Chapter :- 3

Marketing /sales department

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 List of product and service

 Spoton coating pvt .ltd available products are like

1. Glassine release paper

2. Polyester release paper
3. Silicone release paper
4. Craft release paper
5. MGK release paper

Number of customers

This company supply the products to 150 + companies like

 Procter & gamble

 Johnson & johnson
 RSPL
 Kimble
 Clarks prs

Marketing plan

1. Loparex india
2. International mondi
3. ITASA

Specific distribution channel

-spoton coating marketing distribution channel has only B to B (business to business)

 India mart

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 PLC
(product life cycle)

Every product has life every ban has life .each product introduce in market ,growth and
reaches to the peak and declines its called product life cycle .

“SPOTON COATING PVT,LTD ” are running successfully up to 13 years. That time

monopoly in the market. Many competitors are available .

We understand PLC with their stage STAGES OF PRODUCT LIFE CYCLE

INRODUCTION-

Company was started in 1993 at that time customers wasn’t known about the company that
time was the starting introducing phase of company

In this stage they try to aware people about their brand

Because of good quality and low prices the brand become leader in the market and achieved
monopoly in the market.

STRATEGIES

LOW PRICE & LAW PRAMOTION

They used low price and low promotion strategy

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In that time there are no competition in the market but customer are also not known about this
brand so, they are promotion in market but not large scale their only motive for promotion is
customer are introduce about this brand

GROWTH:-

After 2013 company is grew continuously the sales is increase in large scale and profit is also
increase in large scale. The customers are satisfied with the product so, they are purchase
continuously and they are also say about our quality so other customer also try product so it
results profit and sales are increase. That time they do promotional activities in large scale.

STRATEGIES:-

 They are more give important to the quality.

 They are search new customers and sectors.
 They are more care about the quality.
 They are finding to new dealers and increase their sales.
 They are also give discount up to 5-10% to price sensitive customer.

MATURITY:

In current year 2023 the profit is not increase. It's stable. The reason is government change in
taxation policies so, the customer cant not affords the product so the sales are stable. The
sales are not stable for reason is competition but the government new policy.

STRATEGIES: - Efforts should be made to enter into new market.

 Increase the utility of the product.
 Familiar with other classes of customer
 Product improved

The company is not go in decline stage so, they are now maturity stage. The sales are stable
not decline, so, we are not add the decline stage.

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Those are the PLC of the "SPOTON COATINGS PVT,LTD"

Market segmentation

This company provide ;

Hygiene ,self adhesive tapes ,holo graphic ,personal care ,lubricants ,automotive
personal ,sensitive lables surgical , foam electronic rubber

Positioning strategies

Spoton coating PVT ,LTD use positioning by price and quality

They deliver product at high quality with adorable price

Promotional tools used

13 years ago they had monopoly in the market so ,they easily get benefit to huge
market without doing any find of promotional things because they do not have
competitors

Now many competitors are entering in market so they need to do promotional

activities to maintain the image in market

 They do marketing activities in two ways :-

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 physic
al digital
marke
marke ting
ting

1. Physical marketing

Spoton coating pvt ,ltd are 60% at product selling with the help of selling they
offered the discount up to 5% to 10%

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 2. Digital marketing

Now a days many competitors are in the market ,so they require to creating the
marketing. digital marketing is the modern way for the marketing and increase their
sales .they are using internet for increase their sales .they are also made their website

- www.spotonciating.com

they also use other digital marketing tools like:-

 India mart

 Just deal

- 40% of selling is going through the digital marketing

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 Pricing method

There are many types of pricing method like :

- Cost based pricing method

- Competitors based pricing
- Customers based pricing method

Spoton coating pvt ,ltd used cost based pricing method ,

In cost based pricing method they includes :-

- Product base price

- Transportation cost (if required)
- Total price cost (if required )

Sales force management

Sales force management means management of sales force (sales person)

 In case of spoton coating pvt , ltd .they do not work on sales force management
because they do not do on field markting . they do only physical marketing by its
plant location .

So sales force management activities not done by spoton coating pvt ,ltd

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 CRM practice

 Customers relation management

Feed back 90%

Export procedure

 Export ProcedureIn general, an export procedure initiates with the willingness to send
the goods and services to other foreign nations at some price, these procedures of
export are stated below:

Step 1:
 Receipt Order:-

The Indian exporter will receive the order either directly from the importer or through
the indent houses.

Step 2:
 Obtaining License and Quota:-
After receiving the order from the importer, the Indian exporter is required to obtain
an export license from the Government of India, for this the exporter needs to apply to
the Export Trade Control Authority and get a valid license for this.

Step 3:
 Letter of Credit:-
The exporter then asks the importer for the letter of credit, if the importer does not
send the letter of credit along with the order.

Step 4:
 Fixing the Exchange Rate:-

The rate at which the home currency can be exchanged with the foreign currency is
then fixed. The foreign exchange rate fluctuates from time to time so they need to fix
the rate of exchange.

Step 5:
 Foreign Exchange Formalities:-

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 As per the Foreign Exchange Regulation Act of India (FERA), every exporter of the
goods is required to furnish a declaration in the form prescribed in a manner in the
Act.

Step 6:
 Preparation for Executing the Order:-

The exporter should make the required arrangements to execute the order

Step 7:
 Formalities by a Forwarding Agent:-

Then the formalities are to be performed by the agent which includes obtaining a
permit from the customs department, preparing the shipping bill, paying the dues after
disclosing the required details of the product being exported.

Step 8:
 Bill of Lading:-

The Indian exporter of the goods presents the receipt copy to the shipping company
and issues the Bill of Lading.

Step 9:
 Shipment Advice to the Importer:-

The Indian exporter sends shipment advice to the importer of the goods to inform him
about the shipment of the goods.

Step 10:
 Presentation of Documents to the Bank:-

The Indian exporter needs to confirm that he possesses all the necessary shipping
documents.

Step 11:
 The Realization of Export Proceeds:-

The exporter of the goods needs to comply with banking formalities after submission
of the bill of exchange

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