A PROJECT REPORT

ON

AN ANALYSIS OF DISTRIBUTION
AND CHANNEL MANAGEMENT
PRACTICES WITH RESPECT TO
CACHAR PAPER MILL

SUBMITTED BY: BASUDEB DAS.

Roll No. 11225140019

ORGANISATIONAL SUPERVISOR (COMPANY) ORGANISATIONAL SUPERVISOR (COLLEGE)
SUSMITA SEN. Prof. DEEPRAJ CHAKRABARTY
,HR &ES(EXCECUTIVE) FACULTY MEMBER
 Executive summary

– The project report is prepared at Hindustan paper corporation limited and the project
tittle is Distribution and channel management with respect to cachar paper mill(hpc)
as a part of curriculum of Master of Business Administration.
– The objective of the study is to understand the distribution and channel management
practices of cachar paper mill and factors that affect it in HPC(cpm) like raw material,
production, logistics etc. from generalized and holistic point of view.
– Methodology used and emphasized was not necessarily quantitative orientation,
rather qualitative and emphasis was not on statistical representation of everything.
Research area was firm’s inside environment and traders under stockists in barak
valley.
 CHAPTER 1
introduction
Introduction to the topic

– The topic “AN ANALYSIS OF DISTRIBUTION AND CHANNEL MANAGEMENT PRACTICES WITH RESPECT TO
CACHAR PAPER MILL” will study marketing from a wide perspective.
– Marketing is such a discipline which is related more with the external environment of a firm than with internal.
Based on it’s overall organisational design, the HPCL has decided to set its MARKETING DEPARTMENT in
corporate headquarter Kolkata.
– It has two manufacturing unit viz-one at Nagaon paper mill and other is Cachar paper mill. It has three
subsidiaries also, viz-kerala newsprint limited, Nagaland pulp and paper corporation, Jagdishpur pulp and paper
mills private limited. In its marketing channel it has got 14 marketing depots also. These depot looks out for
new stockist ,supplies product to the ultimate customer, collects order, forwards the orders to CHQ.
– In any organisation, whether it is big or small, government or non-government which is dealing with any kind of
product or services to the ultimate customer or consumer through proper allocation, in this regard ,the
importance of sales and marketing cannot be ignored and CPM is no exception. Marketing is not only a matter
of Departmentation but also orientation.
– Lot of other Branches facilitates marketing in order to create, communicate and deliver value to the ultimate
customer in the chain process.
Introduction to the topic

– Distribution department of CACHAR PAPER MILL plays a very important role as

blood plays in human body.
– Effective distribution depends on lots of factors like availability of enough raw
material, production etc.
– In the whole marketing services, LOGISTICS plays a very important role from the
point of origin to the point of delivery.
– We will study the logistics ,product warehouse and distribution in the supply
chain process. We will also reflect at the Channel management process of
CACHAR PAPER MILL.
Objectives of Study

Whatever we do in life should be backed by some clear cut objectives.

Regarding this study also there is no exception. Every research study should be backed by well defined objectives.

However easier said than done, a research student can very easily list out long list of objectives and end up fulfilling
few.

It is always better to display your objectives generally and then display some number wise and leave the judgement of
fulfillment to audience.

In one shot it is not a easy task for any researcher to fulfill all objectives.

There is always scope for further improvement especially in marketing where there is no department and the next
researchers can always highlight that area and go on the process of improving.
Primary objective

– The primary objective of this study is to assess the Distribution and marketing related practices with
respect to CACHAR PAPER MILL in terms of it’s production and distribution trends and also to throw a
reflection on the stockists of Barak valley.
– Point wise statement of objectives is as stated under
 To get a overview of the process involved in production and find it’s relation with CHQ marketing
 To have a breif look at the Supply chain and Logistical process of Cachar Paper Mill.
 To study the production trend of last 5 years.
 To analyse the Dispatch record of CPM as for production.
 To know the product of CPM
 To have a critical look at strategies adopted by the organisation for ensuring long term growth
Reasons for choosing this topic

Other topics were running

through my mind. Reasons for
choosing this topic is that it
will be the best reflection of
overall business environment
and organisational culture,
considering in this age of
Globalisation and Cutthroat
competition, the inability of
the HPCL(Cachar paper Mill) to
take adequate marketing
strategy and the production
problem it is facing.
Why study this topic at Cachar Paper Mill
and why choose this industry

– Summer internship and live projects are practical learning experience for students, no matter in which
organisation you get yourself in to.
– You are there for learning it’s business environment and organisational culture. Doing a project in marketing ,
the first question that came in to my mind ,is it worth doing a Project there since in Cachar paper mill , there is
no marketing department.
– The Divison is in Head office Kolkata.
– I decided to surf websites extensively and found that the organisational structure of paper industry is such that
most prefer to keep their marketing in Head office simply because the organisation structure is vast, marketing is
such a activity which relates more itself with the external environment of a firm, than with internal, the
performance of the all the branches are measured collectively from the company point of view, and depots
extended over a vast geographical area collects orders, forwards them to CHQ, and the marketing department
from the head office controls all the Ps like product, price, place, promotion and packaging.
– This in general is the scenario of paper market and paper industry.
Why study this topic at Cachar Paper Mill and why
choose this industry

– The conclusion I reached was that A student does a project in the organisation
not necessarily to enrich and know more in his functional area, the real purpose
of the doing the project is to know the business environment and organisational
culture and then find a relation of it with your functional area.
– Needless to say this happens practically also with a management student, when
after completion of degree, he is recruited as management trainees, he gets
trained in to various departments and then he actually sort of relates his
training with understanding of organisational culture and the link with his or her
area of specialization.
Why study this topic at Cachar Paper Mill and why
choose this industry

– Moreover with in marketing there are some subjects which can take shape of its own area of
specialization like supply chain management and Logistics.
– A marketing student can often fit in to a shoe of Logistics manager. it was always easy to walk out with a
project in some other company like some franchisees studying it’s Distribution and Sales pattern.
– Some of the problem of todays some B-school teaching that I discovered in my MBA is that it neither
gives you enough general management theories to perform at a top level holistically nor gives you that
cutting edge specialization.
– Doing a project in HPC/CPM will give me a chance to study supply chain and logistics, these subjects are
becoming cutting edge side of marketing and at the same time these subjects are multidisciplinary and
highly related with top level strategies.
– This skill of depth and breadth, horizontal and vertical is probably not unique, bt it will give me a chance
to study in a lot more unique and intense fashion and will be able to explore myself.
Scope of study

– The above study is done on Hindustan Paper Corporation Ltd (Cachar paper Mill) with regard to it’s
distribution and marketing channels.
– As we have mentioned early marketing is not only a matter of Departmentation but also orientation.
– There are other departments in the organisation which facilitates marketing and directly linked with
operational level and responsible along with marketing to provide best service to the ultimate king
Consumer.
– As we know there are 4ps in marketing.
– One of the vital p is Product. Marketing itself starts with product development process and production
planning and control, especially in a manufacturing company and after that comes various tools and
techniques like distribution, effective management of channels etc. to promote the product and push it to
the ultimate customer.
– This project will throw light on Cachar Paper Mill’s production and marketing strategy.
The scope of the study can be briefly
summarized as under
– In the marketing arena it helps the organisation to explore and think about new
marketing strategies for revival of the firm.
– It assesses the production and raw material collection trend of previous five
years and reflects on the raw-material problem.
It helps the organisation to make it’s logistics, distribution and channel
management more effective.
–  
 CHAPTER 2
Company profile
COMPANY PROFILE
PAPER FROM THE PAST TO PRESENT

– Paper is symbol of material illumination. It communicates our ideas colorfully,

figuratively and preserves of thoughts for the posterity. Paper is more than an
industry product. It is cultural barometer if a nation. It is vital input to
accelerate the process of human civilization.
– The new millennium is going to be the millennium of the knowledge. To
increase the literacy rate, paper is indispensable, so the demand for paper
would go on increasing in near future. To meet the demand, paper industry has
to expand perform well.
COMPANY PROFILE
PAPER FROM THE PAST TO PRESENT

– The name "paper" has come from the name of an aquatic plant called "papyrus"
wage blue abundantly in the Egyptian delta.
– The barks and leaves or the plant were used as writing material by ancient Egyptian.
– It is generally belief that the Chinese did create a sheet of paper in the second
century B.CTs'ai Lun, an official in the Chinese royal court in 105 AD paper was made
from rags, used finishing nets, hemp and Chinese grass.
– For the next few centuries, paper making reminded a Chinese till the Arabs learnt
the craft of paper making from Chinese prisoners. Gradually paper making spread to
other part in Asia, Middle East and Europe
 
PAPER INDUSTRY IN INDIA

Paper making is believed to be

brought in India in the 15th century
A.D by the Mughals; although there
are stay accounts of its existence
even earlier.
William Carey, Christian Missionary
is credited with starting the first
paper mill in India at Shrirampur,
West Bengal in the year 1812.

By 1832, the first "Fourdiriner" type

machine was introduced but the effort
did not succeed in the face apathy of
weeping out paper making in India in
1840, when it was ordered that all paper
to be brought from Great Britain.
 It was only after the independence on India that
industry showed some progress, but too was also at
a very low rate business of:-

– 1) High cost of investment,

– 2) The reluctance of private investors to take risk.
– 3) Uncertainty about raw material in Forest areas.
– 4) Lastly, the price of the paper started to decline and competitively priced.
PAPER INDUSTRY IN INDIA

This was indeed, very difficult time for Indian paper industry. It was in the end of 1960,
when the govt. of India feels that they should have their own paper industry to meet
daily requirement directly to consume at reasonable price.

After plan of development of paper industry in India in 50's and 60's the growth slowed
down because of reluctance of private sector to invest in paper industry and due to the
escalation of cost and scarcity of raw materials.

This situation led to shortage of writing and printing paper particularly, causing hardship
to common consumers. So, to meet daily requirement of paper, the government finally
decided to established HISDUSTAN PAPER CORPORATION LTD (HPC) on May 29th, 1970.

HPC, a wholly owned government of India enterprise was, thus, outcome of genuine
national concern for having paper in plenty, employing the state of the art production
process know-how and utilizing the forest based raw materials.
PAPER INDUSTRY IN INDIA

– While small questions of handmade paper were produced in the l8th and 19 th centuries,
commercial production of paper began only in 20th century in private sector.
– The plan development of Indian pulp and paper industry began only in the L950's with
commencement of Syears plan. Hindustan Paper Corporation Ltd(HPC) is today
synonymous with the quest quality paper, especially for mass consumption.
– HPC has four paper mills two which are directly managed units of Assam, namely Cachar
Paper Mill(CPM) and Nagaland paper mill(NPM) and two managed through subsidiary
companies, namely Hindustan Newsprint Ltd(HNL),Kerala and Nagaland pulp and paper
Company Ltd(NPPC),Nagaland.
–  
HIDUSTAN PAPER CORPORATION LIMITED
(HPC)

HPC, a wholly owned

HINUSTAN PAPER
government of India enterprise
CORPORATTION LTDIHPC) was
was, thus, outcome of genuine
launched on 29th May, 1970
national concern for having
when the century was plagued
paper in plenty, employing the
by a pervasive paper famine
state of the art production
which did affect the supply of
process know-how and utilizing
quality textbook and other
the forest-based raw material
commonly used product for the
available in the North Eastern
education sector.
Region and Kerala.
HPC has four paper mills two of which are directly
managed units of

Assam, namely
Nagaland Paper
Cachar Paper
Mill (NPM)
Mill (CPM)
two managed through subsidiary
companies
Hindustan
Newsprint Ltd
[HNL), Kerala

Nagaland Pulp
and Paper
Company Ltd
(NPPC),
Nagaland.
AIMS AND SERVICES RENDERED BY HPC
HPC plays a dominant role in paper manufacturing and distribution a company for national
importance. The aim and service of the corporation include:

To produce sustainable quality of different varieties of writing / printing paper and newsprint.

In domestic market, HPC has market share to the tune of 30% in newsprint and 10% in writing/printing paper in
approximate.

To balance the price of paper in domestic market. The corporation is really maintaining the stability of price in the
changeable market.

To encourage national economy through the saving of the foreign currency.HPC has emerged as major exporter of
paper and newsprint to the Southeast, Middle East and African Country.

To land impetus to the socio economic development of the country. HPC set up the paper mill in North East section of
the country as an instrument of social development through industrial development in the North East.

Moreover HPC is contributing to the relentless crusade of the govt. national literacy by providing paper to the educate
boards/institution at a reasonable price.
 CUSTOMER BENEFICIARIES AND PUBLIC
PARTICIPATION

As accompany of national importance, HPC is catering to the needs for cultural paper and news print of
customers all over country.

With the motive of ensuring satisfaction of the customers.

The corporation striving consistently to the highest the "Quality" production through the up gradation of
the "System" and production of value added paper to meet the need of specialty of paper customers.

The strategy of the, corporation's production and marketing aims at understanding the customers' and
fulfilling their expectations at all stages.

News as & "lSO 9002 company" HPC has consolidated its position to made the challenges of the
competitive market.
CUSTOMER BENEFICIARIES
AND PUBLIC PARTICIPATION
– The meet the customer need for paper HPC involve in its activities in local
community, in addition to its regular human/force.
– Local people in mill areas and encourage in the forestry operation and indirectly
employed in raw materials in handling, transportation services etc.
– Local communities also encouraged to build ancillary industries in green field
areas. Mills' activities ion social overhead including healthcare and education
facilities and supply of safe drinking water local areas.
 TECHNOLOGY MODIFICATION
ACHIVEMENT:-

Model technology has been adopted in HPC mills due emphasis on energy conservation and environment management.
At Hindustan News print (Ltd Kerala) camo-mechanical pulping process, a modem process is
adopted which has enable utilization of hardwood pulp (Eucalyptus Grand) to the extent of 70% . It
is major achievement.
Modern high capacity continuous Digester (make of kanyr of Sweden) are installed for
pulping at Nagaon and Cachar paper mills.
Help bim, imported technology from Finland, installed at CPM 1994 to charge
bamboo chips to digester after installed at this technology improvement chips
charging rate and unbleached pulp rate have been made.
Measure system for basic weight and moisture control
installed in both paper machine in 1996 in paper machine
with size press (Utmal) and in 2001 paper without size
press (Jessop).
THE TEN PRINCIPLE OF GLOBAL
COMPACT:-

– HPC Ltd is member of global compact and is therefore, committed to en

principle of global compact:-
– Human Right
– BUSINESS SHOULD:-
– Support and respect the protection of internationally proclaimed of Human
Rights.
– Make sure they are not complicit in Human Right abuses.
 THE TEN PRINCIPLE OF GLOBAL
COMPACT:-
– BUSINESS SHOULD
– Upload freedom of association and effective recognition of the right to collective bargaining.
– Ensure the elimination of all force of form and compulsory labour.
– Ensure the effective abolition of child labour.
– Elimination of discrimination in respect of employment and occupation.

– Environment:
– BUSINESS SHOULD:
– Support a precautionary approach to environmental challenges.
– Undertake initiatives to promote greater environmental respectly.
– Encourage the development of and diffusion of environmental friendly Technologies.

– Anti- Corruption:
– BUSINESS SHOULD:
Work against in all form of Corruption including extortion and bribery.
QUALITY POLICY

– HPC's quest for quality received major fill up with a quality management system
(QMS) getting accredited with ISO-9002 certification by Det Norke Veritas (DNS)
of Netherland in July l988.
– Afforts are afoot to get the companies environment management System (EMS)
accredited with ISO-14001 certification by March 2003 at Cachar Paper Mill has
already got ISO-14001 certification.
– The quality policy of HPC is quoted below:
–  
 HPC's Business mission:

HPC strives continuous to maintain a leading position in the paper and

newsprint industry in terms of production quality, customer services
and continuous absorption of more environment friendly technology.
However, in the new globalize environment, understanding customer
expectation and ensuring customer satisfaction at all stages have been
identified as the key strategy for continuous growth.
MARKETING INFORMATION:
HPC- Marketing Objectives

– Making paper for educational requirement at competitive prices.

– Reasonable price without exploitation of customer.
– Prompt customer service.
– Special drive to meet the requirement of Govt Dept/ Institution.
HPC EXPORTING PAPER TO:-

Bangladesh
Egypt
Jordan
Sri
/ Lanka
Nigeria
Myanmar
COMPETITORS OF HPC:-
HPC has many competitors some of them are as follows:-

Orient Jejani Pulp

The West Khanna
Paper & & Paper
Coast Paper J.K Paper. Paper Mill
Industries Mills Private
Mill Ltd. Private Ltd.
Ltd. Ltd.
HPC PRODUCTS:-

Sl No. HPC Products GSM Range

1 Cream Wove 45 – 90

2 Surface Sized Maplitho 58 – 120

3 Computer Stationery Paper 52 – 80

4 Computer Stationery Deluxe Paper 58 – 80

5 Deluxe Maplitho 58 – 120

6 Copier Paper 75 – 80

7 White Offset Printing 60 – 75

8 Newsprint 52

9 Duplicating (Full Size) 60 – 63

10 Duplicating (Cut Size) 60 – 63

11 Coloured Printing 45 – 54

12 Offset Cartridge 110 - 130

13 Telephone Directory Printing Paper 40

14 Typewriting Paper 40 – 45

15 White Cover 110 – 130

16 Caustic Flake  .Purity - 98%

17 Caustic Lye  .Concentration - 48 - 50%

 HPCL STOCKIST
REGION NAME OF THE STOCKIST  
ADDRESS
Northern Region Shyam Traders 3618,Sudarshan Market,Chawri Bazar,Delhi-1100068

  Mangal Enterprise 957,chhota Chippiuwara,Chawri Bazar,Delhi-110006

  Aggarwal Industries 3714,katra Dhoomimal Churiwalan,Chawri Bazar,Delhi-110006

  Lucknow Paper Distributors 10 A,Capper Road,Lalbagh Lucknow-22600 1(u.p).

  Nirmal Traders c/d-61,old kavi nagar,Ghaziabad,U.P20 1002

 
  Marvel papers pvt ltd 203,2nd floor,City centre, Sansar Chandra road,Jaipur-302001

  Raghav Paper Mart Top floor,SCO-4&5,Sector-17b,Chandigarh-1600025

N-Eastern Region National Co-operative consumer’s II/c,Guha Lodge,M.L Nehru road,Pan Bazar,Guwahati-781001
Federation of India Ltd

  Nara Narayan Trading company Town Kalibari road,karimganj,Assam-788710.

  Yash Marketing(INDIA) G.S. Road,Amerigog,Kamrup,Assam-793101
  Bhagwan Met Pvt Limited Overnite Express.G.S.road,Bhangagarh,Guwahati-
781005
  Oriental Paper products 8,Bajrang Bali Market,SRCB Road,Guwahati-781005
Eastern Region Haran Chunder Banerjee & sons 7-c clive row,Park Street,Kolkata-700001
Western Region Prasant Paper Mart 1st ,Parsiwa,v.p. Road,Mumbai-400004
 
  Rahul Traders 641,Nawa Darwaja Road.Khadia,Ahmedabad-380001

  Tirupati Papers 101,Kalyan Chambers,Nawa Darwaja Road,Mumbai-

400002
  Mangal Impex 507,kakad Market.kalbadevi Road,Mumbai-400002

Southern Region Rajendra Papers G-5,Sri Balaji Complex No-125,Sultanpet,Bangaluru-

580053
  Desai Brothers 40/7699 C40,1st floor DD Vastra Mahal,Market
  Road.kochi-682011.
  Prabath Industries M G Shopping complex,Kunnamkulam.kerala-680053.

  Sunshine Paper & Board 4-8-3125.JD Enclave.Putli Bowli,Hyderabad-500095.

HPC - Market Positioning

– Product portfolio of HPC

– -- Common varieties
– Cream Wove
Maplitho
Computer Stationery Paper
Base Paper
Copier Paper
Offset printing paper
– End Users
– -- Education Sector
-- Large Govt. / Instt. Buyers
-- Publishing Houses
-- Text Book printers, Diary and Calender printers
-- Exercise Book Converter
-- Newspaper Establishment
– Education Sector – 75%
 HPC - Market Positioning

To be a major contributor to the cultural segment in paper industry in terms of volume as well as quality, production standard, customer
services, R&D and technology upgradation.
To ensure optimum utilization of existing assets to generate maximum internal resources for renovation, growth and expansion.

To develop professional management culture consistent with the requirement of the industry to attract, develop and retain committed
and skilled workforce with emphasis on trust and teamwork.
To preserve the ecological balance and explore eco-friendly production process to strike a harmonious relationship between nature and
industry.
To explore and implement technological upgradation of the existing equipment for improved quality and increasing productivity and for
greater cost effectiveness.
To enlarge market channels for perennial supply of all variety of cultural paper and to ensure customer satisfaction through value
addition and constant upgradation of quality.
To increase utilization of unconventional raw materials and adopt recycling method to reduce dependence on forest resources for
maintaining ecological balance.
To provide adequate thrust on product diversification and manufacture value-added items like computer stationery, copier

Paper, S.S. Maplitho, etc. and mission create a brand equity for higher profitability and greater market share.
CPM

– CACHAR PAPER MILL SOME BASIC FACTS

– The planning of Cachar project was originally made in 1965 for an
appropriate quantity of 30,000 MT of writing and printing paper per
annum capacity. Since then, techno commercial feasibility reports were
made by various organisations.
– The government of India gave the financial clearance to build up Cachar
Paper Mill in July 1977 at Panchgram ,which is approximately 25km
distant from Silchar. Project work started at the end of 1979.Name of the
project is “HINDUSTAN PAPER CORPORATION UNIT,CACHAR PROJECT”.
The main location advantages for setting up a Paper
mill in Panchgram were as Follows:-

For transportation NH-

To meet the demand for
57,that is placed between Nearby railway station for
water of the mill,the river
Silchar and Guwahati and transportation of it’s raw-
Barak is there,which flows
which is connecting materials and finished
seven kilometers from the
Panchgram with rest parts goods.
site.
of the country.
 Bamboo is used as basic or primary raw material in this
mill. Types of bamboo species used are:-

Kako bamboos are found in karbi Anglong in Assam

and in Khasi/Garo hills of Meghalaya. Almost 40%
Another specxies Bhaluka is predominantly found in
of bamboo requirement for the mill is met from
the plains of Assam. It is popularly known as home
these areas as lease agreement with the District
grown species.
authority of Karbi Anglong or govt of Meghalaya in
force.
 SOME BASIC FACTS

Installed Capacity 1,00,000 MT per annum of writing and printing paper

including 20,000 MT or newsprint.

Basic Raw Material Bamboo

Other Raw materials used Coal, lime, Alum, Talcum, Rosin, Salt cake, Caustic
sodium chloride, Starch, Chlorine-oi-Oxide, China clay

Vision of CPM and HPCL:-Earlier the vision of HPCL was maintenance of Socio-economic
environment, now the vision of the HPCL is to earn profit.
 CHAPTER 3
Literature review
LITERATURE REVIEW AND SURVEY

– Research student-Pritam Paul(MIT school of Telecom Management, Pune in 2010.)

– Research topic-”working procedure and Despatch performance of Cachar paper mill with
respect to sales and marketing”.
– GIST OF THE THESIS :The thesis highlights the working procedure of Cachar Paper mill with
respect to sales and marketing, how the various departments of cachar paper mill, especially in
the operational level facilitates Marketing department at CHQ, marketing depots to deliver the
product to the customers of HPC/CPM.
– It also studies the Distribution department of Cachar paper
– Mill and it’s role in dispatch and effective distribution, sales promotional strategies of Cachar
Paper Mill and ends up with it’s valuable suggestion and conclusion. (Source:-Cachar paper
mill)
LITERATURE REVIEW AND
SURVEY
– Research student:- Malika Dutta(GLOBSYN SCHOOL OF BUSINESS, KOLKATA) in
2011.
– Research topic:-” working procedure and Dispatch performance of Cachar
Paper Mill With respect to sales and Marketing”.
– Gist:- She decided to take the earlier theme done by Pritam Paul and did
some advancements graphically and also studied the integrative functions of
Distribution Department.
LITERATURE REVIEW AND
SURVEY
– Research student:-Brajen Deka (university of LJUBLJANA) SLOVENIA,FACULTY OF
ECONOMICS AND INTERNATIONAL CENTRE FOR PROMOTION OF ENTERPRISES.
– Research topic:-”Issues and Trends of Supply management: The case of Hindustan Paper
Corporation Limited cachar paper Mill(2009).
– GIST:- It studies the Supply chain management of Cachar Paper Mill from the
operational perspective and analyses raw material problem of bamboo,coal and B
– 2B marketing, inventory stock of raw materials at the end of Financial year,annual sales,
production trend etc. (Source: Cachar Paper Mill)
– (source:-google Type- project report on supply chain management in Cachar Paper
Mill, PDF doc).
LITERATURE REVIEW AND
SURVEY
– Research student:-Pinak Sahu at BILT(Ballarpur Industries limited)
– Research topic:-Supply Chain Management.
– GIST: He studied the supply Chain from the marketing point of view.As a sample,He took
retailers and Distributors and wholesalers.(source:-google research type-Supply chain
management at BILT.
– 5)Research student:-Purno Chandro Panda.
– Research topic:-Sales and Distribution channel of Jk paper Mill.
– GIST:-He studied sales and Distribution of the firm with relation to marketing. He studied
matters like order excecution system, Dispatching system, Warehousing, transportation,
intermediaries in selling and Distribution.
LITERATURE REVIEW AND
SURVEY
– Some Doctoral practical literature viewed
– Thesis on developments in distribution channels(Timber product Distribution).
Source:-www.diva-portal.org/smash/get/diva 2.389738/full text 101.pdf.
– And some other doctoral literature in PDF format on topic like market
orientation, customer selectivity and firm performance etc.
–  
 CHAPTER 4
Research methodology
 RESEARCH METHODOLOGY
The word consists of two terms
‘Research’ and ‘Methodology’. Let us
define the term research- ‘’Research
is the work that involves studying
something and trying to discover
facts about it’’.
Research in common parlance refers
to search for knowledge.
Methodology on the other hand is a
way to systematically solve any
problem on the hand. It may be
understood as a science of studying
how a problem is solved scientifically.

The Excitement of Research and why managers
should know about research
Modern technology has made
research an exciting and a relatively
smooth process. Today a personal
computer with a Modem or any
means to an internet connection
places one with easy rich of
knowledge of what is happening in
the global markets and how the
world economy is impacting on
businesses.
RESEARCH
METHODOLOGY
By grasping the fundamentals of
research process and keeping
abreast of modern technology such
as computers with enormous
capability to store and retrieve
information, you as a manager can
face the competitive global market
with it’s multitude of complex and
confusing factors with greater
confidence
 RESEARCH
METHODOLOGY

OBJECTIVES OF STUDY

– Whatever we do in life should be backed by some clear cut objectives. Regarding this study also
there is no exception.
– Every research study should be backed by well defined objectives.
– However easier said than done, a research student can very easily list out long list of objectives and
end up fulfilling few. It is always better to display your objectives generally and then display some
number wise and leave the judgement of fulfillment to audience.
– In one shot it is not a easy task for any researcher to fulfill all objectives.
– There is always scope for further improvement especially in marketing where there is no
department and the next researchers can always highlight that area and go on the process of
improving.
 RESEARCH
METHODOLOGY

Primary objective

– The primary objective of this study is to assess the Distribution and marketing related practices with
respect to CACHAR PAPER MILL in terms of it’s production and distribution trends and also to throw
a reflection on the stockiest of Barak valley. Point wise statements of objectives are as stated under

 To get a overview of the process involved in production and find it’s relation with CHQ marketing.
 To have a brief look at the Supply chain and Logistical process of Cachar Paper Mill.
 To study the production trend of last 5 years.
 To analyse the Dispatch record of CPM as for production.
 To know the product of CPM.
 To have a critical look at strategies adopted by the organisation for ensuring long term growth
 RESEARCH
METHODOLOGY

Thinking like a researcher

– Conducting good research requires first retraining your brain to think like a
researcher. This requires visualizing the abstract from actual observations,
mentally ‘’connecting the dots’’ to identify hidden concepts and patterns and
syntesizing those patterns in to generalizable theories that apply to other
contexts beyond the domain where the initial observations were conducted.
Research involves constant moving back and forth from an empirical plane
where observations are conducted to a theoretical plane where these
observations are abstracted in to generalizable laws and theories. This is a skill
that takes many year to develop.
 RESEARCH
METHODOLOGY

Types of research

– 1) Descriptive vs Analytical:- Descriptive research includes surveys and fact finding enquiries of
different kinds. In analytical research on the other hand, the researcher has to use facts or information
already available.
– 2) Applied vs Fundamental:- Applied research aims at finding a solution for an immediate problem
facing a society, where fundamental research is mainly concerned with generalisation and with the
formulation of a theory.
– 3) Quantitative vs qualitative:- Quantitative research is based on the measurement of quantity or
amount .Qualitative research on the other hand is concerned with qualitative phenomenon.
– 4) Conceptual vs Empirical:- Conceptual related to that related to some abstract ideas or theory.
Empirical research on the other hand relies on observation or experience alone.
– 5) Other types of research:- All other types of research are variations of one or more of the above
stated approaches like field setting research, laboratory research, clinical research etc.
 RESEARCH
METHODOLOGY

Population size

– Under population size comes Distribution Department and commercial division, paper machine,
Finishing House and Forest department.

– Sample size:-sample size is paper machine, finishing house. Distribution, T&c under commercial
and forest.
– Sampling techniques:- Random sampling was used to collect the questionnaire.
– Techniques used to analyse the data:-Data was analysed under each heading from a tabular
format and emphasis were laid on emphasizing the graphs ,it is just a representation of Microsoft
Excel to have better view. Emphasis was not laid in statistical or mathematical analysis because I
believe that the central concern for me was to understand the organisation problem as a whole
 RESEARCH
METHODOLOGY

– Research area
– Research area selected for this study are surroundings of Cachar paper Mill and Barak Valley(confined to traders of
Naranarayan Trading company, the stockist of HPCL in this region ).
– Purpose of the study
– The purpose of the study is to critically evaluate the Distribution and Marketing channels of Cachar Paper Mill and
reflect on the marketing practices of Cachar Paper Mill from holistic point of view comprising concepts like supply
chain, logistics etc.
– Data source
– Primary data: Primary data are those data which have been collected freshly, like the questionnaire, interview
with the traders under Naranarayan Trading company.
– Secondary data: Secondary data are those data which have been collected by someone else and which are being
used for the purpose of this study like production record, despatch,raw material collection ,and reference from the
projects of other candidates.
 CONCEPTUAL FRAMEWORK, DISTRIBUTION AND
MARKETING CHANNELS OF CACHAR PAPER MILL

The role of logistics in supply side to organization Logistics is another important part of supply chain
management.

Logistics management is that part of supply chain management that plans, implements, and controls
the efficient, effective forward and reverse flow and storage of goods, services and related information
between the point of origin and the point of consumption.

It is necessary to meet customer requirements.

Companies depend on their logistics system to move goods and materials among supply chain
partners, and to manage the information flows necessary to carry out these tasks (Bozarth and
Handfield, 2006, p.363).

Logistics cover a wide range of business activities, including: 1. transportation, 2. warehousing, 3.

material handling, 4.packing, 5. inventory management, 6. logistic information s ystem.
 SOME DEFINITION OF SELLING AND
DISTRIBUTION CHANNEL

– Distribution is the all-important link between a manufacturer and his customer. The concern is for designing a
distribution strategy to facilitate the smooth physical flow of products from the manufacturer to the place from the
customer can buy them. Channels of distribution refer to the alternative paths through which the goods can be routed.
The word channel has its origin in the French word for canal. The term “Channel of Distribution” thus connotes a
pathway taken by goods as they flow from the point of production to the point ultimate consumption.
– In the current customer focused and shrinking lead times, business success is derivative of the organization efforts to
transform their resources – tangible and intangible to deliver right product at the right time.
– It can also be said as the organization’s growth and success is largely depends upon it’s selling and distribution strategy.
– A channel of distribution sometimes called, as marketing channels is a group of inters related individuals or organization
that directs the flow of products to consumer. Such a group of organization is called marketing intermediaries because it
facilitates exchange between producers, other intermediaries and the final consumer of products.
– In simple word a channel of distribution consists of specialized marketing institutions that relates to each other’s as buyer
and sellers. It is pipeline for goods flow from manufactures to consumers because the distribution is often the least
flexible elements of the marketing mix, marketing channel decisions are a key component of the marketing mix.
IMPORTANCE OF CHANNEL OF
DISTRIBUTION:

– Channel of distribution is the most powerful element among marketing mix elements.
– Through a sound Distribution Network and launching aggressive advertisement campaigns a company can
carve out a niche for itself.
– A number of utilities are created by prompt and efficient performance of the function of physical
distribution.
– Channel of distribution helps movement of goods form one place to another and thus creates place utility.
– They make it possible for the consumer to get the goods when he wants them and thus create time utility.
– They bring goods to the consumers in a convenient shape, unit size, style and package and thus create
convenience value.
– They make it possible for consumer the consumer to obtain goods at a price he is willing to pay and under
certain conditions that brings him satisfaction. And pride of ownership and thus create possession utility.
– It helps to build clientele.
– It is a promising area for cost reduction.
– It provides competitive edge for the organization.
 SELECTING AN APPROPRIATE CHANNEL:

– Marketing channel decision is among the most important decision that management faces. A company channel
decision is linked with every other marketing decision. The company’s pricing depends upon whether is uses mass
merchandise or high quality specialty stores.
– The firm’s force the advertising decisions depend on how much persuasion training, motivation and support the
dealer need. Whether a company develops or acquires certain new depend on how those products fit the
capabilities of its channel members.
– As distribution is often the least flexible element of the marketing mix, distribution channel decision is a key
component of the marketing mix. Distribution Channel decisions often involve long-term commitment to other
firms. The management must design its channel carefully with an eye on tomorrow because once a marketing
channel is established it is difficult and costly to change it.
– Channel decisions refers to the selection of best routes, paths, for moving goods form product to consumer and it
is to be carefully decided because :
– The cost involved in the use of channel enter the price that consumer has to pay.
– The channel decision also has a bearing on other marketing decisions linking pricing, product and pricing.
 CHANNEL DESGINING DEVISIOSN:

1. Analyzing customers needs i.e. 2. Establishing objective:-

service output levels desired by The objective should be started in terms of targeted service
output level under competitive condition channel instruction
target customers.
should arrange their functional task to minimize channel costs
However channel produces 5 with respect to desired level of service output.
services outputs. 3. Identifying the major channel alternatives: - a channel
alternative is described by the following three items:
Lot size. Type of available business intermediaries.
Waiting time. The number of intermediaries.
Terms and responsibilities of each channel members.
Spatial convenience. 4. Evaluate the major alternatives: - under the light of
Product variety. economic, control, adaptive criteria.
5. Establishing the distribution system.
Service back up.
 
RECENT TRENDS IN MARKET

– In recent times firms have been taking to different kinds of non-traditional channel
– arrangement such as:
– a. Out sourcing of channel arrangement / marketing logistics.
– b. Exclusive retailing.
– Exclusive retailing: -
– Many firms’ have practicing exclusive retailing for the past several years. In recent
years however the idea has proliferated fast. More and more companies are now
recognizing the adequacy of the traditional wholesaler, retailers and are going in for
exclusive retail and are going in for exclusive retail network.
 CHAPTER 5
Data analysis
 DATA ANALYSIS AND PRESENTATION OF
MAJOR FINDINGS
– About receiving of Paper from Finishing House on time

Factor Respondent
On time 2
Little bit delay 0
Need to supply fast 2

Interpretation: -Here we observe that decision is somewhat fragmented, two respondents thinks
that the paper supply on time, other thinks need to supply fast, my personal observation is that
obviously production is hampering all aspects, among that it is better if the firm is able to deliver the
ordered quantity in less possible time improving system speed.
 Commitment with marketing depot regarding
dispatch.

Factor Respondent
Dispatch communicated effectively 5
Communication needs to improve 0
Depot also needs to be in touch 0

  CHQ needs to play a role 0

Interpretation:-Here we see that all the respondent goes for the first option, my interpretation is that
depots also needs to be in touch and there should be better communication regarding mode of
delivery, transportation etc.
 Delivery of trucks/wagons on time

Factor Respondent
On time 4
On time but not in available numbers 1
Transportation needs to be improved 0

Interpretation:-Here my observation is that yes, trucks are delivered but not in available
numbers, there should be more speedy delivery of trucks and wagons
 Ability to dispatch finished paper on
Schedule
Factor Respondent
On time 2
Delay because production 2
Poor transportation facility 1

Interpretation-Obviously production is a factor which is not totally at the control right now, but
the transportation facility should be improved so as to improve dispatch.
 Dispatch planning of CPM in terms of
fulfilling quantity
Factor Respondent
Satisfied inspite of not getting ordered Quantity in one time 4
Production needs to improve in that context 1
Big parties are utilizing power 0
Has a brand image and customers are loyal 0

Interpretation-Here my observation is that production problem should be removed quickly,

because some competitors are moving to competitors because of not getting ordered quantity
properly, and proper attention should be given to smaller parties.
 Need of advertising
Factor Respondent

Needed of course, in the age of globalisation and cut- 3

throat competition

Not needed, yet traditional sales promotion will do 2

Interpretation-advertising of course needed so as to stimulate the customer and awakening a

feeling to buy the product, obviously industrial buyers will come in contact with Hpc, but here also
advertisement will play a role.
 Competitors against CPM

Jk corporation limited 3
Itc 1
Mysore paper mill 0
Others 1

Interpretation:-jk ,itc. And bilt are major competitors, branded items like hpc copier is not sufficiently
available in the market, hpc should adopt a push strategy no matter whatever the quantity produced.
 Better marketing strategies required for local are
barak valley ,better push strategy, increasing
retailers

Factor Respondent
Not specific problem 3
Better utilization required 2

Interpretation-Of course better utilization required of local area, and hpc should also adopt
push strategy.
 PAPER MACHINE
– About healthy position of equipment and machine

Factor Respondent
Machines are ok 4
Need to be repaired 0
Machine is not improving productivity 1
Ok, considering current situations 1

Interpretation:-Paper machine at CPM are quite good like utmal from Germany, still there is scope
fpr better maintenance.
 Human resources are well equipped to
contribute towards productivity of paper
Factor Respondent
Well equipped 0
Better mechanism and training required 3
Few people needs to be recruited 3
This factor is not hampering productivity 0

Interpretation: There should be better mechanism and training and if required some
people should be recruited.
 About receipt of materials from purchase
department on time

Factor respondent

On time 3

Little bit delay 2

Effective measures should be taken 1

Interpretation-As some people think little bit delay purchase should me more active
 Ability to meet M.O (manufacturing order) in time
according to preference

Factor respondent
On time 4
Little bit delay 2
Effective measures should be taken  
 

Interpretation: Manufacturing order should be met more efficiently in time improving production
quality specifications.
 Delay because of wastage in
production process
factor respondent
Its natural 2
Process needs to improve 0
Current quality specification is good 4
Need for better quality specification 0
Whole process needs to be re- 0
engineered

Interpretation:-as according to them, no wastage ,production needs to be fast to

support it.
 FINISHING HOUSE
– 1) Communication with CHQ regarding production planning.

Factor respondent
ok 1
Not effective as should be 1
Communication needs to improve  
Quiet ok 2

Interpretation: it’s not problematic but there is much scope of improvement in this
regard.
 About delivery of paper from paper
machine on time
Factor respondent
On time 1
Little bit delay is natural 1
The process needs to improve 2
   

Interpretation:-There is scope for improvement in this regard and more effective

communication between paper machine and finishing House
 Communication with Distribution
regarding finishing of paper
Factor respondent
Our job gets finished on time 1
If delay communicated properly 1
In busy schedule, its not always possible to communicate 0
Distribution is also required to keep in touch 2

Interpretation: communication needs to be more efficient and effective here as the scope of
mistake is limited and distribution is more in touch with finishing house,than paper machine.
 How good is finishing line

Factor respondent
Quite up to standard  
Needs to improve 1
Poor infrastructure is responsible  
Need for better labour mechanism and training 3
Better technology is required  

Interpretation: It needs to improve and better labour mechanism and training required.
 Are infrastructure and facilities at par with the top
competitors in the paper industry.

Factor respondent
At par 0
Needs to improve 4

Interpretation: all the respondents thinks it needs to improve and definitely like auto packaging
system, better labour mechanism and training etc.

 
 Transportation and co-ordination

– About effectiveness of transportation plan

Factor respondent
Cost effective 0
Not that effective because of loading,unloading and 1
stacking charges.
Considering all angle,it is cost effective in current 1
scenario

Interpretation: Clear from the above response, there is much scope for improvement and
excellence in that regard.
 Ability to make enough truck available for dispatch.

Factor respondent
Mostly on time 2
At times delay because of unavailability 0
from transportation agency
Availability hampers because of damages in 0
transportation
   

Interpretation: Here my observation is that truck is supplied in time all right, but not in
available numbers, attention needs to be given in that regard.
 About water transport in rainy season, and in that regard role of top
management of hpc to have clear cut dialogue with social
administration.

Factor respondent
Quite possible provided effective dialouge takes 1
between top management and social
administration
Difficult and chance of application is less  
Difficult all right,but corrective measures 1
should be taken
Present system is quiet ok,no need  
 

Interpretation:-There is some difficulty all right ,but the government of India and Assam govt can play a
role in this regard, and hpc management should actively emphasize that issue.
 About office communication and
correspondence.
Factor respondent

It’s ok and not hampering productivity 1

Scope for improvement in this regard 1

Interpretation: There is much scope for improvement in this regard and harmony between all
departments.
 Maintenance of transit time during
dispatch
Factor responsent
Not possible considering various factors  
Can be in place if effective measures taken 1
We try to maintain it 1
It can be maintained more systematically if  
effective measures are taken

Interpretation: its not esay to maintain transit time, as far as possible they should try to maintain it.
 About the insurance policy against
transportation
Factor respondent
Yes it is 1
It is not good,it can be improved much 1
more

Interpretation: There is definitely scope for much improvement.

 Co-ordination with purchaser department for
smooth incoming of material

Factor respondent
Quite good and incoming material reaches on time 1
Delay at times because of loopholes in transportation  
system
Transportation process should be strengthened 1
Delay process is natural and it just happens on the way  
   

Interpretation: Its good but there is much scope for improvement.

 Transportation system with top
competitors in the paper industry
Factor respondent
At par 1
Scope for improvement 1

Interpretation: There is much scope for improvement as transportation system plays a

great role in the whole logistics process.
 HINDUSTAN PAPER CORPORATION LIMITED
CACHAR PAPER MILL, PANCHGRAM
DEPOWISE ACCOUNTWISE DESPATCH SUMMARY REPORT
FROM 01/04/2010 TO 31/03/2011

Destination ST SKT INST EXPORT TENDER CAPTIVE Total

AHMEDABAD 3312.61363 111.76879         3424.38242

BANGALORE 3794.666091           3794.66609
CHANDIGARH 98.5563   3352.59435       3451.15065
CHENNAI 542.241           542.241
DELHI 5646.96108 865.70476 4802.4812       11135.1470
GUWAHATI 2563.46693 4685.72331 146.2032       7395.39344
HYDERABAD 1520.10468   39.40463       1559.50931
INDORE 45.192   59.8884       105.0804
JAIPUR 3902.7084 1987.94513 100.23925       5990.89278
KOCHI 1909.15031 162.42339         2071.5737
KOLKATA 1489.694 14.99421 476.45686       1981.14507
LUCKNOW 269.11066 23.39533         292.50599
MUMBAI 3228.38595 337.51939         3565.90534
            5.9121 5.9121
PANCHGRAM              
PATNA 405.24484   11124.21642       11529.4613
Total 28728.095871 8009.47431 20101.48431     5.9121 56844.96659
 HINDUSTAN PAPER CORPORATION LIMITED
CACHAR PAPER MILL, PANCHGRAM
DEPOWISE ACCOUNTWISE DESPATCH SUMMARY REPORT
FROM 01/04/2010 TO 31/03/2011

Interpretation : Highest dispatch ST

5646 Delhi Depot indicated by blue
column,skt ghy 4685 indicated by
brown columnist Patna, indicated by
green column in which Bihar state text
book plays a great role, total ,no export,
captive is self-consumption, so it is
mentioned under panchgram
depot.,highest sales type St.
 DEPOWISE ACCOUNTWISE DESPATCH SUMMARY REPORT
FROM 01/04/2011 TO 31/03/2012

Destination ST SKT INST EXPORT TENDER CAPTIVE Total

AGARTALA 159.584           159.584
AHMEDABAD 5421.28062 180.30585         5601.58647
BANGALORE 1592.19143           1592.19143
CHANDIGARH 353.7238   1518.67942       1872.40322
CHENNAI 525.1353           525.1353
CUTTACK 123.82148   372.83372       496.6552
DELHI 10315.42808 226.18026 4699.5791       15241.1874
GUWAHATI 2022.57002 11400.56414 2570.57257       15993.7067
HYDERABAD 1220.44605   541.19645       1761.6425
INDORE 625.52534   398.412       1023.93734
JAIPUR 4310.59234 157.16469 29.783       4497.54003
LOCHI 3352.167 262.8444         3615.0114
KOLKATA 2628.77528 37.31378 7334.217 101.08663     10101.3927
LUCKNOW 677.399           677.399
MUMBAI 11173.77922 311.71562         11485.4948
PANCHGRAM           2.416 2.416
PATNA 866.87973   3164.28992       4031.16965
Total 45369.29869 12576.08874 20629.56318 101.08663   2.416 78678.45324
DEPOWISE ACCOUNTWISE DESPATCH
SUMMARY REPORT
FROM 01/04/2011 TO 31/03/2012

Interpretation:-In 2011-12,Highest st
Mumbai dept. indicated by blue column,,
highest skt GUWHATI depot indicated by
brown columnist this time Kolkata, DEPOT
TAKES OVER, indicated by green column,
export has taken place this particular year,
and also total dispatch has increased,higest
sales type st.
 HINDUSTAN PAPER CORPORATION LIMITED
CACHAR PAPER MILL, PANCHGRAM
DEPOWISE ACCOUNTWISE DESPATCH SUMMARY REPORT
FROM 01/04/2012 TO 31/03/2013
Destination ST SKT INST EXPORT TENDER CAPTIVE Total
AGARTALA 818.0141           818.0141
AHMEDABAD 1831.40888 755.2985 59.9472       2646.65458
BANGALORE 69.67775           69.67775
CHANDIGARH 1110.49787 39.9528 812.96168       1963.41235
CUTTACK 147.49087   2696.41723       2843.9081
DELHI 6683.82792 522.19259 7701.7898       14907.8103
GUWAHATI 4827.14159 2697.9709 503.02766       8073.14015
HYDERABAD 782.54891   199.98556       982.53447
INDORE 369.48642 50.1742 290.839       710.49962
JAIPUR 2861.61543 637.20202 867.11775       4365.9352
KOCHI 485.57028   31.4       516.97028
KOLKATA 1150.91071   3354.28408       4496.19479
LUCKNOW 726.7242 152.5679 2735.04891       3614.34101
MUMBAI 7130.81795 751.34951 88.176       7970.34346
PANCHGRAM           2.6567 2.6567
PATNA 314.00139   19.71533       333.71672
Total 29354.73427 5606.70842 19351.7102     2.6567 54315.80959
 HINDUSTAN PAPER CORPORATION LIMITED
CACHAR PAPER MILL, PANCHGRAM
DEPOWISE ACCOUNTWISE DESPATCH SUMMARY REPORT
FROM 01/04/2012 TO 31/03/2013

Interpretation:-IN 2012-2013, st highest

Mumbai depot, indicated by blue column,skt
ghy indicated by brown column, isn't this
time Delhi depot takes over indicated by
green column., depot, total dispatch
decreased compared to previous year.
 HINDUSTAN PAPER CORPORATION LIMITED
CACHAR PAPER MILL, PANCHGRAM
Abstract of Mode Wise Dispatch 2010-2011

Desp Mode OTHERS RAIL RAIL & ROAD TRUCK Total Weight
Monthly/ Yr.

APR-2010 0.01050 984.71052   403.73377 1,388.45479

MAY-2010 0.02300 5,199.57208   1,204.63553 6,404.23061
JUN-2010   2,180.06279   345.86601 2,525.92880
JUL-2010   2,501.50124   338.33123 2,839.83247
AUG-2010   2,850.52086   170.90065 3,021.42151
SEP-2010 0.01870 1,799.43681   574.35003 2,373.80554
OCT-2010   1,424.55909   1,693.97313 3,118.53222
NOV-2010   2,272.05353   1,411.60564 3,683.65917
DEC-2010   2,652.11066 1,096.72925 1,261.46347 5,010.30338
JAN-2011 0.45000 1,815.46775 2,560.04618 2,613.54490 6,989.50883
FEB-2011   1,718.74169 4,988.37671 2,543.61884 9,250.73724
MAR-2011   2,137.54159 5,254.53873 2,861.56902 10,253.64934
  0.50220 27,536.27861 13,899.69087 15,423.59222 56860.063901
HINDUSTAN PAPER CORPORATION LIMITED
CACHAR PAPER MILL, PANCHGRAM
Abstract of Mode Wise Dispatch 2010-2011

Interpretation-Highest dispatch made

by rail, followed by rail ,followed by rail
and road, and truck, shows the
dominance of rail dispatch., from April
to November was only through rail and
truck, from December all three modes
were available,.
 Primary data gathered via interview with the traders in Barak
valley under authorized Distributor Naranarayan TRADING
Company.

– Traders in barak valley(retail and wholesale)

– 1) Baid Brothers,Premtala silchar.
– 2) Barak valley nutrious pvt ltd. Silchar.
– 3) Sand Brothers, Hospital road, silchar(not interviewed,(found close)
– 4) Jitender enterprise,premtala silchar
– 5) Jain Brothers, premtala,silchar.
– 6) Megha Enterprise,janiganj, silchar.
– 7) Student Library, station road, karimganj.
 Annual sales of CPM in 2000-01 to 2007-08

Financial year Sales in MT

2000-01 75,837
2001-02 91,233
2002-03 97,709
2003-04 93460
2004-05 90,512
2005-06 102,268
2006-07 107,157
2007-08 97,138

Interpretation:-Sales figure was increasing throughout the years. It was highest in 2006-07.But point to be
remembered that this is not true reflection of marketability, the firm is loosing huge market because of lack
of production and effective marketing strategy and the scenario has not changed too much still 2000-01 to
2007-2008 although because of research limitation present data was not collected.
MAJOR FINDINGS

– 1) Raw material problem.

– 2) High transportation cost.
– 3) Dispatch is low due to non-availability of rail rake.
– 4) Has sales promotion tools.
– 5) Don’t produce packaging paper like ITC.
– 6) Sometimes communication gets interrupted due to flood.
– 7) Life cycle of the paper is going down.
– 8) CPM don’t apply push strategy.
– 9) Marketing office is less than it should be.
–  
 CHAPTER 5
Suggestion &
Conclusion
SUGGESTION & CONCLUSION

– suggestion
– Web sites needs to be developed and different link should be on HR, FINANCE, MARKETING LIKE
JK AND OTHERS.
– It seems bold approach, but cpm should have exclusive distribution channels like some retailers
can only sell their product, that will hamper stockiest little bit, still it will be helpful in the long
run.
– There should be books of marketing in cpm library.
– Should produce packaging papers like ITC.
– It should try to diversify it’s business like jk because paper life cycle is going down.
– It should produce various paper products so that paper reaches to every home.
– It should have punch lines like jk think paper think jk
– Performance should be measured separately for separate unit cpm and npm and others, there
should be a marketing office here for that purpose.
Conclusion

– HPCL is one of the biggest public sector enterprises in India, which was
established after freedom by Govt. of India, initially it was going high guns, but
technology has revolutionized the entire world and the paper life cycle is going
down. Moreover its competitors has increased and it is facing a raw material
problem to survive in this age of globalization and cut throat competition. In the
coming years it has to entirely revolutinise it’s strategy and follow better
marketing and production strategy, otherwise it will probably face closure, also
it has to diversify its business and move to new business like ITC.
 CHAPTER 6
LIMITATIONS AND
FURTHER SCOPE OF STUDY
LIMITATIONS AND FURTHER
SCOPE OF STUDY
– All though there is lot to explore regarding marketing in Cachar paper mill(hpc),it creates a problem collecting data
there, moreover the marketing department is in CHQ Kolkata and it did not help with any kind of data via e-mail or other
mode.
– There was not good enough literature review either, on the top of that I had to pick a entire new topic and justify myself.
– There was project in scribd.com on distribution and sales, but in web they hardly give you very specific things free, and
where that project has gone this is also a question, they well could have provided distribution manager as a guide, this
was also not done by them, moreover I did not got any specific help from my faculty also, and they were also somewhat
confused about exploration there, neither HPC lets anyone explore marketing there while it is clearly evident some has
been explored and lot needs to be explored. In a short while, it was not possible for me to figure out all the data, lastly
when the idea came, training period was gone, it’s quite natural in research that some people will remain bias, and it
created even more difficult for me.
– I had to follow the mantra stop following, start exploring. Also the organizational structure and nature of marketing is
such it is related more with outside depots, traders, stockiest. Lastly for any error I should be personally responsible.
 LEARNING OCCURRED THROUGH MY MBA AND
PROJECT

1) It is a myth that HPCL is a non-profit organization, when the vision of itself is to earn profit.

2) It is a myth that in government sector marketing is not required.

3) Project is done in a organization not necessary to sharpen skills in your professional area, basic
aim is to understand it’s business environment and organizational culture.

4) When we study we should concentrate on semantics and diction, lot of terms although used
interchangeably like market, marketing, hrm, hrd, thesis, dissertation, project, synopsis etc.

5) There are modular and multidisciplinary area of study .By the terminology and we joint various
modules together. For ex-advt and sales management, retail and supply chain management.
 LEARNING OCCURRED THROUGH MY
MBA AND PROJECT

6) We should bring controversy in classroom and have our own definition to everything keeping
harmony with earlier definitions.

7) Globally there is emphasis on improvement of MBA pedagogy, research and innovation;

schools like symbiosis are going for integrated MBA+PHD.

8) Smaller B-school neither gives you good enough general management theories on terms of
strategy, neither they give you that cutting edge specialization.

9) It creates difficulty for managers without good hand in computers, through the project we are
also learning how to strategically use information technology.

10) Apart from traditional degrees there emerging professional management degrees like DBA,
doctor of management.