NEW DELHI INSTITUTE OF MANAGEMENT

PROJECT REPORT
On
B2B FIELD PROJECT
SEMESTER -2
BATCH 2022-24

SUBMITTED TO: Prof. Vinod Kumar

SUBMITTED BY: Vidhi Jain (22127)
Garvit Chaudhary (22087)
Kushagra Panwar (22094)

SECTION: M1 &OPR1

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 TABLE OF CONTENT

TABLE OF CONTENT PAGE NO

ACKNOWLEDGEMENT 3

INTRODUCTION 4

QUESTIONS ASKED TO THE SALES 6

MANAGER

LEARNINGS AND CONCLUSION 10

PHOTOS AND VIDEOS 11

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 ACKNOWLEDGEMENT

First and foremost, we would like to express our gratitude to Prof. Vinod Kumar, a continual
source of inspiration. He pushed us to think imaginatively, urging us to do this fieldwork
without hesitation. His vast knowledge, extensive experience, and professional competence
enabled us to successfully accomplish this project. This endeavour would not have been
possible without his help and supervision. We could not have asked for a finer mentor in our
studies. This initiative would not have been a success without every individual’s contribution.
We were always there to cheer each other on, and that is what kept us together until the end.

We would like to thank the New Delhi Institute of Management for allowing us to work on
the project B2B Sales. Last but not least, we would like to express our gratitude to our
families, siblings, and friends for their invaluable assistance, and we are deeply grateful to
everyone who has contributed to the successful completion of this project.

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 INTRODUCTION OF THE COMPANY

C.M JAIN ENTERPRISES

Location: Karol Bagh, Delhi
Email Id: cmjainenterprises@gmail.com
The company was established in 1991. It is a sole proprietorship company. The company
deals in garments. The company supplies its products to over 50+ retailers, and wholesalers
and also has an e-commerce presence as well all over the country. The company
manufacture, distribute, and sell clothing items. The company operates in the fashion
industry and produces a wide range of products, from basic apparel to high-end designer
collections.
The primary objective of the company is to create fashionable, high-quality, and affordable
clothing that appeals to consumers.

FEATURES OF THE COMPANY:

1. Design: The company employs professional designers who are responsible for
creating new and innovative designs that reflect current fashion trends.
2. Production: Once the designs are finalized, the company uses state-of-the-art
technology and equipment to produce the cling items in large quantities.
3. Quality control: The company has quality control procedures in place to ensure that
each product meets the highest quality and durability standards.
4. Distribution: The company typically has a wide distribution network, including retail
stores, e-commerce platforms, and wholesale distribution channels.
5. Marketing: The company invests heavily in marketing and advertising campaigns to
promote its products and build brand awareness.
6. Sustainability: The company is focusing on sustainable practices and materials, such
as using organic cotton and recycled fabrics, to reduce their environmental impact.

WHY DID WE CHOOSE THIS COMPANY?

1. Large Market: The garment industry is a massive market with a wide variety of
customers, from small boutique stores to large chain retailers.

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2. Repeat Business: Clothing is a consumable product that needs to be regularly
replenished, meaning there is the potential for repeat business.
3. Seasonal Demand: Clothing sales tend to be seasonal, which can create
opportunities for targeted sales campaigns and promotions.
4. Customizable Products: Clothing can be customized to meet the needs of specific
customers, creating opportunities for upselling and cross-selling.
5. Diverse Product Range: The garment industry offers a diverse range of products,
from casual wear to high-end fashion, providing ample opportunities to cater to
different customer needs.
6. Relationship-based Business: The garment industry is heavily reliant on building
strong relationships with customers, making it an excellent fit for B2B sales, which
often prioritize building long-term partnerships.

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 QUESTIONS WE ASKED THE SALES MANAGER OF C.M JAIN
ENTERPRISES

PRODUCT RELATED QUESTIONS

1) How do you differentiate your product from competitors in the market?
Ans 1) The Company differentiates its products from competitors in several ways, including:

• Quality: They differentiate themselves by offering high-quality materials,

craftsmanship, and attention to detail which leads to increased customer satisfaction
and loyalty.
• Design: Unique and innovative designs can set them apart from their competitors. A
focus on developing new styles and staying up-to-date with the latest fashion trends
help them appeal to a wider audience.
• Customization: They differentiate themselves by offering customization options to
customers. This allows customers to create unique garments that meet their specific
needs and preferences.
• Sustainability: In recent years, sustainability has become an increasingly important
factor in the garment industry. The company differentiates itself by using sustainable
materials, implementing eco-friendly practices, and emphasizing its commitment to
environmental responsibility.

2) What unique value do you offer?

Ans 2) In terms of unique value, The company offers several benefits to its customers,
including:

• Reliability: By consistently delivering high-quality products and providing excellent

customer service, the company establishes itself as a reliable partner for their
customers.
• Flexibility: The company offers customization options and a range of product choices
that provide customers with the flexibility they need to meet their unique needs.

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 • Speed: In a fast-paced industry like fashion, speed is a valuable asset. Manufacturers
quickly produce and deliver garments to their customers which provides them a
significant advantage.

PRICE RELATED QUESTIONS

1) How do you determine the pricing for your product and what factors do you
consider?
Ans 1) The industry determines pricing for its products through a combination of factors,
including:

• Material Costs: The cost of raw materials used in the manufacturing process, such as
fabric, thread, and buttons, is a significant factor in determining the final price of the
garment.
• Labour Costs: The cost of labour, including wages and benefits for workers, is
another significant factor in determining the price of a garment.
• Overhead Costs: Overhead costs, such as rent, utilities, and insurance, also play a
role in determining the final price of a garment.
• Markup: Manufacturers may add a markup to the cost of the garment to cover their
own expenses, such as marketing and administrative costs, and to generate a profit.
• Seasonal Demand: The seasonality of the garment also affects the pricing strategy.
For example, winter clothing is priced higher than summer clothing due to higher
demand during colder months.

2) What kind of discounts or promotions do you offer to encourage sales and how do
you decide when to run them?
Ans 2) The company uses a variety of discounts and promotions to encourage sales,
including:

• Seasonal Sales: Offering discounts and promotions during off-seasons help them
move excess inventory and make room for new products.
• Clearance Sales: Clearance sales help them sell off outdated or overstocked items
and generate revenue.

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 • Limited-Time Offers: Limited-time offers, such as flash sales or weekend deals,
create a sense of urgency and encourage customers to make a purchase.
• Bundle Deals: Offering bundled products at discounted prices incentivizes customers
to purchase more items, which increases revenue.
• First-Time Customer Discounts: Offers discounts to first-time customers which help
attract new business and encourage repeat purchases.

Manufacturers typically decide when to run these promotions based on factors such as
seasonality, inventory levels, and overall sales performance. For example, a manufacturer
may run a clearance sale at the end of a season to move excess inventory, or offer a limited-
time discount on a new product to generate buzz and encourage early adoption.

PROMOTION RELATED QUESTIONS

1) What kind of marketing and advertising do you do to promote your product?
Ans 1) The company uses a variety of marketing and advertising strategies to promote its
products, including:

• Print Ads: Manufacturers place ads in print publications such as magazines,

newspapers, and catalogs.
• Online Ads: Online advertising, including display ads and social media ads, is targeted
to specific audiences based on demographics, interests, and behaviors.
• Trade Shows: Participating in trade shows help manufacturers showcase their
products to potential buyers and network with other industry professionals.

2) How do you measure the effectiveness of those efforts?

Ans2) To measure the effectiveness of these marketing and advertising efforts, the company
uses a range of metrics, including:

• Sales: Tracking sales data help them to determine the impact of their marketing and
advertising efforts on revenue.
• Web Analytics: Analyzing website traffic and engagement metrics provide insights
into the effectiveness of online advertising and other digital marketing efforts.

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 • Social Media Metrics: Monitoring social media engagement, such as likes, comments,
and shares provides insights into the effectiveness of social media advertising and
influencer marketing.
• Brand Awareness: Conducting surveys or focus groups to measure brand awareness
and recognition help manufacturers determine the impact of their public relations
and advertising efforts.

PLACE RELATED QUESTIONS

1) How do you distribute your product to customers and what kind of distribution
channels do you use?
Ans 1) The company distributes its products to customers through a variety of distribution
channels, which include:

• Wholesale: The company sells its products wholesale to retailers, who then sell the
products to end consumers. This involves selling products to a variety of retail
outlets.
• Direct-to-Consumer (DTC): Sometimes they sell their products directly to consumers
through their own e-commerce website or physical stores. This helps them maintain
more control over the customer experience and build stronger relationships with
their customers.
• Third-Party E-commerce Platforms: They also sell their products through third-party
e-commerce platforms such as Amazon and Flipkart.

Overall, they use a mix of distribution channels to reach their target customers and generate
sales and adjust their distribution strategies over time based on market trends and business
performance.

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 LEARNINGS AND CONCLUSION

After completing a project on B2B sales in the garment industry, there are several
learnings and conclusions that can be drawn:

• Understanding customer needs: One of the most important learnings from the
project is the need to understand the needs of B2B customers in the garment
industry. By conducting market research and identifying key customer segments,
companies can tailor their products and services to meet the specific needs of their
target customers.
• Importance of relationship-building: B2B sales in the garment industry are often
driven by long-term relationships between suppliers and customers. Therefore, it is
crucial for companies to focus on relationship-building and maintain regular
communication with their customers to foster trust and loyalty.
• Product differentiation: In a highly competitive market, product differentiation can
be a key factor in driving B2B sales. By offering unique features or designs that set
their products apart from competitors, companies can attract and retain customers.
• Digital transformation: The garment industry is becoming increasingly digital, and
companies that embrace technology and digital platforms can gain a competitive
advantage in B2B sales. This includes using e-commerce platforms, social media, and
data analytics to improve customer engagement and decision-making.
• Supply chain optimization: Effective supply chain management is essential for B2B
sales in the garment industry. By optimizing their supply chains and improving
efficiency, companies can reduce costs and improve delivery times, which can be a
key factor in winning and retaining customers.

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 PHOTOS AND VIDEOS

LINK TO THE VIDEOS: https://drive.google.com/drive/folders/1-064zXGA0nj-dtjCu2dzxGlYrOflCfg4

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