Summer Internship Project Proposal

On

“DEALER & CUSTOMER SATISFACTION FPR HITACHI AIR

CONDITIONER”

Submitted in partial fulfilment of the

Post-Graduate Diploma in Management (2021-2023)

Submitted By
AYUSH AGARWAL
PGMA2114

Under the Guidance of

DR. RENUKA MAHAJAN

Jaipuria Institute of Management

A-32A, Sector-62 Noida-201309, Uttar Pradesh
 CHAPTER 1
INTRODUCTION TO SECTOR/COMPANY

Hitachi, Ltd., highly diversified Japanese manufacturing corporation that comprises more
than 1,000 subsidiaries, including 335 overseas corporations. Headquarters are in Tokyo.
Hitachi’s story begins in 1910 with its founder, Odaira Namihei, operating an electrical repair
shop at a copper mine northeast of Tokyo. While repairing machinery for the mine, Odaira
began to experiment with his own designs, and that same year he manufactured the first
domestically produced 5-horsepower (3.7-kilowatt) electric motor. Odaira established his
own company in 1912 and coined the company’s name by superimposing two kanji (Chinese-
derived Japanese) characters, hi meaning “sun” and tachi meaning “rise,” and enclosing them
in a circle to form the now familiar Hitachi logo. In its early years Hitachi concentrated on
the manufacture of heavy electrical equipment and industrial machinery. In addition to
motors, generators, pumps, electrical cables, and transformers, Hitachi produced Japan’s first
large-scale direct-current locomotives (1924). In the 1930s Hitachi benefited from a strategic
infusion of government funds, which allowed the company to diversify into metallurgy and
communications equipment. Johnson Controls, (NYSE: JCI), Hitachi, Ltd. (TSE: 6501) and
Hitachi Appliances, Inc. today announced the companies have completed their global joint
venture agreement and will immediately commence operations of Johnson Controls-Hitachi
Air Conditioning to provide global customers with a full range of world-class air-
conditioning products and technology. Johnson Controls-Hitachi Air Conditioning is a global
air conditioning manufacturer, established in October 2015 as a joint venture of Johnson
Controls International plc and Hitachi Appliances, Inc. (now Hitachi Global Life Solutions,
Inc.). Our 15,000 employees create quality products, services and solutions for residential and
commercial buildings throughout the world. We exceed customer expectations with the most
diverse range of HVAC products in the world – from ductless solutions to chillers to HVAC
room air conditioning systems, fueled by our industry-leading technology and innovation. For
more information, visit www.jci-hitachi.com.

Through the agreement, Johnson Controls has acquired a 60 percent ownership stake of the
new entity, which has more than ¥350 billion in sales annually (approximately $2.8 billion).
Hitachi Appliances retains ownership of the remaining 40 percent of the company.

The joint venture has approximately 14,000 employees and 24 global locations dedicated to
design, engineering and manufacturing throughout Asia, Europe and Latin America. It will
build on both organizations' technology, research and development leadership, as well as
expanding marketing channels.

Customers globally will now have the most diverse range of air conditioning products in the
industry, including Hitachi's world-class variable refrigerant flow systems, residential air-
conditioning solutions, high-efficiency chillers and leading-edge rotary and scroll
compressors – in addition to Johnson Controls' industry leading HVAC and building
automation solutions.

The joint venture's management team will be led by Franz Cerwinka, chief executive officer,
and Shinichi Iizuka, chief operating officer and president. Cerwinka has 20 years of
experience with Johnson Controls, including four years in Japan as vice president of finance
with the company's automotive business and work with more than ten joint ventures. Iizuka
has been with Hitachi for over 35 years, having spent eight years in India as the president
of Hitachi Home & Life Solutions India Ltd. He has led Hitachi's air conditioning business
since 2013.

Mission:

Contribute to society through the development of superior, original technology and products

Values:

The willingness to respect the opinions of others and discuss matters in a manner that is
thorough and frank, but fair and impartial, and once a conclusion has been reached, to
cooperate and work together to achieve a common goal. To approach issues openly and
honestly, without drawing false distinctions between oneself and others. "Sincerity" is the
spirit that inspires the confidence that society has placed in us.

A purposeful approach to one's work based on individual initiative, to create new business by
pursuing novel, new goals. This spirit is manifested in a keen desire to be at the forefront of
technology and the top of our chosen fields of expertise. These objectives are achieved by
promoting the limitless potential of each individual member of Hitachi.

Vision: Hitachi delivers innovations that answer society's challenges. With our talented team
and proven experience in global markets, we can inspire the world.

Products and Services: Hitachi is currently in numerous products and services catering to
commercial as well as domestic market. Below is the array of their products and services:

a. Information and Telecommunication Systems

b. Power Systems
c. Social Infrastructure-Transport
 d. Social Infrastructure - Industrial Solutions
e. Electronic Systems and Equipment
f. Construction Machinery
g. High Functional Matenal and Components

In the fiscal year 2020, Hitachi Air Conditioner earned revenues worth 242.69 billion
Japanese yen approximately in Asia and Oceania, making this region the company's highest-
earning regional market.
 CHAPTER 2

REVIEW OF JOB ASSIGNMENTS

JOB TITLE: Sales Trainee

JOB PROFILE: Brand Promoter

Position responsibilities include promoting the maximum sales of the desired products
performing on-the-floor selling using managerial skills and abilities. Increasing the sales of e
making a competitive edge and creating awareness about the products to the footfalls at the
store. Handling various customer queries, complaints and reporting to the company as
suggestions.

DUTIES AND RESPONSIBILITIES-

Act as the custodian of company merchandise at predefined catchments areas and manage it
in an effective manner so as to capture maximum eyeballs and sales.

Promoting sales of Hitachi ACs and Refrigerators using soft skills. Increase the sales as
compared to other brands using communication skills and responding to the queries by the
customers.

Merchandise effectiveness at the shop floor and create an everlasting positioning of the
company brand among the end customers at defined catchments areas. Promote the company
product to the Target Group by using an appropriate mix of available marketing tools & build
possibilities for future engagement and sales.

Handling proper display of products, and branding at the store. Utilizing skills to increase the
hold in the store and the customers approaching with respect to other brands.

Following are the main things that I require to do here in my internship.

1. Identify and deal with the correct target customer groups.

2. Promote the company product to every customer.
3. Make customer switched to Hitachi rather to its competitors.
4. Position the company's brand name among customers.
5. Closely study the consumer behaviour.
6. Increasethe monthly sales of Hitachi's Air Conditioners by 82% (May 2022 will be
compared to April 2022).
 CHAPTER 3

SIP OBJECTIVES

In this period of two months I have to learn a lot about the different parameters on which the
customer focuses before making a purchase decision & also have an opportunity to
understand if my own personality is suitable for a Sales Profile job. I also have to gain a good
experience of handling varities of customers, understanding their behavior and motivating
them for a perfect buy with respect to the other brands available at the store, This summer
training programme will help me in practically understanding Consumer behavior concepts
and various Marketing strategies and implementing them on the floor.

My other major key learning will be:

1. Understanding of sales and promotion technique. Attitudes of customers.

2. Strategies pertaining to customer needs/products.
3. Situation/Query handling & resolved. Up-selling of the product.
4. Technical knowledge of the products. Understanding customer needs & providing
them product according to their need
5. Quality in the services offered to the customers.

Overall Hitachi air conditioner are found to be well distributed in the market via dealers
shops and retailers shop with proper stock availability on demand which boosts the sales.
Proper distribution and supply of the products on demand is crucial for profitable sales. Also
organized front end display of the products gains more attention to the customer rather than
keep them in the warehouses. With proper coordination and maintaining good relationships
with the customers as well as the employees keeps the working environment enjoyable.
Organized way of maintaining the stocks and proper billing through technologies makes the
processing faster and reduces time for customer operation.
 CHAPTER 4

ACTION PLAN

As I've been appointed as brand promoter following are my course of actions during the
internship,

1) Firstly, my focus is on retention of customers.

2) secondly, training of store attendants is important as they are the face of store.

3) Being at the important designation it's my moral duty to look over all the day to day course
of work.

4) my focus is on stock and inventory management.

 CHAPTER 5

REFERENCES

1. www.hitachi.co.in

2. en.wikipedia.org

3. www.compareindia.in.com

4. www.energyrating.gov.au

5. www.economictimes.indiatimes.com 6. www.ndtv.com

6. Philip Kotler (Marketing Management)

7. www.stockshastra.moneyworks4me.com 9. www.thehindubusinessline.in

8. http://www.hitachi.com/New/cnews