PRESIDENCY UNIVERSITY g

ITGALPURA, RAJANKUNTE, BENGALURU – 560 064

MARKETING MANAGEMENT
ASSIGNMENT 1 – CASE STUDY

ZICOM – LEVERAGING CORPORATE TRUST AND TECHNICAL

STRENGTHS IN THE B2B MARKET.

NAME ID NUMBER
GROUP – 2
1. SYED FAISAL 20182MBA0399 MBA SEC -D
2. MANOJ ACHARYA 20182MBA0198
3. JUHI 20182MBA0073
4. RAJAT THAPA 20182MBA0121
5. ANANDHU 20182MBA0014
Founders - Manohar Bidaye
1994 - The Company was incorporated on
December 1, as a Public Limited
Company
Zicom is engaged in the business of importing,
testing, designing, programming, installing and
maintaining state-of-the-art electronic security
systems to safeguard industrial and commercial
establishment and household segment

Zicom has developed a range of premier security

products like CCTV surveillance system, access
control system, fire alarm system

 Be listed on the Indian Bourses in 1996.

 Pioneered the category of Electronic Security In India.
 24 x 7 Zicom Command Centre (ZCC) launched in 1995.
 Introduced wireless security equipment's in the home and retail segment in
1998.
 Established Security Services called e-SaaS (Electronic Security as a Service)
in 2011.
ZICOM- Introduction:

3E’s – Efficiency, Effectiveness and Experience - Electronic security surveillance in

India.
20 Years of Operation, 4 countries, 1023 cities with Turnover Rs. 1122 crs.

Zicom has been successful in becoming the most reliable, competent, and
comprehensive provider for delivering security solutions.
Business relationship with customers, as customers is at the heart of its business model.

Value Proposition –
Safety and security, Business intelligence, loss prevention, comfort and convenience.

Project Management :
Mumbai, Bangalore, Chandighard, Bharuch, Gurgaon, Jaipur city surveillance
Supreme Court of India, Commonwealth games, Western Railways

Zicom serves Rich client like :

PNB, IndiaBulls, Ultratech Cement Ltd, HDFC Bank, Pizza Hut, Videocon, Tata Housing
McDonald’s, Federal Bank and many more.
Zicom Group of Companies :-
 Zicom has unfolded range of services under e-SaaS (Electronic Security as a
Service) offering affordable security services to housing societies.
 Safety and secure environment.
 Protecting the property at all times.
 It also serves Retail, Banking and Financial institutions without customers having
to own or manage the system.

Subsidiary of Zicom Electronic Security Systems :–

1) UNISAFE fire protection specialists LLC.
 Emirates Qatar, and in India.
2) ASTM Pvt Ltd
 Traning academy for skill advancement of security professionals.
Product\Service Offering
 Zicom is electronic security system limited is engaged in the marketing
and selling of electronics system and security
 -They offer security and safety products and services.
 -They use cloud technology which includes:
 a)closed circuit television(CCTV)
 b)surveillance system
 c)Access control system
 d)Fire Alarm system
 e)Multipartment video door phones
 f)Intruder alarm system
 g)finger print locus
 h)Remote managed service
Award\ Recognition
They won:
 -The lion CSR precious award in 2016
 -Best security Application in retail award in 2014
 -India innovative award
 -Best electronic security award in 2013
 -Award of zicom saas by Michal porter’s Institute of
competitiveness in 2012.
PROBLEM DEFINITION OF MNK INSURANCE :
 It should be as per standard terms n conditions like :-
• Eligibility criteria
• Delivery norms
• Installation
• Inspection
• Tests
• Security deposit
• Liquidated damages
• Risk purchase
• Packaging for transit
 Compliance of technical requirement/specifications
 If bidder fail to submit compliance of requirement/specification, then offer may
be bypassed.
 At what price
 Negotiation after submitted proposals
SCOPING THE WORK- TENDER SPECIFICATIONS
 Demand draft of Rs.1 lakh
 Money deposit of Rs.5 lakh in the form of FDP/TDR or Bank guarantee.
 Complete information
- A proof of similar experience
- Proof of ZICOM’S presence
Have specified document such as:-
 Audit balance sheet of past 3 years/certificate form auditor.
 Original equipment manufacturer authorization certificate.
 List of technical staff and their qualifications, experience.
 Letter of reference from past customers.
 Bid document and its annexures.
 Certificate of incorporation.
 Copy of PAN card.
 Written undertaking that ZICOM’S is not blacklisted by state/central govt. or by any urban local
body.
Planning for quoting for the bid:
 *Strength:
1) Track record
2) Robust system integration
3) Deployment capabilities

 *Opportunity:
1) Open several avenues

 *Key factors of having sustainable relationship others:

1) Easy upgrades
2) Leapthrough technology
3) Competent technical manpower
4) Custmizable analytics
 * Offering additonal features.
* Addtional informations through visit.

Building the stage for negotiating for the bid on technical

and cost parameters:
 Selction of supplier on the basis of:
 *Comparitive analysis
 *Relationship
Vendor Selection:
 Zicom selects its OEM based on the fallowing criteria :
 List of products manufactured
 Ownership status of the company
 Employee strength
 Plant location
 Production Capacity
 Flexibility in payment.

2 Rounds of Negotiation :
 Technical Round
 Commercial Round
Negotiation for the bid:
 Trustworthy
 Business Deals
 Orders
 Long term Association
 Standards for Technical product specifications, Installation and Maintenance.
 Price differentiation based on Quality Hardware and Dynamic Software.
 Competitive and cost effective.
 24/7 Security safeguard measurements.
 Rival Bids
 Technology and Surveillance infrastructure.
Post Negotiation Evaluation and Planning :-
 Technical strengths and ability
 Acceptance
Zicom’s Aim: To be a world class, Indian MNC, one-stop-shop for high quality
security products and services.

THANK YOU