A Project Report ON NETWORK PROMOTIONAL ACTIVITIES & THEIR RELATIONAL COMPARISION WITH COMPETITORS IN DISTT.

SATNA FOR JAIPRAKASH ASSOCIATES LIMITED (CEMENT DIVISION)

SUBMITTED BY
MOHD. NADEEM ANSARI REGIONAL INSTITUTE OF MANAGEMENT & TECHNOLOGY JABALPUR (M.P) BBA-2007-2010 A REPORT SUBMITTED FOR THE PARTIAL FULFILLMENT OF BACHELOR OF BUSINESS ADMINISTRATION (BBA)

DECLARATION
I, Mohd Nadeem Ansari student of B.B.A hereby declare that the project report entitled Network Promotional Activities and Their Relational Comparison with Competitors is the authentic work done by me at Jaiprakash Associates Limited (Cement Division), Rewa (M.P.) for the partial fulfillment of Bachelor of Business Administration (B.B.A). To the best of my knowledge, no piece of work has been done and submitted by anyone in this regard.

Date:

Mohd Nadeem Ansari BBA VI Semester RIMT, Jabalpur (M.P.)

ACKNOWLEDGEMENT
I here by express my thanks to Jaiprakash Associates Limited (Cement Division), Rewa (M.P.) who gave me opportunity to do summer training. I would also wish to express my sincere gratitude to Mr. G.S. Dhamija Sir (Sr. GM - Marketing), and other staff of Jaypee Cement, Rewa (M.P.) who have helped and provided me with idea, suggestion and corporation for carrying out my work. I would also wish a special thanks to my project guide Mr. Mukul Agarwal Sir (Dy. Area Manager) for his motivating guidance and fully and heartily guidelines. I would also wish to express my thanks to all the respondents who gave me their precious attention. Their ideas, critical insights and suggestions have been invaluable in the preparation of this report. Lastly, I pay my profound regard to my teachers, parents for their blessing and support to go ahead in life.

Mohd Nadeem Ansari

CONTENTS
1. Introduction: Objectives Research Methodology Methods of Data Collection Scope & Limitation 2. Discussion on text. 3. Data Analysis & Interpretation. 4. Findings. 5. Conclusion. 6. Recommendation. 7. Annexure: Bibliography Questionnaire

INTRODUCTION

OBJECTIVE
Main Objective
To know the best cement company in Satna region with better Network promotional activities for their brand promotion.

Sub Objective
a) To identify the leading company. b) To identify best promotional method. c) To know current position of Satna market.
d) To collect the suggestion of dealers and retailers for the improvement of Network promotional activities conducted by Jaypee Cement for their brand promotion.

RESEARCH METHODOLOGY
Meaning of Research
The term research is composed of two words RE and Search which means to search again. Research is conducted to search for new facts or to modify the existing facts. The obvious function of research is to add new knowledge to the existing store as well as to remove the misconceptions and ignorance of mankind. Thus, research is a process and means to acquire knowledge about any natural or human phenomena. It is the pursuit of the truth with the help of study, observation, comparison and experiment.

Definition of research
Research is the process of systematically obtaining accurate answers to significant and pertinent questions by the use of the scientific method of gathering and implementing information. -Clover & Balsely Research is a method of studying, analyzing and conceptualizing social life in order to extend, modify, correct and verify knowledge whether that knowledge aids in construction of theory or in practice of an art. -P.V.Young

Meaning of Research Design

Research design is a working plan prepared by the researcher before the actual start of research work. It is the conceptual structure within which research activity is conducted. It is a strategic plan of research. Research design includes an outline of what the researcher will do from writing the hypothesis and its operation to collection, analysis and interpretation of data.

Example: A house builder prepares a blueprint of the entire building before commencing the actual construction.

Meaning of Sample
A part of the population which is studied for making judgment about the entire population is called a sample. Different Methods of drawing a sample out of a given population have been developed by the statisticians. These methods with the help of which a sample is drawn out of a given population are called as a technique of sampling.

Sample Design
1) Sample size : Considering the constraints, it was decided to conduct the study based on sample size of 100 respondents. Satna city & its nearby areas (Maihar, Amarpatan, Ramnagar, Kolgawan). Non-probability sampling, Convenience sampling. Satna distt.

2) Sampling city 3) Sampling method 4) Sampling unit

: : :

METHODS OF DATA COLLECTION

There are two methods of data collection 1) Primary Method : Through interaction with dealers & retailers. Through questionnaires filled from dealers, retailers & consumers. Websites, Magazines, Boks etc.

2)

Secondary Method

Tools used for Data Collection

There are several methods of collecting primary data, particularly in surveys and descriptive research. Important are Observation method. Through questionnaires. Interview method. In this project I have used questionnaire method.

SCOPE OF STUDY
The scope of the project is quite wider. It would help the company to promote their cement brands in market through various Network promotional activities. It also helps the company to build a strong position of their product/brand in the mind of dealers, retailers & customer.

LIMITATION OF THE STUDY

Though the present study aimed to achieve the above-mentioned objectives in full earnest and accuracy, it was hampered due to certain limitations. Some of the limitations of this study may be summarized as follows 1. Getting accurate responses from the respondents due to their inherent problems were difficult. They were partial, and refused to cooperate. Since I did not had the privilege to work on a large scale, so many findings and recommendations may not be as much in tune with their ground realities as may be considered desirable. Last but not the least, the time constraint faced in the project might have affected the comprehensiveness of its findings. As student only those things are written which were originally found. Accuracy of 100% could be no guaranteed here in this report. The data is only primary data.

2.

3. 4. 5. 6.

DISCUSSION ON TEXT

History Of Cement

Manufacture of cement has a history, which traces back to millennia. The Romans who were prolific builders used burnt calcareous (calcium bearing) rocks along with pozzolanic materials in an era Before Christ. The structures built by them, like the Pantheon, are still there for us to see proving the goodness of cementations materials as input material for construction. Post industrialization and as infrastructure development started globally, demands for cement has been growing steadily both quantitatively & qualitatively.

India is the second largest cement producer in the world after China and cement consumption has been growing at a CAGR of over 8% p.a. in the last five years. The group cement facilities are located in the Satna cluster, which has one of the highest cement production growth rates in India.

History of Jaiprakash Associates Limited

With a single minded focus in mind, to achieve pioneering myriads of feat in civil engineering Shri. Jaiprakash Gaur, Founder Chairman of Jaiprakash Associates Limited after acquiring a Diploma in Civil Engineering in 1950 from the University of Roorkee, had a stint with Govt. of U.P. and with steadfast determination to contribute in nation building, branched off on his own, to start as a civil contractor in 1958. Jaypee Group is the 3rd largest cement producer in the country. The groups cement facilities are located in the Satna Cluster (U.P), which has one of the highest cement production growth rates in India.

Historical Milestones
Year 1979 1981 1982 1986 Events Jaiprakash Associates Pvt Ltd formed and sets foot in Iraq. Commenced Hotel Business with first hotel in Delhi - Siddharth Hotel Vasant Continental was set up Commissioning of 1st unit of 1 MTPA Jaypee Rewa Plant (JRP) in District Rewa, MP Formation of Jaiprakash Industries Ltd (JIL) by amalgamation of Jaiprakash Associates Pvt Ltd with Jaypee Rewa Cement Ltd Public Issue of JIL. 2,25,00,000 shares issued at a price of Rs. 10/1987 1991 1992 JIL listed on Bombay Stock Exchange Commissioning of 2nd unit of 1.5 MTPA Jaypee Rewa Plant Jaiprakash Hydro Power Ltd established to operate 300 MW Baspa II HE Project Jaiprakash Power Ventures Ltd established to operate 400 MW Vishnuprayag HE project 1993 1995 JIL signs MOU to develop & operate 1000 MW Karcham Wangtoo HE Project Bela Cement Ltd incorporated to establish 3rd Cement Plant at Bela Hotel Jaypee Residency Manor set up 1996 1999 2000 2001 Commissioning of the 3rd cement plant 1.7 MTPA Jaypee Bela Plant in District Rewa, MP Hotel Jaypee Palace, Agra set up Jaypee Greens Ltd 458 acre golf centric real estate company comes into being Jaypee Institute of Information Technology (deemed University since Nov 1 2004) set up at NOIDA All 3 cement plants were brought under one roof by hiving off Cement Business by JIL under Jaypee Cement Ltd 2002 Jaypee Karcham Hydro Corporation Ltd established to operate 1000 MW Karcham Wangtoo HE Project Jaypee University of Information Technology (State university), Waknaghat set up 2003 1st Captive Thermal Power Plant of 25 MW commissioned at JRP Formation of Jaiprakash Associates Ltd (JAL) by merging JIL with Jaypee Cement Ltd Jaypee Institute of Engineering & Technology, Guna Set up Awarded the NOIDA-Agra Expressway project on BOOT basis

300 MW Baspa-II commissioned and begins power generation 2004 2005 2006 Commissioning of 2nd Captive Power Plant of 25 MW at Jaypee Bela Plant Shares of JHPL listed on BSE/NSE. First hydropower company to be listed in the country Setting up of Madhya Pradesh Jaypee Minerals Corporation Ltd (MPJMCL) in JV with MP State Mineral Development Corporation Ltd for Coal Mining at Amelia Coal Block in Sidhi district of MP Setting up of 1320 MW Nigrie Thermal project in Singrauli district in the State of Madhya Pradesh is expected to comprise two 660 MW units, each deploying supercritical technology and is expected to be commissioned in 2013. Commissioning of 3rd Captive Power Plant of 38.5 MW at Jaypee Bela Plant Acquisition of Cement Plants & Assets of UP State cement corporation Ltd (in Liquidation) of 2.5 MTPA capacity Acquisition of Gujarat Anjan Cement Ltd for setting up a green field cement plant of 1.2 MTPA capacity in Bhuj, District Kutch Gujarat 400 MW Vishnuprayag Hydropower Station of JPVL, commissioned and begins power generation MOU signed with Govt of Arunachal Pradesh for setting up of 2700 MW HE project on Siang river and 500 MW HE project on Syon river on BOOT basis 2007 Signing of a joint venture agreement with Steel Authority of India Ltd for setting up a 2.0 MTPA slag based cement plant at Bhilai. Himalayan Expressway Ltd incorporated for implementation of 27.14 km Zirakpur Parwanoo Expressway awarded by NHAI Mandla North Coal Block in District Chindwara allotted to the company for captive requirement of cement business JAL in consortium with Prize Petroleum company Ltd secures the south Rewa block for Oil & Gas exploration under the NELP VI round JHPL signs MOU with PGCIL for formation of a Joint Venture company to lay a 230 km (approx.) long transmission system to evacuate power from the 1000 MW KarchamWangtoo Hydro Electric Project in Himachal Pradesh. Jaypee Greens launched Wish Town a historic residential township in India. Slated to be the Indias largest township development in over 1162 acres. Signed an agreement with the Formula One Administration (FOA) to host the very first F1 Race in India in the year 2011. 2008 Jaypee Ganga Infrastructure Corporation Ltd incorporated for implementation of 1047 Km long 8 lane Access controlled expressway between Greater Noida and Ballia in UP Chunar and Dalla cement plants (UPPCL) in UP commissioned

1.5 MTPA Grinding unit at Panipat, Haryana, commissioned Bokaro Jaypee Cement Ltd incorporated for implementation of 2.1 MTPA slag based cement plant at Bokaro, Jharkand in JV with SAIL 2 MTPA cement capacity plant at Sidhi (M.P.) and 1.20 MTPA cement plant at Sewagram (Gujarat) has also been successfully commissioned. Acquired Bina Power Supply Company Limited (BPSCL) from the Aditya Birla Group to set up a 1250 MW coal fired Thermal Power Plant at Bina, Madhya Pradesh. 2009 Amalgamation of four Group Companies, namely, Jaypee Cement Limited, Gujarat Anjan Cement Limited, Jaypee Hotels Limited and Jaiprakash Enterprises Limited with flagship company JAL. Acquired Sangam Power Generation Company Ltd. for setting up 3 x 660 MW Karchana Thermal Power Project (Phase I : 2x660 MW) & Prayagraj Power Generation Company Ltd. for 5 x 660 MW Bara Thermal Power project (Phase I : 3x660 MW) from UP Power Corporation Ltd. on BOO basis. Signing of MOU for setting up a 2.0 million tonnes per annum capacity cement plant in joint venture with Assam Mineral Development Corporation Limited (AMDC). Group is setting up a Jaypee Hitech Casting Centre with capacity of 18,000 TPA at Rewa, M.P. Jaiprakash Associates 2.4 million tonnes per annum capacity cement plant in Sewagram, Kutch, Gujarat was dedicated to the nation. Amalgamation of Jaiprakash Power Ventures Ltd. with Jaiprakash Hydro-Power Ltd.; the name of the Company i.e. Jaiprakash Hydro-Power Ltd. changed to Jaiprakash Power Ventures Ltd. 2010 Commissioning of 1.75 MnTPA Jaypee Himachal Cement Grinding and Blending Plant, Bagheri (H.P.). Commissioning of 2.2 MnTPA Bhilai Jaypee Cement Ltd., Satna (Madhya Pradesh). 1.2 million tonnes Jaypee Roorkee Cement Grinding Unit (JRCGU) at Roorkee, Uttarakhand

Company/Organizational Profile
Transforming challenges into opportunities has been the hallmark of the Jaypee Group, ever since its inception four decades ago. The Group is a diversified infrastructure conglomerate and has a formidable presence in Engineering & Construction along with interests in the Power, Cement and Hospitality. The infrastructure conglomerate has also expanded into Real Estate & Expressways. ENGINEERING & CONSTRUCTION
The Engineering and Construction wing of the Group is an acknowledged leader in the construction of multi-purpose River Valley and Hydropower projects. It has the unique distinction of having simultaneously executed 13 Hydropower projects spread across 6 states and the neighboring country Bhutan for generating 10,290 MW power. The Group has been assigned CR1 grade by ICRA Ltd. indicating very strong contract execution capacity with best prospects of timely completion of projects, without cost overruns for projects with average value of Rs. 2500 crore. It is the only Group in India, which pre-qualifies on its own for the bidding of various projects that are awarded in the country. A leader in Engineering and Construction of Hydropower projects in India, the Group has the largest market share in the Indian Hydropower, E&C and EPC sector having participated in 54% of Hydropower projects developed in 10th 5Year Plan in different capacities. JAL is the only integrated solution provider for Hydropower projects in the country with a track record of strong project implementation in different capacities and has participated in projects that have added over 8840 MW of Hydroelectricity to the National grid between 2002 to 2009. (AN UNPARALLEL FEATURE IN INDIAN POWER SECTOR). The Group also has the distinction of executing three out of five Hydropower projects contracted on an EPC basis in the country till March 2009. Two of these, 300 MW Chamera - II and 520 MW Omkareshwar, have been completed ahead of schedule. The 900 MW Baglihar (Stage-I and II) Hydroelectric project in Jammu & Kashmir, has been set up in the challenging environment of the State with 22 million cubic meters of concrete, has been the largest EPC project executed in the country in Hydropower sector, so far.

The key non-EPC projects completed across India are 1450 MW Sardar Sarovar Project, the largest water resource project in India, 1000 MW Tehri Dam, Asia's highest rockfill dam., 1000 MW Indira Sagar Power House, second largest surface power house in the country. 1500 MW Nathpa Jhakri Power House, the largest underground surface power house in the country.

The in-house Design and Consultancy Company, Jaypee Ventures Pvt. Ltd. (JVPL), gives JAL a competitive edge over its rivals. The design and engineering arm has been awarded CT1 grade by ICRA with CIDC (The Construction Industry Development Council). This is the highest rating assigned to consultants in the field of Engineering.

POWER
The Group with its operational projects of 300 MW Baspa-II (Himachal Pradesh) and 400 MW Vishnuprayag (Uttarakhand) is Indias largest private sector Hydropower producer. Besides this, 1000 MW Karcham Wangtoo project (Himachal Pradesh) is under advanced stage of implementation. In addition, with 3200 MW projects (2700 MW Lower Siang & 500 MW Hirong ) coming up in Arunachal Pradesh and 720 MW (270 MW Umngot and 450 MW Kynshi Stage II) in Meghalaya, the Group will have total Hydropower generation capacity of over 5600 MW by 2019. After having established a strong presence in the Hydropower sector the Group has initiated its entry into Thermal Power Generation, Power Transmission and also forayed into Wind Power. The Group is in the process of implementing 2 x 660 MW pit head based Nigrie Thermal Power plant in district Singrauli of M.P. and 5x 250 MW Thermal Power plant at Bina M.P. JAL has been awarded LOIs for 1980 MW (3 x 660 MW) Karchana Thermal Power Project and 3300 MW (5 x 660 MW) Bara Thermal Power project in UP. Besides this, 49 MW of Wind Power plant is operational in Maharashtra and Gujarat. The Group is also implementing a Transmission system associated with 1000 MW Karcham Wangtoo Hydro-electric project. The Transmission project will consist of a 230 km long transmission line between Wangtoo in Himachal Pradesh and Abdullapur in Haryana.

CEMENT
Jaypee Group is the 3rd largest cement producer in the country. The group produces special blend of Portland Pozzolana Cement under the brand name Jaypee Cement (PPC). Its cement division currently operates modern, computerized process control cement plants with an aggregate capacity of 20.60 MTPA. The company is in the midst of capacity expansion of its cement business in Northern, Southern, Central, Eastern and Western parts of the country and is slated to be a 22.80 MTPA cement producer by the year FY10 and 33.55 MTPA by FY12 with Captive Thermal Power plants totaling 702 MW.

HOSPITALITY
The Group owns and operates 4 Five Star Hotels, two in New Delhi and one each in Agra and Mussoorie with a total capacity of 644 rooms. Another state-ofthe-art resort and SPA is being set up in collaboration with SIX SENSES at Greater Noida.

REAL ESTATE AND EXPRESSWAYS

The Group is a pioneer in the development of Indias first golf centric Real Estate. Jaypee Greens - a world class fully integrated complex consists of an 18 hole Greg Norman Golf Course. Stretching over 452 acres, it also includes residences, commercial spaces, corporate park, entertainment and nature in abundance. The Group is constructing 165 km long 6 lane Yamuna Expressway project from Noida to Agra and ribbon development on 6175 acres at five or more locations along the expressway for commercial, industrial, institutional, residential and amusement purposes, will also be undertaken as an integral part of the project. In addition to this, 1047 km long 8 lane Ganga Expressway from Greater Noida to Ballia (Eastern Uttar Pradesh) will also be developed by the Group which will be the largest private sector infrastructure project in India.

EDUCATION
People of resources must contribute towards making a better tomorrow for all. Shri Jaiprakash Gaur ji, Founder Chairman of the Group firmly believes that quality education on an affordable basis is the biggest service which, as a corporate citizen, we can provide. Education is the cornerstone to economic development and the strength of 1 billion Indians can be channelized by education alone to build India into a developed nation.

The Group currently provides education across all spectrum of the learning curve through 17 schools, 3 ITI's, 2 colleges and 3 universities catering to over 20,000 students. The Jaypee education system plans to take the vision of service to society through quality education to another plane by expanding its infrastructure to provide education to a universe of 200,000 students in less than a decade from now.

SOCIAL COMMITMENTS
The Group has always believed in growth with a human face and to fulfill its obligations it has set up Jaiprakash Sewa Sansthan (JSS), a not-for-profit trust which primarily serves the objectives of socio economic development, reducing the pain and distress in society. For over 4 decades now, Jaypee Group has supported the socio-economic development of the local environment in which it operates and ensured that the economically and educationally challenged strata around the work surroundings are also benefited from the Groups growth by providing education, medical and other facilities for local development. The Group also undertakes Comprehensive Rural Development Programme (CRDP) which covers a wide range of projects such as free medical camps, health check-ups for village school children, literacy campaigns like Balwadis for young boys and girls, safe drinking water supply, creating huge water reservoirs in different villages, self employment which includes tailoring classes for women and animal husbandry. Some other important activities undertaken include the renovation of old temples, other schools and hospital buildings in the adjoining adopted villages.

ENVIRONMENT
We at Jaypee believe that harmony between the man and his environment is the prime essence of healthy life and living. The sustenance of our ecological balance is therefore of paramount importance. Efforts are made to conserve ecological balance without any harm done to the local flora and fauna. The Group has also taken green initiatives, afforestation drives, resources conservation, water conservation, air quality control and noise pollution control and created a green oasis amidst the limestone belt at the cement complex in Rewa.

Success Key
PROMISE We remain committed, as a Group to strategic business Development in infrastructure, as the key to nation building in the 21st century. We aim to achieve perfection in everything we undertake and we have a commitment to excel. It is the determination to transform every challenge into opportunity; to seize every opportunity to ensure growth and to grow with a Human face that drives us. Jaiprakash Chairman Gaur

VISION STATEMENT To be dynamic and vibrant responsive to the changing economic scenario: and flexible enough to absorb Environmental and physical fluctuations. Harness and inherent strength of available human resource and material have a capacity to learn from success and more than any thing else, ensure Growth with human face.

MISSION STATEMENT Our solitary Mission is to achieve Excellence in every sector that we operate in - be it Engineering & Construction, Cement, Real Estate or Consultancy. To augment our core competencies and adopt the most comprehensive modern

technology to overtake the obstacles in our path of achievement. To obtain sustainable development and simultaneously enhancing the shareholders value and fulfilling our obligations towards building a better India".

Quality Policy

Other Policy Statement

SWOT ANALYSIS
SWOT Analysis is an effective way of identifying your strengths and weaknesses and of examining the opportunities and threats. STRENGTH Potential market is closed to the factory. Establishing brand-historical advantage. Consistent good quality of cement. Prompt Customer Service.

WEAKNESS Dealers are facing Billing problem by the company. Price of Jaypee Cement high in comparison to other competitors. Lack of awareness programme for consumers. They think Jaypee use more fly ash. Not able to supply material on regular basis.

OPPORTUNITIES Well establish brand will be helpful in increasing sales. Growing market. Strong infrastructure requirement for the development of the country and the country is developing in the utter pace.

THREATS Though competition from Prism & ACC. Other brands like Prism and ACC provide maximum profit to the both customer as well as to the dealers & retailers. Dealers expect more margin of profit and incentive to sell Jaypee Cement.

DATA ANALYSIS AND INTERPRETATION

Q1.

In which of the following cement brands do you deal?

Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL RESPONSES Response (%) 35.31 33.11 16.12 12.52 3.06 100%

40 35.31 33.11 30

20 16.12 12.52 10 3.06 0 Jaypee Prism ACC Birla Others

Interpretation:
Maximum dealers & retailers deal in Jaypee & Prism, i.e. 35.31% of dealers & retailers deals in Jaypee & 33.11% of dealers & retailers deals in Prism, whereas very few dealers & retailers deals in ACC, Prism & other brand.

Q2.

What is the share of selling the following cement brands by you in a month?
Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL RESPONSES Response (%) 38.53 32.75 15.01 11.71 2 100%

45 38.53 32.75 30

15

15.01 11.71

2 0 Jaypee Prism ACC Birla Others

Interpretation:
Average sale per month by dealers & retailers for Jaypee & Prism is maximum, i.e. for Jaypee it is 38.53% & for Prism it is 32.75%, whereas for ACC, Birla & other brands average sale per month by dealers & retailers is very less as compared to Jaypee & Prism.

Q3.

While dealing with cement, how important are the following features? Please give rank.
Options COST QUALITY BRAND IMAGE PACKAGING PROMOTIONAL ACTIVITIES TOTAL RESPONSES Response (%) 40.02 37.27 7.06 2.10 13.55 100% RANK 1 2 4 5 3 ---

7.06%

2.1%

13.55%

Cost Quality Brand Image

37.27% 40.02%

Packaging Promotional Activities

Interpretation:
40.02% of dealers & retailers suggested that cost is an important feature while dealing with cement. Thus, cost is ranked 1 st, whereas 37.27% of dealers & retailers suggested that quality should be given preference. So, quality is ranked 2 nd. On the other hand promotional activities are at 3rd rank with 13.55%, brand image is at 4 th rank with 7.06% & packaging is at 5th rank with 2.10%.

Q4.

Give your rank to the following cement brands with due respect to conduct Dealers meeting by a company?
Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL RESPONSES Response (%) 28.22 30.12 25.11 16.55 00 100% RANK 2 1 3 4 5 ---

30.12% Jaypee Prism ACC 25.11% 28.22% Birla Others 0% 16.55%

Interpretation:
30.12% of dealers & retailers are in favor of Prism for conducting dealers meeting, so Prism is ranked 1 st whereas 28.22% of dealers & retailers are in favor of Jaypee, so Jaypee is ranked 2 nd. On the other hand ACC is at 3rd rank with 25.11% & Birla is at 4th rank with 16.55%.

Q5.

Give your rank to the following cement brands with due respect to conduct Road shows for their brand promotion by a company?
Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL RESPONSES Response (%) 30.35 28.57 22.05 19.03 0 100% RANK 1 2 3 4 5 ---

19.03%

0% Jaypee Prism 30.35% ACC Birla Others

22.05%

28.57%

Interpretation:
30.35% of dealers & retailers are in favor of Jaypee for conducting Road shows, so Jaypee is ranked 1 st whereas 28.57% of dealers & retailers are in favor of Prism, so Prism is ranked 2 nd. On the other hand ACC is at 3rd rank with 22.05% & Birla is at 4th rank with 19.03%.

Q6.

Give your rank to the following cement brands with due respect to provide Dealer board & Glow shine board by a company?
Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL RESPONSES Response (%) 37.59 19.70 24.31 18.40 0 100% RANK 1 3 2 4 5 ---

0% 18.4% 37.59% Jaypee Prism ACC Birla 24.31% 19.7% Others

Interpretation:
37.59% of dealers & retailers are in favor of Jaypee for providing better Dealer board & Glow shine board, so Jaypee is ranked 1 st whereas 24.31% of dealers & retailers are in favor of ACC, so ACC is ranked 2nd. On the other hand Prism is at 3 rd rank with 19.7% & Birla is at 4th rank with 18.04%.

Q7.

Give your rank to the following cement brands with due respect to conduct Masson meet by a company?
Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL RESPONSES Response (%) 26.36 30.07 23.45 16.62 3.50 100% RANK 2 1 3 4 5 ---

30.07% Jaypee 23.45% Prism ACC Birla 26.36% 3.5% Others

16.62%

Interpretation:
30.07% of dealers & retailers are in favor of Prism for conducting Masson meet, so Prism is ranked 1st whereas 26.36% of dealers & retailers are in favor of Jaypee, so Jaypee is ranked 2 nd. On the other hand ACC is at 3rd rank with 23.45%, Birla is at 4 th rank with 16.62% & others are at rank 5th with 3.5%.

Q8.

Give your feedback regarding customer help stall at dealers counter.

Options Not held yet Helps customer to know about the feature of different cement brands It promotes the companys name & brand name Helps customer in selecting a suitable cement brand Help dealers & retailers in increasing the sale of different cement brands No feedback TOTAL RESPONSES
5.06% 10.67% 5.96% 1.75% 17.23%
Helps customer to know about the feature of different cem ent brands It prom otes the com panys nam e & brand nam e Helps customer in selecting a suitable cem ent brand Help dealers & retailers in increasing the sale of different cem ent brands No feedback

Response (%) 59.33 10.67 5.06 5.96 1.75 17.23 100%

Not held yet

59.33%

Interpretation:
Maximum dealers & retailers said that customer help stall has not been held yet near their counters. So, according to my view cement companies are not paying much attention towards organizing customer help stall at dealers counter. On the other hand some dealers & retailers refused to give their feedback.

Q9.

Advice/Suggest some activity which you think that we should do for you? Suggestions: 1. Price is not stable in market, which should be stabilized. 2. In some areas there are problems regarding supply, so that problem should be removed. 3. There is limitation on the no. of masons during Mason meet that limitation should be removed. 4. Increase in incentive scheme. 5. The quality of Jaypee cement is good but the blackness of cement is more that should be improved. 6. Future security like insurance policy should be provided to us.

Q10. Do you ever visited in any of the following activities conducted by cement companies at customer level?
Options Customer camp Customer help stall at dealers counter Customer meets No TOTAL RESPONSES Response (%) 15.36 9.55 00 75.09 100%

9.55% 15.36%

0%

Customer camp

Customer help stall at dealers counter Customer meets

No 75.09%

Interpretation:
Maximum no. of customers, i.e. 75.09% has not visited in any activities organized by cement companies at customer level. This shows that either company is not interested in carrying out these activities or customers are not interested in attending these activities. On the other hand 15.36% of customer has visited to Customer camp & 9.55% of customer has visited to Customer help stall at dealers counter.

Q11. Which of the following cement brands are offering better activities at customer level?
Options JAYPEE PRISM ACC BIRLA OTHERS ALL ARE EQUAL TOTAL RESPONSES Response (%) 11.31 19.06 20.00 7.30 00 42.33 100%

11.31%

Jaypee
19.06% 42.33%

Prism ACC Birla Others All are equal

20% 0% 7.3%

Interpretation:
According to 42.33% of customers all cement companies are equal with due respect to conduct activities at customer level. 20% of customers favor ACC for conducting customer level activities, while 19.06% of customers voted for Prism, 11.31% of customers voted for Jaypee, 7.3% customers voted for Birla with due respect to conduct activities at customer level.

Q12. Advice/Suggest something new that we should do at customer level to promote our cement brand? Suggestions: 1. The cost of Jaypee cement is quite high as compared to other cement brands. So cost of Jaypee cement should be minimized. 2. Jaypee cement needs to organize customer meets. 3. Supply in rural areas is not very good. So we have to prefer other cement brand for constructions. Supply needs to be improved.

FINDINGS
After completing the survey many interesting things have been found by me. As per my findings I found the following: 1. Almost all dealers & retailers deal in all kinds of cement brands but most of them like to deal in Jaypee & Prism. Dealers & retailers who deals in Jaypee & Prism said that Jaypee & Prism is very close/near to market so there is an ease of supply, people are also aware of these companies, so cement of Jaypee & Prism is demanded more by them as compared to other cement brands. It is found that the average sale per month of Jaypee & Prism by dealers & retailers is comparably more than other cement brands. According to many dealers & retailers Prism is demanded more but this is limited to Satna city only. On the other hand Jaypee is demanded more not in Satna city only but also its nearby areas like Amarpatan, Ramnagar, Maihar, etc. Maximum dealers & retailers are of the view that in market only those cement brands are preferred most by users which has reasonable cost & good quality. Few dealers & retailers said that they were selling the cement of Jaypee & Prism only because of better Network promotional activities by company for them. According to many dealers & retailers, Dealers Meeting of Prism is good because it takes place at regular interval also the problem faced by dealers & retailers is solved soon by the company during dealers meet. On the other hand Jaypee also conduct Dealers meeting regularly like Prism but they take more time in solving problems faced by us.

2.

3.

4.

5.

It is found that Road Shows has not been conducted by any of the cement company so long but still maximum dealers & retailers are in favor of Jaypee & Prism. Very few dealers & retailers are in favour of ACC & Birla. Jaypee & ACC is favored more by dealers & retailers for providing Dealer Board & Glow Shine Board. Prism, Birla & other brands are also providing Dealer Board & Glow Shine Board to dealers & retailers but many of them complaint about their quality & size. According to many dealers & retailers, Dealer Board & Glow Shine Board of Jaypee & ACC are known for its uniqueness besides quality, size, and color. All cement companies are conducting Mason Meet on regular basis. But it is found that many dealers, retailers & masons are in favor of prism because there are no limitations on the no. of masons during Mason Meet. While there is limitation on the no. of masons during Mason Meet conducted by Jaypee but still it is favored by so many dealers, retailers & masons. On the other hand very few dealers, retailers & masons are in favor of ACC, Birla & others. All cement companies have not conducted Customer help stall at dealers counter so far in Satna & its nearby areas. According to dealers & retailers all cement company should organize Customer help stall at dealers counter as it helps in promoting the companys name & brand name, helps customer to know about the feature of different cement brands, helps customer in selecting a suitable cement brand & finally it help dealers & retailers in increasing the sale of different cement brands. From the study it is also found that maximum no. of cement users (govt. contractor, builders, householders etc.) are not aware of such activities which is conducted by cement companies for them (at customer level).

6.

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10.

During the study it is found that almost all cement companies are equal with due respect to conduct activities at customer level many cement users (govt. contractor, builders, householders etc.).

CONCLUSION
During two weeks of my training I have studied about various Network promotional activities. These Network promotional activities helps cement companies in promoting their cement brands among dealers, retailers & cement users (govt. contractor, builders, householders etc.). All promotional activities have their own importance in promoting cement brands in the market & all are effective. Promotional department plays a significant role in cement brand building. It generates high revenue for company. They offer variety of good quality product, which lure the customers for buying. It produce new brand time to time according to the latest trend. The amendment in the personnel of the company and any achievement of the company due to their valuable contribution leads to enhance the moral of the employees. The company organizes Network promotional activities at dealers, retailers & customers level for strengthening their relationship with dealers, retailers & customers. Network promotional activities help company in the following ways: 1. 2. 3. Network promotional activities motivate dealers & retailers to sell their cement brands in the market. Through Network promotional activities company can capture maximum market share. Company can make their relation strong with dealers, retailers & customers through Network promotional activities.

RECOMMENDATIONS
1. The population of rural areas is not very educated. They always require a suggestion of dealers & retailers, masons and friends. So, company should arrange a meeting (customer meets) for them with dealers & retailers and other experienced users (govt. contractor, builders, householders etc.) of Jaypee cement for at least 1 or 2 months in year. In some areas of Satna the supply is weak so more attention should be paid by company on supply. Price fluctuation is one of the complaints received from maximum dealers & retailers. So company needs to fix prices at reasonable cost & not more than competitors price. In quality there is a problem of fly ash. So company should focus on the quality of production (cement). There is limitation on the no. of masons during mason meet. Company should remove such limitations. Activities at customer level have not been conducted so far. Company should conduct such activities ob regular basis. Company should invest more in R&D.

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ANNEXURE

Biblography
1. Kotler Philip, Marketing Management, Prentice Hall Publishers, 11th edition. 2. Kothari C.R., Research Methodolgy New Age International (P) Ltd., Publishers, 2004 edition. 3. Bagavati & R.S.N.Pillai, Modern Marketing, S.Chand & Company Ltd., 2004edition. 4. www.google.com 5. www.scribd.com 6. www.jalindia.com 7. Business Magazines.

DEAR RESPONDENT, I am doing the survey project in Jaypee Associates Ltd. (Cement division), Rewa (MP) for my summer training. I need your expensive time. I assure you that this survey is only for academic purpose. Name of the firm: Name of person: Type of seller: Contact no.: Date of visit: Q1. ____________________________________ ____________________________________ a) JAP member b) Other dealer c) Consignee ____________________________________ ____________________________________

In which of the following cement brands do you deal? a) Jaypee Cement b) ACC c) Birla c) Prism d) Other If Other then specify the brand _____________________________________________ What is the share of selling the following cement brands by you in a month? CEMENT BRANDS Jaypee Cement ACC Birla Prism Other SHARE OF SELLING (MT)

Q2.

Q3.

While dealing with cement, how important are the following features? Please give rank. FEATURES OF CEMENT BRAND RANK Cost Quality Brand Image Promotional activity for network Packaging

Q4.

Give your rank to the following cement brands with due respect to conduct Dealers meeting by a company?

CEMENT BRAND Jaypee Cement ACC Birla Prism Other

RANK

ePlease specify the reason for ranking 1st to that cement brand ______________________________________________________________________ Q5. Give your rank to the following cement brands with due respect to conduct Road shows for their brand promotion by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1 st to that cement brand _______________________________________________________________________ _ Q6. Give your rank to the following cement brands with due respect to provide Dealer board & Glow shine board by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1 st to that cement brand _______________________________________________________________________ _ Q7. Give your rank to the following cement brands with due respect to conduct Masson meet by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1 st to that cement brand _______________________________________________________________________ _ Q8. Give your feedback regarding customer help stall at dealers counter. How it helps your business? _______________________________________________________________________ _ _______________________________________________________________________ _ Q9. Advice/Suggest some activity which you think that we should do for you? _______________________________________________________________________ _ _______________________________________________________________________ _ TO BE FILLED BY CUSTOMERS Q10. Do you ever visited in any of the following activities conducted by the cement companies at customer level? ACTIVITIES AT YES NO CUSTOMER LEVEL Customer camp

Customer help stall at dealers counter Customer meets If yes then specify the companys name _______________________________________ Q11. Which of the following cement brands are offering better activities at customer level? a) Jaypee Cement b) ACC c) Birla c) Prism d) Other If Other then specify the brand _____________________________________________ Advice/Suggest something new that we should do at customer level to promote our cement brand? _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ ___

Q12.