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Business development strategy

  1. 1.  Retain existing customers  Attract new customers
  2. 2.  Business as Farmville game
  3. 3. Rules Of the game Q : 15K+ P : $ 8+ ( T ) Q : 20K+ $ 13+( B ) P : $3+ ( T ) $ 20+ ( J ) $5+ ( B ) $8+ ( J ) ( HORSE ) HIGH PRICE VOLUME ( OX ) LOW PRICE HIGH VOLUME HIGH VOLUME Q : 5K-20K P : $3+ ( T ) Q : 3K-15K $5+ ( B ) P : $8+ ( T ) $8+ ( J ) $13+ ( B ) $20+ ( J ) ( TURTLE ) LOW PRICE ( RABBIT ) HIGH PRICE LOW VOLUME LOW VOLUME PRICE
  4. 4. ( OX 5% ) LOW PRICE ( HORSE 2% ) HIGH PRICE HIGH VOLUME HIGH VOLUME ( TURTLE 18% ) LOW PRICE ( RABBIT 51% ) HIGH PRICE LOW VOLUME LOW VOLUME
  5. 5.  GEX Portfolio : 29% OX, 2% TURTLE, 4% OTHERS, 8% HORSE, 1% RABBIT, 14%
  6. 6.  GEX Portfolio : 28% OX, 1% OTEHRS, 5% HORSE, 0.4% TURTLE, 5% RABBIT, 17%
  7. 7.  GEX Portfolio : 37% OX, 2% TURTLE, 6% OTHERS, 11 % HORSE, 1% RABBIT, 18 %
  8. 8.  GEX Portfolio : 5% OX, 0.0% TURTLE, 1% OTHERS, 2% RABBIT, 2% HORSE, 0.1%
  9. 9.  GEX Portfolio : 1% OX, 0 TURTLE, 0 OTHERS, 0.1 HORSE, 0 % RABBIT, 1%
  10. 10. ( OX 40% ) LOW PRICE ( HORSE 20% ) HIGH PRICE HIGH VOLUME HIGH VOLUME ( TURTLE 10% ) LOW PRICE ( RABBIT 30% ) HIGH PRICE LOW VOLUME LOW VOLUME
  11. 11. Business Development Strategy CURRENT PRODUCTS NEW PRODUCTS CURRENT MARKETS MARKET PENETRATION PRODUCT DEVELOPMENT NEW MARKETS MARKET DEVELOPMENT DIVERSIFICATION C ANSOFF MATRIX
  12. 12.  TIME LINE : Q3 + Q4 FY12-13 CURRENT PRODUCTS NEW PRODUCTS CURRENT MARKETS MARKET PRODUCT PENETRATION DEVELOPMENT
  13. 13. Business Development Strategy MARKET PENETRATION DIVERSIFICATION Current market with current product New market with new product ( HORSE ) HIGH PRICE VOLUME ( OX ) LOW PRICE HIGH VOLUME HIGH VOLUME MARKET DEVELOPMENT PRODUCT DEVELOPMENT New market with current product Current market with new product ( TURTLE ) LOW PRICE ( RABBIT ) HIGH PRICE LOW VOLUME LOW VOLUME PRICE
  14. 14.  TIME LINE : Q1+ Q2 FY 13-14 A transformation from buyer’s support system to business development approach 1. People driven dept. to system driven dept. 2. Customized buyer specific solution to market segment specific solution 3. Fragmented vertical to unified approach A REPUBLICAN CULTURE TO DEMOCRACY
  15. 15. GEX --- as a multi brand outlet We call it as “GEX Store” MARKET SEGMENTATION TARGET POSITIONING Range Architecture.xls
  16. 16. Garment Industry 2005 2012 Bargaining power of Suppliers LOW HIGH Threat of new Profitability Threat of entrants HIGH LOW Substitutes LOW HIGH HIGH LOW Competitio n Bargaining power of Buyers LOW HIGH
  17. 17. Garment export Industry Structure Perfect Competition Concentration Many firms Entry and Exit Low Barriers Product Homogeneous Differentiation Product Information Perfect Information flow
  18. 18. The Determinants of Industry Profitability Key influences 1. The value of the product to customers 2. The intensity of competition 3. Relative bargaining power at different levels within the value chain.
  19. 19. Identifying Key Success Factors Pre-requisites for success Key Success Factors • Combine effective differentiation with cost efficiency • Key differentiation variables are speed of response to changing fashion, style, reputation and quality • Cost efficient value chain
  20. 20. The Links between Resources, Capabilities and Competitive Advantage INDUSTRY KEY COMPETITIVE STRATEGY SUCCESS FACTORS ADVANTAGE ORGANIZATIONAL CAPABILITIES RESOURCES TANGIBLE INTANGIBLE HUMAN •Technology •Skills/know-how •Financial •Capacity for •Reputation •Physical communication & •Culture •Know how collaboration •Motivation
  21. 21.  Retain existing customers  Attract new customers
  22. 22. a. OTIFq - on time delivery b. Quality - no. of claims recvd c. Reaction time - adherence to TNA milestone d. Growth on business turnover YOY e. Customer satisfaction feedback
  23. 23. THANK YOU !

Editor's Notes

  • Turtle for relationship maintenance like nike
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