SUMMER TRAINING PROJECT REPORT

(KMB 303)

“A STUDY OF SALES AND MARKETING

STRATEGY OF PROVENTUS REALTY SOLUTIONS
PRIVATE LIMITED AT NOIDA”

Submitted By:

JAIJEET MOHANTY
Roll-No: 1810970015
MBA 3rd Semester
Session : 2019-2020

In partial fulfillment of the requirement for

MBA Degree Programme of
Dr. APJ Abdul Kalam Technical University,
Lucknow

Aligarh College of Engineering &

technology
Mathura Road, Aligarh (U.P.) 202001

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 STUDENT’S DECLARATION

I hereby declare that the project entitled “A STUDY OF SALES AND

MARKETING STRATEGY OF PROVENTUS REALTY SOLUTIONS

PRIVATE LIMITED AT NOIDA” is record of my original work carried out by

me in partial fulfillment of my M.B.A. degree under the guidance and supervision

of Mr. .................. This project has not been submitted earlier in part or full for

the award of any degree.

Place: Jaijeet Mohanty

Date: ACET Aligarh

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 ACKNOWLEDGEMENT

It is a great opportunity & pleasure for me to express my profound gratitude

towards all the individuals who directly or indirectly contributed towards

completion of this report.

Firstly, I would like to thank Mr. D.K. Singh my H.O.D for providing me an

opportunity to submit my report on “Sales and Marketing Strategies”

I therefore, consider myself fortunate to receive the training in an esteemed

organization Proventus Realty Solutions Private Limited . I wish to express my

deep sense of gratitude to my Mr. Abhishek Jaiswal (Executive BD) for

providing me opportunity to complete internship under their guidance in Proventus

Realty Solutions Private Limited which helped in improvement of my skills and

knowledge. I am grateful to their sustained encouragement and his exemplary

supervision in my pursuit of his work. I should not forget to thanks the all

employees of Proventus Realty Solutions Private Limited for sharing their valuable

time and information with me in order to complete my project.

Last but not the least my heartfelt thanks to my parents and friends for their

support at my every step and always being with me.

Jaijeet Mohanty

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 PREFACE
The summer training is an integral part of curriculum. During the training, a

student gets an opportunity to understand the practical aspects of theory.

Training makes the concept clear. This project is the outcome of the summer

training that I have undergone at Proventus Realty Solutions Private Limited

for the partial fulfillment of Master of Business Administration. The topic

allotted by the company to me is “SALES AND MARKETING STRATEGY

AND ITS IMPACT”. I have tried my level best to make a good report.

However no one can claim for perfection entirely. So I apologize for the

discrepancy, if any crept in Preparation of project requires perseverance,

initiatives, proper guidance and direction. So it is mandatory to take the aid

of various departments.

The object of industrial training is to give a perspective about organization

and functioning of the Sales Department i.e. how the operations of SALES

AND MARKETING STRATEGY takes place in their industrial unit.

I have prepared this report on the company by which I can clear my

theoretical concepts of Sales Manager by applying it practically to make the

thing clearer.

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 TABLE OF CONTENT

Certificate
Acknowledgement
Preface

Chapter –1 Company Profile 1-7

Chapter – 2 Introduction of the topic 8-30

Chapter – 3 Real Estate Industry in India 31-41

Chapter – 4 Research Methodology 42-46

 Objectives of the Study

Chapter – 5 Data Analysis and Interpretation 47-66

 Findings

Chapter – 6 Conclusion and Suggestions 67-70

 Limitations of the Study

Bibliography 71-72

Annexure: (Questionnaire ) 73-77

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 Chapter-1

COMPANY PROFILE

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 PROFILE OF COMPANY

Proventus Realty Solutions Private Limited is a Private incorporated on 20 March

2018. It is classified as Non-govt company and is registered at Registrar of

Companies, Kanpur. Its authorized share capital is Rs. 500,000 and its paid up

capital is Rs. 500,000. It is inolved in Real estate activities on a fee or contract

basis. [This class includes buying, selling, renting managing and appraising real

estate on a fee or contract basis. This class also includes the service activities

provided by Munshi.]

Proventus Realty Solutions Private Limited's Annual General Meeting (AGM) was

last held on N/A and as per records from Ministry of Corporate Affairs (MCA), its

balance sheet was last filed on N/A.

Directors of Proventus Realty Solutions Private Limited are Vipin Kumar

Chaudhary, Ramesh Kumar Sharma, Rupesh Kumar Jha and .

Proventus Realty Solutions Private Limited's Corporate Identification Number is

(CIN) U70200UP2018PTC102259 and its registration number is 102259.Its Email

address is saraswatilegal113@gmail.com and its registered address is F-80/2

SONIYA VIHAR COLONY VILL. NISTAULI, LONI Ghaziabad UP 201005 IN ,

Current status of Proventus Realty Solutions Private Limited is - Active.

Company Details

CIN U70200UP2018PTC102259

Company PROVENTUS REALTY SOLUTIONS PRIVATE LIMITED

Name

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CIN U70200UP2018PTC102259

Company Active
Status

RoC RoC-Kanpur

Registration 102259
Number

Company Company limited by Shares

Category

Company Sub Non-govt company

Category

Class of Private
Company

Date of 20 March 2018

Incorporation

Age of 1 years, 5 month, 18 days

Company

Activity Real estate activities on a fee or contract basis. [This class

includes buying, selling, renting managing and appraising real
estate on a fee or contract basis. This class also includes the
service activities provided by Munshi.]

Proventus Realty is a fully functional Real Estate consultancy where modern

aesthetics are combined with tasteful simplicity.

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PERSONALISED SERVICES

We at Proventus are focused on providing the user-oriented realty solutions.Caring

about people’s needs and dreams is our top priority. We stand along our customers

through the entire process of property buying - transforming the way they research,

offering wide range of options to choose from, making best-fit property decisions

and getting support services in terms of finance and best deals. We are there with

our customers from helping them in making their search easier to a fruitful closure.

DELIVERING TOP-NOTCH SERVICES

We make sure that we provide our clients the best-in-class services which suit their

pocket. Our highly experienced professionals guide you through the available

options and offer best deals on behalf of our accredited associates. Our strong and

efficient customer care section effortlessly works to provide the customers an all-

round hassle-free experience. Customers are provided with the best services in

terms of relevant information, best opinions, enticing deals and practical solutions.

Communication, commitment, and client orientation are our foundation stones that

emerge through every activity we undertake. Trust, quality and integrity are the

hallmarks of the way we do our business.

EXPERIENCE SPEAKS FOR ITSELF

The wealth of experience that we carry to understand the requirements of our

customers and the commitment of our professionals has always been celebrated

among our prestigious clients. We plan a tailored strategy for our customers and

have made customer satisfaction our top most priority.

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ASSISTANCE AT YOUR DOOR STEP

Our loan division, Proventus Capital comprises of professionals who assist our

customers on their loan queries and help them get competitive deals as pertheir

requirement. Proventus is associated with all the leading banks as well as other

financial institutions (NBFCs).

Our Services

Proventus Realty is a real estate consultant based in NCR for all your real estate

queries. We provide real estate services for buying residential and commercial

properties in Noida, Ghaziabad, Greater Noida and Gurgaon.

 Residential Property Services

 Commercial Property Services

 Loan Assistance

 Real Estate experts for every segment

VISION

Our vision is to become the most acclaimed real estate service provider to the

investors and end users and the preferred place of employment for real estate

professionals. We want to transform the property management industry through

commitment to positive change and innovation that redefines the quality and

consistency of service that clients expect from the property manager.

MISSION

Our success is built on our commitment to offer superior customer service to both

our internal and external customers. As a company we make an investment in our

people. We encourage and support training and courses at all levels throughout our

staff in an effort to keep them abreast of new developments and updates in the

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industry whilst giving our clients a delighted real estate experience, providing

state-of-the-art professional services to vendors and buyers, hence creating

maximum benefits and personal satisfaction in a lifetime relationship.

We commit to:

 Put the needs and welfare of our clients on the top most priority.

 Being motivated and spreading our enthusiasm.

 Making trust, quality and integrity hallmarks of the way we do business.

 Deliver fully - integrated services.

 Look forward to assess, evaluate and educate our clients on the impacts of

potential opportunities or changes in the world of digitization.

 Support our property managers and staff with a strong, professional and

committed management team

 Encourage client feedback. Excelling and being consistent in everything we

do.

 Seek continual improvement and being innovative.

 Putting the best foot forward and doing everything with perfection.

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 Chapter-2
Introduction of the Topic

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 INTRODUCTION OF THE TOPIC

Sales team complaining about low quality leads, and marketing team unhappy

about the lack of sales follow up? This is a familiar situation in many businesses.

To drive significant results from your marketing, it's time to close the gap between

your sales and marketing objectives, and centralise their plans.

Our approach is to build an integrated strategy reflecting the stages of the

customer's buying journey through the sales pipeline, taking into account the rates

of conversion and time lag in decision making, and reflecting the contributions of

both sales and marketing to generating revenues and gaining new customers.

This project includes sales Analysis & Business Development at Proventus Realty

Solutions Private Limited through various channel and promotional activities to

ultimately increase the overall market share and revenues for the company. The

project is divided into four stages:

 To study the various marketing strategies adopted by the company.

 To find out the factors which are most important while purchasing the

property.

 To study the impact marketing strategies used by ProVantage Real Estate

Pvt. Ltd on the customer.

 To study the consumer preference among the different real estate

companies in particular area.

The basic objective of the project is to understand the process of Business

Developments and various attributes related in the actual project with an objective

to develop entrepreneurial capabilities.

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Stage I is training program-In stage I understood the real estate sector. The

training program increased my knowledge about the real estate sector and helped me

develop the business of the company.

Stage II is developing the markets -

I bifurcated the market into two categories: Hot and Cold Market. Hot Market

includes our close relatives and friends, and Cold Market includes general public.

This stage also includes the research work with respect to earth infra.

Stage III is Lead Generation-It involves the different promotional

strategies that I adopted to attract the investors such as putting the canopies near

the site and in the apartments, to attract the investors such as putting the canopies near

the site and in the apartments, visiting the shops in the marketplaces etc.

The Stage IV is Execution -It involves the follow ups of the investors and

closing the sales.

Steps to building a sales and marketing strategy

Designed for companies with a centralised marketing function and active sales

teams, Australian Business Consulting & Solutions will create a cohesive sales and

marketing plan using the following approach.

Step 1: Business Objectives

Define the business objectives and direction which the sales and marketing

strategies are supporting. Ensure clarity and understanding.

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Step 2: Target Market

Broad customer segmentation completed, including demographic profiles,

purchasing behaviour, needs and value.

Step 3: Definition of Solution

Define the solution offered to and desired by customer segments, and range of

services that should be offered.

Step 4: Strategic Position

Against the key brand values and desired outcomes by customers (for example:

price, speedy turnaround, high quality), define the position that the company

should occupy within the marketplace. Perform a Competitor Overview,

comparing relative key strengths and weaknesses to identify opportunities.

This review will lead to the definition of a Unique Selling Proposition (USP)

relative to other companies, which can be emphasised in marketing and sales

activity.

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Step 5: Identify marketing objectives and alignment with sales

objectives

Based on the business objectives, customer segmentation/value and percentage of

repeat business, we will model the number of new clients and customer retention

rate required to achieve the revenue objectives.

Step 6: Marketing Strategy

Broad strategic framework will be outlined, including identification of key

marketing channels, the objective behind their use, and integration between

channels.

Channels will include:

 online

 email

 direct mail

 events

 social media

 SEM

 advertising

 sponsorship

 surveys.

Step 7: Marketing plan and Campaign development

A marketing plan will be developed, to align with sales activities and overall

business objectives. A pipeline model will be used to determine the objectives for

each step of the individual campaigns, with specific goals for both sales and

marketing.

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The individual campaigns will be integrated into a twelve month marketing plan,

including suggested timeframes and the responsibilities of marketing and sales

teams.

Top Eight Marketing and Sales Strategies

No matter what business you work in, a "business as usual" mindset will insure

your competitors are making more money than you are. Here are eight tips to help

you stand out from the competition so you won't find yourself stood up by your

customers.

Oliver Wendell Holmes said, "The great thing in life is not where we stand, but

what direction we are moving." No matter what business you work in, a "business

as usual" mindset will insure your competitors are making more money than you

are. If you don't stand out from the competition you may find yourself stood up by

your customers. Now more than ever you have to focus, improve, and possibly

even change what you do to attain, retain, and maintain customers.

Strategy 1. Think big and audit your time. No matter the size of your

business, place a mental image in your mind as if you are the largest and most

successful person in your industry. How much time is consumed by routine office

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work someone else should be doing? Spend more time with more important tasks

such as marketing strategies, improving customer relations, and implementing new

strategies to expand your services.

Strategy 2. Be different and stand out from the competition. Jordan

Furniture sells more furniture per square foot than any other furniture store in the

nation. They transformed their family-owned business into a multi-million dollar

corporation by following a principle called "shoppertainment." To surprise

employees and customers, Barry and Eliot Tatleman dressed up like the Lone

Ranger and Tonto and rode horses in their parking lot. They built an IMax theater

inside one store to entertain children while their parents shopped. When you drive

around the back to pick up your furniture they provide you free hotdogs and wash

your car windows.

Strategy 3. Build relationships with your customers. For each month

that goes by, customers lose 10% of their buying power. Create a customer

database and contact them on a regular basis. Mail them a postcard, birthday card,

sales flyer, newsletter etc. to keep your name, phone number, and service on their

mind.

Strategy 4. Collect E-Mail Addresses. Get permission from your

customers to use their E-mail address. Periodically send updates and notices to

your client list. As long as you have their permission and avoid overuse, E-mail

can be a powerful and inexpensive marketing tool. Using an email marketing

service provider like Constant Contact* can make your mailings professional and

easy to send.

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Strategy 5. Hire top sales people. Successful businesses realize the quality

of their sales staff is critical to sustaining their growth in the marketplace. A top

salesperson can outsell an average one 4 to 1. Sales people must understand their

strengths and have a well-defined plan to reach their potential. Many companies

can provide you sales assessments to both identify top candidates and develop

currently employed sales people.

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 MARKETING STRATEGY

Marketing strategy is the fundamental goal of increasing sales and achieving a

sustainable competitive advantage.[1] Marketing strategy includes all basic, short-

term, and long-term activities in the field of marketing that deal with the analysis

of the strategic initial situation of a company and the formulation, evaluation and

selection of market-oriented strategies and therefore contribute to the goals of the

company and its marketing objectives.

Developing a marketing strategy

The process generally begins with a scan of the business environment, both

internal and external, which includes understanding strategic constraints.[3] It is

generally necessary to try to grasp many aspects of the external environment,

including technological, economic, cultural, political and legal aspects.[4] Goals are

chosen. Then, a marketing strategy or marketing plan is an explanation of what

specific actions will be taken over time to achieve the objectives. Plans can be

extended to cover many years, with sub-plans for each year, although as the speed

of change in the merchandising environment quickens, time horizons are becoming

shorter.[4] Ideally, strategies are both dynamic and interactive, partially planned and

partially unplanned, to enable a firm to react to unforeseen developments while

trying to keep focused on a specific pathway; generally, a longer time frame is

preferred. There are simulations such as customer lifetime value models which can

help marketers conduct "what-if" analyses to forecast what might happen based on

possible actions, and gauge how specific actions might affect such variables as the

revenue-per-customer and the churn rate. Strategies often specify how to adjust

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the marketing mix; firms can use tools such as Marketing Mix Modeling to help

them decide how to allocate scarce resources for different media, as well as how to

allocate funds across a portfolio of brands. In addition, firms can conduct analyses

of performance, customer analysis, competitor analysis, and target market analysis.

A key aspect of marketing strategy is often to keep marketing consistent with a

company's overarching mission statement.

Marketing strategy should not be confused with a marketing objective or mission.

For example, a goal may be to become the market leader, perhaps in a specific

niche; a mission may be something along the lines of "to serve customers with

honor and dignity"; in contrast, a marketing strategy describes how a firm will

achieve the stated goal in a way which is consistent with the mission, perhaps by

detailed plans for how it might build a referral network, for example. Strategy

varies by type of market. A well-established firm in a mature market will likely

have a different strategy than a start-up. Plans usually involve monitoring, to assess

progress, and prepare for contingencies if problems arise.

Diversity of Strategies

Marketing strategies may differ depending on the unique situation of the individual

business. However, there are a number of ways of categorizing some generic

strategies. A brief description of the most common categorizing schemes is

presented below:

Strategies based on market dominance - In this scheme, firms are

classified based on their market share or dominance of an industry. Typically there

are four types of market dominance strategies:

 Leader

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 Challenger

 Follower

 Nicher

According to Shaw, Eric (2012). "Marketing Strategy: From the Origin of the

Concept to the Development of a Conceptual Framework". Journal of Historical

Research in Marketing., there is a framework for marketing strategies.

 Market introduction strategies

"At introduction, the marketing strategist has two principle strategies to choose

from: penetration or niche".

 Market growth strategies

"In the early growth stage, the marketing manager may choose from two additional

strategic alternatives: segment expansion (Smith, Ansoff) or brand expansion

(Borden, Ansoff, Kerin and Peterson, 1978)".

 Market maturity strategies

"In maturity, sales growth slows, stabilizes and starts to decline. In early maturity,

it is common to employ a maintenance strategy (BCG), where the firm maintains

or holds a stable marketing mix” .

Market decline strategies

At some point the decline in sales approaches and then begins to exceed costs. And

not just accounting costs, there are hidden costs as well; as Kotler (1965, p. 109)

observed: 'No financial accounting can adequately convey all the hidden costs.' At

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some point, with declining sales and rising costs, a harvesting strategy becomes

unprofitable and a divesting strategy necessary" .

Early marketing strategy concepts

 Borden's "marketing mix"

"In his classic Harvard Business Review (HBR) article of the marketing mix,

Borden (1964) credits James Culliton in 1948 with describing the marketing

executive as a 'decider' and a 'mixer of ingredients.' This led Borden, in the early

1950s, to the insight that what this mixer of ingredients was deciding upon

was a 'marketing mix'".

 Smith's "differentiation and segmentation strategies"

"In product differentiation, according to Smith (1956, p. 5), a firm tries 'bending

the will of demand to the will of supply.' That is, distinguishing or differentiating

some aspect(s) of its marketing mix from those of competitors, in a mass market or

large segment, where customer preferences are relatively homogeneous (or

heterogeneity is ignored, Hunt, 2011, p. 80), in an attempt to shift its aggregate

demand curve to the left (greater quantity sold for a given price) and make it more

inelastic (less amenable to substitutes). With segmentation, a firm recognizes that it

faces multiple demand curves, because customer preferences are heterogeneous,

and focuses on serving one or more specific target segments within the overall

market" .

Dean's "skimming and penetration strategies"

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"With skimming, a firm introduces a product with a high price and after milking

the least price sensitive segment, gradually reduces price, in a stepwise fashion,

tapping effective demand at each price level. With penetration pricing a firm

continues its initial low price from introduction to rapidly capture sales and market

share, but with lower profit margins than skimming" .

Forrester's "product life cycle (PLC)"

"The PLC does not offer marketing strategies, per se; rather it provides an

overarching framework from which to choose among various strategic

alternatives" .

Corporate strategy concepts

Andrews' "SWOT analysis"

"Although widely used in marketing strategy, SWOT (also known as TOWS)

Analysis originated in corporate strategy. The SWOT concept, if not the acronym,

is the work of Kenneth R. Andrews who is credited with writing the text portion of

the classic: Business Policy: Text and Cases (Learned et al., 1965)".

Ansoff's "growth strategies"

"The most well-known, and least often attributed, aspect of Igor Ansoff's Growth

Strategies in the marketing literature is the term 'product-market.' The product-

market concept results from Ansoff juxtaposing new and existing products with

new and existing markets in a two by two matrix".

Creating a Sales and Marketing Strategy

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Small business owners who are concerned about their sales and marketing

capabilities could begin to see improvement by breaking down the term "sales and

marketing" into discrete, manageable elements. You end up with a checklist that

can be reviewed in order to prioritize areas needing improvement - a checklist that

will serve as the groundwork for an effective marketing strategy.

In the suggested list below, I will use examples from a retail florist business to

make some points clear.

1) Markets. How much do you really know about your current markets or future

market? Why do your customers buy from you? What could you offer that would

attract more non-customers? How can you sell to more of the profitable customers?

If you add features or services, will people pay more for them or will they attract

more customers? Are there bulk, institutional, industrial, or corporate markets

beyond normal retail that you are ignoring?

Florist: Have you thought about selling regular weekly arrangements to area

businesses, especially car dealers, law firms, real estate firms, etc. at a reduced

rate, but with a one year contract for 50 arrangements?

2) Competition. Who are they and what are they up to? What is the overall market

trend and how are you holding up in terms of market share and profit position?

How do you really rank against competitors? What substitutes are there to your

products and how much of a threat are they?

Florist: If your funeral business is dwindling, what cultural trends ("no flowers"

announcements for example) are important here and how can you counter them

(such as sending flowers or a fruit basket to the home of survivors, for example)?

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Use Competitive Intelligence to maintain and enhance your business's market

share.

3) Distribution. How can you get your products/services out to new outlets

profitably? Are there unbranded opportunities? Can you bundle in your products

with someone else's?

Florist: Can you partner with service providers for high school proms in the area

(photographers, limo services) and offer a one-stop package for young people?

This could become a good new sales channel for you.

4) Supply Chain: Are you at the mercy of wholesalers for your raw materials or

product components? How can you manage suppliers and gain more buying power

over them? Can you simplify your products and reduce your supply needs? Can

you buy in bulk and store them somewhere in a cost effective manner? Can you

buy some things pre-fabricated cheaper than doing it yourself (or vice versa)?

Florist: Use the Internet to locate California-based rose growers who will air

freight roses in volume for you and a loose consortium of other florists in your

area. They'll give you greater variety at the standard market rate, versus reduced

availability and price gouging during holidays from local wholesalers. Be prepared

for friction from them, however.

5) Positioning. Where do your products/services fall in relation to the total

market? Is this truly the position you want? Are you "all things to all people," or

should you move more toward a high-end position (charging a premium for a

differentiated service), or a low-cost position (undercutting others' prices but at a

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profit, due to high efficiency)? If you are truly "in the middle," you should examine

how well you're doing regularly (with the help of a good accounting system).

Florist: Should you consider exiting no-growth "traditional lines" such as church

flowers and move toward faster-growth lines such as silk flowers for weddings?

Does your shop portray the position you want to be in?

6) Promotion. Feel invisible? How can you change this? What promotion

tools make the most sense to promote your products yet are consistent with the

marketing image you want to project? How do you know if they pay off? Are

you promoting on the Interneteffectively?

Florist: You have run Yellow Pages ads for years. Maybe it's time to register in

search engines so that people who search "POSTAL CODE, FLORIST" bring the

name of your shop up. That's part of reaching your future market.

7) Pricing. What is your pricing strategy? Does variable pricing make sense for

different markets, perishable products, or time-based sales processes, or various

customer types? Are you charging for everything you do?

Florist: You have Poinsettia prices at Christmas that vary based on the size of the

plant. Should you consider lowering prices pre-December 5 (to promote early

sales), and raising prices slowly after December 20 (to maximize revenues from

last-minute buyers)? Have you ever considered 2-for-1 sales for holiday plants, or

a coupon for a spring bouquet for people who buy fresh arrangements in January

and February?

8) Service Delivery. How well and how consistently are you delivering/producing

your products/services? What people problems must be addressed? Do you really

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train people in their overall role and mission, not just the mechanics of their job?

How do you know your customer service is satisfactory? How can you use

disservice situations to buildcustomer loyalty?

Florist: Have you ever followed up with customers who stopped buying (or slowed

down buying) to see if there are quality/service issues involved?

9) Financing. What is your capital structure? That is, what are the proportions of

cash, bank borrowing, other borrowing, invested funds, and net income to your

operation? Do you produce an annual financial report and a monthly cash report?

Are there other sources of capital you should look at? Are there cheaper sources

for say, bank loans?

Florist: As a member of an industry trade group (FTD for example), are there

financial services or even loans they can provide that would be helpful? Are you

big enough now for a CPA to really review your books and interpret your position?

10) Strategy. How can you build customer loyalty? How can you increase sales to

existing customers (more frequent use or buys, selling a broader product line to

them) ornew customers (existing and new products)? How can you penetrate into

new areas profitably? What new substitute products are successful at Wal-Mart or

other outlets that you have sniffed at as not being part of your traditional business?

What costs can be removed without affecting the value equation?

Florist: Summer sales are lackluster; have you considered holding gardening

workshops in spring? Maybe bring in lawn and gardening experts to your shop to

sell their lawn and garden materials, for a commission to you. This will help you

meet your customers who are in lawn and garden shops at this time of year.

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11) Management. What risks exist today and which are on the horizon? What is

the likelihood and impact of each? How can you reduce both? Are there alliances

that make sense? Are there trade groups you should be in? Are there natural ties

that no one is exploiting-- like a video store letting people order a video with a

choice of pizza from the next-door pizza shop for a specific time? Or letting

customers return their videos to a local Starbucks they stop at in the morning?

Florist: Your shop is located in a major city. Identify and contact the more

successful caterers and see if there is room for an alliance here, on the premise that

you can bring each other in on larger events you provide services for.

12) Information. What information is your accounting system giving you about

profitable lines, costs, and margins? If "none," why not fix it and start making

better decisions? What advice can you get from a trade group or local retail

association?

Florist: You have wedding, funeral, church, personal, plant, and supplies lines.

Last year on sales of $500,000, you had a net profit of $40,000 (8%). Ever wonder

which lines were profitable? Which were loss-makers?

Sales Promotion Strategies

Promoting your business is an important part of your daily activities. After all, if

customers are not showing up, then you can't make a sale. To promote your

business in an effective way, consider using the tried and true sales strategies of

"Push" and "Pull." Whether you use coupons, giveaways or incentives for your

best salesperson, you will see your bottom line increase.

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Push Sales Strategy

The push sales strategy emanates from manufacturers who "push" their product

through the supply chain to the consumer. Incentives are offered that give each

middle-carrier motivation to convince the next person to buy the product.

Traditionally, this technique includes premiums, wholesale discounts and buy-back

guarantees.

This technique is not only for the big players who vie to get their product carried

by other retailers. If you have a small retail outlet or own a service-providing

company, you can still benefit from this strategy. Offering a bonus to your staff for

selling the product or service of-the-week is a "push" technique. Give customers a

free item for referring a friend to your business.

Pull Sales Strategy

The "pull" strategy works by getting the end consumer interested in the product to

create a demand. When the demand is there, the supply chain pulls it through, as

retailers ask suppliers and distributors, who in turn ask the manufacturer about the

product. If your business has the resources, you can launch a campaign to get end

consumers excited about your products. Television, print and electronic advertising

options lend themselves to the pull strategy.

Combining Push and Pull

To bolster sales, try combining the two systems. For instance, offer your customers

coupons, free gifts or a frequent customer loyalty incentive to drive traffic to your

business. These activities fall under the "pull" strategy.

30
At the same time, offer your sales team an incentive such as a vacation contest,

extra commission or a better parking space for selling a particular product or

moving a certain volume of merchandise. This falls under the "push" strategy.

By combining the two methods as part of an overall promotion, you will be

matching motivated buyers with an eager sales team to increase sales growth.

DEVELOPING PROMOTIONAL STRATEGIES

Understanding the company, its products and analysis of its competitors, gave me a

clear picture about the real estate sector. The major task that I was assigned was to

understand the company objectives, its target audience, and then to develop

marketing strategies which would help company to increase its brand awareness in

the real estate sector.

Promotions are best carried out by implementing advertising and promotion plans.

The desired goals of these plans should depend on the overall goals and strategies of

the organization above the line sales promotion:

Above the line is a type of advertising through media such as TV, cinema, radio,

print, banners and search engines to promote brands. Major uses include television

and radio advertising, web and Internet banner ads. This type of communication is

conventional in nature and is considered impersonal to customers. It differs from

Below the line advertising, which believes in unconventional brand-building

strategies, such as direct mail and printed media (and usually involve no motion

graphics).These strategies require huge amount of investments and are majorly

Capital intensive.

31
 Below the line sales promotions

These are short-term incentives, largely aimed at consumers. With the increasing

pressure on the marketing team to achieve communication objectives more efficiently

in a limited budget, there has been a need to find out more effective and cost

efficient ways to communicate with the target markets. This has led to a shift from

the regular media based advertising. These strategies involve high level of ground

work involving manpower and is hence more of Labor intensive.

PROMOTIONAL STRATEGIES ADOPTED BY PROVANTAGE

REAL ESTATE PVT. LTD.

PROMOTION
ABOVE THE LINE PROMOTION BELOW THE LINE PROMOTION

> RADIO > SPONSERSHIP

> ENDORSEMENTS
> MOBILE PHONES > SALES PROMOTION
> DIRECT MAIL
> INTERNET > PERSONAL SETTING
> PUBLIC RELATION
> NEWSPAPER > TRADE SHOWS

Deciding on promotional plan:

The plan usually faces three questions.

> Which segment of the market should be targeted?

> What message should be conveyed to them?
> How to do this?
For each service we first forms of media consider all which are available for

promotion like TV, radio, newsletters, classifieds, displays/signs, posters, word of

mouth, press releases, direct mail, special events, brochures, neighbourhood

32
newsletters, etc, & then decide which suits the organization. Our selection of

media should be based on two factors affordability & accessibility.

STEPS INVOLVED IN DEVELOPING THE MARKETING &

PROMOTIONAL STRATEGIES

To develop a promotional strategy one should understand the target audience,

analyze the competitor strategies, understand the company constraints, and other

factors which can then be used to develop a comprehensive strategy to meet the

company objective.

1The steps involved in developing strategies for Earth-Infrastructure can be

enumerated as:-

> STEP 1: Understanding company objective

> STEP 2: Understanding Segmenting Targeting Positioning

> STEP 3: Analyzing company constraints

> STEP 4:Methods suggested

STEP 1: Understanding the Company's Objective:-

Proventus Realty Solutions Private Limited s is a national player and is

comparatively a new entrant in the real estate sector. The company has relatively

gained great awareness in the Delhi & NCR market and its projects are scattered all

over India.

So the major objective of the company for conducting promotions this year was:-

 Hit the target audience directly, in cost effective manner

33
  Create Brand Awareness for the company in new markets & generate

business for the company.

 Create competitive advantage (comparing competitors)

 Create exact positioning for companies in the mind of target audience

 Reminding the audience in the existing market and ultimately to generate

sales

STEP 2: Segmenting, Targeting and Positioning

Segmentation:

A segment is a group sharing one or more characteristics that cause them to have

Similar product and/or service needs.

Segmentation can be done depending on many variables which represents specific

nature of the group, some of the variables are:

Geographic:

Region ,country ,Density of Area, Climate

Demographic variables

Age ,gender ,family ,family life cycle, education , income, occupation

Socio-economic, religion, nationality/race , language

Psychographic variables

Personality ,life style, value,

attitude

Behavioral variables

• benefit sought ,product usage rate, brand loyalty, product end use

34
• readiness-to-buy stage, decision making unit, profitability, income status

Segmentation at ProVantage Real Estate Pvt. Ltd.

Proventus Realty Solutions Private Limited defines its segment on the basis of

Demographic Variables, primarily considering the factors Age, Occupation and

Income. The managements job is to formulate new and creative strategies to target

different segments of the market.

Also the investors are segmented on basis of their 'financial background (i.e.

Businessman and service class people) which helps to classify two different

segments which have to be targeted with different promotional strategies. The age

& the need of the investors also help us in segmenting the clients and thus facilitate

Proventus Realty Solutions Private Limited s to find its target market more

accurately.

Targeting:

For any organization it is not possible to serve every segment, so the marketer

decides to serve the segment which provides the maximum opportunity, a process

which isknown as Targeting. Targeting at Proventus Realty Solutions Private Limited

s—

Considering the constraints of finances, time and other factors, Proventus Realty

Solutions Private Limited s has different promotional strategies for different

segments such as high, middle & lower income group of people .Proventus Realty

Solutions Private Limited s generates a lot of business from tier 2 cities, so our

marketing and promotional activities are carried out in these cities as well. We offer

the same product to people from different segment of market but with different.

35
STEP 3: Analyzing Company Constraints

Proventus Realty Solutions Private Limited s has just entered into the market of real

estate. It is their 2 year of operation. With the presence of number of competitors in

the market and also with the increasing brand value of the major leader, it was

very difficult for Proventus Realty Solutions Private Limited s make its presence

felt. Apart from this, there were some other constraints also which were to be kept in

mind while designing the promotional strategies. They were:-

Financial Constraint: Proventus Realty Solutions Private Limited s is a Self-funded

organization which was started in 2010. Problem which was confronted by our

company in its promotional &advertising campaign was lack of funds for

advertisements on television.

STEP 4: Methods suggested

A strategy had to be developed wherein the target audience could be hit directly in the

most cost effective manner and conveying the message clear to the audience.

So it was decided to use below the line marketing strategy. The strategies used were:-

Direct mail: Mails were sent directly to the customers to provide them detailed

information about the Commercial and Residential projects of Greater Noida

with an immediate calling helpline to generate response.

Pamphlet Distribution: The Company also adopted a very effective way of

promotion i.e. Pamphlet Distribution The distribution was done in two main

promotional activities of the companies: Canopies and Marketplaces. The

activity helped the organization to hit a very refined crowd, directly the target

audience.

36
Posters & Banners: Posters and Banners can be very powerful when placed where

the customers will actually notice them. Hence various posters were placed on the

pillars of the Delhi Metro and Banners were placed on the back of the cars of

general public. The company has also put some hoardings on the road side.

Telemarketing: The use of telemarketing is on the rise as the response rate in

comparison to other promotional tools is very high. All the work done during the

outdoor publicity lead to collection of huge investor’s data, the dedicated telesales

were planned to convert this data into the final sales.

BUSINESS DEVELOPMENT FOR ENTIRE COMPANY

The main objective of the project was to develop the business processes at Proventus

Realty Solutions Private Limited s Ltd. It has just entered the real estate sector, so

the basic aim of this project is Business Development that is generating business

for them by attracting investors to the newly launched projects situated in Greater

Noida. This would include structuring of the entire business so as to increase the

efficiency of the work done at Proventus Realty Solutions Private Limited s Ltd.

The main activities conducted for promotional & marketing are:

BRANDING

The major aim of the branding activity was to increase the visibility of Proventus

Realty Solutions Private Limited s in various zones. The activity needed

promotional effort of distributing Free Gifts at different locations to create brand

awareness and increase brand recognition. The main tools used in the process were:-

37
 Cloth bags

 Caps and T-shirts

 Banners & Hoardings

 Pamphlets and Brochures

 Standees

Cloth Bags were specially designed by the company which had the

company's name, logo, address and telephone numbers printed on it and these

bags were freely distributed in the market to create awareness about earth's

Projects.

Similarly the Caps and T-shirts were also designed for promotional

purposes with the Name and logo of the company printed on it and was freely

distributed in the market to Create brand awareness and to generate interest about

the Earth's projects in the minds of the people.

In designing the banners and hoardings the main aim was to create

recognition of the company name and its address, so the design majorly comprised

of the name and address with the company tag line presented along.

The banners were placed inside the vehicles of all the employees of the company

which actedas a great promotional technique and hence these banners were made

in such a way that they were visible to each every person even at far distances.

Pamphlets and Brochures were distributed randomly to each and every person in

the respective zone which made the people take a glance at Earth" s' Projects in

brief hence creating brand awareness.

38
The Standees were placed as they are more informational in nature discussing

elements such as the benefits to the investors, facilities provided, and other core

advantages for the company

All the efforts were channelized effectively and efficiently and in the proper manner

and helped the company in generating leads by creating brand awareness.

ACTIVITIES

In our two months internship program in Proventus Realty Solutions Private

Limited s, I have learnt a lot about real corporate world. In this two months" time

span, I have conducted lots of activities with the help of my team head and my

team members. I along with my team members had conducted many Activities

and we can classify the activities into two categories: Field Activities and In-house

Activities.

We can further classify the Field Activities into three categories:-

1. Canopy Activity: On every Saturdays and Sundays, we used to place our

Canopies near the site of our Greater Noida Projects. We had to set up a

Canopy and look for the people who were passing by in their Car's and

people who were interested used to stop their car and ask for the details.

Then we used to explain them the project and ask them for the Site Visitso

that they can get a clearer picture of what they are or will invest in and they

were encouraged for an official meeting.

2. Market Activity: I also visited at various shops in the markets of South X,

Karol Bagh, Chandni Chowk, Chawri Bazar, and Noida. We need to explain

39
 the people about the project with the help of pamphlets and brochures

provided by the company and exchanged my Visiting cards with theirs to

generate the data.

3. Apartment Activity: We have also put our Canopies in the Krishna

Residency Apartment of Noida sec.51. We used to explain our whole project

to the residents of the Apartment.

STEPS OF ACTIVITIES

1) TEAM DEVELOPMENT:

This phase of the activity was the development of the teams, which means that we

have to work in a team of 2-3 members and visit the shops in the markets and

stand for the Canopiesand target the perspective investors.

2) LEAD GENERATION:

In this phase I along with my team members went to the perspective investors and

make them understood about our real estate projects of GreaterNoida. We use to tell

them about the facts that after investing how this property can be fruitful to them.

Then in the end we use to take the name and number of that customer.

3) CALLING:

The next step was to call on the database which was collected by me and my team

members of those persons who were showing interest in buying the property. We

used to call them provide more information about our product, if they needed or to

ask them for a Meeting.

40
4) FOLLOW - UP:

I used to maintain a proper follow up and try to convert the hot leads into deal

closing. I used to call them again according to their convenience. I keep the follow

up of that particular lead to make sure that the investors don't miss any information

about our product and try to convert him into a real investor for the company.

The Most Effective Promotional Activity

As I have mentioned earlier that we have adopted many promotional activities such as

Canopies, Market Activity, Residential Activity, Distributing pamphlets and caps

etc. But from my personal experience in Proventus Realty Solutions Private

Limited s, I think that Canopy Activity near our site is the most effective activity.

This activity has been proved to be very fruitful because at Canopy I was able to

meet the interested investors and make them understand the whole project of our

company, and at the same time I was able to take the investor to the site for the site

visit so that they can get a clearer picture of what they are or will invest in. The

Activity saves our three steps at the same time.

41
 Chapter-3
Real Estate Industry in India

42
 INTRODUCTION

Real estate sector in India is expected to reach US$ 1 trillion by 2030. By 2025, it

will contribute 13 per cent of the country’s GDP. Real Estate stock in India is

expected to reach 3.7 million square feet in 2019, with addition of 200 million

square feet during the year. Emergence of nuclear families, rapid urbanisation and

rising household income are likely to remain the key drivers for growth in all

spheres of real estate, including residential, commercial and retail. Rapid

urbanisation in the country is pushing the growth of real estate. More than 70 per

cent of India’s GDP will be contributed by the urban areas by 2020.

Private Equity and Venture Capital investments in the sector have reached US$

4.47 billion in 2018 and US$ 249 million in Q1 2019. Between 2009-18 (up to

October, 2018) , Indian real estate sector attracted institutional investments worth

US$ 30 billion.

Office space has been driven mostly by growth in ITeS/IT,BFSI, consulting and

manufacturing. Gross office absorption in top Indian cities has increased 26 per

cent year-on-year to 36.4 million square feet between Jan-Sep 2018. Warehousing

space is expected to reach 247 million square feet in 2020 and see investments of

Rs 50,000 crore (US$ 7.76 billion) during 2018-20. Grade-A office space

absorption is expected to cross 700 million square feet by 2022, with Delhi-NCR

contributing the most to this demand.

The Government of India has been supportive to the real estate sector. In August

2015, the Union Cabinet approved 100 Smart City Projects in India. The

Government has also raised FDI limits for townships and settlements development

projects to 100 per cent. Real estate projects within the Special Economic Zone

43
(SEZ) are also permitted 100 per cent FDI. The total number of houses built under

the Pradhan Mantri Awas Yojana (PMAY) reached 69 million up to May 27,2019.

25. Government of India’s Housing for All initiative is expected to bring US$ 1.3

trillion investments in the housing sector by 2025. Under the Pradhan Mantri Awas

Yojana (PMAY) Urban, 8.09 million houses have been sanctioned up to May27,

2019. The scheme is expected to push affordable housing and construction in the

country and give a boost to the real estate sector. The government has also released

draft guidelines for investments by Real Estate Investment Trusts (REITs) in non-

residential segment.

Real Estate Industry in 2019

The real estate sector is one of the most globally recognized sectors. Real estate

sector comprises four sub sectors - housing, retail, hospitality, and commercial.

The growth of this sector is well complemented by the growth of the corporate

environment and the demand for office space as well as urban and semi-urban

accommodations. The construction industry ranks third among the 14 major sectors

in terms of direct, indirect and induced effects in all sectors of the economy.

It is also expected that this sector will incur more non-resident Indian (NRI)

investments in both the short term and the long term. Bengaluru is expected to be

the most favoured property investment destination for NRIs, followed by

Ahmedabad, Pune, Chennai, Goa, Delhi and Dehradun.

Market Size

Real estate sector in India is expected to reach a market size of US$ 1 trillion by

2030 from US$ 120 billion in 2017 and contribute 13 per cent of the country’s

44
GDP by 2025. Retail, hospitality and commercial real estate are also growing

significantly, providing the much-needed infrastructure for India's growing needs.

Sectors such as IT and ITeS, retail, consulting and e-commerce have registered

high demand for office space in recent times. Commercial office stock in India is

expected to cross 600 million square feet by 2018 end while office space leasing in

the top eight cities is expected to cross 100 million square feet during 2018-20.

Gross office absorption in top Indian cities has increased 26 per cent year-on-year

to 36.4 million square feet between Jan-Sep 2018. Co-working space across top

seven cities has increased sharply in 2018 (up to September), reaching 3.44 million

square feet, compared to 1.11 million square feet for the same period in 2017.

Investments/Developments

The Indian real estate sector has witnessed high growth in recent times with the

rise in demand for office as well as residential spaces. Private Equity and Venture

Capital investments in the sector have reached US$ 1.47 billion between Jan-Mar

2019. Institutional investments in India’s real estate are expected to reach US$ 5.5

billion for 2018, the highest in a decade.

According to data released by Department of Industrial Policy and Promotion

(DIPP), the construction development sector in India has received Foreign Direct

Investment (FDI) equity inflows to the tune of US$ 25.04 billion in the period

April 2000-March 2019.

Some of the major investments and developments in this sector are as follows:

 New housing launches across top seven cities in India are expected to

increase 32 per cent year-on-year by 2018 end to 193,600 units.

45
  In September 2018, Embassy Office Parks announced that it would raise

around Rs 52 billion (US$ 775.66 million) through India’s first Real Estate

Investment Trust (REIT) listing.

 New housing launches across top seven cities in India increased 50 per cent

quarter-on-quarter in April-June 2018.

 In May 2018, Blackstone Group acquired One Indiabulls in Chennai from

Indiabulls Real Estate for around Rs 900 crore (US$ 136.9 million).

 In February 2018, DLF bought 11.76 acres of land for Rs 15 billion (US$

231.7 million) for its expansion in Gurugram, Haryana.

Government Initiatives

The Government of India along with the governments of the respective states has

taken several initiatives to encourage the development in the sector. The Smart

City Project, where there is a plan to build 100 smart cities, is a prime opportunity

for the real estate companies. Below are some of the other major Government

Initiatives:

 Under the Pradhan Mantri Awas Yojana (PMAY) Urban, more than 8.09

million houses have been sanctioned up to May 2019.

 In February 2018, creation of National Urban Housing Fund was approved

with an outlay of Rs 60,000 crore (US$ 9.27 billion).

 Under the Pradhan Mantri Awas Yojana (PMAY) Urban 1,427,486 houses

have been sanctioned in 2017-18. In March 2018, construction of additional

3,21,567 affordable houses was sanctioned under the scheme.

46
Road Ahead

The Securities and Exchange Board of India (SEBI) has given its approval for the

Real Estate Investment Trust (REIT) platform which will help in allowing all kinds

of investors to invest in the Indian real estate market. It would create an

opportunity worth Rs 1.25 trillion (US$ 19.65 billion) in the Indian market over the

years. Responding to an increasingly well-informed consumer base and, bearing in

mind the aspect of globalisation, Indian real estate developers have shifted gears

and accepted fresh challenges. The most marked change has been the shift from

family owned businesses to that of professionally managed ones. Real estate

developers, in meeting the growing need for managing multiple projects across

cities, are also investing in centralised processes to source material and organise

manpower and hiring qualified professionals in areas like project management,

architecture and engineering.

Madhusudhan G., CMD, Sumadhura Group

Post the revival of the Indian real estate sector through a series of initiatives by the

government, the confidence of the homebuyers has increased with a clear

understanding of the market. The developers have also witnessed a smooth

regulatory business process. This development is expected to help increase the

cash flow in Indian real estate sector in 2019. Single window approvals by central

and various state governments will further accelerate growth of the industry.

Commercial real estate to boom: There will be a huge scope for the commercial

real estate due to the increasing number of grade-A office spaces for start-ups, co-

working places and e-commerce. IT parks in terms of location and amenities will

47
emerge as an exemplary trend for commercial real estate growth. Rentals in

commercial realty will catalyse growth as investors tend to rent a commercial

space rather than buying it. Also, the increase in educational institutions in metro

cities will drive student housing, which is a huge unmet demand in the country.

Warehousing to get major boost: Another rising sector is organised warehousing,

which has seen a sharp increase in demand due to advancements in e-commerce.

Now, with the liberalization of FDI policy, demand for warehousing is expected to

escalate even more. The electronic and white goods segment is another key driver,

as the need for substantial warehouses in urban and semi-urban areas will increase.

According to an industry report, India is set to witness investments close to

Rs50,000cr for creation of warehousing facilities across the country between 2018

and 2020.

48
Further initiatives by govt to strengthen industry: The government has

announced certain amendments in the taxation and regulatory features. RERA is

streamlining the real estate, ensuring that the buyer gets full value for his money.

The central and various state governments are announcing single window

approvals. GST and the approval by SEBI for the Real Estate Investment Trust

(REIT) has led to greater transparency, and institutional investors are now looking

at Indian real estate with renewed interest. With the advent of the first REIT in

early 2019, investors could look forward for great opportunities.

Proptech to be a game changer:The numerous facets of Proptech will be a major

driving force for Indian realty. The technological developments of digital tools in

creating virtual and augmented experiences for the buyers, will add a futuristic

scope to the sector. Also, the advent of chatbots, BIM, drones and next-gen

innovations will be highly beneficial in making construction faster and safer.

Affordable & mid-market housing to see maximum traction: Homebuying

sentiments will shift towards homes with compelling prices over luxurious spaces

because of the additional charges that the luxury properties come with. Hence,

properties consisting of amenities and features of a premium project, which are

also affordable to a larger segment of the population, will be in huge demand.

Major challenges for Indian real estate

49
Real estate in India has been going through a dimly lit corridor during the past one

year. Dip in demand for housing sector and a weak economy has resulted in

sluggish sales across the country in 2014.

The absorption rates in realty hubs like Dehi NCR and Mumbai have come down

by about 30% and Mumbai alone has to bear the burden of around 80,000 unslod

units.Launches have plummeted by 50% in most of the cities in 2014 as well. Let

us take a look at the major challenges that the real estate industry has to face today.

1. Raising funds is the most difficult challenge for the real estate projects. Indian

real estate have suffered from plummeting inflow of funds in the past year. The

inflow has been hurt by Eurozone crisis and low performing global economy.

While foreign direct investment (FDI) in real estate was about Rs 1,58,490

million in present value in 2013-14, it has come down to Rs 39,474 million in

2014-15.

2. Input cost has been rising steeply due to inflation. Real estate is a capital and

labour intensive industry and rise in cost of construction materials as well as in

labour makes it harder for realty developers to reduce prices of the unsold units.

Cost of cement has gone up by as high as 50% in few states and cost of steel per

tonne has gone up to Rs 52,000 from Rs 40,000 per tonne till the first quarter of

2012-13 year. Labour prices have risen by 40%-50% during the same period.

3. Financing cost is also on the rise for developers. As the number of defaulters

increases, commercial banks have become more restrictive in lending money to the

developers. Developers have to rely on lending from alternate sources at high rate

50
of interests which again pushes up property prices. As a result, prices go above the

buyer’s range, making it difficult for the units to get sold.

4. There is a huge gap between the demand and supply of affordable

homes across the country. Ministry of Housing and Urban Poverty Alleviation

(MHUPA) estimates the urban housing shortage in the country to be 24.71

million at the end of the 10th Five-Year Plan. Although the demand is highest for

the range of Rs 10-20 lakh, there is a dearth of affordable homes in the country. Of

the total shortage of homes, 88% account for the economically weaker

section (EWS).

Recent allowance of external commercial borrowing in to the affordable

housing brings in a sign of relief to the developers. It opens up avenue to the

developers who are constructing affordable homes to avail loans at lower interest

rate.

5. However, there is a downside to emphasis on affordable housing in India. The

government has urged the developers to reserve 20% of a developed project for

affordable housing, which would mean that the increased burden on the developer

could very well be passed on to the rest of the 80%.

6. There is a need to look beyond the IT/ITeS industry when it comes to

commercial office space. Any upset in the IT sector would inevitably have a huge

impact on absorption of office spaces in cities like Bangalore, Noida and Gurgaon.

7. Speculation in property and land prices have led to the unreal price

appreciation in Indian real estate market. Overpricing has been deterring customers

51
from buying homes and as result there exists a huge number of unsold units.

Foreign Private Equity funds have been blamed for this to a certain extent as they

look for a high return in a short period of time.

8. Lack of transparency also hampers the Indian real estate. Land encroachment,

lack of regulation act as a deterrent to foreign investors looking to invest in Indian

realty. An independent body appraising prices of lands as per international

standard is needed in India to bring in the much needed transparency.

Challenges faced by the Real Estate Sector

The growth of the real estate sector, in spite of its immense potential to contribute

to India’s economic development and its wide employment providing capacity, is

restricted by many factors. Borrowing costs are extremely high, a creaky

infrastructure undergoing very slow development, approval processes after

crossing numerous red tapes prove to be extremely lengthy, a majorly choked

supply line and of course lack of proper institutional funding are some of the major

impending factors.

Real Estate consultancy, Cushman & Wakefield, furnished a report on private

equity (PE) in real estate investments according to which, “Around US$ 2 billion

(Rs 11,854 crore) is available with PE firms for deployment in the Indian real

52
estate sector”. However, PE investments plummeted by 46% in the first half of

2018. The PE investments recorded in the first half of 2018 was a discouraging

US$ 276 million (approximately Rs 1,638 crore), as compared to last year’s

valuation of US$ 514 million (Rs 3,050 crore) for the same period.

2018 also witnessed a very low number of major real estate deals, only 13 in the

first half of 2018. Cushman and Wakefield attributes this to an uncertain market,

and the sudden deceleration in India’s economic growth, the major factors for

which are the record devaluation of rupee against dollar and political deadlocks

(factors that has been plaguing numerous industries all over the country). However,

Sanjay Dutt, executive managing director, Cushman and Wakefield, South Asia,

commented, “It is noteworthy that despite a slowdown in the construction market

and reduced number of investment worthy projects in India, real estate features as

the fourth most invested sector by PE funds. Currently, it was estimated that about

US$ 2 billion is ready to be deployed in the real estate sector of the Indian market.”

Though PE funds are still interested in investing in the real estate sectors, the

market sentiments paint an entirely different picture. Because of the current

shadow of uncertainty looming over the market, funds other than the PE funds are

only interested in investing in real estate deals with solid basis, so the exploration

for the right projects continue, which is slowing down the development of the real

estate sector.

Points of encouragement

Real estate has always been a much preferred investment sector due to the

supernatant nature of the sector. An educated guess on the positive side is Indian

economy will be able to turn around in time to arrest the free fall of rupee against

53
dollar. That will definitely help to lift the shadow of uncertainty currently hovering

over the market and prove to be a shot in the arm for the real estate sector. Besides

the keenness of the PE funds to invest in the real estate sector is definitely another

encouraging factor.

Once again a positive anticipation would be that the Government will show further

understanding and cooperation towards the real estate sector of our country and be

proactive in resolving the political stalemates and introduce timely economic

reforms that are posing to be major hindrances in the development of this

extremely potential sector. Once the real estate sector gathers the necessary

impetus, new doors to more investable options will be flung open, attracting a

hefty investment from the core investors, both domestic and abroad.

The demand for ready office spaces is increasing steadily, which has already

witnessed an investment of over US$ 1.3 billion (Rs 7,705 crore) in the past three

years. 2018 also witnessed the highest PE fund investments in the real estate sector

namely US$ 131.6 million in Pune (Rs 7.8 billion), US$ 67.5 million in Mumbai

(Rs 4 billion), US$ 38.8 million in NCR (Rs 2.3 billion) and US$ 16.9 million in

Bengaluru (Rs 1 billion). In spite of the 46% slump in the real estate sector, the

contribution of this sector towards the National GDP has been an estimated 6.3%,

quite impressive considering the volatile market.

Biowonder, an architectural marvel, a gift of the real estate sector

Covering an area of 4,00,000 square feet, Biowonder is the first ever

environmentally positive (E+) Commercial Hub of eastern India (Anandapur,

Kolkata) and is simply an architectural marvel. It has been built by the Pasari

54
group which is a leading real estate developers of Kolkata, for housing the future

offices of Kolkata. The minimum office space here starts from 4,000 square feet.

Keeping the environmental issues in mind, Biowonder is an entirely environment

positive architecture with enough green area incorporated on every floor. The

offices of this building will be unique in nature, with open terraces and open

ventilation attached to all the working spaces so there will be no dearth of fresh air.

Added to this are effective light and pollution management, waste water energy

plants and solar energy utilization assemblies to name a few. In addition to offices,

this mammoth architecture will also house hotel, health clubs, restaurants, banquet

space (10,000 square feet), business center, green lounge and infinite swimming

pool, to name a few of the numerous available amenities.

The Green Quotient is the USP behind the construction of Biowonder which is

aimed to provide a better working atmosphere. Biowonder was awarded the ‘Best

Sustainable Development Award- Future’ at the Cityscape Global Awards for

Emerging Markets organized by Cityscape Global in Dubai. It is just a small but

important example of what the real estate sector of India is capable of doing for the

people and the planet given the right leverage.

55
 Chapter-4
Research Methodology

56
 RESEARCH OBJECTIVES OF THE STUDY

The objective of the project includes Business Development at Proventus Realty

Solutions Private Limited

 To study the various marketing strategies adopted by the company.

 To find out the factors which are most important while purchasing the
property.
 To study the impact marketing strategies used by ProVantage Real Estate
Pvt. Ltd on the customer.
 To study the consumer preference among the different real estate
companies in particular area.

57
 RESEARCH METHODOLOGY

Universe:

 Finite

Research Design:

 Descriptive Research design

Sampling Technique:

 Non-Probability Sampling Technology (Convenience)

Types of Data:

 Primary data
 Secondary data

Source of Data Collection:

 Primary data – Questionnaire

 Secondary data – Company website, Internet, magazines, journal
etc.

Sample Size:

 100

Sampling Unit:

 Customers (those who are interesting in purchase in the property)

Sample Area or Research Area:

 Noida

58
 RESEARCH METHODOLOGY OF THE STUDY
Research can be defined as a scientific and systematic search for pertaining

information on a specific topic. We define research as the systematic design,

collection , analysis and reporting of data and findings relevant to a specific

situation facing the company. The main aim of research is to find out the truth

which has not been discovering yet.

TYPES OF RESEARCH EXPLORATORY RESEARCH

It is a type of research conducted because a problem has not been clearly defined.

Exploratory research helps determine the best research design, data collection

method and selection of subjects.

Descriptive Research

It’s aimed to find the complete description about an existing problem of

phenomenon.

RESEARCH DESIGN

It is descriptive.

A survey research method was the basic research design. I interact with

personally to people through the questionnaire filling method. Questionnaire is

having questions regarding the respondent's basic information such as contact

details, designation, what type of information they want from real estate

project developer, what types of documents they check while searching

property, what type of marketing strategy attract them.

DATA COLLECTION TECHNIQUE

(a) Primary data collection

 Direct interview

59
  Questionnaire

(b) Secondary data collection

The data has also been collected from

 Books

 Magazines

 Editorials

 Internet

 Company's brochures

POPULATION

Study of the geographical area comprising of Delhi , Noida, Greater Noida were

undertaken. It has tried to cover corporate offices of different industries in these

regions. I met with the independent business owners , customers and others .

SAMPLE SIZE

 Survey

 Sample design : questionnaire method

 Sample size: 100 respondents

 Sample unit: independent business owners, customers and others.

SAMPLING METHOD

I have tried to gathering data on the basis of questionnaire

Survey

It had been conducted by asking the people to fill in the questionnaire and express

their views about the company promotional strategy.

METHODS OF DATA COLLECTION

60
Instruments of data collection

 Primary data – Questionnaire

 Secondary data – Company website, Internet, magazines,

journal etc.

Drafting of a Questionnaire

My project involves the study of Proventus Realty Solutions Private Limited

marketing strategy. I had planned my work on the project along the following lines

> l)Data collection

> 2)Data analysis

> 3)Data compilation

My first step in data collection involved meeting my guide for having a general

understanding of what my product should be like and some specific understanding

of the company.

After deciding upon the broad frame work of my project, I proceed on a search for

secondary sources of data. After analyzing the data I prepared .

4)The preparation and presentation of the report.

61
 Chapter-5
Data Analysis and Interpretation

62
 DATA ANALYSIS AND INTERPRETATION

 Gender (Which gender show more interested in Real Estate Market?)

Gender No. of Respondent No. of Respondents in %

Male 76 76
Female 24 24
Total 100 100

(Gender %)

24%

Male
Female
76%

Interpretation

From the above depicted chart we can interpret that male gender are more

interested in real estate market than the female. The percentage of male gender is

76% which cover large market, only 24% of women invest in real estate market

that is a (+)ve sign that the women are also interest in real estate market.

63
  Age (Which age group show more interested in real estate market?)

Age (years) No. of Respondent No. of Respondents in %

20-30 10 10
30-40 16 16
40-50 42 42
50 Above 32 32
Total 100 100

Age (%)

10%
32%
16%
20-30
30-40
40-50
42% 50 Above

Interpretation

The chart reflect age wise division of real estate investors, we can see that the

number of people having age between 40-50 years are more interested in real estate

market. The awareness of real estate market is more in this age group.

64
  Occupation (The persons show interest in real estate market mostly

from which occupation?)

Occupation No. of Respondent No. of Respondents in

%
Business 44 44
Self Employment 20 20
Service 26 26
Student 4 4
House Wife 6 6
Total 100 100

Sales

4%
6%

44% Business
26%
Self Employment
Service
Student
20%
House Wife

Interpretation

The 44% of the investors are doing business and 26% are doing services. The

majority of the persons investing in the real estate are as a broker who invest in

real estate and sell it at a higher rate.

65
  Annual Income (Main influencing factor in real estate market?)

Annual Income in Rs. No. of Respondent No. of Respondents in %

Less than 5 lacs 6 6
5 lacs to 7.5 lacs 14 14
7.5 lacs to 10 lacs 30 30
Above 10 lacs 50 50
Total 100 100

Less than 5 lacs 5 lacs to 7.5 lacs 7.5 lacs to 10 lacs Above 10 lacs

6%
14%

50%

30%

Interpretation

The income criteria of the investors were 50% of the investors are having income

of above 10 lacs and on second position 30% of the investors were having income

between 7.5 lacs to 10 lacs. The income of the investors are the main influencing

factor in real estate market.

66
1. Are you interested in purchasing property?

(a) Yes

(b) No

Opinion No. of Respondent No. of Respondents in %

Yes 80 100
No 0 0
Total 100 100

Yes No

0%

100%

Interpretation

In this survey 100 % of the respondents were interested in purchasing the property.

67
2. What source of information do you prefer while searching for property?

Information Sources No. of Respondent No. of Respondents in

%
Print Media 12 12
Television 6 6
Internet 8 8
Outdoor Add 10 10
Personal reference 24 24
Broker 40 40
Total 100 100

No. of Respondents (%)

12% 6% Print Media

40%
8% Television
Internet
10%
Outdoor Add
24% Personal reference
Broker

Interpretation

In this survey 40% of the respondents were dependent on broker and 24% of the

respondents were purchase property through references , 10% of the respondents

purchase through outdoor advertisement, 8% through internet, 6% through

television and 12% through print media while purchasing for property.

68
3. From which company you prefer to purchase a property?

Options No. of Respondent No. of

Respondents in %
Prop Casa Real Estate Pvt. Ltd. 15 15

BD Greens Real Estate Pvt. Ltd. 25 25

True Home Real Estate Pvt. Ltd. 15 15

ProVantage Real Estate Pvt. Ltd 35 35

Others 10 10

Total 100 100

Prop. Casa Real Estate Pvt. Ltd. BD Greens Real Estate Pvt. Ltd.
True Home Real Estate Pvt. Ltd. ProVantage Real Estate
Others

10% 15%

35% 25%

15%

Interpretation:

On the basis of above study 15% respondents prefer Prop Casa Real Estate, 25%

respondents prefer BD Greens Real Estate, 15% respondents like True Home Real

Estate and 35% respondents prefer ProVantage Real Estate.

69
4. From which source you are able to get the information about the

Provantage Real Estate Pvt. Ltd.

Information source No. of Respondent No. of Respondents in %

Print Media 10 10
Internet 40 40
Newspaper 20 20
Friend and relatives 20 20
Other 10 10
Total 100 100

Print Media Internet Newspaper Friend and relatives Other

10% 10%

20%

40%

20%

Interpretation

According to this survey 40% of the respondents get the information through the
internet, 20% respondents through newspaper, 20% through friends and relatives,
10% through print media and remaining 10% others sources for get information
about the company.

70
5. What is your opinion on this statement “Investment in real estate sector is

profitable”?

Opinion No. of Respondent No. of Respondents in %

Yes 72 72

No 28 28

Total 100 100

Yes No

28%

72%

Interpretation

The 72% respondents have opinion of Investment in real estate sector is profitable”

and 28% have not opinion, according to them real estate sector is not a profitable

sector in terms of investment.

71
6. What type of investment are you looking for in a property?

Type of Investment No. of Respondent No. of Respondents in %

Short Term investment 36 36

Long Term Investment 64 64

Total 100 100

No. of Respondents

36%

Short Term investment

64%
Long Term Investment

Interpretation

In the above chart its shows that 64% persons are interested in long term

investment whereas 36% are interested in short term investment.

72
7. What is your budget for buying a property?

Budget (In Rs.) No. of Respondent No. of Respondents in %

10 Lacs to 20 lacs 8 8
20 Lacs to 50 lacs 50 50
50 Lacs to 70 lacs 24 24
70 Lacs to 1 Crore 16 16
Above 5 Crore 2 2
Total 100 100

10 Lacs to 20 lacs 20 Lacs to 50 lacs 50 Lacs to 70 lacs

70 Lacs to 1 Crore Above 5 Crore

2%

16% 8%

24%
50%

Interpretation

As per survey 50% of the respondents having budget 20 lacs to 50 lac and 24% of

the respondents having budget 50 lacs to 70 lacs. Most of the respondents having

budget 20 lacs to 50 lacs were looking for a 2bhk apartments.

73
8. Which amenities are you looking for while buying a residential property?

Amenities No. of Respondent No. of Respondents in %

Car Parking 30 30
Rest Rooms 20 20
Security 24 24
Club Facilities 16 16
Medical facilities 10 10
Total 100 100

Car Parking Rest Rooms Security Club Facilities Medical facilities

10%
30%
16%

24% 20%

Interpretation

The above chart shows that 30% of the respondents are looking for car parking ,

20% respondents rest rooms while a residential property, 24% for security and 16

% for club facilities, 10% for medical facilities, while buying a residential

property.

74
9. Which amenities are you looking for while buying a commercial property?

Amenities No. of Respondent No. of Respondents in %

Security 40 40
Car Parking 16 16
School 10 10
Market 30 30
Clubs 4 4
Total 100 100

Amenities
4%

30% 40% Security

Car Parking
School
10% Market
16%
Clubs

Interpretation

While buying a commercial property, 40% of the respondents are looking for

security and after the security 30% are looking for market, 16% for car parking,

10% for school, 4% for clubs.

75
10. Which size will suit you best for commercial property?

Size in Sq.ft. No. of Respondent No. of Respondents in %

Less than 350 8 8
350-500 20 20
500-750 16 16
750-1000 36 36
Above 1000 20 20
Total 100 100

Size in Sq.ft.

20% 8%
20% Less than 350
350-500
500-750
36% 16%
750-1000
Above 1000

Interpretation

In this survey 36% of the respondents are looking for a commercial property of

size between 750 – 1000 sq.ft. and 20% in both sizes 350-500 sq.ft. and above

1000 sq.ft.

76
11. Which size will suit you best for residential property?

Size No. of Respondent No. of Respondents in %

1 BHK + 1T 8 8
2 BHT + 2T 44 44
3 BHK + 2T 36 36
3 BHK + 3T 12 12
Total 100 100

Size

12% 8%

1 BHK + 1T
2 BHT + 2T
36% 44%
3 BHK + 2T
3 BHK + 3T

Interpretation

According to this survey 44% of the respondents are looking for 2 BHK + 2T
while 36% rare looking for 3 BHK + 2T, it shows that most of the respondents
firstly prefer 2 BHK because there are easily available in between 20 lacs to 50
lacs.

77
12. Are you satisfied with the prices charges by the Provantage Real Estate?

Satisfaction level No. of Respondent No. of Respondents in %

Highly satisfied 15 15
Satisfied 25 25
Moderate 40 40
Dissatisfied 15 15
Highly dissatisfied 5 5
Total 100 100

Highly satisfied Satisfied Moderate Dissatisfied Highly dissatisfied

5% 15%
15%

25%

40%

Interpretation

According to this survey 40% of the respondents are moderate, 25% respondents
satisfied, 15% highly satisfied, 15% dissatisfied and rest of the respondents 5%
highly dissatisfied.

78
13. Do you think marketing strategies adopt by Provantage attract customers

to make investment in it?

Options No. of Respondent No. of Respondents in %

Yes 60 60
No 40 40
Total 100 100

Yes No

40%

60%

Interpretation

60% of the respondent think to marketing strategies adopt by provantage to attract

the customers and remaining 40% don’t think as.

79
14. What is most important factor while buying a property?

Important Car No. of Respondent No. of Respondents in %

Location 10 10
Cost 20 20
Facility 30 30
Growth Rate 40 40
Total 100 100

Location Cost Facility Growth Rate

10%

40% 20%

30%

Interpretation

According to the survey the most important factor wile buying a property is cost,

20% respondent were looking at the cost and 40% respondents were looking at the

growth rate.

80
FINDINGS

81
 FINDINGS

 Most of the Respondents will prefer Proventus Realty Solutions Private Limited

to purchase a property.

 Most of the respondents will think that Investment in Real Estate is profitable.

 Most of the respondents prefer broker while purchasing the property.

 Most of the respondents prefer long term investments in property.

 According to survey cost is the most important factor while buying a property.

 Most of the respondent have budget of Rs. 20 lacs to Rs. 50 lacs for buying a

property.

 While buying a residential property and commercial property most of the

property most of the respondents are looking for car parking and security.

 As per the survey, most of the respondents attracted with the marketing

strategies of the Proventus Realty Solutions Private Limited

 Most of the respondents are looking for a commercial property of size between

750-1000 Sq.Ft. and for residential property respondents will prefer 2 BHK.

 The Satisfaction level of customer regarding the price charged by ProVantage

compare to other builders are moderate

 Most of the respondents got the information about the company from the

internet.

82
 Chapter-6
Conclusion and Suggestions

83
 CONCLUSION AND SUGGESTIONS

CONCLUSION

While constructing the flats certain points are need to be kept in mind as these are
the major reasons for preferring the flats. These factors are:

 Economical
 Security of the residents
 Common facility being provided to them
 Community living
 Provide all general amenities
 High growth rate
 Good location
 Market easily available

We concluded that mostly male customers are more interested in real estate market
than female having age mostly between 40-50 years (it means this age group
mostly aware and interested about real estate market.)

According to the survey, most of the persons prefer broker as a source of

information while searching for property. We can also see that the sales and
promotional strategies adopted by Proventus Realty Solutions Private Limited given
great support to increase the sales.

By adopt more aggressive promotional strategy ,use various tools to understand the
strategies and offerings of competitors, understand the overall market , go with the
attractive scheme in the benefit of customer, adopt unique marketing strategies,
delivering the project on time and with same quality which was shown in the
catalogue at the time of purchase. It is easily for the real estate market to convert the
client into the investor.

84
 SUGGESTION

 The real estate industry depends upon the person' financial plan, family
background disposal income and investor's preference. So before targeting
the customers, the company should consider the factors.
 They should show their legal and technical documents to the customers to
make them satisfied about the investing point of view .to their company.
 They should deliver the project on time so as to win the confidence of
prospective investors.
 Adopt more aggressive promotional strategy like putting the canopies near
the market and offices, distribution of pamphlets and approaching the
people to convert them into our real customers.
 Detailed analysis to understand the overall market, products present and
competitor offerings.
 They should also adopt the strategy to educate customers regarding different
investment opportunities they are having for them at different locations.
 They should go with the attractive scheme in the benefit of customer like
gold coin, laptop Car and other attractive things.
 Always touch with customers to adopt unique marketing strategies.

85
 LIMITATIONS OF THE STUDY

The project taken is very vast so considering the accuracy of all the aspects as
required by the study is a major limitation. However, every attempt with be make to
overcome any flaw which might occur due to this.

 Time constraint
 Due to shortage time of summer training of 45 days, we cannot survey
to more number of people so that we can get more precious results
 Sample size is small
 The sample size is small industry we cannot get more accurate results
as required
 Less interested to respond.
 Peoples are interested to respond. Every people is not interested in
providing the details about their investment due to several reasons
 Financial constraint
 Noida is very big area, so due to financial and time constraint , it is
quite difficult to cover the whole area.

86
BIBLIOGRAPHY

87
 BIBLIOGRAPHY

Books

 C.R. Kothari “Research Methodology” 2nd edition (2003), Vikas Publishing

House Pvt. Ltd. New Delhi.
 Marketing Management by Philip Kotler, Kevin Lane Keller, Abraham
Koshy and Mithileshwar Jha, 13th Edition Published by Pearson Education.
 Kotler Philips, Marketing Management (1998), Prentice Hall of India Ltd.
Websites

 http://www.uniconproperty.com/Noida-provantagerealestate .htrnl Retrieved

Aug 28, 2013 about developers
 http://www.makaan.com/post-property-requirement retrieved
19Aug,2013 about property demand
 http://gcre.joneslanglasallesites.com/en ,retrieved Aug 23, 2013,
about global investment
 http://en.wikipedia.org/wiki/Real_estate , retrieved Aug 30 , 2013, about
industry
 http://www.ibef.org/industry/real-estate-india.aspx,retrieved retrieved 15
sep 2018, about the industry

MAGAZINES, JOURNALS AND NEWSPAPERS

 Business today
 Company Broachers and Leaflets, earth express one , about retail shops.
 Times of India
 Training Notes, Proventus Realty Solutions Private Limited , about
commercial and residential projects.

88
Annexure

89
 QUESTIONAIRE
Name: ……………………. Contact No. ……………..

Designation…………………….. Qualification………………

 Gender (Which gender show more interested in Real Estate Market?)

Gender No. of Respondent No. of Respondents in %

Male
Female

 Age (Which age group show more interested in real estate market?)

Age (years) No. of Respondent No. of Respondents in %

20-30
30-40
40-50
50 Above

 Occupation (The persons show interest in real estate market mostly

from which occupation?)

Occupation No. of Respondent No. of Respondents in %

Business
Self Employment
Service
Student
House Wife
 Annual Income (Main influencing factor in real estate market?)

Annual Income in Rs. No. of Respondent No. of Respondents in %

Less than 5 lacs
5 lacs to 7.5 lacs
7.5 lacs to 10 lacs

90
 Above 10 lacs
1. Are you interested in purchasing property?

(a) Yes

(b) No

2. What source of information do you prefer while searching for property?

Information Sources No. of Respondent No. of Respondents in %

Print Media
Television
Internet
Outdoor Add
Personal reference
Broker
3.From which company you prefer to purchase a property?

(a) Prop. Casa Real Estate Pvt. Ltd.

(b) BD Greens Real Estate Pvt. Ltd.

(c) True Home Real Estate Pvt. Ltd.

(d) ProVantage Real Estate

(e) Others

4. From which source you are able to get the information about the
Provantage Real Estate Pvt. Ltd.

Information source No. of Respondent No. of Respondents in %

Print Media
Internet
Newspaper
Friend and relatives
Other

91
5. What is your opinion on this statement “Investment in real estate sector is
profitable”?

Opinion No. of Respondent No. of Respondents in %

Yes
No
6. What type of investment are you looking for in a property?

Type of Investment No. of Respondent No. of Respondents in %

Short Term investment
Long Term Investment
7. What is your budget for buying a property?

Budget (In Rs.) No. of Respondent No. of Respondents in %

10 Lacs to 20 lacs
20 Lacs to 50 lacs
50 Lacs to 70 lacs
70 Lacs to 1 Crore
Above 5 Crore
8. Which amenities are you looking for while buying a residential property?

Amenities No. of Respondent No. of Respondents in %

Car Parking
Rest Rooms
Security

9. Which amenities are you looking for while buying a commercial property?

Amenities No. of Respondent No. of Respondents in %

Security
Car Parking
School
Market
Clubs

92
10. Which size will suit you best for commercial property?

Size in Sq.ft. No. of Respondent No. of Respondents in %

Less than 350
350-500
500-750
750-1000
Above 1000

11. Which size will suit you best for residential property?

Size No. of Respondent No. of Respondents in %

1 BHK + 1T
2 BHT + 2T
3 BHK + 2T
3 BHK + 3T

12. Are you satisfied with the prices charges by the Provantage Real Estate?

Satisfaction level No. of Respondent No. of Respondents in %

Highly satisfied
Satisfied
Moderate
Dissatisfied
Highly dissatisfied
Total
13. Do you think marketing strategies adopt by ProVantage Real Estate
attract customers to make investment in it?

Options No. of Respondent No. of Respondents in %

Yes
No

14. What is most important factor while buying a property?

Important Car No. of Respondent No. of Respondents in %

Location
Cost
Facility
Growth Rate

93
94