Sales & Distribution Management: Case Study of Intel Incorporation
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Presentation includes all aspects of Sales and Distribution of Intel Corp. SWOT Analysis in depth and 4C & 2S concept of distribution.
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Sales & Distribution Management: Case Study of Intel Incorporation
- 1. INTEL Corporation Sales & Distribution: IT-Industry Gaurav Singh Bisen MBA-Tech Program-Marketing NMIMS University
- 2. Presentation Flow I.T Industry in India Why Intel? SWOT Analysis Intel’s Product Line Sales Organization & Structure Buyer-Seller Interface Sales Forecasting Intel’s Distribution Channel Conclusion & References
- 3. I.T Industry in India. Major Components GDP Revenue Campaign IT Services & BPO 7.5 % till now. More than $48 Billion Digital India Campaign
- 4. About Intel Corporation. Market Leader in Microprocessors & Chips Headquarters in St. Clara, USA. High Value Add in India. No Manufacturing 11 Locations in India.
- 5. Intel Market Share 2014 F Company Headquarte rs 2014 Total 1 Intel U.S. 51368 2 Samsung South Korea 37259 3 TSMC Taiwan 25088 4 Qualcomm U.S. 19100 5 Micron + Elpida U.S. 16614
- 6. SWOT Analysis- Intel Strengths Weakness OpportunityThreats
- 7. Strength-Intel • Acceptance • Largest share around the world • Almost every brand which makes computer is using Intel product. • F a c t : P r o v e d i n F i n a n c i a l R e p o r t 2005-2014. • Fact: Intel is a top l e a d i n g i n S t o c k Details in 03 April 2015 • Highest in invest on R&D. • R&D played a very crucial role in the success of Intel brand value. • F a c t : I n t e l , t h e highest spending for R&D for 2013-2014. • Easier for the new p r o d u c t t o b e accepted by the market. • design and develop next generation product . • Gained trust from thousand customer b y p r a c t i c i n g “Industry Standard Research & Dev.Market Value & Share Largest Cust. Base
- 8. Weakness-Intel • Accused of using divisive strategies in defense of its market position against its competitors. • Retail prices are higher compared to competitors. • Major weakness is downside trends of PC sales in the recent years. Price SensitivityWrong Market Positioning Dip in Sales of PC
- 9. Opportunity-Intel • Keep customer as they are first preference and make changes on regular basis • R e l a t e d diversification would prove to be a huge success: cellular or broadband portion. • Evidence: Intel aware AMD is one of the BIGGEST competitor and that is why Intel keep moving forward and the result where I n t e l g a i n t h e market share of 80% (+/-) and put Intel as competitive advantage. DiversificationCustomer Preference Continous Improvement
- 10. Threat-Intel • Mobile and Smartphone chips like ARM may destruct Intel PC business. • Google is planning to make its own ARM- based processor • Cellphones can perform the same task as of PCs Threat from GOOGLEWell established Competitors Increasing Cell-phone Market
- 11. Product-Mix INTEL Processors Mobile Devices Boards Chipsets Network Product Server Product Intel Core (i3,i5,i7) Value Processor Intel Xeon Intel Quark Pentium Celeron Intel- Atom- Processor- Z3570 Intel- Atom- Processor- Z3736F Intel- Atom- Processor- Z3530 Intel- Atom- Processor- Z3736G EDISSON GALELIO Server Chipset Workstatio n Server PC Chipset Server board RAID I/O device Adapters Controllers Switches Optics Cables
- 12. Design by Management-Hierarchy CEO Brian Krzanich CFO Stacy Smith President Marketing Human Resources Legal and Secretary Finance Treasurer Client Computing HR and Talent Associate Legal and Privacy Sales Staff
- 13. Sales Organization and Hierarchy A strong partnership was required between Intel Sales and Marketing and IT leadership for this collaboration. Intel IT implemented a social collaboration platform that enables sales teams to: •Discover content and people. •participate in focused & relevant discussions •Speeding decision making.
- 14. Sales Efforts by Intel’s Team Developed a sales collaboration model Evaluation and selection a social collaboration platform Engaged employees through Proof of Concept Employee Transition & Change Management
- 15. Buyer-Seller Interface INTEL OEM ODM Others Hewlett-Packard Dell Computers SuperMicro Quanta Source- http://www.intc.com/intelAR2011/business/marketing/
- 16. Sales Forecasting-Intel Source- http://www.applematters.com/article/mac-sales-its-all-about-the-chips/P15/ Short Product Lifecycle High Manufacturing Lead Times Derived Demand
- 19. Intel’s Sales & Distribution Channel The concept of 4C and 2S 4-C 2-S COMPETITORS CHANNELCOLLABORATORS CUSTOMERS SUBSTITUTES SUPPLIERS Raw Materials - Silica, Plastic Reduce Instruction Set Computer: Alternative of Intel Chipset
- 20. 4-C’s for Sales & Distribution (INTEL) COMPETITORS CHANNEL COLLABORATORS CUSTOMERS AMD Google Motorola Cycrix Apple Dell HP Toshiba DIRECT INDIRECT Sales Force, Mail, Telemarketing, Some Internet/Catalog, Company Store Stores (department, convenience, supermarkets, Some Internet/Catalog (e.g. Askul) OS Software
- 21. 4C & 2S Structure-Intel. IntelSuppliers Competitors Substitutes Channel Customers E N D U S E R Direct C H A N N E L Software Providers • OS • Application CollaboratorsLicensees -IBM -Others RISC: SUN Microsystems KYOCERRA GOOGLE, AMD, MOTOROLA, CYCRIX Retailers & Dealers: • Amazon • Snapdeal - Flipkart - Jumbo - Croma - Brand outlets APPLE,DELL, HP, TOSHIBA
- 22. Intel: In News ❖ Intel HDMI Dongle- Plug & Play- Windows 10. ❖ Intel’s Atom Processors: Failure. ARM rated for Mobile Devices on Top. ❖ Marketing & Branding: ❖ Brand Ambassador: Jim Parson aka Sheldon Cooper.
- 23. THANK YOU Aditi Jain Ankit Joshi Sanchit Luthra Vaibhav Makkar Parag Samant Gaurav Singh Bisen