Philips LTD

JAIPURIA INSTITUTE OF MANAGEMENT PAGE 1
Summer Internship Project Report

CHANGE FOR GOOD PROGRAM
Submitted in partial fulfillment of the
Requirements for the award of Post Graduate Diploma in Managment
LoL
Submitted By
AVIRAL KAPOOR
PGMF1213
SUBMITTED TO
Dr. Vikas Nath
DECLARATION
I hereby declare that the Summer Training Report entitled CHANGE FOR GOOD
PROGRAM is an authentic record of my own work as requirements of 6 weeks Summer
Training during the period from 22.04.2013 to 23.06.2013for the award of degree of PGDM (Post
Graduate Diploma in Management), Jaipuria Institute of Management, Noida under the guidance
of Dr. Vikas Nath.
(AVIRAL KAPOOR)
( PGMF1213)
Date: ____________________
ACKNOWLEDGEMENT
There are a few things that come in the life of a person, may be for a short span of time, but leaves
on ever shining impression in to the mind. My summer training is one of the events which will be
ever green in my life. As I had been placed in PHILIPS ELECTRONICS INDIA LTD., at
DEHRADUN, UTTARAKHAND. I shared the real marketing skills and knowledge from their
experienced, enthusiastic and cordial executives, without whom I would have not been able to
achieve my aim.
First of all I would like to express my thanks to Mr. Manavesh Mahakud (Lighting Engineer,
professional lighting) for permitting me to do the training at his concern. I express my special
thanks to my faculty mentor Dr. Vikas Nath who has given me proper guidance in spite of having
his busy schedule. I would like to convey special thanks to my friends for providing me help and
co-operation needed. I also owe sincere gratitude to my family members whose love, affection,
co-operation and moral support have provided me the strength to carry out this project
AVIRAL KAPOOR
PGMF1213
EXECUTIVE SUMMAR
Since the days of Thomas Edison, lighting has been visualized as an incandescent bulb with a hot
glowing filament. Today, we commonly envision the compact fluorescent lamp (CFL) as the next
step toward more efficient lighting. However, fluorescent technology is not new at all. While
Edison invented the incandescent lamp in 1879, the precursor to fluorescent lamps was theorized
more than 20 years earlier in 1857. Moreover, the first mercury vapor lamp was patented in 1901.
Fluorescent lamps and all light sources in hollow glass enclosures represent early 20th century
technologies. It could be argued that general illumination white light-emitting diodes (LEDs) are
the first true advancement in lighting since its invention more than 130 years ago. Pike Research
proposes that, with the start of white LED production in the late 1990s, we are approaching the
end of the first chapter in lighting. With the LED, two of the fastest-paced industries in history
semiconductors and software have been introduced into the very traditional lighting industry. It
would be hard to imagine in today's world that technology will not beat out tradition. In terms of
dollars, Pike Research anticipates a transformation of the lighting industry that will result in LEDs
displacing more than 52% of conventional lighting over the next ten years. This will have the
effect of shrinking the value of the market due to the combination of rapidly falling LED prices
and the accompanying extended lamp lifetimes. Lamp and luminaries manufactures and others in
the value chain will grow to rely on lighting controls and services to offset the revenue and profit
lost in this process. LED light bulbs are cost-effective options for lighting a home or office space
because of their long lifetimes. Consumers are increasingly using LEDs as a replacement as
conventional lighting system is causing high costs and low efficiency of available products.
LEDs used on a train for both overhead lighting and destination signage.
LED lighting is used at traffic signals and signal lights and destination signs on buses, the one
with a good coloured number. Street lighting and other architectural lighting where color changing
applications are essential use LED lights.
LED Lights are also used in automotive lighting on cars, motorcycles and bicycle lights where
mechanical robustness and long lifetime come handy.
LED lights are also employed on poles and in parking garages and for Solar LED lights.
LEDs are used in aviation lighting, airport lighting and heliport lighting. LED airports fixtures
include medium-intensity runway lights, runaway centerline lights, taxiway centerline and edge
lights, guidance lights and obstruction lights.
LEDs also find variety of other applications such as backlighting for LCD televisions and
lightweight laptop displays and light source for digital light processing projectors. Since LEDs
are small, durable and need little power, they are used in hand held devices such as flashlights,
camera flashes and even mobile phone cameras where space is at a premium and bulky voltage
raising circuitry is undesirable. LEDs are used for infrared illumination in night vision uses
including security cameras.
LEDs are now used commonly in all market areas from commercial to home use: standard
lighting, AV, stage, theatrical, architectural, and public installations, and wherever artificial light
is used.
Star rating labels are being made mandatory for luminaries/lamps for commercial and outdoor
lighting applications. Government backing for green technologies and adoption of high-value
applications like street lighting is helping LED lighting.
Energy efficient lighting technologies are very important to India due to problems in energy
deficiency, electrification of remote areas and energy sustainability. The prices of LEDs will
continue to fall as the high initial investments reduce and competition drives down the pricing.
According to Frost & Sullivan, LED markets growth largely depends on standardization,
Government support and subsidies, customer awareness and affordability
TABLE OF CONTENT
COMPANY DESCRIPTION..........................................................................................................................8
1.PHILIPS ELECTRONIC LIMITED.................................................................................................................. 9
1.7 CORPORATE STRUCTURE.............................................................................................................13
1.11 AWARDS WON BY THE COMPANY........................................................................................... 14
1.12 BUSINESS PRINCIPLES.................................................................................................................17
1.16 PHILIPS LIGHTING BUSINESS .................................................................................................... 19
1.18 PHILIPS LED MARKET..................................................................................................................21
CHAPTER 2..................................................................................................................................................23
JOB DESCRIPTION.....................................................................................................................................23
2.1SALES STATERGY............................................................................................................................ 26
2.7 PRODUCT CATEGORY ...................................................................................................................27
2.15 INTRODUCTION TO MAJOR........................................................................................................35
LUMINAIRE COMPANIES ....................................................................................................................35
CHAPTER 3..................................................................................................................................................38
ANALYSIS OF JOB DONE.........................................................................................................................38
3.1 TECHNICAL ISSUES WITH LED.................................................................................................... 40
3.2 LIMITATIONS................................................................................................................................... 41
CHAPTER 4..................................................................................................................................................42
LEARNING OUTCOMES ........................................................................................................................... 42
CHAPTER 5..................................................................................................................................................44
SUGGESTIONS &RELEVANCE OF SUGGESTIONS .............................................................................44
LIST OF FIGURES
Figure 1 Comapany Business......................................................................................................................... 20
Figure 2 LED Street light............................................................................................................................... 27
Figure 3 LED Downlighter.............................................................................................................................. 28
Figure 4 False ceiling LED.............................................................................................................................. 29
Figure 5 LED tubelight................................................................................................................................... 30
Figure 6 SON t lamp....................................................................................................................................... 32
CHAPTER 1
COMPANY DESCRIPTION
ABOUT PHI LI PS
CORPORATE STRUCTURE
AWARDS
BUSI NESS PRI NCI PLES
PHI LI PS LI GHTI NG BUSI NESS
PHI LI PS LED MARKET
COMPANY DESCRIPTION
1.PHILIPS ELECTRONIC LIMITED
1.1MISSION
Improving peoples lives through meaningful innovation
1.2VISION
At Philips, we strive to make the world healthier and more sustainable through innovation. Our
goal is to improve the lives of 3 billion people a year by 2025. We will be the best place to work
for people who share our passion. Together we will deliver superior value for our customers and
shareholders.
Koninklijke Philips N.V. Royal Philips, commonly known as Philips is a Dutch multinational
engineering and electronics conglomerate headquartered in Amsterdam. It was founded in
Eindhoven in 1891 by Gerard Philips and his father Frederik. It is one of the largest electronics
companies in the world and employs around 122,000 people across more than 60 countries.
Philips is organized into three main divisions:
1.Philips Consumer Lifestyle (formerly Philips Consumer Electronics and Philips Domestic
Appliances and Personal Care)
2.Philips Healthcare (formerly Philips Medical Systems)
3. Philips Lighting.
The Philips Company was founded in 1891 by Gerard Philips and his father Frederik. Frederik, a
banker based in Zaltbommel, financed the purchase and setup of a modest, empty factory building
in Eindhoven, where the company started the production of carbon-filament lamps and other
electro-technical products in 1892. This first factory has been adapted and is used as a Museum
devoted to light sculpture.
In 1895, after a difficult first few years and near bankruptcy, the Philipses brought in Anton,
Gerard's younger brother by sixteen years. Though he had earned a degree in engineering, Anton
started work as a sales representative; soon, however, he began to contribute many important
business ideas. With Anton's arrival, the family business began to expand rapidly, resulting in the
founding of Philips Metaalgloeilampfabriek N.V. (Philips Metal Filament Lamp Factory Inc.) in
Eindhoven in 1907, followed in 1912 by the foundation of Philips Gloeilampenfabrieken N.V.
(Philips Lightbulb Factories Inc.). After Gerard and Anton Philips changed their family business
by founding the Philips incorporation, they laid the foundations for the later electronics
multinational.
In the 1920s, the company started to manufacture other products, such as vacuum tubes. In 1939
they introduced their electric razor, the Philishave (marketed in the USA using the Norelco brand
name). The "Chapel" is a radio with built-in loudspeaker, which was designed during the early
1930s.
1.3 STIRLING ENGINE
Philips was instrumental in the revival of the Stirling engine when, in the early 1930s, the
management decided that offering a low-power portable generator would assist in expanding sales
of its radios into parts of the world where mains electricity was unavailable and the supply of
batteries uncertain. Engineers at the company's research lab carried out a systematic comparison of
various power sources and determined that the almost forgotten Stirling engine would be most
suitable, citing its quiet operation (both audibly and in terms of radio interference) and ability to
run on a variety of heat sources (common lamp oil "cheap and available everywhere" was
favoured). They were also aware that, unlike steam and internal combustion engines, virtually no
serious development work had been carried out on the Stirling engine for many years and asserted
that modern materials and know-how should enable great improvements.
Encouraged by their first experimental engine, which produced 16 W of shaft power from a bore
and stroke of 30mm 25mm, various development models were produced in a program which
continued throughout World War II. By the late 1940s the 'Type 10' was ready to be handed over
to Philips' subsidiary Johan de Witt in Dordrecht to be productionised and incorporated into a
generator set as originally planned. The result, rated at 180/200 W electrical output from a bore
and stroke of 55 mm x 27 mm, was designated MP1002CA (known as the "Bungalow set").
Production of an initial batch of 250 began in 1951, but it became clear that they could not be
made at a competitive price besides which the advent of transistor radios with their much lower
power requirements meant that the original rationale for the set was disappearing. Approximately
150 of these sets were eventually produced.
In parallel with the generator set Philips developed experimental Stirling engines for a wide
variety of applications and continued to work in the field until the late 1970s, though the only
commercial success was the 'reversed Stirling engine' cryocooler. However, they filed a large
number of patents and amassed a wealth of information, which they later licensed to other
companies.
1.4 2001 to 2011
In 2004, Philips abandoned the slogan "Let's make things better" in favor of a new one: "Sense
and simplicity".
In December 2005 Philips announced its intention to sell or demerge its semiconductor division.
On 1 September 2006, it was announced in Berlin that the name of the new company formed by
the division would be NXP Semiconductors. On 2 August 2006, Philips completed an agreement
to sell a controlling 80.1% stake in NXP Semiconductors to a consortium of private equity
investors consisting of Kohlberg Kravis Roberts & Co. (KKR), Silver Lake Partners and
AlpInvest Partners. On 21 August 2006, Bain Capital and Apax Partners announced that they had
signed definitive commitments to join the acquiring consortium, a process which was completed
on 1 October 2006. In 2006 Philips bought out the company Lifeline Systems headquartered in
Framingham, Massachusetts.
In August 2007 Philips acquired the company Ximis, Inc. headquartered in El Paso, Texas for
their Medical Informatics Division. In October 2007, it purchased a Moore Microprocessor Patent
(MPP) Portfolio license from The TPL Group.
On 21 December 2007 Philips and Respironics, Inc. announced a definitive agreement pursuant to
which Philips acquired all of the outstanding shares of Respironics for US$66 per share, or a total
purchase price of approximately 3.6 billion (US$5.1 billion) in cash.
On 21 February 2008 Philips completed the acquisition of VISICU Baltimore, Maryland through
the merger of its indirect wholly owned subsidiary into VISICU. As a result of that merger,
VISICU has become an indirect wholly owned subsidiary of Philips. VISICU was the creator of
the eICU concept of the use of Telemedicine from a centralized facility to monitor and care for
ICU patients.
The Philips physics laboratory was scaled down in the early 21st century, as the company ceased
trying to be innovative in consumer electronics through fundamental research.
1.5 2011 to present
In January 2011 Philips agreed to acquire the assets of Preethi, a leading India-based kitchen
appliances company.
Due to the fact that net profit slumped 85 percent in Q3 2011, Philips has announced to cut 4,500
jobs to match part of an 800 million ($1.1 billion) cost-cutting scheme to boost profits and meet
its financial target.
In March 2012 Philips announced its intention to sell, or demerge its television manufacturing
operations to TPV Technology.
In 2011, the company posted a loss of 1.3 billion, but earned a net profit in Q1 and Q2 2012,
however the management want 1.1 billion cost-cutting which will be an increase from 800
million and may cut another 2,200 jobs until end of 2014.
On 5 December 2012 the antitrust regulators of the European Union fined Philips and several
other major companies for fixing prices of TV cathode-ray tubes in two cartels lasting nearly a
decade.
On 29 January 2013 it was announced that Philips had agreed to sell its audio and video
operations to the Japan-based Funai Electric for 150 million, with the audio business planned to
transfer to Funai in the latter half of 2013, and the video business in 2017. As part of the
transaction Funai will pay a regular licensing fee to Philips for the use of the Philips brand.
1.6 PHILIPS INDIA
Shaping the Future
Philips Lighting is a leading provider of solutions and applications for both professional and
consumer markets.We address lighting needs in a full range of environments indoors (homes,
shops, offices, schools, hotels, factories, and hospitals) as well as outdoors (public places,
residential areas and sports arenas). We also meet peoples needs on the road, by providing safe
lighting in traffic (car lighting and street lighting).
In addition, we deliver light-inspired experiences through architectural and city beautification
projects. Our lighting is also used for specific applications, including horticulture, refrigeration
lighting and signage, as well as heating, air and water purification, and healthcare.
With the new lighting technologies, such as LED technology, and the increasing demand for
energy efficient solutions, Philips will continue shaping the future with groundbreaking new.
1.7 CORPORATE STRUCTURE
1.8 MANAGEMENT
Philips has established an Executive Committee, which comprises the President/CEO, the CFO,
the Sector CEOs and certain experienced leaders, allowing functions, businesses and markets to
be represented at the highest levels in the Company.
The functions, businesses and markets represented are: innovation, strategy, human resources,
legal, and global markets, with a dedicated representation for China as a major growth market.
Under the chairmanship of the President/CEO, the members of the Executive Committee share
powers and responsibilities for the management of the Company, the deployment of its strategy
and policies, and the achievement of its objectives and results.
Under Dutch Law, Philips Board of Management is accountable for the actions and decisions of
the Executive Committee and has ultimate responsibility for the Companys external reporting and
is answerable to shareholders of the Company at the Annual General Meeting of Shareholders.
Pursuant to the two-tier corporate structure, the Board of Management is accountable for its
performance to a separate and independent Supervisory Board.
1.9 SUPERVISORY BOARD
The Supervisory Board supervises the policies of the executive management and the general
course of affairs of Philips and advises the executive management thereon.
The Supervisory Board, in the two-tier corporate structure under Dutch law, is a separate and
independent body from the Board of Management. That independent character is also reflected in
the requirement that members of the Supervisory Board can neither be a member of the Board of
Management, member of the Executive Committee nor an employee of the Company.
The Supervisory Board, acting in the interests of Philips and taking into account the relevant
interest of Philips stakeholders, supervises and advises the Board of Management and the
Executive Committee in performing its management tasks and setting the direction of the Groups
business, including (i) achievement of the Companys objectives, (ii) corporate strategy and the
risks inherent in the business activities, (iii) the structure and operation of the internal risk
management and control systems, (iv) the financial reporting process, and (v) compliance with
legislation and regulations.
Major management decisions and Philips strategy are discussed with and approved by the
Supervisory Board. In its report, the Supervisory Board describes its activities in the financial
year, the number of committee meetings and the main items discussed.
1.10 INTERNATIONAL DIRECT INVESTMENT PROGRAM
Royal Philips Electronics ("Philips") is pleased to offer the Philips International Direct Investment
Program, a Dividend Reinvestment and Direct Stock Purchase Plan designed for the US market.
This program provides existing shareholders and interested investors with an economical and
convenient way to purchase and sell Philips New York Registry shares (listed at the New York
Stock Exchange) and to reinvest cash dividends. Citibank (the registrar of Philips NY Registry
shares) has been authorized to implement and administer both plans for registered shareholders of
and new investors in Philips NY Registry shares. Philips does not administer or sponsor the
Program and assumes no obligation or liability for the operation of the plan.
1.11 AWARDS WON BY THE COMPANY
The companies range of MASTER LEDlamps have been awarded with several awards. Awards
are given on the product design, performance and positive impact on the environment.
Philips is proud to have received six Good Design awards 2012 for inventive and original
innovations in healthcare, lighting, and consumer electronics.
RED DOT DESIGN AWARDS 2013
An impressive total of 22 red dot award-winning product designs for Philips.
CHINA RED STAR DESIGN AWARD 2012
In a ceremony held on December 19 in Beijing, Philips was honored to receive four China Red
Star Design Awards 2012.
IF DESIGN AWARDS 2013
Philips has scooped an unprecedented 39 awards from iF, one of the most influential design
competitions in the world.
DESIGN FOR ASIA AWARD 2012
Philips has received four prizes at the Design For Asia Award (DFA) 2012 in the category
Product/Industrial design.
SPARK: PRODUCT AWARDS 2012
Philips has picked up five accolades from the Spark:Product Awards, a US competition that looks
for designs that find a way of "improving our life and the planet we live on".
FX INTERNATIONAL INTERIOR DESIGN AWARDS 2012
Philips has won its third prestigious award to date for the Philips by LirioCielo luminaire, which
was chosen as the Lighting Product category winner at the 2012 FX International Interior Design
Awards.
SUCCESSFUL DESIGN AWARDS CHINA 2012
Philips is honored to have been chosen by the jury of the Successful Design Awards-China to
receive the Platinum Award for the Philips Soundbar Home Cinema Speakers for Android.
GOOD INDUSTRIAL DESIGN AWARDS 2012
Philips receives the Special Award for Excellence in the category Respect for its Fight
Malnutrition design project.
CORE77 DESIGN AWARDS 2012
Philips was very pleased to receive two Core77 Design Awards in 2012.
AUSTRALIAN INTERNATIONAL DESIGN AWARDS 2012
Philips has won two Australian International Design Awards 2012 for the Philips Sonicare
DiamondClean and the Philips QuickClean Juicer.
IDEA DESIGN AWARD 2012
Philips is delighted to have received a prestigious IDEA award for the SonicareAirFloss.
RED DOT AWARDS 2012
Philips wins 18 red dot awards for product design, including Best of the Best for the Sonicare
Diamond Clean.
IF GOLD AWARD 2012
The Lirio by Philips Balanza consumer lighting range won one of the coveted Gold awards at the
iF awards ceremony in Munich, Germany.
GOOD DESIGN AWARDS 2011
Philips is proud to announce that it has received 10 prestigious GOOD DESIGN 2011 awards.
1.12 BUSINESS PRINCIPLES
1.13 POLICIES
The Philips General Business Principles (GBP) govern Philips business decisions and actions
throughout the world, and apply equally to corporate actions and to the behavior of individual
employees. They incorporate Philips fundamental principles for doing business. The intention of
the GBP is to ensure compliance with laws and regulations, as well as with Philips norms, values
and standards.
The GBP are an integral part of Philips labor contracts and are available in most of the local
languages in virtually all countries where Philips does business.
To drive the practical deployment of the GBP, a set of general directives the GBP Directives
has been published, as well as separate directives that apply to employees working in specific
areas of our business, such as the Supply Management Code of Ethics and the Financial Code of
Ethics. The GBP Directives are adapted as needed to reflect ongoing developments in codes of
conduct and business integrity legislation (e.g., Philips endorsement of the UN Global Compact
and the ILO Core Conventions, the companys policies on HIV/AIDS, Health and Safety, integrity
and ethics in advertising, and directives related to the giving and receiving of gifts). To ensure
compliance with the highest standards of transparency and accountability by all employees
performing important financial functions, the Financial Code of Ethics contains, amongst other
things, standards to promote honest and ethical conduct, and full, accurate and timely disclosure
procedures to avoid conflicts of interest.
1.14 COMPLIANCE AND REPORTING
Responsibility for compliance with the Principles rests principally with the management of each
business. Every country organization and each main production site has a compliance officer.
Confirmation of compliance with the GBP is an integral part of the annual Statement on Business
Controls that the managements of each business unit are required to issue. The GBP incorporate a
Whistleblower Policy, a standardized reporting tool for complaints and gifts, and a formal
escalation procedure.Philips has a Whistleblower Policy in place that encourages all its employees
to report any suspected violation of the General Business Principles or the GBP Directives
(including the Financial Code of Ethics and the Supply Management Code of Ethics) that cannot
be resolved together with the management concerned or that constitute an immediate threat to
corporate integrity. Employees involved are entitled to protection from retaliation for having, in
good faith, made a complaint, disclosed information relating to a complaint or otherwise
participated in an investigation relating to a complaint.Complaints can be reported to a GBP
Compliance Officer or via a toll-free hotline. The toll-free telephone line is available to all
employees, 24 hours a day, 7 days a week and 365 days a year. The hotline makes it possible for
employees to report complaints and alleged violations anonymously (if desired and allowed by
local law) without fear that the complaints might lead to retaliation or disciplinary action. To
ensure anonymity and confidentiality, the call center does not utilize any recording devices or
simulated electronic voice greetings.
To ensure full transparency in reporting compliance with the company standards on integrity,
Philips has implemented a company-wide toolkit for the compulsory registration of gifts to third
parties.
1.15 IMPLEMENTATION
The GBP are an integral part of Philips labor contracts and are available in most of the local
languages in virtually all countries where Philips does business. Responsibility for compliance
with the Principles rests primarily with the management of each business.
A monitoring and reporting structure for deployment and compliance has been set up, which
makes use of existing control mechanisms, such as the Statement on Business Controls, as well as
business review and other audits. This has resulted in a well-established GBP infrastructure
(network of compliance officers, half-yearly reporting, global complaints database, global rollout
of hotlines and e-learning).
To reinforce awareness of and compliance with the GBP, a web-based GBP training tool has been
rolled out throughout the company in 22 different languages, covering more than 95% of the
employees with online access.
On an annual basis, global internal communications programs are rolled out with the participation
of the Board of Management, Group Management Committee and the respective Sector, Area and
Country Management.
Compliance Officers are regularly enrolled in dedicated e-training programs that include
complaint-handling procedures and dilemma training. Furthermore, since 2007 there has been a
worldwide train-the-trainer program for compliance awareness. This yearly two-day training
program is mandatory for all Philips compliance officers across the globe.
1.16 PHILIPS LIGHTING BUSINESS
1.17 SHAPING THE FUTURE
Philips Lighting is a leading provider of solutions and applications for both professional and
consumer markets. We address lighting needs in a full range of environments indoors (homes,
shops, offices, schools, hotels, factories, and hospitals) as well as outdoors (public places,
residential areas and sports arenas). We also meet peoples needs on the road, by providing safe
lighting in traffic (car lighting and street lighting).
In addition, we deliver light-inspired experiences through architectural and city beautification
projects. Our lighting is also used for specific applications, including horticulture, refrigeration
lighting and signage, as well as heating, air and water purification, and healthcare. With the new
lighting technologies, such as LED technology, and the increasing demand for energy efficient
solutions, Philips will continue shaping the future with groundbreaking new lighting
applications.Philips Electronics NV, the Dutch multinational has decided to completely overhaul
its India sales strategy, specially at the front end and move on from a multi-faceted approach so
long in vogue to one that will present a single face to the end-customer. Under the new scheme of
things, Philips India, the 91 per cent subsidiary of Philips NV, will be moving out from its
product-based sales to a system of channel-based sales. PIL has identified three separate channels
for trade sales, professional & institutional sales and the own equipment manufacturers (OEM)
sales. The sales-management restructuring formulated by the Dutch parent for its India operations
also targets to slash PIL's annual sales cost by a substantial 25 per cent. The new sales
management, in effect will see a single sales team selling televisions, audios, home theatres for the
trade channel and two similar teams taking care of the OEM and institutional sales channel for all
consumer electronic products. Earlier the TV sales were not involved in sales of audio products.
Similarly, there were separate sales teams for lamps, industrial lighting, or luminaire businesses.
In response to a set of questions on Philips new sales strategy, Philips's spokesperson said: "we
have been and continue to successfully redesign our organization for improved efficiencies and
effectiveness." She refused to comment further. Earlier in the mid-nineties PIL product divisions,
namely televisions, audio, lighting, lamps and luminaire and other businesses like semi-conductors
and home appliances where bundled under three broad business groups (BGs) - consumer
electronics, lighting and others. Each PDs virtually had its own sales force and the BGs were more
focussed on "rear-end" activities like manufacturing, product development, etc. Philips realised
that the system only led to some amount of confusion in the market with the customers and dealers
having to deal with multiple sales teams. The new dispensation for an uniform sales management
system PIL is also looking at lowering product redundancy. A high-level core management team
has also been set up to make the transition to the new sales system a smooth one by ironing out the
resultant temporay confusion that may happen within the company. While the front-end will be
taken care by the new dispensation of customer interface through channel sales, the BGs will now
concentrate more on product development, manufacturing and product management. Like in
Philips global operation, three core areas - finance, information technology (IT) and human
resource development (HRD) will be common corporate functions.
City Beautification
Environmentally conscious
product design, such as the
energy saving lamps used in
the Eiffel Tower is part of
the Philips aim to create
sustainable solutions for
lighting and a broader drive
to contribute to a better
quality of life across the
globe.
Automotive Lighting
The Philips Xenon HID
light improves the drivers
vision compared to the
conventional halogen
lighting and thereby
increases safety on the road.
The Xenon HID light gives
twice as much light as a
halogen bulb at half the
energy consumption with a
much longer lifetime.
Energy Saving Lighting
Philips took another step in
further leveraging its
recently acquired consumer
luminaires business by
introducing the energy-
saving consumer-luminaire
Ecomoods range in Europe
and Asia.
Figure 1Comapany Business
1.18 PHILIPS LED MARKET
Recently, Philips Lighting being one of the main businesses of Philips revealed in Guangzhou that
Philips's LED sale is expected to take up 50% of its total business volume in 2015.
In accordance with the earnings report in Q1 of 2013 of Philips, sales of LED lighting products
and solutions increased by 38% year-on-year, accounting for 23% of its total lighting sales.
Therefore, Philips Lighting must accelerate to extend markets to achieve the target that Philips's
LED sale occupies 50% of its overall business volume in 2015.
Philips stated that it is accelerating the strategic transformation from lighting component
manufacturer to integrated lighting solutions provider, and it will develop the business model
closer to the local market to better meet the various needs of local customers from segments
market.
Philips has officially listed its universal LED bulb priced $ 49, which will help the mature LED
indoor lighting products to be more widely used by the general consumers. Philips expects that the
current global penetration rate of LED lighting business is less than 20%, while this proportion is
expected to increase to 45% in 2015. "The penetration rate of LED in Chinese market will be
higher because of the promotion of government policies" senior executives from Philips believe,
"some excellent Chinese lighting enterprises will stand out".
1.19 INDUSTRY SIZE
China is immensely contributing to the industry that handles packaging, testing application, and is
gaining grounds in the middle stream industry like chip processing and upstream industry like
producing mono-crystalline LED chip processing and also epitaxial wafers. In India initiative had
been left to small players in private sector with little initiative from the Government. Business in
India had grown to 50% since 2008, in 2011 it was about INR 850 Crores. The global LED
industry is mainly concentrated in Japan, Taiwan, Europe, America, South Korea, China, etc.
Japan, the largest producer of LEDs in the world and holds 50% of the market share. Nichia
Corporation is the worlds largest provider of the high-brightness LEDs.
Despite of availability of cheaper technical manpower, India has little manufacturing of LEDs
and none at the mono-crystalline chip level and at the packaging chips into sources for lighting in
various forms level. Indias LEDs are mostly traded from China. According to a study by Frost &
Sullivan Research, the LED lighting market in India was USD 73.3 million in 2010 and will
continue growing at a CAGR 45.53% till 2015. The market growth is mainly accounted due to the
rise in street lighting and railway lighting applications that will account for 60% of the total
demand.
CHAPTER 2
JOB DESCRIPTION
SALES STRATEGY
PRODUCT CATEGORY
MY PRODUCT CATEGORY
MAJ OR LUMI NAI RE COMPANI ES
2 JOB DESCRIPTION
I was Responsible for providing technical support to sales and relationship management staff.
Acted as a technical advisor for selling activities such as prospecting, qualifying, answered
inquiries regarding products and services, implementing technical solutions, and sustaining
customer or vendor relationships.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be
assigned.
Assists technical sales representatives and relationship management staff by providing product
information and technical support to prospects, customers, and end users. Information and advice
is correct, timely, appropriate, effective, and productive. Assisted sales representatives on
prospecting and sales efforts, including providing product information, updating contact database,
and monitoring contracts.Had to check that the Databases are accurate, complete, and timely.
Follow-through activities are timely, productive, and profitable. Researched names of prospective
customers for use as sales leads based on information from advertising inquiries, direct mail
responses, trade shows, business directories, Internet Web sites, and other sources. Had to
Research and tell the accuracy, complete, and timely. Sales leads target potential customers. Enter
new customer data and other sales data for current customers into computer database. The
Database had to be current, complete, and accurate. Assists prospects and customers with product
implementation, utilizing technical knowledge of software or hardware and other resources.
Evaluations and explanations are timely, appropriate, and productive.
Had to Respond to inquiries and investigate and resolve problems related to technical issues. May
assist incorporation of new products or services into existing systems of client companies.
Integration and launches are timely, orderly, and accurate.
Assists with technical details for trade shows, product demonstrations, and other events. Technical
assistance supports sales efforts. Maintains supply of marketing, sales support, and collateral
materials.
Had to see that Materials are in stock, timely, accurate, and accessible.Participated in product
review and strategy development. Provided input for technical product marketing planning. Input
is timely, appropriate, and productive. Reported design issues, reliability questions, and
maintenance problems or bugs to design engineering or software engineering staff.Provided
assistance and support for evaluating new or potential products and tools. Contacted customers or
vendors to provide or obtain additional information as required. Promoted positive relations with
outlets, wholesalers, vendors, and other distributors.Maintained a favorable working relationship
with all employees to promote a cooperative and harmonious working environment.
In my training peiod I search out new oppurtunities as well as coordinate with existing stockist
too.
had to search out the leads through internet and try to create new clients in industrial areas in
Selaqui&SidculHaridwar.
Personaly I went and met the managers & electrical engineers at various comapanies and
explained our LED lighting with the help of catalogues of the company and tried to convince
them.
coordinated with existing stockist and got training about our product that how you convince the
cusotmer to buy our product.
For our company business devlopemet I went to our existing stockist regularly like in
Dehradun,Haridwar,Rudrapur to push our product sales.
My main work was concentrated on convincing people at government institutions and industries
to change their conventional lighting to LED lighting which had major adavantages like long
life,less consumption of electricity etc.
Frequently had to assist my mentor MrManaveshMahakud in business deals learning about the
work that goes into convincing people and cracking deals
SUPERVISORY RESPONSIBILITIES
This position has no supervisory responsibilities.
2.1SALES STATERGY
2.2 CHANNEL SALES
A method of distribution used by a business to sell its products, usually by dividing its sales force
into groups that focus on different selling conduits.
Philips opted channel sales through stockist.
2.3 INSTITUTIONAL SALES-
In institutional sales the buying capacity is high and price is low.
2.4 CORPORATE SALES-
Corporate Sales means direct selling .Primarly in bulk . It is a little bit similar to B2B Sales .In
corporate sales one search a business account , pitch the product , the order in the name of
company & involves up to collection of payment . He further maintains the relationship & seeks
future business from the same account .
2.5 MY PRODUCT CATEGORY
Commercial lighting
2.6 COMMERCIAL PRODUCT
Commercial LED
Greenleddownlighters
Greenline smart
Greenline duo
Greensquare led
TLED T8
SON T ECO
2.7 PRODUCT CATEGORY
2.8 PHILIPS GREENLINE SMART
Figure 2 LED Street light
Philips GreenLine Smart luminaire is perfect for secondary roads and pathways. It sports a
compact body, which offers a highly efficient lighting solution as compared to fluorescent and
CFL street lights.
This is a versatile street light that can be used in various other outdoor applications. The compact
size of GreenLine Smart allows it to be used as an outdoor light for periphery lighting. It can be
used in and around residential houses, offices, small and medium industries and gated
communities.
Upto 50% energy saving
Life time of 10 years*
Wide operating voltage range 100 - 300V
Dust-proof and water-proof (IP65)
GreenLine Smart is completely maintenance free, it ensures trouble free operation with use of
LED source and electronic driver. Specially designed polycarbonate cover reduces glare, spreads
light evenly and is impact resistant. It is completely reliable for Indian conditions as it operates on
a wide range of supply voltage. GreenLine Smart also has IP 65 protection with very high ingress
protection against dust and water. GreenLine Smart is an environment friendly product with no
mercury content and saves up to 50% energy as compared to conventional fluorescent and CFL
street lights.
2.9 GREENLINE
Philips road lighting luminaire with 24 High power LED and extendable upto 48 High power led,
with unique peanut lens to ensure uniform distribution, higher spacing between poles and
maintenance free system. With a life class of 50000hrs (At L70) with excellentthermal
management.
Salient features
Luminaire with dedicated street light optics for good uniform lighting
Pressure die cast LM6 Aluminum housing for sturdiness and better aesthetics
UV stabilized Polycarbonate cover
A full length heat resistant Silicon gasket along the perimeter of housing for high ingress
protection of IP 65 for complete luminaire
Suitable for Side entry with pole diameter 28-40 / 48-60mm dia
The luminaire has a built in replaceable drivers
Modular arrangement ensure freedo
2.10 GREENLED
Figure 3LED Downlighter
Energy saving downlighters
GreenLED is a breakthrough offering which combines modern product design, the latest LED
technology and reliable heat management to deliver a long lasting efficient solution for offices and
retail spaces.
Key Benefits
Good quality lighting: highly efficient optical system ensuring an effective low-glare
lighting solution.
Energy saving solution: high efficiency white reflector, high transmitive diffuser and high
power LEDs deliver an effective energy efficient solution.
Attractive payback: 6 months, effective replacement for conventional CFL solutions,
resulting in significant power saving and reduced operational costs.
Maintenance-free service life: 40,000 burning hours of high efficiency LEDs ensure
uninterrupted service life.
Easy installation - compact, low-depth design allows installation in all kinds of ceiling
systems.
Save Rs 6000 over life span.*
No Mercury: Green Earth.
2.11 GREENSQUARE LED LUMINAIRE
Figure 4False ceilingLED
The perfect office light is advanced, energy efficient and compliments interiors.
GreenSquare LED luminaire from Philips consumes significantly less energy, has longer
life, low TCO and lower operational cost*. GreenSquare LED, a smart choice for office
luminaires. Recessed Mounted Luminire LED luminire suitable for mounting in
Armstrong Grid Ceiling (600mm X 600mm).GreenSquare is designed to deliver energy
efficient, long life lighting solution for office Spaces.
Key benefits
Energy efficient
Consumes 30% less energy*
*as compared to 4x14 TL5 Luminaire
Zero maintenance
No maintenance cost
Affordable
Low cost price
Reliable
Advanced Philips LED technology
Easy to install
Perfect replacement for 2x2 luminaire
GreenSquare provides an optimum visual environment for office work. It provides the right
light levels to see printed, handwritten or on-screen documents clearly, without causing glare
and fatigue. By providing uniform illumination and having no significant light depreciation
ove3r time*, Green Square ensures enhanced productivity in your office for years together.
2.12 PHILIPS LED T8 SOLUTIONS
Figure 5LED tubelight
A new era in performance
Philips LED T8 lamps and systems are a simple way to make your current space more sustainable.
These energy saving solutions fit into existing linear fixtures and provide comparable light levels
to current linear fluorescent systems.
LED technology is a smart decision because it offers both 100% light output in cold temperatures
and no mercury, making the Philips LED T8 solutions ideal for specific applications such as
multi-deck coolers, walk-in coolers, parking garages, universities, and other locations striving to
reduce their carbon footprint.
The perfect upgrade solution for:
Linear fluorescent applications where light performance and energy savings are critical
Locations that require glass free lamps for safer working conditions
General Application (GA) Lamps
LED T8 Specifier Series are the perfect solution for:
Wall washing or any application where light needs to be better directed
Cold applications where high light levels and instant light are needed
Buildings that aim to be mercury free such as healthcare facilities and universities
Right light levels to see printed, handwritten or on-screen documents clearly, without
causing glare and fatigue.
Cabin
Optimum visual environment
Ensures enhanced productivity
2.13 SON-T PIA ECO
Figure 6SON t lamp
SON-T PIA Eco is the easiest solution to provide same lighting level as SON-T
Std(without compromise the safety) at reduced energy consumption along with
Lamp that earns money
Product Introduction- Benefits & Ordering Data
Value Proposition
Positioning & Strategy.
Technical Specification.
Professional Channel Activation .
SON-T PIA ECO- Earnings Plan.
Key Benefits
Great energy saving with quick returns.
100% retrofit easy & quick renovation with full compatibility
Improved reliability and lift time with PIA technology.
2.14 A BRIEF HISTORY OF LED LIGHTING
The use of Light Emitting Diode (LED) technology in the lighting industry is a relatively new
phenomenon. This is primarily because it is only in recent years that high intensity devices have
become available.There are two key areas where this technology will influence the lighting
industries during the next decade:
Illumination and Effects.
Illumination:
Illumination generally calls for the use of white light. LEDs cannot produce white light; they can
only produce a specific colour of the spectrum. The LED is a semiconductor device made from a
combination of chemically polarised semiconductors. The chemical composition is chosen to
define the energy of the electrons that pass across the boundary between the two types o f
semiconductor. This electron energy is converted to light as electrons flow though the device. The
electron energy defines the wavelength of the resultant coloured light.
So how can LED technology be used to produce white light? There are two possible approaches.
The first was pioneered by Nichia in Japan in 1996:A blue LED is coated with a white phosphor.
When blue light hits the inner surface of the phosphor, it emits white light. This technology is now
seen in commercial applications, but there are still some worries about the life cycle of the
technology. It has been noted that the phosphor can degrade, reducing the light output, over a
period of years. Current life estimates are of the order of 6 years.
The second method of producing white light is to use additive mixing of the three primary colours
red, green and blue. This scheme is finding some applications, but by the nature of additive
mixing, the white tends not to be very even in its spectrum.
Effects:
Effects lighting is an area where LED lighting has found an unassailable niche. Effects lighting
invariably calls for colour, it is here that additive mixing of red, green and blue excel.The concept
of mixing the light output of LEDs was probably first implemented in 1979 by Jerry Laidman a t
a company called Sound Chamber. The product named Saturn involved a spinning propeller.
Each of the three wings of the propeller was constructed of circuit boards fitted with red, green
and yellow
LEDs. (Blue LEDs had not yet been invented!)
Each of the LEDs was controlled by pulse width modulation (PWM) allowing the intensity of
each individual LED to be controlled. With the propeller spinning, the product could generate a
huge number of colours. Jerry is now with Lighting & Electronic Design (L.E.D.) in Las Vegas.
The next technology jump occurred in 1993, with the invention of the blue LED by Nichia. In
early 1994, Artistic Licence prototyped what is believed to be the first full colour mixing design
using red, green and blue LEDs. The design u sed pulse width modulation of each colour channel,
with a Zilog Z8 microprocessor receiving the colour request via the relatively new DMX512
protocol. The principal worked, but the LED brightness and cost was such that the design could
not yet become a product.By 1997, Nichia had very high brightness blue and green LEDs and
Hewlett Packard (Agilent) were producing very high brightness red LEDs. This was the year that
the brightness cost ratio crossed the critical line on the graph. It was now possible to produce
products using the concept.It is expected that more companies will commence manufacturing LED
solutions over the coming years. The initial cost per unit reductions have been fuelled primarily by
the use of LEDs in Traffic Lights and Third Brake Lights. As the volume continues to increase,
prices will drop further allowing more and more innovative lighting solutions to find applications.
So where is the technology going?
There are numerous promising area of development:
In Belgium, LumiLed, a joint venture between Philips and Agilent, are developing ultra high
brightness LEDs.In Japan, Nichia continues to push the brightness cost ratio.In England,
Cambridge Display Technology succeeded in producing the Worlds first blue light emitting
polymer (LEP) and have now gone on to produce a white organic LED (OLED). Currently all
development in this field is aimed at producing technology that can be used in colour display
screens, but watch this space! In the USA, The Massachusetts Institute of Technology (Nano
Structures Lab) are working on a device called a Photonic Band Gap LED. Initially the research is
aimed at improving the efficiency of single colour LEDs. Extensions of this research could lead
to a LED where both colour and intensity can be set electronically. The potential for effects
lighting are staggering! In England, Artistic Licence is pioneering new techniques for electronic
control of LED intensity. Recent developments include a system called Frequency Modulation.
Frequency Modulation provides a number of benefits compared to the older Pulse Width
Modulation technique. The most notable of which is the ability to produce higher resolution
control over the low intensity range. This is of particular interest in colour mixing applications.
What are the benefits of LED Lighting?
There are many:
1. Low power consumption compared to conventional lighting
2. No ultra-violet output. The UV component of conventional lighting can cause damage to
fabric.
3. Very little heat is produced in the light output, reducing the cost of building air
conditioning and allowing lighting to fit into positions too small for conventional lights.
4. Lamp life is very long; most LED manufacturers estimate 100,000 hours.
5. Ecologically friendly.
6. Light weight manufacture.
7. Coloured light can be produced by controlling the power to each primary colour, so no
power is wasted.
2.15 INTRODUCTION TO MAJOR
LUMINAIRE COMPANIES
2.16 BAJAJ LED LIGHTS
BetaLED, a division of Ruud Lighting, Inc., USA is the industry leader in LED based solutions &
lighting design globally. BetaLED is committed to bringing continuous LED innovation to the
industry. Their Total Systems Approach integrates the best available LEDs, driver technology,
optics and style into each product. Form and function meet to ensure trouble-free fixtures that
reduce energy consumption, maximize lumens per watt and extend life. LEDway is a new
generation versatile, high-performance street lighting solution from BetaLED, which reduces
energy demand, greenhouse gas emissions, and landfill waste all the while reducing the operating
expenses.
2.17 WIPRO LIGHTING
Wipro Lighting is in the business of manufacturing and marketing Wipro Brand of Luminaires,
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 & Pharmaceutical
Designer Petrol Pumps
Architectural Outdoors
2.18 CROMPTON GREAVES
CG is a USD 2 billion engineering conglomerate with an impressive and diverse portfolio of
products, solutions and services ranging from high-end power and industrial equipments and
solutions, to consumer products and home appliances, addressing myriad needs. Enjoying a
reputation of stature for over seven decades, CG, which originates in India, has transformed itself
into a global corporation. With a permanent footprint and manufacturing facilities in nine
countries across Asia, Europe and North America, CG is fast emerging as a first choice supplier of
high quality, smart electrical, industrial and consumer products and solutions all over the world.
2.19 SANARTI
sanarti group has installation base of 10,00,000(one million) led luminaires with pan india
presence. below are the range of products which are duly certified by 3rd party nablaccredated
labs such as ertl and ul.
ational contribution since inception
1985 led boards
global recognition through business india.
1988-89 led tail lamps & led barrier lamps
1990-91 led hand signel lamp & led gate lamps
1992 led marker light & low cost search light for railway and defence
national awards from president of india
1993-94 led flasher light & semaphore signel - end of kerosene oil era on indian railways
1995-97 twin beam headlight
1998-99 a/c, d/c led signels with optical feedback
2000 introduction of health monitoring unit for led luminaries
led outdoor luminaries for general lighting
2002 assisted indian railways for standardization of led locomotive lamps
2008 advanced data logger system
2009 led coach light & led head light
2010 advanced 5w led signel for the railways & axil counter
2011 continuing our legacy of innovation
2.20 HAVELLS
Havells India Limited is a $1.3 Billion leading Fast Moving Electrical Goods (FMEG) Company
and a major power distribution equipment manufacturer with a strong global footprint. Havells
enjoys enviable market dominance across a wide spectrum of products, including Industrial &
Domestic Circuit Protection Devices, Cables & Wires, Motors, Fans, Modular Switches, Home
Appliances, Electric Water Heaters, Power Capacitors, CFL Lamps, Luminaires for Domestic,
Commercial and industrial Applications.
CHAPTER 3
ANALYSIS OF JOB DONE
TECHNI CAL I SSUES WI TH LED
LI MI TATI ONS
3. ANALYSIS OF JOB DONE
During our training period I found some loop holes.
The common problem which we get from our stockist is that they dont take up small
orders sometimes making a bad image.
People at government institutions are not educated in LED lighting.
Company has a good image among government institutions and industrial area because of
the quality it gives.
Misconceptions about the pricing of Philips LED that it is higher due to brand image.
Small companies like sanarti ,avnietc take up orders faster due to less pricing.
Electrical engineer in companies take up philips very sportingly as the brand has a huge
market in industries and offices.
Coordination between the warehouse and the lighting manager were on good terms
Electrical Engineers, architect, Contractors of a particular area like for example Dehradun
should be educated about LED
Stockist should take up small orders so that good will in the market be created and Philips
ltd get positive response.
Supply chain of the stock should be improved as it takes time to deliver products to the
client.
More priority should be given to After-sales department over sales and delivery
department as retaining old customers is more crucial for the company.
Nowadays business scenario changed a lot so company need to use new and effective
strategy.
Company should provide the solution to the client as soon as possible.
Many organisation are not interested to talk for few minutes
As a summer intern not allowed to take independent decision. Its all under guidance of
industrial mentor.
Study is based on dehradun&Haridwar.

3.1 TECHNICAL ISSUES WITH LED
Light emitting diodes (LEDs) are some of the most energy efficient light bulbs on the market.
They require very little power to function. Until recently, LEDs have had limited applications in
electronic equipment, instrument panels, pen lights and not much more. Grouping LEDs into
clusters of many LEDs greatly increases the practical applications associated with LED lighting.
Nowadays, this type of light bulb is used in LED outdoor lighting, LED recessed lighting, LED
xmas lights, LED rope lights and LED undercabinet lighting. Consumers also have access to
waterproof LED lights, LED garden lights, bright LED lights and even LED light fixtures
specially designed for this type of lighting. While they are much more efficient than incandescent
and fluorescent lights, they are not without limitation.
LED Lighting Technology
Current LED technology has its limitations. LEDs utilize expensive sapphire-based technology in
their construction. This is perhaps the largest contributing factor in high production costs Purdue
University is conducting research into utilizing silicone wafers in LEDs opposed to sapphire.
Newer technology can drive down the ultimate cost of LEDs significantly.
Cost of LED Lights
Perhaps one of the largest problems associated with LEDs are that they remain quite expensive to
produce and therefore, purchase. Toshiba manufactures an LED bulb that is comparable in light
output to a 100-watt incandescent light bulb but requires only a small fraction of the energy to
operate. Toshiba's LED bulbs unfortunately cost $100 or $150, a dimmable LED is available by
this company for $350. These prices put LED bulbs for home-use out of reach for most
consumers.
Size of LEDs
LEDs are very small, typically less than .25-inch in diameter. Such small lights have their
limitations, LEDs are often grouped together in clusters to broaden their applications. One single
LED does not produce much visible light which is why they are offered in clusters for everyday
home-use. Some clusters feature diffusers which helps disperse light from the LEDs more evenly.
Poor LED Design
LEDs that are poorly designed or poorly manufactured tend to flicker, dim, shift in color, draw
power even when they are turned off or provide uneven lighting within a year of regular use.
LEDs are rated to last for several years before they need servicing or replacing which is why
consumers should be weary of LEDs that operate improperly within their first year of use.Other
LED Limitations
White LEDs have proven to fade over time. The lower the quality of LED, the more likely it is to
prematurely fade. Traditional LEDs are limited in color options because the color of light emitted
by an LED is controlled by the bulb's semiconductor. Yellow, red, green, blue and white are some
of the most widely available LED colors.
3.2 LIMITATIONS
A study is never complete or perfect. It also consists of some limitations which cannot be
avoided during the study. Therefore it is important to mention them in this report.
Many organisation are not interested to talk for few minutes
The research is based on the responses given by the respondents which may or may not be
biased.
As a summer intern not allowed to take independent decision. Its all under guidance of
industrial mentor
This study is basically focused on DEHRADUN region.
People at the industries do not get convinced easily
Lights were very expensive and my target customers were mainly government institutions
Bulk order were only taken and low volume orders were not taken into much consideration
Without any link meetings could not be set in various institutions
CHAPTER 4
LEARNING OUTCOMES
4. LEARNING AND EXPERIENCE
This project in short was a package of lots of learning as it was so executed that it covers most of
the topics which we were familiar only in the books. We with the help of this project had an
opportunity to apply what we have learnt in our course curriculum. This project assigned to the
team was good and this project was not only restricted to particular domain in management but
was covering many important aspects in management. Some of the key learnings of this project
are discussed here
4.1 CLIENT RELATIONSHIP
In philips getting into the good side of the client is a good thing because once you get to the good
side of the client opportunities open for new business and contract.mostly the clients are
Industries, government institution, schools, army (cantonment area)
4.2 CLIENT HANDLING SKILLS
in my time of 2 months in philips I developed my skill of handling clients with my mentor and in
his absence too. There are a lot of typical customers in the industries wanting everything
according to their needs and specs too
4.3 COMMUNICATION SKILLS
This project has given the opportunity to talk to new people and meeting the unknown clients
which helped in drenching the hesitation out and helped to improve the communication skills. And
now I am more confident in talking to new people and is better able to put my views on the
discussions.
4.4 TECHNICAL ASPECT
Came to know about the technical aspect of luminaires that are installed in the industries and
offices and the various factors that influence the installation of lights. The lux level of companies
has to be seen to set up any light. The lumens/watt of the light plays a very important role for
selection of luminaire for a particular location for eg. Factories, office etc. Generally the preferred
lux level in industries is 4 to 8.
CHAPTER 5
SUGGESTIONS &RELEVANCE OF
SUGGESTIONS
SUGGESTIONS
During my 8 weeks of summer internship I have learned a lot about Philips as a company
The relation between stockist and the lighting engineer should be on good terms as it
would effect sale directly.
The supply chain could be improved for faster delivery of the goods.
One person deployed by Philips in every state is a tough task as he is to take care of all the
dealings that is going through Philips should take initiative too educate people about LED
and its various advantages.
Small orders should be taken sportingly
Philips lighting should lower its prices to compete with its competitors as the major
companies have a strategy to lower its prices thus getting more orders.
There are problems in the corporate structure and the number of orders done by an
employee is not creating problems for the employee focus should be on this aspect so that
there is no delay.
After sales service should be given properly from the stockist.
Detailed reports on the products that are discontinued should be reached to the stockist and
latest price list should be available.
Philips pricing should be known.
RELEVANCE OF SUGGESTIONS
The relevance of these suggestions may have a impact on the company:-
The relation between stockist and employee should be good as if the relation is not good
then the sales is affected because the stockist doesnt need the advice of the company
representative thus not completing targets.
If the supply chain is improved the stock would be received on time thus reaching the
customer on time.
Now a days the customer is more keen on the service part as to the customer that particular
product will work for a long time, So Philips should provide excellent after sale service as
it would attract many customers.
The stockist should receive a list of discontinued luminaires as it would help him jeep this
in the knowledge of the clients, Price list should be given ASAP so that new rates are
known
Sometimes stockist dont take small orders thus making a bad image of the company
which in turn slows down sales.
Philips has lowered prices on its LED range but other companies are still going lower so to
complete certain pricing strategy should be formulated.
If prices are known then people may know that certain products are lower in prices then
other companies.
More then one representative of the company would help in a lot of ways as a lot of work
could be done and area could be covered, Morale support would be their and competition
should be their
BIBLIOGRAPHY
These are the sources form where I have got my information
About Philips-Philips.co.in/about
Indian LED market- Indianexpress.com
Catalogue of greenline smart, greenline duo, greenLED, SON T ECO, greensquare.
Pesentations provided by the company about the products.
About Philips-https://en.wikipedia.org/wiki/Philips
Technical issues with LED-www.nap.edu/openbook.php?record_id=14202&page 5
GreenLED-http://www.lighting.philips.co.in/greenled/
TLED-www.usa.lighting.philips.com/us_en/lightcommunity/trends/tled/
Greensquarehttp://www.lighting.philips.co.in/pwc_li/in_en/connect/assets/greensquare/Phi
lips_GreenSquare_Brochure_in_en.pdf
SON T ECO-http://www.ecat.lighting.philips.com/l/lamps/high-intensity-discharge-
lamps/son-high-pressure-sodium/master-son-t-pia-eco/21584/cat//
Greenline smart-
http://www.india.lighting.philips.com/connect/tools_literature/downloadable-product-
brochures/greenline_smart.wpd
Sales stratergy-new strategic selling page 55
Competitors-
www.bajajelectricals.com/
www.cgglobal.com
www.havells.com/

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Summer Internship Project Report

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