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 Retain existing customers Attract new customers
 Business   as Farmville game
Rules Of the game                                               Q : 15K+                                               P :...
( OX 5% ) LOW PRICE        ( HORSE 2% ) HIGH PRICEHIGH VOLUME                HIGH VOLUME( TURTLE 18% ) LOW PRICE   ( RABBI...
 GEX   Portfolio : 29%                            OX, 2%                                TURTLE, 4%               OTHERS, ...
 GEX   Portfolio : 28%                             OX, 1%                OTEHRS, 5%  HORSE, 0.4%                     TURT...
 GEX   Portfolio : 37%                            OX, 2%                                TURTLE, 6%               OTHERS, ...
 GEX   Portfolio : 5%                           OX, 0.0%                               TURTLE, 1%              OTHERS, 2%...
 GEX   Portfolio : 1%                           OX, 0 TURTLE, 0                   OTHERS, 0.1        HORSE, 0       %    ...
( OX 40% ) LOW PRICE       ( HORSE 20% ) HIGH PRICEHIGH VOLUME                HIGH VOLUME( TURTLE 10% ) LOW PRICE   ( RABB...
Business Development Strategy                     CURRENT PRODUCTS     NEW PRODUCTSCURRENT MARKETS                   MARKE...
 TIME              LINE : Q3 + Q4 FY12-13                    CURRENT PRODUCTS   NEW PRODUCTS  CURRENT MARKETS            ...
Business Development Strategy           MARKET PENETRATION                                                     DIVERSIFICA...
 TIME    LINE : Q1+ Q2 FY 13-14 A transformation from buyer’s support system to business development approach1. People dr...
GEX --- as a multi brand outletWe call it as “GEX Store”MARKET SEGMENTATIONTARGETPOSITIONINGRange Architecture.xls
Garment Industry                     2005                      2012                Bargaining power of                Supp...
Garment export Industry Structure                           Perfect                         CompetitionConcentration      ...
The Determinants of Industry ProfitabilityKey influences1.   The value of the product to customers2.   The intensity of co...
Identifying Key Success Factors                 Pre-requisites for success              Key Success Factors•   Combine eff...
The Links between Resources, Capabilities and            Competitive Advantage                                            ...
 Retain existing customers Attract new customers
a. OTIFq - on time deliveryb. Quality - no. of claims recvdc. Reaction time - adherence to TNA milestoned. Growth on busin...
THANK YOU !
Business development strategy
Business development strategy
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Business development strategy

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Business development strategy

  1. 1.  Retain existing customers Attract new customers
  2. 2.  Business as Farmville game
  3. 3. Rules Of the game Q : 15K+ P : $ 8+ ( T ) Q : 20K+ $ 13+( B ) P : $3+ ( T ) $ 20+ ( J ) $5+ ( B ) $8+ ( J ) ( HORSE ) HIGH PRICEVOLUME ( OX ) LOW PRICE HIGH VOLUME HIGH VOLUME Q : 5K-20K P : $3+ ( T ) Q : 3K-15K $5+ ( B ) P : $8+ ( T ) $8+ ( J ) $13+ ( B ) $20+ ( J ) ( TURTLE ) LOW PRICE ( RABBIT ) HIGH PRICE LOW VOLUME LOW VOLUME PRICE
  4. 4. ( OX 5% ) LOW PRICE ( HORSE 2% ) HIGH PRICEHIGH VOLUME HIGH VOLUME( TURTLE 18% ) LOW PRICE ( RABBIT 51% ) HIGH PRICELOW VOLUME LOW VOLUME
  5. 5.  GEX Portfolio : 29% OX, 2% TURTLE, 4% OTHERS, 8% HORSE, 1% RABBIT, 14%
  6. 6.  GEX Portfolio : 28% OX, 1% OTEHRS, 5% HORSE, 0.4% TURTLE, 5% RABBIT, 17%
  7. 7.  GEX Portfolio : 37% OX, 2% TURTLE, 6% OTHERS, 11 % HORSE, 1% RABBIT, 18 %
  8. 8.  GEX Portfolio : 5% OX, 0.0% TURTLE, 1% OTHERS, 2% RABBIT, 2% HORSE, 0.1%
  9. 9.  GEX Portfolio : 1% OX, 0 TURTLE, 0 OTHERS, 0.1 HORSE, 0 % RABBIT, 1%
  10. 10. ( OX 40% ) LOW PRICE ( HORSE 20% ) HIGH PRICEHIGH VOLUME HIGH VOLUME( TURTLE 10% ) LOW PRICE ( RABBIT 30% ) HIGH PRICELOW VOLUME LOW VOLUME
  11. 11. Business Development Strategy CURRENT PRODUCTS NEW PRODUCTSCURRENT MARKETS MARKET PENETRATION PRODUCT DEVELOPMENTNEW MARKETS MARKET DEVELOPMENT DIVERSIFICATION C ANSOFF MATRIX
  12. 12.  TIME LINE : Q3 + Q4 FY12-13 CURRENT PRODUCTS NEW PRODUCTS CURRENT MARKETS MARKET PRODUCT PENETRATION DEVELOPMENT
  13. 13. Business Development Strategy MARKET PENETRATION DIVERSIFICATION Current market with current product New market with new product ( HORSE ) HIGH PRICEVOLUME ( OX ) LOW PRICE HIGH VOLUME HIGH VOLUME MARKET DEVELOPMENT PRODUCT DEVELOPMENT New market with current product Current market with new product ( TURTLE ) LOW PRICE ( RABBIT ) HIGH PRICE LOW VOLUME LOW VOLUME PRICE
  14. 14.  TIME LINE : Q1+ Q2 FY 13-14 A transformation from buyer’s support system to business development approach1. People driven dept. to system driven dept.2. Customized buyer specific solution to market segment specific solution3. Fragmented vertical to unified approachA REPUBLICAN CULTURE TO DEMOCRACY
  15. 15. GEX --- as a multi brand outletWe call it as “GEX Store”MARKET SEGMENTATIONTARGETPOSITIONINGRange Architecture.xls
  16. 16. Garment Industry 2005 2012 Bargaining power of Suppliers LOW HIGHThreat of new Profitability Threat ofentrants HIGH LOW Substitutes LOW HIGH HIGH LOW Competitio n Bargaining power of Buyers LOW HIGH
  17. 17. Garment export Industry Structure Perfect CompetitionConcentration Many firmsEntry and Exit Low Barriers Product HomogeneousDifferentiation Product Information Perfect Information flow
  18. 18. The Determinants of Industry ProfitabilityKey influences1. The value of the product to customers2. The intensity of competition3. Relative bargaining power at different levels within the value chain.
  19. 19. Identifying Key Success Factors Pre-requisites for success Key Success Factors• Combine effective differentiation with cost efficiency• Key differentiation variables are speed of response to changing fashion, style, reputation and quality• Cost efficient value chain
  20. 20. The Links between Resources, Capabilities and Competitive Advantage INDUSTRY KEYCOMPETITIVE STRATEGY SUCCESS FACTORS ADVANTAGE ORGANIZATIONAL CAPABILITIES RESOURCES TANGIBLE INTANGIBLE HUMAN •Technology •Skills/know-how •Financial •Capacity for •Reputation •Physical communication & •Culture •Know how collaboration •Motivation
  21. 21.  Retain existing customers Attract new customers
  22. 22. a. OTIFq - on time deliveryb. Quality - no. of claims recvdc. Reaction time - adherence to TNA milestoned. Growth on business turnover YOYe. Customer satisfaction feedback
  23. 23. THANK YOU !

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