PREFACE

As a Student of B.B.A. (Hons.) 16th Batch, the survey Report on Product Vs. Price on CFL has been provide to me by my department, under the guidance of Dr. Shree Bhagwat . I conducted this work in Sagar City. It presents synoptic review the research methodology. Objective, limitations and suggestions regarding the existing product. A field survey was conducted with the help of questionnaire and personal interview in Sagar City. The main aim of this survey is to know about the level of constomer satisfaction regarding CFL in Sagar City. it also includes product utility. People behavior, Satisfaction, imagination, company policies and customer problems. This Survey is made to answer the expose above motioned topies through statistical representation, pie diagram and graphs.

(RITURAJ SINGH )

B.B.A IIIRD Semester

ACKNOWLEDGEMENT
Preparing a project of this nature is an arduous task and I was fortunate enough to get support from a large number o persons. I wish to express my deep sense of gratitude to all those who generously helped in successful completion of this report by sharing their invaluable time and knowledge. It is my proud and previledge to express my deep regards to Respected HOD Prof. Y.S. Thakur , Head of Department, Department of Business Management , Dr. Hari Singh Gour Central University Sagar for allowing me to undertake this project. I feel extremely exhilarated to have completed this project under the able and inspiring guidance of DR. SHREE BHAGWAT report. I also extend my deep regards to my teachers , family members , friends and all those whose encouragement has infused courage in me to complete to work successfully. he rendered me all possible help me guidance while reviewing the manuscript in finalising the

(RITURAJ SINGH )

B.B.A IIIRD Semester

DELCLARATION BY THE CANDIDATE

Date : I declare that the project report titled " A SURVEY REPORT ON PRODUCT VS. PRICE CFL " on Market

Segmentation is nay own work conducted under the supervision of DR. SHREE BHAGWAT Business Management Dr. Hari Singh Department of Gour Central

Uniersity Sagar To the best of my knowledge the report does not contain any work , which has been submitted for the award of any degree , anywhere.

(RITURAJ SINGH ) B.B.A IIIRD Semester

CERTIFICATE
The project report titled " A SURVEY REPORT ON PRODUCT VS. PRICE CFL " been prepared by

RITURAJ SINGH BBA IIIRD Semester , IInd Batch under the guidance and supervision of DR. SHREE BHAGWAT for the partial fulfillment of the Degree of B.B.A.

Signature of the Supervisor

Signature of the Head of the Department

Signature of the Examiner

Project Summary
Organization: Crompton Greaves Limited Project Title: Potential of CFL in following markets [Sagar]

Project Objectives: To Study & Analyze the Market Potential of in CFL. To Compare & Analyze the Market Share of Competitors. To understand the drawbacks of decline in Market Share and accordingly find solutions for it. To get an in-depth understanding of different strategies adopted by different companies to have a good hold in the market. To conduct a survey of Retailers and Distributors to know their views about the product and Market. To suggest the recommendations to increase the sales of CFL.

INTRODUCTION

COMPACT

FLUORESCENT LAMP

A compact fluorescent lamp (CFL), also called compact fluorescent light, energy-saving light, and compact fluorescent tube, is a fluorescent lamp designed to replace anincandescent lamp; some types fit into light fixtures formerly used for incandescent lamps. The lamps use a tube which is curved or folded to fit into the space of an incandescent bulb, and a compact electronic ballast in the base of the lamp. Compared to general-service incandescent lamps giving the same amount of visible light, CFLs use one-fifth to one-third the electric power, and last eight to fifteen times longer. A CFL has a higher purchase price than an incandescent lamp, but can save over five times its purchase price in electricity costs over the lamp's lifetime. [2] Like all fluorescent lamps, CFLs contain mercury, which complicates their disposal. In many countries, governments have established recycling schemes for CFLs and glass generally. CFLs radiate a spectral power distribution that is different from that of incandescent lamps. Improved phosphor formulations have improved the perceived colour of the light emitted by CFLs, such that some sources rate the best "soft white" CFLs as subjectively similar in colour to standard incandescent lamps.[3]

HISTORY

The parent to the modern fluorescent lamp was invented in the late 1890s by Peter Cooper Hewitt.[4] The Cooper Hewitt lamps were used for photographic studios and industries.[4] Edmund Germer, Friedrich Meyer, and Hans Spanner patented a high-pressure vapor lamp in 1927.[4] George Inman later teamed with General Electric to create a practical fluorescent lamp, sold in 1938 and patented in 1941.[4] Circular and U-shaped lamps were devised to reduce the length of fluorescent light fixtures. The first fluorescent bulb and fixture were displayed to the general public at the 1939 New York World's Fair. The helical (three-dimensional spiral) CFL was invented in 1976 by Edward Hammer, an engineer with General Electric,
[5]

in response to the 1973 oil crisis. Although the design met

its goals, it would have cost GE about $25 million to build new factories to produce the lamps, and thus the invention was shelved.[6] The design eventually was copied by others. [6]In 1995, helical lamps, manufactured in China, became

commercially available.[7] Since that time, their sales have steadily increased. In 1980, Philips introduced its model SL, which was a screw-in lamp with integral magnetic ballast. The lamp used a folded T4 tube, stable tri-color phosphors, and a mercury amalgam. This was the first successful screw-in replacement for an incandescent lamp. In 1985 Osram started selling its model EL lamp, which was the first CFL to include an electronic ballast.[8] Development of fluorescent lamps that could fit in the same volume as comparable incandescent lamps required the development of new, high-efficacy phosphors that could withstand more power per unit area than the phosphors used in older, larger fluorescent tubes.[8]

PRODUCT VS. PRICE

Refine Search:

FULL

SPIRAL CFL BULBS

Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available... Principle: CFL
FOB Price: US $0.50-5.00 / Piece

CFL LOTUS ENERGY SAVING BULB

Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC... Principle: CFL
Min. Order: 5000 Pieces

CFL ENERGY SAVING LAMP

1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS... Principle: CFL
Min. Order: 5000 Pieces FOB Price: US $0.7-1.3 / Piece [ Manufacturer ]

COMPACT FLUORESCENT

2U 8WBULB

China (Mainland)

HIGH QUALITY CFL LAMP/ CFL BULBS

High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%... Principle: CFL

SURYA

FULL

SPIRAL CFL BULBS

Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available... Principle: CFL
Min. Order: 5000 Pieces

FOB Price: US $0.50-5.00 / Piece

CFL LOTUS ENERGY SAVING BULB

Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC... Principle: CFL
Min. Order: 5000 Pieces

CFL ENERGY SAVING LAMP

1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS... Principle: CFL
Min. Order: 5000 Pieces FOB Price: US $0.7-1.3 / Piece

COMPACT FLUORESCENT

2U 8WBULB

HIGH QUALITY CFL LAMP/ CFL BULBS

High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001 4.Energy Class: A, Energy Saving 80%... Principle: CFL

BAJAJ

FULL

SPIRAL CFL BULBS

Features: High light output and excellent color rendering by using tri-phosphor T3, T4 ,T5 , T6half spira tube are available... Principle: CFL
Min. Order: 5000 Pieces

CFL LOTUS ENERGY SAVING BULB

Lotus Energy Saving Bulb: Less Lumen dumping; Green light protect environment ; CE/ROHS /GS/EMC... Principle: CFL

CFL ENERGY SAVING LAMP

1.saving energy more than 80% 2.lifespan 6000-8000hours 3.CE ROHS... Principle: CFL

COMPACT FLUORESCENT

2U 8WBULB

HIGH QUALITY CFL LAMP/ CFL BULBS

High Quality CFL Lamp/ CFL Bulbs 1.80% energy saving 2.OEM 3.CE RoHS ISO9001

4.Energy Class: A, Energy Saving 80%... Principle: CFL

Research Methodology The information is collected from the employees of CFLs and its valuable customers, questionnaires were used to collect the primary data from the customers. Sample Size The sample size of the study undertaken is

25customers from the city. Data Collection There are various methods available for data

collection, for the study the method used are Primary data and Secondary data:

1. Primary data: primary data is original data gathered from the employees of CFL and its esteemed customers specifically on the project. 2. Secondary data: secondary data refers to data which is already available i.e. from journals, news papers and periodicals. In this study one to one method of survey was done to collect the primary data and it is found to be the best to collect the data. Statistical Techniques Bar charts & Pie charts are used to analyze the data and to arrive at conclusions.

PRODUCTS & SERVICES OFFERED

CGs operations are engaged into four principal businesses viz: Power Systems Transformers, switchgears, Power quality and Engineering projects.

Industrial Systems Motors and Alternators, Railway transportation and signalling products and Stamping.

Consumer Products Fans, Geysers, Luminaries, Light sources and Pumps.

Telecom Telecom products and solutions.

The CFL market in India

The CFL market in India is complex. It comprises at least 12 big brands and perhaps hundreds of small players, whose contribution is not measured. elcoma, the primary association of lamp and components manufacturers, estimates the CFL market size in the country is between 150 million and 200 million pieces. Of this 40 to 50% is dominated by the unorganized market, it estimates. In terms of quality, the market can be divided into four groups. The best quality CFLs, with over 8,000 hours of life and a power factor of 0.8 or more, have a market share of 20%. The second group, comprising 40% of the market, has a lamp life of 6,000 to 8,000 hours and a power factor of 0.5 or more. The third are low quality CFLs that run for 3,000 to 6,000 hours and have a market share of 10 %. Then there are CFLs with no guaranteed life. There are three types of players exist in Indian market which includes manufacturer-cum-importers, importer-cum-assemblers and importer-cum-traders. The first category comprises big brands that belong to well-known manufacturers of lighting products. This group imports both the ready-to-use CFLs and raw material such as cut glass

tubes and triband phosphor and electrical components such as the ballast. Most of these companies have their own production chains where about 90% of the manufacturing process is carried out. The second category is a mix of well-known names and small-scale operators who import parts of CFL, but have facilities to assemble them. Both the first and the second category are ISI marked. The third category is fly-by-night operators who import parts as well as the finished product, but of the poorest quality. CFLs produced by this group have no ISI mark and are sold without any warranty. According to Bibison Baby of Market Pulse, the CFL market in India is very difficult to track. Philips, with the biggest, 25%, share in the CFL market, is not the biggest producer of CFL in India. It is Phoenix Lamps, with a market share of about 3%, he said. Phoenix has the capacity to manufacture 65 million CFLs a year, which is less than Crompton and Greavess over 100 million. But in terms of market share, Crompton and Greaves has captured only about 5%, he added.

Data Analysis and Data Interpretation

After the collection of data, the next step is to analyze the collected data and to extract findings and observations. Following observations has been recorded after conducting research by survey and questionnaire method. Retailers Observation:

Problems of Retailers

Low Demand No awareness No Schemes No Display Serv ice

It was found that all retailers (except in Dadar, Thane and Kalwa) know about Crompton Greaves CFL.

Retailers came to know about CG CFL mostly from Distributor and Company persons.

In Dadar, Thane, Kalwa and Mumbra around 10-15% retailers dont know about CG CFL. The reason is, in these areas there is no distributor currently available for CG CFL.

In the areas like Kalyan and Ulhasnagar Low Demand is the main reason for not maintaining CG CFL in their Shops.

Generally in all areas there is less or no Schemes have been provided to Dealers.

No installations or provision of flex boards, banners, posters, Glow sign, Product list and Price list in the shops about CG CFL.

There is lot of complaints for the CFL within warranty period, which results to replacement.

No arrangement of annual/bi-annual/ Quarter meetings or parties for dealers/retailers from the company.

No arrangement of seminars or meetings for the awareness of new products. No distribution of information brochure of newly launched products.

Distributors Observation:

Problems of Distributors

Low Demand No Media Adv ertisement No P romotional Tools No Schemes Others

It was found that Distributors are mainly having concerns about low Demand from consumers side.

No marketing of products through Media Availability of stock. Less rewards, Gifts for target achievement or for excellent performance.

Less frequent visits of company officials. No arrangement of annual meetings or parties for distributors from the company.

No arrangement of seminars or meetings for the awareness of new products from the company.

SWOT Analysis

Strength: Most Trusted Brand

State of the art ISO 9001 certified manufacturing facilities

Superbrand Status Weakness: Low Demand Less Advertisement Less Promotional offers and Schemes Less Market Presence Opportunities: Industry Expension Minimum Rate and High Quality Threats:

Strong Market presence of competitors like Phillips, Oreva, wipro, Surya, etc

Heavy Advertisements and Promotional offers by competitors.

Many local players are present in the market which results to tough competition.

Recommendations

For Distributors:

The company should take care of Availability of Stock by analyzing the Sales of previous month or previous frequent Orders, so that it will help in timely allocation of the available Stock as per requirement of Distributors

Provision of replacement on time which will help distributors to minimize their inventory cost and investments.

Rewards like foreign trips, Television Sets, etc should be provided for excellent Performance or target Achievement.

There should be regular visits of companys key persons or top management to distributors which will help to solve the internal and external problems. Internal problems like payment facilities, service, stock availability, etc and external problems which includes low demand and sales, etc.

The company should arrange the annual meetings or parties for distributors. It will help distributors to interact with each other as well as to discuss the common issues. Also it can become a good stage to find out the solutions of some common problems which will ultimately help the company.

The company should also arrange seminars or meetings for the awareness of new launches or future products from the company. It will help distributor to continue its interest and to plan its future expansion.

For Retailers:

The company should provide flex boards, banners, posters, Glow sign, Product list and Price list about CG CFL. This will help to create an awareness of CFL between consumers and ultimately it will help retailer to sell. Also it helps to create an attraction about a brand CG.

The company should introduce Schemes like on purchasing 12 CFL 1 CFL free or 2 CFL free. This will motivate the retailers to keep or maintain and sell the product.

The service which includes replacement should be provided on the spot and piece to piece so that it will minimize its investment. Also Stock should be made available as per requirement and on time. Service is a very important factor, sometimes poor service results to discontinue the product from the shop.

There should be regular visits of companys key persons or top management and sales man to retailers. This helps to maintain the good relations with retailers and also it becomes a motivating factor for them. Also it reduces a communication gap between retailers and Company.

As retailer is a key person to reach consumer and also his recommendation to consumer creates lot of difference. So retailers should be appreciated by the distributor and company on their greater performance and greater sales in terms of rewards or discounts or other motivational activities to motivate and promote them to achieve higher sales objectives.

The company should arrange the annual meetings, parties and seminars for Retailers. It will help retailers to interact with each other as well as to discuss the common issues. Seminars will

create awareness of new launches or future products from the company.

General Recommendations

The company should undertake special promotional offers and advertising, and marketing campaigns to widen its base in the CFL market. The company should focus on media advertising as currently there is no advertisement of CGs CFL on television, Radio, newspaper, etc.

The company should launch a new aggressive TV advertising campaign during upcoming cricket series like Champions League , The Ashes, etc. it will help to create an awareness of the product among Consumers as well as dealers. Very few Consumers know about CG CFL.

Efforts should be made to increase the product visibility in the shops. In most of the shops the CG CFL is not visible to the consumers. Consumer buying decision highly depends on visibility of the product.

The company should undertake extensive quality check as there is lot of complaints of the CFL within warranty period.

The company should adopt fix margin policy to distributors and retailers. The distributor and retailer should not be allowed to sell beyond that fix margin.

Packaging of CFL has become outdated and requires special attention to make it more attractive and innovative.

In future the company should also focus on Modern Trade. Modern trade includes Hypermarkets, Supermarkets, Shopping Malls, etc. such as Big Bazaar, D-Mart, More, Subhiksha, etc. The growth of modern trade is tremendous and many people prefer shopping in Malls, etc because of Heavy discounts, offers and variety.

As per my observation in CFL space only 1 player has entered in the Modern Trade i.e., Wipro. So there is huge opportunity available in this space.

Modern Trade should treat as an altogether a different account in which the man power should be allocated to only that Account. In future it will create huge growth opportunities.

The company should increase the manpower, as there is only one sales executive from Dadar to Shahpur. It becomes very difficult to visit the market and manage the market efficiently.

Also the key persons should give a regular surprise visit to market, so as to confirm the optimum utilization of allocated resources.

In Thane, Kalwa and Mumbra currently there is no distributor available for CG CFL. So I managed to find out the list of distributors (includes 11 distributors) and some of their contact numbers who are currently dealing with CFL of competitor companies with focus on Thane, Kalwa and Mumbra region.

Conclusion

The CFL market in India is to the tune of Rs.1000 Crore and growing annually at around 30%. The potential of CFL in the following markets like Dadar, Thane, Kalwa, Mumbra, Dombivli, Kalyan and Ulhasnagar is huge and the competitors like Philips and Oreva are really doing well in these markets. The survey was conducted to check the potential of CFL in the Market through distributor and retailers. The company is a market leader in lighting and offers total lighting solutions for large projects as well as offers lighting advisory services for industries. But Crompton Greaves CFL has not yet achieved the targeted sales and tapped the market as expected. After the market study it was found that unawareness among the consumers and lack of Advertisement are the main reasons for low sales of CG CFL. Thus, the company should launch an aggressive TV advertising campaign and should undertake special promotional offers and advertising, and marketing campaigns. Today, Crompton Greaves has developed a range of aesthetic & energy efficient products and has contributed to modern illumination design practices. Also as a brand Crompton has a lot of potential to grow in CFL market, as it is treated as most trusted brand and also has a Superbrand status. Thus being a global supplier for high quality electrical equipment, Crompton Greaves has a great future in CFL market in India as well as in international market.

REFERENCE COPY OF QUESTIONNAIRE

For Retailers:
1.

Name

______________________________________________________________ ___ 2. ____ 3. _____ Tell No : Address : ______________________________________________________________

______________________________________________________________

4.

Which companies do you deal with in CFL?

CG Wipro

Philips

Oreva

Havells

Others

5. Is CG CFL available in your shop?

Yes

No

6. If No, what is the reason? 1) Low Demand 2) Lack of availability 3) Low Margin 4) Less Schemes 5) Others

7. Which company sells the most? _____________________________________________________________ ___________

8. What attributes in a product influences the purchase decision of a buyer? Quality

Price

Brand Name

Promotions / Discounts

Dealers Recommendation

Scheme

Margin

Advertisement

9. Rate 1 to 10 CG Wipro Philips Oreva Havells

Others 10. Do you have any complaints for Distributor or Company? _________________________________________________________ _______ 11. Do you like to give any feedback for the Company? _________________________________________________________ _______

For Distributor:

1. ___

Name:

_________________________________________________________________

2. _ 3. __ Tell

Address:

_________________________________________________________________

No:

_________________________________________________________________

4. Which companies do you deal with CFL?

CG Wipro

Philips

Oreva

Havells

Others

5. What is the main reason for low demand and sales? Unawareness

Quality

Price

Others

6. Is company providing necessary promotional and advertising tools?

7. Is company providing any special Schemes or promotional offers?

8. Is company providing proper and timely services which include replacement and availability of stock?

9. Would you like to give any feedback for the company?

BIBLIOGRAHY
http://www.CFLindia.com http://www.google.com http://www.CFL.co.nz/carnival/index.htm http://www.packaging-technology.com//CFL4.html http://en.wikipedia.org/wiki/preference