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    MARKETING A- GROUP 3 Page 1

    A report on wipro lightings asa B2B business FIRMSUBMITTED TO: Prof. Sekhar. V.

    By

    TEAM: 3

    MEMBERS

    AMRUTA KANAGALI 08PG216

    ARVIND KUMAR RATHI 08PG221

    JINU SIVANANDAN 08PG229

    NAGENDRA PRASAD 08PG242

    SHIKHAR BHATIA 08PG274

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    MARKETING A- GROUP 3 Page 2

    1.INTRODUCTION TO WIPRO GROUP

    2.KEY DOMAINS

    3.INTRODUCTION TO WIPRO LIGHTINGS

    4.PRODUCT RANGE

    5.PRICING

    6.COMPETITORS

    7.DISTRIBUTION

    8.PROCESS

    8.1. PROCESS IMPROVEMENT

    8.2. INTERNAL SCORECARD

    9.CUSTOMER RELATIONSHIP MANAGEMMENT

    9.1. CUSTOMER ADVOCACY

    9.2. NET PROMOTOR SCORE

    9.3. ANNUAL PERCEPTION SURVEY

    10. SUSTAINABILITY

    11. REFERENCES

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    MARKETING A- GROUP 3 Page 3

    1. INTRODUCTION TO WIPRO GROUP

    Wipro was born in 1947 as Western India Products Ltd. It was started by Mr. M. Hasham

    Premji, father of Mr. Azim Premji, who set up an oil mill in Amalner, Maharashtra. The

    rechristening happened in 1977 and the company came to be known as Wipro Products Limited.

    In 1983, Wipro Information Technology Limited and Wipro Systems Limited were formed. In

    1995, the companies merged to form Wipro Limited.

    Wipro is a diversified corporation into Services, Consumer Products, Fluid Power, Bio-

    Med and Information Technology. Wipro Corporations sales I the year ended March 31,2000

    were 23.129 million. Over the last 10 years sales have grown at an average annual growth rate of

    23% and profit after tax at 43%. In the same year 2000, the company was also listed on the New

    York Stock Exchange.

    Wipro seeks leadership in all businesses. They are the No. 2 in Information Technology

    in Sales and No. 1 in Market Reputation. They are No. 1 in other areas like Network Integration,

    Support, Healthcare Technology in South Asia, Hydraulic Cylinders, Export of Healthcare

    Systems, Hair Care Soaps, Circular Florescent Lights and No. 2 in Software Exports, Fluid

    Power Consumption, Baby Toiletries and Bakery Fats.

    Wipros Vision:

    "With utmost respect to Human Values,

    we promise to serve our customer with

    integrity, through a variety of Innovative

    Value for Money Products and Services,

    by Applying Thought, day after day."

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    MARKETING A- GROUP 3 Page 4

    2. DOMAINS IN WHICH WIPRO HAS PRESENCE

    Aerospace

    Automotive

    Banking

    Business & Consumer Services

    Communication Service Providers

    Computer Peripherals

    Computer Software

    Computing

    Consumer Electronics

    Consumer Packaged Goods

    Energy

    Government

    Healthcare

    Hi Tech

    Hospitality & Leisure

    Insurance

    Manufacturing

    Media

    Medical Devices

    Mobile Devices

    Pharmaceutical & Bio-Tech

    Retail

    Securities & Capital Markets

    Semiconductors

    Storage

    Telecom

    Telecom Equipment

    Transportation

    Utilities

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    3. INTRODUCTION TO WIPRO LIGHTINGS

    Wipro Lighting is in the business of manufacturing and marketing Wipro Brand of

    Luminaries, Lamps and Accessories. Wipro Lighting caters to both institutional and retail

    consumers and offers comprehensive lighting solutions across various application areas. Wipro

    Lighting is part of the Wipro Consumer Care & Lighting Division of Wipro Limited. Wipro

    Limited is a Rs. 8170 crore diversified corporate having interests in Information Technology,

    Healthcare, Infrastructure Engineering and Consumer Care.

    Wipro lighting has leadership in Lighting of:

    Commercial lighting, Modern Work Spaces

    Lighting Controls

    Manufacturing & Pharmaceuticals

    Designer Petrol Pumps

    Architectural Outdoors

    At Wipro Lighting, innovation is a never-ending journey. Its passion for innovation and

    quality drives it to develop and deliver new products and solutions for its customers. Wipro

    Lighting has been at the forefront of providing creative lighting solutions for modern

    workspaces, healthcare centers, pharmaceutical industry, manufacturing, roads and highways,

    landscape etc. It has helped customers create a cheerful workplace and meet their energy saving

    needs through various offerings, such as:

    Brightness Management lighting products for Modern Offices

    High End Lighting Control and Architectural Dimming System

    Lighting system for Healthcare Centers

    Clean Room application products for Pharmaceutical & F&B Industry

    High Intensity Discharge lamp Luminaries for Manufacturing Sector

    Exclusively designed Architectural Street lighting products for City Roads and Highways

    International Landscape Lighting products for Gardens, outdoor areas

    Exclusively design Lighting products for Oil Retail outlets

    High End Digital electronic ballast range with International certification

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    4. PRODUCT RANGE:

    Wipro lightings has divided its product range into 9 different categories as follows

    Commercial lighting for modern workspaces

    Lighting controls

    Landscape lightings

    Retail lightings

    LEDs

    Pharma and F & B lightings

    Industrial/Factory lighting

    Street and flood lighting

    Accessories

    4.1.OVERVIEW OF EACH PRODUCT RANGE:

    1. Appropriate lighting can greatly impact the way people feel about their offices. This is the

    prime reason why lighting of Modern Workspaces has evolved from simple functional

    lighting to a more innovative and creative approach. Working environments are changing

    radically. Information technology now enables us to use time and space in a more innovative

    manner. Office design forms an important aspect today with respect to creating a warm &

    vibrant work atmosphere. Considering this, modern workspace lighting has also transformed

    by enhancing the effectiveness and efficiency of the people through the good quality of

    lighting. Wipro Lighting has been at the forefront by continuously providing latest products

    and technologies suitable for Modern Workspaces in line with international trends. Wipro

    Lighting's Brightness Management Philosophy emphasizes on enhancing Productivitythrough Quality of Light rather than quantity of light alone.

    Recess Indirect/Direct Luminaries

    Recess Indirect Luminaries

    Recess Direct/Indirect Luminaries

    Suspended Direct/Indirect Luminaires

    Recess CAT2 Dark Lighter Luminaires

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    Recess Low Glare Luminaires

    Recess Mirror Optic Luminaires

    Surface Mirror Optic Luminaires

    Surface Indoor Decorative Luminaires

    2. Economic Liberalization in India has made competition severe among both Manufacturing as

    well as service sectors. Naturally the bottom line has come under severe pressure forcing

    organizations to look for practical and advanced solutions to save every Rupee. Lighting

    consumes upto 50% of an office energy cost. Energy tariffs are on the rise day after day. By

    use of Dimming Lighting controls, lighting energy costs can be cut by upto 70%. These extra

    ordinary cost savings can be achieved by using Wipro Energy Management Systems (Wipro

    EMS) to minimize wasteful use of light and to make maximum use of natural light. Wipro

    Energy Management Systems allows control by reducing energy Costs and enhances

    employee Convenience and Comfort.

    Presence Detection Systems

    Managed Lighting Systems

    Scence Select System for Digital Dimming

    Scence Select System for Analog Dimming

    Lutron Lighting Control Systems

    Analogue Dimmable Ballasts

    3. Creative Landscape lighting is concerned with the illumination of features to exploit texture,

    form and colour in order to suggest a sense of depth. Combinations of light and shadow can

    create dramatic effects in complete contrast to the daylight scene. In Lighting for

    Landscapes, it is desired to have subtle schemes to enhance planting, landscape features and

    architecture to provide a stimulating night environment, plus lighting of paths, steps,

    driveways and terraces, which is both functional and decorative. All the landscape lighting

    products are meant for outdoor use. This means these products have to sustain various kinds

    of abuse forced by environment as well as humans. In addition to the above, the landscape

    lighting products must gel with the surroundings and should beautify them during daytime.

    Wipro offers a variety range of internationally styled products for landscape lighting called

    FANTASY. With this range Wipro Lighting has ensured that at night "The outdoors come

    Alive."

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    Bollards and Wall Lights

    Pathways

    Post Top

    Drive Overs

    Flood Lights

    Under water LightsStep Lights

    4. Lighting is one of the most vital aspects of product merchandise and store visibility.

    Providing the right amount of light at the right time and place is always a challenge for a

    lighting designer. Lighting should be considered a sales tool in retail environments. It can be

    used to entice customers i

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