...Anupam Agrawal DISTRIBUTION CHANNEL USED BY LEADING PLAYERS Within the Distribution category, the business is categorized as OE or Retail, based on whether the customer is serviced directly, or through the Retail / Distribution network. In OE, there are sub-segments like OEM distribution, and in Retail sub-segments like GC/GP retail distribution, CR retail distribution, and geographic segmentation. In OEM distribution, the customers specify the grade of steel that they require and the company takes responsibility to supply them the same grade of steel in the agreed cut to size condition. In retail distribution, companies maintain stocks of material for feeding its retail chain and provide Value for money products. In Distribution, the Steel Mills are the key suppliers and they play a very valuable role in the supply chain as they are responsible for providing the correct quality of steel, its timely delivery, post- sales support and joint marketing support. TATA STEEL DISTRIBUTION CHANNEL G C sheets: Traditionally G C sheets were considered as a commodity. Over time, TISCO has succeeded in differentiating its product and becoming a market leader. Presently it has 32% market share in the G C sheets industry. The company serves a wide variety of consumers, ranging from reputed contractors to retail users from the private sector organisation to the public sector undertakings. These consumers can be classified into 3 major groups: 1) Government 2) Retailer (B TO C) 3) Private...
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...REPORT ON SALES AND DISTRIBUTION CHANNELS AT STEEL AUTHORITY OF INDIA LIMITED SUBMITTED BY: R.N.MUKHERJEE (07BS3134) STEEL AUTHORITY OF INDIA LIMITED AN FINAL REPORT ON SALES AND DISTRIBUTION CHANNELS AT STEEL AUTHORITY OF INDIA LIMITED SUBMITTED BY: R.N.MUKHERJEE (07BS3134) A Report Submitted In Partial Fulfilment Of The Requirements Of MBA Program Of ICFAI BUSINESS SCHOOL, HYDERABAD DISTRIBUTION LIST: PROF. SUBHASIS RAY (FACULTY MEMBER-MARKETING, IBS Hyderabad) MR. TANMOY SEN (SR. MANAGER (Mrkt-MS), SAIL, KOLKATA) 2 ACKNOWLEDGEMENTS I express my gratitude to Mr. M.R.Rath, Sr. Manager (HRD), Steel Authority Of India Limited (Kolkata) for giving me an opportunity to work with SAIL and for extending support in the form of knowledge and guidance. I would also like to thank my company guide, Mr. Tanmoy Sen, Sr. Manager (Mrkt-MS Division), Steel Authority Of India Limited (Kolkata) as well as other employees of Steel Authority Of India Limited, Kolkata, namely, Mr.R.M.Suresh, Mr. Pankaj Singh, Mr.D.K.Sinha, Mr. N.M.Padhy, Mr. H.Hembram and Mr. M.R.Rath for being a constant source of encouragement as well as for providing guidance throughout the project. I also sincerely acknowledge the guidance and esteemed advice extended by Prof. Subhasis Ray, Faculty Member - Marketing Area, IBS (Hyderabad). Finally, I would like to thank all those people who in the course of my project have knowingly or unknowingly helped me, especially the channel members I interacted...
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...Transforming Steel Retail Hardware Distribution R P Manatkar Sr. Manager – Channel Management and Product Promotion rmanatkar@wires.tatasteel.com Marketing & Sales, Tata Steel, Global Wires, Dattapara Road, Borivali (E), Mumbai 400066, India Abstract: The steel hardware retail supply chains in India are in ordinary state. Longer lead time, large inventories, non availability of stocks; poor retail network, poor infrastructure, and poor customer service are some of the issues faced by this industry. The different work entities in this industry are operating in silos. It requires integration to beat bloodthirsty pressures to remain competitive. In spite of advances in Telecom/ Information Technology, there is hardly any change in the operations of hardware shop supply chain owners due to various reasons. The advances in operations management, communications and information technology, as well as a rapidly growing array of logistics options, leaves good opportunity for hardware suppliers to reduce operating costs and improve overall efficiency. This paper highlights the practical issues faced by retail hardware suppliers / channel partners and proposes solutions to address the issues. It also highlights some of the best practices of the organised retail which could be useful to retail hardware channel members. The right Supply Chain solution can create a strategic competitive advantage by streamlining the distribution network, leveraging industry best practices tailored...
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...Key Factors influencing Automobile Industry Consumer Sentiment Index: Customer Sentiment Index, 12 month rolling average of the Index; historical and forecast data and analysis. The end customers are very important to ensure the survival of the Motor Vehicle Manufacturing industry. Economic downturns and other events can affect the expenditure decision of households. When customers are not happy or optimistic about the future of the economy, they will tend to postpone expenditure until times are better. Domestic Goods Price Metal/ Iron and Steel Steel is a major input used when manufacturing a motor vehicle. Rises in the price of steel puts cost pressures on manufacturers, which often leads to a fall in profitability. Over the past five years, the price of steel has been rising rapidly. These rises inprice eventually pass from the manufacturers to the end customers’. Import and Export Taxes (Duties) / Motor Vehicle Tariffs Tariff rates applicable to the industry: High taffies may restrict flow oftrade but may attract investment if domestic market is big enough and growing. Over the last few years India’s tariff policies and conditions of import ofvehicles have served the purpose of attracting investments. Industry is keen that the existing tariff structure roadmap and conditions of import of vehicles are retained without any modifications because of certain systematic deficiencies which make manufacturing less cost competitive in India as compared to some of the neighbouring...
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...Introduction: Signode Industries Inc., a privately owned company, is the market leader in the steel strapping industry. In the early 1900’s, Signode started out as a producer and marketer of patented steel strap joints and application tools. In the 1950’s, Signode vertically integrated its business and started to purchase and process rolled steel. Signode has since become a low-cost processor of cold rolled steel. Three grades of steel strapping are manufactured: Apex, Box Band Magnus (BBM) and Heavy Duty Magnus (HDM). Today, Signode produces plastic strapping in addition to the steel strapping products and is the only producer of customized steel strapping and steel strapping machines. Signode sells its strapping products through its geographic ally organized sales force that traditionally had developed markets by specializing, by industry, some of its sales representatives. Signode’s sales force is the largest, most powerful and respected in the steel strapping industry. Signode's competitors can not provide the level of service that Signode provides. There are presently six major competitors in the steel strapping industry that account for 92% of steel strapping shipments. In 1983 Signode had a 40% market share in the steel strapping industry, however that share dropped from 50% in 1973. The biggest reason for the loss of market share is price discounting by the competition. Problem: In November of 1983 the major U.S. steel companies announced that they would increase the price...
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... 4.2 Indian Housing 7 4.3 Regional Development 8 4.4 Business Environment 9 5. Political, Security and Legal 10 6. Current and Future Environmental Factors now and as at 2008 11 6.1 Economical 11 7. Industry and Competitor Analysis 13 8. Strategy and Planning 14 8.1 Product Description 14 8.2 Product Manufacturing 14 8.3 Product Distribution Channel 15 8.4 Resource Delivery and Labourer Relations 16 8.5 Product Advantage 16 9. Mode of Entry 17 9.1 Options for Mode of Entry 17 9.2 Recommended Mode of Entry 18 9.3 Organisational Structure and Compensation 20 10. Monitoring and Control 21 10.1 Product Monitoring 21 10.2 Performance Measurement 21 11. Future and Exit Strategy 22 12. Conclusion 23 13. References 24 14. Appendices 27 1. Executive Summary This report was commissioned to examine and analyse environmental information on India to produce an entry strategy, structure, controls and performance monitoring to exploit the opportunities that exist in India. This continued country diversification, clearly sits with XYZ’s global goals to enter stronger performing markets. XYZ undertook research to determine the demand and attitudes from builders towards the proposed new prefabricated steel products. Based on favourable results,...
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... Major Issue 1: Nucor is forfeiting market share to foreign steel producing companies who are exporting goods into the United States. In 2011 direct steel imports from foreign competitors accounted for 22% of the U.S. market despite significant unused steel making capacity. Many foreign steel producers have costs at or below that of Nucor. These low production costs allow for foreign companies to undercut the prices offered by Nucor. This in turn leads to the reduction of jobs in the steel industry in the United States. Due to differences in exchange rates and foreign companies receiving government subsidies outside steel producing companies are able to offer unusually low prices for their steel products. Until the World Trade Organization enforces regulations to limit these unfair trade practices, or the U.S. government imposes higher tariffs on imported goods Nucor will continue missing out on large portions of market share within the United States. Major Issue 2: The level of earnings that Nucor is enjoying is nowhere near the level that they had been making before the financial crisis of late 2008. They were in the red in 2009 losing roughly 293 million dollars and have since been creeping steadily back up to a mere 778 million in net earnings in 2011. This is roughly half of the earnings they were reaching from 2004-2008 as they were netting and average of 1.5 billion dollars per year. The steel industry is one that is very volatile with regards to economic conditions...
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...Gucci, Louis Vuitton, & Vertu – Marketing Lessons from some of the World’s Most Exclusive Brands. By Conor Carroll, Kate Hurley & Ann Treacy, University of Limerick. Creating luxury brands is a difficult marketing exercise. It requires heavy investment in marketing communications, excellent product/service quality, but above all these brands have to try to remain fashionable, which is notoriously difficult. Gucci, Louis Vuitton and Vertu are three successful so-called luxury brands, that retail to the high-end market. Both Gucci and Louis Vuitton are well-established brands that have been around for decades, even centuries. Gucci is a well-established organisation that has being designing and retailing clothes and accessories since 1921. The Louis Vuitton brand has been around since 1850. However Vertu, a relatively new kid on the block, has only just entered the luxury communications marketplace in 2000. Vertu sells expensive mobile phones that retail for thousands of pounds. Only a handful of brands can create a high status appeal among the world’s super rich (e.g. Ferrari, Rolex, etc.). These brands have to adopt innovative marketing strategies in order to succeed in this dynamic environment. What do they do differently to create this luxury appeal? Marketers are moving from the traditional marketing mix approach towards greater use of experiential marketing. This is where customers are treated as both rational and emotional individuals that seek ‘experiences’...
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...Note: This report has intentionally been made “visual and Scannable” rather than in an essay format. This is done to give the reader a “bird’s eye view” of the options available. Multinational Corporations Jabwood Case Write-up Mohammad Ismail 3035076280 Page: 1 Background & Problem Identification Jabwood, a timber trading company with branches in Lebanon and a strong distribution and service network all over the Middle East, is owned and operated by the Jabado family since the 1930s.Recently it has experienced a fall in its sales volume and market share due to the middle eastern uprising and the falling demand.. Jabwood is expecting to lose the revenue and market share further as TANITA (competitive edge) is extending its exclusive sales rights from Jabwood to other companies. Jabwood is currently considering international expansion into new markets – in particular Saudi Arabia and China – to offset these declining revenues. This case examines the macroeconomic environment of Lebanon, China and Saudi Arabia, and the timber industry in these countries. The characteristics of a successful international expansion are considered. Besides identifying attractive criteria for each country, the case requires a decision on a strategy to enter the market to ensure a successful expansion of the company. Given the risks involved and the potential profits from each of these countries, Jabwood has to decide whether to expand in any market or both, and the...
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...School of Management Group Submission on a Case House of Tata: Acquiring a Global Footprint Submitted by: - Submitted to:- Abhigyan Prof. Vinay Chirania Dipandita Kar Himali Kulshrestha Mridul Tiwari Priyanka Aggarwal Subhashree Roy Vaibhav Singh Summary of House of Tata: Acquiring a Global Footprint The 134-year-old Tata Group with 95 operating companies (31 of them publicly traded) and 230,000 employees, it is India's largest private-sector employer, its biggest taxpayer, and its greatest foreign-exchange earner. It operates India's one of the largest private steel manufacturer, its largest chain of luxury hotels, and its largest private power utility” (Ellis, 2002). Tata Group is one of India's most prominent and esteemed business groups. Tata Group's cite is substitutable with India's industrialization. The Group dedicated The India her first steel plant, hydroelectric plant, inorganic chemistry plant and produced a reservoir of scientific and technological workforce for the nation. Today, Tata Group constitutes 96 functioning companies in seven business sectors such as, information systems and communications, engineering, materials, services, energy, consumer products, and chemicals. The Group has operations in more than 54 countries across six continents, and its companies export products and services to 120 nations. The Tata family of companies, shares a set of five core values: integrity, understanding, excellence, unity and responsibility...
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...Introduction to corporate portfolio analysis Bashundhara Group is one of the leading corporate giant in the business world. It has started operation “For the People, for the country” as a real estate venture known as “Bashundhara” under the aegis of the Group’s first concern – the East West Property Development (Pvt) Ltd in 1987. This project turned out to be a very successful one and had helped foster the growth of trust and confidence of the urban people in “Bashundhara”. More enterprises were established in the early 1990s, the group experienced this tremendous growth in a span of less than 10 years. The Group now has over 20 major concerns located in different areas of the country. The multi-faceted shopping mall and recreation centre called the Bashundhara City has added glamour to the growth of the group. The Bashundhara City Development Ltd is one step ahead in the longstanding effort to strengthen links with the general people through the unique offering of commercial operations and recreation facilities under single roof. Company summary Bashundhara Group is one of the most prestigious and experienced commercial and industrial conglomerates in Bangladesh. The Group took off from the incipient period after establishment of East West Property Development (Pvt.) Ltd. a real estate concern, which is known as “Bashundhara”. Since inception, Bashundhara Group has been actively contributing to the national as well as global economy by way of effective utilization...
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...enter and begin operating in a given industry. For example, an industry may require new entrants to make large investments in capital equipment, or existing firms may have earned strong customer loyalties that may be difficult for new entrants to overcome. The ease of entry into an industry in just one aspect of an industry analysis; the others include the power held by suppliers and buyers, the existing competitors and the nature of competition, and the degree to which similar products or services can act as substitutes for those provided by the industry. It is important for small business owners to understand all of these critical industry factors in order to compete effectively and make good strategic decisions. "Understanding your industry and anticipating its future trends and directions gives you the knowledge you need to react and control your portion of that industry," Kenneth J. Cook explained in his book The AMA Complete Guide to Strategic Planning for Small Business. "Since both you and your competitors are in the same industry, the key is in finding the differing abilities between you and the competition in dealing with the industry forces that impact you. If you can identify abilities you have that are superior to competitors, you can use that ability to establish a competitive advantage." The ease of entry into an industry is important because it determines the likelihood that a company will face new competitors. In industries that are easy to enter, sources of competitive...
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...E-Leader Croatia 2011 Case Studies in Channels of Distribution Donald K. Hsu, PhD Associate Professor Division of Business Administration Dominican College Orangeburg, New York, USA Abstract Case studies were employed as research tools, for undergraduate and MBA students for 25+ years. The International Management course was taught in two classes at an undergraduate Business program. Channel of Distribution course was given at a MBA program. Real-world examples were utilized and applied in class whenever applicable. Students did final projects individually or in a team, by employing case studies via library and internet search. Class evaluations indicated that the case studies enhanced significantly their overall learning experience. Students rated the courses good to excellent. This paper gave the summary. Keyword: Case Studies, In-Class Team Assignment, Final Projects, International Management and Channels of Distribution Harvard University, Cranfield University (UK) and many other research institutions published case studies for 25 years. International Management and Channels Distribution were taught in an undergraduate business program and a MBA program respectively. Job market is very good. A quick search on Indeed (2011) yielded 5,850 jobs for international manager and 1,160 jobs for channels distribution. This search was done for Manhattan zip code 10001, and within a twenty-mile radius. In the down economy, managers and distributors are still...
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...Steel in rural India: Big market waiting to be tapped INDIAN steel production grew 2.5 per cent in the first six months of this fiscal. Together with the surplus capacity, this makes for a mutually reinforcing cause-and-effect relationship, impacting the sector's performance. Though recently the demand for long products, traditionally used by the construction sector, has been on the rise, the prospect for flat products, linked to downstream industries, remains bleak. With the per capita consumption of steel in India almost static over the last few years at around 26 kg, one of the lowest in the world, demand growth is a matter of concern. The Ninth Plan working group predicted a domestic demand of around 31 million tonnes by 2000-2001. The actual aggregate demand, however, has not exceeded 26 million tonnes till now. Unfortunately, however, the production capacity of the steel industry has exceeded the 30-million-tonne mark. This mismatch has affected the country's steel scenario. Traditionally, steel demand has been linked to construction and infrastructure development. Over the last five years, two other segments — white goods and automobiles — have assumed importance. This segment-wise categorisation does not take into account the rural sector. And demand projections for general segments do not reflect the potential for increasing steel consumption in rural areas. The rural sector, especially in such prosperous States as Gujarat, Maharashtra, Rajasthan and western...
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...[pic] TABLE OF CONTENTS Executive Summary………………………………………………………………. 3 Situational Analysis…………………………………………………………...….. 4 S.W.O.T. and Issues Analysis……………………………………………………. 16 Goals and Objectives……………………………………………………………... 19 Marketing Strategy……………………………………………………………….. 20 Action Plans and Programs……………………………………………………….. 25 Financial Analysis…………………………………………………………….….. 28 Controls and Contingencies…………………………………………………….… 29 Executive Summary Market Overview The kitchen cabinet industry consists of over 10,000 manufacturers with 2010 estimated sales of $9.7 billion. Industry revenue is concentrated within top manufacturers with the top 50 accounting for 65% of the revenue. Cabinet manufacturers have witnessed a drastic reduction in overall sales with a decline in sales of 45% over the past four years. Industry experts are predicting that the market will stabilize by the end of 2010 with industry sales increasing to $15.2 billion by 2014. Due to the drastic decline in the market, over the past four years, manufacturers have been focusing on cost cutting initiatives and efficiency improvement to achieve profitability. Cabinet manufacturers view fasteners (staples and nails) as a commodity primarily due to the lack of differentiation. Generic fasteners have slowly increased their presence, through distributors, resulting in increased focus on price. Fasteners are used during the assembly process to join the wood components until the...
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