Maketing 08 (Morning) : A Project Made by - "Shoaib - Ur - Rehman" Marketing 06 (Morning) "Zahid Rasheed"

A PROJECT MADE BY ––– “SHOAIB –UR– REHMAN”
MARKETING 06{MORNING}
“ZAHID RASHEED”
MAKETING 08{MORNING}
Competitor analysis
TABLE OF CONTENTS
GATHERED INFORMATION ON:
CLASSIC 4
TABLED INFO 5
SUPPLEMENT INFO 6
SALES HIERARCHY 6
SNAPS 7
AURA 8
TABLED INFO 9
SUPPLEMENT INFO 10
SALES HIERARCHY 10
SNAPS 11
SPIRAL 12
TABLED INFO 13
SUPPLEMENT INFO 14
SALES HIERARCHY 14
SNAPS 15
DEW DROP 16
TABLED INFO 17
SUPPLEMENT INFO 18
SALES HIERARCHY 18
SNAPS 19
ASKARI 20
TABLED INFO 21
SUPPLEMENT INFO 22
SALES HIERARCHY 22
SNAPS 23
SPARKLET 24
TABLED INFO 25
SUPPLEMENT INFO 26
SALES HIERARCHY 26
SNAPS 27
AQUA SAFE 28
TABLED INFO 29
SUPPLEMENT INFO 30
SALES HIERARCHY 30
SNAPS 31
RESEARCH’S REMARKS 32
2
Competitor analysis
TO
3
Competitor analysis
CLASSIC
PURE & NATURAL WATER
4
Competitor analysis
C L A S S I C:
Classic
General Questions:
Offering Bulk Water YES
Liters of water in one Bottle 19 LITERS
Prices of Bottles 79Rs.
Total Market share 5–7%
Manufacturing Questions:
Water Plant is situated at: LAHORE INDUSTRIAL AREA GULBERG
Type of system for purification of water REVERSE OSMOSSIS; OZONATED STERLIZED
Bottle manufacturing plant NO
Buying bottles from LOCAL
Expiry limit of Bottles 9 MONTHS
Method of filling water in Bottles MACHINE
Method of washing bottles MACHINE
Kind of seal they are using for Bottles LOCAL
Minerals in water NATURAL MINERALS
Delivery Questions:
Number of delivery Vans 8
Schedule of delivery vans MORNING 9:00 AM UPTO EVENING 9:00 PM FULL
WEAK
Number of persons in sales team 10
Vehicles for delivery MAZDA; SHAZOR; LOADER VAN; XING CHI
Criterion of area coverage AREA STORMING
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS;
Average sale per day per vehicle 100 BOTTLES PER VEHICLE (19 LITTER BOTTLE)
Total average sale per day ABOUT 700 – 800 BOTTLES (19 LITTER BOTTLE)
Current promotional activities DOOR TO DOOR SELLING & AWARNESS
Separate event department NO
Activities for new customer acquisition DOOR TO DOOR; VEHICLE ADVERTISING;
PROMOTIONAL SCHEMES; COMMERCIAL CALLS
Commitments made with customers BEST CUSTOMER SERVICE;
BEST DELIVERY SERVICE
Types of dispenser HOT & COLD ELECTRIC DISPENSER; TAP STAND;
CERAMIC DISPENSER
Terms &condition expected from credit customers HEAVY USER AND PAY MONTHLY BILLS REGULARLY
Conditions for free chillers 30 BOTTLES
Rank of product with respect to customer awareness 2
(1,2,3)
Additional benefits offered BETTER SERVICE; EMERGENCY HANDLING;
ON-CALL DELIVERY
free sampling is done N/A
Name your top five companies in this industry NESTLE; CLASSIS; ASKARI; AQUA SAFE; AIVA
System of target setting, target achievement and rewards for TARGETS ARE ASSIGNED TO SALESMAN AS PER
achieving them. ROUTE AND BOUNUSES ARE GIVEN FOR
ACHIEVING THOSE TARGETS.
Supplement Information:
5
Competitor analysis
Board of Directors:
KAMRAN AMIR AWAN
HUMAYUN NABI JAN
Group/Party:
Offices:
LAHORE, KARACHI, MULTAN, SIALKOT, GUJRANWALA, FAISALABAD,
Water shops:
Name of interviewee:
ADNAN MAHMOOD
DIRECTOR
5756337
Telephone No.:
Sales department hierarchy:
MANAGER
SALES
SALES SALES SALES

EXECUTIVE EXECUTIVE EXECUTIVE
SALESMAN SALESMAN SALESMAN
LOADERS
DRIVERS
6
Competitor analysis
SNAPS:
CLASSIC WATER SHOP
VEHICLE
7
Competitor analysis
AURA
WATER FOR LIFE
8
Competitor analysis
A U R A:
AURA
General Questions:
Liters of water in one Bottle 11 LITERS & 20 LITERS
Price of Bottle RS. 30/- & RS. 65/-
Total Market share
Water Plant is situated at: MULTAN ROAD
Type of system for purification of water FILTERATION THROUGH REVERSE OSMOSIS
PROCESS + ULTRA VIOLET RAYS SYSTEM
Buying bottles from LOCAL
Method of filling water in Bottles MANUAL
Method of washing bottles MANUAL
Kind of seal they are using for Bottles IMPORTED
Delivery Questions:
Number of delivery Vans 3 VANS
Schedule of delivery vans EACH AREA IS COVERED ON ITS DECIDED DAY.
Number of persons in sales team 6 PERSONS
Vehicles for delivery PICKUP; MOTORCYCLES; HAND CARRY
Criterion of area coverage AS PER DECIDED ROUTE.
DEPENDS ON CUSTOMER CALLS
Average sale per day per vehicle 2200 LITERS
Total average sale per day 3500 LITERS
Current promotional activities HAND BILLS; DISCOUNT VOUCHERS; BILL BOARDS;
CABLE ADVERTISMENT; NEWSPAPERS
Activities for new customer acquisition PROMOTIONAL ACTIVITIES; VEHICLE ADVERTISING;
COMMERCIAL CALLS
Commitments made with customers TIMELY DELIVERY; BEST CUSTOMER SERVICE
Types of dispenser TAP-STAND; HOT & COLD ELECTRIC; THREE IN ONE
(HOT & COLD + REFRIGERATOR)
Terms &condition expected from credit customers MOSTLY WEEKLY BASIS CREDITS
Conditions for free chillers OFFERD ONLY TO CORPORATE CUSTOMERS;
AVERAGE 30 LITERS DAILY.
System for purification of water
(1,2,3)
Additional benefits offered OFFERING 11 LITER BOTTLE WITH SECURITY OF
RS.100/- AND COST RS. 30/- MAKES CHEAPEST IN
MARKET.
Free sampling is done AT SPECIAL OCCASIONS
Name your top five companies in this industry NESTLE; AURA; SPIRAL; CLASSIC; AQUA SAFE.
System of target setting, target achievement and rewards for MONTHLY TARGETS ARE ASSIGNED TO EACH
9
Competitor analysis
achieving them. SALESMAN AND ON ACHIEVING THOSE; THEY ARE

AWARDED WITH MONETARY BONUS.
Board of Directors:
KHALID MAHMOOD
Group/Party:
Offices:
THREE OFFICES IN LAHORE
Water shops:
YASIR HAYAT
MARKETING & SALES MANAGER
042-7448995
Telephone No.:
MKT. & SALES MANAGER
SALESMAN SALESMAN SALESMAN
LOADERS
DRIVERS
10
Competitor analysis
SNAPS:
AURA WATER SHOP
VEHICLE
11
Competitor analysis
SPIRAL
ZINDAGI LAGAY NAI SI
12
Competitor analysis
S P I R A L:
SPIRAL
General Questions:
Price of Bottle RS. 90/-
Total Market share
Water Plant is situated at: KOT LAKPAT INDUSTRIAL AREA
Type of system for purification of water REVRSE OSMOSIS; ULTRA VIOLET RAYS SYSTEM
Buying bottles form LOCAL
Expiry limit of Bottles
Delivery Questions:
Schedule of delivery vans DEPENDS UPON AREA OF DELIVERY
Vehicles for delivery SHEZOR; SMALL PICKUP
Criterion of area coverage
Strategy of working in field COMMERCIAL CALLS; RESIDENTIAL CALLS
Average sale per day per vehicle
Total average sale per day
Current promotional activities NO PROMOTIONAL ACTIVITIES
Activities for new customer acquisition DOOR TO DOOR ACTIVITIES; VEHICLE
ADVERTISING; COMMERCIAL CALLS
Commitments made with customers BEST DELIVERY SERVICE
Types of dispenser DESKTOP 6500; BO 7000(HOT & COLD); G3 9000(HOT &
COLD);
Terms &condition expected from credit customers
Conditions for free chillers
System for purification of water REVERSE OSMOSIS + UV
(1,2,3)
Additional benefits offered QUALITY OF WATER AND BEST SERVICE
free sampling is done AT SPECIAL OCCASIONS
Name your top five companies in this industry NESTLE; AQUA SAFE; ASKARI; SPARKLET;
System of target setting, target achievement and rewards for achieving them.
13
Competitor analysis
Board of Directors:
Group/Party:
Offices:
Water shops:
Telephone No.:
AREA MANAGER
ACCOUNT PROMOTION ACCOUNT PROMOTION ACCOUNT PROMOTION

OFFICER OFFICER OFFICER
SALES MEN
LOADERS
DRIVERS
14
Competitor analysis
SNAPS:
SPIRAL WATER SHOP
VEHICLE
15
Competitor analysis
DEW DROP
PUREST FORM OF WATER
16
Competitor analysis
D E W D R O P:
DEW DROP
General Questions:
Total Market share 15 – 20 %
Water Plant is situated at: ISLAMABAD INDUSTRIAL AREA
Type of system for purification of water REVERSE OSMOSIS SYSTEM
Buying bottles form LOCAL: KARACHI
Method of filling water in Bottles MANUAL
Method of washing bottles MANUAL
Minerals in water ARTIFICIAL MINERALS
Delivery Questions:
Schedule of delivery vans WEEKLY BASIS + SPECIAL DELIVERY
Vehicles for delivery 2 SUZUKI PICK UP; 1 TOYOTA HILUX; 1 SHEHZOR
Criterion of area coverage N/A
Average sale per day per vehicle N/A
Total average sale per day N/A
Current promotional activities CURRENTLY NO .BUT HAS DONE ON BASANT,
LAHORE CHAMBER ELECTION, POLO MATCHES.
Separate event department YES;
BASANT; LAHORE CHAMBER ELECTION; POLE
MATCHES
Activities for new customer acquisition DOOR TO DOOR ACTIVITES; PROMOTIONAL
SCHEMES; VEHICLE ADVERTISING; COMMERCIAL
CALLS
Commitments made with customers BEST CUSTOMER SERVICE;
BEST DELIVERY SERVICE
Types of dispenser HOT & COLD DISPENSER; CERAMICS; STAND & TAP
Terms &condition expected from credit customers MINIMUNM 15 DAYS CREIT
Conditions for free chillers 25 BOTTLES WEEKLY
System for purification of water FILTRATION + REVERSE OSMOSIS
Rank of product with respect to customer awareness
(1,2,3)
Additional benefits offered SPECIAL DELIVERY WITHIN 3 HOURS
Name your top five companies in this industry NESTLE; ASKARI; CLASSIC; SPIRAL; AQUA SAFE
System of target setting, target achievement and rewards for achieving them.
17
Competitor analysis
Board of Directors:
C.E.O TAIMUR ALI MALIK
PROJECT OFFICER SHERYAR ALI MALIK
Group/Party:
T & S CORPORATION DEW DROPS (GUARD GROUP)
Offices:
LIBERTY MARKET
Water shops:
ALI BAKHTAWER
MARETING INCHARGE
Telephone No.:
111-444-007
CHIEF EXECUTIVE OFFICER
MARKETING MARKETING MARKETING

MANAGER MANAGER MANAGER
AREA SALES AREA SALES AREA SALES

SALES MEN
LOADERS
DRIVERS
18
Competitor analysis
SNAPS:
DEW DROPS WATER SHOP
VEHICLE
19
Competitor analysis
PURE WATER
20
Competitor analysis
21
Competitor analysis
A S K A R I:
ASKARI
General Questions:
Total Market share 37 %
Water Plant is situated at: BHAI PHAROO
Type of system for purification of water PRIMARY FILTRATION (FILTER AND ULTRA VIOLET)
SECONDARY FILTERATION (IONIZE AND WITH DRAW
EXTRA MICROPORE MEMBRANE TO MAKE
HIEGENIC)
Buying bottles form LOCAL
Delivery Questions:
Number of delivery Vans 3-4
Schedule of delivery vans MORNING 9 TO EVENING 5 FULL WEEK
Vehicles for delivery SUZUKI PICK UP, SHEHZOR
Criterion of area coverage SALE OFFICERS VISITTHE AREA ON DECIDED DAY.
Average sale per day per vehicle 50-60 bottles
Total average sale per day 130 bottles
Current promotional activities NO CURRENT. BUT HAVE DONE ON BASANT
FESTIVAL AND KANARD COLLEGE FUNCTION.
Activities for new customer acquisition DOOR TO DOOR ACTIVITES; PROMOTIONAL
SCHEMES; VEHICLE ADVERTISING; COMMERCIAL
CALLS
Types of dispenser TAP AND STAND(200), CHILLERS(6500,7500),
CERAMICS(600)
Terms &condition expected from credit customers JUST FOR CORPORATE SECTOR AMONG THEM THE
HEAVY USERS
Conditions for free chillers 10-15 BOTTLES WEEKLY CONSUMPTION.
(1,2,3)
Additional benefits offered BEST WATER QUALITY
Name your top five companies in this industry NESTLE; AQUA SAFE; CLASSIC; SPIRAL; SPARKLET
System of target setting, target achievement and rewards 50 RS. ON NEW ACCOUNT. 15 ACCOUNTS IN ONE
for achieving them. MONTH.
22
Competitor analysis
Board of Directors:
BRIGADIOR SAUD BASHIR
Group/Party:
ARMY WELFARE TRUST
Offices:
THREE OFFICES
Water shops:
IFTIKHAR
Designation:
AREA MANAGER PUNJAB.
NATIONAL SALES MANAGER
AREA SALES AREA SALES AREA SALES

SALES OFFICER
COORDINATOR
LOADERS
DRIVERS
23
Competitor analysis
SNAPS:
ASKARI WATER SHOP
VEHICLE
24
Competitor analysis
SPARKLETS
NATURAL MOUNTAIN SPRING WATER
25
Competitor analysis
S P A R K L E T:
SPARKLET
General Questions:
Total Market share 22%-25%
Water Plant is situated at: HATTAR
Type of system for purification of water REVERSE OSMOSIS
Buying bottles form LOCAL: KARACHI
Expiry limit of Bottles 1 YEAR
Delivery Questions:
Number of delivery Vans 8 VANS
Schedule of delivery vans LAHORE MARKET IS DIVIDED INTO FOUR ZONE
EAST, WEST, NORTH, SOUTH. ACCORDING TO ROUTE.
Vehicles for delivery SHEHZOR
Criterion of area coverage OUR OPERATING SCHEME IS KEY ACCONT
MANAGEMENT SCIENCES.
Current promotional activities NO CURRENT. BUT HAVE DONE T.V COMMERCIALS,
PERSONAL SELLING (STALLS), AND HOARDINGS.
Activities for new customer acquisition PROMOTIONAL SCHEMES; VEHICLE ADVERTISING;
COMMERCIAL CALLS
Commitments made with customers BEST CUSTOMER SERVICE
Types of dispenser TAP AND STAND (200), CHILLER REFREGRATED
(7500), CERAMICS (500)
Terms &condition expected from credit customers BILL TO BILL.
Conditions for free chillers NOT OFFERING.
(1,2,3)
Additional benefits offered BEST SPRING WATER FROM BEST PALACE HATTAR
AND MORE BALANCE AND SOFT WITH 7.2 VALUE OF
PH. SCALE.
Free sampling is done NO
Name your top five companies in this industry NESTLE; AQUA SAFE; AIWA; ASKARI; SPARKLET
System of target setting, target achievement and rewards N/A
for achieving them.
26
Competitor analysis
Board of Directors:
SADIQ KARAM ALI
Group/Party:
HASHOO GROUP
Offices:
THREE OFFICES
ASHIR MOEEN
Designation:
CHANNEL DEVELOPMENT MANAGER.
G.M SALES AND MARKETING
CHANNEL DEVELOPMENT CHANNEL DEVELOPMENT CHANNEL DEVELOPMENT

REGIONAL SALES
MANAGER
AREA SALES
MANAGER
DISTRIBUTOR
SALES
REPRESENTATIVE
27
Competitor analysis
SNAPS:
SPARKLET WATER SHOP
VEHICLE
28
Competitor analysis
PURE WATER
29
Competitor analysis
30
Competitor analysis
AQUA SAFE
AQUA SAFE
General Questions:
Total Market share 15%
Water Plant is situated at: RAIVIND
Type of system for purification of water REVERSE OSMOSIS
Buying bottles form FOREIGN
Minerals in water NATURAL MINERALS AND ARTIFICIAL MINERALS
Delivery Questions:
Number of delivery Vans 8-10 VANS
Schedule of delivery vans DECIDED ROUTES AS PER DAY.
Number of persons in sales team N/A
Vehicles for delivery SHEHZOR, MAZDA, PICKUPS
Criterion of area coverage ACCORDING TO DECIDED ROUTE PER DAY.
Current promotional activities N/A
Activities for new customer acquisition PROMOTIONAL SCHEMES; VEHICLE ADVERTISING;
COMMERCIAL CALLS, DOOR TO DOOR ACTIVITIES
Types of dispenser TAP AND STAND (200), CHINEESE CHILLERS (7500),
AQUA SAFE USA (12000)
Terms &condition expected from credit customers JUST FOR CORPORATE SECTOR AND FOR THOSE
WHO ARE HEAVY USRES.
Conditions for free chillers WE ARE NOT OFFERING FREE CHILLERS.
(1,2,3)
Additional benefits offered BEST QUALITY OF WATER AND DELIVEREY SERVICE.
Free sampling is done AT SPECIAL OCCASIONS.
Name your top five companies in this industry NESTLE; SPIRAL; CLASSIC; ASKARI; SPARKLET
System of target setting, target achievement and rewards N/A
for achieving them.
31
Competitor analysis
Visited Office:
65/B, C III, Gulberg III, Lahore.
FAX: (042) 5712626, U.A.N. 111334433
www.aquasafeusa.net
Kamran Anwar
Mobile No.:
0300-8481855
32
Competitor analysis
SNAPS:
AQUA SAFE WATER SHOP
VEHICLE
33
Competitor analysis
Researcher’s remarks:
These are the remarks about environment, attitude and level of work force of the companies.
Classic:
o They are working at a big scale and having a good sale force.
o They are having a good customer service, but are not so well-established as compared to Nestle.
o Their attitude towards customers is very good.
o They are considering customer satisfaction their first priority and cater the customers very well.
o Setup of classic is ranked at second position in bulk supply of pure water.
o Their vehicles are in very neat and clean conditions.
o Hygienic conditions of bottles are also very good.
o Their water shops are not very well established.

o Their sales force persons are not well dressed.
Aura:
o This organization is new in this business.
o They are not well organized and currently focusing to earn profits.
o Their offices are not well decorated and well established.
o Hygienic conditions of bottles are not good.
o Their sale force is not well organized.
o They are not having enough vehicles to cater all the demand in time. That’s why they are also using
hand carry.
o Environment within organization is not good.
Spiral:
o Organization is well established.
o They have well-established sales force.
o Their vehicles are in good conditions.
o Hygienic level of their bottles is very good.
o Customer service is very good.
o Organization lacks good setup of water shops for customer service at water shop.
o Sales force is not so well dressed.
Dewdrop:
o At corporate level the organization is well established.
o They are catering big customers only, which mostly comes to them from references.
o Now they are focusing on the residential calls to expand their customer base.
o Their offices are not at good locations to welcome customers.
o Their sales force is not well established.
o Their vehicles are not in good conditions.
o Hygienic level of bottles is not good.
34
Competitor analysis
35
Competitor analysis
Askari:
o Organization lacks well established offices.
o They do not have separate customer service department.
o They do not have enough vehicles to cater all customers demand.
o Their vehicles are not in good conditions.
o Their sales force is not well established and experienced.
o Hygienic conditions of bottles are very poor.
o They do not have printed brushers to give.
o Their attitude with customers is not satisfactory.
Sparklet:
o Organization is just focusing on big accounts/customers.
o They are working on the principle “key account management”.
o They are currently working in small bottles. But according to them, they will start their work in bulk
bottles very soon.
o Organization has a well-established sales department.
o They cater their customer very well.
Aqua safe:
o Organization has well-established water shops.
o Organization has well-established sales force.
o Organization has vehicles in good conditions.
o Organization is catering customer queries very well.
o Organization has customer service department.
o Environment of the organization is very good.
o Hygienic conditions of bottles are very good.
o Their sales force is not well-dressed as compared to nestle.

o Their sales force is not well trained as compared to nestle.
36

Maketing 08 (Morning) : A Project Made by - "Shoaib - Ur - Rehman" Marketing 06 (Morning) "Zahid Rasheed"

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Maketing 08 (Morning) : A Project Made by - "Shoaib - Ur - Rehman" Marketing 06 (Morning) "Zahid Rasheed"

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A PROJECT MADE BY ––– “SHOAIB –UR– REHMAN”

GATHERED INFORMATION ON:

Sales department hierarchy:

SALES SALES SALES

SALESMAN SALESMAN SALESMAN

CLASSIC WATER SHOP

achieving them. SALESMAN AND ON ACHIEVING THOSE; THEY ARE

Sales department hierarchy:

MKT. & SALES MANAGER

SALESMAN SALESMAN SALESMAN

AURA WATER SHOP

Sales department hierarchy:

ACCOUNT PROMOTION ACCOUNT PROMOTION ACCOUNT PROMOTION

SPIRAL WATER SHOP

Sales department hierarchy:

CHIEF EXECUTIVE OFFICER

MARKETING MARKETING MARKETING

AREA SALES AREA SALES AREA SALES

DEW DROPS WATER SHOP

Sales department hierarchy:

NATIONAL SALES MANAGER

AREA SALES AREA SALES AREA SALES

ASKARI WATER SHOP

Sales department hierarchy:

G.M SALES AND MARKETING

CHANNEL DEVELOPMENT CHANNEL DEVELOPMENT CHANNEL DEVELOPMENT

SPARKLET WATER SHOP

Sales department hierarchy:

AQUA SAFE WATER SHOP

o Their water shops are not very well established.

o Their sales force is not well-dressed as compared to nestle.

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