SUMMER PROJECT REPORT ON

PRODUCT PROMOTION AND SALES OF GLUCOMETER AT KANNU IMPEX PVT. LTD.

In Partial Fulfillment of Award of Post Graduate Diploma in Global Business
By RAKESH KUMAR

Under the guidance of

PROF. C.M. SHASTRY

PGDM (Global Business) Entrepreneurship and Management Processes International New Delhi 74 July 2011

PREFACE

All students learn theoretical subjects in their classroom, but as we are the management students, apart from theoretical studies we need to get a deeper insight into the practical aspects of those theories by working as a part of organization during our summer training. Training is a period in which a student can apply his theoretical knowled ge in practical field. Basically, practical knowledge and theoretical knowledge have a very broad difference. So this training has high importance as to know how both the aspects are applied together. The study of management acquires most crucial position in the business administration. In order to be successful, it is necessary to give priority to the management in an organization. But it cant be denied that the study of management would be more educational, materialistic and even more interesting, if it is to be paired with the work in organization as an employee. The training session helps to get details about the working process in the organization. It has helped me to know about the organizational management and discipline, which has its own importance . The training is going to be a life long experience. Management in India is heading towards a better profession as compared to other professions. The demand for professional managers is increasing day by day. To achieve profession competence, manager ou ght to be fully occupied with theory and practical exposure of management. A comprehensive understanding of the principle will increases their decision-making ability and sharpens their tools for this purpose. During the curriculum of management programm ers a student has to attain a practical exposure of an organization on live project in addition to theory he/she studies. This Project Report has been completed in Partial fulfillment of my management Program, Post Graduate Diploma in Marketing and global business in the company Kannu Impex, Delhi. The objective of my project was to meet with the distributors and retailers and to supply them the products of Kannu Impex.

ACKNOWLEDGEMENT
Presenting a Summer Training project of this type is an arduous task, demanding a lot of time. I cannot in full measure appreciate and acknowledgement the kindness shown and help extended by various persons in this endeavor. I will remember all of them with gratitude. I shall like to express my heartfelt gratitude to Mr. Ujjawal Singh yadavand Ms. Meenu Raifor his inspiration, cooperation and memorable guidance extended to me at every stage of my study. I shall always feel indebted to him who has been instrumental in the completion of my studies and I am thankful to him from the core of my heart for always finding time for me from his heavy schedule. I am grateful to Mr. C.M. Shastryfor initiating my interest in the present topic and for providing a helping handful of valuable suggestions during the course of studies. My sincere thanks are also due to Dr. P. Sivakumar(Head Of Department, Global Business, EMPI business school, New Delhi.), for his significant help extended for the successful completion of the project. I highly oblige the help I got from them in providing me lot of information regarding the functioning of the organization.

Rakesh Kumar Date Seal of the organization Name of Guide: Mr. Ujjawal Singh Yadav

DECLARATION

I, RAKESH KUMAR, student of PGDM (GLOBAL BUSINESS) (2010-12) of EMPI Business School, New Delhi, hereby declare that the Summer training Project work entitled Product Promotion And sales at Kannu Impex.is my original work.

Whatever information furnished in this project report is true to the best of my knowledge.

RAKESH KUMAR DATE: PLACE: PGDM (GB) ROLL -190

TABLE OF CONTENTS Topics Page No.

Preface Acknowledgement Declaration Table of contents Executive summary

2 3 4 5 6

1. INTRODUCTION 1.1 Company Profile Name of the Company Historical Background Future plans 1.2 Introduction Of The Study 1.3 Objectives of the project 1.4 significance of project 18 13

7 8 8 9

2. METHODOLOGY 2.1 Research design 2.2 Fieldwork Plan 3. FINDINGS AND ANALYSIS 3.1 findings 19 22

24

4. Conclusion and recommendation 5. Bibliography

25 28

EXECUTIVE SUMMARY
During the period of summer training I tried to know the truth that leads the healthcare sector. Healthcare sector is the core of running society, as it is the consumer who regularly needs these products for monitoring health and staying fit. There are many factors that influence the availability of the product. Marketing is especially important for a business in retail industry because there is no other person on whom the retailer can rely in this industry for penetration in the market or diversification. Marketing is a very crucial activity in every business organization. Every product produced within an industry has to be marketed otherwise it will remain as unsold stock, which will be of no value. I have realized this fact after completion of my summer training project. Despite of various difficulties and limitations faced during my summer training project on the topic Product Promotion And Sales at Kannu Impex. I have tried my level best to find out the most relevant information for the organization to complete the assignment that was given to me. After completion of my summer training project I have gained several experiences in the field of sales and marketing. I have got the opportunity to meet various people, which fluctuate in different situation and time. This summer training project has given me the opportunity to have first experience in the corporate world. Theoretical knowledge of a person remains dormant until it is used and tested in the practical life. The training has given to me the chance to apply my theoretical knowledge that I have acquired in my classroom to the real business world. In spite of few limitations and hindrance in the summer training project I found that the work was challenging but fruitful. It gives enough knowledge about the operation in market and the growth process adopted by an organization. This summer training project h as enabled my capability in order to manage business effectively and in my career in future.

CHAPTER ONE: INTRODUCTION

1.1 Background Of The Organization KANNU IMPEX started in 1997 is a thoroughly professional textiles

buying house, sourcing agents and exporter located at New Delhi, India with associate offices at Canada, Singapore, South Korea, Chile, Th ailand, Egypt and Hong Kong. Its motto is customer satisfaction with quality products at competitive prices. It deals in all textile items from basic raw materials - Yarn and Fabrics to finished garments in knitted and woven for all categories (men's women's and kids), Leather, Leather Garments, Leather goods and accessories, promotional products like Jute Bags, Scarves, Viscose and Pashmina shawls etc. Sourcing is done from India, Bangladesh and Nepal with major thrust on quality at competitive prices from the best supply sources in terms of price, quality and responsibility. Kannu Impex also has medical division, solar division and industrial division through which it markets glucometer, BP monitor, air separation devices and solar photovoltaic.
PRODUCTS OFFERED BY KANNU IMPEX:

This company offers a range of premium quality products with superior services. It has emerged as an innovative company in these products by constant new product development. TEXTILE DIVISION: 1. YARNS 2. HOME TEXTILES 3. GARMENTS

MEDICAL DIVISION: 1. NEBULIZER 2. BP MONITOR 3. GLUCO DOCTOR 4. THERMOMETER 5. WEIGHING SCALE

INDUSTRIAL DIVISION: 1. AIR SEPARATION

SOLAR DIVISION: 1. SOLAR THERMAL 2. SOLAR PHOTOVOLTAICS

FUTURE PLANS OF THE COMPANY:

This company is very much ambitious and had set achievable goals for future. Company has plans to expand their business in various geographical areas and different markets. Company always focuses on constant improvement and innovation in their products. Company expect adoption of these real -time continuous BG monitors to be hindered by one or more of the following factors through 2012: 1) These devices are first-generation and have areas for improvement, 2) The FDA has approved use as a supplement to daily finger sticks, 3) Higher disposable costs are associated with continuous monitoring, Compared to daily finger stick measurements, 4) Long-term data regarding clinical outcomes and risks associated with Long-term wear are limited, and 5) These devices are not broadly reimbursed by third - party payers, which reimburse a majority of the costs associated with single -point blood glucose monitoring.

1.2 Introduction of the study

In this project I was dealing with the medical division of the compa ny. I was assigned for product promotion and sales of glucometer in JHARKHAND.The concept of self-blood glucose monitoring was introduced in India only a few years back and the industry has already grown to over Rs 150 crores, with a growth rate of 15-18 per cent in the last three years.

According to the International Diabetes Federation (IDF; www.idf.org), more than194m people worldwide have diabetes. The countries with the largest number of people with diabetes include India (35m), China (24m), the US (16m), Russia (10m), and Japan (7m).

With 35 million diabetic patients and an equal number of people estimated to be diabetic prone, India is emerging as a major market for blood glucose monitoring solutions. All the major global diagnostic players in this segment such as Roche Diagnostics, J&J, Abbott and Bayer have already set up shops in India in the last six years. Now the domestic pharmaceutical companies are looking at this segment as a potential big business opportunity.

Out of the 35 million diabetics, only half a million currently check blood glucose levels on a regular basis using these solutions, say industry sources.

The ADA recommends that patients measure their blood glucose levels four or more times a day using finger capillar y blood glucose measurements (i.e., finger sticks).

Johnson & Johnson was the first entrant into India with its Ultra brand, and Roche Diagnostics, the world leader in this segment with its AccuChek solutions followed them in 2004. Market Drivers
y

The ever-growing population of diabetes patients, both in the United States and worldwide.Meanwhile, the World Health Organization forecasts the worldwide diabetes population to grow from 171 million in 2000 to 366 million by 2030. The growth of the diabetes population is driven, in turn, by the obesity epidemic in the United States, overall world population growth, and aging of the population in many developed countries (in which type 2 diabetes is more likely to occur).

Expanding economies and growing affluence in China, India, and other countries of the Pacific Rim create additional opportunities to sell glucose monitoring products. Once considered marginal market opportunities, some vendors now view these markets as significant opportunities for market expansion.

Attempts by health care professionals, insurance companies, and disease management companies to educate diabetes patients on the importance of SMBG. While there has been some progress on this front, the majority of diabetes patients still test far less frequently than recommended by the National Institutes of Health.

Advances in SMBG testing technology that make it easier and more convenient to perform testing. These advances have facilitated more testing among some of the more motivated insulin dependent diabetes patients and have also most likely persuaded some of the nontesters to adopt glucose monitoring.

Wider availability of diabetes software programs that allow medical professionals to easily download patient data from glucose meters. This is likely to facilitate more open communication between healthcare providers and patients about blood glucose monitoring.

Market Constraints
y

Gradual shifting in SMBG products from retail pharmacies to discounted mail-order suppliers. Growth in the mail-order segment is outpacing retail outlets and now accounts for roughly 30 40% of the SMBG business.

Increased penetration from private-label brands in retail outlets at discounted prices. Major drug store chains now have their own SMBG brands, and this has driven the overall average price per test strip downward.

Price pressure from nationalized health insurance programs in foreign countries. In some countries where nationalized health insurance exists, glucose test strips are priced at less than half the U.S. prices.

General unwillingness of diabetes patients (many of whom are low income or on fixed incomes) to pay more out -of-pocket expense. With copays generally rising, some patients are seeking lower -cost alternatives or testing less frequently.

The challenge of educating the diabetes patient on the importance of frequent blood glucose testing in order to better manages their diabetes. A number of different surveys have indicated that most diabetes patients do not perform blood glucose testing anywhere near the recommended frequency.

FOCUS ON SELECT GLOBAL AND REGIONAL PLAYERS

Abbott Diabetes Care, Inc. (US) All Medicus Co. Ltd (Korea) Bayer Healthcare LLC, Diabetes Care (US) Bionime Corp. (Taiwan) Braun Melsungen AG (Germany) DexCom, Inc. (US) LifeScan, Inc. (US) Nipro Diagnostics, Inc. (US) Nova Biomedical (USA) Roche Diagnostics Corp. (US) Sanofi-Aventis (France) Terumo Europe NV (Belgium)

1.3 Objectives Of The Project:

Overview

The objective for this project is to promote the Glucolab glucometer in Jharkhand, which is a new market for this product. So a new marketing plan is needed to cater in those areas.

MARKETING PLAN:

SITUATION ANALYSIS Situation analysis is being done on the basis of 4C framework. 4C stands for customer, competitor, company and context.

Customers:

Kannu Impex is seeking possibilities of selling its product to big hospitals and nursing homes. The company is excellent in organizing sales and marketing set up. The focus will also be on individual customers.

Competitors:

The company has many competitors who are established brands like Roche- Accu Chek; J&J- one touch ultra, Morepen, Nisco- Nisco Neb, along with some local manufacturers and suppliers.

Company:

Started in 1997 as a thoroughly professional textile-buying house, sourcing agent and exporter. Our company is also dealing with basic raw materials to finished products.

Context:

An estimated 100,000 units of glucometer were sold in India in 2008, valued at Rs. 10 crores. At present the market is growing at a CAGR of 20 percent and the future growth rate is expected to be 25 percent.

TARGET MARKET 1:

Our main focus is to tap hospitals and nursing home because of the usability at such places. Our emphasis would also be to capture resea rch centers.

TARGET MARKET 2:

Our focus will remain on our Individual users and daily users of such products.

COMMUNICATION CHANNEL:

Our company will use strong online marketing campaigns and leverage social media for a vast majority of our marketing. Communication used would be strong and influencive in nature as these products attract verbalizer personality so more and more information should be provided regarding use and disposability of products. Most read newspapers in Jharkhand are Times Of India, The Telegraph, Dainik Jagaran and Hindustan.

SEGMENTATION OF GLUCO METER:

GEOGRAPHIC SEGMENTATION REGION- All over India CITYTier I And Tier II Cities, Metro Cities Urban And Semi urban areas
DEMOGRAPHIC SEGMENTATION AGE Usually above 40 years GENDER - Male And Female INCOME - Middle-income group, upper middle And High income Group PSYCHOGRAPHIC SEGMENTATION

SECA1, A2, B1, B2, C, D LIFESTYLE Segmentary and stressful work life PERSONALITY - All personality

BEHAVIORAL SEGMENTATION

OCCASIONSRegular who are being prescribed, Medical Aid BENEFITSIn house medication, Easy to use USER STATUS- Regular user, First time User USAGE RATE- As per doctor instruction ATTITUDE TOWARD PRODUCT- Positive READINESS STAGE- Aware And Informed
TARGET AUDIENCE

Doctors People suffering from hyper and hypo tension. Hospitals and nursing home Diabetic people (Gluco doctor) Chemists

PLANS TO SELL PRODUCTS ACCORDING TO CONSUMER PREFERENCE OF MY STATE (JHARKHAND)

JHARKHAND is a State in eastern India. It was carved out of the southern part of Bihar on 15 November 2000. Jharkhand shares its border with the states of Bihar to the north, Uttar Pradesh and Chhattisgarh to the west, Orissa to the south, and West Bengal to the east. It has an area of 28,833 sq. mi (74,677 km). The industrial city of Ranchi is its capital and Dumka is sub capital while Jamshedpur is the largest city of the state. Some of the other major cities and industrial centres are Dhanbad, Bokaro and Hazaribagh. The name "Jharkhand" means "The Land of Forests".

The Jharkhand hospitals form an important segment of the health sector of the state. The government of Jharkhand has been showing a lot of interest in developing the health care facilities of the state and the hospitals of the state form a crucial part of it.

The most well-known and reliable hospitals at Jharkhand are housed in the four important cities of Jharkhand. These are Jamshedpur, Ranchi, Bokaro and Dhanbad. It will be very beneficial for our company to tap these markets first to spread awareness and knowledge a bout these innovative products. Some measurable steps that would surely lead to success of product would be to involve and emphasize on major distribution channel and retailers. More focus will be given to doctors and chemists in these four cities and nearby rural places.

By focusing on individual customers that are living nearby these places will also give results by increased sales.

Blood glucose meters and other home medical devices today are small, portable, and easy to use. The mark of a good meter is one that the patient will use regularly and that returns accurate and precise results. Over the past few years the trend with blood glucose meters has been to maximize patient comfort and convenience by reducing the volume of the blood sample required. The blood sample size is now small enough that alternate-site testing is possible. This eliminates the need to obtain blood from the fingers and greatly reduces the pain associated with daily testing. Using better test strips, electronics, and advanced measuremen t algorithms has increased accurate and precise results. Other conveniences include speedy results, edge fill strips, and illuminated test strip ports .

Blood glucose levels or blood sugar levels represent the measurement, which indicates whether or not a person is suffering from diabetes. Blood glucose monitoring can be performed at home using a variety of blood monitoring products available in the market, which usually include glucometers and test strips. Glucose self-monitoring remains a very viable option for a vast majority of diabetic patients, and is increasingly considered as the standard of care.

1.4 Significance Of The Project

Glucolab glucometer of this company is already successful and has a huge demand in places like Punjab, Haryana, Nepal and Uttaranchal. So there was need for market expansion and cater this product in areas where market has huge demand. Jharkhand was an ideal place to start as the there were only few players in Jharkhand and the demand was very high for glucometer.

MAJOR COMPETITIVE PRODUCTS (JHARKHAND)

1. Accu Chek Active 2. J & J One Touch Ultra 3. Asthalene res. 4. Aspen 5. Bayers glucometer 6. Local players

Competitors price:

Though chemists keep these brands but the price of these products are priced high and fall in the range of 1000-2000. Sales force of these brands is not up to the mark, chemist either places their order to the distributors or they bring the product from West Bengal directly from dealer. Jharkhand provides huge opportunity for the success of this produc t.

CHAPTER TWO: METHODOLOGY

2.1 RESEARCH DESIGN The research study was conducted in order to reach to relevant conclusion. Research work has been designed in a proper way. Literature Survey: In order to know the actual concept of Marketing literature survey was done. This survey was mainly done for the collection of secondary data through various sources like books, articles, magazines, websites, etc.
Survey: the survey was conducted to find out different competencies as

well as to find out existing level of competencies and their desired level.
Analysis and Interpretation : The results of the questionnaires were then

tabulated for fixing data that were examine d, analyzed and interpreted for definite suggestions and conclusion. SOURCES OF DATA COLECTION Data collected for the purpose of the study was from primary source as well as secondary source. 1. Primary Data : The main instrument for the collection of primary data were Discussion with the marketing manager & distributor of glucometer. 2.Secondary Data: Secondary data was collected by reviewing different literatures like articles, presentations, journals and by Questionnaires.

Descriptive research: For this I visited various chemist shops in Dhanbad to find out average sales of glucometer and mode of usage and payment by the customers. This methodology gave me information like most of the people there depend upon clinics and la bs to get their test done which was way too much costly. I also visited many distributors at these places and tried to find out various products available and mode of delivery that gave me insights on supply chain management.

Explanatory research: I prepared a questionnaire to get more information regarding glucometer and distribution channel .

Distributors in Jharkhand
1. J.J. Enterprises. Joraphatak road, Dhanbad Ph.-9234686100

2. Apex India Bekarbandh, Dhanbad Ph. 0326-6453215

3. Rajgarhia distributors Rattan Street, near jaipal stadium, Ranchi Ph.- 98351 15950

4. Satyam Surgicals Upper bazaar, Ranchi Ph.- 9304560130

5. Swastik surgical Doranda, Ranchi Ph.- NA

6. South Eastern Surgical co. Ratu road, Ranchi Ph.- 0651 2316638

7. Atul Surgicals And Chemicals Upper bazaar, Ranchi Ph.- 0651 2205741

8. Nisha Surgicals & Pharmaceuticals Shradhanand road, Ranchi Ph.- 9431173881

2.2 FIELDWORK PLAN

DISTRIBUTOR ROLE EXPECTATION: Be companys face in the market for glucometer business. Market development - Appointment of dealerships. Provide door delivery to dealers within agreed time lines and in good condition. Establish contact and sell to major distributors and retailers. Ensure discipline in product sales and pricing. Store and handle products as per company guidelines. Monitor and report competitor activities.
MARKETING ASSISTANCE Brand Building Posters, Banners, leaflets planning. Print media advertisement planning.

Trade Promotion Free Product, Volume Discounts Consumer/influencer promotion In-pack/ With-pack promotions (free product, discounts)

CITY VISIT

In the course of my summer training I visited two cities including my hometown Dhanbad and Ranchi. I met there various distributors and retailers.

Channels

A number of alternate 'channels' of distribution of Kannu Impex may be available:

y

Selling direct, such as with an outbound sales force or via mail order, Internet and telephone sales

y y y y

Agent, who typically sells direct on behalf of the producer Distributor (also called wholesaler), who sells to retailers Retailer (also called dealer or reseller), who sells to end customers Advertisement typically used for consumption goods

Distribution channels may not be restricted to physical products alone. They may be just as important for moving a service from producer t o consumer in certain sectors, since both direct and indirect channels may be used. Hotels, for example, may sell their services (typically rooms) directly or through travel agents, tour operators, airlines, tourist boards, centralized reservation systems, etc. There have also been some innovations in the distribution of services. For example, there has been an increase in franchising and in rental services the latter offering anything from televisions through tools. There has also been some evidence of service integration, with services linking together, particularly in the travel and tourism sectors. For example, links now exist between airlines, hotels and car rental services. In addition, there has been a significant increase in wholesaler for the healthcare sector where wholesaler themselves become retailer and sells goods to end customers.

CHAPTER THREE: FINDINGS AND ANALYSIS

3.1 FINDINGS-

The experiencing of working with Kannu Impex was really challenging but full of knowledge. This was the first time when I faced exposure to the market of reality. During the period of summer training I could find following truths:

1. Consumers final destination of products: Generally in any business there are some steps in making a product available to the ultimate customers. Manufacturer sells goods to wholesalers, wholesaler sells to retailers through distribution agents and finally the retailer sells goods to ultimate customers. But now the concept of organized retail is on boom. Companies manufacture products and take on all jobs to make that product reach to ultimate customers by backward integration as well as forward integration. 2. Supply Chain Management: Success of any business is dependent on how the retailer meets the demand of customers. In todays fast moving world people cannot wait for a product because the substitutes are available. So meeting the need of customers as and when demanded is required to succeed in this business. This can be achieved only when the supply chain management is efficient.

3. Regular visits: In accordance to grasp the maximum share and to retain the customers it is very important to the employees to have a regular visit to the wholesalers and retailers and also to gather the customers opinion. This makes a regular flow of passing information from consumers to manufacturer. This helps a lot to the consumers in getting the choice products and companies in wasting their time and money. Thus, the regular visits are very much necessary for an organization.

CHAPTER FOUR: CONCLUSION AND RECOMMENDATION 4.1 RECOMMENDATION

TRAINING DURATION: y It should be increased y Sometimes extend it two-three days TRAINING EVALUATION: y It is regularly done but methodology need changes y Should be more realistic EFFECTIVENESS OF TRAINING: y Should be monitored on regular basis. y Measures should be taken to improve effectiveness. y Compensation should be provided in suitable amount by the

company, So that that the trainee will give full interest during the training.

TRAINING METHODS: y New techniques must be adopted y More of practical demonstrations should be included in training

programme.
y The guide should give maximum time to the trainee so that the

result obtain will be more satisfactory.

RECOMMENDATION

After the thorough study of companys policies and systems I would like to give following recommendations:  Human resource and development department must try to make all the employees aware of their training policies.

 It should be taken proper care of, that the policies are followed full and fairly.  Duration of training programme may sometimes create problems as different individuals have different thoughts about it so it should be discussed with the trainer and the trainees.  Providing various facilities during training is good but they should not be too much that the main purpose of training is spoiled.  General awareness programme should also be conducted at regular intervals as they make the executives alert of advanceme nt and will be able o enhance their personal and organizational effectiveness.  Trainees should be provided with proper assistance when he encounters learning obstacles. After completing the project, there are few recommendations, which should be implemented if possible. It will also help in increasing the market share of Kannu Impex. The marketing strategies should be changed according to the time & proper policies should be implemented for the proper growth of the company. Apart from these other things like general awareness programme should be promoted. According to the 4 ps of marketing strategies are:

PRODUCT STRATEGY:

1. Kannu Impex should provide modified products so that increase sale of their products & all the segment of people purchase those products. It will generate new demand in the Jharkhand. 2. Most of the retailer complaining about the problem regarding the amount of stock given to their store. So, the company should look into the matter for their providing the stock to the wholesaler.

PRICE STRATEGY:

1. Profit margins of Vishal Retail Limited to the retailer is less than the other companies. So, it should provide equivalent profit margins as other company provide.

PLACE STRATEGY:

1.

In Jharkhand there is less competition for glucometer , so there is

enough opportunity for glucometer sales in this region.

PROMOTIONAL STRATEGY:

1.

The company should promote about their product so that most of the

people become aware about the Kannu Impexs glucometer. 2 The company should promote their products through different media

like print media, mass media, electronic media and internet. 3. There should be more schemes for retailers after completing their

sales target at a given period.

4. In Jharkhand, the company can improve its market share by regular

performance of promotional activities; they should adopt it by canopy, attracting hoardings, banners.

CHAPTER FIVE: BIBLIOGRAPHY- QUESTIONNAIRE

Name of the shop:

Address:

Phone no. Name PRODUCTS AVAILABLE: Gluco meter Nebulizer BP Monitor OTHERS BRANDS AVAILABLE: Gluco meter Nebulizer BP Monitor YES YES YES NO NO NO

BRAND SOURCE:

(Manufacturer, Distributor, Importer)

PRICE RANGE: Gluco meter 500-1000 1000-1500 1500-2000 Above 2000 Nebulizer 500-1000 1000-1500 1500-2000 Above 2000 BP Monitor 500-1000 1000-1500 1500-2000 Above 2000 COUNTRY OF ORIGIN: Glucometer Nebulizer BP Monitor

THANK YOU

WEBSITES: 1. 2. 3. 4. www.idf.org www.economictimes.com www.businessweek.com www.ft.com