SUMMER INTERNSHIP PROJECT

‘Market Scoping for top industries in Pune District’’

Marketing Intern- ICICI Bank, Pune
4 May 2023- 28Th June 2023(8 Weeks)
Th

SUBMITTED BY
Shraddha Heganna

UNDER THE ESTEEMED GUIDANCE OF

Project guide: Koshy Daniel (Regional Head Sales & AGM)
Project Buddy: Panchali Kothari (Regional Head Sales)
Faculty Guide: Prof. Prakash Unakal, Welingkar Institute of Management,
Bangalore

1
 DECLARATION BY STUDENT

This is to certify that I, Shraddha Heganna have completed the Summer

Internship Project entitled “MARKET SCOPING FOR TOP INDUSTRIES IN PUNE” at
ICICI Bank, Bund Garden, Pune .

This report is an authentic record of my work carried out during a period of May
2022 to June 2022 under the esteemed guidance of my company guide Mr. Koshy
Daniel and company buddy Ms Panchali Kothari and my faculty mentor, Prof.
Prakash Unakal.

Name: Shraddha Heganna

Date:

Place:

2
 ACKNOWLEGDEMENT

I would like to express our sincere gratitude to my Project Buddy Ms Panchali

Kothari and my Project Guide Mr Koshy Daniel for accepting me under their team.
I would like to thank ICICI Bank for offering this Summer Internship Project
opportunity. I would like to thank My Faculty Mentor Prof. Prakash Unakal for
spending his valuable time for guiding me. I am extremely thankful to my Project
Buddy for consistently helping me whenever I had problems regarding the project
while guiding and motivating me in the right direction.
I would also like to thank the Transaction Banking Services team for their constant
efforts in helping me understand the various banking products through daily
interactive sessions.
Finally, I would like to acknowledge my friends and family for constantly
supporting and encouraging me throughout this project.

Shraddha Heganna
Applicant Id:

3
 TABLE OF CONTENT
Declaration By Student………………………………………………………………………………. 2
Acknowledgement………………………………………………………………………………………3
Executive Summary…………………………………………………………………………………….5
Abstract………………………………………………………………………………………………………5
Introduction to ICICI Bank……………………………………………………………………………6
Introduction of Pune Industry……………………………………………………………………..9
Objectives of the Project…………………………………………………………………………….11
What is Market Scoping………………………………………………………………………………11
Industry Overview
• Textile Industry ………………………………………………………………………………..12
• Power Industry ………………………………………………………………………………..16
• Retail Industry …………………………………………………………………………………21
• Auto components industry ……………………………………………………………..26
• Consumer electronics and application…………………………………………….30
• Real Estate ……………………………………………………………………………………..32
• Industrial Machinery ……………………………………………………………………….33
• Pharmaceutical ……………………………………………………………………………….34
• Field Visit Photos………………………………………………………………………………36
Approaches of Database and Creation……………………………………………………….37
Recommendations…………………………………………………………………………………….38
Key Learning………………………………………………………………………………………………39
Conclusion…………………………………………………………………………………………………40
References………………………………………………………………………………………………..41

4
 EXECUTIVE SUMMARY
ICICI Bank Ltd. was incorporated in the year 1994 and is a banking company
(having a market cap of Rs 655,930.80 Crore). ICICI Bank is one of the leading
banks in India. It is a multinational banking and financial services company
headquartered in Mumbai. ICICI Bank offers a wide range of financial products
and services to retail and corporate customers, including savings and current
accounts, loans, credit cards, insurance, and investment options.
The bank has a significant presence both in India and abroad, with branches and
subsidiaries in multiple countries. It operates through a robust network of
branches, ATMs, and digital channels, providing convenient access to its services.
ICICI Bank has gained recognition for its innovative offerings and customer-
centric approach. It has implemented various technological advancements to
enhance banking services and improve customer experience. The bank also
emphasizes financial inclusion by extending its services to rural and
underprivileged sections of society.
Overall, ICICI Bank is known for its extensive product portfolio, strong presence,
and customer-focused approach, making it a prominent player in the Indian
banking industry.

ABSTRACT
This market scoping study focuses on Pune, Maharashtra, India, and provides a
comprehensive understanding of its market landscape. It analyses various
industries such as retail, power, pharmaceutical, Textile etc., examining market
dynamics, key players, growth prospects, challenges, and opportunities.
The study identifies trends, market size, competitive landscape, and investment
potential in Pune. It highlights the city's infrastructure, skilled workforce.
Valuable insights from this study will assist businesses, investors, and
policymakers in making informed decisions regarding market entry, expansion,
and partnerships in the dynamic Pune industry.
In this project, the main highlight has been the study of the Overview of Pune
Industry (Top Industry) and the analysis of the products and sectors in the
products being used. This is done to create a database of SME and NON-SME
companies in this sector as a requirement for pipeline creation of about 100
companies so that ICICI products can be pitched in the untapped market.
The analysis is done by depicting charts, stats, and spreadsheets creation,
following the observations and recommendations. Finally, the project report also
has conclusion about how ICICI can tap into this sector and increase market share
though market penetration.

5
 Introduction to ICICI Bank
• Attempt to make private savings accessible for investment.
• Meeting Indian economy needs by lending directly to and
investment in industry.
• Gradual Increase flow of foreign funds to India
• Fill significant void in Indian capital market.
• Provide Indian Industry technical expertise and managerial
experience.
Formation of ICICI Bank:
1991 Public Equity Issue:
• After 35 years of being a profitable and dividend paying
company.
• Public cum rights issue of shares in February with wide public
ownership.

1994 ICICI Bank:

• January 5 1994 - ICICI Banking Corporation Limited registered
under Companies Act1956
• May 1994 - Banking license from RBI
• June 24, 1994 - First branch opened in Chennai

ICICI Bank is largest Indian private sector bank that offers a vivid range of
financial goods and services to MSME’s and other industries. The Bank's
branch and ATM network is substantial. It isa leader in harnessing technology
and providing services via digital channels.
Need for a financial institution in India post-independence:

VISION & MISSION

VISION
To establish ourselves as the dependable financial services provider of
choice for our clients and consequently as a result generate long-term value
for all of concerned stakeholders.

MISSION
To increase ICICI’s risk-calibrated core competency generated operating
profit by:
• Providing goods and services that adds value to clients.
• Combining all of our skills to effectively meet consumer needs.
• Keeping operations within well-established thresholds of risk
tolerance.

6
ICICI Bank has been the pioneer in Technology at Core through its model of Run,
Transform and Reimagine.

To guarantee that ICICI Bank continues at the forefront of transformation in the

Indian banking market, the concept of Run, Transform, and Reimagine has been
embraced for digital and technological projects.

• Run - Focus attention on keeping systems up and running reliably and

securely while also making small adjustments to improve workflow.
• Transform - Incorporate new product and process development to become
fully digital and adopt cutting-edge company practices utilizing technology.
• Re-imagine - radically alter how business services are provided and how
customers' requirements are met.
ICICI Bank key highlights & Offerings

ICICI Bank has been the pioneer in some of the “Firsts”:

1. E-Locker and Pockets – 2012
2. Smart Vaults – 2015
3. Robotic Arm in Note Sorting – 2017
4. Akodara – First Digital Village – 2015
5. ICICI Stack and Mobile ATMs – 2020
6. Pay Later Digital Credit – 2018
7. Insta Biz – 2019

Culture as a Part of Strategic Lever at ICICI Bank:

• One Bank One KPI

• Passion for the Brand ICICI
• Culture of Experimentation
• Building Capabilities for the future
• Fair to the Bank, Fair to Customer
• Decongestion
• Service Orientation

ICICI Bank Selling Process and Customer Leads Generation:

• A good sales person will have knowledge of ICICI Bank, its products, its
customers background and market segment.
• A good sales person will listen well, establish immediate rapport, explain
product in terms customer can understand, and uses every contact with client as

7
a sales opportunity.
• A good sales person will always have a warm, friendly smile, look
professional and confident, respect client’s point of view and follows up as
promised.
• Components of success in sales include selling skills, product knowledge,
competitor knowledge and customer knowledge.
• Role of a relationship manager is identifying a prospective customer,
reaching out to customer for meeting, then gathering information,
understanding customer like ability to listen and look for opportunities, then
making an offer, securing customer commitment and delivery on commitment.
• Sales process includes prospecting, preparation, reaching out, meeting,
making an offer, securing commitment, closing.
• Prospecting is the first step in sales process. It entails locating prospective
clients and customers. The creation of a database of potential clients is the aim
of prospecting.
• Preparation includes knowing general industry trend, products of other
banks for comparison, major policy announcements, interest rates in view of RBI
policy and major political happening and its impact on economy.
• Preparation of knowing the customer includes whether customer is
salaried or self- employed, if salaried, then which organization, net monthly
earning of the customer, any other banking relationship like loans, investment,
etc and any acquaintance of the prospect who is ICICI client.
• Preparation in view of knowing ICICI Bank includes latest updates regarding
ICICI, Bank branch and ATM network of the bank, digital banking proposition of
the bank.
• Reaching out involves introducing oneself and ICICI Bank, setting the
agenda, making the customer understand the value of the meeting and take
permission to ask for the questions and explain the reason for the same.
• First meeting is very important with the customer in view of understanding
his needs and banking requirements through creating a connect and probing.
• Gathering is an important step in sales process, where the ultimate
purpose of probing is to understand why the client is engaging with the sales
person. There needs to be open ended and closed ended questions.
• Making an offer includes preparing the USP of proposal, having a healthy
discussion, looking for signals in the process, propose possible offers and
benefits, and mutual agreement.
• Closing the meeting include summarizing and reinforcing benefits of
services, thereby meeting customer needs, evaluating what attachments can be
offered to the customer and exploring of references.

8
INTRODUCTION:

Pune, a bustling city located in the state of Maharashtra, India, has emerged as a
prominent industrial hub with a diverse range of industries driving its economic
growth. Known for its vibrant business ecosystem, Pune offers a favorable
environment for businesses to thrive and prosper.
Pune is the second-largest city in the state of Maharashtra after Mumbai and is
an important city in terms of its economic and industrial growth. Pune has
emerged as a new startup hub in recent years with information technology (IT),
engineering and automotive companies sprouting.
Pune is among the 109 cities shortlisted in India's Smart Cities Mission, and the
city has allocated an estimated US$5.2 billion for its smart city development plan,
including the expansion of road networks, the establishment of industrial zones,
and the development of special economic zones (SEZs).
Pune has seen spectacular economic growth in recent years with the
manufacturing, automobile and IT sectors emerging as key industries, and that's
why Pune is also known as 'Detroit of India'. Pune is ranked as the seventh- largest
metropolitan economy with a strong industrial base and has the sixth-highest
income per capita in India. Pune has a nominal GDP of 354 thousand crores
(US$44 billion) in 2021-2022 and GDP Per Capita is 285,409(US$3,600). Almost
20% of all industries of Maharashtra are in Pune.

9
In conclusion, the Pune industry represents a dynamic and diversified landscape,
encompassing manufacturing, IT, automotive, engineering, pharmaceuticals, and
more. With its strategic location, skilled workforce, favorable infrastructure, and
business-friendly environment, Pune continues to be an attractive destination for
companies seeking growth and expansion opportunities in India.

Industries Total no. of Revenue(In Billion

industries Dollars)

Retail 415 836

Pharmaceutical 498 303.2
Industrial Machinery 876 1004.87
Real Estate 411 1027.326
Consumer electronics and 143 983.99
appliances
Auto Components 400 56.5
Software Product 1229 245
Analytics & KPO 254 20.5
Textile 214 223
Power 345 1658.02

Revenue(In Billion Dollars)

1800
1600
1400
1200
1000
800
600
400
200
0

Above given table shows the TOP Industry in PUNE with the total number
(Approx) of companies, Sum of charges, sum of revenue.
SUM OF REVENUE- This means the total income or sales generated by the
industry. This includes all sources of income, such as sales of products, services,
licensing fees, subscriptions, or any other revenue streams specific to that

10
industry.
In this report we are going to study about the financial health, position, and the
need of the following companies to provide services accordingly.

OBJECTIVES OF THE PROJECT

• Study of Pune Leading Industry ecosystem.
• Analysis Financial Health of companies.
• Database Creation of top companies in top industries of Pune.
• Company Analysis and Financial Analysis for ICICI Bank to pitch products.
• To come up with the suggestions for penetration of ICICI Bank into Pune
Leading Industries.

WHAT IS MARKET SCOPING

Market scoping for the Pune industry refers to a systematic assessment and
analysis of the market landscape, trends, opportunities, and challenges within the
industries operating in Pune. It involves gathering information and insights to
understand the market potential, customer needs, competitive landscape, and
regulatory environment to make informed decisions and develop appropriate
strategies.
We can undertake market scoping for the Pune industry by following these steps:

• Define the scope.

• Conduct research.
• Identify target segments.
• Evaluate competition.
• Develop industry-specific solutions.
• Form partnerships and collaborations
• Implement marketing and communication strategies.
• Monitor and adapt.
By undertaking market scoping for the Pune industry, we can gain a deeper
understanding of the market, tailor their offerings to industry needs, establish
strong customer relationships, and effectively position themselves as trusted
financial partners within the Pune industry.

11
 TEXTILE SECTOR

The Indian textile sector encompasses the entire value chain, including the
production of fibres, yarns, fabrics, and finished textile products. It consists of
various segments, such as cotton textiles, silk textiles, wool textiles, synthetic
textiles, and handlooms, each contributing to the industry's overall growth and
diversity. The textile industry accounted for around 2.3% of India's GDP.

1. Arvind Limited
Arvind Limited operates across various segments of the textile industry,
including denim, shirting, knits, and advanced materials. The company's
product portfolio spans a wide range of fabrics, garments, and textiles for
both domestic and international markets. Arvind is particularly renowned
for its expertise in denim manufacturing and is a trusted supplier to major
global denim brands.

• Market share of Arvind Limited is 12%

2. Jindal Worldwide Limited

Established in 1942, Jindal Worldwide Limited has grown into a leading
player in the textile sector. The company operates across the entire textile
value chain, from manufacturing and processing to marketing and
distribution. With state-of-the-art manufacturing facilities and a dedicated
workforce, Jindal Worldwide Limited has gained recognition for its
excellence in textile production.

• Market share of Jindal worldwide limited is 31%

3. Vardhman Textiles
Vardhman Textiles operates across various segments of the textile value
chain, including spinning, weaving, dyeing, printing, and finishing. The
company has a diversified product portfolio that encompasses yarns,
fabrics, sewing threads, and home textiles. Vardhman Textiles is renowned
for its state-of-the-art manufacturing facilities, cutting-edge technology,
and commitment to innovation. The company's vertically integrated
operations ensure quality control at every stage of production, resulting in
superior products that meet international standards.

• Market share of Vardhman Textiles is 24%.

12
 4. Alok Industries Limited
Alok Industries caters to diverse sectors such as fashion and apparel, home
furnishings, technical textiles, and industrial textiles. Its products are
known for their versatility, durability, and aesthetic appeal, meeting the
evolving demands of customers across various industries.

Current ratio
The current ratio describes the relationship between a company's assets and
liabilities. So, a higher ratio means the company has more assets than liabilities.
The current ratio is a financial ratio that measures a company's ability to meet its
short-term obligations using its current assets. It is calculated by dividing current
assets by current liabilities.
Average Current ratio for textile industry is 1.05. Companies having current ratio
more than Average Current ratio is a positive sign.

CURRENT RATIO
5.43
3.04
2.02
1.05 1.72 0.64 1.13 1.03 1.53

From above graph we can infer that except Alok Industries Limited, other
companies have current ratio more than the industry average which is a good
sign.

Inventory Turnover ratio

The inventory turnover ratio is a financial ratio that measures how efficiently a
company manages its inventory. It indicates the number of times a company's
inventory is sold and replaced over a specific period.
Inventory Turnover Ratio = Cost of Goods Sold / Average Inventory
Average inventory turnover ratio for textile industry is 1.73.

13
 INVENTORY TURNOVER RATIOS
6.69
4.49 5.19
2.79 2.25 1.82 1.51 0.89 1.55

From above graph it can be inferred that Garware Technical Fibres, Avery
Dennison, Bombay dyeing & Indo count Industries have Inventory Turnover ratio
less than industry average which can be because of many reasons such as Slow
sales, Excess Inventory, Obsolete or outdated inventory, Inefficient inventory
management etc.

Quick Ratio
The quick turnover ratio, is a financial ratio that measures a company's short-
term liquidity and ability to pay off its current liabilities using its most liquid
assets. It is a more stringent measure of liquidity than the current ratio because
it excludes inventory from current assets.
Quick Turnover Ratio = (Current Assets - Inventory) / Current Liabilities
Average quick ratio for textile industry is 0.22.

QUICK TURNOVER

3.82
2.39
1.52 0.99 0.84
0.27 0.32

All the above listed companies have quick ratio more than average industry ratio,
which is considered as a good sign.

Asset turnover ratio

The asset turnover ratio is a financial ratio that measures a company's efficiency
in generating sales revenue from its assets. It indicates how effectively a company

14
utilizes its assets to generate sales.

Asset Turnover Ratio = Net Sales / Average Total Assets

Average Asset turnover ratio for textile industry is 0.66.

ASSET TURNOVER RATIO

2.28
1.47
1.12 0.92 0.89 1.05
0.85 0.74
0.25

Only Avery Dennison has less than average industry turnover ratio, which means
company is not that efficient in generating sales revenue from its asset, which
can be because of Inefficient Asset Utilization, Slow Sales Growth, Large Asset
Base etc.

Debt/equity ratio

The debt-to-equity ratio is a financial ratio that compares a company's total debt
to its shareholders' equity. It measures the proportion of debt financing relative
to equity financing and indicates the extent to which a company relies on
borrowed funds.

Debt-to-Equity Ratio = Total Debt / Shareholders' Equity

Average Debt/equity ratio for textile industry is 0.22.

15
 DEBT/EQUITY RATIO
1.42
1.12
0.76
0.41 0.2 0.08 0.01

-1.31

-2.86

Garware Technical Fibres and Bombay dying have negative debt equity ratio
which indicates that these companies have negative shareholders' equity, which
means its liabilities exceed its assets. This situation is often referred to as a
"negative net worth" or "insolvent."

POWER SECTOR

The power sector in India plays a crucial role in driving the country's economic
growth and development. It encompasses the generation, transmission,
distribution, and trading of electricity across the nation. the power sector's
contribution to India's GDP was estimated to be around 4-5%. The power sector's
contribution to GDP is derived from various activities within the sector, including
power generation, transmission, distribution, and related services. This includes
the economic value generated by power plants, electricity sales, investments in
infrastructure, employment opportunities, and the multiplier effect on other
industries that rely on a consistent power supply.

1. Suzlon Group
The Suzlon Group is a global renewable energy company specializing in
wind power solutions. Founded in 1995 by Tulsi Tanti, Suzlon has emerged
as one of the world's leading wind turbine manufacturers and renewable
energy service providers. Suzlon's product portfolio includes a range of
wind turbines with different capacities, tailored to meet the specific
requirements of various wind conditions and project scales. The company's
turbines are known for their reliability, efficiency, and ability to operate in
diverse environmental conditions.

16
 • Suzlon occupies a cumulative market share of approximately 33% in
India
• Inventory turnover for Suzlon is 3.04.

2. Siemens Gamesa
Siemens Gamesa Renewable Energy is a global leader in the renewable
energy industry, specializing in wind power solutions. The company is a
result of the merger between Siemens Wind Power and Gamesa ,
combining their expertise and capabilities to create a powerful player in
the renewable energy sector.

• Siemens Gamesa has operated in India since 2009 and is currently

the market leader with a 40% market share.
• Inventory turnover ratio for Siemens Gamesa is 1.44

3. Schneider Electric
Schneider Electric provides solutions for various sectors, including
residential, commercial, industrial, and infrastructure. The company's
portfolio encompasses a wide range of products such as electrical
distribution systems, automation and control equipment, building
management systems, data center infrastructure, renewable energy
solutions, and software applications for energy management and
optimization.

• Schneider Electric holds about 34% of market share.

• Inventory turnover for Schneider Electric is 4.63.

4. Shell
Shell, officially known as Royal Dutch Shell, is a multinational energy
company that operates in the oil and gas industry. With its roots dating
back to the early 20th century, Shell has become one of the largest and
most recognizable energy companies in the world. The company is
involved in upstream activities, such as exploration and extraction of oil
and gas reserves, and downstream activities, including refining, trading,
and marketing of petroleum and chemical products.

• Shell has 5% market share.

• Inventory turnover for Shell is 2.24.

17
 5. KSB Pumps
KSB pumps are known for their robustness, efficiency, and durability,
making them suitable for a wide range of industries, including water supply
and treatment, mining, power generation, oil and gas, chemical
processing, and building services. The company offers a comprehensive
portfolio of centrifugal pumps, submersible pumps, multistage pumps, and
specialized pumps designed to meet specific customer requirements.

• KSB holds about 10 per cent market share.

• Inventory turnover for KSB Pumps is 1.82.

6. Bharat Petroleum Corporation

BPCL operates in various segments of the petroleum industry, including
refining, marketing, and exploration and production. The company's
primary focus lies in the downstream sector, which involves refining crude
oil into various petroleum products and distributing them to consumers.

• Domestic market share of BPCL is 21%.

• Inventory turnover ratio is 4.4.

Current ratio
Average current ratio of Power sector in India is 1.42.

CURRENT RATIO
1.86 2.01 1.83 1.82
1.47
0.88 1.01
0.66 0.76

From above graph we can infer that Suzlon group, Siemens Gamesa, Schneider
Electric, BPCL have current ratio less than average ratio of the sector which
means these companies may have a weaker short term financial position
compared to its industry peers.

18
Inventory turnover ratio

Average inventory ratio of Power sector is 0.04.

INVENTORY TURNOVER RATIOS

4.63 4.4
3.04 2.24
1.44 1.04 1.82 1.02 1.65

All the companies listed here have inventory turnover ratio more than the
industry average that means these companies managing its inventory efficiently.
Quick ratio
Average quick ratio of Power sector is 1.41.

QUICK RATIO
1.19 1.12
1.07
0.82 0.78
0.65 0.56
0.52
0.23

All the companies listed above have less quick ratio than the industry average
which means these companies may have a weaker short term financial position
when considering only its most liquid assets.

19
Asset turnover ratio

Average Asset turnover ratio of Power sector is 0.05.

ASSET TURNOVER RATIO

2.33

0.91 1.09
0.73 0.57 0.61 0.45 0.34 0.42

All the above companies have asset turnover ratio more than industry average
which suggests that the company is generating higher sales revenue from its
assets compared to its industry peers.

Debt/equity ratio

Average Debt/Equity ratio of Power Ratio is 0.15.

DEBT/EQUITY RATIO
1.5

0.49
0.39
0.28

0.23

0.11
0.09

0
-1.09

Danfoss Power, KSB , Powercon, Suzlon Group have debt equity ratio less than
the industry average which suggests that these companies have a lower level od
debt relatives to its equity compared to its industry peer.

20
 RETAIL SECTOR

The Indian retail sector is one of the largest and fastest-growing industries in the
country. It plays a crucial role in the Indian economy, contributing significantly to
employment generation, GDP growth, and consumer spending. The retail sector
encompasses a wide range of activities, including the sale of goods and services
to consumers, both online and offline.
The retail sector's contribution to India's GDP was estimated to be around 10%
to 11%. This contribution is expected to increase further as the sector continues
to grow rapidly. The Indian government has recognized the importance of the
retail sector and its potential for economic development, and therefore, has
implemented various policies and reforms to support its growth.

1. Mahindra retails
Mahindra Retail, a subsidiary of the Mahindra Group, is a prominent player
in the Indian retail industry. Established in 2009, Mahindra Retail operates
under the brand name "Mom & Me" and focuses primarily on the retailing
of maternity and childcare products. The company's mission is to provide
a comprehensive range of products and services that cater to the needs of
expectant mothers, newborns, and young children.

• Mahindra retails market share rise to 10.22% from 7.06% in last

financial year.
• Inventory turnover ratio for Mahindra retails is 8.23.

2. Amazon
Amazon Retail is the e-commerce retail division of Amazon.com, Inc., a
multinational technology company and one of the world's largest online
retailers. Amazon Retail operates as the primary retail arm of Amazon,
offering a vast selection of products across various categories to customers
worldwide.

• The largest category on Amazon is the online smartphone channel

with a 47 percent market share.
• Inventory turnover ratio for Amazon is 8.39.

3. Firstcry
FirstCry Retail Pvt. Ltd. is a leading Indian retailer specializing in baby and
kids' products. Established in 2010, FirstCry has emerged as a
comprehensive one-stop destination for parents and caregivers, offering a

21
 wide range of baby care essentials, toys, clothing, footwear, accessories,
and maternity products.

• In the Toys, Hobby & DIY market in India, firstcry.com is ranked #1

with > US$150m in 2022. Firstcry.com accounts for 5.0% of
eCommerce net sales in this category.

4. Reliance retail
Established in 2006, Reliance Retail has a diverse portfolio of retail formats
catering to various consumer needs. These formats include Reliance Fresh,
a chain of neighborhood grocery stores; Reliance SMART, a supermarket
chain offering a comprehensive range of products; Reliance Digital, a
technology and consumer electronics retail chain; Reliance Trends, a
fashion and apparel store; and Reliance Footprint, a footwear and
accessories store, among others.

• The market share mix for RIL is 21.2 per cent for grocery, 27.4 per
cent for consumer electronics and 8.3 per cent for fashion.
• Inventory turnover ratio for Reliance Retail is 3.8.

5. BigBasket
BigBasket is one of India's largest online grocery delivery platforms,
providing a wide range of products and essentials to customers across the
country. Established in 2011, BigBasket has become a popular choice for
online grocery shopping, offering a convenient and time-saving solution
for consumers.

• In the Food & Personal Care market in India, bigbasket.com is ranked

#1 with > US$750m. Therefore, bigbasket.com accounts for 5.0% -
10.0% of eCommerce net sales in this category.

6. Dmart
DMart, also known as Avenue Supermarts Limited, is one of India's largest
and most popular retail chains. Established in 2002 by entrepreneur
Radhakishan Damani, DMart operates a chain of hypermarkets and
supermarkets across multiple cities in India.

• The Indian hypermarket chain has a market share of about 22%.

• Inventory turnover ratio is 2.7.

22
 7. Udaan
Udaan is a prominent business-to-business (B2B) e-commerce platform in
India. Launched in 2016, Udaan aims to connect manufacturers,
wholesalers, traders, and retailers across various industries and enable
seamless trade transactions.

• Over 46 per cent of the overall EB2B market has been captured by
Udaan. Of this, within the retailer-led EB2B space, Udaan has
captured 62 per cent and in the wholesaler-led EB2B segment, it has
captured 16 % of the market share.

8. LOREAL
L'Oréal Retail is the retail division of L'Oréal Group, one of the world's
largest cosmetics and beauty companies. L'Oréal Retail operates a network
of retail stores and boutiques worldwide, showcasing a diverse portfolio of
beauty and personal care products from L'Oréal's various brands.
• The French cosmetics firm has about 8% share in India's face care
market and about 10% including e-commerce.
• Inventory turnover for Loreal is 2.8.

Current ratio

Average current ratio of Retail industry is 1.2.

CURRENT RATIO
9.07 9.4

3.37
2.55
1.32 0.92 1.11 1.7 1.01 1.02

Amazon, Reliance retail, Greaves Cotton, Loreal have current ratio less than the
industry average.

23
Inventory turnover ratio

Average Inventory turnover ratio of Retail sector is 10.86.

INVENTORY TURNOVER RATIOS

8.23 8.39
6.54 6.77
4.7
3.8 3.67
2.7 2.8
1.8

All the companies listed above have inventory turnover ratio less than the
industry average.

Quick ratio

Average Quick ratio of Retail Industry is 0.77.

QUICK RATIO
1.5

0.99 1.03 1.02

0.86
0.69 0.74
0.65
0.45
0.35

Amazon, Firstcry, Reliance retail, BigBasket, Greaves Cotton have less quick ratio
than the industry average which suggests that company may have a weaker short
term liquidity position compared to its industry peers.

24
Asset Turnover Ratio

The retail sector has an average asset turnover of 1.9, with poorer performers in
the sector averaging 0.8 and the better ones showing an average of 3.2.

ASSET TURNOVER RATIO

2.49

0.91 1.07 0.97

0.87
0.61 0.54 0.42
0.27 0.35

Except Dmart all other companies have Asset turnover ratio less than industry
average, it suggests that these companies generating lower sales revenue per
unit of its assets. Some of the reasons for that can be inefficient asset utilization,
potential operational inefficiencies, competitive disadvantage etc.

Debt/equity ratio

Average Debt/Equity ratio of retail sector is 0.51.

DEBT/EQUITY RATIO
0.72

0.43 0.388 0.41

0.35
0.17 0.14
0.03 0.077 0

Except Loreal all other companies have Debt equity ratio less than industry
average. We can draw some of the inferences from lower Debt equity ratio such
as lower financial risk, stronger solvency position etc.

25
 AUTO COMPONENTS INDUSTRY

The auto components industry in India is a vital sector that plays a crucial role in
the country's automotive manufacturing and supply chain. It encompasses a wide
range of components and parts that are used in the production and assembly of
vehicles. Here is some information about the auto components industry in India:

Growth and Importance: The Indian auto components industry has been
witnessing significant growth over the years. It is one of the key sectors of India's
manufacturing industry and contributes to the country's GDP. The industry's
growth is primarily driven by the domestic demand for automobiles, as well as
export opportunities.

Size and Revenue: The auto components industry in India is one of the largest in
the world. It comprises a large number of manufacturers, ranging from small-
scale enterprises to multinational corporations. According to the Automotive
Component Manufacturers Association of India (ACMA), the industry's turnover
was approximately USD 57 billion in the financial year 2020-21.

Manufacturing Clusters: Auto component manufacturing is concentrated in

certain regions or clusters in India. Some of the prominent manufacturing
clusters include Chennai in Tamil Nadu, Pune in Maharashtra, Gurugram-
Faridabad in Haryana, and NCR (National Capital Region), among others. These
clusters provide infrastructure, skilled labour, and a favourable business
environment for manufacturers.
Overall, the auto components industry in India is a dynamic and growing sector
that contributes significantly to the country's automotive ecosystem. It serves as
a crucial link in the global supply chain and continues to attract investments and
foster innovation in line with the changing industry trends.

26
COMPANY MARKET SHARE
NAME
Faurecia Faurecia has a share of 12 percent.
ZF Steering ZF Steering Gear has a market cap of Rs 561.64 Crore)
Gear
Mahindra Mahindra CIE Automotive has a market cap of Rs 16,822.73
CIE Crore
Automotive
Jaya Hind It's authorized share capital is INR 156.70 cr and the total paid-
Industries up capital is INR 118.22 cr
UNO Minda UNO Minda holds market share of around 11%
Knorr- Knorr-Bremse has a global market share of approximately 50% in
Bremse the rail vehicle braking systems segment and a 42% share in
pneumatic braking systems for commercial vehicles.
Michelin Michelin holds a 12-15% market share in the radial tyres market
in India
Bosch Bosch has a 30 per cent market share in the tools category.

INVENTORY/SALES (DAYS)

INVENTORY/SALES (DAYS)

100
77
67
53 45
13 33 35 0 32

Companies having DSI less than 95 is considered healthy.

27
QUICK RATIO

QUICK RATIO

4.8

2.4
1.5

1.1

1.1
0.9

0.8

0.7

0.6
0.4

The industry average Quick Ratio is 1. Companies having ratio above average is
considered good.

ASSET TURNOVER

ASSET TURNOVER
1.41

0.92 0.83
0.78
0.61 0.53
0.43 0.44
0.24 0.25

Asset turnover ratio of industry is 1.Companies should aim to have ratio 1 or

above than that.

28
DEBT/EQUITY RATIO

DEBT/EQUITY RATIO
Bosch 0.01
Michelin 0.13
Belrise Industries 1.5
MAHLE Behr India 0.4
Knorr-Bremse 0
UNO Minda 0.1
Jaya Hind Industries 0.01
Mahindra CIE Automotive 0.2
ZF Steering Gear 0.09
Faurecia 0.4

A debt-to-equity ratio of around 2 or 2.5 is generally considered good.

CURRENT RATIO

CURRENT RATIO
5

2.4 2.4
1.4 1.7
1 1.1 1 1.2
0.8

Healthy companies generally have ratios between 1.5 and 3.

29
RETURN ON EQUITY and RETURN ON CAPITAL EMPLOYED

ROE vs ROCE
50
40
30
20
10
0
-10
-20
-30

ROE Return on Capital Employed

When ROCE exceeds ROE, it indicates that the company has effectively used debt
to lower its overall cost of capital.

CONSUMER ELECTRONICS AND APPLICATION

The consumer electronics and application sector in India is a rapidly growing

industry that caters to the increasing demand for electronic devices and
technology-driven solutions. This sector in India has been experiencing robust
growth over the years. According to industry reports, the market was valued at
approximately USD 35 billion in 2020 and is expected to reach USD 118 billion by
2025, with a compound annual growth rate (CAGR) of around 28%.

COMPANY MARKET SHARE

NAME
LG LG Electronics has a market cap of Rs 33,463.13 Crore
Electronics
Bosch Bosch holds upto 30 per cent market share
SYSKA LED SYSKA LED Lights has a market share of 15 to 20%
Lights
philips philips has a pan-India market share of 25%.
HARMAN HARMAN has market share of around
Bajaj The market share of Bajaj Electricals across the country was estimated to be around
Electricals seven percent.
Godrej Godrej Appliance has around 5-6% share of the residential AC market; while in the
Appliance washing machine, it has around 10%; and 15% in refrigerators

30
 INVENTORY
COMPANY / SALES QUICK ASSET DEBT/EQUITY CURRENT
NAME DAYS RATIO TURNOVER RATIO RATIO
Honeywell
Automation 12 3.1 0.81 0 3.2
LG Electronics 52 1.5 1.2 0.06 2.2
Bosch 77 1.1 0.94 0 1.7
SYSKA LED
Lights 95 0.7 0.85 0.5 1.3
philips 46 1.6 1.1 0 2.1
Sedemac
Mech. 117 0.3 0.72 0.8 1.1
HARMAN 51 1.3 1.06 0.11 1.9
TE Connectivity 113 0.8 0.91 0.38 1.5
Bajaj Electricals 72 0.8 1.15 0.02 1.2
Godrej
Appliance 82 0.7 0.79 0.3 1.2

Average Inventory/ Sales (Days) of industry is about 100, Quick ratio is around 1,
Debt/Equity Ratio is 3.2, Current Ratio is 1.1.

RETURN ON EQUITY and RETURN ON CAPITAL EMPLOYED

ROE vs ROCE
35
30
25
20
15
10
5
0
-5

ROE Return on Capital Employed

Philips has ROCE less than ROE which indicates that the company has not
effectively used debt to lower its overall cost of capital.

31
 REAL ESTATE
The real estate sector in India plays a significant role in the country's economy
and is one of the largest employment generators. The Indian real estate market
is substantial and has been growing steadily over the years. It encompasses
residential, commercial, retail, and industrial segments. The sector contributes
significantly to the country's GDP and is expected to reach USD 1 trillion by 2030.

COMPANY NAME QUICK ASSET DEBT/EQUITY CURRENT

TURNOVER TURNOVER RATIO
CBRE 1.4 0.35 0 1.4
Shapoorji Pallonji 12.8 1.27 0 12.8
Group
JLL 1.9 0.3 0 1.9
Kolte Patil 0.4 0.16 0.5 2.1
Developers
Solitaire World 0.2 0.01 0 0.3
Nyati Group 0.6 0.41 0 0.6
Godrej Properties 1.9 0.06 0.6 2.3
Goel Ganga 1.03 0.21 0 1.03
Developments
Paranjape 0.1 0.38 0 0.8
Construction

Average Quick Turnover ratio for real estate industry is around 1.2, Asset
turnover ratio is 1, Current ratio is 1.3.

32
RETURN ON EQUITY and RETURN ON CAPITAL EMPLOYED

ROE vs ROCE
40

20

-20

-40

-60

-80

ROE Return on Capital Employed

Paranjape Construction, Goel Ganga ,Solitaire World, Kolte Patil Developers have
ROCE less than ROE which indicates that the company has not effectively used
debt to lower its overall cost of capital.

INDUSTRIAL MACHINERY

The industrial machinery sector in India is a crucial part of the country's

manufacturing and infrastructure development. It encompasses a wide range of
machinery and equipment used in various industries for production, processing,
and automation. The industrial machinery sector in India is an essential
component of the manufacturing sector. It plays a vital role in supporting
industries such as construction, mining, agriculture, textiles, energy,
transportation, and more. The sector's growth is closely linked to the overall
industrial development and economic growth of the country.

COMPANY NAME QUICK

INVENTORY/SALES TURNOVER ASSET TURNOVER
DAYS DEBT/EQUITY RATIO CURRENT RATIO
Cummins 43 2.1 0.85 0.1 2.5
Thermax 34 1 0.99 0.1 1.2
Sigma Electric Manufacturing Corporation 47 1.5 0.72 1.1 2
Yazaki 82 0.7 0.69 9.6 1.1
whirlpool 74 1.3 1.11 0 2
Larsen & Toubro Limited 11 1.4 1.25 0.2 1.4
JCB 42 1.2 1.06 0 1.7
Gabriel India 33 1.3 1.82 0 1.7
Haier Appliances 109 0.4 0.84 0 1.3

33
Average Inventory/Sales (Days) for Industrial Machinery sector is around 80,
Quick Ratio around 2 to 3, Asset turnover ratio is 1.1, Current Ratio is 1.5.

RETURN ON EQUITY and RETURN ON CAPITAL EMPLOYED

ROE vs ROCE
45
40
35
30
25
20
15
10
5
0

Return on Equity Return on Capital Employed

Yazaki has ROCE less than ROE which indicates that the company has not
effectively used debt to lower its overall cost of capital.

PHARMACEUTICAL INDUSTRY

The pharmaceutical sector in India is a vital industry that contributes significantly

to the country's healthcare system and economy. The Indian pharmaceutical
market is one of the largest globally, valued at around USD 40 billion in 2020. It
has been growing steadily over the years and is expected to reach USD 120-130
billion by 2030. The sector has experienced robust growth due to factors such as
a large population, increasing healthcare spending, rising prevalence of diseases,
and growing awareness of healthcare.

34
COMPANY NAME INVENTORY/SALES DAYS QUICK RATIO ASSET TURNOVER DEBT/EQUITY RATIO CURRENT RATIO
Emcure Pharmaceuticals 79 0.7 0.32 0.9 1.1
Lupin 99 1.5 0.47 0 2.4
Cipla Pharmaceutical 72 2 0.62 0 2
Serum Institute 37 1.3 0.75 0 2
Brinton pharmaceuticals 55 1 0.29 0.5 1.4
Hikal pharmaceuticals 62 0.8 0.41 0.6 1.3
Enzene biosciences limited 118 1 0.36 0.1 1.2
Gennova biopharmaceuticals 142 0.5 0.18 0.7 1
Glatt systems 68 1.7 0.58 0 2.3

Average Inventory/Sales (Days) for pharma sector is 180 days, Debt to equity ratio
is 1, Current ratio is 2.8, Quick Ratio is 1, Asset Turnover ratio is 0.51.

RETURN ON EQUITY and RETURN ON CAPITAL EMPLOYED

ROE vs ROCE
60
50
40
30
20
10
0
-10
-20
-30

Return on equity Return on Capital Employed

Emacure and Brinton Pharmaceuticals have ROCE less than ROE which indicates
that these companies have not effectively used debt to lower its overall cost of
capital.

35
FIELD VISIT PHOTOS

36
 APPROACH OF DATABASE CREATION & INSIGHTS

In the SIP Project, along with research on Industry, the work also included
creation of the database for about 100 Companies (Including SME) from different
industry. Industry is like Manufacturing, Automobile, Mechanical, Chemicals,
Consulting et to create a pipeline for ICICI to pitch SME products and services.
The database was created on Microsoft Excel sheet and analysis of data was done
through various websites like Money Control, Indiamart.com and other software
tools under the guidance of my mentor, which was known as Probe42 where in
all the Pvt Ltd Company Financials were also looked upon to be selected to be
included in that database.

The Database Creation was done for the Top Industry in Pune. The Database
Creation was done under various headers which are as follows:
• Name of the Company
• Market Share, Net Worth Increase (%), Net Revenue, Company
Listed/Unlisted, Country/Region
• Inventory/Sales (days), Debtors/Sales(days), Sales/Fixed asset Ratio, return
on equity (%), Return on Capital Employed (%)
• Debt Ratio, Debt/Equity Ratio, Current Ratio, Quick Ratio
• Revenue Growth (%), EBITDA Margin (%), Total Purchases, Direct Tax,
Dividend, Pune Address

The Database was created within a span of 4 Weeks with the major portion of
time invested across various sites to gather details and also visiting the company
held own websites to understand the business of the company.
• The Database as per Buddy will serve the purpose of leads in pipeline for
ICICI Team to pitch in their products as per customer requirements.
• Thus, the whole SIP Project was related to understanding the sector and
scouting for companies for ICICI Bank.

37
 RECOMMENDATIONS

• Industry-Specific Marketing Campaigns: Create targeted marketing

campaigns tailored to specific industries. Analyse the financial
performance of different sectors and develop customized messaging and
offerings that address the unique needs and challenges faced by
companies in those industries. This focused approach will resonate with
potential clients and demonstrate ICICI Bank's understanding of their
specific requirements.

• Strengthen Industry Partnerships: Forge strategic partnerships with

industry associations, trade bodies, and professional networks.
Collaborate with these organizations to host events, seminars, and
workshops that provide insights into industry trends and challenges. This
will not only enhance ICICI Bank's visibility but also position it as a preferred
banking partner within those industries.

• Offer Sector-Specific Financial Solutions: Develop specialized financial

products and solutions that cater to the specific needs of different
industries. Analyse the financial performance of companies within each
sector to identify their pain points and design offerings that address those
issues effectively. This can include sector-specific working capital
financing, trade finance solutions, and cash management services.

• Leverage Data Analytics: Utilize data analytics to identify potential clients

within target industries. Analyse financial statements, market trends, and
industry benchmarks to identify companies that show growth potential
and align with ICICI Bank's target market. This data-driven approach will
allow for targeted prospecting and improved conversion rates.

• Enhance Digital Presence: Strengthen ICICI Bank's digital presence to

attract tech-savvy clients. Develop a user-friendly website, optimize online
search visibility, and engage in social media platforms frequented by
professionals in target industries. Establish a strong online reputation by
showcasing success stories, client testimonials, and thought leadership
content that demonstrates ICICI Bank's expertise in serving specific
sectors.

38
 • Provide Value-Added Services: Differentiate ICICI Bank by offering value-
added services beyond traditional banking. This can include industry
research reports, market insights, and financial advisory services.
Establishing a reputation as a trusted advisor and providing comprehensive
support beyond banking services will attract new clients seeking holistic
solutions.

• Develop Referral Programs: Implement a referral program to leverage

existing client relationships. Encourage satisfied clients to refer their
business connections to ICICI Bank by offering incentives or rewards for
successful referrals. Capitalize on the trust and credibility built with
existing clients to expand the client base.

• Personalize Relationship Management: Assign relationship managers with

expertise in specific industries to foster personalized relationships with
clients. These relationship managers can understand the unique needs and
challenges of each industry and provide tailored advice and solutions. This
personalized approach will build trust and loyalty among clients, increasing
the likelihood of client referrals.

KEY LEARNING
1.The ICICI SIP Project for the last 2 months Understanding of Pune Industry and
Linkage to ICICI Bank for SME Products through Hyper-Personalization:
• Opportunity scoping is a process of investing a lead and their profile
background to make sure that ICICI is making right sales pitch decision and
the client is not fraud.
• Banks are also answerable to RBI, to make sure there is no money
laundering and any other illegal transaction through Lending of Loans.
2.Understanding and executing sales process and Gap Analysis through Database
Creation.
• Got opportunity to understand the Pune Leading industry for the market
expansion and business development.
3.Understanding of Lead Creation through Database Creation and Ratio Analysis.
• Understanding of whole calculation of Ratio Analysis.
• Understanding the products of ICICI Bank in the SME segment.
4.Personal Growth in form of practical implementation of theoretical knowledge
and On- Field Visits to understand ground reality in the industry.

39
CONCLUSION

The ICICI SIP Project for the last 2 months has been a platform of stupendous
leanings in view of the research- based leaning that I could accumulate from the
PUNE Industry and the database creation to help in identifying the potential
customers for ICICI. The SIP Project has also helped me clear a lot of doubts and
gain constructive critics to improve myself better and deliver to the best of my
capabilities.
In the first week of the internship, I was given the task of understanding the PUNE
Industry along with stipulated database creation feedbacks and ideas for ICICI
Bank sales team to market expansion. I was also introduced to the functioning of
SME and my responsibilities as an intern in this business vertical.
After the first week of the internship, I was introduced to some of the common
and primary products that ICICI bank offers to its client in the segment of SME.
The mentor introduced these products and provided guidance in building the
database along with analysis of the market opportunity in this industry in terms
of Banking Sector through guided lectures and insisted on company visit to gain
live insights about the processes.
After the basic introduction with ICICI bank products and some knowledge on the
market structure of the different industry like Textile, Power, pharma, retail
sectors etc, I was given an opportunity to make company visit with the co-interns.
Since my project revolved around Overview of Pune Industry and Database
Creation of top evolving industry with top companies in each industry with all
their details, I got opportunity to interact with the colleagues on transaction and
banking. I tried to understand the process of different channels and pitch
products catering to their needs and bringing business to ICICI Bank.
Apart from these tasks, I also got an opportunity to do the research work.
Mentors identified opportunities in textile, pharmaceuticals and power
industries and I was given the task of conducting secondary research before
contacting them and pitching.

40
 REFERNCES
1) https://www.icicibank.com/sme/products.page
2) https://www.moneycontrol.com/
3) https://www.ambitionbox.com/manufacturing-companies-in-pune
4) https://www.indiamart.com/
5) https://www.tofler.in/
6) https://www.glassdoor.co.in/Explore/top-companies-pune_IL.14,18_IM1072.htm
7) https://www.investopedia.com/
8) https://www.tradeindia.com/
9) https://corporatefinanceinstitute.com/resources/knowledge/finance/ratio-
analysis/
10) https://economictimes.indiatimes.com/tata-consultancy-services-
ltd/yearly/companyid-8345.cms
11) https://www.business-standard.com/

41