ANALYZE THE DISTRIBUTION CHANNEL IN

GHAZIABAD
July
2019
SUBMITTED TO
G.L BAJAJ INSTITUTE OF
MANAGEMENT AND
RESEARCH
DIVIDE THE
PRESENTATION

 INTRODUCTION
 OBJECTIVES OF STUDY
 METHODOLOGY
 COMPARISON
 ANALYSIS AND
FINDINGS
 OBSERVATIONS
 RECOMMENDATIONS
 LEARNINGS
 CONCLUSIONS 2
INTRODUCTION

• Founded : 1960
• Founder : N.L MEHRA
• Headquarters : Manesar ,Haryana,India
• Area served : Worldwide
• Products : Bathroom fixtures and lighting
• Revenue : 3588 crores
• Employees : 9800
3
OBJECTIVE

• To know the sales performance of Jaquar Lightings .

• To understand different tool and techniques & different aspects
of sales and marketing management.
• To analyse secondary sales and retailers perception in
Ghaziabad.
• To opt the best strategy to increase the sales.
.

4
METHODOLOGY
1.) Methodology used in the
research is primary method with
the help of Google form, surveys
and personal interaction with
Distributors and retailers.
2.) In secondary method I used
the data which have already been
uploaded on different websites
about the pricing of other brands.
3.) My sample size was 100
responses to the consumers & 36
responses to the retailers.
5
COMPARISON
JAQUAR VS OTHER BRANDS

JAQUAR OTHER BRANDS

 Jaquar is giving complete  OTHERS DON’T
solutions.
 Jaquar service department is best.  OTHERS DON’T

 Jaquar build trust for their  OTHERS DON’T

customers.
 OTHERS DON’T
 Jaquar product give feeling of
luxuriousness.
6
GHAZIABAD SALES
DATA
Which is distributed by Durga
distributor.

7
TABLE LOCATION FREQUENCY PERCENTAGE
VALID
%
COMMULATIVE
%

SLIDE Chandan Nagar 1 2.8 2.8 2.8

Hindan 1 2.8 2.8 5.6

Indirapuram 20 55.6 55.6 61.1

Productive area of
Ghaziabad(Where Sahibabad 1 2.8 2.8 63.9
.55.6 percent sales Vaishali 7 19.4 19.4 83.3
is generated).
Vasundhara 5 13.9 13.9 97.2

Kaushambhi 1 2.8 2.8 100.0

8
 1000

CHART 950

SLIDE 900

850 Series 1
This slide is related Column1
to the comparison of Column2
lumen with different 800
brands.
750

9
MARKET SCENARIO IN GHAZIABAD
Local market is very competitive.

There are 15 plus LED bulb companies operating in general trade

market in Ghaziabad.

The consumer want the quality product at a reasonable price.

Most of the kirana store owners does not sell the LED bulbs of any
company in Ghaziabad.

10
END CUSTOMER SURVEY

11
12
ANALYSIS

• Jaquar are slow but aggressive in the market.

• Jaquar led prices are perfect( DEPENDS ON QUALITY) in comparison to
the other brands for the customers.
• Jaquar are giving fair margins to our distributor and the retailers.
• Offering gifts to the new retailers as of a good gesture and to build up a
strong professional relationship.
• Retailers will be happy if we weekly promote our product at the retail
shops.
13
FINDINGS
• JAQUAR LED Bulb is showing DE-GROWTH from FY 17-18 to FY 18-19, which is a
point of concern.
• Jaquar are not using so much promotional tools or technique. They are using only
Pamphlets & Dummy to attract the consumers.
• The best strategy that I opt is to do lots of activities in society & in front of some
outlets.
• Some states are NOT SUCCESSFUL IS SUSTAINING their old parties. Either they
get closed or showing de-growth.
• The data interprets that more than HALF OF THE STATES ARE IN DANGER (RED)
ZONE.
14
• Most of the kirana stores are not selling the jaquar products.
OBSERVATIONS
• Only two brands are available in departmental stores that is Philips
and Wipro .
• The companies are adopting different strategy i.e Wipro is adapting
high price strategy where as Philips is also doing same but by
adding some value to there product like philips is providing 2 year
warranty to there customers.
• Local brands are also there in outlets whose price is very low as
comparison to other brands but there warranty is only 3 month .
• Shopkeeper are selling on different prices in order to attract the
customers .
15
RECOMMENDATION

• Jaquar should invest more on its R&D department so that it can able to
reduce the cost of LED bulbs.
• To have advertisement through different formats.
• The company should provide the promotional tools .
• The company should launch different schemes for the retailers as well as
distributers .
• There is the huge lack of awareness about the company that Jaquar is in
lighting business also so company should work in order to increase the
awareness .
16
LEARNINGS
• Got learning about different aspects of practicality in sales and marketing.
• Data Management & Analysis taught me lot of patience and focus.
• Learned how to work within time constraint.
• Developed interpersonal skill.
• Learned business model and distribution channel related to the retail marketing
project.
• Meeting with parties helped me to know how to crack a deal or create a win- win
situation.
• Meetings also taught me the importance of building corporate and personal
relation. 17
CONCLUSION
• From the overall study of the project, it was concluded that firm is able to
increase sales, build markets in GHAZIABAD as well as other markets if they
keenly focus on their sales team, and manage its channel partners effectively.
Brand like Jaquar has its own strong image in the market and its quality is
incomparable. Jaquar has to focus to build strong market for its product, which
helps company to growth.
• Jaquar is the world leader as far as lighting is concerned though it is facing tough
competition from Philips,Syska and Wipro , it has strong brand, image which has
to maintain by doing promotion activities. Branding is essential for such product
and should do advertisements on print media, posters, hoardings, and display
ads. It is very effective and save company’s cost availability is the major factor,
which is highlighted by the retailer as well as consumer. It is very difficult to find
Jaquar products in different store and company should target these stores and
focus on placement of these stores.

18
 THANK
YOU!
VEDANT
BHARDWAJ
ROLL NO.
GM18260
Email
Vedant.bhardwaj.glbimr18@gmail.com