Ppt on Avon Corp

8/3/2019 Ppt on Avon Corp

1/17

SELLING & NEGOTIATION STRATEGY WHILE

ANALYZING MARKET POSITION OF AVON

CORPORATIONS PRODUCTSPRESENTED BY: SUPRATIM ROY

ENROLLMENT NO: 010201076BATCH: 2010-2012


2/17

COMPANY PROFILE

Established as Avon Enterprises in 1995 by Mr. Pankaj Saraiya in

Mumbai

Currently, known as Avon Corporation Ltd. enlisted in Bombay

Stock Exchange

Product line includes weighing systems, consultancy services &

integrated software development

Production unit at Baddi, Himachal Pradesh, collaboration with

German brand Kern to produce laboratory balances

Customer segmentation include Pharmaceutical & Chemical

industries, Healthcare industries, R&D centers, Retail houses,

Government sectors etc.


3/17

PRODUCT PORTFOLIO


4/17


5/17

B2B MARKET

STRUCTURE

Electronic weighing systems industry follows a B2B market structure

Industrial weighing machines are manufactured & are supplied to

industrial houses & other commercial bodies

Brands including Avon follows a widespread distribution network to

supply digital weighing scales which involves mainly the production

unit, the distributors, the dealers & finally the end customers.

End customers may be industries like iron & steel, hospitality,

jewellery, hospital, pathological labs etc.

Generally not purchased by individuals for their personal uses


6/17

SWOT ANALYSIS

The business strengths of the company:

Constant innovation & introduction of new products

Brand awareness

Customization as per clients requirements

Industry specific capabilities/expertise


7/17

The weaknesses of the company:

Price sensitivity

Lack of effective advertisement strategy

Insufficient source of funds


8/17

The opportunities in front of the company:

Growing importance of accuracy in weights &

measurements

Innovations & technological advancement

Increasing applications


9/17

The threats standing against the company:

Stiff competition in the market

Sudden trend of untimely revenue generation from clients

Chance of sudden fall in investments in industrial

infrastructure & technology

Changes in macro economic environment

Changes in work culture due to undesired events like strikes,

lockouts etc.


10/17

METHODOLOGY OF WORK

Required to go to the market areas commercially termed as field fordirect selling & negotiation to convince for business transactions

Identify prospective clients & introduce our product

Maintain records of meetings as per the companys requirement

Exchange of visiting cards for further communication to know clients

response

Provide samples to demonstrate the products functionality

Know client feedback from the sample testing that helped to

understand client requirements & drawbacks in products of other brands

Record the list of clients visited & topics discussed & send to the

company to plan future agenda

Discussion with project guide about various issues in the concerned

market to bring out possible solutions

Visit distributors offices to provide order details given by clients for

delivery of goods.


11/17

MARKET OBSERVATIONS IN KOLKATA

Highly price sensitive

Intense competition

Extreme regulations

Stable technology in weighing machines for a long time except for

very little differences

Lack of investment in distribution & after-sales service

Increasing application of electronic weighing scales


12/17

FINANCIAL ANALYSIS

0

1000

2000

3000

4000

5000

6000

7000

8000

9000

07-08 08 - 09 09 - 10 *10 - 11

3910.49

4946.91

7359.27

8392.07

AMTINL

AKHS

YEARS

SALES DATA

Sales

FINANCIAL ANALYSIS


13/17

0

20

40

60

80

100

120

140

07-08 08-09 09-10 *10-11

15.68

33.23

89.3

1167.38

AM

TINLAKHS

YEARS

NET PROFIT

Net Profit


14/17

CONCLUSION

Multiple client visits helped me to conclude the following about

Avons performance in Kolkata market:

Less revenue & lower market position than competitors

Not much popular brand in Kolkata unlike other local brands

creating a market gap

Lack of effective advertisement techniques that could influence theclients

Limited price & service offers

Inadequate market research in Kolkata to know exact client

requirements

Poor after-sales serviceDelayed product delivery in some cases


15/17

RECOMMENDATIONS

After observing the market conditions of Avon in Kolkata, I would

like to recommend the following to the company:

Changes in pricing strategy

Improve after-sales service

Timely delivery of goods

Sufficient market study to know client requirements

Introduce live promotion campaigns besides print media


16/17

OBJECTIVES OF THE PROJECT

The internship program was conducted to help us relate ourtheoretical knowledge in marketing with the practical field activities

During this period I have made significant personal learning which

can be summarized below:

Ever ready for challenges

Broad vision

Learning from cradle to grave

Always create opportunities

Open communication with the boss/company guide

Treat yourself as a product


17/17

Ppt on Avon Corp

Documents

Transcript of Ppt on Avon Corp