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PROFILE ON HERBAL HAIR OIL

CONTENTS

PAGE NO.

SECTION

PRODUCT CHARACTERISTICS

SECTION

II

PRODUCT APPLICATIONS

SECTION

III

INDIAN MANUFACTURERS

SECTION

IV

IMPORT/EXPORT LEVEL

SECTION

PRICE

10

SECTION

VI

INDIAN DEMAND

11

SECTION

VII

BROAD OUTLINE OF MANUFACTURING PROCESS

14

SECTION

VIII

RAW MATERIAL REQUIREMENTS,


UTILITY AND AVAILABILITY

16

SECTION

IX

DISCUSSIONS ON ECONOMIC CAPACITY,


PROJECT COST AND PROFITABILITY PROJECTIONS 20

SECTION

SWOT ANALYSIS

23

SECTION

XI

FACTORS INFLUENCING THE POSITION


FOR A NEW INDUSTRYAND RECOMMENDATIONS

24

SECTION I
PRODUCT CHARACTERISTICS
Hair oils are combination of oils and suitable perfumes.
Coconut oil is the most commonly used base for hair oil manufacture, to which
manufacturers add other herbal or non-herbal ingredients in order to add value to the
product.
The base oils like Castor oil, Coconut oil and Seasamum oil are mostly used vegetable
based oils. Besides vegetable based oils, another class of base oils which are used in Hair
Oils are floral oils such as Bela Oil, Chameli oil, Henna oil etc., which poses most
delicate fragrances.
Vegetable oils are refined before using it in the Hair Oil formulations.
The natural scents added to hair oil such as Balsom peru, Cantharidin and Fly
Cantharides help to invigorate the growth of hairs and prevent baldness.

SECTION II
PRODUCT APPLICATIONS
In the earlier days, many Indians have been using coconut oil as hair oil because of its
inherent properties.
However, in recent times, this trend has been changing and people now buy attractive and
expensive packs of hair oil, which have several other constituents such as perfumes.
Perfumed liquid paraffin hair oils called as non-sticky hair oils are available and
purchased as the users need not wash their hands after application.
Such developments have given scope for introduction and development of market for
Herbal Hair oil in a big way.
Herbal hair oil are particularly preferred in view of the medicinal and eco friendly
properties that it possesses.

SECTION III
INDIAN MANUFACTURERS
Both herbal oils and non-sticky hair oils have been quite successful as product concepts.
Dabur Indias Vatika hair oil is one of the first herbal hair oils to be introduced in the
sector.
Hindustal Lever Ltds (HLLs) Clinic Plus non-sticky hair oil(which combines coconut
oil and mineral oil) has also been an unqualified success.
There are number of producers of Herbal hair oil in India, both in the organised and
unorganised sector..
The Indian producers include the following:
*

A.G.I.Restorative Foundation
Anil House D - 136,
Shankar Road,
New Rajinder Nagar,
New Delhi - 110060

Aditi Herbochem
5, Jairam Niwas,
1st Floor, Swastik Park,
Sion Trombay Road,
Chembur, Mumbai - 400 071

Ajantha Chemicals
P.O. Poonithura,
Thripunithura, Kochi - 682 317

Ajay Pharmacy
36/201,
Race Course Park,
Airport Road, Rajkot - 360 001

Aravindh Herbals
75/11, North Vadambokki Street
(Near Zam Zam Sweets)
Madurai-625 001
Shanmuga, Kallekulengara
Palakkad-678 009

APS Pharma Chem Pvt. Ltd.


31, Chittaranjan Avenue,
2nd Floor, Kolkata - 700 012

Auriga International
13, Subhlaxmi Society,
Opp Police Staion,
Sabarm, Ahmedabad - 380 005

Arshik Herbal Remedies (India) Ltd.


Mulayara,
Thiruvananthapuram

ABI Herbal Products


Vettukattu Valasu
Ingur P.O.,
Erode-638 058, Tamil Nadu

Bakson Drugs & Pharmaceuticals Pvt. Ltd.


Delhi
Works : Parwancoo, Himachal Pradesh

Bhavnagar Oil & Chemical Industries Pvt. Ltd.


414, Rewa Chambers, Sir. V.T. Marg,
New Marine Lines Street,
Mumbai - 400 020

Bio - Remedies
969, Sector-4,
Gurgaon - 122001

Dabur India Ltd.


3, Factory Road, Near Safdarjun Hospital
New Delhi-110 029

Emami Group of Companies


18, R.N. Mukherjee Road,
Kolkata - 700 001,

Goolabkhan Peerkhan Co.


178, Nagdevi Street,
Mumbai - 400 003

Grow-On Exports (India) Limited


19/5 IIIrd Floor,
Shakti Nagar,
New Delhi - 110 007

Hindustan Lever Ltd.,


Hindustan Lever House,
165/166, Backbay Reclamation,
Mumbai-400 020
No.50 & 51, SIPCOT Indl. Complex
Hosur-635 126.

The company launched a new range of Ayurveda products called Ayush, backed
by an Ayush Therapy centre as well.
The Lever Ayush range at present includes five products : Cough Naashak syurp,
Headache Naashak Roll on, Hair poshak oil, Dandruff naashak shampoo and Body
rakshak shampoo. These over-the counter products will be sold through chemists and
retail outlets.
*

H V Homeopaths (P) Ltd.


Malviya Road, Sitabuldi,
Nagpur - 440 012

Hi-Tech Global Enterprises


4/14, Ragavi Complex,
Opposite Tamil Nadu Theatre,
Pall, Coimbatore - 641 605

J.D. Corporation
203 Yogeshwar, 135/139 Kazi Sayed Street,
Masjid Bunder, Mumbai - 400 003

Madhu Exports
95/1 CPWD Quarters, K.K Nagar,
Chennai - 600 078

Pravek Kalp Ayurvedic Oils


1711, S.P. Mukherjee Marg,
New Delhi - 110 006

Prima Exports
1106, Pragati Tower, Rajendra Place,
New Delhi - 110 008

Radhika Herbal
B-159, Faridabad - 121 001
Phone: +(91)-(129)-5424870

Regal Enterprises
7-D, Nedungadan Residency, Chittoor Road,
Ernakulam - 682 018, Kerala

Sujan Chem- Tech


Vile Parle (E), Mumbai - 400 057

Sunrise Remedies Pvt. Ltd.


13, Subhlaxmi Society, Opp Police Station,
Sabar, Ahmedabad - 380 005
Phone: +(91)-(79)-7506907/6754164
Fax: +(91)-(79)-7506907

Saini Herbs (P) Ltd.


17, 19, 20 Kanishka Shopping Complex, Kanishka Hotel,
Ashoka Road, New Delhi - 110 001

Vaipani Herbal (Keshwardhini)


Maharashtra

Product range
Vaipani Keshwardhini Oil: Keshawardhini hair oil is made from Brahmi, Amal
Jabakusum and other vital herbs. This oil prevents hair fall, greying and strengthens hair
root. It helps in sound sleep and release tension.
*

Wonder Herbs
604-L, Model Town,
Panipat - 132103

Tamil Nadu Medicinal Plant Farms & Herbal


Medicine Corporation Ltd., (TAMPCOL)
(A Government of Tamil Nadu Undertaking)
Arignar Anna Government Hospital of Indian
Medicine Campus,
Arumbakkam, Chennai-600 106.

The Corporation commenced its commercial activities in August 1985 with one
product namely Herbal Hair Tonic (a siddha medicine) by producing and marketing in a
small scale. In the subsequent years, the production and sale of Herbal Hair tonic has
reached to the level of 1,00,000 litres per annum.
Tampcol Hair tonic, at one point of time, commanded about 36% of the market
share in Tamil Nadu. It is the first product of Tampcol. It had gained wider acceptance in
the hair oil market.
At present, the Herbal hair oils and other thailams (oils) are manufactured in
the pharmacy complex of Anna Hospital at Chennai..
Now Corporation is planning to increase the production of herbal hair oils by expanding
the production facilities. Tampcol has proposed to market the herbal hair oils in the
neighbouring states such as Andhra Pradesh, karnataka and Kerala and to expand the
marketing activities to all Metro towns like Calcutta, Bombay and other States in India.
Range of herbal hair oils produced
a)
b)
c)

Improved herbal hair tonic


Amla thailam
Classic herbal hair tonic

100 ml and 200 ml


100 ml and 200 ml
100 ml and 250 ml

SECTION IV
IMPORT/EXPORT LEVEL
4.1.

Imports

4.2.

Exports

Negligible quantity

4.2.1. Sample of individual exports


Name of the exporter

Brand name

Quantity

Value in Rs

Country

Date

Port

National Trading Co.

Castroline

100 ml

378

Castroline

400 ml

260

San Exports

V.V.D.

420 Pcs

19635

San Exports

V.V.D.

40 Pcs

3133.58

Singapore

San Exports

Brami Amla

60 Pcs

2880.92

Singapore

and Dabur Amla

60 Pac

4656.09

Le Havre

and Dabur Amla

120 Pac

3724.89

Le Havre

and Dabur
Vatika
and Dabur
Vatika
and Dabur
Vatika
and Dabur
Vatika
Hair Oil

45 Pac

2667.96

Le Havre

35 Pac

2075.08

Le Havre

4 Pac

430.82

Le Havre

56 Pac

6031.79

Le Havre

600 doz

81838.11

Foor Exports

Hair Oil

450 doz

11048.48

Sri Sakthi Exim

Hair Oil

67 Doz

8556.60

Port
Kelang
Port
Kelang
Colombo

Yusuff Exports

Hair Oil

5 Box

4342.50

Singapore

Rajan & Company

Cocount
Hair Oil
Cocount
Hair Oil

48 doz

4271.51

90 doz

16861.31

Port
Kelang
Port
Kelang

January
2002
January
2002
January
2002
January
2002
January
2002
January
2002
January
2002
January
2002
January
2002
January
2002
January
2002
February
2002
February
2002
February
2002
February
2002
March
2002
March
2002

Chennai

National Trading Co.

Port
Kelang
Port
Kelang
Singapore

Medimix

20 Box

20088.49

Singapore

April

India Exports
Imports
India Exports
Imports
India Exports
Imports
India Exports
Imports
India Exports
Imports
India Exports
Imports
Foor Exports

Remy Impex
Kamar exports

Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai

Hair Oil
Durga Exports
Almond
Hair Oil
Sambavi Enterprices
Navratan
Hair Oil
Delux Export and Herbal Hair
Import Co.,
Oil
KR & CO.
Aswini Hair
Oil
KR & CO.
Kesavarthini
Hair Oil
Gaffor Exports
Amla hair
Oil
Kumar
Traders Amla hair
Pvt.Ltd.
oil

125 Pcs

2121.89

80 Nos

3220.40

Port
Kelang
Mombasa

200 Ltrs

38359.96

Singapore

5 CTN

64464.71

Singapore

4 CTN

9710.24

Singapore

800 Doz

190758.05

5 CTN

7503.27

Port
Kelang
Melbourne

10

2002
April
2002
April
2002
April
2002
May
2002
May
2002
June
2002
June
2002

Chenai
Chennai
Chennai
Chennai
Chennai
Chennai
Chennai

SECTION V
PRICE
Price of 144 packs and each pack of size Rs.3083
100 ml
Price of 72 packs and each pack of size Rs.3547
250 ml
Taxes and duties extra as applicable

11

SECTION VI
INDIAN DEMAND
6.1.

Size of Indian Hair Oil Industry

Size of Indian Hair Oil Industry

Rs.2000 crores

Indian production level of Hair oil

Around 1000 Kilo litre per annum

12

6.2.

Market Share of the Hair oils of various types

Hair tonics
2% (Brylcream, Cinic
Active, Vaseline Hair
tonic)

Coconut based oils


(Dabur Vatica,
Clinic
Plus,
Parachute Herbal)
10%

Cooling hair oils


(Himtaj, Banphool,
Dabur keshraj)
10%

Heavy hair oils(Dabur


Amla,Dabur Jasmin,
Bajaj Brahmi Amla)
55%

Light hair oils (Keo


Karpin, Dabur
Special, Hair & Care)
23%

6.3.

Important Herbal oil brands

Clinic All Clear-150 ml


Clinic Plus-100 ml & 200 ml
Dabur Amla-200 ml
Dabur Vatika-150 ml
Parachute-100 ml & 200 ml
Nihar-200 ml
VVD-200 ml

13

Estimated Indian market for Herbal hair oil

75 to 100 kilo litre per annum

15% per annum

Estimated growth rate in demand

14

SECTION VII
BROAD OUTLINE OF MANUFACTURING PROCESS
7.1.

Important Herbal Hair oil extracts

Coconut oil is the base for most of the herbal hair oils.
Herbal well known for use in Hair oils are processed into thick pulp which is soluble in
both vegetable and mineral oils. These include the following:
Common name
Amla
Brahmi
Bhiringraj
Kaddu seeds
7.2.

Sanskrit name

Botanical name

Part used

Amarphalam
Amalakam
Mandukaparni
Bringraja
Alabu

Emblica Offcienalis
Phyllanthus emblica
Centella asiatica
Ecliptica alba/eracta
Legenarie sinceraria

Dried fruit
Herb
Herb
Seeds

Efficacy of Herbal Hair Oils

Hair oil containing any one or combination of herbs mentioned above have been used in
India since time immemorial and are highly spoken of in folklore and books on
indigenous drugs.
Amla
Brahmi
Bhringraj

Bhangra
Kaddu seeds
Henna leaves

Fruits are rich in tannins; Fixed oil berries


strengthen and promote growth of hair.
Local stimulant useful for skin eruption,
Eczema. The extract is a remedy in ulcers.
Eczema and Psoriasis.
Antiseptic, excellent for head: renders hair
black and promotes luxurious growth; paste
of herb in oil is useful for skin diseases,
itch, headache and also for dyeing hair
black.
Contains oil soluble dye useful in alopecia
and skin disease.
Have fatty oil which is applied in headache,
The oil has cooling effect and is emollient.
For treatment of head ache; astringent;
detergent and deodorant applied to hair to
promote growth.

15

7.3.

Manufacturing process for Herbal Hair oil

The herbs are cleaned thoroughly, dried and ground in a pulveriser to a fine powder.
A known weight of the herb is taken and boiled in 10 times its volume of water to extract
all its nutrients.
The solution is filtered and the resulting solution is concentrated on a simmering flame
till a dark fluid mass results, after almost complete evaporation of water.
40% of the mixture is mixed with 60% of pure coconut oil and the mixture is heated to
remove completely any traces of water.
The oil is cooled and packed in suitable container.
7.4.3. Source of technology
National Research Development Corporation,
(A Government of India Enterprise),
Anusandhan Vikas, 20-22, Zamroodpur Community Centre,
Zamrudpur, Kailash Colony Extn., New Delhi- 110 048.
7.4.4. Plant and machinery equipment and suppliers

Gas burners and accessories


Measuring vessels
Stainless steel reactors
Bottle washing machine
Stainless steel working tables
Working tools

Supplier of plant and machinery


*

Spark Engineers Pvt. Ltd


Spark Enterprises
5/332, State Bank Colony II
Salem-636 004

SECTION VIII
16

RAW MATERIAL REQUIREMENTS, UTILITY AND AVAILABILITY


8.1.

Formulation Details

Formulation-I
Ingredients
Refined Coconut or Sesamum oil
Balsam peru
Fly Cantharides
Sanda Oil
Alkanet root
Otto of Henna
Oil Rosemary

Quantity
5 seers
2.50 oz
5 drop.
15 drop.
15 drop.
5 drop.
10 drop.

Process outline:
First of all the oil is treated with alkanet root and allowed to remain undisturbed for 2
days for colouring. Then strain the oil through cloth.
The fly canthanrides are nex fried in fresh coconut or seasamum oil and when these are
well fried and discoloured, these are allowed to cool.
Afterwards, add the previously coloured oil, and the Balsam Peru (after melting it over a
slow fire). Finally add the other ingredients one by one with constant shaking.
Formulation-II
Ingredients
Refined Seasamum Oil
Alkanet root
Oil Bergamot
Oil Lemon
Oil Rosemary
Oil Neroli
Oil Lavender(English)
Oil Orange
Oil Rose Geranium
Canthridin
Balsam Peru

Quantity
24 oz
2 drop.
6 drop.
3 drop.
2 drop.
1 drop.
2 drop.
1 drop.
2 drop.
3 grains
2 drop.

Process outline
17

The best quality of refined seasamum oil is taken and into it is added alkanet root
previously cut into small pieces.
The whole is then allowed to stand undisturbed for 2 days and then filtered through a
piece of fine cloth.
Next add the other ingredients one after another in the order they appear in the recipe and
shake the whole for 15 minutes after each such addition.
Balsam Peru, the last ingredient, is to be melted over a slow fire before incorporation.
When the ingredients are all incorporated, the whole is kept aside air-tight in a vessel for
a fortnight and then packed.
Formulation-III
Ingredients
Chameli Oil
Almond oil
Alkanet root
Cantharidin
Balsam Peru
Sandal oil
Flora Jasmine
English lavender

Quantity
2 litre
1 litre
1 oz.
12 grains
5 oz.
3 oz.
12 drop.
2 oz.

Process outline
Mix the Chameli and almond oil together and drop into this the alkanet root in small
pieces and let the oil remain undisturbed for 2 days.
Then strain through a piece of cloth and add the ingredients one after another with
constant shaking. While adding the balsam peru, take care that it is melted over a slow
fire before addition.
When all the ingredients are well incorporated, pack in a vessel with the mouth
well-covered and put in strong sunlight for 20 days together. Finally strain and pack into
container.

18

Formulation-IV
Ingredients
Sesamum oil
Alkanet root
Otto Keora
Oil Lavender
Oil Rosemary

Quantity
6 litre
2 oz
1 oz
2 oz.
1 oz.

Process outline
The seasamum oil is first of all treated with animal charcoal and put in Sun for a
fortnight. This is then filtered through a filter paper or through flannel.
To the oil thus refined, add the alkanet root in small bits and strain after two days. Then
incorporate the other ingredients one after another with constant stirring and let the whole
stand for 7 days in a vessel tightly closed.
Finally strain again and pack into containers.
This oil keeps the brain cool and stimulates the growth of hair.
Formulation-V
Ingredients
Coconut oil
White oil
Oil Lavender
Oil Sandal
Oil Bergamot
Alkanet root

Quantity
12 ch
4 ch
3 drop.
3 drop.
3 drop.
1.5 drop.

Process outline
First refine the coconut oil and add the alkanet roots.
The whole is left for colouring for 2 days. Now filter and add the essential oils one by
one and shake well before the addition of the next one.
The whole is left well closed for 7 days for ripening.

19

Formulation-VI
Ingredients

Quantity

Coconut or Castor Oil


Balsam Peru
Oil of Jasmine
Oil of Roses
Oil of Bitter Almons
Oil of Vanilla
Oil of Ambergris
Oil of Musk

500 parts
15 parts
60 parts
30 parts
30 parts
60 parts
30 parts
30 parts

Process outline
The balsam peru is first of all digested for 14 days in the oil, shaking the vessel
frequently.
When the mixture is clear, add the essential oils one by one.
The oil keeps for a long time and resembles very much the heliotrope oil in odour.
Formulation-VII
Ingredients

Quantity

Benzoated Oil
Otto of Rose
Heliotropin

20 oz
25 minims
20 dr.

Process outline:
The benzoated oil is made by digesting an ounce of benzoin, in a pint of almond or olive
oil for three hours and filtering through filter paper. Finally add the scent, shake. The oil
does not become rancid.
In the preparation of these scented hair oils, precautions are to be taken that procedures
are to be followed strictly so that desired quality is achieved. The addition of scents and
colouring of hair oils are two important steps.
8.2.

Availability

The above raw materials are available from the various trading houses who are located in
leading cities all over the country.

20

SECTION IX
DISCUSSIONS ON ECONOMIC CAPACITY,
PROJECT COST AND PROFITABILITY PROJECTIONS
Economic capacity

15 Kilo litress per annum

Project cost

Rs.26 lakhs

Assessment of project cost


Land
S.No.

Description

Cost
Rs.in lakhs

1.1
1.2

Cost of land of 0.3 acre at Rs.5.5 lakh per acre


Cost of levelling, laying internal roads/fencing and
Compound wall
Subtotal

2.

1.82

Building

S.No.

Description

2.1
2.2

Factory building at Rs.3200 per sq.m.


Non-factory building at Rs.4500 per sq.m.
Subtotal

3.

Cost
Rs.in lakhs
3.20
2.25
5.45

Cost of Plant & Machinery

S.No.

Description

3.1
3.2
3.3
3.4

Cost of basic plant and machinery


Instrumentation and control
Pipelines and valves
Structurals for erection
Subtotal
Octroi, excise duty, sales tax, etc.at 12%
Packaging and insurance charges (2%)
Transportation charges (2%)
Machinery stores and spares (2%)
Foundation charges (2%)
Installation charges (2%)
Total cost of plant and Machinery

3.5
3.6
3.7
3.8
3.9
3.10

1.65
0.17

Cost
Rs.in lakhs

21

7.00
0.53
0.70
0.35
8.58
1.03
0.17
0.17
0.17
0.17
0.17
10.46

4.

Technical know-how fees

5.

Miscellaneous fixed assets

Rs. 1.20 lakhs

S.No.

Description

5.1.
5.2.
5.3.
5.4.
5.5.

Electrification
Water storage tank, borewell etc.
Laboratory equipment
Office machinery & equipment
Material handling equipment, packaging machinery,
weigh balance, etc.
Total

6.

Cost
Rs.in lakhs
1.2
0.3
0.3
0.3
0.3
2.4

Preliminary & Pre-operative expenses:

S.No.

Description

Cost
Rs.in lakhs

6.1.
6.2.
6.2.1
6.2.2
6.2.3
6.2.4
6.2.5

Preliminary expenses
Pre-operative expenses:Establishment
Rent rates and taxes
Travelling expenses
Interest and commitment charges on borrowings
Insurance during construction period
Total

0.20
0.20
0.30
0.20
0.40
0.20
1.50

7.

Provision for contingency

Rs.1.17

8.

Working capital margin

Rs. 2.25

9.

Total project cost

Rs. 26

10.

Means of finance

Promoter's contribution
Term loan from financing institutions
Total project cost

Rs 10 lakhs
Rs 16 lakhs
Rs 26 lakhs

22

Financial statements (Rs. in lakhs)


Cost of production
Variable Cost
Raw material and utilities
Spares and maintenance
Selling expenses
Total variable cost
B

11.16
0.63
1.61
13.40

Fixed cost

Salaries and wages


Interest on term loan and working capital loan
Depreciation
Administrative expenses
Total fixed cost
C.

Total cost of production A + B

D.

Selling price per kg. (in Rupees)

E.

Annual sales turnover (Rs.in lakhs)

F.

Net profit before tax (Rs.in lakhs)(E-C))

G.

Breakeven point in %

6.00
4.05
1.42
0.97
12.5
25.69
215
32.25
6.35
66

23

SECTION X
SWOT ANALYSIS

Strength

Growing demand due to increasing per


capita income

Weakness
Opportuntiy
Threat

Higher price compared to synthetic hair oil


Export opportunity
Mushroom growth and competitive market
conditions

24

SECTION XI
FACTORS INFLUENCING THE POSITION FOR A NEW INDUSTRY
AND RECOMMENDATIONS

Entry into the value-added hair oils segment is an attractive investment opportunity.
Major players in the branded hair oils market have been training their sights on value
added hair oils. This has spawned a range of product innovations such as hair oils with
herbal ingredients, non-sticky oils, light hair oils and lately dandruff solution hair oil.
There is no particular entry barrier to set up the project from the point of technology or
raw material availability.
The challenging task would be the market penetration ,since the market is bound to
remain competitive.
The project promoter should carefully evaluate his strength to operate in a highly
competitive consumer market, before venturing into the project.

25

PROFILE ON HERBAL HAIR OIL


CONTENTS

PAGE NO.

SECTION

PRODUCT CHARACTERISTICS

SECTION

II

PRODUCT APPLICATIONS

SECTION

III

INDIAN MANUFACTURERS

SECTION

IV

IMPORT/EXPORT LEVEL

SECTION

PRICE

10

SECTION

VI

INDIAN DEMAND

11

SECTION

VII

BROAD OUTLINE OF MANUFACTURING PROCESS

14

SECTION

VIII

RAW MATERIAL REQUIREMENTS,


UTILITY AND AVAILABILITY

16

SECTION

IX

DISCUSSIONS ON ECONOMIC CAPACITY,


PROJECT COST AND PROFITABILITY PROJECTIONS 20

SECTION

SWOT ANALYSIS

23

SECTION

XI

FACTORS INFLUENCING THE POSITION


FOR A NEW INDUSTRYAND RECOMMENDATIONS

24

26

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