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Eureka

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Its a presentation on a case study about Eureka Forbes when they entered indian market …

Its a presentation on a case study about Eureka Forbes when they entered indian market

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  • 1. Submitted To: Prof. Anoop OhriSubmitted By:Umesh KumarRajkaran Chhina
  • 2.  In 1909 Fred Wardell of Detroit, Michigan launched a vacuum cleaner company that soon acquired a worldwide reputation for high quality products, excellent relations with its customer and dealers, and solid marketing programs. That reputation continues today, with Eureka ranking as a major leader in home cleaning products.
  • 3. Versatile Sleek Lightweight Eureka In 1913 Eureka launched six different models & offered various add-ons for cleaning floors,walls,upholstery & crevices.
  • 4. 4005000
  • 5. Jury of Electrical ExpertsSan Francisco International Exposition
  • 6. 1929
  • 7.  world war II Eureka had to stop production and its business suffered to a great extent for a couple of years. 1945 it merged with leading heating and air- conditioning equipment manufacturer William Oil- O-Matic, which was renamed as Eureka-Williams.
  • 8.  Over the next years, it diversified into the manufacture of oil burners & government defense equipments. 1960 it merged with electronic good manufacturer National Union Electric and also manufactured a battery operated automobile named Henney Kilowatt.
  • 9. Normal1983 and then Electroluxexpanded in 1997 El Paso JuarezWorlds Largest VacuumCleaner Manufacturing
  • 10. 1982 Aquamall Water Solution Ltd. Subsidiary to manufacture its products 1985 Established its Dealer sales division 1986 industrial sales division 1989 exports divisionOperations begin from Delhi with just 10 salesrepresentatives.
  • 11.  In 1997 Eureka Forbes diversified into electronic security solutions under the brand name “Eurovigil”. India Direct selling One of the first direct selling companies
  • 12.  The company employed dynamic, highly motivated individuals, called „ Eurochamps‟, who projected the image of “ The friendly man from Eureka Forbes”
  • 13.  It suffered a setback in 1992-93, when profits declined by 50% in comparison to previous year. However it gradually gained acceptance in Indian market & sales picked up. The company began advertising various media initially to familiarize its target segments, housewives, with its products & introduce it to its sales force.
  • 14.  helpful salesperson who solved the problems of housewives. Models appeared as Friendly and trustworthy i.e. T.V. actors
  • 15.  Customer Care Network with over 400 CRC, covering over 98 towns „annual maintenance contract‟ mobile service van(Mumbai,New Delhi) Operation Red Zone Water Labs (Mumbai,New Delhi, Kolkata,Chennai,Banglore and Ahemdabad)
  • 16.  new water purifier against their old model at a discounted price . Euroclean home contest Service call back guaranteed with in 48 hours
  • 17.  Call Center for customer service With in a year 5 more CRC B2E (business to employee) exercises and employees asked to report weekly instead of monthly. Ranking the salesperson according to their performance
  • 18.  Regular information to suppliers and email identities . Online training sessions by managers Enabled its water labs to work online
  • 19.  Net profit Rs 56million in 1995-96 Rs 2.29 billion in 1997-98
  • 20.  Direct selling policy changed Consumer training drive with a pager number for demonstration and training by salesperson.
  • 21.  Advertising Policy Changed Maidservant using a vacuum cleaner Entered the water bottle market
  • 22.  Eureka Forbes Institute of Environment. Daily measurement of air pollution in 8 metropolitan cities with NDTV and aired on star news, also published on website like www.ndtv.con and www.webhealthcare.com Held free pollution control camps in 10 metropolitan cities
  • 23.  Eureka forbes built a customer base of 2.5 million by 1999 and recorded a turnover of Rs 3.08 billion for 1999-2000. Besides the household segment ,its client list included leading hotels such as The TAJ ,The Oberoi ,The Centaur ,Four Seasons ,Orchid International, Leela Kempenski and corporates such as Mahindra & Mahindra ,TCS , Bajaj auto ,Wipro Fluid and Telco
  • 24.  2001 Turnover of Rs 3.68 million ,32% of which came from vacuum cleaners and 45% from water purifiers. 2002 undisputed market leader with 75% and 85% market share and vacuum cleaners and water purifier.
  • 25. • Asia‟s largest direct sellingcompany• Customers base of more than 6million happy families• Operating in over 131 cities and398 small towns
  • 26.  1500 customers connecting everyday A 10,000 strong dealer sales network A 58 distributor strong Institutional Sales Network 4500 company trained technicians Supported by Call Centers, Customer Care Representatives & Mobile Service Vans
  • 27.  Ranked among Indias Most Admired Consumer Durable Companies Best Employers (4 times in a row) Winner of Most Admired Knowledge Enterprise MAKE- Asia Awards A case study at the prestigious Harvard Business School Winner of awards on Customer Responsiveness Winner of Water Digest awards
  • 28.  We are in close and constant touch with our customers, listening to them and understanding their needs We have created exciting new products and services to satisfy their needs We have educated them to change their perceptions and practices
  • 29.  We make a special effort to let the bonds of friendship endure through service, post purchase training and a host of other customer care incentives Everyone in the company strives to make our customers Friends For Life
  • 30.  „Nana Nani Parks‟ for our senior citizens Inaugurated in 1999, "The Year of Senior Citizen" Safe drinking water to earthquake victims in Bhuj and cyclone victims in Andhra Pradesh
  • 31.  Frost & Sullivan honored Eureka Forbes Limited with dual awards, 2009 Best Company of the Year Award in the Indian Residential Point-of-Use Water Treatment Systems Market and 2009 Customer Service Leadership Award in the Indian Residential Point-of-Use Water Treatment Systems Market.
  • 32. Happy healthy and pollution freeenvironment made on trust and lastingrelationships with customers. Mission To build sustainable relationships Values Mutual respect and trust
  • 33. To become a 1000 Crore Company
  • 34.  Direct selling and with the use of Eurochamps. Eurochamps were friendly employs from Eureka forbes. The smartly dressed salesman would come to their houses and show how air/water purifiers worked. Annual maintainance contract Operation red zone Mobile service vans Water labs
  • 35.  The company planned to spread over its products available in retail outlets through its dealer network, spread across 2600 dealers. 10% from dealer channel and 75% from direct selling. It wanted to be a one-stop-shop for products related to providing pure water. Expertise said its new in market so it would have tough time.
  • 36.  Different theme of advertisement, because people were letting servants to use other products but not vacuum cleaners. Training to salespersons Nana nani park Free pollution control camps
  • 37.  Yes, ofcourse. It has reached the top now, it has been there for years. It believe that a good relationship with the customer is very important. They emphasis on after sale services resulting customer loyalty.