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Business plan of narmada computers limited

  1. 1. Business plan of Narmada Computers Limited 2011 Business plan Of Narmada Computers limited By BIPIN BHARDWAJ December, 2010-12Confidential Document Page 1
  2. 2. Business plan of Narmada Computers Limited 2011 Table of CONTENTSChapter No. Title Page No. Declaration Acknowledgement List of Tables List of Graphs List of charts List if abbreviations Executive summary I Introduction Background of the study Theoretical background of the topic Company profile Statement of the problem Need of the study Scope of the study Balance SheetConfidential Document Page 2
  3. 3. Business plan of Narmada Computers Limited 2011 II Research Methodology Research design Primary data Secondary data Sample design Sample unit Sample size Sampling method Method of data collection Instrument for data collection Limitations Data Processing and Analysis Findings Conclusions Recommendations Bibliography Appendices / annexure Questionnaire Management lessonConfidential Document Page 3
  4. 4. Business plan of Narmada Computers Limited 2011 DECLARATIONI, BIPIN BHARDWAJ, Hereby declare that this Business plan is the record of authentic workcarried out by me and has not been submitted to any other University or Institute for the award ofany degree / diploma etc.BIPIN BHARDWAJDate:Place:Confidential Document Page 4
  5. 5. Business plan of Narmada Computers Limited 2011 ACKNOWLEDGEMENTSI take this opportunity to express my deep sense of gratitude to my mentor & Designated partnerMr. KUSHAGRA BHARDWAJ for his guidance and other members of the organization forextending their valuable support and help in the preparation of this Business plan.It is my pleasure to acknowledge “Narmada Computers limited”, for giving me this wonderfulopportunity for allowing me to do my summer training here. I am also thankful to wholedepartment for their co-operation at the time of my training.I am equally grateful to all the employees of various departments/processing units who haveprovided me with adequate data/information and support, in spite of their hectic schedule.And to my friends for extending their co-operation in completion of this business plan oncomputers and peripherals products.Date:Signature:Confidential Document Page 5
  6. 6. Business plan of Narmada Computers Limited 2011 List of Tables Table No. Title Page No. 1 Trial version are using (Questionnaire no 5) 2 Information about computers and peripherals products (Questionnaire no 9) List of Graphs Graph No. Title Page No. 1 computers and peripherals products version preference (Questionnaire no 3) List of Charts Chart No. Title Page No. 1 Competitors of Narmada Computers limited (Questionnaire no 1) 2 change computers and peripherals products (Questionnaire no 10) List of Abbreviations Abbreviations Full formLLP Limited Liability PartnershipISO Indian Standard OrganizationSWOT Strength Weakness Opportunity ThreatsBPO Business process OutsourcingCSR Corporate social responsibilityConfidential Document Page 6
  7. 7. Business plan of Narmada Computers Limited 2011 EXECUTIVE SUMMARYThe purpose of behind selecting the topic the Business plan of Narmada Computers Limited wasto understand the market and the challenges which play a key role in development of newproduct. According to the studies most of the company needs to grow their revenues bydeveloping new product & services and expending in to new markets in shorts. The mainobjective to work on this topic was to know the effect of improve or replacement product &services on the sales and to understand the present market potential and customization of thecompany. The methods used to study this Business plan were mainly through the primary datacollection that is through telephonic interview with different company and to extent personalinterview. As the data collection was primary mode of collecting data show the analysis wasdone of the basis of the data collected. Various charts & graphs are shown in the study moreeasily and effectively. And the analysis is carried on basis of those tabulation works. Variousconclusion and recommendation have been also included in Business plan study on the basis ofthe data collected and analysis an observation made conclusion which are obtained from the briefstudy are as follows .Few recommendations have been made in the study to the company shouldimprove Narmada Computers limited should produce this new product. In India there is lessnumber of producers of computers and peripherals products. In perspective of demand there is abig market in India and also entirely globe. It is a big investment for Narmada Computers limitedto develop new computers and peripherals products. So Narmada Computers limited can invitethird party for development of the computers and peripherals products. Narmada Computerslimited is kept his first step stone in the field of software in the month of March in the city oflakes Bhopal (Madhya Pradesh).Narmada Computers is a company of Credibility, Reliability,Innovative, and Outsourcing. Software development. IT consultancy. Software Productmarketing company. Business plan done in our company is of satisfactory quality and cheaper incost. Companies also do marketing of the software product. It also consultant and createawareness to the people who want to make their own software and website for their products.Narmada Computers is a company of highly innovative people, and also they are down to earththinkers.Confidential Document Page 7
  8. 8. Business plan of Narmada Computers Limited 2011Mr.Kushagra Bhardwaj (Designated partner) is pursuing his engineering in IT as a streamfrom R.G.P.V Bhopal (M.P) BACK GROUND OF THE STUDYNarmada Computers limited is a company which deals in Website Design and Development-Commerce Development Solutions, software development, open source development ,Steps,Tips and Detailed: How to Get A New website, Market survey, New product developmentincludes promotion, marketing, selling of new product. Narmada Computers limited By Mr. Bipin Bhardwaj E-7/128, Ashoka Society, Arera colony, Bhopal (M.P) - 462016 E-mail: Mobile: +919225772705, +919765795184, +919425676892 Document Page 8
  9. 9. Business plan of Narmada Computers Limited 2011ObjectiveShort term objective –There will be marketing and selling of new product like computers andperipherals products .outsourcing the computers and peripherals products from other SoftwareCompany or manufacturing company.To gain credibility and sufficient revenue through building partnership with potentialorganization with very effective and efficiency way .We as Software Company add value to thenew product computers and peripherals products.Long term objective - : By delivering computers and peripherals products on time as per thecustomer requirementand with low cost with standard of ISO quality. We successful complete the software ofcomputers and peripherals products as per within time by the client and with low cost .Makinglong term relationship with the customer by continuous follow up with the clients.Narmada Computers limited stands for their Credibility, reliability, process standards, innovativeideas; goodwill provides satisfactory solutions to the clients. To gain clients goodwill by givingthem consultancy time to time for the product up gradation in the software of computers andperipherals products. To make software in such a way that the, clients customer’s visit’s willbecome into repeaters. By outsourcing the software of computers and peripherals products ourcompany adds values to the product and with the unique features of giving continuoussuggestions to the clients for their software improvement and according to the current trends andpatterns, and also takes time feedback from customers. ● To understand the present market potential of computers and peripherals products in Indian market. ● To forecast the sales of computers and peripherals products for the company. ● To find weather it is feasible or not for the company. ● To understand the competition level of computers and peripherals products in the market.Confidential Document Page 9
  10. 10. Business plan of Narmada Computers Limited 2011 THEORETICAL BACK GROUND OF THE TOPICNew product developmentThe process 1. Idea Generation Ideas for new products can be obtained from basic research using a SWOT analysis (Strengths, Weaknesses, Opportunities & Threats), Market and consumer trends, companys R&D department, competitors, focus groups, employees, salespeople, corporate spies, trade shows, or Ethnographic discovery methods (searching for user patterns and habits) may also be used to get an insight into new product lines or product features. Idea Generation or Brainstorming of new product, service, or store concepts - idea generation techniques can begin when you have done your OPPORTUNITY ANALYSIS to support your ideas in the Idea Screening Phase (shown in the next development step). 2. Idea Screening The object is to eliminate unsound concepts prior to devoting resources to them. The screeners must ask at least three questions: Will the customer in the target market benefit from the product? What is the size and growth forecasts of the market segment/target market? What is the current or expected competitive pressure for the product idea? What are the industry sales and market trends the product idea is based on? Is it technically feasible to manufacture the product? Will the product be profitable when manufactured and delivered to the customer at the target price?Confidential Document Page 10
  11. 11. Business plan of Narmada Computers Limited 2011 3. Concept Development and Testing Develop the marketing and engineering details Who is the target market and who is the decision maker in the purchasing process? What product features must the product incorporate? What benefits will the product provide? How will consumers react to the product? How will the product be produced most cost effectively? Prove feasibility through virtual computer aided rendering, and rapid prototyping What will it cost to produce it? Testing the Concept by asking a sample of prospective customers what they think of the idea. Usually via Choice Modeling. 4. Business Analysis Estimate likely selling price based upon competition and customer feedback Estimate sales volume based upon size of market and such tools as the Fourt- Woodlock equation Estimate profitability and breakeven poi 5. Beta Testing and Market Testing Produce a physical prototype or mock-up Test the product (and its packaging) in typical usage situations Conduct focus group customer interviews or introduce at trade show Make adjustments where necessary Produce an initial run of the product and sell it in a test market area to determine customer acceptanceConfidential Document Page 11
  12. 12. Business plan of Narmada Computers Limited 2011 6. Technical Implementation New program initiation, Resource estimation, Requirement publication Engineering operations planning, Department scheduling, Supplier collaboration, Logistics plan, Resource plan publication, Program review and monitoring, Contingencies - what-if planning 7. Commercialization (often considered post-NPD) Launch the product, Produce and place advertisements and other promotions Fill the distribution pipeline with product; Critical path analysis is most useful at this stageConfidential Document Page 12
  13. 13. Business plan of Narmada Computers Limited 2011 Company ProfileNarmada Computers limited is incorporated on 7th of March 2011.Company registered office isin Bhopal (Madhya Pradesh) “The city of lakes “.Company deals in1. Create web based solutions that you can access anywhere, anytime.2. Provide bespoke software solutions - tailored to your requirements.3. Help you discover the potential of your business data.4. Support and maintain your existing software and legacy systems.5. Increase your productivity by automating repetitive tasks.MISSIONTo make simple and unique approach to develop software for computers and peripherals, byadding new upcoming technology like E-commerce applications and web applications.To overcome the problem is in a very efficient and cost effective way.VISSIONTo make the company world best in quality of computers and peripherals design in innovativeway.To sell the software product, computers and peripherals with very lowest price.Confidential Document Page 13
  14. 14. Business plan of Narmada Computers Limited 2011SWOT analysis of Narmada Computers limitedStrengths: ■ Low cost ■ Fully integrated operations from. Lower adverse impact due to market fluctuation. ■ Good quality of software and technology for productivity improvement. ■ Manpower and good profile of employees.Weakness: ■ High development costOpportunities: ■ High demand growth potential ■ High potential for value added products with improved reserves, lower cost of production. ■ Good scope for expansion and export. ■ Competitive advantage to India ■Threats: ■ International software development price downward fluctuations. ■ Environment concerns and failing tariff structure also affecting profitability. ■ Reductions or withdrawals of export benefits.Confidential Document Page 14
  15. 15. Business plan of Narmada Computers Limited 2011Marketing mix -:Place -: Company concentrate on the local customer like schools, colleges, small scale business,coaching institute, while concentrating on these segment company can make software forcomputers and peripherals.Price -: price can be varied from according to the segments wise price list according to themarket share and market size of computers and peripherals, what the features clients wantaccording to that price varies.Promotions -: events, B2B approach presentation to the company or the target clients for thecomputers and peripherals software development /design, web marketing example -: Google.Products -:1. Computers and peripherals development.2. Internal software development for the company.3. How to make new software for computers and peripherals.4. Computers and peripherals design.5. Software engineer (freelancer software engineer)6. SMS software.Confidential Document Page 15
  16. 16. Business plan of Narmada Computers Limited 2011 STATEMENT OF THE PROBLEM 1. What the company needs to do about new product of computers and peripherals. 2. What information is needed and how should be obtained. 3. It should be action oriented or information oriented. NEED OF THE STUDYThe basic need of the study behind can be as follows 1. Developing a marketing strategy for introducing a new product for computers and peripherals market. 2. Estimating total sales of computers and peripherals market 3. Making budget of new product development for computers and peripherals. 4. For proper planning and organizing new product development for computers and peripherals. 5. To draw ideas from customers for the computers and peripherals market. 6. For better concept development & testing of new product for computers and peripherals market. 7. For business analysis & future forecasting of new product development for computers and peripherals market. SCOPE OF THE STUDY 1. Making market budget for new computers and peripherals, along with proper planning and organizing of the new Business plan. 2. To forecast the sales of every new product and developing a strong market for the product. 3. To understand the market and requirement of a computers and peripherals. 4. To understand the customer requirement and increase the sales by increasing customer loyalty. 5. To develop market strategies for the computers and peripherals products. 6. Testing of the market and generating new ideas before developing a new product. 7. Commercialization of new product.Confidential Document Page 16
  17. 17. Business plan of Narmada Computers Limited 2011Environmental influence -:While India holds a dominant share of the global offshore IT-BPO sector, yet, at USD 46.3billion in 2008-09, Indian IT-BPO exports accounted for less than 2.8 percent of the global spendon IT-BPO. Over the next decade, the industry will be influenced by several global macro-economic, demographics, social, business and technological trends that will shape the face ofglobal business. These trends include:Macroeconomic and demographic trendsShifting centers of economic activity–GDP of Asia and Europe will convergeWorking age population shrinking in key developed countries (e.g., Japan, Italy, US)Social and environmental trendsIncreased Internet and mobile connectivity transforming the way people live and interactRapidly increasing consumption and associated supply gap in key natural resources (e.g., oil,water) creating need for resource efficiency and climate change solutionsBusiness and technology trendsGlobal economic crisis leading to major shift in industry structures and higher regulatory controlCorporate boundaries being redefined (e.g., open innovation, extended supply chains, web ofpartnerships)Technology radically transforming the way traditional corporations and governments functionThis will lead to new opportunities for companies to capture new markets largely untapped sofar. So far, the prime focus of the global sourcing industry has been on core markets- largeenterprises from North America, Western Europe and Japan in verticals such as BFSI, telecom,retail, pharmaceuticals, manufacturing and travel. While these core markets will continue togrow over the next 10 to 15 years, driven by growth in the cost base, the industry will beredefined along four key dimensions:Confidential Document Page 17
  18. 18. Business plan of Narmada Computers Limited 2011New services in core markets: 1) There is still further growth potential (beyond the cost-based growth) even in the core markets described above. The global sourcing industry has largely focused on cost reduction through replication of processes in low-cost locations. Going forward, the industry can propose additional services to these core markets in three ways: 1) offer beyond-cost services, e.g., revenue enhancement, capital avoidance; 2) Suggest integrated manufacturing and services solutions e.g., end-to-end development of new auto parts; and 3) Redesign and transform processes, leveraging automation.New customer segments: Enabled by mega trends such as increased digital connectivity and theavailability of new delivery platforms, the industry can expand its influence beyond largeenterprises to SMBs. The emergence of new service offerings will also allow players to servesmaller enterprises in an unconventional but profitable manner. The industry can also offer directbusiness-to-consumer services (such as financial, healthcare and travel services) to the emergingclass of well-connected retail consumer’snew geographies: As economic growth expands into new markets, Asia will bypass Europe asthe second largest target market, led by India and China. On the back of greater adoption oftechnology and outsourcing by enterprises, BRIC markets will become a sizeable target domesticoutsourcing market, with India and China accounting for almost 50 per cent of the opportunity.Confidential Document Page 18
  19. 19. Business plan of Narmada Computers Limited 2011Several trends:An estimated 80 per cent of the growth in the addressable market will come from segments thathave not been traditional markets for the industry The addressable market for BPO will exceedthat of technology services by 2020The BRIC domestic outsourcing opportunity will rival that ofcore geographiesInnovation can create an additional opportunity (around USD 200 billion for solutions andproducts in three select areas alone - namely climate change solutions, clinical research andmobile applicationsAreas of Focus Drivers of India’s advantageEnergy efficiency and climate changeSmart buildings (integrated BMS Linked to outside environment, e.g., weather, light, smartHVAC,occupancy-based lighting) Smart grid solutions (user-level )Smart monitoring, automatedT&D, monitoring, load)Growing carbon credits marketIncreasing domestic demand to reduce carbon Footprint (India’s carbon footprint fromElectricity generation will grow at a CAGR of 4% double the global average CAGR of 2%from2010 to 2020)Confidential Document Page 19
  20. 20. Business plan of Narmada Computers Limited 2011Improving regulatory environment -: Mobile applications, Internet offerings like search, mail,Messenger on mobile platformSMS-based searches, applicationsMobile middleware solutions, roaming applications, SMS gatewaysLarge domestic market Robust local ecosystem of companies, value Chain players and investorsEstablished IT resource pool & development InfrastructureTotal addressable market for global sourcing and domestic outsourcing, 2020-21Areas of Focus Drivers of India’s advantageClinical research Target identification & validationLead generation &optimizationClinical development & trialsData management & statistical AnalysisLower time-to market due to easy access toLow-costLarge patient poolAvailability of talent for high quality trialsData ManagementFavorable regulationsDomestic market andInfrastructureConfidential Document Page 20
  21. 21. Business plan of Narmada Computers Limited 2011The outsourcing opportunity in climate change, mobile applications and clinical research couldadd over USD 200billion to the total addressable market. India can have a distinctive impact inthese areas including clinical trials and data analysis, Internet offerings on mobile platforms andcreating smart grids for energy efficiency. If India is able to capture distinctive roles in thesevalue chains, over USD 75 billion could be added to Indian technology and BPO exports by2020.Current market sizeThe Indian IT-BPO industry (excluding hardware) is estimated to be a USD 63 billion industryby March 2010 employing over 2.2 million people and contributing to over 4 percent of India’sGDP. On the back of the global economic recession, the growth rate for the industry for FY 2010is estimated to decline to a low of 7 percent. The past year has witnessed a depressed demandenvironment with budget cuts and delayed decision making. However recent data indicates thatthe impact of the recession is bottoming out, decision making is starting to happen and there willbe demand for IT-BPO services.Industry structureThe industry has a healthy mix of Indian providers and foreign providers, with the lattercontributing to 30 per cent of total revenues. Companies operate through a range of sourcingmodels-1. Captive - An internal cost center or a 100% subsidiary company set up to execute IT-BPOservices2. Strategic Alliances/Joint Ventures - provider owned/joint operations transferable to thecustomer or provider at certain milestones/timelines3. Outsourced/Third party - Use of a third party service provider to provide IT-BPO servicesConfidential Document Page 21
  22. 22. Business plan of Narmada Computers Limited 2011IT- BPO Expert marketThe export industry is diversified across three major focus segments – IT Services, BPO andengineering services. While IT Services have been the mainstay of the industry, BPO andengineering services sector has built upon the India value proposition and today there existintegrated service providers across the three focus areas as well as niche providers.IT-BPO Domestic marketThe domestic IT-BPO segment is estimated to aggregate revenues of INR 650-670 Billion inFY10, as Indian firms increase IT adoption across verticals. The Government is expected tocontribute significantly to this growth with budget allocation of US$10 billion over the next 3years for the National e-governance Plan (NeGP). Leading Indian firms, multinationals as wellas the SMEs is gearing their products and services to tap into the e-governance opportunity.Confidential Document Page 22
  23. 23. Business plan of Narmada Computers Limited 2011 Financial statement Balance sheet Balance sheetcurrent assetscash 1,00,000debtorsstocktotal current assets (A) 1,90,000current liabilitiescreditorssalaries payableprovision for taxprovision for dividendtotal current liabilities (B)working capital C=(A-B) 1,90,000fixed assetsland and building 8000plant and machine 50,000less accumulated depreciationNet fixed assets (D) 58,000Net assets E=(C+D) 2,48,000share holder equityshare capitalshare premiumreserve and surplusesnet worth (F)long term liabilitiesinstitutional loan 1,00,000debenturestotal debt (G)H=(F+G) 1,00,000Confidential Document Page 23
  24. 24. Business plan of Narmada Computers Limited 2011Fund flow statement fund flow statementsourceworking capital from operationsale of plantintuitional loanissuance of ordinary sharefunds providedusespurchase of land and building 5,00,000purchase of plant and machine 50,000payment of cash dividendfund appliedincrease in working capitalIncome Statement Income StatementSalescost of goods soldgross margin on salesoperating expensesdepreciation machinebuildingother expensesnet margin from operationsgain on sales on long term inventoriesTotalloss on sales of machinery (proceeds from sales )net incomeConfidential Document Page 24
  25. 25. Business plan of Narmada Computers Limited 2011 MarketingNarmada Computers limited is a company of software and according to the market survey, TheIndian IT-BPO industry (excluding hardware) is estimated to be a USD 63 billion industry byMarch 2010 employing over 2.2 million people and contributing to over 4 percent of India’sGDP.There is so much scope in software sector; government is taking very much care ofSoftware industry .They is investing in infrastructure for the software industry in India.There are thousands of competitors in software such as Infosys, Wipro, TCS, Accenture .Theyare following the different pattern to give solutions to the clients, because many softwarecompanies are going global and taking new technology from the abroad and implicating on theBusiness plan. Now the software industry cultural had become fixed cultural every softwarecompanies are adopting the same process. With our company, there many such reasons to bedifferent from other are that we had adopted -:Continuous follow-up with the clients for their software up gradation after handover thecomputers and peripherals products to the clients. We can increase our software companygoodwill in the market and with the quality standard.Target Market -: ● Large scale industry ● Small scale industry ● Government sector ● Colleges/schools.We can target the following market by visiting them -: ● Appointment -: By phone /By E-Mail /By reference/ by employee ● Demonstration and presentation of company. ● Features and details description of a company. ● Leave business card and take business card. ● Feedback /greeting mail /add them in our website. ● By giving them updated information on software launching/ computers and peripherals market news in what why we can increases the customer visitors on their website.Confidential Document Page 25
  26. 26. Business plan of Narmada Computers Limited 2011 AdvertisingTarget market is defined as a large scale industry, small scale industry, government sector,colleges and schools. Now to do advertisement of software company can be done in a followingmeans -: ● Company website ● Networking website (can give advertisement of company on other networking website) ● Professional contact /friends contact. ● Attending business events. Branding Narmada Computers as a brand in market we are taking care of the following fundamentals concepts. ● To make our company as a brand the parameters of advertisement can be helpful. ● Outsourcing the software modules which another software company is expertise in designing, development for computers and peripherals products. ● Core competency of a company can be innovative ideas, standard work process, and goodwill in market, on time delivery of computers and peripherals products. Sales forecastingIt depends on the company brand value in the market. As per the sales of the services isconcerned we can predict that by giving the computers and peripherals products on time to theclient (what the time is decided by the clients for a particular modules in a software) with thequality standard, fraction of the market, at present we can concentrate on college for computersand peripherals products. By giving suggestion to the college administration for upgrading theircollege computers and peripherals products and to make the computers and peripherals productsas per the current scenario.Confidential Document Page 26
  27. 27. Business plan of Narmada Computers Limited 2011 Critical risk managementIf there is some good things there is some bad things are also associated with them.There is certain risk involved in a company also. When it is not in process and when it is runninggood. Recession can be a major risk in IT industry. Every software organization had to face withthe risk. At the time recession company engages the employee to the CSR activities and takeparticipate in government CSR.Management RisksAs per management risk is concerned we can say that If some of the share holder leaves thecompany or one of the Director wants to leave the company.Marketing Risksmarket risk are the risk in which we are 100% depends on the computers and peripheralsproducts market, if the computers and peripherals products market decreases then the Companyalso revenue also tends to go down.Operations RisksSuppose in the company there is some employee those are sharing some information to the othercompany, can be one operation risk.Financial RisksIf the investors /clients take all this money back from company.Intellectual Property InfringementInnovative idea that is given by the company is taken by other companyConfidential Document Page 27
  28. 28. Business plan of Narmada Computers Limited 2011New Product Development on (Computers and peripherals products )Name of the computers and peripherals products -: NCLFeatures -:Processor Description Processor Manufacturer Processor Name Processor Cache Memory (KB) Front Side Bus Processor Speed (MHz)Hard Disk Drive Type Inbuilt Hard Disk Drive Capacity (GB) CD ROM Drive DVD Drive Combo Drive Optical DriveDisplay Features Display Screen Size (Inches) Maximum Display Resolution (dpi) Screen TypeVideo Display Card Manufacturer Video CardInternet and Fax Utilities Internal Modem Modem Speed (Kbps)Multimedia Microphone SpeakersCamera Built-in Camera Resolution (Mega Pixel)Computer Interfaces (Ports and Cards) Express Card USB Port Bluetooth Digital Media ReaderMouse Type of MouseMachine Dimensions Weight (Kgs)Battery Battery (Type) Battery Life (Hours)Confidential Document Page 28
  29. 29. Business plan of Narmada Computers Limited 2011Rate /price – 10000/- per piece M.R.PSWOT analysis of computers and peripherals products -:1. Strength -: Quality of software for computers and peripherals products, software is madewithin time limit, which is given by the client and with the company.a) Credibility.b) Reliability.c) Goodwill within the customer and suppliers2. Weaknesses -:If the computers and peripherals products is not made within the time limit or duration on whichclient and the company made and agreement.Narmada Computers limited is newly launched in the software industry. There is much suchother big company, so that Narmada Computers limited had to struggle more than any othercompany.Computers and peripherals manufacturer are large in numbers.Employees are less in number (For that it took time for the computers and peripherals productscompletion).3. Opportunity -:Favorable time for the company is there is no recession and company gets as many as Businessplatform foreign country or from Indian company.Outsourced computers and peripherals products marketing from other companyLong term selling and distribution of the computers and peripherals products.Design marketing strategy and marketing plan of other company for computers and marketing of the computers and peripherals products.Confidential Document Page 29
  30. 30. Business plan of Narmada Computers Limited 20114. Threats -:For computers and peripherals products company recession is the major threats.Inflation increases can also be threats to a company.Not getting appropriate skill employee for a particular computers and peripherals products.Not getting the long term marketing and selling and distribution of the computers and peripheralsproducts. Strategic researchMarketing strategy -:1. Segmentation -: As per the segmentation part is concerned there are following -:a) student (management and engineering)b) Outsourcing.c) Company website.d) SME (Financial software)For New product development for computers and peripherals products -:a) Retailersb) Direct marketingc) Cyber caféd) SME company /organizations.Target market selection -:It is much more important than the segmentation. Software related market place (where there aresoftware companies).IT Company which outsourced their computers and peripherals products work.Market selection for an computers and peripherals products can be computers and peripheralsproducts related company.Confidential Document Page 30
  31. 31. Business plan of Narmada Computers Limited 2011Positioning -:Positioning of computers and peripherals products can be where there is computers andperipherals products market for example -: in India major computers and peripherals productsrelated states are Maharashtra, Karnataka, New Delhi, and Andhra Pradesh.We as a software company can positions our company in these states to get software ofcomputers and peripherals products because if there is no market place for the particular thingsthere cannot be competition, profit, revenue, growth.For example -: If a person is new some place and he/she wants to buy vegetable if there is nomarket then He/she cannot find the vegetable.Computers and peripherals products can be position where there is niche market only we canconcentrate on these who are awareness of the internet and those who are using computers andperipherals products /PC owner of cyber café can position there.And we’re there are manufacturer of computers and peripherals products worldwide positioningalso we can do as per the country wise.Limitation -:Browsing pattern (which computers and peripherals products are open in foreign country)according to it computers and peripherals products is design. So it increases the work load of thecompany for every country we had to design.CRM (customer relationship management)-: a. Gain enterprise commitment. b. Build a CRM team c. Business needs analysis. d. Define the CRM strategy.Market survey -:Outsourcing the market survey to the agency (rates)Rs 60 per day on per 6 person questioners’ data. = 60 rs per day*365 days = 21900 rs per year.We can include it as another expenditure for the company.Confidential Document Page 31
  32. 32. Business plan of Narmada Computers Limited 2011ExpenditureAdvertising ResearchAdvertising, promotion and branding -:Web advertising on websites like Google (rates)-: 1500/- per year or spacing wise /perimpressionRadio /TV advertising -: A rate per 30 second varies from rs20000 to rs30000. (According to theTV channels TRP rates if it is peak time then rates are double.)Rates of radio -: peak 30 to 60 second rates are different varies from rs5000 to rs7000 peak timeTotal cost on adverstiment -: 71,500Copy testing (story board)Demo -:“Wife- sunoji market me ek naya computers and peripherals products aaya hai.Husband- computers and peripherals products, tumhara matlab ke laptop se hai.Wife – nahi ji ye to apne bacho ke kaam ka hai.Husband -: aab to hamara bacho ko kaabi bhi padosi ke gahr par nahi jana padega.Wife -: aur bhi kuch hai ess computers and peripherals products me.Husband -: bahut sahi hai ye naya laptop to.Wife – are agar dhanyewad dena hai to NCL walo ko do.Husband – dhanyewad NCL.Media Research -:Promotion in events (rates) -: sponsorship minimum rs20, 000 (for college level event) and inbusiness event sponsorship varies from 1, 00,000 to rs 5, 00,000.Put stalls in various events (rates)-: according to the square foot space .for example 6*4 foot itcost rupees (at college level 20,000 to rs30,000 it also depends on where we are takingLocation for example first stall rates are high 30, the middle rates are low < than 30,000).Banner promotion -: flex rates -: 50 to 60 rs per square foot for advertising purpose 12*6 = 72 =72 square foot *rs60=rs 4320 and normal glow sign -: 100 to 500 rs 12 * 6 =72 =rs 36000 squarefoot per square foot.SMS promotion -: 1 lakh SMS @ rates of 250 to 500 rs.Total advertising cost -: 500+4320+36000+30000+500000+7000+3000+1500 +21900 + 20000=rs 624220/-Confidential Document Page 32
  33. 33. Business plan of Narmada Computers Limited 2011Distribution researchChannel managementFranching margin -:Security deposit -:rs 1 lakh to 5 lakhShould have to buy minimum 1000 products (mandatory)MRP rs 8500/-Distributor margin -:Security deposit -: rs 50,000/- to rs 1, 00,000/-Should have to buy minimum 500 products (mandatory)M.R.P for distributor is rs9000/-Retailer’s margin-:Security deposit -: 25,000/- to 50,000 minimumShould have to buy 250 products (mandatory)M.R.P for retailers -: rs 9500/-If the retailers is buying directly from distributor then M.R.P is 9500/- .or if client is buying fromcompany then it is M.R.P 9800/-Income received -: 1, 00,000 + 50,000 + 5, 00,000 = rs 6, 50,000/-Total cost from sales and distribution – (total sales)Franchise margin -: suppose they sales whole lot in 1 year 1000 products * 8500 = 85, 00,000/-From distributor -: Suppose they sales whole consignment which they demand from the company9000 * 500 product = 45, 00,000/-From retailers -: whole stock was finished by the retailers 9500 * 250 products = 23, 75, 000/-Total = 1, 53, 75,000/-Other income from deposit can be added to other income to the company that is from the depositfrom the franching, distributors, and retailers. Rs 6, 50,000/-Assumptions of expenditure for manufacturing of new computers and peripherals product.Development cost -: in this product, the development cost is the cost of design computers andperipherals products software from a software company name Narmada Computers limited.Cost of out sourcing the development to software firm and maintenance and updating etc cancost more than rs 1,75, 00,000/-Total manufacturing and development cost = 1,75, 00,000/-Confidential Document Page 33
  34. 34. Business plan of Narmada Computers Limited 2011Labor expenses salary and wages -: though we are out sourcing the development part we haddeleted our engineering department from organization .so now we left with the marketing,finance and HRDepartments.In our organization we are giving salary according to the designation level of the person.Company structure CEO MARKETINGFINANCE (GM) (GM) HR (GM)MANAGER MANAGER MANAGERACCOUNT SALESECECUTIVE EXECUTIVE HR EXECUTIVECEO salary -: 1, 00,000 per month.Finance department -:70,000/-GM -: 40,000/- per monthManager -: 20000/- per monthAccount executive -: 10,000 per monthSales and marketing department -:70,000/-GM -: 40,000/- per monthManager -: 20000/- per monthSales executive-: 10,000 per monthHR department -: total salary - : 40,000+20,000+10,000 = 70,000/-GM -: 40,000/- per monthManager -: 20000/- per monthHR executive -: 10,000 per monthTotal salary -: 2, 10,000 + 1, 00,000 =rs 310,000/-Confidential Document Page 34
  35. 35. Business plan of Narmada Computers Limited 2011Packaging -:Total cost for the packing of the computers and peripherals products software includeslaminated think sheet which can be foldable fromAnd from it we can make a good design package .it should attractive, customer see first time,pick the product and buy.Total cost of printing the primary packing – it varies from normal primary pack to jilting packwith colors.For normal pack = rs 10 to rs 15 for 1750 quantity. Total = 26,250/-For lilted pack -:rs20 to rs 25 for 1750 quantity. Total = 43,750 /-Raw material cost -:It also includes cost of CD (compact disk)/DVD that is minimum rs 15 to rs 25 for CD and forDVD varies from rs 25 to rs 40 maximum.Total = 15*1750 + 25 * 1750= rs 70,000/-Raw material cost -:For franchise distribution -:a) CD = 25 * 1000/- = 25,000/-b) DVD = 40 * 1000/- = 40,000/-For distributor distribution -: a. CD = 25 * 500 = 1,25,00/- b. DVD = 40 * 500 = 20,000/-For Dealers -: a. CD = 25 * 250 = 6250 /- b. DVD = 40 * 250 = 10,000/-Product Patent licensing -:Logo design patent -: logo should be registered in only patient office .there is in four places inIndia Mumbai, Delhi, and Calcutta.For design total cost is rs 10,000 (approx) it may also varies state wise department. It willbecome my company assets afterwards.Total cost = rs 10,000/-Confidential Document Page 35
  36. 36. Business plan of Narmada Computers Limited 2011Fuel, power, light –:Inverter cost = 15,000/- to 30,000/-Electricity cost = suppose it cost 5.50/- per unit cost5unit per day * 5.50 /- = 27.50 /-27.50 *365 = 10,037.50 /-Total cost = 40,037.50 /- per yearAdministrative cost -:Stationary cost1 laptop -: 15,000 /- to 25,000/-4 PC’s = 15,000 to 20,000/-20,000 * 4 no’s = 80,000/-Laser printer -: 25,000/- to 30,000/-Other stationary (pen, pencil and paper) = 10,000/-Total = 2, 55,000/- per yearTerms and condition-:If the price increases/decreases then we had to tell distributors to change the price as well.Distributors had to give compulsory the details of retailers /resellers and distributors. Without thepermission of the company, distributor cannot give the retailer ship to the resellers/retailers.Distributors or retailers had to take permission from Narmada Computers limited for givingevery computers and peripherals product to the retailer. They had to insert data in their onlinetraction system (made by company) Day to day traction details should be their in the CRM tools.Confidential Document Page 36
  37. 37. Business plan of Narmada Computers Limited 2011 RESEARCH METHODOLOGYRESEARCH DESIGN:-In this study of exploratory research has been used which is focused on discovery of new productof computers and peripherals products. It is based on secondary data.PRIMARY DATA:-The sources of primary data are 1. Customer 2. Market CorporateSECONDRY DATA:Secondary data may either be published data or unpublished data. Usually published data areavailable in:1. Report and publications of various associations connected with business and industry, banks,stock exchanges, etc.Reports prepared by research scholars, universities, economics, etc. indifferent field.3. Technical and trade journals, books, magazines newspapers, various publications of thecentral, state or local governments;4. Various publications of foreign governments or of international bodies and their, Subsidiaryorganizations, Public records and statistics, historical documents, and other sources of publishedInformation, WebsiteConfidential Document Page 37
  38. 38. Business plan of Narmada Computers Limited 2011Sample DesignThe sample design involved working out a concrete plan that would involve in our datacollection process and activity. The population was initially studied for the same and then adefinite sample was derived for analysis and study.Sample Unit: studentSample Size: 30Sample Method: Non probability sampling method has been used.DATA COLLECTIONPrimary Data: - Primary Data was collected through questionnaire.Secondary Data: - Main sources of secondary data was from1. Companies own data2. InternetThe following stages were used during the market research: ● Formulation of Business plan objective: - A few days were spent for gaining knowledge and information about Narmada Computers limited broad strategies. ● Desk research: - A few days were spent in marketing questionnaire. ● Pilot testing: - Initially a questionnaire was prepared and calls were made to match the Business plan objective. ● Work: - A few days were spent for filling up the questionnaire. ● Data tabulation and analysis: - Data collected was then tabulated and analyzed. Analysis was then interpreted to arrive at a conclusion that was used for giving necessary suggestions.Confidential Document Page 38
  39. 39. Business plan of Narmada Computers Limited 2011INSTRUMENTS FOR DATA COLLECTION:- 1. Questionnaire Interviews 2. Telephonic Interviews LIMITATIONS: ● Companies were not ready to disclose the material facts. ● Time for the study was limited to only two months. ● It was difficult to know whether willing respondent were truly representative. ● There was lack of adequate data for survey. ● Faced problem in taking appointment.Confidential Document Page 39
  40. 40. Business plan of Narmada Computers Limited 2011 QuestionnairesName -: ……………………………………………………Age -: ………… E -Mail –ID -: ……………………………………………………………Note-: Kindly tick mark (√) on the selected items.1. Which computers and peripherals products you are using?…………………………….Analysis -:2. How many times you contact with your computers and peripherals products service provider. 1. Daily 2. Weekly 3. Monthly 4. NeverAnalysis -:4. from where you want to buy computers and peripherals products.a. Shop onlineb.Buy from distributors or retailersAnalysis -:Recommendation -:Confidential Document Page 40
  41. 41. Business plan of Narmada Computers Limited 20116. What are the features you prefer for your computers and peripherals products which you areusing? 1. Compact. 2. Simple operating system. 3. Light weight. 4. Other ……………………………………………………Analysis -:Recommendation -:7. What are the uses of computers and peripherals products according to you?………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………Analysis -:8. How long have you been using your current computers and peripherals products serviceproviders? 1. 0 -6 months 2. 6 months – 1 year 3. 1 year – 3 years 4. 3 years – and aboveAnalysis -:Recommendation -:Confidential Document Page 41
  42. 42. Business plan of Narmada Computers Limited 20119. From where you got information about computers and peripherals products. 1. Relatives 2. Friends 3. Websites 4. Newspapers 5. Radio/TV 6. Retailers/distributors of computers and peripherals products out of 30Sources respondentrelativesfriendswebsitenewspaperradio/TVDealersTotal 30Analysis -:Recommendation –:10. Do you want to change computers and peripherals products? 1. Yes 2. NoAnalysis -:Recommendation -:If yes, which computers and peripherals products you would like to use why?………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………Confidential Document Page 42
  43. 43. Business plan of Narmada Computers Limited 2011Comments from respondent -: Thanks for your support With warm regards Bipin Bhardwaj Narmada Computers limitedFeatures of computers and peripherals products -:Processor Description Processor Manufacturer Processor Name Processor Cache Memory (KB) Front Side Bus Processor Speed (MHz)Hard Disk Drive Type Inbuilt Hard Disk Drive Capacity (GB) CD ROM Drive DVD Drive Combo Drive Optical DriveDisplay Features Display Screen Size (Inches) Maximum Display Resolution (dpi) Screen TypeVideo Display Card Manufacturer Video CardInternet and Fax Utilities Internal Modem Modem Speed (Kbps) Video CardMultimedia Microphone SpeakersCamera Builtin Camera Resolution (Mega Pixel)Computer Interfaces (Ports and Cards) Express Card USB Port Bluetooth Digital Media ReaderMouse Type of MouseMachine Dimensions Weight (Kgs)Battery Battery (Type) Battery Life (Hours)Confidential Document Page 43
  44. 44. Business plan of Narmada Computers Limited 2011RECOMMENDATIONS / SUGGESTIONSThere are following suggestions which will further help in increasing production & sells:1. Narmada Computers limited should produce new product Computers and peripherals productsbecause there is huge market potential as there are less number of producers of Computers andperipherals products.2. Since huge investment is required for development of software for Computers and peripheralsproducts, Narmada Computers limited should invite third party for development of computersand peripherals products.3. Narmada Computers limited has to optimally utilize the software.4. Narmada Computers limited should undertake the awareness campaign among the potentialcustomer for Computers and peripherals products through online and personal approach.19. BIBLIOGRAPHY 1. Product Brochure- Computers and peripherals products 2. Software Bulletin Research. 3. Company Information (Narmada Computers limited) 4. Marketing Management by Philip Kotler. 5. Management by Philip Kotlerwww.webmill.inConfidential Document Page 44
  45. 45. Business plan of Narmada Computers Limited 2011 ANNEXUREWe as software and market research company what to write only there things.1 .Outsourcing2. Innovative3. Market survey4. Credibility5. Reliability Management lessonWhy need of management lesson -: To assess an individual performs in term of the highest levelof work, the individual will be able to handle comfortably and successfully in future withoutbeing over stretched. The organization in discharging its responsibility of selecting anddeveloping mangers for the future to ensure continuous growth of the organization.Date -: 08/04/2011Time -:Place -: puneParty /person involved -: Bipin BhardwajIncident -: introduction about the Business plan, discussion was held at 11:00 am .It was first formalmeeting with the company designated partner.Comment -: Meeting with company designated partner was fixed at 11:00 am .when I entered the designated partner was sitting at his place. I was very much excited that my Business plan isgoing to start .Then he tell that mainly punctuality is more important is more importance in organization’skeep this words in my mind and after the brief introduction was over. I started my Business plan.Management lesson -: punctualityConfidential Document Page 45
  46. 46. Business plan of Narmada Computers Limited 2011Date -: 22/04/2011Time -:Place -: Bhopal (Madhya Pradesh)Party /person involved -: Mr.bipin bhardwaj and company designated partner kushagra bhardwajIncident -: in the morning with punctuality we both want to the office of register in Bhopal to register thecompany of software. We decided to open Software Company in Bhopal (Madhya Pradesh) .sharp 10:00are we reach office, after all the formality of the office over at that day we had not taken lunch.Comment -: we both learn on things from it that without hard work we cannot do any things, at someplace to reduce time we both also do some smart work.Management lesson -: hard work/smart workDate -: 27/04/2011Time -:Place -: Bhopal (Madhya Pradesh)Party /person involved -: mr.kushagra bhardwajIncident -: There was a call from the registrar that there are something more to give thedocuments. I had some more personal work to do then I tell that you go and submit thedocuments. Company designated partner kushagra bhardwaj had done so much nicely handle thesituation.Comment -: We both learn the lesson that one should had problem solving approach skill withlogical wayManagement lesson -: problem solving approachDate -: 06/05/2011Time -: 07:00 pmPlace -: Bhopal (Madhya Pradesh)Party /person involved -: Mr. Kushagra bhardwajIncident -: we had to decide the salary of the employee .It was so completed situation that towhom to give the highest salary in compare to his/her experience according to experience oraccording to salary or with job profile.Comment -: I learn from kushagra bhardwaj that how to solve the analytical skill and make theproblem into workable units and reformation the structure.Management lesson -: Analytical skill -: ability to breakdown or reformate an apparentlycomplicated problem into workable units.Confidential Document Page 46
  47. 47. Business plan of Narmada Computers Limited 2011Date -: 10/05/2011Time -: 10:00 amPlace -: Indore /Madhya PradeshParty /person involved -: Mr.Kushagra bhardwajIncident -: We both together was travelling in bus and he told some creative thing to me that whywe can’t open a job consultancy along with software company. I keep this in mind and startedworking on it. I created a business plan for it related to Computers and peripherals products.Comment -: I learn from Mr.kushagra bhardwaj that how to creative in nature and one shouldhave a creative imagination his/her mind.Management lesson -: Creative imagination -: ability to become ditched from “what is in order toenter the realm of new possibilities”Date -: 20/05/2011Time -: 10:00 amPlace -: Bhopal (Madhya Pradesh)Party /person involved -:Mr. Kushagra bhardwaj and Mr Bipin bhardwajIncident -:We both in the morning start visiting the company which are related to real statemanufacturing ,college ,schools for the software development for Computers and peripheralsproducts .we visited 17 companies on that day ,so we decided that we do visit more companynext day. So we started searching more company to visit.Comment -: I learn that day we had to more practical in nature while working so we stop makingmore documents and become more practical oriented towards our company mission and vision.Management lesson -: Practical thinkingDate -: 27/05/2011Time -:Place -: Indore (Madhya Pradesh)Party /person involved -: mr.kushagra bhardwaj /Mr. Bipin bhardwajIncident -: when we visited one company called company director was sitting inhis cabin .we both were sitting at the reception counter, waiting for the director call. Then afterfew minutes director of the company call reception and tell to send us kushagra, sonicely present the Business plan concept for Computers and peripherals products.Comment -: I learn that how much innovative we had to be in work and day to day activity.Management lesson -: Innovative thinking -:Confidential Document Page 47
  48. 48. Business plan of Narmada Computers Limited 2011Date -: 03/06/2011Time -: 10:00 amPlace -: Bhopal (Madhya Pradesh)Party /person involved -:mr.bipin bhardwaj and Mr. Kushagra bhardwajIncident -: We both started to work on the Business plan given to the director of through that we had to work on the Business plan seriously, so we went to many people doneof matrimony to make Business plan done and take some suggestion from and we prepare aquestionnaire for itComment -: management lesson learn from my side that we had to be initiator in mature andalways take the responsibility to do work ahead.Management lesson -: InitiatorDate -: 10/06/2011Time -: 06:00 pmPlace -: Bhopal (Madhya Pradesh)Party /person involved -:Mr. Kushargra bhardwajIncident -:I usually go first with god and then I start the work .I always keep the god in first placemr.kushagra one day tell me that you always do wish you are not hard working person you hadto in involving of the situation approach more.Comment -: At that day I realize that I had to be more concentration work.Management lesson -: Sense of reality -: He should not engage in wishful thinking, be able tomaintain objective approach to situation in which own personal involvement is considerable.Date -: 17/06/2011Time -: 06:00 pmPlace -: Indore (Madhya Pradesh)Party /person involved -:Mr. Kushargra bhardwaj and bipin bhardwajIncident -: We both were sitting at the office of the and one person was sittingbeside us he was listening the conversation of both of us, then after some time he told us that wehad to look this Business plan just like that .he was the website developer of the companywww.webmill.inComment -: Then we learn that one should had a hostitic view in nature with higher thinking andto look at the higher things and point of view.Management lesson -: Holistic view -: looks at the problem from a higher wattages point withsimultaneous attention to relevant details to shape one’s work and act according.Confidential Document Page 48
  49. 49. Business plan of Narmada Computers Limited 2011Date -: 24/06/2011Time -: 06:00 amPlace -: Bhopal (Madhya Pradesh)Party /person involved -:Mr. Kushargra bhardwaj and bipin bhardwajIncident -:in the morning I was very upset that we now had to stop the Business plan,because dueto some money problem ,financial status of the company was not so good that we can now startthe Business plan and done it completely then mr.kushagra bhardwaj call me and said that we arenow going for microfinance institute.Comment -: Then I realize that Mr. Kushagra bhardwaj had ability to go quickly to the heart of aproblem .he was always concentrating on the main objective of the company.Management lesson -: Insight thinking -: The individual displays the ability to go quickly to theheart of a problem, thus he does not start with the wrong orientation or loss of time by wonderingoff the main course.Date -: 30/06/2011Time -: 10:00 pmPlace -: Indore (Madhya pradesh)Party /person involved -:Mr. Kushargra bhardwaj and bipin bhardwajIncident -: We are sitting together for the preparation of the presentation of the Business plan thatwe had work on it .we had done so much work in deep on it .we had to now stuck in somethingthen Mr. geete told us that we had to more concentrate on the content of the website and thenmake the overall presentation.Comment -: Then we realize from the thing that Mr. veete had told us that we had to actionoriented in nature.Management lesson -: Action oriented approach -: He is able to sum up the total needs of asituation and to take the necessary steps at the right moments of the time.Date -: 08/07/2011Time -: 11:00 pmPlace -: Indore (Madhya Pradesh)Party /person involved -:Mr. Kushargra bhardwaj and bipin bhardwajIncident -:Mr. Kushagra bhardwaj is doing engg from Bhopal he is in 3rd year of engg in streamof computer science .he always softwareComment -: I learn from him that we can’t do all the work at a time .We had to concentrate onthe one thing and give attentionManagement lesson -:Seeing the relative nature -: He judges correctly he relative weight of hisown specialist knowledge or experience when the problem tie with many other fields .He willthen be able to denote appropriate attention to other relevant aspects and to put mean fullquestions to specialists in other fields.Confidential Document Page 49
  50. 50. Business plan of Narmada Computers Limited 2011Date -: 22/07/2011Time -: 08:00 pmPlace -: pune (Maharashtra)Party /person involved -:Mr. Bipin bhardwaj and pune friendsIncident -: We are sitting in durga café and one of the friends told me that you had to concentrateon the sales and distribution of the software.Comment -: From the friend I decided to go for the website marketing give to the outsource andmake it happen .It was very much welcome advice from me that from the day itself .I started mywebsite marketing and concentrate on the sales of the software for Computers and peripheralsproducts.Management lesson -: Judgment -: He is a source of welcome advice to together and is knownnot to hold readymade or overly one-sided views. His judgment correctly surprise and satisfiedby taking into account wider aspects of the problem that may narrower vision.Date -: 28/07/2011Time -: 11:30 amPlace -: pune (Maharashtra)Party /person involved -:Mr. Bipin bhardwaj and pune friendsIncident -: Our class was over and we were absent to leave the class then one annocement fromthe APO was made that from APO that there are some changes in the structure.Comment -: I think that why can’t we in the Business plan we can make some changes and makethe website online transaction.Management lesson -: Alertness -: He can swiftly re –organize resources to deal effectively witha completely different subject on new situation .He has ability of quick re-orientation.Honesty and being loyal to the organization.Confidential Document Page 50