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A

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

Submitted by:
Hitesh Pitroda Debendu Nag
hitesh.6199@gmail.com
er.debendu@gmail.com
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

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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.
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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.


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✔ 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.
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SCOPE OF THE STUDY
➢ The survey covers only regions in and around Pune.
➢ The survey covers small and big companies:-
1) Logistics companies
2) Pharma companies
3) Engineering companies
➢ 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.
CHIEF STATISTICS
➢ Number of industries covered: 246
➢ Number of industries met personally: 119
➢ Area covered:-
Chakhan Pimpri
Hadapsar Moshi – Kuruli
Fursungi Wagholi
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Sanaswadi Bhosari
Pirangut 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.
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➢ 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.
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➢ 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.
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➢ 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.

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➢ 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.

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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.

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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.
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➢ 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.

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CUSTOMER RESPONSE

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% OF CUSTOMER NOT RESPONDED

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SECTOR WISE MARKET SHARE

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MARKET SHARES

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60
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MARKET POTENTIAL

20
m
49%
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