The document discusses strategies to retain existing customers and attract new ones for a business. It identifies key factors for success as combining effective differentiation with cost efficiency. Maintaining on-time delivery, quality, adherence to timelines, growth in turnover, and positive customer feedback are identified as important metrics.

2.  Retain existing customers
 Attract new customers

3.  Business as Farmville game

4. 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

5. ( OX 5% ) LOW PRICE ( HORSE 2% ) HIGH PRICE
HIGH VOLUME HIGH VOLUME
( TURTLE 18% ) LOW PRICE ( RABBIT 51% ) HIGH PRICE
LOW VOLUME LOW VOLUME

7.  GEX Portfolio : 29%
OX, 2%
TURTLE, 4%
OTHERS, 8%
HORSE, 1% RABBIT, 14%

8.  GEX Portfolio : 28%
OX, 1%
OTEHRS, 5%
HORSE, 0.4% TURTLE, 5%
RABBIT, 17%

9.  GEX Portfolio : 37%
OX, 2%
TURTLE, 6%
OTHERS, 11
%
HORSE, 1%
RABBIT, 18
%

10.  GEX Portfolio : 5%
OX, 0.0%
TURTLE, 1%
OTHERS, 2%
RABBIT, 2%
HORSE, 0.1%

11.  GEX Portfolio : 1%
OX, 0 TURTLE, 0
OTHERS, 0.1
HORSE, 0 %
RABBIT, 1%

12. ( OX 40% ) LOW PRICE ( HORSE 20% ) HIGH PRICE
HIGH VOLUME HIGH VOLUME
( TURTLE 10% ) LOW PRICE ( RABBIT 30% ) HIGH PRICE
LOW VOLUME LOW VOLUME

13. Business Development Strategy
CURRENT PRODUCTS NEW PRODUCTS
CURRENT MARKETS
MARKET PENETRATION PRODUCT DEVELOPMENT
NEW MARKETS
MARKET DEVELOPMENT DIVERSIFICATION
C ANSOFF MATRIX

14.  TIME LINE : Q3 + Q4 FY12-13
CURRENT PRODUCTS NEW PRODUCTS
CURRENT MARKETS
MARKET PRODUCT
PENETRATION DEVELOPMENT

15. 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

16.  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

17. GEX --- as a multi brand outlet
We call it as “GEX Store”
MARKET SEGMENTATION
TARGET
POSITIONING
Range Architecture.xls

18. 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

19. Garment export Industry Structure
Perfect
Competition
Concentration Many firms
Entry and Exit Low
Barriers
Product Homogeneous
Differentiation Product
Information Perfect Information flow

20. 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.

21. 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

22. 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

23.  Retain existing customers
 Attract new customers

24. 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

25. THANK YOU !