Supervised by

Prepared by
Mr. Satyendra Singh
Ravi kumar – 1825981021
Associate Director, CCSM
 INTRODUCTION TO COMPANY
• Prism Johnson Limited is one of India’s leading integrated building
materials company with a wide range of products from cement,
ready-mixed concrete, tiles and bathroom products, engineered
marble and quartz.

• The company has three Divisions, viz. Cement, H & R Johnson (India),
and Prism RMC (India). For the year ended March 31, 2019, the
company’s consolidated revenue was ₹ 1,827 crores.
 BUSINESS MODEL
• Honesty, Integrity & Fairness
• Team work
• Innovation
• People as a source of our strength
• Passion for excellence
• Entrepreneurship
 BUSINESS MODEL
• VISION : To improve lifestyle of our customers by providing
innovative products and services.
• We are everywhere. To make a statement as bold and affirmative as
this won't be far off the mark.
• To make sure only the best reaches the most, H&R Johnson has over
1,000 exclusive dealers and over 10,000 sub-dealers, 35 branches and
many House of Johnson showrooms. More importantly, the brand
offers after sales support on your fingertips, with a Pan India customer
service
 PRODUCT PORTFOLIO ANALYSIS
We have made innovations for all possible needs of our customers. Those are as
follows –
• Anti-skid &Water-repellent Tiles for Bathrooms
• Large Format Slabs
• Rectified Wall Tiles
• Digitally Printed Wall & Floor Tiles
• Johnson Marbonite -Vitrified Wall and Floor Tiles
• Germ Free Tiles & Sanitaryware
• Joint Free Tiles
• Exterior & Industrial Flooring Solutions
 SUSTAINABILITY & CSR

• We have implemented a holistic CSR programme with the objective to promote

academics, healthcare as well as conservation of
environment towards long-term sustainable development
• Our all plants are certified by ISO 9001:2008 For implementing a Quality
Management System for the Manufacture and Supply of Ceramic Tiles.
• Johnson's Karaikal plant products are ISI certified as per IS;15622
• For implementing an Occupational Health & Safely Management System for the
Manufacturing of Ceramic Tiles , all plants are certified by OHSAS-18001
• For implementing an Occupational Health & Safely Management System
for the Manufacturing of Ceramic Tiles all plants are certified by ISO-
14001
• Member of India green council
 JOB DESCRIPTION
• I am graduate sales trainee for Johnson and Marbonite vertical which
are Ceramic and vitrified tiles. I am working in NCR. My branch office
is located at Nehru enclave, south delhi.
• Functional area- South Delhi and East Delhi
• Reporting manager – Mr. Sandeep Anand, regional head
• Coach – Ms. Reny Joseph.
 KEY RESPONSIBILITIES
• Identifies business opportunities by identifying prospects and evaluating their position in the
industry; researching and analysing sales options.
• Sells products by establishing contact and developing relationships with prospects;
recommending solutions
• Identifies product improvements or new products by remaining current on industry trends,
market activities, and competitors.
• Prepares reports by collecting, analysing, and summarizing information.
• Maintains quality service by establishing and enforcing organization standards.
• Maintains professional and technical knowledge by attending educational workshops;
reviewing professional publications; establishing personal networks; benchmarking state-of-
the-art practices; participating in professional societies.
• Contributes to team effort by accomplishing related results as
• Market mapping
• Demand generation - 8x - if x is order book then 8x shoud be total enquiry book.
• Dealer's on-boarding
• To give Counter staff training
• To develop strong relationship with architects, interior designers and contractors.
• business expansion
 KEY RESPONSIBILITIES

• Making permanent journey plan and monthly target setting.

• Updating selling point on daily basis.
• Join concall to describe the work activities to cluster head on daily basis.
• checking display of retailers and dealers on regular basis.
• To give weekly review of market working to senior manager.
• Updating district action plan on daily basis.
• To make report in the evening and send it to the vice president, business
excellence on daily basis.
• walk into societies to look for individual house builders to generate lead.
• Identifying business opportunities with current and prospective customers.
• Analyzing opportunities by researching the industry and market trend.
• Maintaining healthy relationships with P1, P2 and P3 clients by providing
information, support and guidance.
• To help the dealer by making secondary sales
 INDIVIDUAL ACHIEVEMENT
• I have made visits to white spaces and interacted with sub dealers, contractors,
IHB’S, Influencers. Till now I have visited more than 120 sub dealers. They got to
know the presence of Johnson in the market. As of now I have made many
prospects for the company, that would give business in the coming days. I have
given presentation in devas plant about how to pitch product for an IHB for all
possible areas. I have convinced a dealer of kajaria to become dealer of Johnson
and after all he got convinced. I have gained the products knowledge, its
functionality and technical specifications. I have understood the organization
working style and its values. I have understood the demand generation, market
mapping, TOC, and many more that is mainly for the growth of business.
• And, I have Successfully cleared the advanced product test
Learning regarding Planning and decision making

Strategic Planning- With a strategic planning process, any organization will be

able to know Vision, values, mission, overall goal, immediate objective and key
result area.

• For Decision Making to be effective and contributing to the organization’s

vision, the following features are helpful:
• transparent
• inclusive
• accessible
• applicable

•
Learning regarding Market research and
product development
• It is crucial for a better understanding of your
customers
• Knowledge about your competitors, and how they
approach the market
• Testing your product before launch
• You won’t go out of business
• Business Growth
Learning regarding Consumer behavior and
branding
• Brand knowledge is a very important factor. As the consumer is more
aware of the brand and he has all the knowledge about its price,
quality etc., the more he will be attracted towards that brand. The
loyalty level increases with the age.

• it is calculated that the research validity and reliability is 89.6% which

is great. In the end, it is concluded that the branding impacts the
consumer behavior in relation to the different dependent and
independent variables
 Learning regarding Marketing &
Promotions (ATL & BTL Activities)
Advantages of Above the line marketing
• Wider Reach: Above the line advertising mediums have a wide (national/international) reach.
• Better Connect with the audience: The mediums like TV and radio use audio-visuals which have
a better connect with the audience.

Advantages of Below the line marketing

• Extremely Targeted: Conversions are better when the communication is done according to the
customer wants. Since BTL marketing strategies are extremely targeted, results are better in terms
of conversions.

• Better ROI: Below the line promotional efforts are focused on the specific target group, have a
better reach, can be easily executed, tracked, and controlled. Hence BTL strategies provide a better
ROI and MROI in terms of conversion.
 Learning regarding visual merchandising

Strong visual merchandising has a huge impact

on customer experience in your store
• Remember That Color Is King
• Create a Focal Point
• Tell a Story
• Expose Customers to the Maximum Amount of Merchandise
• Use Empty Space Wisely
Learning regarding inventory management
THEORY OF CONSTRAINT

I have understood the concept of TOC by a graph. Its good initiative taken by the
organization to fill the gap and to overcome the resistance of growth. Symphony is a
device which will be plugged to dealer pc that will give full access of his stock and
activity and that’s very helpful information to make sale.
Learning regarding Customer feedback &
Grievance Handling
Complaints happen every day. When a customer complaint, it is usually
for a good reason or genuine concern. They usually have made a
purchase that did not meet their expectation—a product, service, or my
be a combination of two. Here are five strategies that I have learnt so far
to handle a customer complaint in a smooth and professional manner:
• Stay calm.
• Listen well
• Acknowledge the problem
• Get the facts
• Offer a solution
 CONCLUSION
• The study in H & R Johnson has enabled me to understand the various
needs of an organization, how an organization functions and how
important it is to have a right relationship between the employee and
employer or the management. The study was conducted with a view to
understand the functions of an organization, and its various
departments. During the course of study I was successful in achieving
these objectives and could familiarize with an organization and its
environment. “This study has improved my confidence by its
successful completion to undertake such studies in the future.”