PRODUCT B2C B2C B2B B2B

USAGE INTENDED USAGE INTENDED

PURPOSE CONSUMER PURPOSE CONSUMER
INDUSTRIAL Gears for small customers Small factory Assembly at Tata Steel
GEARS having paper mill/cement owners of sugar factories of steel JSW
mills procuring gears from mill/cement mill mills, cement mills, Ultratech
retail outlet. BOPP mills etc. Cements

MICHELIN TIRE Car/CV owners who will go PV Owners Major OEMs will Maruti Suzuki
to Michelin retail outlet to PC Owners use in assembling Hyundai
purchase tires. CV Owners of vehicles Tata Motors
COCA-COLA For refreshment drinks Students Food Outlets to McDonalds
CARBONATED Office employees add on KFC
BEVERAGE Families in refreshment drinks Dominos
restaurants etc. with meal
LAPTOP For official work, Students Major MNCs give Infosys
COMPUTER educational purpose Office employees contracts to laptop TCS
companies for Reliance
their State Govt.
employees/State
Govt. give them
orders for any
scheme
BAJAJ Used in Normal people Real Estate Lodha Group
FLUORESCENT homes/offices/educational for home use companies order UP Govt.
LIGHT FIXTURE institutes these for the
property in bulk,
state govt. for
govt. projects etc.

PRODUCT B2B SUPPORTING ANALYSIS

B2C
INDUSTRIAL B2B Majorly Industrial gears can be categorized in
GEARS B2B product. The reason being industrial
products are majorly used in steel plants, sugar
mills, paper mills. In this customer segment
almost all the customers will be companies who
are either registered or publicly traded.
Any deal with such companies is B2B business
MICHELIN TIRE A mix of B2B and B2C The retail segment of Michelin Tires account for
13.72% of its business and rest is supply to
major OEMs like Maruti Suzuki, Hyundai, Tata
Motors.

COCA-COLA A mix of B2B and B2C Coca Cola has 42% retail business, 16% fountain
CARBONATED machines in various food outlets like KFC,
BEVERAGE McDonalds and Dominos and rest 42% in
supply to theater companies/malls etc.

DELL LAPTOP Majorly B2C Most of Dell Laptop sale is through the retail
COMPUTER channels to students, office goers, businessmen
etc.
Few percentage of business is bulk delivery to
MNCs for their employees
BAJAJ Large part B2C and a small part B2B Majorly sales through the retail outlets in major
FLUORESCENT tier1 and tier 2 cities.
LIGHT FIXTURE There is also sales to Real Estate companies in
bulk order. This percentage is low.

PRODUCT SOLEY B2C SUPPORTING ANALYSIS

Surf Excel- It is solely B2C Sold as a detergent in the retail outlets for daily
Quickwash home usage.
Present in big malls to small kirana stores
Supply chain is very strong even in tier 3 cities

Parle-G Biscuits It is solely B2C The market segment is kids, students, families
etc.
They all buy this biscuit from the retail outlets.
Availability is everywhere from towns to
villages in kirana stores
PRODUCT SOLEY B2B SUPPORTING ANALYSIS
Solely B2B PE is used to make packaging materials for
Reliance PE FMCG industry, milk industry, packaging
products industry, cosmetic industry etc.
Every customer is a big MNC and orders are not
below 200Tonnes.
Eg:- Amul, HUL, Loreal
Tata Steel HR HR steel is used in automobile industries to
Steel Solely B2B make car chassis and car body. All the major
customers are big OEMs of automobile
segment
Eg- Hyundai, Maruti Suzuki etc.
PRODUCT/SERVICE: Steel
B2C B2B
DEMAND

There is demand for steel usage in household
works. For eg:- Steel for making gates of
houses, steel for making window panels, steel
for making kitchen panels, steel for making
home-made chairs, steel for fencing
agricultural land.
The demand of steel in respect to steel
Not very much brand cautious
RELATIONSHIPSBEHAVIORBUYER
Huge MNCs in Automobile Segment,
IPPE segment and BPRS segment.
Tata steel produces HR/CR/GA
products that are supplied to these big
MNCs on fortnightly basis on the basis
of their demand.
The competition here is from imports
Long term commitment

Not quality cautious Expect long payment cycles

Affinity towards low price is very high
No regular orders
Orders are cyclic in nature
Very less permanent customers
The relationship with retailers matter a lot.
Retailers will be the front end representatives
of Tata Steel to the B2C customers.
The relationship depends upon lucrative deals
and discounts
Relationships are short term
Economic It is responsible for 7% of
IMPACTSENVIRONMENTAL
Very much quality cautious and price
matters less
Expect MOUs and support in low
business times
The relationship is hugely dependent
upon the sales manager handling the
B2B customer
Procurement of raw material at
regular intervals define relationship
Demand Planning and Production
planning w.r.t the customer helps
It is responsible for 63% of Tata Steel

the Tata Steel revenues revenues.

Competitive High Competition from many
small and fragmented
Technological customers
No much technological
Regulatory advancements are there
since last 10 years
Ecological ISI and certain government
bodies
The production volume is
low hence no major impact
on GHG
Competition from only few
competitors like JSW,SAIL etc.
Light weight steel for automobiles,
industrial products is subjected to very
high level of R&D in the recent years
Apart from Indian Regulatory bodies,
the quality is also regulated by QC
centers in Japan and South Korea
Major impact to GHG due to HR steels
making involves generation of GHG at
the same time subject to very high
temperature causes ecological damage
to flora and fauna in vicinity