ACKNOWLEDGEMENT

This project would not have been possible without the guidance, help &
cooperation of a number of people. I extend my gratitude to all these people
who helped me some or the other way to complete my project.
My sincere thanks to Mr. P K Gupta, Sales Manager, Havells India Ltd. who
considered my candidature for summer project & thus provided me with an
opportunity to work with their company.
I gratefully acknowledge the guidance of Mr. Vijay Anand Dubey, who at
every point not only guided me but also encouraged & motivated me to
work hard.
I also want to thank all my other teachers who introduced me to various
concepts of management & provided me with the confidence of entering the
corporate world.
I also extend my gratitude to all my friends & my family for their love &
support.

Vipul Gupta

TABLE OF CONTENTS
A. Executive summary.
Purpose of the study.
Scope of the study.
Objective of the study.
B. Introduction.
Introduction to the Industry.
Introduction to the Company.
My first day in the organization.
C. Research Methodology.

Introduction.
Data Collection Method.
Data Source.
Research Instrument and Sampling Plan.
D. Findings and Analysis

Sales comparison of Havells in relation to few other firms.

Sales comparison of Havells in relation to total industry with regard
to few products.
Analysis of the findings of the survey.
E. Findings and Conclusions.
F. Limitations of the Study.

g. Bibliography.
H. Annexure.

Executive Summary

Purpose of Study
Scope of the study
Objective of the study

PURPOSE OF THE STUDY

Right decision at right time itself helps an organization not only to

run smoothly but also effectively. But for making right decision it is very
essential to understand certain aspects relating to the problem. The aim
of this study is to develop the understanding of the growth and standing
of the firm.
This 6 weeks training in an organization is for MBA course is
certainly not the answer of all problems, which arise in practical field.
The training in any organization gives us an idea of the growth of the
company and main emphasis is given on marketing aspect and also it is
seen how business is taken tactfully when any problem comes to an
executive, the way of problem solving, right decision making and
knowledge of different types of marketing activities gives much
importance to this study. Though only in 6 weeks it was not possible to
understand it so deeply but an over all ideas would be developed.

SCOPE OF THE STUDY

The study undertakes A relative study of the sales of different firms in

the switchgear industry. In addition to this a market survey was also
conducted To study the outlets in Bhagirath Palace for the switchgear
industry.
Study aims at understanding the growth of the market
keeping in mind Havells India Ltd., specifically. It also aims to
understand the accessibility of different companies to the largest
electrical market of North India i.e. Bhagirath Palace.

The survey covers a wide range of activities and factors, which

influence the retailer to deal in a particular brand of product.
The samples of 100 respondents were taken to represent total
Retailers of Bhagirath Palace.

OBJECTIVE OF STUDY

A project cum Training is an essential part of MBA curriculum.

This study was conducted as A study of Havells standing in relation to
its rival firms.

Objectives on which survey was undertaken:

1. To find out the Havells sales in comparison to rival firms for last
4 years.
2. To find out the Havells growth in the last few years.
3. To find out the Havells standing in relation to total industry sales.
4. To find out the how well the Havells have exploited the biggest
electrical market of North India i.e. Bhagirath Palace.

Introduction

Introduction to the Industry.

Introduction to the Company.
My First Day In Organization.

MY FIRST DAY IN ORGANISATION

As a MBA student there is always a buzz in the classroom mergers,

de mergers, acquisition, takeovers, budget, politics, price war, you name
it we have discussed it all, exchange views, argued and what not.
My first day in the organization has a buzz too, but of different
nature a higher tempo and there was always a lingering smell of money.
All around I could over hear, strategies planning being discussed,
markets to be targeted, feedback customer care and sales promotion the
place was is a buzz, thinking with zeal to beat the rest the same of sales
promotion. I was welcomed into that corporate world by Mr.
Himanshoo, and then followed an informal introduction in shorts.
All, I should say that my 1st day in the organization was more of
observing the environment around us than getting into action.

Research
Methodology

Introduction
Data Collection Method
Data Source
Research Instrument & Sampling Plan

INTRODUCTION

Marketing Research is a process of collecting and analyzing

marketing and ultimately to arrive at a certain conclusion. Thus a
survey method of marketing research is essentially exploratory in
nature. Thus I opted for Questionnaire method for conductive survey
to understand about the accessibility of Havells Products in the
Bhagirath palace.
Importance of Marketing Research
Marketing Research have its importance not only for consumer &
market, it also proves beneficial to the producer of goods and services.
The use of marketing research in any market may be explained on the
basis of following services by it: -

1. It ascertains the position of a company in specified Industry.

2. It indicates the present future trend of industry and points out
how the companys affairs are to be turned up.
3. It helps in development & introduction of new product

10

DATA COLLECTION METHOD

Since the study is exploratory in nature. A personal interview with

each retailer was aid of questionnaire was selected as the method of
obtaining data. The questionnaire was used to facilitate tabulation and
analysis of data.
Field experience showed that listing the respondents to the
questionnaire failed to touch upon certain parameters and it was found
necessary to let the respondents have free hand and let the designed
information filter lengthy discussion, through some aspects of
questionnaire adequately touched upon.
To interview the retailers as far as those languages were used
which they can understand clearly, such as Hindi, English. The
researched used to stand in front of the randomly chosen retail outlet.
This is a comprehensive master plan of the study undertaken, given a
general statement of the method used and procedure followed.

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DATA SOURCE
The various source of information broadly divided in 2 categories.

a) Primary source: Source from where first hand information is gathered directly are
called primary source and information thus collected is called primary
data. In case of the above study the primary source was company visit
and interview with the retailer.
b) Secondary source: The data that are collected for another purposes already exist
somewhere is called secondary data. With regard to my study the
secondary sources where records of the company, Magazines and
websites.
i. Data collection method for Primary
sources: The following methods are widely used for collection data.
(i)

Survey method.

(ii)

Observation method.

In the above-mentioned method Survey and Observation method

was mainly used for the undertaken topic. Survey method was mostly
used for collection of data through personal interview with the help of a
framed questionnaire in case of retail outlets. Apart from survey,
observation method was also used to get data by observing the retailer.

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RESEARCH INSTRUMENT & SAMPLING PLAN

Research Instrument
In this regard an instrument refers to means by which research is conducted.
In this case of all the respondents questionnaire was used. It contains both
open and close-ended type (dichotomous multiple type choice) questions.
(A sample of blank questionnaire and retailers list with area are
attached with this report in the appendix).
Sampling Plan
The samples were on judgment and convenience. A sample size of 100
respondents was taken. The sampling unit was retailers of Bhagirath Palace
for which this sample size was considered a fair representative of the abovementioned area.

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FINDINGS AND ANALYSIS

Sales comparison to other

firms.
Sales comparison to industry.
Analysis of the survey.

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