project cfl final
TRANSCRIPT
PREFACE
As a Student of B.B.A. (Hons.) 16th Batch, the survey Report
on Product Vs. Price on CFL has been provide to me by my
department, under the guidance of Dr. Shree Bhagwat .
I conducted this work in Sagar City. It presents synoptic
review the research methodology. Objective, limitations and
suggestions regarding the existing product. A field survey was
conducted with the help of questionnaire and personal interview in
Sagar City.
The main aim of this survey is to know about the level of
constomer satisfaction regarding CFL in Sagar City. it also
includes product utility. People behavior, Satisfaction, imagination,
company policies and customer problems.
This Survey is made to answer the expose above motioned
topies through statistical representation, pie diagram and graphs.
(RITURAJ SINGH )
B.B.A IIIRD Semester
ACKNOWLEDGEMENT
Preparing a project of this nature is an arduous task and I was
fortunate enough to get support from a large number o persons. I wish to
express my deep sense of gratitude to all those who generously helped in
successful completion of this report by sharing their invaluable time and
knowledge.
It is my proud and previledge to express my deep regards to Respected
HOD Prof. Y.S. Thakur , Head of Department, Department of Business
Management , Dr. Hari Singh Gour Central University Sagar for allowing me to
undertake this project.
I feel extremely exhilarated to have completed this project under the
able and inspiring guidance of DR. SHREE BHAGWAT he rendered me all
possible help me guidance while reviewing the manuscript in finalising the
report.
I also extend my deep regards to my teachers , family members ,
friends and all those whose encouragement has infused courage in me to
complete to work successfully.
(RITURAJ SINGH )
B.B.A IIIRD Semester
DELCLARATION BY THE
CANDIDATE
Date :
I declare that the project report titled " A SURVEY REPORT ON
PRODUCT VS. PRICE CFL " on Market Segmentation is nay own work
conducted under the supervision of DR. SHREE BHAGWAT Department of
Business Management Dr. Hari Singh Gour Central Uniersity Sagar To the best
of my knowledge the report does not contain any work , which has been
submitted for the award of any degree , anywhere.
(RITURAJ SINGH )
B.B.A IIIRD Semester
CERTIFICATE
The project report titled " A SURVEY REPORT ON PRODUCT VS.
PRICE CFL " been prepared by RITURAJ SINGH BBA IIIRD Semester , IInd
Batch under the guidance and supervision of DR. SHREE BHAGWAT for the
partial fulfillment of the Degree of B.B.A.
Signature of the Signature of the Signature of the
Supervisor Head of the Department
Examiner
Project Summary
Organization: Crompton Greaves Limited
Project Title: Potential of CFL in following markets [Sagar]
Project Objectives:
To Study & Analyze the Market Potential of in CFL.
To Compare & Analyze the Market Share of Competitors.
To understand the drawbacks of decline in Market Share and
accordingly find solutions for it.
To get an in-depth understanding of different strategies adopted by
different companies to have a good hold in the market.
To conduct a survey of Retailers and Distributors to know their views
about the product and Market.
To suggest the recommendations to increase the sales of CFL.
INTRODUCTION
COMPACT FLUORESCENT LAMP
A compact fluorescent lamp (CFL), also called compact fluorescent
light, energy-saving light, and compact fluorescent tube, is a fluorescent
lamp designed to replace anincandescent lamp; some types fit into light
fixtures formerly used for incandescent lamps. The lamps use a tube which is
curved or folded to fit into the space of an incandescent bulb, and a
compact electronic ballast in the base of the lamp.
Compared to general-service incandescent lamps giving the same amount of
visible light, CFLs use one-fifth to one-third the electric power, and last eight
to fifteen times longer. A CFL has a higher purchase price than an
incandescent lamp, but can save over five times its purchase price in
electricity costs over the lamp's lifetime.[2] Like all fluorescent lamps, CFLs
contain mercury, which complicates their disposal. In many countries,
governments have established recycling schemes for CFLs and glass
generally.
CFLs radiate a spectral power distribution that is different from that of
incandescent lamps. Improved phosphor formulations have improved the
perceived colour of the light emitted by CFLs, such that some sources rate
the best "soft white" CFLs as subjectively similar in colour to standard
incandescent lamps.[3]
HISTORY
The parent to the modern fluorescent lamp was invented in the
late 1890s by Peter Cooper Hewitt.[4] The Cooper Hewitt lamps
were used for photographic studios and industries.[4]
Edmund Germer, Friedrich Meyer, and Hans Spanner patented a
high-pressure vapor lamp in 1927.[4] George Inman later teamed
with General Electric to create a practical fluorescent lamp, sold in
1938 and patented in 1941.[4] Circular and U-shaped lamps were
devised to reduce the length of fluorescent light fixtures. The first
fluorescent bulb and fixture were displayed to the general public at
the 1939 New York World's Fair.
The helical (three-dimensional spiral) CFL was invented in 1976
by Edward Hammer, an engineer with General Electric,[5] in
response to the 1973 oil crisis. Although the design met its goals,
it would have cost GE about $25 million to build new factories to
produce the lamps, and thus the invention was shelved.[6] The
design eventually was copied by others.[6]In 1995, helical lamps,
manufactured in China, became commercially available.[7] Since
that time, their sales have steadily increased.
In 1980, Philips introduced its model SL, which was a screw-in
lamp with integral magnetic ballast. The lamp used a folded T4
tube, stable tri-color phosphors, and a mercury amalgam. This
was the first successful screw-in replacement for an incandescent
lamp. In 1985 Osram started selling its model EL lamp, which was
the first CFL to include an electronic ballast.[8]
Development of fluorescent lamps that could fit in the same
volume as comparable incandescent lamps required the
development of new, high-efficacy phosphors that could withstand
more power per unit area than the phosphors used in older, larger
fluorescent tubes.[8]
PRODUCT VS. PRICE
Refine Search:
FULL SPIRAL CFL BULBS Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available...Principle: CFL
FOB Price: US $0.50-5.00 / Piece
CFL LOTUS ENERGY SAVING BULB Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC...Principle: CFL
Min. Order: 5000 Pieces
CFL ENERGY SAVING LAMP COMPACT FLUORESCENT 2U 8W BULB 1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS...Principle: CFL
Min. Order: 5000 Pieces
FOB Price: US $0.7-1.3 / Piece
[ Manufacturer ]
China (Mainland)
HIGH QUALITY CFL LAMP/ CFL BULBS High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%...Principle: CFL
SURYA
FULL SPIRAL CFL BULBS Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available...Principle: CFL
Min. Order: 5000 Pieces
FOB Price: US $0.50-5.00 / Piece
CFL LOTUS ENERGY SAVING BULB Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC...Principle: CFL
Min. Order: 5000 Pieces
CFL ENERGY SAVING LAMP COMPACT FLUORESCENT 2U 8W BULB 1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS...Principle: CFL
Min. Order: 5000 Pieces
FOB Price: US $0.7-1.3 / Piece
HIGH QUALITY CFL LAMP/ CFL BULBS High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%...Principle: CFL
BAJAJ
FULL SPIRAL CFL BULBS Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available...Principle: CFL
Min. Order: 5000 Pieces
CFL LOTUS ENERGY SAVING BULB
Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC...Principle: CFL
CFL ENERGY SAVING LAMP COMPACT FLUORESCENT 2U 8W BULB 1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS...Principle: CFL
HIGH QUALITY CFL LAMP/ CFL BULBS High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%...Principle: CFL
Research Methodology
The information is collected from the employees of CFL’s and its
valuable customers, questionnaires were used to collect the primary
data from the customers.
Sample Size
The sample size of the study undertaken is 25customers from the city.
Data Collection
There are various methods available for data collection, for the study
the method used are Primary data and Secondary data:
1. Primary data: primary data is original data gathered from the
employees of CFL and its esteemed customers specifically on the
project.
2. Secondary data: secondary data refers to data which is already
available i.e. from journals, news papers and periodicals.
In this study one to one method of survey was done to collect the
primary data and it is found to be the best to collect the data.
Statistical Techniques
Bar charts & Pie charts are used to analyze the data and to arrive at
conclusions.
PRODUCTS & SERVICES OFFERED
CG’s operations are engaged into four principal businesses viz:
Power Systems
Transformers, switchgears, Power quality and Engineering projects.
Industrial Systems
Motors and Alternators, Railway transportation and signalling products
and Stamping.
Consumer Products
Fans, Geysers, Luminaries, Light sources and Pumps.
Telecom
Telecom products and solutions.
The CFL market in India
The CFL market in India is complex. It comprises at least 12 big
brands and perhaps hundreds of small players, whose contribution is not
measured. elcoma, the primary association of lamp and components
manufacturers, estimates the CFL market size in the country is between 150
million and 200 million pieces. Of this 40 to 50% is dominated by the
unorganized market, it estimates.
In terms of quality, the market can be divided into four groups. The
best quality CFLs, with over 8,000 hours of life and a power factor of 0.8 or
more, have a market share of 20%. The second group, comprising 40% of
the market, has a lamp life of 6,000 to 8,000 hours and a power factor of 0.5
or more. The third are low quality CFLs that run for 3,000 to 6,000 hours and
have a market share of 10 %. Then there are CFLs with no guaranteed life.
There are three types of players exist in Indian market which includes
manufacturer-cum-importers, importer-cum-assemblers and importer-cum-
traders. The first category comprises big brands that belong to well-known
manufacturers of lighting products. This group imports both the ready-to-use
CFLs and raw material such as cut glass tubes and triband phosphor and
electrical components such as the ballast. Most of these companies have
their own production chains where about 90% of the manufacturing process
is carried out. The second category is a mix of well-known names and small-
scale operators who import parts of CFL, but have facilities to assemble
them. Both the first and the second category are ISI marked. The third
category is fly-by-night operators who import parts as well as the finished
product, but of the poorest quality. CFLs produced by this group have no ISI
mark and are sold without any warranty.
According to Bibison Baby of Market Pulse, the CFL market in India is
very difficult to track. Philips, with the biggest, 25%, share in the CFL market,
is not the biggest producer of CFL in India. It is Phoenix Lamps, with a market
share of about 3%, he said. “Phoenix has the capacity to manufacture 65
million CFLs a year, which is less than Crompton and Greaves’s over 100
million. But in terms of market share, Crompton and Greaves has captured
only about 5%,” he added.
Data Analysis and Data Interpretation
After the collection of data, the next step is to analyze the collected data and
to extract findings and observations. Following observations has been
recorded after conducting research by survey and questionnaire method.
Retailers Observation:
It was found that all retailers (except in Dadar, Thane and Kalwa) know
about Crompton Greaves CFL.
Retailers came to know about CG CFL mostly from Distributor and
Company persons.
In Dadar, Thane, Kalwa and Mumbra around 10-15% retailers don’t
know about CG CFL. The reason is, in these areas there is no
distributor currently available for CG CFL.
In the areas like Kalyan and Ulhasnagar Low Demand is the main
reason for not maintaining CG CFL in their Shops.
Generally in all areas there is less or no Schemes have been provided
to Dealers.
No installations or provision of flex boards, banners, posters, Glow
sign, Product list and Price list in the shops about CG CFL.
There is lot of complaints for the CFL within warranty period, which
results to replacement.
No arrangement of annual/bi-annual/ Quarter meetings or parties for
dealers/retailers from the company.
No arrangement of seminars or meetings for the awareness of new
products. No distribution of information brochure of newly launched
products.
Distributors Observation:
It was found that Distributors are mainly having concerns about low
Demand from consumers’ side.
No marketing of products through Media
Availability of stock.
Less rewards, Gifts for target achievement or for excellent
performance.
Less frequent visits of company officials.
No arrangement of annual meetings or parties for distributors from the
company.
No arrangement of seminars or meetings for the awareness of new
products from the company.
SWOT Analysis
Strength:
Most Trusted Brand
State of the art ISO 9001 certified manufacturing facilities
Superbrand Status
Weakness:
Low Demand
Less Advertisement
Less Promotional offers and Schemes
Less Market Presence
Opportunities:
Industry Expension
Minimum Rate and High Quality
Threats:
Strong Market presence of competitors like Phillips, Oreva, wipro, Surya, etc
Heavy Advertisements and Promotional offers by competitors.
Many local players are present in the market which results to tough competition.
Recommendations
For Distributors:
The company should take care of Availability of Stock by analyzing the
Sales of previous month or previous frequent Orders, so that it will
help in timely allocation of the available Stock as per requirement of
Distributors
Provision of replacement on time which will help distributors to
minimize their inventory cost and investments.
Rewards like foreign trips, Television Sets, etc should be provided for
excellent Performance or target Achievement.
There should be regular visits of company’s key persons or top
management to distributors which will help to solve the internal and
external problems. Internal problems like payment facilities, service,
stock availability, etc and external problems which includes low
demand and sales, etc.
The company should arrange the annual meetings or parties for
distributors. It will help distributors to interact with each other as well
as to discuss the common issues. Also it can become a good stage to
find out the solutions of some common problems which will ultimately
help the company.
The company should also arrange seminars or meetings for the
awareness of new launches or future products from the company. It
will help distributor to continue its interest and to plan its future
expansion.
For Retailers:
The company should provide flex boards, banners, posters, Glow sign,
Product list and Price list about CG CFL. This will help to create an
awareness of CFL between consumers and ultimately it will help
retailer to sell. Also it helps to create an attraction about a brand CG.
The company should introduce Schemes like on purchasing 12 CFL 1
CFL free or 2 CFL free. This will motivate the retailers to keep or
maintain and sell the product.
The service which includes replacement should be provided on the
spot and piece to piece so that it will minimize its investment. Also
Stock should be made available as per requirement and on time.
Service is a very important factor, sometimes poor service results to
discontinue the product from the shop.
There should be regular visits of company’s key persons or top
management and sales man to retailers. This helps to maintain the
good relations with retailers and also it becomes a motivating factor for
them. Also it reduces a communication gap between retailers and
Company.
As retailer is a key person to reach consumer and also his
recommendation to consumer creates lot of difference. So retailers
should be appreciated by the distributor and company on their greater
performance and greater sales in terms of rewards or discounts or
other motivational activities to motivate and promote them to achieve
higher sales objectives.
The company should arrange the annual meetings, parties and
seminars for Retailers. It will help retailers to interact with each other
as well as to discuss the common issues. Seminars will create
awareness of new launches or future products from the company.
General Recommendations
The company should undertake special promotional offers and
advertising, and marketing campaigns to widen its base in the CFL
market. The company should focus on media advertising as currently
there is no advertisement of CG’s CFL on television, Radio,
newspaper, etc.
The company should launch a new aggressive TV advertising
campaign during upcoming cricket series like Champions League ,
The Ashes, etc. it will help to create an awareness of the product
among Consumers as well as dealers. Very few Consumers know
about CG CFL.
Efforts should be made to increase the product visibility in the shops.
In most of the shops the CG CFL is not visible to the consumers.
Consumer buying decision highly depends on visibility of the product.
The company should undertake extensive quality check as there is lot
of complaints of the CFL within warranty period.
The company should adopt fix margin policy to distributors and
retailers. The distributor and retailer should not be allowed to sell
beyond that fix margin.
Packaging of CFL has become outdated and requires special
attention to make it more attractive and innovative.
In future the company should also focus on Modern Trade.
Modern trade includes Hypermarkets, Supermarkets, Shopping
Malls, etc. such as Big Bazaar, D-Mart, More, Subhiksha, etc. The
growth of modern trade is tremendous and many people prefer
shopping in Malls, etc because of Heavy discounts, offers and
variety.
As per my observation in CFL space only 1 player has entered in the
Modern Trade i.e., Wipro. So there is huge opportunity available in this
space.
Modern Trade should treat as an altogether a different account in
which the man power should be allocated to only that Account. In
future it will create huge growth opportunities.
The company should increase the manpower, as there is only one
sales executive from Dadar to Shahpur. It becomes very difficult to
visit the market and manage the market efficiently.
Also the key persons should give a regular surprise visit to market, so
as to confirm the optimum utilization of allocated resources.
In Thane, Kalwa and Mumbra currently there is no distributor available
for CG CFL. So I managed to find out the list of distributors (includes
11 distributors) and some of their contact numbers who are currently
dealing with CFL of competitor companies with focus on Thane, Kalwa
and Mumbra region.
Conclusion
The CFL market in India is to the tune of Rs.1000 Crore and growing
annually at around 30%. The potential of CFL in the following markets like
Dadar, Thane, Kalwa, Mumbra, Dombivli, Kalyan and Ulhasnagar is huge
and the competitors like Philips and Oreva are really doing well in these
markets. The survey was conducted to check the potential of CFL in the
Market through distributor and retailers.
The company is a market leader in lighting and offers total lighting
solutions for large projects as well as offers lighting advisory services for
industries. But Crompton Greaves CFL has not yet achieved the targeted
sales and tapped the market as expected. After the market study it was found
that unawareness among the consumers and lack of Advertisement are the
main reasons for low sales of CG CFL. Thus, the company should launch an
aggressive TV advertising campaign and should undertake special
promotional offers and advertising, and marketing campaigns.
Today, Crompton Greaves has developed a range of aesthetic &
energy efficient products and has contributed to modern illumination design
practices. Also as a brand Crompton has a lot of potential to grow in CFL
market, as it is treated as most trusted brand and also has a Superbrand
status. Thus being a global supplier for high quality electrical equipment,
Crompton Greaves has a great future in CFL market in India as well as in
international market.
REFERENCE COPY OF QUESTIONNAIRE
For Retailers:
1. Name :
_________________________________________________________________
2. Address :
_________________________________________________________________
_
3. Tell No :
_________________________________________________________________
__
4. Which companies do you deal with in CFL?
CG Philips Oreva Havells Wipro
Others
5. Is CG CFL available in your shop?
Yes No
6. If No, what is the reason?
1) Low Demand
2) Lack of availability
3) Low Margin
4) Less Schemes
5) Others
7. Which company sells the most?
_________________________________________________________________
_______
8. What attributes in a product influences the purchase decision of a buyer?
Quality
Price
Brand Name
Promotions / Discounts
Dealers Recommendation
Scheme
Margin
Advertisement
9. Rate 1 to 10
CG Philips Oreva Havells
Wipro
Others
10. Do you have any complaints for Distributor or Company?
_____________________________________________________________
___
11. Do you like to give any feedback for the Company?
_____________________________________________________________
___
For Distributor:
1. Name:
____________________________________________________________________
2. Address:
__________________________________________________________________
3. Tell No:
___________________________________________________________________
4. Which companies do you deal with CFL?
CG Philips Oreva Havells Wipro
Others
5. What is the main reason for low demand and sales?
Unawareness
Quality
Price
Others
6. Is company providing necessary promotional and advertising tools?
7. Is company providing any special Schemes or promotional offers?
8. Is company providing proper and timely services which include replacement and
availability of stock?
9. Would you like to give any feedback for the company?
BIBLIOGRAHY
http://www.CFLindia.com
http://www.google.com
http://www.CFL.co.nz/carnival/index.htm
http://www.packaging-technology.com/…/CFL4.html
http://en.wikipedia.org/wiki/preference