Entrepreneurship

Report Name: Business Proposal Submitted by: Bilal Chattha Raza Asif Mohsin Bashir Abu -Sufyan Shehbaz Ahmad Submitted to: Shoaib- ul- Huq Program: M.B.A (Three Years) GIFT BUSSINESS SCHOOL
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(09123020) (09123030) (09123022) (09123056) (09123045)

In the name of ALLAH The creator of every creation The piety The beneficent The merciful The wise The Lord of the world The first and last The sender of the Holy Prophet Muhammad may peace be upon him Whereof there is no doubt The owner of the Day of Judgment To whom everyone will be brought back
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First of all with the deep sense of gratitude, we bow our heads in front of Allah for enabling us to complete this project then we want To say billion thanks to our most respected, very kind, prodigious and splendid course instructor;

Mr. Shoaib_Ul_Haq

Who guide us enough in every step in the accomplishment of our task, this project can never be completed without corporation of such a nice personality.

DEDICATION
We dedicate this report to our parents and friends in recognition of their worth and to our teachers who are the guiding force for us and it is their effort and hard work that showed us the path of success and prosperity which would be there for us for the rest of our life. Our thanks to all those who have generously contributed their theoretical knowledge to this report including our teachers. Without their understanding and support, completion of this work would not have been possible. We hope people find this report useful and the subject matter adds to their knowledge. Keep your dreams alive. Understand to achieve anything requires faith and belief in yourself, vision, hard work, determination, and dedication. Remember all things are possible for those who believe. Merlin Olsen

TABLE OF CONTENT

Sr. No 1 2 3 4 6 7

CONTENTS Executive Summary Business Proposal Question For In-depth Interview In-depth Interview Analysis Marketing Plan

P.No 6 7 9 10 19 23

Executive Summary
We were assigned to do a project of entrepreneurship. For this we selected a unique product which is not launched in Gujranwala yet now. So we selected a solar water pump for agriculture sector. This technology is very useful because Pakistan is facing energy crises now due to which agriculture and industrial sector face many problems. To resolve the problem we launch a solar water pump which runs through the use of solar energy. For this purpose first of all we make a business proposal so that we can actually understand some know how about the product. After that we develop a questionnaire for in-depth interview. For this we selected three businessmen which already do this business in Lahore, we gather the complete information about the product and also about the business. After that we prepare a questionnaire to know the demand of the people in Gujranwala so we fill up the questionnaire from the people and after that we analyze the result and know the demand of the people. We know from survey that people are very interesting to purchase our product. For this purpose we also collaborate with the Zarai Traqiati Bank, which provide loan to farmers so that they can purchase the pump. After this activity we prepare the marketing plan for solar water pump, to know that how we can reach the customer door step, in marketing plan we dived our customer on the basis of their characteristics so that we attract our customer according to their needs.

Business Proposal
Name of Business:
Green Ancient Energy (Pvt) Ltd.

Business Description:
We at Green Ancient Energy (Pvt) Ltd, Have the proud privilege to offer solar energy solution and products for your homes, offices, business concerns and industry. Our solar system as the name indicates derives energy from the sun. Solar energy is a comparatively economical, convenient and an environment friendly source which is called Green Energy because there is no noise, smoke, emission or odors around you when you use solar energy.

Objective: Explain why this business opportunity is being pursued:

Due to shortage of electricity, we find a business opportunity in this field. So we can earn profit. Due to pollution of other source of energy by using this, we can create a cleaner and greener Pakistan. To make a long lasting contribution towards the generation of cleaner and more efficient energy throughout Pakistan. To provide cost effective renewable energy solution in Pakistan, because we can produce energy with the help of natural thats why their cost is zero. To built a brighter sustainable future.

Core activities of the business:

We join hands with government and people of Pakistan to help in tiding over the energy crisis and provide cost effective wind and solar energy solutions. Our aim is to help to create a cleaner and greener Pakistan though provision of unconventional energy recourses. Our goal is to make a long lasting contribution towards the generation of cleaner and more efficient energy throughout Pakistani this endeavor the Green ANCIENT ENERGY is focused on creating an environment that benefits our clients, employees, business partners and all future generation, while placing equal importance on continued value creation for company stake holders.

Products and /or Services Description:

SOLAR WATER PUMPS FOR AGRICULTURE & DOMESTICS

A solar-power pumping system includes three mail components. The solar panels either fixed or designed to track the suns movement, an electronic controller and the pump. Electronic controllers protect the pump and produce more water in low-light situation. Three electric controllers protect pumps operating on full voltage, low amperage in low light conditions by trading voltage for amperage. The electronic controller also shuts off the pumps when a float indicates the tank is full or the water level has dropped to a pre-selected level to protect against pumping the pump dry.

Tentative Pricing:
15500 US$

Parts of the solar water pump:

1-Pump 2- Pump system solar direct 3- Water level controller 4- Sub mercible cables kit 5- Junction box with all terminals 6- Solar panel plus connector 7- T-connector 8- MC cables connector.

Questions For In-depth Interview

Q1. How you identified the opportunity to start this business? Q2. How did you finance your business (Debt/equity)? Q3. You do the market research about your product before starting the venture? Q4. What are most important and crucial things you done to grow your business? Q5. What is your pricing strategy Low to High or High to low? Q6. Are there any barriers to entry? Q7.What is your target market? Who is your customer? Q8.How is your product different from others in the market? Q9.Which distribution channel you use? Why you prefer this channel? Q10.What is your start-up capital requirements? Q11. How you communicate with current and potential customers? Why you think this is the most effective strategy? Q12. How will you build your brand image in the mind of customers? Q13. What is your market share in the industry?

3 In-depth Interviews
INTERVIEW # 01 Company Name: Address: Contact #: Interviewee: Interviewers: SUN STAR SOLAR 23-B, Model Town, Lahore (92-323-4244441) Qasim Iqbal Butt (Chief Executive) Bilal Afzal Abu Sufyan Shahbaz Ahmed Raza Asif Mohsin Bashir
Group Members: How you identified the opportunity to start this business? Qasim Iqbal Butt: Because this is the merging technology and the opportunity is comes from due to the energy crises, energy deficiency and also from my own thinking because I am the mechanical engineer and I want to do something different. Group Members: How did you finance your business (Debt/Equity)? Qasim Iqbal Butt: The total investment is invested in this business myself with no debt. I start this business back in 2008 with initial investment of 3 to 4 million rupees. Group Members: You do the market research about your solar products and services before starting the business? Qasim Iqbal Butt: Yes the market research is been conducting to know the feedback of the general public about this technology and services, the response of the research is very good and then we develop the feasibility report; I personally believe that anyone who start a new business he or she conduct the market research or those who didnt conduct I suggest them they should conduct because it tells you that how demanding your product or service that you are going to be launch in the future. Group Members: What is the most important and crucial things you are practicing to grow your business?

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Qasim Iqbal Butt: The important thing that we are doing is to creating the awareness about the solar technology by advertisements and exhibitions for growing our business; the crucial thing is to deal with Govt. because the Govt. is not supportive if the Govt is support the solar technology become successfully grows in Pakistan, because the solar business is not running successfully in Pakistan without the Govt. collaboration including Govt subsidies. Group Members: What is your pricing strategy Low to High or High to Low? Qasim Iqbal Butt: The solar water pump is an expensive product because its pricing Range starts from Rs.500000 and up to Rs.5000000; the size of the pump is matters in the price range, if a person want to buy only a 1 horse power water pump (without other accessories) its price is Rs.500000 and if a person want to buy a 20 horse power water pump (without other accessories) its price is Rs.5000000. So the price of the water pump is based on the size of the water pump and on the number of solar plates, controller and other accessories which is very high because all of the imported items. Group Members: Are there any barriers to enter in this type of business? Qasim Iqbal Butt: No physically there is no any barrier, anyone who can start or invest in this type of business he or she easily can do it without any restrictions from the Govt. or from anyone other. Group Members: What is your target market? Who is your customer? Qasim Iqbal Butt: Our target customers are the different sectors of the Pakistan like agriculture sector, industrial sector, different Govt organizations e.g. (NHA, EHA), NGOS and different projects in the remote areas for the fulfillment of the electricity need of the people of that areas are also included in our target customers. Group Members: How is your product different from others in the market? Qasim Iqbal Butt: No differentiation because all the products related to the solar technology is same but it is different from the electricity because the solar products are green products, safe and no hazard to life this can be a differentiation point. Group Members: Which distribution channel you use? Why you prefer this channel? Qasim Iqbal Butt: Particularly we dont have any distribution channel; this business is not required any distribution channel because the solar products are not the regular usage products like eatable products or regular useable products. Group Members: How you compete with your competitors? Who is your effective competitor in this business? Qasim Iqbal Butt: There is no competition in this business in Pakistan, because this is not a general public item. Yes the other solar businesses are exists in this market but no competition stage is established; because the competition is take place in those markets where the public items are offered by a different companies and the demand of those products is regular but solar business have no regular demand. Group Members: What is start-up capital requirement for this business?
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Qasim Iqbal Butt: In my point of view the more capital is required to start this business versus other businesses; the start-up capital is vary on the size of the business if you start this business on small level you may be start it with 5 million rupees and if you want to start it on big level you may be require a billions of rupees. Group Members: How you communicate with current and potential customers? Why you think this is the most effective strategy? Qasim Iqbal Butt: We communicate with our target customers via advertisements, newspapers, exhibitions, seminars and articles. The most effective communication strategy is exhibitions; in exhibitions our target customers come and see the products physically and become aware about them and willing to buy them. Group Members: How will you build your brand image in the mind of customers? Qasim Iqbal Butt: Making brand is not an easy process because it required a lot of money for just building your brand; you have to heavy advertise your product on almost every TV channel, on every newspaper (on front page), billboards in almost every city; and the advertisement is just the one way to building your brand you also have to a lot of other things for making brand name like maintaining high quality consistently and etc; but the solar business market is not nourished in the industry and also there is no competition so the brand image in not existing in this market. Group Members: What is your market share in the industry? Qasim Iqbal Butt: our companys market share is 1% of the whole market. Group Members: How this technology is beneficial for the environment? Qasim Iqbal Butt: As I already tell you this is a green technology, environmental friendly and its usage helps to reduce global warming and pollution; it is also have no side effects or any hazards to the human life. Group Members: Do you think is a profitable business? Qasim Iqbal Butt: Yes it is the business is profitable but you have to wait for that profit for unknown time duration, because the solar products are not regular products and this market have very limited customers and the mostly are the price conscious, they listen the high price and didnt come back so on average out of the 10 to 20 visiting customers the only one customer can really purchase the product, so thats why you have to wait for the profit for unknown time duration. Group Members: What you think that how this market is flourished and become successful? Qasim Iqbal Butt: With the help of Govt. support, the Govt. support is the most important factor for the flourishing of this market in Pakistan; this business has a very big scope but without the support of Govt. it cannot be successful as you see in western countries the Govt. is support this business and those are successful.

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INTERVIEW # 02 Company Name: Address: Contact #: Interviewee: Interviewers: SOLAR WELL 9-T Gulberg II (92-300-4030077) Mr. Shahzad Saeed Bilal Afzal Abu Sufyan Shahbaz Ahmed Raza Asif Mohsin Bashir
Group Members: How you identified the opportunity to start this business? Mr. Shahzad Saeed: First of all the idea comes in my mind when my father come back in Pakistan from abroad and he brings some solar energy products with himself, then I think why not I start this business in Pakistan; and the opportunity is identified from the major shortfall of the electricity in the country, so finally I start the business in 2005 and when I start it there was not more than five to six companies already doing this business particularly in Lahore. Group Members: How did you finance your business (Debt/Equity)? Mr. Shahzad Saeed: Mostly the businesses are commenced with the debt finance so I also finance my business with debt finance with a little ratio of equity finance. Group Members: You do the market research about your solar products and services before starting the business and what is the response or the feedback? Mr. Shahzad Saeed: Yes obviously the market research is done, look any product that you are going to be launch it required a market research it tells you the response and the feedback of the public. When I conduct my market research the feedback is very good everyone wants to be install and use solar technology but when it comes on price then everybody moves backward, the reason behind this is the high cost; the main factor is the high price for the less popularity of the solar business in the country; we talk with Govt. of Pakistan about issue subsidies on this businesses but the response from the Govt. is inverse they impose duties rather than issue subsidies, now after a 3 or 4 years the Govt. eliminate duties. Group Members: What is the most important and crucial things you are practicing to grow your business?
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Mr. Shahzad Saeed: The important thing is the to build good relations with your customers, provide them good services, and when I talk about the projects that our company is doing with the Govt. in the remote areas and the other areas of the country we are focusing on to maintain the quality of the work. I think there is no any crucial thing required for this business because there is no competition in the market and the solar is not a regular product. Group Members: What is your pricing strategy Low to High or High to Low? Mr. Shahzad Saeed: The overall prices of the solar products are high and I already tell you that the high price is main factor in this business so the prices obviously from high to low and mostly the high income group is afford this. Group Members: Are there any barriers to enter in this type of business and can the Govt support you or restrict you to do this business? Mr. Shahzad Saeed: The barriers are not exists in for relating to the commencement of this business and the Govt. is a silent about this he not support and not restrict anyone can start. Group Members: What is your target market? Who is your customer? Mr. Shahzad Saeed: In Govt. sector our target is the tenders and other targets are the remote areas development projects (relating to the alternative source of electricity) then it also includes the agricultural sector and the industrial sector in which the solar water pumps, solar energy lights and other products. Group Members: How is your product different from others in the market? Mr. Shahzad Saeed: All the products and the parts we import from the foreign countries like china and other European countries, and the china made from A type quality to D type solar products; we import only A type quality products so when you offer A type quality product then also you charge high price for it because its better than other low quality products, so this can be our differentiation point from those companies who offer low quality products. Group Members: Which distribution channel you use? Mr. Shahzad Saeed: Basically we personally dont have any distribution channel, but we have different distributors in Faisalabad, Dadu and in different cities of the Sindh who purchase products from us and then they sell out there from their own name. Group Members: How you compete with your competitors? Who is your effective competitor in this business? Mr. Shahzad Saeed: We did not practicing this competition activity the reason behind this is this we are doing our business in that market where the products dont that we offered dont have their regular demand and customers; although the scope of this business is big but the market for this business is very small and struggling for growing. Group Members: What is start-up capital requirement for this business? Mr. Shahzad Saeed: The capital requirement is very high it depends on you that what market are you going to target like you just target the industrial sector, agricultural sector, Govt. projects
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through tenders, projects for remote areas development etc, and also it depends on you that what range of the products are you want to offer. On estimated basis and on the small level you can start with five million rupees. Group Members: How you communicate with current and potential customers? Why you think this is the most effective strategy? Qasim Iqbal Butt: For potential customers we post ads in newspapers and the customers visits us but most of them go back after listen the prices and our special customer is the Govt. we receive tenders send proposals and then do the contract. The most effective and less costly way of communication is the newspapers; we also held seminars and exhibitions for attracting the customers and after all that when customers arrive the price plays his role. Group Members: How will you build your brand image in the mind of customers? Mr. Shahzad Saeed: In this market here is no concept of the brand image because here people are price conscious they dont see the brand name they only see the less price, they dont care about the name of the company they only care about who offering the products on less prices, and also on the other side here is some portion of the quality conscious people who also dont care about the company name but about the quality of the products. So we give the both options to the customers less price products vs. high price products and low quality products vs. high quality products then its up to them what they choose and what they purchase, they made their own decisions. Group Members: What is your market share in the industry? Mr. Shahzad Saeed: our market share is 15% of the whole market. Group Members: Do you think is a profitable business? Mr. Shahzad Saeed: Yes it is profitable you know the products in the solar business are not regular demanded products but the profit margin is very high in this business. Group Members: What you think that how this market is flourished and become successful? Mr. Shahzad Saeed: You know in Pakistan there are a lot of companies who doing this solar business and growing day by day but very slowly, the main factor that can play a major role for the flourishing and growing of this solar market is the Govt. support and collaboration f the Govt. in this business the Govt. should promote this business on national level and also provide subsidies to this, then it can be growing faster to the success.

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INTERVIEW # 03 Company Name: Address: Contact #: Interviewee: Interviewers: SOLAR SYSTEM PAKISTAN (PVT.) LIMITED UG 59 Eden Tower, Main Boulevard Gulberg III (92-321-4589007) Mr. Muqtadir Kazi Bilal Afzal Abu Sufyan Shahbaz Ahmed Raza Asif Mohsin Bashir
Group Members: How you identified the opportunity to start this business? Mr. Muqtadir Kazi: The idea is comes to my elder brothers mind by watching the documentary on the solar energy and then the opportunity provided by the energy crises in the country. Group Members: How did you finance your business (Debt/Equity)? Mr. Muqtadir Kazi: When the first time you start any business you have less capital so you invest you own money and remaining invest by borrowing from the bank or from any other source; but we invest 70% our own money and 30% debt. Group Members: You do the market research about your solar products and services before starting the business and what is the response or the feedback? Mr. Muqtadir Kazi: The market research is the most important factor before launching the any business; it indicates the success or the failure of your business before starting it because the feedback you receive from the general public tells you the demand and willingness to buy your product. Yes we also do our market research and we receive the positive feedback from our research. Group Members: What is the most important and crucial things you are practicing to grow your business? Mr. Muqtadir Kazi: Every business is established step by step no business can go on the top in the first step, crucial thing is little bit finance problem and the because if you expanding your products range you required more finance so thats why the small finance problem is occurring; and the important thing is that we are practicing for growing our business is to creating

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awareness of the solar products to the general and our target customers by providing them the consultancy services about the solar energy products. Group Members: What is your pricing strategy Low to High or High to Low? Mr. Muqtadir Kazi: The all range of the solar products are high prices because all products are imported from different countries like China, U.S.A, Germany which are costly so thats why the pricing strategy is high prices, also the quality is high. Group Members: Are there any barriers to enter in this type of business and can the Govt support you or restrict you to do this business? Mr. Muqtadir Kazi: No there is no any barrier to start this type of business because no one have any risk from this business, this is an alternative source of electricity business it is good for the country and specially for those who dont want the load shedding; but the prices are high in this business. Group Members: What is your target market? Who is your customer? Mr. Muqtadir Kazi: Our target customers includes the residential areas for street lights and the for home lights, agriculture sector specially for water pumping solar systems, industrial sector, and Govt. sector (projects in remote areas relating to providing electricity to those areas by solar panels). Group Members: How is your product different from others in the market? Mr. Muqtadir Kazi: Everyone who doing the solar business he or she definitely import the products from the foreign countries as I already mention we too import from abroad so the all products are the same in the size and quality; it depends on the businessmen what type of quality products he or she offered to the customers low quality or high quality as we offer high quality products; so the differentiation of the products from others is no anyone. Group Members: Which distribution channel you use if any? Mr. Muqtadir Kazi: We dont use any distribution channel the customer directly visit our office booked his or her order then we provide his or her order on the decided date, and if he or she say us to install those products where he or she wants we also install it, so the distribution channels are not using. Group Members: How you compete with your competitors? Who is your effective competitor in this business? Mr. Muqtadir Kazi: This market is not become the competition type of market yet, because it is like a niche type of the market; but we did one different thing that other companies maybe not start doing yet as I already tell you that we provide our customers the consultancy services on the matters relating to the solar energy systems and provide them full information which they are asking; so this can be competitive edge of our company.

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Group Members: What is start-up capital requirement for this business? Mr. Muqtadir Kazi: It is a high investment requirement business, because you offering the imported solar products, on small level you can start by investing between 4 to 6 million rupees, you can also start it by less than 4 million rupees on a very small level if you dont have much capital. Group Members: How you communicate with current and potential customers? Why you think this is the most effective strategy? Mr. Muqtadir Kazi: By advertising on newspapers, TV channels, ads on websites, through exhibitions and etc; if we see the every communication channel has its importance, for those who see more TV the TV advertisement is effective strategy, for those who read daily newspaper the newspaper is the effective one and respectively for the web ads, but the exhibitions is the best one because the people personally visit and see our products and become aware of them. Group Members: How will you build your brand image in the mind of customers? Mr. Muqtadir Kazi: This business in not known by any brand image, because this business have low demand and small number of customers due to the high prices of the solar products. Group Members: What is your market share in the industry? Mr. Muqtadir Kazi: our market share is 2% of the whole market. Group Members: Do you think is a profitable business? Mr. Muqtadir Kazi: Yes the business is profitable but the customers of the solar products are not regular and due to this reason the sales are not regular because the customers comes to our office get information and then not purchasing when they listen the high prices, so out of the 100 visiting customers only the 5 to 10 can become your real customers so the high prices is the main reason of the unsuccessful of this business otherwise it is a profitable business. Group Members: What you think that how this market is flourished and become successful? Mr. Muqtadir Kazi: As I already tell you the high prices is the main factor of the unsuccessfulness of this business this problem can be removed and the prices comes down if the Govt. support us by providing subsidies without Govt. support this cannot be possible, you can see the examples of the other countries like U.S.A, Germany and other European countries this business is successful due to the Govt. support, Govt support is important for the successfulness of this business.

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Questionnaire Analysis

Question: How many acres of land you have for your agricultural purpose?
16 14 12 10 8 6 4 2 0 10 Acre 11 to 25 Acre 26 to 50 Acre 51 to 100 Acre

15 13 10

Question: Would you like to purchase the solar water pump system?
16 14 12 10 8 6 4 2 0

15 8

4
Strongly Disagree Disagree Undecided Agree Strongly Agree

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Question: What source of water you are using at this time?

30 25 20 15 10 5 0 Peter engine Electric motor Both

25

10 5

Question: How many liters water you are required for your purpose?
35 30 25 20 15 10 5 0 1 to 5 lac litre 6 to 20 lac litre 21 to 35 lac litre 36 to 50 lac litre 0 0

33

Question: Can solar water pump fulfill your water needs?

30 25 20 15 10 5 0 Strongly Disagree Disagree Undecided Agree Strongly Agree 0 0

24 14 2

20

Question: In which period of a year you are required more water for your agricultural purpose?
50 40 30 20 10 0 January to April May to August September to December 0 0

40

Question: How many mhp of solar water pump you will like to purchase for your land?
40 35 30 25 20 15 10 5 0 5 mhp 10 mhp 15 mhp 0

34

Question: How much you want to pay for the solar water pump system?
5 mhp (0) 10 mhp (34) 15 mhp (6)

__

10 to 13 Lac

18 to 22 Lac

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Question: Which characteristic of the solar water pump you like most?

35 30 25 20 15 10 5 0

33

3
No Variable Cost More water Pressure than peter & Motor

0 Easy usable

4
All

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Marketing Plan

PRICING STRATEGY OF GREEN ANCIENT ENERGY COMPANY:We should charge that Price which gives maximum benefit to the company and which gives maximum satisfaction to the customer. Following factors we kept in mind while determining the pricing strategy. Price should be set according to the product demand of public. Price should be that which gives the company maximum revenue. Price should not be too low or too high than the price competitor is charging from their customers otherwise nobody will buy our product. Price must be keeping the view of your target market.

SKIMMING BASED PRICING APPROACH:We face an intense competition with already available resources, at initial stage we charge a high price because in a market it is not easily available, and it has no variable cost because it is one time expense. In an economy like that of Pakistan, if competitor comes than consumers tend to switch towards a low priced product. Our objective is to target every consumer of the country so we have to set its prices at such a level which no one can offer to its consumers. That is why we charges the low prices after skimming pricing approach Otherwise, consumers may go for other available recourses in case of availability of other resources at relatively low price. Our first pricing objective is to survive and after that our main objective is to gain maximum profit.

LIST PRICES OF DIFFERENT WATER PUMP:Power of Pump (MHP)

5mph 10mph 15mph

Price of Pump (RS.)

1000000 1500000 2500000

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SEASONAL DISCOUNT
Green Ancient Energy also offers seasonal discounts scheme by reducing price by 5% in winter season because the consumption of water is decreasing in winter due to this the sales of solar water pump will be decrease, to maintain the sales volume we offer discount price to farmers.

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Communication Strategy:Establish communication objectives (awareness, knowledge, liking, preferences, conviction, purchase, etc.) Advertising objective:Green Ancient Energy has clear and specific aim of an advertising or commercial, such as To maximize profit To gain attention To gain consumer For consumer awareness, To remind our customers about our product.

Advertising strategy:We use above the line (ATL) advertising technique including (TV and Radio) because it is easily available at all the places in the Pakistan. Our customers are mainly farmers so they are living in rural areas and they are not educated persons so they have easy access to this information, by using mass media we promote our product. This type of communication is conventional in nature and is considered impersonal to customers.

ADVERTISEMENT MEDIA:As everybody knows that TV is a most common entertaining medium, So TV commercials are one of the most attractive ways of doing advertisement. Our customers are mainly farmers so they are living in rural areas and they are not educated persons so they have easy access to this information, so we do regular TV commercials on PTV channels and also Radio FM 94.6 because it reaches all over the Pakistan whereas cables reach only in the urban areas of the country. The message of Green Ancient Energy is We do it all for you and its Good time for to use it.

Budgeting:-

TV channels:25

Channels PTV *30 sec per day

Peak Time / Day 150000 /DDddDayD Total-Rs.

Monthly 45,00,000 45,00,000

Radio:Channels Fm 94.6 Rate/Minutes minutes/day 1,500 20 Totals-Rs. Day 1,500 1,500 Monthly 45,000 45,000

Summary of total Advertisement Budget:Category T.V Radio Monthly 45,00,000 45,000 Total 4,545,000

This is total advertisement budget that we have allocated. This can be change according to situation.

Frequency:The frequency of advertisement in the beginning will be high because we launch new product and people are unaware about it. After some time we will reduce the frequency of advertisement.

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DISTRIBUTION STRATEGY

We make two types of selling Direct selling Indirect selling

DIRECT SELLING:In direct selling we supply our product in our company outlet. In this type of selling company have more profit margin. INDIRECT SELLING:We also provide our product to various authorized dealers in overall the Pakistan to cover all the area. Because it is very difficult for us to cover all area of Pakistan by their own so we have so many dealers and agencies to assure our customers for availability of our products. INCENTIVE TO DEALERS:We offer various incentives to those retailers who have the maximum sales of our product on annual basis. The first, second and third best dealers of the year are awarded.

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Product Strategy:It is suitable for achieving the desired differentiation and positioning in the mind of customer in present but not enough for future, because it is not easily available and people are unaware about this product. We need to improve the positioning strategies by using the media with the passage of time. If we do not improve our strategies then our competitor will be compete us. With the passage of time we must be redesign or improve the product according to the market situation. We can improve the quality of services in many ways such as open several chains, providing better transport to our dealers reaching the delivery in time, offering discount. Differentiation & Positioning Strategy: Low cost leadership strategy Focused on differentiation strategy Market orientation and best articulate the competitive advantage within the market Product and warranty policy:Our solar water pump life is 25 years in case of any problem in pump our closest dealer near to your area will provide repairing services free for 1 year.

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Segmentation:We make segment on the following basis: Geographic Demographic Behavioral Geographic:Because our customers are mainly farmers so they are living in a rural area thats why we distinguish our customer on the basis of the geographic location of our customer. In this scenario we advertise our product to people of rural areas. Demographic:We made segmentation on the bases of no of land and gender. In No of land factor we divide our market in four segments. We conducted the research on the basis of these segments to analyze that which land group sector will like our product most. Land from 1 to 10 acre Land from of 11 to 25 acre Land from 26 to 50 acre Land from 51 acre to onwards Behavioral:Here we divide our buyers like as decision roles, benefits, user states, attitude toward product and readiness stage. Because all of these will be affect our demand.

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Few Ways Market Engineering Can Help Identify Growth Opportunities:1. Market Engineering measurements identify trends that create market opportunities. 2. Customer needs are measured identifying future new product demand. 3. Competitive Engineering identifies areas in which competitors' actions can be replicated for increased growth. 4. Market Engineering helps prioritize and rank growth opportunities to optimize future growth. 5. Market segmentation strategy identifies niche markets, geographic areas, new customer applications, and the like that can be targeted for growth. 6. Customer demographic measurements identify the true future potential of markets. 7. Interviews with competitors' customers and dissatisfied customers indicate areas for improvement and growth. 8. Customer engineering measurements drive improvements in sales force and distribution strategy utilization to gain more growth through existing customers. 9. Competitive measurements and profiles identify companies that could be acquired. 10. Competitive analysis identifies poorly served customer segments that can be exploited for growth.

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