rad report.doc

8/11/2019 RAD REPORT.doc

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1.1 INTRODUCTION

Air Condi t ioning is one of the most impor tant invent ion of the 20 t h century

without which t ransatlantic f l ights , huge servers and many other invent ions

would have been hindered. Modern Air -Condi t ioning helps us control the

temperature of the environment and deals with not just heating and cooling, but

also with dehumidificat ion, humidificat ion, and venti lat ion, s teri l iation of air

and filtration of air.

Currently the world Air-Condit ioning industry is valued at !"#$0 bil l ion and

growth rate is around %&. 'uring the f iscal year 20(0- 20(( the industry had

surreal growth of ()& in spite of the global economic meltdown and *uroone

crisis. Asia +acific alone con tributes to %%& of total AC industry, Apart from

sales Asia s tands as the wor ld hub for Air-Condit ioner product ion and China

produces over 0& of the Ai r-Condit ioners.

/he main dr iv ing fac tors worldwide are r ai sing d isposable income among

consumers in developing marets , 1rowth in infrastructure, demand for higher

energy eff icient solutions and replacement reuirements in 3orth America and

*urope.

1.2: Objective of the Project

/o compare competi tors in 4nverter range of air condit ioner w.r . t price,

salient features and installation it.

/o identify 5lue "tar 6s current maret position.

/o study about customers buying preference between dealer 7 retailers

/o study on factors that influence customers buying decisions

/o s tudy the var ious models of ai r condi t ioner 6 s that are displayed at

retail outlets 7 dealer show rooms

1.3: Scope of the project

*lectrical durables including Air-conditioners sales can be directly correlated to

i nf ra st ru ctu re d ev elo pme nt s i .e . n ew h ome s a nd g ro wi ng e du ca ti on al

institutions. 4n the near future this segment will significantly contribute towards

a major chun of the AC maret . ence to capture the maret share i t is of

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prime importance that 5lue "tar dominates this segment .

/hi s p ro ject i s under taen t o compare t he o ther b rand i nver te r t ype a ir

condi t ioner wi th 5lue "tar inver ter Air condi t ioner w.r .t pr ice, features and

service . /hi s project a lso helps to unders tand 5lue "tars cur rent maret

position. /his project helps to identify top (0 inverter models and top % brands

and the reason for their leadership position.

1.4: Type of Re e!rch

Decriptive ree!rch 8 /o map the competition of 5lue "tar 4nverter Air-

Conditioners model with other brand 4nverter Air-Conditioners model w.r.t

+rice, 9eatures and "ervice, a survey was conducted to identify the top (0

inverter air conditioner model, which have more demand in the maret. Also a

study was done to find the reason for this demand.

+r imary and secondary da ta f rom various sources was used in thi s s tudy.

+rimary 'ata was used to find the top (0 4nverter Air-Conditioner model and to

now the cus tomer e:pectat ions . /his data wi l l indicate the preferences and

r e ui re me nt s i n th ei r o rga ni a tio n. /h e s ec on da ry d at a w as u se d f or

identif icat ion and generat ion of prospects used to select the sample units . /his

primary and secondary data is sourced across the web, magaines, andnewspapers.

A structured non disguised uest ionnaire and a semi-structured 4nterview were

used to col lect the needed data. /he ues t ionnai re had both uant i tat ive and

uali tat ive uest ions pertaining to the consumer needs, preferred at tr ibutes of

Air-Conditioners etc. /he semi-structured interview was aimed at collecting the

organiation;s view on 5lue "tar , feasibi l i ty of using


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/he data was collected from Multi 5rand 'ealer7


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times thans to the country;s strong economic performance, rising household

incomes and a favorable shift in consumer perceptions towards air-conditioner

?AC@. /he maret;s compounded annual growth rate ?CA1


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products that have witnessed rapid growth in the air conditioning industry. 4t

currently consti tutes F)& of overal l volumes in the air condit ioner maret and

is e:pected to double in volumes over the ne:t (-2 years. 1lobally, this product

i s popular across many countr i es cons ti tu ting F%0-(00& of the overal l a ir

conditioner sales.

"ource8http877www.sparcapital.in7pdf7updates74nverter&20Air

&20conditioner.pdf

Air Condi t ioning maret i s highly compet i t ive wi th many 4ndian and foreign

players. /he top air conditioner brands in 4ndia are ol tas, G1, +anasonic,

'aiin, "amsung, 1odrej, 5lue star, =nida, ideocon and Hhirlpool. /he below

graph represents the maret share of major companies in a ir condit ioning

industry in 4ndia for 20()

"H=/ Analysis of Air- Conditioner 4ndustry

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http://www.sparkcapital.in/pdf/updates/Inverter%20Air%20conditioner.pdfhttp://www.sparkcapital.in/pdf/updates/Inverter%20Air%20conditioner.pdfhttp://www.sparkcapital.in/pdf/updates/Inverter%20Air%20conditioner.pdfhttp://www.sparkcapital.in/pdf/updates/Inverter%20Air%20conditioner.pdf


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2.2 OR*+NI,+TION PRO-I/

4ntroduction

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5lue "tar Gimited was founded in ($) by the late Mohan / Advani. 4 t s tar ted

as a modest /hree-man operation, engaged in reconditioning of refrigerators and

air condit ioners. 4n ($B$, 5lue "tar became a public l imited company with i ts

corporate headuarters at Iasturi 5uildings in Mumbai.

/od ay, 5 lu e " ta r is 4 nd ia ;s le ad in g a ir-c on di tio ni ng a nd c om me rc ia l

refr igerat ion company with an annual turnover of J200 crores, a networ of )0

offices, modern manufacturing facilities and around 200 employees.

4 t fulf i l ls the cooling reuirements of a large number of corporate, commercial

as well as residential customers and also offers e:pert ise in al l ied contract ing

act ivi ties such as elect r ical , plumbing and f i re- f ight ing services in order toprovide a comprehensive solution. 5lue "tar ;s other businesses include

mareting and maintenance of imported professional electronics K industr ial

systems, and e:ecution of industrial projects.

5lue "tar has business al l iances with world-renowned technology leaders such

as


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and revenues from ) streams of businesses8

Air-conditioning

Commercial


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/his comprises central and pacaged air-condit ioning, electr ical , plumbing K

fire-fighting projects.

/ he c en tr al a nd p ac a ge d a ir-c on dit io ni ng b us in es s i nv ol ve s d es ig n,

manufactur ing, installat ion, commiss ioning and maintenance of large centrala ir -condi ti on ing p lant s, pacaged a ir condi ti oner s and duc ted s pl it a ir

conditioners. /he Company has been delivering e:pert turney cooling solutions

to a variety of customers in the corporate, commercial and industr ial sectors .

"ys tems des igned by 5lue "tar have been ef fectively integrated wi th other

services and specific reuirements of the end user.

5lue "tar ;s deep domain nowledge in most applications, coupled wi th the

state-of-the-art tools and software for heat load est imation, euipment s iing

and air 7water balancing has helped i t e:ecute solutions that effect ively leverage

t he har dwar e t o p rovi de opt imal coo li ng . 5 lue " ta r; s s uper io r p ro ject

management capabil i t ies , on t ime delivery, high project uali ty and seamless

coordination at all levels has been a huge differentiator.

/he Company also manufactures a comprehensive range of ai r-condi tioning

products. A wide range of models are available in each product category to

ensure that the ai r-condit ioning system des ign is implemented wi thout any

compromise. All products have been designed on an energy-efficiency platform,

and offer a host of advanced features.

5lue "tar;s product l ine-up includes centr ifugal chil lers , screw chil lers , scroll

chil lers , fan coil units , air handling units , pacaged air condit ioners, ductable

splits and


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the Company has been offer ing


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Cooling +roducts

/ he C oo li ng + ro du cts b us in es s c omp ris es r oo m a ir c on dit io ne rs a nd

refrigeration products K systems. 5lue "tar offers a wide range of contemporary

room AC products such as window, spli t , inver ter, mult i -inver ter, cassette ,

verticool and concealed split air conditioners. All the products are aesthetically

a pp ea li ng , l ow n oi se a nd h ig hl y e ne rg y e ffic ie nt. /h e C omp an y a ls o

manufactures and marets a comprehensive range of commercial refr igerat ion

products and services that cater to the industrial, commercial and hospital ity

sectors . /hese include water coolers , bott led water dispensers, deep freeers,

cold storages, bottle coolers and ice cube machines.

Cassette K "plit AC 'eep freeers K Hater coolers

5lue "tar offers a wide range of cooling and preservation solutions including

modular co ld rooms , pac houses, peri shable cargo comple:es, r ipening

chambers and controlled atmosphere storages. "olutions tailor-made to suit any

industry that reuires s torage of perishable produce over e:tended periods of

t ime without suffering any loss of uali ty E be i t in loo, feel , touch, taste or

chemical composition. 4n addition to the agricultural and horticultural segments,

5lue "tar offers cold storage solutions for uic service7 tradit ional restaurants ,

healthcare, pharma, logis t ics , and f roen food and dairy segments , amongst

others.

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+rofessional *lectronics K 4ndustrial "ystems

9or ove r f ive decades , t he * lect roni cs ' iv is ion has been t he e:c lusi ve

distributor in 4ndia for many internationally renowned manufacturers of hi-tech

professional electronic euipment and services, as well as industrial products

and systems.

=ver the years, the Company has changed i ts business model from merely being

a distr ibutor to that of a system integrator and value-added re-sel ler , thereby

moving up the value chain. /he Company has carved out profi table niches for

i ts e lf in mos t of the spec ia l ied maret s i t operates in, such as 4ndus tr ia l

+rojects, 4ndus t rial +roducts and "ystems, Mater ial /es t ing *uipment and

"ystems ?'est ruct ive 7 3on 'estructive@, 'ata Communicat ion +roducts K

"ervices, /es ting and Measur ing 4ns truments , Analyt ica l 4ns truments and

Medical 'iagnostic *uipment.

*ro(p Co#p!%ie

5lue "tar 4nfo/ech Gtd

5lue "tar 4nfo/ech Gtd is a global provider of 4/ solutions and services

with operat ions in !"A, !I, *urope, 4ndia, >apan and "ingapore. 4 ts mission isto help global enterprises der ive measurable bus iness outcomes through the

efficient use of information technology. /he Company partners with i ts cl ients

to unders tand the ir business pa in poin ts and arr ives a t appropria te 4/ l ed

interventions to deliver relevant solutions to gain maret share and competit ive

advantage, and real ise operat ional eff iciencies. !sing a collaborat ive approach,

5lue "tar 4nfo/ech provides end-to-end services across a range of legacy and

contemporary technologies for enterprises , software product companies and

hardware technology vendors. 4 t has wored with leaders in various industr ies

such as Manufacturing, /elecommunication, /echnology, /ravel and ospitality,

Media K *ntertainment, ealth "ciences, +harmaceutical and 1overnment and

enabled them to effectively align 4/ to deal with challenges due to globaliation

and consolidation. /he Company is l is ted on the 3ational "toc *:change and

the 5ombay "toc *:change.

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5lue "tar 'esign K *ngineering Gtd

5lue "tar 'esign K *ngineering Gtd is a global provider of engineering

services to the manufactur ing and archi tecture, engineering K const ruct ion?A*C@ sectors. 5lue "tar 'esign and *ngineering draws on its parent company6s

s even decades o f e:per ience and e:cel lence i n manuf ac tu ri ng , p roduct

development and turney project e:ecut ion, to del iver a range of services to

customers in a variety of industries including consumer appliances, automotive,

industrial machiner y, hi-tech and ACK


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$(e t!r c(to#er

"ource8 5lue "tar Hebsite

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"ource8 5lue "tar Hebsite

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3.1 iter!t(re Revie

5hawaniprasad and Iumari ?($@ have analyed N4mpact of adver t is ing on

consumer durables marets8 A study of


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+ramugdha Mamgain ?20((@ , said 4ndia 6s room AC maret i s growing 20& a

year and is e:pected to touch ).B mil l ion this year. "pli t ACs now account for

two-thirds of the maret . Hith just )& households having an AC, there is huge

scope for the segment. Changing lifestyle, increasing disposable income, falling

prices and wider availability have all contributed to the rise in air-conditioner

sales. 'emand is r is ing in smaller ci t ies and towns as well as more households

join the buoying middle-class segment. /he country6s middle-income group is

e:pected to grow($& a year for the ne:t f ive years , according to a repor t by

broerage and investment baning services provider CG"A last year.

According to ?CGA"+ apanese


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"anjay umar ?20()@, said Air conditioners ?ACs@ are fast becoming must-haves

as consumers become increasingly accustomed to air-condit ioned environments

a t the worplace, homes, mall s, c inema hal ls and in the ir cars . Hith the

consumer durables industry in 4ndia growing at (%& annually, and the fact that

the ai r condi t ioning segment remains among the leas t penet rated consumer

durables segments, at less than )&, more and more players are entering the AC

maret with hopes of tapping the growth opportunit ies . /he AC maret in 4ndia

currently has over 20 players who are f ighting for a s l ice of the maret amidst

high hopes that it will grow substantially in the future.

' "


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4.1 +N+5SIS

T+/ 1 ho4i%& #!r6et h!re of the br!%' b!e' o% hi 'e#!%'

S. No r!%'

R/SPONS/

7I% De#!%' of the

r!%'8

Perce%t!&e

78

( 5lue "tar 0 (0&

2 'aiin 0% .(&

) itachi 0) .)&

G1 (B 22.$&

% Mitsubishi 0) .)&

B +anasonic 0 ((.&

"amsung (0 (.)&

oltas ( 20&

$ =thers ?=nida,=1@ 0 %.&

Tot!$ 0 1

"ource8 +rimary "urvey, Apr->une20(

-I*UR/ 1 ho4i%& #!r6et h!re of the br!%' b!e' o% hi 'e#!%'

Others (Onida,OG)

5.7%

Voltas

20.0%

Samsung

14.3%

anasoni!

11.4%"itsu#ishi

4.3%

$G

22.%

&ita!hi

4.3%

'aiin

7.1%

lue Star

10.0%

-i%'i%&: /he above table shows that 22.$& respondents felt G1 has more demand,

respectively 20& respondents felt oltas and (.)& respondents felt "amsung. (0& of

respondents felt 5lue "tar has demand in the maret. 4t is inferred that G1 and oltas air

conditioner products are more in demand.

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/A5G* 2 showing age group of people purchasing air conditioner

S. No +&eNo. Of

Repo%'e%t

Perce%t!&e

78

( 20-)% 2 B0&

2 )%-%0 2 0&

) %0-B% 00 00

Above 0 yrs. 00 00

Tot!$ 0 1


-i%'i%&: /he above table shows that B0& of the respondents belong to the age group of 20-

)% years and 0& fall under the category of )%-%0 years. "urprisingly none of them belong to

the age group of %0-B% years and Above 0 years. 4t is inferred that there is a higher percentage

?i.e. B0&@ of people in the age group of 20-)% years purchasing air conditioners. /he reason

T+/ 3 ho4i%& r!ti%& of br!%' 4.r.t . The p!r!#eter #e%tio%e' be$o4 2%

):poi%t c!$e 74here 2 i very poor !%' ) i e;tre#e$y &oo'8

S.NO r!%' Price


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+v! i$ !b i$ it y S(p por t

( 5lue "tar ).0 .% ).0 ).0 ).% (.0

2 'aiin ).% .% ).0 ).0 ).0 (.0

) itachi 2.% .0 ).0 2.% ).0 (%.0

G1 .0 ).% %.0 .% .% 2(.%

%Mitsubishi

).0 ).0 ).0 2.0 2.% ().%B +anasonic ).% ).% .0 .0 ).% (.%

"amsung .0 ).% %.0 .% .% 2(.%

oltas .% .0 ).% .0 .0 20.0


-i%'i%&: G1, "amsung and oltas got higher ratings 2(.%72%, 2(.%72% and 2072% respectively.

/his being the reason why 'ealers7


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B +anasonic ($7)%

"amsung 2)7)%

oltas 2%7)%


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-I*UR/ 3 Sho4i%& r!ti%& of br!%' 4ith repective to S!$e pro#otio%

VoltasSamsungPanasonicMitsubishiLGHitachiDaikinBlue Star

5

4

!

"

#

Brands

5$PointScale

3.*

4.24.1

2.0

4.4

2.2

2.+2.7

-i%'i%&: G1, "amsung and +anasonic got ., .2 and .( rating points respectively. /his

shows that they are spending more money in promotional activities when compared to other

brands. 5lue "tar rated 2. which shows that the company should give more importance to its

promotional activity. 4t is inferred that G1, "amsung and +anasonic are doing more "ales

+romotional activities when compared with other brands.

/A5G* B "howing which brand provides installation it

S.NO R+NDS Repo%e

( 5lue "tar 0

2 'aiin 0

) itachi 0

G1 0

% Mitsubishi 0

B +anasonic 0

"amsung 0

oltas 0


9igure "howing installation it

+age 23of 49


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-i%'i%&: G1 is the only brand that provides installation it along with 4nverter AC. 4f 5lue

"tar provides 4nstallation it in future, this may improve the sales of the product. 4t is inferred

that G1 is the only brand that provides installation it along with 4nverter AC.

941!une20(

+age 24of 49


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-i%'i%&: 4n a sample sie of 0 multi-brand 'ealer7


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Blue Star

Daikin

HitachiLG

Mitsubis

Panasoni

Samsung

Voltas

Categor,

-i%'i%&: /he above table shows that 22.$& of respondents felt that oltas has more demand

in 4nverter AC6s, 20& of respondents feel G1 and (.)& of respondents feel "amsung. =nly

.(& of respondents felt 5lue "tar has more demand in the maret. 4t is inferred that oltas and

G1 have more demand in 4nverter AC when compared with other brands.

/A5G* C "howing features that customer focus while bu ying air-conditioner

S.NO -e!t(re Repo%e

( Air +urifying 9ilter 2(2 Air "wing )

) Anti-Corrosion 9in 2

Auto


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/A5G* $ showing top (0 inverter ac model based on demand

S.N

OR+ND TR =o'e$

Repo%

e=RP 7i% R8

( =G/A" (.% ( *P 2 )2007-

2 G1 (.0 5"-(2B5A 22 $$07-

) "AM"!31 (.%A


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(2B5A model are having more demand.

/A5G* (0 showing ratings of parameter that influence dealer to sell the products on %-

point scale ?where 0 is very poor and % is e:tremely good@

S.NOP!r!#eter I%f$(e%ce to

Se$$ +irCo%'itio%erR!ti%&

( "ales Margin

2 "pecial 4ncentives )

) "toc "upply % 1ift =ffers )

% "lab Hise /arget 2

B /rade 'iscounts )

=ffers )


-i%'i%&: 'ealer felt that the stoc availability is a major factor that influences them to sell

the product. /he dealer giving least importance to slab wise target. 4t is inferred that the dealer

giving more importance to stoc availability rather than other parameters.

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941!une20(

-i%'i%&: /he above table shows that %2 respondents felt that sales of 5lue "tar 4nverter AC

was Average, 0% respondents felt 1ood and (2 felt 5ad, reason being high +rice and +oor

service support. 4t is inferred that the dealer giving more importance to stoc availability rather

than other parameters

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9inding from Customer uestionnaire

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/A5G* (( showing which medium creating awareness about air-conditioner brand7model

S.NO =e'i(# Repo%e Perce%t!&e

( 3ewspaper 0 00

2 Magaines 0 00

)/

Advertisement(0 ))&

/hrough 9riends (0 ))&

% "ellers 0) (0&

B =thers ?4nternet@ 0 2&


-i%'i%&: /he above table shows that ))& of respondents felt that they get more awareness

about brands and models from / advertisement and through 9riends. /he print media has

failed to create awareness. 4t is inferred that the customer get awareness about brand from /

Advertisements and 9riend.

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/A5G* (2 showing ratings of parameter that influence customer while purchasing air-

conditioner 0n %-point scale ?where 0 is very poor and % is e:tremely good@

S.NO

P!r!#eter I%f$(e%ce hi$e

P(rch!i%& +ir

Co%'itio%er

R!ti%&

( 5rand 3ame

2 +rice .%

) /echnology

"ervice %

% uality %


-i%'i%&: /he above table shows that customer giving more importance to service and uality

when compared with parameters while buying AC. 4t is inferred that the customer is giving more

importance to "ervice, uality and +rice rather than factors lie 5rand and /echnology.

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941!une20(

-i%'i%&: /he above table shows that %& of respondent aware of 4nverter type AC.


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from normal air-conditioner


-i%'i%&: /he above table shows that (& of people now how inverter ac is different from

the normal ac, remaining )& of they might not aware of how inverter ac is different from

normal ac. All brands have failed to create awareness about inverter type ac. /his could be the

reason that only )& of people in 4ndia are using inverter type ac, if you tae japan (00& of

people are using inverter type ac. 4t is inferred that only (& of people now how inverter ac is

different from the normal ac, remaining )& of they might not aware of how inverter ac is

different from normal ac.

941!


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-o

3+.7%

es

+3.3%


-i%'i%&:/he above table shows B)& of +eople said that 4"'6s are influencing their decision.

4"'6s 4nfluence the Customer by giving their feedbac and the best about their product and

hence the presenter plays a major role in customer buying the product. 4t is inferred that, 4"'6s

4nfluences the Customer by giving their feedbac and the best about their product and hence the

presenter plays a major role in customer buying the product. 4"'6s forR 5lue "tar retail counterwere only in r out of )% retail outlets.

9 igur e (2 s howi ng whe ther on- li ne r ev iews i nf luence t he pur chas e

decision

+age 3)of 49


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-i%'i%&: /he above table shows whether =n-line reviews influence Customer purchase

decision. )& of +eople felt that =n-line reviews are influencing their decision. /he on-line

reviews are not read by the parentsL but their children are reading =n-line reviews and they tell

their parents of the findings. 4t is inferred that =n-line


37/49


-i%'i%&: /he above table shows that )& of +eople are aware of 5lue "tar products,

remaining 2& of +eople are not aware of 5lue "tar +roducts. /he people are more sensitive

about high +rice. 4t is determined that a higher percentage of +eople are aware about the 5lue

"tar +roducts. .

941!


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-i%'i%&: /he table shows that 0& +eople are e:isting user of 5lue "tar +roducts,


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S.N

Or!%' Price


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"" a mon g T W 7 V$)0.2% 7V0 .2%7 V%B.2% 7V(2 .2%7 X -

?2V)0.%V2$.%V2.%V2.%@ 270

"" a m o n g T 0.2%

"" w i t h i n T 2(.( E 0.2%

"" w i t h i n T 20.)%

So(rce SS 'f =S -

Among 0.2% 0.((2% 0.)(()$B$

Hithin 20.)% )% 0.%2(2$

Q?according to the 9 sig7probabil i ty table wi th df T ?, )%@ 9 must be at leas t

2.B to reach p Y .0%, so 9 score i not statistically significant@

I%fere%ce:

ere, Calculated alue is lesser than the /abulated alue, so accept the 3ull ypothesis and

reject the alternate hypothesis. 9rom this test, there is no significance difference in the ratings of

the brand with respective to price, uality, features, product availability and service support. "o

there is no difference in price, uality, features, product availability and service support which

offered by companies.

Compar ing pr ice, uali ty and service parameter which influence the customer

while purchasing air-conditioner

+rice uality "ervice

.0 %.0 %.0

.0 .% %.0

.0 %.0 %.0

.% %.0 %.0

.% %.0 %.0

+age 4of 49
http://web.mst.edu/~psyworld/anovaexample.htm#1http://web.mst.edu/~psyworld/anovaexample.htm#1


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.% %.0 %.0

.% %.0 .%

.% %.0 %.0

.0 %.0 .%

%.0 %.0 %.0

.% .% %.0

%.0 %.0 %.0

.% %.0 %.0

%.0 %.0 .%

.% .% %.0

%.0 .% %.0

.% %.0 %.0

.% %.0 %.0

.% %.0 %.0

.% %.0 %.0

.% %.0 %.0

.% %.0 .%

.% %.0 %.0.% %.0 .%

.% %.0 %.0

.% %.0 %.0

.% %.0 %.0

.% %.0 .%

.% .% %.0

%.0 %.0 %.0


/-/est8 +aired /wo "ample for Means

+rice uality

Mean .%(BBBBBB .$(BBBBBB

ariance 0.02$%( 0.0)%$($%

=bservations )0 )0

+earson Correlation 0.022B0$

ypothesied Mean'ifference 0

df 2$

+age 41of 49


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t "tat -B.%$%%2$$

+?/YTt@ one-tail (.%0*-0

t Crit ical one-tail (.B$$(202

+?/YTt@ two-tail ).(%()*-0

"ource8 1enerated in *PC*G

I%fere%ce: /hep value ?0.00@ is lesser than U value ?0.0%@, so there is "ignificance differencebetween +rice and uality.


+rice "ervice

Mean .%(BBBBBB .$

ariance 0.02$%( 0.0()$)(

=bservations )0 )0

+earson Correlation 0.0)0%%)


df 2$

t "tat -B.(%2(2)

+?/YTt@ one-tail .$)2*-0


+?/YTt@ two-tail $.%$B*-0


I%fere%ce: /hep value ?0.00@ is lesser than U value ?0.0%@, so there is "ignificance difference

between +rice and "ervice.


uality "ervice

Mean .$(BBBBBB .$

ariance 0.0)%$($% 0.0()$)(

=bservations )0 )0

+earson Correlation -0.22)B0B$


+age 42of 49


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df 2$

t "tat 0.2$B$)B

+?/YTt@ one-tail 0.)))($2


+?/YTt@ two-tail 0.BBB)


I%fere%ce: /hep value ?0.)@ is greater than U value ?0.0%@, so there is 3o "ignificancedifference between uality and "ervice.

4.3 -INDIN*S

'ealer uestionnaire 9indings

G1 and oltas air conditioner products are having more demand when compared to other

brands product

igher percentage of people in the age group of 2%-)% years purchase air conditioner,

G1, "amsung and oltas got higher ratings points; w.r.t. +rice, uality, 9eatures, +roduct

Availability and "ervice when compare to other brands.

G1, oltas and "amsung 4"'6s availability in retail outlets is higher when compared to

+age 43of 49


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other brands.

G1, "amsung and +anasonic are doing more "ales +romotional activity when compared

to other brands.

G1 is the only brand that provides installation it along with 4nverter AC.

ery low demand for 4nverter AC in the maret.

oltas and G1 have more demand in 4nverter AC6s segment when compared to other

brands

/he 'ealers felt that the customer is mainly focusing on *nergy "aving, 4nstant Cool and

Auto


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remaining )& are not aware of how 4nverter AC is different from 3ormal AC.

4"'6s 4nfluences the customer by giving their feedbac and the best about their product

and hence the 4"'6s plays a crucial role on influencing the customer buy the product.

4"'6s of 5lue "tar available only in retail outlets out of )% outlets.

=n-line


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2 G1 (.0 5"-(2B5A $$07- BB007-

) "AM"!31 (.% A


47/49


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"ource8http877timesofindia.indiatimes.com7tech7tech-news7(0m-urban-4ndians-to-own-

smartphone-in-20(-'eloitte7articleshow72$BB)$%.cms


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/here are three major points for improvement8 customer education, solution-selling and cross-selling8

9irstly, customer education will improve the level of awareness about the benefits of AC

and help dispel e:isting customer concerns. owever, customer education must not be

limited to sales staff. Any employee who comes into contact with the customer, for

e:ample service staff, must be engaged in this process."econdly, adopting a solution-selling approach will unveil new ways to engage the

customer.

rad report.doc

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