Greenlight Planet

Sales & Business Development Intern

Summer Internship Segment- PRM 2018-’20

Presented By:

SATYAM (P39163)
SURAJ RAJAK (P39171)
Presentation Flow

Objective

Course of Action (Methodology)

Outcomes

Recommendations

Learnings
 Objective
❖ Greenlight Planet designs, distributes, and finances solar home energy products
❖ Founded in 2009, Greenlight Planet is a leading global provider of solar-energy products to over 43
million rural consumers in more than 65 countries

❖ Identify & Reach Out – Potential Business Partners

❖ Propose Improvement in the Existing Retail Operations – Bihar & North East

❖ Business Opportunity to sell New Product – Solar TV

❖ Partner for B2B Sales

❖ Stagnant Retail Sales and less market penetration in North-East, and

❖ Inactive Retailers in Begusarai and Muzaffarpur, Bihar
 Course of Action – Business Development
❖ Market Sizing for TV – Desk Research
❖ Identifying Business Partners – Regional Reach & Provide Loans of higher ticket size
❖ Regional Rural Banks – 56 Banks covering 525 districts with a network of more than 23,000 branches
❖ Preparing Pitch Deck – Introduction about Company, Market Opportunity & Solution, Business Model
& Process Flow, Proposed Pilot Plan
 Outcomes
78 Crore people
01 watch 03 Rural
9 Crore HHs of
02TV Sales in India
64% Y-o-Y growth of
TV at home in India are waiting
India to buy TVs
❖ B60 Customer Preferences – 85% Customers want to buy Aspirational Products like, TV on Credit
❖ Renewable energy sector has been added to priority sector lending in the year 2015
 Course of Action – Business Development
❖ Identifying Potential Sectors – Desk Research
❖ Finding and Reaching out to Potential Partners – Desk Research & Cold Calling
❖ Preparing Pitch Deck – Introduction about company, Opportunity & Solution, Working Model, and
Pilot Plan
Outcomes
Solar-powered PHCs admitted 60% more patients and conducted twice
as many child deliveries in a month compared to the PHCs which lacked
a solar power system
Avearge 60% increase if
Average Average Allopathic all PHCs work
# of Allopathic Allopathic Outpatient 24*7
In India, Education & Healthcare Facilities Outpatient Outpatient treated in PHCs (after installing
account for 51% of total CSR # of working treated treated/PHC NOT functioning GLP Solar
expenditure (INR 3,893 Cr.) Facilities 24*7 (For FY 2018-19) (For FY 2018-19) 24*7 Products)**
1288 126 10593 8.22 9556.73 15290.77
Average Aayush
Average Outpatient 60% increase if all Overall
Average Aayush Aayush treated in PHCs PHCs work 24*7 increase in
Outpatient Outpatient NOT functioning (after installing GLP Outpatient
treated treated/PHC 24*7 Solar Products)** treated
4514 3.50 4072.41 6515.86 8177.48

Product Cost
SunKing Home series 120 6999
Fan 5999
Over 25% of schools in Out of 25473 Primary Health Centres Total 12998
India have no electricity & 158417 Health Sub-Centres, 3.2%
and lack electrical (823) & 24.7% (39122) are
functioning without electricity supply For 2 PHC Rooms 25996
infrastructure
respectively For all PHCs NOT functioning 24*7 3,02,07,352.00
 Course of Action – Retail Operations
❖ Distributors’ Survey – Understand Sales per month, Involvement of GLP’s on-field Staffs, Highest
Selling SKUs, Suggestions for doubling the business and any immediate
concern
❖ No. of Distributors Surveyed – 16 in Bihar, 20 in Uttar Pradesh and 26 in North-East
❖ Field Visit – Begusarai and Muzaffarpur in Bihar, 74 in North-East
Particulars Begusarai Muzaffarpur North-East
Distributors Visited 7 2 6
# of OLs Visited/Checked 62 27 74
# of OLs Activated/New Outlets Converted 26 9 4

❖ Assessing the Distribution SWOT for Distributors visited in these two districts of Bihar.
❖ Increase secondary sales by pitching existing and newer SKUs.
❖ New Outlet Conversion
❖ Suggestions to increase secondary sales.
 Outcomes
❖ Strong Brand Presence
❖ Product Built – Durable, Unbreakable, Water-resistant and Handy
❖ Credit Sales – Real Problem for Outlets going Inactive
❖ Price change has created confusion among customers
❖ MFIs and Retailers fighting for same customer base
❖ Threats – Non-Branded Chinese Lights, d.Light’s S3, Mitva from Nippo and Pigeon

❖ Did secondary sales of Rs. 111691 during field visit.

❖ Converted 4 new Retail outlets.
❖ Price changes and new design has dissatisfied customers.
❖ Distributors are not happy with Margin.
❖ Less marketing efforts.
❖ Schemes are not provided on timely basis.
❖ Replacement Problem.
❖ Difficult to cater inner-locations.
❖ Bargaining on MRP.
❖ Threats – ANDSLITE is doing good in torch segment and GDLITE is doing good in Home lighting.
 Recommendations
❖ Partner with RRBs for other Solar Products also
❖ Inactive Outlets – Declare Inactive if no purchase after a month of Stock-Out
❖ Improve Communication – Van Campaign and Canopy Stalls most effective in Rural Market
❖ Increase the company’s spend on advertising – 2% of Annual Revenue from Retail (65 Lacs) to 5% in
FY 2019-’20 (1.42 Cr.)

❖ Increase margins and provide schemes for Distributors starting of Quarter.

❖ Marketing efforts should be more on Distributors side. Eg Writing pads, Catalog, and Diaries.
❖ Small outdoor advertising boards to retailers.
❖ Extra pieces should be provided to the distributor for replacement at the time of buying stock.
❖ Achievement awards can be given to distributors.
❖ Yearly meeting of Distributors.
❖ Dealer certificate to distributors achieving 2 lakh slab.
 Learnings
❖ A
| 2019