total timber
TRANSCRIPT
PRESENTATION
ON
TOTAL TIMBER
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PRESENT BY: SUNIL PRASAD
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2Tolani Institute of Management Studies
About The Company
Total Timber company is business in the field of
manufacturing and supplying of timber products for more than
three decades. they are based at Baroda, Gujarat since 1982
and started another base in Sanand near Ahmedabad since
almost ten years. Currently the business is being run by 2nd
generation of the family and in recent years have expanded
activity to include trading of imported products also.
They are mainly engaged in manufacturing and supplying of
all kinds of wooden packaging materials like Pallets, Boxes,
Crates, etc. to all our clients for their export cargos as well as
for domestic requirements.
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Apart from manufacturing, They are in trading activity also whereby we import and distribute various products like plywood, decorative plywood, HDF molded door skins, teak door skins, coils nails, pneumatic nailers etc. on national level.
They enjoy a good reputation in the market as a strong and reliable supplier and we are committed to enhance it further in the coming years.
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Products
Wooden Packing Materials
Door Frames
Flush Doors
HDF Moulded Panel
Plywood and Block Board
OSB
Coil Nails
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Wooden Packing Materials
Pallets , boxes, crates, dunn age etc 100% custom made as per customers need Made from imported PINE WOOD or local wood or
plywood or OSB or with a combination of these products Can be smooth planned for delicate cargoes as well as
can be rough surfaced for heavy cargo Nailing done by pneumatic nailers using imported coil
nails
ISPM-15 compliant packing material available with Fumigation or Heat Treatment (HT)
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Wooden Packing Materials
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Door Frames
• Solid wood door frames
• High quality, machine made, 4 side finished
• Custom made dimensions as per requirements
• Made from Teak , Meranti or other hardwoods
• KD or Air Dried
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Door Frames
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Flush Doors
• Solid wood door frames
• High quality, machine made, 4 side finished
• Custom made dimensions as per requirements
• Made from Teak , Meranti or other hardwoods
• KD or Air Dried
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HDF Moulded Panel
• 2 / 4 / 6 / oval panel doors
• 32mm /35mm/40mm thicknesses
available
• Door sizes as per requirement
• Pine wood / jungle wood / particle
board fillers
• MR glur or Waterproof glue
• With white primer or with NATURAL
TEAK VENEERED door skins
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Plywood and Block Board
PLYWOOD
6/9/12/18/25mm thickness
Alternate core and
GURJAN core
MR glue and BWP glue
Calibrated for even surface
High bonding strength
Full core plywood
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Plywood and Block Board
BLOCK BOARDS
19mm and 25mm thickness
Full pinewood inside
MR glue and WBP glue
Calibrated for even surface
High bonding strength
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OSB
• Natural as well as
veneered OSB available
• Mainly used in making of
packing boxes / pallets
• 12/15/18mm thickness x 4ft
x 8ft
• MR glue
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Coil Nails
• 100% imported coil nails
• Zinc coated (yellow)
• Smooth / screw / ring shank
available
• 32mm to 100mm lengths
available
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Business markets vs. consumer
markets
Consumer markets Business markets
Many customers, geographically dispersed
Fewer customers, often geographically
concentrated, with a small number
accounting for most of the company’s
sales
Smaller amounts of money involved Larger amounts of money involved
Shorter decision cycles Longer decision cycles
More reliance on mass marketing via advertising, Web sites, and retailing
More reliance on personal selling
Less-rigid product standards More-rigid product standards
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NESTED APPROACH
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An
aly
tic
al T
oo
l-N
ES
TE
D
APPROACH…
• Picture explains how criteria relates to one another in a nest
• Marketer to move from general to specific segmentation
criteria
• Largest and Generic = Demographics
• Smallest and Specific = Personal Characteristics18
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Basics of DEMOGRAPHICS
Segmentation
• Most general segmentation criteria
• Broad description of company
• Relate to General Customer Need
• Can be determined visiting customer
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Parameters
• Industry
• Company Size
• Customer Location
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Industry
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Company size
Total Timber required 750-800 cubic feet in
every month.
Total Timber is make 5-6 slot in month.
Total Timber has 10-12 fix customer (
company)
and some are variable customer.
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Customer Location
Total Timber has warehouse their on plant.
They direct contact with their client.
They always try fast delivery to their customer
and
Customize facilities to customer (company).
They always try new customer and outside
customer.
Total Timber is located at sanad, Ahmedabad.
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OPERATING
VARIABLES
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Parameters
• Company Technology
• Product & Brand-Use Status
• Customer Capabilities
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Company Technology
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Total Timber has developed new technology
for their product to build fast and more
customize.
Total Timber is 5-6 supplier for raw materials.
Product & Brand-Use Status
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Total Timber is build their own brand for
product.
They use their own logo.
Customer Capabilities
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Total Timber would indicate their product and
service requirements, delivery criteria,
purchase terms and conditions.
Promptness of delivery is very critical for
companies following certain inventory policies.
PURCHASING
APPROACH
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Parameters
• Purchasing Function /Organization
• Power Structure
• Buyer Seller Relation ships
• General Purchasing policies
• Purchasing criteria
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Purchasing Approaches:
Purchasing function organization:
Centralized versus De-Centralized Approach
Global
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Power Structure:
Identifying the right customer for product. Single
person take authority.
Dominance of Procurement / Engineering / Finance
Dept over purchase of a particur .
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Buyer Seller Relationship
Relationship plays key role in purchase decisions. Thisincludes partners, joint venture establishments andindustrial alliances also.
A successful B2B marketer is the one who can build hisrelationship with his customers.
Out of the office relationships can also play a role if thereare no conflict of interests.
Some marketers also end up developing friendships andinformal relationships with their buyers as well.
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SITUATIONAL
FACTORS
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One of the most important segmentation
criteria.
As from situation factors, you find problem
areas for the customers. From problem
areas , you understand the marketing
implications!
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Product Application
Product Application
Size of Order
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PERSONAL
CHARACTERISTICS
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Parameters
Buyer – Seller Similarities
Individual Behaviors
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