final project ready

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Minor Project Report

On

SALES AND DISTRIBUTION MANAGEMENT

Completed

In

Gentech India Pvt. Ltd.

Submitted In Partial Fulfillment

Of the Requirement

Of Bachelor of Business Administration

Supervisor Submitted By:

Ms. Nidhi Malhotra Vijay Nautiyal

Assistant Professor ENR. No.: 03161201709

BCIPS, Dwarka Batch : 2009-2012

Submitted To:

Banarsidas Chandiwala Institute of Professional Studies, Dwarka, New Delhi

(Affiliated to Guru Gobind Singh Indraprastha University)


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ACKNOWLEDGEMENT

Exchange of ideas generates a new object, which helps a person to work in a better way.

When a person is helped and co-operated by others, his heart is found to pay gratitude

and commutative appreciation.

This report bears the imprint of many people. At the outset I would like to thank the

Management of Gentech India Pvt. Ltd. GROUP for the wholehearted co-operation and

guidance extended by them, which made my summer project report possible.

I express my profound sense of gratitude to my guide Ms. NIDHI MALHOTRA, for all

the encouragement and inspiration given to me during the preparation of this report

and having made valuable critical comment of it.

I would be failing from my duty if I do not express my gratitude to all Faculty members,for all the encouragement and inspiration given to me during the preparation of project

report and for their valuable teaching and guidance throughout.

Last but not the least I am indebted to office staff of the company for their assistance.

To all those people and to those unmentioned my heartfelt thanks.


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DECLERATION

I hereby declare that this Minor Project Report titled SALES AND DISTRIBUTION

MANAGEMENT of the Gentech India Pvt. Ltd. submitted by me to Banarsidas

Chandiwala Institute of Professional Studies, Dwarka is a bonafide work undertaken

during the period from 26 May 2011 to 16 August 2011 by me and has not been

submitted to any other University or Institution for the award of any degree diploma /

certificate or published any time before.

(Signature of the Student) Date: 16/08/2011

Name: Vijay Nautiyal

Enroll. No.: 03161201709


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TABLE OF CONTENTS

S.No Table of Content P.No.

1 Objective of the Report

2 Executive Summary

3 Company Profile

4 Sales And Distribution Management

5 Sales Strategies

6 Comparison of Gentech with major players

7 Limitations

8 Recommendations

9 Bibliography

10 Annexure


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OBJECTIVE OF THE REPORT

It is well known fact that we remember 20% of what we hear, we remember 40% of what

we see but we remember 75% of what we do.

Undergoing B.B.A is the first step to visualize the ever-dynamic business world and my

main objective while preparing the report is to explore the current management literature

so as to develop an individual style and sharpen my skills in the area of leadershipcommunication, decision making, motivation and conflict management. Preparing the

report was to familiarize myself with the working of the sales & distribution department

of Gentech India Pvt. Ltd.

To present study in Gentech India Pvt. Ltd. mainly focus on the following:

Sales Management Distribution Management Sales raising strategies Sales & Distribution channels of the company


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EXECUTIVE SUMMARY

If the development capital is what establishes a business, sales & development

management is what keeps it going. One of the most common problem of every business is

the selection of wrong channels and wrong strategy. What is important is not just the size of

operating costs, but the management function of managing sales & distribution i.e.,

increasing sales volume & the flow of regular customers by selecting the most

complimentary channel. Thus sales & distribution management is of prime importance.

The project is small attempt to study the sales & distribution management in Gentech

India Pvt. Ltd. Added to this fact that mechanization level in India is currently very low as

compared to the world standards.

This project report is based on financial data up to 2009-11only.


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COMPANYS

PROFILE


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Gentech India Pvt. Ltd.

Gentech India Pvt. Ltd. established in the year 1996, the Gentech Group is today market

leader in Acoustics Engineering, providing total services in the area of DG sets with

specialization in silent DG sets/Acoustics of DG rooms. The Gentech Group established in

the year 1975. The Board of Directors of the company are Mr. Raja Frankie and Mrs. NeenaFrankie. The company also has a vast experience in handling trunkey projects,

solution/systems of captive power generation. The company by the dint of its dedicated team

and efficient service has been able to cater to a wide customer base, which includes Govt.

Bodies, Semi Govt. Bodies, Multinational Companies, Industries, Embassies, Hotels and

private Sector. Gentech delivers its services efficiently on time to its valued clients, the

employees at M/s Gentech (India) Pvt. Ltd are equipped with modern communication gadgets

which in turn help them in attending the breakdowns within shortest span of time. This alsoreduces the margin of time to attend the machine under breakdown/services.

Gentech is also engaged in the manufacturing of gear cutting tools and cutters in India and is

one of the renowned manufacturer s of gear cutting tools and cutters in India under the name

Gentech Tooling Pvt. Ltd. which are rated high on precision parameters and durability. Its

cutting tools are manufactured using international quality raw materials and latest cutting

tools manufacturing technology including Deep Dry Cryogenic Treatment and various types

of PVD Coatings.

It manufacture and export a wide range of gear cutting tools and cutters which include Gear

Hob, Cylindrical Cutters, Milling cutters, Sprocket Hob, Worm Wheel Hob, Spline Hob and

Serration Hob etc. Other types for gear cutting tools include Timing Belt Pulley Hob, Fixed

Position Hob, Taper Hob etc.


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Gentech Tooling Pvt. Ltd. have a well developed infrastructure which comprises right from

Specialized Software Design, state-of-the-art machines for manufacturing and production of

gear cutting tools which are then exported to various countries. Its production facility

comprises programmable CNC machines with multiple tool changers for faster production of

gear cutting tools.

Our cutting tools are known for quality standards and finish of cut which ensures gears with

superior profiling. We have employed well qualified professional who have extensive gear

hob industry experience, and through their in-depth subject knowledge they ensure best

quality gear cutting tools.

Power You Can Trust

Gentech delivers powerful generating and pumping solutions ranging from portable petrol

and diesel powered units to hard working, heavy duty gensets and battery chargers. Gentech

is 100% Australian owned and its products are powered by genuine Honda and Yamaha

engines just to name a couple, so you can be certain that parts will be available nationwide.

With over 20 year of experience, Gentech today leads the pack with its unsurpassed

reliability, technological innovation and support ofover 550 dealers Australia wide.

All Gentech generators are fitted with quality Italian made NSM Alternators: NSM

Alternators have been around since 1963 and are highly reputed within the energy sector for

their sturdy design, powerful performance and high quality output.

Gentech was the first to introduce clean power with less than 6% Total Harmonic

Distortion: This means that Gentech generators are the ideal power source when using

precision equipment requiring stable frequency and voltage, like products with built-in

computer functions (e.g. microwave ovens and air conditioners) and micro-computer

controlled appliances (e.g. laptops and projectors). With Gentech generators you will get

maximum efficiency from electric motors and uninterrupted operation from sensitive

appliances, including power inverters, battery chargers, power tools, televisions and other

sensitive equipment. Gentech provides you the power you can trust for even the most


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demanding applications. Gentech products continuously achieve top performance with

maximum efficiency, reliability and economy. Thats the Gentech advantage.

RELIABLEPETROL & DIESEL GENERATORSGentech offers powerful Australian generating and pumping solutions ranging from portable

petrol and diesel powered units to heavy-duty standby gensets, portable water pumps and

more.

Gentech is a premium Australian supplier and distributor of:

Petrol Powered Generators: with Honda or Yamaha engine. Portable Diesel Generators: powered by Yanmar, Kohler or Lombardini. Welder Generators: petrol and diesel powered available. Workstation (4in1 unit): comprising a welder, generator, air compressor and battery

charger all in the one unit.

Inverter Generators: portable 4-stroke petrol powered with OHV Yamaha engine. 4-Stroke Petrol Engines: Yamaha engine with low fuel consumption, large sized

muffler and air cleaner for super quiet operation.

Standby Diesel Generators: for industrial standby back up power supply. Pumps: Fire Fighting Pumps, Trash, Chemical Transfer and Water pumps such as

Water transfer portable pumps.

Tractor Pacs:Tractor Driven Alternators (also called PTO Alternators) for standbybackup power on Dairy Farms.

Battery Chargers: for jump starting / charging cars and tractors.

Gentech has branches all over Australia for sales, service, and spare parts and is supported by

over 550 dealers Australia wide. Gentech Generators are powered by reliable Honda and

Yamaha engines. Gentech Generators also has representation in New Zealand and the Pacific

Islands.
http://www.gentechgenerators.com.au/store/listItems.asp?idCategory=131http://www.gentechgenerators.com.au/store/listItems.asp?idCategory=131


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Industry Caters To

Being a reliable service provider, we offer wide range of an service providers of Petrol

Powered Generators, Portable Diesel Generators, welder Generators Workstations (4 in 1),

Inverter Generators, 4-Stroke Petrol Engines, Standby Diesel Generators, Pumps, Tractor

Pacs, Battery Chargers. Our range is widely appreciated for their efficiency, reliability,

compact size, reliability, durability and eco friendly nature.

Our products are brought into application in:

Industries Events Offices Hospitals Educational institutions Celebrations like marriage and others Construction projects Trade shows

Gentech also caters the requirements of D.G. sets for their particular projects spreaded all

over India i.e. Chandigarh, Punjab, Haryana, Himachal, U.P., Uttaranchal, Bihar, Orissa,

Jharkhand, Maharashtra and Gujarat.

Quality Assurance

For our organization, quality has always been the primary concern. Gentech makes no

adjustments with the quality of its products. Manufactured using high quality raw

material and offering reliable performance, these generator sets are widely demanded by our

clients across world. To make sure that our product range is delivered on time, we have

a quality control department who conduct quality test on various parameters to

ensure flawless production of the generators. These parameters are load checking, mileage

checking, pollution control checking and other factors.


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Infrastructure

Gentech India Pvt. Ltd. has a sound infrastructural unit equipped with latestand innovative

technologies. These advanced technologieshelped Gentech India in increasing its turnover

and facilitates to meet specific requirements of its clients. Gentech is well outfitted with

logisticsthat supports skilled workforce of mechanics and engineers. With the determination

to make sure smoothness in our business, Gentech have a team of highly qualifiedand trained

workerswho work determinedly to meet the deadlineson time.


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SALES AND DISTRIBUTION

MANAGEMENT


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INTRODUCTION

Sales refer to the exchange of goods or services for an amount of money or its equivalent in

kind. Selling helps an organization to achieve its business goals. Thus, managing sales in an

organization is an important activity. A sales manager needs to ensure that the salespeople are

motivated continuously so that the organization is able to attain its goals the way it wants.

The sales team or the sales manager must monitor the continuous changes taking place in the

external environment regarding competitors, customers, government and other regulatory

agencies, advances in technology, and industry trends. This provides the sales personnel with

vital information regarding trends in organizational sales, product development, and budgets.By offering the management vital inputs pertaining to such information, the sales team helps

the management to develop plans regarding sales, production, and design according to the

situation. Over the years, substantial changes have taken place in the selling environment,

leading to changes in the sales function.

The trends that have shaped the sales function include shorter product life cycles, longer and

more complex sales cycles, reduced customer loyalty, intense competition among

manufacturing firms, rising customer expectations, increasing buyer expertise, electronic

revolution in communications, and the entry of women into the sales force.

The third element in marketing mix is to find out appropriate ways through which goods are

to be made available to the markets. It is a management function and a decision in the matter

is required to be taken before the commercial production is undertaken. The entire function of

getting goods into the hands of the consumer is often referred to as distribution.

Importance of Sales Management

Importance of sales management is vital for any commercial organization. Expanding

business is not possible without increasing sales volumes, and the goal of an effective sales

management is to organize sales team work in such a way that ensures a growing flow of

regular customers and increasing amount of sales.


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DISTRIBUTION CHANNELS

A Channel of Distribution (sometimes called a marketing channel) is a group of individuals

and organisations that direct the flow of products from producers to customers.

In its broadest sense this function includes transportation as well as the middlemen who

handle the goods and help to transfer title to the goods. The term channel of distribution is

used to denote the middlemen engaged in moving goods form place of production to the used

to denote the middlemen engaged in moving goods form place of production to the place of

consumption. This is risky. This is in fact is a 'channel' through which goods are made to

move as smoothly as possible to the desired places. In other words, the route through which

goods move from the place of production to the place of consumption is termed as 'channel

of distribution'.

Channels of distribution are the means employed by manufacturers and sellers to get their

products to market and into the hands of users. Channels are management tools used to move

goods form production to consumption, they are means by which title to goods is transferred

from sellers to buyers. The process of transferring title is not so simple especially in present

day markets that are characterized by heterogeneity on both the demand and the supply sides.

This means that there is a wide variety of goods produced for sale, while on the other side,

there are highly varied and complex desires of consumers.

In addition to having a strong sales function companies should also minimise their Selling &

Distribution Overheads as these can be minimised, companies should also have efficient

distribution channels to make the products available to the end consumer. Management of

distribution channels involves efficient channel design, conflict management and

implementation of sophisticated channel information systems which will enhance the process

of making the products available to the end consumer in a timely manner.

Thus, Sales and Distribution Managementprovides an overview of the sales and distribution

function. It discusses various aspects of the sales function ranging from various sales

organization structures to the role of the sales manager in improving sales by hiring, training,

motivating and leading the sales force. It also provides the distribution function and discusses

logistics and channel management.


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IMPORTANCE OF DISTRIBUTION CHANNEL

As we know that a channel of distribution is a group of individuals and organisations that

direct the flow of products from producers to customers. A channel of distribution performs a

no of functions:

Transfer of title of the goods involved Physical movement from the point of production to the point of consumption Storage functions Communication of information concerning the availability, characteristics and price of

the goods in transit, inventory and on purchase

Marketing creates various utilities to the products. Most of these utilities are, in fact,created by performing the functions of physical distribution promptly and efficiently.

The importance of these functions varies depending upon the nature of the goods themselves.

Thus, the company or organization must find a correct distribution channel for its product. It

is always said that an organization must find a right product for its customer instead of

finding a right customer for its product.


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SALES

STRATEGIES


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Strategies

Strategy means a proposed plan of action or scheme to be implemented. To survive in a

competitive changing business environment effective strategies are needed to be formulated

and implemented, some of which adopted by Gentech are as follows:

To boost its already strong generator and pumping sales, the company introduced newgenerators (EP2500HST) of light weight portable generator powered by Honda petrol

engine having 3.6 litre fuel tand, giving 3.3 hours of operation at even 80% of load.

To attract customers the company is also providing 2 years of warranty on thepurchase of its generators.

Launches all-India TOLL-FREE CUSTOMER-CARE HELPLINE (1800 248 699) toprovide convenience to its customers, which helps the customers a lot in solving their

problems and getting information

Gentech also launched its new generator model (EP7000HSR-PRO): 7kVA portablegenerator powered by Honda petrol engine. Featuring 25 litre long range fuel tank,

giving 9.62 hours of operation at 80% of load.

In the field of light generator the company launched its new model EP2500HSRSuper Saving Offer with 2.5 kVA, 3.6 L of Gentech Generator powered by Honda and

is providing 3 years of warranty and with a low noise level.

SOUND PROOF GENERATOR: Gentech has just released the New Honda PoweredGenerator available in 10kVA and 14kVA. It not only runs your electronic equipment but it

will do it without disturbing your neighbours. The Honda Powered Inverter Generator has

been designed in a sound proof enclosure, manufactured using the highest quality sound

proofing materials to keep the noise level of the generator to an absolute minimum. Using

light loads the noise level is as low as 59 dBA at 7 metres.

To attract its customer Yamaha has designed Sportsline stylish covers. They are slim,stylish and practical and are made out of lightweight, breathable material to offer you

excellent storage protection from dust and other elements.

Gentech has designed a high performance diesel powered fire fighting pump tocomplement its existing petrol powered range. Gentechs diesel powered Honda fire fighting

pump has been designed especially for bushfire conditions.The Gentech diesel powered fire


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pump is available with 3 suction and three discharge outlets consisting of 1.5 (x2) and 2.5

(x1). This pump will handle heads up to 72 metres and flows up to 750 L/min.


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COMPARISON OF GENTECH WITH MAJOR

PLAYERS

Power Backup

Overview

Indias thrust on achieving higher economic growth rate has intensified construction

activities all across the country. This has also created huge demand for power supply.

According to some market research, there is a demand-supply gap of about 17% in power

generation. This has thrown open huge market opportunities for the power backup

providing companies. The power backup market in India is growing at an annual rate of 15-

20%, varying within the three different segments generators, UPS and inverters.

Industry Structure

The Generator Industry has large number of players especially in the lower range. The

estimated size of the market is Rs. 1,100 crores. The generator industry of India is

heterogeneous in nature. Major players like Kirloskar Oil Engines Ltd (KOEL), Mahindra-

Powerol, Cummins India, Greaves Cotton, Ashok Leyland, Eicher, Caterpillar, MTU and few

other imported brands are seeing huge market potential to grow in India. Indias power

market is growing faster than most other countries. With an installed generation capacity of

147 GW, generation of more than 600 billion kWh, and a transmission and distribution

network of more than 6.3 million circuit kms, India is now the fifth largest power market in

the world. The per capita electricity consumption in the country is around 665 units which is

envisaged to increase to 1,000 units by 2011-12, good opportunity will continue to exist in

power sector in India due to growing gap between demand and supply. The demand for

power is typically driven by sectors such as Telecom, Commercial construction, IT, ITES,

Retail, etc. KOEL is into manufacturing air cooled and liquid engines/ diesel Gensets with

power output covering from 5kVA to 625kVA and 1800kVA to 6300 kVA. The domestic

Genset market (inclusive of Telecom sector) is about two lakh per annum in the range from

10kVA to 2000kVA. According to industry estimates, the DG set market in India (15-2000

kVA range) was estimated at Rs 60,253 million with 147,040 units in financial year 2006-07.

That is now projected to grow to Rs12,2230 million with sales of 205,450 units.


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Gentech India Pvt. Ltd. established in the year 1975, the Gentech Group is today market

leader in Acoustics Engineering, providing total services in the area of DG sets with

specialization in silent DG sets/Acoustics of DG rooms. Gentech is also engaged in the

manufacturing of gear cutting tools and cutters in India and is one of the renowned

manufacturer s of gear cutting tools and cutters in India under the name Gentech Tooling Pvt.

Ltd. which are rated high on precision parameters and durability. Gentech is 100% Australian

owned and its products are powered by genuine Honda and Yamaha engines just to name a

couple, so that it can be certain that parts will be available nationwide.

With over 20 year of experience, Gentech today leads the pack with its unsurpassed

reliability, technological innovation and support ofover 550 dealers Australia wide. Gentech

was the first to introduce clean power with less than 6% Total Harmonic Distortion.

KIRLOSKAR OIL ENGINES LIMITED

Kirloskar is Indias largest diesel engine manufacturer with annual volumes exceeding

2,00,000 engines, Kirloskar offers the worlds widest range of diesel engines starting from 3

hp to 11,000 hp.

Kirloskar is also the worlds second largest genset manufacturer with annual bolumes

exceeding 50,000 gensets, Kirloskar offers gensets from 3 kVA to 5.1 MW. It also has the

distinction of having designed and manufactured the worlds first gensets to comply with

the worlds most stringent emission norms by Central Pollution Control Board CPCB

Government of India.

2006 Sales: Rs. 14,000 Mn. (US $ 320 Mn.)

2006 Exports: Rs. 1350 Mn. (US $ 31 Mn.)


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KIRLOSKAR A MARKET LEADER IN INDIA

Engines

upto 25 hp: A market leader in this segment with 36% market share.

Engines 20 to 300 hp for Construction and Material Handling. In this segment, kirloskar is

market leader with 50% market share against competition from players like Cummins,

Caterpillar, Hino, IVECO, Leyland, Perkins and Tata. We are second largest manufacturer of

engines for Agri Tractors with over 20% share of th India Tractor Market.

Power GenerationEnjoys single largest market share in the worlds largest gensets market

i.e., India. Kirloskars market share in the 15 to 250 kVA segment is 40%. Exceeds world

players like Cummins, FG Wilson, Leyland, Perkins, and IVECO by an impressive margin.

Engine Bearings Kirloskar is the Single largest player in engine bearings with share

exceeding 38%.

Kirloskar engines are known for lower operating cost, higher reliability and longer life. We

manufacture engines that are not only emission complaint and eco-friendly, but are also

manufactured in an environment friendly way. KOEL engines and diesel generator sets are

certified for the stringent noise and exhaust emission norms made mandatory by Central

Pollution Control Board.

KOEL is a major player in India with about 27% market share. We foresee our market

share to grow up to 35% in next couple of years. Diversifying into the power generation

sector, Mahindra & Mahindra, another player to have its strong presence, had launched its

Mahindra Powerol brand in the Indian market in 2001. The company realised huge potentialin the segment and decided to start manufacturing and supplying complete DG sets under

the new brand. This has helped them to grow their business to Rs1010 crore in 2009 from its

earlier revenue of Rs51 crore in 2005. The company manufactures engines which can power

Diesel generating sets ranging from 5kVA to 320kVA.

In Telecom segment KOEL have 42% market share whereas it holds 21% market share in

retail segment. In volume term, KOEL had sold 52,000 DG sets in financial year 2008-09.

Besides Telecom, DG sets are also powering customers from a diverse cross-section of


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industries such as banks, building & construction, public sector units, hospitals, hotels,

homes and manufacturing units.

Mahindra had also launched B100 bio diesel generator sets for the Indian market. Mahindra

Powerol engines and diesel generator sets are certified for the stringent noise and exhaust

emission norms made mandatory by the Central Pollution Control Board, India.

The unorganized sector remains a challenge to the branded players owing to the lack of

consumer awareness. The Indian genset segment is divided mainly into two sectors

Organized and Unorganized sector. India has a huge presence of unorganized manufacturers

across the genset, inverter, and UPS product segments. These players primarily compete on

price by providing cheaper alternatives to branded products. Organized manufacturers are

therefore under pressure to maintain or reduce their prices to effectively compete also

consumer knowledge and selection criteria for power backup products is poor.

In India the major leader in genset industry are Kirloskar 40%, BPSL (Birla Power Solutions

Limited) 32%, Cummins India 20% and Others 8%.

Kirloskar

40%

BPSL

32%

Cummins India

20%

Others

8%

Major Players In Genset Industry(India)


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Market share of different companies in diesel generator: -

The generators are classigied on the basis of use of fuel like:

Petrol generator Diesel generator Gas generator Dual fuel generator

There are many companies that make diesel generators. Some of major companies in India

are:

Kirloskar Cummins Greaves Caterpillar

Diesel generator Kirloskar 46%, Cummins 37%, Caterpillar 6%, Greaves 4%, Ashok Leyland

2%, Ruston 1%, Kohler 0.50%, Detroil 0.50%, Topeel 0.50%,Eicher 0.50%, Fuji Diesel

0.50%, Champ 0.50%, Omker Peter 0.50%, Atlas Copco 0.50%

Market Share(Diesel)

Kirloskar

Cummins

Caterpillar

Greaves

Ashok Leyland

Ruston

Kohler

Detroil

Topeel

Eicher

Fuji Diesel


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Kirloskar is the market leader for Diesel Generator sets with 46% of market share. Cummins is at 2nd position in the Diesel Generator sets with 37% of market share. Whereas Caterpillar & Greaves have very less market share as compared to Kirloskar

& Cummins.

Others are nowhere in the market as compared to Kirloskar & Cummins Cummins is the market leader in 100 KVA + category while Kirloskar is the leader in

less than 100 KVA category.

Gentech as a new entrant in the Indian market is setting its presence in the portablegenset segment and small range segment.

Market of Auto Diesel Generator & Manual Diesel Generator:-

It is clear that Manual Diesel Generator has a highest market share as compared to Auto

Diesel Generator.

Type Auto D.G. Manual D.G.

Market Share 20% 80%


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Market Share

Manual D.G.

Auto D.G.


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LIMITATIONS


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In market research study, the collection of correct data and other relevant materials are

required but the data collection depends upon the researcher and the respondents to that

data. Although every effort has been made to collect the relevant information through the

sources available, still some relevant information could not be gathered.

Non-cooperative respondents: The concerned executives were having very busyschedule because of which they were unwilling to give appointment. Some times

it happens that even after taking appointment they refuse to meet due to work

overload, lack of time or any other reasons.

Unawareness: Executives were unaware of many terms related to study whileasking to them. In some cases it was observed that after asking questions to

concerned person wrong answer to the question was given.

E.g.maintenance manager does not know KVA rating at the diesel generator

and the year of purchase.

Time: The time duration could not provide sufficient opportunity to study everydetail of Sales and Distribution management of the company.

Confidential Information: As the company on account of confidential report hasnot disclosed some figures. Moreover, in some cases separate accounts of division

are not separately maintained thereby, leading to restrictions in study.


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RECOMMENDATIONS

Automatic diesel generators have lesser market share as compared to manual dieselgenerators. One major reason responsible for this is approximately 10% higher cost of

automatic diesel generators with respect to manual diesel generators. But if the

customers are made aware of the advantage of automatic diesel generator that it can

help them work uninterrupted even for a single minute, then surely the automatic

diesel generators will gain an edge over their manual counterparts in terms of market

share.

Gentech & Kirloskar is lagging in more than 100 KVA rating diesel generators. So ithas to focus on this segment. While Cummins, caterpillar & greaves have to focus on

less than 100 KVA rating diesel generator sets, as they are weaker in this segment.

If you have to achieve good market share only quality of product is not enough, youhave to give good service to your customer.

There is enough scope for customer relationship management and customer retention.This can be done by keeping customer data bank, routine follow up on dates of

renewal, dos and donts to be included as a regular feature and by providing

customer education. This will lead to customer satisfaction and customer loyaltytowards company.

There is a good growth of industries in this region and due to scarcity of electricitythere is a good scope for the diesel generator manufacturing companies. But due to

continue increase in diesel prices, the generator cost with diesel generator is Rs 11-13

per KW. Manufacturers need to address the cost issue by exploring alternate source

like Natural gas/Biogas/Biodiesel/Propane etc.


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BIBILOGRAPHY

WORLD WIDE WEB

www.gentechindia.com

www.greavescotton.com

www.cumminsindia.com
http://../in/www.gentechindia.comhttp://www.greavescotton.com/http://www.cumminsindia.com/http://www.cumminsindia.com/http://www.greavescotton.com/http://../in/www.gentechindia.com


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Annexure

Name of the company :

Address :

Contact Person/Designation :

Phone No. :

Mobile No. :

Does your company own a DG set?Yes No

DG set is powered by an engine of the makera)

Cummins

b) Kirloskarc) Caterpillard) Others

The type of starting systemAuto Manual

What is KVA rating of the set? Approximate year of purchase Do you prefer an authorized AMC service provider?

Yes No

Preferences:Good Material Reliability Cost

Good Service Guarantee Trained Workers

Is there any expansion plan or requirement for new DG Set?Yes No

final project ready

Documents