Case Study on Divya Bulbs

1. AB 55
Case Study on Divya Lights (Nepal)

2. This case study is made only for the better expansion of the
company , I hereby don’t want to compare any kind of false
report , it has been only for the Strategy based theory which can
be a right move on the business .
यो मामला अध्ययन कम्पनीको राम्रो विस्तारको लावि मात्र
बनाइएको छ, म यस प्रकार कु नै पवन प्रकारको िलत ररपोर्ट तुलना
िनट चाहँदैन, यो के िल रणनीवत आधाररत वसद्धान्तको लावि हो जुन
व्यापारमा सही कदम हुन सक्छ।
Disclaimer

3. SBD Conclave (FMCD)
Electrical Electronic
Class Type
SBD Type
Product Sharing
Red Sea Zone
PSP & PLC Startups
Competitor Analysis
LED & CFL Bulbs
Fans
Switches
LED & CFL Bulbs
Fans
Rice Cooker
Kettle
LED Panel
LED Panel

4. CFL
LED Bulbs
LED Panel
Rice CookerFans
Switches
Kettle
Product Strength

5. Overview
Sales Promotions Stake Coverage Innovation
High Medium High High High
High High High High High
Low Low Low Low Low
Low Low Low Low Low
High Medium Medium High Low
Low Low Low Low Low
Medium Medium Low Low Low
CFL
LED
Rice Cooker
Kettle
Switches
Led Panel
Fans

6. Product Positioning Matrix
Slow
Quick
Expensive
Inexpensive
Bulbs
Fans
Kettle & Rice Cooker
Switches

7. Designed
Foot Print
Patronize Theory
P
r
o
c
e
s
s
Market Segmentation Product Segmentation
Traders Segmentation Audience Segmentation
SBD Selection VDMI
Expansion Sales

8. Proved Example
P & G is one of the Best example of making right
way of Selling each and every product
Volume
Distribution
Merchandising
Initiative
V D M I
Placing all product As Per Market V.M. Pin Product
Golden Store As per Traders Size wise Entering Product
Golden Points As per Area Customized Productivity
100 % Visibility + 100 % Availability
Each & Every Product of P&G is
Available !

9. Market Segmentation
Consumer
Products
Professional
Products
General Trade Modern Trade
Product Segmentation

10. SBD Conclave (FMCD)
Electrical Electronic
Class Type
SBD Type
Product Sharing
Red Sea Zone
PSP & PLC Startups
Competitor Analysis
LED & CFL Bulbs
Fans
Switches
LED & CFL Bulbs
Fans
Rice Cooker
Kettle
LED Panel
LED Panel

11. Expansion Over Coverage
Electrical Electronic
Team A Team B Start (SPOT)
Target
Select
Process
Operate

12. Product Observation Tenure (POT)
Take A Slow Moving Product into the observation for 6 Months Rice Cooker
Introduce
Competitor
Plan SBD
Survey
Traders
SKU Report
Selling
Ratio
Compare
Ratio
Start BTL
Trader
Analysis
SKU Report
Start PSP
Check
Barriers
Control
SKU Report
Fill SKU
Gap
PSP Result
Check SKU
Merge
Competition
Check report
Past 6 months
Check ROI
Observe past
2 month
Prepare 2nd
SWOT
Prepare
SWOT
Check Selling
Ratio
Complete
PSP
Bound in
Targets
Execute
Position
Set Position
Start PLC
Execute
ATL
B Team
Survey

13. J Curve – 6 Months Measurement
PSP Setup
SBD
Electrical SHOP Electronic SHOP
Putting effort to the right direction to right Place
Finding

14. Red Sea Zone Concept
Bricks & Clicks
Social Campaign
Renovation of Supply
Chain
Analyze Foreign Players
Fast Mover
Start Professional Product
Work on Slow Moving
Product
Cross Selling Scheme
Target Premium
Start BTL Promotion
Market Adaptation
Theory (MAT)
PSP