A

PROJECT REPORT
ON
IN SHAHIBABAD
In partial fulfillment of PGDM
(2009-2011)


Submitted By:-
VIBHUTI SHANKAR
Roll No. PGD00!
PGD" III
#d
Sem.
INSTITUTE OF PROFESSIONAL
EXCELENCE & MANAGEMENT
A-$!%$& Sout'(ide& G.T. Ro)d& I*du(t#i)l A#e)&
NH-+,& G')-i)b)d-+0$0$0
1
PR./A0.
The companies that best satisfy their customer ill be the inners! It is the
special responsibility of mar"eters to un#erstan# the nee# an# ants of the mar"et
place an# to help their companies not merely loo"in$ for sales they are in%estin$
in lon$ term& mutually satisfyin$ customer relationship base# on #eli%ery 'uality&
ser%ice an# %alue!
:- P'il1 Kotle#
This pro(ect is on )Performance of the *I+,-.I in .etail in the area of
+/0/I*0*0D1 ! This pro(ect ta"es a loo" at the o%erall acti%ities of the
company& ho its pro#ucts are mar"ete#! It also ma"es a theoretical stu#y
of 2ustomer .elation Mana$ement (2.M) an# ta"es a loo" on ho it can
be use# by company in practical form! .etailer an# customer satisfaction
sur%ey has been ma#e to "no their %ies an# problems 3in#in$ an# $i%e
a clear %ie of hat the customers ant! 3e realistic su$$estions are
$i%en so that company can impro%e its mar"et shares& profitability an#
finally attain the customers& satisfaction!
2
ACKNOWLEDGEMENT
)If a man aite# for the time
4hen he coul# #o thin$s best
/e oul# ha%e #one nothin$1
Written words have an unfortunate tendency to reduce genuine gratitude into silted
formality. However we feel that this is the only way to record ones gratitude.
When all work is done, it is a pleasant job to thank all those who were at every instant
supervising us and ensuring the completion of the decoded work.
Any project report is not outcome of alone person. It is teamwork and I take this
opportunity to thanks all those persons who have continuously guided me. I wish to
epress my deep gratitude to !r. "yed #arid Ali $corporate guide%and !s. Istuti
Agarwal $#aculty guide%,who helped me in different ways at the time of my "ummer
&raining 'roject (eport.
I epress my profound sense of gratitude to my H)* *r. *olly 'hillip who provided
me such type of opportunities for getting interacted to all the practical aspects of the
marketing in such type of big )rgani+ation.
#inally, I am indebted to my parents and my family members who etended to help
me in every aspect.
5I*/6TI +/0780.
PGDM - III r# +em!
.oll 7o!- PGD 09099
9
Declaration
I 5I*/6TI +/0780. a stu#ent of PGDM I5 T.IM-+T-. of I!P!-!M!
G/0:I0*0D &2009-2011 & .oll 7o! PGD09099 hereby #eclare that this pro(ect
report entitle# )P.R/OR"AN0. O/ BIS2.RI IN R.TAI2&
SHAHIBABAD!1 is ritten an# submitte# by me un#er the "in# $ui#ance of Mr!
+;-D 30.ID 0,I& +ales -<ecuti%e& *isleri International P%t . 2imited! an# Ms!
Istuti 0$aral 3aculty of IP-M!
The fin#in$s an# interpretations in the report are base# on both primary an#
secon#ary #ata collection! This pro(ect is not copie# from any source or other
pro(ect submitte# for similar purpose!
Date=
---------------------------------
(5I*/6TI +/0780.3

>

CERTIFICATE FROM THE COLLEGE
?

CERTIFICATE FROM THE ORGANISATION
@
CONTENTS
1. PREFACE
2. ACKNOWLEDGEMENT
3. DECLARATION
4. CERTIFICATE FROM THE INSTITUTE
5. CERTIFICATE FROM THE ORGANISATION
6. INTRODUCTION OF THE BISLERI INTERNATIONAL PVT. LTD.
7. OBJECTIVE OF THE STUD
!. MARKET RESEARCH
". DATA COLLECTION AND ANALSIS
1#. CONCLUSIONS
11. SUGGESTION $ RECOMMENDATION
12. LIMITATIONS OF PROJECT
13. BIBLIOGRAPH
A
About t'e 4)5e#)6e I*du(t#y
2orporate control o%er ater an# ater #istribution in In#ia is $roin$ rapi#ly= the pac"a$e#
ater business is orth .s 1&000 crore& an# itBs $roin$ at a hu$e >0-?0C annually! 0roun#
1&200 bottlin$ plants an# 100 bran#s of pac"a$e# ater across the country are battlin$ o%er the
mar"et& o%er#rain$ $roun#ater& an# robbin$ local communities of their ater resources an#
li%elihoo#s *ottle# ater& one of In#iaBs fastest-$roin$ in#ustries& is a business built on the
foun#ation of ba# $o%ernance& ine'uity an# blatant e<ploitation! /ar# to belie%e& but the
e%i#ence is becomin$ clearer! 0ccor#in$ to 67DP estimates& aroun# 1!2 billion people
orl#i#e lac" access to clean #rin"in$ ater! To#ay& there are more people in the orl#Bs
hospitals sufferin$ from aterborne #iseases than any other ailment! +ome @&000 chil#ren #ie of
such #iseases e%ery #ay! Pro%i#in$ safe #rin"in$ ater is the responsibility of the state! That
they are failin$ miserably is e%i#ent from the fact that o%er 1&@00 In#ians reporte#ly #ie e%ery
#ay because of aterborne #iseases! Despite these astoun#in$ fi$ures& the In#ian state has
literally ashe# its han#s of the responsibility of pro%i#in$ clean #rin"in$ ater to its citiDens!
4hen one in si< people $lobally li%es ithout access to clean #rin"in$ ater& #oes the anser
lie in hi$h-tech ater purifiers an# bottle# ater thatBs out of reach for a ma(ority of the In#ian
populationE
Multinational corporations oul# ha%e us belie%e so! 0n# the reason is not har# to fin#= alon$
ith importe# ater treatment technolo$y li"e acti%ate# carbon an# ultra %iolet (65)
#isinfection (0'ua$uar#)& re%erse osmosis (.e%i%a) an# resins (:ero-*)& the ater treatment
mar"et is estimate# to be orth aroun# .s A00 crore! The bottle# ater in#ustry is estimate# to
be a hoppin$ .s 1&000 crore business! Ithas $ron at a rate of >0-?0C annually o%er the past
four years or so! 0ccor#in$ to the *ureau of In#ian +tan#ar#s& there are 1&200 bottle# ater
factories all o%er In#ia (of hich @00 are in the state of Tamil 7a#u)!
F
2orporate control o%er ater an# ater #istribution in In#ia is rapi#ly $roin$! 0s
$lobaliDation opens up opportunities for pri%ate players& in%estin$ in ater an#Gor manipulatin$
ater scarcity ma"es increasin$ly $oo# business sense for corporations!
H%er 100 bran#s are battlin$ o%er the bottle# ater mar"et& har#-sellin$ their pro#ucts in e%ery
ay possible -- better mar$ins to #ealers& a$$ressi%e a#%ertisin$& catchy slo$ans. The real boost
to bottle# ater came in the early- to mi#-19F0s ith the $roth of P52 pac"a$in$ an#& later&
P-T bottles!
9
BISLERI %&

Since 1960s no one would think that water will sell. Every one is
not a visionary Mr. SIGNORE FELICE BISLERI was a visionary of
Bisleri.
Mineral Water under the name 'Bisleri' was first introduced in Mumbai in glass bottles
in two varieties.
10
* Bubbly
* Still
in 196 by Bisleri !td." a com#any of $talian origin. %his com#any was started by
Signor &elice Bisleri who first brought the idea of selling bottled water in $ndia.
'arle bought over Bisleri ($ndia) !td. $n 1969 * started bottling Mineral water in glass
bottles under the brand name 'Bisleri'. !ater 'arle switched over to '+, non-
returnable bottles * finally advanced to '.% containers.
Since 199 Mr. /amesh 0. ,hauhan has started e1#anding Bisleri o#erations
substantially and the turn over has multi#lied more than 23 times over a #eriod of 13
years and the average growth rate has been around 435 over this #eriod. 'resently
we have 6 #lants * 11
franchisees all over $ndia. We have our #resence covering the entire s#an of $ndia. $n
our future ventures we loo7 to #ut u# four more #lants in 36-38. We command a 635
mar7et share of the organi9ed mar7et. :verwhelming #o#ularity of 'Bisleri' * the fact
that we #ioneered bottled water in $ndia" has made us synonymous to Mineral water
* a household name. When you thin7 of bottled water" you thin7 Bisleri.
$t is our commitment to offer every $ndian #ure * clean drin7ing water. Bisleri Water
is #ut through multi#le stages of #urification" o9onised * finally #ac7ed for
consum#tion. . /igorous /*; * stringent <uality controls has made us a mar7et
leader in the bottled water segment. Strict hygiene conditions are maintained in all
#lants.
$n our .ndeavour to maintain strict <uality controls each unit #urchases #erforms *
ca#s only from a##roved vendors. We #roduce our own bottles in-house. We have
recently #rocured the latest world class state of the art machineries that #ut us at
#ar with $nternational standards. %his has not only hel#ed us im#rove #ac7aging
<uality but has also reduced raw material wastage * doubled #roduction ca#acity.
=ou can be rest assured that you are drin7ing safe * #ure water when you consume
Bisleri. Bisleri is free of im#urities * 1335 safe. .n>oy the Sweet taste of 'urity?
11
We at Bisleri value our customers * therefore have develo#ed 6 uni<ue #ac7 si9es to
suit the need of every individual. We are #resent in 23ml
cu#s" 23ml bottles" 33ml" 1!" 1.!" and 2! which are the non-returnable
'ac7s * !" 23! which are the returnable #ac7s. Till #ate the In#ian consumer has been
offere# *isleri ater& hoe%er in their effort to brin$ to consumers somethin$ refreshin$ly ne&
they ha%e intro#uce# *isleri 7atural Mountain 4ater - ater brou$ht to you from the foothills
of the mountains situate# in /imachal Pra#esh! /ence their pro#uct ran$e no comprises of to
%ariants= *isleri ith a##e# minerals I *isleri Mountain ater!
It is their commitment to offer every Indian pure , clean drinking water. -isleri Water is
put through multiple stages of purification, o+onised , finally packed for consumption.
(igorous (,* , stringent .uality controls has made us a market leader in the bottled
water segment. "trict hygiene conditions are maintained in all plants.
In our /ndeavour to maintain strict .uality controls each unit purchases performs ,
caps only from approved vendors. &hey produce our own bottles in0house.
12
VISION
1ision is to be the dominant player in the branded water business
where the second player is less than 234 of our business.
MISSION
We are in the business to serve the customer. He is the most imortant erson.
He is the only one who ays. He deserves the best !uality and resentation at a
worth of the rice. "e must have world class !uality# at the lowest roduction $
distribution cost. %his will make us an unbeatable leader# and will have satisfied
loyal customers.
&'()ES
Integrity, leadership, Team work, Co-operation, Quality, Passion, *enness $
%ransarency.
19

PROCESS OF BOTTELING %&
%he most critical as#ect of our bottling #rocess that sets us a#art from the rest
of the industry is the fact that our bottles remain untouched right through the
rinsing" filling" ca##ing and labeling o#erations.
Filling:
Bottles are fed by an air conveyor from the blowing unit directly into the in-feed of
the /&,. :ur /&, e<ui#ment is nec7 run and it boasts of a monobloc7 unit" which
means that every bottle is held by the nec7 automatically while being inverted"
rinsed and s#rayed with o9onated water at 2 Bar #ressure. @fter draining" the bottles
are re-inverted and transferred to the filler. @t the filler these bottles are
straightened u# and gradually lifted to the filling valves which o#en only when a
bottle is #laced under them. &illing is then done systematically through gravity.
Capping:
@fter the filling #rocess the bottles are then transferred to the ca##ing section. Aere
o9onated-water rinsed ca#s are screwed on the bottle with uniform tor<ue. Since our
water is o9onated all #roduct contact #arts are of B16! grade stainless steel and the
rubber #arts are of .';M. (@ll com#onents are water lubricated above the table to#.)
Labelling:
&rom the ca##ing section the bottles are directly sent to the labeling section. @ll
Bisleri bottles are labeled on a hot melt reel feed B:'' labeling machine. %his
machine allows each individual bottles to be s#aced out and fed to the labeling
station where #recisely cut labels with a stri# of hot melt glue at the leading and
1>
trailing edge" get rolled around the bottle. %hese labels are fed into the machine in a
roll form too.
0o*t#ol (ub(y(tem
The motto of *isleri is )play safe1 an# *isleri has implemente# e%ery measure
to pro#uce the safest pro#uct possible! It has employe# measures such as=-
1) The 'uality of e%ery sin$le ra material that $oes into the pro#ucts are
minutely inspecte# in or#er to ensure optimum 'uality stan#ar#s!
2) The caps of all the bottles are tamper proof so hen the consumer buys a
*isleri pro#uct he ensures that the pro#uct is untampere#!
3) The pro#uction process of *isleri is such that a human han# ne%er touches a
*isleri pro#uct!
4) There is 2> hours 'uality chec"in$ so that no #efecti%e pro#uct reaches the
consumer!
1?
+,*-).%S */ B0S(E,0
1' V.DI0A
The water that almost descends from the Gods:
+edica Catural Mountain Water comes to you in all its untouched #urity" right from
its source. Dushing from an a<uifer with intense #ressure" the natural mountain
water is #ushed above the ground surface to a height of meters above ground level"
#owerfully and consistently. %he underground geological origin guarantees that there
is no e1ternal ,ontamination" since the mouth of the water source is covered from
roc7s on all sides. Besides" being naturally fortified with silica" the s#ring is naturally
free form any Microbial infection or #ollution. +edica Catural Mountain Water is also
low on sodium" ma7ing it the #erfect choice for the health conscious. $t has a high
#ro#ortion of sul#hates" which wor7 as natural deto1ifying agents. @nd itEs clear"
sweet taste #roves that it is free of calcium carbonate and magnesium carbonate
salts" which give some mineral waters a chal7y taste. Scientifically #ut" the %otal
;issolved Solids in +edica Catural Mountain Water is22mgFltr. $t is also high in
sul#hates" the natural deto1ifying agents. .nsuring that all you get with +edica
Catural Mountain Water is the sweet taste of #urity.
+edica Catural Mountain Water is available in 33 ml and 1 litre bottles.
SR. NO. PARA".T.R BIS2.RI V.DI0A
$ PH 7.7
+ TDS )t $80 de6.0 911m3 ++:
! 0)l;ium 911m3 ,7
, 0'lo#ide( 911m3 $!
: Bi;)#bo*)te( 911m3 +0$
< Sul1')te 911m3 $
7 ")6*e(ium 911m3 $!
8 Sodium 911m3 $,
1@
2' MINERAL ATER

!isleri with Added Minerals:
%his #roduct is bottled drin7ing water at its best. Bisleri with added minerals has
a %;S count (total dissolved solids count) of a##ro1imately 133. $t contains
minerals such as magnesium sul#hate and #otassium bicarbonate which are
essential minerals for healthy living. %hey not only maintain the #A balance of the
body but also hel# in 7ee#ing you fit and energetic at all times.
Bisleri with added minerals is also #ut through multi#le stages of #urification to
ensure the elimination of all forms of bacteria. %his ma7es the water you drin7
com#letely safe to consume. Bisleri with added minerals is available in 23ml
cu#s" 23ml bottles" 33ml bottles" 1 litre bottles" 1. litre bottles" 2 litre bottles
and and 23 litre cans.
1A
3' 1*)2%'02 "'%E,

&or over B3 years" Bisleri has been the #ioneer in the bottled water industry with its
innovations and an eye for #erfection. @nd ever since it was established in 1969"
Bisleri has constantly searched for ins#iration in nature.
%his search has now led us to the new Catural Mountain Water. $ns#ired by nature"
it comes to you from a #ristine source situated in the beautiful and scenic
mountains of Corthern $ndia.
Catural Mountain Water resonates with the energy and vibrancy of health and well-
being. $t is #ac7ed with the goodness of nature's minerals which will refresh your
senses and re>uvenate you. We invite you to e1#erience our Catural Mountain Water
- %he sweet taste of #urity.
1F

PROBLEMS OF THE ORGANISATION AND FUTURE OF THE
ORGANISATION.
T() *+,- ./012)* 30/ +-4 0/5+-,6+7,0- ,6 (,6 80*.)7,70/6.
B,62)/, (+6 +260 80*.)7,70/69 7()4 +/)%&
KINEL
A:UFINA
KING FISHER
5ua

=i*ely )*d A>u)?i*) i( t'e m)i* 1#oblem o? bi(le#i& 4'i;' 6i5e( t'e tu??
;om1etitio*. Ot'e# 1#oblem li=e deli5e#y time )*d i* t'e )6e o?
;om1etitio* 1#i;e ')( )l(o ;ome u1 4it' ) *e4 1#oblem. Be;)u(e ot'e#
b#)*d ')( le(( 1#i;e t')* bi(le#i. Ot'e# ;om1)*ie( 6i5e mo#e m)#6i* to t'e
#et)ile# t')* t'e bi(le#i. P#oblem i* ot'e# )#e)( (u;' )( ('i11i*6 )*d 1l)*t
m)i*t)i*)*;e. ");'i*e#y m)i*t)i*;e i( ) tou6' 4o#=. I? ;om1)*y doe( t'e
(e#5i;i*6 'i( m);'i*e#y t'e* ;o(t ;ome( 5e#y 'i6'.
19
Re6)#di*6 t'e ?utu#e o? bi(le#i i( too 6ood. Be;)u(e *o4 ) d)y( bi(le#i ')( <:
@ m)#=et (')#e i* t'e 4)te# i*du(t#y. Bi(le#i i( *o. o*e b#)*d i* t'e )#e) o?
4)te# i*du(t#ie(.
/utu#e o? t'e bi(le#i i( 5e#y b#i6't be;)u(e bi(le#i ')( +0@ ?o#4)#d t')* t'e
(e;o*d 1o(itio* o? i* t'e 4)te# i*du(t#ie(.
O1;)87,<)6 03 /)6)+/8(%
6nderstanding the 7 's of marketing in relation to -I"8/(I.
-rands available in the market and their good daily sales.
!arket for -I"8/(I.
#actors influencing the consumer buying behavior.
#actors which made consumers switch from one brand to another.
/pectations of retailers from -isleri.
(esponse of the consumer regarding -I"8/(I.
20
"uggestion of retailers for a winning brand of water.
/merging trends in the water market.

Ascertain the awareness level of -I"8/(I and its distinct image.
What do retailers look before keeping branded water in their shop9
Ascertain growth opportunities as well as threats.
RESEARCH METHODOLOG
(esearch comprises defining and redefining the problems , formulating
hypothesis or suggested solutions, collecting , organi+ations and
evaluating data, making deductions and reaching conclusion and at last
carefully testing the conclusions whether they fit the formulating
hypothesis.

(esearch methodology is a procedure designed to the etent to which it is
planned and evaluated before conducting the in.uiry and the etent to
which the method for making decisions is evaluated before conducting the
in.uiry and the etent to which the method for making decisions is
evaluated. &he research methodology if scientifically developed enables
21
the research to establish with high degree of confidence, cause and effect
relationship between the research between the research activities and
observed outcomes.
METHOD
&o achieve the objective we make by use of filed research method.
#iled research methods:
!ass observation through .uestionnaire.
'ersonal interview
RESEARCH DESIGN
A research design is the overall plan on programme of research. It
includes an outline of what the investigator will do from writing the
hypothesis and their operational implications to the final analysis of data
22
!arket research projects are designed as either $eploratory research or
conclusive research% depending upon the objective of study.
&he objective of the eploratory research is to seek new ideas and to
discover new relationship between different set factors in a way that will
permit of specific hypothesis.
&o find out there hypothesis, study of secondary sources of information,
survey of knowledge persons on case studies are conducted.
;onclusive research provides information which helps in decision making<
such research re.uires identifying cause and effecting relationships. &his
can be done by case study and eperimentation.
&he present marketing research is more less an eploratory research as its
objectives are aimed to find new ideas
also the information re.uired was obtained through methods of eploratory
research. &he information has been gathered from the
survey of water $-isleri% consumers, retailers, confectionary shops.
)verall the research which was used as a prototype for his market
(esearch analysis is:0
*efine research problem.
(eview concepts and theories.
#ormulate hypothesis.
*esign research.
;ollection of data.
Analysis of data.
29
Interpret and reports.
SAMPLE DESIGN
It is definite plan for obtaining a sample from a population dealing with any
type of water $-ottel%. &he type of sampling used is random sampling used
is random sampling design $("I%. &he respondent in the sample include
consumers and retailers.
DATA COLLECTION
DATA COLLECTION INSTRUMENTS%&
&he instruments used to collected are as follows:0
2>
5uestionnaire
)ral *iscussion
COLLECTION OF DATA THROUGH :UESTIONNAIRES
&his method of data collection is .uite popular, particularly incase of big
in.uiries. It is being adopted private researchers, and workers, and private
and public organi+ations and even government. In this method a
.uestionnaire is sent $usually by post% to the persons concerned with a
re.uest to answer the .uestion and return the .uestionnaire.
&he method of collecting data wise mailing the .uestionnaires to
respondents is the most etensively employed in various economy and
business surveys. &he *)/,76 claimed on behalf of this method are as
follows:
=. &here is low cost even when the universe is large and is widely
spread geographically.
2. It is free from the bias of the interviewer< answers are in
respondents own words.
2?
>. (espondents have ade.uate time to give well thought out
answers.
7. (espondents, who are not easily approachable, can also be
reached conveniently.
?. 8arge samples can be made use of and thus the results can be
made more dependable and reliable
DATA TPE
&wo types of data have been collected for analysis.
PRIMAR DATA
It has been collected with the helps of structured non0disguised
.uestionnaire which were personally administered to respondent. -oth
closed and open ended .uestions were used to get the designed
information. 5uestionnaires were designed for both consumers and
retailers. Important scales and ranking methods were used for collecting
the primary data.
2@
SECONDAR DATA
It has been collected with the help of Internet and oral discussion. It is
used for a brief history of li.uid milk industry.
SAMPLING DESIGN
It was a non0probability convenience sampling.
DATA ANA2ASIS
+ample +iDe=- 100
1. R)7+,2)/ A88).7 B,62)/, ,- S(+(,1+1+=%&
A%0
3
=3
23
>3
73
?3
@3
A3
Accept Bot Accept
2A
ANALSIS%&
&he area covered in "ahibabad, branded things and even mineral water is
great demand among literate consumers.
'eople are conscious of hygienic products and people of (s. 6pper income
group have a general inclination for branded water because it is believed that
local water is generally not safe to consume.
&hroughout the survey it was found that retailers are more aware of every
.uality attributes of -isleri water but due to less advertisement they have to
eplain all these things to every customers , it is a very time taking.
!any consumers also purchased various kind of water according to the
re.uirements.
2' & W(,8( >+7)/ =0 40? 6)22@
A. -isleri : 73
-. Cinely : 23
;. Auafina : =?
*. king fisher : 23
/. )ther : ?
2F
4#
2#
15
2#
5
ANALSIS
)nly rank cannot help to winning the market. While in winning the
market a ;ompany needs to have good .uality as well as
availability and the right price supported by proper advertisement
support.
An interesting point which we found during our survey is that now
people are not stable on any particular brand. If they do not find
good .uality in there product for another brand where they find
good .uality and which is easily available.
3'& A/) 40? ,-7)/)67)= 30/ BISLERI >+7)/@
29
4#
6#
#
1#
2#
3#
4#
5#
6#
7#
ES NO
I3 -0 >(4@
"ervice : >3
5uality : 23
'rice : 73
)ther : =3
3#
2#
4#
1#
#
5
1#
15
2#
25
3#
35
4#
45
SERVICE :UALIT PRICE OTHER
ANALSIS
90
&hus one can see that the main thing which the shopkeepers are
concerned is service. >34 of the retailers said that for them
margin is the main concern and they look service of the
distributor.
234 said that for them .uality for a product or brand is the main
concern and they keep any thing for which there is consumer
demand.
734 said that for them margin is more important. &hey look price
before keeping any product, for them margin is more important.
)ther factors like salesman behaviour, brand name, trade scheme
stood at =34 respectively.
4'& C0-6?*)/A6 .)/8).7,0- +10?7 BISLERI >+7)/ %&
!ost of the retailers didnt give satisfactory answer to
this .uestion. )nly some retailers said consumers
approach them to keep -I"8/(I WA&/(. -ut due to low
margin and unavailability of refrigerators they are
unable to keep -isleri.
5'& SUGGESTION FOR OUR PRODUCTSBB RETAILERS '%&
91
Increase publicity.
Always pay attention to .uality.
Increase margin .
'rovide signboards and free+ers.
/nsure punctuality in service of sales man.
'olicy for the retailers should be fleible.
&rade scheme for traders should be launched at regular interval
of time.
Analaysis Area wise
92
INDRAPUR"B
Tot)l ('o1( 5i(ited )#e !0.

Indrapurm
3
23
73
@3
D3
keep donEt keep
&otal no. of visited shop >3
Indrapurm

In the area of indrapurm there is @3 4 retailers keep bisleri
and rest 73 4 dont keep -isleri due to less margin than
other companies.
&here is no promotional material given to retailers. Alternet
day service has given and main thing is that here schemes,
discounts and display material has demanded by retailers.
&hose retailers, who are not keeping bisleri, are bound to
coke and pepsi due to provision of refrigerators by these
companies. -isleri is in demand in this area and retailer
fined more margins in CIB8/F. (etailers are satisfied with
the service and company representative.
99
VASHUDRA B
Tot)l ('o1( 5i(ited )#e $:.


I* t'i( )#e) (e#5i;e( ')( 6i5e* 1#o1e# )*d 4ee=ly& #et)ile#( )#e
()ti(?ied. 0om1)*y #e1#e(e*t)ti5e )l(o 5i(it ?#e>ue*tly.
Bi(le#i i( i* dem)*d )lo*6 4it' ;old 4)te# bottle. Ret)ile#(
4)*t t')t #e6ul)# (e#5i;e ('ould be m)i*t)i*ed )*d (ome
di(1l)y m)te#i)l ('ould be 1#o5ided. All 1);= (i-e( )#e i*
dem)*d eC;e1t : lt#. Ret)ile#( ?i*d m)#6i* i* =i*ley mo#e.
T'o(e 4'o do*Dt =ee1 bi(le#i )#e bou*d 4it' 1e1(i )*d ;o=e
due to ;ooli*6 ?);ility.
9>

VASHA2I
Tot)l ('o1( 5i(ited )#e !0.
Bo. of (espondents
-isleri
kinely
Cingfisher
A.uafina
)ther
I* t'i( )#e) bi(le#i i( i* dem)*d but #et)ile#( 4)*t m)#6i*
(o t'ey ()y t')t =i*6?i('e# ')( 6i5e* mo#e m)#6i* t')*
bi(le#i. Ki*ely )l(o 6i5e 6ood m)#6i*. .C;e1t bi(le#i ot'e#
;om1)*y 6i5e( mo#e m)#6i* #)t'e# ot'e# 9lo;)l3 ;om1)*ie(
)l(o 6i5e( 6ood m)#6i*.
I* t'i( )#e) (e#5i;e o? bi(le#i i( 6ood. Ret)ile#( ()ti(?ied 4it'
;om1)*y #e1#e(e*t)ti5e )( 4ell )( (e#5i;e. Im1#o1e# (e#5i;e
due to ;#edit 1#oblem. Bi(le#i i( i* dem)*d.
+0 lt# ()le( )#e m)Eo#. Re6ul)# )*d ;o*ti*uou( (u11ly
dem)*ded. Ret)ile#( ?i*d mo#e m)#6i* i* =i*6 ?i('e#.
9?
RAF.NDRA NAGAR SH2I"AR
S'o1( 5i(ited-!:
Bo. of (espondents
2?3 ml cup
2?3 ml bottel
?33 ml
= ltr
=.? ltr
2 ltr
? ltr
23 ltr
Nobody ()ti(?ied 4it' t'e (e#5i;e )*d Di(t#ibuto#& ;om1)*y
#e1#e(e*t)ti5e )l(o 5i(it( ?#e>ue*tly& but )t ?e4 ;ou*te#( i##e6ul)#
(u11ly. I* t'i( )#e) m)i* #e)(o* i( l);=i*6 o? #e?#i6e#)to#(.
B)(i;)lly $G +0 lt# ()le( )#e m)Cimum )*d *ot ot'e#(. Ret)ile#(
()y t')t m)#6i* i( m)Cimum i* =i*6?i('e#. Peo1le ')5e dem)*ded
?o# BIS2.RI o# ;old 4)te#. I* t'i( )#e) (t)*d( )#e 1#o5ided )t
m)*y ;ou*te#( but t'ey )#e *ot bee* utili-ed 1#o1e#ly )*d )t
m)*y 1l);e( #et)ile#( dem)*ded *e4 (t)*d(.
9@
R)m1)#)(t')
S'o1( 5i(ited-$,
I* t'i( )#e) bi(le#i i( i* mo#e dem)*d t')* ot'e# b#)*d but
i* t'i( )#e) (e#5i;e i( *ot 6ood it i( i* )5e#)6e. A*d 1#i;e o?
bi(le#i i( *ot i* #ou*d ?i6u#e. Ge*e#)lly 1eo1le dem)*d ;old
4)te#% mi*e#)l 4)te#. I* t'i( )#e) di(1l)y bo)#d( )*d (t)*d(
')5e 6i5e* to (ome ;ou*te#(.
B)(i;)lly $ lt# i( 6e*e#)lly (elli*6. ")#6i* i( mo#e i* lo;)l
b#)*d(. ")i* 1#oblem ')( #et)ile#( )#e #e?#i6e#)tio*
9A
1#oblem. I* t'i( )#e) "ou*t)i* 4)te# i( *ot bei*6 1#omoted
mu;' till *o4.
SWOT ANALSIS
S7/)-57(
-I"8/(I has well built image of ecellence and innovation
supported of triumph of Indian water bottle industry.
-I"8/(I has good .uality.
-I"8/(I has good capping.
-I"8/(I has well trained marketing staff.
-I"8/(I has loyal sales person.
W)+C-)66
J+/ 2)+C+5) ,6 7() 0-) 03 7() *+,- >)+C-)66 7(/0?5(
>(,8( 1,62)/, ,6 50,-5 70 206) (,6 3+,7(.
9F
B,62)/, (+6 -0 +-4 *+/C)7,-5 ./0*07,0-.
A880?-76 6)87,0- ,6 +260 + >)+C-)66 03 1,62)/,.
S(,..,-5 =).+/7*)-7 (+6 20> ./08)66.
O..0/7?-,74
B49 ,-8/)+6,-5 /)7+,2)/ *+/5,-.
B/+-= ./0*07,0-.
T09 ,*./0<) *+/C)7,-5 *,D.
M0/) *0-0.024 03 B,62)/, 1/+-=.
T(/)+76
K,-)24 ,6 7() *+,- 80*.)7,70/9 7(+7 *)+-6 >+78( *40.,+ ,-
7() *+/C)7 )<)/4 7,*).
99
O7()/ 1/+-= C)).6 +27)/-+7,<) ./0=?87 1?7 1,62)/, (+6 -07
+-4 +27)/-+7,<) ./0=?87.
T/+=,-5 68()*) ,6 -07 500= +6 80*.+/) 70 07()/
80*.+-,)6.
FINDINGS
T() -?*1)/ 03 1,62)/, 0?72)76 ,6 *0/) 7(+- 7() 80*.)7,70/6A 0?72)76 ,-
S(+(,1+1+= A/)+9 >(,8( /)6?276 7() ,-8/)+6) ,- 7() 6+2) 03 B,62)/,
./0=?87.
B,62)/, (+6 + >,=) /+-5) 03 ./0=?876 1/+-= 2,C) V)=,8+9 M0?-7+,-9
M,-)/+2 >+7)/ +-= 3/0* 25#*2 8?. 70 2#27/ ;+/
>(,8( +/) 3+67 *0<,-5 +-= ,-8/)+6)6 7() 0<)/+22 6+2)6 03 B,62)/,.
T() -0. 03 /)7+,2)/6 6+4 7(+7 7()4 +/) 1,62)/, (+6 -07
5,<,-5 ./0.)/ 6?..24.
I- S+(,1+1+=9 +2*067 =,67/,1?70/6 +/) 6+7,63,)= 1?7 70 60*) )D7)-=
7()4 +/) -07 6+7,634 +6 ,- 7() +/)+ 03 +880?-76.
I- >+7)/ ,-=?67/4 C,-)24 ,6 7() *+,- 80*.)7,70/ 03 B,62)/,.
R)7+,2)/6 +/) +6C,-5 30/ 3/))E) +-= 1+--)/6 +-= 7/022)4.
>0
M067 03 7() /)7+,2)/6 >+-7 70 +27)/-+7) ./0=?87 +-= 7()4 >+-7 70 520>
6,5-10+/=6 +-= 1+--)/6.
S0*) /)7+,2)/6 (+<) 2)37 6)22,-5 7() B,62)/, 1)8+?6) *+/5,- (+6 -07
5,<)- +6 2,C) 07()/ 80*.+-4 5,<)6.


!r. (amesh chauhan has observed that companys first task is Gto serve
the customersH. /arlier -I"8/(I was the pioneer of the market. At present
condition, we cannot say -I"8/(I is the unchallengeable market leader,
and fully successful to create customers. )ther unorgani+ed sector have
made their potentially widely. &hey are able to position successfully in the
current by attracting potential.
;ustomers form an epectation of value and act on it. A buyers delight is
the function of the products perceived performance and the customers
epectation.
(ecogni+ing that high satisfaction leads to high customer loyalty .uality
value and service are totality of features and characteristics of a product
that bear on its ability to satisfy stated or implied needs. &otal .uality is the
key to value creation and customers delight.
Hence BISLERI should take necessary action to continue bringing .uality
product. #irst, it should participate in formulating strategies and policies
designed to help the company win through total .uality ecellence.
>1
"econd, they must deliver marketing .uality along side margin of the
retailers. /ach marketing activity marketing research, advertising, and
customer service and so on must be performed to high standards.
I found that the brand awareness of -isleri product is not to the point or as
epected to be in "HAHI-A-A*.
"o awareness level of the consumers about -I"8/(I product
should be improved by installing more canopies and hoarding and
a retailer selling -I"8/(I product. -ig banners and billboards
should be installed on main roads.
-I"8/(I must also come up with margin for the retailers.
-I"8/(I must launch promotional schemes for customers as well
to increase sales as well as to be in news.
-y change the packet $carton% of bottle bisleri can increase the
margin.
>2
LIMITATION

I (+= 80<)/)= 7() *+D,*?* -?*1)/ 03 0?72)76 60F ,7 >+6 +
/+7()/ =,33,8?27 7+6C 70 5,<) 7,*) 70 )+8( +-= )<)/4 0?72)7
6?/<)4)=.
T() 0?72)7 0>-)/6 7/)+7)= *) +6 7() )*.204)) 03 7() 80*.+-4
+-= ?6) 70 67+/7 7)22,-5 *) 7() <+/,0?6 ./012)*6 3+8)= 14 7()*.
S0*)7,*)6 7() 0>-)/6 >)/) -07 ./)6)-7 0- 7() 6.07 30/ +-4
82+/,3,8+7,0-6.
M+-4 03 7() 6(0.6 >)/) 30?-= 8206)= =?/,-5 7() *,= =+4
(0?/69 >(,8( >+6 +260 + 1,5 ./012)* ,- *))7,-5 7(06) 0?72)7
0>-)/6.
T() 6+2)6 )D)8?7,<) 3+8)6 207 03 ./012)* =?) 70 8206,-5 03 7()
6(0.6.
T() 6(0.C)).)/6 >)/) -07 /)+=4 70 5,<) 7() +-6>)/ 03 7()
G?)67,0-6 )+6,24 +6 7()4 >)/) -07 (+..4 >,7( 7() 6)/<,8)6
5,<)- 14 B,62)/,.
>9
T() -+7?/) 0/ 1)(+<,0/ 03 0?72)7 C)).)/6 >+6 <)/4 (+/6(.

A--)D?/)
HUISTIONNAIR.
/i#mD( N)me :-IIIIIIIIIIIIIIIIIIIIIIIIII
Add#e(( :- IIIIIIIIIIIIIIIIIIIIIIIII...
IIIIIIIIIIIIIIIIIIIIIIIII...I
0o*t. Pe#(o*D( N)me:-IIIIIIIIIIII0o*t. No.:IIIIII..
$3- A4)#e*e(( )bout BIS2.RI 4)te# :-
A3- A.S NO
+3- J'i;' J)te# do you (ellK
)3 Bi(le#i A.S NO
b3 =i*ely A.S NO
;3 A>u)?i*) A.S NO
d3 =i*6 ?i('e# A.S NO
e3 Ot'e# A.S NO
!3- A#e you i*te#e(ted ?o# BIS2.RI 4)te#K
A.S NO
I? *o 4'yK
Se#5i;e Hu)lity P#i;e Ot'e#
,3- 0o*(ume#D( 1e#;e1tio* )bout Bi(le#i 4)te# :-
>>
PRODU0T TAST. PRI0. BRAND OTH.R
St)*d)#d
:3- Aou# (u66e(tio* ?o# ou# Bi(le#i :-IIIIIIIIII..IIIII...
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII
IIIIIIIII.
Si6*)tu#e
B,12,05/+.(4

In this report, while finali+ing .uality problem in details the following -ooks,
!aga+ines , web sites have been referred. All the material detailed below
provides effective help and a guiding layout while designing this tet report.
P.RSONS R./.R.N0.
2e;tu#e# "i( I(tuti A6)#4)l 9/);ulty 6uide3
S)le( .Ce;uti5e o? Bi(le#i "#. Syed /)#id Ali 9.Cte#*)l 6uide3
BOOK REFERENCE
!arketing !anagement -y 'HI8I' C)&8/(
(esearch !ethodology -y ;.(. C)&HA(I
;onsumer -ehavior -y I6'&A and 'AA8
>?
WEB SITES
www.bisleri.com
www.google.com
www.ask.com
>@