A

Project Report
on
Sales Promotion in Soap Industry in Special
Reference to Procter
Submitted in Partial Fulfilment for the Degree
of Bachelor of Business Administration.

S.S. JAIN SUBODH P.G. (AUTONOMOUS)

COLLEGE,
JAIPUR
(2019-20)

SUBMITTED BY: SUBMITTED TO:

Akshika Bhargava Dr. Tapasya Jhulka Malhotra

B.B.A IVth Sem.

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 CERTIFICATE

Certified that this project report entitled SALES PROMOTION

IN SOAP INDUSTRY IN SPECIA REFERENCE IN
PROCTER is a record of project work done independently by
Miss. AKSHIKA BHARGAVA under my guidance and
supervision and that it has not previously formed the basis for the
award of any degree, fellowship or associate ship to his.

Dr. Tapasya Jhulka Malhotra

S.S.Jain Subodh P.G.(Autonomous)College

Jaipur

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 ACKNOWLEDGEMENT

It is not often in life that you get a chance of appreciating and

expressing your feelings in black and white to thank the people who
have been a crucial part of your successes, your accomplishments,
and your being what you are today. I take this opportunity to first of
all thank the Faculty at S.S. Jain Subodh P.G.
(Autonomous)College, especially Dr. K.B.Sharma, Principal, and
Dr. Rita Jain for inculcating and instilling in me the knowledge,
learning, will-power, values and the competitiveness and
professionalism required by me as a management student. I would
like to give special thanks to Dr. Tapasya Jhulka Malhotra for
educating me silver lining in every dark cloud. Her enduring efforts,
guidance, patience and enthusiasm have given a sense of direction
and purposefulness to this project and ultimately made it a success.
I express my sincere and heartiest thanks to everyone who has
contributed towards the successful completion of the Project,
undertaken by me at SALES PROMOTION IN SOAP
INDUSTRY. Last but not the least; I would like to thank my
family: my parents, for supporting me spiritually throughout my
life. The errors and inconsistencies remain my own.

Akshika Bhargava

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 DECLARATION

I hereby declare that this project report entitled Sales Promotion

in Soap Industry in Special Reference to Procter is a bonafide
record of work done by me during the course of summer project
work and that it has not previously formed the basis for the award
to me for any degree/diploma, associate ship, fellowship or other
similar title of any other institute/society.

Akshika Bhargava

S.S. Jain Subodh P.G.(Autonomous) College

Jaipur

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Serial number Content Page number
1 Introduction of 8
topic
1.1 Meaning of 8
marketing research
1.2 Role of marketing 9
research
1.3 History of 10
marketing
1.4 Characteristics 11
1.5 Types of marketing 12
research
1.6 Objective 13
1.7 Step of conducting 14-24
marketing research
1.8 Marketing 25
environment
1.9 Product life cycle 26
1.10 Customer focus 27
1.11 Profile of the
company 28-29
1.12 About the company 30
1.13 Product division 31
1.14 Infrastructure 32-46
3 Research 47
methodology
3.1 Objective of study 48
3.2 Methodology 49
3.3 Primary 50
3.4 Secondary 50
3.5 Limitation of study 51
4 Analysis and 52-72
presentation
5 Findings 73
5.1 Scope of study 74
5.2 Conclusion and 75-76
recommendation
6 Appendices 77
6.1 Questionairre 79-83

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A study on
marketing
research of
Oswal Soap
Group
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 Marketing Research

Define:-The process of gathering, analyzing and interpreting information

about a market, about a product or service to be offered for sale in that market,
and about the past, present and potential customers for the product or service;
research into the characteristics, spending habits, location and needs of your
business's target market, the industry as a whole, and the particular competitors
you face.

Accurate and thorough information is the foundation of all successful business

ventures because it provides a wealth of information about prospective and
existing customers, the competition, and the industry in general. It allows
business owners to determine the feasibility of a business before committing
substantial resources to the venture.

Market research provides relevant data to help solve marketing challenges that
a business will most likely face--an integral part of the business planning
process. In fact, strategies such as market segmentation (identifying specific
groups within a market) and product differentiation (creating an identity for a
product or service that separates it from those of the competitors) are

impossible to develop without market research.

Market research involves two types of data:

 Primary information. This is research you compile yourself or hire

someone to gather for you.
 Secondary information. This type of research is already compiled and
organized for you. Examples of secondary information include reports
and studies by government agencies, trade associations or other
businesses within your industry. Most of the research you gather will
most likely be secondary.

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 Role of Marketing Research:-

The purpose of marketing research (MR) is to provide management with

relevant, accurate, reliable, valid, and up to date market information.
Competitive marketing environment and the ever-increasing costs attributed to
poor decision making require that marketing research provide sound
information. Sound decisions are not based on gut feeling, intuition, or even
pure judgment.

Managers make numerous strategic and tactical decisions in the process of

identifying and satisfying customer needs. They make decisions about potential
opportunities, target market selection, market segmentation, planning and
implementing marketing programs, marketing performance, and control. These
decisions are complicated by interactions between the controllable marketing
variables of product, pricing, promotion, and distribution. Further
complications are added by uncontrollable environmental factors such as
general economic conditions, technology, public policies and laws, political
environment, competition, and social and cultural changes. Another factor in
this mix is the complexity of consumers. Marketing research helps the
marketing manager link the marketing variables with the environment and the
consumers. It helps remove some of the uncertainty by providing relevant
information about the marketing variables, environment, and consumers. In the
absence of relevant information, consumers' response to marketing programs
cannot be predicted reliably or accurately. Ongoing marketing research
programs provide information on controllable and non-controllable factors and
consumers; this information enhances the effectiveness of decisions made by
marketing managers.[5]

Traditionally, marketing researchers were responsible for providing the

relevant information and marketing decisions were made by the managers.
However, the roles are changing and marketing researchers are becoming more
involved in decision making, whereas marketing managers are becoming more
involved with research. The role of marketing research in managerial decision
making is explained further using the framework of the DECIDE model.

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 History of Marketing:-
Evidence for commercial research being gathered informally dates to the
Medieval period. In 1380, the German textile manufacturer, Johann Fugger,
travelled from Augsburg to Graben in order to gather information on the
international textile industry. He exchanged detailed letters on trade conditions
in relevant areas. Although, this type of information would have been termed
"commercial intelligence" at the time, it created a precedent for the systemic
collection of marketing information

During the European age of discovery, industrial houses began to import

exotic, luxury goods - calico cloth from India, porcelain, silk and tea from
China, spices from India and South-East Asia and tobacco, sugar, rum and
coffee from the New World. International traders began to demand information
that could be used for marketing decisions. During this period, Daniel Defoe, a
London merchant, published information on trade and economic resources of
England and Scotland. Defoe was a prolific publisher and among his many
publications are titles devoted to the state of trade including; Trade of Britain
Stated, (1707); Trade of Scotland with France, (1713) and The Trade to India
Critically and Calmly Considered, (1720) - all of which provided merchants
and traders with important information on which to base business decisions.

Until the late 18th-century, European and North-American economies were

characterised by local production and consumption. Produce, household goods
and tools were produced by local artisans or farmers with exchange taking
place in local markets or fairs. Under these conditions, the need for marketing
information was minimal. However, the rise of mass-production following the
industrial revolution, combined with improved transportation systems of the
early 19th-century, led to the creation of national markets and ultimately,
stimulated the need for more detailed information about customers,
competitors, distribution systems and market communications.

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 Characteristics:-

 First, marketing research is systematic. Thus systematic planning is

required at all the stages of the marketing research process.
 The procedures followed at each stage are methodologically sound,
well documented, and, as much as possible, planned in advance.
  Marketing research uses the scientific method in that data are collected
and analyzed to test prior notions or hypothesis.
  Experts in marketing research have shown that studies featuring
multiple and often competing hypotheses yield more meaningful results
than those featuring only one dominant hypothesis. 
 Marketing research is objective.
 It attempts to provide accurate information that reflects a true state of
affairs.
 It should be conducted impartially, While research is always influenced
by the researcher's research philosophy, it should be free from the
personal or political biases of the researcher or the management.
  Research which is motivated by personal or political gain involves a
breach of professional standards. Such research is deliberately biased so
as to result in predetermined findings.
 The objective nature of marketing research underscores the importance
of ethical considerations.
 Researchers should always be objective with regard to the selection of
information to be featured in reference texts because such literature
should offer a comprehensive view on marketing. Research has shown,
however, that many marketing textbooks do not feature important
principles in marketing research.

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 Types of Marketing Research:

Marketing research techniques come in many forms, including:

 Ad Tracking – periodic or continuous in-market research to monitor

a brand's performance using measures such as brand awareness, brand
preference, and product usage. (Young, 2005)
 Advertising Research – used to predict copy testing or track the
efficacy of advertisements for any medium, measured by the ad's ability to
get attention (measured with AttentionTracking), communicate the
message, build the brand's image, and motivate the consumer to purchase
the product or service. (Young, 2005)
 Brand awareness research — the extent to which consumers can recall
or recognize a brand name or product name
 Brand association research — what do consumers associate with the
brand?
 Brand attribute research — what are the key traits that describe the
brand promise?
 Brand name testing – what do consumers feel about the names of the
products?
 Buyer decision making process— to determine what motivates people
to buy and what decision-making process they use; over the last
decade, Neuromarketing emerged from the convergence of neuroscience
and marketing, aiming to understand consumer decision making process
 Commercial eye tracking research — examine advertisements, package
designs, websites, etc. by analyzing visual behavior of the consumer
 Concept testing – to test the acceptance of a concept by target
consumers
 Coolhunting (also known as trendspotting) – to make observations and
predictions in changes of new or existing cultural trends in areas such as
fashion, music, films, television, youth culture and lifestyle.

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 Objectives

1) To Provide Basis For Proper Planning:

Marketing and sales forecast research provides sound basis for the formulation
of all marketing plans, policies, programmes and procedures.

(2) To Reduce Marketing Costs:

Marketing research provides ways and means to reduce marketing costs like
selling, advertisement and distribution etc.

(3) To Find Out New Markets for The Product:

Marketing research aims at exploring new markets for the product and
maintaining the existing ones.

(4) To Determine Proper Price Policy:

Marketing research is considered helpful in the formulation of proper price
policy with regard to the products.

(5) To Study in Detail Likes and Dislikes of the Consumers:

Marketing research tries to find out what the consumers, (the men and women
who constitute the market) think and want. It keeps us in touch with the
consumers, minds and to study their likes and dislikes.

(6) To Know The Market Competition:

Marketing research also aims at knowing the quantum of competition prevalent
in the market about the product in question. The company may need reliable
information about competitor’s moves and strategies which are of immense
significance for further planning.

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 Steps for conducting Market Research

Step #1: Define the Problem

Having a well-defined subject of research will help researchers when they ask
questions. These questions should be directed to solve problems and they have
to be adapted to the project. Make sure the questions are written clearly and
that the respondents understand them. Researchers can conduct a test with a
small group to know if the questions are going to know whether the asked
questions are understandable and will they be enough to gain insightful results.

Step #2: Define the Sample

To carry out market research, researchers need a representative sample that can
be collected using one of the many sampling techniques. A representative
sample is a small number of people that reflect, as accurately as possible, a
larger group.

 An organization cannot waste their resources in collecting information

from the wrong population. It is important that the population represents
characteristics that matter to the researchers and that they need to
investigate, are in the chosen sample.

Step #3: Carry out data collection

First, a data collection instrument should be developed. The fact that they do

not answer a survey, or answer it incompletely will cause errors in research.
The correct collection of data will prevent this.

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Step #4: Analyze the results

Each of the points of the market research process is linked to one another. If all
the above is executed well, but there is no accurate analysis of the results, then
the decisions made consequently will not be appropriate.Analyze and interpret
the results is to look for a wider meaning to the obtained data. All the previous
phases have been developed to arrive at this moment.

Step #5: Make the Research Report

When presenting the results, researchers should focus on: what do they want to
achieve using this research report and while answering this question they
should not assume that the structure of the survey is the best way to do the
analysis. One of the big mistakes that many researchers make is that they
present the reports in the same order of their questions and do not see the
potential of storytelling.

Step #6: Make Decisions

An organization or a researcher should never ask “why do market research”,

they should just do it!

A market research helps researchers to know a wide range of information, for

example,  consumer purchase intentions, or gives feedback about the growth of
the target market. They can also discover valuable information that will help in
estimating the prices of their product or service and find a point of balance that
will benefit them and the consumers.

Take decisions! Act and implement.

Nature and Scope of Marketing: Areas, Aspects and Entities

Covered in Marketing:-

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Marketing being a part of social science is highly dynamic and
complex in nature. Traditionally, marketing was concerned with
buying and selling of goods and services only but now its scope has
widened and it encompasses a range of activities from consumer
satisfaction to consumer delight and management of customer

relationship.

The scope (subject matter) of marketing is as follows:

(1) Products and Services:
Products and Service are the basic element of marketing. If there is
no product there is no marketing. It is concerned with the nature
and type of products, product quality and design, product planning
and development, product decisions relating to branding, labelling,
packaging, trademarks etc

(2) Marketing Research:
Though products and services were the starting point under
traditional marketing, modern marketing starts with an analysis of
the various aspects of market and related areas. It includes an
analysis of nature and types of customers, size of market, customer
attitude, buyer behaviour etc
(3) Channel of Distribution:
The pathway through which the goods move from producer to
consumer is the channel of distribution. It includes a number of
intermediaries like wholesaler, retailers, jobbers etc.

(4) Physical Distribution:

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The physical movement of the goods from producer to consumer is
physical distribution. It includes transportation, warehousing,
inventory control and management, order processing etc.
(5) Promotional Decisions:
Howsoever good a product is, it has no value if it is not properly
promoted. Promotion has the basic objective of informing the
market about product availability and creating a demand for it.
(6) Pricing Decisions:
This is the only element of marketing which generates revenue for
the firm. Pricing is concerned with pricing policies and strategies,
price determination, discounts, commissions etc.
(7) Environmental Analysis:
An analysis of the environment in which the business is to be
carried out is the first step for any organisation. The various macro
and micro factors should be studied beforehand only to develop an
understanding of the strength, weaknesses, opportunities and
threats, for an organisation.
(8) Feedback from Customers:
For successful marketing of goods it is essential that the marketer
obtains the required feedback from customers. A proper feedback
mechanism should be developed so that reasons for failure or less
satisfaction may be identified and improvements in the products be
made.
(9) Responsibility towards the Society:
Business and society are interrelated and interdependent. A
business cannot exist in vacuum. It derives its much needed inputs
from society and therefore owes a responsibility towards the society
Marketing Communications:

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Marketing communications is an audience- centered activity
designed to engage audiences and promote responses. It is defined
by actions a firm takes to communicate with end-users, consumers,
and external parties.

Marketing communications encompass four distinct subsets, which

are:

Personal sales

Oral presentation given by a salesperson who approaches

individuals or a group of potential customers:

 Live, interactive relationship

 Personal interest
 Attention and response
 Interesting presentation
 Clear and thorough.

Sales promotion

Short-term incentives to encourage buying of products:

 Instant appeal
 Anxiety to sell

An example is coupons or a sale. People are given an incentive to

buy, but this does not build customer loyalty or encourage future
repeat buys. A major drawback of sales promotion is that it is easily
copied by competition.

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Public relations

Public relations (or PR, as an acronym) is the use of media tools in

order to promote goodwill from a business or organization to a
target market segment, or other consumers of a firm's good/service.
PR can include interviews, speeches/presentations, content, and
corporate literature, such as financial statements, brochures, etc.

Publicity

Publicity involves attaining space in media, without having to pay

directly for such coverage. As an example, an organization may
have the launch of a new product covered by a newspaper or TV
news segment.

Advertising

Advertising occurs when a firm directly pays a media channel to

publicize its product. Common examples of this include TV and
radio adverts, billboards, branding, sponsorship, etc.

Mix

Marketing communications mix is used to reach, engage, provoke

audience-centered conversations. It consists of 5 tools, which are

1)Advertising

2)Sales & Promotion

3)Public Relations

4)Direct Marketing and

5)Personal Selling

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Marketing Environment:-

The term "marketing environment" relates to all of the factors (whether internal,
external, direct or indirect) that affect a firm's marketing decision-making/planning.
A firm's marketing environment consists of three main areas, which are:

 The macro-environment, over which a firm holds little control

 The micro-environment, over which a firm holds a greater amount (though
not necessarily total) control
 The internal environment, which includes the factors inside of the
company itself[

Macro

A firm's marketing macro-environment consists of a variety of external factors

that manifest on a large (or macro) scale. These are typically economic, social,
political or technological phenomena. A common method of assessing a firm's
macro-environment is via a PESTLE (Political, Economic, Social,
Technological, Legal, Ecological) analysis. Within a PESTLE analysis, a firm
would analyze national political issues, culture and climate,
key macroeconomic conditions, health and indicators (such as economic
growth, inflation, unemployment, etc.)

Micro
A firm's micro-environment comprises factors pertinent to the firm itself, or
stakeholders closely connected with the firm or company.

A firm's micro-environment typically spans:

 Customers/consumers
 Employees
 Suppliers
 The Media

By contrast to the macro-environment, an organization holds a greater degree

of control over these factors.

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Internal
A firms internal environment consists of factors inside of the actual company.
These are factors controlled by the firm and they affect the relationship that a
firm has with its customers. These include factors such as:

 Labor
 Inventory
 Company Policy
 Logistics
 Budget
 Capital Assets

Research:-

Marketing research is a systematic process of analyzing data which involves

conducting research to support marketing activities, and the statistical
interpretation of data into information. This information is then used by
managers to plan marketing activities, gauge the nature of a firm's marketing
environment and to attain information from suppliers. A distinction should be
made between marketing research and market research. Marketing
researchers use statistical methods (such as quantitative research, qualitative
research, hypothesis tests, Chi-square tests, linear regression, correlation
coefficients, frequency distributions, Poisson and binomial distributions, etc.)
to interpret their findings and convert data into information.[45]

The stages of research include:

 Define the problem

 Develop a research plan
 Collect the data
 Interpret data into information
 Disseminate information formally in the form of a report

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Segmentation:-
Market segmentation consists of taking the total heterogeneous market for a
product and dividing it into several sub-markets or segments, each of which
tends to be homogeneous in all significant aspects.[46] The process is conducted
for two main purposes: better allocation of a firm's finite resources and to
better serve the more diversified tastes of contemporary consumers. A firm
only possesses a certain amount of resources. Accordingly, it must make
choices (and appreciate the related costs) in servicing specific groups of
consumers. Moreover, with more diversity in the tastes of modern consumers,
firms are noting the benefit of servicing a multiplicity of new markets.

Market segmentation can be defined in terms of the STP acronym, meaning

Segment, Target, and Position.

Segmentation involves the initial splitting up of consumers into persons of like

needs/wants/tastes. Four commonly used criteria are used for segmentation,
which include:

 Geographical (a country, region, city, town, etc.)

 Psychographic (e.g. personality traits or lifestyle traits which influence
consumer behaviour)
 Demographic (e.g. age, gender, socio-economic class, education, etc.)
 Behavioural (e.g. brand loyalty, usage rate, etc.)

Once a segment has been identified to target, a firm must ascertain whether the
segment is beneficial for them to service. The DAMP acronym (meaning
Discernable, Accessible, Measurable and Profitable) are used as criteria to
gauge the viability of a target market. The elements of DAMP are:

 Discernable – how a segment can be differentiated from other

segments.
 Accessible – how a segment can be accessed via Marketing
Communications produced by a firm
 Measurable – can the segment be quantified and its size determined?

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 Profitable – can a sufficient return on investment be attained from a
segment's servicing?

The next step in the targeting process is the level of differentiation involved in

a segment serving. Three modes of differentiation exist, which are commonly
applied by firms. These are:

 Undifferentiated – where a company produces a like product for all of

a market segment
 Differentiated – in which a firm produced slight modifications of a
product within a segment
 Niche – in which an organisation forges a product to satisfy a
specialised target market

Marketing Planning:-

The area of marketing planning involves forging a plan for a firm's marketing
activities. A marketing plan can also pertain to a specific product, as well as to
an organisation's overall marketing strategy.

Generally speaking, an organisation's marketing planning process is derived

from its overall business strategy. Thus, when top management are devising the
firm's strategic direction/mission, the intended marketing activities are
incorporated into this plan.

Process

Within the overall strategic marketing plan, the stages of the process are listed
as thus:

 Mission Statement
 Corporate Objectives
 Marketing Audit
 SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis
 Assumptions arising from the Audit and SWOT analysis

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  Marketing objectives derived from the assumptions
 An estimation of the expected results of the objectives
 Identification of alternative plans/mixes
 Budgeting for the marketing plan
 A first-year implementation program.

Levels of marketing objectives within an organization:-

As stated previously, the senior management of a firm would formulate a

general business strategy for a firm. However, this general business strategy
would be interpreted and implemented in different contexts throughout the
firm.

At the corporate level, marketing objectives are typically broad-based in

nature, and pertain to the general vision of the firm in the short, medium or
long-term. As an example, if one pictures a group of companies (or
a conglomerate), top management may state that sales for the group should
increase by 25% over a ten-year period.

A strategic business unit (SBU) is a subsidiary within a firm, which

participates within a given market/industry. The SBU would embrace the
corporate strategy, and attune it to its own particular industry. For instance, an
SBU may partake in the sports goods industry. It thus would ascertain how it
would attain additional sales of sports goods, in order to satisfy the overall
business strategy.

The functional level relates to departments within the SBUs, such as

marketing, finance, HR, production, etc. The functional level would adopt the
SBU's strategy and determine how to accomplish the SBU's own objectives in
its market. To use the example of the sports goods industry again, the
marketing department would draw up marketing plans, strategies and
communications to help the SBU achieve its marketing aims.

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Product life cycle:-

The product life cycle (PLC) is a tool used by marketing managers to gauge the

progress of a product, especially relating to sales or revenue accrued over time.
The PLC is based on a few key assumptions, including:

A given product would possess introduction, growth, maturity, and decline

stage

No product lasts perpetually on the market

A firm must employ differing strategies, according to where a product is on the

PLC

In the introduction stage, a product is launched onto the market. To stimulate

growth of sales/revenue, use of advertising may be high, in order to heighten
awareness of the product in question.

During the growth stage, the product's sales/revenue is increasing, which may

stimulate more marketing communications to sustain sales. More entrants enter
into the market, to reap the apparent high profits that the industry is producing.

When the product hits maturity, its start to level off, and an increasing number
of entrants to a market produce price falls for the product. Firms may use sales
promotions to raise sales.

During decline, demand for a good begins to taper off, and the firm may opt to
discontinue manufacture of the product. This is so, if revenue for the product
comes from efficiency savings in production, over actual sales of a
good/service. However, if a product services a niche market, or is
complementary to another product, it may continue manufacture of the product,
despite a low level of sales/revenue being accrued

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Customer focus:-

Many companies today have a customer focus (or market orientation). This
implies that the company focuses its activities and products on consumer
demands. Generally there are three ways of doing this: the customer-driven
approach, the sense of identifying market changes and the product innovation
approach.

In the consumer-driven approach, consumer wants are the drivers of all

strategic marketing decisions. No strategy is pursued until it passes the test of
consumer research. Every aspect of a market offering, including the nature of
the product itself, is driven by the needs of potential consumers. The rationale
for this approach is that there is no point spending R&D funds developing
products that people will not buy. History attests to many products that were
commercial failures in spite of being technological breakthroughs.[47]

A formal approach to this customer-focused marketing is known as SIVA

(Solution, Information, Value, Access). This system is basically the four Ps
renamed and reworded to provide a customer focus.

The SIVA Model provides a demand/customer centric version alternative to the

well-known 4Ps supply side model (product, price, place, promotion) of
marketing management.

Product → Solution

Promotion → Information

Price → Value

Placement → Access

Product focus:-

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In a product innovation approach, the company pursues product innovation,
then tries to develop a market for the product. Product innovation drives the
process and marketing research is conducted primarily to ensure that profitable
market segment(s) exist for the innovation. The rationale is that customers may
not know what options will be available to them in the future so we should not
expect them to tell us what they will buy in the future. However, marketers can
aggressively over-pursue product innovation and try to overcapitalize on a
niche. When pursuing a product innovation approach, marketers must ensure
that they have a varied and multi-tiered approach to product innovation. It is
claimed that if Thomas Edison depended on marketing research he would have
produced larger candles rather than inventing light bulbs. Many firms, such as
research and development focused companies, successfully focus on product
innovation. Many purists doubt whether this is really a form of marketing
orientation at all, because of the ex post status of consumer research. Some
even question whether it is marketing.

An emerging area of study and practice concerns internal marketing, or how

employees are trained and managed to deliver the brand in a way that
positively impacts the acquisition and retention of customers (employer
branding).

Diffusion of innovations research explores how and why people adopt new

products, services and ideas.

A relatively new form of marketing uses the Internet and is called Internet

marketing or more generally e-marketing, affiliate marketing, desktop
advertising or online marketing. It tries to perfect the segmentation
strategy used in traditional marketing. It targets its audience more precisely,
and is sometimes called personalized marketing or one-to-one marketing.

With consumers' eroding attention span and willingness to give time to

advertising messages, marketers are turning to forms of permission
marketing such as branded content, custom media and reality marketing.

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Oswal
Soap Group

`27
About Company:-

OSWAL SOAP GROUP Is A Renowned Company Engaged In The

Manufacturing And Export Of Detergent Soap, Detergent Powder, Cleaning
Powder, Dish Wash Tub Soap & Bars, Oil Laundry Soap, Bath Soap, Tea
Powder, Herbal Mehendi And Spices.
60 Years Of Excellence
Established in 1956, we still maintain the same confidence within our
consumers & distributors
More Than 15 Cr. Customers
The uncompromised quality and affordable prices give us a long string of
happy customers
2.5 Lac. Wholesale Retailers
To reach the maximum amount of consumers nationwide and deliver quality
products
Oswal Soap Group is Laundry Products Manufacturer & Supplier in Jaipur,
Rajasthan. Our Laundry Products are manufactured with the use of best quality
ingredients to provide complete care to the clothes. Our Laundry Products have
deep cleansing action that helps them remove even the most stubborn stains in
an easy way. The best quality ingredients act mild on the fabric and keep it
conditioned. Laundry Products that we offer are very gentle on the hands too.
Our Laundry Products are available in different types such as Detergent Bar,
Detergent Powder .

`28
Profile of the company:-
Oswal soap group was established by Late Shri Deshraj Jain in 1956 in Johari
Bazaar, Jaipur with his hard work and efforts. The soap’s high quality was the
key to attract people and made it their first choice.

Later on, Late Shri Deshraj Jain’s sons took a step forward and got the business
registered and copyright as “Oswal Soap Group” and started handling his
whole business. Following this, they set up their production centers and stores
to produce and sell their soaps in different cities, towns and villages.

In 1995, Deshraj ji’s third generation took over the business and appointed
many agencies and stores to sell their product. Moreover, seeing the need of
time, the Oswal Soap Group launched many new products like washing
powder, detergent powder, bath soap, cleaning powder, tea, different masalas,
heena, phenyl, liquid hand wash and dish wash, floor cleaner, glass cleaner,
etc. All of these products offered by Oswal Group are readily available at
reasonable prices at wholesale and retail stores in Rajasthan, Punjab, Haryana,
Gujarat, Maharashtra, Madhya Pradesh, etc.

With over 60 years of experience and a billion satisfied customers, Oswal

Soap Group became one of the largest manufacturers of the daily-use
commodities. We have a network of over 1000 distributors, 2.5 lacs
wholesale retailers and 800+ employees, who are working hard to provide
superior quality products to the consumers.

We use the right pieces of machinery with advanced technology to create

high-end quality products at affordable prices. We value our demand and
supply chain, and hence we produce the right quantity of products to meet
with the needs of the consumers.

`29
Product Divisions:-

 Food products:-
 Oswal rice
 Oswal spices like chilly, turmeric, coriander
 Oswal jeera
 Oswal tea
 Oswal oil
 Oswal rock salt and black salt

 Washing /Cleaning Products:-

 Oswal washing powder.
 Oswal Dishwash bar.
 Oswal oil soap.
 Oswal glass cleaner.
 Oswal liquid detergent.
 Oswal toilet cleaner.
 Oswal bathing soap.
 Oswal handwash.

Strengths:-
• Quality products
• Experienced and advanced infrastructural facilities.
• Customization as per consumer goods.
• Strong and timely distribution system.
• Competitive prices.
• Customer focused approach

`30
Infrastructure:-

• In order to manufacture superior quality products, we have established

large and capacious infrastructure, which is fully incorporated with
advanced technology and other required facilities. Our infrastructure
facilities enable us to manufacture our product range in bulk within a
short time frame as per the specifications given by our clients. Further,
our products are feigned in our manufacturing unit under the
supervision of our highly experienced quality analysts as per the
international quality standards and norms. 

Quality Control:-

• The products of Oswal Group are manufactured in a safe and hygienic

environment. Our products are distinct in quality and match the
international standards. We stringently follow ISI standards and GMP
guidelines at each production stage to ensure purity and perfection of
the product. Needless to say, our strict quality assurance in accordance
with the GMP has enabled us to gain acceptance and appreciation from
a wide spectrum of customers.

Conditions of becoming a dealer:-

1. There should be no other dealer in that area within a radius of 30
Kilometers.
2. All the goods that are delivered to the dealer are been sold on Advance
Payment. 
3. We give F.O. R Delivery at the Dealer's Location when the minimum
order booked is 6 Tonnes or more.
4. You have to keep all the products of Oswal Soap Group for distribution
& marketing purpose.

`31
 Major Competitors:-
• Patanjali

• Nirma

• Vritika

• Dev

• Liverayush

• Maharaja

• Gala

Research & Developme nt

 R&D is an essential part of Oswal Soap Group as it leads to

product innovation and development.
 We invest in technology to enhance our capability and
transform them into new products.
 A team of highly trained professionals is constantly working
towards the innovation of new products & the development of the
existing product line.
 Our products comply with all the high standards followed by
our global competitors, per se, quality, usage and effectiveness.
 We are constantly innovating our products to meet the current
trends of the market.

`32
TERMS AND CONDITIONS OF OSWAL SOAP
GROUP:-

1. Introduction:

a) Oswalsoap.com ("Website") is an Internet based content and e-

commerce portal licensed by Oswal Soap , a company incorporated
under the laws of India.

b) Use of the Website is offered to you conditioned on acceptance

without modification of all the terms, conditions and notices
contained in these Terms, as may be posted on the Website from
time to time. Oswalsoap.com at its sole discretion reserves the right
not to accept a User from registering on the Website without
assigning any reason thereof.

2. User Account, Password, And Security:

You will receive a password and account information upon

completing the Website's registration process. You are responsible
for maintaining the confidentiality of the password and account, and
are fully responsible for all activities that occur under your
password or account. You agree to (a) immediately notify
Oswalsoap.com of any unauthorized use of your password or account
or any other breach of security, and (b) ensure that you Logout from
your account at the end of each session. Oswalsoap.com cannot and
will not be liable for any loss or damage arising from your failure to
comply with this Section 2.

`33
3. Services Offered:

Oswalsoap.com provides a number of Internet-based services

through the Web Site (all such services, collectively, the "Service").
One such service enables users to purchase original merchandise
from Oswal Soap and its associates. The Products can be purchased
through the Website through various methods of payments offered.
The sale/purchase of Products shall be additionally governed by
specific policies of sale, like cancellation policy, return policy, etc.
and all of which are incorporated here by reference. In addition,
these terms and policies may be further supplemented by Product
specific conditions, which may be displayed on the webpage of that
Product.

4. User Conduct And Rules:

You agree and undertake to use the Website and the Service only to
post and upload messages and material that are proper. By way of
example, and not as a limitation, you agree and undertake that when
using a Service, you will not:

(a) Defame, abuse, harass, stalk, threaten or otherwise violate the

legal rights of others;

(b) Publish, post, upload, distribute or disseminate any

inappropriate, profane, defamatory, infringing, obscene, indecent or
unlawful topic, name, material or information;

(c) Upload files that contain software or other material protected by

intellectual property laws unless you own or control the rights
thereto or have received all necessary consents; you own or control
the rights thereto or have received all necessary consents.

`34
5. Intellectual Property Rights:
a) Unless otherwise indicated or anything contained to the contrary
or any proprietary material owned by a third party and so expressly
mentioned, Oswalsoap.com owns all Intellectual Property Rights to
and into the Website, including, without limitation, any and all
rights, title and interest in and to copyright, related rights, patents,
utility models, trademarks, trade names, service marks, designs,
know-how, trade secrets and inventions (whether patentable or not),
goodwill, source code, meta tags, databases, text, content, graphics,
icons, and hyperlinks.
b) Notwithstanding the foregoing, it is expressly clarified that you
will retain ownership and shall solely be responsible for any content
that you provide or upload when using any Service, including any
text, data, information, images, photographs, music, sound, video or
any other material which you may upload, transmit or store when
making use of our various Service

6. Disclaimer Of Warranties/Limitation Of Liability:

Oswalsoap.com has endeavored to ensure that all the information on
the Website is correct, but Oswalsoap.com neither warrants nor
makes any representations regarding the quality, accuracy or
completeness of any data, information, product or Service. In no
event shall Oswalsoap.com be liable for any direct, indirect,
punitive, incidental, special, consequential damages or any other
damages resulting from:
(a) The use or the inability to use the Services or Products;
(b) Unauthorized access to or alteration of the user's transmissions
or data;
(c) Any other matter relating to the services; including, without

`35
7. Indemnification:-
You agree to indemnify, defend and hold harmless Oswalsoap.com
from and against any and all losses, liabilities, claims, damages,
costs and expenses (including legal fees and disbursements in
connection therewith and interest chargeable thereon) asserted
against or incurred by Oswalsoap.com that arise out of, result from,
or may be payable by virtue of, any breach or non-performance of
any representation, warranty, covenant or agreement made or
obligation to be performed by you pursuant to these Terms.

8. Pricing:-
Prices for products are described on our Website and are
incorporated into these Terms by reference. All prices are in Indian
rupees. Prices, products and Services may change at
Oswalsoap.com’s discretion.

9. Shipping:
Title and risk of loss for all products ordered by you shall pass on to
you upon Oswalsoap.com’s shipment to the shipping carrier. Also
refer our Shipping Policy Link on our Website under Our Policies.

10. Termination:
a) Oswalsoap.com may suspend or terminate your use of the Website
or any Service if it believes, in its sole and absolute discretion that
you have breached, violated, abused, or unethically manipulated or
exploited any term of these Terms or anyway otherwise acted
unethically.
b) Notwithstanding Section 14.a above, these Terms will survive
indefinitely unless and until Oswalsoap.com chooses to terminate
them.

`36
11. Governing Law:-
These terms shall be governed by and constructed in accordance
with the laws of India without reference to conflict of laws
principles and disputes arising in relation hereto shall be subject to
the exclusive jurisdiction of the courts at Jaipur, Rajasthan

12. Severability:-
If any provision of the Terms is determined to be invalid or
unenforceable in whole or in part, such invalidity or
unenforceability shall attach only to such provision or part of such
provision and the remaining part of such provision and all other
provisions of these Terms shall continue to be in full force and
effect.

13. Report Abuse:-

As per these Terms, users are solely responsible for every material
or content uploaded on to the Website. Users can be held legally
liable for their contents and may be held legally accountable if their
contents or material include, for example, defamatory comments or
material protected by copyright, trademark, etc. If you come across
any abuse or violation of these Terms, please report at
customercare@oswalsoap.com, with Subject heading “Report
Abuse”.

`37
Overview of FMCG:-
• Fast-Moving Consumer Goods (FMCG) or Consumer Packaged
Goods (CPG) are products that are sold quickly and at a relatively low
cost. Examples include non-durable goods such as packaged
foods, beverages, toiletries, over-the-counter drugs, and
other consumables.
• Many fast-moving consumer goods have a short shelf life, either as a
result of high consumer demand or as the result of fast deterioration.
Some FMCGs, such as meats, fruits, vegetables, dairy products, and
baked goods are highly perishable. Other goods, such as pre-packaged
foods, soft drinks, candies, and toiletries have high turnover rates.
• Packaging is critical for FMCGs. To become successful in the highly
dynamic and innovative FMCG segment, a company not only has to be
acquainted with the consumer, brands, and logistics, but also, it has to
have a sound understanding of packaging and product promotion. The
packaging has to be both hygienic and customer-attracting. Logistics
and distribution systems often require secondary and tertiary packaging
to maximize efficiency. Unit or primary packaging protects products
and extends shelf life while providing product information to
consumers.

Characteristics of FMCG:-
• From the consumer perspective

– Frequent purchases

– Low engagement (little or no effort to choose the item)

– Low prices

– Short shelf life

– Rapid consumption

• From the marketer perspective

– High volumes

`38
 – Low contribution margins

– Extensive distribution networks

– High inventory turnover

FMCG in India:-
• Fast-moving consumer goods (FMCG) sector is the 4th largest sector in
the Indian economy with Household and Personal Care accounting for
50 per cent of FMCG sales in India. Growing awareness, easier access
and changing lifestyles have been the key growth drivers for the sector.
The urban segment (accounts for a revenue share of around 55 per cent)
is the largest contributor to the overall revenue generated by the FMCG
sector in India However, in the last few years, the FMCG market has
grown at a faster pace in rural India compared with urban India. Semi-
urban and rural segments are growing at a rapid pace and FMCG
products account for 50 per cent of total rural spending.

`39
 Market Size Covered by FMCG in India:-
• The Retail market in India is estimated to reach US$ 1.1 trillion by
2020 from US$ 840 billion in 2017, with modern trade expected to
grow at 20 per cent - 25 per cent per annum, which is likely to boost
revenues of FMCG companies. Revenues of FMCG sector reached Rs
3.4 lakh crore (US$ 52.75 billion) in FY18 and are estimated to reach
US$ 103.7 billion in 2020. The sector witnessed growth of 16.5 per
cent in value terms between July-September 2018; supported by
moderate inflation, increase in private consumption and rural income.

Top 10 Players of FMCG in India are:-

1. Hindustan Unilever Limited (HUL)

2. Colgate-Palmolive
3. ITC Limited
4. Nestlé
5.  Parle Agro
6. Britannia Industries Limited
7.  Marico Limited
8. Procter and Gamble
9. The Godrej Group
10. Amul

`40
Types of Fast-Moving Consumer Goods
As mentioned above, fast-moving consumer goods are nondurable goods, or
goods that have a short lifespan, and are consumed at a rapid or fast pace.

FMCGs can be divided into several different categories including:

 Processed foods: Cheese products, cereals, and boxed pasta

 Prepared meals: Ready-to-eat meals
 Beverages: Bottled water, energy drinks, and juices
 Baked goods: Cookies, croissants, and bagels
 Fresh, frozen foods, and dry goods: Fruits, vegetables, frozen peas
and carrots, and raisins and nuts
 Medicines: Aspirin, pain relievers, and other medication that can be
purchased without a prescription
 Cleaning products: Baking soda, oven cleaner, and window and glass
cleaner
 Cosmetics and toiletries: Hair care products, concealers, toothpaste,
and soap
 Office supplies: Pens, pencils, and markers

The Fast-Moving Consumer Goods Industry

Because fast-moving consumer goods have such a high turnover rate, the
market is not only very large, it is also very competitive. Some of the world's
largest companies compete for market share in this industry including Dole,
Coca-Cola, Unilever, Procter & Gamble, Nestlé, Kellogg's, and General Mills.
Companies like these need to focus their efforts on marketing fast-moving
consumer goods to entice and attract consumers to buy their products.

That's why packaging is a very important factor in the production process. The
logistics and distribution systems often require secondary and tertiary
packaging to maximize efficiency. The unit pack or primary package is critical
for product protection and shelf life, and also provides information and sales
incentives to consumers.

`41
FCMGs are sold in large quantities, so they are considered a reliable source of
revenue. This high volume of sales also offsets the low profit margins on
individual sales as well.

As investments, FMCG stocks generally promise low-growth but are safe bets
with predictable margins, stable returns, and regular dividends.

Special Considerations
Fast-Moving Consumer Goods and E-Commerce
Shoppers across the globe increasingly purchase things they need online
because it offers certain conveniences—from delivering orders right to the door
to broad selection and low prices—that brick-and-mortar stores can't.

The most popular e-commerce categories, not surprisingly, are non-

consumable goods—durables and entertainment-related products. The online
market for buying groceries and other consumable products is growing, as
companies redefine the efficiency of delivery logistics which shorten delivery
times. While non-consumable categories may continue to lead consumable
products in sheer volume, gains in logistics efficiency have increased the use of
e-commerce channels for acquiring FMCGs.

KEY TAKEAWAYS

 Fast-moving consumers goods are nondurable products that sell quickly

at relatively low cost.
 FMCGs have low profit margins, but they account for more than half of
all consumer spending.
 Examples of FMDBs include milk, gum, fruit and vegetables, toilet
paper, soda, beer, and over-the-counter drugs like aspirin.
When shopping for non-consumable goods where consumers typically have
something in mind, there is mostly a one-to-one correlation between online
searching and shopping. Consumable products have lower online browse/buy
intention than non-consumable ones, but they do boast just as strong browse-
to-buy correlations, which may be a factor in their increasing online sales.

`42
FMCG in India:-
Introduction
Fast-moving consumer goods (FMCG) sector is the 4th largest sector in the
Indian economy with Household and Personal Care accounting for 50 per cent
of FMCG sales in India. Growing awareness, easier access and changing
lifestyles have been the key growth drivers for the sector. The urban segment
(accounts for a revenue share of around 55 per cent) is the largest contributor to
the overall revenue generated by the FMCG sector in India However, in the last
few years, the FMCG market has grown at a faster pace in rural India
compared with urban India. Semi-urban and rural segments are growing at a
rapid pace and FMCG products account for 50 per cent of total rural spending.
Market Size
The Retail market in India is estimated to reach US$ 1.1 trillion by 2020 from
US$ 840 billion in 2017, with modern trade expected to grow at 20 per cent -
25 per cent per annum, which is likely to boost revenues of FMCG companies.
Revenues of FMCG sector reached Rs 3.4 lakh crore (US$ 52.75 billion) in
FY18 and are estimated to reach US$ 103.7 billion in 2020. The sector
witnessed growth of 16.5 per cent in value terms between July-September
2018; supported by moderate inflation, increase in private consumption and
rural income.@
Investments/ Developments
The government has allowed 100 per cent Foreign Direct Investment (FDI) in
food processing and single-brand retail and 51 per cent in multi-brand retail.
This would bolster employment and supply chains, and also provide high
visibility for FMCG brands in organised retail markets, bolstering consumer
spending and encouraging more product launches. The sector witnessed
healthy FDI inflows of US$ 14.67 billion, during April 2000 to March 2019.
Some of the recent developments in the FMCG sector are as follows:

 Patanjali will spend US$743.72 million in various food parks in

Maharashtra, Madhya Pradesh, Assam, Andhra Pradesh and Uttar
Pradesh.

`43
  Dabur is planning to invest Rs 250-300 crore (US$ 38.79-46.55
million) in FY19 for capacity expansion and is also planning to make
acquisitions in the domestic market.
 In May 2018, RP-Sanjiv Goenka Group created an Rs 1 billion (US$
14.92 million) venture capital fund to invest in FMCG start-ups.
 In August 2018, Fonterra announced a joint venture with Future
Consumer Ltd which will produce a range of consumer and foodservice
dairy products.

Government Initiatives
Some of the major initiatives taken by the government to promote the FMCG
sector in India are as follows:

 The Government of India has approved 100 per cent Foreign Direct
Investment (FDI) in the cash and carry segment and in single-brand
retail along with 51 per cent FDI in multi-brand retail.
 The Government of India has drafted a new Consumer Protection Bill
with special emphasis on setting up an extensive mechanism to ensure
simple, speedy, accessible, affordable and timely delivery of justice to
consumers.
 The Goods and Services Tax (GST) is beneficial for the FMCG
industry as many of the FMCG products such as Soap, Toothpaste and
Hair oil now come under 18 per cent tax bracket against the previous
23-24 per cent rate. Also rates on food products and hygiene products
have been reduced to 0-5 per cent and 12-18 per cent respectively.
 The GST is expected to transform logistics in the FMCG sector into a
modern and efficient model as all major corporations are remodeling
their operations into larger logistics and warehousing.

Achievements
Following are the achievements of the government in the past four years:

`44
  Number of mega food parks ready increased from 2 between 2008-14
to 13 between 2014-18.
 Preservation and processing capacity increased from 308,000 during
2008-14 to 1.41 million during 2014-18.
 The number of food labs increased from 31 during 2008-14 to 42
during 2014-18.

Road Ahead
Rural consumption has increased, led by a combination of increasing incomes
and higher aspiration levels; there is an increased demand for branded products
in rural India. The rural FMCG market in India is expected to grow to US$ 220
billion by 2025 from US$ 23.6 billion in FY18. In FY18, FMCG’s rural
segment contributed an estimated 10 per cent of the total income and it is
forecasted to contribute 15-16 per cent in FY 19. FMCG sector is forecasted to
grow at 12-13 per cent between April–June 2019.
On the other hand, with the share of unorganised market in the FMCG sector
falling, the organised sector growth is expected to rise with increased level of
brand consciousness, also augmented by the growth in modern retail.
Another major factor propelling the demand for food services in India is the
growing youth population, primarily in the country’s urban regions. India has a
large base of young consumers who form the majority of the workforce and,
due to time constraints, barely get time for cooking.
Online portals are expected to play a key role for companies trying to enter the
hinterlands. The Internet has contributed in a big way, facilitating a cheaper
and more convenient means to increase a company’s reach. It is estimated that
40 per cent of all FMCG consumption in India will be online by 2020. The
online FMCG market is forecasted to reach US$ 45 billion in 2020 from US$
20 billion in 2017.
It is estimated that India will gain US$ 15 billion a year by implementing the
Goods and Services Tax. GST and demonetisation are expected to drive
demand, both in the rural and urban areas, and economic growth in a structured

`45
manner in the long term and improve performance of companies within the
sector.
Exchange Rate\ Used: INR 1 = US$ 0.0142 as on Q2 FY18

RESEARCH
METHODOLOGY

`46
OBJECTIVE OF STUDY:-
1. To find out the major factors which contribute to the sale of products.

2. To explore the satisfaction level of (consumer) to collect different types

of views of investors about the products.

3. To bring in the lime light consumer’s perception about the products and
services of Parle limited.

4. To find out the most potential Customer and the most potential seller .

5. To find out the investment behaviour of marketing.

6. To enhance the sale of insurance through proper inputs.

`47
Methodology:-

This Project is done by using two types of data:-

Primary data:-

Primary data is that which is collected by sociologists themselves during their

own research using research tools such as experiments, survey questionnaires,
interviews and observation. Primary data can take a quantitative or statistical
form, e.g. charts, graphs, diagrams and tables.

If a scientist sets up a computerized thermometer which records the

temperature of a chemical mixture in a test tube every minute, the list of
temperature readings for every minute, as printed out on a spreadsheet or
viewed on a computer screen is "raw data". Raw data has not been subjected to
processing, "cleaning" by researchers to remove outliers, obvious instrument
reading errors or data entry errors, or any analysis (e.g., determining central
tendency aspects such as the average or median result). As well, raw data has
not been subject to any other manipulation by a software program or a human
researcher, analyst or technician. It is also referred to as primary data. Raw data
is a relative term (see data), because even once raw data has been "cleaned"
and processed by one team of researchers, another team may consider this
processed data to be "raw data" for another stage of research. 

In this project questionnaire and analysis are primary data done by

surveying 80 people in which 50 are our Subodh students and remaining
30 by other peoples.

`48
Secondary data:-

Secondary data refers to data which is collected by someone who is someone

other than the user. Common sources of secondary data for social
science include censuses, information collected by government departments,
organizational records and data that was originally collected for other research
purposes. Primary data, by contrast, are collected by the investigator
conducting the research.

Secondary data analysis can save time that would otherwise be spent collecting
data and, particularly in the case of quantitative data, can provide larger and
higher-quality databases that would be unfeasible for any individual researcher
to collect on their own. In addition, analysts of social and economic change
consider secondary data essential, since it is impossible to conduct a new
survey that can adequately capture past change and/or developments. However,
secondary data analysis can be less useful in marketing research, as data may
be outdated or inaccurate

In this project ,secondary data is taken from :

 Internet

 Books

 Magazines

 Newspapers

`49
LIMITATIONS OF STUDY:

 Sample size -- the number of the units of analysis you use in your
study is dictated by the type of research problem you are
investigating. Note that, if your sample size is too small, it will be
difficult to find significant relationships from the data, as statistical
tests normally require a larger sample size to ensure a representative
distribution of the population and to be considered representative of
groups of people to whom results will be generalized or transferred.
 Lack of available and/or reliable data -- a lack of data or of
reliable data will likely require you to limit the scope of your
analysis, the size of your sample, or it can be a significant obstacle
in finding a trend and a meaningful relationship. You need to not
only describe these limitations but provide cogent reasons why you
believe data is missing or is unreliable
 Lack of prior research studies on the topic -- citing prior research
studies forms the basis of your literature review and helps lay a
foundation for understanding the research problem you are
investigating.
 Measure used to collect the data -- sometimes it is the case that,
after completing your interpretation of the findings, you discover
that the way in which you gathered data inhibited your ability to
conduct a thorough analysis of the results. For example, you regret
not including a specific question in a survey that, in retrospect,
could have helped address a particular issue that emerged later in
the study.
 Self-reported data -- whether you are relying on pre-existing data
or you are conducting a qualitative research study and gathering the
data yourself, self-reported data is limited by the fact that it rarely
can be independently verified. In other words, you have to take
what people say, whether in interviews, focus groups, or on
questionnaires, at face value.

`50
Analysis and
Presentation:

`51
Question 1:-Do you know about Oswal company?
Answer: Yes /No
Basis No. of persons Percentage
Yes 80 100%
No 0 0%
Total 80 100%

Percentage
120%

100%

80%
Percentage
60%

40%

20%

0%
YES NO

80 out of 80 people said 'Yes'.

Conclusion:-
Yes everybody knows about Oswal company.

`52
Question 2:-Which Marketing techniques is followed by
Oswal company?
Answer: Direct mail /Print Media /Broadcast (T.V,
Radio) / Referral
Basis No. of Persons Percentage
Direct Mail 0 0
Print Media 64 80
Broadcast 8 10%
Referral 8 10%
Total 80 100%

Percentage
90%
80%
70%
60%
50% Percentage

40%
30%
20%
10%
0%
Direct mail Print Broadcast Referral

Print Media shows the high percentage i.e. 70%.

Conclusion:-

So, Print media is the most usable Traditonal Marketing Technique

used by Oswal company

`53
Question 3:- Print media marketing is beneficial or
not ?
Answer: May be / May Not be
Basis No. of Persons Percentage
May be 24 30%
May not be 56 70%
Total 80 100%

Percentage
80%

70%

60%

50%
Percentage
40%

30%

20%

10%

0%
May be May not be

67% said print media is not beneficial.

Conclusion:-
So, Print media is not beneficial for Oswal by using
marketing techniques.

`54
Question 4:-There is a need of modern marketing
techniques by oswal to expand there company?
Answer:- Yes / No
Basis No. of persons Percentage
Yes 72 90%
No 8 10%
Total 80 100%

Percentage
100%
90%
80%
70%
60% Percentage
50%
40%
30%
20%
10%
0%
Yes No

90% people said yes.

Conclusion:-
So, there is a need of modern marketing techiques ,
because traditional is no longer good for company.

`55
Question 5:-Which modern marketing techniques is now
followed by Oswal company?

Answer: SalesMan and Advertising / e-mail marketing /Internet ads

Basis No. of Persons Percentage

SalesMan and 80 100%
Advertising
e-mail marketing 0 0%
Internet ads 0 0%
Total 80 100%

Percentage
120%

100%

80%

60% Percentage

40%

20%

0%
SalesMan and E-mail marketing Internet ads
Advertising

80 people said Yes. i.e.100%

Conclusion:-

Oswal is now popular by its advertising and sales promotion

techniques.

`56
Question 6:- Is Advertising builds personalized connections
with individuals?

Answer:- Yes/No

Basis No. of persons Percentage

Yes 60 75%
No 20 25%
Total 80 100%

Percentage
80%

70%

60%

50%
Percentage
40%

30%

20%

10%

0%
Yes No

75% said Yes.

25% said No.

Conclusion:-

Yes, it builds personalized connections with individuals by

advertising.

`57
Question 7:-Is Oswal do social work or take part in any
social welfare?
Answer:- Yes/No/Maybe
Basis No. of persons Percentage
Yes 56 70%
No 8 10%
Maybe 16 20%
Total 80 100%

Percentage
80%

70%

60%

50%
Percentage
40%

30%

20%

10%

0%
yes No Maybe

70% people said yes.

Conclusion:-
Yes, it do social welfare and promotes society.

`58
Question 8:-What perks are offerred by the OSWAL
soap group ?
Answer:- Preferable/Non-Preferable
Basis No. of persons Percentage
Preferable 40 50%
Non-Preferable 40 50%
Total 80 100%
Percentage
60%

50%

40%
Percentage
30%

20%

10%

0%
Yes No

50% said Yes

50% said No
Conclusion:-
OSWAL give Preferable and Non-preferable perks to
employees

`59
Question 9:- Is Oswal soap group has proper
organisation structure?
Answer:- Poor/Good/Bad/Excellent
Basis No. of persons Percentage
Poor 8 10%
Good 64 80%
Bad 4 5%
Excellent 4 5%
Total 80 100%

Percentage
70%

60%

50%

40% Percentage

30%

20%

10%

0%
Poor Good Bad Excellent

80% people said good.

Conclusion:-
Yes oswal soap group has good organisation structure.

`60
Question 10:- Does Oswal soap group products gives
result as it is promising in advertisement?
Answer:- Yes/No
Basis No. of persons Percentage
Yes 76 95%
No 4 5%
Total 80 100%

Percentage
100%
90%
80%
70%
60% Percentage
50%
40%
30%
20%
10%
0%
Yes No

95% said Yes.

Conclusion:-
Yes, Oswal gives 95% result as it is promising in
advertisement.

`61
Question 11:- Oswal Soap group provides customer
help line or After sale service to customers?
Answer: Yes /May be
Basis No. of persons Percentage
Yes 72 90%
May be 08 10%
Total 80 100%

Percentage
100%
90%
80%
70%
60% Percentage
50%
40%
30%
20%
10%
0%
YES May be

90% said yes.

Conclusion:-
90% people says that it oswal soap group provides after
sale service to customers.

`62
Question 12:- Organisational behaviour towards
employees in Oswal soap group?
Answer: Cooperative/Motivative/Strict Formal/Formal and
Informal
Basis No. of Persons Percentage
Cooperative 8 10%
Motivative 56 70%
Strict Formal 8 10%
Fomal and 8 10%
Informal
Total 80 100%

Percentage
80%

70%

60%

50%

40% Percentage

30%

20%

10%

0%
Cooperative Motivators Strict Formal Formal and
Informal

70% people said motivative.

Conclusion:-
Different people says about different that Oswal Soap
Group is Cooperative, Motivator, and have Formal and
Informal Organisation.

`63
Question 13:- What makes Oswal Different from
others?
Answer: Price / Brand loyalty /Quality /Trusted brand
Basis No. of Persons Percentage
Price 0 0%
Brand Loyalty 4 5%
Quality 36 45%
Trusted brand 40 50
Total 80 100%

Percentage
60%

50%

40%
Percentage
30%

20%

10%

0%
Price Brand loyalty Quality Trusted brand

50% said Trusted brand.

45% said quality
Conclusion:-
Oswal is not known by its price, it is known by its quality
and becomes the most trusted brand in soap manufacturing.

`64
Question 14:-Is there career options in Oswal soap
Group in Field of Management?
Answer:- Yes / No
Basis No. of persons Percentage
Yes 68 85%
No 12 15%
Total 80 100%

Percentage
90%
80%
70%
60%
50% Percentage

40%
30%
20%
10%
0%
Yes No

85% said yes there is an career options.

15% said no.
Conclusion:-
Yes, there is good scope in marketing field and sales and
provides better perks according to qualities in Oswal soap
group.

`65
Question 15:-It provides dealership or franchisee
system to every one?
Answer: Yes/NO/May be
Basis No. of Persons Percentage
Yes 32 40%
No 32 40%
Maybe 16 20%
Total 80 100%

Percentage
45%
40%
35%
30%
25% Percentage

20%
15%
10%
5%
0%
Yes No May be

Yes 40% said yes.

No 40% said No.
Conclusion:-
Oswal welcomes those persons who wants
dealership/Franchisee by making an agreement between
both parties.

`66
Question 16:- Is Oswal soap group provides online
Shopping portal?
Answer:- Yes/No
Basis No. of persons Percentage
Yes 4 5%
No 76 95%
Total 80 100%

Percentage
100%
90%
80%
70%
60% Percentage
50%
40%
30%
20%
10%
0%
Yes No

76% people said No.

Conclusion:-
No, it not provides online shopping facilities and not sold
by anyone on online.

`67
Question 17:-Oswal is which type of organisation?
Answer:- Company/Partnership/ Sole proprietorship /
Hindu Undivided Family(HUF)
Basis No. of persons Percentage
Company 56 70%
Partnership 0 0%
Sole 8 10%
Proprietorship
Hindu Undivided 16 20%
family
Total 80 100%

Percentage
80%

70%

60%

50%

40% Percentage

30%

20%

10%

0%
Company Partenrship Sole HUF
Proprietorship

Conclusion:-
Now it Renowned company but at starting it was Hindu
undivided family and done by family members only.

`68
Question 18:-Is Oswal soap group provides job security
or not to employees ?
Answer:- Yes /No /Maybe
Basis No. of persons Percentage
Yes 8 10%
No 64 80%
May be 8 10%
Total 80 100%

Percentage
90%
80%
70%
60%
50% Percentage

40%
30%
20%
10%
0%
Yes No Maybe

Conclusion:-
OSWAL give job security to only those employees who are
doing there work for company for a long time and builds
trust in company.

`69
Question 19:-Most Favourable product of Oswal?
Answer:-Oil Soap/ Phenol/ Detergent /Oil
Basis No. of persons Percentage
Oil Soap 80 100%
Phenol 0 0%
Detergent 0 0%
Oil 0 0%
Total 80 100%

Percentage
120%

100%

80%
Percentage
60%

40%

20%

0%
Oil soap Phenol Detergent Oil

100% said Oswal soap.

Conclusion:-
Most favourable product of Oswal is Oil soap .

`70
Question 20:-Is Oswal Soap group consider
environmental values?
Answer: Yes/No
Basis No. of persons Percentage
Yes 68 85%
No 12 15%
Total 80 100%

Percentage
90%
80%
70%
60%
50% Percentage

40%
30%
20%
10%
0%
Yes No

85% people said yes .

15% people said no.
Conclusion:-
Yes, it considers environmental values.

`71
Findings

`72
Conclusion and Recommendation:-

I want to conclude my project by saying that OSWAL soap group is not

replaceable by customers as it gains more popularity by giving quality
products. Here are some conclusions after doing analysis:-

 Yes everybody knows about Oswal company.

 Print media is the most usable Traditional Marketing Technique used
by Oswal company.
 Print media is not beneficial for Oswal by using marketing techniques.
 There is a need of modern marketing techniques , because traditional is
no longer good for company.
 Oswal is now popular by its advertising and sales promotion
technniques.
 It builds personalized connections with individuals by advertising.
 It do social welfare and promotes society.
 OSWAL give Preferable and Non-preferable perks to employees
 oswal soap group has good organisation structure.
 Oswal gives 95% result as it is promising in advertisement.
 90% people says that it oswal soap group provides after sale service to
customers.
 Different people says about different that Oswal Soap Group is
Cooperative, Motivator, and have Formal and Informal Organisation
 Oswal is not known by its price, it is known by its quality and becomes
the most trusted brand in soap manufacturing.
 Yes, there is good scope in marketing field and sales and provides
better perks according to qualities in Oswal soap group.
 Oswal welcomes those persons who wants dealership/Franchisee by
making an agreement between both parties.
 No, it not provides online shopping facilities and not sold by anyone on
online.

`73
 Now it Renowned company but at starting it was Hindu undivided
family and done by family members only.
 OSWAL give job security to only those employees who are doing there
work for company for a long time and builds trust in company.
 Most favourable product of Oswal is Oil soap .
 It considers environmental values.

`74
Scope of Study:-

The scope of the study basically means all those things that will be covered in the
research project. It defines clearly the extent of content that will be covered by the
means of the research in order to come to more logical conclusions and give
conclusive and satisfactory answers to the research.

The scope of the study has to be defined at a preliminary stage and that is very
important. It cannot be done in the later phase of doing the research as it creates a
lot of ambiguity about the research goals. If the researcher fails to define the scope
at the initial stage itself it is indicative that the research would eventually not meet
the expectations set by the dissertation committee.

A thorough understanding of the field of the study is very important so as to know

specifically what the requirements from the research are. It is imperative for the
writer/researcher to have unquestionable research and writing skills. In order to
acquire high level of research and writing capability, to begin with, the researcher
should seek the advice of the experts and thoroughly read papers written by other
researchers.

`75
Appendices:

`76
Bibliography:-
http://www.procterandgamble.com

`77
Questionnaire:-
Question 1:-Do you know about Oswal company?

 Yes
 NO

Question 2:-Which Marketing techniques is followed by

Oswal company?

 Direct mail
 Print Media
 Broadcast (T.V, Radio)
 Referral

Question 3:- Print media marketing is beneficial or

not ?

 May be
 May Not be

Question 4:-There is a need of modern marketing

techniques by oswal to expand there company?

 Yes
 No

`78
Question 5:-Which modern marketing techniques is now
followed by Oswal company?

 Sales Man and Advertising

 e-mail marketing
 Internet ads

Question 6:- Is Advertising builds personalized connections

with individuals?

 Yes
 No

Question 7:-Is Oswal do social work or take part in any social

welfare?

 Yes
 No
 Maybe

Question 8:-What perks are offerred by the OSWAL soap

group ?

 Preferable
 Non-Preferable

Question 9:- Is Oswal soap group has proper organisation

structure?

 Poor
 Good
 Bad
 Excellent

`79
Question 10:- Does Oswal soap group products gives result as it
is promising in advertisement?

 Yes
 No

Question 11:- Oswal Soap group provides customer help line or

After sale service to customers?

 Yes
 May be

Question 12:- Organisational behaviour towards employees in

Oswal soap group?

 Cooperative
 Motivative
 Strict Formal
 Formal and Informal

Question 13:- What makes Oswal Different from others?

 Price
 Brand loyalty
 Quality
 Trusted brand

Question 14:-Is there career options in Oswal soap Group in

Field of Management?

 Yes
 No

`80
Question 15:-It provides dealership or franchisee system to
every one?

 Yes
 No
 May be

Question 16:- Is Oswal soap group provides online Shopping

portal?

 Yes
 No

Question 17:-Oswal is which type of organisation?

 Company
 Partnership
 Sole proprietorship
 Hindu Undivided Family(HUF)

Question 18:-Is Oswal soap group provides job security or not

to employees ?

 Yes
 No
 Maybe

Question 19:-Most Favourable product of Oswal?

 Oil Soap
 Phenol
 Detergent
 Oil

`81
Question 20:-Is Oswal Soap group consider environmental
values?

 Yes
 No

`82
Thank You

`83