hussain ppt

8/8/2019 Hussain Ppt

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WELSPUN RETAIL LTD.

force


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PROJECT TITLEOBSERVING AND ANALYSING THE CONSUMER

BUYING DECISIONS AND THE BUYINGCENTRES INVOLVED WITH THE HOTELS &CORPORATE OFFICES CLIENTS OF WELSPUNRETAIL LTD. IN MUMBAI

PREPARED BY

HUSSAIN SAYLAWALA


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ABOUT WELSPUNq 13000 Crore group turnover.q

q Global player with presence in 32 countries intextile and 50 countries including steel.

qq Among the top 3 home textile companies in world

and largest in Asia. Award winning product innovation. In-depth knowledge of consumer behaviors and

preferences. Industry leader in product quality and customer

serviceq


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Welspun retail ltd.The youngest and most vibrant member of the

Welspun Group, one of Indias fastest growingbusiness groups

Came into existence on January 01, 2006The company is one of Indias first and only

organized Retail Company in the home segment,with brands catering to distinct segments fromthe elite shopper, to the value for moneyseekers

Currently we have 152 WELHOME Brand storesacross 90 cities and 2 stores of SPACES Brand


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Available in All Indian Retail Giants eg. ShoppersStop, Lifestyle, @home, Landmark etc

Focus : Emerge a household name, recognized as a

synonym of home furnishing productsChannels: Hotels, Institutions, CSD, Key

Accounts, Stores, Distributors, B2B

Key numbers: Top-line of INR 700 Crores, 5000employees, over 120 locations


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products


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PROJECT OBJECTIVES

To study the potential market for corporate andhotels.

Understanding the current strategies employed byWELSPUN RETAIL LTD. in Institutions and Hotelsales.

To study the consumer buying decisions incorporate and hotels.


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To study the buying centres involved incorporate and hotels.

To study the consumer preference forWelhome stores


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Hotels & institutionsContributes around 15-20% to the total

company earnings.

Hotels business caters to all hotels including 5& 7 star, mostly in metro cities

Institutional business caters mostly to pharma

& non-pharma companies, wherein 70%business comes from pharma companies &30% from non-pharma companies like fmcg,electronics etc


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BUYING CENTERS IN HOTELS


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BUYING CENTERS IN CORPORATES


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CHALLENGESq Delivery issuesq

q Competition is high. Many unorganized

suppliers are also present in market.qq Targeting customers from various sectors like

pharma, FMCG, consumer durable etcqq


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observationsq Lead time is highq

q On few occasions, failed to deliver on

committed dateqq Pricing is highq

q Shortfall of manpowerq

q Product range needs to be increasedq


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recommendationsq

Delivery time need to be squeezed. We need todecrease our lead time.

Competitive rates are required to capture themarket.

Dedicated sales person required for different

sectors.

Samples should be provided in time to ourcustomers.

q


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We need to increase our product range.

Sales force should be given brochures of

company and product description.

Gifts should be given to clients to improve therelation.

Proper amount of promotion should be doneby the company.


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welhome


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introductionq %Contributes around 60 to the total

.company earningsq

q Currently there are 152 Welhome stores across90 cities in India.

q

q Welhome caters to value for money.conscious clientele

q


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q Welhomes target segment is women of age groupof 25-45 years, within socio economic group.

q

q Store sells products in Bed, Bath andKDLA(Kitchen, dinning, living & Accessories)categories.

q

q Considered as discount store, most of the yeardiscounts are available on some of themerchandise

q

q

q


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Research done for repositioning of welhome

q Survey was done in Welhome store at HubMall, Goregaon.

q

q Collected opinion of 76 customers about whatthey think of Welhome.

q


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Options available for repositioningq Original ideas for your homeq Innovative solutions. International qualityq Unique solutions for comfort and dcor

q International quality. Affordable priceq Simple, original, international YET Affordableq Innovate. Educate. Decorate


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Outcome of research39.47% perceive Welhome as a brand providing

international quality at affordable price.

27.63% perceive it as simple, original,international, yet affordable

More than 50% of customer talks about

international quality and affordable price.


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findingsMajority of customers talk about affordability

of the product.

People want good quality at affordable price.

People need more variety in products.

Customers are more attracted throughdiscounts.


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Visual media plays an important role inattracting customers.

Many times customers are not aware of theoffers.


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limitationsOnly 76 customers were considered in the

study.

The research is based in MUMBAI only.

At the time of research, few of the customersdid not sincerely respond to me.


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recommendationsCompany should get away from its different

discount policy on same product, shoulddecide on a single discount figure.

Proper training should be provided to storestaff.

New designs should be launched frequently


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