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HPL Projecta (Repaired)
HPL Projecta (Repaired)
PROJECT REPORT
ON
FOR
Submitted By
Atul G. Gawande
(Batch- 2007-09)
ATSS’S
This is to certify that Mr. Atul G. Gawande, a M.B.A. student of I.I.C.M. R. institute
Nigdi have undergone a training and complete a project on “SALES AND
PROMOTION OF CFL FOR HPL INDIA LTD.” In Pune Region. He has carried out this
project for HPL India Ltd. From 01/06/08 to 31/07/08.
In the span of project duration his candidature was found to be very sincere &
hardworking.
(Sign)
Acknowledgment
I had the privilege to do my summer project in HPL India Ltd. In this attempt I
have received the help, guidance and inspiration from many people.
First of all I am thankful to the director Prof. Dr. Abhay Kulkarni for providing me
an opportunity to do my summer training in such a prestigious company, by which
has truly been a learning experience.
I am also very thankful to Mr.Santosh Karve (Branch Manager HPL India Ltd.) for
his invaluable instruction & support from time to time. Also I am very much
thankful to Mr. Joshi, Mr. Sandip Kalbhor and Mr. Kuthval of HPL India Ltd. Who
help me from time to time.
I would like to render my deep sense of gratitude to Prof. Mrs. Shital Bhura who is
my project guide. Without whose guidance and feedback it would not have been
possible for me to undertake the task and utilize the tools appropriately.
Declaration
I hereby declare that the project report on “SALES AND PROMOTION OF CFL FOR
HPL INDIA LTD” is written and submitted by me to University of Pune through
IICMR towards the partial fulfillment for the study of the M.B.A. in year 2007-09.
The report written is original work and this project is based on primary and
secondary data. It based on the knowledge and material gained from the
company. The contents provided are true to the best of my knowledge and belief.
I further declare that, this project report is not been submitted to any other
University for the any other degree, or requirement course.
Atul Gawande
(M.B.A. marketing)
Index
1 Executive Summary
3 Company Profile
4 Research Methodology
5 Observations
7 Findings
8 Suggestions or Recommendations
9 Conclusion
11 Annexure
12 Bibliography
13 Questionnaire
EXECUTIVE
SUMMARY
EXECUTIVE SUMMARY
HPL India LTD. Is the conglomerate in Indian Electrical Industry. It has strong
presence in the manufacture of Reliable Electrical Protection equipments,
switchgears, energy meters, energy manufacturing systems & lightning systems.
The HPL India Ltd. has built a reputation of high quality, latest technology &
dedicated approach.
The HPL India Ltd. is working with 3D principles which are – Duty to
work, discipline to quality & Devotion to customer. HPL is poised for a steady
growth by providing safety electrical equipment for various segments of society in
Domestic, Commercial & Industrial sector. The quality driven attitude has given
HPL an edge in the competitive market & a market leader in its own segment. The
companies’ commitment to quality & connected policy has attracted major
international companies to collaborate with HPL & work successfully together.
The project consisted of surveying the different retailers in the outskirt of city &
the project area consisted of regions of Pune & PCMC which helps organization to
correct decisions for implementations of Marketing strategies. During this project
I have visited 300 retailers of city, out of which some are already engaged with
organization & many new shows interest to become a part of it. Also many
retailer shows interest towards good schemes & attractive offers of company.
During my project span, many retailers give their views, expectations and
suggestions in favors of HPL India Ltd.
Objectives of the Project:
Observation:
There is high market for CFL due to its low consumption of electricity. The
observations during projects are –
1. Out of visited retailers 25% shows interest for HPL India Ltd.
Suggestions:
2. The credit limit for Retailer should be increased from 1 month to 2 months.
Conclusions:
As per findings it is conclude that there is good scope for company due to
increasing demand of CFL .But as peoples are not so aware with HPL India Ltd. is
the main obstacle of retailer for CFL sale.
Objective
&
Scope
Objectives & scope of the project.
Objectives:
1. Primary Objective.
2. Secondary Objective.
Primary Objective:
Secondary Objective:
As in the present age all world facing lot of problems such as energy crisis,
pollution, global warming, food shortage etc. hence combine efforts are
going on to protect the Earth. As electricity production creates lot of
pollution & which is responsible for imbalance of environment. Also many
countries like India are facing electricity problem which slowed its
development. Hence now it’s mandatory to use electrical equipments which
consumes minimum electricity & works more efficiently.
Now HPL INDIA LTD. possess Six most modern manufacturing units and ISO
9001:2000 certified with 300000 sq. ft. covered area to manufacture products confirming
to International & Indian Standards. Now HPL works with Head office at New Delhi with
63 branches, over 800 authorized dealers & 4000 retailers across country who are
committed to provide solutions & services to customer delight. HPL products also tested
at CPRI, ERDA, ERTL, NPL, ETC. Also it has approvals from CPWD state PWD’s,
MES, BSNL & many more Institutional users.
HPL, current year with a turnover of around Rs. 400 crores, has a strong work force of
over 2700 talented individuals, including Technocrats, Design and R&D Engineers and
Marketing Professionals.
Foreign Tie-ups
HPL has collaborations with equity participation with world renowned multi-national
companies in the electrical field such as Moeller in Austria & Germany and Socomec
S.A., in France.
Moeller is over a billion Euro company renowned for its low and high voltage electrical
equipments and circuit breakers. It is having equity participation with HPL in Moeller
HPL (P) Ltd.
The product manufactured by these joint ventures companies are the best in
Technology, Quality and Design that is available in Europe & now in India.
Product benefits are latest technology, value for money and strong relationships are the
real strengths of the group. We have a broad network of 63 Branches and rep offices in
every major city which successfully delivers the goods have over 600 dealers and
around 4000 retailers stock our products. Our team of over 260 sales and service
engineers are there for effective and quick before-and-after sales service.
HPL is a dynamic Group with a clear vision to be “Bring the Best” by not losing focus on
the challenges the new economic order the world over poses for growing companies.
EXPORTS
HPL enjoys a fine reputation in the international market, thanks to its high quality
standards, excellent after sales support & timely deliveries.
Currently, HPL is on a global expansion policy to expand its business horizons and is
looking for marketing alliances for its products from unexplored markets. HPL is mainly
exporting its products to Middle East, SAARC and European Countries.
Mission & Vision.
Mission
Future Vision
In line with its global ambitions, HPL has been gearing up its
operations by strengthening current business practices and
aligning them with the best global standards to create new
benchmarks of quality and customer satisfaction. HPL is committed
to develop empowering technology in the form of easy to use,
dependable products that meet the Customers needs.
Exporting its products to Middle East, SAARC and European Countries, HPL is
increasingly focused on export-led growth through optimal utilization of its comparative
technical advantage vis-à-vis competitors.
Two key factors at HPL ensure a lasting competitive advantage: an innovative business
model, and complete market intelligence. Optimum implementation of these factors
enables HPL to create a more effective, sustainable operation, and more value for the
customers and it will continue to focus on consolidating its dominant position in India,
while expanding its reach globally.
About Joint Ventures
HPL–
The HPL Group has joint venture with Europe’s leading switchgear company Socomec
S.A. France. Socomec is a market leader in switches & protection equipment
manufacturing on load changeover switches, isolators, onload fuse changeover
switches, Electronic energy Meters & DIRIS, the energy management Control &
protection system. HPL – Socomec is today the top of mind brand in the market. HPL &
Socomec joint venture activities manufacture products such as Switchgears, Electronic
Energy Meters (Single phase & three phases), Energy Management systems & are the
brand leaders in the country in almost all the products manufactured by the joint venture
companies.
Socomec S.A. France was formed in 1922 by Mr. Joseph Siat in Benfeld near
Strasbourg, France. The company socializes in distribution, control & switchgear
protection equipments & its allied products. Socomec started its operations with a small
range of switchgear products. Over the years the company has now grown to
manufacture wide range of switching & protection equipments, Energy Control systems
& Energy management Equipments. The company also manufactures Uninterrupted
Power Supply (UPS) up to an enormous 4800 KVA.
In 1968, the Socomec S. A. France launched its electronic division & began to market
high power UPS equipment. Today the company is one of the top three manufacturers
of UPS equipment in the world.
HPL – Elektra:
HPL has technical alliance with Elektra Tailfingen of Germany. HPL – Elektra is an
alliance with Electra Tailfingen of Germany. Through this alliance HPL produces new
age Cam operated Rotary switches. Elektra Tailfingen A leading European Group of
Germany in the field of(An Alliance) Rotary Switches, Plugs & Sockets
HPL-Mollear:
Moeller Group One of the leading suppliers from Austria of power distribution and
Automation worldwide
Networking:
Head Office:
Corporate & Marketing Office:
Website: www.hplindia.com .
Branch Office:
Pune :
Pune – 411005
Along with this HPL India Ltd. has large network across allover country, having branch
offices at different location & Residence offices at different parts of country.
General Information of HPL INDIA LTD.
ASSOCHEM
PHD CHAMBER
Members of
TEEMA
EEPC
THE GROUP:
HPL is an established group in existence since 1956. A wide range of products
conforming to international standards are available under one roof. A select
range is available with CE marking.
HPL having eight State of Art manufacturing facilities having international quality
certificate ISO-9001 from UKAS.UK & TUV Germany.
Having 8 most modern state of the art manufacturing plants in & around Indian
capital New Delhi supported by 2700 employees.
More than 54 Branch Offices, 600 authorized dealers and 4000 + authorized
retail outlets all over India and exclusive agents in selected parts of world.
To add to our credentials, we are having three major on-going international joint
ventures & Alliances:
Moeller Group One of the leading suppliers from Austria of power distribution
and Automation worldwide
"HPL"
Agent
Export
Board of Directors:
Mr. C. P. Jain
Mr. C.P. Jain is SSA Electrical Engineer with 23 years of
experience of manufacturing electrical product. He has worked
with leading companies. He has been working with HPL Group
for the past 11 years and is the Executive Director of Electronic
Meter Division besides being in charge of Research,
Development and Quality Control.
Mr. Lalit Seth, heading the HPL Group, has been visionary in the electricity field and has
more than 32 years experience. Born in 1946, Mr. Lalit Seth has done Electrical
Engineering from Faraday House, Engineering College, affiliated to London University.
At HPL, Mr. Seth leads a team of more than 120 professionals & workforce of over 2700
people. He is leading HPL with a vision of Duty, discipline & Devotion.
Under his inspiring leadership & approach, the HPL Group’s reputation in the
market is synonymous with high quality, updated technology & dedicated approach.
Under Mr. Seth’s guidance, the HPL Group has collaborations with three leading
European Companies, namely M/S Socomec S. A. France, M/S. Electra Tailfingen of
Germany & M/S. Mollear of Austria.
With his force on Power sector, Mr. Lalit Seth formed his third joint
venture with Socomec in 2003 for manufacturing a complete range of UPS in India. In
1992 Mr. Seth ventured into a tie up with Socomec S.A. & formed the first joint venture,
HPL Socomec Pvt. Ltd. to manufacture on load changeover switches. This company
has the largest market share in its field i.e., 70% share on all India basis.
1. LV switchgears
2. LV protection Devices.
3. Metering & energy Management system.
4. Lighting.
Lighting –
HPL Group who is well known for its quality manufacturing has now engaged in the
world of lighting with own production of Compact Fluorescent Lamp. Installing two most
modern plants at its works at Sonepat (H.P.). One of them is Spiral tube plant, which is
the first of its kind in the country. Using the latest technology & quality components from
the best sources across the world.
All our products go through various intricate stages of testing and inspection that
conform to national and international standards of quality. We take pride in ensuring that
our entire product range from start to finish goes through challenging tests to come out
excellent in use and performance.
During 2005, large investments were directed towards enhancing the manufacturing
strengths. In addition to expansion and modernization of the existing facilities,
significant investments were made in building substantial capacities for new products,
targeted to drive growth in key geographies in the coming years.
Quality Policy
HPL is committed to have satisfied customers through supply of quality Energy Meters,
Energy Measurements Systems, Switchgears, Circuit Breakers, Distribution Systems,
Sheet Metal Enclosures and Lighting products by way of fulfilling the customer’s
requirements, timely delivery and services.
Our quality management policies ensure customer satisfaction, reduce cycle time and
costs, and also eliminate errors and rework. At HPL, We strongly believe that results
(performance and financial) are the natural consequence of effective quality
management.
R&D
Ardent Research and Development efforts have always been a great strength of HPL.
R&D Division plays a very important role in the long & short term Technology Strategy
formulation. It concentrates on development of new technology & sustenance and
improvement of current technology for its products.
The R&D Division is an expertise center with over 60 Design Engineers working on
advanced products & systems. It is structured into expert centered groups with
sophisticated laboratories. The Engineers constantly enhance the competencies in
relevant areas through interaction and association with research organizations of repute
& with individual experts.
Firm belief in high standards of quality and creativity at all levels provides HPL a
tremendous confidence to make breakthroughs in new products and processes.
Infrastructure
The Group has five most modern states- of –art manufacturing plants located in
Gurgaon (Haryana), Noida (U.P.) & Okhala (New Delhi). These units are equipped with
research & development laboratories. Here products are upgraded, new products are
conceptualized, created & developed, keeping in tune with changing designs &
technological developments.
Along with this two plants are located in Jabli & Noida having production of MCB
& Changeover Switches, Load Isolators, Double Break Switches, Distribution Board and
Kit Kats respectively.
RESEARCH METHODOLOGY
Research in common parlance refers to a search of knowledge. One can also define
research as a scientific and systematic search for pertinent information on a specific
topic. In fact, research is an art of scientific investigation. Redmon and Mory define
research as a “Systematized effort to gain new knowledge.” It is actually a voyage of
discovery.
MARKETING RESEARCH:
Marketing research is the function which links the consumers, customers, and public to
the marketer through information. Information used to identify and define marketing
opportunities and problems; generate, refine, and evaluate marketing actions; monitor
marketing performance; and improve understanding of market as process.
- RICHARD CRISP
Almost every organization will benefit from even the most elementary market
research. If it does not provide new information, it then will confirm what is known.
Market research is the process of gaining information about your market. Preferably,
this is specific information about your target market and the factors that influence their
buying decisions. It can be causal and limited in scope and, although it may not be
“statistically significant” research, it can still be valuable. The value and ‘degree of fit’
may be based on the quality, cost or the amount of time to acquire the information.
RESEARCH DESIGN:
Research design is the plan, structure, and strategy of investigation conceived so as to
obtain answer to research question and to control variance. There are three types of
research design:-
c) Casual design: It investigates the cause and effect relationship between two or
more variables. The design of casual research is based on reasoning along well
tested lines.
Research design is blueprint for the collection, measurement and analysis of data.
SAMPLE:
Sample is a part of the population which is selected according to some rule for studying
some characteristics of the population. It refers to the technique or the procedure the
researcher would adopt in selecting items for the sample.
SAMPLING DESIGN:
Some of the popular complex random sampling designs are as follows:
a) Systematic sampling: In systematic sampling only the only the first unit is
selected randomly and the remaining units of the sample are selected at fixed
intervals. It is used when list of population are available and they are of
considerable length.
c) Cluster sampling: In cluster sampling the total population is divided into a number
of relatively small subdivisions which are themselves cluster of still smaller units
and ten some of these cluster are randomly selected for inclusion in overall
sample.
d) Area sampling: If cluster happen to be some geographic subdivisions, in that
case cluster sampling is better known as area sampling. The plus and minus
points of cluster sampling are also applicable to area sampling.
DATA:
A Fact on which the decision is based to take a particular action. The task of data
collection begins after a research problem has been defined and research design/ plan
chalked out.
DATA
COLLECTION
METHOD
PRIMARY SECONDAR
DATA Y DATA
a) Primary data: The primary data are those which are collected afresh and for first
time, and thus happen to be original in character. There are several methods of
collecting primary data such as:-
i. Observation method.
I have used all the above methods for collecting primary data. The
observation method was most commonly used.
b) Secondary Data: The secondary data are those data which have already been
collected by someone else and which have already been passed through
statistical process. Usually secondary data are available in:-
I have used both internal and external source in collecting secondary data. They are as
follows:-
Internal source: Internal secondary data includes the data generated within the
organization.
Company profile.
Company Documents
Internet; www.hplindia.com
With the help of both primary and secondary data, it helps me a lot to collect the
information required for the project. I have used others methods to collect data like
depth interview, content analysis, through projective techniques and consumer panels. I
have make a scrutiny of available data because it is possible that data may be
unsuitable or may be inadequate in the context of project.
RESEARCH METHODOLOGY USED:
1. Research methodology is a way to systematically solve the research problem. It may
be understood as a science of studying how research is done scientifically. The
methodology used by me during this project is as follows:-
I have used Quality marketing research because it is very flexible and very rich
depth of information. It is best method for in-depth probing of personal opinions,
beliefs, and values.
The various statistical tools that are used in the research are as following:
Pie chart
Tough Chart.
Bar Graph.
Histograms.
Frequency Polygons.
Observations
Of
Project
There is high market for CFL due to its low consumption of electricity. The
observations during projects are –
6.
Data analysis
&
Presentation.
In data analysis I have studied retailer by dividing into two groups as new &
existed retailer. The overall data is based on the total study of Retailer visited i.e. they
are considered as 100 & hence from that approximate data is calculated.
1. New Retailer-
80
70
60
50
Column2
40
Column1
30 Series 1
20
10
0
Yes No
i. According to you who is market leader in CFL?
60
50
40
Column2
30
Column1
Series 1
20
10
0
Philips Wipro Bajaj Orpat Other
90
80
70
60
50 Column2
40 Column1
30 Series 1
20
10
0
Yes No
I. What is your expected commission of sale of CFL?
80
70
60
50
Series 1
40
Series 2
30
Series 3
20
10
0
Around 30 - 40% Around 20 - 30% As per company
policy
a) According to you for our product which is best medium for advertise?
70
60
50
40 Column1
Column2
30
Series 1
20
10
0
Newspaper TV Transport system Other
For Existed Retailers –
90
80
70
60
50 Column2
85 Column1
40
Series 1
30
20
10
15
0
Yes No
II. What’s the complaint rate for each 100 CFL light?
Compare to other brands.
14
12
10
8 Column2
Column1
6
Series 1
0
Philips Wipro Bajaj HPL Others
20000
15000
Column2
Column1
10000 Series 1
5000
0
Pune PCMC
IV. Rather than HPL another brands you have?
100
90
80
70
60
Column1
50
Column2
40 Series 1
30
20
10
0
Philips Wipro Bajaj Others
Findings.
During my project span my findings are –
Retailer survey indicates that Philips is market leader & HPL is market challenger.
Maximum retailer chooses Philips because of customer demand & local brands due
to good commission.
Many retailers are interested to sell our product but their expectations for good
commission & more credit.
An irregular visit to retailer is another main obstacle for selling of our product.
Suggestions
I have given certain suggestions to company based on my observations, which are
as fallows –
2. The credit limit for Retailer should be increased from 1 month to 2 months.
3. Give more discounts to seller & special discounts for higher sell retailers.
4. Arrange regular discussions with retailer team for interchanging their views
& solve their quarries.
6. Make availability of higher voltage CFL regularly & colorful CFL immediately.
Conclusions
As per findings it is conclude that there is good scope for company due to
increasing demand of CFL .But as peoples are not so aware with HPL India Ltd. is
the main obstacle of retailer for CFL sale. Also there is good competition from
competitives & local producers of CFL.
Questionnaire
1. How many times u place an order in a month ? 1 ( ) 2 ( ) more
4. Can there is quick response to alter the breakage or wastage product ? Yes ( ) No ( )
5. Can u think there is more need for the products advertise ? Yes ( ) No ( )
6. How is the response to our product in a market ? Good ( ) Satisfactory ( ) Not Considerable ( )
7. Can u feel there is requirement of more information about certain product ? Yes ( ) No ()
14. Out of our competitive product which product has highest demand ?
15. What is u’r opinion about our service ? Satisfactory( ) Good ( ) Unsatisfactory ( )
16. If there is any suggestion or improvement demand about product from customer :
Bibliography
1. REFERENCES: -
2. WEBSITES: -
www.hplindia.com
www.google.com
www.wekipedia.com
www.marketingprinciples.com