Final Nestle
Transcript of Final Nestle
A PROJECT MADE BY ––– “SHOAIB –UR– REHMAN”MARKETING 06{MORNING}“ZAHID RASHEED”
Competitor analysis
MAKETING 08{MORNING}
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Competitor analysis
TABLE OF CONTENTS
GATHERED INFORMATION ON:
CLASSIC 4TABLED INFO 5SUPPLEMENT INFO 6SALES HIERARCHY 6SNAPS 7
AURA 8TABLED INFO 9SUPPLEMENT INFO 10SALES HIERARCHY 10SNAPS 11
SPIRAL 12TABLED INFO 13SUPPLEMENT INFO 14SALES HIERARCHY 14SNAPS 15
DEW DROP 16TABLED INFO 17SUPPLEMENT INFO 18SALES HIERARCHY 18SNAPS 19
ASKARI 20TABLED INFO 21SUPPLEMENT INFO 22SALES HIERARCHY 22SNAPS 23
SPARKLET 24TABLED INFO 25SUPPLEMENT INFO 26SALES HIERARCHY 26SNAPS 27
AQUA SAFE 28TABLED INFO 29SUPPLEMENT INFO 30SALES HIERARCHY 30SNAPS 31
RESEARCH’S REMARKS 32
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Competitor analysis
TO
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Competitor analysis
CLASSIC PURE & NATURAL WATER
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Competitor analysis
C L A S S I C:Classic
General Questions:Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Prices of Bottles 79Rs.
Total Market share 5 – 7 %
Manufacturing Questions:Water Plant is situated at: LAHORE INDUSTRIAL AREA GULBERG
Type of system for purification of water REVERSE OSMOSSIS; OZONATED STERLIZED
Bottle manufacturing plant NO
Buying bottles from LOCAL
Expiry limit of Bottles 9 MONTHS
Method of filling water in Bottles MACHINE
Method of washing bottles MACHINE
Kind of seal they are using for Bottles LOCAL
Minerals in water NATURAL MINERALS
Delivery Questions:Number of delivery Vans 8
Schedule of delivery vans MORNING 9:00 AM UPTO EVENING 9:00 PM FULL WEAK
Number of persons in sales team 10
Vehicles for delivery MAZDA; SHAZOR; LOADER VAN; XING CHI
Criterion of area coverage AREA STORMING
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS;
Average sale per day per vehicle 100 BOTTLES PER VEHICLE (19 LITTER BOTTLE)
Total average sale per day ABOUT 700 – 800 BOTTLES (19 LITTER BOTTLE)
Current promotional activities DOOR TO DOOR SELLING & AWARNESS
Separate event department NO
Activities for new customer acquisition DOOR TO DOOR; VEHICLE ADVERTISING; PROMOTIONAL SCHEMES; COMMERCIAL CALLS
Commitments made with customers BEST CUSTOMER SERVICE; BEST DELIVERY SERVICE
Types of dispenser HOT & COLD ELECTRIC DISPENSER; TAP STAND; CERAMIC DISPENSER
Terms &condition expected from credit customers HEAVY USER AND PAY MONTHLY BILLS REGULARLY
Conditions for free chillers 30 BOTTLES
Rank of product with respect to customer awareness (1,2,3)
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Additional benefits offered BETTER SERVICE; EMERGENCY HANDLING; ON-CALL DELIVERY
free sampling is done N/A
Name your top five companies in this industry NESTLE; CLASSIS; ASKARI; AQUA SAFE; AIVASystem of target setting, target achievement and rewards for achieving them.
TARGETS ARE ASSIGNED TO SALESMAN AS PER ROUTE AND BOUNUSES ARE GIVEN FOR ACHIEVING THOSE TARGETS.
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Competitor analysis
Supplement Information:
Board of Directors:KAMRAN AMIR AWANHUMAYUN NABI JAN
Group/Party:
Offices:LAHORE, KARACHI, MULTAN, SIALKOT, GUJRANWALA, FAISALABAD,
Water shops:
Name of interviewee:ADNAN MAHMOODDIRECTOR5756337
Telephone No.:
Sales department hierarchy:
MANAGER SALES
SALESEXECUTIVE
SALESEXECUTIVE
SALESEXECUTIVE
SALESMAN
LOADERSDRIVERS
SALESMANSALESMAN
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Competitor analysis
SNAPS:
CLASSIC WATER SHOP
VEHICLE
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Competitor analysis
AURA WATER FOR LIFE
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Competitor analysis
A U R A:
AURAGeneral Questions:Offering Bulk Water YES
Liters of water in one Bottle 11 LITERS & 20 LITERS
Price of Bottle RS. 30/- & RS. 65/-
Total Market share
Manufacturing Questions:Water Plant is situated at: MULTAN ROAD
Type of system for purification of water FILTERATION THROUGH REVERSE OSMOSIS PROCESS + ULTRA VIOLET RAYS SYSTEM
Bottle manufacturing plant NO
Buying bottles from LOCAL
Expiry limit of Bottles 3 MONTHS
Method of filling water in Bottles MANUAL
Method of washing bottles MANUAL
Kind of seal they are using for Bottles IMPORTED
Minerals in water NATURAL MINERALS
Delivery Questions:Number of delivery Vans 3 VANS
Schedule of delivery vans EACH AREA IS COVERED ON ITS DECIDED DAY.
Number of persons in sales team 6 PERSONS
Vehicles for delivery PICKUP; MOTORCYCLES; HAND CARRY
Criterion of area coverage AS PER DECIDED ROUTE.
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS; DEPENDS ON CUSTOMER CALLS
Average sale per day per vehicle 2200 LITERS
Total average sale per day 3500 LITERS
Current promotional activities HAND BILLS; DISCOUNT VOUCHERS; BILL BOARDS; CABLE ADVERTISMENT; NEWSPAPERS
Separate event department NO
Activities for new customer acquisition PROMOTIONAL ACTIVITIES; VEHICLE ADVERTISING; COMMERCIAL CALLS
Commitments made with customers TIMELY DELIVERY; BEST CUSTOMER SERVICE
Types of dispenser TAP-STAND; HOT & COLD ELECTRIC; THREE IN ONE (HOT & COLD + REFRIGERATOR)
Terms &condition expected from credit customers MOSTLY WEEKLY BASIS CREDITS
Conditions for free chillers OFFERD ONLY TO CORPORATE CUSTOMERS; AVERAGE 30 LITERS DAILY.
System for purification of water
Rank of product with respect to customer awareness (1,2,3)
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Additional benefits offered OFFERING 11 LITER BOTTLE WITH SECURITY OF RS.100/- AND COST RS. 30/- MAKES CHEAPEST IN MARKET.
Free sampling is done AT SPECIAL OCCASIONS
Name your top five companies in this industry NESTLE; AURA; SPIRAL; CLASSIC; AQUA SAFE.System of target setting, target achievement and rewards for MONTHLY TARGETS ARE ASSIGNED TO EACH
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Competitor analysis
achieving them. SALESMAN AND ON ACHIEVING THOSE; THEY ARE AWARDED WITH MONETARY BONUS.
Supplement Information:
Board of Directors:KHALID MAHMOOD
Group/Party:
Offices:THREE OFFICES IN LAHORE
Water shops:
Name of interviewee:YASIR HAYATMARKETING & SALES MANAGER042-7448995
Telephone No.:
Sales department hierarchy:
MKT. & SALES MANAGER
SALESMAN SALESMAN SALESMAN
LOADERSDRIVERS
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Competitor analysis
SNAPS:
AURA WATER SHOP
VEHICLE
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Competitor analysis
SPIRAL ZINDAGI LAGAY NAI SI
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Competitor analysis
S P I R A L:SPIRAL
General Questions:Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Price of Bottle RS. 90/-
Total Market share
Manufacturing Questions:Water Plant is situated at: KOT LAKPAT INDUSTRIAL AREA
Type of system for purification of water REVRSE OSMOSIS; ULTRA VIOLET RAYS SYSTEM
Bottle manufacturing plant NO
Buying bottles form LOCAL
Expiry limit of Bottles
Method of filling water in Bottles MACHINE
Method of washing bottles MACHINE
Kind of seal they are using for Bottles LOCAL
Minerals in water NATURAL MINERALS
Delivery Questions:Number of delivery Vans 8
Schedule of delivery vans DEPENDS UPON AREA OF DELIVERY
Number of persons in sales team 15
Vehicles for delivery SHEZOR; SMALL PICKUP
Criterion of area coverage
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS
Average sale per day per vehicle
Total average sale per day
Current promotional activities NO PROMOTIONAL ACTIVITIES
Separate event department NO
Activities for new customer acquisition DOOR TO DOOR ACTIVITIES; VEHICLE ADVERTISING; COMMERCIAL CALLS
Commitments made with customers BEST DELIVERY SERVICE
Types of dispenser DESKTOP 6500; BO 7000(HOT & COLD); G3 9000(HOT & COLD);
Terms &condition expected from credit customers
Conditions for free chillers
System for purification of water REVERSE OSMOSIS + UV
Rank of product with respect to customer awareness (1,2,3)
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Additional benefits offered QUALITY OF WATER AND BEST SERVICEfree sampling is done AT SPECIAL OCCASIONS
Name your top five companies in this industry NESTLE; AQUA SAFE; ASKARI; SPARKLET; System of target setting, target achievement and rewards for achieving them.
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Competitor analysis
Supplement Information:
Board of Directors:
Group/Party:
Offices:
Water shops:
Name of interviewee:
Telephone No.:
Sales department hierarchy:
AREA MANAGER
ACCOUNT PROMOTION OFFICER
ACCOUNT PROMOTION OFFICER
ACCOUNT PROMOTION OFFICER
SALES MEN
LOADERSDRIVERS
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Competitor analysis
SNAPS:
SPIRAL WATER SHOP
VEHICLE
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Competitor analysis
DEW DROP PUREST FORM OF WATER
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Competitor analysis
D E W D R O P:DEW DROP
General Questions:Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Price of Bottle RS. 80/-
Total Market share 15 – 20 %
Manufacturing Questions:Water Plant is situated at: ISLAMABAD INDUSTRIAL AREA
Type of system for purification of water REVERSE OSMOSIS SYSTEM
Bottle manufacturing plant NO
Buying bottles form LOCAL: KARACHI
Expiry limit of Bottles 6 MONTHS
Method of filling water in Bottles MANUAL
Method of washing bottles MANUAL
Kind of seal they are using for Bottles LOCAL
Minerals in water ARTIFICIAL MINERALS
Delivery Questions:Number of delivery Vans 4
Schedule of delivery vans WEEKLY BASIS + SPECIAL DELIVERY
Number of persons in sales team 5
Vehicles for delivery 2 SUZUKI PICK UP; 1 TOYOTA HILUX; 1 SHEHZOR
Criterion of area coverage N/A
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS; DEPENDS ON CUSTOMER CALLS
Average sale per day per vehicle N/A
Total average sale per day N/A
Current promotional activities CURRENTLY NO .BUT HAS DONE ON BASANT, LAHORE CHAMBER ELECTION, POLO MATCHES.
Separate event department YES; BASANT; LAHORE CHAMBER ELECTION; POLE MATCHES
Activities for new customer acquisition DOOR TO DOOR ACTIVITES; PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS
Commitments made with customers BEST CUSTOMER SERVICE;BEST DELIVERY SERVICE
Types of dispenser HOT & COLD DISPENSER; CERAMICS; STAND & TAP
Terms &condition expected from credit customers MINIMUNM 15 DAYS CREIT
Conditions for free chillers 25 BOTTLES WEEKLY
System for purification of water FILTRATION + REVERSE OSMOSIS
Rank of product with respect to customer awareness (1,2,3)Additional benefits offered SPECIAL DELIVERY WITHIN 3 HOURSfree sampling is done AT SPECIAL OCCASIONS
Name your top five companies in this industry NESTLE; ASKARI; CLASSIC; SPIRAL; AQUA SAFESystem of target setting, target achievement and rewards for achieving them.
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Competitor analysis
Supplement Information:
Board of Directors:C.E.O TAIMUR ALI MALIKPROJECT OFFICER SHERYAR ALI MALIK
Group/Party:T & S CORPORATION DEW DROPS (GUARD GROUP)
Offices:LIBERTY MARKET
Water shops:
Name of interviewee:ALI BAKHTAWERMARETING INCHARGE
Telephone No.:111-444-007
Sales department hierarchy:
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CHIEF EXECUTIVE OFFICER
MARKETING MANAGER
MARKETING MANAGER
MARKETING MANAGER
AREA SALES MANAGER
AREA SALES MANAGER
AREA SALES MANAGER
SALES MEN
LOADERSDRIVERS
Competitor analysis
SNAPS:
DEW DROPS WATER SHOP
VEHICLE
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Competitor analysis
PURE WATER
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Competitor analysis
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Competitor analysis
A S K A R I:ASKARI
General Questions:Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Price of Bottle RS. 85/-
Total Market share 37 %
Manufacturing Questions:Water Plant is situated at: BHAI PHAROO
Type of system for purification of water PRIMARY FILTRATION (FILTER AND ULTRA VIOLET) SECONDARY FILTERATION (IONIZE AND WITH DRAW EXTRA MICROPORE MEMBRANE TO MAKE HIEGENIC)
Bottle manufacturing plant NO
Buying bottles form LOCAL
Expiry limit of Bottles 9 MONTHS
Method of filling water in Bottles MACHINE
Method of washing bottles MACHINE
Kind of seal they are using for Bottles IMPORTED
Minerals in water NATURAL MINERALS
Delivery Questions:Number of delivery Vans 3-4
Schedule of delivery vans MORNING 9 TO EVENING 5 FULL WEEK
Number of persons in sales team 6
Vehicles for delivery SUZUKI PICK UP, SHEHZOR
Criterion of area coverage SALE OFFICERS VISITTHE AREA ON DECIDED DAY.
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS; DEPENDS ON CUSTOMER CALLS
Average sale per day per vehicle 50-60 bottles
Total average sale per day 130 bottles
Current promotional activities NO CURRENT. BUT HAVE DONE ON BASANT FESTIVAL AND KANARD COLLEGE FUNCTION.
Separate event department NO
Activities for new customer acquisition DOOR TO DOOR ACTIVITES; PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS
Commitments made with customers BEST DELIVERY SERVICE
Types of dispenser TAP AND STAND(200), CHILLERS(6500,7500), CERAMICS(600)
Terms &condition expected from credit customers JUST FOR CORPORATE SECTOR AMONG THEM THE HEAVY USERS
Conditions for free chillers 10-15 BOTTLES WEEKLY CONSUMPTION.
Rank of product with respect to customer awareness (1,2,3)
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Additional benefits offered BEST WATER QUALITYfree sampling is done AT SPECIAL OCCASIONS
Name your top five companies in this industry NESTLE; AQUA SAFE; CLASSIC; SPIRAL; SPARKLETSystem of target setting, target achievement and rewards for achieving them.
50 RS. ON NEW ACCOUNT. 15 ACCOUNTS IN ONE MONTH.
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Competitor analysis
Supplement Information:
Board of Directors:BRIGADIOR SAUD BASHIR
Group/Party:ARMY WELFARE TRUST
Offices:THREE OFFICES
Water shops:
Name of interviewee:IFTIKHAR
Designation:AREA MANAGER PUNJAB.
Sales department hierarchy:
NATIONAL SALES MANAGER
AREA SALES MANAGER
AREA SALES MANAGER
AREA SALES MANAGER
SALES OFFICER
COORDINATOR
LOADERSDRIVERS
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Competitor analysis
SNAPS:
ASKARI WATER SHOP
VEHICLE
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Competitor analysis
SPARKLETS NATURAL MOUNTAIN SPRING WATER
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Competitor analysis
S P A R K L E T:SPARKLET
General Questions:Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Price of Bottle RS. 85/-
Total Market share 22%-25%
Manufacturing Questions:Water Plant is situated at: HATTAR
Type of system for purification of water REVERSE OSMOSIS
Bottle manufacturing plant NO
Buying bottles form LOCAL: KARACHI
Expiry limit of Bottles 1 YEAR
Method of filling water in Bottles MACHINE
Method of washing bottles MACHINE
Kind of seal they are using for Bottles LOCAL
Minerals in water NATURAL MINERALS
Delivery Questions:Number of delivery Vans 8 VANS
Schedule of delivery vans LAHORE MARKET IS DIVIDED INTO FOUR ZONE EAST, WEST, NORTH, SOUTH. ACCORDING TO ROUTE.
Number of persons in sales team 12
Vehicles for delivery SHEHZOR
Criterion of area coverage OUR OPERATING SCHEME IS KEY ACCONT MANAGEMENT SCIENCES.
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS
Average sale per day per vehicle N/A
Total average sale per day N/A
Current promotional activities NO CURRENT. BUT HAVE DONE T.V COMMERCIALS, PERSONAL SELLING (STALLS), AND HOARDINGS.
Separate event department NO
Activities for new customer acquisition PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS
Commitments made with customers BEST CUSTOMER SERVICE
Types of dispenser TAP AND STAND (200), CHILLER REFREGRATED (7500), CERAMICS (500)
Terms &condition expected from credit customers BILL TO BILL.
Conditions for free chillers NOT OFFERING.
Rank of product with respect to customer awareness (1,2,3)
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Additional benefits offered BEST SPRING WATER FROM BEST PALACE HATTAR AND MORE BALANCE AND SOFT WITH 7.2 VALUE OF PH. SCALE.
Free sampling is done NO
Name your top five companies in this industry NESTLE; AQUA SAFE; AIWA; ASKARI; SPARKLETSystem of target setting, target achievement and rewards for achieving them.
N/A
Supplement Information:
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Competitor analysis
Board of Directors:SADIQ KARAM ALI
Group/Party:HASHOO GROUP
Offices:THREE OFFICES
Name of interviewee:ASHIR MOEEN
Designation:CHANNEL DEVELOPMENT MANAGER.
Sales department hierarchy:
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G.M SALES AND MARKETING
CHANNEL DEVELOPMENT MANAGER
CHANNEL DEVELOPMENT MANAGER
CHANNEL DEVELOPMENT MANAGER
REGIONAL SALES MANAGER
AREA SALES MANAGER
DISTRIBUTOR SALES
REPRESENTATIVE
Competitor analysis
SNAPS:
SPARKLET WATER SHOP
VEHICLE
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Competitor analysis
PURE WATER
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Competitor analysis
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Competitor analysis
A Q U A S A F EAQUA SAFE
General Questions:Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Price of Bottle RS. 79/-
Total Market share 15%
Manufacturing Questions:Water Plant is situated at: RAIVIND
Type of system for purification of water REVERSE OSMOSIS
Bottle manufacturing plant NO
Buying bottles form FOREIGN
Expiry limit of Bottles 9 MONTHS
Method of filling water in Bottles MACHINE
Method of washing bottles MACHINE
Kind of seal they are using for Bottles IMPORTED
Minerals in water NATURAL MINERALS AND ARTIFICIAL MINERALS
Delivery Questions:Number of delivery Vans 8-10 VANS
Schedule of delivery vans DECIDED ROUTES AS PER DAY.
Number of persons in sales team N/A
Vehicles for delivery SHEHZOR, MAZDA, PICKUPS
Criterion of area coverage ACCORDING TO DECIDED ROUTE PER DAY.
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS
Average sale per day per vehicle N/A
Total average sale per day N/A
Current promotional activities N/A
Separate event department NO
Activities for new customer acquisition PROMOTIONAL SCHEMES; VEHICLE ADVERTISING; COMMERCIAL CALLS, DOOR TO DOOR ACTIVITIES
Commitments made with customers BEST DELIVERY SERVICE
Types of dispenser TAP AND STAND (200), CHINEESE CHILLERS (7500), AQUA SAFE USA (12000)
Terms &condition expected from credit customers JUST FOR CORPORATE SECTOR AND FOR THOSE WHO ARE HEAVY USRES.
Conditions for free chillers WE ARE NOT OFFERING FREE CHILLERS.
Rank of product with respect to customer awareness (1,2,3)
2
Additional benefits offered BEST QUALITY OF WATER AND DELIVEREY SERVICE.
Free sampling is done AT SPECIAL OCCASIONS.
Name your top five companies in this industry NESTLE; SPIRAL; CLASSIC; ASKARI; SPARKLETSystem of target setting, target achievement and rewards for achieving them.
N/A
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Competitor analysis
Supplement Information:
Visited Office:65/B, C III, Gulberg III, Lahore.FAX: (042) 5712626, U.A.N. 111334433
www.aquasafeusa.net
Name of interviewee:Kamran Anwar
Mobile No.:0300-8481855
Sales department hierarchy:
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Competitor analysis
SNAPS:
AQUA SAFE WATER SHOP
VEHICLE
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Competitor analysis
Researcher’s remarks:These are the remarks about environment, attitude and level of work force of the companies.
Classic:
o They are working at a big scale and having a good sale force.o They are having a good customer service, but are not so well-established as compared to Nestle.o Their attitude towards customers is very good.o They are considering customer satisfaction their first priority and cater the customers very well.o Setup of classic is ranked at second position in bulk supply of pure water.o Their vehicles are in very neat and clean conditions.o Hygienic conditions of bottles are also very good.
o Their water shops are not very well established.o Their sales force persons are not well dressed.
Aura:o This organization is new in this business.o They are not well organized and currently focusing to earn profits.o Their offices are not well decorated and well established.o Hygienic conditions of bottles are not good.o Their sale force is not well organized.o They are not having enough vehicles to cater all the demand in time. That’s why they are also using
hand carry.o Environment within organization is not good.
Spiral:o Organization is well established.o They have well-established sales force.o Their vehicles are in good conditions.o Hygienic level of their bottles is very good.o Customer service is very good.
o Organization lacks good setup of water shops for customer service at water shop.o Sales force is not so well dressed.
Dewdrop:o At corporate level the organization is well established.o They are catering big customers only, which mostly comes to them from references.o Now they are focusing on the residential calls to expand their customer base.o Their offices are not at good locations to welcome customers.o Their sales force is not well established.o Their vehicles are not in good conditions.o Hygienic level of bottles is not good.
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Competitor analysis
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Competitor analysis
Askari:o Organization lacks well established offices.o They do not have separate customer service department.o They do not have enough vehicles to cater all customers demand.o Their vehicles are not in good conditions.o Their sales force is not well established and experienced.o Hygienic conditions of bottles are very poor.o They do not have printed brushers to give.o Their attitude with customers is not satisfactory.
Sparklet:o Organization is just focusing on big accounts/customers.o They are working on the principle “key account management”.o They are currently working in small bottles. But according to them, they will start their work in bulk
bottles very soon.o Organization has a well-established sales department.o They cater their customer very well.
Aqua safe:o Organization has well-established water shops.o Organization has well-established sales force.o Organization has vehicles in good conditions.o Organization is catering customer queries very well.o Organization has customer service department.o Environment of the organization is very good.o Hygienic conditions of bottles are very good.
o Their sales force is not well-dressed as compared to nestle.o Their sales force is not well trained as compared to nestle.
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