Win win strategies in indian market

1. SUBMITTED TO: SUBMITTED BY:
DR . GD THAKAR LAV VERMA

2. 1. Introduction
2. Impact of Technology
3. Impact of Hyper Competition
4. Win Win Strategies in Indian Market
5. Innovation
6. Branding
7. Customer relationship management
8. Partner relationship management
9. Mergers and Acquisitions
10. Conclusion
11. References

3. Why we need this Strategies?
- The world is changing and so marketing is!
We have 2 major reasons:
1. Impact of Technology.
2. Impact of Hyper Competition.

4.  With the advancement of Internet and mobile
Technology, the world has become a market place.
 Consumer is really like a king now. Information is at
fingertips of the consumers. He can search information
on internet, can make comparisions, can go through
expert as well as customer reviews and then can make a
choice to buy a product.
 It has a great impact on the markets and businesses.
Either it creates a business opportunity or it ruins a
business.
 Ex: In the MP3 player category, it created an opportunity
and Apple took the lead through iPods but it also ruined
the business for Sony Discman and Walkman.

5.  With globalization, the world has moved from being
competitive to hyper competitive now.
 Now a company cannot sit on its past laurels to be
successful in market. It needs to be proactive in
understanding the changes needs of the consumer and
moves by its competitors.
 Ex: The car market in India is also becoming a
hypercompetitive market with more than 15 leading car
manufacturer present in the segment with more than
500 variants of cars.
 Maruti Suzuki , with more than 50% market share in cars
itself has 13 models and over 150 varients of cars
ranging from peoples car Maruti 800 to stylish
hatchback Ritz, SX4sedan etc.

6. 1. Innovation
2. Branding
3. Customer relationship management
4. Partner relationship management
5. Mergers and Acquisitions.

7.  Innovation has now become the single most
fundamental differentiator and the key to
keep the competition away, as to survive and
grow in the business space.
 Ex: Apple’s ipods, iphones and ipads,
Nintendo Video games, Microsoft Windows,
and the list is endless.
 In India we have Tata Nano, Good knight, PVR
Multiplex, Mahindra Scorpio etc.

8. Example:
Innovation @ Tata group
 The objective is to consistently deliver
breakthrough products and services and Tata
sees innovation as the means to achieve this.
 Initiative taken by Tata:
1. Tata group Innovation forum (TGIF)
2. Innovation Workshops
3. Tata Innovation Day

9.  Helps the companies to stay ahead in the
business than their competition.
 Help the customer to differentiate between
the different products
 Customers are also loyal to brand.
“most of the time, customers are willing
to pay 10% to 20% more for a brand, in
some time it go up to 30 to 40%” [4]

10.  Ex: Recently, Vodafone’s Adv.
Campaign With the character
Zoozoo has been So popular
with the masses and helps
Vodafone to occupy the top of
the mind recall value for the
brand Vodafone.
Thus a brand needs to be
regularly fortified through the
1. Real differences – innovation
2. Psychological differences-
image building exercises.

11.  The 3rd win win strategy is to develop a
loyal customer base through CRM.
 Every customer has a lifetime value
attached to it, which in marketing term
called Customer Life Time Value (CLV).

12.  EX: You are using a mobile service by
being a prepaid or postpaid customer and
spend say Rs 500 every month.
If you stay with the same network for the
10 years, your value of the company for the
company Like Airtel or Idea or Reliance or
vodafone or Tata is = Rs. 60,000 /-
(Rs. 500 * 12 month *10 years)

13.  Data Mining and Web Mining.
Ex: If you are having a ICICI Bank Account,
you have special privilege offers from bank
for new services like Home Loans, Car Loans,
Credit Cards, Personal Loans and Others.
Aim: Relationship with the customer can not
only be maintained, but it will make them
loyal of offering new services.

14.  PRM with channel partners like distributors,
dealers, retailers, suppliers, consultants,
financial institutions, adv. agency and other
organisation.
 This channel partners can help in reducing
the cost and improving the quality of the
product or service delivery.

15.  Ex: Tata Nano
The cheapest car in the world
shares innovations in its
components and supplies from the
leading suppliers in the world like
-Texpin for clutch bearings,
-Bosch for oxygen sensor, starter,
alternator, brake system.
-Delphi for Instrument cluster etc.

16.  Through Merger and Acquisitions, a company can
expand their markets and their product portfolio.
 Bharti Airtel has done the largest ever telecom
takeover by an Indian firm, by buying Kuwait –
based Zain Telecom’s African business for $10.7
billion (about Rs. 48,000 crore)
 Godrej has been expanding its presence in Africa
with the acquisition of south African
- hair colour company Rapidol (2006)
- personal care company Tura in Nigeria (2010)
- hair care company Darling group (2011)

17.  The world is changing and so is marketing. Every
business, every company needs to change itself
to be relevent with throw with the times.
 To sustain and grow in the market, a company
needs to follow these strategies. This strategies
can help a company to give more value to the
customers and thus enabling to sustain and grow
its market share in the current business as well
as future businesses.
 Fulfilling Innovation objective to consistently
deliver breakthrough products and services.

18. 1. Kyle LaMalfa, Allegiance Best Practices Manager & Loyalty Expert,
Allegiance, ‘Retaining Customers in Tough Economic Times’.
2. prof. Vijay Prakash Anand ‘Marketing Management’
3. Innovation sources:
http://www.tata.co.in/innovation,(accessed : feb 23,2015)
4. Branding sources: http://www.marketreseach.com/brandrecall
(accessed : feb 26,2015)
5. http:// www.marketreseach.com/brandrecall
(accessed : feb 26,2015)
6. http:// searchcrm.techtarget.com/definition/crm
(accessed : feb 23,2015)
7. Vijay Prakash Anand, Praveen kumar, ‘Data mining as a tool for
building and managing Better Customer Relationship’,2008
8. Prof. Vijay Prakash Anand ‘Marketing Management’