B2 b asian paint

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B2 b asian paint

  1. 1. ASIAN PAINTS
  2. 2. COMPANY PROFILE  Asain Paints company incorporated in 1942.  Asian Paints was established on February 1, 1942 by Champaklal H. Choksey, Chimanlal N. Choksi, Suryakant C. Dani and Arvind R. Vakil.  Asian Paints has come a long way to become India’s largest and Asia’s third largest paint company, with a turnover of Rs. 109.70 billion.  Asian Paints operates in 17 countries and has 25 paint manufacturing facilities in the world servicing consumers in over 65 countries.
  3. 3. CONTINUED…  Asian Paints also operates through ‘PPG Asian Paints Pvt Ltd’ (50:50 JV between Asian Paints and PPG Inc, USA, one of the largest automotive coatings manufacturer in the world) to service the increasing requirements of the Indian automotive coatings market.  Asian Paints has formed another 50:50 JV with PPG named ‘Asian Paints PPG Pvt Ltd’ to service the protective, industrial powder, industrial containers and light industrial coatings markets.
  4. 4. INTERNATIONAL PRESENCE  Today the Asian Paints group operates in 17 countries across the world and is the largest paint company in eleven countries.  The group operates in five regions across the world viz. South Asia, South East Asia, South Pacific, Middle East and Caribbean region through the five corporate brands viz. Asian Paints, Berger International, SCIB Paints, Apco Coatings and Taubmans.
  5. 5. CONTINUED… The Group operates as:  Asian Paints in South Asia (India, Bangladesh, Nepal and Sri Lanka)  SCIB Paints in Egypt.  Berger in South East Asia (Singapore), Middle East (UAE, Bahrain and Oman), Caribbean (Jamaica, Barbados, Trinidad & Tobago).  Apco Coatings in South Pacific (Fiji, Tonga, Solomon Islands and Vanuatu).  Taubmans in South Pacific (Fiji and Samoa).
  6. 6. PRODUCT PORTFOLIO  Asian Paints manufactures and markets industrial and decorative coatings.  The company also provides home painting services and solutions.  The company's key products and brands include the following:  Decorative paints: Interior wall paints, Exterior wall paints, Wood surface paints, Metals surface paints.  Industrial coatings: Protective coatings, Floor coatings, Road markings.  Ancillaries: Wall primer, Acrylic Wall Putty, Exterior Wall Putty, Wood Primer.
  7. 7. KEY INDIAN PRODUCTS PORTFOLIO
  8. 8. KEY INTERNATIONAL PRODUCT PORTFOLIO
  9. 9. FINANCIALS OF ASIAN PAINTS Standalone:- (For year 2011-2012)  Net Revenue from Operations Increased by 25.7% to 7964.2 crores.  EBITDA Increased by 21.2% to 1493.2 crores.
  10. 10. CONTINUED…. Group:-(For year 2011-2012)  Net Revenue from Operations Increased by 24.7% to 9632.2 crores.  EBITDA Increased by 15.8% to 1616.2 crores.
  11. 11. MAJOR CLIENTS OF ASIAN PAINTS General Industrial Business broadly caters to following customer groups:  OEM Accounts : These include 2 Wheelers, 3 Wheelers, Tractor Manufacturers, Commercial Vehicles & Heavy Equipment.  Ancillary Base : The ancillary account includes Auto Part and Wheel manufacturers  Two Wheelers account for 50% of GI’s revenue. Major Accounts include Hero Honda, Bajaj Auto, TVS Motors, Honda Motorcycles, and Mahindra Two Wheelers  CV accounts include Ashok Leyland , Man-Force and Swaraj Mazda. Tractor manufacturers include New Holland & John Deere.  General Industrial customers primarily consist of Two and Three Wheeler Manufacturers, Commercial Vehicles, Tractor Manufacturers & Ancillary base. These customers are spread all over the country.
  12. 12. CONTINUED…
  13. 13. Segmentation, Targeting & Positioning • Automobiles Engineering • Consumer Durables • Construction Projects- Societies, Roadways, etc. Segmentation • Asian Paints is the market leader in Decorative Paints segment. • Its main value proposition is the quality of paint it supplies. Positioning
  14. 14. Competitors in India  Akzo Nobel India ltd  Bombay Paints ltd  Hard Castle & waud manufacturing company ltd.  Jenson & Nicolson India ltd.  Nerolac paint ltd.  Sarika paint ltd.
  15. 15. GLOBAL COMPETATOR 1 AkzoNobel nv (Netherlands) 2 PPG Industries Inc. (Pittsburgh) 3 DuPont Coatings & Color Technologies Group (Wilmington ) 4 ICI Paints (Berkshire, UK ) 5 BASF Coatings (Germany) 6 Nippon Paint Co. (Japan) 7 Sherwin-Williams Co. ( Cleveland)
  16. 16. Market Share in India Asian Paints 55% Nerolac 17% Berger 17% ICI 11%
  17. 17. COMPETITION Name Last Price Market Cap. (Rs. cr.) Sales Turnover Net Profit Total Assets Asian Paints 425.10 40,775.50 8,971.70 1,050.00 3,069.02 Berger Paints 204.05 7,066.33 3,024.21 209.80 1,287.45 Kansai Nerolac 1,064.70 5,737.88 2,856.60 292.20 1,346.47 Akzo Nobel 770.70 3,596.11 2,231.98 218.83 1,105.30 Shalimar Paints 55.25 104.58 530.18 11.02 163.12 Jenson Nicholso 2.25 8.42 59.25 -5.84 -228.48
  18. 18. 18
  19. 19. 19
  20. 20. 20 •Over 14500 direct dealers as opposed to 7000 of our nearest competitor •Over 35% of the dealers do business only with APIL •67 sales locations situated all across the •Country
  21. 21. PRODUCT OFFERING
  22. 22. Different Phase  Increasing penetration in the rural markets  Extension of the brand  High salience  Ensuring service to network
  23. 23. Products  Asian paints product range includes  Decorative  Industrial  Decorative paints • Interior wall finishes • Exterior wall finishes • Enamels • Metal finishes • Wood finishes
  24. 24. PRODUCTS  Industrial paints  Automotive  Powder  Protective coating  Road marking  Floor coating
  25. 25. INTERNATIONAL MARKET - STRATEGY • To enter the high-growth emerging markets • Adopt a regional hub approach to international operations • Apply the emerging market business model: – Introduce new products suited to local needs – Introduce new technology, accordingly – Focus to improve all areas of operations, especially supply chain 25
  26. 26. Consumer-centric initiatives • Asian Paints Home Solutions - Offers a “painted surface” vs. just “paint” – Aimed at controlling the quality of end product – Overcomes major “barriers to purchase/consumption” – Good response from the market; present in six cities • Asian Paints Helpline – Toll free access to the Helpline – High conversion rate into actual sales 26
  27. 27. Cont…. • Colour World machines – 3175 machines installed till February 1, 2003 – 827 machines installed under arrangement with Citibank – Colour World dealers make more than 50% of sales • Prediction of colour trends in India • The launch of Kids World • Royale Play • Do-It-Yourself mode 27
  28. 28.  Environment and safety.  Improving infrastructure and healthcare at local schools; adopting school education.  Total water management.  Age care. 28
  29. 29. Environment and Safety 29 Reuse Recycle Eliminate waste
  30. 30. Marketing Strategy  Company is using different techniques such as advertising Campaign, sales promotion, personal selling, direct marketing and public relation to increase sales  A total amount of 85 crore is spent on the ad campaign by asian paint. Their particular ad campaign „Mera Walla Blue” “har ghar kuch kehta hai” are being liked by the customer.  Online marketing for urban customer: Asian paint online marketing system is helping. The company in lot of ways, providing all the necessary information to the customer. It is an unique way of promotion.
  31. 31. Promotional Strategies
  32. 32. DMU INITIATORS GATEKEEPE RS BUYERS DECIDER USERS INFLUNCERS
  33. 33. Assumption (Hotel Industry)  It has been decided that all the hotel need to be white washed. Requrements:  Interior paints(Royale play) Ready to use special effects  Exterior paints(Apex exterior emulsion) Smooth looks and weatherproof  Metal finishes (premium gloss enamel)shiney new
  34. 34.  Wood finishes INTERIOR • Wide range of clear,opaque & water based finishes,providing new décor possibilities. EXTERIOR • Protect your exterior furniture with a range of Clear, opaque and water based finishes. ITALIAN • Presenting the Ultra Luxury Italian Range of Décor Idea for Wood. Woodtech emporio(clear finishes) Premium Semi- gloss enamel Woodtech Polyester
  35. 35. SmartCare Waterproofing Solutions and Products
  36. 36. DMU COMMITEE  INITIATORS: Director  GATEKEEPERS: Production manager/purchase manager.  BUYERS: Overlap of gatekeeper & decider.  DECIDER: Operation manager  USERS: All the staff.  INFLUNCERS:Interior decorator & Architect

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