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A

TRAINING REPORT

ON

CUSTOMER RELATIONSHIP MANAGEMEN

A Report submitted in partial fulfillment of the requirements for the awardof the degree of

BACHELOR OF BUSINESS ADMINISTRATIONFROM

Submitted By:

SURYA PRAKASH

B.B.A. (SEM-V)

Submitted To:

THE CO-ORDINATOR

AISHWARYA COLLEGE OF EDUCATION

Jodhpur (Rajasthan)


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ACKNOWLEDGEMENT

This is to extend my grateful thanks to all those who have been

immensely supportive and acted like a patron at my step, right from the

completion of the project.

I am thankful to the management of SNOWCEM PAINTS for having a

provision to provide practical training at this esteemed organization.

I also extend my gratitude to Mr. S. K. SWAMI (P.M.) for providing me

their valuable time, ideas and resources for my project.

I am grateful to various department of SNOWCEM PAINTS for

extending all possible support. Other people who need special mention

are the respondents who were very patient and supportive during entire

project.


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INTRODUCTION

OVERVIEW OF THE PAINT INDUSTRY

A boom in the Indian housing sector, increasing urbanization, easyavailability of housing loans and a shift from semipermanent toPermanent housing structures have been driving growth in thedecorativePaints segment, which accounts for nearly75% of theIndianPaint industry. There is seasonality involved in the demand fordecorativePaints. Consumptionpeaks around festive time. Indian

paints industry is Rs.15, 000 cror market which has been growingat an average rate of 13% over the last five years. Based on the11 major economies, the Asia Pacificpaint market has been rated atalmost 13.9 million tons in 2009, and is forecast to grow by about7.9%per year in theperiod to 2014.

THE INDIAN PAINT INDUSTRY


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THE MAIN SEGMENTSThe industry comprises two main segments decorative/architectural and industrial paints. Thedecorative/architectural paint segment accounts for 70 percent of the total paint market while the industrial paintsegment accounts for the remaining 30 per cent. Theindustry is, however, expected to undergo a structural shifttowards industrial paints in the next few years, when itsshare is expected to go up to 50 per cent in line with theglobal trend. Industrial paints thus holds greater growth

potential in the coming years. Actually, with the decorativesegment gradually bottoming out, companies are alreadyincreasing their focus on industrial paints. Industrial paints aretechnology intensive. Theindustrial paints segment can be further classified into automotive paints, marine,powder coatings, high performancecoatings, and others. Original equipment manufacturers

(OEM) of products such as automobiles, furniture and whitegoods such as refrigerators are prime consumers ofindustrial paint. The automobile industry accounts for 50per cent of the industrial paint market. A good part of thedemand is from shipping and heavy industry. Navy beingthe largest customer in shipping.

THE MAIN PLAYERSAsian Paints, Good lass nerolac, ICI (India), Berger, Jenson& Nicholson and Shalimar are the leading companies in theorganized sector. The top six manufacturers account forabout 80 per cent of the market in the organized sector invalue terms. AP is the industry leader, with an overall


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market share of 33 per cent in the organized sector.Threat of global competition is minimal in the industry.

AP dominates the decorative segment, with a 38 per centmarket share. Good lass, a Tata company , is number two

with a 14 per cent market share. Berger and ICI have 9 percent and 8 per cent shares, respectively, in this segmentfollowed by Shalimar, with 6 per cent. Good lass dominates theindustrial paints segment, with 41 per cent market share.

AP is a poor second here, with a 15 per cent marketshare. Berger, ICI, and Shalimar are the other substantiveplayers in the sector, with 10 per cent, 9 per cent and 8per cents hares, respectively. The dominance of Good

lass in industrial pa pints is largely there sult of itstechnical associated with the Japanese paint major, KansaiPaints, which has a 29.5 per cent equity stake in thecompany. Good lass has a lions share of 70 per cent in theOEM passenger car segment, 40 per cent share of two-wheelerOEM market 2 and 20 per cent of commercial vehicleOEM market. Good lass also holds 20 per cent of the white-goods segment. The market shares of the five leading

companies are shown in Exhibit 1As already mentioned,

Exhibit :- Market Shares of Five Major Players.

THE COMPANYAsian Paints is Indias largest paints company and themarket leader in decorative paints. AP manufacturersand markets a wide spectrum of coatings and ancillaries, whichinclude decoratives, production paints and heavy-dutycoatings. The manufacturing facilities of the company forpaint products are currently spread over four locations-Bhand up, Mumbai, which was established in 1955; Taloja,Maharashtra, where AP established its second unit in 1980;


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Ankleshwar, Gujarat, where operations started in 1981; andPatancheru, Andhra Pradesh, where manufacturing started in1985.Asian Paints offers the widest range of paints in termsof products and shades, as well as pack sizes. Availability of

wide range of shades is in fact, one major critical successfactor in the decorative paints business. And APscores high in this factor. AP manufactures and marketsmore than 2,800 items of paints (SKU).

PERFORMANCEAP has been consistently turning out a good performance over

the years. For more than two decades now, it has been themarket leader. Besides, the company has alsoconsistently proved its excellence in operating performance.Exhibit 2 gives details of APs sales performance during thelast four years. Exhibit 3 gives some other important detailsof APs performance. AP has set a target of gross salesof Rs 2,100 crore by2003. It aims to be amongst the top tendecorative paints manufacturers in the world by2003 and among

the top five by 2005.

Exhibit:- Asian Paints Select PerformanceIndicators (FY 2000)

APs operating profits stood at Rs 191crore in FY 2000, anincrease of 37.7pe rc en t ov er th e pr ev io us ye ar .

The net profit stood at Rs 97 crore as compared to Rs77 crore the previous year, higher by 26.6 per cent.Net 3 Ope rat ing p ro fi ts hav e g rown at a CAGR of 13per cent in last five years ,much higher than the sales


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growth of 8.6 per cent profit has grown at a CAGR of 12.7per cent in last five years.

The profit before tax (PBT) stood at Rs143 crore, an

increase of Rs 49 crore over the previous year. PBThas grown at a CAGR of 12.35 per cent in last five years.

Return on net worth (RONW) improved from 25.2 per centin FY 1999 to 27.1pe r ce nt in FY 2000 . RO NW hasremained close to 25-26 per cent in last five years.

Re tu rn on Ca pi ta l Em pl oy ed (ROCE) improved from 26.6 per cent in FY 1999 to 35.9 per cent in FY

2000.APs sound marketing has earned it strong brandequity. To quote APs managing director: We have beenable to build strong brand equity for our products by focusing onfeatures that are appreciated by customers, ensuring thatour products are of high and consistent quality, offering awide range of shades and packs, and ensuring thatour products are available wherever and whenever required,by building a strong distribution system. Its brand Tractor, Ap

colite, Uttav, Apex andAceare well entrenched in the market. And APs logo, Gattu,the impish boy, with the paint tin and brush, symbol is es oneof the most recognized and most prosperous mascots inIndian business! All this has earned the company a placeamong the worlds leading paint manufacturers. AP is thewinner of the 1995 corporate performance award by theEconomic Times

and Harvard Business School Association of India. It actuallyreceived the award twice within a decade.


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AP STRIKES A NEW PATH IN DISTRIBUTION

At the time AP entered the Indian paint business, distribution was

the most crucial taskfor any new entrant. Both physical distribution and channelmanagement posed formidable challenges.

The foreign companies and their wholesale distributorsdominated the business.

The foreign companies appointed a few tradersas their wholesale distributors and allowed them to perpetuate a

situation of monopoly.

Each distributor was assigned a large territory and was giventhe right to operate as the exclusive channel of the company inthe assigned territory.The trade terms were also very liberal. The companies alsoextended virtually unlimited credit to the distributors.

The credit out standings for the supplies made throughout the year

were required to be settled by the wholesale distributors only at theyear-end, at Dipawalee time. These distributors had neitherthe compulsion nor the motivation to invest in distributioninfrastructure.

They were not required to move out to semi-urban and rural areas.

They concentrated on big cities where they could make the saleswithout much investment in distribution infrastructure and market

development.

Also, they were shutting the door son any new paint companyseeking an entry into the business.


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In other words, these distributors controlled the paint business andwere making it impossible for a new paint company to enter andestablish itself n the business.

AP sized up the scenario correctly and formulated a uniquedistribution strategy. In the normal course, a firm entering theindustry in this scenario would have opted for the low risk strategyof gaining a limited access to the wholesale traders and besatisfied with a small share

COMPANY OVERVIEW

Snowcem Paints

Type Public

Traded asBSE: 531890

NSE: SNOWCEMIND

Founded 1959Headquarters Mumbai, Maharashtra,India

Key people T.B. Ruia,MD[1]

Website Official Website

Snowcem Paints Private Limited.Snowcem quality has helped it retain market leadership over theyears and has made snowcem a generic name today. The largestmanufacturer of quality paints in India. Snowcem economy themost economic option for exteriors and a wide range of products tocater to the need of the ever-demanding customer.
http://en.wikipedia.org/wiki/Types_of_business_entityhttp://en.wikipedia.org/wiki/Public_companyhttp://en.wikipedia.org/wiki/Ticker_symbolhttp://en.wikipedia.org/wiki/Bombay_Stock_Exchangehttp://www.bseindia.com/bseplus/StockReach/AdvanceStockReach.aspx?scripcode=531890http://en.wikipedia.org/wiki/National_Stock_Exchange_of_Indiahttp://www.nseindia.com/marketinfo/companyinfo/companysearch.jsp?cons=SNOWCEMIND&section=7http://en.wikipedia.org/wiki/Mumbaihttp://en.wikipedia.org/wiki/Maharashtrahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Managing_directorhttp://en.wikipedia.org/wiki/Managing_directorhttp://en.wikipedia.org/wiki/Snowcem_Paints#cite_note-hindub-1%23cite_note-hindub-1http://en.wikipedia.org/wiki/Snowcem_Paints#cite_note-hindub-1%23cite_note-hindub-1http://www.snowcempaints.com/http://en.wikipedia.org/wiki/File:Snowcem_Paints_Logo.svghttp://en.wikipedia.org/wiki/Types_of_business_entityhttp://en.wikipedia.org/wiki/Public_companyhttp://en.wikipedia.org/wiki/Ticker_symbolhttp://en.wikipedia.org/wiki/Bombay_Stock_Exchangehttp://www.bseindia.com/bseplus/StockReach/AdvanceStockReach.aspx?scripcode=531890http://en.wikipedia.org/wiki/National_Stock_Exchange_of_Indiahttp://www.nseindia.com/marketinfo/companyinfo/companysearch.jsp?cons=SNOWCEMIND&section=7http://en.wikipedia.org/wiki/Mumbaihttp://en.wikipedia.org/wiki/Maharashtrahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Managing_directorhttp://en.wikipedia.org/wiki/Snowcem_Paints#cite_note-hindub-1%23cite_note-hindub-1http://www.snowcempaints.com/


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Basic Information

Company Name: SNOWCEM PAINTS PVT LTDYearEstablished:

0

Business Type: Manufacturer

Main Products: Exterior Paints, Powder Paint, Liquid Paints, Interior PaCement Paint, Construction Admixtures, Primers, SurfaPreparation Products

Number ofEmployees: 101 - 200 People

CONTECT USNo 33/1, New Timber Yard Layout

My sore Road CrossBangalore, Karnataka

560026India

Phone Number: 080-26754085/26755202Contact Name: Mr. K.Y. Chakrapani

Exporter status: Would like to begin exporting

COMPANY HISTORY

YEAREVENTS1959 - Snowcem India Ltd., was incorporated on

28th January, as a Private Limited Co., promoted by

Killick Industries Ltd. AndMr. Geoffrey P.

Stevens. Subsequently it became a deemed PubliC
http://www.snowcempaints.com/


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Limited Company on 28th March 1961 under Section

43(A) of the Companies Act, 1956.

- The Company started its manufacturing activities

at its plant in Bombay with Snowcem cement paint.

Snowcem India manufactured and introduced

waterproof cement paint for the first time in India

and ever since then it has remained the market

leader.

- The Company also introduced Impermo - a cement

waterproofing compound in its early years. During

the period between 1963 and 1969, more speciality

products, namely Hardcrete, Cemprover, Cemix,

Snowfilla and Snowsol were successfully introducedby the Company.

1970 - Sandtex Matt, a liquid exterior finish, was

introduced by the Company for the first time in

India. Sandtex Matt was already a prime exterior

product in Europe and other countries.

- Sandtex's introduction was fully supported by the

collaborators,in terms of technical and marketing

expertise.

1988 - The Company set up a modern manufacturing

facility at Gotan, in Rajasthan, right in the heart

of the white cement Manu facturing region.

1990 - The Company set up its third manufacturing

facility at Gum midi pundi near Madras.

- The company manufactures wide range of exteriorpaint

Products which includes Super Snowcem, Sandtex

Matt, Cemprover, Snowsol, Impermo, Hardcrete, Cemix

and Snowfilla.


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1992 - The company was converted into a Public

Limited Company by a resolution passed in the Extra

Ordinary General Meeting held on 18th March.

1995 - The Company launched an improved waterproof

Cement paint

-SNOWCEM PLUS and this product has been well

received

With in the short time of its introduction in the

market.

- The Company proposes to set up its own Central

Warehousing facilities in the Metropolitan Cities,

namely, Bombay, Bangalore, Calcutta, Madras and New

Delhi where the Company is at present having godowns on rental basis.

- The Company made a Public Issue of 29,40,000

equity shares of Rs.10/- each for cash at a premium

Rs.90/- per share aggregating to Rs.2940 lacs in

June, which has been oversubscribed.

1996 - The Company is manufacturing its products in

collaboration with George Lillington & Co. Ltd.,

U.K. and they continue to provide technologies and

formulations for the manufacture and introduction

of new products of international standards.

- The Company has entered a Technical Collaboration

Agreement with George Lillington and Co. Ltd., U.K.

for obtaining further technical know-how for the

manufacture of Speciality Chemicals.

1997 - Snowcem India Ltd has set up its fourth

plant, which commenced production on 20th March, at

Sinnar (Malegaon), MIDC, near Nashik, Maharashtra.

1998 - Snowcem India Ltd, manufacturer of exterior

paints, is likely to sign an agreement soon with a


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UK-based company for manufacturing special products

for the infrastructure sector.

- The Company has launched new products namely

SNOWCRYL XT, an Acrylic Exterior Paint and IMPERMO

(LIQUID) an Integral

Cement Waterproofing Compound.

1999 - The Company has received ISO 9002

certification for its plant at Gotan, district

Nagaur, Rajasthan and Mumbai for its Quality

Management Systems.

- During May, the Company has entered into

agreement withNational Securities Depository Limited (NSDL) for

enabling the investors to hold and trade in the

Company's shares in electronic form.

- Exterior paints major Snowcem India is setting up

plants in Bangladesh, Nepal and Vietnam in an

effort to cash in on the expected boom in

construction activities there.

- Snowcem had signed an MoU with a German company

for a technical collaboration and expected plans to

be firmed up by the end of the month.

2000 - The Company has introduced Uni-Gloss, an

exterior paint that can be applied on concrete,

metal and wood.

- The Company has acquired a gold fabrication and

atomizer plant from Geekay Exim Ltd. for Rs 50crore, in an all-stockdeal,in its bid to makeaforay into gold manufacturing.

2001 - Mr T.B. Ruia has been appointed as the

Managing Director effective from 23 January.


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- Mr. G.K. Rathi has resigned as Director effective

from

14th March.

- The Company has acquired 42,500 No. of Equity

Shares of

Rs. 100/- each of Pelican Paints Limited at a price

of Rs. 10/- per share and 3,50,000 No. of Equity

Shares of Rs. 100/- each of Killick Halco limited

at a price of Rs. 83/- per share, making them

Subsidiaries of the Company.

- The Company has installed one more Wind Mill of

500KW during the year at Chalkewadi, Dist. Satara,

Maharashtra.2002-Snowcem India has informed to that the Board

of Directors in its meeting held on December 26,

2002 has accepted the resignation of Dr R

Srinivasan as Director and Chairman of the company

tendered vide letter dated December 3, 2002.

2003 - Snowcem India Ltd has informed that Mr. A V

Kale Executive Director of the company is ceased to

be the Director of the company wef June 04, 2003.

2007- Company name has been changed from Snowcem

India Ltd to SIL Business Enterprises Ltd.


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Trade & Market

Main Markets:

North AmericaSouth AmericaEastern EuropeSoutheast AsiaAfricaOceaniaMid EastEastern Asia

Western Europe

Total Annual Sales Volume: US$10 Million - US$50 Million

Products

Smowcem relies heavily upon the manufactureof water-based paints. Cement paints for application to brickwork,

blockwork and concrete are often supplied in theform of fine powder, towhich a quantity of water is added immediately before use. After formation

in 1959, the products Impermo, Hardcrete, Cemprover, Cemix, Snowfillaand Snowsol were successfully introduced into the Indian market between1963 and 1969. In the 1970s, Sandtex Matt, an exterior liquid coating inEurope, was launched and met with notable success. Two new products werelaunched in 1997 - premium quality Snowcryl XT, a pure acrylic basesmooth exterior finish and Impermo, an integral cement waterproofingcompound, in liquid form.
http://en.wikipedia.org/wiki/Acrylic_painthttp://en.wikipedia.org/wiki/Waterproofinghttp://en.wikipedia.org/wiki/File:Snowcem_paints.jpghttp://en.wikipedia.org/wiki/Acrylic_painthttp://en.wikipedia.org/wiki/Waterproofing


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1999 saw three new products introduced: Uni-gloss, a multi-surface paintsystem, Trump, a smooth exterioremulsion paint and Snowplast, an acrylicfinishing plaster for interiors. In 2008, having avoided acquisition earlier inthe decade, Snowcem launched SnowDecor, a range of texture finish

products, as well as the acrylic emulsions Snowcryl and Allrounder.

In addition to its manufacturing base in Mumbai, Snowcem has facilities atGotan, SinnarnearNashik, and at Gummidipundi nearChennai in Tamil

Nadu.

NEW PRODUCT

1. SNOWCEM INTERIOR PAINTS

2. SNOWCEM HARDCRETE CONCRETE

3. SNOWCEM PLASTER
http://en.wikipedia.org/wiki/Emulsion_painthttp://en.wikipedia.org/wiki/Sinnarhttp://en.wikipedia.org/wiki/Nashik_districthttp://en.wikipedia.org/wiki/Chennaihttp://en.wikipedia.org/wiki/Tamil_Naduhttp://en.wikipedia.org/wiki/Tamil_Naduhttp://en.wikipedia.org/wiki/Emulsion_painthttp://en.wikipedia.org/wiki/Sinnarhttp://en.wikipedia.org/wiki/Nashik_districthttp://en.wikipedia.org/wiki/Chennaihttp://en.wikipedia.org/wiki/Tamil_Naduhttp://en.wikipedia.org/wiki/Tamil_Nadu


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4. SNOWCEM SNOWFILLA ADHESIVE

5. SNOWCEM ACRYLIC EMULSION PAINTS

OTHER COMPANIES VIEW

Asian Paints eyes buys; `talking to Snowcem'

Dinesh Narayanan

Virendra Verma

MUMBAI, April 3

ASIAN Paints Ltd is understood to be in advanced talks withSnowcem India Ltd for a possible takeover.

Merchant banking sources said the deal appeared to be "asgood as done". A top Asian Paints official on condition ofanonymity confirmed that the company was talking to

Snowcem for a possible buy-out. He, however, said the mainissue of pricing had to be dealt with. The official also saidthat Snowcem was not the only company the paint majorwas interested in.


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"We are interested in value acquisitions and are looking atother companies too. The main issue in all the cases, ofcourse, is the price," he said.

The Managing Director of Snowcem, Mr T.B. Ruia, however,denied that the company was an acquisition target. "We arenot talking to anyone. In fact, we are making a couple ofsmall acquisitions in the North-East to consolidate ouroperations there," Mr Ruia said. The acquisitions were in theunorganised sector, he added.

Until now, the unorganised sector had almost a 50 per centmarket share in the paint industry. However, the reductionin excise duty to the currentlevel of 18 per cent is slowlygiving the organised sector the upper hand.

Mr Ruia also said that his company was setting up a jointventure subsidiary with Jenson and Nicholson for productdistribution.

Talk of Asian Paints acquiring Snowcem has been doing therounds of the stock market for quite some time, but this isyet to be reflected in the stock prices of these companies.

The share price of Asian Paints has been trading around Rs315 in the last few days, while Snowcem has been tradingaround the Rs 40 levels. Trading volumes in these twocounters have also been normal in the last twoweeks.

Analysts feel that acquiring Snowcem makes business sensefor Asian Paints because the company lacks strong productsin cement paints segment. Snowcem is the largest player incement paints with a 25 per cent market share and has built

some very strong brands (Snowcem Plus, Sandtex Matt, etc)in the segment.

Asian Paints controls more than 40 per cent of the country'sRs 4,500-crore paint market. Its main strengths are 12,000-dealer distribution network, innovative marketing and brand


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equity. Goodlass Nerolac follows in market share at about 20per cent and ICI India at about 15 per cent.

The paint market is expected to grow at around 10 per cent

in the current year. Currently, decorative paints dominatethe domestic market with almost three-fourths share. This isagainst the trend in other world markets where industrialpaints constitute the larger chunk.

The industrial paints segment is expected to grow if theeconomy makes a turnaround. Asian Paints has tied up withUS paint major, PPG, to strengthen its product range in thatsegment.

BERGER PAINTS DEAL TO ACQUIRE SNOWCEMPAINTS BUSSINESS CALLED OFF

OUR CORPORATE BUREAU

28 MAY 2003

Mumbai: The agreement between Berger Paints India and Snowcem India

over the former acquiring the latter''s paints business has been cancelled due

to differences over the valuation of the deal.

NM Rothschild & Sons (India) was advising Snowcem India on the

transaction, while Berger India had appointed PricewaterhouseCoopers toconduct the due diligence. The due diligence of the deal was done based on

profitability figures of Snowcem''s paints business and its intellectual

property rights. The deal ran into rough weather because the two companies

could not arrive at a mutually acceptable valuation figure.


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In October 2001, the Ruia-owned Snowcem India signed a non-binding term

sheet with Berger Paints to sell off its paint business for an undisclosed

amount. According to the deal, Berger was to acquire a number of units of

Snowcem in Mumbai, Gotan, Sinnar near Nashik and Gummidipundi near

Chennai in Tamil Nadu - and the brand, subject to successful legal andfinancial due diligence. The deal included buying the intellectual property

rights to Berger Paints.

The Rs 66.89-crore Snowcem India has been able to maintain its leadership

status in the exterior paints industry in India for over four decades even with

the entry of some heavy competition in the segment. The company has a

large distribution network of over3,000 dealers. However, in the past fewyears Snowcem has been under severe financial strain and reported a net loss

of Rs 11.58 crore in 2002-03.

The Ruia-managed Snowcem India has brands like Snowcem Plus, Sandtex

Matt, Snowcryl XT, Uni-Gloss, Trumph and the recently launched Sandtex

Smooth. The range offers complete exterior solutions across the board and

covers every price point.

On the other hand Berger Paints'' performance has been good and it

registered a net profit of Rs 31.4 crore on sales of Rs 601 crore during 2001-

02. The company has emerged stronger in industrial and auto segments after

its acquired ICI India''s motor and industrial paints business in 2001. The Rs

601-crore Berger Paints is the third-largest paints company in India after

Asian Paints andGoodlass Nerolac.

Berger is also strong in the decorative paints segment and has paints and

paint systems for every application - interior, exterior, every surface,

concrete, plaster, metal and wood - as well as special applications like water

storage.

Berger''s brands include acrylic brands like Luxol Silk and Rangoli for

interiors, and Weathercoat for exteriors, among others. The company has

four facilities strategically located in the East, West and South of India with

an installed capacity of 52,000 MT.


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Snowcem''s paint business, which includes exterior and interior paints,

would have given Berger a significant presence in the exterior paints sector

where Snowcem enjoys around 30-per cent market share, and is the largest

player.

But this deal, if it had gone through, would have adversely impactedBerger''s balance sheet because of the high debt burden of Snowcem eventhough it would have given Berger a foothold in the export markets ofSnowcem India such as Sri Lanka.

Special Feature

HARDCRETE WATERPROOFS AND HARDENS Mass concrete Cement renderings Floor Toppings Pits and basements can be proofed against a head of water with HARDCRETE. Wearing courses to floor are hardened densified and made dustless and resistant tomany form of chemical attack encountered in tanneries, garages and other industrialpremises. HARDCRETE increase the plasticity of concrete to provide workable mixes with lessthan the normal amount of water. No deleterious effects are produced. On the contrary, greatly increased crushing

strength is observed. Any desired acceleration of the setting time of cement can be obtained withHARDCRETE.

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