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(A training report submitted in partial fulfillment of the requirement for the degree of)
MASTERS OF BUSINESS ADMINISTRATION (2008-2010)
Submitted by: Name: KULWINDER WARAICH MBA – 2nd SEC – A Roll No.:
SCHOOL OF MANAGEMENT STUDIES
PUNJABI UNIVERSITY, PATIALA
I declare that the project entitled “Product Standing in Market” conducted at BCL Industries & Infrastructure Limited is a record of independent analysis work carried out by me during the academic year 2008-10 under the guidance of my company guide Mr. Jagdeep Dhingra I also declare that this project is the result of my effort and has not been submitted to any other University or Institution for the award of any degree, or personal favor whatsoever. All the details and analysis provided in the report hold true to the best of my knowledge.
Place: Bathinda Date: 5th August, 2009
“If words are considered as symbol of Approval and Token of appreciation then let the words play the heralding role of expressing my sincere gratitude and thanks”. Any accomplishment requires the effort of many people and this work is no different. I am indebted to Mr. Jagdeep Dhingra but for whose guidance and patience I would have not been able to accomplish this task. I also owe a great thanks to him for providing me an opportunity to go through summer training, and providing me this golden opportunity to be a part of the said esteemed college and letting me work on this project. I also owe a great thanks to Mr. Sat Narian Goyal for his guidance, who helped me in the best possible way to complete this summer training and this report.
TABLE OF CONTENTS
4 9.3 8.1 2.2 4.4 10 11 Infrastructure Ltd.3 3.S.3 3. 9. 6. 3.1 An Introduction To BCL Industries & 2.5 4.4 3.3 5. Company Profile 1.2 9. 8.2 3. 7.1 4.3 9.2 8. 8. Executive Summary 1.1 8.1 3. 4.2 2.1 9.No CHAPTER PAGE NO. Different Activities Edible Oil Business Real Estate Business Information Technology Business Advertisement Definition Feature Of Advertising Importance Of Advertising Kinds Of Advertising Different Aspects Of Advertising Project Under Study Why & How This Project Was Undertaken Rationale Of The Study Scope Of Study Main Competitors Area Under Survey Objective Of Survey Research Methodology Sources Of Data Collection Method Of Data Collection Sampling Tools & Technique Used For Analysis Finding & Interpretation Analysis Short Comes Of Company Suggestion Conclusion Annexure Questionnaire References 8 10 10 11 11 12 14 17 17 17 17 19 22 28 28 28 29 29 30 30 31 31 32 33 35 37 37 44 45 46 47 48 50 . 2.
Main Competitors Table of Sample Number of Dealers Market Leader of Product Dealer Satisfaction Level Customer Satisfaction Level Ratio of Total Sale of Dealer Effective Kind of Advertisement Effective Method of Advertisement 29 35 37 38 39 40 41 42 43 . 7. 4.List of Tables / Figures S. 2. 3. 8. 5.No CHAPTER PAGE NO. 9. 1. 6.
Executive Summary My project was to undertake the introduction of Home Cook edible Oil to retailers in the Bathinda & Mansa region and to check the acceptability among them based on various parameters. This has been undertaken to help the organization chart out its future plans regarding the improve quality of the product. . In the area of Mansa district lack of awareness of the product. interviews and with the help of questionnaire has been then analyzed and know about what are the problem faced by the dealers and find company standability in the market. Information based on personal market visits. So the main task under this was to find the position of the product and help the organization route their decisions via proper channel and in minimal time.
Sample has been conveniently selected based on the information provided regarding retailers by my project guide. This project gave me a deep insight of the working of marketing. A questionnaire was prepared which consisted of questions regarding personal details of retailers their business and turnover etc. I got the wide exposure to the working culture of BCL Industries & Infrastructure Limited. analyzed and delivered to the organization. So in the beginning the market visit to respective retailers was initiated. . Questions about the retailer’s perception regarding the product have been included. The gamut of the project lies in increasing the sales of the company for their proper method of advertisement. The project also helped me in knowing the behavior of the retailers towards the company. which would help them in planning their future plans. Understanding the retailer’s needs and providing appropriate solutions to their queries. then complete understanding of their mind set was made.
Vinod Mittal with the Expansion-Cum-Modernization plans undertaken from time to time the unit has been established as an integrated edible oil complex. In the year 2000 Mr. Mittal group started of its business activities in 1976 at Bathinda (Punjab) with the installation of a small solvent extraction unit by Sh. D.D. . In the 1990 the group entered into the business of real estate as developers and colonizers and since than the group has undertaken large residential and the group has now become a trusted name in the business of real estate in the North India competing with big builders like Ansal Group. Ltd in the early 80s the business was headed by his sons Sh.1 An Introduction to BCL Industries & Infrastructure Ltd. Where as it is aimed at shareholders creditors and various sets of public Vanaspati Mills Pvt. Rajinder Mittal. Mittal under the name & style of Bathinda chemicals and institutional advertisements are not aimed at consumers. Rajinder Mittal and Sh.CHAPTER 1: COMPANY PROFILE 1. one of the biggest in North India.
D. one Rice Sheller.D. The management under took various Expansion & Modernization plans with the help of PSIDC. Chennai. The group has now main business activities at Bathinda & Jalalabad (Punjab) Delhi. Ltd. and registered fantastic growth. All the plants have been running at full capacity. Rajinder Mittal has the business of Edible Oil with the installation of a solvent Extraction Plant at Bathinda. Gurgaon. The company has now biggest oil complexes in North India comprising an Oil Mill.. two Solvent Expansion Plants. Chennai and overseas offices at Singapore and Salisbory (U. Mittal & Sh.. Chandigarh and its bankers Punjab National bank. Rajinder Mittal. CHAPTER 2: DIFFERENT ACTIVITIES 2.K) in 2001. one Chemical Refinery and one Vanaspati Plant of more than 500 MTs capacity of rawmaterials.Chairman-Cum. The company paid off its entire term loans availed under various Expansion-Cum-Modernizations and now is . Salisbory (U.Managing Director of Bathinda Chemical Limited took over information technology company namely QPRO Infotech Ltd. from time to time.K). with the help of Punjab Financial Corporation in 1976 under the name & style of Bathinda Chemicals & Vanaspati Mills Limited which has now become Bathinda Chemical Limited. Encouraged with the success of QPRO Infotech Limited the company took over another Information Technology overseas company namely M/s Santype International Pvt. Sh. In the last 10 to 12 years the company has grown too many flods under the stewardship of its Managing Director Sh. In the last five years this company has made new inroads in the business of Information Technology.1 Edible Oil Business Mittal family.
2. Battery Lane. The company brought its maiden public issue of 29.10/.35 crores based and non fund credit facilities for the manufacturing & trading of edible oils. This unit has also been running successfully after the take over.totally debt free company.500 crores. Punjab National Bank from fund the last 25 years. Civil Lines Delhi for the construction of 3. 00. Distt.5/.000 shares of Rs. At present the group is having more than Rs. Another Proprietorship concern M/s R.each at a premium of Rs.each in 1993. Bathinda owned by Sh. Rajpur Road. The main company M/s Bathinda Chemical Limited has been dealing with one banker. Since the site was located in the heart of Delhi and very near to Inter State Bus Terminals & Tees Hazari . which has Mittal family took over another edible oil plant of Refinery & Vanaspati of 50 Mts per day in 2003 at Jalalabad. Ferozepur (Pb. anew Solvent Extraction plant of 125 MTPD has been installed in 2004 with the financial assistance of PNB. Exports.) under the name of Kissan Fats Limited (Closed Held). After the take over. The group is having one of the largest production capacity of edible oils in North India now and is enjoying top class credibility in the business of Edible Oils in the country. The company dealing in Edible Oils are having annual turnover of more than Rs. Rajinder Mittal has been established in the year 1992 and is doing business of Import & Exports of edible oil & various food stuff items. Delhi.K. The firm is having only trading activities.2 Real Estate Business Mittal group has stepped into the business of real estate in the year 1990 as developers and colonizers and undertaken a project namely Rishi Apartment at 4.4 and 5 bedroom Residential Flats under its company M/s Cosmos Builders & Promoters Ltd.
M/s Sarva Priya Developers Pvt. Ate present Mittal group boasts of a good name in real estate business in north India and the management now is having ample experience in the line of real estate besides Edible Oils manufacturing. the project remained highly successful and the flats were sold like hot cakes. Many of the projects have already been sold / possession handed over the buyers. Now the group has undertaken projects in Punjab at Bathinda and Mohali also. A list of projects undertaken by the . Haryana and Punjab. Gurgaon and the other places. Ltd.Court. The allied companies / partnership concerns (under the same management) in the business of real estate are as under:- M/s Sarva Priya Constructions Pvt. Ltd. Ltd. M/s Chavan Rishi Resorts Pvt. Encouraged with the successful of the first project Mittal Group expanded its business of real estate and undertaken various project at Delhi. M/s Ganpati Builders & Developers M/s Ganpati Associates M/s Ganpati Estate New Delhi New Delhi New Delhi Delhi Delhi Bathinda Bathinda Bathinda Since stepping into the business of real estate Mittal group has undertaken & completed successfully various residential and commercial sites having worth crore of Rupees at Delhi. M/s Chavan Rishi International Ltd M/s Cosmos Builders & Promoters Ltd.
The company has been managed by thoroughly professional people. Sh. Riding on success of QPRO Infotech Limited the company took over another Epublishing overseas company namely M/s Santype international limited. In the last five years the company has registered tremendous growth and in the financial year 2003-04 the company earns more than Rs.113 lacs as net profit after tax.progress) is as under. software development and data base management in Europe. having its registered office at Satlisbory (U. Bathinda Chemical Limited) took over a Chennai based company namely QPRO Infotech Limited engaged in the business of electronic typesetting software development and database management. 2. Rajinder Mittal (Chairman and Managing Director.K) in the year 2001 with the take over this foreign company the management has been able to expand its business of electronic type settings.500 lacs total income from services and Rs.Mittal group under its different companies / partnership (completed & in. The business of the company has been expanding by leaps and bounds every year. .3 Information Technology Business Keeping in view the revolution in information technology industry in the year 2000.
The site is located in the heart of the city. Goniana Road.Shopping Mall Mittal group has now undertaken a project for the construction of a Multiplex Complex Cum Shopping Mall at Bathinda under the name of its partnership concern M/s Ganpati Builders & developers.Cum . Jiwan Bamsal 80% Share 20% Share The firm purchases a land of about 7000 Sq. Rajinder Mittal) Sh.4 Multiplex Complex . M/S Bathinda Chemical Limited (Sh. Bathinda. Bathinda having the following partners. Mtrs. only 300 Mtrs away from rose garden and only 2 Km away from main bus . at Goniana Road. opposite three cinema halls at goniana road Bathinda.2. at that time hotel Panj Rattan is running on this land. The panning is to abolish the hotel building to construct an ultramodern Hi-Fi Multi Complex Cum Shopping Mall on this land.
25 crores. Another mega project of Central Govt.stand. With the installation of this refinery in Bathinda District. namely Guru Gobind Singh Petroleum Refinery with the proposed investment Rs. The saleable area in the multi complex cum shopping mall will be about 250000 Sq. Law College and a Medical College. paddy and wheat. Another unit of Punjab Govt Thermal Power Plant at Village Lehra Mohabbat. The people of Bathinda are rich and the market has been hold by Aggarwals. The business is namely on these products. The city is already having big industries like Punjab Govt. which is 30 km away from Bathinda City. Asian biggest military cantonment area thousands of military personnel is in Bathinda. Thermal Plant. only 25 Km from Bathinda. The purchase capacity of people has been increased with good crops in the last 4-5 years and also increases in the income of salaried class. Personnel from military cantonment . National Fertilizers Limited Vardhman Polytex Limited. it is expected that there will be tremendous growth of Bathinda city and surrounding area so far as real estate business is concerned. ft approximately and the estimated cost of project is Rs. In the last few years. Gujarat Ambuja Cement Plant.11000 crores has already been sanctioned in Distrist Bathinda.5 lacs. the education standard of the city has grown too many folds with the establishment of an Engineering College. The area of Bathinda as basically agricultural based having crops like cotton. Bathinda city is the fastest growing city of Punjab state at present having population base of approximately Rs.
i. oral or visual.personal or mass communication announcing the sales of goods or services. Advertisement consist of all activities in presenting a group a non – personal. the awakening for the desire to possess your product. Rich & well to do people from surrounding area visit regularly to Bathinda city for purchasing and to requirement of a Multi Complex Cum Shopping Mall at Bathinda is to say it will be the first multi complex cum shopping mall of its kind In Malwa Region in Punjab. CHAPTER 3: ADVERTISEMENT 3. opened sponsored message regarding a product. service or idea.also require good shopping complex and branded item in Bathinda. It can help to introduce a new product quickly.3 Importance of Advertising in Marketing . 3.e.2 Features of Advertising It is a unique means of non. 3. the sponsor can be identified It is a paid communication paid by the sponsor to the media owner.1 Definition Advertisement is the art of influencing human action. It is an openly sponsored sales message regarding any product or service.
Advertising is to business as what steam. advertising is an indispensable tool supplemented by salesmanship and sales promotion. It has possible tremendous industrialization and economic development in many countries. has provide immense employment opportunities to people. 3. In the marketing program of a business enterprise.4 Kinds of Advertising: a) Institutional Advertising . Advertising programme as an integral part of promotion campaign may have one or more Specific Objectives:- Promotion Of New Product Support To Personal Selling Immediate Buying Section Brand Patronage Resold Goods Advertising is a powerful promotion tool to establish and retain brand loyalty and even store patronage provided the product itself do not suffer from quality deficiencies errors in design or other handicaps and the retailers do not have deterioration in their customer services.Advertising by facilitating mass production and mass distribution. electric or nuclear energy is to industry. It is responsible for creating and delivering rising standard of living to innumerable people. The wheels of industry & commerce cannot move with desirable speed without propelling power of promotion mix.
In such kind of advertising new promotional objectives may be incorporated such as: Educating the people the most economic use of the product. newspapers. Marketing appeal to save resources To reduce customer pressure on the sales force. shopping carts. street furniture components. billboards. magazines. It is not at all product oriented. c) Shortage Advertising Where there is short supply of products shortage advertising is resorted to. web pop-ups. It is heavily utilized during the introduction stages of the product life cycle. bus stop benches. sides of buses. cinema and television adverts. .Where the advertising is project the image of a company or its services. banners attached to or sides of airplanes ("logojets"). radio. town criers. human billboards. example oil crisis. it is known as institutional advertising. d) Media Paying people to hold signs is one of the oldest forms of advertising and advertising media can include wall paintings. skywriting. web banners. in-flight advertisements on seatback tray tables or overhead storage bins. printed flyers and rack cards. b) Primary Demand Advertising It is intended to stimulate primary demand for a new product. mobile telephone screens.
Cadillac chose to advertise in the movie The Matrix Reloaded. subway platforms and trains. as in the movie Minority Report. roof mounts and passenger screens. The average cost of a single thirty-second TV spot during this game has reached $3 million (as of 2009). Ford. product placement for Omega Watches. the main character can use an item or other of a definite brand. shopping cart handles . where Tom Cruise's character John Anderton owns a phone with the Nokia logo clearly written in the top corner. the opening section of streaming audio and video. VAIO. Any place an "identified" sponsor pays to deliver their message through a medium is advertising. e) Covert Advertising Covert advertising is when a product or brand is embedded in entertainment and media. The majority of television commercials feature song or jingle that listeners soon relate to the product. most notably Casino Royale. BMW and Aston Martin cars are featured in recent James Bond films. as is reflected by the high prices TV networks charge for commercial airtime during popular TV events. or his watch engraved with the Bulgari logo. . The annual Super Bowl football game in the United States is known as the most prominent advertising event on television. elastic bands on disposable diapers. musical stage shows. For example. f) Television Commercials The TV commercial is generally considered the most effective mass-market advertising format.taxicab doors. which as a result contained many scenes in which Cadillac cars were used. Similarly. and the backs of event tickets and supermarket receipts. in a film. stickers on apples in supermarkets. posters.
for example. virtual billboards may be inserted into the background where none exist in real-life. Virtual product placement is also possible. described as long form and short form. display. More controversially. g) Infomercials There are two types of infomercials. money. Infomercials are also known as direct response television (DRTV) commercials or direct response marketing. and often demonstrate products and their features. Short form infomercials are 30 seconds to 2 minutes long. The main objective in an infomercial is to create an impulse purchase. Infomercials describe. Advertisers often advertise their products. . It is typically inserted into otherwise blank backdrops or used to replace local billboards that are not relevant to the remote broadcast audience. Long form infomercials have a time length of 30 minutes. and commonly have testimonials from consumers and industry professionals. popularity to gain recognition for their products and promote specific stores or products.Virtual advertisements may be inserted into regular television programming through computer graphics. so that the consumer sees the presentation and then immediately buys the product through the advertised toll-free telephone number or website. h) Celebrities This type of advertising focuses upon using celebrity power. fame. when celebrities share their favorite products or wear clothes by specific brands or designers. Celebrities are often involved in advertising campaigns such as television or print adverts to advertise specific or general products.
e. Following points advocate the statement. advertising also have lots of pros and cons i. • Advertisements inform customers about new products and help them in comparison between different products • making. • Advertising provide price\value information to customer thus help in raising standard of living. According to an American survey. Due to repetition they start learning them unconsciously. As every other thing in this world. Positive effects of advertising: • Advertising is important source of communication as it both informs and transforms the information from producers to customers. Attractive and interesting ad’s fosters the sales of a product and services Advertising provide customers with relevant information that aids in decision .5 Different Aspects Of Advertising: Effects of Advertising In today’s scenario advertising is a very good source of entertainment. in a single day a person is bombarded with 5000 ads in USA.3. • concerned. advertising has both positive and negative effect on consumer.
• In today’s scenario it is impossible to move in the market both for the seller and for customer. Negative Effects of Advertising: • Hyper-commercialism and the commercial tidal wave -Criticism of advertising is closely linked with criticism of media and often interchangeable.• Advertising today is more informative. a mix thereof. As far as a growth based economy can be blamed for the harmful human lifestyle (affluent society) advertising has to be considered in this aspect concerning its negative impact. for example. political aspects (e. g. environmental aspects (e. honesty) and. • The price of attention and hidden costs-Advertising has developed into a billion- dollar business on which many depend. amusing and entertaining. increasing consumption). financial aspects (costs). media dependency. increasing consumption and waste. the advertising industry contributes 1. g. cluttering of public spaces and airwaves).5% of the gross national income. . the figures for other developed countries are similar. certain products. pollution. advertising and growth are directly and causally linked. oversize packaging. In 2006 391 billion US dollars were spent worldwide for advertising. sub-conscious influencing. target groups. thus it makes people more aware. of course. In Germany. They can refer to its audio-visual aspects (e. g. g. censorship). ethical/moral/social aspects (e. free speech. invasion of privacy. because its main purpose is to raise consumption. Thus.
India’s residential neighborhoods are frequently visited by merchants offering a variety of products. An inefficient state-owned banking system also prevents prompt transfers of funds from consumers to retailers. Direct Marketing: Private courier services are growing strongly and the telecommunications sector is opening up for a range of modern services. misleading and surrogate. concerts. Corporations promote renown artists. children and old age people who are unable to differentiate between ethical and unethical. The increasing lack arts and culture they buy the service of attraction. exhibitions. . therefore getting exclusive rights in global advertising campaigns. shows. • By using too much exaggeration in ads. until goods can be ordered conveniently and delivered with certainty.• • Most of the ads today are unethical.e. advertisers makes tall but fake claims that are just to attract customers • Advertisements target vulnerable segment of society i. The commercialization of culture and sports-Performances. Credit card companies are increasingly targeting India's one million cardholders through directly-mailed offers of goods and services. Artists are graded and paid according to their art’s value for commercial purposes. direct marketing will be limited to door-to-door sales. conventions and most other events can hardly take place without sponsoring. The most successful direct marketers in India today are the millions of door-to-door sales representatives who visit neighborhoods and villages across India. From ice cream vendors to carpet sellers.
Stereotyping In Advertising: “Stereotyping is a short hand way to describe a person with collective rather then unique characteristics. Latinos joins gangs. However. that they test the market and they know exactly how to get to young children. radio. as the years have progressed. Medical marketing is rife with all sorts of controversial issues and ethical dilemmas. These doctors are then unable to be objective when recommending treatments for their patients Large tobacco companies targeting teens to gain new customers. the sophistication of advertising methods and techniques has advanced. You already know. magazines. Particularly when medical device and pharmacy companies pay for doctors to give presentations. television. of course." There is a list of endless stereotypes: African Americans play sport and run really fast. I believe someone did a little marketing research and concluded that most lifelong. enticing and shaping and even creating consumerism and needs where there has been none before. business publications and billboards. heavy smokers started smoking in high school. write articles and participate in symposia that help the drug or device companies market their products. So at some point tobacco started advertising to draw children. Native Americans drink a lot. or turning luxuries into necessities. brown skin people are extremely . This section introduces some of the issues and concerns this raises.The major Indian advertising media are newspapers.
rich people make their way through money. homeless people are drug addict's. not all women are well proportioned and have good posture. Let's face it. The main purpose of advertising is to attract people and make money. If they see games being advertised they want to try the game. These and other stereotypes are perpetuated by visual messages in media. Children always listen to what they hear and believe in them. Visual messages are a product of our sight. If they see food on television. they want to try the food. In this way advertisers hope to sell their products to unwary audiences who may feel they are lacking in these so-called attributes. some are in fact quite plain and unattractive. As children watch the advertisement. frequencies and omissions become a part of our long-lasting memory. It is said that "Imagination is shaped by the picture seen". pictures are highly effective emotional objects that have long lasting stay within the grayest regions of our brain. a beautiful face and are candidates for fashion models. they absorb everything that the advertisement says and they believe what they see and hear. And children must be trained to know which product is really good. It is therefore very important to watch the children and teach them what is . The reason media stereotypes is that picture are a short cut to bring forth the required action.intelligent but easily fooled. This list can go on and on and never end. Countless products are being advertised everyday on televisions and papers. Advertising to Children: Advertisements that children watch become their favorites. Messages that stereotype individuals by their concentration.
Parents should be vigilant enough about advertisement and explain to the child that advertisements are only for attracting customers. Child must know about what the products are. Say for example the junk foods that are often advertised on television. There are advertisements that exaggerate and sometimes this is dangerous to children. whether they are good for the body or not so that the child will know which product to choose. Advertisers maybe trying to attract people to patronize their products and services but they are not very good for children. A young child will think that the product could really make him a Superman and would like to try the product. Sometimes too much advertisement of a certain product could make the child crave for that product even if it is not good for the health. It shows a child who became Superman when he ate the product. .true and what is not.
.1) Why & how this study was undertaken: In present there is large number of companies in the market but the BCL edible oil mainly competitor with the Gagan Edible Oil. What are the problems faced by dealers? 3. The Company will use effective method of advertisement.CHAPTER 4: PROJECT UNDER STUDY Product Standing in Market Home Cook Edible Oil I had conducted a survey under the company BCL Industries & infrastructure Limited. 3. In the some area is negative growth (Mansa Region). And in my project I have survey BCL home cook edible oil in the Bathinda & Mansa region and know about the present position of product in the market and dealers are satisfied with our product. .2) Rationale of the study Rationale or Logic behind this study is to know about the present position of product in the market and dealers are satisfied with our product.
to better access the segments and tune the product offers to suit the future requirements.3. These different requirements can then be used by the organization to develop the alternative strategies that need to be implemented. It also defines the distribution and value chain between supplier and final retailer.3) Scope of the Study Scope of the study is to produce a structure for the defined market which clearly identifies the different requirements that retailers look to be satisfied. accounting for the various buying mechanisms and influencers found in a market. CHAPTER 4: MAIN COMPETITORS Company’s Main Competitors Fortune Gagan Rajdhani Angan .
CHAPTER 5: AREA UNDER SURVEY District Bathinda Bathinda Talwandi Sabo Raman Mandi Mour Mandi Bhucho Mandi Rampura Phul District Mansa Mansa Bareta Budladha Boha Bhikhi CHAPTER 6: OBJECTIVE OF SURVEY To find company position in market To find out its competitor’s position in market To know dealers satisfaction and their problems and grievances. . To find out customers response and their expectations from company product.
or techniques that are appropriate to it. which can be employed to solve a problem so it is important for the investigator to consider his problem carefully at the outset and make use of technique. So that in future company will capture more market. In case studies like this one a lot of data is required to investigate the problem. secondary sources. When we desire a great deal of information concerning each individual or occurrence to be studied. CHAPTER 7: RESEARCH METHODOLOGY Research can be describes as ‘A Purposeful Investigation’. 7. Just as the carpenter needs to use more than one tool in completing a piece of work. the purpose of which is to consider in detail the characteristics peculiar to the case. There are many techniques. not one. In order to make an effective advertisement policy. In such an even we employ the case study method of investigation. so the research worker must use of. but several methods. The methodology of this project is based upon various sources of data collected as mentioned below like primary sources. Research is a step by step approach to investigation the problem in order to find a solution.1 Sources of Data Collection . much of our data may be non-quantitative by its nature.
The sources of data collection for the study are: Primary Data Secondary Data Primary Data Sources Questionnaire Personal Visits to Retailers Telephone Interview Secondary Data Sources Internet Sites Catalogue Company Records 7.2 Methods of Data Collection: Personal Visits – This study has been undertaken to design the questionnaire. A step-by step review of the various parts of the form has been done and any ambiguity in understanding it noted down. Questionnaire – The study was carried out for measuring the extent of acceptability. Telephone Interview – . satisfaction level and demand among retailers.
social acceptance and question sequence were kept in mind while drafting the questionnaire. 7.3 Sampling Sampling involves the selection of a few items from particular group to be studied with a view to obtaining relevant data which helps in drawing conclusions regarding the entire group. questionnaire method will be used to gather information from the management and employees. Business World. considerations of purpose. The secondary data were collected from different periodicals.The respondents are contacted on phone for recording their responses. language. Business India. Business Today. books and articles published in various magazines & Journals viz. information level. Of all these methods of primary data collection. This method saves time but the respondent should have a telephone. Apart from the above. Journal of Advertising and Journal of Marketing etc. therefore. frame of references. . Care was taken that the research objective is converted into specific questions so that the answers provide the relevant data required to probe the area dictated by these objectives and test the hypothesis. while selecting the sample care was taken that every item in the population under study has an equal chance of being selected in the sample. The basic point in selection of sample is to ensure that it is as representative of the universe as possible.
How many people should be surveyed. that is sampling procedure. without incurring the cost or time required to select a random sample. This non probability method is often used during preliminary research efforts to get a gross estimate of the results.Sampling Plan: This plan calls for three decisions: 1. that is sampling size? 3. Convenience sampling is explained as a selection of a sample based on the ease of access. Convenience Sampling Sometimes called accidental or grab or opportunity sampling. Who is to be surveyed or sampling unit? 2. Sampling Procedure Since the sample taken in the project is non probability sample. It is used in exploratory research where the researcher is interested in getting an inexpensive approximation of the truth. How are the respondents should be chosen. An optimum sample size fulfills the requirement . Data Collection Sample Size It is very well known that the sample size refers to the number of items to be selected from the universe to constitute a sample. this is the method of choosing items arbitrarily and in an unstructured manner in the frame. therefore the sampling technique used is convenience sampling.
Mansa. representative ness. from various income groups and from various professions belonging to Bathinda . Raman Mandi etc.of efficiency. So proper care should be taken in selecting the sample size. reliability and flexibility. The sample size consisted of SEVENTY respondents of different ages. it should neither be extensively large.4 Tools and Techniques Used For Analysis For the analysis of various observation collected on the basis of questionnaire and personal visit I have used the Summated Scale (Likert-type Scale) Likert Scale-This scale is used wherein a particular item is evaluated on the basis of how well it discriminates between those persons whose total score is high and those whose score is low. Sampling Unit And Size: The universe of study consisted of the state of Punjab. Sample size selected for the campaign was 70 Area Bathinda Talwandi Sabo Raman Mandi Mour Mandi Bhucho Mandi Nathana Rampura Phool Mansa Bareta Budladha Boha Bhikhi Sample size 12 8 7 6 7 6 6 7 3 3 2 3 7. nor too small. A typical test item in a .
The information collected from the survey was analyzed using different statistical techniques and data interpretation techniques. The analyses techniques used in the present study are: Percentages Graphical Presentation Weighted Average Score Factor analysis . the respondent is asked to indicate their degree of agreement with the statement.Likert scale is a statement. Traditionally a five-point scale is used.
I have got the following figures and after analyzing the figures. 8. observations/findings of each of the question are given below. .1 ANAYSIS Are you selling BCL Product? Particulars Selling Not selling Total Dealers 38 32 70 D ealers 60% 50% 40% 30% 20% 10% 0% Selling Not selling Interpretation: As per our survey I visit 70 dealers.CHAPTER 8: FINDINGS AND INTERPRETATION On the basis of the various questions asked to the retailers. In that dealers 54% dealers are selling BCL products and left of 46% dealers are not selling Bathinda chemical limited product.
who is the market leader? Products Fortune Rajdhani Gagan BCL Total Dealers 28 12 16 14 70 Dealers of Product 20% 40% Fortune Rajdhani Gagan 23% BCL 17% Interpretation: According to our survey it is found that fortune has 40% share in the market. Gagan has 23% share and BCL has 20% share in the market. BCL and Gagan are together comes. So. Thus we can say that there is an end competition between Gagan & BCL Product.According to you. Are you (dealers) satisfied with BCL products? . we can say that it is a big fish in the market.
Are your customers satisfied with BCL Product? Particulars Yes Dealers 28 . replacement and margins. But that is a drawback for company 21% dealers are unsatisfied with BCL Services.Particulars Yes No Total Dealers 30 8 38 79% 21% YES NO Interpretation: As per our survey 79% dealers are satisfied with our BCL product supply. quality.
What ratio of BCL product in your total sell? Sale 0-30% 31-60% Dealers 19 10 . 74% customers are satisfied.No Total 10 38 74% 26% YES NO Interpretation: Customers are satisfied with BCL products. Thus company has good reputation in customer. Only 26% customers are unsatisfied with BCL products. They trust & like it BCL products.
61-90% Total 9 38 B ProductS CL ale 20 18 16 14 12 10 8 6 4 2 0 0-30% 31-60% 61-90% D ealers 0-30% 31-60% 61-90% Sales Interpretation: 24% Dealers sell 60-90% BCL product in their total selling and 50% dealer sell 0-30% BCL goods in their total sale. According to you. what is effective kind of advertisement? Advertisement Product Advertisement Institutional Advertisement Total Dealers 60 10 70 . If we go to average sale the BCL product in dealers total selling is 36%.
86% Institutional Adv. Press Adv. which is the effective method of advertisement? Advertisement Radio Adv. According to you. Total Dealers 21 07 42 70 . Thus it is clear that institutional advertisement is poor.E ffectivenessof Adv ertisem ent 14% Product Adv. Specialties Adv. Interpretation: According to survey effective kind of advertisement is product advertisement. Only 14% dealer go with institusional advertisement. 86% dealers trust on product advertisement because only a good product influence costomer behaviour.
according to aou survey press advertisement is poor (14%). Using effective advertisement a company can capture a large market. Specailities Adv.E ctiveMethodof Advertisem ffe ent 30% Radio Adv. advertisement considers as an investment. there is very low advertisement.2 Short comes of Company Low Advertisement: In this competitive era. Interpretation: Effective method of advertisement is SPECAILITIES advertisement. because it has a short life. . booklets and coupon scheme etc. 60% 10% Press Adv. In this method we include cash discount. 8. Even some areas retailers donot know about company and its product. In case of BCL.
V advertisement is costly. Low Motivation Dealers/Retailers: Due to lack of proper policy of motivation for dealers and Retailers Company sale don’t increase.3 Suggestions Effective Advertisement: There is no doubt about the strength of advertisement. 8. road boarding’s. buladha) there are no proper dealership. . No dealership in some towns: in some towns (maur mandi. An effective advertisement can influence customer behaviour. After analysis the survey it is clear that advertisement specialties is effective. Press advertisement is poor because it is short life period.There is lack of wall-paintings. On the other hand RADIO/T. Dealers have some doubts and complaints about company but they don’t know about the proper way. Lack of Grievance Handling: In case of BCL There is no proper way of grievance handling. In some areas company incharge don’t visit. press advertisement and schemes for dealers/retailers. bhucho mandi. In order to increase sale dealers and retailers must be motivated.
Quality control: Using effective advertisement we can sell our product only one time. Every year. To motivate the dealers through Monetary and Non Monetary Rewards. So there is effective policy for motivation.Motivation for dealers/retailers: Dealers are main weapons for a company because easily influence customer behaviour. 8.4 Conclusion There is no doubt that BCL (Bathinda chemical limited) is a big organization Malwa Region. If we come to the point of customer & dealers satisfaction result are good (around 75% to 80%) . our sale will also increase. Survey tells us that it stand on third rank on oil industry. If our dealer is happy. A little doubt becomes a big problem so a proper method to handle the grievance should be implemented. On the other hand quality speaks itself. Its commonly says “our customer is best advertiser” Grievance Handling: It is very necessary for any type of organization to handle its grievance as soon as possible. company will be conducted a dealers meet. If the quality of our product is good then there is no need of high advertisement. with the help of this meeting many types miscommunication problem solved.
a BCL product has captured a good market and made a good reputation in customers in a short time. According to Survey Company gets 20% market share and the other hand Gagan get 23% share. The reason is lack of dealership in these towns. its ‘Do Khanjoor’ is giving a good competition to other Vanaspati Brands. Home cook.Company gives good competition to Gagan and fortune. But In Maur Mandi & Budladha company performance is very poor. In some area company performance is very good like Bathinda (90% Share) Raman Mandi (70% Share) Mansa (60% Share). In Vanaspati. . If the company clear & solve their problems in the short time company growth will be doubled. There is a good scope of progress in market for the company because its daily uses products.
Annexure QUESTIONNAIRE For BCL Industries & Infrastructure Ltd .
1 Are you selling BCL Product? a) Yes Organization Name: Name of contact person: Address: Telephone number: E-mail address: Q. who is the market leader? a) Fortune b) Gagan c) Rajdhani d) BCL Q.5 In what ratio of BCL product in your total sell? a) 0-30% b) 31-60% c) 61-90% Q.2 According to you.6 According to you. what is effective kind of advertisement? a) Product Advertisement .4 Are your customers satisfied with BCL Product? a) Yes b) No Q.3 Are you (dealers) satisfied with BCL products? a) Yes b) No b) No Q.Q.
BA: Below Average) Quality of material Packing of Oil Range Delivery OS OS OS OS VG VG VG VG G G G G AVG AVG AVG AVG BA BA BA BA BCL Industries & Infrastructure Ltd. appreciates your honest feedback and sincerely thank you for participating in this survey.b) Institutional Advertisement Q. which is the effective method of advertisement? a) Radio Advertisement b) Press Advertisement c) Specialties Advertisement Q8) Rate the product on various parameters? (Scale: OS: Outstanding.7 According to you. References Journals and Books: . G: Good. AV: Average. VG: Very Good.
bcl.com www.com www.infobane. Kotler Philip.techwhack.co. Web Sources http://www. Prentice Hall India(2003).mittalgroup.com/category/online_advertisement .com/advertisement news. Armstrong Gary.com www.in http://www. New Delhi. Popai for Vishwa Prakashan.wikipedia. New Delhi Kothari C.R. “Research Methodology-Methods &Techniques” (2008).” Principles of Marketing” (2004). H..edibleoil.bclindia.S.
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