correction project report (1).doc

8/20/2019 CORRECTION PROJECT REPORT (1).doc

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A Project Report On

“Demand Analysis of Water purier in Tripuramarket” of heavy duty commercial & industrial

ater purier and cooler cum purier of !ureka

"or#es $td %"or#es Pro Water Products' in

Tripura market(”

FOCOUSED ON TRIPURA MARKET

A PROJECT UNDERTAKEN IN

EUREKA FORBES LTD. IN PARTIAL FULFILLMENT OF THEPOST GRADUTE DIPLOMA MANAGEMENT (MARKETING)

(Session: )*+,-)*+.)

UNDER THE GUIDANCE OF

Mr. SHIKO GHOSH (MANAGEMENT TRAINEE) E!re"# For$es L%&AND

(Mr. N#res' Goe)(Dire%or o* De+#n Ins%i%!%e)

/0123TT!D 14

PA$A/5 20602DAR

Re7istration 8o9Roll9 +,*+*:+

/ession9 )*+,-)*+.

D!WA8 ;(/(


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SUBMITTED B,

PALASH MUJUMDARRe-is%r#%ion No:Ro: /001Session: )*+,-)*+.

A Pro2e% Re3or% On“Demand Analysis of Water purier in Tripuramarket of heavy duty commercial & industrial

ater purier and cooler cum purier of !ureka

"or#es $td %=orporate =are Division' in TR3P0RA

market(”

UNDER THE GUIDANCE OF

POST GRADUTE DIPLOMA IN MANAGAEMENT (PGDM)

DE4AN 5S GROUP OF INSTITUTE MEERUT


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PREFACE

I #6 %'e s%!&en% o* DE4AN 5S GROUP OFINSTITUTE (PGDM) MEERUT #n& %o+#r&s %'e 3#r%i# *!76en% o* 68 o!rse. I'#9e !n&er-one # 3ro2e% o* / D#8s #% EUREKA FORBES LTD... Ho+ 68 +or"in-#re# +#s TRIPURA. I '#9e 3!% 68 o$2e%i9es #o63is'e& in 68 s%i3!#%e& %i6e.

Des3i%e # %'e o$s%#es '!r&es #n& 'in&r#nes +e '#9e %oie& %o #'ie9e -o#s&esire&. Bein- # neo3'8%e in %'is 'i-'8 o63e%i%i9e +or& o* $!siness I '#9eo6e #ross se9er# &i;!%ies %o 6#"e o!r o$2e%i9es # re#i%8 I '#9e 3resen%in-%'is '#n& #r9e& e


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ACKNO4LEDGEMENT

I +is' %o e=3ress 68 'e#r%ies% %'#n"s %o %'e 6#n#-e6en% o* E!re"# For$es %&>(TRIPURA Br#n') es3ei#8 %o Mr. SHIKO GHOSH (MANAGEMENT TRAINEE) *or3ro9i&in- 6e %'e o33or%!ni%8 %o !n&er-o %r#inin- in %'e es%ee6e& or-#ni?#%ion. I#6 -r#%e*! %o Mr. SHIKO GHOSH 68 3ro2e% -!i&e .

T'e insis%s -i9en $8 'i6 'e3e& 6e # o% in !n&ers%#n&in- %'e 3ers3e%i9e o* %'e+or"in- o* %'e 3!$i se%or o63#n8.

I #so %'#n"s +'o 'e3e& 6e +'en I nee&e& i% %'e 6os% #n& -#9e # %'e s!33or%#n& 6o%i9#%ion re@!ire&.

I %'#n" %'e en%ire o63#n8s s%#< +'o 3ro9i&e& 6e +i%' # %'e re@!ire& %#in*or6#%ion in %'e e#s% 3ossi$e %i6e #n& +'ere 9er8 s!33or%i9e %'ro!-'o!%.

I e=3e% %o -e% %'e s#6e 'e3 #n& s!33or% in o!r *!%!re 3ro2e%s

PALASH MUJAMDARPOST GRADUTE DIPLOMA IN MANAGAEMENT (PGDM)DE4AN 5S GROUP OF INSTITUTE MEERUT


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CONTENTS

NO. Content

1. Preface

2. Acknowledgement

3. Introduction

4. Research Methodolog

!. "#$ecti%e

&. 'om(an Profile

). Mission

*. +ision

,. -or#es Pro Product details/

10. Award and Achie%ement

11. Pro$ect -inding and Analsis

12. Inter(retation

13. " Analsis

14. Marketing Mi

1!. Introduction of 5istri#ution 'hannel

1&. Market cenario

1). uggestions and Recommendation

1*. 6imitation

1,. 'onclusion

20. 7i#liogra(h


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I8R"59'I"8We are >your friends for life?@ e are !ureka "or#esI% %es $#" %o +'en 'e#%' #6$#ss#&ors *ro6 E!re"# For$es +i%' # ne+one3% o* i9in- in # e#n en9iron6en% #n& &rin"in- +#%er in i%s 3!res% *ro6"no"e& on 8o!r &oor T'e8 #e& %'e6se9es *rien&s *or i*e #n& %'e8 3ro9e&%'#% %'e8 in&ee& +ere. E!re"# For$es on%in!es %o $e %'e $es% *rien& in #n In&i#nHo!se'o& e9en #*%er %+o &e#&es #n& %'e sen%i6en%s '#9e no% '#n-e&.E!re"# For$es is # 3#r% o* %'e SHAPOORJI PALLONI GROUP #n& %o i% is # $iion INR 6!%i 3ro&!% #n& 6!%i '#nne or3or#%ion. Ine3%e& in +e

'#9e 3!% 1 8e#rs o* onsoi%e& e


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RESEARCH METHODOLOG,

D#%# oe%ion ei%'er $#se& on 3ri6#r8 or seonr8 %#. Pri6#r8 %# #re

-ener#%e $8 # s%!&8 s3ei7#8 &esi-ne& %o #o66o%e %'e %# nee&s o* #3#r%i!#r 6#n#-er *or so9in- %'e 3ro$e6 $ein- !rren%8 in9es%i-#%e&. I% isseonr8 %# +'i' o!& $e o$%#in in%ern#8.B#si 6e%'o&s o* %# oe%ion #re %'ro!-' in%er9ie+ #n& o$ser9#%ion. T'e*or6er is $#se& on #s"in- @!es%ion in or&er %o -e% in*or6#%ion +'ie %'e #%er is%'e 3roess o* reo-ni?in- %'e 3eo3e o$2e%i9e o!rrenes r#%'er %'en #s"in-%'e6 *or in*or6#%ion.

Data =ollectionAs %'e !se& 6e%'o&i# in 7-!re s'o+s %'ere #re %+o %83es o* %# 3ri6#r8 #n&

seonr8 %#.

Primary Data =ollection9In %'is 3ro2e% 3ri6#r8 %# '#s $een oe%e& $8:

• Interviews +i%' e63o8ees +or"in- #% E!re"# For$es L%&. *oroe%in- o* $#"-ro!n& in*or6#%ion s!' #s: 3ro&!%s e=3#n#%ion6#r"e% si%!#%ion in Tri3!r# #n& on%#% in*or6#%ion *or &is%ri$!%ors.

• Deep going discussions '#9e $een &one +i%' 68 or3or#%e -!i&e in%'e in9es%i-#%e& 6#r"e%s %o #338 in*or6#%ion #n& *!r%'er&is!ssions #*%er %'e @!es%ionn#ires.

• Questionnaires '#9e $een !se& *or %# oe%ion. T'e

@!es%ionn#ires #re !se& %o -e% e=#%8 #n& o63#r#$e #ns+ers in@!es%ions.

• S!r9e8 &one in %'e 6#r"e%s o* A-#r%##D'#r6#n#-#r2"#i#s'#r"#n'#n3!r3#nis#-#r"!6#r-'#%$is'#-#r'U3!r."#n'#n$#ri.

• S!r9e8 o63e%e& %'ro!-' one %o one in%er#%ion +i%' %'e 3eo3e.

• O$2e%i9e %83e @!es%ions #s"e& in # @!es%ioner *or6#% T'is ons%i%!%es 6#in8 %'e in*or6#%ions 3ro9i&e& 68 3ro2e% -!i&es Mr. SHIKOGHOSH (MANAGEMENT TRAINEE) o* 68 o63#n8.

/econdary Data =ollection9

• Printed literatures #re !se& %o -e% ree9#n% %'eories *or %'is 3ro2e%.Prin%e& i%er#%!res #re #r%ies #n& $oo"s in 6#r"e%in- 6#n#-e6en%.

• Internet '#s $een !se& %o -e% in*or6#%ion #$o!% %'e o63e%i%orso63#n8 re#%e& in*or6#%ion.

Seonr8 %# '#s -i9en #ns+er in *oo+in- @!es%ions in %'e s%!&ie&

6#r"e%:


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OBJECTI5E

Broad Objective9 De6#n& #n#8sis o* +#%er 3!ri7er in Tri3!r# 6#r"e% o* 'e#98 &!%8 o66eri#

in&!s%ri# +#%er 3!ri7er #n& ooer !6 3!ri7er o* E!re"# For$es L%& (For$es

3ro +#%er 3ro&!%s) in Tri3!r# 6#r"e%.

Specifc Objectives9 T'e s3ei7 o$2e%i9es o* %'is 3ro2e% #re %o s%!&8 #n& e=3ore #$o!% %'e

• To 6e#s!re %'e $r#n& #+#reness $8 s%!&8in- $r#n& re# r#%e #n&

#&9er%ise6en%s.• To 6e#s!re !s%o6er s#%is*#%ion e9e.

• To 7n& o!% %'e +#8s o* inre#sin- $r#n& #+#reness.

• To 7n& o!% %'e re#sons $e'in& &iss#%is*#%ion.

• To #'ie9e !s%o6er s#%is*#%ion.

• To 6#"e #n e.

. Do 8o!r or-#ni?#%ion !se A@!# G!#r& o* E!re"# For$es

,es No


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1. I* 8es (#) +'i' 6o&e is i%

/ I* no +'8

. Are 8o! !sin- #n8 +#%er ooer (I* 8es +'i' $r#n& #3#i%8 'o+ on-

!sin-)

. Are 8o! #+#re He#98 &!%8 4#%er 3!ri7ers #n& Cooer C!6 P!ri7er o* EFLCCD

,es No

. 4'#% 6e&i# &o 8o! s!--es% %o EFL %o 6#"e 8o! #+#re #$o!% 3ro&!%s

. An8 *!%!re 3#n %o $!8 #@!# -!#r& ,es No

. I* no +'8

0. I* 8es Ho+ 6#n8 &o 8o! +is' %o $!8 +'i' 6o&e.

. T'e %r#inin- -i9en &!rin- ins%##%ion is s#%is*#%or8 ,es No

. I* no re@!ire& ,es No

1. T'e A*%er S#es Ser9ie o* EFL (CCD) is

Poor F#ir Goo& 5er8 Goo& E=een%

/. (#) M#n%or8 ser9ie 8o! #re -e%%in- +i%'o!% o63#in

,es No

($).Ho+ 6#n8 MS 8o! #re -e%%in-

().Ho+ 6#n8 MS 8o! #re &o 8o! e=3e%

. Bre#"&o+n ser9ie +#s #%%en&e& +i%'inHo!rsD#8(s)

. 4'#% s'o!& $e %'e %i6e #- in #%%en&in- 8o!r re3or%e& o63#in

Ho!rs / Ho!rs 1 Ho!rs / Ho!rs

Ho!rs

. 4'#% #re %'e in!enin- *#%ors %o &ri9e *or AMC


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. T'e A*%er S#es Ser9ie o* EFL (Do6es%i) is

Poor F#ir Goo& 5er8 Goo& E=een%

. H#9e 8o! seen #n8 3ro6o%ion# #63#i-n o* E!re"# For$esCCD (I* 8es

3e#se s3ei*8)

0. Are 8o! s#%is7e& +i%' E!re"# For$es

No% s#%is7e&

Diss#%is7e&

S#%is7e&

so6e+'#% s#%is7e&

5er8 s#%is7e&

. i* no% s#%is7e& or &iss#%is7e& +'8

. Re6#r"s:

1. N#6e o* Or-#ni?#%ion:

/. A&&ress:

. Con%#% 3erson +i%' &esi-n#%ion:

. P'one no. (Mo$iee6#i)

EUREKA FORBES PROFILEIn %'e o63#n8 3ro7e #% 7rs% I +o!& i"e %o s#8 +e '#9e so6e o&e o* on&!%i"e

Territory: T'e re3resen%#%i9e +i se %'e 3ro&!%s o* %'e o63#n8 %o %'e!s%o6ers 'o!seo;e +i%'in %'e s3ei7e& $o!nries%erri%ories #33ro9e& $8%'e o63#n8.

3nformation and 0se of the Products: T'e re3resen%#%i9e +is o


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T'e re3resen%#%i9e +i in*or6 %'e !s%o6er #$o!% #n8 s'e6e +i%' %'e 3ro&!%s+'i' #re o;i#8 #nno!ne& $8 %'e o63#n8 S%#nr& #n& Q!#i%8 o* %'ePro&!% .T'e re3resen%#%i9e +i o


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s"is *or %'e $ene7% o* %'e in&i9i&!# #n& %'e or-#ni?#%ion. 4e se% o66!ni#%e#n& 3!rs!e e#r o3er#%ion# -!i&eines #n& $!siness s%r#%e-ies. 4e e63o+er3eo3e #% #33ro3ri#%e e9es %o #'ie9e %'eir -o#s. 4e reo-ni?e #n& re+#r&6eri% #n& 3er*or6#ne. 4e s%ri9e %o 6#"e %'e or-#ni?#%ion # res3onsi$eor3or#%e i%i?en.


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Cor3or#%e Soi# Res3onsi$ii%83nstallation of ater puriers hen 2um#ai as su#mer7ed9

O!r ?e# o* $ein- Frien&s *or Li*e is no% res%ri%e& %o 2!s% o!r !s%o6ers.Cor3or#%e Soi# Res3onsi$ii%8 '#s #+#8s $een #n in%e-r# 3#r% o* E!re"#For$es. O9er # 3erio& o* 10 8e#rs +e '#9e $een !n&er%#"in- CSR 3ro-r#6s#ross %'e o!n%r8. Be i% se%%in- !3 o* rere#%ion# P#r"s *or %'e e&er8 orins%#in- *ree +#%er 3!ri7#%ion s8s%e6s in %i6es o* ##6i%ies +e '#9e #%i9e8on%ri$!%e& %o+#r&s %'e +e*#re o* %'e soie%8.

On J!8 %' +'en M!6$#i +#s s!$6er-e& &!e %o e=e3%ion#8 'e#98 r#ins +eins%#e& 4#%er P!ri7#%ion Uni%s #ross M!6$#i %o 3ro9i&e s#*e &rin"in- +#%er %o%'e #


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T'e E!re"# For$es Ins%i%!%e o* En9iron6en% (EFIE)is # non3ro7% $o&8 o* i"e6in&e& 3ro*ession#s. I% +#s se% !3 in 000 $8 E!re"#For$es Li6i%e& %o 3ro6o%e #+#reness #$o!% 6#n#-in- o!r n#%!r# +#%er #n& #irreso!res.

4e #re -!i&e& $8 # 9ision +'i' s%#%es: 0npolluted ater and air is ourchildren?s #irthri7ht(

T'e E!re"# For$es Ins%i%!%e o* En9iron6en% #6e in%o $ein- #s # 3#r% o* %'eo63#nies soi# res3onsi$ii%8 &ri9e. E9er sine i%s ine3%ion EFIE '#s se% !3 #se% o* -o#s *or +'i' ons%#n% en&e#9ors #re !n&er%#"en:

• To $e # i9in- 3roo* o* %'e or3or#%e 9ision o* E!re"# For$es A '#338'e#%'8 s#*e #n& 3o!%ion *ree +or& $#se& on on- #s%in- !s%o6erre#%ions'i3s.

• To re#%e inno9#%i9e #n& e&!#%i9e %o!' 3oin%s *or i%i?ens %o e=3eriene%'e on%ri$!%ion o* E!re"# For$es %'ro!-' # ne+ &i6ension.

• To $e reo-ni?e& #s # si-ni7#n% on%ri$!%or %o %'e en9iron6en%#e&!#%ion #n& $e seen #s '#9in- e#rne& ri-'%s %o 3#r%ii3#%e in %'een9iron6en% ne+s &e$#%e s3#e %'#% is i"e8 %o $e inre#sin-8 #% %'e

en%er o* 3!$i in%eres%.• A@!#'e" +#%er #$s on&!%in- *ree +#%er %es%s in / i%ies #ross In&i#.

The various projects undertaken #y !"3! include9

!ureka "or#es 3nstitute of !nvironment %!"3!'

I% is o!r 7r6 $eie* %'#% !n3o!%e& +#%er #ir is %'e $ir%'ri-'% o* e9er8 In&i#n#n& +i%' %'is 9ision +e se% !3 %'e E!re"# For$es Ins%i%!%e o* En9iron6en% (EFIE).

T'e ins%i%!%e 3ro6o%es #+#reness #$o!% onser9#%ion 6#n#-e6en% o* n#%!r#+#%er #ir reso!res.

Pollution Watch

T'is is # %ie!3 +i%' # 3ro6inen% n#%ion# %ee9ision '#nne %o %ee#s% #ir #n&

+#%er 3o!%ion e9es in "e8 i%ies 6oni%ore& $8 %'e Ins%i%!%e.

!uro !nviro Cui

I% is In&i#s on8 en9iron6en%en%ri @!i? *or s'oo 'i&ren in #ssoi#%ion +i%'o9er /0 s'oos #ross In&i#.


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!uro Am#assadors T'is is #n ini%i#%i9e %o en%'!se s'oo 'i&ren %o en"in&e %'e en9iron6en%#s3#r" in %'eir 'o6es #n& nei-'$or'oo&s. Project 6al Amrut

T'is 3ro2e% '#s #!-6en%e& %'e +#%er reso!res in &ro!-'% 3rone #re#s %'ro!-'r#in+#%er '#r9es%in- +i%' %'e 7rs% 3ro2e%s $ein- in r!r# M#'#r#s'%r#. The !uro /chool of !nvironment

I% +#s se%!3 %o *or6#i?e %'e e&!#%ion 6o9e6en% #n& -i9e i% # 7i3. I% $e-#n+i%' # o!rse on $eo6in- eo*rien&8 i%i?ens #n& '#s sine en'#ne& i%s!rri!!6. ABuachek

A% A@!#'e" !s%o6ers o* #n8 $r#n& o* +#%er 3!ri7er #n -e% %'eir +#%er'e"e& *or %'e $#%eri# #n& o%'er +#%er on%en%s *or # no6in# *ee. T'e ser9ieis #9#i#$e in A'6#$#& B#n-#ore B'i6%# C'#n&i-#r' C'enn#i Co'inDe'i G!+#'#%i H8&er#$#& In&ore Ko"#%# L!"no+ Me-'##8# #n& M!6$#i.

Kno+e&-e M#n#-e6en% #% E!re"#For$es

Kno+e&-e M#n#-e6en% *!n%ion in E!re"# For$es

+#s es%#$is'e& in 8e#r 00. E!re"# For$es +#s one o* %'e 7rs% In&i#n ons!6er-oo&s o63#nies %o re#%e # se3#r#%e 'i-'e9e *!n%ion %o 6#n#-e en%er3rise"no+e&-e #n& one o* %'e 3ioneers o* s!ess*!8 i63e6en%in- KM 3r#%ies in%'e nonIT se%ors.

A se3#r#%e in%r#ne% 3or%# #e& E!roS'#re +#s #!n'e& in A!-!s% 00.

O!r Peo3eCen%ri %e'noo-8 in*r#s%r!%!re E!roS'#re %'#% en#$es e63o8ees%o !ne#s' #n& e9er#-e %'e e=3er%ise "no+e&-e #n& e=3erienes o* oe#-!es#n& 3#r%ners %o 6ee% $!siness o$2e%i9es is ons%#n%8 !3%e&. Kno+e&-eM#n#-e6en% is one o* %'e 6os% e=i%in- #re#s o* $!siness e=3er%iseen-#-e6en% in o!r o63#n8. T'e oe%i9e e=3er%ise is !se& in *!7in- %'eor-#nis#%ions 6ission.Fe+ o* %'e 6os% s!ess*! *e#%!res on E!ros'#re #re LMS T#" Li9e S!r9e8O3%ions #n& E!roSMS. An& so6e o* o!r s!ess*! KM 3ro-r#6s #re P'one #Frien& E!roSen#%e Ann!# KM 6e-# e9en%s s!' #s Kno+e&-e O863is


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E=3e&i%ion E9eres% #n& E!roIPL +'i' '#9e $een #33rei#%e& $8 KM 3r#%i%ioners+or&+i&e.

!ureka "or#es has #een reco7nied internationally for its uniBue andsuccessful E2 practices and has on folloin7 national andinternational accolades

• Se9en %i6es +inner o* INDIAN MAKE A+#r&s (Mos% A&6ire& Kno+e&-eEn%er3rise)

• Fo!r %i6es +inner o* ASIAN MAKE A+#r&s (Mos% A&6ire& Kno+e&-eEn%er3rise)

• T'rie no6in#%e& *or GLOBAL MAKE A+#r&s (Mos% #&6ire& Kno+e&-eEn%er3rise)

Gro!3 Co63#nies

/P


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'os3i%#i%8 one3%s +#%er +#s%e +#%er %re#%6en% 3#n%s R#i+#8 Ce#nin-So!%ions.

"OR1!/ $0FL!= In%ern#%ion# AG S+i%?er#n& is #n or-#nis#%ion $#"e& $8 o9er 00 8e#rs o*e=3eriene o9er 0 6iion !s%o6ers #n& E!re"# For$es L%&. In&i# one o* %'e#r-es% &ire% sein- o63#n8 in Asi# +i%' # #n #%i9e %#$#se o* o9er 6iion!s%o6ers #n& 8e#rs o* &e9eo3in- re#%ions'i3s.


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MISSION

To $!i& s!s%#in#$e re#%ions'i3s +i%' !s%o6ers #s %'eir Frien&s *or Li*e $8

s#%is*8in- %'eir e9o9in- 'e#%' '8-iene s#*e%8 #n& i*es%8e %'o!-'

Our People

4'ose en%re3rene!ri# s3iri% #n& #6$i%ion is *!ee& $8 # !%!re o* 3ri&e

e#rnin- e#rnin- #n& *!n.

Our Products #n& /ervices

T'#% ree%s inno9#%ion $eo6e @!#i%8 $en'6#r"s #n& 3ro9i&es re# 9#!e *or

6one8.

Our Policies and Practices

4'i' #re *#ir %r#ns3#ren% #n& ons%#n%8 i63ro9e& %o 6#=i6i?e s%#"e'o&er

s#%is*#%ion #n& #'ie9e 6#r"e% e#&ers'i3.

5ISION


21/53

A H#338 He#%'8 S#*e #n& Po!%ionFree En9iron6en% $#se& on Tr!s% #n&

L#s%in- Re#%ions'i3s +i%' C!s%o6ers


22/53


23/53

For$es Pro (+#%er Pro&!%s)

Aards and Achievements

Reader's Digest Trusted Brand 2012

Limca : Book o Records ! Nationa" Record 2012

Brand #atc$ Benga" ! Benga"'s Best 2011

Business Su%er &rand 2011

Com%uter Societ o (ndia a)ard 2011

(nternet Digita" *edia +)ards ! Best use o Tec$no"og

E,%ress Com%uter Tec$no"og Senate +)ards

Business Continuit (nstitute - S%ecia" Recognition +)ard

Su%er &rand - Euro c"ean 200!10

/NESCO #ater Digest +)ard

Su%er Brand ! +ua guard 200!10

T$e rost Su""i3an En3ironment E,ce""ence +)ards 200


24/53

Project "indin7 and Analysis

1rand Recall Rate9

T'e %#$e s'o+s %'#% V

re#e& %'e E!re"# For$es $r#n& 7rs% /V re#e& B!s%er #n& V re#e& 5o%#s

%'e 7rs% #n& V re#e& Ken% $r#n&s 7rs%. T'is e#r8 s'o+s %'#% %'e 6#2or

res3on&en%s #re #+#re o* E!re"# For$es L%&. o9er o%'er $r#n&s. So E!re"#

For$es '#s -oo& $r#n& #+#reness in %'e 6#r"e%.

1RA8D P!R=!8TA

EUREKA

FORBES

.00V

BLUESTER /.00V

5OLTUS .00V

KENT .00V


25/53

.90.00 I% +#s $een #s"e& %o %'e res3on&en%s #$o!% #n8 #&9er%ise6en% or 3ro6o%ion##63#i-n o* E!re"# For$esCor3or#%e C#re #n 'es'e re#.

0V o* %'e6 '#9e no% seen #n8 3ro6o%ion #63#i-n or #&9er%ise6en% #n& 0V

#n% s#8 #n8%'in- #$o!% %'is.

Aareness of !ureka "or#es-=orporate =are Division9 Cross %#$!#%ion3ro&!% !sin- +i%' #+#reness o* CCD

A+#reness o* He#98

&!%8 4#%er 3!ri7ers

#n& Cooer C!6 P!ri7er

o* EFLCCD To%#

,ES NO ,ES

CCD Co!n% 0 1

,ES 0VNO 0V

CANT

SA,

0V


26/53

USING

4HICH

DE5ISION

V A+#re He#98 &!%8

4#%er 3!ri7ers #n& Cooer

C!6 P!ri7er o* EFLCCD

/.V .V .0V

DOMESTIC Co!n% 1

V A+#re He#98 &!%8



.V .1V .0V

BOTH Co!n% 1

V A+#re He#98 &!%8



.V .V .0V

To%# Co!n% 1 0

V A+#re He#98 &!%8



00.0V 00.0V 00.0V

In %'e ross%#$!#%ion +e '#9e %rie& %o 7n& o!% $r#n& #+#reness o* E!re"#

For$es Cor3or#%e C#re Di9ision #6on- i%s !sers #n& non!sers. T'e %#$e

re9e#s %'#% /.V !s%o6er %'ose +'o #re !sin- E!re"# For$esCor3or#%e

C#res #re #+#re #$o!% Cor3or#%e C#re 3ro&!%s #-#in .V o* %'ose +'o #re

!sin- or3or#%e #res 3ro&!%s $!% #re no% #+#re #$o!% Cor3or#%e C#re &i9ision.

T'is is $e#!se o* %'e8 #n% &i


27/53

A+#re o* He#98 &!%8

4#%er 3!ri7ers #n&

Cooer C!6 P!ri7er o*

EFLCCD

8es Co!n%

1

V +i%'in *!%!re 3#n %o $!8 .V 1.V .0V

no Co!n% 1

V +i%'in *!%!re 3#n %o $!8 .1V /./V 1.0V

To%# Co!n% 0

V +i%'in *!%!re 3#n %o $!8 00.0V 00.0V 00.0V

Fro6 %'e #$o9e %#$e i% is e#r %'#% %'ose 3ros3e%s %'#% '#9e *!%!re 3#n %o $!8

#@!# -!#r& . 3er en% o* %'e6 #re !n#+#re #$o!% %'e 3ro&!%s o* E!re"#

For$es Cor3or#%e C#re Di9ision. So %o re%#in %'ose 3o%en%i# !s%o6ers %'eo63#n8 '#s %o 6#"e %'e6 #+#re #$o!% %'e 3ro&!%s !ness %'e o63#n8 6#8

oss i%s 3o%en%i# 6#r"e%.

2edia /u77estion to create aareness a#out the

products

Fre@!en8 Peren% 5#i& Peren%C!6!#%i9e

Peren%

S#e 3ersonne 1/ .0 .0 .0

In%erne% #&s 0.0 0.0 .0

Bro'!re 0.0 0.0 .0

S#es 3ersons #n&

in%erne% #&s .0 .0 00.0

To%# 0 00.0 00.0

Res3on&en%s +#s $een #s"e& %o s!--es% # on9enien% 6e&i# %'ro!-' +'i' %'eo63#n8 #n 6#"e %'e6 #+#re #$o!% %'e 3ro&!%s. V res3on&en% %'in"s %'#%

s#es 3ersonne #re $es% +#8 %o re#%e #+#reness. 0V %'in" #&s on In%erne%

si%es #n& 0V %'in"in- $ro'!re #n 6#"e %'e6 #+#re #$o!% %'e 3ro&!%s. V

o* res3on&en%s #so s#8 %'#% $o%' s#es 3ersonne #n& in%erne% #&s +i $e %'e

$es% +#8 %o 6#"e %'e6 #+#re #$o!% %'e 3ro&!%s o* E!re"# For$es Cor3or#%e

C#re Di9ision.

T'o!-' s#es 3ersonne is %'e $es% +#8 %o re#%e #+#reness %'en #so %'e

o63#n8 s'o!& 3#e so6e "in& o* #&9er%ise6en% #so %'ro!-' &i


28/53

Analysis on Product Trainin7

Pro&!% %r#inin- is i63or%#n% *or

3ro3er '#n&in- o* %'e 6#'ine. In %'is #se V !s%o6ers #re s#%is7e& +i%'%'e 3ro&!% %r#inin- 3ro9i&e& &!rin- %'e ins%##%ion o* %'e 6#'ine. V o* %'e

!s%o6ers %'in" %'#% %'e %r#inin- +#s no% 3ro3er #n& V o* %'e6 +#n% 3ro&!%

re%r#inin- *or '#n&in- %'e 6#'ine. I* ser9ie %e'nii#ns 3ro9i&e %'e6

re%r#inin- &!rin- re-!#r 6#in%en#ne o* %'e 6#'ine %'#% +i $e s8ner-e%i

#33ro#' *or %'e o63#n8.


29/53

Analysis on 2andatory /ervice

C!s%o6ers +i -e% %'ree 6#n%or8 ser9ies +i%'in +#rr#n%8 3erio& in # 8e#r. 0

3er en% o* %'e !s%o6ers #re no% -e%%in- 6#n%or8 ser9ies on8 0 3er en% o*


30/53

%'e !s%o6ers #re -e%%in- 6#n%or8 ser9ie. C!s%o6ers s'o!& -e% %'ose

6#n%or8 ser9ies *or 3ro3er +or"in- o* %'e 6#'ine #n& %'e o63#n8 is i#$e

%o 3ro9i&e ser9ies +i%'in +#rr#n%8 3erio&.

0 3er en% o* %'e !s%o6ers #re e=3e%in- *o!r 6#n%or8 ser9ies in # 8e#r.

Res%s o* %'e !s%o6ers #re %'in"in- %'ree 6#n%or8 ser9ies #re +e eno!-' %o

6#in%#in %'e 6#'ine $!% %'ose %'ree ser9ies 6!s% $e 3ro9i&e&.

Analysis on 1reakdon /ervices

1reakdon service as attended ithin

Fre@!en8 Peren% 5#i& Peren%

C!6!#%i9e

Peren%

5#i& /'rs /.0 /.0 /.0

1'rs 10.0 10.0 1/.0

/'rs / .0 .0 /.0

'rs / /.0 /.0 0.0

no% #%%en&e& 0.0 0.0 00.0

To%# 0 00.0 00.0

A$o9e %#$e s'o+s %'#% #6os% 0 3er o* $re#"&o+n o63#in% #%%en&e& #*%er

'o!rs %'#% is %'ree s #*%er o63#in% o&-e&. 10 3er en% !s%o6er -o%

ser9ie #*%er 1 'o!rs 3er -o% +i%'in / 'o!rs. E9en 0 3eren% !s%o6er

o63#in%s '#9e no% $een #%%en&e&.

T'is s%#%is%is s'o+s %'ere is #" in 3ro9i&in- #*%er s#es ser9ie. T'ere #re *e+

!s%o6ers +'o -o% ser9ie +i%'in / 'o!rs. T'is 6#8 $e #!se o* &iss#%is*#%ion

o* %'e !s%o6ers.

What should #e the time la7 in attendin7 your reported complainH

Fre@!en8 Peren% 5#i& Peren% C!6!#%i9e Peren%

5#i& 'rs .0 .0 .0

/'rs 11 .0 .0 /.0

1'rs .0 .0 .0

/'rs /.0 /.0 00.0


31/53

To%# 0 00.0 00.0

T'e %#$e s'o+s %'#% 3er en% !s%o6ers #re e=3e%in- $re#"&o+n +i%'in /

'o!rs. 3er en% !s%o6ers #re e=3e%in- +i%'in 'o!rs +i%'in o63#in% is

o&-e&.

As +#%er 3!ri7ers #re 'i-'8 essen%i# 3ro&!% so $re#"&o+n o* one 'o!r #n

#!se %ro!$e %o %'e !sers. Ti6e in #%%en&in- o63#in% s'o!& $e 6ini6i?e&. On#9er#-e i% s'o!& $e / 'o!rs ser9ie.

3ndustry ise eIpectation of #reakdon serviceWhat should #e the time la7 in attendin7 your reported complainH G

T4P! O" 38D0/TR4 =ross ta#ulation

T,PE OF INDUSTR, To%#

in&!s%r

8 'os3i%#

e&!#%ion

# ins%

#&6inis%

r#%i9e

o;es 'o%es in&!s%r8

4'#% s'o!&

$e %'e %i6e #-

in #%%en&in-

8o!r re3or%e&

o63#in

'r

s

Co!n% 0

.V .0V .V .V .0V .0V

/'r

s

Co!n% 0 11

.V .0V .0V .V .0V .0V

1'r

s

Co!n% 0 0 0 0

.V .0V .0V .0V .0V .0V

/'r

s

Co!n%

.V 0.0V .V .V 00.0V /.0V

To%#

Co!n% / 0

00.0V 00.0V 00.0V 00.0V 00.0V 00.0V

Fro6 %'e ross %#$!#%ion i% #n $e in*erre& %'#% 6#=i6!6 in&!s%ries 'os3i%#se&!#%ion# ins%i%!%ions #n& #&6inis%r#%i9e o;e +#n% $re#"&o+n ser9ie %o $e

#%%en&e& +i%'in / 'o!rs. .V o* %'e in&!s%ri# !sers V o* 'os3i%#s #n&

.V o* e&!#%ion# ins%i%!%ions #re e=3e%in- +i%'in 'o!rs $re#"&o+n

ser9ie.


32/53

So6e o* e&!#%ion# ins%i%!%ions e=3e% i66e&i#%e $re#"&o+n ser9ie *or %'eir

'os%es. M#2or "e8 !s%o6ers i"e NIT Air3or% #n& C'e#"3os% #-#r%## e%

s!--es%e& %'#% one ser9ie %e'nii#n s'o!& $e #o%%e& %o %'eir 3!r3ose.

Ser9ie %e'nii#n s'o!& 6#in%#in 3riori%8 is% o* o63#in%s %o #%%en& %'ose "e8

#o!n%s.

I* %'e !s%o6ers &o no% -e% #*%er s#es ser9ie 6#8 #!se ne-#%i9e i6#-e o* %'e

o63#n8. So %'e o63#n8 6!s% -i9e %r8 %o &ere#se %'e ne-#%i9e i6#-e o* #*%er

s#es ser9ie o* %'e o63#n8. On %'e o%'er '#n& #*%er s#es ser9ie is one o* %'eso!res o* %'e 3ro7% so i% #n $e s#i& %'#% %'e o63#n8 osses o33or%!ni%8 %o

inre#se 3ro7%.

Cuality of After /ales /ervice of !ureka "or#es-=orporate =are Division I% is e#r *ro6 %'e #$o9e 7-!re %'#% # 6#2or

3or%ion o* !s%o6ers (V) #re %'in"in- %'#% #*%er

s#es ser9ie o* %'e o63#n8 is 3oor. 1/V o* %'e !s%o6ers #re s#8in- i% is *#ir.

5er8 onsi&er#$e #6o!n% o* !s%o6ers (0V) #re s#8in- i% is -oo&.

As %'e 6#2or 3or%ion o* !s%o6ers is s#8in- 3oor ser9ie so i% is +or& o* #!%ion

*or %'e o63#n8. I% is #so '#63erin- %'e i6#-e o* %'e o63#n8. T'ere nee&s %o

3ro63% i63ro9e6en% in #*%er s#es ser9ie o* %'e o63#n8. D!rin- 68 e=3os!re

%o %'e 6#r"e% i% is seen %'#% 6#n8 !s%o6ers #re !n+iin- %o re3!r'#se E!re"#

For$esCor3or#%e C#re Di9isions 3ro&!%s.

3ndustry ise After /ales /ervice of !ureka "or#es-

=orporate =are Division The After /ales /ervice of !"$ %==D' is GT4P! O" 38D0/TR4 =ross ta#ulation

Fre@!en8 Peren%

5#i

&

3oo

r .0

*#ir 1/.0

-oo

& 0.0

To%#

0 00.0


33/53


in&!s%r8 'os3i%#

e&!#%ion

# ins%

#&6inis%r

#%i9e

o;es 'o%es In&!s%r8

T'e A*%er

S#es Ser9ie

o* EFL (CCD)is

Poor Co!n%

1.V 0.0V .V 1.V 00.0V .0V

F#ir Co!n% 1 / 0

0.0V .0V .V 1./V .0V 1/.0V

Goo

&

Co!n% 0 0

.V .0V .V .0V .0V 0.0V

To%# Co!n% / 0

00.0V 00.0V 00.0V 00.0V 00.0V 00.0V

Fro6 %'e ross %#$!#%ion i% is o$ser9e& %'#% e&!#%ion# ins%i%!%ions #n&

#&6inis%r#%i9e o;es #re s#8in- 3oor 6ore %'#n o%'ers. So 6ore %r#e on

ser9ie o* %'ose se%ors s'o!& $e -i9en. 0 3er en% o* in&!s%ries #re -e%%in- *#ir

ser9ie. T'e o63#n8 6!s% %r8 %o #!-6en% %'eir #*%er s#es ser9ie %o re&!e

3oor or #9er#-e i6#-e #n& %r8 %o $!i& # 9er8 -oo& #*%er s#es ser9ie s8s%e6.

Goo& #*%er s#es ser9ie 'e3 o63#n8 %o -#in o63e%i%i9e #&9#n%#-e. Poor

i6#-e #so '#63er in -#inin- ne+ !s%o6ers #n& re%#in o& !s%o6ers.

Diss#%is7e& !s%o6ers #n s3re#& $#& +or& o* 6o!%' +'i' +i res!% in

!n%!rne& #ro!n& ne+ !s%o6ers.

Cuality of After /ales /ervice of !ureka "or#es-Domestic

Division


34/53

T'e #$o9e %#$e s'o+s %'#%

%'e #*%er s#es ser9ie o* %'e &o6es%i &i9ision is no% #so s#%is*#%or8 #s o*

or3or#%e #re &i9ision. I% is 9er8 $#& si-n %'#% 3ro&!% s!33or% ser9ie is 3oor.

C!s%o6er 6#8 %'in" *or #%ern#%i9e $r#n& *or %'eir 3!r3ose. Poor ser9ie

3er*or6#ne in +or" 3#es '#s i63#% on &o6es%i $!8in-. In %'e #$o9e %#$eno% #33i#$e is &!e %o 6#=i6!6 n!6$er o* 9isi%e& !s%o6ers +ere in&!s%ri#

!sers.

Fre@!en8 Peren%

5#i& 3oor 10.0

*#ir .0

no%

#33i#$e .0

To%# 0 00.0


35/53

Drivin7 factors for availin7 Annual maintenance contact

Whataretheinfluencirtino(ett&n#re*arrantyon)ac(&ne'ro'er)a&nta&nance

!020100

3er en% o* !s%o6ers &o #nn!# 6#in%en#ne on%#% *or 3ro3er 6#in%en#ne

o* %'e 6#'ine 3er en% o* %'e !s%o6er %'in" %'#% %'e8 -e%%inre +#rr#n%8

on 6#'ine #n& %'e8 &on% '#9e %o $e#r #n8 'e#'e on 6#'ine.

So6e o* %'e !s%o6ers &o no% -o *or AMC #n& %'e8 +#n% &iso!n% on AMC 3rie. T'e %er6s #n& on&i%ions i"e #&9#ne 3#86en% o* AMC #6o!n% '#s %o $e

6o&i7e& $e#!se 6#2or !s%o6ers #re s#8in- %'#% %'e8 *#in- 3ro$e6 in

#&9#ne 3#86en% #or&in- %o %'eir o63#n8 3oi8 (6#in8 Go9ern6en%

!s%o6ers).


36/53

Overall /atisfaction level of usin7 of !ureka "or#es-

=orporate =are Division

/ 3er en% !s%o6ers #re s#%is7e& $8 !sin- Cor3or#%e C#re Di9isions 3ro&!%s.

A$o!% /0 3er en% o* %'e !s%o6ers #re no% s#%is7e& #n& &iss#%is7e&. A 9er8

s6# n!6$er o* !s%o6ers #re o9er s#%is*#%ion e9e.


Fre@!en8 Peren%

No% s#%is7e& 10.0

Diss#%is7e& 0.0

S#%is7e& /.0

So6e+'#%

s#%is7e& /.0

5er8 s#%is7e& .0

To%# 0 00.0


37/53

T'e 6#in re#son $e'in& &iss#%is*#%ion is 3oor ser9ie #n& !s%o6er

res3onsi9eness. A &iss#%is7e& !s%o6ers #re s!--es%in- i63ro9in- ser9ie

3ro63%ness #n& !s%o6er res3onsi9eness. Fro6 %'e ross %#$!#%ion +e #n see

%'#% . 3er en% o* in&!s%ri# !sers #re s#%is7e&. T'is 3eren%#-e '#s %o

inre#se. E&!#%ion# ins%i%!%es #re s#%is7e& #n& in %ri3!r# 6#r"e% e&!#%ion

ins%i%!%es #re -ro+in- 9er8 7rs%. T'e8 6#8 $e 3o%en%i# !s%o6ers in ne#r *!%!re

so %'is se%or s'o!& -e% ser9ie on 3riori%8 $#sis.

T'e s#%is*#%ion e9e o* %'e o63#n8 is no% !3 %o %'e 6#r" #s E!re"# For$es is

6#r"e% e#&er in i%s se-6en%. T'e o63#n8 s'o!& 6oni%or i%s !s%o6ers

s#%is*#%ion e9e re-!#r $#sis (#% e#s% one # 8e#r) $8 !sin- se9er# 6e#s!res

i"e 3erio&i s!r9e8s 68s%er8 s'o33ers. Besi&es %'ese 6e#s!res %'e o63#n8

#n 6oni%or i%s !s%o6er oss r#%e #n& on%#% !s%o6ers +'o '#9e s%o33e&

$!8in- or +'o '#9e s+i%'e& %o #no%'er o63#n8 %o 7n& o!% +'8.

2arket Potentiality

M#r"e% 3o%en%i# is # *ore#s% o* %'e si?e o* # 6#r"e% in %er6s o* re9en!e

n!6$ers o* $!8ers or o%'er *#%ors. I% '#s $een es%i6#%e& #s *oo+s:

Total !ar"et Potential # Potential numer o uyers $ %verage &uantity purc'ased y a

uyer $ t'e average

price o t'e products.

T#$e s'o+in- %o%# 6#r"e% 3o%en%i#W o* E!re"# For$esCor3or#%e C#re

Di9ision

NUMBER OF

BU,ERS

A5ERAGE

QUANTIT,

A5ERAGE PRICE TOTAL

11 /./ /0000 00

Wi% +#s #ss!6e& %'#% %'e es%i6#%ion +i $e &one *or ne=% si= 6on%'s. A &e%#is'#9e $een 3ro9i&e& in %'e #nne=!re.

Fro6 %'e %#$e +e #n see %'e %o%# 6#r"e% 3o%en%i#i%8 o* E!re"# For$es

Cor3or#%e C#re Di9ision in So!%' Ben-# 6#r"e% *or ne=% si= 6on%'s. T'e %o%#

6#r"e% 3o%en%i# is o* Rs.00 in ne=% si= 6on%'s. T'#% is 9er8 -oo& si?e o*

6#r"e% *or #n8 o63#n8. I% '#s $een o$ser9e& &!rin- e=3ose %o %'e 6#r"e% %'#%

6#n8 o63#nies '#9e -o% e


38/53

In%er3re%#%ion T'is is $ein- *o!n& %'#% E!re"# For$es CCD 6#r"e%er o* +#%er 3!ri7er +#%er

ooer !6 3!ri7er '#& 6#in8 !se& sin-e %ire &is%ri$!%ion s8s%e6 %o #%er %'e

o66eri# 6#r"e% in&!s%ri# 6#r"e%. T'is &is%ri$!%ion '#nne #so $#"e& $8

3erson# sein-. A3#r% *ro6 %'is %'e s%#nr&i?e& 3ro&!% #re 6#r"e%e& %'ro!-'

&is%ri$!%ion '#nne i"e o%'er ons!6er 3ro&!% (%+o %'ree %ire &is%ri$!%ion

'#nne). He#r %'ere is no roe o* 3erson# sein- #%i9i%ies.


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M#r"e%in- Mi= o* E!re"# For$es L%&...

T'e / Ps o* 6#r"e%in- 6i= on E!re"# For$es L%&... Is -i9en $eo+

+' Product9 #) E#si8 #9#i#$e n#%ion+i&e.$) E#s8 %o '#n&e.) M!%i3e Pro&!%s #!n'e& *or e#' 3ro&!% %83e.

)' Price9#) Pro&!% 3rie r#n-e &i9i&e& in %o *o!r se-6en%s %o %#r-e%

&i


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In%ro&!%ion o* Dis%ri$!%ion C'#nne

Denition9

Aor&in- %o 1eckman %'e o!rse %#"en in %'e %r#ns*er o* %'e %i%e %o #

o66o&i%8 ons%i%!%es i%s '#nne o* &is%ri$!%ions. I% is %'e ro!%e %#"en $8 %'e

%i%e %o # 3ro&!% in i%s 3#ss#-e *ro6 i%s 7rs% o+ner %'e #-ri!%!re 3ro&!er or

6#n!*#%!rer #s %'e #se 6#8 $e %o %'e #s% o+ner %'e !%i6#%e ons!6er or

%'e $!siness !sers.

Aor&in- %o 6ohn A( 5oard M#r"e%in- '#nnes #re %'e o6$in#%ion o*

#-enies %'ro!-' +'i' %'e seer +'o is o*%en %'ro!-' no% neess#ries %'e

6#n!*#%!rer 6#r"e%s 'is 3ro&!%s %o %'e !%i6#%e !sers.

Aor&in- %o A( W( /ha Dis%ri$!%ion is %'e #33i#%ion o* 6o%ion %o 6#%eri#s#s %'e8 6o9e *ro6 %'e %i6es 3#es *or6s #n& on&i%ions +'ere %'e8 '#9e no

9#!e %o %'e %i6es 3#es *or6s #n& on&i%ions +'ere %'e8 '#9e 9#!e.


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I63or%#ne o* Dis%ri$!%ion C'#nne

Dis%ri$!%ion '#nnes #re o63ose& o* marketin7 intermediaries@ %'e 3ersons

Or 7r6s %'#% o3er#%e $e%+een %'e 3ro&!er #n& %'e ons!6er or in&!s%ri# !ser. T'e T+o 6#in #%e-ories o* 6#r"e%inin%er6e&i#ries #re +'oes#ers #n& re%#iers.Wholesalin7 intermediaries #re 3eo3e #n& 7r6s %'#% se 3ri6#ri8 %ore%#iersAn& o%'er +'oes#ers or in&!s%ri# !sers. T'e8 &o no% se si-ni7#n% #6o!n%s %oU%i6#%e ons!6ers.Retailers@ $8 on%r#s% #re 3ersons or 7r6s %'#% se -oo&s #n& ser9ies %oIn&i9i&!#s *or %'eir o+n !se r#%'er %'#n *or res#e. Re%#iers #re %'e 6#r"e%in-In%er6e&i#ries %'#% ons!6ers #re 6os% *#6ii#r +i%'.

C$anne"s to Consumer 4roducts

Producer to =onsumer( A &ire% '#nne *ro6 3ro&!er %o ons!6er is !se& *or6os% ser9ies $!% re#%i9e8 *e+ 3ro&!%s. An #r%is% +'o ses %'eir re#%ions #% #n#r%s'o+ is #n e=#63e o* %'is &is%ri$!%ion '#nne.

Producer to Retailer to =onsumer( So6e *oo& 3roessors #n& 6#n!*#%!rers&is%ri$!%e %'eir 3ro&!%s &ire%8 %o re%#iers. T'e #33#re in&!s%r8 '#s 6#n83ro&!ers %'#% se &ire%8 %o re%#iers %'ro!-' %'eir o+n s#es *ores. So6e6#n!*#%!rers se% !3 re%#i o!%e%s in or&er %o 6#in%#in $e%%er on%ro o9er %'eir'#nnes.

Producer to Wholesaler to Retailer to =onsumer( T'e %r#&i%ion# '#nne *orons!6er -oo&s &is%ri$!%ion %o +'oes#ers is !se& $8 %'o!s#n&s o* s6#6#n!*#%!rers %'#% #nno% #


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in s6# @!#n%i%ies.

The Primary =hannels of Distri#ution=onsumer


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J( Postsale services +'i' 'e3 %'e !s%o6er #%%#in *! $ene7%s o9er %'e i*eo* %'e 3ro&!%. S!' ser9ie 6i-'% in!&e ins%##%ion !ser %r#inin- 'e3 ines %oreso9e %e'ni# -i%'es re3#ir #n& s3#re 3#r%s #9#i#$ii%8. S!' ser9ies #n$e 3#r%i!#r8 i63or%#n% in %'e &is%ri$!%ion o* ons!6er &!r#$e -oo&s #n&%e'ni#8 o63e= in&!s%ri# 3ro&!%s s!' #s o63!%er s8s%e6s 6#2orso*%+#re #33i#%ions 6#n!*#%!rin- 6#'iner8 #n& %'e i"e.

PRO2OT3O8A$ !""ORT

Ano%'er o66on '#nne o$2e%i9e is %o o$%#in s%ron- 3ro6o%ion# s!33or% *ro6'#nne 6e6$ers *or %'e 7r6s 3ro&!% in!&in- %'e !se o* o# 6e&i# ins%ore &is3#8s #n& oo3er#%ion in s3ei# 3ro6o%ion e9en%s. G#inin- $ro#&re%#ier s!33or% *or ins%ore 3ro6o%ions is 3#r%i!#r8 i63or%#n% *or o+in9o9e6en% on9eniene -oo&s. Bo%' %'e #6o!n% #n& @!#i%8 o* 3erson#sein- e


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Desi7nin7 Distri#ution =hannels9 What Einds of 3nstitutions 2i7ht 1e3ncludedH

T'ere #re *o!r $ro#& #%e-ories o* ins%i%!%ions %'#% # 6#n#-er 6i-'% &ei&e %oin!&e in %'e &is%ri$!%ion '#nne: 6er'#n% +'oes#ers #-en% 6i&&e6enre%#iers #n& *#ii%#%in- #-enies.

3ntuition Denition

Mer'#n% +'oes#ers T#"e %i%e %o %'e -oo&s %'e8 '#n&e se 3ri6#ri8 %oo%'er reseers (e.-. re%#iers) in&!s%ri# #n&o66eri# !s%o6ers r#%'er %'#n %o in&i9i&!#ons!6ers.

A-en% 6i&&e6#n In!&e 6#n!*#%!rers #n& re3resen%#%i9es #n&$ro"ers. Aso se %o o%'er reseers in&!s%ri# oro66eri# !s%o6ers $!% &o no% %#"e %i%e %o %'e-oo&s. Us!#8 s3ei#i?e in %'e sein- *!n%ion #n&re3resen% ien% 6#n!*#%!rers on # o66ission $#sis.

Re%#iers Se -oo&s #n& ser9ies &ire%8 %o !%i6#%e ons!6ers*or %'eir 3erson# non $!siness !se. Us!#8 %#"e %i%e%o -oo&s %'e8 '#n&e #re o63ens#%e& $8 %'e 6#r-in$e%+een %'e 3rie %'e8 3#8 *or %'ose -oo&s #n& %'e8reei9e *ro6 %'eir !s%o6ers.

F#ii%#%in- #-enies In!&e #&9er%isin- #-enies 6#r"e%in- rese#r' 7r6soe%ion #-enies %r!"in- 7r6s #n& r#iro#&ss3ei#i?e in one or 6ore 6#r"e%in- *!n%ions +or" on# *ee*orser9ie $#sis %o 'e3 ien%s 3er*or6 %'ose*!n%ions 6ore e


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2anufacturer?s A7ents or 2anufacturer?s Reps T'ese !s!#8 +or" *orse9er# 6#n!*#%!rers #rr8 nono63e%i%i9e o63e6en%#r8 6er'#n&ise in#n e=!si9e %erri%or8 #n& onen%r#%e on8 on %'e sein- *!n%ion. T'e8 #rei63or%#n% +'ere # 6#n!*#%!rers

s#es #re no% s!;ien% %o s!33or% # o63#n8 s#es3erson in # 3#r%i!#r %erri%or8.M#n!*#%!rers re3s #re o66on in %'e in&!s%ri# e@!i36en% #!%o6o%i9e s!338*oo% +e#r #n& %o8 in&!s%ries.

/ales A7ents In on%r#s% sales a7ents !s!#8 re3resen% on8 one6#n!*#%!rer #n& #re res3onsi$e *or %'e *! r#n-e o* 6#r"e%in- #%i9i%iesnee&e& $8 %'#% 3ro&!er. Be#!se %'e8 '#9e # +i&er r#n-e o* res3onsi$ii%ies%'eir o66issions #re 6!' #r-er %'#n %'ose o* 6#n!*#%!rers re3s. S#es#-en%s #re !se& 3ri6#ri8 $8 s6# 7r6s or s%#r%!3s %'#% '#9e i6i%e& 6#r"e%in-#3#$ii%ies. T'e8 #re 3#r%i!#r8 o66on in %'e ee%ronis #33#re #n& 'o6e*!rnis'inin&!s%ries.

1rokers T'ese #re in&e3en&en% 7r6s +'ose 3!r3ose is %o $rin- $!8ers #n&

seers %o-e%'er *or #n e='#n-e. Uni"e #-en%s $ro"ers !s!#8 '#9e noon%in!inre#%ions'i3 +i%' # 3#r%i!#r $!8er or seer. T'e 3ro&!ers o*se#son# 3ro&!%s s!' #s *r!i%s #n& 9e-e%#$es #n& %'e re# es%#%e in&!s%r8 !se$ro"ers e=%ensi9e8.

R!TA3$!R/

Re%#iers se -oo&s #n& ser9ies &ire%8 %o 7n# ons!6ers *or %'eir 3erson#non $!siness !se. Be#!se re%#iers !s!#8 %#"e %i%e %o %'e -oo&s %'e8 #rr8%'eir o63ens#%ion is %'e 6#r-in $e%+een +'#% %'e8 3#8 *or %'e 6er'#n&ise#n& %'e 3ries %'e8 '#r-e %'eir !s%o6ers. Re%#iin- is # 6#2or in&!s%r8 in %'eUni%e& S%#%es +i%' o9er . 6iion re%#i es%#$is'6en%s.

8O8/TOR! R!TA3$38<

T'ese ins%i%!%ions 7% %'e &e7ni%ion o* # re%#ier $!% +e &is!ss %'e6 se3#r#%e8$e#!se %'e8 &on% '#9e # 7=e& $ri"s#n&6or%#r 3'8si# o#%ion #n& 6os% &ono% en#$e !s%o6ers %o 3erson#8 ins3e% %'e 6er'#n&ise or %#"e i66e&i#%e3ossession. T'is #%e-or8 in!&es &ire% sein- (e.-. &oor%o&oor s#es #n&%ee6#r"e%in-) 6#ior&er #%# o-s T5 s'o33in- 9en&in- 6#'ines #n& 4e$si%es.

38T!8/3;! D3/TR310T3O8 Cons!6er Goo&s #n& Ser9ies For ons!6er -oo&s

#n& ser9ies #'ie9in- # &esire& e9e o* 3ro&!% #9#i#$ii%8 is #r-e8 # 6#%%ero* -#inin- %'e oo3er#%ion o* #33ro3ri#%e n!6$ers #n& %83es o* re%#i o!%e%s. A6#n!*#%!rer #n 3!rs!e %'ree $#si s%r#%e-ies o* re%#i o9er#-eXin%ensi9ee=!si9e or see%i9e &is%ri$!%ion (see E='i$i% .). T'e $es% s%r#%e-8 *or #-i9en 3ro&!% &e3en&s on %'e n#%!re o* %'e 3ro&!% %'e %#r-e% 6#r"e% 3!rs!e&#n& %'e o63e%i%i9e si%!#%ion.

!Iclusive Distri#ution T'is s%r#%e-8 reies on on8 one re%#ier or &e#er in #-i9en -eo-r#3'i %erri%or8. I% is 6os% #33ro3ri#%e +'en %'e 3ro&!% is # 'i-'

in9o9e6en% s3ei#%8 or s'o33in- -oo&. E=!si9e &is%ri$!%ion is #so !se*!

+'en # 7r6 +#n%s %o &i


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&is%ri$!%ion #re %'#% %'e 6#n!*#%!rer #n 'oose re%#iers +'ose ien%ee

6#%' i%s %#r-e% 6#r"e% #n& %'#% %'ere +i $e ose oo3er#%ion in i63e6en%in-

%'e 3ro&!ers 6er'#n&isin- #n& !s%o6er ser9ie 3ro-r#6s. E=#63es o*

3ro&!%s %'#% #re e=!si9e8 &is%ri$!%e& in!&e E%'#n Aen *!rni%!re #n& Ros

Ro8e #!%o6o$ies. T'e 6#2or &is#&9#n%#-e o* e=!si9e &is%ri$!%ion is %'e ris"

in9o9e& in re8in- on # sin-e re%#ier in # -i9en %erri%or8.

/elective Distri#ution T'is is # o63ro6ise $e%+een %'e o%'er %+o e=%re6es

sine i% !ses 6ore %'#n one $!% *e+er %'#n # #9#i#$e re%#iers in # -eo-r#3'i#re#. I% is #n #33ro3ri#%e s%r#%e-8 *or s'o33in- -oo&s. Mos% $r#n&s o*

#!%o6o$ies #re &is%ri$!%e& %'is +#8.

3mplications for =hannel Desi7n In -ener# %er6s %'e -re#%er %'e s%r#%e-i

i63or%#ne o* #9#i#$ii%8 #n& %'e 6ore in%ensi9e %'e &esire& e9e o* re%#i

o9er#-e %'e 6ore i"e8 +'oes#ers #n&or #-en%s #re %o $e !se&. In%ensi9e

&is%ri$!%ion re@!ires #r-e n!6$ers o* re%#i o!%e%s 6#n8 o* +'i' #re s6#

in&e3en&en%8o+ne& o3er#%ions. T'e 3erson# sein- or&er 3roessin-

in9en%or8 s%or#-e #n& &ei9er8 os%s in9o9e& in ser9iin- s!' # #r-e ne%+or"

o* re%#iers +o!& $e 3ro'i$i%i9e *or 6os% 6#n!*#%!rers.

2arketin7 =hannels for =onsumer


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=omparison of 3ntensive@ !Iclusive@ and /elective Retail =overa7e

/trate7ies

Re%#iCo9er#-e

M#2orS%ren-%'

M#2or4e#"ness

Pro&!% 6os%#33ro3ri#%e*or

In%ensi9e M#=i6!6 M#=i6i?es3ro&!%#9#i#$ii%8

L#" o*re%#iers!33or%

Lo+in9o9e6en%ons!6eron9eniene-oo&s

E=!si9e Sin-e M#%'esre%#ierien%ee +i%'%#r-e% 6#r"e%*#ii%ies oseoo3er#%ion+i%' re%#ier

Ris" o* re8in-on sin-ere%#ier

Hi-'in9o9e6en%s3ei#i%8 ors'o33in--oo&s

See%i9e Li6i%e& Pro9i&es#&e@!#%eo9er#-e $!%no% #%e=3ense o*6#n!*#%!rer

re%#ieroo3er#%ion

Di;!% %oi63e6en%-i9enin%ers%oreo63e%i%iones3ei#8

+'ere&iso!n%s 6#8o!r

In*re@!en%83!r'#se&s'o33in--oo&s

2arketin7 =hannels for 3ndustrial


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!Iample of a 5y#rid 2arketin7 =hannel

De6#n& Gener#%ion

P'8si# Dis%ri$!%ion

Pos%#e Ser9ie

4'oes#e

Dis%ri$!%orS!33ier

Co63#n8

He3 Line

O!%si&e

Ser9ie

Co63#n8

4e$ si%e

S#es *ore

C!s%o6er


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M#r"e% Sen#rio

T'e ons!6er &!r#$e 3ro&!%s in&!s%r8 in In&i# '#s seen # 6#2or !3%ren&. T'e

6o6en%!6 # s%#r%e& sine %'e i$er#i?#%ion o* %'e In&i#n eono68. T'e 6#r"e%'#s %!rne& 'i-'8 o63e%i%i9e no+ -ro+in- #% 0 3eren%. E9en in #

o63e%i%i9e 6#r"e% sen#rio E!re"# For$es is s%i r!in- %'e roos% *or 10 8e#rs

no+ es3ei#8 in %'e se-6en% o* +#%er 3!ri7ers #n& 9#!!6 e#ners no% %o

6en%ion #ir 3!ri7#%ion s8s%e6s. I% is no% on8 %'e $es% o* 3ro&!%s inno9#%i9e8

&esi-ne& #n& &e9eo3e& %'#% #re in%ro&!e& in %'e 6#r"e%. E!re"# For$es '#s

#so 6#in%#ine& # %r#" reor& o* 3ro9i&in- e=een% !s%o6er #re ser9ie #n&

#*%er s#es ser9ie s!33or%.

TOP +* WAT!R P0R3"3!R/ 38 38D3A 1!/T WAT!R P0R3"3!R/

=ompany 8ame Rank

!ureka "or#es ABua 7uard +

5industan 0nilever Pure it )

Tata /ach :

Eent RO Water Purier ,

Philips 0; ater purier J

5i-Tech Water Purier .

Eenstar Water Puriers and "ilters K

Whirlpool RO Puriers L

3nalsa Water "ilters and Puriers M


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/0+' Distri#ution /trate7y- Dis%ri$!%ion s%r#%e-8 is in!ene& $8 %'e

6#r"e% s%r!%!re %'e 7r6s o$2e%i9es #n& i%s reso!res #n& o*

o!rse i%s o9er# 6#r"e%in- s%r#%e-8. A %'ese *#%ors #re#&&resse& in %'e se%ion on see%in- Dis%ri$!%ion C'#nnes.

)' /electin7 mem#ers ithin a channel:' 2otivatin7 =hannel 2em#ers,' 2ay 3 help you desk T'ere s'o!& $e # s3ei# s%#< %o #%er %o

%'e nee&s o* !s%o6er.

J' 0naare =ustomer C!s%o6er +i%' +'o6 I %#"e& %'e8 #re

!n#+#re #$o!% i"e %'e *!n%ion o* RO U5 e%.

.' Others Ser9ie 3roessin- %i6e s'o!& no% $e &e#8e&.


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$323TAT3O8

+' 0nder develop area)' !Icept capital %A7artala' all areas are ur#an:' E=3en&i%!re in!rre& *or %'e s!r9e8 +#s #so one %'e

ons%r#in%s.,' 3&)&te$ co+era#eJ' 'acks of pri"ate sector* companys* and industrys+++++only ,o"t+

Sectors are there+++6) (ompetitorsK' On8 %'e !s%o6ers #n& &is%ri$!%ors o* in%eres% in %'e 6#r"e%s

'#9e $een in9es%i-#%e&. T'e o63e%i%ors s%ren-%' #n&+e#"nesses #re 3rini3#8 2!&-e& on 6#r"e%in- %oos #n& no%

on %e'noo-i# s"is. T'e 6#2or in*or6#%ion so!re +#s

res3e%i9e o63e%i%or +e$ si%es.L' !ar"ets are not developed.M' 3n 7ovt 5/N%)sta7e' school #ud7et are only Rs@ K***-+*' So6e o#-es #re no% *!8 o63e%e *or -o9% +or"in-.++' T'e 6e#nin- o* 6#r"e% 3o%en%i#i%8 is %o%# *!%!re

6#r"e% in 6one%#r8 9#!e '#s #ss!6e& 'ere.


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=O8=$0/3O8

Aor&in- %o %'e s!r9e8 I *o!n& %'#% E!re"# For$es is %'e 6#r"e% *oo+er in %'e

re-ion. I% '#s %rie& %o -e% # -oo& 6#r"e% s'#re o63#re& %o i%s o63e%i%or.

Co63#re& +i%' #&&i%ion# #$es #s +e #s s%8es %'e A@!# -!#r& is 6os% i"e8

%'e 6os% &!r#$e $e#!se o* i%s 6#ssi9e 3#s%i #n& s%ee in*!se& $!i&in- #on-

+i%' 'i-' %'i"ness 2oin%s. A o9e& one o* *o!r %o 79e 6!s% $e #$e %o &rin" +#%er

*ro6 i% #n8%i6e %'e8 +is' +i%'o!% '#9in- %o +orr8 #$o!% i%s s%#$ii%8.


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Bi$io-r#3'8

4e$si%es:

+++.-oo-e.o6

+++.+i"i3e&i#.o6

+++.e!re"#*or$es.o6

+++.o63#rein&i#.o6

Ne+s P#3ers:

B!siness S%#nr&

Fin#ni# E=3ress

T'e Eono6i Ti6es

T'e Hin&! B!siness Line

Min%

Fin#ni# C'ronie

Lis% o* $oo"s:

Principles of 2arketin7 P'ii3 Ko%er G#r8 Ar6s%ron-

2arketin7 2ana7ement- R#2#n S#=en#

2arketin7 2ana7ement =ases and concepts Ni"'ies' D'o#"i# R#"es'

K'!r#n#

L#$&'i B'#nri A$'in#nn K J#in

/ales 2ana7ement D#r863e Do!-#s J. #n& 4ii#6 L. Cron.

correction project report (1).doc

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