Introduction to the Company
Jindal Steel and Power limited is the Hisar Based company in India. It is the part of US $ 22 billion O.P.Jindal group. Today, the company is making progress under the Mr. Naveen Jindal.
JSW shoppe
The story of JSW shoppe began in the year 2007. The company appointing the distributor through franchise mode. Further , these shops are catering to the needs of individual as well s small and medium enterprises. Today, the company boosts to have 400 outlets in semi-urban and rural areas and have plan to add another 200 shops.In this model buyers can purchase the steel directly from the company. Added to this, the company is now have financing facility for products sold.
Brands of JSW shoppe
- JSW everglow- Roofing technology
- JSW coloron- Roofing sheets.
- JSW- color coated sheets.
- Jsw Vishwas- Sheets.
- JSW Galvos- Coil and Sheets.
- JSW Neo steel- TMT Bars.
- Jsw Platina- Tin Plate
- Jsw- Trusteel- Hot Rolled Sheets.
- JSW- Avante- Small steel doors
32 comments:
General acceptance of the model within the co for the sales and marketing workforce dur yo expansion of their roles and responsibilities. Acceptance of the new model by existing dealers as they were unaware with the advantage and philosophy of the concept .
Building confidence in dealers for long run partnerships. Insecurity indealers for the large investment sue to this concept
Resistance from dealers for employment of trained and skilled staff.
Chaya's point is right. Steel was considered as commodity and not much branded effort was done earlier.
Akshata Shiroshi
2GI18MBA06
Anxieties-
1) The challenge for JSW was in meeting the dealers expectations relating to supply and serviceability.
that no other business-to-business
product likely had as many varieties as steel. Having raised the bar, the challenge for JSW was in meeting
dealers’ expectations relating to supply and serviceability. To ensure a cost-effective and steady supply of
material.
2) The sales and distribution department as one wing of the company
would be under greater focus and pressure and this could necessitate the hiving off of the department into a
strategic business unit.
The sales and distribution department — as one wing of the company —
would be under greater focus and pressure and this could necessitate the hiving off of the department into a
strategic business unit. While such moves offered great opportunities both for the individual as well as the
organization.
3) With major players such as Tata Steel (‘steeljunction’) and Essar (Hypermart) joining the race to open
retail outlets on similar lines, the dynamics of steel manufacturing and distribution would change
dramatically.
ISSUES -
1) They needed to obtain general acceptance within the company i.e of the sales and marketing workforce.
2) To obtain dealers acceptance of the model.
Designing a sophisticated ordering process for the shoppes to ensure a steady supply of material, branding of supply chain negotiating cost and revenue sharing models with dealers.
Utkarsha Desai
2GI18MBA53
Issues:
* Lack of technology
* Low productivity
* No sales and marketing workforce
* Issues in obtaining dealers
How to overcome :
* Establish branding for effective supply chain management.
* There should be proper balance between dealer distribution supply and shopee distribution supply.
* Implementation of strong distribution network in growing cities.
Krupa Deshpande
2GI18MBA20
From the case study it can be seen that the general acceptance of the model by existing dealers can be seen as they were unaware about the philosophy and advantage of the concepts. the main steel was considered as the commodity and there was no much efforts done earlier to increase the brand.
SANI PATIL
USN 2GI18MBA45
ISSUES
General acceptance of the model within the company for the sales and marketing workforce due to expansion of their roles and responsibilities.
Acceptance of the New model by existing dealers as they was unaware about it
Lack of Designing of the ordering process
Lack of Training of the executives to target the audience for creating the awareness of the business model.
Less effort to Building confidence in dealers for long-run partnership.
Insecurity in Dealers for the Heavy investment due to this concept.
Availability of the customized steel products in-time instead of standard products as per end user demands.
Resistance from dealers for Employment of trained and skilled staff.
Solution
Establish ahead Team - Hire a new Senior Sales Management team with deep experience sales and marketing.
JSW had variety range of Steel products available, JSW should analyse the market available.
Prepare a market segmentation analysis to determine if product will sell in the loa market
Prepare a product gap analysis against local products.
Creats SWOT analysis against competition. Product will likely be higher priced than local products.
Amol Mutgekar
2GI18MBA07
ISSUES SUCH AS
*The changing business dynamics of steel industries
*Meeting the dealers expectations relating to supply and service
*Increase in the competition as new competitors entring
*Due to increase in competition the dynamics of manufacturing and distribution would change.
*As the steel was considered as commodity and no efforts were done to improve the brand name
Kanchan D
2GI18MBA17
1. Dependency of business on relationship between company and dealers.
2. No interrelations between company and the dealers and business goals.
3. Dealers were free to keep stocks of any company as per customer demand and supply.
4. No relation between the company sales dept field and end user market.
5. Dealers focused for selling of one variety of steel product.
VIJAYTA KALE
2GI18MBA57
CHALLENGES WITH NEW MODEL:
- acceptance of new model by existing dealers is not on track as they are unaware o its advantages.
- designing of ordering process for shoppers to steady supply of material.
- insecurity in dealers for heavy investment due to this concept.
- building confidence in dealers for long distance relationship.
RISKS ASSOCIATED WITH JSW STRATEGY:
- Increase in dealer inventory.
- sales cannibalization.
SOLUTION:
JSW steel need to focus on :
- market segmentation analysis.
- SWOT analysis
- how big the market is
- how long will it take to capture targeted sales.
- product GAP analysis against local products.
Nitin Gahlot
2GI18MBA31
Lack of awareness of the new model which created an imbalance in the minds of the dealers. The Company failed to prioritize or convey the advantages and disadvantages for the same and had a traditional approach.
There should have been branding for effective supply chain management and proper balance between dealer and shopee distribution supply.
Vinita Kadam
2GI18MBA58
Issues:
* Dependency of business on relationship between company and dealers
* No interrelation between company and dealers business goals
* Dealers were the distributor of various brands like Tata, essar, etc., and not bounded for loyalty to particular brand
* Dealers were free to keep stock of any brand products as per customer demand and supply
* No relation between company sales department, field and end users market
* Dealers focussed for selling of one variety of the steel products
Overcome measures:
* Preparing product gap to analyze the difference between jsw steel and local product or other brand products
* Preparing market segmentation to determine if the product will sell in local market through jsw dealer shoppe
* Analyzing the market opportunity/sizing.
* Developing strategy and business plan to boost local jsw shoppe and helps in achieving objective
Akshata Shiroshi
2GI18MBA06
Solutions-
1)Focus more on the role, duties and responsibilities of sales personnel, along with their recruitment, training and evaluation.
2) focusing on store layout, visual merchandising, branding and retail communication are dealt with.
3)applying Balanced Score Card as an evaluative criterion and deciding the strategy to counter emerging competition.
Jaya.Chhapru
USN-2GI18MBA15
Anxites :
•Major players like Tata and Essar Joined the race ,The Blue ocean stratergy would turn into the red competition soon
•New changes and challenges and insecurities relate to major anxiety issues
•issues were rising because goals weren't clear due to which training goals were not ,meet,lack of sophisticated ordering process ,selling basket of products was also an issue due to improper training.
How do JSW solve these issues??
•Train the sales force for various products and have on the job training
•Set Training goals pertaining to organizational goals
•A basic software for ease of ordering process to be included .
Nikhil Sapare
USN: 2GI18MBA29
issues:
-General acceptance of the model within the company for the sales and marketing
workforce due to expansion of their roles and responsibilities.
-Acceptance of the New model by existing dealers as they were unaware with the
advantages and philosophy of the concept.
- Designing of the sophisticated ordering process for the shoppers to steady supply of
material.
-Training of the executives to target the audience for creating the awareness of the
business model.
-Building confidence in dealers for long-run partnership.
-Insecurity in Dealers for the Heavy investment due to this concept.
-Availability of the customized steel products in-time instead of standard products as per
end user demands.
-Resistance from dealers for interference in their day to day business affairs and adoption
of corporate culture and environment.
-Resistance from dealers for Employment of trained and skilled staff .
SOLUTIONS:
- Establish a Beachhead Team - Hire a new Senior Sales Management team with deep domain
expertise in sales and marketing allowing the company to hit the ground running, quickly
validate assumptions, and drive key readiness .
- Perform a “Deep Dive” Due Diligence – Although JSW had varied range of Steel products
available, JSW should analyse the market available.
- Develop a Strategy and Business Plan - Develop a localized strategy and
business plan that drives local JSW Shoppe Dealers success while remaining
integrated with the overall corporate strategy and objectives.
- Product Readiness - Based on the results from product gap analysis, JSW Steel
should take the necessary steps to market-ready their offerings to achieve highimpact product differentiation.
Suchita Koujalagi
Usn 2GI18MBA51
General acceptance of the existing model was on, they never thought of any innovative alternative which help them in procuring eadily also
Branding doesn't depend only on steel they can use some other innovative methods like alloy of steel with same characteristics can be used
All the dealers should be made aware of already existing models, the procurement process should be improved
Service's should be improved so that the long run customer relationship is maintained
The staff should be trained regularly
They should hav a separate team for Branding, marketing, customer relationship, training
Neha patil
2GI18MBA27
Issues
Lack of proper training
Lack of awareness of model
. Firstly, they needed to obtain the general acceptance within thecompany, i.e., of the sales and marketing wo
rkforce and the second issue was to obtain dealers’
acceptance of the model.Other challenges involved in this transition included designing ar challenge a sophisticated ordering processfor the Shoppes to ensure a steady supply of material, branding the supply chain, negotiating acost- and revenue sharing model with the dealers and designing the floor layouts andstandardized elements for the Shoppe
Suggestions
JSW need to implement system in place to measure the performance of thedealers, and therefore no basis upon which to determine their incentives.
JSW need to make proper balance between dealer distribution supply and Shoppe distribution supply.
Because of their core competitor somewhere JSW are failed to establish itshub-and-spoke model. If they want to escaped there self for the inorganic growth,they need to ensure a cost-effective and steady supply of material, the companywas contemplating a hub-and-spoke distribution model by opening largewarehouses across the country. The sales and distribution department
.
JSW needs to establish lithe hub-and-spoke model for the inorganic growthof steel industry.
Rohan J Shanbhag
USN - 2GI18MBA42
1. They should recruit new sales team with better experience.
2. They should prepare a product gap analysis.
3. They should build confidence among dealers for long run partnerships.
4. They should identify how big the market is placed.
5. They should prepare market segmentation to determine the products.
Monika Patil
2GI18MBA25
Jindal has established the retail chain where they cancelled the middle man to improve the sales.
They need an exclusive distributor system to reach their product all over the world and even in remote areas.
Company need to lie up with the big industry to establish the long-lasting tie-up.
They need to have their own outlets so that their architecture is centralized.
Nivedita kadam
2GI18MBA32
ISSUES and CHALLENGES
* They needed to obtain the general acceptance within the company,i.e of the sales and marketing workforce.
* The second issue was to obtain dealers’ acceptance of the model. Mahendra proposed that an intensive training program could be introduced to sensitize the dealers on the philosophy and advantages of this model and train them on the usage of the software being introduced.
* The challenges involved in this transition included for the Shoppes to ensure a steady supply of material, branding the supply chain, negotiating a cost- and revenue.
* To resolve these problems, marketing
efforts would have to be launched to generate awareness among the target audience, and the executives had to be trained to execute this concept effectively as conceived by the Shoppe team and a standardized product portfolio for all Shoppes had to be designed.
* They tried to understand the issues from the perspective of the different stakeholders.
* The challenge for JSW was in meeting
dealers’ expectations relating to supply and serviceability.
* To ensure a cost-effective and steady supply of material, the company was contemplating a hub-and-spoke distribution model by opening large
warehouses across the country
ANXIETIES
* Mahendra’s office gave him a view of the Mumbai skyline. He was watching the setting sun while sipping
his coffee.
* The two phases of the Shoppe plan had successfully come to an end and his team
was geared up for the implementation of the third.
* His eyes fell on a newspaper report on the changing business dynamics of the Indian steel industry.
Karan Nilajkar
USN 2GI18MBA18
Less effort to Building confidence in dealers for long-run partnership.
General acceptance of the model within the company for the sales and marketing workforce due to expansion of their roles and responsibilities.
Acceptance of the New model by existing dealers as they was unaware about it
Lack of Designing of the ordering process
Lack of Training of the executives to target the audience for creating the awareness of the business model.
Insecurity in Dealers for the Heavy investment due to this concept.
Availability of the customized steel products in-time instead of standard products as per end user demands.
Resistance from dealers for Employment of trained and skilled staff.
Suggestions
Establish ahead Team - Hire a new Senior Sales Management team with deep experience sales and marketing.
JSW had variety range of Steel products available, JSW should analyse the market available.
Prepare a market segmentation analysis to determine if product will sell in the loa market
Prepare a product gap analysis against local products.
Perform a SWOT analysis against competition. Product will likely be higher priced than local products.
Rashmi Potadar
2GI18MBA41
Solutions
Ensuring the dealers for the supply of the products.
Conducting dealers for the supply and service ability of the products.
Rewards and incentives to the dealers for achieving the sales targets.
Searching of new dealers in market working with competition for expansion to grab the Market.
JSW needs to implement a strong distribution network in growing cities.
. Because every small cities are going to become metro cities innear future in India, so in this sector not only there are much chance of growth butalso JSW can improve their distribution network applying this strategy towards toreal estate sector.
Apoorva karva
2GI18MBA08
Challenges of new distribution challenges.
1.no relation between the company slaes department and end user market.
2. Less supply of steel fro manufacturers to dealers.
3. Non availability of management information system.
4. Less supply of steel from manufactures.
Prajakta lagade
USN: 2GI18MBA36
Issues:
1.lack of designing of the ordering process
2.lack of training of the executives
3. Less efforts to build the confidence of dealers.
4. Low productivity
5.Increase in compitation.
Solutions:
1. Set up a proper market segmentation analysis to determine the area of the products to be sold.
2. Create SWOT analysis
3. Keep proper balance between dealer and supplier.
4.Product gap analysis against local product.
Jayatirtha Gumaste
2GI18MBA16
Solutions or suggestions:
1. A major contribution in JSW steel supply buy older dealer for B2B model. The process of paper was necessary to reach the end user and become powerful brand in the steel Industry.
This helps to maintain proper balance between dealer distribution supply and shoppers to supply.
2. JSW need to establish their branding most powerful and separated for effectively supply chain management.
3. JSW need to implement systems in place to measure the performance of dealers and therefore no bases upon which to determine their incentives.
4. JSW need to establish lithe hub and spoke model for the inorganic growth of steel industry.
5. JSW need to implement strong distribution network in growing cities to grab the market and fight against of competition.
2GI18MBA07
SOLUTION
Jsw can train existing employees so that they can help in improving sales for the company and also hire new expirenced employees too.
They can segment their product accordingly to the demand from different places so they can supply and maintain right product reaches the right place and can improve the sale
Firdous Mohammed
USN 2GI18MBA12
Problems
• Dependency of business on relationship between company and dealers.
•Dealers were the distributors of various brands like Tata, essar etc. and loyalty to Particular Brand wasnt there.
•Dealers were free to keep stock of any company as per customer Demand and
supply.
•No proper Management information systems for measuring the
dealer sales and performance.
• Demotivation of the skilled man-force working in dealer's prospective.
• Less supply of the steel from manufacturers to dealer created the problem
• acceptance of the model within the company for the sales and marketing
•Designing of the ordering process for the shoppers to smoothen the supply of
material.
•Training of the employees to target the audience for the new model
Solution
1. right people in place is the first solution
to enhance sales growth , Hire a new Senior Sales Management team with
expertise in sales and marketing
2.Prepare a market segmentation analysis to determine if product will sell in the local market
3. Check if there Is a demand that is not satisfied by a local company?
4. Perform a SWOT analysis against competition.
5. Develop a business plan and strategy for the product and perform its testing and quality assurance
Kusum shidling
USN 2GI18MBA21
ISSUE:
1. Less productivity.
2. Issue with sales and distribution.
3. Lack of technology.
4. Issue with dealers.
5. Lack of designing of ordering process.
SUGESSTIONS:
1. The regular training should be provided to employees (staff)
2. There should be separate team for Branding, customer relationship management.
3. There should be proper balance between dealers and supplier.
4. A regular SWOT analysis will work
5. Regular Market suvey.
6. GAP analysis
Shivani Raikar
USN 2GI18MBA48
*Issues and challenges:
1.Lack of designing of the ordering process
2. Branding.
3.Lack of training of the executives.
4. Less efforts to build the confidence of dealers.
5.Sales & distribution
6.Sales force management
SOLUTIONS :
1.Set up a proper market segmentation.
2. Create SWOT analysis
3. Keep proper balance between dealer and supplier.
4. Training for dealer employees and making them aware of market changes.
The model that the company were using from this the dealer network found that the JSW is not well known brand to end useres into the market so this model is not useful
The TATA steel and Essar steel had de coomoditized their steel through Branding.
As per the marginal cost analysis he found that he collaboration with dealer more efficient than directly venture into the market.
The dealer was dependen on steelo companies due to limited manufacturing.
Dealers were fcussed for selling one variety of the stel product.
Less supply of stel from manufacturer to dealer created the problem for their existence.
Non availability of Management information sysytem for measuring the dealres sales and performance.
Vittal SB
2GI18MBA59
*Issues and challenges:
1.Lack of designing of the ordering process
2. Branding.
3.Lack of training of the executives.
4. Less efforts to build the confidence of dealers.
5.Sales & distribution
6.Sales force management
SOLUTIONS :
1.Set up a proper market segmentation.
2. Create SWOT analysis
3. Keep proper balance between dealer and supplier.
4. Training for dealer employees and making them aware of market changes
PRAJWAL.B.G.
(2GI18MBA37)
Issues
General acceptance of the model within the company for the sales and marketing workforce due to expansion of their roles and responsibilities.
Acceptance of the New model by existing dealers as they was unaware about it
Lack of Designing of the ordering process
Lack of Training of the executives to target the audience for creating the awareness of the business model.
Less effort to Building confidence in dealers for long-run partnership.
Insecurity in Dealers for the Heavy investment due to this concept.
Availability of the customized steel products in-time instead of standard products as per end user demands.
Resistance from dealers for Employment of trained and skilled staff.
Solution
Establish ahead Team - Hire a new Senior Sales Management team with deep experience sales and marketing.
JSW had variety range of Steel products available, JSW should analyse the market available.
Prepare a market segmentation analysis to determine if product will sell in the loa market
Prepare a product gap analysis against local products.
Creats SWOT analysis against competition. Product will likely be higher priced than local products.
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