a strategy implemented by Gati and the project done by Jitendra Pawar - Sr. Business Developer

1. “Operational Rollout of Go To Market by Gati Ltd.” Industry: Logistic and Cargo Organization: Gati limited Summer Internship: 2011 By: Jitendra Pawar

2. Gati limited Having started as a cargo management company in 1989, Gati has grown into an organization with more than 3500 employees and a turnover of Rs 745 Crore covering 622 out of 626 districts in India. Gati has over 4000 vehicles on road, fleet of refrigerated trucks, container vessels and world class mechantronic warehousing facilities across India. Be it flexible point-to-point distribution solutions or complex end-to-end integrated logistics solutions or supply chain management, Gati does it all with great effectiveness and reliability, and enjoys the trust of a large customer base

3. Why This Research ? Cargo at state owned ports rises by 5.56% in fiscal 2010 Competitors plan’s to setup more outlets. Indian logistic players hike investment in 2010

6. . Research Type Descriptive Research Type of Data used Primary and Secondary data Primary Data Collection method Close ended Interview Primary data collection tool Questionnaire Secondary data collection tool Books, Articles, Websites Research Methodology

7. Research Methodology Sampling Technique Convenience Sampling Universe Logistic and cargo service Users Sample Unit Service Subscribers in Indore City Sample size selected from the universe 149 Sampling frame Service subscribers in Indore city Statistical tool - Graphical representations and SPSS

8. Data Presentation, Analysis and Interpretations

9. Usage of logistic and cargo service

10. Awareness of services of Gati limited

11. Logistic service usage pattern of customers a. To Be Build Customers 1. Frequency of Usage of Logistic services

12. 2. Type of Service used for meeting Logistic needs

13. a. Retail Customers 1. Frequency of Usage of Logistic services

14. 2. Type of Service used for meeting Logistic needs

15. Preferred services offered by Gati.

16. Awareness about the GTM Strategy implementation by Gati

17. Customized service according to customer need.

18. Provision of better supply chain solution in the GTM.

19. Satisfaction with the current services provided by Gati.

20. Provision of better handling of products under GTM.

21. Previous Awareness about this types of services

22. Provided GTM strategy in a Gati interested

23. Findings Usage of logistic and cargo service, From the sample size of 149, following interpretation was about usage of logistic and cargo services, 100% the respondent used Logistic and cargo services, 0 % the respondent did not use logistic and cargo service, Awareness of service of Gati limited, From the sample size of 149, following interpretation was obtained regarding the awareness about the services of Gati limited 99.3% the respondent usage aware about the Gati limited, .7% the respondent usage not aware about the services of Gati limited,

24. Preferred service offered by Gati limited, From the sample size of 149, following was the interpretation about the preferred services of customers by Gati Ltd. 51.3% of the respondent were satisfied with the Surfaces express Gati, 33.6% of the respondent were satisfied the with Air express Gati, 14.8% of the respondent were satisfied with the International, Logistic service usage pattern of customers, To Be Build Customers Frequency of Usage of Logistic service, From the responses of 78 respondents of To Be Build category it was found that 56.4% customers used logistic services more than once a week.,

25. Types of service used for meeting logistic need, From the sample size, where 78 customers were of To Be Build Customers it was interpreted from a cross tabulation that 61.11 percent To Be Build customers used cargo services more than once a week and 44.87% respondents from the same category used Gati surface express for their logistic needs. Retail Customers Frequency of usage of logistic services, From the responses of 71 respondents of Retail Customers category it was found that 39.43% customers used logistic services after every few months. Type of service used for meeting logistic needs From the sample size, where 71 customers were of Retail Category Customers it was interpreted from a cross tabulation that, 59.15% respondents from the same category used Gati surface express for their logistic needs.

26. Awareness about the GTM Strategy implementation by Gati, From the sample size of 149, following was the interpretation about the awareness among Gati Customers about the GTM. Strategy implementations, 98.7% of the respondent were aware about the GTM rollout by Gati, Only 1.3% of the respondents were unaware.

27. Customized service according to customer need, From the sample size of 149, following interpretation was customized service according to customer need provide under the GTM. For Gati 3.4% the respondent say dissatisfied , 7.4% the respondent say highly dissatisfied , 23.5% the respondent say neutral , 38.9% the respondent say satisfied , 26.8% the respondent say highly satisfied ,

28. Provides better supply chain solution in the GTM, From the sample size of 149, following interpretation was provides better supply chain solution in the GTM. For Gati 1.3% the respondent say dissatisfied , 8.1% the respondent say highly dissatisfied , 28.2% the respondent say neutral , 40.9% the respondent say satisfied , 21.5% the respondent say highly satisfied , ,

29. Reduces your material damage problem in the GTM, , From the sample size of 149, following interpretation was provides better supply chain solution in the GTM. For Gati 2.7% the respondent say dissatisfied , 10.7% the respondent say highly dissatisfied , 26.2% the respondent say neutral , 42.3% the respondent say satisfied , 18.1% the respondent say highly satisfied ,

30. Previous Awareness about this types of services, From the sample size of 149, following interpretation was before aware this types of service 3.4% the respondent say dissatisfied , 4.7% the respondent say highly dissatisfied , 20.1% the respondent say neutral , 39.6% the respondent say satisfied , 32.2% the respondent say highly satisfied ,

31. Provided GTM strategy in a Gati interested, From the sample size of 149, following interpretation was interested GTM. Strategy in Gati , 6.7% the respondent say dissatisfied , 5.4% the respondent say highly dissatisfied , 15.4% the respondent say neutral , 37.6% the respondent say satisfied 34.9% the respondent say highly satisfied ,

32. Suggestions The charges which GATI is charging should be little less than that of now, as it is much more than the others. Gati should adopt different strategies to push the products in the market. The delivery should be on proper time. Company has to give high priority to retain their existing potential customers rather new one. The pick-up should be on time which is a major problem here. The training should be given to the pick-up and delivery teams how to behave properly with the customers. Less DEPS should be maintained. To avoid pick-up and delivery problems, new GAs should be recruited.

33. Conclusion During the survey it was found that the customers are not fully satisfied by Gati services. The main cause for the same was stated by customers as high charges that Gati is charging, damages to goods and non- timely delivery. 51.0% customer were satisfied by Gati services 99.3% customer use the logistic and cargo services, 51.3% customer usages the surface express in Gati product, 33.6% customer usages the Air express in Gati product, 14.8% customer usages the international product in Gati,

35. Thank YouYour queries are welcome