A

Project Report

On

USAGE OF JK EXCEL BOND IN THE SCREEN PRINTERS

SEGMENT.

Submitted to:

University of Pune, Pune

In partial fulfillment of the requirement for the award of
Post Graduate Degree in
Master of Marketing Management

Submitted by:
ANKIT SAHARIA

Under the guidance of:

Prof. A.RAMKUMAR

Submitted Through:-
Sinhgad Technical Education Society’s
Sinhgad Institute of Management
Vadgaon (BK), Pune

2009-2011
 DEDICATION

Dedicated to

My Beloved Family and Friends

Who has been the foundation of inspiration to me.

2
 DECLARATION

I, the undersigned, hereby declare that the project report entitled “USAGE OF JK EXCEL BOND IN
THE SCREEN PRINTERS SEGMENT” written and submitted by me to the University of Pune, in
partial fulfillment of the requirement for the award of degree of master of marketing management
under the guidance of Prof. Ramakumar, is my original work and the conclusions drawn therein are
based on the material collected by myself.

The source of material and data used in this study have been acknowledged.

I further declare that the information presented in this project is true and original to the best of
my knowledge.

Place: Pune Ankit Saharia

Date: Course MMM

3
 TOPIC PAGE
NO.
S.R. NO.

1. Executive Summary 6

2. Introduction 7

3. Company Profile 25

4. Research Methodology 39

5. Data Analysis And Interpretation 42

6. Findings And Suggestions 53-54

7. Conclusion 56

8. Annexure 58

4
 ACKNOWLEDGEMENT

I take this oppurtunity to express my deep sense of gratitude to Prof. M.N.Navale founder
president, Dr. (Mrs.) S.M.Navale, secretary, the Sinhgad Technical Education Society, Pune,
Dr. Daniel Penkar, Director and Dr. Shivaji V. Gawade, Head Research, The Sinhgad Institute
of Management, Pune. For their continuous encouragement, invaluable guidance and help for
completing the present project work. They have been a source of inspiration to me and I m
indebted to them for initiating me in the field of marketing.

I am completely indebted to Prof. RAMKUMAR, my research guide, the Sinhgad Institute of

Management, Pune without her help completion of the project was highly impossible.

I take this Opportunity as privilege to articulate my deep sense of gratefulness to Mr.Suman

Saha, DGM (Sales-NZ) of JK Paper limited,New Delhi for his help and positive
encouragement.

I wish to express a special thanks to all teaching and non-teaching staff members, the Sinhgad
Institute of Management, Pune for their forever support, encouragement, valuable guidance are
gratefully acknowledged. I would like to acknowledge my Family members and friends for their
support, love, help and encouragement.

Place: Pune Ankit Saharia

Date:

5
 EXECUTIVE SUMMARY

JK Paper Ltd. is one of the ten independent companies in JK Organization, a leading Indian
conglomerate with diversified business interests. JK Paper Ltd. was among the first in India to setup an
integrated manufacturing facilities of international standards and a turnover of around Rs. 1000 Crores
in 2008. It has one of the strongest distribution channels in the Paper Industry and has a great national
reach.

My training period was of two months which started on with my orientation and induction program
with my mentor Mr. Suman Saha, and other staff members of the department, followed by allotment of
my topic for SIP (Summer Internship Program) project which is “Usage of JK Excel Bond in the screen
printers segment.”

As a part of my training my first task in the organization was to study about the different product of JK
papers and to prepare the questionnaire for bond variety. Followed by this my next task was to visit the
screen printers and collect the information regarding the usage of bond papers.

This activity was done to identify the factors which impact the purchase of JK Excel Bond in the screen
printers segment and the action required to be taken to increase the sales.

6
 INTRODUCTION TO THE PROJECT

It gives me immense pleasure to present this entire project. The project emphasis on “Usage of JK
Excel Bond in the screen printers segment.” The study is undertaken at JK Paper Ltd., New Delhi.

The project commences with the brief introduction of Paper Industry in India. Paper Industry in India
is the 15th largest Paper Industry in the world. It provides employment to nearly 1.5 million people and
contributes Rs. 25 billion to government’s kitty. The government regards the Paper Industry as one of
the 35 high priority industries of the country. The major players in the Indian Paper Industry are: The
Andhra Pradesh Paper Mill Ltd., Ballarpur Industries Ltd. (BILT), ITC Ltd., JK Paper Ltd., Pudumjee
Pulp and Paper Mills Ltd., Seshasayee Paper and Boards Ltd. (SPB), Tamil Nadu Newsprint and
Papers Ltd. (TNPL), The West Coast Paper Mills Ltd. The project talks about JK Organization, its
subsidiaries, an overview, their achievements, their core values followed by a brief introduction about
JK Paper Ltd.

The project further relates to the Usage of JK Excel Bond in the screen printers segment in JK Paper
Ltd. The main aim is to visit the screen printers and understanding their needs and requirements of
purchase of Bond papers.

The project also gives a promotion of JK Excel Bond in the screen printers segment and to identify the
factors which impact the purchase of this paper in screen printers segment and the action required to be
taken to increase the sales.

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 OBJECTIVE OF THE STUDY

 To identify the factors which impact the purchase of JK Excel Bond in the screen printers
segment and the action required to be taken to increase the sales.
 To find out that which bond paper is mostly used by the screen printers.
 To suggest the improvements in the Excel Bond of JK paper Ltd. by doing market analysis.
 To study what all things will be done to increase the sales of JK Excel bond Paper.
 To find out the customer (screen printers) viewpoints regarding the usage of JK Excel Bond
paper.

8
 SCOPE OF THE STUDY

The scope of the study is to know the strategies adopted by JK in the past years and what will be their
future strategies.The project will also help to find out the branding techniques and promotional
activities adopted by JK for Excel bond paper.The scope is to find out which bond paper is mostly used
by the screen printers segment.This research will also serve as a reference material for those
researchers who are going to conduct studies in the related field.

LIMITATIONS OF THE STUDY

The scope of study is limited due to the following reasons:

1) Time constraint - since the time span for the thesis is only two months an in
depth study and analysis will become a little difficult.

2) Sample size - the sample size of the study is only 50 which would not give a
Comprehensive result. Many important samples may not be considered at all. The
conclusion of the study may not result to an accurate outcome due to the sample size
Being small.

3) The Project is done only in Delhi and NCR region so it is valid for this region only.

4) Inadequacy of sampling frame hence 100% probability sampling could not be followed.

5) Probes were involved in collecting data from respondents. Hence there may be some reliability
issues

9
 ORGANIZATIONAL PROFILE

INDIAN
PAPER INDUSTRY

10
11
 INTRODUCTION TO THE PAPER INDUSTRY IN INDIA

Paper industry in India is the 15th largest paper industry in the world. It provides employment to nearly
1.5 million people and contributes Rs 25 billion to the government's kitty. The government regards the
paper industry as one of the 35 high priority industries of the country.

Paper industry is primarily dependent upon forest-based raw materials. The first paper mill in India was
set up at Sreerampur, West Bengal, in the year 1812. It was based on grasses and jute as raw material.
Large scale mechanized technology of papermaking was introduced in India in early 1905. Since then
the raw material for the paper industry underwent a number of changes and over a period of time,
besides wood and bamboo, other non-conventional raw materials have been developed for use in the
papermaking. The Indian pulp and paper industry at present is very well developed and established.
Now, the paper industry is categorized as forest-based, agro-based and others (waste paper, secondary
fibre, bast fibers and market pulp).

In 1951, there were 17 paper mills, and today there are about 515 units engaged in the manufacture of
paper and paperboards and newsprint in India. The pulp & paper industries in India have been
categorized into large-scale and small-scale. Those paper industries, which have capacity above 24,000
tonnes per annum, are designated as large-scale paper industries.
India is self-sufficient in manufacture of most varieties of paper and paperboards. Import is confined
only to certain specialty papers. To meet part of its raw material needs the industry has to rely on
imported wood pulp and waste paper. 

Indian paper industry has been de-licensed under the Industries (Development & Regulation) Act, 1951
with effect from 17th July, 1997. The interested entrepreneurs are now required to file an Industrial
Entrepreneurs' Memorandum (IEM) with the Secretariat for Industrial Assistance (SIA) for setting up a
new paper unit or substantial expansion of the existing unit in permissible locations. Foreign Direct
Investment (FDI) up to 100% is allowed on automatic route on all activities except those requiring
industrial licenses where prior governmental approval is required. 

Growth of paper industry in India has been constrained due to high cost of production caused by
inadequate availability and high cost of raw materials, power cost and concentration of mills in one
particular area. Government has taken several policy measures to remove the bottlenecks of availability
of raw materials and infrastructure development. For example, to overcome short supply of raw
materials, duty on pulp and waste paper and wood logs/chips has been reduced.

12
Following measures need to be taken to make Indian paper industry more competitive:

 Improvements of key ports, roads and railways and communication facilities.

 Revision of forest policy is required for wood based paper industry so that plantation can be
raised by industry, cooperatives of farmers, and state government. Degraded forest land should
be made available to the industry for raising plantations.
 Import duty on waste paper should be reduced.
 Duty free imports of new & second hand machinery/equipment should be allowed for
technology up gradation.

Outlook
Outlook for paper industry in India looks extremely positive as the demand for upstream market of
paper products, like, tissue paper, tea bags, filter paper, light weight online coated paper, medical grade
coated paper, etc., is growing up.

13
 Market Metrics

India is the second most populous country in the world however; the per capita paper consumption is
among the lowest at 4.5 kg, while South Asian and global averages are 24 pounds and 117 pounds
respectively. But the demand for paper is increasing given the rising disposable incomes particularly of
the expanding middle income group. The literacy level in India which is on the increase is further set to
improve the demand for paper in the future. The Government of India’s increased budget allocation for
education sector is expected to further improve the literacy rates in both urban and rural areas, resulting
in increased demand for writing paper. Given the billion plus Indian population, per capita increase in
consumption will significantly increase the demand by one million tons per year.

Indian Paper manufacturing Industry, which is highly power and capital intensive, is broadly divided
into paper, paperboards, and newsprint. With Indian economy in one of its best ever growth mode, the
Indian paper industry continues to be a major beneficiary. In India, the paper manufacturing ventures
are highly fragmented. Over 1000 firms with installed capacities ranging from 1000 metric tons (MT)
per annum to 300,000 MT per annum capacities operate in the country, making India the 15thlargest
paper producing country in the world.

The Indian paper and paperboards industry is on the growth path. The Indian paper and paperboards
industry grew by nearly 7 percent during the year 2004-2005. This is substantially higher than the
world average of 2 percent. India’s paper manufacturing capacity is expected to grow at a Compounded
Annual Growth Rate (CAGR) of 3.7 percent from 7.30 million MT per annum to 8.75 million MT per
annum between 2005-6 and 2008-9. The demand for paper is also set to increase during the same
period. The domestic demand for paper and paperboard is expected to rise at a compounded annual
growth rate of 6.1 percent by 2008-9. The capacity addition has been constrained by the factors like
high capital costs and the scarce availability of raw material at globally competitive prices.

The healthy growth in the paper industry was driven by a strong growth in the economy, increasing
sophistication of the Indian consumer, and the emergence of packaging as a key driver of product
differentiation. Amongst the various sub segments value added paperboards segment catering primarily
to the packaging needs of the pharmaceuticals, personal products and foods sectors, continued to grow
at a substantially faster pace of 20 percent. The domestic newsprint market is likely to be bullish
throughout 2006 in anticipation of strong buying support from the newsprint consuming sectors. Both
English and vernacular newspapers are expanding the circulation leading to an increased demand for

14
paper. Industry analysts anticipate that the demand for newsprint will touch the level of about
1,650,000 by 2009 against last year’s demand of approximately 150,000 tons.

Indian manufacturers are upgrading their manufacturing technologies to remain competitive and to
retain their market share in the country. Many Indian firms have started exporting their products to
other countries as well. This export-led growth and exposure to international products have forced the
Indian firms to change product packaging.

Major Players

JK Paper Ltd. (http://www.jkpaper.com/) - JK Paper Ltd., India’s largest producer of branded papers
is a leading player in the Printing and Writing segment. The company operates two plants in India, one
in the East – JK Paper Mills (JKPM) in Rayagada, Orissa with a capacity of 125,000 tons per year, and
the other in the West – Central Pulp Mills (CPM), located in Songadh, Gujarat with a production
capacity of 55,000 tons per year. Both plants are ISO 9001 – 2000 and ISO 14001 certified and operate
at around 120% capacity utilization. The aggregate annual output is over 180,000 tons per year of
Paper and Pulp, using contemporary technology. The company has commissioned a 46,000 TPA state-
of-the-art Coating Plant at its JKPM unit in July 2005. This facility employs superior blade coating
technology to produce international quality coated art paper and boards, being marketed in the brand
name of JK Cote.

The Andhra Pradesh Paper Mill Ltd (http://www.andhrapaper.com/) – Incorporated in 1964, the
company has two manufacturing units and an off-site conversion center with a total capacity of 153,
500 TPA. There are five paper machines installed in the mill, which produces paper of different M.F &
M.G varieties in the range of 21 to 250 GSM. The mill is manufacturing largest range of papers and
boards. Annual sales volume is around USD 82 million.

Ballarpur Industries Ltd – BILT (http://www.bilt.com/) - BILT is India's largest paper company and
the only Indian company to rank amongst top 100 paper companies in the world. BILT is India's largest
manufacturer and exporter of paper, with a strong presence in all segments of the usage spectrum that
includes Writing & Printing Paper, Industrial Paper and Specialty Paper.

ITC Limited (http://www.itcportal.com/) - ITC is one of the world's most modern and contemporary
manufacturers of packaging and graphic series of boards. ITC's Paperboards business has a
manufacturing capacity of over 360,000 tons per year and is India's market leader across all carton-
consuming segments including cigarettes, foods, beverages, pharma, personal care & toiletries,
durables and match shells.

Pudumjee Pulp & Paper Mills Limited (PUDUMJEE) (http://www.pudumjee.com), a Pune

(Maharashtra, India) based Company engaged in the manufacture and sale of Specialty Papers is a
15
flagship Company of the M.P.Jatia Group of Companies. Beginning with manufacture of India’s first
indigenous Greaseproof and Glassine papers for packaging for the first time in India, PUDUMJEE
went on to extend range of papers to include Security Papers such as MICR Paper, Sensitized Paper,
Postal Stamp, Impressed Stamp, Passport and Excise Banderols, Laminating Base, Silicone base paper,
Wax Match paper, Packaging Papers of various kinds and types, Tissue Papers, catering to wide range
of industrial applications specially manufactured to meet customers` specific requirements. Starting
with a capacity of 6,000 MT of paper per annum in 1968, PUDUMJEE has now reached a capacity of
38,500 MT per annum of Specialty Papers.

Seshasayee Paper and Boards Limited (SPB) (http://www.spbltd.com/) – Incorporated in 1960, the
company was promoted by Seshasayee Brothers Pvt. Ltd., in collaboration with Parsons and
Whittemore, USA. SPB commenced production in 1962, on commissioning a 20,000 tpa integrated
facility comprising a pulp mill and two paper machines capable of producing, writing, printing, kraft
and poster varieties of paper. The plant capacity was expanded to 35,000 tpa in 1967-68, and in 1976 to
55,000 tpa. SPB undertook various equipment balancing and modernization programs improving its
operating efficiency, captive power generation capacity. The current installed capacity of the company
stands at 1, 15,000 tons per year.

Tamil Nadu Newsprint and Papers Ltd.(TNPL) (http://www.tnpl.co.in)– Promoted by the

Government of Tamil Nadu in 1979, and with an installed capacity of 2,30,000 tpa, TNPL is the largest
producer of bagasse based paper.

The West Coast Paper Mills Ltd. (http://www.westcoastpaper.com/)– Promoted by Shree Digvijay

Cement Company Limited, Sikka, Gujarat in 1955 and located at Dandeli in Karnataka, the mill
manufactures writing, printing and wrapping papers. The Mill is based on conventional Kraft process
using wood as main raw material. Annual Production capacity is 157,750 TPA. In 1964 the company
promoted The Andhra Pradesh Paper Mill Ltd., to take over Andhra Paper Mills owned by the
Government of Andhra Pradesh.

16
JK ORGANIZATION

17
 JK ORGANIZATION (JKO) – AN OVERVIEW

JK Organization was founded over 100 years ago and ranks, among the largest private sector groups in
India in terms of assets and sales.

JK owes its name, to the two great visionaries – Late Lala Juggilal Singhania and his son Late Lala
Kamlapat Singhania as they conceived the industrial entity.

Between 1921 and 1937, a series of industries with diversified interest were set up by Lala Kamlapat
Singhania – Kamla Ice Factory, JK Jute Mills Co. Ltd., JK Cotton Manufacturers, JK Iron & Steel Co.
Ltd. against the tough opposition of British Industrialization and an Alien Government.

JK Organization has been a fore runner in the economic and social advancement of India. It has always
aimed at creating job opportunities for a multitude of country men and to provide high quality products.
It has strived to make India self-reliant by pioneering the production of a number of industrial and
consumer products, by adopting the latest technology its own know-how.

JK Organization is an association of industrial and commercial companies, employing nearly 50,000

people engaged in the manufacture of a variety of products and in diverse field of commerce. JK
Organization comprising more than 50 in number, the group’s companies are mostly public limited,
where it has controlling interest ranging 35% to 80% and the public share holders aggregate over 7,
00,000.

JK Organization is headed by Shri Hari Shankar Singhania, and eminent industrialist who enjoy
reputation of a high order in the country as well as abroad. He was the president of the International
Chamber of Commerce, Paris for 1993-1994. Apart from heading apex bodies of Commerce and
Industry, he is holding top contribution to the society, government of India has bestowed the
prestigious National “PADMA BHUSHAN” award to Shri Hari Shankar Singhania on 26-01-2003. He
has been honored with the nations 3 rd highest civilian award for distinguished service of high order in
the trade and industry.

JK Organization has made many forays into several fields such as : Paper and Boards, Cements,
Automotive Tyres and Tubes, Pharmaceuticals, Agrochemical, Hybrid seeds, Cosmetics, Audio
18
Magnetic Tapes, V. Belts, Conveyer Belting, Automotive Belts, Material Handling Systems, Sugar,
Dairy and food products.

ACHIEVEMENTS SO FAR

JK ORGANIZATION has achieved a number of important technological breakthroughs and has an

impressive record of FIRSTS in INDIA, prominent among them being:

1949 - First in India to manufacture Steel Engineering Files.

1962 - First Indian Paper Mill to receive ISO-9001 certification.

1969 - First in India to set up continuous Rayon Plant.

1977 - First in India to produce Steel Belted Radical Tyres for passenger cars, trucks and buses.

1980 - First in the World to make Steel Radical Tyres for Three Wheelers.

1984 - First to produce White Cement in India using dry process technology.

1989 - First in India to produce magnetic tapes with cobalt technology.

1994 - First in India to produce Aluminium Virgin Metal from Indian Bauxite. (The company was
nationalized in 1973

19
 JK Organization Emblem – An Icon of Value-Based Growth

The Hand and Hammer of JK Organization came into use in the

beginning of 1943. This symbol was chosen by Late Lala Lakshmipat
Singhania, third son of Late Lala Kamlapat Singhania, the founder of
JK Organization.

The circle denotes industry. 24 teeth in the circle symbolize round-the-

clock activity. The hand and hammer signify labour and tool. The
hard grip of the hand stands for the strength and workmanship.

This emblem signifies the strong belief of the organization in the capability of its employees.

20
 JK Organization- Core Values and what JKO stands for

CORE VALUES OF JK ORGANIZATION

1. Caring for people.

2. Integrity including intellectual honesty, openness, fairness and interest.
3. Commitment to excellence.

WHAT JK ORGANISATION STANDS FOR

1. Dynamic and successful Business Organization.

2. A socially valued enterprise.
3. Business Integrity.

21
JK ORGANISATION (EASTERN ZONE) GROUP COMPANIES –
A BRIEF

JK PAPER LIMITED

JK Paper Ltd. was formed in 2001 by amalgamating JK Paper Mills at Rayagada and Central Pulp
Mills at Songadh, Gujarat, with a turnover of around Rs. 1000, Crores. It is leader in writing,
printing as well as coated varieties of paper.

JK LAKSHMI CEMENT

JK Lakshmi Cement manufactures high quality Portland Cement at its plant at Jaykaypuram
(Sirohi), Rajasthan with a capacity of 3.65 MT per annum, using raw materials from captive
limestone quarries. The company has been awarded ISO-14001:1996 and OHSAS-18001:1999 by
KPMG Quality Registrars. The company has embarked on an ambitious project to improve on its
efficiency parameters, including capacity enhancement up to 4.75 MT by the end of 2008 with
reduction in power and fuel consumption.

JK TYRE & INDUSTRIES LIMITED

JK Industries Limited is another flagship company of our group. In the last 10 years the turnover of
the company has increased four-folds. In 1977 JK Industries set up a modern Automotive Tyre &
Tubes Plant at Jaykaygram near Udaipur in Rajasthan in collaboration with General Tire Co., USA
and another plant in 1991 at Banmore in Madhya Pradesh.
In 2003 JK Tyre and Vikrant Tyre were merged to create a titan in the Indian Tyre Industry. JK
Tyre & Industries Ltd. continues to be a leading player in the passenger car radial tyre segment.

JK AGRI GENETICS LIMITED

JK Agri - Genetics manufactures hybrid and high yielding seeds at Hyderabad. It has tie up with
the leading companies of the world to produce genetically superior seeds for the growth of Indian
agriculture. In order to meet out the challenges posed by increasing domestic and international
competition, the company has stepped up investments in all the areas of seed research. It has a
robust pipeline of products in several crops viz. cotton, jowar, maize, rice, tomato and bhendi.

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JK SUGAR LIMITED

A 3500 TPD Cane Crushing capacity Sugar Mill at Meerganj, Uttar Pradesh, was commissioned in
1996. The plant has adopted the most modern design and installed a baggage based cogeneration
plant of 9 MW, of which 4 MW is fed into the upseb Grid. Plans are being formulated for expansion
of the Mill. The company is also implementing an extensive cane development programme to
increase the supply of cane and also its sugar content in the coming years. Continued emphasis is on
co-generation power.

FENNER (INDIA) LIMITED

Fenner India Limited started its operation in 1929. The company is engaged in a host of quality of
products ranging from Power Transmission and Engineering Products, Automotive Products,
Conveyor Belting, and Industrial Electronics to Material Handling Systems.
With Modern units located at Madurai, Hyderabad and Chennai the company is on the threshold of
major growth. Fenner’s acquisition of spinning units in Karur and Salem marks its diversification
into the field of Cotton Textiles and installed few Wind Mills.

UMANG DAIRIES LIMITED

Umang Dairies Limited is located in the middle of the milk rich area of Gajraula, about 110 kms.
East of Delhi, the plant has latest equipment from leading suppliers all over the world. Keeping in
view the necessity to have high standards of hygiene, the civil work is also of high quality. The
dedicated team of professionals and experts has helped make Umang Dairies Ltd. one of the first
dairy processing companies in India to get coveted ISO 9002 accreditation and the products
synonymous with quality. Its products include dairy powder, dairy creamer, butter (ghee), and
skimmed milk powder.

CLINI RX

CliniRx Research Pvt. Ltd is a full service Contract Research Organization. It has been set up with
a vision of adding value to high quality clinical trials. It undertakes Phase-II to Phase-IV clinical
trials of medicines and devices developed by global pharmaceutical and biotech companies. CliniRx
serves as an interface between quality conscious international companies and highly professional,
experienced clinical trial sites in India.
23
 JK
PAPER
LIMITED

24
 JK PAPER LTD.

AN INTRODUCTION

JK Paper Ltd. is an independent company of JK Organization, a leading Indian conglomerate with

diversified business interest. JK Paper was among the first in India to set up an integrated
manufacturing facilities of international standards and a turnover around Rs 1,000 Crores in 2008. The
companies’ world-class pulp mill occupies a place of pride in the Indian Pulp and Paper Industry.

The company’s’ commitment to continuously raise quality benchmarks resulted in JK Paper Mills
becoming the first integrated Pulp and Paper Plant in India to receive the ISO-9001 certification and
also awarded TPM excellence – First Category in 2007.

JKPL has one of the strongest distribution networks in the paper industry and has a national reach
through four regional offices, 08 warehouses, 115 wholesalers and over 1600 dealers. The company
exports paper to several countries including Sri Lanka, Bangladesh and several West Asian nations.

25
 HISTORY OF JK PAPER LTD.

JK Paper Mill – as a division of JK corp. ltd. was commissioned on 18 th October 1962 with one paper
machine having installed capacity of 18000 tones of writing and printing papers. JK corp. ltd. (formerly
Straw Products Ltd.) belongs to the eastern zone and is of the member companies of JK organization.
JK Corp. Ltd. along with JK Raymond’s, Bombay is regarded as the flagship company of JK
Organization. It is a Multi-Product and Multi-Unit company.

Incorporated in the year 1938, JK Corp. Ltd., started its operation with a board mill at Bhopal for
manufacture of Straw Board. Since then the activities of the company have been diversified from time
to time. In the year 1962, JK Corp. Ltd. set up this integrated Pulp and Paper Mill in the backward
district of Rayagada in Orissa. In 1982, the activities of JK Corp. Ltd. were further diversified when it
set up a most modern cement plant by the name Lakshmi Cement.

In 2001 JK Paper Ltd. was formed by amalgamating the JK Paper Mills at Rayagada and central Pulp
Mills at Songadh, Gujarat, to become India’s second largest producer of quality papers with a turnover
exceeding Rs 650 crore. It is the first Indian Paper Mill to receive the “Sword of Honour” from the
British Safety Council and ISO-9001 certification by DNV – Norwegian agency and also awarded
TPM Excellence – First Category in 2007.

The company is conscious of the need to constantly update technology of existing Plants and Machines
and in this direction there are regular schemes of Modernization and renovation from time to time.
Company has installed packaging Board Plant at Central Pulp mill in 2007 with installed capacity of
60,000 TPA. The Boards are being used for packaging many premium brand products. Paper Cups are
manufactured from Boards.

Company has diversified into stationary business in 2007.

The company strategy continues to be to offer more and more value added products, continuously
modernized and upgrade its plants for achieving better efficiencies, improved quality of products and
internationally recognized environmental standards. Towards this end, the company has implemented
and Offline Coated Paper Project with a capacity of 46,000 TPA at JKPM unit. This plant is utilizing
contemporary blade coating technology and coupled with the company’s high quality base paper, and
able to offer the product in the upper segment of the market.

The company has also commissioned a modern Recovery Boiler at its CPM Unit, which has resulted in
higher chemical recovery and increased Pulp Production.

26
 PLANT LOCATIONS: THE COMPANY HAS TWO
MANUFACTURING FACILITES

JK Paper Mills
Jaykaypur – 765 017
Rayagada – Orissa

Jaykaypur is located on the slopes of Eastern Ghats Plateau in the Southern part of Orissa bordering the
state of Andhra Pradesh. Its geographical position is 83-25’ east longitude and 19-10’ north latitude. Its
average height above the mean sea level is 758 feet. It has an average rainfall of 54 inches (1370mm)
and the average air temperature varies from 8 degree Celsius to 44 degree Celsius. The main source of
water supply is from river Nagawali, a perennial river. The total land area is 635 acres, out of which the
factory occupies 393.98 acres and the colony occupies 242 acres. There is a Singapore road railway
station (SPRD) on the Raipur-Waltair Section of South-eastern railway station and is at a distance of
2kms from the Mills and all passenger and express trains halt here.

Central Pulp Mills

P.O. Central Pulp Mills
Fort Songadh – 394 660
District : Tapi (Gujarat)

Central Pulp Mills (CPM) is situated in village Gunsada, 4.4kms away from Songadh, which is located
at 85km stone on Surat – Dhulia highway. The population of Songadh, as per 1991 census is 1, 72,959.
The total land area of Songadh taluka is 853.3 square km and average rainfall is 2243mm. Two kms
from the mill is the Gujarat Electricity Board’s thermal power station having generation capacity of
600 MWS per hour. Further 2kms is 4927m long Ukai Dam built on river Tapi. The capacity of dam
reservoir is 7.1 hectare meter when it is full. The total land area irrigated through the dam is 938,250
acres of arable land. At the dam site is hydro plant of GEB with a capacity of 300 MW.

27
 INSTALLED PRODUCTION CAPACITIES

PRODUCT CENTRAL PULP MILLS JK PAPER MILLS

Paper 55,000 tons per annum 1,25,000 tons per annum

Pulp 52,000 DD MT per annum 1,10,000 BD MT per annum

Packaging Board 60,000 tons per annum

28
 COMPETITIVE ADVANTAGE - ACHIEVED SO FAR

The various competitive advantages achieved against competitors at National and International level
J.K. Paper Mills:

 Only integrated mill in India to achieve less than 100- meter cube of water consumption per ton
of paper.
 Highest chemical recovery (more than 95%)
 Excellent fiber recovery system (more than 95%)
 Absorbable Organic Halide (AOX) level 0.5 to 1 kg per ton of paper, so far the best in the
country and comparable with international levels.
 Highly efficient Electro Static Precipitators (ESP) in all the boilers.
 Pioneer in Social and Farm Forestry. Supplied in excess of 90 million saplings and covered over
27,000 hectares under plantation.

29
 RESEARCH AND DEVELOPMENT FACILITIES

The Pulp and Paper Research Institute (PAPRI)

The group constantly strives to achieve excellence in its products and process, and is conscious of the
imperative need to maintain the competitive edge in business. This awareness has found experience in
committed Research & Development and establishments of several institutes like:

The Pulp and Paper Research Institute established in 1971 is manned by highly qualified and
experienced scientists and technologists. The institute is well equipped with modern and sophisticated
machines to carry out research in the field of cellulose chemistry, Paper technology forestry and other
related areas located at Jaykaypur, Rayagada (Orissa).

The institute has successfully designed and commissioned water breclamation and effluent treatment
plants in addition to obtaining a patent for lacquered fired boiler.

Concern for Community Development

JK Paper is making major contribution in the diverse areas of health, medical and family welfare
activities which are not just limited to the employees and their families but also extends to the various
establishments and the metro cities of the country. A few such activities are given:

In the Field of Education

JK Paper is dedicated and devoted to the cause of human development. It has developed a number of
schools and institution for education.

 Lakshmipat Singhania School, Jaykaypur, Rayagada, Orissa with strength of more than 2200
students.
 Lakshmipat Singhania Public School, Jaykaypur with strength of 400 students.
 Rayagada College, Rayagada.
 Women’s College, Rayagada.
 Sri Aurobindo Educational Centre at Rayagada.
 Thakar Bapa Ashram, Rayagada.
 Saraswati Vidya Mandir at Madhaparwadi & Vajeparwadi Dist. Rajkot in earthquake affected
areas of Kutch & Saurashtra regions of Gujarat.

30
 PRODUCT MIX AND THEIR SEGMENT OF USES
PRODUCTS SUBSTANCE RANGE USES
(IN GSM)
Diary, Balance sheet, Brochure, Book printing, In-
house journals, POP Materials, Blade Wrappers,
SS MAPLITHO-SHB 60-150 Base Paper for coating, Calendar printing, Letter
head printing.

SS MAPILTHO-CG 70-80 For jobbers copier

Diary, Balance sheet, Brochure, Book printing, In-

house journals, Insert and Leaflets, Computer
SS MAPLITHO-HB 70-150 Stationary, Base Paper for coating, Calendar
printing, Letter head printing and envelops.

JK EASY COPIER 70-75 Ideal copier for economy grade.

High speed precision photocopying.

Compatible product for inkjet and laser printers.
JK COPIER 75-80 Ideal product for desktop printing.

For letter head, computer stationary, Project

reports, Thesis paper, High value documentation,
JK BOND 75-80 Envelops, High value diary, Presentation copies.

For letter head, computer stationary, Project

EXCEL BOND 70-80 reports, Thesis paper
High value diary, Presentation copies.

Diary, Letter head, Calendar, High quality, High

JK EVERVITE 60-90 Value printing.

Mainly for account books and ledgers, normal and

LEDGER 70-90 cloth bound envelops, Postal envelops of Govt. of
India.
Paper with BIS and IBA Certification, Paper meets
MICR CHEQUE PAPER 80 and above the required guideline of RBI for MICR cheque
Paper.
For permanent documents like mark sheet, Share
Certificates, Financial and Legal instruments,
PARCHMENT 70-110 Envelops, Magazine inserts.

Specialty paper for use in Diary, Letter head,

SAVANNAH 105 Calendar.

SPARKLE COPIER 75 Copier Paper

JK COTE 125-300 Printing & Packaging

PAPERBOARDS 190-450 Packaging premium branded products

31
 JK PAPER LIMITED - ACHIEVEMENTS SO FAR

The company has been consistently striving for the highest standard of productivity, quality, energy
conservation, pollution control and environmental protection and safety. Assiduous efforts in these
directions have yielded better results and these efforts of the company have recognition in the form of
following Awards from various National and International Organizations:

ISO-9000 QUALITY SYSTEM

First Paper Industry in the country to be awarded ISO-9001 Quality System Certification from D.N.V
Certification BV Netherlands.

ISO-14000 QUALITY SYSTEM

First Paper Industry in the country to be certified ISO-14001 EMS Certification from D.N.V
Certification BV Netherlands.

AWARD FOR TPM EXCELLENCE – FIRST CATEGORY

The Japan Institute of Plant Maintenance (JIPM), a public corporation under the administration of
Ministry of Economy, Trade and Industry in Japan, has honored both paper mills of JK Paper Limited,
1) JK Paper Mills (JKPM) at Rayagada and 2) Central Pulp Mills (CPM) at Songadh with “Award for
TPM excellence – First Category” in 2007.

SAFETY AWARDS

1) Winner Trophy from Government of India for “10” consecutive years of longest accident free
period and Lowest Frequency Rate.
2) Safety Performance Citation at ‘Gold Grade’ by British Safety Council (1990).
3) ‘Sword of Honour’ (1992) by British Safety Council for one of the safest companies of the
world.
4) Award of Merit (1995) by National Safety Council, USA
5) Award of Honour (1996) by National Safety Council, USA
6) Certificate of Appreciation for commendable efforts made in the field of Safety Management in
the year 1997-98 by Confederation of Indian Industries (CII-ER)
7) Award of Honour (1997) by National Safety Council, USA

ENVIRONMENTAL AWARDS

1. Certificate of Merit (1989) by National Productivity Council

2. Certificate of Appreciation (1997) by Central Pollution Control Board.
32
 3. First to receive ISO-14001 Environment Management Certification in 1998.
4. ‘Greenest Paper Mill’ Award of CSE in 1999.

ENERGY CONSERVATON

1. Energy Conservation Award (for excellent performance) from Indian Paper Makers
Association (IPMA) and National Productivity Council (NPC) in 1998-89, 1991-92, 1992-
93, and 1993-94.
2. Trophy (second position) Awarded by Ministry of Power, Government of India in 1996.

PRODUCTIVITY AWARDS

1. Award for Best Productivity and Capacity Utilization for many years.
2. Paper Mill of the Year Award (1993-94) by IPMA.
3. Productivity Award for significant level of Productivity in 1996-97 by Confederation of
Indian Industries.
4. Best Capacity Utilization Award from IPMA in 2002.

33
 JK PAPER LIMITED
Vision, Mission, Strategic Objectives & Quality Policy

VISION

To be a dynamic benchmark and leader in the Indian Paper Industry

MISSION

To be a world class Company by achieving growth and leadership through

- JK Brand Equity
- Customer Obsession
- Technological Innovation
- Cost Competitiveness
- Environment and Social Care

STRATEGIC OBJECTIVES

 Sustained growth-optimizing production potential in least possible time.

 Leadership in niche market and customer oriented marketing.
 Internationalization of business.
 Cost competitiveness with international bench-marking.

QUALITY POLICY

To provide ‘Customer delight’– Both Internal and External through our products and services at lowest
cost by continuous improvement in processes, productivity, quality and management system.

34
 JK
Strategies

35
PRODUCT PLANNING

Product planning includes all the discussions and action by the top management and
the departmental heads of the company that direct as to what kind of product is to be
produced so that the customer needs can be satisfied more efficiently in such a
manner that it provide the maximum revenue and the profit to the organization.

JK Papers has been successful to understand the needs of the customers more closely and due to this
only it had been able to provide the desired products to the customers. In addition to this the Research
& Development Department of JK has been able to develop new technologies because of which more
and more people are attracted towards its different types of papers.

THE 5S STRATEGY

Services

A range of value added services in different type of operations and management.

Support

Technically sound workforce of certified professionals.

Standards

World Class Quality standards maintained for PPP (People, Processes &
Performance). It has Alliances with global technology leaders.

Savings

It helps us find new ways to reduce costs & "do more with less" by maximizing the
value of the technology and personal resources, thereby reducing your total cost of ownership.

Satisfaction

Complete Satisfaction for the customers through the 5S offering that enables
one to maximize system uptime through rapid response and resolution services,
thereby optimizing your investments.

PRICING POLICIES

Pricing policies refers to the policies that help an organization to fix the prices
(monetary value) of its products and services in such a manner that it suits the
36
market conditions, competition prevailing in the market, consumer satisfaction and
various other aspects. As in the case of JK the pricing policy is dealt by the sales
department & management and all the decisions regarding prices are taken by the
sales department only. Determining a price is a very crucial and typical task under
which the decision makers have to look from every point of view that the decision
which they are taking is in favor of the organization. At JK, in case of paper the
prices are kept a bit lower then that of competitors in order to attract more and more
customers and get some advantage over the competitors. If one compare the prices
of papers of same quality of BILT, ITC etc. one can easily state that the prices of JK
are comparatively lesser then the others.

SALES PROMOTION

Under this the company performs various activities in which the main target is to
increase the sales of the products and services so that the revenue of the company can
increase and ultimately the profit of the company also increases providing offer for the
future growth.
JK pays a good amount of attention and money on these activities and because of
this only it had been able to sustain a good market share in the market of bearing
products.

PROMOTIONAL ACTIVITIES

Different ways in which NEI promote their products are:

 Advertisements

 Seminars

 Sponsorships

Advertisements

Now a days advertisement is the best way to increase the revenue of the company and
create more and more brand awareness. Advertisement helps to make customer aware
about the products and its specifications and then tells the customer as to why should he
prefer that product only. JK also makes a proper use of different types of
advertisements to establish itself as a well known brand.

Seminars

JK designs a special seminar for the employees of an organization operating in the

corporate sector this helps in generating the sales and this also helps in creating the
37
brand name. In this the company’s sales representatives get a chance to interact one
to one with the employees of various organizations who are the prospects of the
company so this helps in presenting the companies products in the most efficient
manner. It is very important that the one who is the company representative or sales
executive who is handling this activity must be so capable that it can prove the JK
papers and other products to be the best in the market.

Sponsorship

Sponsorship is an attractive way to sell products. JK also do sponsorship in different

mega events by providing financial & manpower support. In addition to this sponsorship
JK also goes for various others shows through a diverse range of media.

MARKET SEGMENTATION

JK market segmentation is done on the various attributes such as:-

 Corporates

 Screen Printers

 Xerox Shops

38
 RESEARCH METHODOLOGY

A Research Methodology defines the purpose of the research, how it proceeds, how to measure
progress and what constitute success with respect to the objectives determined for carrying out the
research study. Research methodology is a way to systematically solve the research problem. It may be
understood as a science of studying how research is done scientifically. In it we study the various steps
that are generally adopted by a researcher in studying his research problem along with the logic behind
them. It is necessary for the researcher to know not only the research methods/techniques but also the
methodology. Researchers not only need to know how to develop certain indices or tests, how to
calculate the mean, the mode, the median or the standard deviation or chi-square, how to apply
particular research techniques, but they also need to know which of these methods these methods or
techniques, are relevant and which are not, and what would they mean and indicate and why.

39
 RESEARCH DESIGN

 Formulation of objectives of the study.

 Designing methods for the data collection

 Select the sample size

 Collecting the data

 Processing and analysis of data

 Reporting the finding.

40
The research methodology used in this project is described below in detail:

Research Plan: The research plan used is descriptive research plan.

Designing a research plan calls for decisions on the following:

 Data Collection

 Research instruments

 Sampling plan

 Contact methods

Data Collection: A study is based on the information that is embedded in it. The data for this study is
obtained from both primary data and secondary data.

Primary Data: Primary data is collected for the research needs at hand and a formal and structures
questionnaire has been prepared and is presented and filled from the concerned respondents.

Secondary Data: It has been gathered from the internet, books, company literature and company’s past
records etc. which has been tabulated and presented in the report.

Research Instrument: The main research instrument used in collecting the primary data is the
Questionnaire, a copy of which is attached in the annexure.

Sampling Design: Random Sampling is used as the sampling plan.

Sampling Frame: As my study is based on the Performance Management System of JK Paper Ltd.,
my target population for sampling is employees of JK Paper Ltd., New Delhi.

Sampling Technique: I have used both Probability and Non Probability Techniques.

Sampling Method: Simple Random Sampling, Systematic Sampling, Convenience Sampling and
Judgment Sampling are used as the main sampling methods.

Sample Size: 50 respondents.

41
 DATA ANALYSIS AND INTERPRETATION

Data interpretation can be defined as applying

statistical procedures to analyze specific facts
from a study or body of research. Data
interpretation questions are a part of many
standardized tests. Data interpretation is
sometimes also called data analysis.

42
 1. Are you in paper selling business?

YES
NO

INTERPRETATION:

It is a matter of great concern that almost 60% screen printers are in paper business from more than 30
years.

43
 2. Which brand you are using in bond?

No. of consumers
JEB 70 GSM 4
JEB 80 GSM 7
JEB 90 GSM 18
REB 85 GSM 12
REB 100 GSM 6
OTHERS 3

20
18
16
14
12
10
8 No. of consumers
6 (%)
4
2
0
M M M M M RS
GS GS GS GS GS THE
70 80 90 85 10
0 O
B B B B
JE JE JE RE B
RE

INTERPRETATION:

Although all the brands are use by the customers but the most prefable brand use by the customers is
JK Excel Bond-90 Gsm of JK paper ltd and the second prefable brand is Royal Executive Bond-85
Gsm of bilt paper ltd.
44
 3. Why are you buying Excel Bond/ Royal Executive Bond? Any specific reason.

  JEB (%) REB (%)

availability 5 5
quality 10 9
cost 7 8
relationship 6 6
brand awareness among
customers 12 10
margin 5 8
packaging 5 4
others    
     

12
10
8
6
JEB (%)
4 REB (%)
2
0

INTERPRETATION:

Almost 60% customer are using JK Excel bond 90 gsm because of brand awareness among people and
packaging is also good and almost 30% are using Royal Executive Bond 85 as per customer demand
and remaining 10% are using according to customer demand

45
 4. Have you ever promoted JK Excel bond/ Royal Executive Bond paper?

No. of
  customers (%)    
YES 10    
NO 40    
       
       

No. of customers (%)

YES
NO

INTERPRETATION:

Almost no printers is promoted any of the paper because they are using the paper according to the
customer demand.

46
5. Who is your target customers?

target
  customers(%)  
doctors 8  
corporate customers 25  
shopkeepers 12  
any others 5  
     

30

25

20

15

10
target customers(%)
5

0
r s s rs rs
er pe he
cto m e t
do sto ke yo
e cu hop an
at s
p or
r
co

INTERPRETATION:
Although in the screen printers segment their target customers is mostly
many types of small and large firms,corporates,doctors and many more.
Sometimes they do job work also.

47
 6. How much qty. in months you sell?

  CATOONS (%)
JEB 80 GSM 30
REB 85 GSM 20
   

CATOONS (%)
35

30

25

20 CATOONS (%)

15

10

0
JEB 80 GSM REB 85 GSM

INTERPRETATION:

Majority of employees want the PMS to be conducted very often i.e. quarterly.

48
 7. From where you buy the bond paper?
a) Name:……………………………………….
b) Address:…………………………………….
c) Mobile no:…………………………………..

   
LOCAL
MARKET 40
OTHER
PLACE 10
   

Chart Title

LOCAL MARKET
OTHER PLACE

INTERPRETATION:

Majority of the screen printers purchase paper from the local market. Every company have
their stockiest in local market.

49
 8. Is customer recommended to buy specific brand or you suggest?
…………………………………………………………….

Chart Title

CUSTOMER RECOMMEND
SHOPKEEPER
RECOMMEND

INTERPRETATION:

Mostly customer only recommended to buy specific brand of paper.

50
 9. What are the benefits you are looking for when you are promoting JK Excel bond
Paper?

  BENEFITS (%)
AVAILABILITY 8
QUALITY 8
COST 5
RELATIONSHIP 6
BRAND AWARENESS AMONG
CUSTOMERS 12
MARGIN 4
PACKAGING 7
OTHERS  

BENEFITS (%)
12
8
4
0
BENEFITS (%)

INTERPRETATION:

All the screen printers feels that JK is popular among customers. Brand awareness among customer and
cost is also low and packaging is also good.

51
 RECOMMENDATIONS

In JK PAPER LTD. following are some of the points which I experienced during my summer
training period. I took a great opportunity to spendone of the best period of my life and confident that it
will surely help me in coming years.

The recommendations are as follows:

1. The after sales service of the company is not good, which is not possible for the company to
increase the sales, so JK paper should more concentrate on the service.

2. Distribution of paper from company to channel partner is not being done on time. So,
channel partner is not being able to make the delivery on time. Hence, the time taken for the
delivery should be minimized to a larger extent in order to make the faster
deliveries.

3. A large market share is still untapped so strategies should be implemented

in efficient manner by which JK can capture maximum market .

4. Some of the new foreign brands like bilt,centuary are creating barrier for JK
Paper so company should keep eye watch on these brands.

5. In my point of view company has to do advertising so that it greatly effect the purchase
of bond paper.
6. There should be a policy of “suitable persons on suitable job” on the basis of expertise,
professional knowledge and potential.
7. Feedback clarity is still a problem in the organization, hence a careful analysis towards the
same is required.
8. Campany has to provide free samples of bond papers to the screen printers so that they
provide samples to their customers.
9. They have to take the feedback from their customers time to time so that they came to know
about the drawback of bond paper.
10. Customer complaints should be resolved on time

52
 FINDINGS

 As per the study conducted most of the screen printers using bond paper according
to the customer demand.

 Customers is satisfied with the quality of JK Excel bond paper because of its
thickness and whiteness.

 The sale of JK Excel bond is mostly affected because of lack advertising and
promotional activities.

 To find out which bond paper is mostly used by the screen printers.
 To find out the customer (screen printers) viewpoints regarding the usage of JK Excel Bond
paper.

53
 SUGGESTIONS

 Promotional activities should be done at higher scale so that people came to know about the

Excel bond of JK paper ltd.

 Screen printers mostly demanded free samples so to increase the sale of JK excel bond,

company should distribute the free samples to the screen printers.

 Proper stock should be maintained to their local stockiest.

 Quality should also be improved for future growth and sales.

54
 SWOT ANALYSIS

This analysis is done to understand the strength, weaknesses, opportunities and threat of JK
Paper ltd.. This analysis gives an opportunity to the company to understand there market rating
and adopt strategies accordingly. It also involves identifying the internal and external factors
that are favorable and unfavorable to achieve the desired objectives.

Strengths: Attributes of the person or company those are helpful to achieving the objectives.

Weaknesses: Attributes of the person or company those are harmful in achieving the objectives.

Opportunities: External conditions those are helpful to achieving the objectives.

Threats: External conditions which could do damage to the objectives.

Identification of SWOT is essential because subsequent steps in the planning for

achievement of the selected objectives may be derived from the SWOTs.

55
 CONCLUSION

This project is basically done for the promotion of JK Excel bond paper in the screen printers segment.
It is a ongoing process which includes identifying the factors which impact the purchase of the JK
Excel bond in the screen printers segment and the action to be taken to increase the sales.

The main purpose is :

 To identify the screen printers and make them aware of the JK Excel bond paper.
 To promote the JK excel bond paper.
 To increse the sale of the JK Excel Bond paper in the screen printers segment.
 To provide the samples of the JK Excel Bond paper.
 To find out the brand awareness of the JK Excel bond in the market.
 To take decisions regarding promotion.
 To make them aware of the usage of the Bond paper in the screen printers segment.
According to the survey conducted by me, many screen printers came to know about the
JK Excel Bond paper,its usage,its cost and its quality.This activity is useful for the company as
well as for the screen printers also.As its impact is mainly on the screen printers as they came to
know about the JK excel bond paper. This activity is done to identify the factors which impact
the purchase of JK Excel bond paper in the screen printers segment and the action required to
increase the sale of the bond paper.

56
 BIBLIOGRAPHY

The following sources help me in completing this project:

 Books – Marketing Management, by Philip kotler

 Websites – www.google.com , www.scribd.com, www.wikipedia.com.
 Company’s Literature and Past Records

57
 ANNEXURE

Dear Respondent,

I am a student of Sinhgad Institute of Management, Pune. As a part of my Summer Internship

Programme (SIP), I have framed this questionnaire with respect to Usage of JK Excel Bond in the
screen printers segment. I request you to kindly fill it up and return back to me. I assure you that the
information provided by you should be kept strictly confidential and will be used for only my academic
purpose.

PRELIMINARY INFORMATION

Firm Name: _______________________________________________________

Person Name: _________________________________________________________

Address: __________________________________________________

Contact no.: __________________________________________________

Email id.(if any):

Experience with JK Paper Ltd.: ____years ____months

58
 QUESTIONNAIRE

1. Are you in paper selling business?

………………………………………………

2. Which brand you are using in bond?

CTN Sheet Volume
o JK Excel Bond-70 Gsm
o JK Excel Bond-80 Gsm
o JK Excel Bond-90 Gsm
o Royal Executive Bond-85 Gsm
o Royal Executive Bond-100 Gsm
o If other please specify……………

3. Why are you buying Excel Bond/ Royal Executive Bond? Any specific reason.
o Availability
o Quality
o Cost
o Relationship
o Brand awareness among customers
o Margin
o Packaging
o If other please specify………

4. Have you ever promoted JK Excel Bond/Royal Executive Bond paper?

o Yes
o No

5. Who is your target cutomer?

o Doctors
o Corporate Customers
o Shopkeepers
o Any other……………

6. How much qty. in months you sell?

59
 o No. of boxes……………………………(which Gsm and brand)
o No. of sheets…………………………….(which Gsm and brand)

7. From where you buy the bond paper?

o Name:………………………………………
o Address:…………………………………….
o Mobile no:………………………………….

8. Is customer recommend to buy specific brand or you suggest?

……………………………………………………………

9. What are the benefits you are looking for when you are promoting JK Excel bond?
o Availability
o Quality
o Cost
o Relationship
o Brand awareness among customers
o Margin
o Packaging
o If other please specify…………….

10. Please give your valuable suggestions on how can this brand be improved in terms of sales?
___________________________________________________________

60
61