A Project Study Report On Training Undertaken at KAJARIA CERAMICS LTD.

Titled POTENTIAL ANALYSIS OF MARKET SHARE AND LEVEL OF SATISFACTION OF DEALERS/SUB-DEALER OF KAJARIA

Bachelor of Business Administration

BHARTIYA VIDYA BHAVAN

JAIPUR

Submitted By:Manvendra narula BBA Final year

Submitted To:Ms. Shubhangi

CERTIFICFATE

This is to certify that MR. MANVENDRA NARULA was trained with our firm from 10th may 2009 to 11th July in POTENTIAL ANALYSIS OF
MARKET SHARE AND LEVEL OF SATISFACTION OF DEALERS/SUB-DEALER OF KAJARIA under the supervision of MR. RAVI JAIN

His conduct and performance was found satisfactory during the course of training. I wish him all success in his new endeavour.

MR. RAVI JAIN (Area General Manager) Kajaria ceramics ltd.

JAIPUR G-1, Aishwarya Tower, Near Hotel Hawa Mahal, Ajmer Road Jaipur, Rajasthan Phone - 0141-2222955, 3263055

Fax - 0141-2220244 Email - jaipur@kajariaceramics.com

Preface
The project work entitled Potential study of market share of kajaria and study dealers and sub-dealers, satisfaction with kajaria product were conducted around the jaipur city. The survey has been conducted for the purpose of analyzing the perception pattern of the respondent. In their connection a multiple choice questionnaires has been prepared. The questionnaires which has been prepared for the purpose of survey, includes various aspect information like customer preference, dealer perception towards kajarias product, various factor affecting the purchasing of the product ,major competitors and their different kind of scheme and benefits and collect information to improve the market share . company can make suitable marketing strategy with the help of all this information. .

Acknowledgement
I express my sincere thanks to my project guide, Mr. RAVI JAIN, Area General Manager, Marketing and Sales, for guiding me right form the inception till the successful completion of the project. I sincerely acknowledge him for extending their valuable guidance, support for literature, critical reviews of project and the report and above all the moral support he had provided to me with all stages of this project. I would also like to thank the supporting staff Kajaria Ceremics Ltd, for their help and cooperation throughout our project.

(Signature of Student) Name of the Students

Executive Summary
The following report is based on the market survey done in city of Rajasthan Jaipur, for fulfillment of objective-Analysis of Channel Sales and satisfaction level of channel members under the guidance of Mr. Ravi Jain (AGM), Rajasthan and Mr. Naval Maheshwari (Sr.Marketing manager), KAJARIA CERAMICS LTD. The survey includes face to face interaction and filling of 10 point questionnaires from kajaria dealers/sub dealers as well non sellers of kajaria tiles, so as to know the satisfaction level of dealers accompanied with the problem in selling, if any, or if they need any type of support or help from the company. Besides the dealer satisfaction level, the objective was also to know about the brand image of kajaria at local level and what should be done to boost up the retail sales in the city because 55% of the sales are project base and 45% is retailing based as because coming time will be more of retailing , presently project based selling is on boom because in Jaipur city the property market is on boom, further to know the approximate market share of kajaria in Rajasthan, because the sales in Jaipur city carries the highest sales percentage out of the total sales. A detailed survey was conducted which covered 100 tiles sellers in the Jaipur city.

CONTENT

1. INTRODUCTION OF TILE INDUSTRY 2. COMPANY PROFILE 2.1 Kajariya ceramics ltd 2.2 History of company 2.3 Milestones of Kajariya 2.4 Awards 2.5 Production 2.6 Product Range 3. COMPETITORS OF KAJARIYA 3.1 Johnson 3.2 Bell 3.3 Somany 4. INTRODUCTION TO THE PROJECT TOPIC Potential Analysis of Market Share and Level of Satisfaction of Dealers/SubDealer of Kajaria 5. SPECIFYING THE RESEARCH OBJECTIVE 6. SCOPE OF THE STUDY 6.1 6.2 6.3 6.4 Universe Sampling technique Research design Data collection

7. RESEARCH METHODOLOGY:-

8.

LIMITATION OF THE STUDY

9.

DATA ANALYSIS AND INTERPRETATION

10. SWOT ANALYSIS OF KAJARIYA CERAMICS 11. SUGGESTIONS 12. CONCLUSION 13. BIBLIOGRAPHY

1.1 HISTORY OF CERAMIC TILES:Rumors have it that the first clay tiles were produced seven to eight thousand years ago in the area now known as the Holy Land. Many sources independently verify that the actual known history of Tiles, (and the known usage of wall and floor tile coverings) can be traced back as far as the fourth millennium BC (4000 BC) to Egypt. In those days, in Egypt, tiles were used to decorate various houses. Clay bricks were dried beneath the sun or baked, and the first glazes were blue in color and were made from copper, very exquisite! During that period ceramics were also known to be found in Mesopotamia. These ceramics bore decorations, which were white and blue striped and later possessed more varied patterns and colors. Later on, in China too, the great center of ceramic art, a fine, white stoneware with the earliest Chinese glaze was produced during the Shang-Yin dynasty (1523-1028 BC). The usage and the art of making and decorating ceramic tiles had spread and by 900 A.D., decorative tiles had become widely used in Persia, Syria, Turkey and across North Africa. As transport and communication developed, tile usage and its penetration in other territories increased. Wars and territory take-overs caused this art to spread even faster. The Romans introduced tile making in Western Europe as they occupied territories. The Low Countries of Northern Europe somehow acquired the technology from Persia, while the Moors brought African tiles with them when they invaded Iberia (Spain). It was aboard the ships of Spanish conquistadors that decorative clay tiles found their way to the New World, where they were used primarily to decorate the Churches of newly built missions. By the end of the 12th century, use and manufacture of Ceramic Tiles had spread across Italy and Spain and into the rest of Europe. Till that time they were mainly used to decorate the floors of Cathedrals and Churches. The skill had eventually vanished from

Europe in the 16th century following the reformation. But the decorative wall tile art had survived in Turkey and the Middle East and the Delft tiles art survived in Holland. A form of tile making had also evolved among the natives of North and South America at some point. The first decorative tiles to appear in Colonial North America were imported from Northern Europe, mainly England the Brits having hijacked the technology from the Dutch. The tiles were too expensive for utilitarian purposes in the Colonies and were found almost exclusively in the homes of the wealthy. Through the centuries, tile decoration was improved upon, as were methods of tile manufacture. For example, during the Islamic period, all methods of tile decoration were brought to perfection in Persia. Throughout the known world, in various countries and cities, Ceramic tile production and decoration reached great heights. The tile mosaics of Spain and Portugal, the floor tiles of Renaissance Italy, the faiences of Antwerp, the development of tile iconography in the Netherlands, and the Ceramic tiles of Germany are all prominent landmarks in the history of Ceramic tile. In the early days, the tiles were hand-made, each tile was hand-formed and handpainted, thus each was a work of art in its own right. Ceramic tile was used almost everywhere on walls, floors, ceilings, fireplaces, in murals, and as an exterior cladding on buildings. Today Ceramic tile throughout the world is not hand-made or hand-painted for the most part. Automated manufacturing techniques are used and the human hand does not enter into the picture until it is time to install the tile. They are used in an almost infinite number of ways and you dont have to consider yourself wealthy to own them. In commercial buildings, where both beauty and durability are considerations, ceramic tiles will be found, particularly in lobby areas and restrooms. In fact most modern houses throughout use Ceramic tiles for their bathrooms and kitchens and in every vital area of the premise. Ceramic tiles are also the choice of industry, where walls and floors must resist chemicals. And the Space Shuttle never leaves Earth without its protective jacket of high-tech, heat resistant tiles.

10

(Note: The above history has been compiled after taking varied sources of information into consideration) INDUSTRY HIGHLIGHTS:

Ceramic Tiles today have become an integral part of home improvement. It can make a huge difference to the way your interiors and outdoors look and express.

The Indian tile industry, despite an overall slowdown of the economy, continues to grow at a healthy 15% per annum.

Investments in the last 5 years have aggregated over Rs. 2000 crores and production during 2006-07 stood at approx. 340 million sq mts.

The Indian tile industry is divided into organized and unorganized sector.

The organized sector comprises of approximately 16 players. The current size of the unorganized sector is about Rs 3000 crores

The unorganized sector accounts for 55% of the total industry bearing testimony of the attractive returns from this sector. The size of the unorganized sector is approximately Rs 3500 crores

Revenue earning industry - excise mops up over Rs. 350 crores annually from the organized sector itself.

Indian ranks in the top 5 list of countries in terms of tile production in the world.

11

BACKGROUND:Apart from their decorative looks, Ceramic Tiles are primarily hygiene products and that is how our broad spectrum of consumers view the product. This is fairly evident from its varied usage from bathrooms and kitchens in average Indian households to medical centers, labs, milk booths, schools, public conveniences, shopping malls and numerous other centers; which dot our day to day life. A ceramic tile is basically a "utility product" and that remains our promotional slogan. Popular housing projects are increasingly switching over to Ceramic Tiles moving away from the traditional use mosaic and even granite or marble, owing to several factors viz. ease in laying ability, versatility, low price and hygiene.

Nevertheless, this decorative aspect of a Ceramic Tiles has forever been in the forefront. Heavy churning out of bolder and colorful designs by the industry are testament to the fact that most households regard a ceramic tile as an "adornment" for an otherwise "drab look" of their age-old floorings or an unfurnished wall.

OVERALL PICTURE OF THE INDUSTRY: Ceramic tiles as a product segment has grown to a sizeable chunk today at 340 Millions Square meters production per annum. However, the potential seems to be great, particularly as the housing sector, retail, IT & BPO sectors have been witnessing an unprecedented boom in recent times. The ceramic tiles sector has been clocking a robust growth of 12-15% consistently over the last few years. Today, India figures in the top 5 countries in the world manufacturing ceramic tiles. The key drivers for the ceramic tiles in India are the boom in housing sector coupled by government policies fuelling strong growth in housing sector. The retail boom in the Indian economy has also influenced the demand for higher end products. Overall the bullish growth estimates in the Indian economy has significantly influenced the growth of the Indian Ceramic tile industry. The main product segments are the Wall tile, Floor tile, Vitrified tile and Porcelain tile

12

segments. The market shares are 35%, 53% and 12% respectively for Wall, Floor & Vitrified/Porcelain tiles. The tiles are available in a wide variety of designs, textures and surface effects. They cater to tastes as varied from rustics to contemporary marble designs in super glossy mirror finishes. Both, traditional methods of manufacturing (tunnel ) and the latest single fast firing methods are deployed in manufacturing. Some of the latest trends in manufacturing methods can be seen in India. The investments in the last five years are approx. Rs 2000 crores. The industry also enjoys the unique distinction of being highly indigenous with an abundance of raw materials, technical skills, infrastructural facilities despite being fairly capital intensive. A total of over 5,50,000 people are employed in the sector. Out of this, 50,000 people are directly employed and 5,00,000 are indirectly associated. The potential is huge considering the per capita consumption of ceramic tiles in India. Currently it is at 0.30 square meters per person in comparison to over 2 square meters per person for like countries like China, Brazil and Malaysia.

Where we stand and what we must do?

As a foreign exchange earner or a global player, Indian Tile industry has captured the attention of the world in the ceramic tiles segment. India is projected to figure in the top 3 countries manufacturing ceramic tiles by 2010. This however is subject to policies favorable for the tile industry to complete with international players on an even ground. To compete internationally, our plants must be geared up to large units currently operating in China and Turkey are driven by economies of scale. These will also help us in lowering our cost of production significantly. Also, infrastructural support is a key factor that determines the speed of growth. Better infrastructure will bring in better growth in terms of consistency and sustenance. Freight, supply of power and gas remains the key cost-related issues impacting the industry. Availability, consistent supply and reasonable rates are extremely important for the growth of the ceramic tile industry.

13

Also, the prevailing anomalies pertaining to Basic Customs Duty on import of ceramic tiles from China and raw materials imported from abroad need to be corrected to prevent dumping of tiles from China. Rural thrust should be enhanced by favorable excise duty and MRP structure CURRENT STATUS OF THE INDUSTRY:The ceramic tiles industry in India has followed similar trends internationally which have been characterized by excess capacities and falling margins. Countries like Malaysia, Thailand, Indonesia, Sri Lanka and Vietnam are setting up their own plants. China has emerged as a major competitor. Producers from Spain and Italy have the advantage of lower transportation costs while exporting to USA and Germany. In India, the per capita consumption is as low as 0.30 square meters per person compared to China (2 square meters per person), Europe (5 to 6 square meters per person) or Brazil (2.5 square meters per person). Rising disposable incomes of the growing middle class and 40 million units of housing shortage hold out a great potential. A major change that took over the ceramic tiles industry, was the introduction of vitrified and porcelain tiles. These new entrant product types are said to be the tiles of the future. Internationally these tiles are already the major sellers. These category of products account for 13% of all organized sales in this industry. These new products and the conventional wall & floor tiles have together made the organized industry grow to a formidable Rs. 3000 crores industry. This coupled with a spate of expansions by many players make the industry look very promising in the future. The Indian Industry has developed an export market although at the lower end. In volume it constitutes less than half a percent of the global market. (Presently India does not figure in the list of major exporting countries). But this reality could change as Indian exports are rising at the rate of 15% per annum. The top-end of the global export market is presently dominated by Italy (40.8%) and Spain (26.4%).

14

History of Ceramic Tiles:The latin word tegula and its french derivative tuile mean quite precisely a roof tile of baked clay.The english tile is less precise, for it can in addition be used for any kind of earthenware slab applied to any surface of a building. The word ceramic comes from the greek word keramos meaning pottery, it is related to an old sanskrit root meaning to burn but was primarily used to mean burnt stuff. Origin Historically, man has desired to create living spaces which were beautiful, durable and user friendly. With that in mind, ceramic tile has been made by man for 4000 years. Beautiful tiled surfaces have been found in the oldest pyramids, the ruins of Babylon, and ancient ruins of Greek cities. Decorative tile-work was invented in the near east, where it has enjoyed a longer popularity and assumed a greater variety of design than anywhere in the world. During the Islamic period, all methods of tile decoration were brought to perfection in Persia. In Europe decorated tiles did not come into general use outside Moorish Spain until the second half of the 12th century. The tile mosaics of Spain and Portugal, the Majolica floor tiles of Renaissance Italy, the Faiences of Antwerp, the development of tile iconography in England and in the Netherlands, and the ceramic tiles of Germany are all prominent landmarks in the history of ceramic tile. Usage and Global Flow:The usage and the art of making and decorating ceramic tiles had spread and by 900 A.D., decorative tiles had become widely used in Persia, Syria, Turkey and across North Africa. As transport and communication developed, tile usage and its penetration in

15

other territories increased. Wars and territory take-over caused this art to spread even faster. The Romans introduced tile making in Western Europe as they occupied territories. The Low Countries of Northern Europe somehow acquired the technology from Persia, while the Moors brought African tiles with them when they invaded Iberia (Spain). It was aboard the ships of Spanish conquistadors that decorative clay tiles found their way to the New World, where they were used primarily to decorate the Churches of newly built missions. By the end of the 12th century, use and manufacture of Ceramic Tiles had spread across Italy and Spain and into the rest of Europe. Till that time they were mainly used to decorate the floors of Cathedrals and Churches. The skill had eventually vanished from Europe in the 16th century following the reformation. But the decorative wall tile art had survived in Turkey and the Middle East and the Delft tiles art survived in Holland. A form of tile making had also evolved among the natives of North and South America at some point. The first decorative tiles to appear in Colonial North America were imported from Northern Europe, mainly England the Brits having hijacked the technology from the Dutch. The tiles were too expensive for utilitarian purposes in the Colonies and were found almost exclusively in the homes of the wealthy. Through the centuries, tile decoration was improved upon, as were methods of tile manufacture. For example, during the Islamic period, all methods of tile decoration were brought to perfection in Persia. Throughout the known world, in various countries and cities, Ceramic tile production and decoration reached great heights. In the early days, the tiles were hand-made, each tile was hand-formed and handpainted, thus each was a work of art in its own right. Ceramic tile was used almost everywhere on walls, floors, ceilings, fireplaces, in murals, and as an exterior cladding on buildings.

16

Today, Ceramic tile throughout the world is not hand-made or hand-painted for the most part. Automated manufacturing techniques are used and the human hand does not enter into the picture until it is time to install the tile. They are used in an almost infinite number of ways and you dont have to consider yourself wealthy to own them. In commercial buildings, where both beauty and durability are considerations, ceramic tiles will be found, particularly in lobby areas and restrooms. In fact most modern houses throughout use Ceramic tiles for their bathrooms and kitchens and in every vital area of the premise. Ceramic tiles are also the choice of industry, where walls and floors must resist chemicals. And the Space Shuttle never leaves Earth without its protective jacket of high-tech, heat resistant tiles.

17

CERAMIC TILE INDUSTRY STATISTICS: 1. 2. 3. 4. 5. 6. 7. World production: India's Share: World ranking (in production): Per capita consumption: Global Industry Growth Rate: Growth Rate (India Domestic Market): Organized industry turnover (India): Glazed Wall Tile share: Glazed Floor Tile share: Unglazed Vitrified Tile share: Unorganised Industry Turnover Glazed Wall Tile share: Glazed Floor Tile share: Unglazed Vitrified Tile share: 8. 9. Investments in last 5 years: Organized sector: Share of Production: No. of units: Revenue (excise duty): 10. Unorganized sector: Share of Production: No. of units: Revenue (excise duty): 11. Job Potential: 44% 200 (approx..) (70% based in Gujarat region) Rs 350 crores per annum or less 50,000 direct 500,000 indirect 56% 16 Rs 300 crores 6900 Million sq.mt. 340 Million sq.mt.. 5 0.30 sq.mt. 6% 15% Rs 3000 crores 40% 46% 8%

Glazed Porcelain Tile Share: 6% Rs 3500 crores 57% 35% 6%

Glazed Porcelain Tile Share: 2% Rs 2000 crores

18

2.1 Kajaria Ceramics Ltd Kajaria is the leading manufacturer and largest Exporters of Ceramic tiles in India with an annual turnover of 70 million USD per annum. We have two plants operating at 100% + capacity and producing 18 Million Square Meters of Wall & Floor Tiles as of today and with expansion on the verge of completion we will be producing about double the current production. We are a SUPER BRAND company in India, and is a trend setter in Indian Ceramic Tile Market which makes us the leader. India has been slowly becoming a manufacturing base for lot of countries and offers very good quality with very competitive prices. We are ISO 9002 & ISO 14001, depicting our quality and a sense to secure of environment where we live. We also have OHSAS 18001 Certificate by M/s. TUV Suddeutschland, Germany, assuring that we are fully committed to the fulfillment of international standards in Occupational Health and Safety Management Systems. Kajaria Ceramics is the one of the First ceramic tile company in the world to get this certification. We at Kajaria always believe that safe working methods lead to better business performance, motivated workforce and higher productivity On Global front we have satisfied customers in Europe, Australia, Canada, Gulf & SAARC Countries etc. In the urge of having more of satisfied customers we wish to develop good business relations with your company. Kajaria Ceramics manufactures different sizes of ceramic tiles 20x20 cm, 20x 30 cm, 25x 40cm in wall tiles and 30x 30 cm, 39.5x 39.5 cm(Rectified) and 40 x40 cm in floor tiles.

19

20

2.2 HISTORY OF COMPANY

YEAR

EVENTS

1985

The Company was incorporated on 20th December at Kanpur. 1. It manufactures glazed and unglazed wall & floor tiles. The company obtained the certificate of commencement of business on 20th January 1986. It was promoted by Shri Ashok Kumar Kajaria, his associate and Kajaria Exports Ltd.The Company entered into a technical colloboration agreement with Todagres S.A., Spain for the manufacture of ceramic glazed wall & floor tiles. The agreement provides for supply of technical know-how and manufacturing assistance necessary design, drawings, specifications and also train the company's personnel and with technical assistance for the setting up of the plant. The company undertook a project to set up a plant for the -manufacture of 12,000 tpa of ceramic glazed wall/floor tiles in various shades. The plant is located on a plot of 17.5 acres acquired from UPSIDC at Sikandrabad Industrial Area in Bulandshahr district of U.P. main plant and machinery was supplied by Sacmi Imola and Omis Due SPA of Italy. Three D.G. sets of a total capacity of 835 KVA were installedn to meet contingent power requirement.

21

The company has an obligation to export 25% of the production for a period of 5 years from the date of commercial production. It was hopeful of meeting the export requirement with the help of the promoter company, Kajaria Exports, Ltd. The company received the necessary registration for the expansion of the installed capacity from 12,000 tpa to 26,000 tpa. 1987 - 700 shares subscribed for by the signatories to Memorandum of Association. 53,32,700 shares then issued at par of which the following were reserved for allotment: (i) 23, 32,700 shares to promoters, Indian resident directors. (ii) 8, 00,000 shares on repatriation basis to NRIs and NRI Companies owned predominantly by NRIs. Out of the remaining 22, 00,000 shares, the following were preferential allotment: (i) 2, 66,600 shares to employees, Indian working directors, workers of the Company and employees of the Kajaria Exports LTD (only 11,400 shares taken up) and (ii) 5,00,000 shares to NRIs on repatriation basis only 39,600 shares taken up). The balance 14, 33,400 shares, along with unsubscribed 17,15,600 shares of preferential quotas, were offered to the public in September 1988. Additional 8, 00,000 shares allotted to retain over-subscription. 1989 The company maintained an average capacity utilisation of 120% The company started exporting tiles to the Gulf countries,Europe and

22

Bangladesh.

New range of tiles were introduced in the

market. Various new designs and prints were introduced in the market.The expansion programme was on the verge of completion and production at the expanded capacity was expected to commence in June, 1990. During August/September, the company offered 3,22,000-14% secured fully convertible debentures of Rs. 100 each for cash at par. Out of these 3,06,670 debentures of Rs. 100 each were offered on Rights basis to the existing shareholders in the prop. 5 debentures: 100 Equity shares (all were taken up). Simultaneously, 15,330 debentures of Rs. 100 each were offered to the employees and Indian working directors of the Company on an equitable basis (only 785 debentures were taken up). Additional 31,455 debentures along with the unsubscribed portion of 14,545 debentures from employees quota were allotted at the discretion of the directors. As per the terms of issue, part `A' of Rs. 40 of each debenture was converted at par into four equity shares of Rs. 10 each at the end of six months from the date of allotment of the debentures. Accordingly 14,13,820 shares were issued. The remaining part of Rs. 60 was converted into 3.53 number of equity shares of Rs. 10 each at a premium of Rs. 7 per share on 15th December, 1991.

1990 - A further expansion of installed capacity from 26,000 MT to 40,000 MT was being implemented.14,13,820 shares allotted at par in conversion of debentures (Part `A'). 1991 - The company was awarded CAPEXIL special exports award for the year 1992 for being the largest exporter of ceramic tiles from the country.

23

The company proposed a further expansion of the installed capacity to 60,000 MT.12,47,696 shares allotted (prem. of Rs. 7 per share; prop. 1deb: 3.53 shares) in conversion of deb. (Part `B'). 1993 - The company proposed a further expansion of the installed capacity to 1,30,000 MT with the support of technical collaborators M/s. Todagres SA of Spain. During July, the company issued 21,98,729 zero interest unsecured fully convertible debentures of Rs. 70 each at par on Rights basis in the proportion of 1 debenture: 4 equity shares held. Another 5,49,671 - zero interest unsecured fully convertible debentures of Rs. 70 each at par were issued on preferential basis to promoters, directors and their friends, including group companies.Each debenture of Rs. 70 will be converted into 2 equity Shares of Rs. 10 each at a premium of Rs. 25 per share on expiry of 9 months from the date of allotment or on 1st April, 1994, whichever is earlier. 1994 During the year the company successfully launched wall tiles manufactured with single firing technology which was well accepted in the market. The company proposed to issue 2,00,000 - 14% Non-Convertible debentures of Rs. 100 each at par to financial institutions/Mutual funds on private placement basis.54,96,800 No. of equity shares allotted on conversion of Zero Interest Unsecured fully convertible debentures.

1995 - 4,25,000 No. of equity shares allotted to IFCI in terms of exercise of conversion option under loan agreement.

24

2003 - The Members approved the of Mr. Rishi Kajaria as Director on the Board and ratification of re-appointment of Mr. D.D.Rishi in the capacity of Jt.Managing Director of the Company for a period of 5years and voluntary delisting of equity shares from U P Stock Exchange Association Ltd.,Delhi Stock Exchange Association Ltd. And Calcutta Stock Exchange Association Ltd. Kajaria Ceramics Ltd has informed that the securities of the company have been delisted from the Delhi Stock Exchange Association Ltd w.e.f December 10, 2003. 2004 - Kajaria Ceramics Ltd has informed that consequent upon acquisition of R&TA Division of M/s Computech International Limited by M/s MCS Limited, the Registrar & Transfer Agent of the Company stands changed from M/s Computech International Ltd to M/s MCS Limited. The change of the same has been approved by the Board of Directors in their meeting held on December 26, 2003. The address, telephone numbers etc of the new Registrar & Share Transfer Agent are as follows : M/s MCS Limited, W-40, Okhla Industrial Area, Phase-II, New Delhi 110020; Phone: 011-26384909, 910, 911; E-mail: mcsdel@vsnl.com.

25

26

2.3 MILESTONE OF KAJARIA 1998- Production of ceramic tiles begins with single firing technology. 199019911992199419951996Expansion of capacity from 12000 MT to 26000 MT Further increase in capacity to 40000 MT Kajaria wins the CAPEXIL award for highest exports. Monoporosa wall tiles introduced for the first time Capacity expended to 80000MT Rs 1 billion turnover crossed growth company from India. a) b) Kajaria capture 15% market share and reaches the no.2 position ceramics industry. Win the CAPEXIL award for the highest exports. in the

1997- World economics forum honors kajaria as one of the top performing global

1998- Capacity expanded to 150000 MT equivalents to 33000 sq.perday, at par with the international players. 1999Rs 2 billion turnover crossed. performance in the ceramic glazed title segment. 2003Rs 2390 million turnover achieved. 2004- Rs 2698 million turnover achieved reflecting a growth of 13% 2000- National export award presented by the primeminister for the outstanding export

27

2.4 Awards

Kajaria Ceramics Limited has been awarded the "Super Brand" Title. Kajaria is the only ceramics tile company who has won the status of consumers "Super Brand. Mr. Ashok Kajaria (Chairman & Managing Director) receiving the award presented by Honorable Minster for Civil Aviation, Mr. Praful Patel

The company has had a unique distinction of having received the President's Award for achieving the highest exports in the industry.

Kajaria Ceramics is the largest exporter of ceramic tiles in India and consistently winning the Export Awards. Mr. Chetan Kajaria with the National Export Award Presented by The Prime Minister of India.

28

29

2.5 PRODUCTION
Kajaria Ceramics is the largest

manufacturer of ceramics tiles in India. It has an annual capacity of 26.4 mn. Sq. mtr. Distributed across two plant Sikandrabad at Uttar Pradesh (capacity 9.70 mn. Sq. mtrs) and Gailpur at Rajasthan (capacity 16.7 mn. Sq. mtrs.) The company has received the ISO 9001 (for quality management), ISO 14001 (environment management), OHSAS 18001 (for safety and health management) and SA-8000 (for commitment to society) certifications across its plant. ), These plants also fulfill international norms. Over the years, Kajaria has become synonymous with innovation. New techniques are diligently applied to create tiles that stand apart and speak the language of your soul. Hence every year, we come up with exciting new concepts that voice new emotions and keep up with current trends.

It is a continuous process, which allows us to express through tiles what words can't say and provide our consumers with new and innovative options. The new range of tiles released this year adds to the already impressive Kajaria Collection

30

31

2.6 PRODUCTS

Floor tiles Wall tiles Highlighter Verified tiles Imported tiles

1. Floor tiles a.)298 x 298 mm

32

i)Metallic series Abel platinum Abel copper Andes platinum Andes copper Metallic bronze Metallic copper Metallic platinum b.)300 x 300 mm i.)Metallic series Topark nero ii.)Printed Avanti beige Avanti brown Exotic beige Exotic crema Lino beige iii.)Stone series Lino cotto Lino verde Maze beige Maze cotto Minto verde Monumento beige Nature Osaka blanko Osak crema Pebbles Moraccco grey Peru beige Peru nero Rock stone beige Rock stone grey Rockstone nero Sea rock grey Toscan cotto iv.)Preminum range Berlino beige Berlino cotto Berlino grey Caserta brown Desert brown Fabrica brown Grandur blue Granito brown Java crema Java cotto Smoke beige Smoke blue Solaris blue Solaris grey Tecnico verde Tiffani beige Tiffani brown

Banswara beige Banswara cotto Banswara crema Colorado beige Colorado cotto Colorado crema Dholpur beige Dholpur brown Dholpur nero Morocco beige v.)Pearl series Alicante beige Alicante blue Alicante blanco Alicante grey Alicante pink Alicante verde Astrale beige Astrale brown Amphora brown Bahamas beige Bahamas brown Blanco neive Brown meditterrineo Crema cuba beige granilia almendo granilia aqua granilia beige 33

Kansas beige Kansas cotto Livorno verde Maxico beige Maxico cotto Maxico grey Ranger cotto Riverstone beige Sandstone beige Stonelo beige Stonelo blanco Stonelo cotto Nova beige Nova crema Nova verde

granilia blanco granilia brown granilia cobait blue granilia crema granilia grey granilia verde havana crema libya beige libya grey limoni beige limoni grey linea beige linea grey silver grey steel grey Tan Touchwood beige

c.)300 x 300 mm,(joint free) i.)Power line Ambra beige forte Adora aqua Debora brown Doneta blanco Essenzia blue forte Evita beige Wenge brown

Pietro beige forte Rebecca brown Toronto blanco Toronto crema Toronto red Toronto verde Toronto yellow Valentino beige

d.)400 x 400 mm i.)Contractor series Limoni beige Limoni grey ii.)Premium range Bikaner beige Bikaner brown Brick stone Formato brown Habitat

Venus cotto Jaisalmer beige Jaisalmer crema Nebrasaka brown Nebrasaka verde Neo stone Stonalo beige Stonalo blanco Stonalo crema

e.)395 x 395 mm i.)Rectificado

Majestica verde 34

Albano beige Albano crema Amphorna brown Apollo beige Apollo verde Cedar Congo Congo crema Domino grey Domino nero Domino verde Domino beige Everset beige Magic beige Magica cotto Magica grey Magica nero Majastica beige 2. WALL TILE

Oasis beige Oasis cotto Oasis nero pinewood plasma beige plasma brown plasma crema teak Word vella Word vella blanco wall nut ii.)metallic series metalika chroma metalika oxide

a.)200 x 200 mm i.)Plain Blanco nieve Crema ii.)Elite plain Almondo Aqua marine Ash grey Autumn yellow Azurro Blanco nieve Blue Candy rose Cobalt blue Copper brown Jaipur pink

Jet black Kajaria verde Majenta Orange Passion yellow Pisscina Royal blue Coral red Crema Fiero iii.)Bermuda series Bermuda almondo Bermuda aqua Bermuda blanco

b.)300 x 200 mm i.)Plain Blanco nieve Crema ii.)Mosaico series

provenza cotto provenza verde iv.)printed

35

Mosaico beige mosaico grey mosaico silver iii.)Provenza provenza beige provenza brown provenza crema Arabia beige Arabia grey Atlanta beige Atlanta beigeforte Monaco silver Atlanta blue Atlanta blue forte Atlanta verde Atlanta verde forte Eureka beige Eureka pink Eureka verde Florida gold Florida silver Madrid beige Madrid crema Madrid grey Malta beige

alpine beige alpine beigeforte angola beige Angola crema Angola grey Ankara beige Ankara dlanco Panama blue fort Panama grey Panama grey fort Panama verde Panama verde fort Rio gold Rio silver Romania beige Romania blue Roamania pink Roamania verde Silica crema Touchwood beige Touchwood pink Touchwood pink fort Zurich silver Panama beige Panama beige forte Panama blue

c.)250 x 400 mm i.)Series royale Albino beige Albino crema Albino grey Albino verde Anaida beige Anaida beige fort Angelo beige Angelo beige forte Avanti beige Avanti brown Livorno cotto Livorno verde Lucacrema Luca brown Luca yellow Luca verde Malibu brown

Bermuda crema Blanco nieve Caserta beige Caserta beige forte Caserta blanco Caserta brown Caserta nero Crema Imperio Livorno beige Livorno blanco Stripes verde Suede blanco Suede blue Suede brown Suede cotto Symphony blanco Symphony blue

36

Malibu verde Prado beige Prado crema Radiant beige Radiant beige forte Rivolibeige Rivoli beige forte Rivoli crema Rivoli brown Rivoli verde Satinato crema Satinato Spazio beige Stripes beige Stripes blue Stripes blanco

Symphony crema Symphony green Symphony red Tarviso verde Tarviso verde forte Tarviso beige Tarviso beige forte Tarviso grey Tarviso grey forte Teresa blanco Teresa crema Tivoli beige Tivoli beige forte Tivoli verde Tivoli verde forte Torino beige Torino beige forte

d.)300 x 450 mm i.)Power line series Adora aqua Adora blanco Alicia crema Ambra beige Ambra beige forte Blanco neive Capri brown Capri blanco Capri verde Capri verde forte Circa blanco Clara blanco Clara verde Crema Debora brown Debora crema Donata blanco Donata nero Doris blanco Elena blanco Elena brown Essenza beige Essenza beige forte Essenza blue Essenza ble forte Eva crema

Fabio crema Lucia blanco Lucia blue Munich beige Murano beige Murano beige forte Nadia brown Nadia crema Pietro beige Pietro beige forte Rebecca beige Rebecca brown Romeo blanco Romeo red Romeo yellow Romeo verde Satinato Satinato crema Sylvia crema Tweed beige Tweed beige forte Wenge beige Wenge brown Evita beige Evita beige forte Fabio brown

37

e.)300 x 600 mm i.)Series exquisite Alvira crema Blanco neive Burma teak Burma wallnut Crema Dolphino blanco Dolphino red Elemento blanco Elemento crema Emilia crema Emilia brown Florence cotto Florence crema Genoa Leo nardo beige Lorenza beige Valentino beige

Lorenz brown Maestra beige Mirnada beige Miranda brown Oakwood beige Oakwood brown Oceano beige Oceano brown Onyx beige Opera beige Opera beige forte Opera verde Opera verde forte Orlando beige Orlando beige forte Sabina beige Sabina brown

3. COMPETITORS OF KAJARIA

There are many competitors of kajaria but the main competitors are Johnson Bell Somany

3.1 Profile of H & R JOHNSON TILES LTD.

38

Originally formed in 1901 at Stoke on Trent, H & R Johnson Tiles Ltd developed in to a major manufacturer of ceramic wall and floor tiles and has tile manufacturing interests throughout the world. In 2001, the company opened a new manufacturing facility in Stoke on Trent following an investment of over 35 million. The new facilities include two 105 meter long roller hearth kilns together with all the associated raw material processing equipment. A major warehouse capable of storing a million square meters of tiles has been included in the new development. The new factory utilizes the latest material handling and processing techniques which have ensured that the companys products continue to lead in design and quality. With increasing focus on sustainability, Johnson Tiles have continued to develop their unique and award winning ceramic recycling process. Today each tile produced at Stoke on Trent contains at least 25% recycled material content. This process forms part of an overall programme which has been established to meet all regulatory requirements for energy conservation and waste management. Having over a century of experience in manufacturing ceramic tiles, todays products are suitable for a wide range of installations. The companys products are used in all types of buildings and developments throughout the world. Johnson Tiles have also been accredited to ISO9000, ISO14001 and hold the British Standards Institution Kitemark.

Somany story is all about grit, determination and accomplishments. It goes on to prove that single minded focus and dedication pays. Somanys success story started in 1936 with their stock brokering venture at the Calcutta Stock Exchanges. Soon they embarked on their first industrial venture with their maiden project; Somany Glass Works, a mouth blown operation, manufacturing containers glass.

3.2 Profile of BELL

Company Profile Started in 1985 with the aim of manufacturing world-class ceramic glazed tiles Plants Two plants, strategically located near major Indian markets. One near Vadodara, Gujarat, Western India; other near Bangalore, Karnataka, Southern India.

39

Vadodara plant has production installed capacity of 63.87 lacs square meters per annum of wall and floor tiles. Bangalore plant has an installed capacity of 82.13 lacs square meters per annum of floor tiles. Product Range Wide range of breathtaking products to suit various consumer preferences Ceramic Glaze Wall Tiles. 200mm x 300mm Ceramic Glazed Floor Tiles. 300mm x 300mm, 400mm x 400mm Also available Edge Cut Floor Tiles in large 397mm x 397mm format for that joint free look Bell is a pioneer in making Non-Skid Group-V Series, Floor Tiles in 300mm x 300mm, 400mm x 400mm & In Edge Cut 397mm x 397 mm. These tiles are Grandfather friendly & Grandson proof Exhaustive product range with a wide range of designs, colours, patterns, surface finishes ISO 9001:2000 and ISO 14001 manufacturing facilities strategically located near prime markets in India. Manufactured according to COMITEE EUROPEAN DENORMALISATION (CEN).

The Company:Well-spread and well-connected distribution network comprising 29 Depots, more than 1000 Dealers and over 4000 Retailer to ensure optimal delivery. Country-wide connectivity of depots through world-class ERP software adds to effective outbound logistics, inventory and receivable controls. Exports to some of the most demanding markets of the world. Feted with many awards for performance including Certificate of Merit conferred by the President of India for meritorious performance in Exports Keeps in touch with end-users, influencers and channel partners with regularly organized events, exhibitions and meets.

40

3.3 Profile Of SOMANY:In 1968, Somany Pilkingstons Ltd came in to existence which later changed to SPL Limited. SPL has always been the guiding force for Indian tile industry by bringing new technology, products etc. Initiated nearly three decades ago, it started the journey in collaboration with worlds best company called Pilkingstons Ltd of UK. It was the beginning of an evolution. Once the wheels started rolling, there was no stopping of it from becoming one of the most coveted names in the industry. And thus Somany Tiles The brand was created. Consumers lapped it up instantly. The tile market was limited just to wall tiles in 70s, but being the visionary in the segment, SPL introduced the floor tile range in the market. Year 1999 saw the historical collaboration of this organisation with Leonardo Ceramica of Italy, and was the year when the internationally renowned mirror finish tiles were introduced by us. SPL continued its innovation even in the wall tiles category by exposing the customers and trade to the world trends and came up with large format wall tiles 30x45cm & worlds most preferred size wall tiles, 25x35cm Another wonder product introduced was VC Shield Floor tiles which are technologically advanced & priced well. This tile has a special coating on the surface which makes it more abrasion resistant than any other floor tiles of any grade. VC Shield tile is a perfect solution for high traffic areas like showrooms, Airport, schools, hospitals etc. To meet the requirement of industrial segment, SPL innovated tiles for industrial usage. So, the Durastone- Industrial vitrified tiles introduced in the market. The properties like acid & alkali resistance, high load bearing capacity and low water absorption makes these tiles suitable for Industrial usage. SPL was the first tile company in India to be awarded with ISO 9002 & ISO 14001 certificates for its quality process and environment friendly manufacturing facilities. SPL is marching ahead its journey of excellence in next millennium

4 INTRODUCTION TO THE PROJECT TOPIC

41

Marketing as it is said is the one of the corporate activities. Half the battle is won if the marketing strategy is in the right. Marketing is the field, which deals with getting right things, by right people. It is the first and foremost in launching and distribution of a product or services. The market research is meant to get the knowledge of the latest trend prevailing in the market and to know about the mood of the customer. Marketing environment is changing at an accelerating rate. Change like: Buyer need to buyer want. National to region to local. Price to non-price competition.

Look for real time marketing information to give company a competitive advantage over its competitor. My survey deals with marketing a database of the dealers, sub-dealers, who come to the fact of real happening in the market. My work is to collect information from various places of Jaipur. I have made questionnaire and through this questionnaire information was collected with respect to Kajarias market share and level satisfaction of dealers/sub-dealers. Title of the study:- Potential Analysis Of Market Share And Level Of Satisfaction Of Dealers/Sub-Dealer Of Kajaria

5. SPECIFYING THE RESEARCH OBJECTIVE

Unless the research objective is stated no research can be done. The present research was conducted to achieve the following objectives. To know the market potential for Kajaria floors and wall tiles. To collect the database sub dealers, retailers who plays an imperatives role in distribution of Kajaria products. To know the preferences of Architects and builders for wall and floor ceramics. To gain information about various constructions sites (where there is a requirement of tiles) undertaken by these Architects and builders. 42

To know the dealers perception towards Kajaria product. To study the various factors to which customer gives importance while purchasing. To know the major competitor and their schemes which are offered as a promotional tool. Analysis strengths and weakness of the company. To give the necessary suggestion to the company.

6. SCOPE OF STUDY
The project work entitled Potential study of market share of kajaria and study dealers And sub-dealers, satisfaction with kajaria product were conducted around the jaipur city. The survey has been conducted for the purpose of analyzing the perception pattern of the respondent. In their connection a multiple choice questionnaires has been prepared. The questionnaires which has been prepared for the purpose of survey, includes various aspect information like customer preference, dealer perception towards kajarias product, various factor affecting the purchasing of the product ,major competitors and their different kind of scheme and benefits and collect information to improve the market share . company can make suitable marketing strategy with the help of all this information.

43

7. RESEARCH METHODOLOGY
7.1 UNIVERSE: The Universe was jaipur with the finite of the Sample Size of 100.

7.2 SAMPLING TECHNIQUE: The sampling technique adapted was Random Sampling For that purpose I visited and maximum no of shops dealer and sub- dealers as surveyed with an avowed objective of minimizing bias and maximizing the reliability of the data. Also, by adopting this procedure it was ensured that the sample drawn would have the same composition and characteristics of the population.

44

7.3 RESEARCH DESIGN: The research was Descriptive in nature as it dealt with describing the market and potential of the dealers and also the survey of the consumer to know about their perception. The research was designed to discover the potentiality dealer/sub-dealer.

7.4 DATA COLLECTION: A questionnaire as developed to conduct the research. The researcher put to the respondents the questions from the Performa and recorded the replies. The questionnaire was the best available alternatives for data collection. The other option was that of interview and questionnaire. The schedule had many features which added value to its use as a tool for accumulation of required information.

8. LIMITATION OF THE STUDY

Due to time constraint, the area under study was limited to only a selected segment of the market. The population selected was dealers, sub-dealers and retailers and customers. Hence the findings of the study may pertain only to the area covered by the researcher. The researcher faced major problems while conducting survey taking in to consideration, various constraints, which deal with the middle class. The result of the study depends on the information furnished by the respondents and hence the information provided by them may be subject to sampling bias. Preference and response of customer could change over a period of time.

45

Some of the respondents did not respond properly and accurately due to time constraints, which was the main hindrance. Some of the sub-dealer were completely new, so they felt amazed and suspicious upon this survey.

1. According to you what the consumer prefers before buying tiles? (a) Brand (b) Cost (c) quality (d) variety (e) delivery

46

13%

2% 30% Brand Cost

21%

Quality Variety Delivery

34%

Interpretation: Brand and Cost both factors are favored by the customers while selecting the tiles. So Kajaria must stress upon building its market image and reducing the cost while increasing the quality.

2. While buying which brand consumers prefers most? a. Kajaria (b) Somany (c) Johnson (d) Bell

47

others 12% Bell 8% Johnson 14%

Kajaria 56%

Somani 10%

Interpretation: Kajaria is clearly the market leader since it has the highest percentage. Johnson is the closest competitor of Kajaria. The others include the local and low quality tiles.

3. For which portion of house consumer prefers tiles? (a) Room (b) Kitchen (c) Bathroom

48

Room 2%

Kitchen 18%

Bathroom 80%

Interpretation: Most of the customers use tiles for their bathroom and very few of them use tiles in their rooms.

4. Which schemes attracts the most? (a) Discounts (c) Extra (b) free samples (d) others__________

49

E x tra 10% F ree s am ple 16%

O thers 6%

Dis c ount 68%

Interpretation: So the customers are attracted by the discounts which are given by the company time to time so it is clear that if company wishes to increase the sales it should use the various discount strategies.

5. Do you think that sales of the tiles are from showroom itself? (a) Yes (b) No

50

Yes 10%

No 90%

Interpretation: Most of the dealers want that the sales of tiles should be from their own showroom not from the display center.

6. The margin of Kajaria tiles is? (a) Low (b) limited (c) satisfactory

51

Satisfactory 20%

Low 44%

Limited 36%

Interpretation: Very less of the dealers and sub dealers are satisfied from the margins of Kajaria.

7. Total no of boxes sold per month (approx.) (a) <500 (b) 500-1000 (c) 1000-1500 (d)>1500

52

>1500 36%

<500 26%

1000-1500 14%

500-1000 24%

Interpretation: There is a decent sale of Kajaria and the company should encourage its dealers and sub dealers to cross the 1000 land mark.

8. Which size consumer prefers the most? (a) 8 x 8 (b) 8 x 12 (c) 10 x 16 (d) 12 x 18

53

8x8 2% 12x18 31%

10x16 4%

8x12 63%

Interpretation: 8x12 is the major performing segment in the market and 12x18 is the next performing type.

9. Promotion schemes adopted by the company are beneficial for dealers and sub dealers? (a) Yes (b) No

54

Yes 18%

No 82%

Interpretation: A major portion of the dealers and sub dealers think that the promotional schemes adopted by Kajaria are not good.

10. SWOT ANALYSIS OF THE KAJARIA CERAMICS

STRENGHTS OF THE KAJARIA 1) 2) 3) 4) 5) 6) 7) Excellent production capacity. Foreign Collaboration Different type of variety in Design. Fully automated and mechanized factory. Extensive Research and Development department. Showroom with display concept. Well preferred Brand name.

55

WEAKNESS 1) Comparative price higher. 2) Color difference in the same boxes. 3) Broken tiles in some boxes. 4) Company itself a competitor of its own Dealer. 5) Lack of the print media ad about availability of dealer.

OPPORTUNITIES

1) Can tie up with housing finance companies private as well as Government. 2) Opening more showrooms to give thrust to display concept. 3) Mobile display vans can tour to the rural areas. 4) It can follow the policy of the expansion in other countries in collaboration with
local players.

5) Concept of selling through retail outlet.

THREATS 1) Unmotivated dealers can distort the perception of individual customer. 2) Competitor with lower price. 3) Competition following push strategy providing the higher commissions to intermediaries. 4) Regional and local player may be dangerous for the company.

56

11. SUGGESTIONS
Reformatting of margin policy for dealers- presently company is providing5 -10% discount varying on targets& volume for every kajaria dealers which gives dealer more flexibility in offer price dealer can set their selling margin a/c to his potential, like big-dealer can sell tile on low margin which hamper the sell of small dealer because he may or may not be able to sell on low margin so i would like to suggest to fix the discount % which will give a check on flexibility in the margin Brand management in jaipur kajaria needs brand visibility. People know about this tile but due to less visibility at local level some time they are not able to remind the brand which move customer to purchase other tile. I would suggest to give advertisement in local newspaper. Through wall painting, hoardings, glow signs, exhibition in various places. Providing panel as tile sample- in place of providing tiles sample in lose. We should provide double sided display panel. Reason for doing so is that panels are easier to manage as compared to lose sample. it just is simple as taking out the file from the self as compared to taking out the file from the vertical bundle and double sided panel will save the storing space plus panel will always be in display which curtails the wastage of the sample tile. Shopkeeper put sample tiles carelessly which result in cracks and broking of the tile. This practice ( samples on panels) will give good result in the long term when the shopkeeper will have both of design the old one and the fresh one Discount and offer- as company is also in the business of retail so I would suggest to give offer , discount, gifts, schemes directly to the the consumer, like at the time of festival or on the purchase of particular type of design or volume etc.

57

Company could harness the potential among middle and lower income groups by making cheaper tiles.

Kajaria ought to maintain the quality standard by packaging the tile of strictly the same colour and design in one box.

The company should try to enter into beneficial ties up with private housing finance companies

58

59

12. CONCLUSIONS
Kajaria is a market leader of ceramic industry but in order to maintain this position it has to proactive to the market need. Kajaria should include customers feedback in our renovative ideas, so that company can change range of product & increase quality of product in accordance with the customer taste and preferences. When I asked about the quality of kajaria most of dealers / sub -dealers and tile sellers appreciated it. Some of the dealers said that the company is not doing sufficient advertising. When I asked about the policy of kajaria I got negative response. Some dealers / sub- dealers said that kajaria gives low margin and its services are not good. Dealers complained that kajaia give high discount to its customers when they directly purchase from kajarias showroom. I also observe lack of communication between company and dealers.

60

61

13. BIBLIOGRAPHY
Marketing management Philip Kotler Research methodology- Kothari C.R Kajarias catalog general www.kajariaceramics.com www.kajariaworld.com www.hrjohnsonindia.com www.bellceramics.com www.google.com

62

63

QUESTIONNAIRE
NAME OF THE KEY PERSON: _______________________________ NAME OF ORGANISATION: _________________________________ OFFICE ADDRESS: __________________________________________ __________________________________________ __________________________________________ CONTACT NO: ____________________________ 1. According to you what the consumer prefers before buying tiles? (a) Brand (b) Cost (c) quality (d) variety (e) delivery

2. While buying which brand consumers prefers most? (a) Kajaria (b) Somany (c) Johnson (d) Bell

3. For which portion of house consumer prefers tiles? (a) Room (b) Kitchen (c) Bathroom

4) Which schemes attract most? (a) Discounts (c) Extra (b) free samples (d) others__________

5) Do you think that sales of the tiles are from showroom itself? (a) Yes (b) No

6) The margin of kajaria tiles is? (a) Low (b) limited (c) satisfactory

7) (A) Total no of boxes sold per month (approx.) (a) 500 (c) 1500 (b) 1000 (d) more than 1500

64

(e)__________. (B) Of kajaria ____________. 8) Which size consumer prefers the most? (a) 8 x 8 (b) 8 x 12 (c) 10 x 16 (d) 12 x 18

9) Promotion schemes adopted by the company are beneficial for dealers and sub dealers? (a) Yes (b) No

10) Any suggestions for tiles industries for future prospects? _________________________________________________________________ ___________________________________________________

65

66