PROJECT REPORT ON MARKET SHARE OF

KHANNA PAPER PRODUCTS IN AMRITSAR

SUBMITTED TO: SUBMITTED BY: KAMAL KARMAKAR SANDEEP SINGH (DY.MARKETING MANAGER) (GLOBAL INSTITUTE OF

MANAGEMEBT ASR)

AND

NAVEEN SHARMA (SAI

TECHNOLOGY CAMPUS ASR)

ACKNOWLEDGEMENTACKNOWLEDGEMENT

Any report or analysis cannot be completed without the guidance, assistance, Any report or analysis cannot be completed without the guidance, assistance, inspiration and co-operation from various quarters. This report also bears the inspiration and co-operation from various quarters. This report also bears the inspiration of many persons. I take this opportunity to express my deep inspiration of many persons. I take this opportunity to express my deep gratitude to all whom helped me in the compilation of this study.gratitude to all whom helped me in the compilation of this study.

First and foremost my intellectual debt to First and foremost my intellectual debt to Mr. Mr. KAMAL KARMAKAR KAMAL KARMAKAR DUPTY DUPTY MARKETING MANAGERMARKETING MANAGER Amritsar for sharing his abundant Amritsar for sharing his abundant knowledgeknowledge and experience with me and being a constant source of inspiration.and experience with me and being a constant source of inspiration.

Last but not the least; I also thank all the people who, directly or indirectly, Last but not the least; I also thank all the people who, directly or indirectly, contributed to the successful completion of the project work.contributed to the successful completion of the project work.

DATE SANDEEP SINGHDATE SANDEEP SINGH

ACKNOWLEDGEMENTACKNOWLEDGEMENT

Any report or analysis cannot be completed without the guidance, assistance, Any report or analysis cannot be completed without the guidance, assistance, inspiration and co-operation from various quarters. This report also bears the inspiration and co-operation from various quarters. This report also bears the inspiration of many persons. I take this opportunity to express my deep inspiration of many persons. I take this opportunity to express my deep gratitude to all whom helped me in the compilation of this study.gratitude to all whom helped me in the compilation of this study.

First and foremost my intellectual debt to First and foremost my intellectual debt to Mr. Mr. KAMAL KARMAKAR KAMAL KARMAKAR DUPTY DUPTY MARKETING MANAGERMARKETING MANAGER Amritsar for sharing his abundant Amritsar for sharing his abundant knowledgeknowledge and experience with me and being a constant source of inspiration.and experience with me and being a constant source of inspiration.

Last but not the least; I also thank to the all the people who, directly or Last but not the least; I also thank to the all the people who, directly or indirectly, contributed to the successful completion of the project work.indirectly, contributed to the successful completion of the project work.

DATE NAVEEN SHARMA

PREFACE PREFACE

As MBA degree require equal attention practical as well as theoretical aspect of As MBA degree require equal attention practical as well as theoretical aspect of the business, various problems are to be dealt with in these courses, that is why the business, various problems are to be dealt with in these courses, that is why research programs are there to give deep as well as thorough knowledge of the research programs are there to give deep as well as thorough knowledge of the subjects.subjects.

I have attempted to live up these requisites while preparing this report. I have attempted to live up these requisites while preparing this report. Industrial Training is a part of professional courses. With the help of Industrial Industrial Training is a part of professional courses. With the help of Industrial Training we can able to understand the work undertaken in a company.Training we can able to understand the work undertaken in a company.

Success of an organization depends largely on successful handling of its human Success of an organization depends largely on successful handling of its human resources. Employee Training and motivation are vital tools for individual & resources. Employee Training and motivation are vital tools for individual & organizational development Training not only motivates the employees, but alsoorganizational development Training not only motivates the employees, but also prepares them for future needs of the company.prepares them for future needs of the company.

In the first phase of the research project, there is an introduction of company In the first phase of the research project, there is an introduction of company profile KHANNA PAPER MILL is given. The main objective of the researchprofile KHANNA PAPER MILL is given. The main objective of the research is to study THE MARKET SHARE OF KHANNA PRODUCT SPECIALLY is to study THE MARKET SHARE OF KHANNA PRODUCT SPECIALLY IN COPIER Measures in Amritsar Market. In the last phase of the report IN COPIER Measures in Amritsar Market. In the last phase of the report findings, suggestions and conclusions have been drawn.findings, suggestions and conclusions have been drawn.

INTRODUCTIONAmritsar-based Khanna Paper Mills Private Ltd, the single-largest location plant in India using recyclable paper waste, is putting up a waste paper-based writing and printing paper unit in Amritsar with a capacity of 250 tonnes per day.  The expansion will take the company’s capacity from 231,000 tonnes per annum to 313,000 tonnes per annum, with a total project cost of Rs 270 crore.  The project will be funded by internal accrual and institutional loans. Also, the company will soon diversify into producing A4 copier paper, expected to be launched in the market later this year. Started in 1965 by founder chairman B M Khanna with a 200-kg-per-day sun dry board unit, the company has expanded its capacity to 700 tonnes per day, 400 tonnes of paper and 300 tonnes of board per day.  It has a captive power generation plant producing 27.5 Mw. Also, the company has a capacity of 500 bone dry tonnes per day.  Talking to Business Standard, Chairman Brij Mohan Khanna, said, “The new project is part of our expansion plans and to meet the growing demand of paper in India, we will invest Rs 270 crore in putting up this plant, having a production capacity of 250 TPD. I am hopeful that the new plant will start its production from January 1 2008.”  Khanna Paper Mills is an ISO 9001 certified company and registered export house recognised by the directorate-general of foreign trade. The mill is the third largest single-location plant and the largest user of waste paper in the country. It is also one of the leading manufacturers of high quality writing and printing paper and duplex board in India.  The firm’s products are exported mainly to Sri Lanka, Bangladesh, and African and South American countries. Exports contribute 15 per cent to the total production. With its expanded capacity, the company is hopeful to achieve a turnover of about Rs 927.88 crore in 2008-09. In the last fiscal the turnover of the company was Rs 425.20 crore, while in 2004-05 it was Rs 297.7 crore. Also, the company is projecting Rs 91.90 as EPS(earning per share) in 2008-09, which is currently Rs 28.70.  In December it was reported that the firm would come up with an IPO, which Khaitan said “is in the pipeline”.  The company imports waste paper. Commenting on the benefits, Khanna added, “Being a recycled product it is environment-friendly, requires less power and hence creates a strong economic and environmental sense.”  He added that for making 1 tonne of paper, 17 trees were felled, so by utilising waste paper for manufacturing paper they were saving trees to a great extent.  “With a strong environmental policy, we are the market leader in the manufacture of paper board out of recyclable paper, in India. We offer our customers a varied range of products like coated wood-free recycle range of Duplex board, Ecobrite,

HISTORY OF KHANNA PAPER MILL

The story of Khanna papers begins with our Founder-Director Mr. Brij Mohan Khanna. Born on October 13, 1947, in the dawn of India’s newly gained independence, he grew up with ideals of service to the country and a fierce belief that India could and must excel. Bright and intelligent, he sought and got admission for an M.B.B.S degree. However a re-look at his family finances made him decide that he would put his fresh, young mind to improvingthefamilyfuture.

Starting with a small sum of Rs.10,000/- culled from the family’s savings Mr. Brij Mohan set up a small paper plant in 1968 with the capacity of 200 Kg, and named it " Khanna Small Scale Industry". With his hard work and canny business sense, the plant flourished and grew.

Never one to rest on his successes, in 1978 he started a Duplex Board Plant with a capacity of 5 metric ton. In honour of his father, Shri Rattan Chand Khanna he named it "Rattan Paper Mills".  As this second plant flourished, the time came to increase the capacity and the product range. In1981, he put up another unit by the name of "Satya Paper Mills" with a capacity of 8 TPD of writing Paper. This was named after his mother Shrimati Satyavati Khanna.

In small ways are the inner workings of the mind reflected – Brij Mohan Khanna, remains a strong believer in family values. The difference is that today, the family comprises not just of his wife Renu Khanna and his two sons Rahul and Saurabh, but encompasses the entire staff and workers of Khanna Paper Mills. This perhaps is the underlying reason for the success of Khanna Papers – the loving guidance and far seeing vision of Brij Mohan Khanna, whoisapatriarchinthetruesense.

In 1991 he set up another unit in the name of "R. C. Paper Mills Pvt. Ltd." with a capacity of25TPD.

In a short span of five years, in 1996, “Khanna Paper Mills Pvt. Ltd.” was created by merging togetherR.C.PaperMillsandSatyaPaperMills.

Conceptualized in 2000, this unique project was completed in 2002. This successful experiment with utilizing waste, coalesced into our strong Ecological Policy, and is one of thebasictenetsinourbusinessideology.

Khanna Paper Mills Private Limited, is now an ISO 9001:2000 certified company, manufacturing quality paper and board not only for domestic consumption but also exporting it to the SAARC countries, and to Africa and the Middle East. Our export Market continues to grow at a rapid rate. Our newest product the “Flexible White Board” challenges the domination of existing behemotth

VISION AND MISSION

VISONVison is to be a world eco largest organization that is a benchmark for other organisationin country setting standard for excellent and leading the trusting adapting run friendly organization.

MISSIONTo achieve our objective of becoming market leader.we eii aggressively seek sustainable profit growth through reventless persuit of our mission and attains our goals by persieve strong business stratagies and leveraging our core strength.

COMPANY PROFILE

One of the largest paper mills of India estb in 1965 with a turnover of more than 500

crore Rupees a year. Plant is located in Amritsar. One of the largest importer of waste

paper and one of biggest Paper mill of India making Paper and Board out of recycled

Paper. Launched India's first eco friendly A 4 copier paper namely e copier paperBasic

Information

Company Name: Khanna paper Mills ltd 

Business Type: Manufacturer  

Product/Service

(We Sell):Paper And Board  

Number of Employees: Above 1000 People 

Trade & Market

Main Markets:

NorthAmerica

SouthAmerica

WesternEurope

EasternEurope

EasternAsia

SoutheasAsia

MidEast

Africa

Oceania

DIRECTORS PROFILES

Brij Mohan Khanna

The Founder- Director of the company Brij Mohan Khanna is a man of rare intelligence and intuitive ability. The company has experienced tremendous growth under his able guidance and hands-on involvement in the daily processes of production. His vision and pioneering concern for the environment, lead to the conversion of Khanna Papers into a “green” company which manufactures paper products out of paper waste.

As suppliers, vendors, employees reiterate - for Brij Mohan Khanna “there is no word like impossible”. Never daunted, he is the force behind the company’s constant evolution and continuing growth. He remains ambitious not only for the growth of the company but also for the personal advancement of all employees. He is a true Patriarch and encourages his Management team to adopt an “open door policy” whereby any employee can walk in with ideas or a problem. Brij Mohan Khanna leads his company with canny foresight, enthusiasm, energy and gentle benevolence.

Rahul Khanna

Rahul Khanna is the eldest son of Brij Mohan Khanna. He believes that “that there is more to life than success and more to success than money”. And it is with this belief that Rahul Khanna has grown to acquire an independent persona which has brought a generational change in the working of the Khanna Paper Mills. Sincere and committed in all his ventures, Rahul has the capacity for extreme hard work and tremendous focus. He believes strongly in the Company and is confident of its success.

Rahul completed his graduation and attended business enhancement courses at IIM, Ahmedabad, in order to be able to bring global standards to the energetically growing company that he joined under the aegis of his father. Together with his brother, he forms part of the young Management team that carries Khanna paper Mills forward with tremendous zeal.

He is the Director of Marketing and Finance at Khanna paper Mills and has given unstintingly of himself and his talents to the company. He is believes firmly in giving back to society and is responsible for the free medical camp that is made available to employees. Rahul Khanna character bespeaks of invincible honesty and visible outspokenness - a combination rare on the business scene of India.

Saurabh Khanna

Energetic and Effervescent, Khanna Paper Mill's youngest Director, started work at KPM while doing his graduation. Such was his zeal and enthusiasm to take the company forward that he enjoined upon his father, Brij Mohan Khanna to let him join the company and start working at the young age of 20 years. Saurabh is the younger of Brij Mohan Khanna's two sons. Saurabh has an excellent in-depth understanding of the business, having started learning about the business from the "nuts and bolts" stage and then moving on to understand to the financial and management aspects. He has a practical, no- nonsense approach to business, dealing with problems with a "lets get this done" approach. A quick decision taker, he brings in progressive ideas and is responsible for Projects, Contractors, Procurement, and Administration. Saurabh has fully adopted his father's open door policy and is quick to appreciate a workers effort.

He is extremely focused with an intuitive understanding of the business he loves. His

excellent delegation skills that help him get the best out of his team. He is forward–looking

and hopes to achieve global standards in his business. He is responsible for the cutting edge

technology acquired by his company and is keen to continue implementing the best

technology. In his own words “I love challenges" and he would like to see "Khanna Paper

Mills grow to be one of the largest and best Paper companies" in India.

THE BASIC IDEA CONCIEVED BY BRIJ MOHAN JI OF MAKING QUALITY PAPER FROM WASTE RESOURCES. TO PRESERVE OUR NATURAL RESOURCES

As he puts it – “If the world must have paper, and we have chosen to fulfill that need, then the responsibility lies with us to always be on the lookout for ecological alternatives to fulfillthatneed”.

KHANNA IS BASED ON FSC CERTIFIED COMPANY

The FSC certified companies help in saving:-

17 Trees463 Gallons of Oil4077KW Energy6953 Gallon of Water587pounds of Air Pollution3.06cubic yars of Landfill sapce

(Source: American Forest & Paper Association

LOCATION OF MANUFACTURING PLANT AND

ITS BRANCHES

Works sector : Fatehgarh Road, Amritsar.

Registered Office : Fatehgarh Road, Amritsar,

Punjab, India

ENVIRONMENT OF KHANNA MILL Paper remains one of the most critically needed products reaped from the environment. Whether it is notebooks used by children in school, or the books that entertain and intellectually sustain us, whether it is the carton of toothpaste or the box of medicines, paper is an integral part of our lives. While we fulfill this critical need for society, we also remain mindful of the huge losses suffered by the environment through deforestation.

At Khanna papers, we utilize as raw materiel paper waste imported from other countries. Thus we begin our manufacturing process by making use of waste, instead of wood chips obtained from cutting down of trees.

Throughout our products, activities and services, we endeavor to minimise any adverse impact on the environment by means of pollution prevention, energy and water conservation. In this way, cost savings, increased operational efficiency and improved quality of products and services are achieved as well as a safe environment maintained for the community as a whole and a healthy workplace for the Company's employees

pursuit of this policy, we believe:-

Environmental Protection and Waste Minimisation is the responsibility of every employee and persons working for and on behalf of the company and should be an integral part of their working life supported by training whenever appropriate.

Every endeavor will be made to ensure that the Company meets its responsibilities by conforming to all applicable Environmental Legislation and regulatory requirements, and with other requirements to which the company subscribes, in relation to its environmental aspects.

Prime consideration will be given to the prevention of pollution and the elimination of waste and emissions at source.

Customers and suppliers will be encouraged to support the same objectives by minimising environmental impact through waste and reducing energy consumption whenever possible.

Inform and educate all person(s) working for or on behalf of the company, about environmental issues

MANUFACTURING PROCESS

Paper is manufactured using corrugated cartoons/waste paper, Chemicals and water. The

manufacturing process can be bifurcated in to four stages.

A) PULPING :

B) PREPARATORY TREATMENT OF STOCK :

C) PAPER MAKING :

D)FINISHING OF PAPER :

PRODUCTS OF KHANNA PAPER MILL

PAPER:-

Our paper touches customer's lives everyday. In more ways than ever know. Stationery, Playing cards, High Quality coated paper for Brochures and magazines, Currency notes, Copier Paper. We service these everyday instances across the length & breath of nation with our wide product portfolio ranging from basic to high- end specialty paper.

OPTIMA MAPLITHO ECO BRITE PAPER

OPTIMA MAPLITHO:

GSM Range: 60-140Machine Deckle: 435 Applications:Printing: Annual Reports, Journals, Novels, Books, Notebooks, Diaries, Leaflets, Mailers, Calendars, Writing Pads, etc.

ECO BRITE PAPER

GSM Range: 54-90

Machine Deckle: 435 cms

Applications:Notebooks, Textbooks, Novels, Examination material, Scribble pads, Computer, stationery, Bills, Invoices, Cash books

BOARD:-

Packaging Board

ABSOLUT Folding Box Board (AFBB) SBS Craze Miracle White Back Optic Graphic White Back

Optic Graphic Grey Back Spectra Light Super Deluxe Duplex Board (LWC)

NEWS PRINTExcellent appearance of the paper after printing due to its brightness, shade and printqualitySuperior bulk and OpacityGood strength properties of breaking length and tear for high speed printing

GSM Range: 45-60

Machine Deckle: 667 cms

Applications:Principle applications are in the News print publications, Magazines besides children coloring books, Novels etc.

TECHNOLOGY OF KHANNA MILL

TheCoatedBoardMakingProcess

The Process of coated board making at Khanna Paper Mills involves various phases & steps of converting Raw Material into a Finished Product. The various phases involved during this process could be summarized as :

RAW MATERIAL & PULP MAKING

SHEET FORMING

PRESSING & DRYING

COATING & FINISHING

CONVERTING & PACKING

REGULAR CUSTOMER OF MILL

A loyal customer base is KPM biggest quality endorsement. The institutional customers comprise brand-enhancing names like J.K & Sons (Bombay), Golden Paper Mart (Delhi), Amber Paper (Agra), Shri Banke Bihari JI Traders (Lucknow),Bharat Paper (Patiala).

DEALERS OF MILL

Now comes the most important part in the product’s life that is the distribution of the end product. Khanna Paper Mill do not deals with the customers directly but it has dealers those are covering most of the part of India to make the end product available to the customers. The dealers deal with the customers on the behalf of the company. The dealers are provided with the specific area to deal in. The dealers have to achieve the target that has been allotted by the company to the dealer month wise. The dealers have the responsibility to make the product reach the customer on time. It’s like a flow chart in which the cycle of demand and supply goes on and it is:-

The dealer looks out for the customer or the end user in the market. He will make a proposal in such a way so that the customer can’t deny it. After receiving the order from the customer, the dealer forwards the order to the

company. According to the order the company plans to produce the amount of the product which

has been required by the dealer.

NEW PRODUCT LAUNCHED BY KHANNA

PRODUCT:- COPIER PAPER

NAME :- GREEN PLANET

WIDTH :- 2.3kg

GSM :- 75

SHEETS :- 500

MRP :- 175 Rs. (including of all taxes)

RESEARCH METHODOLOGY RESEARCH METHODOLOGY

Research Methodology is a way to systematically solve the research problem. The ResearchResearch Methodology is a way to systematically solve the research problem. The Research

Methodology includes the various methods and techniques for conducting a Research. "Methodology includes the various methods and techniques for conducting a Research. "

Marketing Research is the systematic design, collection, analysis and reporting of data andMarketing Research is the systematic design, collection, analysis and reporting of data and

finding relevant solution to a specific marketing situation or problem". D. Slesinger andfinding relevant solution to a specific marketing situation or problem". D. Slesinger and

M.Stephenson in the encyclopedia of Social Sciences define Research as "the manipulation ofM.Stephenson in the encyclopedia of Social Sciences define Research as "the manipulation of

things, concepts or symbols for the purpose of generalizing to extend, correct or verifythings, concepts or symbols for the purpose of generalizing to extend, correct or verify

knowledge, whether that knowledge aids in construction of theory or in the practice of anknowledge, whether that knowledge aids in construction of theory or in the practice of an

art".art".

Research DesignResearch Design

Research design is an arrangement of conditions for collection of and analysis of data in aResearch design is an arrangement of conditions for collection of and analysis of data in a

manner that aims to combine relevance to research purpose with economy of procedure. Themanner that aims to combine relevance to research purpose with economy of procedure. The

research design will be descriptive in nature.research design will be descriptive in nature.

Data CollectionData Collection

Data will be collected by two ways: -Data will be collected by two ways: -

1. Primary Data1. Primary Data

Primary data is defined as the data collected for the first time. It is new in nature. The primaryPrimary data is defined as the data collected for the first time. It is new in nature. The primary

data for this study will be collected by questionnaire method. In questionnaire method, adata for this study will be collected by questionnaire method. In questionnaire method, a

structured and non-disguised questionnaire will be personally produced do the respondentstructured and non-disguised questionnaire will be personally produced do the respondent

with a request to answer the question given therein and then return it to the researcher.with a request to answer the question given therein and then return it to the researcher.

2. 2. Secondary DataSecondary Data

This type of data has already been collected by someone else and has already passed throughThis type of data has already been collected by someone else and has already passed through

statistical process. The sources of secondary data are: -statistical process. The sources of secondary data are: -

Books Books

Websites Websites

Magazines Magazines

Journals Journals

NewspapersNewspapers

ANALYSIS OF SURVEY REPORT

CUSTOMER NAME

PRODUCT

KHANNA BILT

JK

UNIVERSAL STORE COPIER 70% 20% 10%

54%

36%

10%

RINKU SALES CROP.1 2 3

CUSTOMER NAME PRODUCT KHANNA SPECTRA JK

V.K TRADERS COPIER 45% 30% 25%

45%35%

20%

MAHAJAN MART

123

CUSTOMER NAME PRODUC KHANN SPECTR

JK

T A A

ORIENTAL COPY COPIER 60% 25% 15%

40%35%

25%

SHAKUNTLA STORE.

123

CUSTOMER NAMEPRODUCT

KHANNA

SPECTRA

JK

RADHA COPY HOUSE COPIER 65% 25% 10%

65%

25%

10%

RADHA COPY HOUSE

123

CUSTOMER NAME

PRODUCT

KHANNA

SPECTRA

JK

75% 15% 10%

MEHTA BOOK DEPOT COPIER

75%

15%

10%

MEHTA BOOK DEPOT

123

SUGGESTIONS

FROM DIFFERENT CUSTOMERS

1.RATTAN STORES:-Rattan store which is located in the market of hall bazaar Amritsar using 70% copier product of khanna paper mill.Their response about khanna paper products is so good and they are satisfied about the qualities and the distribution

system of khanna paper products.

2.UNIVERSAL STORE:-Universal store which is located in hall bazaar Amritsar using 70% copier products of khanna paper mill and also satisfied from their rates and distribution.

3.V.K TRADERS:-V.k traders having located in IDH market Amritsar usung 45% copier of khanna paper products.They are satisfied about distribution system but they suggest us to there would be expensive to us to making copies.

4.ORIENTAL COPY MANUFACTURER:-Located in IDH market using 60% of copier products and also satisfied about all things of khanna paper products.

5.RADHA COPY HOUSE:-Located in IDH market Amritsar and using 65% of copier products.they are having problem in rates about the discounts.

FINDINGS

From the above data this is proved that the market reputation of khanna paper mill is very very good and very fine as compared to anothers.

They built their very good image in the Amritsar market.

Paper quality is also better than other paper mills.

Total amritsar market using 65% or more than khanna paper products.

Distribution system of khanna paper mill is too good and facing no any problem at the time of order.

Some customers want is that the company should try to give discounts for purchasing the heavy quantity of commodities because of when they buy 1 pallet of paper from distributer they charged same price of 1 pallet and also when they buy 100 pallet the distributer also charged same price according to the 1 pallet they want to take fairly discounts.

ACCORDING TO THE SURVEY WE CAN SAY THAT KHANNA PAPER INDUSTRY IS ONE OF THE BEST INDUSTORY AS LIKE ANOTHER INDUSTORIES .THEY SATISFIED THEIR CUSTOMERS NEEDS AND WANTS AS THEIR REQUIREMENTS.