Customer and Retailer Perception About Wipro Lighting Products

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 and good 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.
consistent growth as the only means to With change as the only constant. And value for all stakeholders. create
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 prepurchase and post-purchase of Wipro lighting products and find the areas for Improvement of Wipro lighting products preferred by the retailers and consumers.

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 ASPECTS COVERED 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.
RESULTS
1. 2. 3. 4. The awareness level is around 96%. Perception fairly good in quality but bad in price Factor. CFL is the leading to sell all around. Promotional activity of CFL is liked by the every one.

CONCLUSIONS
CONSUMERS
1. Customer are aware of the Wipro lighting products in chikodi and rural area is very high. 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 quality products at low rate. 5. TV found to be the best media to advertise. This is most powerful way to create awareness. 6. Customer wants low cost as offered by the local companies.
CONCLOUSION:
RETAILERS
o o o o o
Promotional activities are a must for lighting to push in the market. Brand name is play a vital role when selling the lighting products. Quality of Wipro lighting products is very good accepted by the retailers. Sales margin is best promotional activity. Offers are accepted by the Retailers company have giving good offers in CFL tubes but the local companies are giving much more margin that is big problem. 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 retailers which can attract them to buy and sell. Improvement in sales margin is best strategies that I can suggest. Quality of Wipro lighting products is very good. So Wipro have to look at price factor which is the main problem.

Credit facility must be enhanced according to the market trend.
INDUSTRY OVERVIEW

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 include sesame 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

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.

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 Peter Cooper 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

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

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

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
1800 1816 1820 1821 1837 1839 1844 1859 1876 1878
Electric Utility Industry

Gas Light Co. of Baltimore--first energy utility in USA, predecessor of Baltimore G&E.
Electric Technology
First Battery Invented
Electromagnet Electromagnetic Induction DC Motor Patented Fuel Cell Demonstrated Arc Lamp Introduced Storage Battery Telephone Invented Edison Electric Light Co. (NY) - First electric company National Association of Regulatory Commissioners founded as association of railway commissioners First Central Power Station--Pearl Street--Opens (NYC) Steam Turbine Generator Electric Meter Patented Practical Incandescent Lamp
1879
1882 1884 1888
10

1893 1895 1902 1906 1907 1911 1912 1913 S. Insull starts electric utiltiy holding company Home Electric Refrigerator AC Power Chosen for Niagara Power First Hydroelectric Generation Commercial Air Conditioning Electric Range Marketed Electric Washing Machine Neon Light Patented
1925 1929
Electric Phonograph Produced TV Picture Tube Demonstrated
Tennessee Vally Authority (TVA)

1933
Edison Electric Institute Organized

1935 1936 1938 1946 Atomic Energy Act Public Utility Holding Company Act Rural Electrification Act Fluorescent Lamp Introduced
1947
First Microwave Oven Produced; Transistor Invented

First Gas Turbine Power Plant First Practical Heat Pump Sold
1949 1952
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
11

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 everincreasing 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 1 2 3 4 Name of the Company A.K.Electricals Apco India Ariahant enterprises Baliga lightings
12

5 6 7 8 9 10 11 12 13 14 15` Crompton limited Decon lighting GE Lightings India Jain industrial lightning corporation Sam Internationals Techno Electricals Jayanta lamp industries Wipro consumer care and lightings Philips India Ajanta Electricals 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.
13
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
14
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 with advent 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
15

Incandescent lamps
800 700 600 500 Mn nos 400 300 200 100 0 99- 2001- 2002- 2003- 2004- 2005- 20062000 02 03 04 05 06 07
fluorescent lamps
300 250 200 Mn nos 150 100 50 0 99- 2001- 2002- 2003- 2004- 2005- 20062000 02 03 04 05 06 07
Structure Raw material
Major raw materials:

Glass shell : Requirements met indigenously Lead glass tubing and rod : Requirements met indigenously
16
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 Lamp Manufacturers (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
17
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, high standards 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
18

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
19

Industry expected to grow at 10-12% in the next few years. 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 in enhance semiconductor safety manufacturing and a and sense were active of in well-being. them all. Light can provide heat, purify water, treat disease, increase road safety even play a role 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
20

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 presence felt 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
21

Division expects to sustain growth through increased market penetration, new and costcompetitive products and increased focus on energy saving products. .
COMPANY PROFILE
22
Wipro Consumer Care & Lighting 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
23
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 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. 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.
24
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
25

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.
26
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.
27
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 Raval who not only educates the consumer about
28

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

29
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 bulbs Wipro 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 any damage 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
30

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

31
Introduction to the project
Product: Lighting products
Company: Wipro Consumer Care & Lighting, Hubli
Title: Customer and Retailer Perception about Wipro Lighting Products
32
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
33

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 of
promotional 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.
34
Wipro Consumer Care & Lighting 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
35
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
36

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.
37
Wipro Consumer Care & Lighting 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 Sampling Frame : Retailers, Wholesalers and customers of lighting products. :Retailers and wholesalers with Customers from Chikodi and Rural area. Sampling Unit Sampling Element Sampling Method Sampling Size : Customers, Retailers and Wholesalers : Lighting product Users and Sellers :Non-Probability Judgemental Method : Consumers Retailers 50 50
38
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.
39
GRAPHICAL PRESENTATION AND ANALYSING
40
From question no 1 we have the following results:
Statistics Are you aware of Wipro lighting consumer Products? N Valid 50 Missing 0
Are you aware of Wipro lighting consumer Products? Frequency 50 Percent 100.0 Valid Percent 100.0 Cumulative Percent 100.0
Valid
yes
41

Are you aware of Wipro lighting consumer Products?
60
50
40
30
20
Frequency
10 0 yes
Are you aware of Wipro lighting consumer Products?
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? N Valid 50 Missing 0
42

Do you have wipro lighing consumer products in your shop? Frequency 37 13 50 Percent 74.0 26.0 100.0 Valid Percent 74.0 26.0 100.0 Cumulative Percent 74.0 100.0
Valid
yes no Total
Do you have wipro lighing consumer products in your shop

40 37 30
20
Frequency
10
13
0 yes no
Do you have wipro lighing consumer products in your shop?
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 43
Case Processing Summary Cases Missing N Percent
N Do you have wipro lighing consumer products in your shop? * which all brands of products do you keep in the shop?
Valid Percent
Total Percent
50
100.0%
.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? Crosstabulation Count which all brands of products do you keep in the shop? wipro philips oreva anchor others 7 16 8 5 1 3 10 6 22 1 9 2 7 1 2 Total 37 13 50
Do you have wipro yes lighing consumer products in your shop? no Total
Frequencies
which all brands of products do you keep in the shop? Frequency 10 22 9 7 2 50 Percent 20.0 44.0 18.0 14.0 4.0 100.0 Valid Percent 20.0 44.0 18.0 14.0 4.0 100.0 Cumulative Percent 20.0 64.0 82.0 96.0 100.0
Valid
wipro philips oreva anchor others Total
44

which all brands of products do you keep in the shop?
30
20
22
10
10
Frequency
9 7
0 w ipro philips oreva anchor
2 others
which all brands of products do you keep in the shop?
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
45

N Do you have wipro lighing consumer products in your shop? * Which of wipro lighting products do you hold in stock?
Valid Percent
Total Percent
50
100.0%
.0%
50
100.0%
Do you have wipro lighing consumer products in your shop? * Which of wipro lighting products do you hold in stock? Crosstabulation Count Which of wipro lighting products do you hold in stock? Wipro Domestic CFL Tubes Lamps Wipro Tubes Accessories 24 7 5 1 7 31 4 11 2 7 1
Do you have wipro yes lighing consumer products in your shop? no Total
Total 37 13 50
46
Which of wipro lighting products do you hold in stock?

Wipro Domestic Acces 2.0% Wipro Tubes 14.0%
Lamps 22.0% CFL Tubes 62.0%
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.
47
Frequencies
Statistics Are Customer aware about Wipro company Products? N Valid 50 Missing 0
Are Customer aware about Wipro company Products? Frequency 46 4 50 Percent 92.0 8.0 100.0 Valid Percent 92.0 8.0 100.0 Cumulative Percent 92.0 100.0
Valid
yes no Total
Are Customer aware about Wipro company Products?

50 46 40
30
20
Frequency
10
0 yes
4 no
Are Customer aware about Wipro company Products?
48
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? N Valid 50 Missing 0
Which factors influenced you to purchase Wipro lightning products? Frequency Brand Image 30 Quality 14 Price 3 Offers 3 Total 50 Percent 60.0 28.0 6.0 6.0 100.0 Valid Percent 60.0 28.0 6.0 6.0 100.0 Cumulative Percent 60.0 88.0 94.0 100.0
Valid
49

Which factors influenced you to purchase Wipro lightning products?
Offers 6.0% Price 6.0%
Quality 28.0% Brand Image 60.0%
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 that 60% 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.
50

Frequencies
Are Customer aware about Wipro company Products? * Which factors influenced you to purchase Wipro lightning products? Crosstabulation Count Which factors influenced you to purchase Wipro lightning products? Brand Image Quality Price Offers 20 10 3 3 9 4 1 30 14 3 3
Are Customer aware yes about Wipro company no Products? 3 Total
Total 36 13 1 50
Which factors influenced you to purchase Wipro lightning products? Frequency Brand Image 30 Quality 14 Price 3 Offers 3 Total 50 Percent 60.0 28.0 6.0 6.0 100.0 Valid Percent 60.0 28.0 6.0 6.0 100.0 Cumulative Percent 60.0 88.0 94.0 100.0
Valid
N Are Customer aware about Wipro company Products? * Which factors influenced you to purchase Wipro lightning products?
Valid Percent
Total Percent
50
100.0%
.0%
50
100.0%
51

N Are Customer aware about Wipro company Products? * Which factors influenced you to purchase Wipro lightning products?
Valid Percent
Total Percent
50
100.0%
.0%
50
100.0%
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 Which factors influenced you to purchase Wipro lightning products? -.028 .848 50 1.000 . 50
Are Customer aware about Wipro company Products? Which factors influenced you to purchase Wipro lightning products?
Are Customer aware about Wipro company Products? Pearson Correlation 1.000 Sig. (2-tailed) . N 50 Pearson Correlation -.028 Sig. (2-tailed) .848 N 50
52
level of pramotional activities

Dissatisfied 4.0% Neutral 12.0% Highly statisfied 14.0%
Satisfied 70.0%
Frequencies
Statistics According to what is the satisfaction level of pramotional activities undertake by the company? N Valid 50 Missing 0
According to what is the satisfaction level of pramotional activities undertake by the company? Frequency 7 35 6 2 50 Percent 14.0 70.0 12.0 4.0 100.0 Valid Percent 14.0 70.0 12.0 4.0 100.0 Cumulative Percent 14.0 84.0 96.0 100.0
Valid
Highly statisfied Satisfied Neutral Dissatisfied Total
53

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? N Valid 50 Missing 0
Are you satisfied by the commission paid by the company? Frequency 4 22 7 17 50 Percent 8.0 44.0 14.0 34.0 100.0 Valid Percent 8.0 44.0 14.0 34.0 100.0 Cumulative Percent 8.0 52.0 66.0 100.0
Valid
Highly satisfied Satisfied Neutral Dis satisfied Total
54
Are you satisfied by the commission paid by the compa

30
20
22
17
10
Frequency
7 4 0 Highly satisfied Satisfied Neutral Dis satisfied
Are you satisfied by the commission paid by the company?

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.
55

Frequencies
Statistics According to ther company how is wipro company lighting product moving in the market? N Valid 50 Missing 0
According to ther company how is wipro company lighting product moving in the market? Frequency 18 20 12 50 Percent 36.0 40.0 24.0 100.0 Valid Percent 36.0 40.0 24.0 100.0 Cumulative Percent 36.0 76.0 100.0
Valid
Slow Medium Fast Total
According to ther company how is wipro company lighting product mo

30
20
10
Frequency
0 Slow Medium Fast
According to ther company how is wipro company lighting product moving i
56
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? N Valid 50 Missing 0
Are you satisfied by the qualityof the Product? Frequency Highly Satisfied 20 Satisfied 28 Neutral 1 Dis Satisfied 1 Total 50 Percent 40.0 56.0 2.0 2.0 100.0 Valid Percent 40.0 56.0 2.0 2.0 100.0 Cumulative Percent 40.0 96.0 98.0 100.0
Valid
57

Are you satisfied by the qualityof the Product?
30 28
20
20
10
Frequency
0 Highly Satisfied Satisfied Neutral Dis Satisfied
Are you satisfied by the qualityof the Product?
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? N Valid 46 Missing 4
58

If any complaint you recived by the customer what are the complaint regarding? Frequency 3 24 15 4 46 4 50 Percent 6.0 48.0 30.0 8.0 92.0 8.0 100.0 Valid Percent 6.5 52.2 32.6 8.7 100.0 Cumulative Percent 6.5 58.7 91.3 100.0
Valid
Missing Total
Quality Price Service Others Total System
If any complaint you recived by the customer what are the complaint r
30
24 20
15 10
Frequency
3 Quality Price Service
4 Others
If any complaint you recived by the customer what are the complaint rega
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
According Consumer Questionnaire

Frequencies
Statistics Which company lighting product you use? N Valid 50 Missing 0 Sum 100
Which company lighting product you use? Frequency 17 22 5 6 50 Percent 34.0 44.0 10.0 12.0 100.0 Valid Percent 34.0 44.0 10.0 12.0 100.0 Cumulative Percent 34.0 78.0 88.0 100.0
Valid
Wipro philips anchor oreva Total
60
Which company lighting product you use?

30
20
10
Frequency
0 Wipro philips anchor oreva
Which company lighting product you use?

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? N Valid 50 Missing 0 Sum 52
61

Are you aware of wipro lighting products? Frequency 48 2 50 Percent 96.0 4.0 100.0 Valid Percent 96.0 4.0 100.0 Cumulative Percent 96.0 100.0
Valid
yes no Total
Are you aware of wipro lighting products?

no 4.0%
yes 96.0%
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

if yes which are the products you are aware of? Frequency 33 9 5 1 48 2 50 Percent 66.0 18.0 10.0 2.0 96.0 4.0 100.0 Valid Percent 68.8 18.8 10.4 2.1 100.0 Cumulative Percent 68.8 87.5 97.9 100.0
Valid
Missing Total
CFL TUBES LAMPS WIPRO TUBES WIPRO DOMESTIC ACCESSORIES Total System
if yes which are the products you are aware of?

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

Case Processing Summary Cases Missing N Percent 2 4.0%
N Are you aware of wipro lighting products? * if yes which are the products you are aware of?
Valid Percent 48 96.0%
Total Percent 50 100.0%
Are you aware of wipro lighting products? * if yes which are the products you are aware of? Crosstabulation Count if yes which are the products you are aware of? WIPRO DOMESTIC WIPRO ACCESSO CFL TUBES LAMPS TUBES RIES Are you aware of wipro yes lighting products? Total 33 33 9 9 5 5 1 1
Total 48 48
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 Do you have wipro lighting products in your home? 50 0 78 if yes which all brands of products in your home? 48 2 82
N Sum
Valid Missing
Frequency Table
64

Do you have wipro lighting products in your home? Frequency 22 28 50 Percent 44.0 56.0 100.0 Valid Percent 44.0 56.0 100.0 Cumulative Percent 44.0 100.0
Valid
yes no Total
if yes which all brands of products in your home? Frequency 26 12 8 2 48 2 50 Percent 52.0 24.0 16.0 4.0 96.0 4.0 100.0 Valid Percent 54.2 25.0 16.7 4.2 100.0 Cumulative Percent 54.2 79.2 95.8 100.0
Valid
Missing Total
CFL TUBES LAMPS WIPRO TUBES WIPRO DOMESTIC ACCESSORIES Total System
65

Do you have wipro lighting products in your home?
yes no 56.0% 44.0%
if yes which all brands of products in your home?

Missing 4.0% WIPRO DOMESTIC ACCES 4.0% WIPRO TUBES 16.0% CFL TUBES 52.0% LAMPS 24.0%
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

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? N Valid 49 Missing 1 Sum 116
How you come to know about Wipro lighting Products? Frequency T V CHANNEL 16 HOARDINGS 11 NEIGHBORS 10 RETAILERS 12 Total 49 System 1 50 Percent 32.0 22.0 20.0 24.0 98.0 2.0 100.0 Valid Percent 32.7 22.4 20.4 24.5 100.0 Cumulative Percent 32.7 55.1 75.5 100.0
Valid
Missing Total
How you come to know about Wipro lighting Products?

20
10
Frequency
0 T V CHANNEL HOARDINGS NEIGHBORS RETAILERS
How you come to know about Wipro lighting Products?
67
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? N Valid 48 Missing 2 Sum 64
Are you happy with promotional activity of wipro company? Frequency 32 16 48 2 50 Percent 64.0 32.0 96.0 4.0 100.0 Valid Percent 66.7 33.3 100.0 Cumulative Percent 66.7 100.0
Valid
Missing Total
yes no Total System
68
Are you happy with promotional activity of wipro compan

40
30
20
Frequency
10
0 yes no
Are you happy with promotional activity of wipro company?
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? N Valid 48 Missing 2 Sum 110
69

Which factors influenced you to purchase wipro lighting products? Frequency BRAND IMAGE 17 quality 15 Price 1 offers 15 Total 48 System 2 50 Percent 34.0 30.0 2.0 30.0 96.0 4.0 100.0 Valid Percent 35.4 31.3 2.1 31.3 100.0 Cumulative Percent 35.4 66.7 68.7 100.0
Valid
Missing Total
Which factors influenced you to purchase wipro lighting products?

20
17 15 15
10
Frequency
0 BRAND IMAGE quality
1 Price offers
Which factors influenced you to purchase wipro lighting products?
when ask what makes you to purchase Wipro lighting products I found that I found that 34% people are buying the Wipro company product because of the brand image 30% of the respondents are buying because the quality of the product is good. And 30% people buy because of the offers given by the company.
Frequencies
70

Statistics Satisfaction Level of Price Offerings? N Valid 48 Missing 2 Sum 117
Satisfaction Level of Price Offerings? Frequency 10 20 9 5 4 48 2 50 Percent 20.0 40.0 18.0 10.0 8.0 96.0 4.0 100.0 Valid Percent 20.8 41.7 18.8 10.4 8.3 100.0 Cumulative Percent 20.8 62.5 81.3 91.7 100.0
Valid
Missing Total
Highly satisfied satisfied neutral Dis satisfied Highly dis satisfied Total System
Satisfaction Level of Price Offerings?

30
20
10
Frequency
0 Highly satisfied satisfied neutral Highly dis satisfied Dis satisfied
Satisfaction Level of Price Offerings?
71

When I ask rank for the price offering I found that 20% people are satisfied by the price of the company which is provided by the company.40% respondents are satisfied by the company pricing policies. 18% people are dissatisfied by the price policy by the company.
Frequencies
Satisfaction Level of Quality Offerings? Frequency 15 22 9 1 1 48 2 50 Percent 30.0 44.0 18.0 2.0 2.0 96.0 4.0 100.0 Valid Percent 31.3 45.8 18.8 2.1 2.1 100.0 Cumulative Percent 31.3 77.1 95.8 97.9 100.0
Valid
Missing Total
Highly satisfied Satisfied Neutral Dissatified Highly Dis satisfied Total System
Satisfaction Level of Quality Offerings?

Missing 4.0% Highly Dis satisfied 2.0% Dissatified 2.0% Neutral 18.0% Highly satisfied 30.0%
Satisfied 44.0%
When I ask satisfaction level towards I found that out of 50 samples 30% of respondents are highly satisfied and 44% of respondents are satisfied this shows that most of the
72

customers who are using Wipro lighting products are very happy with the quality provide by the company.
Frequencies
Statistics If Any complaint regarding To? N Valid 29 Missing 21 Sum 70
If Any complaint regarding To? Frequency 17 12 29 21 50 Percent 34.0 24.0 58.0 42.0 100.0 Valid Percent 58.6 41.4 100.0 Cumulative Percent 58.6 100.0
Valid
Missing Total
Price Service Total System
If Any complaint regarding To?

Missing 42.0%
Price 34.0%
Service 24.0%
when I ask compliant if any have they said that 42% people dont have any complaints and 34% have the price problem because of local company have offering much more
73

cheap offers than Wipro company. In some customer complaining about the service of the products that is not giving guaranty and other things.
CONCLOUSION:
CONSUMERS
1. Customer are aware of the Wipro lighting products in chikodi and rural area is very high. 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 quality products at low rate. 5. TV found to be the best media to advertise. This is most powerful way to create awareness. 6. Customer wants low cost as offered by the local companies.
74
CONCLOUSION:
RETAILERS
o
Promotional activities are a must for lighting to push in the market. Brand name is play a vital role when selling the lighting products. Quality of Wipro lighting products is very good accepted by the retailers. Sales margin is best promotional activity. Offers are accepted by the Retailers company have giving good offers in CFL tubes but the local companies are giving much more margin that is big problem. Philips is main competitor to the Wipro Lighting products.
o o
75
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 retailers which can attract them to buy and sell. Improvement in sales margin is best strategies that I can suggest.
Quality of Wipro lighting products is very good. So Wipro have to look at price factor which is the main problem.
Credit facility must be enhanced according to the market trend.
Promotional activity are the main key to push the product Wipro have to make effective promotional activity which influence to customer to buy product.
Advertisement is the main promotional activity company have to make some more budget for advertisement.
Company have to make good quality product at low rate which help to compete with the local brands. Company should bring down there product rates which help to compete with the local competitor.
76
ANNEXURE
KLE Societys
INSTITUTE OF MANAGEMENT STUDIES AND RESEARCH, Hubli.
Questionnaire
Dear Sir/Madam
I the student of 2nd Semester MBA from KLE Societys Institute of Management Studies and Research Hubli, doing the project work on Perception about Wipro Lightning Products in consumers. I request you to kindly spare a few minutes of your precious time and provide the below details. I assure you that the information will be used for academic purpose only.
Name: ___________________________________ Age: ___________________
Occupation: ______________________________ Address: ___________________________ 1) Which company consumer Lighting Products You Use? a) Wipro ( ) c) Anchor ( ) b) Philips ( ) d) Oreva ( )
2) Are you aware of Wipro Lighting consumer Products? a) Yes [ ] b) No [ ]
3) If yes, which are the Products that you are aware of? a) CFL Tubes ( ) b) Lamps (bulbs) ( )
c) Wipro Tubes ( )
d) Wipro Domestic Accessories( )
4) Do you have Wipro lighting consumer Products in your Home?
77

a) Yes [ ] b) No [ ]
5) If yes, which all brands of Products do you Use in the Home? a) CFL Tubes ( ) c) Wipro Tubes ( ) b) Lamps (bulbs) ( )
d) Wipro Domestic Accessories ( )
6) How you come to know about Wipro lighting Products? a) T.V. Channel ( ) c) Neighbors ( ) b) Hoardings ( ) d) Retailers ( )
7) Are you Happy with promotional activity of Wipro Company? a) Yes ( ) 8) b) No ( )
Which factors influenced you to purchase Wipro Lightening Products? a) Brand Image ( ) c) Price ( ) b) Quality ( ) d) offers ( )
9) Rank the products which are most preferred by you? (1-4)

PRODUCTS CFL TUBES LAMPS WIPRO TUBES WIPRO DOMESTIC ACCESSORIES RANKS
10)
According to you what is the satisfaction level of promotional activities Undertake by the company?
HS 1 (
11)
S 2 ) ( ) (
A 3 )
Ds 4 ( )
HDs 5 ( )
Are you Satisfied by the Price of the product offering by the company?
HS 1 ( ) (
S 2 ) (
A 3 ) (
Ds 4 )
HDs 5 ( )
78

12) Are you Satisfied by the Quality offering by the company?
HS 1 (
13)
S 2 ) ( ) (
A 3 ) (
Ds 4 )
HDs 5 ( )
If any complaint You have from the products an what are the complaint regarding ? a) Quality [ ] c) Service [ ] b) Price [ ]
14)
If no What are the good things about the products?
Thank you for your valuable time
Signature
KLE Societys
INSTITUTE OF MANAGEMENT STUDIES AND RESEARCH, Hubli.
Questionnaire
Dear Sir/Madam
I the student of 2nd Semester MBA from KLE Societys Institute of Management Studies and Research Hubli, doing the project work on Perception about Wipro Lightning Products. I request you to kindly spare a few minutes of your precious time and provide the below details. I assure you that the information will be used for academic purpose only.
Name: ___________________________________ Age: __________
Name of the Shop: _______________________________________________ Add: _______________________________________________ _______________________________________________
79

Nature of the Firm: a) Dealer [ ] c) Retailer [ ] b) Wholesaler [ ] d) Others____________
1) Are you aware of Wipro Lighting consumer Products? a) Yes [ ] b) No [ ]
2) Do you have Wipro lighting consumer Products in your Shop? a) Yes [ ] b) No [ ]
3) which all brands of Products do you keep in the shop? a) Wipro c) Oreva e) Others___________________ 4) Which of Wipro lighting products do you hold in stock ? a) CFL Tubes c) Wipro Tubes b) Lamps (bulbs) d) Wipro Domestic Accessories b) Philips d) Anchor
5) Are Customer aware about Wipro Company Products ? a) Yes ( ) b) No ( )
6) Which factors influenced you to purchase Wipro Lightening Products ? a) Brand Image c) Price b) Quality d) offers
7)Rank the products which are most preferred by the customers?(1-4)

PRODUCTS CFL TUBES LAMPS WIPRO TUBES WIPRO DOMESTIC ACCESSORIES RANKS
8) According to what is the satisfaction level of promotional activities
80

Undertake by the company?
HS 2 ( ) (
S 1 ) (
A 0 )
Ds -1 ( )
HDs -2 ( )
9) Are you Satisfied by the commission paid by the company?
HS 2 ( )
S 1 ( ) (
A 0 ) (
Ds -1 )
HDs -2 ( )
10) According to other company brand How is Wipro Company Lighting Product Moving in The Market? a) Slow ( ) c) Fast ( ) 11) Are you Satisfied by the Quality of the Product? b) Medium ( )
HS 2 ( ) (
S 1 ) (
A 0 ) (
Ds -1 )
HDs -2 ( )
12) If any complaint You received by the customer what are the complaint regarding ? a) Quality [ ] c) Service [ ] b) Price [ ] d) Others [ ]
13) If no What are the good things about the products?
14) Rank the features of the products.(1-5) Quality Price Service Promotional Activities Brand 15) What are suggestion from you to improve the product sell? ___________________________________________________________________________ ___________________________________________________________________________ __________ Thank you for your valuable time
Signature
81

RETAILERS CODING SHEET
Pavan M.B.Mull surendra vinayak B.Shinde Ganesh S.G.Mane Rajlaxmi R.K.Elec Dada Kir ShravanK Alfa Tra Sagar Su Latkar K Padma Ge Sangoli Manjunat Mali Sto Mahesh K Manjunat Gopal T Viresh S Raghvend Puthane Sangmesh Irshad G Raju Dix Basavenn Aravind Subhash Mahalaxm Jevarshe Manjunat Baba Mud Gopal G Reddi A Mahesh R S.Desai Srinivas Rajshekh Mahadev Sandeep Anil Kam Vinayak Nitin M Anand S Shivappa Ganghadh 38 43 30 22 30 48 30 32 28 30 38 35 32 44 43 35 48 35 45 44 29 27 32 37 36 26 24 58 24 47 32 38 24 66 56 34 28 38 24 38 56 28 56 23 38 41 52 32 Near yas chikodi k.c.road chikodi K.C.Road Indira N Near Bus K.C.Road Women Co Chikodi K.C.Road Chikodi Near Bus Near Bus Near Bus Raibag Raibag Athani Athani Athani Chikodi Yamakanm Yadur Yadur Athani Ugar Sadalga Jugul manjari Exmba Yamakanm Raibag Kudachi Kudchi Kudchi Yamakanm Yamakanm Near Bus Bhim Nag Hukkeri Athani Hukkeri Raibag Hukkeri Raibag Ankali Kudchi Kudchi Dealer Dealer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Wholesal Wholesal Wholesal Wholesal Wholesal Wholesal Wholesal Wholesal Wholesal Wholesal Wholesal 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 2 1 1 5 1 2 2 3 4 2 1 2 2 4 2 2 3 3 4 2 3 5 2 3 2 3 4 4 2 4 3 1 2 2 2 1 2 2 2 2 1 1 2 1 2 4 3 1 2 2 1 2 1 1 3 3 3 1 1 2 1 1 2 1 3 1 2 1 2 3 1 2 2 1 3 1 1 2 2 1 1 1 1 1 1 1 1 2 1 1 4 1 1 1 3 1 1 2 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 3 1 1 1 1 1 1 1 1 1 1 1 1 1 2 1 1 1 1 2 3 1 4 1 1 1 1 2 2 1 1 1 2 2 2 2 2 1 1 1 2 2 3 1 2 1 1 1 1 1 1 3 4 2 1 2 1 1 1 1 1 1 2 4 4 1 1 2 3 4 1 2 2 2 2 1 2 2 2 2 2 1 2 2 2 2 2 2 2 2 2 2 2 2 2 2 3 2 3 3 2 3 2 2 2 1 2 2 2 2 2 3 3 2 3 3 2 1 2 2 2 2 2 1 2 2 2 2 2 2 2 2 2 3 3 3 2 3 2 3 4 1 2 3 3 2 3 3 3 3 2 2 2 1 2 3 2 2 3 2 1 2 1 2 2 1 3 2 2 2 2 3 2 2 1 2 1 3 3 2 3 1 1 1 2 2 2 2 1 1 2 2 3 1 3 2 1 1 1 1 3 3 3 1 2 3 1 2 2 2 1 2 2 2 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 1 2 2 2 1 4 1 1 1 3 2 2 2 2 1 2 2 2 1 2 1 2 1 2 2 . 3 4 . 1 2 3 . 1 2 2 2 2 1 3 4 1 3 2 2 2 . 2 2 2 2 3 2 1 1 3 4 3 3 3 3 4 3 3 3 3 2 2 3 2 2 2 2
82

Karchi K Sunil K 29 38 Kudachi kallol Wholesal Wholesal 1 1 1 1 3 1 1 1 1 1 1 1 1 2 2 3 3 1 1 2 2 2
CONSUMER CODING SHEET
Sagar K Sachin K Vishal B Deepak P Girish b Vinayak Chandrak Rupesh K Iqbal M Anil J Guru P Rafiq H Umesh R Chetan Asif K Shrikant Ramesh S Ramesh S G Chandr Sunil K Bhavan Shanthku Sunil D Rasul Pe Suresh K Mahantes Jagdish Ramesh b Suresh G Vinod G Suresh V Rudrappa Rajendra Dayanand Shivanan Suresh Ramesh Arvind Vijay Pradeep Jony J Jafrery Suresh
24 29 28 26 28 24 54 29 33 28 28 27 45 38 29 32 23 34 45 43 31 29 29 26 52 25 27 28 27 26 35 28 26 28 23 26 24 50 28 32 40 35 34
Bussines MR Business Accounta MR Cleark Banker Pharmasi Farmar Farmer Govt Emp Teacher Service Factory Professi Teacher Farmer Farmer Business Teacher Business Business Business Teacher Farmer Teacher Engineer Teacher Sales Business Service Farmar Clearck Farmer Farmer Driver Peon Agricult Business Prof Business Bussines Bussines
Chikd Kudch Kagwa ankal Daddi Yamka Kagwa Raiba Kudch Yamak Yadur Kudch Yadur Sidda Ugaar Raiba Kudch Kudch Raiba Raiba Ankal Daddi Raiba Daddi Ankal Chikd ankal Ankal Harug Raiba Kudac Raiba Kadap Ankal Yadur Jugul Exmba Jugul Kagwa Jugul Kagwa Kagwa Manja
1 3 3 1 4 1 4 1 1 2 2 1 1 2 2 1 2 2 2 2 2 2 2 2 2 3 4 2 3 4 2 1 2 1 2 2 1 2 2 2 1 1 1
4 3 3 3 4 4 3 4 4 2 2 4 3 2 2 4 2 . . . . 2 2 2 2 3 4 . 3 4 2 3 2 3 2 2 . 2 2 2 3 3 4
. . . . 1 . . . . 3 4 . . . 3 . . . . . . . . . . . . . . . 3 . . . . . . 3 . 3 . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 . . . . . . . . 4 . . .
1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 2 1 1 1 1 1 1 1 1 2 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1
1 3 1 1 1 1 1 1 1 1 1 2 1 1 1 1 1 2 . 3 1 4 1 3 1 2 3 . 1 2 1 1 1 2 1 1 1 1 1 1 1 2 1
2 4 4 . . . 2 3 . . . . 3 3 2 . . . . . . . 2 . . . . . . . 2 . . . . 2 . 4 4 4 4 4 .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1 1 1 2 1 2 1 1 2 1 2 2 1 1 2 1 2 2 2 1 2 2 2 2 1 2 2 2 1 2 2 2 1 2 1 1 2 2 1 2 1 2 1
1 3 1 1 1 1 2 3 1 1 1 2 1 3 1 1 1 . . 3 1 4 2 3 1 2 3 4 2 1 1 1 1 2 1 1 1 2 3 2 1 2 1
2 4 4 . . . . . . . . . 2 . . . . . . . . . . . . . . . . 2 . . . . . . . 4 . 3 4 4 .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2 4 1 2 1 1 3 1 4 1 1 4 1 3 4 1 1 3 . 1 3 2 4 3 2 2 4 2 3 2 4 1 1 4 1 1 1 3 3 3 4 2 2
1 2 1 1 1 1 2 1 1 1 1 2 1 1 1 1 1 . . 2 2 2 2 2 1 2 2 1 1 2 1 1 2 2 1 2 1 1 1 1 1 1 1
1 1 2 1 4 4 2 1 4 4 4 2 2 1 1 4 4 . . 1 4 4 1 1 4 2 2 2 1 1 2 2 1 2 4 1 4 2 3 1 4 2 4
2 2 2 2 1 2 2 2 1 1 1 3 2 2 2 2 2 . . 2 2 2 2 3 2 2 4 1 3 3 4 2 4 4 1 2 1 1 2 2 2 2 1
1 2 2 2 2 2 3 1 2 2 2 3 2 5 2 2 3 . . 4 5 3 3 3 2 2 5 1 2 3 2 4 1 4 2 3 2 1 3 4 2 4 5
1 1 2 1 1 2 3 1 2 2 2 1 3 2 1 2 1 . . 4 5 1 3 2 3 1 1 3 2 2 2 1 3 2 2 2 2 1 3 3 2 2 2
. . . . . . 2 2 . . . 2 2 2 3 . . 2 2 3 3 3 2 2 . . 2 3 3 2 3 . 2 2 3 2 . 3 3 2 3 3 2
83

Siddgoud Virendra Jagdish Mahesh Ramesh Vishal S R Java 38 34 25 28 29 28 32 Cleark Farmer Farmer Sales R Bussines Farmer Teacher Jugul Kagwa Kagwa Raiba Yamak Kudac Chiko 3 1 4 2 1 4 1 . . . 2 2 . 2 . . . . . . . . . . . . . . 1 1 1 1 1 1 1 1 1 3 2 1 2 2 2 2 . . 4 . . . 3 . . . . . . . . . . . . 2 1 2 2 1 2 1 2 2 3 1 1 1 2 . 3 . . 4 . . . . . . . . . . . . . . . . 2 4 2 4 4 1 3 1 1 2 1 1 1 2 1 2 2 1 2 4 1 2 2 2 1 2 2 3 1 1 1 2 1 1 2 2 2 3 1 2 1 2 . . . . . . 2
84

Customer and Retailer Perception About Wipro Lighting Products

Uploaded by

Document Information

Original Description:

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Customer and Retailer Perception About Wipro Lighting Products

Uploaded by

Copyright:

Available Formats

Wipro Consumer Care & Lighting

The project titled by Customer and Retailer perception towards

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

Wipro Consumer Care & Lighting

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

SCOPE OF THE STUDY

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Let There Be Light!

EARLY LAMP FUELS - (c 5000 BC)

Wipro Consumer Care & Lighting

ELECTRIC ARC LIGHT/ CARBON ARC LIGHT - (1809)

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

Wipro Consumer Care & Lighting

MERCURY-VAPOR LAMP - (1901)

Wipro Consumer Care & Lighting

GAS FILLED LAMP - (1913)

FLUORESCENT LAMP - (1937)

Wipro Consumer Care & Lighting

Invention of the Light Bulb

Wipro Consumer Care & Lighting

Electric Power Industry, Electricity Milestones

Electric Utility Industry

1882 1884 1888

Wipro Consumer Care & Lighting

Electric Phonograph Produced TV Picture Tube Demonstrated

Tennessee Vally Authority (TVA)

Edison Electric Institute Organized

First Microwave Oven Produced; Transistor Invented

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Lighting Industry: Overview

Wipro Consumer Care & Lighting

HID lamps for the balance

Wipro Consumer Care & Lighting

Structure Raw material

Major raw materials:

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Private Label (Branding) Business

Concerns Key Success Factors

Wipro Consumer Care & Lighting

Future Future Outlook

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

ABOUT THE COMPANY CHAIRMAN

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Consumer Care & Lighting

Wipro Bulbs and Tubes

Wipro Consumer Care & Lighting

GLS (Bulbs) Safelite and Longlite

Wipro Consumer Care & Lighting

Wipro Domestic Accessories

ABOUT THE PROJECT

Wipro Consumer Care & Lighting