MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY

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THE INDIAN INSTITUTE OF PLANNING & MANAGEMENT, AHMEDABAD

THESIS TOPIC “MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY” SUBMITTED BY Abdul Latif Sultan PGP/SS/04-06 ALUMNI REFERENCE ID: SS/04-06/AHD/MKTG/16(A) SUMISSION DATE: January, 2010 GUIDED BY Prof. Premchandrahas Sastry SIGNATURE OF STUDENT: -

SIGNATURE OF THESIS GUIDE:-

The Indian Institute of Planning & Management-Ahmedabad

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY

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LETTER OF CONSENT
To, Prof. Pabitra Ranjan, IIPM, Ahmedabad, 19, Inqulab Society, Gulbai Tekra, Ahmedabad-380015. Respected Sir, Subject: Letter of Consent With reference to the thesis to be undertaken by Mr. Abdul Latif Sultan (student of batch PGP/SS/04-06), this is to inform that I will support him as a guide throughout his thesis on the topic “Marketing strategies & distribution channels for marble industry”. I will help him in all possible ways.

Thanking you,

yours sincerely,

Dated: - June 1, 2009

Prof. Premchandrahas Sastry

The Indian Institute of Planning & Management-Ahmedabad

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY

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LETTER OF APPROVAL
THESIS TOPIC APPROVAL (MARKETING) PGP/SS/04-06-AHMEDABAD

Student Name: Abdul Latif Sultan Dear Abdul, This is to intimate that Prof. Premchandrahas Sastry would guide you through the Thesis. This letter is a formal approval to the topic proposed by you “Marketing strategies & distribution channels for marble industry”. Pleas go ahead with the Thesis. Remember to register yourself at the Library & send the id number to Prof. Pabitra Ranjan Chakravorty at the Academic department for his records. Furthermore, you are required to send Prof. Pabitra Ranjan Chakravorty at the Academic department at least 6 Thesis Guidance Response Sheet every time you interact with your Guide during the course of the Thesis. The Response Sheet should contain the following Details: 1. Your Name 2. Your ID number 3. The Topic of the Study 4. Questionnaire which you have made to collect Primary Data (in the first or the second Response sheet) 5. Date when the Guide was consulted. 6. The outcome of the discussion 7. The Progress of the Thesis Wish you all the best. Regards, Pabitra Ranjan Chakravorty Dated: 08/06/09

The Indian Institute of Planning & Management-Ahmedabad

Furthermore. growing economy.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 4 PREFACE Operating in today’s global landscape is different from the previous years due to the dispersed configuration of business activities. we have based our analysis on the Indian marble industry that comprises of players that are highly unprofessional and lack the capability to operate in a globalized economy. grounded infrastructure for business conduct. tough competition has made the marketers to compete in terms of not only quality but also with respect to lower price & value added features. Along with the establishment of norms and standards in the “organized sectors”. availability of data. The “unorganized sector” comprises of industries that have not yet fully adapted to market forces and lack the degree of professionalism in business conduct. a country such as India comprises of a huge “unorganized sector” of industries that fail to understand the current nerve of market. In order to do so. The aim of this thesis is to shed light on some of the challenges the unorganized sector faces. internet. Privatization. easy & faster transportation system. & Liberalization) has opened the doors for almost any business to go global. The core facilitators for such a drift are growth in the telecommunication sector. GPL (Globalization. The Indian Institute of Planning & Management-Ahmedabad .

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 5 ACKNOWLEDGEMENT No thesis like this happens without the help & counsel of number of people. > Professors & seniors for providing the stimulus for making this thesis successful. I am thankful to various traders for providing me data which proved to be helpful in finding strategic alternatives & marketing options for The Indian Institute of Planning & Management-Ahmedabad . & I heartily thank him for providing me the guidance whenever needed. who gave me guidance. I am also thankful to Prof. & encouragement from many quarters. > A number of academics & practitioners for generously sharing their insight & experience with me. professional help. A mammoth thesis of this nature calls for intellectual nourishment. IIPM – Ahmedabad. It is my immense pleasure to work under the guidance of Professor Premchandrahas Sastry. I’d like to thank my institution. I would like to express my gratitude to: > The pioneers in the field of marketing management who have shaped their understanding through their rich & varied contributions. Pabitra Ranjan Chakravorty. for providing me this great opportunity & attempting to inculcate the traits needed to succeed. I am thankful to various gang saw industries at Abu Road which help in revising my past practical learning related to the value chain of marble. I am thankful to my father for sharing his thirty years of experience of mining with me & that he once involved me in the family business for three years as a Business Operation Manager before I joined the Bschool. My heuristic approach towards the project was one of the major contributors in the outcomes that we arrived at.

Research Assistant. Zeeshan Sultan.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY marble. Hanif Sultan. I am thankful to Mr. Chair of Microeconomics and Industrial Organization at WHU-Otto Business School of Management (Vallendar. Germany). I am thankful to various industry experts & executives for sharing relevant information & valuable thoughts with me & helped me in writing my thesis. Privatization Directorate. for analyzing my thesis. 6 I am also thankful to Mr. Abu Dhabi Water & Electricity Authority & the member of International Desalination Association (IDA) for critically analyzing my thesis. The Indian Institute of Planning & Management-Ahmedabad .

Growth in marble products & its market size. news. Kinds of marble most demanded. Market focus of local producers. The Indian Institute of Planning & Management-Ahmedabad . as well as international market. books & articles. Its domestic. Research methodology: Primary research By visiting & interviewing various marble mines & industries dealing with marble & marble products. Value chain of marble.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 7 SYNOPSIS Synopsis for the thesis titled “Marketing strategies & distribution channels for marble industry” Objectives of the thesis • • • • • • • • To study this unorganized sector where profit is more than 300%. The future opportunity. Secondary research Through various sites. various organizations attached with this industry. magazines on Marble industry. blogs. Missed opportunity.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY

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EXECUTIVE SUMMARY
A country like India is rich in natural resources, whereby, most of the exploitation of these resources is done by small & medium players. Up to certain extent the metal industry falls under the organized structure of its sector, the marble & stone industry still fall completely under unorganized sector category. The marble and stone industry in India constitutes of small local players that operate on informal and non-professional means of business conduct with feeble marketing constructs. These firms operate locally and are family-run businesses having limited knowledge on the policies enacted by the Indian government and often run into financially unstable environment. En route to pacing developments in India, GPL (Globalization, Privatization, & Liberalization) has helped many industries to restructure their activities and build competitive tools. India has its strength in these unorganized sectors as it employed a significant amount of its population in the rural India. Over the years, with governmental aid, some of the unorganized industries have been transformed into efficient industrial domains, whereby, they have learned to adapt to competitive pressure emerging from multinational corporations (MNCs) and have set up a strong foot hold in the national market. The thesis efforts to study the value chain of the Indian marble industry and to indentify innovative marketing strategies for the same. Often it is the case in industries operating in the unorganized sector that they are deficient of a financial muscle and are not able to generate financial aid. The thesis further pinpoints the ongoing marketing strategies and the distribution channels of the marble industry. The industry, belonging to the unorganized sector, faces a few setbacks that have a negative impact on the profitability of the firms. Therefore, this document outlines a few strategies The Indian Institute of Planning & Management-Ahmedabad

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY

whereby

firms

can

further

operate

with

reduced

inefficiencies

and

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significantly enhance their profitability by adopting professional means of business conduct.

The Indian Institute of Planning & Management-Ahmedabad

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY

TABLE OF CONTENTS: CHAPTER 1 INTRODUCTION

Pg. No. 16 16 17 18 20 20 20 22 23 25 25 26 28 29 31 32 36 36 36 37 37

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1.1 MARBLE INDUSTRY: - THE NATURE OF THIS SECTOR 1.2 MARBLE (A DIMENSIONAL STONE) 1.3 TYPES OF MARBLE FOUND WORLDWIDE CHAPTER 2 MARBLE PRODUCT PARAMETERS & MARKET 2.1 PARAMETERS FOR THE SELECTION OF MARBLE: 2.2 PRODUCT CATEGORIES AFTER PROCESSING CHAPTER 3 WORLD MARBLE INDUSTRY 3.1 EXPORT & IMPORT TRENDS 3.2 GEOGRAPHICAL ANALYSIS 3.2.1 ITALY 3.2.2 TURKEY 3.2.3 CHINA 3.2.4 SPAIN 3.2.5 GREECE 3.2.6 INDIA CHAPTER 4 INDIAN MARBLE INDUSTRY 4.1: INDIAN STONE INDUSTRY - AN INSIGHT 4.2 A TRADITIONAL CULTURE 4.3: MARBLE INDUSTRY IN INDIA 4.4: MARBLE RESERVE IN INDIA

4.5 CLASSIFICATION OF INDIAN MARBLE (AS COMPARED TO INTERNATIONAL STANDARD) 38 The Indian Institute of Planning & Management-Ahmedabad

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 4.1 BUSINESS STATUS 5.12: ROYALTY The Indian Institute of Planning & Management-Ahmedabad 40 40 40 41 42 42 42 42 43 43 43 43 44 44 44 44 45 45 46 47 48 48 49 49 49 11 .6 PRODUCTS & PROCESS TECHNOLOGY OF RENOWNED INDIAN STONE INDUSTRY: 38 4.7.8 ASSAM 4.7.7.1.1.11 NAGALAND CHAPTER 5: ANALYSIS OF BUSINESS OPERATIONS 5.1.1.9 WASTE MANAGEMENT 5.7.3 HUMAN RESOURCE 5.1: RAJASTHAN 4.7.2: GUJARAT 4.7.7 UTTAR PRADESH 4.3 MADHYA PRADESH (MP) 4.11: INFRASTRUCTURE 5.10 DISTRIBUTION CHANNELS OF MARBLE 5.1.5 ANDHRA PRADESH 4.6: TRANSPORTATION 5.1.10 JAMMU & KASHMIR 4.7.4: HARAYANA 4.4: PRODUCTS & PRODUCTION 5.9 CHHATTISGARH 4.2 ACCOUNT MAINTAINING 5.7.6 ARUNACHAL PRADESH 4.7.1.1.7.1.7.5 SLAB COST DISTRIBUTION 5.7 STATE WISE CLASSIFICATION OF MARBLE 4.1.1.7 FINAL PRODUCTS 5.8 MAIN MARKET OF MARBLE 5.

1 GOVERNMENT RESEARCH CENTRES & INSTITUTES FOR MINING POLICIES.14 MINING TECHNIQUES FOR MARBLE 5.1.1.13 COMPETITORS 5.1: INDIAN BUREAU OF MINES (IBM) 50 51 51 53 12 53 53 6.1.1.2 NATIONAL INSTITUTE OF ROCK MECHANICS (NIRM) 55 6.1.1.2: SAMPLES 7. 57 57 57 57 64 67 73 78 82 134 The Indian Institute of Planning & Management-Ahmedabad .3: OBSERVATIONS & FINDINGS 8: SWOT ANALYSIS OF MARBLE INDUSTRY 9: CONCLUSION & SUGGESTIONS 10: BIBLIOGRAPHY 11: GLOSSARY 12: ANNEXURE: ARTICLES & QUESTIONNAIRES 13: RESPONSE SHEETS Pg.1: RESEARCH OBJECTIVE 7.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 5. No.15 MARBLE JOB WORK (VALUE CHAIN) CHAPTER 6 GOVERNMENT INTERVENTION IN MINING 6.3 DEPARTMENT OF DIMENSIONAL STONE TECHNOLOGY 56 FEASIBILITY STUDY 7: RESEARCH METHODOLOGY 7. REGULATIONS & DEVELOPMENT 6.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 13 LIST OF TABLES Table 5.1 Flow Diagram (Production Process) for Mines and the processing 52 The Indian Institute of Planning & Management-Ahmedabad .

6 ITALY-TOP FIVE COUNTRIES FOR THE EXPORT OF WORKED & FINISHED PRODUCTS OF MARBLE 26 FIGURE 3.9 CHINA-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 29 FIGURE 3..16 INDIA-TOP FIVE COUNTRIES FROM WHERE WORKED & FINISHED PRODUCTS OF MARBLE IMPORTED The Indian Institute of Planning & Management-Ahmedabad 33 . FIGURE 3.2 MARBLE & MARBLE PRODUCTS FIGURE 3.......15 INDIA-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 33 FIGURE 3...4 WORLD MARBLE IMPORTS 22 23 24 25 FIGURE 3....1 WORLD DEMAND STATISTICS FIGURE 3....14 INDIA-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 32 FIGURE 3.Pg.11 SPAIN-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 30 FIGURE 3.13 GREECE-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 32 FIGURE 3...10 SPAIN-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 30 FIGURE 3.... No...5 ITALY-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 26 FIGURE 3...3 WORLD MARBLE CONSUMPTION FIGURE 3......8 CHINA-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 29 FIGURE 3.......12GREECE-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 31 FIGURE 3.7 TURKEY’S MARBLE EXPORT 28 FIGURE 3...MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 14 TABLE OF FIGURES………………………………...

18 WORLD’S TOP FIVE COUNTRIES FOR THE TOTAL EXPORT OF ROUGH BLOCKS & SLABS OF MARBLE 34 FIGURE 3.4 LOCATION ANALYSIS MAP 37 15 39 41 42 The Indian Institute of Planning & Management-Ahmedabad .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY FIGURE 3.17 INDIA-TOP FIVE COUNTRIES FROM WHERE ROUGH BLOCKS & SLABS OF MARBLE IMPORTED 34 FIGURE 3.2 ITEM WISE EXPORT OF GRANITE.1 MARBLE DEPOSITS IN INDIA FIGURE 4.3 MINERAL MAP OF BANASKANTHA DISTRICT FIGURE 4.19 WORLD’S TOP FIVE COUNTRIES FOR THE TOTAL EXPORT OF WORKED & FINISHED PRODUCTS OF MARBLE 35 FIGURE 4. NATURAL STONES & PORDUCTS FROM INDIA FIGURE 4.

As per the NSSO (National Sample Survey Organization)’s survey during 1999-2000. i.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 16 CHAPTER 1 INTRODUCTION 1. yet their data is never known in exact terms because of the exclusion they have got in majority of tax applications. The National Account Statistics (NAS) report that the unorganized sector acts a strong production base for India economic indices and is yet neglected or unaware from taxation point of view due to its complex structure. Japan. The unorganized sector comprises of low skilled labor possessing no degree of specialization. only 28 million workers are employed in the organized sector out of total 397 million workforce & the rest of them lie in the unorganized sector.THE NATURE OF THIS SECTOR As far as India is concerned the marble industry falls under unorganized or informal sector.1 MARBLE INDUSTRY: . The unorganized sector constitutes a major proportion of Indian industries and the marble industry being one of constituents in this segment. unorganized sector signifies those enterprises whose activities go without maintaining any regular accounts or regulation of any legal provision. On the other hand. Although the Indian government holds a huge number of articles for small scale & tiny sectors. Firms operating in this segment are crowded by uncertainties due to lack of documented information and the complexities in accumulating and managing industry specific resources. (INFORMALSECTORININDIA) Considering the world’s top three highly populated countries. whereas. the organized sector possess detailed documents with descriptive statistics via the budget documents or reports etc.e. China & India they transformed the huge population lying in large numbers The Indian Institute of Planning & Management-Ahmedabad .

‘marketing’ is so basic that it cannot be considered as a separate function. Though. Marble is a crystalline. Japan did it with its high skill in technology development via large sector & free market system.2 MARBLE (A Dimensional Stone) The word dimensional stones refer to the durable stones which can be cut to sizes.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY of villages & small industries in to a productive source through different 17 strategies. changes in the growth strategy with the arrival of an important development on a major scale etc. According to Peter Drucker. compact variety of metamorphosed limestone. [Kamal Taori] 1. i. Furthermore. finance. uncertain market behavior. customer. granite. It’s the thing seen from customer’s perception. it is required to bring in matters like production.e. there is an advantage of its own kind in the rural unemployment & penniless too have had their pressures on the planners to let this sector a befitting status. For the understanding of the role of marketing. these industries could not be widen because of the lack of an industrial infrastructure. technological backwardness. Silica compounds (siliceous) for granite & Shale clay for slate & it is the mineral base in these stones which distinguishes them from each other. at least to the extent that it appears on paper or is not neglected. India has a ‘mixed economic policy’ till date that follows a protectionist policy for the growth of these industries. dolomite (CaMg (CO3)2 or a The Indian Institute of Planning & Management-Ahmedabad . consisting primarily of calcite (CaCO3). slates etc. marble. personnel & of course last but not the least. whereas in China each such unit meets the norms under its closed economic system. These stones belong to a same family resulted from the combinations of different minerals such as calcium compounds (calcareous) for marbles. polished & used for construction purposes.

68 to 2. ‘Carrara’. and Great Britain & in the United States. dolomite or metamorphism of older marble. it must be protected from such environment & rain as it is a durable product under a dry atmosphere. Mineral impurities add color in multicolored patterns. ex. Turkey. The unique shine of these marble results from the reflection of light lying in the surface of inner crystals. though pure calcite is white. marble refers to the composition of any rock with calcium carbonate including limestone that takes polish. This chemical formation results in to an interlocking mosaic of calcite. Marble is quite sensitive towards moist or acidic environment & disintegrated easily under such environment. such as alabaster. If we extend the term further. ‘Boticena & Onyx’ (Green). aragonite &/or dolomite crystals from the recrystallization of the original rock. Greece. The formation of marble takes place from 18 the contact metamorphism of sedimentary carbonate rocks such as limestone. ‘Thassos’. it includes other stones too. iron oxides.3 TYPES OF MARBLE FOUND WORLDWIDE The major categories of marble comprises of ‘Beijing White’. thus it is a metamorphic rock. (Annexure-1)] The Indian Institute of Planning & Management-Ahmedabad . silt. ‘White’ and ‘Yule’ that are available worldwide. ‘Danby’. India. [See f. Brazil. If taken in a commercial term. The metamorphism of very pure limestone results in to a pure white marble. sand. ‘Macael Nabresina’. Afghanistan. The fossils & sedimentary textures present in the original rock get destroyed due to the temperatures & pressures. 1. ‘Red’. Statuary marble is the purest white form of marble with visible crystalline structure.72. Thus. whereas clay. ‘Vencac’. The thickness of marble in terms of gravity varies between 2. ‘Parian’. or chert present as a layers or grains in the limestone result in varieties of colored marble. Pakistan. ‘Fauske’ ‘Katni’. ‘Llano Pink’. Wide deposits of marble lie in various countries like Italy. Spain.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY combination of both minerals. China. serpentine & other soft rocks.

e. the waxy looks of a human body sculptures form due to the low index of calcite which allows light to penetrate some millimeters in to the stone before being scattered out. London. & Marble Hill. Ohio. ARTIFICIAL MARBLE For the artificial marble. homogeneity & a comparative confrontation to devastating. relative isotropy. i. a paint which will resemble original marble. Marble Arch. India's Marble Rocks. & the towns of Marble. Besides. white marble have been a primary choice for the 19 monuments for its softness. toothpaste. the Sea of Marmara. Around threequarters of the calcium carbonate worldwide is made from ground marble. CONSTRUCTION MARBLE The word “crystalline calcite rock” is used in the construction & dimension stone trade for any crystalline calcitic rock. (absolute astronomy) The Indian Institute of Planning & Management-Ahmedabad . The Holston formation (as the name given by geologists) which form the “Tennessee marble”. Marble. plastics. INDUSTRIAL USE For the use of calcium carbonate in various products such as paper. Minnesota.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Since the ancient times. Colorado. & paints colorless & light-colored marble (aka ground marble) are used as it is a pure form of calcium carbonate. New York are some of the globally known places named after marble. CULTURAL ASSOCIATIONS The Greek & Roman culture tell their association with marble through their monuments & sculptures which is known worldwide. Manhattan. Marblehead. which are thick grainy fossiliferous gray to pink to maroon Ordovician limestone are useful as building stone. Wide range of varieties & color choices availability for marble make it a first choice as decorative material. faux marble or faux marbling technique is used.

the market has the marble with rare colors. medium & large grain materials are the general form of grain size.2 PRODUCT CATEGORIES AFTER PROCESSING SLABS Large semi processed sheets of marble with varied sizes & thickness of nearly 2 inches are called slabs. GRAIN SIZE Fine. They are rated on three basic characteristics namely.e. PATTERN Pattern has its effect on the looks of marble. large grain size & heterogeneous pattern. Fine grain materials have a micro hardness & are meant for load bearing areas & sharp corners. sizes & patterns are meant for different segments of customers. the vary combinations of colors. markets. i. i. 2.1 PARAMETERS FOR THE SELECTION OF MARBLE: Marble is selected on the basis of various parameter meant for its specific & end use.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 20 CHAPTER 2 MARBLE PRODUCT PARAMETERS & MARKET 2. European markets prefer white marble while Middle East & far eastern markets demand for white. color.e. thus it plays a major role. fine grain & homogeneous pattern of marble or for medium grain. pattern and grain size. COLOUR Color has its importance in the market for marble which varies as per time. black & beige marble. Grain size is meant for the use of marble rather than its looks. common colors & homogeneous pattern. whereas Medium & especially the large grain materials are unsuitable for those areas as there are chances of their breakage & cracks. Thus. & for the medium price range. customers with high price range look for rare color. and marble type from country to country. They are either exported to the The Indian Institute of Planning & Management-Ahmedabad .

They are used in flooring & facing in the construction industry. shades & color. flooring & other related purposes.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY international markets or processed further in the local industry. UNPOLISHED TILES The segment which opts for lower price of marble succumbs to unpolished tiles. Though. DECORATIVE ITEMS Various fancy items such as vase. they are sent for further processing. whereas in the countries with high labor cost carving is done with CNC machines. They vary in size which ranges from 1 inch to 0. Price range of slabs depends on their quality & the size of the sheet. wall facing. in developing countries like India these are produced without the high tech machineries. They are pretty expensive than the unpolished tiles & are sold with price variation based on their vein structure. There 21 are various uses of those slabs such as table or kitchen tops. MARBLE CHIPS Tiny pieces of crushed marble which are produced on completely different machinery meant for stone crushers of various grades. POLISHED TILES Well & fully processed tiles of marble are known as polished tiles. normally.e. sculptures. i.5 cm as per the consumer choice.pk/) The Indian Institute of Planning & Management-Ahmedabad .org. (unido. Units which don’t have machineries to finish & section them sell them this way. pillars etc are produced worldwide with the variation of their manufacturing techniques.

namely. the top marble importer countries series wise are: Germany. Switzerland & Saudi Arabia import over one million tons. The Indian Institute of Planning & Management-Ahmedabad . and Portugal (5%).1 shows the demand of marble worldwide (in a span of five years) from the year 2003 till 2007.com (as on 20/08/09) Median Average Figure 3. France.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 22 CHAPTER 3 WORLD MARBLE INDUSTRY According to the site “tunisianindustry. Italy. While it comes to major importer countries of marble. Spain & China. Hong Kong. the Benelux countries. approximately 57% of the world's marble exports are contributed primarily by five countries. Spain (6%). i. (tunisianindustry) Figure 3. It represents a constant growth in the demand of marble which is supposed to be the total finished marble exported by some major exporting countries. China (16%).e.net”. Whereas other countries such as USA. Turkey. India (10%).1 WORLD DEMAND STATISTIC (S) Index numbers/2000=100 450 400 350 300 250 200 150 100 50 0 2003 2004 2005 2006 2007 Source: basicmines. Japan & Taiwan for the import of nearly 4 million tons together. Italy (20%).

The Indian Institute of Planning & Management-Ahmedabad . showing a surge in demand for finished and non finished products.com) Since 1990s. Indian marble exports amounted to aprrox Rs. Taiwan.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY The world’s demand for marble on the measure of average annual 23 increase. (basicsmines) 3.1 EXPORT & IMPORT TRENDS The primary receivers of Indian marble exports are USA. Japan. Italy. (cdos-india.7% while keeping the year 2000 as the base year (2000=100). the world’s marble industry has been showing a rapid growth & is estimated to grow at 8% per annum rate in the future. 3000 million in the year 2007.2 Figure 3.2 above depicts the value of exports (in Rs millions) from the year 2000-2007. Figure 3. it is 13. Germany & China. This is supposed to be a large industry where its global producers target the international market.

The situation by 2025 may increase the consumption of marble in the international market by 60%. the world’s leading marble producing countries target the international market due to which the domestic demand gets outpaced. Now. That included polished marble (1247 mn).o C l u m n 1 0102030405060205 Import of marble globally in the year 2003 was around USD 2. During the year 2003. accounted for the total consumption of 24 marble worldwide.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Nearly 820 million sq. m. leaving the domestic market with 40% which can be seen in the figure 3. which is estimated to reach up to 4. 5 0 6 4 0 2 0 3 1 0 0 2 0 0 3 3 D . m. The Indian Institute of Planning & Management-Ahmedabad .o C l u m n 3 3 D . by 2025. whereas the remainder was consumed domestically.3.o C l u m n 2 3 D . unpolished slabs (535 mn). uncut marble (417 mn) & blocks (cut marble) (354 mn) as shown in the figure3.4.5bn. a total of 54% of marble production was consumed in the international market.4 billion sq.

modern technologies that are constantly established communication between stone suppliers & machine manufacturers keeping them ahead in the competitive arena.4 WORLD MARBLE IMPORTS-US $ 2. fueled the demand for the Italian marble other than prominent countries like the US and Germany. Slovenia & Turkey. Morocco. Croatia. (immcarrara) Exports As per IMM Carara.5 BN Source: USAID Trade Map 2003 (as on 20/08/09) 21% 14% 25 BLOCKS (CUT MARBLE)354 POLISHED MARBLE PRODUCTS-1247 UNCUT MARBLE (STONE)-417 UNPOLISHED SLABS535 16% 49% (mpsidc.com) Italian marble blocks are majorly exported to the European markets such as Spain. Italy reports Egypt. Poland. with respect to color and sizes that adds to their attractive global demand.org) 3.2. Portugal. Libya. Algeria. Italian stones possess a greater diversity.1 ITALY Along with the availability of stone materials. Furthermore markets such as Russia. Tunisia and China as the top five countries with respect to the export of rough blocks and The Indian Institute of Planning & Management-Ahmedabad .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3. Switzerland & the Arab Emirates.2 GEOGRAPHICAL ANALYSIS 3. (stonepanorama. in 2007. Greece. India. A traditional world leader in its sector Italy has advantages like highly skilled workers.

as of today.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY slabs of marble.6 ITALY-TOP FIVE COUNTRIES FOR THE EXPORTS OF WORKED & FINISHED PRODUCTS OF MARBLE 25000 20000 SPAIN Thousand Tons 15000 10000 5000 0 2004 2005 2006 2007 2008 GERMANY UAE SAUDI ARABIA USA Source: IMM Carrara (as on 20/08/09) 3.2 TURKEY The Turkish stone industry. Figure 3.5 depicts the quantity in thousand tons for export to the respective countries. Afyon Tigerskin. UAE. Besides. Figure-3. Figure 3. Germany.5 ITALY-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED (thousand tons) 25000 20000 15000 10000 5000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) 26 EGYPT LIBYA INDIA TUNISIA CHINA Similarly. Turkey has other world famous range of marble such as Afyon White. the worked and finished marble products are primarily exported to Spain. Figure 3. Elazig The Indian Institute of Planning & Management-Ahmedabad .6 shows the top five countries with quantity in thousand tons. Marmara White. Bilecik Pink. Burdur Brown. Saudi Arabia and USA. (stonepanorama.com) Turkey’s vast marble reserves are easily & well compatible with the marble found worldwide with their more than 100 varieties such as very light gray to black & brilliant white shades. 60% of the deposits and factories are spread over a radius of 400 Km near Izmir. Denizli Travertine. comprises of 2000 quarries & 1500 factories.2.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Cherry. Canada.org. Saudi Arabia & the United Arab Emirates in 2008. India.A. Exports Turkish stone industry showed a rapid growth within a time span of ten years.com) 27 In the recent years. the total amount of marble exported by Turkey since the year 2004 till the year 2008 in tons is depicted below in figure 3.7:- The Indian Institute of Planning & Management-Ahmedabad . (IGEME-Export Promotion Centre of Turkey. were majorly exported to China.tr) As per the reports from the Undersecretarial for Foreign Trade & IGEME. the United Kingdom. 2009) (igeme. in export value. Additionally..S. Whereas. The amount of the total value of natural stone exports accounted to US$ 1. processed marble accounts for approximately US$ 887 million export value that were primarily exported to the countries like U. and Aksehir Black. Italy. (stoneinturkey. Amongst the processed & block marble. Golpazarı Beige. Aeagan Bordeaux. Turkey has enjoyed 25% of exports due to its availability of diverse color patterns as highlighted above. block marble with US$ 438 million. the Turkish marble industry is quite promising for its national & international investors in terms of future profit.3 billion in 2008. Milas Kavaklidere. Syria & Greece. of which nearly 63% was cut & polished processed marble. Karacabey Black.

Shanxi Liuba and Guangdong Yingde marble mine are some of the main marble mining provinces amongst which Guangdong and Hebei hold leadership positioning. The period from the year 2004 through 2008 has experienced a growth of approximately 2% to South Korea.org) (stoneinturkey. (stonetechfair. Hubei Huangshi. being the largest importer in the finished marble stones segment.com) 3. Until the year 2006. Sichuan Baoxin. meters. the total marble production in China was 900 million sq.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3.8 shows the top five countries in terms of worked & finished marble exported to by China as per the data provided by IMM:- The Indian Institute of Planning & Management-Ahmedabad .org) (igeme. Figure 3.7 TURKEY'S MARBLE EXPORT (QUANTITY: TON) 3500000 3000000 2500000 2000000 1500000 1000000 500000 0 2004 2005 2006 2007 2008 Sources: Undersecretarial for Foreign Trade IGEME: Export Promotion Centre T-2009 (as on 20/08/09) BLOCK MARBLE PROCESSED MARBLE 28 (ctacc.2. Jiangsu Yixin and Ganyu.com) (scjjky. Hebei Quyang.com) EXPORT A total of approximately 31000 tons of worked and finished marble stones were exported from China in 2008.3 CHINA There are approximately 123 mines 26 provinces for the marble production in China.

South Korea and Hong Kong.9 indicates. (stoneworld. Japan.8 CHINA-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 35000 30000 25000 TAIWAN Thousand Tons 20000 15000 10000 5000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) 29 JAPAN HONG KONG USA SOUTH KOREA The scenario for the rough blocks and marble slabs is quite different from the finished products.4 SPAIN There are more than 1000 small & medium companies & 700 quarries in Spain trading with the dimensional stones such as marble.2. granite & slate. Other regions that contributed to this segment were Holland. Various reports including the above one were presented at Piedra 2008 giving various details of Spanish marble industry such as the size & activities of that sector on an international level.9 CHINA-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 5000 4500 4000 3500 Thousand Tons 3000 2500 2000 1500 1000 500 0 2004 2005 2006 2007 2008 Source:IMM Carrara (as on 20/08/09) HOLLAND JAPAN SOUTH KOREA HONG KONG TAIWAN 3. Figure 3.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3. Taiwan remained a dominant importer of unprocessed marbles with 41000 tons in 2008.com) The Indian Institute of Planning & Management-Ahmedabad . As figure 3.

10 SPAIN-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 50000 45000 40000 35000 30000 Thousand Tons 25000 20000 15000 10000 5000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) UAE ITALY HONG KONG USA CHINA 30 When it comes to worked & finished products of marble exported by Spain. UAE & Italy again have their place in the top five countries where worked & finished products of marble were exported during last four year. Figure 3. that is. Italy. from the year 2004 till the year 2008. Hong Kong & China were the top five countries where the most amount of rough blocks & slabs of marble were exported between the time period of 2004 to 2008.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY EXPORTS UAE. Figure below shows the amount of marble in tons being exported by Spain (representing only top five countries it was exported to):Figure 3. USA.11 SPAIN-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 3500 3000 Thousand Tons 2500 2000 1500 1000 500 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) UAE ITALY PORTUGA L FRANCE MEXICO The Indian Institute of Planning & Management-Ahmedabad .

2. During the year 2004 it was ranked 4th in the world marble exports & 6th in the world marble production.5 GREECE 31 Greece too holds a good status in the world for its marble. Albania & China during last five years.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 3. 2004 to 2008:- The Indian Institute of Planning & Management-Ahmedabad . Bulgaria. Brazil. Hong Kong.net) EXPORT As per the data provided by IMM.12 GREECE-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 1600 1400 1200 1000 Thousand Tons 800 600 400 200 0 2004 2005 2006 2007 2008 SINGAPORE SPAIN BRAZIL CYPRUS USA Source: IMM Carrara (as on 20/08/09) Greece exported most of its rough blocks & slabs of marble to J Rep. Singapore. Cyprus & USA were marked as the top countries for that:Figure 3. that is. Throughout the world it is considered as top level architectural material & thus used that way. (marblemarket. Spain. following is the amount in ton for the exports of worked & finished products of marble by Greece.

Madhya Pradesh. Sikkim. Gujarat. Haryana & Andhra Pradesh. Maharashtra.14 & 3. in the time span of year 2004 till year 2008. Jammu & Kashmir. countries shown in the figure 3. it has been Rajasthan. Various Indian states have a wide reserve of marble.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3.6 INDIA India o w n s a wide b a n d o f marble. Rank wise. some other states like Bihar. Now. (India report marble industry) EXPORT India holds its rank amongst the top marble exporting countries.13 GREECE-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 14000 12000 10000 8000 Thousand Tons 6000 4000 2000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) FOR J REP HONG KONG BULGARIA ALBANIA 32 3. i. and Uttar Pradesh & Bengal are also coming up with newer varieties of marble. As per the data the website of “immcarrara”. Rajasthan reserves 90% of the total marble deposits in India.e.2.15 are the countries to which India exported the most amount of marble during those last five years. The Indian Institute of Planning & Management-Ahmedabad .

Egypt. China.17 show those countries with the total amount of marble imported.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3.15 INDIA-TOP FIVE COUNTRIES WHERE ROUGH BLOCKS & SLABS OF MARBLE EXPORTED 7000 6000 5000 4000 Thousand Tons 3000 2000 1000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) ITALY NEPAL EGYPT CHINA IMPORT Italy. The Indian Institute of Planning & Management-Ahmedabad . Turkey & Iran were the countries from where India imported the most amount of marble during the year 2004 till the year 2008.14 INIDA-TOP FIVE COUNTRIES WHERE WORKED & FINISHED PRODUCTS OF MARBLE EXPORTED 2500 33 2000 1500 Thousand Tons SAUDI ARABIA UAE ITALY SPAIN USA 1000 500 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) Figure 3. Oman. Vietnam. Sri Lanka.16 & figure 3. Figure 3.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3. Those countries are already discussed in this chapter.19 show the total amount of marble exported worldwide by the top marble exporting countries during the year 2004 till the year 2008.18 & figure 3.16 INDIA-TOP FIVE COUNTRIES FROM WHERE WORKED & FINISHED PRODUCTS OF MARBLE IMPORTED 3000 2500 ITALY 2000 Thousand Tons 1500 1000 500 0 2004 2005 2006 2007 2008 CHINA EGYPT OMAN SRI LANKA 34 Source: IMM Carrara (as on 20/08/09) Figure 3.17 INDIA-TOP FIVE COUNTRIES FROM WHERE ROUGH BLOCKS & SLABS OF MARBLE IMPORTED 12000 10000 8000 Thousand Tons 6000 EGYPT IRAN 4000 VIETNAM TURKEY ITALY 2000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) Total amount of marble exported by the top exporter countries Figure 3. The Indian Institute of Planning & Management-Ahmedabad .

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Figure 3.18 WORLD'S TOP FIVE COUNTRIES FOR THE EXPORT OF ROUGH BLOCKS & SLABS OF MARBLE 120000 100000 80000 Thousand Tons 60000 40000 20000 0 2004 2005 2006 2007 2008 ITALY CHINA SPAIN 35 GREECE INDIA Source: IMM Carrara (as on 20/08/09) Figure 3.19 WORLD'S TOP FIVE COUNTRIES FOR THE TOTAL EXPORT OF WORKED & FINISHED PRODUCTS OF MARBLE 120000 100000 Thousand Tons 80000 ITALY 60000 40000 20000 0 2004 2005 2006 2007 2008 Source: IMM Carrara (as on 20/08/09) CHINA SPAIN GREECE INDIA The Indian Institute of Planning & Management-Ahmedabad .

2 A TRADITIONAL CULTURE India has a deep rooted history of stones & their uses since the ancient time. found all over the country. States such as Rajasthan & Gujarat are primarily known for raw stone reserves & their production. The modern India too carries that trend though with its modern buildings such as the Presidential House. marble. it is also known as one of the largest consumers of stones & stone products since it has a good distribution network within the country & a growing demand from the Indian middle class for their domestic use. These monuments & the architectural work on them indicate the existence of well developed mining & processing industry. Delwara temple with a very complex artistic work on marble & The Taj Mahal at Agra built in the 17th Century tell it all.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 36 CHAPTER 4: INDIAN MARBLE INDUSTRY 4.com) 4. Elephanta Caves.AN INSIGHT India has rich deposits of dimensional stones such as granite. India is the third largest exporter of marble and marble products worldwide. (cdos-india. temples etc those which remain & those which managed to remain indicate that the Ancient Indian Civilization hold an architectural heritage. quartzite etc. that is.C. Apart from that.1: INDIAN STONE INDUSTRY . monuments. Konark Temple. Parliament House & Supreme Court which are made from high quality sandstone of Rajasthan. limestone. when comes to architectural work of marble in ancient India. Lotus temple of New Delhi tells about the journey of Indian architectural work. sandstone. from the ancient time till this modern era when it is compared with the The Indian Institute of Planning & Management-Ahmedabad . as old as 3200 B. Khajuraho Temple. Old sculptures. slate. Ancient Buddhist monuments like the Sanchi Stupa of 3rd century BC etc are some of the ancient monuments which together represent the richness of Indian heritage.

states like Rajasthan. Sikkim. Vindyan.1 shows the marble deposits in various Indian states as per the assessment of marble reserves carried out by Indian Bureau of Mines in 2000.com/) 4. Sakoli Series of Madhya Pradesh. Cuddapah System in the Papaghani Series of Andhra Pradesh. Gujarat. Bihar.com) 4. and Andhra Pradesh are the top Indian states with huge deposits of marble. (cdos-india. Other places with indifference are Jurassic & Cretaceous system. Rank wise. Bijawar Series in Madhya Pradesh. Kaladgi Series in Karnataka & Delhi Group of rocks located in Alwar Series & Ajabgarh Series of Rajasthan.it/) Figure 4. (cdos-india.camcom. (lu. Rajasthan is the leader state in terms of marble reserve which is around 90% of total marble deposits in India.4: MARBLE RESERVE IN INDIA The main locations for marble deposits in India are the Dharwar System in Aravali ranges & Raialo in Rajasthan.3: MARBLE INDUSTRY IN INDIA 37 India is rich in marble deposits. Maharashtra. Madhya Pradesh.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Taj Mahal of Agra. The Indian Institute of Planning & Management-Ahmedabad . Chilpi Series of Maharashtra. & Uttar Pradesh & Bengal are some of the states which produce newer ranges of marble. Jammu & Kashmir. Champaner Series of Gujarat.

Udaipur & Sirohi areas 38 of Rajasthan. Coralline limestone belonging to Bagh Beds of Upper Cretaceous located at Kherwan. Jhiri Onyx. worldwide. Bhainslana Black. Danta & Palanpur areas of Gujarat.5 CLASSIFICATION OF INDIAN MARBLE (AS COMPARED TO INTERNATIONAL STANDARD) Though. Bharatpur. there is a vast variety of marble.in/) 4. India is considered the major exporter of marble products (raw and finished).nic. They are found at various states countrywide. Whereas. Katni White. Ajmer. Himalaya Grey. Some of them might possess similar quality & type found elsewhere in the world but might bear a local name. grey. such as those found in Vindhyan system have the ranges of colors such as creamy. Kishangarh. bluish & buff & are polish friendly. Other polish friendly materials are fossiliferous limestone of Jurassic System occurring in Jaisalmer & Bikaner districts of Rajasthan. Some of them are Agaria. [See f. Chirakhan & Bowarle in Dhar district of Madhya Pradesh. yet India has its own kinds of marble reserves & their names. Makrana Kumari. (pib. it exported stones worth the amount of nearly 45. During the year 2005-06. Phalodi Pink. ex (annexure-2)] 4. Olive. Mewar. Bijapur & Gulburga districts of Karnataka have the deposits of Bhima series. Other varieties of marble. Narnaul area of Haryana.6 PRODUCTS & PROCESS TECHNOLOGY OF RENOWNED INDIAN STONE INDUSTRY: After Italy and China. Morena district of Madhya Pradesh & Guntur & Kurnool districts of Andhra Pradesh have the marble reserves of Ajabgarh series.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Jaipur.6 billion rupees amongst which granite The Indian Institute of Planning & Management-Ahmedabad . Fancy Brown.

persistence & perseverance. cubes. pebbles & landscape garden stones etc. calibrated . monuments.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY tiles were the top most exported item. Indian artisans do these all using simplest tools with proficiency. sawing. (lu. flooring slabs. (cdos-india.it/) STONE HANDICRAFTS Indian stone handicraft industry carries forward the ancient tradition of stone sculpture with slight modifications in their design.ready to fix tiles. exported volume of stones in 2005-06. cobbles.in/) PRODUCTION TECHNOLOGY The Indian stone industry manufactures huge ranges of stone products such as of blocks. there has been an increase in marble production.2 categorizes the 39 (cji. artifacts.camcom. grinding & polishing & with the introduction of new quarry fields. Indian made machineries as those which are made by wholly owned Indian companies & those with subsidiaries of foreign multinationals are used by the Indian quarry industry which include The Indian Institute of Planning & Management-Ahmedabad . structural slabs. tomb stones. kerbs. Figure 4. sculptures.com/) Since the introduction of modern machineries for working stone such as cutting. MARBLE PROCESSING Currently.

Sirohi. winches. Furthermore.7 STATE WISE CLASSIFICATION OF MARBLE 4. total marble reserves of approx. Ambaji White.7. Forest Brown. (cji. As per the survey by Gujarat State Mineral Policy.1: RAJASTHAN Rajasthan comprises of rich ranges of marble such as Green.2: GUJARAT Consequent to Rajasthan. Chittorgarh. Dungarpur. circular saws for granite. Chunchupura (Vadodara district) are the main centers for marble mines which have rich deposits of white. serpentinous green colored & various shades & hues of marble followed by Banaskantha. Vadodara. Makrana Dungri White. hydraulic jacks. Jaipur. diesel operated compressors. Ambaji (Banaskantha district). Bundi. Phalodi Pink. Churu & Pali. etc.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY marble gang saws & tiling plants.7. Bhainslana Black. air pillows. making it the second largest hub for marble industry in the state. splitting equipment. (macmarbleindia.com/) 4. Forest Green. Banswara. Gujarat is the second state in the country rich in marble deposits. Makrana Kumari White. Udaipur. Udaipur is well connected by rail. due to advanced infrastructural capabilities. & other quarrying equipments like pneumatic jack hammers. 259 million tones have been estimated The Indian Institute of Planning & Management-Ahmedabad . Jhiri Onyx. Ajmer. Kachchh & Panchmahal districts. & Morwar White found across Nagaur. emerging entrepreneurs have established base in Udaipur. Alwar. Bharuch. Babarmal Pink. Agaria White. Indo-Italian. Makrana Albeta White. road and air.com/) MARBLE BASED INDUSTRIES Makrana is considered as the hub of marble based industries in Rajasthan.in/) 4. Due to the saturation of the marble industry in Makrana. excavators. Rajsamand. polishing 40 machines. (cdosindia. Bhilwara.

Sidhi & Jhabua.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY to be found in the Banaskantha and Vadodra district. areas & is now still being exploited. (cdos-india.com/) (Gujarat State Mineral Policy)(cdos-india.3 MADHYA PRADESH (MP) As per the assessment in the year 2000 carried out by Indian Bureau of Mines for the marble deposits in the various Indian states. Madhya Pradesh had a vast deposits of marble spread over 65 sq. MP now has numerous mines which are fully active & mechanized. (mpsidc.com/) 4. the state government has come out with a project of “Stone Park” near Sleemnabad in Katni district The Indian Institute of Planning & Management-Ahmedabad .com/) 41 Banaskantha district possess approx.org/) To boost up the marble industry in MP. With astonishing ranges of marble reserves spread over various districts such as Katni. Jabalpur. (vibrantgujarat. 99. Narsinghpur. (cdos-india.3% marble deposits of the entire Gujarat state in which the place known as Danta Taluk accounts for high quality of marble production.MP provides the opportunities to open new marble mines & marble processing units.7.com/) MP is now a fast growing marble producing state. km. Harda.

Dalai Valley. Kurnool.org/) 4. Besides. Gangutana & Musnota have ample availability of white marble. Lohit Valley. Nonetheless.7 UTTAR PRADESH Uttar Pradesh is more into inlay. Serpentinite bands extend from Tidding to Hunli & in Mayi Hill region of Dibang Valley District. (cdos-india.4: LOCATION ANALYSIS MAP 42 (mpsidc. sculptures & artistic work of marble than as a state of marble quarry. AntriBeharipur has its excellence in banded marble. other localities like Mahendragarh. Pithoragarh & Mirzapur are the two districts with minor deposits of marble in the region.com/) 4.7. Agra is well known for this. Amravathi marbles. (cdos-india.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY which would be built over an area of 120 acres & would be able to support around 40 units.7. (cdos-india.6 ARUNACHAL PRADESH In the state of Arunachal Pradesh. Figure 4. Zainpur. carving. (cdos-india.com/) 4. Nangal durgu. Guntur & Nellore are the main depositaries of marble in the state.5 ANDHRA PRADESH Various districts of Andhra Pradesh such as Khammam. Chappra-Bibipur. too have plenty of marble reserves.com/) 4.Dhancholi. that is. The city of Taj. Islampur & Dhanota.com/) The Indian Institute of Planning & Management-Ahmedabad . Ananthpur. while Rasulpur. Marble bands in the Mishmi Formation.7. Chilleipam Formation & Tidding limestone.4: HARAYANA Haryana provides varieties in marble like banded & white marble. Abor Volcanics. Golwa. The Paland marble has set up a name for its marble in the market. Cuddappah.7.

(cdos-india.com/) The Indian Institute of Planning & Management-Ahmedabad . (cdos-india. Moya & Moke. Ukhrul & Ching Jaroi at the Indo Myanmar border are the main districts of Assam with the availability of marble.8 ASSAM 43 March. Sangsak.9 CHHATTISGARH Marble deposits are available in Bastar & Dantewara districts.com/) 4. Zirahama. Wui.10 JAMMU & KASHMIR In Jammu & Kashmir large deposits of marble can be located in Drugmalla.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 4. Palel. (cdosindia.7.7. Oura & Trehgam in Kupwara district & Thathri area of Doda district of Kashmir.7.11 NAGALAND Marble deposit lie in Phek district in the areas of Pang.7. (cdos-india.com/) 4. Maokot.com/) 4.

1. human resources in the Indian quarry business have entrepreneurs & labors. only produce blocks & sells. block to traders for job work & then sell. 3). marketing & client handling and accounting are handled by entrepreneurs themselves. Only some well to do The Indian Institute of Planning & Management-Ahmedabad . as found in big & organized business. or do above & sell to others too. Managers & assistant managers & those other employees with different designations.pk” meant for marble industry. The entire official works such as factory operations. The quarry owners can be classified into four categories as follows. 2).3 HUMAN RESOURCE Typically.2 ACCOUNT MAINTAINING Accounting structures in this business are highly non-standardized and Indian entrepreneurs usually hire munshees (Indian accountants) or those with a bachelor’s degree or at least matriculate qualification. This was observed when experts of marble industries were interviewed & on visiting a Pakistani site called “unido.1 BUSINESS STATUS As it was observed by the experts’ interview the business of marble is usually carried out by sole traders. Following chapter is based on those observations. yet in some cases enterprises do turn in to partnership firms. if his own unit of gang saw. 4). administration. do not exist. 1).org. 5. then sell to direct customers.1.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 44 CHAPTER 5: OPERATIONS ANALYSIS OF BUSINESS The business of marble in a country like India & in other developing or underdeveloped countries bears almost the same industry structure as highlighted in the previous chapter. 5. 5.

2000/. the required labors are about 30 to 40 & the wages nationally are Rs.per ton = 360000/IF THE BLOCKS ARE GOOD & PURE WHITE:10 blocks about 120 tones @ Rs.per day. Furthermore. 150/. Further pricing. Labors working hours.1. the use of technologically advanced machinery is low and majority of the tasks are performed manually. 10000/. 1500 to Rs. large units have helpers. often resulting in the mismanagement of resources and capital utilization. If material is dull in color the material block goes higher up to Rs. in this industry are usually 8 hours per day at most of the marble mines along with some additional overtime pay scale. 5. depending on nature of marble quality.5 SLAB COST DISTRIBUTION A marble block weighs from 10 to 15 tons & the product sale highly depends on the quality of marble.4: PRODUCTS & PRODUCTION In the Indian setting.per ton.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY entrepreneurs with their flourishing business employ those white collar employees.1. 3000/. crane operators etc. 5. 1500/-per ton = 180000/IF THE BLOCKS ARE MEDIUM:10 blocks about 120 ton @ Rs. the production is highly linked with demand and the industry faces uncertain demand. with respect to their quality are as follows: IF THE BLOCKS ARE COMMERCIAL:10 blocks about 120 tones @ Rs.per ton = 1200000/- The Indian Institute of Planning & Management-Ahmedabad . Usually two labors are appointed on each single cutter machine which may go up to four or five for vertical/horizontal cutter & gang saw. At the small & middle size marble mines. The labor force is highly non skilled with no formal training & thus gets on-job training. 45 Still.

in one truck the weight goes up to 12 tones & the weight goes as per the quantity. It is no way good for any marble mine owner that marble’s production go lower.per ton. 600/. The above prices are meant for quarry owners when selling their products to a process house or traders. So. though. 600. direct customers rarely go to mine owners & prefer to purchase from process house. If it goes lower it is loss for that month & apart from that many a difficulties come such as overhead expenses by breakdown. The costs incurred as Rs. So.1. entrepreneurs have to face a highly competitive market but if the material is good they possess a higher bargaining power with customers. 5. marble can gain good profit if the nature is in favor of quarry owner by giving good material & that thing depends on luck. The marble blocks are to be sawed on gang-saw. the Transport of material is done by trucks in which the blocks are to be loaded by the cranes. The sales tax is to be taken from the client as per the government’s rule. The transporters take their charges per ton as per road condition. 50 per ton.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY The production cost remains constant for all the aforementioned 46 qualities. The prices are little higher when selling the same to the direct customers. 500 to Rs. The Indian Institute of Planning & Management-Ahmedabad . though in marble loading the transporters always take 20% more than other market rates. In commercial grade material. The loading of slabs are loaded loose for local sale & for that the labor charges Rs.6: TRANSPORTATION Usually. The production cost of marble usually goes per ton is Rs. Transport of marble blocks by truck always depend on road side.

The slabs which are cracks.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 5. The sizes are always made perfectly as under:1) 9”*9” 2) 9”*12” 3) 12”*12” 4) 12”*18” 5) 18”*18” 6) 18”*24” 7) 24”*12 8) 24”*24” Mostly.to 25/per sq. The rest sells in the shape of slabs & handicrafts. the commercial material in market are about Rs. The Indian Institute of Planning & Management-Ahmedabad . In market rate for this material the rate goes Rs. 10 to Rs. Thappi means the slab which is sawed from block & it is fresh without crack as per sizes of block. for the ‘Thappi’ (slabs) but if the cut size is to be sold. counter tops. 5/. these sizes are always demanded by the customers & their rates also go as per sizes but at lower rate than Thappi. Now a day there are no rates due to cracks of slabs. window & handicrafts like glasses. 20 for a sq.7 FINAL PRODUCTS 47 The market rate of marble is common for commercial quality. the rate goes down. entrepreneur has to get them made in sizes.1. ft.5 inch). foot of marble. Currently. 20/.upper or lower as per the quality. Further variations in price can range from Rs. Major final products are tile (12 inch * 12 inch * 0. stairs. miniatures. paper weight etc.

Goa & in Maharashtra.1.org. In case of completely unprocessed marble. even the per capita income of people in the foreign countries plays a crucial role. it is Mumbai & Puna.1. Stone scrap results from the processing of completely unprocessed marble or of semi processed marble. which is actually the water containing marble powder where the amount of marble powder is 30% & that of water. Kerala. as there is hardly any availability of this material & even if there is availability of this material then the labor cost is so high that the cost price may go higher to those domestic player than ours (India) & thus we have the advantages of selling it abroad. UAE etc. the scrap is 30% of the marble being processed. UK. On interviewing experts it was found that India too follows the same waste management system as it is followed by the Pakistani stone industry. The other byproduct of marble. in case of the processing of semi processed marble. In the process. slurry.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 5. stone scrap & slurry.pk” marble processing gives two kinds of byproducts. there is again a huge demand in some developed countries such as USA. The Indian Institute of Planning & Management-Ahmedabad .9 WASTE MANAGEMENT As it was observed from a Pakistani site “unido. if we look at foreign market. There is a constant use of this water till it is too thick to be soluble for marble powder. Apart from this. Punjab. whereas the domestic market where we have the demand for marbles are south.8 MAIN MARKET OF MARBLE 48 It is almost an easy ride for marble sector in India as far as the quality of marble is concerned. is 70%. 5. therefore there are no stringent quality checks for the national market. it is lesser by 2-5%. The main sources of green & white marbles are Rajasthan & Gujarat. whereas.

the entrepreneur has to pay dead rent per year. the for the entrepreneurs on business. improper or no power supply etc. The royalty is paid by the runner in two ways:There is a dead rent kept by the state govt.10 DISTRIBUTION CHANNELS OF MARBLE The marble is a basis of direct selling without any middleman. bad to weathers carry make the it totally unmanageable Though.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY As per the estimation.11: INFRASTRUCTURE Infrastructural challenges are some of the most prominent difficulties incurred by this industry. per hector. (unido. The royalty of marble block goes as per the state govt. If royalty is lesser than that amount.pk/) 5. 5. or somewhere nearby which can cause an environmental problem. 5.org. upcoming infrastructure projects which are active by now give a ray of hope. Entrepreneurs have to jumble between multiple problems such as bad roads. may be at some jungle or sewage area.1. on which.12 ROYALTY The royalty for marble block is usually fixed at the time of setting the rate of block with royalty or royalty tax.1. though there is less wastage through single cutter. This wastage is stored initially in a tank or other storable place available & then disposed off. 1 ton of marble stone processed in gang-saw 49 produces 1 ton of slurry (70% water). If the production goes less & royalty is lesser than the dead rent then the entrepreneur has to pay direct dead rent as mentioned above & if The Indian Institute of Planning & Management-Ahmedabad .1.’s rule. so it just directly goes to factory from mine & then sold to customer as per his requirement.

The Indian Institute of Planning & Management-Ahmedabad . And if we compare marble tiles with the marble slabs.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY production goes high & the amount goes higher than dead rent. there are about 100 various colors available for granite which then can make customers move for granite if they are looking for color choices. 48 to Rs.13 COMPETITORS 50 Marble stands as a competitor against marble in the first place itself. kota stone. then he has to pay royalty. natural stone & other artificial stones such as artificial tiles. ceramic tiles are relatively less expensive. 35 to Rs. The price for per square feet is Rs. artificial granite etc. Apart from that. The demand for artificial stones may go high from the customers’ side due to the varieties available in that as those stones can be molded according to the manufacturer’s choice. in comparison to marble. Other substitutes of marbles are granites. 16 for tiles. And for white material slabs it is Rs. But then again. the said most costly marble is blue marble which can cost Rs. limestone.1. artificial marble. sandstone. slates. The price for per square feet is Rs. 2500 per square feet. Whichever is high is to be paid. the marble tiles are much cheaper & it is because marble tiles are made out of cracked & rejected slabs or when there is very high demand for it. 150 for slabs. 5. 9 to Rs. 250. The competition might come as a result of cost price differentiation or traveling & distribution charges differentiation or due to its availability or due to the differentiation in quality & type or may be even demand & requirement of customers. Furthermore.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY For the marble industry there are too few major players in India 51 who would be the players on the international level but as far as it is concerned with artificial stone. They work about 200 ft. tiles sector is such a sector which plays on the international level. one is the underground & the other one is over the head of mountain. deep. the pre extract process till the finished product. also known as “over head mining”.1. 5. which results in to high wastage of marble & small stone size reducing its price in the market. that is. without crack.15 MARBLE JOB WORK (VALUE CHAIN): Figure below shows the value chain for marble. Lack of implementation of mining policy & cooperation among the cluster members work as further disadvantage for the quarry industry.1. blasting. The investment of most of the entrepreneurs of marble mine usually goes only for labors + diesel & break downs & after this they need per months equipment & that depends on their production. The Indian Institute of Planning & Management-Ahmedabad . A good example of underground mining can be set by Makrana mines in Rajasthan where we have underground mining. 5. that is. to 300 ft. Developing countries like India & Pakistan still follow the traditional method of quarry.14 MINING TECHNIQUES FOR MARBLE There are two types of mining techniques for marble. that is. Mining depends on nature as well as on luck of the owner because in production the block must be fresh. In marble the crack are too often & that also depends on the nature of marble’s quality.

1.in/) The Indian Institute of Planning & Management-Ahmedabad . Hole Drilling Using the Slim Drill / Line Drill Machines Hole Finder Machine is used to check for the proper matching of holes – Using Italian Hole Finder Machine/ laser techniques 4. These blocks/buffers are loaded onto trucks and dispatched to their respective destinations( processing units) after checking of validity and weight 11. Unloading of the material at the marked places and receiving inspection by experienced supervisors 12. 13 The block is sent for dressing for all six sides id required. PROCESS no. And then set on the trolleys The set block is set at the marble gang saw and cut as per the width set generally 74-83 slabs 14. The perforated rock is then broken down systematically into marked fragments using feather and wedge method/ unsized blocks( luffers) are also the output of the process 10.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY Table 5. This block is made to fall (Bench Toppling) in a prepared bed of loosened soil and slit to avoid the development of any cracks within it. The slabs are given chemical treatment if required and sent to the display area The displayed goods are packed on trucks after customer selection and product exits 52 (stonedge. Diamond Bead Wire Saw Machine/Belt saw is set up. Experts – “Mistry” is called to examine the block for cracks and quartz. 3. Investigation of quarrying viability and assortment of bench. exploding is done and over load removed to expose the idle material 2. Hydro Bags and Minor quantities of explosives ( cordex rod) to from a feasible gap in between 6. Diamond Beaded Wire is passed (looped) through the holes and mounted on the machine for imparting vertical / horizontal cuts to the rock 5. the block of rock is parted from the mother rock using the Air Pillow. 15. Holes are drilled along the marked lines to perforate the large rock into smaller blocks suitable for loading onto trucks 9. The “Mistry” marks the blocks for line of cutting to maximize yield. (A sonic method could also be used for the same) 8.1 Flow Diagram (Production Process) for Mines and the processing Sr.One or more excavator machines are used depending on the requirement 7. When Cuts are complete.

majority of which work as research institutes located at different parts of the country. namely: The Indian Institute of Planning & Management-Ahmedabad . guidelines. there are many big & small government offices & sub offices exist in the country. REGULATIONS & DEVELOPMENT: Currently. While talking about the mining sector. favoring the legal businesses in the country. We will discuss some main offices out of those offices mentioned below. despite of any political system.1 GOVERNMENT RESEARCH CENTRES & INSTITUTES FOR MINING POLICIES. • Indian Bureau of Mines (IBM) having headquarters at Nagpur. Following information below are based on the annual report on mining for the year 2007-08 by National Informatics Centre (NIC) available on its site. thus strengthening the country’s economy. Nagpur.1: INDIAN BUREAU OF MINES (IBM) MANAGERIAL SYSTEM IBM is divided in to six functional divisions.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 53 CHAPTER 6: GOVERNMENT INTERVENTION IN MINING Every business in any country needs the intervention of the government system of its country in terms of rules & regulations. (NIRM) Kolar. National Institute of Rock Mechanics. and National Institute of Miners Health (NIMH). They are: • Geological Survey of India (GSI) having headquarters at Kolkata. • • • Department Of Dimensional Stone Technology. 6. rules & regulations do exist for mining meant not only for marble quarry but also for the mining of other natural resources. support etc. making them run smoothly under any circumstance. 6.1.

Ore Dressing Division. Mines Control & Conservation of Minerals Division. Mineral Economics Division Mining & Mineral Statistics Division.e. It publishes reports & generals on mining & various issues related to it. events & affairs. Hyderabad. which it arranges at various in important mining centers. Bhubaneswar. Bangalore. mining equipment selection. Mining Research & Publication Division. iv. trade. Jabalpur. IBM provides various services related to quarry affairs such as technical consultancy like geological review. besides which it has its total 12 regional offices located in various Indian cities namely Ajmer. It also provides minerals & mining related trainings. leases. environmental issues. various consumption of minerals. It also works as an advisory body for central & state governments regarding all the business aspects of quarry which would be beneficial from the country’s economic points of view such as EXIM policies. iii. ii. Dehradun. Ranchi & Udaipur & 2 subregional offices at Guwahati & Nellore. areas’ survey. vi. Kolkata. The Indian Institute of Planning & Management-Ahmedabad . byproducts. Nagpur. i.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY i. Chennai. minerals’ demand supply condition in the market. Margao. Technical Consultancy. v. It is also quite in to environmental protection movement with its program named as Mines Environment & Mineral Conservation (MEMC) Weeks. R&D activities. various data related to mining for governmental records. Planning & Co-ordination Division having two sub-divisions: 54 The headquarter of IBM is located in Nagpur.

Equipment for determining joint properties. safety features.35 lakhs. underground technical & mining. Polarizing microscope for thin section study. VARIOUS TECHNICAL FACILITIES AT NIRM • • • • • • • • • • • • 150 ton MTS stiff compression testing machine. If we consider the revenue for the year 2007-08 it was Rs 156. Shear testing machine.1. A premier centre for research in applied & basic rock mechanics has been carried out quality research work through both government-funded & industry sponsored S&T & consultancy projects. mineral exploitation. engineering. High temperature & pressure triaxial cell. The Institute holds the ISO-9001:2000 Accreditation renewed for its R&D & consultancy services. & site analysis. It provides services like samples’ laboratory testing.2 NATIONAL INSTITUTE OF ROCK MECHANICS (NIRM) The National Institute of Rock Mechanics (NIRM) is a premium centre for research which researches on basic & applied rocks mechanics runs through the sponsorship from industries as well as government fund. Rock properties determined : Uniaxial compressive strength.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY All these active & relevant services provided by IBM at prescribed 55 charges generate it revenue. Tensile strength. 6. design for controlled blasting. Elastic constants. Shear properties (cohesion & friction angle) Joint shear properties / Fracture toughness The Indian Institute of Planning & Management-Ahmedabad . other technological issues regarding geological issues. 300 ton compression testing machine.

providing seminars & courses for personnel.nic.in/) The Indian Institute of Planning & Management-Ahmedabad . tools selection.3 DEPARTMENT OF DIMENSIONAL STONE TECHNOLOGY The Department of Dimensional Stone Technology (DDST) is its own kind of department providing services which cannot only decline the disadvantages & dangers of blasting at mines but also save entrepreneurs precious time & money in an environmental friendly way through its equipments which on hand tell them as which surface of earth should be dig for raw material. Other necessary services like proper waste disposal.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY • • • Density Porosity & permeability P-wave velocity 56 6.1. (mines. preparing feasibility report etc. reduction in block damage.

Its domestic. Missed opportunity.40 Survey Questionnaire 7. The future opportunity. aggregated observations will be outlined in the section 7. number of respondents Non-response. Moreover.2 SAMPLE: Sample size Sample frame Sample unit Sampling Method Constraints Sampling error 60 Abu-Road city Industrial Area. A response rate of 66% was attained (i. to get a full understanding of the existing marble industry (finished and The unfinished products). Market focus of local producers. respondents were personally interviewed.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 57 CHAPTER 7: RESEARCH METHODOLOGY 7. as well as international market. The questionnaire addressed specific questions on the firm’s revenue The Indian Institute of Planning & Management-Ahmedabad . Abu Road Simple random sampling Time.4. Value chain of marble. 7.20 Response. Kinds of marble most demanded.3: OBSERVATIONS & FINDINGS An initial sample size of 60 respondents was selected in order to achieve a sufficient sample size. Growth in marble products & its market size.e. 40 respondents successfully answered to the queries).1 R E S E A R C H OBJECTIVES:• • • • • • • • To study this unorganized sector where profit is more than 300%.

the order cycle.Who all are your customers? Responses to the second question suggested that traders are the main customers for processors.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY margins.How the bid between you & your suppliers take place? Responses to the fourth question suggested that bidding is not required in the deal between processors & quarry owners since the perfect competition exists in the market & processors & quarry owners are aware of existing market rates. Q: 3.What is your business cycle? Responses of the first question answered by processors suggested that There is continuity in their business. They process them in to marble slabs & deliver them to traders as per the orders booked with them.What is your contribution to your suppliers in terms of business? Responses to the fifth question suggested that The Indian Institute of Planning & Management-Ahmedabad . where quarry owners are the suppliers to them & traders are the buyers to them. the customer base and the firm’s suppliers. They have their contracts with quarry owners & traders. Builders & final customers also buy the material from them but then they do not consider them as much as they consider traders. Q: 2. They buy the rough marble blocks from the quarry owners. They have their contract with them & thus as per the contract. traders do the bulk buying from them. OBSERVATIONS: Responses of processors to the questionnaire 58 Below is the outcome of responses given by 26 processors to the various questions asked in the questionnaire prepared for processors:Q: 1. They have a daily requirement of material & they process at least 60 tonnes of material daily. Q: 4.What is your order cycle? Responses to the third question suggested that Processors’ order cycle role between getting the supply of materials from quarry & delivering the finished goods made from it to the contract traders as per their demand. Q: 5.

foot. May be on personal level but that is just a tongue in a chick. Q: 7. If the material of marble is cracked we make it in to cut size. Each ton gives 130 sq feet of material. So. Even local traders sometimes deal directly with quarry. 2. (Responses to the ninth question were very limited. that comes to Rs. Q: 8.What is your revenue/margin? Responses to the eighth question suggested that The revenue margin of processors is around 10% to 12%. Hardly few processors shared their knowledge for the last question) The Indian Institute of Planning & Management-Ahmedabad . 650 to 780 Rs. on per ton of marble.What is your turnover? Responses to the seventh question suggested that processors have a yearly turnover of 3 to 10 crore Rs. 5 to Rs 6 on per sq. That is the job work charges for marble. Q: 9.Questions or comments if any? 1. Q: 6.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY No contribution between processors & quarry owners take place.How much cost does it incur in the job work of marble? Responses to the sixth question suggested that 59 Job work on marble comes to around Rs.

Q: 4.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 60 Responses of quarry owners cum processors to the questionnaire Below is the outcome of responses given by 4 quarry owners cum processors to the various questions asked in the questionnaire prepared for them:Q: 1. Q: 2. They do the delivery of finished material to the traders as per the order given by them. They keep separate accounts for their quarry business & for their process house business. Q: 3.Who all are your customers? Responses to the second question suggested that traders are the main & focused customers for quarry cum process house owners.How the bid between you & your traders take place? Responses to the fourth question suggested that quarry cum process house owners have no bid between them as they both are aware of existing market rates & there is a perfect competition in the market which brings a similarity in rates. Q: 5.What is your contribution to your traders in terms of business? Responses to the fifth question suggested that quarry cum process house owners have no contribution towards each other but a little which The Indian Institute of Planning & Management-Ahmedabad .What is your order cycle? Responses to the third question suggested that Quarry cum process house owners get their orders from traders who are under their contract & who book the order in advance. Other customers include builders & people who need marble for temple carving.What is your business cycle? Responses to the first question suggested that They are their own suppliers for the raw material & their own processors though their customers are traders.

What is your revenue/margin? Responses to the eighth question suggested that quarry cum process house owners have the revenue margin of around 15% to 20 %. foot of marble will be around Rs. Each ton gives 130 sq. the ex factory cost to quarry cum process house owners for per sq. 1950 to 2600 on per ton of marble. Q: 8. that is.How much is your ex factory cost? 61 Responses to the sixth question suggested that the ex factory cost including transportation charges are around Rs. Q: 6.A. Q: 9.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY is just meant to be tongue in a chick.What is your turnover? Responses to the seventh question suggested that their turnover is around 5 to 7 crore Rs. P. 15 to 20 or may be higher that depends on the quality. Q: 7.Questions or comments if any. feet material. The Indian Institute of Planning & Management-Ahmedabad . a single trader may buy the whole stock of material from his supplier. So.

The material from them is sometimes directly purchased by traders or by the people who need rough marble block for temple carving.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 62 Responses of quarry owners Below is the outcome of responses given by 10 quarry owners to the various questions asked in the questionnaire prepared for them:Q: 1. Q: 4.Who all are your customers? Responses to the second question suggested that the prime most customers to the quarry owners are processors who are their customers under a contract. They have continuity in business. As per the contract. they deliver them the rough marble blocks. traders & people for temple carving are also their customers but that is too rare. They may do more than one blasting in a year as per the requirement of material.How the bid between you & your processors take place? Responses to the fourth question suggested that no bid takes place in the deal between quarry owners & processors. Q: 2. The material from that booked portion or the whole mine (if booked the whole mine) then is delivered to processor. There lies a perfect The Indian Institute of Planning & Management-Ahmedabad .What is your business cycle? Responses to the first question suggested that Quarry owners simply dig out rough marble blocks from earth & sell them to processors with whom they have contracts. Besides. In sort. Q: 3. But those types of customers are too rare for them. they are their fixed customers.What is your order cycle? Responses to the third question suggested that Quarry owners have contract with processor (s). Sometimes the processor book some part of or the whole mine. They load at least two to three trucks from the quarry.

Q: 7.What is your ex-factory cost? Responses to the sixth question suggested that The ex factory cost for the quarry owner is from Rs. Turnover P. The Indian Institute of Planning & Management-Ahmedabad . 6 million to 20 million P. Q: 9.What is your revenue/margin? Responses to the eighth question suggested that the revenue margin of quarry owners is around 10% to 12%. Q: 8.A. of quarry owners is from Rs. Margin that quarry owners cum processors get is around 15% to 20 %. Margin that processors get is around 10% to 12%. various quarry owners bear between these charges. Q: 5. Q: 6. 20 for per sq.A. 15 to Rs. Margin that quarry owners get is around 10% to 12%.A.What is your contribution to your processors in terms of business? Responses to the question five suggested that there is no contribution of quarry owners & processors towards each other. foot marble. 6 million to 20 million.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 63 competition in the market which let them have a fair & fixed deal between them. Thus. of processors is from 3 to 10 crore Rs.Questions or comments if any? FINDINGS: FINAL OUTCOMES OF THE QUESTIONNAIRES:The final & the main outcome that we get from all the three questionnaires above are: Turnover P. of quarry owners cum processors is from 5 to 7 crore Rs.A. Turnover P.What is your turnover? Responses to the seventh question suggested that the turnover of quarry owner can be from Rs.

2. Qualities of Finished infrastructure. daily wage system. Meticulous entrepreneurs marketing & business planning. Banking facilities accessibility. blasting 5. 8. comes as a hindrance to workforce in learning new skills. Lack of new trends in the machineries are produced by industry due to lack of research local manufacturers in this & development. Uncertainty among labors due to processing. 3. of financial investment in the machineries. Competition within the operation.e. Communication gap amongst The Indian Institute of Planning & Management-Ahmedabad & best . 4. Extremely low literacy rate knowledge of marble industry. sector. Different processing 1. Workforce’s hereditary 6. Sundry investors’ traditions bring knowledge & 11. Bureaucracy & corruption cause hindrance in the business 9. Availability of wide range of marbles. of cheap 5. marble’s product not matching the international demand. Required laws for companies exist. i. 8. Unproblematic & simple companies’ registration 4. Easy availability labor workforce. Slow production due to lack of proper availability of electricity.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 64 CHAPTER 8: SWOT ANALYSIS OF MARBLE INDUSTRY STRENGTH WEAKNESS 1. industry ushering it ahead. keep running the industry despite lack of proper 10. Availability of loans but on technology with them. 12. 9. Insufficient knowledge of 10. Vast quantity 12. Slow productivity due to obsolete machineries. 11. 6. high wastage. 7. Poor product quality due to lack 2. Availability of raw material for 7. 3. Primeval mining methods cause process. high interest rates.

Availability of the supporting 7. 13. Short term benefits mentality Growth in the country level leading to selling unprocessed market demand due to the marble & no planning for increasing demand by the capitalization of resource. & increasing power supply cost. 8. opportunity in marble industry due to being a 9. Improper support from government institutions THREAT 1. Market segmentation can be done for rural & urban The Indian Institute of Planning & Management-Ahmedabad . 2. 13. 3. Unresolved disputes & politics. 4. 3. make them choose Italian marble over the Indian one. 2. 5. High competition in the international market. 5. Better salary packages by urban clusters attracting skilled workforce Fast improvement in physical of under-developed clusters. 8. the cluster members.e. Marble is available in a generic donation.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 65 quality of Indian marble. OPPORTUNITY 1. Poor support from Government department & mining disputes due Governmental working to regulatory reforms. marble of good quality & China & Afghanistan. Increase influx of construction Availability of demanded stone material from Pakistan. institutions in the country. Power supply capacity limitation & less complex. Good & superior substitutes of 7. 4. Support to marble sector for development through 10. 6. Primitive nature of domestic demand (only some standard size). Today’s people’s urge on precedence sector of luxurious lifestyle which often government. tiles etc. form & no brand name or image is found for marble. structures are being transformed to become easy 6. 9. domestic construction industry. variety of colors. Increasing global demand for marble & its availability in the country. Increasing investment marble. granite. & technological infrastructures. i.

10.e.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 66 population where urban population can be targeted for stylish products & services & rural for less complex products & services. Geographically reachable strategic locations. Middle east & other Asian markets. The Indian Institute of Planning & Management-Ahmedabad . i.

they are not professionally aligned to the business & often face financial setback in order to carry on the business.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 67 CHAPTER 9: CONCLUSIONS & SUGGESTIONS CONCLUSION My final conclusion is that marble industrial sector can grow in the Indian market if the entrepreneurs investigate the ever pacing environment & adopt various strategies that can boost up their business. Furthermore. more than fifteen years ago. limits the exports & creates inadequacies. This problem damaged the reputation of both entrepreneurs & of the exporting country in the international market. These often results in engaging in an extensive debt accumulation so as to facilitate the operations. The major reason was that they were unable to guarantee constant supply of particular products. All the way through the value chain the way Indian marble is processed. the marble industry had been growing slow in comparison to the artificial stone industry. Inconsistent supply of marble products is one of the major problems in export. power as the plants. but they were unable to fulfill their commitments. Even at its current stage where globalization. prime considered facilitators of this industry are relatively weak. Roads near most of the quarry areas are in vulnerable condition due to which smooth & safe supply of raw material from the mines to the The Indian Institute of Planning & Management-Ahmedabad . systems & infrastructures procedures that such are as roads. privatization & liberalization took place. Since this is an unorganized sector & most of the entrepreneurs in this business are carrying it on as their family business. A very few entrepreneurs in the past tried to export tiles to the international market.

This makes the operation cost very expensive & limits investment in the cluster. There is no security for investors to invest in new technology to dig out marble in an environmental friendly way. One of its reasons is the lack of execution of rules & regulations.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 68 processing units cannot be guaranteed. thereby the businesses have to invest additional capital such as expensive generators & automatic stabilizers. On one hand. cutting & wastage disposal a costly affair. the obsolete mining practices result in to a threat to the sustainability & inadequacy to the processing units as irregular blocks reduce yield & make transportation. This goes more vulnerable during bad weather conditions due to which the owners have to shut down units for that time period resulting in delayed lead times and unfulfilled commitments to the clients. Most of the raw materials get The Indian Institute of Planning & Management-Ahmedabad . etc are the other constraints that come as hindrance to immaculately meet the standards of foreign markets in terms of quality that comes out of value adding activities such as polishing & machineries. lack of standard & modern equipments & the machineries. Indian marble industry still lacks the technical knowledge. Besides. The units have to jumble through the situations of low voltage & overload. energy resources. This makes it difficult for these firms to experience economies of scale. In order to save the machineries from any damage. the owners have to shut down the machineries earlier than there capacity hour as there damage get the owners a huge cost. Electricity and power is irregular in most factories & quarries. This problem of electricity becomes severe in summer due to overload which affects the units in winter too. The other important challenge in demand conditions that exists is lack of understanding of the requirements of the international buyers.

This is ascribed to the limited power of the machine-manufacturing sector & forms a backward linkage to the sector. On the other hand. Additionally. warehouses can be set-up with a vast space where raw material can be stored to meet any demand from the international market on time. the processing industry uses ineffective & obsolete technology for finishing of the products. governmental regulations add to the elevation in the cost structure of most of the firms in the industry segment as the cost of production is higher on the incorporation of the royalty fees imposed by the ministry of mines & industries. Recommendations In order to circumvent issues with respect to irregular supply. A proposed remedy could be to encourage state governments to invest in The Indian Institute of Planning & Management-Ahmedabad . technology is available to produce international quality products. Furthermore. Further incentives are needed to be put in place to enhance the infrastructural capabilities to the marble quarries. Locally. thus limiting the prospects for exports.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 69 damaged during mining resulting in extensive squandering of marble reserves that in turn shrink the profit margins. Constant supply can be made certain from these warehouses in case of any dispute between owners of the mines & leaseholders. the potential of the marble business needs to be effectively communicated to the financial institutions so as to facilitate firms with credit upon the establishment of new technologies and other functional aspects of the business. but the entrepreneurs have to be willing to become role models for the rest of the industry to follow.

Both. the government or private institutions need to be granted incentives to provide protection to the investors & ensure security of investment. On job training of technical staff should be organized to improve their skills & effectively utilize the available technology. which may benefits. Moreover. the entrepreneurs & the government will have to come forward to provide a proper heal to this sector. Technological enhancement is the key to improve productivity in this unorganized segment. This ensures steady revenue generation for the investments that are undertaken. Even if the government has been introducing or levying things like high amount of royalties or dead rents. The government should revamp its policies & pay more attention to the things. the entrepreneurs. The government or other agency should conduct studies to look at the compositions of the mines before leases are distributed. This would empower them to generate future demand and supply forecast. A country full of this natural resource where it also has its good demand in the global market can do wonders if carried on properly. national as well as international.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 70 infrastructure and in turn tax the users. Controlled blasting should be introduced in the mines to reduce wastage & extract blocks of desired sizes. New technology should be introduced for square block mining. In order to access up to date market knowledge. The Indian Institute of Planning & Management-Ahmedabad . firms need to invest in market research strategies. Similarly. leaseholders have no knowledge of mines. it has to make sure that it all goes for the welfare of mines owners in terms of providing proper infrastructure to them.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 71 Modernization & professionalism is sure required to take this sector to its new. Drawing on the location analysis of marble deposits. though there is a big gap to be filled by new policies & new strategies/tactics that could practically enforce development of businesses. therefore. the ministry could initiate penetration pricing policy for couple of years in order to attract investment in the cluster. It will have the authority to standardize the products & their prices. the local manufacturers have started focusing on machinery.g. It will also help in networking & building linkages for future. A private organization & information resource center should be available to circulate all the relevant information about the industry. which can only process the products to semi-finished form and. e. next phase. The institution will also maintain quality of the products. This organization will also act as a mediator to solve disputes among mine owners & leaseholders & ensure consistent supply of raw material from mines to the processing units. vast The Indian Institute of Planning & Management-Ahmedabad . The import of modern machinery can create an obvious opportunity for growth in the domestic marble machinery market. Recently. Experts’ visits of key market players in the marble sector will help them keep them update with new trends in the international market. It will also ensure proper implementation of government rules & regulations. the minerals law of India supports development of mineral activities. foreign & domestic direct investments in the cluster. In terms of legislation. requires investment in imported machinery to meet requirements of the international market.

it can be conferred that firms need to work in conjunction with the state governments in order to upgrade their capabilities. infrastructure and smoothening of governmental policies.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 72 availability of countrywide stone resources. The Indian Institute of Planning & Management-Ahmedabad . and the regulatory environment.

absolute astronomy. (2002).S. New Delhi: CONCEPT PUBLISHING COMPANY.basicsmines. Taori. G. S..absoluteastronomy.d.basicsmines. basicsmines.com/: [http://www.d. from http://cdos-india. 2009. In K. http://www.doc. 2009.com/topics/Marble. (2003). (n.cdos-india.com/index.html 3.).cdos-india. 4. http://www. PERSPECTIVES AND STRATEGIES (p.com/papers/23%20-%20Marble%20Resources%20-%20GSI. cdos-india. (n.cdos-india. S.Goyal-Director. Retrieved August 1.html. Retrieved August 1. MARKETING THE UNORGANIZED SECTOR-ISSUES. S. 2009.com. 2009. PERSPECTIVES AND STRATEGIES. G. Retrieved August 1.d.com/: http://www. J.cdos-india.basicsmines.com/exports. [http://www.com.d.Chowdhary-Geologist.com.com/: http://www. & Dr. cdos-india.htm 5.absoluteastronomy. (n.htm. cdos-india. Geologist. Articles: Business & Economy Business Standard DNA Newspaper The Economic Times Websites: 1.htm. 266). 2009.com/topics/Marble 2.). K. Retrieved august 20.V.com/dimensionstone/index.com/: http://www.). http://www.D.htm The Indian Institute of Planning & Management-Ahmedabad .cdos-india. from http://www.R. from [http://www.cdos-india.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 73 10: BIBLIOGRAPHY Books: Taori.com/: http://cdos-india. Retrieved August 1.. (n. from http://www. G.com/dimensionstone/index.com/exports. My father’s personal diary on marble industry.com/index. MARKETING THE UNORGANIZED SECTOR-ISSUES.absoluteastronomy. K. from http://www. Reports: Stone Panorama. Dr.). Natani-Sr.

com/papers/09%20%20Indian%20industry%20-an%20Insight%20-%20Alok%20Kumar.doc 13.in/files/4_28.).htm 14.cdos-india.com/harayana. (n. http://www.org/new/images/Industrialfiles/natural_stones.cji. 2009.cdos-india.).cdos-india.pdf. from http://www.com: http://www. http://www. http://www.d.). Retrieved August 1.com/.d.in/pdf/2007/april/indian%20stone%20industry.cdos-india.com/andhra. cji.ctacc.cdos-india.com.com/gujrat. http://www.indiaenvironmentportal. (n.htm 12.d.cdos-india. 2009.com/.cdos-india.com/.htm.cdos-india.tn/en/: http://www. from http://www. 2009. from http://www.pdf The Indian Institute of Planning & Management-Ahmedabad . cdos-india.cdos-india.com/. http://www. cdos-india.d.htm.com/up.com/up. 2009. 2009.com/: http://www. (n.pdf. from http://www.cdos-india. (n. (n. Gujarat State Mineral Policy.in/.cdos-india.d.com/: http://www. 2009.in/files/4_28.nat.com/: http://www.com/gujrat.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 6.pdf. Retrieved August 1. Retrieved August 1.com/rajasthan. http://www.tunisianindustry.htm. http://www.indiaenvironmentportal.cji.com/andhra.). 2009.com/tradition. cdos-india.).cdos-india.com/: http://www.ctacc.htm 74 7.nat. from http://www.in/: www.tunisianindustry. Retrieved August 1. Retrieved August 1.com/.cji.com/otherstates.com/harayana.com/nervecentre. 2009.cdos-india. cdos-india.org.).org.htm 8.d.cdos-india.nat. from http://www.cdos-india.). http://www. cdos-india.doc.htm 15. Retrieved August 1.d. Retrieved August 1.com/: http://www. Retrieved August 1.cdos-india. from http://www.pdf. cdos-india. http://www.cdos-india. from http://www.pdf 17.com/papers/09%20%20Indian%20industry%20-an%20Insight%20-%20Alok%20Kumar.d.cdos-india.org.org: http://www.tn/en/download/CEPI/IMCCV02.tunisianindustry.).).com/.d.com/tradition.pdf 18. 2009. (n. Retrieved August 1.d.com/otherstates. from www.htm.).pdf 16.htm 11. http://www.com/.).com/.htm 10.tn/en/download/CEPI/IMCCV02.). from http://www.org.cdos-india. 2009. http://www.cdos-india. 2009.com/: http://www. from http://www.d. from http://www. ctacc. cdos-india.cdos-india.cdos-india.ctacc. www.htm.com/rajasthan.d. Retrieved August 1.org/new/images/Industrialfiles/natural_stones.in/: http://www. Retrieved August 1.indiaenvironmentportal.in/pdf/2007/april/indian%20stone%20industry.d. http://www.com/nervecentre. 2009.htm.tunisianindustry. (n. from http://www.cdos-india.tn/. (n. (n.).cdos-india. cdos-india. http://www. cdos-india. 2009.htm.cdos-india. (n. (n. (n.cdos-india.nat. Retrieved August 1.cdos-india.htm 9. Retrieved August 1. (n.com/: http://www.htm.com/: http://www.

132/search?q=cache:drrRAh03JoJ:www.com: http://www.in/release/release.nic.nic. (n.d.132/search?q=cache:drrRAh03JoJ:www. http://labour.153. 2009.tr: http://www.in/: http://www.in/.d.d.). http://www. from www.com/eng-site/stone/stone-sector-ita.d. from http://mpsidc. 2009.asp?relid=14758 28.htm.pdf 22.pdf: http://labour. from http://labour.com/: http://www.in/pdf/08/octnov/Quality%20Management%2001.asp.tr/Assets/sip/san/Natural_Stones2008.in/anrep07-08/annual08.org/.scjjky. igeme.lu.6/atti_seminari_internazionalizzazione/india_repo rt_marble_Industry. lu.in/.153.lu. 2009. PDF. Retrieved August 1.it/: http://www. Retrieved August 1.d. macmarbleindia.lu. http://stonedge.pdf 23. from http://www.d.125.in/release/release.asp?id=102 29. Retrieved August 1.in/ss/INFORMALSECTORININDIA-ApproachesforSocialSecurity.pib. 2009.stat.nic.nic. 2009.com/technology1. (n. marblemarket.nic.pdf 27. from The Indian Institute of Planning & Management-Ahmedabad . pib.net/gallery/ 25.in/ss/INFORMALSECTORININDIA-ApproachesforSocialSecurity. (n.net.125.).org.camcom. (n. http://www.in/anrep07-08/annual08.pdf.nic.nic.immcarrara.pib. from http://mines.org. http://74.macmarbleindia.org.pib.asp?id=102.pdf 26. 2009. Retrieved August 1.).d.). Retrieved August 1. (n.nic.htm 24. INFORMALSECTORININDIA.com/technology1.).com/: http://74.net/gallery/. scjjky. 2009. Retrieved August 1. (n.macmarbleindia.camcom.asp 21.). immcarrara.asp?relid=14758.scjjky. from http://www.igeme. mines. Retrieved August 1.d.com/eng-site/stone/stone-sector-ita. http://www.pdf. Retrieved August 1. http://www.d.org/mp07/state-profile/project-reports/newprojects/Marble_Processing.pdf.nic.com/en/xwzx_show.marblemarket.in/ss/INFORMALSECTORININDIAApproachesforSocialSecurity. (n. 2009.immcarrara. (n.in/: http://mines. Retrieved August 1.org/mp07/state-profile/project-reports/newprojects/Marble_Processing.).MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 19.scjjky.org/: http://mpsidc.pdf.net: http://www.).pdf 75 20.org.stat. from http://www.nic. 2009. http://www.pdf.). mpsidc.com/.).stat. http://mines.immcarrara.pdf . (n. http://mpsidc.macmarbleindia.6/atti_seminari_internazionalizzazione/india_repo rt_marble_Industry.it/upload/file/1.igeme.igeme.nic. (n.com. from http://www.it/.marblemarket.camcom.camcom. stonedge. from http://www.d.in/.marblemarket.).d.it/upload/file/1. 2009.com/en/xwzx_show. (n. 2009. Retrieved August 1. http://www.tr/Assets/sip/san/Natural_Stones2008. Retrieved August 1. from http://www.

com/index.com/index.asp?news_id=51 35. 2009.com/: http://www.asp?news_id=51.stoneinturkey.org.).stonetechfair.com/index.com/estonetech/news2.com. http://www.com/index.com.d. from http://www.).unido.stonepanorama.).php?action=page_display&PageID=14.pk/.stonepanorama.com: http://www. stoneworld.php?action=page_display&PageID=14 31. from [http://www. stonetechfair. stonepanorama. Retrieved August 1. 2009.).org. 2009.pdf 30.com/estonetech/news2.pk/cdppdf/Cluster_Diagnostic_Study___Marble_15th_May__2006%5B1%5D. Retrieved August 1.).stoneworld.pdf The Indian Institute of Planning & Management-Ahmedabad .php?view=article&id=75%3Aitalian-marble-andgranite-trade-on-the-path-of-recovery&option=com_content&Itemid=4.stoneinturkey. stoneinturkey.d. (n.com/: http://www. (n.stonepanorama.org.stoneinturkey.com. (n.com.com. Retrieved August 1.stonepanorama.stonetechfair. [http://www.com/Articles/Feature_Article/BNP_GUID_9-52006_A_10000000000000412117 36.php?option=com_content&view=article&id=118: marble-2009-in-a-bid-to-become-number-one-in-the-sector&catid=3&Itemid=4].php?view=article&id=75%3Aitalian-marble-andgranite-trade-on-the-path-of-recovery&option=com_content&Itemid=4 34. from http://www.pk/: [http://www.d. (n. 2009. 2009.com. Retrieved August 1. http://www.in/pdf/08/octnov/Quality%20Management%2001. from http://www. unido.stonepanorama.stonetechfair. stoneinturkey.stoneinturkey. http://www. (n.d.com/Articles/Feature_Article/BNP_GUID_9-52006_A_10000000000000412117.com/: http://www.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY http://stonedge. 2009.org. (n.com/index.pdf.d.com/index.php?action=page_display&PageID=15.pk/cdppdf/Cluster_Diagnostic_Study___Marble_15th_May__2006%5B1%5D.com/: [http://www.stoneinturkey.php?action=page_display&PageID=15 76 32.stoneinturkey. Retrieved August 1. Retrieved August 1.com/index. from http://www. 2009.php?option=com_content&view=article&id=118: marble-2009-in-a-bid-to-become-number-one-in-the-sector&catid=3&Itemid=4] 33.stoneworld. Retrieved August 1.).unido. [http://www.stonepanorama.d.in/: http://stonedge.stoneworld. from http://www.com/index. (n. http://www.unido.d. http://www. stonepanorama.).com/: http://www. from http://www.

d.com/. http://www. 2009.vibrantgujarat. from http://www.com/district_profile/detail/banas-kantha.vibrantgujarat.pdf The Indian Institute of Planning & Management-Ahmedabad .pdf.com/district_profile/detail/banaskantha. (n. vibrantgujarat.). Retrieved August 1.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 77 37.vibrantgujarat.com/: http://www.

& other areas subjected to abrasion by foot traffic.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 78 11: GLOSSARY GLOSSARY OF STONE INDUSTRY TERMS Abrasive hardness (Ha): a measure of the wearing qualities of stone for floors. parting. natural bed. or the vertical first member above grade of a finished floor. Term is often incorrectly applied to fine-grained marble. Block: See quarry block. Alabaster: A fine-grained & translucent variety of gypsum. of variable thickness. stair treads. Sometimes also applied to the surface of parting between rock sheets. the unit layer formed by sedimentation. In granites & marbles. Dimension stone: A natural building stone that has been cut & finished to specifications. Bearing check: A slot cut into the back of dimension stone to allow entry of a supporting angle or clip. & commonly tilted or distorted by subsequent deformation. or jointing along the planes of stratification. Base: The bottom course of a stone wall. May be cut & carved easily with a knife or saw. Calcite: A crystalline variety of limestone containing not more than 5% magnesium carbonate. 2. Block cutter: A machine used in the quarrying process for in-line drilling of small diameter holes. generally white in color. It generally develops a rock cleavage. commonly curved & lenticular. The Indian Institute of Planning & Management-Ahmedabad . Bed: The top or bottom of a joint. surface of stone parallel to its stratification. Calcareous: Refers to substances containing or composed of calcium carbonate. Dolomite: A crystalline variety of limestone containing in excess of 40 percent magnesium carbonate as the dolomite molecule. as developed by fractures. In stratified rocks. a layer or sheet of the rock mass that is horizontal. 3.

but are composed of different minerals. Mosaic: A veneering that is generally irregular. & serpentine. crystalline. Greenstone: A metamorphic rock. mineral composition. Grain: 1. Nearly all stone used in a mosaic pattern is irregular in shape. by high temperature or intense pressure. Metamorphic rock: Rock altered in appearance. A very small particle of rock. Granite: A very hard. crystalline structure.The main direction of the mineral composition & arrangement in stone. also known as a “frame saw.” Gang saw: A mechanical device. Marble: A metamorphic crystalline rock composed predominantly of crystalline grains of calcite. Includes slate derived from shale.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 79 Dressing: The shaping & squaring of blocks for storage & shipment. gray to pink in color. Limestone: A sedimentary rock composed primarily of calcite or dolomite. & in some cases. dolomite. The Indian Institute of Planning & Management-Ahmedabad . it is also the easiest direction of cleavage. 2. capable of taking a polish. such as a sand grain. composed of feldspar. & lesser amounts of dark ferromagnesium materials. Marble (commercial definition): A cry-stalline rock. The varieties of limestone used as dimension stone are usually well consolidated & exhibit a minimum of graining or bedding direction. & capable of taking a polish. & Composed of one or more of the minerals calcite. or serpentine. with no definite pattern. ranging in color from medium-green or yellowish-green to black. typically with poorly defined granularity. quartzbased stone from quartzitic sand.” used to cut stone blocks to slabs of predetermined thickness. Sometimes called “scabbing. Gneiss & black “granites” are similar to true granites in structure & texture. density. or both. quartz. dolomite. Joint: A space between installed stone units or between a dimension stone & the adjoining material. & true marble from limestone. igneous rock.

One of the hardest minerals that compose stones such as sandstone. Producer: Company or person that quarries & supplies dimension stone to the commercial market. limestone. marble. intrusion of minerals during the formation process creates unusual coloration. or sandstone that is formed by nature. generally layered. particularly yellow. The materials of which they are formed are derived from preexisting rocks or the skeletal remains of sea creatures. Pillowed: A tile finish that features softly rounded edges. as in quartzite). The Indian Institute of Planning & Management-Ahmedabad . tan. granite. Quarry: The location of an operation where a deposit of stone is extracted from the earth through an open pit or undergrounds mine. Sandstone: See quartz-based stone. & quartzite. thus giving the tile a pillowed look. Quartzite: A metamorphic quartz-based stone formed in exceedingly hard layers. Quartz: A silicon dioxide mineral that occurs in colorless & transparent or colored hexagonal crystals or in crystalline masses. or metamorphic. Polished finish: A glossy surface finish that brings out the full color & character of the stone. Sculpture: The work of a sculptor cutting a three-dimensional form from a block of stone. cryptocrystalline calcite with colors in pastel shades. travertine. Quartz-based stone: A stone that may be either sedimentary in formation (as in sandstone. In some deposits. Sedimentary: Rocks formed of sediments laid down in successive strata or layers. A stone such as granite. & green. slate. & is not artificial or manmade. Onyx: A translucent.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 80 Natural stone: A product of nature.

or certain polyester compounds. light green. generally dark green in color with markings of white.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 81 Serpentine: A hydrous magnesium silicate material. Considered commercially as a marble because it can be polished. or by temperature changes. The Indian Institute of Planning & Management-Ahmedabad . Slate: A very fine-grained metamorphic rock derived from sedimentary shale rock. Characterized by an excellent parallel cleavage. & entirely independent of original bedding. Some varieties of travertine take a polish & are known commercially as marble. or narrow irregular body of mineral material different from the surrounding formation. Texture: Surface quality of stone independent of color. In the dimension stone industry. soil. or black. The wire may either be immersed in slurry of abrasive material or be fitted with spaced industrial diamond blocks. & other ground waters. surface waters. Slab: A lengthwise-cut piece sawn or split from a quarry block prior to fabrication. Vein: A layer. Wire sawing: A method of cutting stone by passing a twisted. cabinetmaker’s wax. Waxing: The practice of filling minor surface imperfections such as voids or sand holes with melted shellac. slate may be split easily into relatively thin slabs. it does not refer to the application of paste wax to make surfaces shinier. Weathering: Natural alteration by either chemical or mechanical processes due to the action of constituents of the atmosphere. seam. Split: Division of a rock by cleavage. Unit: A piece of fabricated cubic or thin dimension stone. Setting: The trade of installing dimension stone. multistrand wire over the stone. Travertine: A variety of limestone that is a precipitate from hot springs.

MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 82 12: ANNEXURE ANNXURE-1 COMMON TYPES OF MARBLE FOUND WORLDWIDE (absoluteastronomy.com) Marble Beijing White Black Marble Black Marble Black Marble Boticena & Onyx(Green) Brac Brown marble Carrara marble Connemara marble Danby marble Durango Marble Fauske Green Marble Katni Marble Llano Pink Luni marble Macael Macedonian Bianco Sivec Makrana White Grayish white Prilep Luni Central Texas Italy Spain Republic of Macedonia India white or blue-gray Green Island of Brac Checiny Carrara Connemara Danby Coyote Quarry Color White Basque Basque Country Debnik Kilkenny Location Country China Spain Poland Ireland Pakistan Croatia Poland Italy Ireland Vermont Mexico Norway India The Indian Institute of Planning & Management-Ahmedabad .

White.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 83 Malagori White Nabresina Parian marble Penteli Marble Proconnesus Marble Red Marble Rouge de Rance Red Fine-grained semi translucent pure-white Flawless white with a uniform. Tennessee Island of Thassos Pakistan Italy Greece Greece Turkey Romania Belgium China Finland /Russia Republic of Macedonia United States Greece Thassos Snow white. gray. Arandjelovac Serbia Vietnam Marble. faint yellow tint Trieste Island of Paros Paros Penteli Island of Marmara Marmara Ruschita Rance Sivry-Rance Royal White Ruskeala Marble Sivec Macedonian Bianco Sivec Tennessee marble White white. black White Pale pink to cedar-red Ruskeala Prilep Knox. Colorado Colorado The Indian Institute of Planning & Management-Ahmedabad . Grayish white. Blount & Hawkins Counties. White with pink veining White Grayish White Uniform pure white Vencac White Vietnam White Yule.

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ANNEXURE 2 TYPES OF MARBLE (source: cdos-india.com) TYPE Agaria Ambaji Adanga Ambaji Apollo Green Ambaji Brown

LOCATION Rajnagar, Rajasthan TYPE Ambaji Hindustan Green

Ambaji, Banaskanth, Gujarat Ambaji Panther

Ambaji, Banaskanth, Gujarat Ambaji White

Ambaji, Banaskanth, Gujarat Ambaji White Second

LOCATION Ambaji, Banaskanth, Gujarat TYPE Andhi Indo

Ambaji, Banaskanth, Gujarat Andhi Modern Art

Ambaji, Banaskanth, Gujarat Baroda Dolomite

Ambaji, Banaskanth, Gujarat Baroda Green

LOCATION Jaipur, Rajasthan

Jaipur, Rajasthan

TYPE

Bhainslana Black

Fancy Brown

Dadigam Vanar, Vadodara, Gujarat Fancy Green (Bidasar)

Bhulvan, Vadodara, Gujarat Himalaya Grey

The Indian Institute of Planning & Management-Ahmedabad

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LOCATION Kotputli, Jaipur, Churu, Rajasthan Rajasthan TYPE Jhiri Onyx Katni White

Churu, Rajasthan Koteshwar Adanga

Swai Madhopur, Rajasthan Koteshwar Albeta

LOCATION Jaipur, Alwar, Rajasthan TYPE Koteshwar Brown

Katni, Madhya Pradesh Koteshwar Panther

Ambaji, Banaskanth, Gujarat Makrana Albeta

Ambaji, Banaskanth, Gujarat Makrana Doongari

LOCATION Ambaji, Banaskanth, Gujarat TYPE Makrana Kumari

Ambaji, Banaskanth, Gujarat Morwar

Makrana, Nagaur, Rajasthan Olive

Makrana, Nagaur, Rajasthan Phalodi Pink

The Indian Institute of Planning & Management-Ahmedabad

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LOCATION Makrana, Nagaur, Rajasthan Rampura TYPE Black

Rajnagar, Rajasthan Sea Green

Kesariya Ji, Udaipur, Rajasthan

Phalodi, Jodhpur, Rajasthan

LOCATION Sikar, Rajasthan Kesariya Ji, Udaipur, Rajasthan

The Indian Institute of Planning & Management-Ahmedabad

Major centre for Marble handicrafts Situated approx.an export bonanza quarried from RikhabdeoKesariaji. Quarries using diamond wire saws. Dholikhan.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 87 ANNEXURE 3 PROMINENT CLUSTERS FOR PROCESSING & QUARRYING OF MARBLE IN RAJASTHAN (cdos-india. Agaria. from Jaipur. Arna. 650-700 mines in operation in & around Udaipur • • • Kishangarh • • • • • Rajsamand • • • • Udaipur • • The Indian Institute of Planning & Management-Ahmedabad .over 100 million tons Rajasthan green .approx. Albeta. Doongri. modern slab & tile processing & stone craft units. it is the major market outlet for stones quarried in Makrana & Rajsamand. Pink etc. Deposits . chainsaws & handling equipment About 250 modern gang saw & 20 tiling plants Cluster spread over a stretch of 40 sq. Important varieties are Super White. Adanga. 100 km. kms from Nathdwara to Kelwa & Amet. Deposits of a variety of white & grayish white marble like (Morwar. 60 KMs from Udaipur City. Dharmeta etc.com/rajasthan) PROMINENT CLUSTERS FOR PROCESSING & QUARRYING OF MARBLE IN RAJASTHAN Makrana • Makrana White was used in Taj Mahal. 500 Spread over an area of 15 sq. About 300 modern gang saws About 2000 traders Edge cutting Machines .km. Jhanjhar. Kumari. Makrana is now a developed marble centre with hundreds of marble quarries.).

Jaipur has a variety of white & grayish white marble with important varieties being Pista. Onyx. & Black. Onyx Marble. The quarries are currently non-operational due to environmental restrictions. White Marble Indian Pink comes from Babarmal . 650-700 mines in operation in & around Udaipur With deposits of over 50 million tons. It is also a processing centre for marble from Gujarat. Pink Marble.a fine grain hard marble with black & white bands Fast developing modern quarries using diamond wire saws About 150 modern gang saw & 20 marble tiling plants A variety of white to off-white soft dolomitic marble (fine to medium grained). Indo Italian.an export bonanza quarried from RikhabdeoKesariaji. • Bidasar in Churu districts is famous for its Forest Brown & Forest Green marble varieties. Rajasthan green . 60 KMs from Udaipur City. Black Marble.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 88 • • Green Marble. Churu The Indian Institute of Planning & Management-Ahmedabad . Jaipur several modern gang-saw & tiling plants & is a throbbing trade outlet for exports & marble handicrafts. • • Banswara • • Jaipur • • Abu Road • Abu Road in the Sirohi District is a major cluster for processing of marble & is surrounded by extensive marble quarries around Selwara.26 KMs from Udaipur City Babarmal Pink .

Masaron .Obri. Devimata Babarmal. Salumbar. Sabli Khanmin. Dewal. Bicchiwara. Tripura Sundari Daroli. Jharol Malsurta. Devimata Makrana.ki. Odawas. Gunawati area Bar The Indian Institute of Planning & Management-Ahmedabad . Gogunda. Pahadkua & Bhont mines in Makrana Agaria. Puthol & Rajsamand Selwara. Sawar Babarmal. Ulodi. Lolakpur & Dad Rewatdungri – Makrana Paloda Kayampura.com) CATEGORIZATION OF RAJASTHAN MARBLE AS PER BIS 1969 SR No.Dachki Rohanwara.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 89 ANNEXURE 4 CATEGORIZATION OF RAJASTHAN MARBLE AS PER BIS 1969 (cdos-india. Khemaru. Serwa & Perwa Sandkotra Jhiri Talwara. 1 Marble category Plain white marble District Nagaur Rajsamand Sirohi Jaipur Alwar Banswara 2 Panther marble Udaipur Bundi Jaipur 3 4 White veined marble Plain black marble Banswara Sirohi Jaipur Udaipur 5 Black Zebra marble Jaipur Udaipur 6 7 Green marble Pink Adanga marble Dungarpur Nagaur Dungarpur Ajmer Udaipur 8 Pink plain marble Udaipur Nagaur Pali Areas Chausera. Jaspura Umar. Pagara Bhainslana Tripura Sundari Abu road Bhainslana Kela Kuan Bhainslana Rikhabdeo.

No. Makrana. 9 Marble category Striped marble District Nagaur Dungarpur Ajmer Sirohi 10 Brown marble Pali Chittaurgarh Areas Borawar Kumhari. Bherunaka Mandaldeh The Indian Institute of Planning & Management-Ahmedabad . Kumhari & Chuck Dungri. Matabhar. Kumhari. Bilu-Mored Mines – Makrana Paloda Sawar Selwara Bar.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 90 CATEGORIZATION OF RAJASTHAN MARBLE AS PER BIS 1969 SR.

What is your turnover? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 8.How much cost does it incur in the job work of marble? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 7.Questions or comments if any? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ The Indian Institute of Planning & Management-Ahmedabad .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 91 Annexure 5 Questionnaire for processors First Name: ________ ________Last Name: ______ _________ Organization Name: __________________________________________ Phone Number: __________________________________________ Cell Number: __________________________________________ ___________________________________________________________ Q: 1.How the bid between you & your suppliers take place? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 5.What is your contribution to your suppliers in terms of business? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 6.What is your business cycle? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 2.What is your order cycle? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 4.What is your revenue/margin? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 9.Who all are your customers? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Q: 3.

What is your turnover? ___________________________________ ___________________________________ ___________________________________ Q: 8.How the bid between you & your processors take place? ___________________________________ ___________________________________ ___________________________________ Q: 5.What is your order cycle? Q: 2.Questions or comments if any? ___________________________________ ___________________________________ ___________________________________ The Indian Institute of Planning & Management-Ahmedabad .Who all are your customers? __________________________________________________________ ___________________________________ ___________________________________ ___________________________________ Q: 4.What is your revenue/margin? ___________________________________ ___________________________________ ___________________________________ Q: 9.What is your ex-factory cost? ___________________________________ ___________________________________ ___________________________________ Q: 7.What is your contribution to your processors in terms of business? ___________________________________ ___________________________________ ___________________________________ Q: 6.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 92 Annexure 6 Questionnaire for quarry owners First Name: ________ ________Last Name: ______ ________ Organization Name: _________________________________________ Cell Number: __________________________________________ __________________________________________________________ Q: 1.What is your business cycle? ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ Q: 3.

How the bid between you & your traders take place? ___________________________________ ___________________________________ ___________________________________ Q: 5.How much cost does it incur in the job work of marble? ___________________________________ ___________________________________ ___________________________________ Q: 7.What is your turnover? ___________________________________ ___________________________________ ___________________________________ Q: 8.What is your order cycle? ___________________________________ ___________________________________ ___________________________________ Q: 4.What is your business cycle? ___________________________________ ___________________________________ ___________________________________ Q: 2.What is your revenue/margin? ___________________________________ ___________________________________ ___________________________________ Q: 9.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 93 Annexure 7 Questionnaire for quarry owners cum processors First Name: _____________ Last Name: _____________ Organization Name: ______________________ _________________ Phone Number: ________________________________________ Cell Number: ________________________________________ ____________________________________ Q: 1.What is your contribution to your traders in terms of business? ___________________________________ ___________________________________ ___________________________________ Q: 6. ___________________________________ ___________________________________ ___________________________________ The Indian Institute of Planning & Management-Ahmedabad .Questions or comments if any.Who all are your customers? ___________________________________ ___________________________________ ___________________________________ Q: 3.

A. Q: 2.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your business cycle? We have our contracts with mine owners for the raw materials supply & with traders who do the bulk buying from us. P. Q: 8. 5 to Rs. We buy the rough marble blocks from those quarries & sell them that marble after processing it. Q: 6.What is your revenue/margin? 11% to 12%.What is your order cycle? We take orders in advance from traders.How much cost does it incur in the job work of marble? Rs. foot of marble.How the bid between you & your suppliers take place? No bid. Sometimes they demand for the material from specific quarries. Q: 7. Q: 4. 6 per sq.What is your turnover? 9 crore Rs.Who all are your customers? Traders. Q: 3. We buy the raw material from those mine owners & sell the finished goods to our traders. Q: 5. Q: 9.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 94 Annexure 8 Interview responses of processors QUESTIONNAIRE#1 First Name: Manoj__________ Last Name: Lakhavat _______ Organization Name: Keshav Marbles ___________________________ Phone Number: Cell Number: 02974220161_____________________________ 9414398420______________________________ ____________________________________ Q: 1.What is your contribution to your suppliers in terms of business? No contribution.

that comes to around Rs.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 95 QUESTIONNAIRE#2 First Name: P. We supply the material accordingly. 5 per sq.How much cost does it incur in the job work of marble? There is a fixed market cost for the job work on marble.What is your revenue/margin? 10% to 12%. foot.Who all are your customers? For any processor.S. feet material.____________ Last Name: Bhait_________ Organization Name: Shrenath Stone Craft (P) Ltd _________________ Phone Number: 02974226225______________________________ Cell Number: 9414152248_______________________________ ____________________________________ Q: 1. 650 per ton.What is your contribution to your suppliers in terms of business? No contribution. It is around Rs. Q: 9. Each ton of marble gives total 130 sq. We buy rough marble blocks from quarries as per the contract with quarry owners & after processing them we sell it to traders who are under our contract.How the bid between you & your suppliers take place? No bid. Q: 3.What is your order cycle? We always have orders from various traders with whom we have contract & who purchase the finished materials as per their requirements. Q: 4. P.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your business cycle? There is continuity in our business. Q: 8. Q: 6.What is your turnover? 6 crore Rs. Q: 7. Q: 2. So. traders are their main customers. Q: 5.A.

We then sell it to our final customers.What is your order cycle? For any processor. Q: 8.A.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your business cycle? Quarry owners are our suppliers.What is your revenue/margin? 10% to 12%. traders. that is.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 96 QUESTIONNAIRE#3 First Name: Raman__________ Last Name: Bansal__________ Organization Name: Elegant Marble & Granite Ind. That is the market rate all where. P. Q: 7.How the bid between you & your suppliers take place? No bid is required as the deal takes place as per the existing market price. traders are his main customers.How much cost does it incur in the job work of marble? It is usually around 650 Rs.What is your turnover? 5 crore Rs. Q: 9. Q: 5.What is your contribution to your suppliers in terms of business? No contribution to each other. Quarry owners are also his customers but not for buying material but for the job work on marble but they are their suppliers.Who all are your customers? Traders & builders. Ltd_______________ Phone Number: 02974226587______________________________ Cell Number: 9828126588________________________________ ____________________________________ Q: 1. per ton. We have our contract with them. Q: 6. Q: 4. Q: 2. Q: 3.

Q: 3.What is your order cycle? We have our order for the material with quarry owners.What is your contribution to your suppliers in terms of business? No contribution takes place.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 97 QUESTIONNAIRE#4 First Name: Rakesh _______ Last Name: Bhati ___________ Organization Name: Gujarat Marbles ____________________________ Phone Number: Cell Number: 02974226308______________________________ 9414208974________________________________ ____________________________________ Q: 1.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .Who all are your customers? Traders. 5 per sq. Q: 5. Q: 2. We both have the awareness of market price.What is your turnover? 8 crore Rs.What is your revenue/margin? 11% to 12%. P.What is your business cycle? We are in to the business of selling marble slabs in bulk quantity after processing the rough marble blocks. foot.A.How much cost does it incur in the job work of marble? Rs. Q: 9. We purchase rough marble blocks from them & sell the processed one to our traders. Q: 4.How the bid between you & your suppliers take place? No bid required. Q: 7. Q: 6. We get the supply of rough marble blocks from various quarries. Q: 8. We process around 60 tones marble daily.

What is your revenue/margin? 11%.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 98 QUESTIONNAIRE#5 First Name: Manmohan_______ Last Name: Dayma _________ Organization Name: Krishna Marbles ____________________________ Phone Number: 02974226684______________________________ Cell Number: N/A______________________________________ _________________________________________ Q: 1. 5 to Rs.What is your turnover? 9 crore Rs. 6 per sq.How the bid between you & your suppliers take place? No bid.How much cost does it incur in the job work of marble? Rs. P. Q: 8.A. Since we have the material from various quarries with which we have contract keeping the traders’ demand in mind.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 4. Q: 3. Q: 5.What is your business cycle? We have contracts with various quarries for the purpose of variety in products.Who all are your customers? Traders.What is your contribution to your suppliers in terms of business? No contribution. Q: 9. we are able to deliver the finished products to trader as per their desired quality. Q: 7. We purchase rough marble blocks that we sell in the bulk quantity to the customers. foot.What is your order cycle? Traders demand for a particular quality of marble. Q: 6. Q: 2.

What is your revenue/margin? Our margin is 10% to 11%. Q: 6. Q: 8.Who all are your customers? Traders are our prime most customers. 5 to Rs. Q: 4. foot. Q: 3.What is your turnover? 5 to 6 crore Rs.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .A. P. Q: 5.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 99 QUESTIONNAIRE#6 First Name: Anil____________ Last Name: Yadav _________ Organization Name: Sky Marble P Ltd ___________________________ Phone Number: 02974226125______________________________ Cell Number: 9414153841_______________________________ ____________________________________ Q: 1.How the bid between you & your suppliers take place? No bid is required. Q: 7. Q: 2.What is your contribution to your suppliers in terms of business? No contribution at all to each other. The business runs throughout the year on working days. 6 per sq. Though even builders buy in bulk quantity but they are not as frequent as traders are.How much cost does it incur in the job work of marble? Around Rs.What is your business cycle? We purchase the marble blocks from quarries & after processing them we sell them to traders. The deal takes place as per our contract with quarry owners & traders. We deal as per the existing market rate.What is your order cycle? Our major & bulk purchasers are traders. We usually have traders on the contract basis. Q: 9. That is the normal charges levied everywhere for the job work on commercial grade material.

6 per sq.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 100 QUESTIONNAIRE#7 First Name: Ashok __________ Last Name: Arya__________ Organization Name: Arya Marble & Granite P Ltd __________________ Phone Number: 02974226640 _____________________________ Cell Number: 9414202663_______________________________ ____________________________________ Q: 1.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 3.How much cost does it incur in the job work of marble? There’s a fixed market rate prevailing all where. Q: 9. Q: 5.What is your turnover? 3 to 4 crore Rs. no bid requires.What is your contribution to your suppliers in terms of business? No contribution. so. 5 to Rs. that is Rs. P.A. Q: 2.What is your revenue/margin? 10%. Q: 8.What is your business cycle? We buy a fixed amount of material from the quarry owner with whom we have contract & provide the finished goods to our traders. foot. Q: 7.What is your order cycle? We have some fixed traders who purchase the product as per their order. Q: 4.How the bid between you & your suppliers take place? The market rates are so known to both of us. Q: 6. It is just a simple deal.Who all are your customers? Usually traders are our main customers but then domestic users & builders are also our customers.

besides. Q: 8.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 101 QUESTIONNAIRE#8 First Name: Bachhraj _________ Last Name: Bhai__________ Organization Name: Tilok Marble Industries ______________________ Phone Number: N/A_____________________________________ Cell Number: N/A______________________________________ ____________________________________ Q: 1.Who all are your customers? Traders.What is your order cycle? We have our contracts with traders & quarries where we buy materials from various quarries as per the quality demanded by traders. We purchase raw material from them.How much cost does it incur in the job work of marble? Per 130 sq. So. Q: 4. Q: 2. Q: 3.What is your business cycle? We have our contracts with mine owners.What is your contribution to your suppliers in terms of business? No contribution.How the bid between you & your suppliers take place? No bid. Q: 9. feet it’s 650 Rs. we also do the processing job on marble for other marble producers. Q: 7.A. P.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 6. We have a daily requirement of 60 tones material. we have our deal with quarry owners as buyer & with traders as seller. Q: 5.What is your turnover? 6 crore Rs.What is your revenue/margin? 10% to 11%.

P. Q: 7.What is your revenue/margin? 10%.How the bid between you & your suppliers take place? We do not require any bid. Q: 2. Q: 8. Q: 4.How much cost does it incur in the job work of marble? 5 Rs.What is your order cycle? We do bulk purchasing of marble blocks from various quarries. Q: 3. We need to have huge stock available with us as we process around 60 to 70 tonnes of marbles daily.What is your contribution to your suppliers in terms of business? No contribution takes place in our deal. per sq. We deliver the finished goods to our traders who have their contract with us.A.Who all are your customers? Traders. Market rate is applied in our deal. Q: 6.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 102 QUESTIONNAIRE#9 First Name: Inder ___________ Last Name: Jain __________ Organization Name: Alpesh Marble (P).Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 9. Q: 5. builders & people who require it for flooring. Ltd______________________ Phone Number: 02974226374 ____________________________ Cell Number: 9322889740______________________________ ___________________________________ Q: 1. to 6 Rs. foot.What is your business cycle? We buy the raw material from the quarry as per our contract & keep the fixed grain sized material for selling to traders who has advance booking with us.What is your turnover? 4 crore Rs.

We search for a quarry that has the material of that quality. Q: 2. Q: 7. Q: 4.Who all are your customers? We usually have bulk purchasers among which traders & builders are our top prior customers. We buy the materials from various quarries as per the quality demanded by traders. Q: 8.What is your contribution to your suppliers in terms of business? We do not do any contribution to each other.How the bid between you & your suppliers take place? No bid requires. per sq.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 103 QUESTIONNAIRE#10 First Name: R. We sell it to our bulk purchasers. Q: 3. Q: 6.What is your order cycle? We have our contracts with traders & quarries.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 9. ____________ Last Name: Patel___________ Organization Name: Vimal Super Stone Pvt Ltd ____________________ Phone Number: 0274253443_______________________________ Cell Number: N/A______________________________________ ____________________________________ Q: 1. we have our deal with quarry owners as buyer & with traders as seller.What is your revenue/margin? 10% to 11%. Q: 5. foot.How much cost does it incur in the job work of marble? The normal market charges are 5 to 6 Rs.What is your turnover? 7 crore Rs.A. So. We deal a contract with that quarry owner.What is your business cycle? We have our own parameters for the quality of marble.

Who all are your customers? Traders. We purchase raw material from them & sell them to traders who book the order in advance. Q: 3. We daily have 4 to 5 trucks of finished goods of 15 tons each. P.What is your turnover? 3 crore Rs. Quarry names & quality are written on their ordered material. Q: 7. Q: 2.__________________ Phone Number: 02974226504____________________________ Cell Number: 9829465858_____________________________ _______________________________________________________ Q: 1.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 104 QUESTIONNAIRE#11 First Name: Devendra ________Last Name: Agarwal ______ Organization Name: Abhishek Granite Pvt.How the bid between you & your suppliers take place? No bid. it may go higher. feet) & thus process charge are 5 to 6 Rs. Q: 8. foot. domestic users & builders are our customers.A.How much cost does it incur in the job work of marble? For only job work it is 650 Rs. They order us for some specific quality & size of marble & we deliver accordingly. Q: 5. Q: 6. Process houses usually keep materials from various mines for variety in quality.What is your contribution to your suppliers in terms of business? No contribution at all.What is your business cycle? We have our contracts with mine owners. Ltd.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your revenue/margin? 10% Q: 9.What is your order cycle? We have fixed traders. per ton (each ton gives 130 sq. for per sq. Q: 4. & if the material is thick.

5 on a commercial grade material.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . It may be little higher depending on the thickness of material. Q: 9. For that. we have contract with quarry owners & traders.What is your revenue/margin? 11% to 12%.A. Q: 7. Q: 6. Q: 4.What is your turnover? 8 crore Rs.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 105 QUESTIONNAIRE#12 First Name: Kantilal__________ Last Name: Jain _________ Organization Name: Kalpak Marble (India) Pvt Ltd _________________ Phone Number: Cell Number: 02974226149______________________________ 9422035760_______________________________ __________________________________ Q: 1.How the bid between you & your suppliers take place? No bid takes place. domestic users & builders.What is your order cycle? We have the order booked for the processed marble from traders. Q: 8. We daily work on at least 60 tonnes of material. This is how we daily make 4 to 5 trolleys of marble. Q: 2.Who all are your customers? Traders. P.How much cost does it incur in the job work of marble? Rs.What is your contribution to your suppliers in terms of business? No contribution. Q: 3. Q: 5.What is your business cycle? We buy the raw material from quarries & sell the processed material to traders.

Q: 5. Q: 3. feet.What is your business cycle? We are the bulk buyer of marble blocks from quarries. That depends on the thickness of material. 650 to Rs.How much cost does it incur in the job work of marble? That is around Rs. Q: 4. Q: 9. Existing market rate is Rs. 780 for per 130 sq.What is your turnover? 6 to 7 crore Rs.A. Builders & final customers also buy the marble tiles from us.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .How the bid between you & your suppliers take place? No bid.Who all are your customers? Traders. We have our contract with traders who buy processed marble in bulk quantity. Q: 7. 650 per 130 sq.What is your contribution to your suppliers in terms of business? Nothing.What is your revenue/margin? 11%.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 106 QUESTIONNAIRE#13 First Name: Ajay _______ Last Name: Jain__________ Organization Name: Ajay Marble & Granite _____________________ Phone Number: 02974226624____________________________ Cell Number: 9414154756______________________________ ____________________________________ Q: 1.What is your order cycle? Traders keep contract with us & we sell them the material as per their order. domestic users & builders. Q: 6. feet. Q: 8. Q: 2. P.

Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . around Rs.What is your order cycle? For the supply of raw material we have our contract with quarry owners. Q: 3. that is. Q: 2. We then process that material & sell to our booked traders. Sometimes it is also the builders who buy from us but they hardly get in to any contract thing. foot.A. Q: 7.Jangid________ Organization Name: Blueveneret Granites (P) Ltd __________________ Phone Number: 02974226500______________________________ Cell Number: 9414152350_______________________________ ____________________________________ Q: 1. Q: 6.What is your contribution to your suppliers in terms of business? It is supposed to be a very straight forward business so we do not have any sort of contribution to each other. Q: 4.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 107 QUESTIONNAIRE#14 First Name: Harish___________ Last Name: R.Who all are your customers? Traders have contract with us. 5 to Rs.What is your business cycle? We have our contract with a mine owner. people for their personal use also buy marble. Q: 9. P. we book a particular area & the material that comes out from that area is ours & we buy the material that they dig out from that area. On a small level.How the bid between you & your suppliers take place? We do not need to bid. We go to the quarry site. Q: 5.What is your turnover? 4 crore Rs. Q: 8.How much cost does it incur in the job work of marble? There is always a fixed marble rate for the job work on commercial material.What is your revenue/margin? 10%.6 per sq.

Q: 8. Though the amount is calculated on the block of a ton which gives an output of around 130 sq. P.What is your business cycle? We have a quarry or some part of quarry booked & the supplier supply us the rough marble blocks from that part.What is your contribution to your suppliers in terms of business? No contribution. feet.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 6. We sell them the finished products as per their order.How the bid between you & your suppliers take place? No bid. Q: 9.What is your revenue/margin? 12%. Q: 7. Q: 4.How much cost does it incur in the job work of marble? Rs 5 is charged everywhere for per sq foot. Builders & final customers. Q: 3.Who all are your customers? Traders who are in our contract. We deal with at least 60 tonnes of marble daily. Q: 5. We have the order for processed & finished marble slabs of various fixed grain size from traders.What is your turnover? 10 crore Rs.What is your order cycle? Traders book contracts with us. We sell them the material accordingly.A. Q: 2.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 108 QUESTIONNAIRE#15 First Name: Sanjay___________Last Name: Chopra________ Organization Name: Satyam Marbles____________________________ Phone Number: 02974226652_____________________________ Cell Number: 9414206273______________________________ ____________________________________ Q: 1.

Q: 5. Typically. domestic users & builders. Besides. They buy the material as per their order.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 109 QUESTIONNAIRE#16 First Name: Alok____________ Last Name: Goyal_________ Organization Name: Global Granimarmo Ltd_____________________ Phone Number: 02974226412_____________________________ Cell Number: N/A______________________________________ ____________________________________ Q: 1.What is your business cycle? Purchasing the raw material from quarries & selling the finished products to traders. we also do the processing job & we charge for that as per the existing rate in the market. Q: 8. Q: 7. Q: 2.What is your order cycle? We keep various fixed grain size of marble.A. P.What is your revenue/margin? 10% to 12%. Usually we get the order from traders & too often from builders too. Q: 9.What is your turnover? 4 to 5 crore Rs. they buy the marble slabs of fixed grain size but sometime they do demand for customised marble slabs but that’s too rare. Q: 6.Who all are your customers? Traders.How much cost does it incur in the job work of marble? We charge around Rs.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . 650 per 130 sq. Q: 3.What is your contribution to your suppliers in terms of business? We do not have any contribution. feet.How the bid between you & your suppliers take place? No bid. Q: 4.

What is your order cycle? We keep good quality materials of different varieties from various quarries & as per the demand of traders we sell the processed material to them. Q: 3. traders. Q: 2.What is your turnover? 7 crore Rs. The entire deal falls under our contracts with quarry owners & traders.What is your revenue/margin? 11%. first.A.What is your business cycle? Our business has the importance of these two persons.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . quarry owners & second. domestic users & builders.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 110 QUESTIONNAIRE#17 First Name: Ashok_______ Last Name: Malviya _______ Organization Name: Bhartiya Marbles __________________________ Phone Number: 02974222822_____________________________ 9414152350_________________________________ Cell Number: ____________________________________ Q: 1.What is your contribution to your suppliers in terms of business? No contribution. Q: 5. We buy rough marble blocks from the quarry owners & sell it to traders. Q: 4. Q: 8. Q: 6. foot. Q: 7.How the bid between you & your suppliers take place? No bid. per sq. P.Who all are your customers? Traders. Q: 9.How much cost does it incur in the job work of marble? 5 Rs.

P.What is your order cycle? There is always an advance booking by traders. feet. Q: 2. Q: 6. Q: 3. Q: 5.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your contribution to your suppliers in terms of business? No act of contribution. Q: 8.A. Q: 7.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 111 QUESTIONNAIRE#18 First Name: Mahavir__________Last Name: Singh_________ Organization Name: Shiv Shakti Marbles _______________________ Phone Number: N/A____________________________________ Cell Number: 9460261607_____________________________ ___________________________________ Q: 1. We have at least 4 trolleys of total 60 tonnes.What is your revenue/margin? 12%. per ton which gives 130 sq. Q: 9. Q: 4. That is how the business cycle runs for our business.How the bid between you & your suppliers take place? No bid requires.How much cost does it incur in the job work of marble? For only job work it is 650 Rs.Who all are your customers? Traders.What is your turnover? 10 crore Rs.What is your business cycle? Quarry owners are suppliers & traders are our buyers through contract.

Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . there order is small in size.How much cost does it incur in the job work of marble? Rs. P. i.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 112 QUESTIONNAIRE#19 First Name: Harshad ________ Last Name: Chavda ________ Organization Name: Divine Stone _____________________________ Phone Number: 02971222424_____________________________ Cell Number: 9414154007______________________________ ____________________________________ Q: 1.What is your order cycle? We keep processed marble in the form of slabs & marble tiles for our purchasers.What is your revenue/margin? 10% to 11%. Q: 9. Q: 6. Q: 2. Q: 3. We keep processed marble for our bulk purchasers. Q: 8.Who all are your customers? Mainly traders are our customers as they buy the material as per the contract. Q: 5. besides. especially for the bulk purchasers. traders & builders.What is your business cycle? We are the bulk purchaser of rough marble blocks from quarry under a contract deal.e. Builders also buy but they don’t come under contract. foot.What is your turnover? 5 or 6 crore Rs. Q: 7. it’s a simple business.A. We sell to them as per their order. Q: 4.How the bid between you & your suppliers take place? No bid. We are also in to job work of marble. 5 per sq.What is your contribution to your suppliers in terms of business? N/A.

What is your contribution to your suppliers in terms of business? No contribution takes place between us.What is your turnover? 6 to 7 crore Rs. P. Q: 3.A. Q: 7.What is your revenue/margin? 11%.Who all are your customers? Traders.What is your order cycle? Traders keep contract with us & we sell them the material as per their order.What is your business cycle? We process the marble blocks that we get from our suppliers. Q: 4. foot. Q: 5. Q: 6. & that again through contract.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 9.Ho much cost does it incur in the job work of marble? It’s 5 Rs per sq.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 113 QUESTIONNAIRE#20 First Name: Omprakash _____ Last Name: Tak__________ Organization Name: Ajanta Marble Granite _____________________ Phone Number: 02974226103____________________________ Cell Number: N/A_____________________________________ ____________________________________ Q: 1. from quarry owners and sell them to bulk purchasers. Q: 8.How the bid between you & your suppliers take place? Bidding is not required since the fixed market price exists. Q: 2. that is.

Q: 6. Q: 3.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 114 QUESTIONNAIRE#21 First Name: Rajesh _______ Last Name: Yadav ________ Organization Name: Dharti Dhan Marble _______________________ Phone Number: Cell Number: 02974226181____________________________ 9414373925_____________________________ ____________________________________ Q: 1.What is your business cycle? Buying rough marbles from quarries & selling bulk materials to traders as per their order.How much cost does it incur in the job work of marble? Rs.What is your contribution to your suppliers in terms of business? No contribution at all. Q: 9. Q: 7. Q: 4.What is your order cycle? Traders book the order in advance & as per our contract with quarry owners we buy the rough marble blocks from them & sell that to traders after processing them. 5 per sq.Who all are your customers? Our main customers are traders.A.What is your revenue/margin? 11%.What is your turnover? 8 crore Rs. Q: 5. Q: 8. foot. Apart from that builders & other small order purchasers too are our customers. Q: 2. P.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .How the bid between you & your suppliers take place? No bid is required.

Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 8. Q: 9.How the bid between you & your suppliers take place? We do not need to bid.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 115 QUESTIONNAIRE#22 First Name: Ram____________ Last Name: Patel _________ Organization Name: Krupali Stone (P) Ltd ______________________ Phone Number: 02974226311____________________________ Cell Number: 9928280525______________________________ ____________________________________ Q: 1. Q: 6.A. Q: 7.How much cost does it incur in the job work of marble? 5 Rs.Who all are your customers? For any processor in the business of marble. Then comes builders & final customers. is the fixed market price for the job work on per sq. their biggest buyers are traders. It may go up to 6 Rs.What is your order cycle? We have processed & finished marble slabs.What is your revenue/margin? 11%. Q: 3.What is your business cycle? Buying rough marble blocks from quarry & after doing the job & finishing work on that selling it to the customers. or higher depending on the thickness of material. Q: 5. Any contribution can be bad for our business though may be good for suppliers. Q: 2. This is typically supposed to be the business cycle of any processor. Q: 4. They often demand for particular grain size materials out of some fixed grain sizes.What is your turnover? 8 to 9 crore Rs. P. Suppliers get paid as per the market rate. foot.What is your contribution to your suppliers in terms of business? We do not have anything like contribution. Those are the slabs out of which many of them are grained as per the traders’ order.

Q: 9. Q: 4. per sq.What is your contribution to your suppliers in terms of business? No contribution is required.What is your turnover? 7 to 8 crore Rs.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 7. Q: 2. We deal as per fixed market rate. We process them in to fixed grain sized slabs & sell them to traders. Q: 6. Q: 5.What is your order cycle? We load at least four trolleys daily.Who all are your customers? Traders are our main customers. 3000 feet material goes in a truck that is 15 ton material in one truck. P.How the bid between you & your suppliers take place? No bid takes place between us. Q: 3.How much cost does it incur in the job work of marble? 5 Rs.What is your business cycle? We get rough marble blocks from various quarries bought on the basis of their quality. foot.A. Q: 8.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 116 QUESTIONNAIRE#23 First Name: Anil__________ Last Name: Bhora ________ Organization Name: Heena Marbles ___________________________ Phone Number: Cell Number: 02974226725____________________________ 9414153525_____________________________ ____________________________________ Q: 1.What is your revenue/margin? 11% to 12%.

P. we have various traders whose demands vary for the quality of marble.Who all are your customers? Various traders with a demand of specific quality in finished marble. before we would have bought the marble block. i.What is your contribution to your suppliers in terms of business? We do not do any contribution. feet of marble. we keep materials of different quarries meeting their demand. They book the order in advance & thus it is a contract between us.What is your business cycle? There is continuity in our business. Q: 7. Q: 9. 650 per 130 sq.How the bid between you & your suppliers take place? There is no bid. Thus.e. Builders & end users also purchase the finished product from us. Q: 6.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 117 QUESTIONNAIRE#24 First Name: Omprakash______Last Name: Jain___________ Organization Name: Shree Santinath Marble ____________________ Phone Number: 02974226624____________________________ Cell Number: 9414154756_____________________________ ____________________________________ Q: 1.What is your turnover? 9 to 10 crore Rs.Questions or comments if any? Even local traders sometimes deal directly with quarry. Q: 4. The orders by the traders are given in advance. We process tones of marble daily.What is your order cycle? As a processor. The Indian Institute of Planning & Management-Ahmedabad . We have to get the supply of rough marble blocks from our quarry owners to meet the demand of processed marble ordered by our traders.How much cost does it incur in the job work of marble? It is at least Rs. Q: 2. If the material of marble is cracked we make it in to cut size. Q: 8. Q: 3. Q: 5.A.What is your revenue/margin? 12%.

Q: 8.What is your order cycle? We get our order from traders & builders.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your turnover? 9 to 10 crore Rs.How much cost does it incur in the job work of marble? Around 650 Rs. Q: 2. from process house to traders. Q: 3. there are not more than three lifting. Q: 7.Who all are your customers? Traders. builders & direct customers. Q: 9.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 118 QUESTIONNAIRE#25 First Name: Dilip___________ Last Name: Agarwal_______ Organization Name: Shree Mahendra Marble ____________________ Phone Number: 02974226299_____________________________ Cell Number: 9828422222______________________________ ____________________________________ Q: 1.How the bid between you & your suppliers take place? No bid.What is your revenue/margin? 12%. from trader to the end users. If it goes to traders it has one more & the last lifting. that is. that is. Q: 4. P. from the quarry to process house.A. Sometimes the order comes from various states too. for per ton of marble block.What is your business cycle? In the business cycle of marble. We sell materials to them. Q: 6.What is your contribution to your suppliers in terms of business? We are ready to help our supplier from our side if they need any help but till date we didn’t have anything like contribution. Q: 5.

We sell the bulk quantity of processed marble slabs. Q: 6. They buy the material as per their order. Usually we get the order from traders & too often from builders too.What is your contribution to your suppliers in terms of business? No contribution at all. though in small quantity are also our customers.A.How much cost does it incur in the job work of marble? Around 5 to 6 Rs. Besides. on per sq. Q: 7. builders & those who require material for the domestic purpose. foot. It is a crystal clear business. Q: 2. Q: 9. Q: 4.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 119 QUESTIONNAIRE#26 First Name: Pamil____________ Last Name: Patel_________ Organization Name: Mahashakti (P) Ltd ________________________ Phone Number: 02974226281____________________________ Cell Number: 9414152259_____________________________ ____________________________________ Q: 1. We have continuity in our business.How the bid between you & your suppliers take place? No bid at all. Typically.What is your business cycle? We have the daily requirement of tones of material.What is your revenue/margin? 10% to 12%. P.What is your turnover? 5 crore Rs. Q: 3. That’s it.What is your order cycle? We keep various fixed grain size of marble. Q: 5. We deal with traders under a contract. they buy the marble slabs of fixed grain size but sometime they do demand for customized marble slabs but that’s too rare.Who all are your customers? Traders are our main customers. Q: 8.

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Annexure 8: Interview responses of quarry owners cum processors QUESTIONNAIRE#1 First Name: Jaswant_______ Last Name: Trivedi________

Organization Name: D.K. Trivedi Marbles (P) Ltd _________________ Phone Number: 02974226459_____________________________

Cell Number: 9414153888______________________________ ____________________________________ Q: 1.What is your business cycle? We have our own quarry & our own process house but we keep separate account for both the business. We sell the finished goods to traders with who we have contract. Q: 2.Who all are your customers? Traders & rarely our material go for temple carving if the quality is good. Q: 3.What is your order cycle? We do not require an order. We have our own quality of marble. Q: 4.How the bid between you & your traders take place? No bid is required as we know the existing market rates. Q: 5.What is your contribution to your traders in terms of business? Sometimes a single trader buys the whole stock of material from us. Q: 6.How much cost does it incur in the job work of marble? Total ex factory cost is 15 to 20 Rs. on Per sq. foot material (including transport charge) & for medium quality it is 27 Rs. Higher the quality, higher the ex factory cost (process cost remains the same for all material type). Q: 7.What is your turnover? 5 crore to 7 crore Rs. P.A. Q: 8.What is your revenue/margin? 15% to 17%. Q: 9.Questions or comments if any. The Indian Institute of Planning & Management-Ahmedabad

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QUESTIONNAIRE#2 First Name: Sidharth_______ Last Name: Saraogi________

Organization Name: Shiv Kirupa Marbles & Minerals ______________ Phone Number: 02974226538_____________________________

Cell Number: 9414206396______________________________ ____________________________________ Q: 1.What is your business cycle? We have our own quarry. We get rough marble blocks from our quarry & after processing & finishing it we sell them to traders. Q: 2.Who all are your customers? Traders & builders. Q: 3.What is your order cycle? We have our contract with traders who do the bulk purchasing. Q: 4.How the bid between you & your traders take place? No bid. We deal as per the prevailing market rates. Q: 5.What is your contribution to your traders in terms of business? No contribution. Q: 6.How much cost does it incur in the job work of marble? Around 15 to 27 Rs. on per sq. foot of marble depending on the quality of material. Q: 7.What is your turnover? Around 6 crore to 8 crore P.A. Q: 8.What is your revenue/margin? 16% to 18%. Q: 9.Questions or comments if any?

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QUESTIONNAIRE#3 First Name: Dinesh_______ Last Name: Garg__________

Organization Name: Shree Ambica Marbles Ind. __________________ Phone Number: Cell Number: 02974226428_____________________________ 9414153514______________________________

Q: 1.What is your business cycle? We are our own supplier since we have our own quarry. We process & do the finishing work on the rough blocks of marble. We then sell them to our traders. Q: 2.Who all are your customers? Traders & builders. Rarely customers for temple carving. Q: 3.What is your order cycle? We have our contracts with traders who do the bulk purchasing. We provide them the finished materials as per their order. Q: 4.How the bid between you & your traders take place? The deal takes place as per the market rates existing under this perfect competition scenario. So, no bid happens between us. Q: 5.What is your contribution to your traders in terms of business? No contribution takes place between us. Q: 6.How much cost does it incur in the job work of marble? It is 15 to 20 Rs. on per sq. foot of marble. It may go up as per the quality. Q: 7.What is your turnover? 7 crore to 9 crore Rs. P.A. Q: 8.What is your revenue/margin? 17% to 19%. Q: 9.Questions or comments if any?

The Indian Institute of Planning & Management-Ahmedabad

Q: 5. Q: 8. Q: 6.How the bid between you & your traders take place? No bid takes place between us. It may go higher that depends on the quality of material. Q: 7.What is your business cycle? We are in to the quarry & processing business of marble since we have our own quarry & marble processing industry. We then sell it to our booked traders.What is your order cycle? Traders are our bulk purchasers.What is your revenue/margin? 18% to 20%. builders & final customers also buy from us. P. We provide them the available material as per their order. We get the rough blocks of marble from the quarry & we process them in our factory. 1950 to 2600 including transport charges on per ton of marble. We have our contract with them. We actually produce marble slabs out of it as per some fixed grain size.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Final customers sometimes also include those who need material for temple carving. Q: 3.What is your contribution to your traders in terms of business? We do not have any contribution to each other.What is your turnover? Around 8 crore to 10 crore Rs. Q: 9.How much cost does it incur in the job work of marble? Rs.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 123 First Name: QUESTIONNAIRE#4 Last Name: Jain______ Sumit_______ Organization Name: Shreyansh Marbles Tiles Pvt.Who all are your customers? Traders are our prime customers. Q: 4. Besides.A. Q: 2. Ltd _________ Phone Number: 02974226004_________________________ Cell Number: 9414842008__________________________ ____________________________________ Q: 1.

Q: 7.Who all are your customers? Process house & trader.What is your ex-factory cost? Total ex factory cost is 15 to 20 Rs.What is your contribution to your processors in terms of business? No contribution to each other.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 124 Annexure 8: Interview responses of quarry owners QUESTIONNAIRE#1 First Name: Banwari _______ Last Name: Lal___________ Organization Name: Shree Dharam Marbles ______________________ Cell Number: 9784115901______________________________ ____________________________________ Q: 1. Q: 3.What is your turnover? Around 6 to 7 million Rs. Q: 9.What is your order cycle? Process house people come & order the material from some portion of the quarry area or buy the blocks.How the bid between you & your processors take place? No bid.What is your business cycle? We sell the rough marble blocks to the processors who are under our contract. P.A.What is your revenue/margin? 10%. Sometimes traders also buy the rough marble blocks from us. Q: 4. Q: 8. foot material (including transport charge) & for medium quality it is 27 Rs. Often traders buy but it is too rare that traders buy from us. If the material is too good it may go for temple carving too. on per sq.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 2. Q: 5. Q: 6.

How the bid between you & your processors take place? No bid. on per sq. Those orders are given in advance.What is your contribution to your processors in terms of business? No contribution. Q: 7.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 125 QUESTIONNAIRE#2 First Name: Jyoti_______ Last Name: Singh ______ Organization Name: Sumer Marbles & Minerals _________________ Cell Number: 9414206479____________________________ Q: 1. We sell them to processors with whom we have our contract.What is your order cycle? We deliver rough marble blocks to processors as per their order.e. Q: 5. Q: 8.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 2.Who all are your customers? Processors (always) & often traders.What is your business cycle? We are in to quarry business where we find the material in the underground of our mine.A.What is your ex-factory cost? It is around 15 to 20 Rs. We dig out the blocks. before the availability of raw material. foot including transport charges. Q: 9.What is your revenue/margin? 10%. Q: 4. P.What is your turnover? 7 to 8 million Rs. i. Q: 3. Q: 6.

They buy the rough marble blocks from us.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 126 QUESTIONNAIRE#3 First Name: Shreeram _____ Last Name: Indra _______ Organization Name: Charbhuja Marbles _________________ Cell Number: 9414352851________________________________ Q: 1. Q: 8. 9 to 10 million P. Q: 6.How the bid between you & your processors take place? No bid. Q: 2.What is your ex-factory cost? It is 16 Rs.What is your order cycle? We have our contracts with processors.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your turnover? Rs. Q: 3. Q: 9. Q: 7.What is your contribution to your processors in terms of business? No contribution. We may even blast for 10 times in a year.What is your business cycle? We dig the quarry & get rough marble blocks which we deliver to processors. feet. We deliver the goods as per their order.What is your revenue/margin? 11%. We need to do blasting as many times as it is required. We have our contract with them.Who all are your customers? Processors. Q: 4. per sq.A. Q: 5.

What is your contribution to your processors in terms of business? No contribution to each other. Q: 9. Q: 3. Q: 8.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . P. foot. Q: 6. Q: 7.What is your turnover? 10 million to 11 million Rs. per sq.How the bid between you & your processors take place? No bid.What is your ex-factory cost? 18 to 19 Rs. Q: 2. Usually one or two blasting is enough for getting the marble blocks for year but sometimes we have to do more blasting.Who all are your customers? Processors.What is your business cycle? We deal with rough marble stones. we deliver them the material. Q: 5.What is your order cycle? Processors book an order in advance & when we have the availability of material after the quarry process. Q: 4.A.What is your revenue/margin? 11%.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 127 QUESTIONNAIRE#4 First Name: Dalpat (Pappuji)_____Last Name: Singh ________ Organization Name: Anupama Marbles __________________________ Cell Number: 9414212842________________________________ Q: 1.

Q: 7. that is. Q: 8.How the bid between you & your processors take place? No bid takes place between us. Q: 6. Q: 4. foot material.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 128 QUESTIONNAIRE#5 First Name: Rupkumar _______ Last Name: Singhavi ______ Organization Name: Rupkumar Singhavi _________________________ Cell Number: 9413518410_______________________________ Q: 1.What is your business cycle? We do at least two blasting in a year. Q: 2. then the rough blocks of marble taken out from earth which are delivered to our customers. Though there is a long process of quarry which is more than just blasting & digging out blocks. Q: 3.What is your turnover? 13 to 14 million Rs.What is your revenue/margin? 12%.A.What is your ex-factory cost? 19 to 20 Rs. Q: 5.What is your order cycle? Processors book an order in advance & when we have the availability of material after digging out the blocks from earth. P. Q: 9.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . on per sq.What is your contribution to your processors in terms of business? We do not have any sort of contribution between us except this smooth business. It is not a business of bargaining.Who all are your customers? Processors. processors. we deliver them the material.

The rest of the materials are sold to traders who sometimes directly purchase the material from us. P. Q: 7.What is your turnover? 12 to 13 million Rs. Q: 6.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 129 QUESTIONNAIRE#6 First Name: Rameshji _______ Last Name: Kumar________ Organization Name: Shreeram Marbles & Minerals _________________ Cell Number: 9414154669________________________________ Q: 1.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 5. foot.What is your business cycle? We only sell the rough blocks of marble to the processors. per sq.A. They are our fixed customers as per the contract dealt with them.What is your order cycle? Majority of orders for the material come from processors. Q: 8. We load at least three trucks of blocks daily.What is your ex-factory cost? 16 to 20 Rs. Q: 3. Q: 4.How the bid between you & your processors take place? No bid. Q: 9.What is your revenue/margin? 12%.Who all are your customers? Process house. Q: 2.What is your contribution to your processors in terms of business? We hardly ever required each other’s contribution in our business.

There is perfect competition scenario in this business.How the bid between you & your processors take place? No bid. We deliver them the rough marble blocks.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 130 QUESTIONNAIRE#7 First Name: P.What is your ex-factory cost? 17 to 18 Rs. All these things make bidding irrelevant. Q: 4.What is your business cycle? We deal under the contract with processors.A. Q: 2. & Niraj_______ Last Name: Parekh ________ Organization Name: Sherwa Minerals Pvt. P. Q: 5. known market rates. We daily load 3 to 4 trucks.What is your order cycle? Processors have certain area of quarry booked with us.What is your turnover? 15 to 16 million Rs. Q: 3. We have our mutual understanding. Ltd _____________________ Cell Number: 9826906044________________________________ Q: 1.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 8. We deliver them the material that we get from that part of quarry. Q: 7. per sq.What is your revenue/margin? 10% to 11%.K. foot.Who all are your customers? Process house & often traders too. Q: 9. Q: 6.What is your contribution to your processors in terms of business? We do not have any contribution to each other.

We have at least two to three trucks.What is your turnover? 16 to 17 million Rs. Q: 6.What is your order cycle? Process house people come & order the material for quarry part or buy a block. Q: 3.What is your contribution to your processors in terms of business? No contribution. Q: 2. Q: 4.What is your revenue/margin? 10% to 11%.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 131 First Name: QUESTIONNAIRE#8 Chandulal _______ Last Name: Patel ________ Organization Name: Digvijay Marbles __________________________ Cell Number: 9725078507______________________________ Q: 1. Q: 8. P. foot.What is your business cycle? We are the seller of rough blocks of marble to various processors.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . They have contract with us. per sq.How the bid between you & your processors take place? No bid. Q: 9.What is your ex-factory cost? 15 to 20 Rs.A. Often traders buy but it is too rare that traders buy. Q: 7.Who all are your customers? Processors. Q: 5.

A. bidding is pretty irrelevant.What is your business cycle? We only sell the rough blocks of marble to the processors. Q: 6. Q: 8. Q: 3. Q: 9. Q: 7.What is your turnover? 18 to 19 million Rs.__________________________ Cell Number: 9246066022_______________________________ Q: 1. Q: 4.Who all are your customers? Processors.What is your contribution to your processors in terms of business? No contribution.What is your revenue/margin? 10% to 12%. We load at least three trucks daily.What is your ex-factory cost? 17 to 20 Rs. We deliver them the marble blocks as per their booked orders.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 132 QUESTIONNAIRE#9 First Name: Gopal _______ Last Name: Modi __________ Organization Name: Vipul Marbles & Co. Q: 2. foot. per sq. P. Q: 5. In a perfect competition market situation like this.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad .What is your order cycle? We get the order in advance from various processors before starting the quarry operation.How the bid between you & your processors take place? No bid.

Q: 9.What is your ex-factory cost? 18 to 20 Rs. Q: 3. Q: 7.What is your business cycle? We get tons of rocks after blasting which we divide in to blocks & sell to various processors. Besides.What is your turnover? 19 to 20 million Rs.Questions or comments if any? The Indian Institute of Planning & Management-Ahmedabad . Q: 2.How the bid between you & your processors take place? No bid.Who all are your customers? Processors are supposed to be our main customers.A. builders & people for temple carving also directly buy the material from us but that is too rare.What is your contribution to your processors in terms of business? No contribution.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 133 QUESTIONNAIRE#10 First Name: Babubhai (Abdul Rahim)_Last Name: Sultan _____ Organization Name: Akrigsha Marbles ___________________________ Cell Number: 9799995989_______________________________ Q: 1. foot. P.What is your order cycle? Processors order for huge amount of materials from us. Q: 8. Q: 6.What is your revenue/margin? 10% to 12%. We do have other customers like traders but that is too rare. Q: 5. per sq. traders. Q: 4.

Name: . Signature of thesis guide The Indian Institute of Planning & Management-Ahmedabad .ID: SS/04-06/AHD/MKTG/16(A) 4. ID No: . 6.IIPM. Ahmedabad 3. Details of Meeting: . 8.Marketing strategies & distribution channels for marble industry 5.Abdul Latif Sultan 2.Secondary data collection through books.01/06/09 7. The Progress of the thesis: .Guide explained how to start thesis & to start with secondary data collection. Centre: .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 134 RESPONSE SHEETS RESPONSE SHEET-1 1. The outcome of the meeting/discussion: . internet & articles started. Date when the Guide was consulted: .Formal details about mining business found through secondary sources. The topic of Study: .

Started collection of data according to the suggestions received.Gathered some secondary data related to marble industry & showed to the guide & got suggestions from the guide to find out marble production & its market share details.01/07/09 7. The topic of Study: .Data collected related to international market for marble through secondary data. Centre: . 8. Signature of thesis guide The Indian Institute of Planning & Management-Ahmedabad . The outcome of the meeting/discussion: .Abdul Latif Sultan 2.ID: SS/04-06/AHD/MKTG/16(A) 4. ID No: .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 135 RESPONSE SHEET-2 1. Ahmedabad 3. Date when the Guide was consulted: .Marketing strategies & distribution channels for marble industry 5. 6. Details of Meeting: . Name: . The Progress of the thesis: .IIPM.

also to find about recent updates and issues. Also found out latest updates in marble industry and also data related to business cycle for marble. Signature of thesis guide The Indian Institute of Planning & Management-Ahmedabad .ID: SS/04-06/AHD/MKTG/16(A) The topic of Study: .To search about business cycle for marble.Abdul Latif Sultan Centre: . The Progress of the thesis: . 6.Suggestions about marble traders received and how to find out details on the basis of that.IIPM. 4. Apart from that. 2.01/08/09 The outcome of the meeting/discussion: . 3.Marketing strategies & distribution channels for marble industry Details of Meeting: . Name: . 8.Recent issues were found out as explained by guide. Date when the Guide was consulted: . 7. 5. Ahmedabad ID No: .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 136 RESPONSE SHEET-3 1.

Name: .ID: SS/04-06/AHD/MKTG/16(A) 4. Details of Meeting: . The outcome of the meeting/discussion: .The guide asked me to start with primary research and to prepare questionnaires about that.Abdul Latif Sultan 2. ID No: . 8.IIPM. Date when the Guide was consulted: -01/09/09 7.Marketing strategies & distribution channels for marble industry 5.Asked the guide about the questionnaire details to include. 6. The Progress of the thesis: . The topic of Study: .MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 137 RESPONSE SHEET-4 1. Ahmedabad 3.Prepared questionnaire as per the guidelines. Centre: . Signature of thesis guide The Indian Institute of Planning & Management-Ahmedabad .

The topic of Study: . Details of Meeting: . 6. Ahmedabad 3.Showed the questionnaires if there are any changes required and if not then to get approval for the same to proceed with the primary details. The Progress of the thesis: .Abdul Latif Sultan 2.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 138 RESPONSE SHEET-5 1.ID: SS/04-06/AHD/MKTG/16(A) 4. The outcome of the meeting/discussion: .Marketing strategies & distribution channels for marble industry 5.IIPM.Got approval from the guide to proceed with the primary research. Date when the Guide was consulted: -01/10/09 7. Name: . Signature of thesis guide The Indian Institute of Planning & Management-Ahmedabad .Started primary research and after completion of analysis decided to show it to the guide. Centre: . 8. ID No: .

The outcome of the meeting/discussion: . 8.MARKETING STRATEGIES & DISTRIBUTION CHANNELS FOR MARBLE INDUSTRY 139 RESPONSE SHEET-6 1. The topic of Study: . Date when the Guide was consulted: . Details of Meeting: -Meeting after final analysis was done & if any changes were required. The Progress of the thesis: .Changes are done as per the guide’s suggestions. Ahmedabad 3.Final thesis is to be submitted.IIPM. Centre: .ID: SS/04-06/AHD/MKTG/16(A) 4. Signature of thesis guide The Indian Institute of Planning & Management-Ahmedabad .28/12/09 7.Abdul Latif Sultan 2. 6. Name: . ID No: .Marketing strategies & distribution channels for marble industry 5.

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