Submitted by :Harsh Patel

09 MBA 029

Introduction

Sarvajal means “Water For All”. We are a social enterprise that develops sustainable drinking water

solutions for rural and urban populations. where the quality of water is often the cause of more than 60% of

common health ailments. Our business is designed around scalable innovations, technical/process

improvements, ensuring livelihoods for local entrepreneurs. Our commitment is to make purified drinking water accessible and

affordable to all. Sarvajal is incorporated as Piramal Water Private Limited.

Overview of the company Around 200 Million people in India don have access to pure drinking

water To combat drinking water crisis in India and to find viable solutions for

pure drinking water crisis Piramal Water Pvt. Ltd. was incorporated in year 2008.

Quality hygienic water is not available in rural areas and if it is available than it cannot be afforded by the rural people.

To address this issue company developed a social entrepreneurship model which provides pure drinking water to people at affordable price.

Piramal water operates under the brand “Sarvajal” and it works on the franchisee model.

Presently Piramal water is operating in Gujarat, Rajasthan, Maharashtra and Madhya Pradesh and it plans to expand its operations all across the country.

56500 people are having access to clean drinking water through the network of 120 sarvajal franchisees.

History of Piramal water

• Piramal Water Private Limited was established in mid-2008 to find viable mass-market solutions to India’s drinking water crisis.

• Piramal Water operates under the brand “Sarvajal” • The enterprise has its roots in the work of the Piramal Foundation, a

charitable trust established by Ajay G. Piramal.• The foundation initially piloted the Bagar Drinking Water Initiative as part

of its Grassroots Development Laboratory in the Shekhawati region of Rajasthan

• The pure drinking water initiative was piloted in Bagar where the floride contamination in drinking water leads to severe health issues.

• The success of the pilot paved the path for the innovative business model, with Mission of providing the pure drinking water to everyone at affordable prices Bagar water initiative was converted into Piramal Water Pvt. Ltd.

Mission

• Piramal Water Pvt. Ltd. was incorporated with the mission of making pure drinking water accessible and affordable to everyone.

OUR PROMISE

• Our Promise• Our water will be affordable

Without subsidy we sell water at 25 paisa or less

• Our water will be accessible Our solution reach across social strata by bringing clean water to

villages, towns , slums and cities

• Our water will be pure Sarvajal meets global standards for pure drinking

water

Business Model

• Piramal water operates on the franchisee model.• Company promotes rural entrepreneurship by giving franchisee to

the local people of the village• RO water is being made available to the people by the franchisee

under the brand name Sarvajal• Piramal water ensures the free maintenance of machine and free

marketing assistance to help franchisee to increase customer base and to promote the benefits of clean drinking water

Con…• The cost of water is controlled by the company to ensure the reach

of sarvajal to poor people also. • The machine is leased to franchisee and the franchisee owner has

to share revenue in from water sale with the company in ratio of 60:40.

• PWPL has chosen to be a double bottom-line business with a rapidly scalable franchisee model, as the entire business model is worked backwards from the promise of making RO purified drinking water available in rural India for affordable price of 25 paisa a per litre.

• Currently PWPL is providing its franchisees with 500 Litre/hour RO+UV purifying machine. The Franchisee has to pay an upfront sign up fee of Rs. 30k (service tax applicabl) along with obtaining single phase commercial power-connection, reliable water source and space (150 sq.ft.) to house and operate the machine.

Geographical areas of operations• Piramal Water is present in the 4 states of the country namely Gujarat,

Rajasthan, Maharashtra and Madhya Pradesh.• The head office of the company is located in Ahmadabad. At present

company has 120 franchisees and approximately 56500 people are getting pure drinking water through these franchisee.

Gujarat franchisee map

Marketing Name Before

launchNew

customerTotal

Kadiyadara 40 101 141

Medhasan 50 10 60

Panol 80 50 130Dungra 70 51 121

Umergav 60 57 117

total 300 269 568

Kadiyadara Launch(03 / 06/ 10 to 06 / 06 /10)

Structure

Franchisee is not active in business strategy.

Franchisee Profile Mr. Yogeshbhai is the franchise of Sarvajal at

kadiyadara (Gujarat). He is also member of the panchayat .He helped requisition of funds from the government to set up a water reservoir along with supply in the prajapati region of the village after the existing water supply got contaminated

Store Profile Village temple Large, clean and tiled room.

Delivery 60% of sales from non-delivery 50 bottles/day,

5Rs charge. Delivery only at the Brahmin area

They have only one hand-cart for delivery

Strategy As per our promoting activity we had done the

lucky draw program after completing the 10 customer

The demonstration of the test of the water purity was done in front of people in their house

We put Sarvajal Sticker on each house so that Duplicate cannot be happened

SWOT AnalysisStre

ngt

hQuality

dri

nki

ng

waterL

ow

price

whic

h ca

n

be aff

or

de

d

by t

he all secti

on

of t

he s

ociety

WeaknessLow involvement of franchisee in businessDelivery ProblemNot efficient use of plant Lack of awareness among the people

Opport

unity

Gr

owi

ng

Aware

ness a

bout

be

nefits

of

pure

dri

nki

ng

water

Unta

ppe

d

ma

ny areas i

n t

he village

ThreatsCompetition from the local competitor like Aayu+

SWOT

Medhasan Launch( 08/06/2010 To 10/06/2010)

Structure Franchisee is given to the co-operative society They appoint an operator on fixed salary basis who deals

with day to day operation

Franchisee ProfileCo-operative society is the franchise of Sarvajal at Medhasan (Gujarat). There was no any adequate system for distribution of water to household. Sufficient number of bubbletop jars were also available with the franchise. But without own involvement of co-operative society in all operations only thirty five customers could be made, during the period of last six months.

Store Profile Office of co-operative society Large, clean and tiled room.

Delivery Current customer is 50 and there is no facility of Delivery

Problem TDS level of our water was high. No support from the franchisee and operator. The credit system created hurdles. Absent of the delivery system.

My learning :-I learnt from this launch program that arrangement can be made previously about the support of franchisee and also it is necessary to check the TDS level in advance of our water.

StrengthThe plant of Sarvajal is located at the centre palace in the village

OpportunityMajority of people in the village use the raw water as a drinking water

ThreatsCompetition from Domestic RO plant

SWOT

Panol Launch( 14/06/2010 To 16/06/2010)

Structure Franchisee is given to the co-operative society They appoint an operator on fixed salary basis (per bottle .50

paisa)who deals with day to day operation Franchisee Profile

– Co-operative society is the franchise of Sarvajal at Panol(Gujarat). There was no any adequate system for distribution of water to household. Sufficient number of bubbletop jars were also available with the franchise.

Store Profile Large, clean and tiled room sarvajal plan also hear

Delivery Current customer is 80 and there is no facility of Delivery

New thing of this launch We change the method from house hold demo to the

maholla demo and demo at milk collection dairy. We go for another village and made new customers from

there. We also arrange vehicle for delivering the water at other

village by contacting dairy vehicle and co-op society of Panol.

StrengthThe plant of Sarvajal is located at the centre palace in the village

WeaknessTiming of the distribution of water is only 7:00 to 9:00 morning.

OpportunityMajority of people in the village use the sarvajal water use 80 house hold as a drinking water

ThreatsCompetition from Domestic gagajal water

SWOT

Research Part

Paper napkin

Area of Study

• In period of one and half month of my summer training my project guide assign me research topic “Merchandising project on Paper napkin”. It was purely marketing research topic and I have done this job with my full of interest.

Objective of Study

• Study of Franchisee Awareness about Sarvajal.

• To promote the brand awareness among the people.

• To identify what kind of promotional products people need.

• To study the position and potential of the product in North Gujarat hotels.

Research Methodology• Research Type : Qualitative Research• Data type : Primary Data• Research Tools : Questionnaires, Interview,

Enquiry.• Sampling Units : hotels , dhaba , head quarters • Sample Size : 110• Sampling method : Random Sampling Method• Product type : Paper napkin• Sample drawn from :hotel samrat , hotel tulasi,

Hotel khana khajana , hotel dremlend, Hotel wolga , hotel

sarvoday , Hotel gokul , hotel City light,(Gujarat north) and office staff

Research tools

• Questionnaire• Interview• Enquiry

Research Area

Local Market.Hotels Dhaba Costumer Office staff (sarvajal)

Limitation of study

• lack of time • Most of hotels are not responding.• Customer is not interested.

Paper napkin

Attributes of Paper napkincolor White Blue Sky

Recycled beverage napking cocktil

5 in *5 in

6 in *6 in

8 in *8 in

5 in *5 in

6 in *6 in

8 in *8 in

5 in *5 in

6 in *6 in

8 in *8 in

normal

Linen paper

normal

normal

Linen paper

normal

normal

Linen paper

normal

Recycled paper guest hand towels

4.5 in *8.25in

4.5 in *8.25in

4.5 in *8.25in

4.5 in *8.25in

4.5 in *8.25in

4.5 in *8.25in

Recycled paper dinner napking

4.5in *7.5 in

4.5 in 8.5 in

4.5in *7.5 in

4.5 in 8.5 in

4.5in *7.5 in

4.5 in 8.5 in

Customer responded 

total cus white blue sky white+blue

hotal samrat 10 7 3 0 0

Tulshi 15 15 0 0 0

khana khajana 12 10 2 0 0

Dremlend 17 10 7 0 0

Wolga 15 9 5 1 0

Sarvoday 10 5 2 1 2

Gokul 11 6 5 0 0

Purohit 10 0 10 0 0

office 10 7 3 0 0

Total 110 69 37 2 2

• Which color would you like in paper napkin?» White » Blue» Sky» Other___________________

White 69

blue 37

Sky 2

white+blue( other ) 2

InterpretationAmong the all respondents most of the people prefer the WHITE PAPER NAPKIN for their use. Among

the all kind of WHITE PAPER NAPKIN is carrying the 63% so it will beneficial for the company to give the WHITE PAPER NAPKIN to the customer or hotel as a part of the promotional activity.

InterpretationThose respondents who are preferring the paper napkin among them 82% of the total respondents

want the normal paper napkin for their paper napkin..

• Which type of paper napkin would you like?» Normal » Hand towels» Dinner napkin» Other___________________

normal paper napkin

90

hand towel linen 6

dinner paper 14

• White paper napkin like

• Blue paper napkin like

• Sky paper napkin like

normal paper napkin

57

hand towel linen 5dinner paper 7

normal paper napkin

30

hand towel linen 0

dinner paper 7

normal paper napkin 1

hand towel linen 1

dinner paper 0

InterpretationThose respondents who are preferring the paper napkin size among them 99% of the total

respondents want the normal paper napkin 5 inches * 5 inches for their paper napkin.

• Which size of normal napkin do you prefer ?» 5inches * 5inches» 6 inches * 6inches» 8 inches * 8inches» Other ________________

5 in * 5in 89

6 in * 6 in 1

Con….

• All Color paper napkin analysiswhite normal 57

blue normal 30

sky normal 1

white +blue normal 2

InterpretationThose respondents who are preferring the normal paper napkin size among them 64% of the

total respondents want the white normal paper napkin for their paper napkin..

InterpretationThose respondents who are preferring the hand towel linen paper napkin among

them 83% of the total respondents want the white linen paper hand towel for their paper napkin..

• Which size of hand towels do you prefer ?» Normal» Linen paper » Other _________________

In hand towel All color analysis

white hand towel line 5

blue hand towel line 0

Sky hand towel line 1

InterpretationThose respondents who are preferring the dinner paper napkin size among them 71% of the total

respondents want the dinner paper napkin size 4.5 inches * 7.5 inches for their paper napkin..

• Which size of Dinner paper do you prefer ? » 4.5 inches * 7.5 inches» 4.5 inches * 8.5 inches» Other ___________________In dinner paper which size prefer

4.5 in * 7.5 in 10

4.5 in * 8.5 in 4

Suggested Final ProductProduct name Paper napkin

Product Color White

Product Paper Type Normal

Product Size 5 inches * 5 inches

Product Number of Responded 57 out of 110

Final Product Image

Product Price 15 .RS Per Bunch (100 pic)

Product selling Price 14 .Rs Per Bunch (100 pic)

My learning

• Clear of the concept franchise .• How to convince of village people.• Different area different Strategy .

Thank you