A STUDY ON SALES ANALYSIS ON SLEEPWELL

Summer Project

Submitted In Partial Fulfilment of the Requirements

for the Degree of Bachelor of Business Administration

By

EPARI SAHIL

16BBA032

Under The Guidance of

EPARI SHANMUKHA RAO DR.SUJIT KUMAR PATRA

PROPRITER ASSISTANT PROFESSOR

METALCO INDUSTRIES MARKETING

BRAHAMAPUR BGU, BHUBANESHWAR

 ACKNOWLEDGEMENT
This project stands the inscription of many people who have assisted me in the
successful conclusion of this report. I appreciatively acknowledge the influence
of all the people who took vigorous part and provided valuable support to me
during the course of this project.

To begin with, I would like to suggest my genuine appreciations to “METALCO

INDUSTRIES” for giving me a chance to do my summer internship with the
scorned organization.

With due respect, I acknowledge the valuable provision of, EPARI

SHANMUKHA RAO for giving me the occasion to do my summer internship
under his guidance. Without his guidance, provision and valuable references
during the research, the project would not have been proficient.

My deepest gratefulness also goes to the entire Marketing, Sales & Operations
Department at “SLEEPWELL GALLERY” for their co-operation and inclination
to answer all my questions, and provide valuable support.

I also honestly thank my faculty guide Prof. Sujit kumar patro , my faculty
mentor at BGU, who provided cherish ideas, shared his ironic corporate
experience, and helped me cursive the exact prerequisites.

Last, but not least, I would approximating to thank all in organization for
sharing their involvement and giving their time to me throughout the course
of my project.

EPARI SAHIL
BBA (2016—19) Roll No. 16BBA032 BGU,Bhubaneswar
 DECLARATION

I , Epari sahil , a student of Birla Global University (BGU), hereby proclaim that I
have worked on a project titled “A STUDY ON SALES ANALYSIS ON SLEEPWELL” in
Berhampur” during my summer internship at “ Metalco industries ”, in partial
fulfillment of the requisite for the Bachelor of Business Administration (BBA)
program.

I guarantee my research work to be faithful and original to the best of my

knowledge in all greetings of the process carried out during the project tenancy.

My learning skills at Metalco industries, under the guidance of Mr.Epari

Shanmukha Rao and has been truly inspiring.

Epari Sahil
Roll No. 16BBA032
Bba(2016-19)
Date:
 CERTIFICATE FROM FACULTY MENTOR

This is to certify that MR.EPARI SAHIL , Roll no – 16BBA032, a student of

BBA(2016-19) has worked on a project titled “A STUDY ON SALES ANALYSIS
ON SLEEPWELL” towards the partial fulfillment of the requirements for the
degree of Bachelor of Business Administration program at Birla global
university , Bhubaneswar.

This is his original work to the best of my knowledge.

(Signature of the faculty mentor )

Dr.Sujit kumar patra

Assistant professor
CERTIFICATE FROM THE INDUSTRY MENTOR
 TABLE OF CONTENTS

S.No. Title Page

No.
1. EXECUTIVE SUMMARY 7
2. INTRODUCTION TO THE COMPANY 8-10
3. COMPANY VISION , COMPANY STRENGTH 10-13
4. HISTORY OF THE COMPANY 13-15
5. PRODUCTS OF SLEEPWELL 15
6. OBJECTIVE OF THE STUDY 15
7. DATA ANALYSIS 16-20
8. MATTTRESS NAME, RANGE, SPECIFICATION 20-29
9. WORKPLACE 30
10. FINDINGS 31
11. LIMITATION 31
12. RESULT & RECCOMANDATION 32
13. CONCLUSION 33
14. REFERENCES 34
 EXECUTIVE SUMMARY

As a part of BBA Programme, a student has to follow a project accordingly

approved by the Director of the Institute. I had the honour of undertaking the
project on A Study on sales analysis of sleepwell at Berhampur .

The focus of the study was to know the customers needs in Sleepwell. A study
was accompanied via informal discussions with customers at Berhampur. It
was found that most number of customers are satisfied with Sleepwell
products.

On conducting an extensive research it was found that Sleepwell is a very

good brand in the Berhampur region when compared with it’s Competitors. I
also learned the art of sales and try to build customer relationship .

7
 INTRODUCTION TO THE COMPANY

Sleepwell Foundation is the Corporate Social Responsibility arm of Sheela

Group. With 12 plants in India and 5 in Australia, Sheela Group is the top
producer of P.U. Foam in Asia Pacific. ‘Sleepwell’ the most trusted Bedding
brand in India, ‘Feather Foam’ the most preferred brand for cushioning &
furniture and ‘Lamiflex’ the superior quality Polyether and Polyester Foam for
Lamination are the flagship brands of the Group.

Sleepwell Foundation was registered in 2001, with an objective to implement

Corporate Social Responsibilities of the Group in a focussed manner. It is
exempted under section 80G of the Income Tax Act, 1961 by Director of
Income Tax Exemption, New Delhi. Since its inception, Sleepwell Foundation
has been active in various areas which include Education, Skill Development,
Entrepreneurship, Proactive Wellness etc. of national interest. The activities
are done independently as well as in association with renowned
Organizations like FICCI-FLO, Sanjivini Society for Mental Health, PRAYATN,
CED Foundation, IIMPACT, Gyan Shakti Vidyalaya and several others .

A leader in Polyurethane (PU) Foam, Sheela Group is a multi-billion rupee

entity. It has a nationwide presence in manufacturing PU Foam with a global
marketing perspective and an impeccable track record, since 1971. Sheela
Group is committed to a one-point programme that of bringing comfort,
convenience and luxury to enhance the lifestyle of a modern man.

The winning brands of Sheela Group include

• SLEEPWELL - The flagship brand for mattresses and comfort accessories
• FEATHER FOAM - A Pure PU Foam
• LAMIFLEX - A superior quality POLYETHER/POLYESTER foam for
lamination
These are ranked as the largest selling PU Foam in the country.

8
 MARKETING MIX OF SLEEPWELL
Product

• Sleepwell produces a variety ranges of mattress.

• It produces 3 types of mattress i.e coir, foam and spring mattress.

• The variety of product is very large.

• They are using “Spine care” technique and all the products are doctor
recommended.

• They are taking care of the sleeping comfort as well as joints and spinal
cord.

• They are also producing pillows and mattress protector.

• A new type of pillow is rectangle which we can use for backrest, knee
rest and as a pillow as well.

Price
• The price of the product is very reasonable. The price according to
quality is good.

• For a king size bed starts from 6000 to 100000. The price for
different size of same mattress is different.

• The warranty period for the products is there. So basically the

customer will get a good satisfaction for the money he has been
spending.
Place
• 11 production unit and its stores are spread all over India.

• They have 2 exclusive stores and normal sleepwell stores.

• They also provide retailers to keep their product.

9
Promotion
• The promotional activity of sleepwell is very attractive.

• They also have some funny adds.

• They also sponsor some exhibition where they show their new
products.

The relationship marketing and brand name is the most profitable

promotion.

COMPANY VISION

• We will continue to be recognised

As a leading organisation in quality comfort products
While practicing values of integrity, reliability, pro-activity & transparency
To do business with a smile for customer delight
And a commitment to society

10
 COMPANY STRENGTHS

OPERATIONS -
Foaming: Our dedicated team of foamers work relentlessly to produce high
quality of foam under stringent quality measures that control the foam rise
profile, yield, porosity and the desired physical properties. Equipped with
state-of-the-art Hennecke QFM machine, we produce PU Foam in five
locations across India. Our process function is equipped with advanced foam
cutting, peeling, profiling and foam compression machines. Round the clock
processing strengthens our serviceability and product delivery thereby giving
us a competitive edge and a large number of satisfied customers.

Research and Technology : Our highly committed team of Engineers and

Scientists strive continuously to add value to our existing foam products,
developing new foam products, controlling quality of our wide range of foam
products and also in the introduction of technologically differentiated
products under our SLEEPWELL brand of mattresses. The team also works to
discover and create new knowledge to strengthen our status of a technology
leader
Moulded Polyurethane Foaming : Sheela group has a joint venture with
Woodbridge Group, Canada under the name Sheela Woodbridge Urethane Pvt.
Ltd (JV). The JV offers innovative moulded polyurethane foam technologies
and products for the specific requirements of the automotive and commercial
vehicle industry in India.

INNOVATIVE PRODUCTS
As a leader in the PU Foam industry, Sheela Group has a wide range of
innovative product range offering technologically advanced consumer
products that stand for a perfect blend of comfort and support. Sheela Group
also caters to various industrial applications e.g Automotive Industries, Sound
Industry, Garment & Shoe industry with innovative PU Foam like Fire
Retardant Foam, Reticulated Foam, Sound Absorption Foam used in GEN Sets
etc.
11
MULTILOCATION MANUFACTURING UNITS
With the understanding of the need for quality product and faster and better
serviceability to the consumer, Sheela Group has 12 manufacturing units in all
important locations of India as:
North: Sahibabad, Surajpur, Greater Noida, Kala Amb, Rajpura
East: Kolkata, Sikkim
West: Silvassa (2 units), Talwada
South: Erode, Hyderabad

PAN INDIA NETWORK

With more than 1500 employees, 12 manufacturing facilities, a nationwide

network of over 100 distributors & 5000 dealers and export relations with 25
countries, the name Sheela Foam and its brands have become synonymous
with quality, comfort, good sleep and top- of- the- line technical applications.

To manage Sheela Foam's International Marketing operations, a dedicated

export division is in place to manage a network of international distributors &
OEM customers. Our products are exported to all major continents like Middle
East, Asia, Europe, Australia, North and South America.

CUSTOMER CARE

With a wide variety of state-of-the-art hi-tech products and our commitment

to customer satisfaction, Sheela Foam has a dedicated Customer Care cell. The
Sheela Group Customer Care is dedicated to ensure quality of service,
updating and educating customers on our latest technologies for their specific
needs.

12
AWARD WINNING GREAT PLUS LIVE CONNECTIVITY

Sheela Foam in-house IT function is the proud owner of the award winning
"Great Plus" real time communication platform. This electronic business
decision making model optimizes our capability of servicing our markets by
connecting all our manufacturing units and all our Tier 1 and Tier 2 channel
partners and is a major strength of the Sheela Group.

Company’s history of 40 YEARS

2015-Launch of Sleepedia, an initiative by Sleepwell to raise public awareness

on importance of quality sleep as a means of good health and wellbeing .
2015- Launch of "Perfect Match" a revolutionatry concept that uses world
class Sensobed to recommend the perfect sleeping surface for every individual
body type.
2015- Introduced My Mattress Concept that enables a customer to choose the
right mattress for themselves .
2015 -A new State of the Art Unit in Siliguri starts operations to cater to the
eastern markets.
2015-Won Dataquest Business Technology Award.
2015 -Won BSE-CIOKLUB "CIO of the Year".
2014-Won CIO100 award.
2014-Won Information Week Silver Edge Award
2014-Won CIO 100 - Hall of Fame
2013-Expanded Production capacities at Kala Amb in HP for Northern
Markets
2012-A new State of the Art Unit in Erode starts operations to cater to the
Southern markets.
2012-Won CIO100 award
2012-Won Information Week Silver Edge Award 13
2012-Won CIO Innovative Award
2012-Won CIO Innovative Award – Special Award
2012-Won Dataquest Innovator Award
2012-Won SKOCH Digital Inclusion Award
2011-Won Indian Express Intelligent Enterprise Award
2011-Won MIS Asia IT Excellence Award- one of the Asia's most prestigious
awards.
2011-Won Red Hat Asia Pacific Award
2010-Launch of revolutionary technologies with Impressions, Latex Plus,
Resitec Air, Duet Luxury, Durafirm, Serenity, Amity and many more.
2010-Won CIO Asia Award
2010-CIO Green Edge – Special Award
2010-Won CIO100 award
2010-Won Information Week Silver Edge Award
2009-Won Dataquest Gold CIO award
2009-Won Information Week Silver Edge Award
2008-Revolutionised Mattress Retail with the launch of Sleepwell Worlds &
Galleries.
2008-Joint Venture with AH Beards Australia for manufacturing Spring
Mattresses
2008-Won CNBC Nasscom IT user award
2007-Won CIO100 award
2006-Joint Venture with Woodbridge Group, Canada for manufacturing
moulded P.U. Foam - Auto components.
2005-Acquired Polyurethane & Polystyrene business of Joyce, Australia
2004-Set - up a manufacturing unit at Sikkim.
2002-Expanded operations in North from plant at Rajpura, Punjab
2001-Set - up India's largest P.U. Foam producing plant at Greater Noida.
1999-Tie - ups with Serta, US and Dunlopillo, UK for manufacturing
mattresses
1998-Introduced Rubberized Coir products under "Starlite" Brand.
1996-Two more units added at Silvassa, near Mumbai and at Hyderabad in
Andhra Pradesh 14
1994-Acquisition of a full fledged plant near Delhi.
1993-"Sleepwell" brand launched.
1993-Process of liberalization started in the country and Sheela Group began
rapid expansion
1985-Extended operations to NOIDA, a Satellite town of Delhi.
1971-Sheela Foam Pvt Ltd. Founded by Mrs. Sheela Gautam, Chairperson.

PRODUCTS OF SLEEPWELL
The company deals in various products like:

• Mattress, foam
• Pillows, Cushions & Bolsters
• Protectors, Comforters & Bed Sheets

OBJECTIVE OF THE STUDY

• To know about the different types of products offered by sleepwell in
the mattress segment
• To increase the sales of sleepwell matress
• To maintain the inventory in warehouse
• To develop customer relationship management

15
 DATA ANALYSIS
1. Different types of Mattress offered by sleepwell
Mattresses are mainly divided into three categories which are as follows:

• Rubberized Coir Mattress

• Spring Mattress
• Foam Mattress

➢ RUBBERIZED COIR MATTRESS

• The raw coir ropes are fed into the “Multi Mat”, (8 in numbers) , along
with the scrap of the waste generated to minimize the loss due to the
wasted coir during the course of production.
• Multi Mat unwinds the coir into the fine fabric which takes place in three
phases at three different stages. The process is known as “heckling”.
• After undergoing three stages of heckling the segregated coir is passed
into the “Sheet Former”. The length of the sheet is determined here at this
particular step.
• The extra coir left out in the sheet former machine is again heckled
through and is passed back to the Multi Mat machine.
• Then the sheet generated is passed through the “Spray Station”, where
the latex is spread over the sheet on one of the sides.
• During the course, the saw dust generated in the process is discharged
out by means of the duct pipes.
• The latex spread on the sheet is turned and is passed through the “Tunnel
Drier”. The drying process is done by means of “Steam”. Any moisture
present is removed from the sheet.
• Then the latex gets turned upside down wherein the same process of
spraying and drying of the latex is repeated for the other side.
16
 • The product takes the form of the condensed sheets which is cut into
pieces of rough sizes by means of the “Fleece Cutting Machines”.
• The cut pieces are passed through the “Roller Press”, where the pasted
sheets are subjected to intense pressure. The process is known as “Drum
Pasting”.
• The product moves to the cutting section where the hinges of the product
is trimmed to the exact dimensions as per requirement.
• Then the product is passed through the “Heat Press Machine”, where any
sort of moisture left out was removed from the product. The product is
also pressed for one final time at this stage.
• Now the product moves into the “Vulcaniser”, where the effect of all the
chemicals present within the mattress sheet is removed. There is no
effect of rubber on the mattress after passing through the machine. This
particular machine imparts elasticity to the final product of the coir.
• After passing the product through the vulcaniser the mattress is passed
through the cutting machine where the exact dimension of the border is
cut out. ( the extra 3 inches is removed)
This cutting procedure is totally free of errors from all the four sides.

• Then the product is passed through the final section of finishing where
the extraneous tasks of sewing the cover sheets, shaping of the borders,
giving it the requisite designs, and final packaging takes place.
• The finished product is then moved to various destinations as per the
orders.

➢ SPRING MATTRESS

These mattresses are basically classified into two categories:

▪ Bonnel Spring Mattresses

▪ Pocket Spring Mattresses

17
Bonnel Spring Mattresses

• The wire used in manufacturing comes from Bangalore

• The wire springs are passed through the “Bonnel Assembler” which
assembles all the springs together by interweaving with one another
• Then the side walls are fixed to the bonnel spring sheets
• Then a layer of ‘Nylon Net’ is applied from both the sides
• A layer of ‘Needle Felt’ is then applied
• After this the mattress is rapped with quilted fabric and foam
• Some of the Bonnel Spring Mattresses of Kurl-on are, Desire Top,
Legacy, Dream Sleep etc.

Pocket Spring Mattresses

• The wire is passed through the “Pocket Spring Coiler” , machine which
converts the wire into spring and wraps each spring with fabric
• In the second stage the pocket springs are passed through the “Pocket
Assembler” where the pocket spring slots are grouped together
according to the size required
• The “Pocket Assembler” spreads adhesive all over the pocket spring
slots so that the slots get stuck to each other
• The whole slot is also rapped in a whit fabric by the pocket assembler
• The edges of the border is stapled with a 4mm wire
• Foam layer is applied on all the side walls and ‘Needle Felt’ is pasted on
both the sides
• After this the mattress is rapped with quilted fabric and foam
• Some of the Pocket Spring Mattresses of sleepwell are inspire etc

➢ FOAM MATTRESS

• There were two varieties of chemical mixing tanks which were named
as “Polyol” and “TDI”.
18
 • At least 10 different varieties of chemicals are mixed in various
proportions to generate different types of foams. The mixing of the
chemical was done in the “Foaming Machine”.
• The raw foam generated was moved into large cylindrical containers
and were given the requisite shape.
• The blocks of foam generated were stored for a span of 24 hours. After
one day the cutting of the foam begins.
• There were three different types of cutting machines:
1. Peeling Machine
2. Vertical Machine
3. Circular Machine
• The peeling machine cuts the foam into sheets of various dimensions as
per the requirement.
• The vertical cutting machine cuts the unused foam into random
dimensions so that they can be used for the manufacturing of the
“Bonded Foam”.
• Then the square shaped blocks were placed over the circular cutting
machines which cut the block into mattresses of specific dimension.

Bonded Foam

• The scrap generated out of the unused foam, is moved into the “Bonded
Foam Machine”. The scrap is fed into the machine.
• A specific variety of chemical is used to coagulate the scrap material
which oozes out in the mould box placed beneath.
• Then the sheets generated were pressed by the hydraulics to give it the
solidarity and structure.
• Then the sheets moved onto the trimming machine where the mattress
was cut from the hinges as per the exact dimensions and specifications
from the sides.
• Then the sheets are shifted to the horizontal cutting machines where
the bonded foam blocks are cut into the mattresses of exact thickness as
per the order. 19
 • Then the quilting process runs similar the steps adopted in the
manufacture of other mattresses.
.

MATTRESS NAME AND RANGE

Series 4.0
Price: 102038/-
Size: 182.90*182.90*27.50cm(72)*(72)*(11)

SPECIFICATION -
• Eliminates Partner Disturbance & Conforms to your Spine.
• Memory Foam Micro Comfort Cell for a plush feel.
• Unique Cell Design maximises Air Flow, to keep you fresh all day.
• Ultra premium Memory Foam for superior comfort.
• Proprietary "Quiltec Foam" for unrivalled luxury.
• Upto 10 years Warranty.
• Available in 28 cm (11") Thickness.
20
 Nexa
Price: 87470/-
Size: 182.90*182.90*20.00cm(72)*(72)*(8)

SPECIFICATION -
• High Resilience Responsive Memory Foam
• Easy body movements with Feather Soft Comfort
• Excellent Support and Weight Distribution
• Enhanced Ventilation for quality sleep
• Available in 20 cm (8) thickness
• Warranty : 10 Years*

21
 Series 3.0
Price: 71426/-
Size: 182.90*182.90*20.00cm(72)*(72)*(8)

SPECIFICATION -
• Eliminates Partner Disturbance & Conforms to your Spine.
• Special Edge Wall Design for Seating Support and Enhanced Durability.
• Unique Cell Design maximises Air Flow, to keep you fresh all day.
• Perfect fusion of our Proprietary Responsive Memory Foam and Ultra
premium Memory Foam for a superior comfort.
• Proprietary "Quiltec Foam" for unrivalled luxury.
• Upto 7 years Warranty.
• Available in 20 cm (8") Thickness.

22
 Impressions
Price: 58331/-
Size: 182.90*182.90*15.00cm(72)*(72)*(6)

SPECIFICATION -

• Based on NASA’s Memory Foam Technology which senses and shapes itself
to your body.
• Profiled high resilience Flexi PUF for superior bounce.
• Beats stress and fatigue, enhances deep sleep.
• Improves blood circulation for good health and well being.
• Available in 15 cm (6) & 20 cm (8) thickness.
• Warranty : 10 Year*.

23
 Series 2.0
Price: 56120/-
Size: 182.90*182.90*17.50cm(72)*(72)*(7)

SPECIFICATION -
• Eliminates Partner Disturbance & Conforms to your Spine
• Special Edge Wall Design for Seating Support and Enhanced Durability
• Unique Cell Design maximises Air Flow, to keep you fresh all day
• Ultra premium Memory Foam for superior comfort.
• Proprietary "Quiltec Foam" for unrivalled luxury.
• Upto 7 years Warranty.
• Available in 18 cm (7") Thickness.

24
 Series 1.0
Price: 40815/-
Size: 182.90*182.90*15.00cm(72)*(72)*(6)

SPECIFICATION -
• Eliminates Partner Disturbance & Conforms to your Spine.
• Special Edge Wall Design for Seating Support and Enhanced Durability.
• Unique Cell Design maximises Air Flow, to keep you fresh all day.
• Premium fabric with international top and side wall aesthetics.
• Proprietary "Quiltec Foam" for unrivalled luxury.
• Upto 7 years Warranty.
• Available in 15 cm (6") Thickness.

25
 Elegance (Showroom Product)
Price: 40478/-
Size: 182.90*182.90*12.50cm(72)*(72)*(5)

SPECIFICATION-SOFT SIDE ADVANTAGE

• NASA’s Memory Foam Technology that senses and shapes itself to your body,
beats stress and fatigue, enhances deep sleep
• Profiled High Resilience Flexi PUF for enhanced comfort and superior bounce
• Reticulated layer for advanced Air Flow and freshness
• Premium quilted fabric for enhanced comfort
FIRM SIDE ADVANTAGE
• Super Bond Material on firm side for optimal spinal alignment.
• Premium quilted fabric for enhanced comfort.
• All Season comfort.
• Available in 12.5 cm (5) thickness.
• Available only in Sleepwell World and Sleepwell Galleries
• Warranty: 5 years* 26
 • Esteem are divided into 3 types -
Esteem Firmtec , Esteem softtec , Esteem supportec
• Price: 30373/-
• Size: 182.90*182.90*15.00cm(72)*(72)*(6)

SPECIFICATION
• Exclusive Firmtec Pocket Spring System with a Firm Flexi PUF Layer on Top
• Luxurious comfort with Memory Foam and Pillow Top finish
• Internationally recognised Zero TurnTM technology
• Available in 15 cm (6) & 20 cm (8) thickness
• Warranty : 5 Year*

27
 Spinetech Air
Price: 27339/-
Size: 182.90*182.90*14.00cm(72)*(72)*(5.511814)

SPECIFICATION
• Designed for enhanced Back Support
• Luxurious Pillow Top finish
• Plush Surface feel with Memory Foam
• Reticulated layer for enhanced Air Circulation
• Super Bond Flexi PUF for firmness and durability
• Available in 14 cm (5.5) thickness
• Warranty : 5 Year*

28
Inspire Supportec
Price: 17746/-
Size: 182.90*182.90*11.50cm(72)*(72)*(4.5275615)
Warehouse

SPECIFICATION -
• Unique 3 way combination of High Density Rubberised Coir and an in-
between Softec Layer
• Available in 11.5 cm (4.5) thickness
• Warranty : 4 Year*

29
 workplace

1.Warehouse, customer relationship management -

Warehouse management was an integral part of my job, in the outlet we

would only have 7-8 mattress as display and some 10-15 are kept in the store
to sell the products while all the stock of mattress would be kept in the
warehouse of the store my job was once the stock of the store reduces I would
go to the warehouse along with a fellow salesman and bring the required
mattresses to the store and also if we fall short on any products regarding
mattress I would say it to the manager and he would order for more no of
mattress . so that the stock would be always in check.

One of the most important job out there was maintaining good customer
relation initially I was learning it under my mentor but after some time of
around 30 days he left me to deal with the customers personally. And it was
the most difficult task to execute because there was no margin of error,
because if the customer did not like my attitude he would not buy the product,
so I needed to be patient, polite and always try to be smiling which would
create a positive impact of myself as well as my organization.

2. Selling the product-

Working as an intern I learnt that selling is not as simple as what we think.
While I was working at metalco during the early days i.e the first 30 days I was
working under my mentor while he was selling the product I was along with
him and observed how to persuade and motivate the customers towards
buying the product. And towards the last days of my internship he believed
me and allowed me to handle the customers all by myself at the beginning is
was a bit nervous but towards the end I was able to convert my
communication with the customer into sales.

I personally was able to sell 7 mattress and along with my mentor/salesman

we sold around 18 mattress. 30
Findings:
• The most important thing I found was customer relation was an integral
part of business because as we know if a customer comes once to our
store, if he is happy with our interaction and service, he would visit our
store again and again.
• I found the importance of managing the warehouse of the store.
• I learnt the art of approaching a customer for selling the product .

Limitation:

My report is limited with the mattress, alternatively I could have done

an entire report on the furniture business as well, but it was advised to
deal with mattress since it would be too hard to understand the
furniture market within a span of 6 weeks.

31
RESULTS

• Majority of the respondents are familiar with the brand

name sleepwell.

• 85% of the customers are highly satisfied with Brand.

• Company introduced new mattress “COMFORT CELL” by knowing

customers need.

RECOMMENDATIONS

• Only 10% discount on products

• Dealers are not that influential

• To provide more offers to the customers , we will increase the sale of

the product.

• Company can be given much care in order to offer regular replacement

so that dealers are ready sell more.

• Sleepwell may improve the supply and distribution

32
 CONCLUSION

Indian mattress industry is the theoretically growing segment with a

constant and consistent increase in number of players and turn over.
Sleepwell is a prominent company with a strong goodwill, high
reputation and a large number of pleased and loyal customers. It is a
well-established company and has already made its mark in the
consumer tough industry. The research produced many findings which
will be assisting in research structuring marketing activities for
Sleepwell in Berhampur city.

33
BIBLIOGRAPHY

1. www.indiamarkets.com
2. www.Sleepwell.com

REFERENCES

• Company websites
• Company data base

34