This document discusses opportunities for Cooper Bussmann, a manufacturer of industrial fuses, to promote its products in India. It finds that while the company has a large market share, customers face issues like labeling problems and long order processing times. It recommends that Cooper Bussmann upgrade products to meet local needs, improve customer service, increase sales staff, and get ISI certification to better compete against other brands like GE and Siemens. The project was limited to certain regions in India and a sample size of 40, so the findings may not be generalizable.

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2. © 2009 Cooper Bussmann India Pvt. Ltd.All rights Reserved. INDUSTRIAL FUSE PRODUCT PROMOTION By SIVAGURU.M MBA (2008-10) DMS-Pondicherry university

3. INTRODUCTION Topic : INDUSTRIAL FUSE PRODUCT PROMOTION Category: LV, MV, High speed, Electronic, Telecomm fuses. Company : COOPER BUSSMANN INDIA PVT. LTD, Pondicherry Internal Guide : Dr. S VICTOR ANANDKUMAR Associate professor, DMS, Pondicherry University External guide : Mr. N V SHIVASHANKAR General Manager India-sales, Cooper Bussmann India Pvt. Ltd.

6. COMPANY PROFILE Pondicherry plant

8. WORLD WIDE PRESENCE Pondicherry plant Singapore plant California, Texas(US) plant Brazil plant South Korea plant

9. GLOBAL APPLICATIONS AND PRODUCTS 75000 types for wide range of applications 1. Low voltage fuse links & accessories 2. Medium voltage fuses 3. High speed fuses 4. Electronic fuses 5. Telecommunication fuses

14. SAMPLING Size: 40 responses Sampling units: OEMs, control panel manufacturers, Atomic power plants, Techniques: judgmental analysis, percentage analysis, SPSS. Scaling technique: likert 5-point scale Scale Poor bad accepted good excellent Ratings 1 2 3 4 5

15. FINDINGS 1. QUALITY Inference: In the analysis conducted, there is no quality improvement in last 5 years.

16. Inference: In the analysis, we found that customer’s are facing serious labeling problem Cont…….

17. LOW VOLTAGE Inference: From the research conducted, there is a huge market for 690v NH fuses

18. High speed Inference: In the research conducted, found that high speed fuses fails to protecting the motors at HP power supply

19. ELECTRONIC Inference: From the clients point of view, glass body can make them comfortable while using the super caps, inductors etc.

20. SALES Inference: In the research conducted, there is a shortage of sales force

21. HYPOTHESIS TEST 1 Power conduction vs. circuit protection Power conduction in PCB and circuit protection are dependant CHI-SQUARE TEST Inference: The value of the chi-square is .026 which is less than .05 and so the hypothesis is accepted and there is a relation exits. If there is proper power conduction the circuit protection will be in a proper manner Value Df Asymp. Sig. (2-sided) Pearson Chi-Square 28.649 a 16 .026 Likelihood Ratio 28.720 16 .026 Linear-by-Linear Association .453 1 .501 N of Valid Cases 40 a. 24 cells (96.0%) have expected count less than 5. The minimum expected count is .05.

22. HYPOTHESIS TESTS 2 CHI-SQUARE TEST Sales engineer visits vs. effective order process No of visits made by sales engineer and quick order processing are dependent. Inference: The value of the chi-square test .018 which is less than .05 so the hypothesis is accepted and the relation is exists. If there is a sales engineer visit is above 2 times in a month then order processing will be more efficient Value df Asymp. Sig. (2-sided) Pearson Chi-Square 30.098 a 16 .018 Likelihood Ratio 28.194 16 .030 Linear-by-Linear Association 13.850 1 .000 N of Valid Cases 40 a. 24 cells (96.0%) have expected count less than 5. The minimum expected count is .30.

27. PROJECT IMPLICATIONS ON BUSINESS MODEL Value assessment Research Promotion criteria Implemen tation Existing product Gaps in user value Promoted product

28. LIMITATIONS Feedback was collected from south east and south west regions of India on which research has been conducted. Examined applications: Wind mill manufacturers Control panel manufacturers OEMs Short span of time(40 days) Sample size was also 40 This study is may not be generalizable to all regions as well as all types of applications

30. Thanks for your attention………..