Professional Documents
Culture Documents
ωι τ η ρ ε γ α ρ δ σ τ ο
Λοϖ ι ν γ
Πα ρ ε ν τ σ
PREFACE
To complete such a study required grasp information from the market. I have
conducted a detailed market survey in the city of Muzaffarpur, I had gone through
several dealers shop and collected information regarding the Premium emulsion
specially about Excel emulsion.
The aim of the survey was to get through information regarding the product being
in the market and as per that information how a newly and competitive product can
be launched. My study deals with this.
I want to point out a very important aspect of this training that is right from the
stage of formulating the research problem to the stage of report writing, my
knowledge specially as regards to marketing research, has undoubtedly enhance.
[Amit Kumar]
ACKNOWLEDGEMENT
First of all I wish to express my deep sense of gratitude to my teacher and guide
Dr. Anil Kumar Pandey, L.N.Mishra College of Busieness Management,
Muzaffarpur, whose support and guidance along with timely advice has helped me
to complete this project report.
I owe a special debt of gratitude to Mr. Manoj Mishra (ASM Bihar) who helped
me whenever necessary, in spite of his busy schedule.
I specially wish to thanks Mr. Sunil Kumar Verma (TSE) and all GNP personnel
for their kind cooperation.
Last but not least I cannot forget to express my great-fullness to my parents for
providing me technical support.
I have also consulted the works of many learned authors and all of them have been
listed in the bibliography. I express my immense debt of gratitude to all of them.
[Amit Kumar]
CONTENT
Preface
Acknowledgement
Bibliography
Questionnaire
CHAPTER - 1
TOPIC
This project works deals with the topic “Study of the Role of
Advertisement in promoting sales of Paints at Muzaffarpur with special
reference to Kansai Nerolac Paints Ltd.”
The scope of the study for management student get to apply all their theoretical
knowledge in the company’s summer training. During training they solve the
particular problem given by the company and come to know the various thing
practically.
The study gives the company a true and unbased picture of its position and
standing in the Muzaffarpur Market and also its image in the society.
Methodology to be used
For the preparation of project report especially in case of Marketing every steps
should be anticipated closely. In this anticipation of formulation there may arise
some problems, since these are two types of information.
Limitations are always accompanied with any work. I had completed his study
within short span of six weeks & it was not possible to understand practically all
aspects of the subjects. Each and every factor has been carried out carefully as
much as possible limitation to the study are beyond control.
As all the primary data has been collected by discussion and interviews, there is a
choice of error as people hesitate in granting correct data and sometime exaggerate
the information. Although I tried to convince the respondents that the study is only
meant for academic purpose, some respondents were not ready to furnish other
information like monthly sales, what amount of stock they carried, frequency of re-
order in spite of these limitation the investigator hopes that the study will yield
dependable and useful results.
CHAPTER - 2
Subsequently, by 1946, Goodlass Wall (India) Ltd. was known as Goodlass Wall
Pvt. Ltd. In 1957, Goodlass Wall Pvt. Ltd. grew popular as Goodlass Nerolac
Paints (Pvt.) Ltd. Also, it went public in the same year and established itself as
Goodlass Nerolac Paints Ltd.
In 1976, Goodlass Nerolac Paints Ltd. became a part of the Tata Forbes Group
on acquisition of a part of the foreign shareholdings by Forbes Gokak.
In 1986, Goodlass Nerolac Paints Ltd. turned into a joint venture of the Tata
Forbes and the Kansai Paint Co. Ltd., with the latter acquiring 36% of its share
capital.
In 1999, Kansai Paint Company Ltd., Japan took over the entire stake of Tata
Forbes group and thus KNP became a wholly owned subsidiary of Kansai Paint
Company Ltd.
In 2006, on the 11th of July, Goodlass Nerolac Paints Ltd. name has been changed
to Kansai Nerolac Paints Ltd.
During the journey of continuous performance excellence, we have entered in to
many technical collaborations with other industry leaders such as E.I. Du-Pont de
Nemours & Company Inc., USA and Oshima Kogya Company Ltd., Japan for our
different products.
Our incessant journey of successes will go on backed by our present human asset
of over 2000 professionals and a sales turnover of Rs. 1484 crores
We are the second largest coating company in India with a market share of over
20%.
We are the market leader in industrial / automotive segment supplying over 90%
of the OEM requirements.
It is our vision to leverage global technology, for serving our customers with
superior coating systems built on innovative and superior products and world
class solutions, to strengthen our leadership in Industrial coatings and propel
for leadership in Architectural coatings, all to the delight of our stakeholders.
We firmly believe that it is not only the vision of where we wish to go which will
form a cornerstone of all our further growth, but also our conviction to the fact that
the values based proposition has to be ultimate foundation of our business.
To this end we consciously have internalized and been practicing these values in
all our business transactions though human beings:
Innovation
Entrepreneurial
Responsive
Simplicity
Team Orientation
Cultural Ethos
Vision driven organization
Employees feel pride in being part of the organization
Recognition of human resources as extremely important and critical assets
High level of human dignity
Transparency and openness among employees at all hierarchical levels
Performance-linked reward system
Management and employee commitment to organization values is high
Autonomy in work is high
High commitment to quality products
The Quality Policy
It is the philosophy of Kansai Nerolac Paints Ltd., and its associates to achieve
complete customer satisfaction by providing products and services that
consistently meet or exceed the customer needs and expectations, pursuant to
agreed specifications, delivery schedules and competitive prices. It is the
philosophy of the company to systematically operate its manufacturing facilities
by inculcating commitment to total quality management at all levels and on a
continuous basis with a view to achieving “First Time Right” results in
manufacture, services and other operations.
It is the company’s aim to constantly reduce waste of material and effort, increase
efficiencies and ensure safety of plant and people and protection of the
environment.
Working together requires that we have a friendly atmosphere based on trust and
respect amongst all of us.
At Nerolac we follow an Open Door policy. Any person is free and welcomed to
share good idea, suggestion, doubt, problem about job or work place, or
uncertainties about one’s future in the organization. An open and transparent
communication is appreciated.
Social Responsibility
The company continues to make its due contribution to community relief and
development activities and has donated both in cash and kind for the beautification
of some public places in Mumbai and elsewhere. The company continued its
activities directly or indirectly through trusts/agencies in community Development
and Social Welfare including contributions towards national defense, medical help,
education, improvement of environment etc.
Organizational Strengths
An organization is not set on pillars of brick and concrete but is set on strong
inherent characteristics that make it strong for years!
Nerolac is carrying on strong since 1920. Following are its strengths that have
kept this company in good faith.
We have made sure that the distribution hurdles and the climatic vagrancies do not
affect the quality of our services. This same commitment will ensure that Kansai
Nerolac will march towards its centennial year, fully dedicated and invigorated, in
step with the exciting wave of industrialization and modernization pervading
through the new India.
(B) Group Profile of the Organization
Committed to provide the best in Paints, Nerolac have entered into Technical
Collaboration with two industry leaders known for their technical superiority.
The Associates of Nerolac provide that vital edge to stay ahead of the competition.
These associations were setup with the specialized expertise of the Industry leaders
to make Nerolac a complete Paint Company catering to all the market segments.
(C) Market Status of the Organization
The Company has registered a Top line growth of 21.9% at Rs. 345.06 crores, in
the IV Quarter, as compared to Rs.283.01 crores in the previous year, same period.
The Profit Before Tax posted for the IV quarter is of Rs. 35.68 crores as against
Rs. 31.06 crores in the previous year, same period, registering a 14.9% increase.
On cumulative basis, for the full year the gross sale registered is of Rs 1483.86
crores, an increase of 21% per cent, as compared to Rs1225.98 crores for the
previous year.
The Company has posted Profit Before Tax of Rs. 160.97 crores as against Rs.
199.60 crores in the previous year. Previous year’s profit included an extraordinary
gain on sale of shares of Rs 50.39 crores. On excluding this, the growth in Profit
Before Tax is 7.7%.
During the quarter, a scheme of amalgamation of Polycoat Powders (PPL) with the
Company was approved by the Bombay High Court effective 1st April, 2006. On
completion of all the statutory formalities, the scheme has been given effect to, in
these results and hence figures for nine months have been restated. Consequently,
figures for the quarter and year are not comparable with the previous quarter/year.
Pursuant to the amalgamation, the company has issued 14,38,320 shares to Kansai
Paints Japan as a result of which Kansai Paint Japan’s equity holding has
increased from 64.52% to 66.41%.
Kansai Nerolac Paints has been at the forefront of paint manufacturing for
more than 86 years pioneering a wide spectrum of quality paints. Kansai
Nerolac is the second largest paint company in India and undisputed leader in
Industrial segment, having a turnover of Rs1484 crores. The company has
five strategically located manufacturing units all over India and a strong
dealer network of over 11000 dealers across the country. The company
manufactures a diversified range of products ranging from architectural
coatings for homes, offices, hospitals and hotels to sophisticated industrial
coatings for most of the industries.
(D) Organizational Structure
A good and efficient sales organization is the foundation for execution of sales
policy and sales programme.
Managing Director
Vice-President, Sales
Products
Decorative Paints Industrial Paints
Decorative Paints
(1) Walls
Interior
Water Based Paints
EMULSION
Product Description
Nerolac Impression 24 Carat Premium Luxury Emulsion is a premium quality
Architectural coating specially formulated by using pure acrylic latex, and high
opacity micronised pigments so as to impart smooth velvet finish, with excellent
washability.
Product Description
Nerolac Impression Metallic is a premium quality water base special effect
designer series range that creats a variety of special effects and textures on
interior walls and is based on pure acrylic emulsion
Description:
Nerolac Disney Emulsion is a water-based, premium super luxury interior wall
finish. It provides a distinctly rich, velvety smooth with exquisite satin finish.
Ideal base coat for Disney stencil application and for superior results.
Properties:
It offers excellent washability and superior stain resistance. No added lead,
mercury or chromium compounds.
Designs:
Nerolac Disney Emulsion has beautiful designs of Micky & family, Pooh and
Princess.
Packaging:
Nerolac Disney Emulsion is available in 1lt attractive pack. Along with this
one set each of stencil kit and tool kit is required for one complete design.
DISTEMPER
Product Description
Nerolac Beauty Premium Acrylic Distemper is supplied in paste form, and it
can be used for the decoration of fully matured plasterwork, concrete,
brickwork and asbestos surfaces. The paste is bound with a stable acrylic
medium.
Product Description
Nerolac Beauty Acrylic Distemper is supplied in paste form, and it can be used
for the decoration of fully matured plasterwork, concrete, brickwork and
asbestos surfaces. The paste is bound with a stable acrylic medium.
Performance Features & Benefits
• Economical Distemper
• Ease of application
• Good washability
• Eye soothing matt finish.
Product Description
Nerolac Beauty Oil Bound Distemper is supplied in paste form and it can be
used for the protection and decoration of fully matured plasterwork, concrete,
brickwork and asbestos surfaces. The paste is bound with a stable oil emulsion
medium.
• Ease of application.
• Good washability
• Eye soothing matt finish.
Brand Name
Nerolac Pearls Lustre finish is a Special Interior Wall paint that captures the magic
glow of pearls and the intrinsic resilience of the shell. Thus, this paint very rightly
stands for "Ornamentation for walls". This is a special product for interior use,
developed by incorporating selected pacifying pigments dispersed in a specially
formulated medium.
Performance Features & Benefits
ENAMEL
Nerolac Synthetic Enamel
Product Description
Nerolac Synthetic Enamel is a time tested and proven, high quality alkyd based
enamel incorporated with best quality opacifying and light fast pigments.
Product Description
FLAT OIL
Nerolac Synthetic Flat Paint Interior
Description: Nerolac Synthetic Flat Paint Interior is a ready to use paint for wall
& ceilings incorporating high opacity pigments dispersed in a synthetic resin
medium. This product can be blended with Nerolac Synthetic Enamel in various
proportions to obtain different sheen levels as desired.
Properties: Nerolac Synthetic Flat Paint Interior can be easily applied on interior
walls which when dried gives a pleasant velvet matt finish. The dried film provides
a very hard wearing surface. It can be regularly cleansed without detriment to its
appearance. The matt finish is useful in minimizing the uneven appearance of
ceiling & wall surfaces. It is best suited for decoration of ceiling & wall surfaces
where a matt finish combined with long-term durability is an essential
requirement.
Packing: The choice of packs that are offered to the consumer are 20 litre drums,
4 litre & 1 litre tins.
Exterior
Product Description
Nerolac Impression Excel Anti Peel Acrylic Exterior Paint is premium water
based, high performance, long lasting exterior paint, formulated to suit the extreme
tropical conditions of high rainfall, humidity and heat. The product is based on
100% Acrylic resin and hence it forms a tough and flexible protective film, with an
excellent bonding to the substrate, which prevents peeling off or cracking for years
together. Nerolac Impression Excel Anti Peel Acrylic Exterior Paint contains a
unique combination of surface protectants, which are released slowly over a long
period of time. This actively helps not only to prevent the fungal and algae growth,
but also, ensures constant surface activity against these irritants for a long period.
Product Description
Nerolac Impressions Excel Total All In One Acrylic Exterior Emulsion is high
performance premium water based, long lasting exterior paint, with UPF
(Ultimate Paint Formula). It is formulated to suit the extreme tropical
conditions of high rainfall, humidity and heat. The product is based on 100%
Acrylic resin and hence it forms a tough and flexible protective film, with an
excellent bonding to the substrate, which prevents peeling off or cracking for
years together. It contains special type of emulsion which gives Excellent Dirt-
pickup Resistance and Excellent Sheen. 1`All In One Acrylic Exterior
Emulsion contains a unique combination of surface protectants, which are
released slowly over a long period of time. This actively helps not only to
prevent the fungal and algae growth, but also, ensures constant surface activity
against these irritants for a long period. It also offers a 7 year warranty*
Product Description
TEXTURED
Nerotex Matt Decorative And Protective Exterior Finish
Product Description
Nerotex matt wall finish is a water-based product that gives a high performance,
textured finish coating. It is specially formulated by using Light fast pigments,
special type thermoplastic resin medium, fine and tough aggregates like inert
silica, unique additives to resist fungus, algae and mould growth. It protects the
exterior surfaces from rain, sun, dust.
CEMENT
Product Description
Product Description
• Excellent durability
• Excellent adhesion to masonry surfaces
• Very good alkali resistance
• Unique breathable film properties
• Self cleaning characterstics
• Very good resistance to mould growth
• Can be applied on freshly constructed masonry surfaces.
(2) Woods
(I) 1K PU -
Variants - Gloss, Matt
Type of Coat - Top Coat
Features - Good Gloss, Easy to Use, Good Value for Money
Usage - Wood, Veneer
(II) Mel'mine
Variants - Gloss, Matt, Thinner
Type of Coat - Top Coat
Features - Excellent Finish, Quick Drying, Compatible to all
base coats, Non Yellowing
Usage - Wood, Veneer, MDF
(III) 2K PU
Variants - Gloss, Matt, Sealer, Thinner
Type of Coat - Top Coat
(IV) PU Interior +
Variants - Gloss, Matt
Type of Coat - Top Coat
(V) Multisealer
Variants - NA
Type of Coat - Base Coat
(3) Metals
Nerolac Impression Hi-Performance Enamel
Product Description
Product Description
Nerolac Satin Enamel is specially formulated to give an excellent smooth finish
resembling the smoothness of satin to masonry, wood and metal surfaces. It can
be easily cleaned to give new look to the surface.
INDUSTRIAL PAINTS
Automotive Coatings
Kansai Nerolac is the Market Leader in the automotive coating segment in India
with a market share of over 60% with global technology acquired from Kansai
Paint Co. Ltd, Japan. Kansai Nerolac offers the latest technology in automotive
painting systems to the Indian automotive industry.
Automotive Coatings of Kansai Nerolac have been tested and certified by global
automotive manufacturers who have set up base in India, like:
Suzuki Motors
Honda Motors
Toyota Motors
Ford Motor Company
General Motors Corporation
IVECO Motors
Peugeot
Through its various strategic collaborations, Kansai Nerolac offers a total painting
system to auto makers in India with a range of products, starting from Pretreatment
Chemicals, Electro Deposition Primers, Intermediate Coats/primer Surfacers, Solid
& Metallic Top Coats, Clear Coats Touch-up Paints.
Kansai Nerolac has tie-up with the global players for product range offered to
automotive and industrial customers. Kansai Nerolac has entered into
collaboration with the following players for specific product range:
Company
Product Category
Kansai Paint Co., Japan
ED Primers, Automotive & Industrial Coatings
Nihon Parkerizing, Japan
Pre-Treatment Chemicals
Oshima Kogyo, Japan
Heat Resisting paints
Ameron, USA
High Performance Coatings
Product Range:
Top Coats
Clear Coats
Acrylic amino
2K acrylic urethane
Alkyd-Amino
Polyester / Acrylic
Silane based Mar Resistant
Touch-Up Paint
Nitro-cellulose Acrylic based paint
Quick Drying Acrylated based paint
Polyrethane based paint
The entire range of products from Primers to Top Coats are available as per
customers' specific colour/performance need.
The paint manufacturing industry is moving ahead by leaps and bounds, and
setting the momentum is Kansai Nerolac Paints. A pioneering R&D, ensures we
manufacture a wide spectrum of paints that change the face of the industry in
India.
Our product spectrum offers a comprehensive coating system starting from P.T.
Chemicals, Primers, Top Coats & Lacquers, Coil Coats, Heat Resistant Paints,
Metal decoration coating, etc.
High Performance
It is amazing how often the havoc wreaked by the ravages of corrosion goes
unnoticed, even though rough estimates put the corrosion losses in India at a
whopping Rs. 4000 crores a year!
Powder Coating
The modern age is the age of the competition. Acture competition has made it
absolutely necessary for manufacturer to reach the customers and to find out new
buyers for their products. Advertising is one of the important activities through
which a manufacturer firm conveys through persuasive communication to the
target buyers.
The main purpose of advertising is communication and its long objective is the
profit maximization of the firm. Though the basic purpose of advertising is to
bring the advertised products as well as its features and uses to the natives of
consumers, it servers a number of other allied purpose also which are as follows :-
Help to sales man
Certainty of new demands
Removal of doubts about goods
Maintenance of scale demand
Creation of image and goodwill of the advertising firm
Explaining various uses of goods to the customers
Reduction in production and distribution cost
Increase in sales and ultimately in profits of the firm
Improving the morale of dealers and salesman
Enabling the producers of manufacturer to face competition
Reminding the users to buy the products
So, in short the role of advertisement is benefiting the producer, educating the
consumer and helping the salesman in their selling jobs. Advertising owes the
certain obligation to the society, which are as follows:-
1. The first obligation of advertising is to communicate with the people.
2. It must spread the aesthetic and moral value in the society.
3. The advertising system must contribute to a high standard of living for the
society. It must develop the motivation in the people to work hard in order
to acquire more purchasing power to and sales function.
4. Advertising's chief task from a social point of view is that of encouraging
the development of new products gearing high competition and toning up
the production.
5. Advertising should not debase our esthetic or cultural standards. Artistic
satisfaction from drawing, painting, photographs, music and drama are
subjective as are other satisfactions.
6. Products such as liquor, cigarettes, contraceptives, and feminine hygiene
sprays etc. These advertising are not in the interest of society so their
advertisement should be banned. Rather, the government or the social
institution should educate people against the use of such products through
advertisements.
7. Advertisers should avoid using objectionable appeals such as sex or fear in
bad taste.
*************
CHAPTER - 4
Data analysis and interpretation is very important part of the research report. After
the completion of research work on the basis of structured questionnaire. The
findings of survey is analysis and interpretation of whole research design and
result of this analysis and interpretation are as follows :-
60.00%
50.00%
40.00%
30.00%
20.00%
10.00%
0.00%
Nerolac Asian Berger ICI Dulux Others
Paints
16
16
14
12
10
8
8
6
4
2 1
0
Good Satisfactory Poor
It is evident from the table-3 that 64% dealer's point of view about the sale Nerolac paints
in heavily advertised period is good where as 32% said sale of Nerolac Paint is
Satisfactory and only 4% dealers is poor.
Dealers Preference for Regular Advertising
Performance % of Respondent
Positive 92%
Negative 8%
100%
80%
60%
40%
20%
0%
Positive Negative
It is evident from table no.-4 that 92% dealer prefer the regular advertisement from the
company's whereas only 8% dealer did not want regular advertisement.
Dealers Preference about Advertisement Media
8%
12%
20% 60%
From the table no.-5 we can easily find that most of the dealer prefers TV as a most
effective advertising media then after comes other effective advertising media newspaper.
Wall painting and pumpalets dealers strongly emphasis in newspaper and TV as a very
strong publicity.
Dealer's opinion regarding change in Advertising
80%
70%
60%
50%
40%
30%
20%
10%
0%
Positive Negative
From Table No.-6 it is evident that 80% dealers say that there should be change in
Nerolac Paints Advertisement and 20% say that no change to require in present
advertisement given by the company to increase and promote the sale.
CONSUMER SURVEY
The survey has done on the 100 persons of Muzaffarpur on the basis of structured
questionnaire and findings of the survey is analysed and interpreted. The result of this
analysis and interpretation are as follows :-
100% 88%
80%
60%
40%
12%
20%
0%
Male Female
Among the 100 respondent 88% are male and 12% female as soon in table no.-7 and
graph constructed above.
Occupation of the Respondent
22%
43%
7%
28%
It is evident from Table and graph that 43% respondent are service man, 28% business
man, 7% student and rest 22% are Retired person.
BRAND DECIDERS IN THE FAMILY
12%
26%
62%
It is evident from the table that 62% case family head is responsible who desire the brand
of paints to be purchased, 26% wife decides in family, 12% decides to the children.
PAY ATTENTION TO ADVERTISEMENT
Yes 81
No 19
100% 81%
80%
60%
40%
19%
20%
0%
Yes No
From the table, it is evident that 81% respondent pay attention on advertisement a
just only 19% people say that they list pay attention to the advertisement.
MEDIA FOR EFFECTIVE ADVERTISEMENT
11% 4%
23%
62%
From the table, it is evident that TV/Radio is the most effective media for advertisement.
It is opinion of maximum 62%, where as 23% respondent prefer newspaper and 11%
prefer wall painting and overall 4% prefer pumpalates.
Choice of Consumer in Advertisement
10%
18% 42%
30%
From the above table, it evident that 42% respondent look for quality in advertisement is
maximum where as 30% respondent prefer price which is again important factor 18%
respondent go for brand and rest of 10% go for offer.
********
CHAPTER - 5
Nerolac should make advertising strategy more efficient and regular after
rainy season as well as after the flood. At that time special features must be
heightened through advertising.
*********
BIBLIOGRAPHY
Website : www.nerolac.com
Questionnaire for Dealer
Name : ...................................................................................................................
Address : ...............................................................................................................
................................................................................. Phone ..................................
Thank you
Date : .....................
Place : .................... Signature of Surveyor
Questionnaire for Consumer
Name : ........................................................................................................................
Address : .....................................................................................................................
................................................................................. Phone ........................................
Do you remember Neropac Paints Advertisement that you have seen any where ?
a) Yes b) No
How many times you had seen the AD in the part 15 days.
a) One b) More than one
c) Many time d) None
Thank you
Date : .....................
Place : .................... Signature of Surveyor