instutional sales of surya nepal garment
TRANSCRIPT
![Page 1: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/1.jpg)
PRESENTATION
ON
INSTITUTIONAL SALES
PRESENTED BY:
SUNIL BANIYA
![Page 2: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/2.jpg)
Content
Channels use by SNPL Garment
division
About Institutional sales
Target customers
Field visit and its Finding
Strength and weakness of SNPL
garment in institutional sale
Suggestion
![Page 3: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/3.jpg)
Distribution Channels used by
SNPL Garment
Surya Nepal
Garment
Retail sales marketing
Institutional sales
marketing
![Page 4: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/4.jpg)
About Retail sales
Solus branded outlet(SBO)
Exclusive branded outlets(EBO)
Multi brand outlets(MBO)
Large format retailer(LFR)
![Page 5: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/5.jpg)
About Institutional sales
Selling the product directly to the
consumers of a corporate organization
It is usually done for a large volume
sale
Company does direct transaction with
buyers
![Page 6: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/6.jpg)
Benefits of Institutional sale
to SNPL
Profit maximization
Risk minimization
Direct interaction with the customer
Relation with corporate organization
Brand promotion
![Page 7: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/7.jpg)
Benefits of institutional sales
to the customer Heavy discount
Materials as per their requirements
Free delivery of products
![Page 8: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/8.jpg)
Target sectors of institutional
sales Banks Electronic company Paints company Distillery Telecom Airlines Hotels Colleges, schools, institution Pharmaceutical companies Project-NGO/INGO
![Page 9: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/9.jpg)
Field visited
56%
9%
6%
4%
7%
9%
9%
Sales
Bank
Electronic company
Paint
Distillery
Telecom
Airlines
Colleges
![Page 10: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/10.jpg)
Banks
Number of banks visited 30
Banks with uniform : 27
Banks without uniform: 3
![Page 11: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/11.jpg)
Banks uniform
87%
13%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Bank withuniform
Bank withoutunifomr
![Page 12: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/12.jpg)
Formal wears of Banks
Formal wears include shirts, pants and
suits
Banks who have uniforms use tailoring
for their formal wears.
Like Dormeal, Morgan Traders,
Shrestha Tailoring, New Maharjan
Traders
Some banks tried to get uniform from
Surya Nepal but their demand were
not fulfilled
![Page 13: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/13.jpg)
Casual wears of Banks
Casual wears include round neck t-shirt
and polo t-shirt with or without desired
logo.
Banks use casual wear for various
purpose like:
1. Friday wear: Eg Kist bank, SBI bank
2. Sports
3. Events and programs
4. Scheme: Eg Jyoti Bikash Bank
![Page 14: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/14.jpg)
Preference of bankers
63%
37%Branded
non branded
![Page 15: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/15.jpg)
Brand preferred by Bankers
0
5
10
15
20
25
30
35
40
45
Arrow JohnPlayers
SpringWood PeterEngland
IndianTerrian
11
42
1621
11
Percentage
![Page 16: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/16.jpg)
Electronic Company
Number of Electronic company visited
5
They don’t have uniforms
More focus should be given to casual
wears
![Page 17: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/17.jpg)
Purpose of Casual wears
Schemes
For staff
Programs
![Page 18: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/18.jpg)
Brand Preferences
80%
20%
Branded
Non Branded
All of electronic companies prefer John
Player
![Page 19: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/19.jpg)
Paints company
Number of company visited 3
They don’t have uniform for their
staffs.
SNPL should focus on casual wears
rather than formal wears for paints
companies.
![Page 20: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/20.jpg)
Purpose of casual wears
Schemes
Provide casual wears for wholesalers
and retailers
T-shirts for their staffs for brand
promotion
![Page 21: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/21.jpg)
Preferences
Out of 3 organization, two of them use
non branded wears and one of them
use branded wears- John Players.
![Page 22: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/22.jpg)
Distillery
Number of distillery visited 2
They don’t have uniforms
For institutional sales SNPL should
focus on casual wear
![Page 23: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/23.jpg)
Purpose of casual wears
Schemes
Programs: Eg united sprites provided
t-shirts during Bryan Adams live
concert for brand promotion.
T-shirts for wholesaler, retailer as well
as to customers.
![Page 24: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/24.jpg)
Telecom
Number of telecom visited 4
Telecom with uniforms 2- Ncell, Nepal
Telecom
Telecom without uniforms 2- Spice
Nepal, United telecom
![Page 25: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/25.jpg)
Formal wears of telecom
Formal wears include shirts, pants
Nepal Telecom uses tailoring for their
formal wears.
Ncell uses tailoring or branded wear
like john players for their formal wears
![Page 26: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/26.jpg)
Casual wears
Casual wears include round neck t-shirt and polo t-shirt with desired logo.
Telecoms use casual wear for various purpose like:
Sports
Events and programs: e.g. road show, food festivals, new Ncell center opening ceremony.
Sponsorship: Ncell provided t-shirts for Ace expression
![Page 27: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/27.jpg)
Preferences
Out of 4 organization, three of them
use non branded wears and one of
them use branded wears-
Springwood.
![Page 28: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/28.jpg)
Airlines
Number of airlines visited 5
Airlines with uniforms 2- Yeti Airlines,
Agni
Airlines without uniforms 3- Air India,
Austrian Air, Fishtail Air
![Page 29: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/29.jpg)
Airlines uniform
Airlines with uniforms
40%Airlines without
uniforms60%
![Page 30: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/30.jpg)
Formal wears of Airlines
Formal wears include shirts, pants
Airlines who have uniforms use
tailoring for their formal wears.
Like Shrestha Tailoring
![Page 31: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/31.jpg)
Casual wears of Airlines
Casual wears include round neck t-shirt
and polo t-shirt with desired logo.
Banks use casual wear for various
purpose like:
1. Sports
2. Events and programs
![Page 32: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/32.jpg)
Preferences
All of 5 organization use non branded
wears or easily available wear.
![Page 33: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/33.jpg)
Educational sector
Number of organization visited 5
Target customer is students
Student uniform
Casuals wear for sports, programs-
orientation, functions .
![Page 34: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/34.jpg)
Preference
Out of 5 colleges, two of them use
branded wears- John Players, three of
them use non branded wears
![Page 35: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/35.jpg)
Strength and weakness of
SNPL garment on institutional
sales
Strength
Brand name i.e. John Players
Quality product
Reasonable price for John Players
![Page 36: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/36.jpg)
Weakness
More focused on casual wears than on formal wears
Quality of Springwood is not satisfactory
In both brands, there is lack of Nepali size
Unavailability of suits in formal wears due to which many organizations rejected the order
![Page 37: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/37.jpg)
Suggestions
Competitor for institutional sale
For formal wears the major competitor
for SNPL is tailoring
![Page 38: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/38.jpg)
Continue……
When to contact targeted corporate organization
Banking sectors should contact before the fiscal year
Other targeted sector which uses casual wear should contact before festivals
Educational sector should contact before new session starts
![Page 39: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/39.jpg)
Continue…..
To become top of the mind recall for institutional sales
Give advertisement in business magazine
Provide gifts to procurement head of an organization
Regular follow up
After selling product we should take feedback from buyers
![Page 40: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/40.jpg)
Continue….
To enhance the brand name in the
market
Rebranding of Springwood
![Page 41: Instutional sales of surya nepal garment](https://reader034.vdocument.in/reader034/viewer/2022051404/58f093651a28ab25378b4579/html5/thumbnails/41.jpg)
THANK YOU