Report on Marketing Strategy of Rahimafrooz Bangladesh Limited

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Marketing Strategy of Rahimafrooz Bangladesh Limite

Transcript of Report on Marketing Strategy of Rahimafrooz Bangladesh Limited

Report on Marketing Strategy of Rahimafrooz Bangladesh Limited

Rahimafrooz Bangladesh limited was established in 1950. As a trading company. Late A.C. Abdur Rahim was the proprietor in this time. From 1954 it was established as a limited company. In the new environment he had to start afresh. He had little capital. His main assets were self-confidence and a strong faith in the Almighty, which carried him through all the difficulties with a remarkable triumph. He finally established a small proprietary trading company named Rahimafrooz & Co, in Chittagong in 1950 which was later incorporated on 15th April 1954, which is now Rahimafrooz (Bangladesh) Ltd. Rahimafrooz expanded rapidly into various trading items. The major milestones in Rahimafrooz history can besummarized as below:Incorporated in 1954 by Mr. A.C. Abdur RahimDistributorship of Lucas Battery in 1959Exclusive distributorship of Dunlop tyre in 1978Acquisition of Bangladesh operations of Lucas UK in 1980First producer of industrial battery in 1985Pioneering Solar Power in collaboration with BP in 1985First ever battery export to Singapore in 1992Launched Rahimafrooz Instant Power System in 1993Acquisition of Yuasa Batteries (Bangladesh) Ltd. in 1994Attained ISO 9002 certification for RBL operations in 1997First India office opened in Ahmedabad in 2000Awarded Bangladesh Enterprise of the Year in 2001Attained ISO 14001:1996 for RBLoperationsLaunched Agora the first ever retail chain in 2001Launched Rahimafrooz Energy Service in 2002 promoting distributed power.Established Rahimafrooz CNG ltd. in 2003Awarded National Export Trophy in 2003MetronetBangladesh,afibreopticbaseddigitalsolutionproviderfordatacommunication,launched in joint venture with Flora Telecom in2004Received McGraw-Hill Platt Global Energy Awardfor Renewable Energyin 2004Received the Ashden Award for Sustainable Energy in 2006EPZ factory and RALtwo new company developed in 20081.1 ORIGIN OF THE REPORT:This project Report has been prepared as the fulfillment of the partial requirement of B.B.A Program.1.2 OBJECTIVE OF THE REPORTOur business courses are designed to help the students learning the technique and acquiring with skills needed effectively in management including planning, organizing, staffing, directing, motivating and controlling, problems in achieving organizational goals in differing managerial environments as a part in different management system. So the prime aim of the regarding report is to diagnosis a company regarding their operations & thus make a nice combination of my four years educational learning.The main objective of the report is marketing strategy of Rahimafrooz ltd.1.3PURPOSEOF THE REPORT:I take information for my report by two purposes.1.4 PRIMARY PURPOSE:The Primary purpose of this report is to partially fulfill the requirement of my Bachelor Degree.1.5 SECONDARY PURPOSE:Secondary sources include the internal documents like annual report company bulletin other research reports and brochures.1.6SOURCEAND METHOD OF COLLECTING DATA:The report is organized by secondary source of data. Various reports brochure, catalog, articles and journals, projects profile, dealer credit policy, and Rahimafrooz website is used in this regard.1.7LIMITATIONOF THE STUDY:Firstly, judging a companys activity relative to competitor is not an easy task. This study has tried to figure out the key factors that has an effect towards the profitability of the company.Secondly, analyzing the secondary data and comparing it with the primary data was a major problem in making the report.Thirdly, lack of adequate knowledge has a effect in writing the report properly.Chapter TwoCompany historyFounderLate A. C. Abdur Rahim (1915-1982).Rahimafrooz Bangladesh LimitedA man of strict religious values, yet a believer in progressive dynamism, and a dreamer who thought nothing is impossible Late A C Abdur Rahim overcame numerous challenges and obstacles to become one of the most accomplished entrepreneurs of this country. Born on the 20th of January 1915, he lost both his parents by the time he was seven years of age. Deprived of formal schooling and a typically comfortable childhood, he grew up as a man with strong determination, hardworking diligence, and humane compassion.By the early 1940s, Mr. Rahim started small scale commercial trading on his own. He moved to Chittagong in 1947 and stared afresh with very little capital in hand, but with a whole world of courage and faith. In 1950, he established the small trading concern dealing in various items. This proprietary business was formally incorporated on April 15, 1954 as Rahimafrooz & Co. Till date, Rahimafrooz Group commemorates this as its Foundation Day.The childhood hardship and the struggle in his young years only made Mr. Rahim a strong individual, a faithful human being, and a leader full of compassion and humanity. He was a caring father and an affectionate person throughout his life. Whoever, in his lifetime, came in touch with Mr. Rahim, fondly remembers him as a man of tremendous humility, dignity, and trustworthiness. His passion for continuously improving himself and his religious and ethical righteousness, and his dedication to please his customers are still prevalent in todays Rahimafrooz culture shaping the Groups present and its future.Todays Rahimafrooz is a dream that Mr. A C Abdur Rahim turned into reality. The business growth, the social commitment, and the great diversity in todays Rahimafrooz are the outcome of one lifetime of hard work and compassion from Mr. Rahim. He breathed his last on March 14, 1982 in London. But his work and his virtue have kept him alive forever. May Allah grant him with eternal peace.Over the decades, Rahimafrooz has grown in size, scale, and diversity. The Group today has Eight Operating Companies (SBUs), a few other business ventures, and a not for profit social enterprise. As of 2011, the Group currently employs more than three thousand people directly and a further twenty thousand indirectly as suppliers contractors, dealers and retailers. Rahimafrooz operates in four broad segments Storage Power, Automotive & Electronics, Energy and Retail.We have strengthened our market leadership at home while reaching out to international markets. Ranging from automotive after market products, energy and power solutions, to a world class retail chain the team at Rahimafrooz is committed to ensuring the best in quality standards and living the Groups five core values Integrity, Excellence, Customer Delight , Innovation and Inspiring People.Rahimafrooz has been a partner in the development journey of this nation for more than fifty-five years now. We set ourselves the highest standards in responsible corporate behavior and our passion for success is aligned with the development of the country. We are committed to playing a leading role in driving growth, prosperity, ethical values and social responsibility. We continue to serve our customers through unparalleled quality excellence and service superiority. Our business success has been complemented by our commitment to the environment, society and community.At Rahimafrooz, We are enriching lives with your trust!2.1 Aspiration:To be most admire and trusted organization through excelling in everything we do, following ethical business practice and adding value to stake holder.2.2 Vision:Be an enterprising group of Taka 2,000 crore by the year 2010 with the diversified business portfolio focus on dynamic growth, excellence, innovation, customer delight in enriching our world.2.3 Vision 2015: A billion dollar diversified group committed to adding value to all stakeholders and communityValue:Integrity in all our dealingExcellence in everything we doTotal commitment to customer satisfactionThinking ahead and taking new initiative2.4 Quality policy:We, as a team, totally committed to customer delight through intelligent effort and continuous improvement.2.5 Community service:Rahimafrooz regularly contribute personal, monetary and medical help topeople disadvantaged bynatural calamities andserious illness. Rahimafrooz also makes significant contribution to leading diabetic and cancer hospitals.2.6 Achievements of RBL:Asias Best BrandCMO Award 2010Asias Best Employer SC& FE,CSRAward 2008Brand LeadershipAward 2008Ashden AwardAward 2006National export trophy Award 2001-Chapter threeStrategic business unit(SBU) RBL3. SBUs (Strategic Business Units):Rahimafrooz (Bangladesh) Ltd. (Group Parent Company)Rahimafrooz (Batteries) Ltd.Rahimafrooz Distribution Ltd.Rahimafrooz Energy Services Ltd.Rahimafrooz Renewable Energy Ltd.Rahimafrooz CNG Ltd.Rahimafrooz Superstores Ltd.Excel Resources Ltd.Rahimafrooz Globatt Ltd.Rahimafrooz service center3.1 Rahimafrooz (Bangladesh) Ltd. (Group Parent Company:Rahimafrooz (Bangladesh) Limited (RABL) is the Group Holding and Parent Company including the Group Corporate Center that guides the Strategic Business Units (SBUs). It ensures continuous management innovation, technology adoption, new initiatives, corporate governance and compliance. Rahimafrooz Bangladesh Ltd has imported world famous Dunlop Tire and Tube which is producing in Japan and India.At present Rahimafrooz Bangladesh ltd. Is one of the top most organizations in the country many officer and personnel work hard.From the development of the organization Rahimafrooz Bangladesh ltd. is mainly work in four divisions1. Corporate Division2. Manufacturing Division3. Marketing and sales division4. International divisionThe chairman is the chief executive officer of the organization and the director is the head of every division. Rahimafrooz Bangladesh ltd. has one head office in Motiheel. Two service offices in Dhaka and Chittagong and one factory in Nakhal Para and other is Savar.Regional office is operated by regional manager who has controlled all the sales force and also has responsible for his job to the managing director of head office. Every appointed dealer in the sales center of Rahimafrooz Bangladesh ltd. they always get up great training from the company to serve the customer all over the country there are near about 180 dealers of Rahimafrooz Bangladesh ltd. Often the company organize conference for the dealer and they create the opportunity to exchange their value.3.2 Rahimafrooz Battery Ltd:Rahimafrooz battery ltd has mainly marketed Rahimafrooz battery. At present Rahimafrooz company has been producing and marketing more than one hundred categories battery. Automotive battery and motor cycle battery are produced by Rahimafrooz Company. This is very popular in the market and also high quality. The Companys manufacturing plants produce a range of products automotive, motorcycle, and appliance batteries, Industrial (stationary, deep cycle, traction, VRLA batteries, IPS and UPS batteries, and rectifiers. Lucas and Spark are the leading names in the local automotive battery market while Volta, Optus and Delta are gaining equity as International brands.RBL has a successful story of installing solar power in the remote rural areas of Bangladesh. It has successfully installed more than 10,000 home solar systems in the remote rural areas of Bangladesh.In Bangladesh Rahimafrooz Factory is situated in Nakhal Para. Tejgoan. It is the heist battery production capacity factory. The authority tries their level best but to keep its quality through skill and efficient engineerPlant Capacity: Rahimafrooz has state of the art manufacturing plants. We are equipped with all latest technologies with complete air treatment and lead-recycling management. RBL produces different types of batteries to meet the local and international market.Its capacity in Automotive Battery is 660,000 (N50) units per annum and Industrial Battery is 41 million AH/annum. By the end of 2010, these will increase to 8000,000 (N50) and 120 Million AH respectively. All the products are manufactured following strict quality and environmental standards, and are ensured by international certifications too. Our main product range includes:Automotive batteryMotorcycle batteryAppliance batteryDeep cycle Flat plate batteryIndustrial tubular batteryVRLA batteryIPS and UPS batteries3.3RAHIMAFROOZDISTRIBUTION LTD:The company has a huge relation with the market to distribute its products through the network of dealers. It has almost near about 200 dealers, 280 Retailers and 95 Lubricant Dealers across the country for distributing Dunlop tyre, Lucas batteries, Volta batteries, RZ tire, BP lubricants and Rahimafrooz instant power system.RDLs portfolio includes international tyre brands Dunlop and Kenda while it also carries its own brand RZ Tyre andbattery brands Lucas and Spark. RDL is the exclusive franchisee of the worlds leading lubricant brand Castrol. Through Rahimafrooz IPS, UPS and Voltage Stabiliser, the company enjoys clear leadership of the emergency power products market. In addition, it also runs eight automobile service centres in Dhaka and Chittagong. Recently the company has entered the electronic goods market. It distributes and markets various household appliances and electronic goods through RDLs newly inaugurated electronics retail chain, Ureka and its numerous sales outlets.RDL product portfolio includes the followings:TyreRDL markets different tyres for car, bus, truck and auto-rickshaw. It is the sole distributor of DUNLOP in Bangladesh. RZ Tyre is its own premium heavy duty truck/bus tyre fit for Bangladeshi road. It also markets other economy tyres.AutomotiveRDL markets three major brands of automotive batteries: LUCAS, VOLTA, VOLTA MF (Maintenance Free) and SPARK. All batteries are produced by RBL.Power Back-Up SystemRahimAfrooz IPS and Rahimafrooz UPS are two popular power back-up systems marketed by RDL.LubricantRDL is the marketer and sole agent of Castrol, one of the lubricant giantsRahimafrooz solar is started with apilot project with the Bangladesh Atomic Energy Commission. Rahimafrooz Solar supplies solar-electricity to the remote villages of Bangladesh. More than 30,000 thousand families are supplied with solar power with help of NGOs and International Organizations.Excel retires limited RBL is the leading tyre retread company in Bangladesh. ERL has been serving the industry since 1994 providingbest quality of retreads. Its plant is capable of retreading tyres ofcar, bus, and truck.EXCEL RESOURCES LTDExcel Resources Ltd. (ERL) is a leading name for tyre retread. ERL also manufactures and markets emery cloths and abrasive papers.ABOUT RETREADRetread of tyre is a process whereby new tread rubber is applied on a used tyre casing; if done properly, this process allows similar mileage like new tyres. The process extends longer casing life. Based on the casing, a tyre can be retread up to 3 or 4 times, as long as the casing supports. The retread process is eco-friendly and does not result in environmental pollution. A retread tyre can save up to 50% of new tyres cost.Every time you buy and use a retread tyre, you help to conserve Their valuable natural resources and since retread tyres are less expensive than comparable new tyres, one can save money while helping the environment. This is truly a win-win situation3.4 Rahimafrooz Energy Services Ltd.BRANDRahimafrooz Energy Services Limited was established in the year 2000 as a standby, captive anddistributed power solution provider. It is a leading name in the diesel generator industry having a customer base of nearly 700. Its clientele comprise of industrial plants, real estates, hospitals, educational institutions, telecoms, supermarkets, corporate houses and government establishments including the Armed Forces. The company is marketing both diesel and gas generators from Pramac Power Engineering, Italy and Spain, and Mitsubishi Heavy Industries Limited, Japan. Rahimafrooz Energy is also providing Rental Power with both diesel and gas generators.Rahimafrooz Energy is the Authorized Distributor of GE Consumer & Industrial Lighting, USA and Exclusive Distributor of Wiring Accessories and Low Voltage Protection Devices from Hager, France in Bangladesh.Located at the heart of Tejgaon Industrial Area, Dhaka Rahimafrooz Energy is equipped with the necessary service facilities and ready availability of stocks for all kinds of organizations and individuals requiring energy related solutionsRESL is the Exclusive Distributor of PRAMAC in Bangladesh. It markets diesel generators up to 2500 KVA for multiple users. Its customers comprised of industrial plants, real estates, hospitals, educational institutions, telecom companies, supermarkets, corporate houses and government establishments.Established with the aim of being a provider of standby, captive and distributed power solutions offering 24X7 customer services, the company is now ready to launch three new products which are gas generators, power rentals and electrical accessories. In a short span of five years, Rahimafrooz Energy Services Limited has grown to be a highly reliable energy solution company.PRAMACgenerators come up to 2,500 KVA for multipurpose use. Its customers comprised of industrial plants, real estates, hospitals, educational institutions, telecom companies, supermarkets, corporate houses and government establishments.3.5RAHIMAFROOZRENEWABLE ENERGY LTDTransforming the lives of people and lighting up different corners of the country, Rahimafrooz Renewable Energy Ltd. (RRE) has been providing Rahimafrooz Solar solutions for households, agriculture, healthcare, education, rural streets and marketplaces. To date, RRE has lightened up more than 40,000 rural homes in Bangladesh and the Company is endeavoring to do much more in the future.The abundance, inexhaustibility and non polluting nature of solar energy, have made it right alternative for conventional energy sources, which are getting fast exhausted. So far only a small portion of solar energy is being harnessed for use in solar water heating, solar lighting, telecommunications, medical refrigeration and solar water pumping.Working closely with Bangladesh Governments agencies, NGOs, donor and partner organizations, and international agencies, RRE offers a full rage of solar solutions including home lighting, street lighting, heating systems, water pumps, Photo Voltaic (PV) centralized systems, drip irrigation systems, vaccine refrigeration, support for computer and other electronic systems, and a number of other solutions. More than 60,000 homes already been illuminated with RREs solar efforts and the number is always growing.Rahimafrooz Bangladesh Ltd. At first has marketed solar energy by exporting it from England. The following places and the institutions are the user of solar.1. Hospital and Clinic2. Irrigation project3. School, Masjid, Road, Television4. Telecommunication sector.5. Railway signal6. To find out the river way.The Organization where the solar Energy is set up1. NGO2. Tea Garden3. Army cantonment Chittagong4. Private Organization3.6 RAHIMAFROOZ CNG LTD.Rahimafrooz CNG Ltd. (RACNG) offers comprehensive solutions for CNG refueling, conversion, conversion centers, and maintenance. The Company runs state-of-the-art CNG conversion centers offering 1st to 5th generation conversion, and is setting up a wide country-wide network of refueling stations. It also assists, through equipments, technological know-how, training and marketing, in setting up CNG conversion centers and refueling stationsINSTALLATION OF CNG STATION:It helps to setup CNG Fuel Station on a turn-key basis. It also assists in obtaining financial support from the Financial Institution to setting up CNG station. It provides round the clock technical supports and trainingCNG CONVERSION:It has its own conversion centers where you can convert your Octane or Petrol driven automobile into CNG. Rahimafrooz CNG offers an innovative and technically advanced system for conversion of all types of vehicles into CNG It is the sole technical and commercial representative of Lo.gas s.r.l. of Italy. All CNG components are given full warranty with necessary technical support.CNG SERVICES:It also provides all types of technical support related to CNG stations, systems and kits to individuals and institutions.3.7 Rahimafrooz Superstores LtdRahimafrooz Superstores Ltd. (RSL) made a breakthrough in the urban lifestyles by launching the first retail chain in the country Agora. With outlets in important locations in Dhaka, and many more coming at key locations in Dhaka and other major cities, Agora is endeavoring to fulfill the everyday needs of the urbanites through fair price, right assortment, and best quality.While Agora mainly focuses on food items ranging from a wide variety of fish, meat, vegetables, fruits, bakery, dairy, and grocery it also carries a vast array of other household, grocery, personal care, and various other products. Having started its journey in 2001, Agora is committed to sustaining and growing as the most trusted, loved, and frequented retail chain.Agora outlets:DhanmodiGulshanMogbajarMirpur3.8 Rahimafrooz Globatt Ltd (RGL)Rahimafrooz Globatt Ltd (RGL) is the global wing of Rahimafrooz group.As part of excelling two decades of international market experience and aspiring to become a truly global company, this state of the art Maintenance Free (MF) and Sealed Maintenance Free (SMF) battery manufacturing plant was established in the year 2009. With 2.5 million unit production capacity per year, RGL is the largest battery export plant in South Asia. In recognition to its quality management system, RGL has received ISO 9001:2008 Certification from Orion Registrar, Inc., USA. The manufacturing process of RGL ensures highest level of environment sustainability.RGL offers a broad range of maintenance free automotive batteries manufactured according to JIS and DIN standard for a variety of vehicles, ranging from small cars to large commercial vehicles. RGL also manufactures deep cycle battery for inverter application. All these batteries have been designed by one of the leading German company. These batteries are designed for millions of vehicle enthusiasts across Asia & Pacific, Middle East, Africa, Europe and Americas.As the pay off line ofits flagship brand GLOBATT Drive Within illustrates, the battery is winning heart and mind of the consumers around the globe through its unparallel performance.Metro netRahimafrooz Group, in a joint enterprise, has ventured into the first ever fiber optical commercial networking backbone in Bangladesh Metronet Bangladesh Ltd. (MBL). MBL provides robust data communication services to private sector offices, financial institutions, ATMs, and many other institutions. GreyFab and Asia Tex are two other businesses that manufacture and export textile and terry towels.Rural Service Foundation (RSF) is a not-for-profit social enterprise endeavoring to alleviate poverty and supporting the rural poor. The poverty alleviation model of RSF is based on three basic principles affordable, replicable, and sustainable. RSF has been helping the rural poor, through programs involving solar home systems, irrigation, bio gas, contract farming, battery powered instant power systems etc. Besides, RSF also runs Dhaka Project which is a home to some 600 urban street children, providing them with shelter, education, food, clothing, and care. Supported by Rahimafrooz.3.9 RAHIMAFROOZ SERVICE CENTER :Rahimafrooz Bangladesh Ltd service center is situated in 13 Mahakhali commercial areas in Dhaka. Here the product of Rahimafrooz is sold and servicing also. Here the service is done in modern computerized system. The complain is also solved and handle from here.and a number of generous donors from home and abroad, RSF has a country-wide network with nearly fifty field offices.3.10 Sales process: Diesel generator:Project1. Pre-sales meeting: (sale people)Discussion with customer regarding the actual need, the size of the generator, KVA, installation process etc.a) Inform customer regarding product featureb) Site visit: evaluate the customer recommended location where generator would be placedc) Load calculationd) Site suggestion: Inform customer regarding installation process; provide product recommendation based on site etc.e) Estimated price rates1. Offer submission(based on customer requirement) Technical Product list Financial offerOther parties involve with offer submission. (They evaluate the offer)a) Financial institution/ Bankb) Consultantc) Construction contactor1. Follow up (before sale)a) Over phoneb) Direct visit1. Final Negotiation meeting Price Product1. If accepted by the customer then work order is issued schedule date for installation material estimate or list of material material arrangement relevant document Price and mode of payment1. payment(as per work order)2. pre-installation inspection (sale people and installation and service supervisor customer name and address package number capacity installation place material list delivery date1. delivery/dispatch (store officer2. installation3. follow up ( after sales) by the sales people4. bill collection (accounts and sales people) description of equipment model commissioning date amount of bill claimed by the RESL1. A.Corporate:Definition: corporate customers are those customers who buy a bulk amount of products from RESL. It can be Bank, factory, hospital, real estate or industry.Sales process is same 1 to 11InstallationSources/sales leads are different.B.Individual:Definition: individual customers are those customers who buy one or two products from RESL. It can be Bank, factory, hospital, real estate or industry.Sales process is same 1 to 11 (except work order)100% payment before deliverysources/sales leads are different1. B.Referral: Colleague from RDL, RBL and etc Sales lead given by commission agent Sales man of RESL has contact with other companys sales man Refer customer to the RESL. Receive commission from RESL 1 to 11 same processes. Except work order for individual but for corporate (need work order)1. C.Third party/Contract proposal: Rail way , police buy from third party Third party buy from RESL (supplier of generator) But all after sales services given by the RESLSources of sales lead: From colleague like RDL,RBL sales person of other company existing customer Direct call from customer( new or existing customer) Sales lead given by commission agent From bill board Newspaper Related generator company/ similar trend business Consultant Road site Field representative Direct sale Customer direct come to RESLProjectCorporateIndividualThird party/contract proposalReferral

From Existing customerDirect sale Direct saleFrom bill boardNewspaper From bill boardNewspaperDirect saleField representativeRoad siteRelated generator company/ similar trend business From bill boardNewspaper From colleague like RDL,RBLsales person of other companySales lead given by commission agentConsultant

Figure #13.11 After sales service:1. Installation (project and individual/corporate)2. Service (individual)1. I. Emergency service2. II. Schedule service0. Service (project)1. Installation( individual/corporate)a) Site visitb) Pre-installation inspection(sale people and installation -service supervisor) customer name and address package number capacity installation place material list delivery datec) Material arranged Material bought by the customer (cable) or RESL provide it.d) Based on that date follow up and confirm that today you have installation date.e) Which engineer will go for installation (his name, place and date)? This record is in excel sheetf) Commissioning sheet Site code customer name Package no Supplier address Technical terms Other relevant information Comments from customer signed by RESL service engineer and customer0. Service ( individual )1. I. Emergency service (warranty period 1year or running hour1500h)a) Hot lineb) Call from customerc) Whether this product is within warrant or notd) Commissioning sheet cheeked by service coordinator customer name Package no Supplier address Technical terms Other relevant information Comments from customer signed by RESL service engineer and customere) If it is within warranty then free service and prompt( excluding Lub oil filter, air filter, fuel filter and culent filter parts)f) send engineer to the sightg) Service sheet sign by engineer and customer with the bill copy, feed back sheet and other materialh) Follow up only for individual (everyday at least 10 calls from excel sheet randomly)i) Documentation how many times complains come from client.j) Problems sheet send toService complain par day6 to 10k) She only send critical problem to the COOEmergency service for an example>hospital>1) normal problem> normal engineer >2) critical problem> critical engineer1. II.Schedule servicea) Hot lineb) Tell Detail information about product( KVA and price rate)c) Offer give by service coordinator of RESL[this is basically gave idea about relevant parts for generator] Description of material Quantity Price Signature by service engineerd) If accepted then schedule datee) Bill collectionf)AMC service[Dhaka and out side Dhaka city] Critical A one serviceprice range different Non Critical -one serviceprice range different Super Critical one serviceprice range different Working hour Payment date Exclusion Other applicable terms Starting dateg) Inform about Servicing after 50h/200h/ or 6month which ever come first ( excluding Lub oil filter, air filter, fuel filter and culent filter parts)h) Engineer send to the customer with the bill copy, feed back sheet and other materiali) Payment( partially or full)j) Follow up monthly wisek) All Problems sheet send to (senior officer- customer relationl)Service complain par day10 to 15m) She only send critical problem to the COOC.Service (project):Projects are those customers who bought a bulk amount of product. For an example GP bought560+ diesel generators. 5 people are working as a service coordinator to maintain the service for project. Different people are handling different type project. So, their working style is also different. They have 5projects (GP, Bangla link, Eric son, AKTEL and Motorola. Processes are same but record keeping/documentation is different.Installation (projects):service coordinator Estimated( everything including product, parts and etc) given by the project customer name Package no Supplier address Technical terms Other relevant information Comments from customer signed by RESL service engineer and customerRESL take all estimated material( material list) for installation to the siteIf any extra parts or material need then RESL claim extra bill for thatCommissioning paper and engineer sign that paperProblems:Service engineers are not identifying the specific problem. Every time new service engineer was coming and telling customer about new problem. Different service engineers are sending for same problem. customer become dissatisfied and for this reason sell will be decline in futureStock out problemNot delivery at proper timeNot inform problem to the original sales people byProper servicePlaceManpowerBrandingPromotionPromotion (integrated Marketing communication):RESL was doing Same Promotion for all products. For an example: diesel generator, GE lighting and power rental.Above the lineThrough the lineBelow the lineAbove the line

Bill board

Press add

Add Design for bill board

Process of press advertising:Design developed by RESL with agencyRate (fixed)[on behalf of RESL negotiation with news paper by Agency]a)Which paperb)Page numberc)What sized)ColorQuotation send by add agencyWork order send by RESLPaymentChapter fourBranding4.1 Brand:A name, term, sign, symbol, or design, or a combination of them intended to identify the goods and services of one seller or a group of sellers and to differentiate them from those of competition. Brand elements, sometimes called brand identities, are those trademark able devices that serve to identify and differentiate the brand. The main brand elements are brand names, logos, symbols, characters, slogans, jingles, and packages.Brand element choice criteria:1.MEMORABLEEasily recognized: it is easy to recognize because this is already a establish brand (general electric)Easily recalled: easy to recall also2. MEANINGFULFun and interestingRich visual and verbal imagery3. PROTECTABLELegallyCompetitively4. ADAPTABLEFlexibleUpdatable5.TRANSFERABLEWithin and across product categoriesAcross geographical boundaries and culturesThe quality parameter: ProductQualityGenerator



Conformance quality




Style and design

4.2 Steps of brand buildingTARGET MARKET






Brand Elements


Product Engineering

Creating Differentiation

Five Dimensional Branding

Win WinSituation


Position the brand in the mind of the prospect

Create awareness/ identity of name/ symbol/personality

Position the brand to differentiate from others

Create brand image

Create trust in the minds of customers, prospects and other stakeholders by maintaining consistency and DEL


Build awareness to the mind of the prospect.a) Branded vehicleb) All Transportation of GE will covered by the GE stickersc) Sales man will build awareness to the dealerd) Tell detail about the brand like GEe) Provide GE T-shirt to all sales people4.3 Experience wheel of RahimafroozChapter FiveSupply chain management

5.1 Function of Physical distribution:Inventory controla) How much to order?b) When to order?Warehouse(private)a) Tejgaonb) Begun baric) MirpurMaterial handlinga) Maintain the quality of storageb) Moving right goods at the right time to make them available to the right customer.Transportationa) Ownb) PrivateChannel structure:Indirect

Intermediary (RESL)


End user

Level of intensities:Distribution from single outlet (RESL)


Ware house entry process:1. Normal entry2. Warranty entryA) Normal entry [which come from direct principle]Entry new productsL/C numberAbout product part number and serial numberInput to the excel sheetKept in storeDeliveryB) Warranty entryEntry Defective productsMatch with the product part number and serial numberInput to the excel sheetFor Defective products kept in store[ for physical evidence]DeliveryCurrent process (re-placement flow):

5.2 Target market :The target market is group of customer to whom the company aims its marketing effort. The target market of the RBL is automobile users and industries telecommunication, power station, railway system, electric vehicle, forklift, ship buoy lighting and solar power system and household for IPS and UPS battery. targeting board groups of buyers within a specific product/market, such as automobiles. Consider for example, the global market for automobiles. In 2003 the sales of the Chevrolet Impala model where 1.5 million units, In 2005 the sale corolla best selling model has sales of about 300,000 unit .considering automobile market RBL segmented their markets and develop product like locus. The fragmentation of needs and want in market is creating subgroups of buyers of buyers within the total market, each displaying different customer satisfaction requirements. such differention provides and opportunity for business to design product offerings to meet the needs of customer indifferent market segment. Targeting all people and also organization in a market is not a typical strategy for RBL. instead, many target one or more segment within the total market. Deciding what people to target is a critically important strategic decision.Customer focusRbl are focusing on customer. getting to close to customerRahimafrooz associates directly with distribution, retailers and also buyers to know what drives customer satisfaction, identify customer needs, and use those needs to target market where the business can achieve a sustainable and significant competitive advantage in this field.RBL understand customer preferences and requirement and offerings superior valueRBL developed a centralized customer feedback and query sell total commitment to customer satisfaction is one is of their values. listening to what customer say in continual systematic way is a key tool to comprehend their needs and requirement and to satisfy them a achievement excellence in their product and service accordingly.All individuals of Rahimafrooz Group interact with customers and members of thepublic everyday and do hear, receive, or learn about their comments, complaints, views, etc on the products, services, and dealings of the companyA systematic and organized way of managing these feedbacks and queries will surely strengthen their total commitment to customer satisfaction.Strategic PoliciesInnovative:RBLalways find creative means to achieve their desired results, whilebuilding on the experiences of others.Leaders :RBLaggressively in the forefront of economic development for their target markets; others will use their successto measure own.Renewals and Growth:RBLfocus our efforts and incorporate values into actions that contribute to a positive, effective andsustainable economic transformation in theRegion.EnterprisingPeople:RBLfind,embraceandsupporttheeffortsofcustomers, suppliers and employees who are motivated to undertake new or risky paths that result inpersonal andcompany growth.Enterprising Businesses:RBLattract and engage companies willing to change and take risk to achieve sustainable growth, thereby providing increased employment and wealth to the Region.The Region:RBLwill serve the broadgeographic area rather than Bangladesh.StrategiesBuild a support system that will enable the successful execution of resources to innovate superior products.Develop production process based onthe strategic planimplementation requirementsDevelop cross-functional team to supportimplementation of thestrategic plan.Develop a performance measures toolDevelopaprocessforcontinualfeedbackon progressfromthemarketandperiodic assessment andrevision of their marketing strategy and plans.5.3 How RBL Become Market the valuesIntegrityHonest, fair and impartial to all. e. g. delivering on promises to external and internal customers.ExcellenceSelfdiscipline,personalresponsibility,overallcommitmente.g. (a) Takingpersonal responsibility for delivering the results as planned. e.g. (b) Finding andimplementing new orimproved solution.Total Customer satisfactionThis applies to bothinternal and external customers, and must fullysatisfy both. This means those understanding their expectations, andmatching to ourresources/capabilities.Taking new initiativesFinding and implementing new ways of solving or improving issues2.RESULTORIENTEDAchieving targets, taking corrective action, givingfeedback.3.TEAMBUILDEREmpathic, Compassionate . e.g. (a) Receptive to ideas, complaints, feedback of others and adding positive suggestions (b)Actively coaching team members for theirdevelopment.4.RECEPTIVETOCHANGEE.g. deriving maximum benefit from the new style of supportive training programs ratherthan the previous directive style of training.5. VISIONARYRecognizing the qualities & skills required to aspire to the companys vision e.g. Constantlybenchmarking themselves to fulfill aspirations.6.ENTREPRENEURIALProactive, risk-taking, Self-starter, innovative, confident e.g. Constantly strive to improve knowledge of company.5.4 SWOT ANALYSIS OF RBLAccording to the study if the organization strengths, weaknesses, Opportunities and Threats (SWOT) analysis of Rahimafrooz Bangladesh Ltd is described bellow;Strengths:Excellent cycling abilityhigh reliability and exceptionally long lifeLarge electrolyte reservoir high tolerance to water loss and minimal maintenanceHigh charging efficiencyLow self discharge, dry pre-charged platesHigh rate of discharge performanceHigh resistance to adverse mechanical and electrical conditionWeaknesses:Expensive than other competitors brandLow self dischargeOpportunities:Evolution into a Plug-in Hybrid with higher capacity batteries and a drive train designed to operate for extended periods in electric-only mode.spread into other market sectorsIncreasing awareness of environmental issues likely to keep demand high.licensing of technology to other manufacturersThreatsIncreasing Global CompetitionLow price batteries offered by ChinaIncreasing raw materials priceChapter SixFindingsProduct Basis Market Share:Rahimafrooz Battery Ltd27 Feb 2011Bangladesh now has a battery market of 0.6 million units worth Tk 5.0 billion a year andRahimafroozhas 75 per centmarket share.Rahimafroozs Globatt hits Local MarketWe exported 0.6 million batteries in the last two years with Globatt having 60 per cent share of the total units.Mr. Moin said at present there is a demand of 400 million batteries worldwide while Rahimafrooz exports 0.5 million units a year.Business DomainsThis section describes Rahimafrooz Groups businesses according to the four broad segments that its companies operate in.Storage Power:Rahimafrooz Group is the largest manufacturer and exporter of automotive and industrial batteries in Bangladesh and has the largest battery export plant in South Asia.Automotive and Electronics:Rahimafrooz Group markets and distributes various automotive after-market products such as automotive batteries, tyres and lubricant as well as electronics ranging from home appliances, power backup systems, lighting products, and electrical accessories. The Group is also one of the leading complete CNG solution providers in the country.Energy:Rahimafrooz Group has a significant presence in the energy sector of Bangladesh and offers a wide range of renewable and conventional energy solutions.Retail:Rahimafrooz Group introduced the first retail chain of superstores in Bangladesh and has played a major role in redefining everyday shopping. After gathering information I can draw the following findings:As it is found that average 75% of market share is obtained by RBL.Most of the dealers claim that they receive their order, but it is not in ordering period.Cent percent dealers claims that they are dissatisfied with the products of RBL.TheRahimafroozGroup has more than 10 exclusive outlets.Bangladeshs largest manufacturerdistributor of automotive and industrialbatteries.Bangladesh-based Rahimafrooz Batteries Ltd (RBL) expects India operations to contribute 10 per cent to the companys global revenues by 2013.Rahimafrooz IPS & UPS are best in country.RBL is the first producer of industrial battery.It is a leading name in the diesel generator industry having a customer base of nearly 900.RREL is also the pioneer in providing solar-hybrid solutions for Telecom Operators BTS towers and solar powered irrigation systems in Bangladesh.Skilled and well-trained team to ensure quality workmanshipExcellent after sales service.Rahimafrooz CNG Ltd. (RACNG) is one of the leading complete CNG solution providers in the countryChapter SevenRecommendationService engineers are not identifying the specific problem. Every time new service engineer was coming and telling customer about new problem. Different service engineers are sending for same problem. customer become dissatisfied and for this reason sell will be declined in futureStock out problemNot delivery at proper timeNot inform problem to the original sales people byProper servicePlaceManpowerBrandingPromotionIf company solves these problems then it will grow faster.ConclusionNo business stays at the top if it doesnt maintain its performance. Thus it is very important to fulfill the demand of the consumers through competitive advantage. This study has gone through different stages to identify the relations of marketing tools that can affect significantly the market share of Rahimafroozs product. Going through, Rahimafroozs product also identifies different activities of the competitors because there are also players who have special interest are their market share in the same market. Timeliness of the data is very important. I want to mention that here I learned how to work in professional environment with challenges in the real development world, how to improve coding and design techniques and how to cope with different working Throughout the whole development process. I got the chance to implement my theoretical knowledge of marketing that I learnt over last 4 years from my respected faculty members of ASA University of Bangladesh. Not only that, through report writing I got to know how to compose professional and formal reports for any project or research works. I have taken total marketing strategy of Rahimafrooz Bangladesh Limited. Through this I have tried to give an actual scenario of Marketing Strategy.