Final Report---nilkamal-bito Storage Systems Pvt Ltd

A REPORT ON MARKETING AND ANALYSIS OF NILKAMAL BITO STORAGE SYSTEMS PVT. LTD.

Submitted by:

Hitesh Pitroda

[email protected] [email protected]

Debendu Nag

09921849303 09860486570

CONTENTS 1)

Ventures of Nilkamal.

2)

Introduction to Nilkamal-BITO.

3)

Objective of study.

4)

Scope of study.

5)

Chief statistics.

6)

Chief findings.

7) Upcoming new prospects 2

8)

Major hurdles.

9)

Recommendation to increase awareness.

10)

Recommendations to control and reduce prices.

12) Future recommendations.

VENTURES OF NILKAMAL

➢Nilkamal Ltd. (crates, bins, pallets, MHE). ➢

Nilkamal-BITO storage systems Pvt. Ltd.

➢

Nilkamal @ home (furniture division). ➢

Hanel.

➢

Cambro. 3

INTRODUCTION TO NILKAMAL-BITO ➢ Nilkamal-BITO is a 50-50% joint venture between Nilkamal Ltd. & BITO-Lagertechnik, Bittmann GmbH.

✔

Nilkamal-is the world leader in the field of

injection moulding furniture and a key player in the material handling industry. 4

✔

BITO- is an internationally operating company specializing in storage and order picking systems. It has a wide product range.

➢Manufacturing plant: Jammu (north India) ➢ Head office: Mumbai ➢ Regional offices: 26

OBJECTIVE OF STUDY

➢ To increase the sales & awareness level of

Nilkamal-BITO products in the industrial arena.

➢ To know the market share. ➢ To know customers buying behaviour. ➢ To find out new prospects in the market. 5

SCOPE OF THE STUDY

➢ ➢

The survey covers only regions in and around Pune.

➢

The survey is likely to influence the following information:1) Factors influencing purchase of product. 2) Problems faced by customers. 3) Criteria adopted for re-purchase.

The survey covers small and big companies:1) Logistics companies 2) Pharma companies 3) Engineering companies

CHIEF STATISTICS

➢ ➢ ➢

Number of industries covered: 246 Number of industries met personally: 119 Area covered:Chakhan Hadapsar Fursungi

Pimpri Moshi – Kuruli Wagholi 6

Sanaswadi Pirangut

Bhosari Hinjewadi

CHIEF FINDINGS ➢

Awareness of nilkamal is 100% but the awareness

of NBSS is minimal viz 4-5%.

➢ Clients are more concerned about the price and quality. 7

➢

The concentration of NBSS is more over the

industrial and institutional customers rather than local upcoming retail market, like sweet shops, stationary shops, etc for USS & BSS.

➢ Once the customer purchase from a specific

vendor, it is difficult to switch over to another vendor, because of technical specifications.

➢ Nilkamal plastics brand over-shadow the image of NBSS metal products.

➢ Most of the clientele is looking forward to have a complete solution.

➢ New warehouses on the up front. ➢ Major competitors are Godrej, Indo-built, local players.

UPCOMING NEW PROSPECTS

➢ DIESL warehouse ( a TATA group enterprise). ➢ Sur-Tec chemicals India Pvt. Ltd. ➢ National logistics. 8

➢ Asian motor works. ➢ Vardhman yarns & thread Ltd. ➢ ACSI ( TATA group). ➢ Mani pharma & logistics. ➢ Nulife pharmaceuticals. MAJOR HURDLES

➢ How to increase the sales and awareness of our products on a long time basis?

➢ Whereactions could be taken to control and reduce the prices?

➢ What decisions should be taken

in the future ?

RECOMMENDATIONS TO INCREASE AWARENESS

➢ Cold calls. 9

➢ Mails of catalogues to be sent periodically to the customers.

➢ Stalls at business-expo with miniature models. ➢

Put advertisement on the buses that ply on the MIDC roads.

➢ Try to increase the follow-up frequency and provide better after sales service.

➢

Give the manager a token of appreciation after the deal is closed.

➢

Articles in leading newspapers and industrial magazines.

➢

Make a corporate video.

10

➢

Send mails to all the customers to the database with a gap of 2-3 months for 1 year.

➢ NBSS product should be reflected in customers mind time to time by our other divison representatives.

➢

Make a brand of itself.

➢ At @home, create small section for complete group.

11

RECOMMENDATION TO CONTROL AND REDUCE PRICE

➢ Sales potential should be properly estimated. ➢

Keep on analyzing competitors prices at various

places & try to match upto them.

➢

Proper analysis of product flow right from

Jammu plant to customers plant.(inventory management, transportation, network design, etc).

➢ Implementation of poka-yoke, kaizen & 5-S

for

reducing investments & expenditures.

12

FUTURE RECOMMENDATIONS

➢ Transform the USS for retail sector. ➢ Targetthe

colourful USS/Drawer type storage chiefly for school, offices, retailers, hotels,etc.

➢ Nilkamal BITO should provide complete solution to their clients.

➢ Try to hit on new projects for more present & future business. Because if any customer loyal to us then they give us repeat purchases time to time.

➢ Marketing plans should be properly implemented because our products are new to the market. ➢ Should built their own ware-houses. ➢ Take part in HR meets at various colleges to increase awareness to the future managers. 13

➢

Tell your managers to keep on updating latest

news in industrial as well as institutional field.

➢ Keep hiring summer trainees and do this exercise every year.

14

CUSTOMER RESPONSE

15

% OF CUSTOMER NOT RESPONDED

16

SECTOR WISE MARKET SHARE

17

MARKET SHARES

60

18

19

MARKET POTENTIAL

20

m 49% 21