customer and retailer perception about wipro lighting products

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Wipro Consumer Care & Lighting

EXECUTIVE SUMMARY

The lighting industry in India is growing at rapid rate of 12% in general the consumer

lightning segment is growing at the rate of 16% the global Manufactures like Wipro,

Philips, Anchor, Oreva, an Mysore lamps are growing very fastly in Indian market .The

lightning industry has become the core of in consumer lightning in todays market with

new launches like CFL lamps which have quality to save power and new research are

going on in lighting industries. This shows the potential market in India a low cost andgood quality products of lightning make India a major lightning manufacturing hub. As

per market a consumer needs of various lightning products is increasing the

manufacturing industries.

Wipro consumer Care Company in the year 1991 establishes Wipro Lighting called as

Wipro consumer care and lighting (WCCLtg).a business unit of Wipro limited. Business

has also seen a surge in domestic lighting in Fluorescent tubular lamps and Compact

Fluorescent Lamps (CFL) segment. The institutional lighting business is a clear leader in

a variety of segments like software, pharma and retail besides having tremendous success

in outdoor lighting and energy saving lighting devices. With change as the only constant. And

consistent growth as the only means to create value for all stakeholders.

The project titled by Customer and Retailer perception towards

Wipro lighting products is an attempt to check the satisfaction level of customers

and retailers towards Wipro lighting products. The main aim of this project was to find

what retailers and customers find the level of satisfaction of customer regarding the pre-

purchase and post-purchase of Wipro lighting products and find the areas for

Improvement of Wipro lighting products preferred by the retailers and consumers.

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Area of study was limited to chikodi rural markets and Belgaum city. The methodology

has been adopted Questionnaire methods with personal interviews and the result

collimated according to the nature of Question asked.

OBJECTIVES

The objectives of the project or study are as bellow:

1) To know awareness of Wipro company lighting products.

2) To know the customer perception about Wipro company lighting products.

3) To find out the problems in market of selling Wipro company lighting products

4) To ascertain the various reasons as to why respondent prefer Wipro company

lighting products.

5) To enumerate the role of promotional activities undertaken by the Wipro

company.

SCOPE OF THE STUDY

THE SCOPE OF THE STUDY REFERS TO THE PLACE AND VARIOUS ASPECTSCOVERED DURING THE COURSE OF THE PROJECT WORK WHICH INCLUDES

THE FOLLOWING:

1. The level of satisfaction towards Wipro lighting products.

2. The effectiveness of the promotional strategies adopted by Wipro Company

3. This project was carried out at Wipro FMCG Hubli

4. All respondents selected for the survey were from chikodi city and rural area.

RESULTS1. The awareness level is around 96%.2. Perception fairly good in quality but bad in price Factor.3. CFL is the leading to sell all around.4. Promotional activity of CFL is liked by the every one.

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CONCLUSIONS

CONSUMERS

1. Customer are aware of the Wipro lighting products in chikodi and rural area is veryhigh.2. Customer are very happy with promotion activity taken by the company in CFL

products .and they are excepting for other products the similar kind of offers.3. Customer are very happy with the quality activity offered by the Wipro company.4. Quality is the most important which see by the customers and they want best qualityproducts at low rate.5. TV found to be the best media to advertise. This is most powerful way to createawareness.6. Customer wants low cost as offered by the local companies.

CONCLOUSION:RETAILERS

o Promotional activities are a must for lighting to push in the market.

o Brand name is play a vital role when selling the lighting products.

o Quality of Wipro lighting products is very good accepted by the

retailers.

o Sales margin is best promotional activity.

o Offers are accepted by the Retailers company have giving good offers

in CFL tubes but the local companies are giving much more marginthat is big problem.

o Philips is main competitor to the Wipro Lighting products.

RECOMMENDATIONS

Wipro should make effective promotional strategies to promote lighting products in

rural area.

The survey also showed that the retailers are not satisfied with the commission which

provided by the company. Company have to make some new strategies for retailerswhich can attract them to buy and sell. Improvement in sales margin is best strategiesthat I can suggest.

Quality of Wipro lighting products is very good. So Wipro have to look at price factor

which is the main problem.

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Credit facility must be enhanced according to the market trend.

INDUSTRY

OVERVIEW

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Consumer Care & Lighting Industry

IN THE BEGINNING -

Let There Be Light!

In the beginning it was dark and cold. There was no sun, no light, no earth, no solar

system. There was nothing, just the empty void of space. Then slowly, about 4.5 billion

years ago, a swirling nebula, - a huge cloud of gas and dust was formed. Eventually this

cloud contracted and grew into a central molten mass that became our sun. At first the

sun was a molten glow. As the core pressure increased, and the temperature rose to

millions of degrees - a star was born. Through the process of thermonuclear hydrogen

fusion, the sun began to shine.

This was the nebular hypothesis, first proposed in 1755 by the great German philosopher,

Immanuel Kant.

EARLY LAMP FUELS - (c 5000 BC)

The fuel used in ancient lamps, depended largely on availability. Olive oil was probably

the principal fuel employed in the Mediterranean countries, and was exported to areas

where the olive did not grow. Other oils which were probable used in lamps includesesame oil (mainly in the East), nut oil, fish oil, castor oil and other plant oils.

Lamp fuels were editable, so lamps were more likely to be used by the wealthy than the

poor. In times of hunger, fats would be consumed by the poor, and they would have less

fuel available for their lamps.

EARLY LIGHTING

In the ancient civilizations of Babylonian and Egypt, light was a luxury. The Arabian

Nights were far from the brilliance of today. The palaces of the wealthy were lighted only

by flickering flames of simple oil lamps. These were usually in the form of small open

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bowls with a lip or spout to hold the wick. Animal fats, fish oils or vegetable oils (palm

and olive) furnished the fuels.

ELECTRIC ARC LIGHT/ CARBON ARC LIGHT - (1809)

In 1809, SIR HUMPHREY DAVY first demonstrated the electric carbon arc at the Royal

Institution in London. The electric arc was also used for lighting at the Paris Opera. At

that time and until about 1860, the only source of electrical power came from batteries.

After the electric generator developed sufficiently, there was a surge of activity from

1878 onwards. (B.S.M.)

Electric arc lamps were introduced outside the Paris Opera in 1877. These were

[JABLOCHKOFF] candles in which two parallel sticks of carbon where separated by an

insulator which was melted slowly away by the arch thus self-feeding the two carbons.

By 1884 there were 90,000 electric arc lamps burning by night in the USA, where

development was on a greater scale than elsewhere.

The principal of the electric arc is still used today by many older followspots and film

projectors, used in entertainment facilities around the world. Modern followspots and

projectors now tend to rely on a High Intensity Discharge, (Xenon, CSI, HTI, etc.) lamps,

instead. See also: [FIRST - FOLLOWSPOT]

FIRST - ELECTRIC FILAMENT (INCANDESCENT) LAMP - (1874)

Although Edison did not invent the electric filament lamp, he did however turn theory

into practicable form and was one of the first to successfully market incandescent

lighting. We must not over look the work done before him by [SWAN] (Britain), Cruto,

Gobel, Farmer, Maxim, Lane-Fox, Sawyer, and Mann, to name only a few. The first

Canadian patent covering an incandescent lamp was submitted by Henry Woodward and

Matthew Evans, dated July 24, 1874 - approximately five years before the development

of the Edison lamp. It was probably however, the German chemist Herman Sprengel who

pioneered the vacuum light bulb in 1865.

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GENERAL ELECTRIC COMPANY - (1892)

Created in 1892 through a merger of Edison's General Electric with Thomson-Houston

Electric Co. The Edison name was eliminated because it had lost prestige since an

electric chair fiasco two years earlier. Edison still insisted that DC not AC current should

be used.

Today, General Electric has grown to be one of the largest suppliers of electrical

components, appliances, equipment and machinery, in the world. The company is a major

manufacturer of lamps (light bulbs) for all applications. In 1985 General Electric

purchased RCA and its National Broadcasting Co. for $6.3 billion US dollars.

ELECTRICITY - (1899)

Although many early men experimented with electricity, none knew that electricity was

atomic in nature. It was the English physicist Joseph John (later Sir Joseph) Thompson,

who finally lifted the veil shrouding the phenomenon of electricity. In 1899, he

demonstrated that electrons are the carriers of electricity, and, further that each of them

carries an elementary quantum of a negative electric charge.

MERCURY-VAPOR LAMP - (1901)

The first practical mercury-vapor lamp was the Cooper-Hewitt lamp developed by PeterCooper Hewitt in 1901. This was a tubular source about 4 feet long which produced light

that was distinctly bluish green in color. The first high pressure mercury lamps similar to

the ones used today, were introduced in 1934 in the 400 watt size. Today, mercury lamps

now available, range in size from 40 watts to 1000 watts. Mercury lamps produce

approximately 55-60 lumens per watt.

Operation: the arc tube of the mercury lamp has argon gas and a little pearl of mercury as

filling ingredients. It's electrodes are made of tungsten and carry an emitter paste, e.g. a

barium-yttrium compound, that reduces the ignition voltage required to start the lamp.

Within three to five minutes after ignition, the mercury is completely vaporized and the

characteristic blue-green spectrum of the mercury discharge is emitted. It contains strong

ultraviolet radiation at wavelengths of 254 nm and 365 nm. Radiation in the red area of

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the spectrum is virtually negligible. A mercury lamp's color temperature ranges between

4000K and 4500K, while its color rendering index (CRI) is only approximately 20, for a

clear bulb. Applying phosphor coatings to the outer bulb increases the light output by 10

to 15 percent and improves the CRI to approximately 50.

GAS FILLED LAMP - (1913)

Up to this time, all lamp filaments operated in a high vacuum. After the introduction of

the tungsten filament, by [COOLIDGE] the next highly significant step in the

development of the incandescent lamp, came in 1913 when [LANGMUIR] (G.E.

Research Lab.) made the first gas-filled lamp, at atmospheric pressure. He found that the

higher pressure did reduced evaporation of the tungsten, but so much heat was conducted

away by the gas that the lamp efficiency was reduced. He discovered that coiling the

filament reduced the effective area exposed to the gas and thus minimized the loss of

heat. Coiled filament gas-filled lamps in 500, 750 and 1000 watt sizes were introduced in

1913. They gave a much better light at higher efficiency with the same life as former

lamps. Nitrogen gas was used in the first lamps but argon was substituted in 1914. Argon

has lower heat conductivity than nitrogen. These lamps could be made smaller than

carbon lamps and produced three times the light per watt.

FLUORESCENT LAMP - (1937)

The fluorescent lamp was first introduced to the public at the New York World's Fair in

the late thirties (1937). The lamps were introduced commercially in about 1938. The

fluorescent lamp is a low pressure gas discharge source, in which the light is produced

predominantly by fluorescent powders activated by ultraviolet energy generated by a

mercury arc. Typically, a fluorescent lamp must efficiently generate 253.7 millimicron

ultraviolet radiation to excite the phosphors coating the inside of the tubular glass bulb.

The lamp is usually in the form of a long tubular bulb with an electrode sealed at each

end. The modern fluorescent lamp has an efficacy of approximately 65-80 lumens per

watt. Today fluorescent lamps are also available in circular and 'folded' shapes. Lamps

with various different color temperatures and color rendering properties are commonly

available. The most common fluorescent lamp is the CW or cool white version, although

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new 'warmer' versions are now gaining popularity, worldwide. All fluorescent lamps

require a ballast, for operation.

Developed in the late 1980's the compact fluorescent lamp revolutionized the lighting

industry. This lamp (also referred to as the PL lamp), is simply a folded fluorescent tube,

sometimes no larger than a standard 'light bulb'. The ballast is usually mounted in the

base pf the lamp. This new lamp allows most household incandescent lamps to be

replaced with these new energy saving fluorescent lamps. In addition to retrofit

applications, new 'pot light' fixtures have been developed specifically for the PL lamps,

for residential, commercial and industrial lighting applications. PL lamps are available in

various wattages from approximately 9 - 50 watts, and are available from all major lamp

manufacturers.

The progress of mankind is start with wheels, and its second step is invention of electrical

power. After that man never look back he rapidly is growing. In every work man using

electrical power .at 18th century Thomas a scientist invent electrical lamps called as bulbs.

After big invention manufacture of lighting industry starts. Till today this is one of the

biggest businesses all over world. All over world there are many more manufacturing

companies which producing lightning products and making business.

You would probably guess that any discussion about the early use of electricity

would have to include Thomas Alva Edison, and you'd be right. Although knowledge of

electricity dates back to the ancient Greeks, it wasn't until Edison's pioneering work with

electricity in the late 19th century that we were able to harness electricity in a useful

way. Edison's invention of the incandescent light bulb in 1879 revolutionized our way of

life and we have him to thank for the last 125 years of electric innovation.

Invention of the Light Bulb

On October 21, 1879, Edison created his now famous incandescent light bulb, which

burned for 40 hours. During 1880, Edison continued work to refine his light bulb. He also

began exploring ideas for an equally important invention: a way to generate and transmit

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the electricity his light bulb would need. A practical and reliable electricity supply was

essential if the light bulb was ever to become a practical appliance for homes and

businesses.

By the end of 1880, Edison had formed the Edison Electric Illuminating Company to

build central station electric generating plants in New York City. The first central power

plant-Pearl Street Station in lower Manhattan-began generating electricity on September

4, 1882. Pearl Street had one generator and it produced power for 800 electric light bulbs.

Within 14 months, Pearl Street Station had 508 subscribers and 12,732 bulbs.

Electric Power Industry, Electricity Milestones

Through the years, a number of events have shaped the nation's electric power industry.Technologies that are powered by electricity have also influenced the way we live and

work. Listed below is timeline of these important milestones:

Year Electric Utility Industry Electric Technology

1800 First Battery Invented

1816 Gas Light Co. of Baltimore--first energy utility inUSA, predecessor of Baltimore G&E.

1820 Electromagnet

1821 Electromagnetic Induction

1837 DC Motor Patented

1839 Fuel Cell Demonstrated

1844 Arc Lamp Introduced

1859 Storage Battery

1876 Telephone Invented

1878Edison Electric Light Co. (NY) - First electriccompany

1879National Association of RegulatoryCommissioners founded as association of railwaycommissioners

Practical Incandescent Lamp

1882First Central Power Station--Pearl Street--Opens

(NYC)

1884 Steam Turbine Generator

1888 Electric Meter Patented

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1893 AC Power Chosen for Niagara Power

1895 First Hydroelectric Generation

1902 Commercial Air Conditioning

1906 Electric Range Marketed

1907 Electric Washing Machine

1911 Neon Light Patented

1912 S. Insull starts electric utiltiy holding company

1913 Home Electric Refrigerator

1925 Electric Phonograph Produced

1929 TV Picture Tube Demonstrated

1933

Tennessee Vally Authority (TVA)

Edison Electric Institute Organized

1935 Public Utility Holding Company Act

1936 Rural Electrification Act

1938 Fluorescent Lamp Introduced

1946 Atomic Energy Act

1947 First Microwave OvenProduced; Transistor Invented

1949 First Gas Turbine Power Plant

1952 First Practical Heat Pump Sold

On the evening of October 21, 1879, Thomas Edison began to test a new filament

material for the incandescent electric lamp he had been working on for fourteen months.

Edison had conducted hundreds of trials with different filaments and would eventually try

over 6,000 materials. For this test, Edison used a short length of cotton thread, baked to

eliminate everything but carbon (i.e., carbonized), and housed within a glass bulb

evacuated of almost all oxygen.

The new filament was a breakthrough, burning more than half a day. With additional

refinements, Edison had created what no one else had beforea practical electric light

bulb. But Edison did not stop there. For electric lighting to become a commercial

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reality, Edison had to develop a complete distribution system, bringing electricity from

the generator to the light fixture.

Edison's invention of the long-lasting incandescent light bulb and development of the

electric light and power system revolutionized our way of life, creating a future bright

with possibility that few ever could have imagined. Electricity has made possible

Technologies that have benefited society and powered our economy through ever-

increasing levels of convenience, comfort, productivity, and environmental protection.

Today, U.S. shareholder-owned electric companies are carrying on Edison's tradition,

providing affordable, reliable electricity to millions of homes and businesses, while

finding new and innovative ways to generate this power cleanly and efficiently

In todays world we cannot imagine a life without lighting products. Every man

wants lighting products to make his/her life full of brightness. No body want to leave in

darkness. Bulbs, tubes are some electrical products which make mankind life very bright.

In India there is many more company which manufacturing lightning products.

The big name like Philips, Oreva, Anchor, Wipro, harshal, Hindustan is some company

which producing lighting products .In India lightning industry is one of the biggest

business which growing very fastly an making profit.

The following are the some major companies of the India in lighting

manufacture sector.

Sl no Name of the Company

1 A.K.Electricals

2 Apco India

3 Ariahant enterprises

4 Baliga lightings

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5 Crompton limited

6 Decon lighting

7 GE Lightings India

8 Jain industrial lightning corporation

9 Sam Internationals

10 Techno Electricals

11 Jayanta lamp industries

12 Wipro consumer care and lightings

13 Philips India

14 Ajanta Electricals

15` Anchor Electricals

A new invention in lightning industry is going on new invention like CFL tubes which

have capacity to save power with more brightness and many more new products are

inventing by these industries, day by day new invention taking place in these sector.

Every company wants to produce products which have good quality at low price of

manufacturing for that company investing many more money on new invention which

give good products to consumer at low price.

In this sector there is much competition between company Philips and Wipro are

the two market leaders in the market. And there is many more local companies which

gives competition to the big companies. In next section I gave some company profiles

which are the leaders in India in lighting manufacture segment.

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Lighting Industry: Overview

Rs. 2500 crore industry (US $ 58 mn) in 06-99, with 20% of turnover coming

from the unorganized sector.

Imports < 5%.. Around Rs. 100 crores (US $ 22 mn) in 06-07. Exports around Rs.

200 crs (US $ 44 mn) in 06-07

Technological sophistication is still in its infancy stage

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Lighting industry in India is seven decades old and has gone through a period of

transition and growth

Lighting load is approximately 17% of the total connected load - around 200,000

MW for the year 2010

The industry has developed from being an importer of lighting systems to a self

sufficient, indigenous producer of lighting systems

Markets

Products

There has been effective widening of locally produced range of lamps along withadvent of electronics in lighting thereby supplying better, more efficient and

cheaper lighting with improved aesthetics

In incandescent lamp a tungsten element is sealed in vacuum or inert atmosphere

and heated to high temperature by passage of electric current and the hot filament

emits light

In fluorescent lamps the emitted radiation is predominantly ultra violet which is

converted into visible light. CFL a relatively recent introduction in this category

In discharge lamps current is passed through gas sealed in a tube and the gas

atoms emit their characteristic radiation

Markets Incandescent lamps account for over 70% of the market, fluorescent tubes for 20

- 25% of the market in value terms.

HID lamps for the balance

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Incandescent lamps

0

100

200

300

400

500

600

700

800

99-

2000

2001-

02

2002-

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04

2004-

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2006-

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Mn nos

Structure

Raw material

Major raw materials:

Glass shell : Requirements met indigenously

Lead glass tubing and rod : Requirements met indigenously

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fluorescent lamps

0

50

100

150

200

250

300

99-

2000

2001-

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2002-

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2003-

04

2004-

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2005-

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2006-

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Tungsten filament : Tungsten rods and wires required for making the filament is

imported

Molybdenum wires : Major raw material for this imported

Lamp caps : Several units producing this component for local market and exports

Lead in wire : Small sector activity high as investment involved is low

Components wires : Import is restricted to certain raw material required for the

manufacture of Dumet wires and Monel

Industry Structure

GLS : Around 12 players in the organized sector; > 100 manufacturers in the

unorganized sector

Fluorescent lamps : Around 14 manufacturers in the organized sector - 6 of

them account for a major share of this market

Most of these players have technology tie-ups

Major players

Incandescent Lamps

Phillips India, Thane; Surya Roshini, Nainital; Crompton Greaves, Ernakulam; Electric

LampManufacturers (India), Calcutta; Wipro, Bangalore; Mysore Lamps Works, Bangalore;

Punjab Anand

Lamp Industry, Mohali; ECE Industries, Sonipat; Bajaj Electrical, Pune; GE Lighting,

Nadiad

Fluorescent Lamps

Surya Roshini; Punjab Anand Lamp; ECE Industries; Crompton Greaves; Bajaj

Electricals Ltd.,Wipro (WCCLtg);

Philips India Ltd.;

HID Lamps

GE Lighting, Bajaj Electricals, Surya Roshini, Philips India

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Private Label (Branding) Business

Lighting India has been also doing Private Brand lamp business for various lamp

manufacturers in India. We believe that with our expertise in the lighting industry, highstandards of business management and 6 Sigma Product quality management and

excellent costs control, we are in a good position to create WIN-WIN situations with our

business partners. We can brand GLS/ FTL/ HID lamps for you. Contact us for your

requirement.

Exports

GELI Currently is exporting to Srilanka, Bangladesh, Nepal, Bhutan, Australia and many

more countries in Asia and Middle East Africa. We are selling GLS, FTL, HID, MLL and

Sodium lamps to the above countries. If you would like to have more information of

Exports of our products please do not hesitate to contact us.

Usage

Incandescent lamps and fluorescent lamps are generally used for indoor lighting

Incandescent lamps are inefficient and have a low life

Discharge lamps are energy efficient and have a longer life

Discharge lamps such as high pressure mercury, high pressure sodium, metal

halide are commonly used for outdoor lighting

Concerns

Key Success Factors

Backward integration and / or mergers will be a key for survival

Wide distribution network and reach critical to success

Export market to be seriously pursued

Development of energy efficient lighting sources & control systems

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Business Concerns Lack of economies of scale in most units

High input costs of new materials & components resulting in non competitive

prices and poor exports

CFL which offer significant energy savings are still not competitive, as

incandescent lamps in the 25 - 100W range continue to dominate the domestic &

commercial lighting

Over capacities have resulted in price wars & commission wars, profitability of

players have eroded

Cheap imports from China and Korea a serious issue

Future

Future Outlook

Due to ever increasing energy costs & growing environmental concerns

CFL will be the order of the day (as it saves 80% on electricity bills)

Increasing energy, maintenance costs & serious concerns with respect to

safety will result in Electronic Control Gear (ECG) replace conventional

Ballast

In FTL segment should shift to energy efficient tri-phosphor lamps of

lesser diameter which is the international trend

Demand Drivers Massive rural electrification programme which is underway will increase the

demand

Growing middle class will add to the existing demand

Industrial lighting demand directly related to industry growth

Summing up

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Industry expected to grow at 10-12% in the next fewyears.

About the competitor companies

Philips India limited

1930

- The company was incorporated on 31st January, 1930, at Calcutta as a Private Company

under the name "Philips Electricals Company (India) Limited" by N.V. Philips

Gloeilampenfabrieken, Eindhoven.

1956 - The name was changed to Philips India Private Ltd. on September 12th.

Lighting

For Philips, improving lives with light goes back to our founding fathers in 1891. At

Philips Lighting, we carry this tradition forward, across all three domains: Healthcare,

Lifestyle and Technology.

Through a huge array of products, and variety in design, intensity, color and effects, we

help make life easier and more efficient. From lighting for interiors and offices to

Olympic Stadiums and the Eiffel Tower, we beautify peoples homes and public spaces

and enhance safety and a sense of well-being.

Light can provide heat, purify water, treat disease, increase road safety even play a role

in semiconductor manufacturing and were active in them all.

Design

Philips Designs 450 professionals share one mission: to create a harmonious relationship

between people, objects and the environment, both natural and man-made. Our visionary

approach enriching design with human sciences, user research and a constant, clear

people focus allows us to shape technology in a way that answers peoples existing and

latent needs.

We help make Philips brand promise tangible through solutions that fit naturally into the

context of peoples lives in meaningful ways. And in line with this, we play a leading role

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in many international consortia and public research programs in the fields of Healthcare,

Life style and Technology.

The Indian economy appears set on a sustainable high-growth trajectory with GDP

growth averaging 8% over the last four years. In the first nine months of the current fiscal

year, industrial production has grown 10.8% reflecting continued economic buoyancy.

The strong surge in domestic consumption in the housing, automotive and consumer

durable sectors is a signal of overall optimism and confidence in the economy. Higher

foreign direct investment inflows, growing savings rate and the anticipated larger

government outlays in agriculture, health and the social services support growth

momentum. However concerns over inflation and the Central bank's monetary policies

could contain credit availability in the coming year thereby moderating growth.

LIGHTING

The Division enjoyed double-digit growth, making it the fifth consecutive year of growth.

Overall the Division sales grew by 12%, with the Automotive, Lighting Electronics,

Luminaries and Lamps businesses growing at healthy rates. Market shares increased in

these business groups, giving the division an overall share of close to 30% in a growing

market, where existing lighting and new non-lighting players are making their presencefelt with new products and increasing their production capacities.

Compact Fluorescent Lamps (CFL) led growth in the lamps segment. The excellent

growth in CFL was also in line with the energy conservation initiatives taken by various

state governments/energy conservation authorities. The rural market strategy envisaged a

few years ago continues to help the business sustain its growth ambitions. Regular

introduction of new and cost-competitive products from the Luminaries and Lighting

Electronics groups have helped these businesses to grow and maintain market leadership.

The Division executed some key lighting projects across the country including the one at

the Howrah Bridge in Kolkata using state of the art LED lamps which is displayed on the

front cover of this year's Annual Accounts. The Division remains committed to cost,

quality and process improvements. The outlook for 2007 remains positive and the

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Division expects to sustain growth through increased market penetration, new and cost-

competitive products and increased focus on energy saving products.

.

COMPANY PROFILE

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Wipro started in 1945 with the setting up of an oil factory in Amalner a small town

in Maharashtra in Jalgaon District. The product Sunflower Vanaspati and 787

laundry soap (largely made from a bi-product of Vanaspati operations) was sold

primarily in Maharashtra and MP. The company was aptly named Western India

Products Limited.

The Birth of the name Wipro - As the organization grew and diversified into

operations of Hydraulic Cylinders and InfoTech, the name of the organization did

not adequately reflect its operations. Azim Premji himself in 1979 selected the

name "Wipro" largely an acronym of Western India Products. Thus was born the

Brand Wipro. The name Wipro was unique and gave the feel of an 'International"

company. So much so that some dealers even sent their cheques favoring Wipro

(India) Limited. Fortunately, the banks accepted them!!

By the early 90s, Wipro had grown into various products and services. The Wipro

product basket had soaps called Wipro Shikakai, Baby products under Wipro

Baby Soft, Hydraulic Cylinders branded Wipro, PCs under the brand name

Wipro, a joint venture company with GE named Wipro GE and software services

branded Wipro. The Wipro logo was a 'W", but it was not consistently used in the

products.

ABOUT THE COMPANY CHAIRMAN

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In 1966, at the age of 21, Premji took on the mantle of leadership of Wipro. He began his

stint in Wipro with a simple Vision to build an organization on a foundation of Values.

Under his leadership, the fledgling $2 million hydrogenated cooking fat company has

grown to $3 billion IT, BPO and R&D Services organization, serving customers across

the globe. Wipro is the largest third party R&D Services provider in the world. Business

Week ranks it among the top 100 Technology companies globally today. Forbes counts

Wipro in its list of Fab 50 Firms of Asia. Wipros growth continues be driven by its core

Values.

Azim Premji is a graduate in Electrical Engineering from Stanford University, USA

Wipro Consumer Care and Lighting, (WCCLtg) a Business Unit of Wipro Limited, has a

profitable presence in the branded retail market of toilet soaps, hair care soaps, baby care

products and lighting products. It is also a leader in institutional lighting in specifiedsegments like software, pharma and retail.

Wipro Consumer Care has been one of the fastest growing FMCG companies as reflected

by the organizational performance in the last three years. We have grown both

organically and through acquisitions.

Our organic growth has been lead by growth in toilet soaps (led by Santoor), domestic

and institutional lighting and our recent foray into modular furniture. We have also

gained from new launches in fabric wash (Wipro Safe wash) and the wellness segment

(Wipro Sanjeevani - honey and Isabgol).

The Lighting business has also seen a surge in domestic lighting in Fluorescent tubular

lamps and Compact Fluorescent Lamps (CFL) segment. The institutional lighting

business is a clear leader in a variety of segments like software, pharma and retail besides

having tremendous success in outdoor lighting and energy saving lighting devices.

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Mile Stones

1947 - Establishment of an Oil crushing unit at Amalner in

Maharashtra

1970 - Manufacture of Hydrogenated cooking (Vanaspati) medium at

Amalner

1982 - Introduced Flexi Packs for Hydrogenated cooking medium - a

first in India

1986 - Santoor soap launched

1991 - Wipro Lighting established

1991 - Wipro Baby Soft Products launched

1999 - Launch of Wipro Active

2003 - Launch of Wipro Safewash

2003 - Glucovita acquired

2003 - Chandrika Marketing Rights obtained

2004 - Launch of Santoor Facewash and Cream

2005-06 Amongst the fastest growing FMCG companies

Manufacturing efficiencies comparable to the Global Best-In-Class.Use of Six-Sigma tools to constantly understand and improve business processes.

Pan Indian Sales and Distribution Infrastructure among the top 5 in India.

Strong business and managerial practices.Strong brands with exceptional value

propositions.The task ahead are to build on these strengths to create a future proof

organization with a DNA wired for aggressive growth through consumer intimacy.

The WCCLG vision for the future is to be:

Among the top 10 FMCG companies in India

An Employer of choice for the best talent in all functional field

WCCLG has a commitment to creating Business Managers who are capable of

understanding the business in its entirety and driving it to the next level ; people who

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understand the consumer psyche, anticipate need gaps and create products to fill these

gaps before anybody else. People who can unlearn as fast as they learn and adapt to new

business paradigms without losing momentum. People who have fun while doing all of

the above.

Wipro Consumer Care and Lighting, (WCCLtg) a Business Unit of Wipro Limited, has a

profitable presence in the branded retail market of toilet soaps, hair care soaps, baby care

products and lighting products. It is also a leader in institutional lighting in specified

segments like software, pharma and retail.

Wipro Consumer Care has been one of the fastest growing FMCG companies as reflected

by the organizational performance in the last three years. We have grown both

organically and through acquisitions.

With revenues crossing the Rs.6000 Min mark in 2005-06, the companys organic

growth strategies are clearly working. Also the acquisitions like Glucovita and

Chandrika the company has signalled its intent to be a bigger and more

aggressive player in FMCG. While Chandrika has helped strengthen presence in

ethnic ingredient based soaps, Glucovita has marked the companys entry into the

Well Being category. One of the most recent acquisitions being Northwest Switches.

WCCLGs acquisition strategy is to identify under-marketed brands, on which the

company can leverage existing strengths in marketing or distribution.

WCCLGs other brands include flagship Santoor toilet soaps, talcs, face wash

and fairness cream, Wipro Baby Soft, Wipro Shikakai, Wipro Safe wash among

others. Wipro has also entered the Honey and Isabgol Category under the Brand name

Sanjeevani.

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Brands

Over the past few decades, WCCLG has seen consistent growth both in

terms of presence in number of categories and growth within categories its

already present in. From a purely Vanaspati companies WCCLG has moved to

having a vast plethora of brands spanning across categories. WCCLG is one of

the few companies that believe in constantly improvising its current brand

portfolio along with entering newer categories. WCCLG has successfully built

brands both organically and through acquisition. WCCLG has also set up offices

internationally to leverage its strong brand portfolio. Brand building has always

been the focus of the organization even if it meant spending disproportionately

high investments in the initial years. Each brand in the WCCLG basket has a

distinctive positioning catered to address a specific consumer need.

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Lighting

At the heart of each of our brands and strategies are key consumer insights. An extensive

use of market research helps us understand the changes taking place in the lives of our

consumers and how their needs are evolving. Proprietary research methodologies help us

develop innovative offerings and products to meet these changing needs and therefore

deliver satisfaction.

Wipro Smartlite

With its sleek looks, guaranteed life - 5 times longer than an ordinary bulb, and superior

lumen output - 5 times more per watt than a bulb, Wipro Smartlite is a must for Smart

Homes. Available in both retrofit and non retrofit options.

Wipro presents its Smartlite range of CFLs for an energy starved nation. Wipro has

been aggressively promoting the use of energy efficient lighting system through its brand

Smartlite. Wipro Smartlite CFL is the 3rd largest brand of CFL in the country today. The

brand has roped in celebrity Paresh Ravalwho not only educates the consumer about

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savings through switching from bulbs to CFL but also about using inferior quality CFLs

that consumes more energy and do not last long.

Wipro Smartlite CFLs are positioned as money saving device which by itself acts as a

savings account for the house. Wipro provides high quality CFLs having product quality

complaints of less than 0.1%.

Wipro CFLs consume 5 times less power than an ordinary bulb while giving the same

amount of light. It lasts upto five time longer than regular bulbs. All this adds up as a

saving for the consumer. Wipro is aggressively promoting this thought so that the usage

of CFLs can increase and energy can be conserved

Trivia Wipro Smartlite Aapke ghar ka savings account

Wipro CFLs are available in a wide ranging from 5W to 25 W. CFLs having various

bases and lumen intensity are available to suit the taste and needs of the consumer.

Wipro Bulbs and Tubes

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Wipro domestic luminaires are made in an ISO 9001 certified facility under stringent

quality controls to give you the very best quality.

Wipro Longlite GLS lamps are manufactured using superior ribbon glass shells and are

guranteed to last 30% longer* than other bulbsWipro FTL's are manufactured using a High grade Powder from Nichia, Japan to give

you the whitest, brightest light.

Wipro Consumer Care and Lighting has a sizeable presence in the lighting segment.

Wipro has a range of products for the household and institutional segment. Wipro is a

leading player in the institutional segment .Wipro has a range of innovative products

which provide maximum value for money to the consumer in the household segment..

The range includes GLS (General Lighting System) FTLs (Tube lights), CFLs

(Compact Fluorescent Lamps), Luminaries and other light fittings.

GLS (Bulbs) Safelite and Longlite

Wipro provides high value for money bulbs with its brand Safelite and Longlite. The

bulbs are manufactured in ISO certified factory. The bulbs last upto 30% longer than

other ordinary bulbs and are also safe for the eyes. Wipro Bulbs have UVS technology

that ensures that harmful UV rays are not emitted by the bulb and thus prevent anydamage to the eyes of the consumer.

Wipro truly believes in applying thought so that it can provide relevant and innovative

products to the consumers. Wipro also believes in providing the right inputs to the

consumers so that they can make educated choices. With this philosophy in mind, Wipro

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has conducted a lot of eye check up camps across various states. Through these camps,

kids were educated about eye care and tips were given to them. These eye camps also

served the purpose of helping some parents realize vision related problem with their kids

so that timely action could be taken on the same. Wipro has always been committed to

understanding and addressing the needs of its customers. Given the backdrop of concern

regarding eye-care, Wipro Safelite offers a valuable benefit to its consumers Light that

is safe and soothing for the eyes.

In order to provide the best quality products, Wipro has initiated a lot of steps at its

factories. Wipro factories are progressing towards achieving 6 sigma in quality so that

the consumers can get maximum value for their money.

Wipro has a wide range of GLS products to suit the various needs of the consumer.

Starting from decorative lamps to reinforced lamps, Wipro has a range of products to

meet varying needs.

Wipro Domestic Accessories

Wipro Domestic Accessories are designed to give you trouble free service year after year.

You can choose from a range of fittings to suit your budget and your walls.

ABOUT THE PROJECT

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Introduction to the project

Product: Lighting products

Company: Wipro Consumer Care & Lighting, Hubli

Title: Customer and Retailer Perception about

Wipro Lighting Products

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THEORETICAL BACKGROUND FOR THE PROJECT

As marketing is a process, which starts with customer and ends with customer. The

customer has become the main focus and all the marketing strategies revolve around him.

Previously the manufacture used to make a product and sell it to the customer without

any importance to after sales-service. But today marketing is totally changed and based

on customer wants and needs the products are designed and provided to the end

customer.

In case of lighting industry also the scenario has totally changed. Till early 80s there was

not much competition. There only few companies in the market and competition is very

less. But after LPG (Liberalization, Privatization, Globalization) there vast change in

Indian economy as most of companies are entered in lighting sector. After that

competition is increased. Then company realize the importance of customer and his needs

and what he except from the company product. Company has begun to invest on research

to understand and what is the perception about the product.

UTILITY OF THE PROJECT

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The study was undertaken for the partial fulfillment of the academic purpose. It

would also rather give important inferences for the company and also for the application

of theoretical knowledge into practical experience.

The company can gain what is most required for it to know about the changing

customer preferences and satisfaction towards its product. It can give a major inference

by studying the conditions of a market to know what customers expect from them and

which would rather result in fruitful decision-making. As far as the study was concerned

it would give me a practical experience and knowledge about the market condition.

Customer satisfaction

The feeling that a product has met or exceeded the customers expectation.

Keeping current customer satisfied is just as important as attracting new ones and a lot

less expensive. Firms that have a reputation for delivering high levels of customer

satisfaction do things differently from their competitors. Top management is obsessed

with customer satisfaction and employees throughout the organization understand the link

between their job and satisfied customers. The culture of the organization is to focus on

delighting customers rather then on selling products.

THE ROLE OF PROMOTION IN MARKETING

Promotion: Communication by the marketers that informs, persuades, and

reminds potential buyers about the product in order to influence their opinion or elicit a

response.

Promotional strategy is a plan for the optimal use of the elements of promotion:

advertising, public relations, personnel selling, and sales promotion. The marketing

manager must determine the goals for the marketing mix- product, price ,

place, and promotion. Using this overall goals marketers combine the elements ofpromotional strategy into a coordinated plan. The promotional plan then becomes an

integral part of the marketing strategy for reaching the target market..

The main function of a marketers is to convince target customer that the goods

and services offered provide a differential advantage.

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Effects of the advertising

It is any form of impersonal, paid communication in which the sponsor or

company is identified. It is a popular form of promotion.

Advertising affects the consumers daily lives, informing them about products and

services and influencing their attitudes, beliefs, and ultimately their purchases.

Advertising also influences positive attitude towards brands. When consumers

have a neutral or favorable frame of reference towards a product or a brand advertising

often positively influences them. When the customers are loyal to a brand, they may buy

more and more of it when advertising and promotion for that brand increase.

Further advertising can effect the way the consumers rank a brands attribute, such

as color, taste, smell, and texture.

Research Methodology

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Methodology

Descriptive Research

After discovering the general nature of problem and the variables relating to it

with the help of exploratory research, a descriptive research is carried out during the

study for the purpose of accurate description of variables in the problem.

In this study, it was found that 60% of the people give more preference to the

brand image. For lighting products.

Descriptive research is carried out with the help of primary data collected from

the customers & retailer, through questionnaire aided with personal interview

Data Collection Approach

Sources of data

Data are facts, figures and other relevant materials, past and present,

serving as bases for study and analysis. The data serves as the basis for analysis without

an analysis of factual data no specific inferences can be drawn on the questions under

study. Inferences based on imagination or guesswork cannot provide correct answers to

the research questions, the relevance, adequacy and reliability of data determine the

quality of the findings of a study.

For the purpose of present study, data from two sources have been

collected namely primary and secondary data.

Secondary data:

The first step in data collection approach is to look for secondary data usually

secondary data is developed for some purpose other than for helping to solve the problem

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at hand. In this study, secondary data includes the company information, and the previous

project reports.

The sources of secondary data including the following

Internet

www.wipro.com

www.philipsindia.com

various reference text books

Marketing- Lamb, Hair, Mc Daniel

Principles of marketing- Kotler

Company Broachers

Pamphlets, Advertisements, Profile

Information from company personnel:

Swanand Ranade (ASM)

Primary data:

A systematic collection of information was done directly from respondents

(Retailers and Customers).Primary data are the data that are collected to help solve a problem or taken advantage of

an opportunity on which decision must be taken. The main method of collecting primary

data is survey method; there are different types of survey techniques

The survey data collected during the study includes the data collected through

administering a well designed Questionnaire to the respondents followed by a personal;

interview.

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http://www.wipro.com/http://www.philipsindia.com/http://www.wipro.com/http://www.philipsindia.com/


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Sampling plan

In the present research study, Non probability, Convenience sampling

method techniques were adopted. Individual sampling unit is taken for the Sampling

method

Sampling Design

This process involves the steps of choosing the samples from the population of

retailers, wholesalers & dealers and customers of the lighting products in chikodi and

rural area. It goes as follows.

Population : Retailers, Wholesalers and customers of lighting products.

Sampling Frame :Retailers and wholesalers with Customers from Chikodi and

Rural area.

Sampling Unit : Customers, Retailers and Wholesalers

Sampling Element : Lighting product Users and Sellers

Sampling Method :Non-Probability Judgemental Method

Sampling Size : Consumers - 50

Retailers - 50

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Measurement Technique

1. Questionnaire

2. Scales

3. Open ended questions for suggestions.

Questionnaire:

For the purpose of this project report self-administered to Consumers and retailers

are used. Questionnaire is formalized instrument for asking information directly from a

respondent. During this research questionnaire is used as measurement technique for

eliciting information from the chosen respondents. A sample questionnaire is enclosed

in the annexure for reference

Scales:

Likert Scales are used in questionnaire to collect the information.

Tools and techniques of data collection and interpretation of data

For the purpose of collecting primary data personal interview method with the

help of questionnaire has been gathered from 100 respondents of chikodi and rural area

where as 50 from Retailers and 50 from Consumers.

For the purpose of analyzing, processing, interpreting the data, simple percentage

analysis was used which has been presented in the tables followed by an appropriate

analysis and graphical representations by different charts.

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GRAPHICAL

PRESENTATION AND

ANALYSING

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From question no 1 we have the following results:

Are you aware of Wipro lighting consumer Products?

50 100.0 100.0 100.0yesValid

Frequency Percent Valid Percent

Cumulative

Percent

41

Statistics


50

0

Valid

Missing

N


42/84


Are you aware of Wipro lighting consumer Pro


yes

Fr

equency

60

50

40

30

20

10

0

By this we can conclude that awareness level of Wipro lighting products is very high in

Retailers at Chikodi and Rural area. Almost every one know about Wipro lighting

products.

In 50% samples I found there was 100% awareness about the Wipro lighting products.

Frequencies

Statistics

Do you have wipro lighing consumer products in your shop?

50

0

Valid

Missing

N

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37 74.0 74.0 74.0

13 26.0 26.0 100.0

50 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

Do you have wipro lighing consumer products i


noyes

Frequency

40

30

20

10

0

13

37

Inferences:

Among the 50 respondents surveyed I found that 37 Retailers have Wipro lighting

products in there shop. That shows among the respondents 74% says that they having

Wipro lighting products. this shows that more retailers are having Wipro lighting

products in there shop. And 26% of retailers said they dont have the Wipro lighting

products. They having the most of local brands of lighting products and which give more

margin to them.

Crosstabs

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Case Processing Summary

50 100.0% 0 .0% 50 100.0%

Do you have wipro lighing

consumer products in

your shop? * which all

brands of products do you

keep in the shop?

N Percent N Percent N Percent

Valid Missing TotalCases

you have wipro lighing consumer products in your shop? * which all brands of products do you ke

the shop? Crosstabulation

Count

7 16 8 5 1 37

3 6 1 2 1 13

10 22 9 7 2 50

yes

no

Do you have wipro

lighing consumer

products in your shop?

Total

wipro philips oreva anchor others

which all brands of products do you keep in the shop?

Total

Frequencies


10 20.0 20.0 20.0

22 44.0 44.0 64.0

9 18.0 18.0 82.0

7 14.0 14.0 96.0

2 4.0 4.0 100.0

50 100.0 100.0

wipro

philips

oreva

anchor

others

Total

Valid


Cumulative

Percent

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which all brands of products do you keep in th


othersanchororevaphilipsw ipro

Fr

equency

30

20

10

0 2

7

9

22

10

This graph depicts that the among 50 Respondents 22 respondents says that they have

Philips lighting products in there shop that shows 44 % of respondents says that they

have Philips brand lighting products this shows they trust Philips more than Wipro

lighting products. And 20% respondents says that they have Wipro lighting products and

18% is shared by Oreva and 14% anchor which says that 32% of market covered by these

companies

When we crosstublate first and second question do you have Wipro lighting products in

your shop and which all products you keep in your shop I found that 46% retailers who

said yes for Wipro lighting stock also making the stock of Philips company its shows that

46% retailers having both Wipro and Philips company lighting products in there shop.

Crosstabs

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50 100.0% 0 .0% 50 100.0%

Do you have wipro lighing

consumer products in

your shop? * Which of

wipro lighting products do

you hold in stock?


Valid Missing Total

Cases

you have wipro lighing consumer products in your shop? * Which of wipro lighting products do y

hold in stock? Crosstabulation

Count

24 7 5 1 37

7 4 2 13

31 11 7 1 50

yes

no

Do you have wipro

lighing consumer

products in your shop?

Total

CFL Tubes Lamps Wipro Tubes

Wipro

Domestic

Accessories

Which of wipro lighting products do you hold in stock?

Total

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Which of wipro lighting products do you hold in stock?

2.0%

14.0%

22.0%62.0%

Wipro Domestic Acces

Wipro Tubes

Lamps

CFL Tubes

When I ask for which of Wipro lighting products you hold in stock, I found that 62%

from respondents from the collected samples are holding stock of CFL Tubes that show

among all Wipro lighting products CFL have more potential market compare to other

Wipro company products. That holds 62% of market stock of the Wipro company

retailers. 22% of respondent says that they hold Wipro GLS lamps. 14% for Wipro tubes

and 2% for domestic products. This shows that the potential market for CFL tubes is very

high and Wipro domestic products have very less market. Companies have to make some

promotional activity to move all products in the market. Especially in the case of Wipro

domestic products.When I crosstublate do you have Wipro lighting products in your shop and which all

brands you hold in stock I found that 24 of the samples from holding stock have that

CFL tubes and From no 7 respondents from no to Wipro lighting products having stock

of Wipro lighting products. That make 31 respondents of 62% of respondents have saying

they having the CFL stock in there shop.

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Frequencies

Statistics

Are Customer aware about Wipro company Products?

50

0

Valid

Missing

N


46 92.0 92.0 92.0

4 8.0 8.0 100.0

50 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

Are Customer aware about Wipro company P


noyes

Frequency

50

40

30

20

10

0 4

46

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Inference:

In 50 samples when ask are customer aware about Wipro company product I found that

92% of customer are aware of Wipro lighting products as per retailers information and

8% customer are not aware of the products. That shows in view of retailer most of the

customers are aware of Wipro lighting products.

Frequencies

Statistics

Which factors influenced you to

purchase Wipro lightning products?

50

0

Valid

Missing

N

Which factors influenced you to purchase Wipro lightning products?

30 60.0 60.0 60.0

14 28.0 28.0 88.0

3 6.0 6.0 94.0

3 6.0 6.0 100.0

50 100.0 100.0

Brand Image

Quality

Price

Offers

Total

Valid


Cumulative

Percent

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factors influenced you to purchase Wipro lightning pro

6.0%

6.0%

28.0%

60.0%

Offers

Price

Quality

Brand Image

Which factors influenced you to purchase Wipro lighting products?

Inference:

When I ask for what is the factor behind to purchase Wipro lighting product I found that60% of respondents from the 50 samples which I collected they said that Brand Image is

the main factor to Buy any lighting product. By this we can conclude that Wipro have

good brand image which influence the retailer more than any other things. 28%

respondents said that they are buy the product for its good quality which provided by the

company.6% each share by the price and offers.

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Frequencies

Are Customer aware about Wipro company Products? * Which factors influenced you to

purchase Wipro lightning products? Crosstabulation

Count

20 10 3 3 36

9 4 13

1 1

30 14 3 3 50

yes

no

3

Are Customer aware

about Wipro company

Products?

Total

Brand Image Quality Price Offers

Which factors influenced you to purchase Wipro

lightning products?

Total

51

Which factors influenced you to purchase Wipro lightning products?

30 60.0 60.0 60.0

14 28.0 28.0 88.0

3 6.0 6.0 94.0

3 6.0 6.0 100.0

50 100.0 100.0

Brand Image

Quality

Price

Offers

Total

Valid


Cumulative

Percent


50 100.0% 0 .0% 50 100.0%

Are Customer aware

about Wipro company

Products? * Which

factors influenced youto purchase Wipro

lightning products?


Valid Missing Total

Cases


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According last question survey we found that we found that when customer want buy a

lighting product among 60% form the sample of 50 retailers said that the customer look

at brand image.That define that people influenced by the brand image more than any other things. And

30% people in influence by quality of the products. And 6% each from offers and price

this shows that when customer buy any product he check the about available good brand

then go to the good brand.

Correlations

Correlations

1.000 -.028

. .848

50 50

-.028 1.000

.848 .

50 50

Pearson Correlation

Sig. (2-tailed)

N

Pearson Correlation

Sig. (2-tailed)

N

Are Customer aware

about Wipro company

Products?

Which factors influenced

you to purchase Wipro

lightning products?

Are Customer

aware about

Wipro

company

Products?

Which factorsinfluenced you

to purchase

Wipro

lightning

products?

52


50 100.0% 0 .0% 50 100.0%

Are Customer awareabout Wipro company

Products? * Which

factors influenced you

to purchase Wipro

lightning products?


Valid Missing Total

Cases


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level of pramotional activities

4.0%

12.0%

70.0%

14.0%

Dissatisfied

Neutral

Satisfied

Highly statisfied

Frequencies

Statistics

According to what is the satisfaction level ofpramotional activities undertake by the company?

50

0

Valid

Missing

N

ccording to what is the satisfaction level of pramotional activities undertake by

the company?

7 14.0 14.0 14.0

35 70.0 70.0 84.0

6 12.0 12.0 96.0

2 4.0 4.0 100.0

50 100.0 100.0

Highly statisfied

Satisfied

Neutral

Dissatisfied

Total

Valid


Cumulative

Percent

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According to last question we found that in case of promotional activity we found that

70% of retailers are satisfied by the promotional taken by the Wipro company and 14%

says they are highly satisfied 12% are neutral to the question this show that more number

of customer are very satisfied by the promotional activity by the Wipro company where

as I found that in case of CFL Tubes Retailers are very happy with the offers. But

company have make similar type of offers to all other products which can create potential

market for all the products.

Frequencies

Statistics

Are you satisfied by the commission paid by the company?

50

0

Valid

Missing

N


4 8.0 8.0 8.0

22 44.0 44.0 52.0

7 14.0 14.0 66.0

17 34.0 34.0 100.0

50 100.0 100.0

Highly satisfied

Satisfied

Neutral

Dis satisfied

Total

Valid


Cumulative

Percent

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Are you satisfied by the commission paid by


Dis satisfiedNeutralSatisfiedHighly satisfied

Frequenc

y

30

20

10

0

17

7

22

4

When I ask for the satisfaction level towards commission paid by the Wipro to the

retailers I found that 34% of respondents are dissatisfied by the commission which gave

by the company in case of lamps and other products. When we compare to the anchor and

Oreva and Hindustan they gave much healthy commission to the retailers compare to the

Wipro so retailers are unhappy by the commission. But In case of CFL tubes I found that

8% respondents are very happy with the commission. and 44% are satisfied with the

company commission. and 14% people in neutral retailers are very unhappy with the

commission offers of the Wipro lighting products. this shows that company have to make

some commission paying changes which can attract the customers.

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Frequencies

Statistics

According to ther company how is wipro

company lighting product moving in the market?

50

0

Valid

Missing

N

cording to ther company how is wipro company lighting product movin

in the market?

18 36.0 36.0 36.0

20 40.0 40.0 76.0

12 24.0 24.0 100.0

50 100.0 100.0

Slow

Medium

Fast

Total

Valid


Cumulative

Percent

According to ther company how is wipro comp

According to ther company how is wipro company lighting produc

FastMediumSlow

Freq

uency

30

20

10

0

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When I ask for how is company lighting products moving compare to the other products I

found that 36% respondents says that Wipro lighting products are moving very slow

compare to the other products. Where as 40% of respondents say that company products

are moving medium they define the products are moving equal to other lighting products

were as 24% respondent says that the company products are moving very fastly.

Frequencies

Statistics

Are you satisfied by the qualityof the Product?50

0

Valid

Missing

N

Are you satisfied by the qualityof the Product?

20 40.0 40.0 40.0

28 56.0 56.0 96.0

1 2.0 2.0 98.0

1 2.0 2.0 100.0

50 100.0 100.0

Highly Satisfied

Satisfied

Neutral

Dis Satisfied

Total

Valid


Cumulative

Percent

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Dis SatisfiedNeutralSatisfiedHighly Satisfied

Fr

equency

30

20

10

0

28

20

When I ask are you happy with the quality provided by the company I found that 40% of

respondents are very happy with the quality of the products and 56% people are satisfied

with the quality of the products. This shows that Wipro Company providing a good

quality products which are very much satisfy to customer and retailers.

Frequencies

Statistics

If any complaint you recived by the customer

what are the complaint regarding?

46

4

Valid

Missing

N

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If any complaint you recived by the customer what are the complaint

regarding?

3 6.0 6.5 6.5

24 48.0 52.2 58.7

15 30.0 32.6 91.3

4 8.0 8.7 100.0

46 92.0 100.0

4 8.0

50 100.0

Quality

Price

Service

Others

Total

Valid

SystemMissing

Total


Cumulative

Percent

If any complaint you recived by the customer

If any complaint you recived by the customer what are the compla

OthersServicePriceQuality

Freque

ncy

30

20

10

0

4

15

24

3

When I ask for complain regarding to the product I found that 48% respondents are

saying that the rate is the main problem to them because other company offered price by

this policy they could not get more commission as compare to the other lighting products.

59


60/84


According Consumer Questionnaire

FrequenciesStatistics

Which company lighting product you use?

50

0

100

Valid

Missing

N

Sum


17 34.0 34.0 34.0

22 44.0 44.0 78.0

5 10.0 10.0 88.0

6 12.0 12.0 100.0

50 100.0 100.0

Wipro

philips

anchor

oreva

Total

ValidFrequency Percent Valid Percent

Cumulative

Percent

60


61/84




orevaanchorphilipsWipro

Frequenc

y

30

20

10

0

When I ask to consumers that which company product you use in your home then I found

that 44% of the respondents say they use Philips company lighting products. This shows

that most of customer gives 1st preference to Philips Company which the old company in

Chikodi and rural area.34% customer prefer Wipro company lighting products. That

show Wipro stands second in this area.10% and 12% shared by anchor and Oreva.

Frequencies

Statistics

Are you aware of wipro lighting products?

50

0

52

Valid

Missing

N

Sum

61


62/84



48 96.0 96.0 96.0

2 4.0 4.0 100.0

50 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent


4.0%

96.0%

no

yes

according to survey I found that 96% customer are aware of the Wipro lighting products

and 4% people are dont about the people this shows that awareness level of existing of

Wipro lighting products are very high.

62


63/84


if yes which are the products you are aware of?

33 66.0 68.8 68.8

9 18.0 18.8 87.5

5 10.0 10.4 97.9

1 2.0 2.1 100.0

48 96.0 100.0

2 4.0

50 100.0

CFL TUBES

LAMPS

WIPRO TUBES

WIPRO DOMESTIC

ACCESSORIES

Total

Valid

SystemMissing

Total

F requency Percent Valid Percent

Cumulative

Percent


Missing

WIPRO DOMESTIC ACCES

WIPRO TUBES

LAMPS

CFL TUBES

According which product you aware question I found that awareness about the CFL tubes

compare to other products is very high 72% of respondents are awareness of Wipro CFL

Tubes is very good. Were as awareness of Wipro domestic accessories is very low in

customer.

Crosstabs

63


64/84



48 96.0% 2 4.0% 50 100.0%

Are you aware of wipro

lighting products? * if yes

which are the products

you are aware of?


Valid Missing Total

Cases

Are you aware of wipro lighting products? * if yes which are the products you are aware of?

Crosstabulation

Count

33 9 5 1 48

33 9 5 1 48

yesAre you aware of wipro

lighting products?

Total

CFL TUBES LAMPS WIPROTUBES

WIPRO

DOMESTIC

ACCESSORIES


Total

when I cross tabulate the awareness and which product awareness I found that CFL have

the most aware by the consumer and GLS lamps have second rank but I found that Wipro

domestic products have very less awareness in the consumer level.

Frequencies

Statistics

50 480 2

78 82

ValidMissing

N

Sum

Do you have

wipro lighting

products in

your home?

if yes which

all brands of

products in

your home?

Frequency Table

64


65/84


Do you have wipro lighting products in your home?

22 44.0 44.0 44.0

28 56.0 56.0 100.0

50 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

if yes which all brands of products in your home?

26 52.0 54.2 54.2

12 24.0 25.0 79.2

8 16.0 16.7 95.8

2 4.0 4.2 100.0

48 96.0 100.0

2 4.0

50 100.0

CFL TUBES

LAMPS

WIPRO TUBES

WIPRO DOMESTIC

ACCESSORIESTotal

Valid

SystemMissing

Total


Cumulative

Percent

65


66/84


Do you have wipro lighting products in your home?

56.0%

44.0%no

yes

if yes which all brands of products in your home?

4.0%

4.0%

16.0%

24.0%

52.0%

Missing

WIPRO DOMESTIC ACCES

WIPRO TUBES

LAMPS

CFL TUBES

When I cross tabulate are you customer of Wipro lighting products and if yes which all

pro After awareness when I ask about the products which are most used by the consumers

I found that 52% of the respondents are using CFL Tubes. It shows that in Wipro

66


67/84


lighting products users much prefer to CFL Tubes. It display that customer prefer Wipro

CFL Tubes and its Offers. and 24% have prefer for lamps .

Frequencies

Statistics

How you come to know about Wipro lighting Products?

49

1

116

Valid

Missing

N

Sum


16 32.0 32.7 32.7

11 22.0 22.4 55.1

10 20.0 20.4 75.5

12 24.0 24.5 100.0

49 98.0 100.0

1 2.0

50 100.0

T V CHANNEL

HOARDINGS

NEIGHBORS

RETAILERS

Total

Valid

SystemMissing

Total


Cumulative

Percent

How you come to know about Wipro lighting Pr


RETAILERSNEIGHBORSHOARDINGST V CHANNEL

Frequ

ency

20

10

0

67


68/84


When I ask how customer come to know about Wipro Lighting products I found that

from 50 samples 32% of People are saying that they know about the product from TV

channels. It show that advertise in TV adds is creating more awareness in the mind of the

customers. 20% from each neighbor and 24% retailers are creating awareness where 22%

of awareness is created by the Hoardings of the products.

Frequencies

Statistics

Are you happy with promotional activity of wipro company

48

2

64

Valid

Missing

N

Sum

68

Are you happy with promotional activity of wipro company?

32 64.0 66.7 66.7

16 32.0 33.3 100.0

48 96.0 100.0

2 4.0

50 100.0

yes

no

Total

Valid

SystemMissing

Total


Cumulative

Percent


69/84


Are you happy with promotional activity of wi

Are you happy with promotional activity of wipro company?

noyes

Frequenc

y

40

30

20

10

0

When ask for the rank for the promotional activity I found that 64% of respondents said

that they are happy with the promotional activity most of the respondents said that people

happy with CFL offers. 32% people are unhappy with promotional activity taken by the

company. Company have made some more exiting offers which can attract the

consumers.

Frequencies

Statistics

Which factors influenced you to

purchase wipro lighting products?

48

2

110

Valid

Missing

N

Sum

69

customer and retailer perception about wipro lighting products

Documents