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SUMMER TRAINING PROJECT REPORT ON NAME OF TOPIC IN NAME OF COMPANY

COMPANY LOGO UNDER THE GUIDENCE OF COMPANYS GUIDE NAME NAME FACULTY NAME NAME

Submitted in partial fulfillment for the award of Masters Degree in Business Administration from G.B. Technical University BY STUDENT NAME MBA II YEAR ROLL NO.:

TDL COLLEGE OF TECHNOLOGY AND MANAGEMENT, LUCKNOW

DECLARATION

I, RITESH KUMAR RAO, hereby declare that I have carried out summer Training project report on the topic entitled ANALYSIS OF PUBLICITY AND PUBLIC RELATION STRATEGIES OF AMBALIKA INSTITUTE OF MANAGEMENT & TECHNOLOGY. I further declare that this project is my original work and no part of this Project report has been published or submitted to anybody or university Award of any other degree or diploma.

PLACE: LUCKNOW

(RITESH KUMAR RAO) MBA (3rd Semester) ROLL NO. -1136370037

DATE:

PREFACE
To bridge the gap between the theory and practical it essential for student to step out of the class room and move around the corporate world .Classroom theory can pass on knowledge but attitude and skill can be inherited from actual market exposure. This training had not only provided me the corporate exposure but has also equipped me with an attitude and skill to become a successful leader. And I have learned that how to handle the situation in any adverse time, this practical programme has given me a very wonderful knowledge about publicity and public relation strategies and market competition and I have came up with that idea how can we actually work with perfection by publicity and public relation activities and giving it to a third party . Other than the above mentioned things, this training has given me the exposure to deal with the cut-throat competition which prevails in todays business environment among the various firms and has also taught me how to figure out solutions for this adverse condition.

ACKNOWLEDGEMENT
It gives me great pleasure to express my boundless sense of gratitude to each and every person who directly or indirectly helped me in completing this humble piece of work. During the course of my training, I learnt that Understanding is one thing and Executing is another. I got the opportunity to undergo training at AMBALIKA INSTITUTE OF MANAGEMENT & TECHNOLOGY, LUCKNOW. The practical training was very helpful as I got acquainted with various activities of Management. This study also helped me to judge the difference between classroom studies and practical reality of management in an organization. I would like to convey my special thanks to Dr. V. B. Singh (HOD, MBA Dept.) for helping in this project and taking a keen interest in solving my every small problem, clearing all my doubts and helping me to think, behave and act from managers point of view. I also want to convey my special thanks to Dr. V.B. Singh (HOD, MBA Dept.) and my Project Guide Mr. Priyatosh Mishra (Asst. Professor, AIMT) for rendering valuable support. I am also very grateful to the management of my college where I have been studying, for allowing me to do the course and project. I am also thankful to my parents, classmates and friends who were in some or the other way helpful to me in successfully completing this research study.

EXECUTIVE SUMMARY
The objective the project is to analysis of publicity and public relation strategies of AMBALIKA INSTITUTE OF MANAGEMENT & TECHNOLOGY and how these strategies affect the number of admissions in the college. This report contains the brief introduction of AMBALIKA INSTITUTE OF MANAGEMENT & TECHNOLOGY, LUCKNOW. AMBALIKA INSTITUTE OF MANAGEMENT & TECHNOLOGY is the largest player in the education sector. It has covered large market share by its promotional strategies and quality education. It is the prominent institute in eastern UP region. Ambalika institute of management & technology follows a very extensive technique of publicity in order to dominate other colleges. The main aim for such publicity is that the college wants to get maximum admissions for the academic year in order to earn higher returns. Some of the famous AMBALIKA INSTITUTE OF MANAGEMENT & TECHONOLOGYs publicity weapons are television media, cinema halls, hoardings, counseling, telecom media. Through these tools, AMBALIKA INSTITUTE OF

MANAGEMENT & TECHONOLOGY focus to gain the advantage over all the other colleges. AMBALIKA INSTITUTE OF MANAGEMENT & TECHONOLOGY s main point of publicity is the achievements earned by the college like THE BEST COLLEGE FOR PLACEMENTS & THE BEST ENGINEERING COLLEGE IN UTTAR PRADESH This dominant strategy of AMBALIKA INSTITUTE OF MANAGEMENT &

TECHONOLOGY has really helped the college to gain an edge over other colleges. The result of the investment on publicity is that now the name AMBALIKA INSTITUTE OF MANAGEMENT & TECHONOLOGY, Lucknow is now not a stranger to many parts of the country.

SECTION A

INTRODUCTION TO THE COMPANY COMPANY PROFILE HISTORICAL VIEW OF THE COMPANY COMPANYS STRUCTURE COMPANYS PERFORMANCE COMPANYS PRODUCTS/SERVICES

INTRODUCTION OF THE COMPANY

A consumer and specialities chemical company Pidilite Industries Limited (Pidilite) was incorporated on 28th July 1969. Pidilite is the market leader in adhesives and sealants, construction chemicals, hobby colours and polymer emulsions in India. Its brand name Fevicol has become synonymous with adhesives to millions in India and is ranked amongst the most trusted brands in India. The Company's product range includes Adhesives and Sealants, Construction and Paint Chemicals, Automotive Chemicals, Art Materials, Industrial Adhesives, Industrial and Textile Resins and Organic Pigments and Preparations. Pidilite was the first company in India, which started production of violet pigment in the year 1973. In 1984, the company's consumer product division was born and on 1989 entered into fevicryl acrylic colours transform fabric and multi-surface painting market. The Company made its maiden public offering of equity shares in the year 1993. During the year 1995, plants of the company in Mumbai and Vapi acquired an ISO 9001 certification. Also the plant at Mahad received an ISO 9002 certification in the same year. Fevicol, the premier brand of the company ranked among the Top 15 Indian brands by FE Brandwagon Year Book 1997. After two years, in 1999, Pidilite had acquired 'Ranipal', leading brand of optical whitener and subsequently acquired 'M-Seal', leading brand of epoxy compounds in the year of 2000. In the identical year of 2000 itself, Fevicol campaign won the Silver ABBY for the Campaign of the Century in India. The Company had launched Dr. Fixit range of Construction Chemicals in the year 2001 and had acquired 'Steelgrip', leading brand of PVC insulation tape in India during the year 2002. Pidilite had again acquired the Roff' brand of Construction Chemicals in the year of 2004. A wholly-owned subsidiary in Singapore, under the banner 'Pidilite International Pte Ltd was incorporated by the company in the year 2005 for its international operations, encompassing the acquisition of overseas companies and joint ventures. Also in the same year 2005, Pidilite had acquired Chemson Asia Pte Ltd, an existing Singapore-based in the business of manufacturing waterproof coating and emulsion paints, thereby adding to its existing, and rapidly-growing construction chemicals and paints range and the company had took over Jupiter Chemicals in Dubai. During the identical year of 2005, the company had incorporated a subsidiary, namely 'Pidilite Do Brasil Desenvolvimento De Negocios Ltd', in Sao Paulo, Brazil and 'Pidilite Middle East Limited', as an offshore company in the Jebel Ali Free Zone of Dubai. During the year 2006, Pidilite had acquired Tristar Colman brand and business, Tristar Fine Art, is a market leader in brushes for drawing and painting and Bamco Thailand, a Construction Chemical company. Also Pidilite had acquired the business and assets of Sargent Art Inc through a subsidiary Pidilite USA Inc, Delaware. The Company had established its R&D centre in Singapore under the banner 'Pidilite Innovation Centre Pte Ltd.' Pidilite had de-merged VAM manufacturing unit at Mahad of Vinyl Chemicals (India) Ltd into the company with effect from 1st April of the year 2007. During 2007-08, Fevicol 1K PUR and Fevicol Kwikgrab were introduced by the company to take care of special applications in building construction segment. Pidilite with its wholly-owned subsidiaries had acquired assets and business of branded sealants and adhesives from Hardcastle & Waud Manufacturing Co. Ltd and associates. The Company had acquired Bhimad Commercial Co. and Madhumala Traders by investing Rs 170,000 each in February of the year 2011. Fevicol has been ranked No. 1 in Household Care Segment in June 2012.

COMPANY PROFILE
Pidilite Industries (Pidilite) is a chemical company engaged in the development, manufacture and marketing of chemicals various adhesives and sealing materials. The company's products include adhesives and sealants, construction and paint chemicals, automotive chemicals, art materials, industrial adhesives etc. The company operates in India, Middle East, Australia, US, Brazil, Singapore and Indonesia. Its headquarter is in Mumbai and employs about 3,991 people. The company recorded revenues of Rs.19,863.2 million in the financial year ended March 2009, an increase of 16.3% over 2007. Its net profit was Rs.1,108.4 million in 09. Pidilite - established as a partnership firm Parekh Dyechem Industries in 1959 Started by three brothers -Mr. B K Parekh, SK Parekh and H K Parekh Name changed to PDI Industries after merger with Kondivita Industries in 1984 Merged with Pidilite Industries in 1989 Merged name changed to Pidilite Industries Launched Fevicol Brand in 1959 Pidilites mainstay of earnings is consumer & industrial adhesives and sealants (Almost 60% of turnover) Over two-third of the companys sale come from products and segments it has pioneered in India. Adhesives and Sealants, Construction and Paint Chemicals, Automotive Chemicals, Art Materials, Industrial Adhesives, Industrial and Textile Resins and Organic Pigments Pidilite is also growing its international presence through acquisitions and setting up manufacturing facilities and sales offices in important regions around the world. Fevicol is now the largest selling adhesives brand in Asia. Largest adhesive manufacturer in india .Founded in 1959 by B.K Parekh primarily focused on the need for a good adhesive for carpenters 1969 incorporated as Private Limited Company with name Parekh Dychem Industries 1986- The company name was changed to PDI Chemicals private limited 1989- Got the name Pidilite Industries Ltd

Diversified in various segments such as Adhesives and sealants Construction and paint chemicals Automotive chemicals Art materials Industrial Adhesives Industrial and Textile resins Annual Sales - $196 Million 2900 employees Strong-in-house R & D Well-defined, Structured & focused quality product assurance system

HISTORICAL VIEW OF THE COMPANY

The Company was incorported as a private limited company on 28th July under the name of Parekh Dychem Industries Pvt. Ltd., to acquire and take over on a going concern the business carried on by a partnership firm M/s. Parekh Dychem Industries established in 1961 and having a factory in Mumbai. The Company was promoted by Balvantray Kalyanji Parekh along with his brothers. The brand names, are being Fevicol, Fevibond, Fevigum, Pidifix, Pidivyl, Pidicryl, Acrolise, etc. - The Company undertook to set up synthetic resin project with a capacity resin project with a capacity of 3000 TPA at Mahad Industrial area in Raigad district, Maharashtra. Also undertook to set up a constructions chemicals project at Taloja industrial area, Taloja, Maharashtra. 1984 - Three other companies in the same group viz., Kodivita Pvt. Ltd., erstwhile Pidilite Industries Ltd., and Triveni Chemicals Ltd. were amalgamated with the Company effective 1st July, 1st April 1989 and 1st April 1992 respectively. Effective 1st July, Kondivita Pvt. Ltd. amalgamated with the Company after necessary approvals. The shareholders of erstwhile Kondivita Pvt. Ltd., were allotted 41,000-15% preference share of Rs 10 each and 19,500 shares of Rs 10 each. 54,000 I and II Pref. - 4% shares allotted to promoters. 26,000 No. of equity shares allotted to promoters originally: 26,000 Rights shares issued in prop. 1:1 in 1980, 52,000 bonus shares issued in prop. 1:1 in 1981. 1985 I & II Pref. 4% shares redeemed. 12% redeemable shares upgraded to 15%. 19,500 No. of equity shares and 41,000-15% Pref. shares allottee to Kondivita Pvt. Ltd. on amalgamation. 54,000-15% Pref. shares allotted to promoters & in lieu of 1st and 2nd 4% Pref. shares. 1986 The Name of the Company was changed to PDI chemicals private limited on 1st July, and then to PDI chemicals limited, on 28th October, 1988. Name was once again changed to Pidilite Industries Ltd., on 21st February, 1990. 1989 Effective 1st April, Pidilite Industries Ltd. was amalgamated with the Company. As per the scheme of amalgamation, 1,93,500 No. of equity shares of Rs 10 each and 72,000-15% preference shares of Rs 10 each were allotted to the shareholders of erstwhile Pidilite Industrial Ltd.

1992 As per the Scheme of Amalgamation approved by High Court of Mumbai, Triveni Chemicals Ltd., (TCL) was merged with the Company effected 1st April. Accordingly 90588 No. of equity shares of Rs 10 each and 40,000-15% preference shares of Rs 10 each were allotted to the erstwhile shareholders of TCL. 38,49,034 shares allotted in prop. 72:10 to promoters on 29.1.93. 1993 15,36,378 shares issued at a premium of Rs 100 per share in October. Of which 1,50,000 shares issued on preferential allotment basis to Viny Chemicals India Ltd. (only 1,35,000 shares taken up). Balance 13,86,378 shares along with 1,50,000 shares not taken up were issued to the public (all were taken up). 1994

The projects for SBR Latices, AZO Pigments and Carbazole Dioxiene Violet Pigments were commissioned. Apuraj Chemicals Ltd., was amalgamated with the Company. As per the scheme of amalgamation, 66,000 No. of equity shares of Rs 10 each were allotted to the shareholders of erstwhile Apuraj Chemicals Ltd. Vapkon Finance & Industries Ltd., Fevicil Adhesives & Chemicals Ltd. and Pidifin Finance and Investment Ltd., are subsidiaries of the Company. 60,000 No. of Equity shares of Rs. 10 each to be issued and allotted to equity shareholders of the erstwhile Apuraj Chemicals Ltd. pursuant to the scheme of amagalamtion. 1995 Expansion project at Taloja was commissioned with an overall plant capacity of 2400 TPA of construction chemical. The Company's technical collaboration agreement with Schomburg & Co., KG. Germany for transfer of technical process know-how and specifications of the plant etc., was extended till 8th September. 1996 The first phase of grass root plant for manufacture of synthetic resins of various types was commissioned in March at Mahad with a capacity of 7800 TPA. In the second phase, a loop process plant for continuous emulsion polymerisation was to be commissioned. Introduction of several new products in technical collaboration with M/s. Crown Berger Ltd., U.K.

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The Company allotted 61,17,200 No. of equity shares of Rs 10 each as bonus shares in the ratio of 1:1. 3,800 shares were kept in abyeance due to dispute relating to the title of the same. 1997 600 bonus shares allotted from Bonus Share Issue Suspence Account. The company has set up three wind mills of 230 kv each at Village Pransla near Dhank In Gujarat. The Pedilite Industries Limited, manufacturer of the popular Fevicol brand of adhesives, is actively scouting around for buyers for its chemical and specially resins business. The company has been in talks with several international players in a bid to either sell off the business or enter into a joint venture. 1998 Triveni Chemicals, another group company was also merged with PIL in 1992. PIL's consumer products division was set up in 1984. The Board of Directors gave their approvals for the amalgamation of PGP Engineering works Ltd and Pidilite Finance Ltd. with the company itself effective 1-4-99. Also, Nebula Chemicals Ltd. manufacturers of certain grades of adhesives, was to be amalgamated with the company subject to necessary approvals. 2,800 bonus shares kept in abeyance allotted. 1999 Pidilite Industries is re-engineering itself into a pure brand-oriented marketing company and is hiving of its manufacturing facilities into a joint venture with a strategic partner. 2000 The Company has acquired from Mahindra Engineering & Chemical Products Ltd (MECP), subsidiary of Mahindra & Mahindra Ltd, their adhesives and sealants business consisting of the brand M-Seal and Mr. Fixit along with goodwill of MECP's adhesives and sealants business. 2001 Pidilite Industries Ltd has posted 5.76% lower net profit at Rs.12.76cr for the second quarter as compared to Rs.13.54cr in the same period last year.

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2002 Income Tax Department has issued a notice to Pidilite Industries Ltd, for an additional income tax liability of Rs.16cr. Pidilite Industries has taken over an insulation tape brand called Steel Grip, for Rs.8cr from Bhor Industries. Pidilite Industries is expanding its presence in Fabric care, car care and stationery segments as part of its strategy to broadbase its produt portfolio. 2003 Pidilite Industries has tied up with Chota Jadugar, the 3D movie distributed by Srinagar films to help its new launch AcronRangeela Colours Pidilite unveils new liquid pipe sealant Pidilite unveils Fevicol Marine 2005 Pidilite enters into snack market with 'Chikkers' Pidilite Industries has acquired Dubai-based company UCC, manufacturer of construction chemical brand "Probuild" for an undisclosed amount. 2006 Pidilite Industries Ltd has informed that the Board of Directors of the Company at its meeting held on October 17, 2006 has noted the resignation of Shri Amit Roy, Director and Whole time director with effect from December 31, 2006. Pidilite Industries Ltd has informed that the Board of Directors of the Company at its meeting held on December 02, 2006, Shri. V S Vasan has been appointed as an Additional Director and also as Whole Time Director of the Company with effect from December 02, 2006. 2007 Pidilite Industries Ltd has appointed Mr.Mandar M.Tambe as the Company Secretary, Compliance Officer under Clause 47(a) of the Listing Agreement and Compliance Officer under SEBI (Prohibition of Insider Trading) Regulations, 1992 in place of Mr.P.C.Patel, who was holding the said position till 30/11/2007.

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2008 Pidilite Industries Ltd has appointed Shri. Bharat Puri as an Additional Director of the Company with effect from May 28, 2008. 2009 Pidilite Industries Ltd has informed that Shri. Debu Bhattacharya has been appointed as an Additional Director of the Company with effect from February 26, 2009.

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COMPANYS STRUCTURE
Pidilite Industries Product usage based divisions.

FEVICOL called FE

CONSUMER PRODUCTS - CP

CONSTRUCTION CHEMICALS called CC

INDUSTRIAL PRODUCTS called IP

Pidilite Industries Ltd. is internally divided into four broad product usage based division Divisions are looked after by their independent National Sales Heads Below these heads, their entire division is divided into zones headed by the Regional Sales Managers, next in the sales hierarchy. In our concerned division, i.e. FE , the entire country is divided into 6 zones headed by respective RSMs. Next in line are the Area Sales Managers who report directly to the RSMs FE division has a ASM per eight territories Under them are the Territory Sales in charge who act as an interface between the company, distributors and retailers Every WSS has one TSI looking after their order and requirements Distributors themselves recruit sales representatives called Interim Sales Representatives( ISRs) One distributor normally has 2-3 ISRs depending on the value of his territory.

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COMPANYS PERFORMANCE

Capital Structure
Authorized Capital Issued Capital Paid-up Capital Rs. 4,00,00,00,000 Rs. 2,50,00,00,000 Rs. 1,92,09,10,970

Shareholding Patterns
Private Promoters Institutional Shareholders Pan World International Pvt.Ltd. Pan World Holding Pvt. Ltd. Public TOTAL 9.50% 9.50% 30% 100% 51% 19%

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COMPANYS PRODUCT/SERVICES

PREMIUM WHITE GLUE PRODUCT WHAT IS A WHITE GLUE


Water based synthetic resin adhesive It is a milky white emulsion Primarily used for bonding wood and other wood related material in making furniture. Mainly used by carpenters, contractors, and furniture units. Usage/applications Furniture making Ply/ MDF/ Particle board/ Block board to laminate or veneer Wood to wood ,Modular Furniture industry ,Wood Joineries ,Handicraft industries ,Mini Industries e.g. switchboard, speakers, Pencil, Packaging manufacturing ,Book binding etc.

PREMIUM WHITE GLUE RANGE:

`
Fevicol SH The flagship brand is the market leader since last 50 years. Premium White Glue are technologically advanced products with clear benefits Fevicol Marine - India 1st Water Resistant Adhesive Fevicol Speedx bonds in 2 hours Flanking brands are to take competition head on Woodlok Woodgrip Mr. Bond Hit

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WHY TECHNOLOGICALLY ADVANCED PRODUCTS? With fast pace of development and rising income, many customers seek advanced features even at a premium. First mover advantage in future up-gradation of the market. Addressing specific needs like fast setting property and higher degree of protection from water.

WHY FFRAINK BRANDS? To protect the main brand Fevicol SH which has superior quality to competition brands. Flanking brands are equivalent to competitor brands. When main brand is attacked, flanking brands are used to fight head-on with competition brands and protect main brand from attack.

TOTAL MARKET SIZE OF WHITE GLUE

Oth OWG, 2600

PIL PWG, 3000

PIL PWG PIL OWG Oth PWG Oth OWG

Oth PWG, 1000

PIL OWG, 400

Total White Glue market size:7000 Tons per month

PWG MARKET OVERVIEW


Total PWG Market Size: 4000 Tons per month PIL PWG Share: 3000 Tons per month 75% market share

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PRODUCT KNOWLEDGE OF PIDILITE INDUSTRIES LTD.

FEVICOL- SH
PREMIUM Adhesive

USP, POSITIONING, SEGMENT, SKU,s USP Superior bond compared to any competitor brand. Unsurpassed bonding strength Resistant to heat & water Positioning The Ultimate Adhesive Segment Premium White Glue SKUs 50 g, 125 g, 250 g, 500 g, 1 kg (Small Pack) 2 kg, 5 kg, 10 kg (Retail Pack) 15 kg, 20 kg, 30 kg, 50 kg, 200 kg (Bulk Pack)

HOW TO APPLY
Roughen the surface of both substrates where adhesive to be applied.

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Apply a thin and uniform coat of adhesive on the less porous surface first and then on more porous surface. Join the two surface and put paper tape at edges to give pressure. Pressure to be kept for 6-8 hours. Strength Test If two wooden pieces are joined with Fevicol SH and hit heavily by a hammer, the wood will give way but not the Fevicol Bond

HOW TO SELL FEVICOL-SH


Ensure availability of Fevicol SH at each and every counter. Ensure regular market servicing as per Permanent Journey Plan (PJP). Always check dealers inventory & book orders accordingly to replenish the stock. Enroll dealers on long term Annual purchase scheme. During every visit, update him about his Annual Scheme points / target. Ensure proper upfront display of our products in every shop.

MARKETING INPUTS
Pads: to be periodically given to dealers. Enhances visibility of brand as it used for writing estimates and passed on to the user. Pencils: To be offered directly to carpenters or through dealers. Important tool for carpenter hence well appreciated and enhances relationship. Furniture books: High utility value for carpenter for his designing needs. Offered either for sale or as part of scheme Fevicraft: Very useful for getting new designs as well as information on products of the company. For distribution to the carpenter. Spreaders: is used by carpenters to apply White Glue evenly to the substrates. A productivity tool well appreciated by Carpenters

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FEVICOL MARINE India`s no. 1 Water Resistant Adhesive

USP, POSITIONING, SEGMENT, SKU,s USP 1 hour boiling water proof 48 hours continuous normal water proof Superior bonding on marine ply Higher coverage (~ 40% higher): 7 sheets in 5 Kg POSITIONING Superior water resistant adhesive SEGMENT Premium White Glue

SKUs
500Gm,1 kg, 2 kg, 5 kg, 10 kg, 20 kg, 50 kg HOW TO SELL Identification of potential dealers. SA/A/B class who are influential in market. High contribution of Marine ply in business. Meet the placement objectives. 1-2 dealers in every beat/ route.

SELL THROUGH BENIFIT


Superior water resistance property Higher coverage hence cost effective Margin earning potential as selectively distributed. Can sell near MRP. Merchandising Ensure adequate POP material in shop Provide leaflets for helping dealers to educate carpenters PROMOTION SGA for users of dealers where placement done Inducing trial at premium sites One on one visit to contractors/ IDs to influence
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FEVICOL SPEEDX 2 HOURS BOND

USP, POSITIONG, SSEGMENT, SKUs


USP
2 hours bond Saves time; More productivity Saves labour cost; cost effective Specially developed for time bound project segment

Positioning
Fast setting adhesive that given handling strength in just 2 hours.

Segment
Premium White Glue

SKUs
1 kg, 2 kg, 5 kg, 10 kg, 20 kg, 50 kg

HOW TO SELL ?
Identification of potential dealers SA/A/B class primarily selling bulk packs and influential in project segment. Threat/ competition sensitive dealers Meet the placement objectives At least 5-6 dealers in every territory. Sell through benefits 2 hours bond Specially developed for time bound project Cost effective and higher productivity. Selectively distributed, hence margin earning capacity Merchandising Ensure adequate POP material in shop Provide cost-benefit chart to dealers to influence contractors Promotion SGA for contractors (more than 50 kg p.m.) of dealers where placement done Inducing trial at sites (coordination with project team) One on one visit to contractors to influence (coordination with promotion team)
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WHITE ADHESIVE FIGHTER BRANDS


WHAT IS FIGHTER BRANDS?
Fighter brands are those brands who launched to protect the main brands market share without compromising on following parameters. Price Quality Good packaging Margin Consumer Offer FIGHTER BRANDS (When to use ) To understand root cause of competition entry: Dissatisfaction due to Service issue. Margin. Scheme/consumer offer. The above dissatisfaction areas to overcome by understanding, attending & removal of basic element of grievances reinforcing Fevicol relationship under guidance of seniors.

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PRODUCT FEATURE:
High viscous adhesive symbol of strength 10-15% more coverage Attractive International packaging Available in all fast moving pack sizes

SKU:
Plastic Container:125gm,250gm,500gm, In Bucket: 1 kg,2kg,5 kg,10kg In Drum:20 kg & 50 kg (Open Top-Wide Mouth) in 1kg pouch in Drum (40 pouch in pouch) About the product: Wood Grip is a premium quality PVA type synthetic resin based adhesive suitable for woodworking

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Mr- BOND HIT

USP, POSITIONING, SEGMENT, SKUs USP High Initial Tack- Lagate hi chipke Special formulation-Excellent spreadability Higher coverage- (~ 10% higher) POSITIONING Quality adhesive with an advantage of High Initial Tack SEGMENT Premium white adhesive SKUs 1 kg, 2 kg, 5 kg, 10 kg, 20 kg, 50 kg

PRODUCT: Mr. BOND HIT Area of Usage: For bonding in Furniture Industry Laminate to plywood Veneer Wood to Wood Particle board MDF Block Board / Hard Board to each other

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OTHER INDUSTRIES Bus Body Building Wooden Cabinets for Speaker Industry TV / Computer Trolley Sewing Machine Cabinets Pencil Manufacturing Book Binding / Carton Manufacturing TARGET DEALER SEGMENT All plywood & H/w margin hungry threat dealers Plywood / H/w Whole sellers USER SEGMENT Furniture Contractors Carpenters Interior Designers Furniture Work Shops SELLING TECHNIQUE:

Leverage of Fevicol equity & Mr. Bond Hit packaging communicates a strong differentiation over competitors. The pack with its unique colour and attractive label stands out of the clutter on the shelves. Highlight Mr. Bond Hit having 10% more coverage compared to competition thereby value for money.

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WOODLOK
SAALON SAAL STRONG
USP, POSITIONING, SEGMENT, SKUs USP Strong Bond Faster Drying Superb Coverage 15-20% more Water Resistance POSITIONING Woodlok Bond Saalon Saal Strong SEGMENT Premium White Glue SKUs 125 g, 250 g, 500 g, 1 kg, 2 kg, 5 kg, 10 kg, 25 kg, 50 kg

HOW TO USE WOODLOK? To break competition dealers who could not be converted through Woodgrip/ Mr. Bond Strategically use it for community based targeting of the dealers to influence dealers of powerful community in plywood trade.

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GRIPPO WG
USP, POSITIONING, SEGMENT, SKUs USP
High viscosity, Single side application & Value for money.

POSITIONING
Value for money adhesive. SEGMENT Economy White Glue SKUs 125 g, 250 g, 500 g, 1 kg & 5 kg in PC pack. In 20 kg & 50 kg Carboys. In 500 g & 1 kg Pouch Pack.

HOW TO SELL?
Mapping of Furniture outlets. Short listing units using Rs. 50/- price range & conversion by trials. Dealer Placement. Target Hardware outlets & other outlets where economy glue is sold. Target P/W & H/W outlets near furniture centre hubs. Contractual offer at Wholesaler level there by blocking Sell through benefits Highlight single side application property Cost effective in long run. Handicraft units Mapping of Handicraft units in your area, demo / trials of product for conversion. Identify from which dealer they purchase, Place at dealer level. Conduct SGAs for users of Dealers placed. Mapping industrial users / Seasonal Users. like Pencil industries, Carton board manufacturing units, Textile units etc in your area. Like Rakhi manufacturers.to start approaching the users atleast 3-4 months before the start of Rakhi festival. Pump stocks at dealer level there by blocking local products.

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BULLBOND
USP, POSITIONING, SEGMENT, SKUs USP Special adhesive for wood furniture. POSITIONING Adhesive with reasonable price. SEGMENT Popular White Glue SKUs 125 g, 250 g, 500 g, 1 kg & 5 kg in PC pack. In 20 kg & 50 kg Carboys. In 500 g & 1 kg Pouch Pack. HOW TO SELL BULLBOND?
Aggressive placement drive at Hardware retail outlets where Popular white glue is sold. Approach P/W & H/W outlets near furniture centre hubs for placement & sales push. In upcountry markets, take the help of local WSS for placement of product & sales drive. Regular servicing of dealers. Visit Handicraft units, Industries in your beat plan & convert if they are using competition popular white glue. Wholesaler drive Block local competition pumping the stocks by offering period specific contractual offers.

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TERMINATOR
ANTI TERMITE RANGE TERMINATOR WOOD PRESERVATIVE
INTRODUCTION Terminator Wood Preservative is an anti termite liquid used for treating wood against Termite and borers attacks. USP : ANPEX Insta Kill Formula It means it penetrates deep in wood and kill termites instantly . PRODUCT BENIFIT : Penetrates deep and kills termites instantly. Colourless transparent liquid that does not stain the wood. Eco Friendly made from Cashew nut shell oil extracts. Does not contain toxic chemicals hence harmless for users. Can be mixed with oil based primers. Mild smell No long lasting irritating odour. No license required for trading and storage as it is not classified under insecticide act. DIRECTION OF USE: Remove dust, grease particles from the surface. Apply one coat of Terminator with brush or spray. Coverage : 15 sq. metre / litre appox. In highly affected area apply two to three times. Do not dilute it with any thing else. Wait for 6 8 hours for complete drying before applying polish or adhesive. In case termite / borer problem is observed in existing furniture than syringe is to used for injecting terminator in holes which cannot be reached by brush. MARKET SIZE : The market of wood preservative is fragmented is made up many regional players. This is a promotion driven category with most players offer very high margins. Most of the players use toxic synthetic chemicals. Market Size : 3000 KL per annum. Current share : 14 %

HOW TO SELL? Approach H/W +Paints, Paints, CC and cement outlet and check out if they are selling any product for soil based termite problem. If yes than introduce explain about our product. If no than take list of contractors, masoners, painters, granite / marble fixers and approach them to check out how do they treat termite problems.
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FOAMFIX
Intorducing fevicol fomfix with faster bonding to your expectation.Speciallyfor making superior quality Sofa,chair,mattresses etc. Fevicol foamfix is free from harmfull benzene. FEATURES: USES: Free from Benzene. Sofa on foam,keeps foam shape intact. Faster bonding. Excellent spreadability. Mild smell. Economical in long run

HOW TO APPLY: The surfaces to be bonded should be clean,dry and free from oil/grease stains. Apply Fevicol Foamfix on both the surfaces. Once the adhesive becomes dry, press both the surfaces together ensuring unifoem contact.

PACKING: IN Tins 500ml, 1 liter, and 5 litre In drum 25 litre

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OTHER BRANDS
DISTRIBUTION CHANNELS OF PIDILITE
DISTRIBUTION STRUCTURE

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OWNERSHIP FLOW

OWNERSHIP TRANSFER . Goods are then sent to the various Main Go-downs spread across the country for further distribution. Goods are then sent to the C & F agents and the Company owned Depots Retailers also sell the goods to the end consumers under their dealership. TRANSPORTATION SYSTEM Transportation system from the factory to the respective distribution stages are covered solely by road. From the factory, the goods are transferred to the Main go-downs in respective zones via trucks. Then trucks are used to transfer the goods to company depots and C&F agents. Then the goods are sent via trucks to different WSS in their assigned regions. Later the goods are sent to wholesalers or retail outlets, via three wheelers or vans. Goods are first manufactured in the company owned manufacturing units situated at Vapi, Bhiwandi and Malhaar

C&F AGENT C&F Agent have infrastructural and transportational facility They are responsible for the transfer of goods. No sale takes place at this level. These C&F agents get monthly emoluments from the company for their service

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DESCRIPTION OF CHANNEL PARTNERS WHOLESALE STOCKIST Wholesale Stockist are a very important link between the C&F Agents and the retailers. The number of these stockist is not fixed and varies according to following : The sales potential of the region. The geographic size of the region. Primary sale takes place at the Wholesale stockist. Hence :their selection, motivation and evaluation becomes very important to the company RETAILER The WSS sell the goods to the retailers who in turn sell it to the end consumer. The retailers are classified in terms of their sales potential in the following manner

The retailers are classified in terms of

Class A Greater than Rs 30,000 pm

Class B Between Rs 30,000-10,000 pm

Class C Between Rs 10,000-5,000

Class D Below Rs 5,000

CHANNEL CONFLICTS

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REASONS FOR UNDERCUTTING


TO WOO THE RETAILER TO BUY OTHER NON BRANDED PRODUCTS. ON THE NON BRANDED PRODUCT,HE CHARGES HEAVY PREMIUM THIS MORE THAN OFFSETS HIS LOSSES ON PIDILITE PRODUCTS

AT THE RETAILER

EVALUATION
Once a distributor is appointed, the company generally does not take away business from him, except when the underperformance has been observed over long periods. While evaluating his performance, his targets performance is studied relative to that of other distributors in the nearby area (because growth patterns may by regions). Also, if a WSS is found guilty of Stock inflow,he is terminated.

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DAILY SALES REPORT (DSR) WHAT IS DSR? Daily Report by TSI on the dealer-wise product-wise order booked by him for the day DSR format should be carried on a clipboard After each dealer call, the TSI should update it quickly before going to the next outlet Must be submitted to CH daily The format is very simple

HOW TO FILL DSR

Jot down the name of the dealer visited on the beat for the day Jot down the product wise orders booked If a dealer gives an order, it is a productive call Summarize the number of calls, productive calls in the box provided at the bottom left Add up the calls and orders for the day at the bottom Write down the B/F figures from the previous days DSR and write down the cumulative figures. This is your MTD sales

PRODUCT SOLD PER CALL

Count the number of products you have sold for the day = A Count the number of productive calls = B Average number of products sold per call = A / B This number gives you an idea of your range selling. Track it and try to improve

USER CONTACT You should meet Users while working on the beat. Fevicol Face is very important Jot down the details of the Users in the CIDU form provided on the right-hand side of the DSR Tear off the CIDU form and send it to HO HO maintains the User database and uses it for various relationship programmes

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BENIFITS OF DSR A tool to track your secondary sales on a day-to-day basis Gives a clear picture of your productivity for the day Helps you keep track of your sales for the month as on date Filed records of DSR help you in planning your sales approach before your next visit to a dealer Keeps you updated on the performance of various products Helps you to understand how you are doing on range selling and plan improvement

WEB BASED MONTHLY CLAIM STATEMENT SYSTEM Or eMCS


WHAT IS eMCS? eMCS - Electronic Monthly Claim Statement. It is a web based MCS system. It is simple and user-friendly. Can be accessed through net connection at WSS point or from any cyber caf. The formats are standardized and as per companys requirement. eMCS system can be easily integrated with Pidilite ERP

OBJECTIVE To make the MCS system: Fast Faster Claim Settlement. Convenient no need to wait for MRM / IRM. Transparent status of claim can be tracked at any point of time. Foolproof no chance of getting lost.

BENIFITS OF eMCS Fast processing and settlement of claims. Convenience easy, simple and user-friendly. Proper documentation all standardized requirements are available in the system, hence no possibility of missing important / mandatory information. SUBMISSION PROCESS AND OVERVIEWS eMCS has to be submitted by the 10th of every month. Only one eMCS per division per month can be submitted. In case WSS do not have any claim NIL Claim is to be submit Lets have a step-by-step look at the complete process of raising and approving the claims with screen-shots!!

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DISTRIBUTION STRUCTURE OF PIDILITE

STUDY OF THE DISTRIBUTION STRUCTURE OF FEVICOL

DISTRIBUTION STRUCTURE IN (UTTAR PRADESH)

OWNERSHIP TRANSFER Goods are first manufactured in the company owned manufacturing units situated at Vapi, Bhiwandi and Malhaar Here the goods are posted in the challan under Pidilite Industries Ltd. Goods are then sent to the various Mother Go-downs spread across the country for further distribution Goods from mother Godowns are then transferred under the name of the marketing concern of Pidilite Industries Ltd. ( PIL) called Parek Marketing Ltd.(PML) Goods are transferred under the name of Marketing concern Parek Marketing Ltd.(PML) due to two fold financial benefits account for certain percentage of tax saving enable the company to show double profits Goods are then sent to the C & F agents and the Company owned Depots From here the goods are invoiced under PML and sent to the WSS who in turn bill the goods under the name of their respective concerns and sell the goods to the retailers Retailers also sell the goods to the end consumers under their dealership

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TRANSPORTATION SYSTEM

The transportation system from the factory to the respective distribution stages are covered solely by road.From the factory, the goods are transferred to the mother go-downs in respective zones via trucks. From the mother go-down ( in Delhi ) , trucks are used to transfer the goods to company depots and C&F agents. From the company depot or C& F agents , the goods are sent via trucks to different WSS in their assigned regions. From the WSS , the goods are sent to wholesalers or retail outlets, via three wheelers or vans. Sometimes the goods are sent to their company depots and C&F agents directly from the manufacturing unit, instead of going via . company go-down depending on route compatibility.

WHOLESALE STOCKIST Wholesale Stockist are a very important link between the C&F Agents and the retailers.The number of these stockist is not fixed and varies according to following : The sales potential of the region and, The geographic size of the region. Primary sale takes place at the Wholesale stockist. Hence : Their selection, motivation and evaluation becomes very important to the company TYPES OF WHOLESALE STOCKIST ompany has divided the WSS on the basis of: their sales value and The sales potential

Categories of WSS

CLASS A Sales potential above Rs10,00000/month

CLASS B Potential between Rs5,00000 and 39 Rs10,00000/month

CLASS C Potential less than Rs 5,00000 /month.

. RETAILER:
The WSS sell the goods to the retailers who in turn sell it to the end consumer The retailers are classified in terms of their dales potential in the following manner

The retailers are classified in terms of

Class A Greater than Rs 30,000 pm

Class B Between Rs 30,000-10,000 pm

Class C Between Rs 10,000-5,000

Class D Below Rs 5,000

SALES STRUCTURE

NATIONAL SALES HEAD

REGIONAL SALES MANAGER [ 6 RSMs divided zone wise ] AREA SALES MANAGER [ one ASM per eight territories ]
The retailers are classified in terms of

Class A Greater than Rs 30,000 pm

Class B Between Rs 30,000-10,000 pm

Class C Between Rs 10,000-5,000

Class D Below Rs 5,000

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SELECTION OF WSS

WSS A buys the product at 108.93 from the C&F agent. WSS B buys the product at 108.65 from the C&F agent WSS C buys the product at 107.82 from the C&F agent WSS A sells to retailers at 112.30,with cash discount of 2%.The billing is done at 114.60. Hence the WSS gets a margin of 3%. WSS B sells to retailers at 112.30.60,with a cash discount of 2%.The billing is done at 114.60. Hence the WSS gets a margin of 3.25%. WSS C sells to the retailers at 112.30,with a cash discount of 2%.The billing is done at 114.60. Hence the WSS gets a margin of 4%. The retailer is given 2%cash discount by the WSS, which is common to all the retailers This 2%cash discount is divided into two parts : Cash Discount 1% on bill. Discount of 1% if the money is delivered within 20 days.(the credit perioud) The MRP is 127 and the actual selling price varies across retailers.

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INCENTIVES TO THE WSS

WORKABILITY OF KABHI GIFT KABHI TRIP OFFER


offer has a qualifying criteria of purchase of 1000 kg during the scheme period. The dealers satisfying the criteria get points on this purchase which in turn qualify them for trip slabs .Whole scheme period is divided into three quarters. Every quarter has a pre-specified target in kgs which when achieved by the dealer fetches him 1 point. Also, 5 achievable points are distributed among the following heads : Purchase Points - On a purchase of 1 kg , the dealers gets one pt. Exclusive Display Points - On exclusive display of 1 kg of either of the three products the dealer gets 1 pt. Pack Specific Points - This is specific on pack quantities. For eg, packs of 2kg and below, between 5kg and 10 kg and above 20 kgs. These pack specific quantities fetch him 2pts each These points and the target achievement points are added up for all quarters and thus the grand total is reached This final point achieved by the dealers makes him fall in one of the gift/ trip slab in the gift chart if the points are greater than 3000

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TRAINING PROGRAMME
Wholesale stockiest : Product awareness becomes a mandate for this level so as to completely understand the product utility and application. The company has some policies which the small distributors may find difficult to understand. the company sends distribution managers from the head office to brief them about the products . This training is mostly given to the B and C class WSS.

Retailer :The retailers are the most important channel partners as they are the direct link between the company channel partners and the end consumer. They are also given training in the form of seminars and meets organized by the company. Mechanics and carpenters : Though large offices, industries and households buy products from the company but the end users are the mechanics and carpenters among other masons. Their recommendation to buy the product is what drives the customer to buy the particular brand of adhesive. The company arranges meets and knowledge shows for them to make them aware of the products and also to know about their requirements and necessities.

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FORECASTING AND TARGET SETTING Target setting is a result of negotiation between the distributor and the company. Mid month targets for the next month are given by the company at around 5th -10th of a month. These are set for the RSM, ASMs and TSI in the hierarchy and driven down by them. At the month end the distributor can negotiate these targets in the range of +/- 10%. Pidilite products have many seasonal and cyclic variation due to the very nature of the product and their usage . A lot of forecasting is done on the suggestions of the WSS ,as they are very experienced in these variations.

SEASONAL VARIATION IN DEMAND

DEMAND Festival and marriage season . Painting. New furnitures

Holi/Id season Demand for paint related products

Beginning of financial year. New Schemes introduced. All products sell.

August

march

April

July

Sep .

Dec .

Jan

MONTHS

DDL stainer

Fevicol SH Fevicol SR900

Paint related products and fevicol SH

Slump season due to rain.

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JAN TO MARCH As shown above, from the month of Jan to March, there is a demand for paint related products due to festivals like Id and Holi , when people paint their houses.

APRIL TO JUNE , with the start of the financial year, many new schemes are introduced . Generally all the products sell during this period . Products like fevicol SH and fevicol SR 900 , sell well during these few months.

JULY approaches, sales takes a dip. Due to monsoon , there is no painting of houses. The month of July experiences a slump in demand.

AUGUST TO DECEMBER, demand rises again due to festive and matrimonial season , where people paint their houses, goes for new furniture and other renovations

FORECASTING AND TARGET SETTING


Target setting is a result of negotiation between the distributor and the company. Mid month targets for the next month are given by the company at around 5th -10th of a month. These are set for the RSM, ASMs and TSI in the hierarchy and driven down by them. At the month end the distributor can negotiate these targets in the range of +/- 10%.However ,we see that the Pidilite products have many seasonal and cyclic variation,due to the very nature of the product and their usage.Alot of forecasting is done on the suggestions of the WSS ,as they are very experienced in these variations.

PIDILITE RETAIL SURVEY FAIZABAAD :- SWISS WATCH HOUSE.

Dealing in paint, varnishes and plywood.


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Buys the product from authorized WSS agent. He can return the unsold goods. He can sell it at less than the cost price from WSS. He can woo the customers to buy another non-branded products. Presence of fevicol, increases its shop visibility and credibility.

KHALILABAAD :- FUTKAR SEWA KENDRA Keeps a range of pidilite products. He buys from a wholesaler. Since he is buying in bulk, the discount given is large. He also buys the non-branded products from the same wholesaler. He charges less to the customer, hence resulting in undercutting.

GONDA :- VIBHU AGENCIES Paint shop keeping a whole range of pidilite products . He buys from a class C WSS , who encroaches in the area of class A WSS . This type of stock inflow results in undercutting.

BALRAMPUR- BREJESH AGENCIES


Type A WSS and 3 yrs. Of experience. Wholesaler in BALRAMPUR area. Good infrastructural facilities . The facilities available are ;

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1) A 20 by 10 sqr feet front office with two telephone lines and one Fax machine. 2) An unbranded computer(assembled) with 128Mb RAM and 40 GB hard disk,which is as per the recqirement of the Company. 3) A huge godown. 4) 3 Three wheeler auto- Bajaj Tempos . 5) 2 Hand Rickshaws. a) Class A -10 t0 15 retailers. b) Class B- 35 retailers. c) Class C- 100 retailers.

CREDIT POLICY
The WSS sells the goods at credit to the retailers for a 20 day period . The retailer has to pay within the limited perioud or the 1% cash discount which is offered by the company,is not given to the retailer . As already explained,out of 2%CD( Cash Discount) given to the retailers,1% is given at the time of delivery and 1%if the retailer pays back wihin 20 days. In case the payment is not made in 20 days,an intrest n the money @4%is charged by the WSS. If the retailer does not pay by the end of the month,the remaining goods are confiscated by the WSS,as a company policy. STOCK POLICY: As per the company regulations the distributor is supposed to maintain a stock of 3 weeks . The stock is formalized by the company; the dealer can negotiate on 3-4 end days, the stock policy is formed for the month.
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RETURN POLICY : The company follows a policy of return when the product has not been sold for six months, is damaged or has defects. RETURN ON INVESTMENT : The company does not gives any guarantee to the distributor with regard to returns on his investment which is in line with the market credentials of the company . PROMOTION POLICY : The trade promotions are mostly secondary schemes,which are primarily for the retailers.

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MRKETING STRATEGIES OF PIDILITE

The consumer goods business is characterised by brand equity and Adhesives market enjoys high brand loyalty and is distribution reach. relatively price insensitive as adhesives account for only a small portion of The adhesives and sealant market in India is total cost of end product. Pidilite is the leading player in this field, with a estimated at Rs. 5 billion Fevicol contributes to 50% of its total revenue.market share of 60% High Fevicol scores highly on almost all indicators of Brand Equity:, Quality, High brand loyalty of the target audience brand awareness, Interior Carpenters, The market segment for fevicol includes: perception. Household owners who influence choice of Dealers, Architects, Designers, adhesive Pidilite decided to market their adhesive line branded as fevicol. The brand is controlled directly by pidilite and hence it is a Manufacturers Now Pidilite markets a whole gamut of adhesive products with this.Brand.separate family name ex: Fevicol WRA, Fevicol SR X-pres, Fevicol Marine, etc. The fevicol brand has been extended several times these past years, through both Line Extension and Brand Extension. Existing Product New Product Category Category (others- Polyester (Synthetic Adhesive Resin based Adhesives Resin) etc) Existing Brand - Fevicol Speedex Fevicol WRA Fevicol Marine Fevicol SR X-Pres Fevicol Fevicol VC 31 Fevicol Marble Glue (Line Extension) (Brand Extension) New Brand Mr. Bond-Hit Fevitite SS (Multi Branding) (New Brands)The products developed as part of line extension for the basic product were justminor changes from the Synthetic Resin Adhesive design of fevicol. Ex: speedexis a fast setting adhesive.Brand Extension products are products which are different from the basic ones,but serve similar purposes and share the family name. Ex: Marble Glue isPolyester resin based and is used as a quick drying adhesive. Pidilite has gone for Market Specialization in its targeting strategy. Products belonging to for Fevicol and its associated product categories. different categories exist as choices for the Market Segment they focus on Positioning: Fevicol has successfully positioned itself as a carpenters etc. Though slightly provider of high quality adhesives at an affordable price. expensive, it does not pinch the customer much as the overall cost of glue is a miniscule part of the cost of furniture. Product Line Strategies Product Hierarchy for Fevicol:Need Family Consumers and Craftsmen useProduct Family Adhesives and SealantsProduct Class Home, School and OfficeProduct Line Synthetic Resin AdhesiveProduct Type White glueBrand FevicolItem Fevicol MR There are several product categories (width) however, these categories. Also for fevicol there exist many are very closely related ( consistency). Fevicol adopts Line Filling and Line Stretching as its PL variants (depth). Filling: many variants exist for different specialized strategies: Stretching: selling fevicol in small tubes to applications of the product. target students and office-goers. Fevicol enjoys a monopoly in the adhesives market. YE FEVICOL KA MAZBOOT JOD HAI TOOTEGA NAHI

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SECTION B

INTRODUCING HTE SUBJECT AREA/ PROBLEM DEFINITION

COMPARATIVE POINT
OBJECTIVE OF STUDY NATURE AND SCOPE OF STUDY

SWOT ANALYSIS OF PIDILITE RELEVANT HYPOTHESIS RESEARCH METHODOLOGY RESEARCH DESIGN SAMPLING DESIGN SAMPLING FRAME SAMPLE SIZE SAMPLING UNIT METHODS OF DATA COLLECTION RESEARCH TOOL LIMITATION OF THE STUDY

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INTRODUCING THE SUBJECT AREA PROBLEM DEFINITION


The customers are not aware of the pidilite brand name.

Brand as a "name, term, design, symbol, or any other feature that identifies one seller's good or service as distinct from those of other sellers. A brand may identify one item, a family of items, or all items of that seller. If used for the firm as a whole, the preferred term is trade name." A brand can take many forms, including a name, sign, symbol, colour combination or slogan. The word branding began simply as a way to tell one person's cattle from another by means of a hot iron stamp. The word brand has continued to evolve to encompass identity it affects the personality of a product, company or service. It is defined by a perception, good or bad, that your customers or prospects have about you. Brand awareness refers to customers' ability to recall and recognize the brand under different conditions and link to the brand name, logo, and jingles and so on to certain associations in memory. It consists of both brand recognition and brand recall. It helps the customers to understand to which product or service category the particular brand belongs and what products and services are sold under the brand name. It also ensures that customers know which of their needs are satisfied by the brand through its products. Brand awareness is of critical importance since customers will not consider your brand if they are not aware of it. There are various levels of brand awareness that require different levels and combinations of brand recognition and recall. Top-of-Mind is the goal of most companies. Top-of-Mind Awareness occurs when your brand is what pops into a consumers mind when asked to name brands in a product category.
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Aided Awareness occurs when a consumer is shown or read a list of brands, and expresses familiarity with your brand only after they hear or see it as a type of memory aide. Strategic Awareness occurs when your brand is not only top-of-mind to consumers, but also has distinctive qualities that stick out to consumers as making it better than the other brands in your market. The distinctions that set your product apart from the competition is also known as the Unique Selling Point or USP.

Micro and macro factors missing

The field of economics that studies the behaviour of the aggregate economy. Macroeconomics examines economy-wide phenomena such as changes in unemployment, national income, rate of growth, gross domestic product, inflation and price levels. Macroeconomics is focused on the movement and trends in the economy as a whole, while in microeconomics the focus is placed on factors that affect the decisions made by firms and individuals. The factors that are studied by macro and micro will often influence each other, such as the current level of unemployment in the economy as a whole will affect the supply of workers which an oil company can hire from.

The promotional activities are too weak

This means the tools by which all the promotions are done to grow the business. These are offers, policy, personal assurance, expert opinion, event assignment, game play etc.

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COMPARATIVE POINT OF PIDILITE


COMPETITORS Regional brands Small players in unorganized sector Large companies like Jubilant Organizes Fevicol SH is the undisputed market leader Synonymous with bonding Carpenters 1st choice over generations. Various competition brands have come and gone could not sustain However, cannot be complacent as always under attack Current trend is of regional brands attacking with guerilla marketing techniques Characterized by high trade and user allurement, high credit, copying Fevicol tactics

COMPRTITON BRANDS

Jivanjor National player with strong presence in North Focus on project selling/ bulk packs. Normal quality with high inputs for trade and carpenters Launched 2 years ago from the house of Araldite

Karpenter

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Falcofix Bluecoat Yugcol Vishwas Kushal Royal Bond Unicol

Presence in hardware outlets en cashing Araldite brand equity Made inroads in West, although present nationally Based on high trade and consumer inputs Regional brand strong in Pune and present in parts of Maharashtra and Rajasthan Regional brand with strong presence in Gujarat Very high discounting, credit and promotional inputs

COMPARATIVE ADVANTAGE OF FEVICOL SH OVER COMPETITON

Better and trusted bonding for 50 years Use of Fevicol enhances the reputation and craftsmanship of a carpenter. Consistent quality over the years Trusted brand Demanded by end-users Synonymous with carpenter adhesive Strong relationship with trade and users Excellent and consistent customer service
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KILLING COMPETITION Identify threat users/ contractors/ dealers Identify the competition brands they are using Identify the motive behind using competition brand: Service issues Disgruntlement Margin hungry Lower Price Scheme/ consumer offer Service issues and disgruntlement should be tackled by attending to the grievances under the guidance of seniors, sensitively. For margin hungry dealers Marine/ Speedx should be offered by ensuring selective distribution of the product. If end users are demanding premium ness, Marine/ Speedx should be offered. If price benefit/ scheme/ consumer offer are very strong factors, overcome with Fevicol SH, then try to counter through Woodlok/ Woodgrip/ Mr Bond Conduct SGA/ user meet/ workshop meet/ dealer meet to overcome specific objections . Conduct regular promotions and frequently take feedback till competition is totally wiped out.

USING FLANKING BRANDS TO COUNTER COMPETITION

Offer one of the flanking brands to competition-affected dealers Woodlok Woodgrip Mr Bond Benefit to the dealer - need for higher margin satisfied. No need to go outside prestigious PIDILITE fold with whom he has a relationship of trust > 50 years Benefit to the consumer - satisfy specific need through different products in the flanking brands. Benefit to the Carpenter Enhances his reputation and credibility through offering quality furniture using a premium PIL product.

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OBJECTIVE OF STUDY
Project study which is being conducted by me for the last two month is not only a formality for the fulfilment of the two year full time MBA. But being a management student I tried my best to extract best of the information available in the market for the purpose of good research work. The objectives have been classified by me in this project form personal to professional, but here I am not disclosing my personal objective which has been achieved by me while doing the project. Only professional objectives which are being covered by me in this project are as followingThe primary objective is will promotional activities change the perception of consumer towards PIDILITE INDUSTRIES LTD? While rest all factors are constant in FAIZABAAD, BALRAMPUR, BASTI, KHALILABAAD, GONDA. And the sub objectives of the study are: To study about environmental factors affecting PIDILITE INDUSTRIES LTD performance. Environmental scanning is one component of the global environmental environmental

analysis. Environmental

monitoring,

environmental forecasting and

assessment complete the global environmental analysis. Environmental scanning refers to the macro environment.

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The global environment refers to the macro environment which comprises industries, markets, companies, clients and competitors. Consequently, there exist corresponding analyses on the micro-level. Suppliers, customers and competitors representing the micro environment of a company are analyzed within the industry analysis.

Environmental scanning can be defined as the study and interpretation of the political, economic, social and technological events and trends which influence a business, an industry or even a total market. The factors which need to be considered for environmental scanning are events, trends, issues and expectations of the different interest groups. Issues are often forerunners of trend breaks. A trend break could be a value shift in society, a technological innovation that might be permanent or a paradigm change. Issues are less deep-seated and can be 'a temporary shortlived reaction to a social phenomenon. A trend can be defined as an environmental phenomenon that has adopted a structural character.

To study the promotion mix for PIDILITE INDUSTRIES LTD in FAIZABAAD, BALRAMPUR, BASTI, KHALILABAAD.,GONDA.

There are seven main aspects of a promotional mix. These are:

Advertising - Presentation and promotion of ideas, goods, or services by an identified sponsor. Examples: Print ads, radio, television, billboard, direct mail, brochures and catalogues, signs, in-store displays, posters, motion pictures, Web pages, banner ads, and emails.
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Personal selling - A process of helping and persuading one or more prospects to purchase a good or service or to act on any idea through the use of an oral presentation. Examples: Sales presentations, sales meetings, event, sales training and incentive programs for intermediary salespeople, samples, and telemarketing. Can be face-to-face or via telephone.

Sales promotion - Media and non-media marketing communication are employed for a pre-determined, limited time to increase consumer demand, stimulate market demand or improve product availability. Examples: Coupons, sweepstakes, contests, product samples, rebates, tie-ins, self-liquidating premiums, trade shows, trade-ins, and exhibitions.

Public relations - Paid intimate stimulation of supply for a product, service, or business unit by planting significant news about it or a favourable presentation of it in the media. Examples: Newspaper and magazine articles/reports, TVs and radio presentations, charitable contributions, speeches, issue advertising, and seminars.

Corporate image - The Image of an organization is a crucial point in marketing. If the reputation of a company is bad, consumers are less willing to buy a product from this company as they would have been, if the company had a good image.

Direct Marketing is often listed as a the fifth part of the marketing mix Exhibitions - are try-outs. You make your product, and let potential buyers try the product, this way; you know directly what people see in your product. The downside, your competitor can see exactly what you are doing.

To study the perception of customers towards products offered by PIDILITE INDUSTRIES LTD in FAIZABAAD, BALRAMPUR, BASTI, KHALILABAAD, GONDA.
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Perception is the process of attaining awareness or understanding of the environment by organizing and interpreting sensory information. All perception involves signals in the nervous system, which in turn result from physical stimulation of the sense organs. For example, vision involves light striking the retinas of the eyes, smell is mediated by odours molecules and hearing involves pressure waves. Perception is not the passive receipt of these signals, but can be shaped by learning, memory and expectation. Perception involves these "top-down" effects as well as the "bottom-up" process of processing sensory input. Perception depends on complex functions of the nervous system, but subjectively seems mostly effortless because this processing happens outside conscious awareness. Since the rise of experimental psychology in the late 19th Century, psychology's understanding of perception has progressed by combining a variety of

techniques. Psychophysics measures the effect on perception of varying the physical qualities of the input. Sensory neuroscience studies the brain mechanisms underlying perception. Perceptual systems can also be studied computationally, in terms of the information they process. Perceptual issues in philosophy include the extent to which sensory qualities such as sounds, smells or colours exist in objective reality rather than the mind of the perceiver.

Although the senses were traditionally viewed as passive receptors, the study of illusions and ambiguous images has demonstrated that the brain's perceptual systems actively and pre-consciously attempt to make sense of their input. There is still active debate about the extent to which perception is an active process of hypothesis testing, analogous

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to science, or whether realistic sensory information is rich enough to make this process unnecessary.

The perceptual systems of the brain enable individuals to see the world around them as stable, even though the sensory information may be incomplete and rapidly varying. Human and animal brains are structured in a modular way, with different areas processing different kinds of sensory information. Some of these modules take the form of sensory maps, mapping some aspect of the world across part of the brain's surface. These different modules are interconnected and influence each other. For instance, the taste is strongly influenced by its odour.

To explore the potential areas for the new branches of PIDILITE INDUSTRIES LTD.

This section identifies the area where manpower usage is high in construction. Attention and efforts can then be directed towards labour-intensive areas of work to in order to achieve the highest productivity gains.

The section also presents the relationship between built cable designs and productivity.

Manpower Usage

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The usage of construction labour varies as the project progresses from structural work, architectural and gnashing work and mechanical and electrical (M&E) work. The proportion of foreign to local workers also differs considerably through these stages.

In Organisational development, performance improvement is the concept of organizational change in which the managers and governing body of an organisation put into place and manage a programme which measures the current level of performance of the organization and then generates ideas for modifying organisational behaviour and infrastructure which are put into place to achieve higher output. The primary goals of organizational improvement are to increase organizational effectiveness and efficiency to improve the ability of the organization to deliver goods and or services. A third area sometimes targeted for improvement is organizational efficacy, which involves the process of setting organizational goals and objectives. Performance improvement at the operational or individual employee level usually involves processes such as statistical quality control. At the organizational level, performance improvement usually involves softer forms of measurement such as customer satisfaction surveys which are used to obtain qualitative information about performance from the viewpoint of customers.

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NATURE AND SCOPE OF STUDY

Each and every project study along with its certain objectives also has scope for future. This scope gives researchers new areas to explore. Scope of the study not only consist one or two future business plan but sometime it also gives idea about a new business which becomes much more profitable for the researches than the older one. Scope of the study could give the projected scenario for a new successful strategy with a proper implementation plan. Whatever scope I observed in my project are not exactly having all the features of the scope which I described above but also not lacking all the features. Research study could give an idea of network expansion for capturing more market and customer with better services and lower cost, without compromising with quality.

In future customer requirements could be added with the product and services for getting an edge over competitors.

Consumer behaviour could also be used for the purpose of launching a new product with extra benefits which are required by customers for their account (saving or current) and/or for their investments.

Factors which are responsible for the performance for INDUSTRIES can also be used for the modification of the strategy and product for being more profitable.

Factors which I observed while doing project study are following Competitors

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Customer Behaviour Advertisement/promotional activities Attitude of manpower and Economic conditions

These all could also be interchanged with each other for each other in banks strategies for making a final business plan to affect the market with a positive way with disturbing a lot to market, customers and competitors with disturbance in market shares.

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RELEVANT HYOPTHESIS
Efficiency is the key of success of modern PIDILITE INDUSTRIES. For further growth, orientation, stability and competitive win, the entire sale must maintain a higher level of internal efficiency. Internal efficiency is not only valuable for healthy culture but also imperative for better customer satisfaction. The components that might bring efficiency include faster and efficient counter service, efficiently promoting, interior system for higher level of perception, experience of the management about customer business, all overall attitude of the Pidilite towards consumers. Given the above analysis, our first hypothesis is H1: The better COMPLIANCE with PIDILITE INDUSTRIES LTD , the higher is the customer satisfaction. H2: The higher the CONVENIENCE, the greater is the customer satisfaction. H3: The viable the BENEFIT ratio; higher is the customer satisfaction. H4: The more competitive the Carpenters is, the higher is the customer satisfaction.

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RESEARCH METHODOLOGY
Research methodology is a way to systematically solve the research problem. It may be understood as a science of studying how research is done scientifically. In it we study the various steps that are generally adopted by a researcher in studying his research problem along with the logic behind them. It is necessary for the researcher to know not only the research methods/techniques but also the methodology. Researchers not only need to know how to develop certain indices or tests, how to calculate the mean, the mode, the median or the standard deviation or chi-square, how to apply particular research techniques, but they also need to know which of these methods or techniques, are relevant and which are not, and what would they mean and indicate and why. Researchers also need to understand the assumptions underlying various techniques and they need to know the criteria by which they can decide that certain techniques and procedures will be applicable to certain problems and others will not. All this means that it is necessary for the researcher to design his methodology for his problem as the same may differ from problem to problem. For example, an architect, who designs a building, has to consciously evaluate the basis of his decisions, i.e., he has to evaluate why and on what basis he selects particular size, number and location of doors, windows and ventilators, uses particular materials and not others and the like. Similarly, in research the scientist has to expose the research decisions to evaluation before they are implemented. He has to specify very clearly and precisely what decisions he selects and why he selects them so that they can be evaluated by others also. The methodology means the sources of data whether is primary or secondary data or the both .The present report is prepared with the help of both primary and secondary data which is collected through various means.

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RESEARCH DESIGN

The aim was to collect relevant information which fulfils out requirement and can be analyzed at a later stage of study without any problem. This was to be done in minimum expenditure with least efforts and in a set of period. I therefore followed conclusive research design. This helped in having enough provisions for protection against bias and maximizes reliability.

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SAMPLING DESIGN
1. There are three methods of collecting data such that the information collected can be used to draw inferences about the target universe. These are: Collection of data from all enterprises. This is a costly and lengthy procedure unless the target universe is small; Collection of data from a sample of units that have been selected from the target universe with the intention that they should be representative of that universe. A sample of this kind is referred to as a purposive (or sometimes judgmental) sample. In order to draw inferences about the target universe using a purposive sample, a number of assumptions have to be made about the representativeness of the data collected and of the reporting units and, in general, there are limitations to the inferences that can be drawn from purposive samples when the probability of selection is not known;

Collection of data from a random sample of units which have been selected with known Probabilities of selection from among all units in the target universe. In this case no assumptions about representativeness are needed in estimating totals or averages for the target universe and, in addition, there are well known techniques for determining the precision of these estimates. This said, estimates based on random samples will only be unbiased if the business registers from which they are drawn are comprehensive and up to date.

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2 In some cases, the observed units may not form a sample from any meaningful population, but rather constitute a convenience sample, or may represent the entire population of interest. In this situation, we may study the units descriptively, or we may study their dynamics over time. But it typically does not make sense to talk about generalizing to a larger population of such units. Studies involving countries or business firms are often of this type. In simple data sets, the units are in one-to-one correspondence with the data values. In more complex data sets, multiple measurements are made for each unit. For example, if blood pressure measurements are made daily for a week on each subject in a study, there would be seven data values for each statistical unit.

While a unit is often the lowest level at which observations are made, in some cases, a unit can be further decomposed as a statistical assembly. Many statistical analyses use quantitative data that have units of measurement. This is a distinct and non-overlapping use of the term "unit."

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SECTION C
INTERPRETATION OF THE DATA ANALYSIS & IMPLICATION OF THE RESULTS CONCLUSION SUGGESTIONS RECOMMENDATIONS

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INTERPRETATION OF THE DATA TABLE 1:

CORRELATION BETWEEN AWARENESS OF CUSTOMERS ABOUT PIDILITE INDUSTRIES LTD. & THEIR AGE

40 35 30 25 20 15 10 5 0 20-30 YEARS 30-40 YEARS 40-50 YEARS 50-60 YEARS ABOVE 60 YEARS

RESPONSE

Interpretation: In the first analysis we have taken the age factor of consumer.10% of the respondents is in the age group of 20-30 .15% of the respondents is the age group of 30-40 and 20% of the respondent is in the age group of 40-50 and 40% of the respondent is in the age group of 50-60.and 15% from above 60.

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TABLE 2: GENDER:
GENDER MALE FEMALE RESPONSE 84 16 PERCENTAGE 84% 16%

TYPE OF CUSTOMERS IN PIDILITE

90 80 70 60 50 40 30 20 10 0 MALE FEMALE RESPONSE

Interpretation: In the second analysis we have taken the gender factor of consumers. 84% of the consumers are male and 64% are female.

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TABLE 3: PIDILITE INDUSTRIES LTD. IS A?


TYPE OF COMPANY PUBLIC CHEMICAL PUBLIC/PRIVATE DON'T KNOW RESPONSE 10 80 5 5 PERCENTAGE 10% 80% 5% 5%

PERCEPTION OF PIDILITE INDUSTRIES LTD

80 70 60 50 RESPONSE 40 30 20 10 0
PRIVATE CHEMICAL 1 PUBLIC/PRIVATE DONT KNOW

Interpretation: In the third analysis we have taken the consumer perception about PIDILITE INDUSTRIES LTD.10% of the respondent says it is a PUBLIC INDUSTRIES.80% of the respondent says it is a PRIVATE INDUSTRIES, 5% of the respondent says it is a PRIVATE/PUBLIC INDUSTRIES and 5% of the respondent says we dont know.

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TABLE 4: RANK THE PIDILITE INDUSTRIES LTD. ON THE FOLLOWING FEATURES (RANK 1 FOR BEST AND 5 FOR WORSE ON 1 TO 5 SCALES)
PARAMETER EFFICIENCY COMPITITOR PRODUCT RANGE NETWORK DONT KNOW RESPONSE 10 4 75 10 1 PERCENTAGE 10% 4% 75% 10% 1%

Interpretation: In the fourth analysis we have analysed the ranking about the features.10% of the respondent measures on efficiency.4% of the respondent measures on comptition.75%of the respondent measures on product range.10% of the respondent measures on its network and 1% measures on dont; know.

TABLE 5: OCCUPATION:
OCCUPATION BUSINESS EMPLOYEE SERVICEMEN OTHERS RESPONSE 75 20 4 1 PERCENTAGE 75% 20% 4% 1%

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KINDS OF CUSTOMERS USE PIDILITE PRODUCT

80 70 60 50 response 40 30 20 10 0

Interpretation: in the fifth analysis we have considered type of consumers interested in PIDILITE INDUSTRIES LTD. 75% of the respondents are business men. 20% of the respondents are employees.4% of the respondent are servicemen and 1% of the respondents are others.

TABLE 6: DO YOU KNOW ABOUT PIDILITE INDUSTRIES LTD?


AWARENESS YES NO RESPONSE 90 10 PERCENTAGE 90% 10%

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TABLE-6 Are you aware about the others products of pidilite ?

Chart Title

Dr.fixit

wud fin

m-seal

fevi kwik,fevi stick and rangeela

Hobby ideas

Column1

Column2

Column3

Column4

Column5

Column6

Interpretation: In the sixth analysis we have taken the awareness factor.90% of the respondent are aware about PIDILITE INDUSTRIES LTD and 10% of the respondent are not aware.

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TABLE-7
WHAT IS TOTAL MARKET OF PIDILITE?

Oth OWG, 2600

PIL PWG, 3000

PIL PWG PIL OWG Oth PWG Oth OWG

Oth PWG, 1000

PIL OWG, 400

TABLE-8
ADVERTISEMENT REQUIRED OF PIDILITE

STUDY OF ADVERTISEMENT REQUIRED

100 80 60 40 20 0 yes no response

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Interpretation: In the seventh analysis we have taken the level of advertising factor.90% of the respondent says PIDILITE INDUSTRIES LTD need more advertisement and 10% of the respondent says no. .

TABLE 9: WHEN DID YOU LAST SEE THE ADVERTISEMENT OF PIDILITE INDUSTRIES?
ADVERTISEMENT 0-5 DAYS BACK 5-10 DAYS BACK 10-15 DAYS BACK 15-20 DAYS BACK MORE THAN 20 DAYS BACK RESPONSE 5 5 5 10 75 PERCENTAGE 5% 5% 5% 10% 75%

THE EFFECTIVENESS OF COMMERCIALS OF PIDILITE INDUSTRIES LTD.

80 70 60 50 40 30 20 10 0 0-5 DAYS BACK 5-10 DAYS BACK 10-15 DAYS bACK 15-20 DAYS bACK MORE THAN 20 DAYS bACK response

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Interpretation: In the tenth analyses we have taken the repetition of advertisement. 5% of the respondent says between 0-5 days and 5% of the respondent says between 5-10 days. 5% of the respondent says between 10-15 days. 10% of the respondent says between 15-20 days and 75% of the respondent says between more than 20 days.

TABLE 10: WHICH FORM OF PROMOTION DO YOU THINK MORE EFFECTIVE?


TOOLS TV RADIO PRINT RESPONSE 60 10 30 PERCENTAGE 60% 10% 30%

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ANALYSIS & IMPLICATION OF THE RESULTS

After checking for the error and status of the variables, factor analysing was done to select grouping of variables under common premises. A total of four constructs have been resulted namely convenience, availability of efficient facility, benefit result to the consumers, compliance with PIDILITE INDUSTRIES LTD. Tables show the percentage of the factors. The percentage clearly shows the difference in perception of the consumers from different factors. They are as follows: Table 1 shows average age of customers is 50-60 years

Table 2 shows the maximum types of customer are male

Table 3 shows the perception of people that PIDILITE INDUSTRIES LTD.

Table 4 shows that people belief that PIDILITE INDUSTRIES LTD is good for product range

Table 5 shows that PIDILITE is mostly used by business men

Table 6 shows that people are more aware about PIDILITE INDUSTRIES LTD

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Table 7 shows that the quality for promotion is poor in PIDILITE INDUSTRIES LTD

Table 8 shows that the satisfaction level is average between the customers

Tabel 9 shown that advertisement require of PIDILITE INDUSTRIES LTD.

Table 10 shows that the quality for commercials must be improved

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1. Consumers of FAIZABAAD, BALRAMPUR, KHALILABAAD, BASTI, GONDA have average awareness level about PIDILITE INDUSTRIES LTD as well as about its services and products.

2. The advertising campaign has been successfully to increase the market share of PIDILITE INDUSTRIES LTD in FAIZABAAD, BALRAMPUR, KHALILABAAD, BASTI, GONDA

3. PIDILITE INDUSTRIES services have sent positive signals in the mind of consumes. 4. No high level competition to PIDILITE..

5. It can be distilled from data that PIDILITE INDUSTRIES has good market share as compared to its competitors considering the amount of resources deployed by them in the market.

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SECTION D
BIBLIOGRAPHY ANNEXURE I ANNEXURE II GLOSSARY WORD OF THANKS

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BIBLIOGRAPHY

BOOKS:

Kothari, C.R, Research Methodology, New Delhi, New age international business, 2009

Cooper and Schindler, Business Research Methods, Tata Mc Graw Hill, 9th Edition Beri G.C, Marketing Research, Tata Mc Graw Hill, 4th Edition Saunders, Research Methods for Business students, Pearson Education, 2nd Edition, 2007

MAGAZINES:

Business age, 2010.2011 Sunday post, 2011 The Economics times, 2011 Business outlook Magazines, 2011

JOURNALS:

Journal of Indian Business Studies, vol 5, no 1, 2008

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NEWSPAPERS:

THE ECONOMICS TIMES, 10-30 JUNE 2011 DAINIK JAGRAN, 10-30 JUNE 2011 TIMES OF INDIA,1-20 JULY 2011 BUSINESS STANDRAD, 1-20 JULY 2011

WEBSITE:

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ANNEXURE I

QUESTIONNAIRE

1. NAME: 2. GENDER: a) MALE b) FEMALE

3. AGE: a) 20-30 YEARS b) 30-40 YEARS c) 40-50 YEARS d) 50-60 YEARS e) ABOVE 60 YEARS

4. LOCATION:

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5. OCCUPATION: a) BUSINESS b) EMPLOYEE c) SERVICE MEN d) OTHERS................

6. DO YOU KNOW PIDILITE INDUSTRIES LTD? a) YES b) NO

7. PIDILITE INDUSTRIES LTD IS A? a) PRIVATE INDUSTRY b) FMCG INDUSTRY c) PUBLIC/PRIVATE d) DONT KNOW

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8. SHOULD THE BRAND FAVICOL BE EXTENDED? IF YES, THEN WHEN, WHERE, AND HOW SHOULD BE DONE ? a) YES , FEVICOL CAN BE EXTENDED . b) PLACE : CANADA c) WHEN? d) RIGHT NOW? e) HOW? f) DIRECT EXPORT. g) ACQUISITION? h) TARGET? i) INDUSTRY SEGMENT.

9. DO YOU THINK PIDILITE INDUSTRIES LTD NEED MORE ADVERTISEMENT? a) YES b) NO

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10. YOUR LEVEL OF SATISFACTION WITH PIDILITE INDUSTRIES LTD? a) VERY SATISFIED b) SATISFIED c) NORMAL d) DISSATISFID e) VERY DISSATISFIED 11. IF YOU WILL HAVE OPTION AGAINEST PIDILITE INDUSTRIES LTD YOU WILL GO FOR a) SERVICE b) PRODUCT c) ADVERTIESMENT d) BIG INDUSTRIES e) PRODUCT SEGMENT f) OTHER

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12. WHEN DID YOU LAST SEE THE ADVERTISEMENT PIDILITE INDUSTRIES LTD ? a) 0-5 DAYS BACK b) 5-10 DAYS BACK c) 10-15 DAYS DACK d) 15-20 DAYS DACK e) MORE THAN 20 DAYS DACK 13. NAME PIDILITE INDUSTRIES LTD LTD. GIVE BLUE-PRINT IN YOUR MIND OFa) HIGH NETWORK b) BEST PRODUCT PROCUCE c) IT IS FOCUES ON HOME UTILITIES d) CUSTOMER FRIENDLY e) OTHERS 14. PIDILITE INDUSTRIES LTD LTD. IS A GOOD FOR a) SERVICE PEOPLE b) BUSINESS PERSON c) POLITICIAN d) GENERAL PUBLIC e) ALL THE ABOVE
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15.

WHICH FORM OF PROMOTION DO YOU THINK MORE

EFFECTIVE? a) TV b) RADIO c) PRINT 16. WHICH ALL PROMOTIONAL ACTIVITIES DONE BY PIDILITE INDUSTRIES LTD? a) CONVEY INFORMATION b) CREATE DESIRE c) EVENT d) DIRECT ACTION e) ALL OF THE ABOVE

17. PIDILITE INDUSTRIES LTD CHANGES CUSTOMER PERCEPTION, PROVIDING PROMOTION OF

a) MEDIUM PRODUCT PRICE b) EXTRA FACILITIES c) PRODUCT SEGMENT d) PROVIDE GOOD PRODUCT e) ALL OF THE ABOVE

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ANNEXURE II

THE MANAGEMENT TEAM

MR. B.K Parekh

MR. M B Parekh

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MR. A B PAREKH

WHOLE TIME DIRECTOR

MR. A N PAREKH

WHOLE TIME DIRECTOR

MR. BANSI S MEHTA

DIRECTOR

MR. BHARAT PURI

DIRECTOR

MR. S K PAREKH

VICE CHAIRMAN

MIS..SAVITHRI PAREKH

CCOMPANY SECRETARY & COMPLIANCE OFFICER

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GLOSSARY

PIL PIDILITE INDUSTRIES LIMITED

WSS WHOLE SALE STOKIST

TSI TERRITORIES SALES INCHARGE

KRA- KEY RESULT AREA

DSR- DAILY SALES REPORT

EMCS- ELECTRONIC MONTHLY CLAIM STATEMENTS


PWG- PRODUCT WHITE GLUE

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WORD OF THANKS

I pay sincere thanks to PIDILITE INDUSTRIES LTD, which gave me the chance to do the summer training in their reputed organisation. This is a matter of great respect on their side that they supported me in every problem faced by me. Hope that in future also I will get a support from their side and I shall be given an opportunity to work under this brand name and to be a part of this organisation.

Thank you

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