The Final3
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Transcript of The Final3
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Contents
Situational Analysis ........................................................................................................................ 1
Market Summary: ....................................................................................................................... 1
Market Trend: ............................................................................................................................. 2
Market Growth: ........................................................................................................................... 2
Market Demography: .................................................................................................................. 2
Market Need Identification ......................................................................................................... 3
Analyzing Environment .................................................................................................................. 3
Analyzing Competition ................................................................................................................... 4
Marketing Strategy and Objectives ........................................................................................ 5
Segmentation and Targeting: ...................................................................................................... 5
Positioning: ................................................................................................................................. 5
Market ing Strate gy: ................................................................................................................ 6
Marketing Objective: .................................................................................................................. 7
Financial Objectives: .................................................................................................................. 8
Tactical Marketing .......................................................................................................................... 8
Promotion .................................................................................................................................... 8
Distribution: .............................................................................................................................. 10
Pricing: ...................................................................................................................................... 11
Budget, Performance and Implementation ................................................................................... 13
Marketing Budget: .................................................................................................................... 13
Additional Considerations: ....................................................................................................... 14
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Situational Analysis
Product: The unique selling point of the Eco-Mobikes (two wheelers) is the low cost
environment friendly operation. Eco-Mobikes do not require petrol as they run on rechargeable
dry batteries (mentioned as dry battery/battery in the rest of the report). The result is that there is
zero carbon emission and zero engine sound. The combination of a dry battery, a motor and a
controller replaces both the petrol and the engine used in the conventional petrol run two-
wheelers. This makes Eco-Mobike not only economical and eco friendly but also energy efficient
and an easy to maintain vehicle. The battery of the vehicle needs to be charged from any
available power connection (just like a laptop or a cell phone) for the tyre to roll on the road.
Once its fully charged it can go up to 65Kmph depending upon the model. Eco-Mobikes also
dont have a gear box or a clutch mechanism which keeps the maintenance cost and requirement
low unlike petrol vehicles.
R3D plans to launch 3 different variants of the Eco-Mobikes for the daily commuters to provide
them a variety of choices while making a purchase. Variant details can be found in the Annexure
1 of the report.
Market Summary:
The current market has several players which are serving the two wheeler industry through many
models and variants. At present, the major players that are dominating the two-wheeler industry
in Gujarat are Honda, Hero Motor Corps, TVS and Bajaj in the two-wheeler segment in IC
Engines (Internal combustion engine). The two wheeler segment has shown a positive growth
over the years however the market share of scooters has declined over the period. Also the
demand for less than 100CC scooters has declined and there has been a positive growth in case
of greater than 100CC which includes Activa, Aviator and Duro. In case of electric bike segment
the major players operating are Yo Bikes, Hero Electic and BSA. With Yo Bikes having the
largest market share among them followed by Hero Electric. Also there has been positive growth
in the e-bike segment during the past 3-4 years which prompted even TVS to chart out plans for
restarting production of e-bikes. Thus we can say that the market of e-bikes is expanding.
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Market Trend:
With the ever-evolving technology and demands of the market in the country, the automobile
industry has come up with improved products regularly to meet the needs, wants and demand of
the market. The product life cycles have become shorter over the years and new variants are
expected every year both in the two-wheeler and the four-wheeler market. Gradually due to
increase in the urban population and growth in the size of cities more and more people needed a
cost effective mode of transportation which could save their time and help cover longer distances
comfortably. Public transportation was not (or is still not) well developed which was one of the
reasons of the boom in the growth of two wheelers industry. Two wheelers which largely
targeted males shifted their focus to female potential in the country and brought with it the
launch of gearless two-wheelers in the form of TVS Scooty, Kinetic Honda and Bajaj Sunny.
Over the years, as the fuel prices have increased significantly it has put the middle class segment
under undue pressure. New players have come up with ground breaking technologies and
innovative products which promise to ease up this undue pressure on the middle class by
providing a permanent substitute to petrol based two wheelers in the form of battery operated
zero emission bikes. Growing concerns about the environment has increased the need for these
kinds of eco-friendly two-wheelers. Many players like Yo Bikes, Hero and TVS are fulfilling
this need at present.
Market Growth:
The GDP per capita of the public is growing and so is their buying capacity. It is going to make
purchasing two wheelers more affordable as most of the population still belong to the middle
class segment in the country. The capacity utilization of present OEMs in increasing at a healthy
rate annually which shows that the market is growing. Refer to Annexure 2.
Market Demography:
Top 13 districts are selected which have the highest population in Gujarat. Well focus on all
those districts which meet our density criteria and urbanization percentage of more than 30%.
Urban areas have better road conditions, electricity supply, and market of complementary parts.
Moreover, the Eco-Mobike will be more efficiently used in urban areas as more women belong
to the working class (which is our target customers), income level is higher, and people are more
dependent on machines for convenience. We are launching our product in all districts where the
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literacy rate is more than 65 percent and which meets the above mentioned two criteria. Also
areas with higher literacy rate will have more school and colleges and therefore more people will
be aware of the status of the ecological environment, implications on it because of modernization
and reasons to sustain it. More people would be subscribed to newspapers, magazines and
internet services which will be used by us as modes of creating awareness amongst the public.
We have selected the districts which have the largest number of working population. Working
class people commute at least five days a week to their workplace.
Market Need Identification:
After doing surveys and face to face interviews, we found that majority of the respondents spend
more than Rs 100 on petrol, travel less than 80 Km in a day and drive at an average speed of 45
Km/hrs. All these requirements are easily met by our product and will outperform others in
aspects of speed, power and charge time. We also found that price, mileage, speed and
appearance of the vehicle dominates the purchasing decision of a typical customer based on
which we have designed Eco-Mobikes which offer better mileage, good speed and an attractive
appearance and value for money proposition. Another thing that we came across during our
surveys is that most of the respondents know about features like environment friendly, battery
power but they were unaware about other key benefits like better mileage and low maintenance.
Also, the respondents are skeptical about the battery powered technology which indicates that we
need to design our advertising and promotion campaign in such a manner that it addresses these
issues effectively.
Analyzing Environment
Demographic factors- Districts like Surat, Ahmedabad, Vadodara etc. have a very high density
of population and also have substantial number of working population and college students.
Natural environment- Growing global concern for environment and international campaign
against using fossil fuel and tremendous increase in oil prices in recent past compels the
consumers for vehicles whose running cost is cheaper and which run on electricity and CNG.
Legal Factors- Legal rules regarding license from different departments like electricity, water
and environment are relaxed in Gujarat. Easy land availability and presence of numerous SEZs
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boost the moral of new entrants. Gujarat government in its 2012-13 budget has announced to
lower the VAT imposed on Electric Vehicle from 15 % to 5% also reflect the support of
government in promoting eco friendly vehicles/products.
Economic factors-High net purchasing power of working urban man in Gujarat lead to higher
demand for two wheelers. With greater economic freedom and busyness in schedule women also
prefer to have their own vehicle.
Technology- There is enough scope for Innovation in the market. Innovations are in the
direction of fuel efficiency, environment friendliness, comfort and many more.
Industry sectorBangalore based Eko vehicles; Gujarat based Electrotherm were pioneers in
electric bike business in India. Then UK based Ultra Motors Ltd., India based Hero (a Hero
motor group company), Avon Cycles, Lectrix Motors Ltd., Ampere Vehicles Pvt. Ltd., BSA
Motors and Ampere vehicle Pvt. ltd launched their electric bikes. However, the industry is at the
nascent stage and there is a huge potential, which is hitherto unexplored.
Human resource sector- As our organization is more technology oriented, personnel ratio of
skilled to unskilled is quite high. There is sufficient pool of skilled human resource for the
organization.
Financial resource sector-Gujarat governments full support to the new industries facilitates
the easy flow of capital from various financial institutes.
Socio-cultural factor - Rapid urbanization, changing life style and lack of any social constraints
with girls and women riding a two-wheeler favors our market expansion and penetration. In
Gujarat, there are less labour issues in comparison to other states.
Analyzing Competition
Our competitors not only consist of electric bike manufactures but also the petrol based two
wheelers. At present the two wheeler industry is dominated by petrol based vehicles. The key
players in the petrol segment are Honda, Bajaj, Hero Motor Corps and TVS. At present the
market is dominated by models like Pulsar, Bajaj Discover, Splendor and Honda Activa which
mainly caters to youth segment. Among them Honda Activa is emerging as a popular choice and
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has a unisex appeal. Among the college going girls TVS Scooty is emerging as a popular choice
as it is light weight, trendy and has good pickup and speed. In case of electric vehicle segment
Hero Electric, Yo Bikes and BSA Scooty are our major competitors. Among them Yo Bikes has
a significant hold in the market as it is the oldest electric bike manufacturer however they are
weak in promotional and advertising activities. From distributors and service network point of
view most of the bigger players like Honda, Bajaj, TVS, Hero Moto Corps and Mahindra
dominate the network.
Marketing Strategy and Objectives
Segmentation and Targeting: For determining the market for Eco-Mobike we first need to
find the potential market. Due to limited production (scale), starting as a new player and better
external environment in the state we are looking for the major cities of Gujarat. Based on the
high population and high urbanization we are considering 13 districts. Basis of selecting urban
areas is that they have better infrastructure like roads, lesser intra city distance and availability of
charging points. Among these districts, only the urban population is considered which ranges
from 30% to 84% of total population. After applying the geographical basis of segmentation, we
further went for demographic basis of segmentation. Here we first took age as the basis of
finding the available market. Youths are ready to experiment and are initiators and influencers of
buying decision. In this the population is divided into age group of less than 14 years of age,
between 14-35 years and beyond 35 years. Out of these three, we are focusing on second
category. This segment is further divided into different segments based on their education and
occupation. This includes SSC/HSC students, under graduate and postgraduate students
employed persons (clericals, junior executives, sales personals etc.). People within the same
demographic group generally exhibit very different psychographic profiles. This division also
determines different personality traits, which are based on the level of motivation and individual
resources. Final target group of our product will be Thinkers, Experiencers, Strivers and Makers.
Our target market will be the urban youth of Gujarat who belong to the age group of 14-35 years.
Positioning:It is the act of designing the companys offering and image to occupy a distinctive
place in the minds of the target market (Ries and Tout, 2000). Positioning requires the
similarities and differences between brands which need to be defined and well communicated.
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The promotions will reflect the attitude of freedom, ease and coolness associated with the brand.
Aim will be to generate brand equity and drive sales by creating awareness for the brand, linking
the right associations to the brand image in consumers memory, eliciting positive brand feelings
and facilitating a strong brand connection with the consumer and enhance the perceived value in
the buyers mind.
We are in the two wheeler automobile industry, which is very competitive, and Eco-Mobike
our company is coming up with variants that are for those people who feel that they are young,
responsible and rational in their approach. Our point of difference will be the style, eco-friendly,
freedom from petrol, and world class after sales service. The differentiation strategy will give us
the competitive advantage. This will be communicated by our aggressive promotional activities
which will also ensure our category membership in the two wheeler industry.
A successful customer focused value proposition, will ultimately become a good reason for our
target market to buy our product. Our company is launching the three variants of Eco-Mobike for
three different types of the customer. First is Eco-Mobike Cratus, which will be the highest
version with sturdy looks and powerful battery. This will propel the vehicle to reach the top
speed of 65 km/hr with maximum payload capacity as 140 kg. It will be basically for boys who
need speed and masculine body structure. This will also give an edge to our product with respect
to fossil fuel based vehicles. Second, will be Eco-Mobike Flora, which will be designed for the
new age confident, self-dependent and distinctly ahead girls. This will have less speed and slim
look in comparison to the Cratus. The third one will be Eco-Electron that will target the school-
going students of higher and senior secondary. This is designed in such a way that caters to their
need to express freedom. Since the speed does not go beyond 25Kmph and it is gearless vehicle,
which make the students to remain away from the purview of rules that could restrict them.
Marketing Strategy: The mission of the organization is To provide each household with a
reliable, effective and a competent battery operated eco friendly zero emission two wheeler,which will not only relieve the public from the burden of rising petrol prices but will also serve
and secure the future.
Our game plan will be based on the differentiation strategy. With the market study conducted,
we have tried to identify and fill the gap 1 which is - producers perception of customers
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expectations and customers actual expectations of the product and service. Hence are launching
our product with features which are not available in the market. We want to achieve superior
performance (on certain key product features which are highly valued by the large part of the
market) and thus gain quality leadership in the market. These new features and freedom from the
rising petrol prices will be our key value offerings which well aggressively advertise and
promote to create the brand and the product awareness. We have realized that the nearest
competitors are not advertising or promoting their products which leave us a window wide open
to capture the share of mind of the customer. To capture the share of heart we will provide the
customer with uncompromising and world class service where the concept will be to treat the
customer as a king. We have formed a strategic product alliance where we have licensed the
production to a third party vendor wholl produce the complete goods as per Eco-Mobikes first-
rate quality standards.
Marketing Objective:
Assuming just one Eco-Mobike for all the households in the urban zones, with the income of
greater than Rs.15000 per month of the selected 13 districts of Ahmadabad we get around
1400000 households which gives us the total market potential for Gujarat market. Our capacity
to spend in the designing, manufacturing, marketing and delivering to the customer cannot
exceed Rs.200, 000,000 annually. To cover this cost we need to sell around 8000 Eco-Mobikes
in a year in the state of Gujarat.
Going by the industry data there were 650000 two wheelers which were sold in Gujarat in 2011.
Out of which the sales in the urban area was around 400000 units. Only 3.5% of this was
captured by the electric two wheelers (only three players in Gujarat) last year which comes to
around 14000 units. We want to step in the market as a key fourth player which will further
promote the sales in the region. Starting with sales of only 8000 units it is a miniscule 2%
portion of 400000 two wheelers sold last year or 3500000 households in the urban areas. The
overall two-wheeler and electric two-wheeler industry are estimated to grow by the rate of 20%
each year for the next five years. Our objective is to achieve the sales of 8000 in the first year,
gain the lead, maintain it and remain over and above the overall industry growth rate.
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Financial Objectives:
Eco-Mobike, which is a new entrant in the two-wheeler electric vehicle segment, will be in
severe constraints of funds in the first year. A hefty sum of money will be spent on promotional
activities. Therefore, we are targeting sales of 8000 units so that we would be able to cover
advertising and other expenses. The 8000 units target we consist of sales proportion of (1: 1: 1)
for the three variants i.e. each variant will contribute to 33% of sales. The profit margin will vary
according to the model type for base model (Rs. 30000) the profit margin will be Rs 3000.
Similarly the profit margin other variants will be Rs. 4000 and 5000 respectively. We are
expecting 20 % growth in our sales on yearly basis. In addition, the advertising budget will vary
month wise depending upon whether it is peak season or off-season. During peak season, we will
increase our advertising expenditure and decrease it during off seasons, as during off seasons the
sales will be less. Expected financial ratios based on budgeted balance sheet and profit and loss
account are shown in the Annexure 3.
To finance the project the funds required will divide into two major heads, equity and long-term
loans. Four co-owners are infusing a total of Rs. 10 million and rest Rs.10 million will be
borrowed from four different banks namely State bank of India, Bank of Baroda, Yes bank and
IDBI. The average interest charged by the banks will be 10% per year.
Tactical Marketing
Promotion: We will use the promotion aggressively, through which we can establish a dialogue
and build relationship with the consumers. Our objective is to make Eco-Mobike a household
name by raising the brand recall rate by using the following tools:
Telemarketing: The call centre executives will answer all product related queries of the callers
and will try to persuade them to register for a purchase by informing them about the features,
benefits and values which are beneficial to the customer. The same desk will also be used to givecalls to the prospective customers on regular basis.
Direct mails/emails: The messages will be customized as per the name, age, sex and occasions.
The mail will have product catalogs, flyers, brochures of the product.
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Advertising: The advertising campaign will inform public about the new product, its features,
and functions and will persuade them through the advantages vis-a-vis petrol based two wheelers
i.e. low maintenance, increased savings and environment friendly aspects. We will present a
rational message oriented appeal to our potential customers and can help them in better
evaluation of offering. Our target customer lie in the age group of 14-35 years, but to appeal to
all people within that range well have to design different advertisement campaigns keeping
different ages (14-22, 23-30, 30-35) and gender (male or female) in mind. For the lower age
group well use the theme of playfulness, style and being real cool amongst the rest. For upper
age group well use responsibility, comfort, affordable and style as the main themes. For females
well use ease of operation, feminine design, cheerfulness and independence as the main themes.
The basic emotions and theme that we will project are cheerfulness, caring (i.e. showing new
generation is sensitive to environment problems) and style statement, thus it will help in brand
building and will make the product more likeable.
To increase the effective reach we will use a mix of media channels which includes television,
radio, print and internet.
Newspaper: In newspapers, coloured advertisements will be placed on the front page, page 3
and the last page of the newspaper on different days. Generally, the front page and the last page
are read in detail by all genders and segment specially the 26-35 age groups. Page 3 is read by
teenagers and females. The ads in newspaper will be published on one weekday and on
weekends (i.e. Saturday and Sunday).
On radio the information regarding our vehicle as cost effective will be broadcasted on daily
basis, the message in essence will be Make Rs.12000 or even more in a year by purchasing the
new and cool Eco-Mobike - an eco friendly vehicle - that runs on electricity which means no
petrol expenses!! So even if petrol prices rise you need not to worry as you have Eco Mobike!!
Woohoo!! A penny saved is a penny earned.
Gujarat has many movie theatres. Film ads are a good way to advertise a motion advertisement
as in a movie hall the public is in a good mood. Billboards on national highways, near popular
public places like shopping malls, markets or cinema halls always catch attention of the public.
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Petrol pumps will be the best place to advertise. Apart from this, airlines, radio taxis, buses can
be looked at as a viable option. Refer to annexure 4
We will maintain firm presence on internet through frequent advertising on social networking
sites like Facebook, Twitter, Wikipedia etc and by using tools like Google ad words. The
company website will be designed in such a way so that it is trendy, colorful and sporty and
appeal to the youth. Well also use viral campaigning.
Sales Promotion and events: We will conduct test drives at locations which are frequented by
city youth like schools, colleges, office complex, cinema halls, shopping malls, branded eating
points etc. As an incentive well giveaway freebees like Eco-Mobike keyrings, t-shirts or caps
etc. These freebees will have our brand name, logo, address etc on them which can act as
specialty advertising (Refer to annexure 4). Well also participate in major trade shows in the
state so that both the prospect dealer as well the customer can have a look, touch and feel the
product. Contests for attractive prizes will be run from time to time to motivate and push sales
for both the internal sales team as well as distributors. We will sponsor some local and popular
sports events like International kite festival at Ahmadabad, marathon sports in different cities of
Gujarat, local cricket matches etc. We can also sponsor major Garba festivals in Gujarat to
associate ourselves with the festival spirit of the state.
Personal Relations: Our main objective of using PR will be to maintain good relations with press,
government and public. Well use popular automobile magazines and television shows like the
car and bike show on NDTV and Overdrive on CNBC for our product launch, variants and
review promotions.
Distribution:The marketing channel will be 1-level. By using exclusive distribution we will be
able to have more dedicated and knowledgeable selling of our product. The 10 districts identified
by us will be having a dealer each at the district headquarters that will look after the whole
district if needed opening sub-branches at the smaller towns. The dealership location will be such
that it can be easily located and will be in near the centre of the town as it will be easily
accessible and approachable to the target population. The service will also be provided the dealer
and he will be having mechanics trained by us. The distribution cost will be borne by the dealer
that will include transportation from the companys warehouse to the dealership. Each dealer will
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have different price as the transportation cost will be different for each of them. All the dealers
will be having a fixed margin by that way we will be able to have a justifiable pricing policy
across all our dealerships.
Pricing:Since we are launching a new product in the market, pricing is very important because
the acceptability of our product largely depends on the pricing. We will focus on two pricing
points that areEase/convenience and Me too/but cheaper. We will consider the following factors
in setting the pricing policy:
Our objective will be to gain and maintain the product and quality leadership in the market. Our
aim is not only to serve the customer with the best quality of product and service but also make it
affordable for the customer.
We need to know how responsive or elastic demand will be to the price of our product. We have
many competitors in the market in the form of petrol and electric two wheelers. Our product is
better than the existing electric two wheelers both in terms of product (speed, power and
charging time) and after sales service and support programs. As it doesnt have close substitutes
in the market it will be priced higher than the nearest competitors i.e. the existing electric two
wheelers, but will be priced lower than the petrol based scooters (Honda Activa, Mahindra Duo).
For demand estimation the total urban population of all 13 districts has been taken. The average
number of members per household in Gujarat is 6. The total urban population has been divided
by 6 to get district wise estimate of total number of households. After getting that household
number, it has been multiplied by .25 which will give us the district wise total number of
households with the average income per month of greater than Rs.15000. This number gives us
the total market potential of all the districts.
Cost Estimation: Our fixed cost will include marketing expenses, admin expense salary,
warehouse rent, and interest on term loan. Our variable cost will be cost of goods sold (cost per
vehicle purchased from the vendor), transportation cost, electricity, and incentives to the internal
Total
Population
Urban
Population
Number of
Households inUrban Area
Household
Income>Rs.15000
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and external sales force. Our cost will be different for each region in Gujarat and so will our
profits hence we need to use activity based cost accounting. It will help us identify real costs
associated with serving each customer. Also we need to keep the costs as less so that we can
price the product less than petrol scooters but more than present electric two wheelers still earn
profit on each sale. That profit margin needs to be deducted from the selling price which will
give us our target or maximum cost.
Analyzing competitors costs: We first need to consider the prices of our nearest competitors.
These competitors are Hero Electric, Yo Bikes, BSA Motors, which are selling similar electric
two wheelers. All these bikes have a top speed of 40Kmph. We have three variants in which
have the top speed of 25Kmph, 55Kmph and 65 Kmph. Likewise our charging time is 3-4 hrs
which is almost half of the competitors. Also the payload capacity is almost double from that of
competitors. Since our product is better in terms of speed their worth to the customer will be
evaluated and will be added to the competitors price.
Selecting the pricing method: Given the three Cs i.e. the cost, competitors pri ces and customers
ascribed value, we have been able to determine the floor price, orient point and the ceiling price.
Since ours is one of a kind product in the market which provides better power and speed never
experienced by the customer at such a price well base our pricing based on the perceived value
of the customer. As per our market research data, the customer rates speed and power very high
when purchasing any two wheeler and our product will deliver this value. Hence our product is
differentiated from our nearest competitor. Our key strategy is to deliver more value to the
customer than the competitor and to demonstrate this to the prospective buyers.
Selecting the final price: Customers generally like to pay more in case the product commands
higher relative quality. Our marketing expense will be a major cost contributor as we in an
introductory stage where well adopt an aggressive marketing strategy. The promotion and
advertising frequency will be high to increase the exposure, awareness and trial rate from thetarget population. To ensure this happens well employ the multiple-vehicle, multiple-stage
campaign. Customers usually are willing to pay higher prices for known products than for
unknown products.
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Our price will vary for each dealer and retailer based on the delivery frequency, order levels,
service contracts and geographical location.
Geographical pricing: Locations which are farther from the manufacturing point will be charged
higher for the product than the locations which are nearer, as the transportation cost will vary
from region to region. Hence the end user price will be different in different cities. Also price
will be reduced for the product (transfer price to the dealer) in case they participate in marketing
and sales support programs or perform different functions like service delivery, training etc on
their own. However, the expense thus incurred will be passed on to the customer.
To attract the customer we can employee low interest or even zero interest financing options.
Students who go to school or college on Eco-Mobike will get special discount from time to time.
Budget, Performance and Implementation
Marketing Budget: We need to do extensive advertising during the launch of the product.
This requires great deal of investment in advertising so as to increase brand awareness. The main
media channels employed to accomplish this task are TV, radio, newspaper, internet and event
marketing. The TV channels employed will be Star Plus, Aaj Tak, NDTV and ETV Gujarati
(selected on the basis of viewership in Gujarat). In case of news channels the cost for 10 sec slot
at prime time is approximately Rs 25000 and for Star Plus it comes out to be Rs 1.5 lacs and for
other time slots the rates are almost half. Also we have divided the various months into off
season and peak seasons respectively. During the peak seasons we will raise our advertising
budget to garner more sales. Similarly we will decrease our advertising budget during off
seasons. Since our product will initially cater to Gujarat only during its initial years so it would
be waste of money to showcase the advertisement to the entire country. Therefore we buy
advertising slots from Amagi group (an ad agency which buys slots at national channels and sell
the slots to regional advertisers at nominal cost). By doing so we reach maximum viewership at
lowest cost, also the advertisement will be telecasted 3 times a day thrice a week during prime
time at the various channels. In case of newspaper the ad will be printed on the first page twice a
week and the size of the advertisement will be thirty lines with 10 words per line the cost will be
in the range of Rs 22500 and 45000 for Gujarat Samachar and Times of India respectively. In
case of radio we will use Red FM (as they have good reach in the targeted cities) and the ad will
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be telecasted 5 times a day during prime time this will cost us around Rs 15000 per month. To
maintain presence on internet and serve the needs of tech savvy customers we will use Facebook
and Google ads. The cost will be incurred on CPC (cost per click) basis and we are assuming a
target of 500 clicks per month for Facebook and Google ads respectively. The average cost
hovers around Rs 25-27 per click and it will cost us around Rs 26000. We will also employ three
hoarding at the key locations (the site selection will depend upon the visibility of hoarding and
the people traffic), this will cost us around Rs 75600 per month.
In order to increase our media presence we will actively involve in sales promotion. We will
take sponsorship of various sports events and cultural festivals like Nav Durga. During sports
event we will distribute free T shirts to the contestants. We will also organize trials where the
participants will get free T Shirts and key rings respectively this will cost us Rs 60 and Rs 10 per
unit respectively.
Additional Considerations:
After Sales Service and Support: Creating loyal customers is one of the goals of our business.
The idea is to build a superior experience and deliver high customer value which will help us to
attract new customers and retain the existing ones.
Service: The service engineers and dealers will be provided with regular training on the product,
technology and most soft skills to provide quick and quality service to the customers. As both the
product and the technology are fairly new in India to build the faith of the customer in the
product, technology and brand free onsite service will be provided for the first 4 times out of the
total 6 free services. In case of an emergency situation like the bike is not starting, battery not
taking charge, rider is stuck on the road as the battery is drained out an engineer visit can be
arranged. Since regular cleaning and lubrication of parts is a must and for the maintenance of the
vehicle, 6 free services (before the stipulated time mentioned in the product booklet) will be
provided to customer who will cover service for all the major parts mentioned above and thevehicle as a whole. The service will be provided at the wide distributor and dealer network
present in the all the cities shortlisted for launch.
Road Side Mechanics: Since its a new and different technology with new and different vehicle
parts and mechanisms, existing methods by road side vendors to fix a punctured tyre will not be
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sufficient. City wise drive will be taken by the already trained and certified technicians and
service engineers of Eco-Mobikes to train and cover all the road side mechanics on tyre
replacement, lubrication and cleaning of the Eco-Mobikes.
Helpline: A centralized call centre will be established with a toll free number which will operate
from 9 AM to 6 PM, Monday to Friday. The call centre will help the existing customers to get
any information related to the warranty, register complaints, product info, nearest service centre
and technical knowhow. The manpower in the call centre will also be used proactively to get
feedback from the existing users of the product which will not only help us to make further
improvements in the product but will also be useful in maintaining a long term relationship with
the customer. Apart from this the call centre will be used extensively for inside sales activities.
Warranty Details: All the models are secured with warranty and extended warranty. A 3 years or
36000 kms (whichever comes first) warranty will be provided on the motor and controller parts
of all the vehicles. For the battery charger a 1.25 years or 15000 kms (whichever comes first)
warranty will be provided. For the vehicle and the battery a 1 year or 12000 kms (whichever
comes first) warranty will be provided.
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Annexure 1
Vehicle Specfication Eco Electron Eco Flora Eco Cratus
Length x Width x Height1870mm x 660mm x1175mm
1860mm x 730mm x1300mm
1880mm x 830mm x1240mm
Kerb Weight (Vehicle Weight) 77 Kg 114 Kg 115 Kg
PERFORMANCE
Maximum Speed 25 Km/Hr 50Km/hr 65 km/hr
Maximum range per change 70 - 75 Km/charge 70 - 75 Km/charge 70 - 75 Km/charge
Pay Load Capacity 100 Kg 130 kg 140 kg
TECHNICAL DETAILS
Motor (BLDC HUB Motor) 250 W 900 W 1800 W (Peak power)
Battery Type VRLA Deep Discharge VRLA Deep Discharge VRLA Deep Discharge
Battery 30 Ah 33 Ah 40 Ah
Electricity Consumption/Charge 1.4 Units 2.0 Units 2.25 UnitsCharging Time 3 to 5 Hrs 3 to 5 Hrs 3 Hrs
Price (Rs) 30,000 36,000 40,000
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Annexure 2
Trend in GDP per capita and two wheeler prices
Trend in Urbanization in India.
Trend in domestic sales volumes of scooters segment.
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Annexure 3-
Expected Financial Ratios-
Current ratio 14.5 14.5 14.5 14.5 14.5
Profit Margin 0 0.002 0.009 0.015 0.02
Net working
capital
0.93 0.93 0.93 0.93 0.93
Return on asset 0 0.037 0.155 0.285 0.428
Return on
common equity
0 0.053 0.225 0.414 0.621
Asset turnover 13.65 15.02 16.522 18.175 20
Debt equity 1 1 1 1 1
Interest coverage -7.26 -0.174 2.46 5.4 8.5
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Annexure 4
Key rings-
T-shirts
Hoardings-