final nestle

A PROJECT MADE BY ––– “SHOAIB –UR– REHMAN”MARKETING 06{MORNING}“ZAHID RASHEED”

Competitor analysis

MAKETING 08{MORNING}

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Competitor analysis

TABLE OF CONTENTS

GATHERED INFORMATION ON:

CLASSIC 4TABLED INFO 5SUPPLEMENT INFO 6SALES HIERARCHY 6SNAPS 7

AURA 8TABLED INFO 9SUPPLEMENT INFO 10SALES HIERARCHY 10SNAPS 11

SPIRAL 12TABLED INFO 13SUPPLEMENT INFO 14SALES HIERARCHY 14SNAPS 15

DEW DROP 16TABLED INFO 17SUPPLEMENT INFO 18SALES HIERARCHY 18SNAPS 19

ASKARI 20TABLED INFO 21SUPPLEMENT INFO 22SALES HIERARCHY 22SNAPS 23

SPARKLET 24TABLED INFO 25SUPPLEMENT INFO 26SALES HIERARCHY 26SNAPS 27

AQUA SAFE 28TABLED INFO 29SUPPLEMENT INFO 30SALES HIERARCHY 30SNAPS 31

RESEARCH’S REMARKS 32

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Competitor analysis

TO

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Competitor analysis

CLASSIC PURE & NATURAL WATER

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Competitor analysis

C L A S S I C:Classic

General Questions:Offering Bulk Water YES

Liters of water in one Bottle 19 LITERS

Prices of Bottles 79Rs.

Total Market share 5 – 7 %

Manufacturing Questions:Water Plant is situated at: LAHORE INDUSTRIAL AREA GULBERG

Type of system for purification of water REVERSE OSMOSSIS; OZONATED STERLIZED

Bottle manufacturing plant NO

Buying bottles from LOCAL

Expiry limit of Bottles 9 MONTHS

Method of filling water in Bottles MACHINE

Method of washing bottles MACHINE

Kind of seal they are using for Bottles LOCAL

Minerals in water NATURAL MINERALS

Delivery Questions:Number of delivery Vans 8

Schedule of delivery vans MORNING 9:00 AM UPTO EVENING 9:00 PM FULL WEAK

Number of persons in sales team 10

Vehicles for delivery MAZDA; SHAZOR; LOADER VAN; XING CHI

Criterion of area coverage AREA STORMING

Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS;

Average sale per day per vehicle 100 BOTTLES PER VEHICLE (19 LITTER BOTTLE)

Total average sale per day ABOUT 700 – 800 BOTTLES (19 LITTER BOTTLE)

Current promotional activities DOOR TO DOOR SELLING & AWARNESS

Separate event department NO

Activities for new customer acquisition DOOR TO DOOR; VEHICLE ADVERTISING; PROMOTIONAL SCHEMES; COMMERCIAL CALLS

Commitments made with customers BEST CUSTOMER SERVICE; BEST DELIVERY SERVICE

Types of dispenser HOT & COLD ELECTRIC DISPENSER; TAP STAND; CERAMIC DISPENSER

Terms &condition expected from credit customers HEAVY USER AND PAY MONTHLY BILLS REGULARLY

Conditions for free chillers 30 BOTTLES

Rank of product with respect to customer awareness (1,2,3)

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Additional benefits offered BETTER SERVICE; EMERGENCY HANDLING; ON-CALL DELIVERY

free sampling is done N/A

Name your top five companies in this industry NESTLE; CLASSIS; ASKARI; AQUA SAFE; AIVASystem of target setting, target achievement and rewards for achieving them.

TARGETS ARE ASSIGNED TO SALESMAN AS PER ROUTE AND BOUNUSES ARE GIVEN FOR ACHIEVING THOSE TARGETS.

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Competitor analysis

Supplement Information:

Board of Directors:KAMRAN AMIR AWANHUMAYUN NABI JAN

Group/Party:

Offices:LAHORE, KARACHI, MULTAN, SIALKOT, GUJRANWALA, FAISALABAD,

Water shops:

Name of interviewee:ADNAN MAHMOODDIRECTOR5756337

Telephone No.:

Sales department hierarchy:

MANAGER SALES

SALESEXECUTIVE

SALESEXECUTIVE

SALESEXECUTIVE

SALESMAN

LOADERSDRIVERS

SALESMANSALESMAN

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Competitor analysis

SNAPS:

CLASSIC WATER SHOP

VEHICLE

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Competitor analysis

AURA WATER FOR LIFE

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Competitor analysis

A U R A:

AURAGeneral Questions:Offering Bulk Water YES

Liters of water in one Bottle 11 LITERS & 20 LITERS

Price of Bottle RS. 30/- & RS. 65/-

Total Market share

Manufacturing Questions:Water Plant is situated at: MULTAN ROAD

Type of system for purification of water FILTERATION THROUGH REVERSE OSMOSIS PROCESS + ULTRA VIOLET RAYS SYSTEM


Buying bottles from LOCAL


Method of filling water in Bottles MANUAL

Method of washing bottles MANUAL

Kind of seal they are using for Bottles IMPORTED


Delivery Questions:Number of delivery Vans 3 VANS

Schedule of delivery vans EACH AREA IS COVERED ON ITS DECIDED DAY.

Number of persons in sales team 6 PERSONS

Vehicles for delivery PICKUP; MOTORCYCLES; HAND CARRY

Criterion of area coverage AS PER DECIDED ROUTE.

Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS; DEPENDS ON CUSTOMER CALLS

Average sale per day per vehicle 2200 LITERS

Total average sale per day 3500 LITERS

Current promotional activities HAND BILLS; DISCOUNT VOUCHERS; BILL BOARDS; CABLE ADVERTISMENT; NEWSPAPERS


Activities for new customer acquisition PROMOTIONAL ACTIVITIES; VEHICLE ADVERTISING; COMMERCIAL CALLS

Commitments made with customers TIMELY DELIVERY; BEST CUSTOMER SERVICE

Types of dispenser TAP-STAND; HOT & COLD ELECTRIC; THREE IN ONE (HOT & COLD + REFRIGERATOR)

Terms &condition expected from credit customers MOSTLY WEEKLY BASIS CREDITS

Conditions for free chillers OFFERD ONLY TO CORPORATE CUSTOMERS; AVERAGE 30 LITERS DAILY.

System for purification of water


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Additional benefits offered OFFERING 11 LITER BOTTLE WITH SECURITY OF RS.100/- AND COST RS. 30/- MAKES CHEAPEST IN MARKET.

Free sampling is done AT SPECIAL OCCASIONS

Name your top five companies in this industry NESTLE; AURA; SPIRAL; CLASSIC; AQUA SAFE.System of target setting, target achievement and rewards for MONTHLY TARGETS ARE ASSIGNED TO EACH

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Competitor analysis

achieving them. SALESMAN AND ON ACHIEVING THOSE; THEY ARE AWARDED WITH MONETARY BONUS.


Board of Directors:KHALID MAHMOOD

Group/Party:

Offices:THREE OFFICES IN LAHORE

Water shops:

Name of interviewee:YASIR HAYATMARKETING & SALES MANAGER042-7448995

Telephone No.:


MKT. & SALES MANAGER

SALESMAN SALESMAN SALESMAN

LOADERSDRIVERS

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Competitor analysis

SNAPS:

AURA WATER SHOP

VEHICLE

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Competitor analysis

SPIRAL ZINDAGI LAGAY NAI SI

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Competitor analysis

S P I R A L:SPIRAL



Price of Bottle RS. 90/-

Total Market share

Manufacturing Questions:Water Plant is situated at: KOT LAKPAT INDUSTRIAL AREA

Type of system for purification of water REVRSE OSMOSIS; ULTRA VIOLET RAYS SYSTEM


Buying bottles form LOCAL

Expiry limit of Bottles






Schedule of delivery vans DEPENDS UPON AREA OF DELIVERY


Vehicles for delivery SHEZOR; SMALL PICKUP

Criterion of area coverage

Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS

Average sale per day per vehicle

Total average sale per day

Current promotional activities NO PROMOTIONAL ACTIVITIES


Activities for new customer acquisition DOOR TO DOOR ACTIVITIES; VEHICLE ADVERTISING; COMMERCIAL CALLS

Commitments made with customers BEST DELIVERY SERVICE

Types of dispenser DESKTOP 6500; BO 7000(HOT & COLD); G3 9000(HOT & COLD);

Terms &condition expected from credit customers

Conditions for free chillers

System for purification of water REVERSE OSMOSIS + UV


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Additional benefits offered QUALITY OF WATER AND BEST SERVICEfree sampling is done AT SPECIAL OCCASIONS

Name your top five companies in this industry NESTLE; AQUA SAFE; ASKARI; SPARKLET; System of target setting, target achievement and rewards for achieving them.

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Competitor analysis


Board of Directors:

Group/Party:

Offices:

Water shops:

Name of interviewee:

Telephone No.:


AREA MANAGER

ACCOUNT PROMOTION OFFICER



SALES MEN

LOADERSDRIVERS

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Competitor analysis

SNAPS:

SPIRAL WATER SHOP

VEHICLE

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Competitor analysis

DEW DROP PUREST FORM OF WATER

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Competitor analysis

D E W D R O P:DEW DROP




Total Market share 15 – 20 %

Manufacturing Questions:Water Plant is situated at: ISLAMABAD INDUSTRIAL AREA

Type of system for purification of water REVERSE OSMOSIS SYSTEM


Buying bottles form LOCAL: KARACHI


Method of filling water in Bottles MANUAL

Method of washing bottles MANUAL


Minerals in water ARTIFICIAL MINERALS


Schedule of delivery vans WEEKLY BASIS + SPECIAL DELIVERY


Vehicles for delivery 2 SUZUKI PICK UP; 1 TOYOTA HILUX; 1 SHEHZOR

Criterion of area coverage N/A


Average sale per day per vehicle N/A

Total average sale per day N/A

Current promotional activities CURRENTLY NO .BUT HAS DONE ON BASANT, LAHORE CHAMBER ELECTION, POLO MATCHES.

Separate event department YES; BASANT; LAHORE CHAMBER ELECTION; POLE MATCHES

Activities for new customer acquisition DOOR TO DOOR ACTIVITES; PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS

Commitments made with customers BEST CUSTOMER SERVICE;BEST DELIVERY SERVICE

Types of dispenser HOT & COLD DISPENSER; CERAMICS; STAND & TAP

Terms &condition expected from credit customers MINIMUNM 15 DAYS CREIT

Conditions for free chillers 25 BOTTLES WEEKLY

System for purification of water FILTRATION + REVERSE OSMOSIS

Rank of product with respect to customer awareness (1,2,3)Additional benefits offered SPECIAL DELIVERY WITHIN 3 HOURSfree sampling is done AT SPECIAL OCCASIONS

Name your top five companies in this industry NESTLE; ASKARI; CLASSIC; SPIRAL; AQUA SAFESystem of target setting, target achievement and rewards for achieving them.

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Competitor analysis


Board of Directors:C.E.O TAIMUR ALI MALIKPROJECT OFFICER SHERYAR ALI MALIK

Group/Party:T & S CORPORATION DEW DROPS (GUARD GROUP)

Offices:LIBERTY MARKET

Water shops:

Name of interviewee:ALI BAKHTAWERMARETING INCHARGE

Telephone No.:111-444-007


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CHIEF EXECUTIVE OFFICER

MARKETING MANAGER

MARKETING MANAGER

MARKETING MANAGER

AREA SALES MANAGER

AREA SALES MANAGER

AREA SALES MANAGER

SALES MEN

LOADERSDRIVERS

Competitor analysis

SNAPS:

DEW DROPS WATER SHOP

VEHICLE

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Competitor analysis

PURE WATER

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Competitor analysis

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Competitor analysis

A S K A R I:ASKARI




Total Market share 37 %

Manufacturing Questions:Water Plant is situated at: BHAI PHAROO

Type of system for purification of water PRIMARY FILTRATION (FILTER AND ULTRA VIOLET) SECONDARY FILTERATION (IONIZE AND WITH DRAW EXTRA MICROPORE MEMBRANE TO MAKE HIEGENIC)


Buying bottles form LOCAL






Delivery Questions:Number of delivery Vans 3-4

Schedule of delivery vans MORNING 9 TO EVENING 5 FULL WEEK


Vehicles for delivery SUZUKI PICK UP, SHEHZOR

Criterion of area coverage SALE OFFICERS VISITTHE AREA ON DECIDED DAY.


Average sale per day per vehicle 50-60 bottles

Total average sale per day 130 bottles

Current promotional activities NO CURRENT. BUT HAVE DONE ON BASANT FESTIVAL AND KANARD COLLEGE FUNCTION.


Activities for new customer acquisition DOOR TO DOOR ACTIVITES; PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS


Types of dispenser TAP AND STAND(200), CHILLERS(6500,7500), CERAMICS(600)

Terms &condition expected from credit customers JUST FOR CORPORATE SECTOR AMONG THEM THE HEAVY USERS

Conditions for free chillers 10-15 BOTTLES WEEKLY CONSUMPTION.


2

Additional benefits offered BEST WATER QUALITYfree sampling is done AT SPECIAL OCCASIONS

Name your top five companies in this industry NESTLE; AQUA SAFE; CLASSIC; SPIRAL; SPARKLETSystem of target setting, target achievement and rewards for achieving them.

50 RS. ON NEW ACCOUNT. 15 ACCOUNTS IN ONE MONTH.

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Competitor analysis


Board of Directors:BRIGADIOR SAUD BASHIR

Group/Party:ARMY WELFARE TRUST

Offices:THREE OFFICES

Water shops:

Name of interviewee:IFTIKHAR

Designation:AREA MANAGER PUNJAB.


NATIONAL SALES MANAGER

AREA SALES MANAGER

AREA SALES MANAGER

AREA SALES MANAGER

SALES OFFICER

COORDINATOR

LOADERSDRIVERS

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Competitor analysis

SNAPS:

ASKARI WATER SHOP

VEHICLE

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Competitor analysis

SPARKLETS NATURAL MOUNTAIN SPRING WATER

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Competitor analysis

S P A R K L E T:SPARKLET




Total Market share 22%-25%

Manufacturing Questions:Water Plant is situated at: HATTAR

Type of system for purification of water REVERSE OSMOSIS


Buying bottles form LOCAL: KARACHI

Expiry limit of Bottles 1 YEAR





Delivery Questions:Number of delivery Vans 8 VANS

Schedule of delivery vans LAHORE MARKET IS DIVIDED INTO FOUR ZONE EAST, WEST, NORTH, SOUTH. ACCORDING TO ROUTE.


Vehicles for delivery SHEHZOR

Criterion of area coverage OUR OPERATING SCHEME IS KEY ACCONT MANAGEMENT SCIENCES.




Current promotional activities NO CURRENT. BUT HAVE DONE T.V COMMERCIALS, PERSONAL SELLING (STALLS), AND HOARDINGS.


Activities for new customer acquisition PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS

Commitments made with customers BEST CUSTOMER SERVICE

Types of dispenser TAP AND STAND (200), CHILLER REFREGRATED (7500), CERAMICS (500)

Terms &condition expected from credit customers BILL TO BILL.

Conditions for free chillers NOT OFFERING.


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Additional benefits offered BEST SPRING WATER FROM BEST PALACE HATTAR AND MORE BALANCE AND SOFT WITH 7.2 VALUE OF PH. SCALE.

Free sampling is done NO

Name your top five companies in this industry NESTLE; AQUA SAFE; AIWA; ASKARI; SPARKLETSystem of target setting, target achievement and rewards for achieving them.

N/A


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Competitor analysis

Board of Directors:SADIQ KARAM ALI

Group/Party:HASHOO GROUP

Offices:THREE OFFICES

Name of interviewee:ASHIR MOEEN

Designation:CHANNEL DEVELOPMENT MANAGER.


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G.M SALES AND MARKETING

CHANNEL DEVELOPMENT MANAGER



REGIONAL SALES MANAGER

AREA SALES MANAGER

DISTRIBUTOR SALES

REPRESENTATIVE

Competitor analysis

SNAPS:

SPARKLET WATER SHOP

VEHICLE

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Competitor analysis

PURE WATER

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Competitor analysis

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Competitor analysis

A Q U A S A F EAQUA SAFE




Total Market share 15%

Manufacturing Questions:Water Plant is situated at: RAIVIND

Type of system for purification of water REVERSE OSMOSIS


Buying bottles form FOREIGN





Minerals in water NATURAL MINERALS AND ARTIFICIAL MINERALS

Delivery Questions:Number of delivery Vans 8-10 VANS

Schedule of delivery vans DECIDED ROUTES AS PER DAY.

Number of persons in sales team N/A

Vehicles for delivery SHEHZOR, MAZDA, PICKUPS

Criterion of area coverage ACCORDING TO DECIDED ROUTE PER DAY.




Current promotional activities N/A


Activities for new customer acquisition PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS, DOOR TO DOOR ACTIVITIES


Types of dispenser TAP AND STAND (200), CHINEESE CHILLERS (7500), AQUA SAFE USA (12000)

Terms &condition expected from credit customers JUST FOR CORPORATE SECTOR AND FOR THOSE WHO ARE HEAVY USRES.

Conditions for free chillers WE ARE NOT OFFERING FREE CHILLERS.


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Additional benefits offered BEST QUALITY OF WATER AND DELIVEREY SERVICE.

Free sampling is done AT SPECIAL OCCASIONS.

Name your top five companies in this industry NESTLE; SPIRAL; CLASSIC; ASKARI; SPARKLETSystem of target setting, target achievement and rewards for achieving them.

N/A

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Competitor analysis


Visited Office:65/B, C III, Gulberg III, Lahore.FAX: (042) 5712626, U.A.N. 111334433

www.aquasafeusa.net

Name of interviewee:Kamran Anwar

Mobile No.:0300-8481855


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Competitor analysis

SNAPS:

AQUA SAFE WATER SHOP

VEHICLE

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Competitor analysis

Researcher’s remarks:These are the remarks about environment, attitude and level of work force of the companies.

Classic:

o They are working at a big scale and having a good sale force.o They are having a good customer service, but are not so well-established as compared to Nestle.o Their attitude towards customers is very good.o They are considering customer satisfaction their first priority and cater the customers very well.o Setup of classic is ranked at second position in bulk supply of pure water.o Their vehicles are in very neat and clean conditions.o Hygienic conditions of bottles are also very good.

o Their water shops are not very well established.o Their sales force persons are not well dressed.

Aura:o This organization is new in this business.o They are not well organized and currently focusing to earn profits.o Their offices are not well decorated and well established.o Hygienic conditions of bottles are not good.o Their sale force is not well organized.o They are not having enough vehicles to cater all the demand in time. That’s why they are also using

hand carry.o Environment within organization is not good.

Spiral:o Organization is well established.o They have well-established sales force.o Their vehicles are in good conditions.o Hygienic level of their bottles is very good.o Customer service is very good.

o Organization lacks good setup of water shops for customer service at water shop.o Sales force is not so well dressed.

Dewdrop:o At corporate level the organization is well established.o They are catering big customers only, which mostly comes to them from references.o Now they are focusing on the residential calls to expand their customer base.o Their offices are not at good locations to welcome customers.o Their sales force is not well established.o Their vehicles are not in good conditions.o Hygienic level of bottles is not good.

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Competitor analysis

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Competitor analysis

Askari:o Organization lacks well established offices.o They do not have separate customer service department.o They do not have enough vehicles to cater all customers demand.o Their vehicles are not in good conditions.o Their sales force is not well established and experienced.o Hygienic conditions of bottles are very poor.o They do not have printed brushers to give.o Their attitude with customers is not satisfactory.

Sparklet:o Organization is just focusing on big accounts/customers.o They are working on the principle “key account management”.o They are currently working in small bottles. But according to them, they will start their work in bulk

bottles very soon.o Organization has a well-established sales department.o They cater their customer very well.

Aqua safe:o Organization has well-established water shops.o Organization has well-established sales force.o Organization has vehicles in good conditions.o Organization is catering customer queries very well.o Organization has customer service department.o Environment of the organization is very good.o Hygienic conditions of bottles are very good.

o Their sales force is not well-dressed as compared to nestle.o Their sales force is not well trained as compared to nestle.

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final nestle

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