineer, one skilled and two semi-skilled workers reaches
at customer address within five working hours.
Technical team resolves customer complaint or provides solar equipment service.
Customer feedback received by the company representative within two hours of complaint
resolution or service provision.
In case of dissatisfaction, technical team again looks into the matter until matter is
completely resolved and customer is fully satisfied.
Management Team
The management of the company comprises of one manger and three assistant mangers. Manager
would be responsible for handling the overall affairs of the company be it financial, social or
technical. Assistant managers would be liable to him and follow his directions.
7

The three assistant mangers would be as following:
Assistant Marketing Manager

Assistant Finance Manager
Assistant Technical Managers
Assistant Marketing Manager would devise the marketing strategy of the company and would be
responsible for launching of new product or service in the market. He would decide upon the
relevant means to promote the business.
Assistant Finance Manager would look after the finance related matters of the company such as
profit, loss, cost and revenue. He would be responsible to look for the potential sources of funding
and prepare a proper balance sheet of the accounts of the company.
As far as the Assistant Technical Manager is concerned, there would be two of them; both being
engineers would look after the technical affairs of the company. With each engineer there would
be one skilled and two semi-skilled workers.
CEO
Marketing
Manager
Finance
Manager
Assistant
Marketing
Manager
Assistant
Finance
Manager
Skilled
Worker
Electric
Manager
Assistant
Technical
Manager
Two Semiskilled
Workers
Assistant
Technical
Manager
Skilled
Worker
Two Semiskilled
Workers
Figure 1: Organizational Hierarchy of Management Team
4.8.
Risks and Assumptions
There is always some risk and uncertainty involved in the new ventures or startups. Following are
three types of uncertainties present while starting a new business:
State Uncertainty
Response Uncertainty
Effect Uncertainty
8

In Pakistan, one is always faced with state uncertainty as there is problem of terrorism, unstable
government and changing political scenarios. The inflation and price hike is another issue that
could create uncertainty as the price of solar equipment has decreased due to reduction in import
duty but this relaxation in import duty could be taken back by the government any time. But while
starting a new business one must be optimistic and assume that things do not change dramatically
and political situation remains stable.
There is always an uncertainty regarding the response of the customer towards the products and
services but provided that good services are given to the customers, this uncertainty could be
lessened.
5. FINANCIAL PLAN
Financial resources are very important in the establishment as well as the growth of any business.
Being interested in starting a new venture, we intend to make a proper and effective use of all the
available financial resources. This would be helpful in not only developing trust of potential
investors but also provide us with opportunities to expand and grow our business. The initial
investment can be obtained from:
Business Angels
Microcredit finance (Banks)
Government youth loan schemes
The total cost of the venture is expected to range from Rs. 2-4 million. Given the importance of
investing in this sector, several business angels (close relatives) are willing to invest. Several banks
are offering business loans including Bank Alfalah (Alfalah Karobar Finance, Alfalah Quick
Finance), Standard Chartered Bank (Term Loans), Muslim Commercial Bank (MCB Personal
Loan) and Khushhali Bank Limited.
Initial investment from the above mentioned sources can help in establishing the business. Once
the business is set up, revenues are expected to be generated that will be enough to repay the loans
taken from the potential investors. The business is expected to be very profitable keeping in view
the demand of alternative energy sources in Pakistan.
5.1.
Government Youth Loan Scheme
Government youth loan scheme is the most attractive and most beneficial method for getting
business invested during the early stages while setting up a new business in the solar panel sale
and service. The tentative cost structure that includes capital and operational costs for one year is
given in the Table 3. This is in accordance with the youth loan schemes initiated by government
of Pakistan to allow young entrepreneurs initiate a new business. There is a special scheme for
youth to invest in solar panel sale and service business in order to cater the energy needs currently
faced by the Pakistani population at large. Government is ready to invest in this type of venture in
the form of loan and has itself devised a tentative cost plan to make it easier for young
entrepreneurs in establishing their own business.

Table 3: Tentative Cost Structure
Sr.#
1
2
3
4
5
6
7
Item
Shop Rent
Equipment and
Tools
Overhead setup cost
Total Capital Expenditure
Staff Salary
Consumables
Utilities
Other operational
Cost
Total Operational Cost
Total Cost
Cost (Rs.)
300,000
550,000
1200,000
970,000
350,000
100,000
180,000
100,000
730,000
1,700,000
5.1.1. Loan Repayment

The loan is to be repaid to the government in accordance with the schedule mentioned in the Table
4. The project life as estimated by the government is 8 years. 8 % interest is being charged on
annual basis. There are 12 payments per year while the principal amount for first year is 0.
Table 4: Summary of loan repayment and expected profit earned
1
Repayment
0
Principal
(Rs.)
136,000
Interest
(Rs.)
Total
Repayment 136,000
(Rs.)
Minimum
8%
Earning to
Cover Loan
amount
25.6%
Expected
Return %
Expected
436,000
Return
Amount
(Rs.)
300,000
Net Profit
(Rs.)
2
188,781
3
204,450
Years
4
221,419
129,178
113,509
96,540
78,162
58,259
36,704
13,360
317,959
317,959
317,959
317,959
317,959
317,959
317,959
18.7%
18.7%
18.7%
18.7%
18.7%
18.7%
18.7%
40.8%
43.7%
49.0%
54.0%
59.9%
65.8%
71.6%
692,959
742,959
832,959
917,959
1,017,959
1,117,959
1,217,959
375,000
425,000
515,000
600,000
700,000
800,000
900,000
5
239,797
6
259,700
7
281,255
8
304,599
10

For detailed interest payment schedule, see Appendix.
5.1.2. Services to be Provided
The services to be provided as demanded by the loan scheme are given below:
Purchase of good quality and appropriate solar equipment

Installation of the equipment
Efficient repair and maintenance operations of equipment
On-the-job training to unskilled/semi-skilled workers
All the above mentioned services are exactly what our new venture is all about as also discussed
in the executive summary. The governments youth loan scheme is an excellent opportunity for
young entrepreneurs to start their own business. This business is profitable and the opportunity is
there to invest both time and money for establishing an organization that grows and reaches the
maturity stage at the end.
5.1.3. Proposed Equipment cost
The solar panels main equipment will cost according to the prices listed in Table 5. There is a
range of available equipment based on quality and efficiency. This cost analysis is based on the
market research we carried out.
Table 5: Proposed equipment cost (range) for solar panel equipment

Sr. #
1
2
3
4
Equipment
Solar Panel (100 W)
Battery
Inverter
Charge Collector
Cost (Rs.)
7000-15,000
12,000-40,000
14,000-35,000
6000-40,000
Warranty
10 years
8 years
8 years
Life span
20-25 years
12-15 years
12-15 years
6. MARKETING STRATEGY
By definition, Marketing Strategy is the fundamental goal of increasing sales and achieving a
sustainable competitive advantage.
6.1.
Marketing Mix
Marketing Mix is a tool used to market the product in such a way so as to increase profits. The
Marketing Mix strategy is very crucial especially when determining a product and it is often
associated with the 4 P's marketing strategy: price, product, promotion, and place. When we look
over the service marketing, the 4 Ps are expanded to the 7 P's and these 7 P's are used to look over
different type of services.
11
Product
Place
4P's
Price
Promotion
Figure 2: 4 P's of marketing known as the "Marketing Mix"

We are interested in the Marketing Mix strategy for the promotional purposes of our new venture.
This strategy is going to be very helpful in not only the initial stages but also when the business
enters the growth stages.
6.1.1. Product
For marketing purposes, we need to evaluate the product from the consumers perspective of
rational and emotional attitudes towards solar technology business. These attitudes affect the desire
of a purchaser or a customer. Buyers reaction to solar technology (e.g., price, reliability, quality
issues) informs about the marketing and communication approaches by identifying both
opportunities the strengths and positive attributes that should be highlighted and the barriers
which should be overcome the concerns and issues that prevent sales of a product.
So, we have decided to tackle this challenge in such a way that enables us to satisfy our customers
as well as promotes loyalty and trust. On looking deep into the market, we have decided to make
sure that our marketing strategy is based on what is common on the International marketplace.
Now a days, many people focus on the quality along with the reliability of a product, so special
attention is to be given on importing or buying solar equipment of international quality standard
so that the customers are satisfied with the product they are looking to buy.
6.1.2. Price
Price is one of the important barriers which determines the solar market place; many governments
are addressing the financing issues in solar projects in order to help and overcome consumer price
concerns. Now a days, financing mechanisms are easily accessible to solar power and the
equipment is available to new customer groups whether they need it for commercial use or private
12

use. However, government must ensure that the customers are aware of these new financing
strategies and aggressively promote the financial value of solar products to consumer targets.
The price of our product is very low as compared to the competitors present in the market. Along
with this, we provide additional facility which our competitors are not providing so far, that is,
buying on installments. This will definitely help those customers who cannot pay the whole
amount in one go. It will develop trust and will also allow lower middle class people to avail with
this opportunity in particular. Our product will have different price ranges with different plans
depending on the type of customers.
A business can use various pricing strategies when selling a product. The price is decided in order
to maximize profit as per each unit sold or from the market overall. It is also used to defend the
existing market from new entries and to increase the market shares within a market or a new
market. Businesses are affected by variation in prices depending on the needs and behavior of
customers and consumers in a particular market. Adopting the right pricing strategy is very
important factor in running a successful business. Our pricing policy will be demand based, like if
the demand of solar panels increases, then definitely we will increase our profitability.
6.1.3. Place
The place or channels through which solar panels are available to customers is also very important.
This is an area where solar panel programs have a significant role according to their work with
installers, developers, suppliers and manufacturers. Building a strong supply network is difficult
to keep up with increasing demand, it is important to ensure that customers can easily find an
installer which is a part of this task. Government should also look at how complex and complicated,
the solar sales process can be for consumers as well as suppliers and how solar programs can
minimize and ease the transaction process.
Some of the people only focus on the places where customers come and buy a product. But what
we have planned is really surprising. It will differentiate us from rest of the crowd. We have
decided to sell our product through internet also. Now a days everyone is selling its product
through internet but there are very few solar equipment related firms in all over Pakistan dealing
things via internet. We have decided to launch our venture in Islamabad at first and then expand it
to the rest of the country once the setup is in place and the business is gaining popularity. Given
the current energy shortfall in the country and the growing demand of renewable energy resources
in cities like Islamabad, Lahore etc., people will definitely be interested in purchasing a product
that meets their needs and demands whether it is industrial or commercial sector. The benefits
associated with this type of strategy include:
Advertising our product not only in one city, we target the whole country (once our
business is set up in Islamabad).
Cheapest way to advertise any product or service.
6.1.4. Promotion
Promotion of solar panels and their sale should be a primary focus as per government programs
which are looking to increase the visibility and ability of solar installations and broaden the appeal
of their solar incentive programs. Using communications and promotional strategies to favorably
13

present solar panel systems in the market place and ensuring that the right messages are presented
to the public will help build a strong market for solar panel technologies. Given our interest in not
only the sale of solar equipment but also the provision of installation and maintenance services,
proper promotional strategy has been devised.
Many people look for banners and many supplies directly approach the customer in order to
advertise the product. We are interested in starting a campaign in which we would educate the
customers regarding solar panel energy systems so that the people are aware of the product they
are buying and the services they will be provided with. Along with online activities, these manual
operations will be very beneficial in long term business because through this strategy we will be
able to make contacts with people and ensure the development of trust and satisfaction as far as
the customers are concerned. It will also enable us to approach profits in an efficient and effective
way.
6.2.
Market positioning
Normally, in any business, existing market competitors do not permit the entrance of a new person.
Luckily, in Pakistan, we have no competitor who can influence our business at a large scale. Our
main focus with this new venture is on the:
Quality of our products and services

Price of our products and services
Brand Image
For the quality assurance purposes, we will make sure the import of QC passed solar equipment
as almost all the suppliers we are interested in doing business with are ISO certified. It will ensure
the consumer about the reliability of our products and services. All the related products are
manufactured in accordance with the international standards already in place for the purpose. If
we look on the profitability, it will be on limited basis. At initial stage we will focus on customer
attention rather running after money.
Since our venture is to be launched in Islamabad, we have been very thorough regarding the market
research phase. Our competitors are not proving the online facilities for buying and registering a
complaint. Moreover, we are delivering the solar equipment along with its installation and planned
maintenance services. The cost related to our products and services is also a factor that can be
helpful in becoming market leaders.
6.3.
Product Support
Product support is very important to run any business. It is always difficult in the initial stages to
deal with the difficulties and problems associated with the support functions. We have decided to
provide:
Free delivery of solar equipment

Low installation cost as compared to the competitors
Six months free maintenance services
Quality and efficient provision of services
14

It is a way to win customers confidence and loyalty. Many companies in other markets have
adopted this policy and they are very successful so far.
6.4.
Advertising and promotion method
Before a business starts to market a product, it is extremely necessary to reach a customer who you
really want to attract in order to make him buy the product or go for the respective services. Once
a target customer has been identified, then comes the stage to market the product or service. Most
of these methods enlisted below are low cost (sometimes called guerrilla marketing) and we can
use different ones at different stages of our business cycle, or we can utilize them all at once
according to the situation.
6.4.1. Flyers
It is like a carpet-bombing method with low cost. Since our business concerns the sale and service
of solar equipment, a flyer can be very handy in promoting the business. Our flyer would be brief
and to the point, highlighting the product we are selling along with contact information. We are
interested in providing a free appraisal, coupon or discount cards as well.
6.4.2. Posters
Large supermarkets, public boards and malls offer free advertising boards for announcements and
advertisements. This is a hit or miss method, but we will try to make our poster reasonably visible
and have removable tabs that the customers can present for a discount. We will mark each location
a different color so that we have an idea from the tabs where the most leads are being generated.
If there is one area that is producing the majority of our leads, we can better target that area only
at the initial stages (flyers, ads in papers catering those areas, cold calling etc.).
6.4.3. Value Additions
It is one of the most powerful selling points for any new product or service. On the surface, value
additions are very similar to coupons and free appraisals, but they are aimed at increasing customer
satisfaction. It will include guarantees, discounts for repeat customers, point cards and referral
rewards. Often the deciding factor for a person is picking between one of two similar shops are
whether he or she has a point card or preferred customer card. Often we just have to state something
that the customer may not realize about our product is launched. When we are making advertising
materials, the value additions will be highlighted.
6.4.4. Follow-Up
Follow-up questionnaires are one of the best sources of feedback for how our ad campaign is going.
Why did the customer choose our product? Where did he or she hear about it? Which other
companies had he or she considered? What was the customer most satisfied with? What was least
satisfying? Also, if our job includes going to the customer, we will make sure to slip a flyer into
the nearby mailboxes, as people of similar needs and interests tend to live in the same area.
6.4.5. The Internet
It is difficult to ignore the importance of Internet for marketing purpose. The previous methods of
marketing have not changed in the last 20 years. The Internet has been born and evolved rapidly
during that same time.
15

It is nearly impossible that a company, even a local caf will not have at least a website with the
vital details such as location and hours. Not having an online website means not having a point of
access for the growing number of people who Google first when they want to make a buying
decision. However, the technology has evolved to the point where Word Press just one
example of a free HTML editor can meet all these needs. Our customers will be connected to us
via a very user friendly website connected to an android application.
7. GROWING THE BUSINESS

The growth of a business is very important parameter that is essential for a business to withstand
the market pressure in order to establish a name that becomes a symbol of excellence associated
with the firm. Establishing a business is one thing, keeping up the pace with the market and
delivering under severe market pressure is what enables an organization to mature in the respective
market place. Several factors are responsible for a firm to grow in the type of industry it is dealing
with.
7.1.
Size and Sector of the Firm
According to the statistical definitions of small and medium sized enterprises (SMEs), the small
service organization is one which has less than or equal to 50 employees and a small trade
organization is one having less than or equal to 20 employees. According to these definitions our
firm fits into both of these definitions; our firm is a small solar panel sale and service firm because
we intend to have less than 50 employees and we provide services of installation and maintenance
of solar panels. Our firm is also a small trade organization because we have less than 20 employees
and it also involves import of Solar Panels from China, Taiwan, Germany and Denmark.
7.2.
Category of the Firm
Firms are categorized based on several factors. They are either small sized or are considered large
organizations. Most of the firms fit into one of the types discussed in Table 5.
Table 6: Categories of small firms
Type
1.Lifestyle
2.Small Profitable
3.High Growth
Drivers
Independence, autonomy
Comfortable living
Cash flow and profits
Autonomy and control
Sales and profit growth
Attract venture capital
According to these types our firm can be fitted into Lifestyle and Small Profitable firm
category. Being a new venture, we will have the independence and autonomy to deal with the
business related issues. It will enable us to make enough profits that ensure comfortable living.
7.3.
Main Reasons for Start-up
Main reasons for start-up are Pull factors (Opportunity driven). Our start-up is opportunity driven
start-up because recently, people in Pakistan have increasingly began to use solar energy as a good
16

solution to energy shortfall produced due to lack of conventional energy. Currently, there are very
few online services available in Pakistan related to solar panels and deal only in the selling of
products. So, we have captured this opportunity and started a web based online service for
installation and maintenance of solar panels in Pakistan especially Islamabad.
7.4.
Life Cycle Model for an Entrepreneurial Firm
The Growth in a Business is an increase in turnover/sales, profits; numbers employed or return to

investors or global expansion.
Figure 2: Life Cycle Model for an Entrepreneurial Firm
7.4.1. Stages and Age of our Firm

Initially, our firm will be in existence stage and in the young stage because it is the start of our
business and we hope that it covers all the stages in the life cycle model of the entrepreneurial
firm. We hope our firm will to be at the survival stage after 2.5 years, at growth stage after 5 years,
at consolidation stage after 8 years and finally at the resource maturity stage after 10 years. The
characteristics of business at each stage of development are explained below.
Existence
In this stage, we expect to have enough customers to deliver our products and services. We will be
able to expand our business into other cities as well. We will have enough money to cover the
considerable cash demands of the start-up phase and will be continually improving our services
according to the customer requirements.
Survival
During this stage, it will be realized that our firm will grow and it will be forecasted that our firm
will generate enough revenue to stay in the business. Our company will have wide customer base.
17

At this stage customers will be satisfied with our services and we will have a good reputation of
our firm in the market. We will be able to generate enough cash to break even.
Growth
Growth stage will make sure the generation of revenues and customer loyalty; there will also be
an increase in the profits. We intend to expand our business into the other cities as well. We will
have an increased focus on maintaining a better service quality and good customer relations.
Consolidation
Main focus will be on the continuous improvement of our services and we would try to add new
products and features into our business to attract more and more customers and to enhance
customer satisfaction as well as make sure we retain our customers.
Maturity
In this stage, we see our business to be at the peak in the respective industry; we will be continually
making the strategies to remain a successful solar panel sale and services company in the market.
7.4.2. Reasons for Growth
Our business will grow up to the maturity stage due to following reasons:
Type of industry
Diversification
Expanding market
Product/service development
Type of Industry
Recently, people in Pakistan have increasingly began to use solar energy as a good solution to
energy shortfall produced due to lack of conventional energy. So, this is a growing industry and
hence it increases the chance of the success of our business.
Diversification
Currently there is no online service available in Pakistan for installation and maintenance of solar
panels; so we captured this opportunity and started a web based online service for installation and
maintenance of solar panels in Pakistan. So, this also increases the chances of growth of our
business.
Expanding Market
At present, we are focusing only on Islamabad but in future we have also planned to start this
service in major cities of Pakistan, which will also help us grow in the marketplace.
Product/Service Development
We will also focus on the customer needs and demands. Customer feedback would be taken and it
would be tried to continually improve our service for the satisfaction of most of the customers.
7.5.
Growth Model
The growth model which we our company will be following is Greiners Growth Model.
18

7.5.1. Greiners Growth Model (1972)
There are six phases in the Greiners Growth Model. These stages are as follows:
Creativity
Direction
Delegation
Coordination
Collaboration
Alliances
Creativity
We are focusing on creating an online shopping place for solar products. We will also be using our
mobile app which will be linked with our website; the customer will send us a message through
website or mobile app and we will provide service to the customer in shortest time as possible.
This is a sort of new market of solar panel services in Pakistan.
Direction
The structure of our organization will be functional. Our organization will be divided into different
departments based on their functional areas i.e. finance, operations and marketing etc. and each
department will be directly responsible to the CEO of the organization. The functional
organizational structure will help in greater operational efficiency because the employees with
shared skills will be grouped together in the same functional area. We will also hire experts for
accounting and capital management because it is necessary to keep the record of financial
investments and sales/revenues.
Delegation
In this phase of our organization we will develop a decentralized system in which the power will
be distributed among the top management; among the functional heads. The profit will be centered
and the bonuses will be used to motivate the employees and in this way all employees will work
like their own organization because they will be getting bonuses other than their salaries.
Coordination
In this phase we will use formal systems for achieving a greater coordination. We will use
companywide profit sharing which will encourage the employees to identify the organization as a
whole. We will hire several staff members which will be located at the headquarters to initiate a
program to control and review the line managers.
Collaboration
In this phase we will focus on the team work. Teams will be combined across the functions to
handle the specific tasks. There will be frequent conferences of the key managers to focus the
ongoing problems. To obtain a better teamwork and conflict resolution trainings will be provided
to the managers in behavioral skills through educational programs. We will provide economic
rewards more to team performance than to individual achievement.
19

Alliances
In this phase we will form the partnership and alliances to grow further in the marketplace. In this
way everyone will get the benefit from the business value created. We will perhaps focus on
mergers and acquisitions to pursue growth. We will work with other organizations to achieve our
specific goal. I this phase we will be managing a group of companies. We will acquire small firms
which will be in our competition to achieve our organizational goals.
8. CONCLUSIONS
Given the energy shortfall in Pakistan, we believe it is an excellent opportunity to start a business
related to solar panel sale and service. The potential customers have been identified and includes
almost everyone from general household consumers to industrial sector of Pakistan. Our business
model and plan describes completely the requirements to setup this new venture. The financial
plan indicates that investment is not a problem as government and other agencies are willing to
invest in this business. We will be at a competitive advantage because off the quality of our
products and services. We expect this business to grow and our interest is in expanding it to other
parts of the country
20
APPENDIX
Questionnaire
1. Do you think solar energy could be a better and affordable solution to load shedding?
Yes
No
2. What is your approximate annual household income?
20k or less
20 - 50k
50 - 80k
80 - 100k
100k plus
3. Where is your home located?
City Centre
Urban
Suburban
Rural
4. What type of property do you live in?
Apartment/Flat
Terrace
Semi Detached
Detached
5. Are you aware of Climate Change?
Yes
No
6. Does Climate Change concern you?
Yes
No
7. Do you strongly believe in using renewable energy (Solar, Wind)?
Yes
21
No
8. How aware are you of Solar Energy Technologies?
Very aware
Slightly aware
Unsure
Unaware
9. Do you have any Solar Energy technology installed in your home?
Yes
No
10. If 'Yes', what type?
Solar Thermal (hot water)
Photo voltaic (electricity)
Both types
11. Do you think that money spent on buying solar equipment was worth it?
Yes
No
12. What factors would prevent you from installing Solar Energy Technology?
Affordability
Inconvenience
Lack of awareness
Lack of interest
Lack of trust in the technology
Other (please specify)
13. How did you come to know about solar technology and related products?
Print Media (Newspapers, Magazines, Digests)
Electronic Media (TV commercials, Ads)
Social Media (Face book, Twitter)
22
Detailed Interest Payment Schedule for Governments Youth Loan Scheme

Time
(months)
Balance
(Rs.)
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,684,837
1,669,572
1,654,206
1,638,738
1,623,166
1,607,491
1,591,711
1,575,826
1,559,835
1,543,737
1,527,532
1,511,219
1,494,797
1,478,266
1,461,624
1,444,872
1,428,008
1,411,031
1,393,942
1,376,738
1,359,420
1,341,986
1,324,436
1,306,769
1,288,984
1,271,081
Principal
Repayment
(Rs.)
0
0
0
0
0
0
0
0
0
0
0
0
15,163
15,264
15,366
15,469
15,572
15,675
15,780
15,885
15,991
16,098
16,205
16,313
16,422
16,531
16,641
16,752
16,864
16,977
17,090
17,204
17,318
17,434
17,550
17,667
17,785
17,903
18,023
Interest
(Rs.)
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,232
11,130
11,028
10,925
10,821
10,717
10,611
10,506
10,399
10,292
10,184
10,075
9,965
9,855
9,744
9,632
9,520
9,407
9,293
9,178
9,063
8,947
8,830
8,712
8,593
8,474
Monthly
Installment
(Rs.)
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
11,333
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
Principal
Payable
(Rs.)
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,700,000
1,684,837
1,669,572
1,654,206
1,638,738
1,623,166
1,607,491
1,591,711
1,575,826
1,559,835
1,543,737
1,527,532
1,511,219
1,494,797
1,478,266
1,461,624
1,444,872
1,428,008
1,411,031
1,393,942
1,376,738
1,359,420
1,341,986
1,324,436
1,306,769
1,288,984
1,271,081
1,253,058
23

Time
(months)
Balance
(Rs.)
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
1,253,058
1,234,915
1,216,652
1,198,266
1,179,758
1,161,126
1,142,371
1,123,490
1,104,483
1,085,350
1,066,089
1,046,700
1,027,181
1,007,533
987,753
967,841
947,797
927,619
907,307
886,859
866,275
845,553
824,694
803,695
782,556
761,277
739,856
718,291
696,583
674,731
652,732
630,587
608,295
585,853
563,263
540,521
517,628
494,582
471,383
448,029
424,519
Principal
Repayment
(Rs.)
18,143
18,264
18,386
18,508
18,632
18,756
18,881
19,007
19,133
19,261
19,389
19,519
19,649
19,780
19,912
20,044
20,178
20,312
20,448
20,584
20,721
20,860
20,999
21,139
21,280
21,421
21,564
21,708
21,853
21,998
22,145
22,293
22,441
22,591
22,741
22,893
23,046
23,199
23,354
23,510
23,666
Interest
(Rs.)
8,354
8,233
8,111
7,988
7,865
7,741
7,616
7,490
7,363
7,236
7,107
6,978
6,848
6,717
6,585
6,452
6,319
6,184
6,049
5,912
5,775
5,637
5,498
5,358
5,217
5,075
4,932
4,789
4,644
4,498
4,352
4,204
4,055
3,906
3,755
3,603
3,451
3,297
3,143
2,987
2,830
Monthly
Installment
(Rs.)
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
Principal
Payable
(Rs.)
1,234,915
1,216,652
1,198,266
1,179,758
1,161,126
1,142,371
1,123,490
1,104,483
1,085,350
1,066,089
1,046,700
1,027,181
1,007,533
987,753
967,841
947,797
927,619
907,307
886,859
866,275
845,553
824,694
803,695
782,556
761,277
739,856
718,291
696,583
674,731
652,732
630,587
608,295
585,853
563,263
540,521
517,628
494,582
471,383
448,029
424,519
400,853
24

Time
(months)
Balance
(Rs.)
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
400,853
377,029
353,046
328,903
304,599
280,133
255,504
230,711
205,752
180,627
155,335
129,874
104,243
78,441
52,468
26,321
Principal
Repayment
(Rs.)
23,824
23,983
24,143
24,304
24,466
24,629
24,793
24,958
25,125
25,292
25,461
25,631
25,802
25,974
26,147
26,321
Interest
(Rs.)
2,672
2,514
2,354
2,193
2,031
1,868
1,703
1,538
1,372
1,204
1,036
866
695
523
350
175
Monthly
Installment
(Rs.)
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
26,497
Principal
Payable
(Rs.)
377,029
353,046
328,903
304,599
280,133
255,504
230,711
205,752
180,627
155,335
129,874
104,243
78,441
52,468
26,321
0
25

Introduction PDF

Hochgeladen von

Dokumentinformationen

Originalbeschreibung:

Originaltitel

Copyright

Verfügbare Formate

Dieses Dokument teilen

Dokument teilen oder einbetten

Freigabeoptionen

Stufen Sie dieses Dokument als nützlich ein?

Sind diese Inhalte unangemessen?

Copyright:

Verfügbare Formate

Introduction PDF

Hochgeladen von

Copyright:

Verfügbare Formate

SOLAR ENERGY SOLUTIONS PVT. LTD.

MM-493 ENTREPRENEURSHIP & MARKETING

Submitted to: Dr. Noor Muhammad

Date: May 18, 2015

Solar Energy Solutions Pvt. Ltd.

Solar Energy Solutions Pvt. Ltd.

MARKET RESEARCH ..................................................................................................................... 1

Primary Research ....................................................................................................................... 1

Secondary Research .................................................................................................................... 2

BUSINESS MODEL ........................................................................................................................... 2

Core Strategy ............................................................................................................................... 2

Business Mission .................................................................................................................. 2

Basis for differentiation ....................................................................................................... 2

Strategic Resources ..................................................................................................................... 3

Core Competencies ............................................................................................................... 3

Strategic Assets ..................................................................................................................... 3

Partnership Network .................................................................................................................. 3

Customer Interface ..................................................................................................................... 4

Target Market ....................................................................................................................... 4

Fulfillment and Support ...................................................................................................... 4

Pricing Structure .................................................................................................................. 4

BUSINESS PLAN ............................................................................................................................... 4

Executive Summary .................................................................................................................... 4

Company Analysis ...................................................................................................................... 5

Industry Analysis ........................................................................................................................ 5

Analysis of Customers Competition ......................................................................................... 5

Solar Charge Controller ...................................................................................................... 6

Solar street Lights ................................................................................................................ 6

Solar Water Pumps .............................................................................................................. 7

Solar Energy Solutions Pvt. Ltd.

Management Team ..................................................................................................................... 7

Risks and Assumptions ............................................................................................................... 8

FINANCIAL PLAN ............................................................................................................................ 9

Government Youth Loan Scheme ............................................................................................. 9

Proposed Equipment cost................................................................................................... 11

MARKETING STRATEGY ............................................................................................................ 11

Operations Plan ........................................................................................................................... 7

Marketing Mix .......................................................................................................................... 11

Market positioning .................................................................................................................... 14

Product Support ........................................................................................................................ 14

Advertising and promotion method ........................................................................................ 15

Value Additions .................................................................................................................. 15

The Internet ........................................................................................................................ 15

GROWING THE BUSINESS .......................................................................................................... 16

Size and Sector of the Firm ...................................................................................................... 16

Category of the Firm................................................................................................................. 16

Main Reasons for Start-up ....................................................................................................... 16

Life Cycle Model for an Entrepreneurial Firm ...................................................................... 17

Stages and Age of our Firm ............................................................................................... 17

Reasons for Growth............................................................................................................ 18

Growth Model ........................................................................................................................... 18

Greiners Growth Model (1972) ........................................................................................ 19

Solar Energy Solutions Pvt. Ltd.

Solar Energy Solutions Pvt. Ltd.

Solar Energy Solutions Pvt. Ltd.

Solar Energy Solutions Pvt. Ltd.

Our partnership network is composed mainly of our suppliers.

Solar Energy Solutions Pvt. Ltd.

Solar Energy Solutions Pvt. Ltd.

Electro-Pak, Blue Area, Islamabad

Analysis of Customers Competition

Solar Energy Solutions Pvt. Ltd.