PRESTIGE INSTITUTE OF

MANAGEMENT AND
RESEARCH

SUMMER TRAINING PROJECT REPORT

ON

A MARKET ANALYSIS (4P) OF BIRLA CEMENT

IN RELATION TO COMPETITING BRANDS

Guided by: Submitted by:

Prof. Shubhangi Jore Ashish Kumar Khare
P.I.M.R. (Indore) M.B.A(Core) 2007-09

1
 CERTIFICATE

This is to certify that ASHISH KUMAR KHARE has completed project on

MARKET ANALYSIS OF BIRLA CEMENT IN RELATION TO
COMPETITING BRAND which is based on data collected by researcher.

This report is completed under my supervision. It is only for academic purpose and is a
bonafide work done by researcher.

PROF. SHUBHANGI JORE

MENTOR

P.I.M.R. INDORE

2
 DECLARATION

I, ASHISH KUMAR KHARE student of M.B.A hereby declare that the project report
entitled “MARKET ANALAYSIS OF BIRLA CEMENT IN RELATION TO
COMPETITING BRAND”, is the outcome of my own work and the same has not
been submitted to any university/ Institute for the award of any degree or any
professional diploma.

Date: ASHISH KUMAR KHARE

M.B.A (CORE) III SEM.

P.I.M.R INDORE

3
 ACKNOWLEDGMENT

I here by express my thanks to Birla Corporation Limited Satna who gave me

opportunity to do summer training.

I would also wish a special thanks to my project guide Prof. Subhangi Jore for her
motivating guidance and fully and heartily guidelines.

I would also wish to express my sincere gratitude to Mr. A. Malhotra (Marketing

Manager), Mr Sujeet Tiwari (H.R.Manager) and other staff of Birla Cement Satna,
who have helped and provided me with idea, suggestion, corporation for carrying out
my work.

I pay my profound regard to my teachers, parents for their blessing and support to go
ahead in life. I express my thanks to all professionals and staff of my Institute and
Birla Corporation Ltd. along with all the respondents who gave me their precious
attention.

ASHISH KUMAR KHARE

M.B.A (CORE)

SESSION: 2007-2009

4
 CONTENTS
Topic Page no.

1. INTRODUCTION 06-17

2. OBJECTIVE AND SCOPE 18

3. RESEARCH METHODOLOGY 19

4. RESULTS 20-33

5. CONCULSION & SUGGESTION 34-35

6. REFERENCES & BIBLIOGRAPHY 36

7. APPENDICES 37-39

5
 INRODUCTION

COMPANY PROFILE
Birla Corporation limited is a multiproduct multi interest more than thousand carore
conglomerate. It plays significant roles in cement industry.

The story of Birla Corporation limited began 89 years ago, when young man
Ganshayam das Birla came to Kolkata. A man of vision an enterprise, Sri G.D.Birla set
first Indian owned jute mill near Kolkata in 1919. The firm was named Birla jute
manufacturing company limited. Time watched as small unit prospered, it also
embarked a young man to bacon the new industrial India.

After that Shri Madhav Prasad ji Birla transformed the humble jute manufacturing
company into a mighty conglomerate Birla corporation ltd. The name of company
changed to Birla jute and industries limited in 1983. In view the opportunities offered
by the liberalised fast growing economy and to promote brand equity and international
image the name was changed to Birla Corporation limited in 1997. After the demise of
M.P Birla, his wife Priyamvada Birla took over a chairman of BCL and continue to
leap company till her death in july 2004. Today under the chairmanship of Mr. R. S.
Lodha company has crossed the 1800 crore plus turn over and has wide spread interest
in which cement, jute, auto trims, synthetic yarn, are their main product.

6
 Birla Corporation limited is keenly aware of its social responsibility, it provide s
education and healthcare facility to for employees and their families and community at
a large.

CEMENT INDUSTRY

Cement is a binding material used in civil construction. It is fine powder, which

on addition of requistic addition of water is capable of harding by the chemical
interaction of its constituents with water and is capable of blending together.

The real foundation stone of present industry was laid in the year 1912 when India
Cement Corporation limited established a small factory at Porbander in Kahtiawa.
This factory commenced in 1914 at the rate of about 100 metric tons per day.

The raw material required for cement making are lime stone ,coal, clay flyash ,and
gypsum which regulate setting time. There are two process of cement manufacturing
wet and dry. In the wet process the raw materials are grounded along with water, but in
dry process materials are grounded in dry state.

Regarding the varieties of the product there are eight varieties in the industry ,Portland
cement, Blast furnance, Slag cement, Portland pozzolana cement, Grey cement, White
cement.

Important cement producing companies in India are Associated Cement Company,

Birla Cement Corporation, Jaypee Cement Corporation, Gujrat Ambuja Cement etc in
private sector and in public sector important cement company is Cement Corporation
of India Lt..

BCL CEMENT DIVISION

The Cement Division of Birla Corporation Limited has seven plants, having an
installed capacity of 5.8 million tons. After the completion of the ongoing expansion
projects, the capacity will increase to 7 million tons.

This plant manufacture varieties of cement, including Ordinary Portland Cement

(OPC), 43 & 53 grades, fly ash–based Portland Pozzolana Cement (PPC), Portland
Slag Cement (PSC) and low- alkali Portland Cement. Recently, the Company has
started producing Sulphate Resistant Cement (SRC) and it has been well accepted in
the market.

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OPC is marketed under the brand name of Birla Cement KHAJURAHO and Birla
Cement CHETAK, while PPC is marketed under the brand name of Birla Cement
SAMRAT. PSC is marketed under the brand name of Birla Cement.

The Birla Cement SAMRAT brand is ideal for mass concrete, RCC / pre-stressed /
precast structures (for reduced thermal crack), increased water tightness of concrete ,
increased resistance to sulphate content in soil, aggressive water and alkali aggregate
reaction, besides corrosion resistant properties.

The brands have significant presence in the northern, western and eastern parts of the
country as well as central India. The company has a large network of dedicated
distributors and stockists in all its marketing regions.

Durgapur Cement Works and the two cement units at Satna have received the ISO
9002 quality certification, covering production and marketing. The Satna units have
also received the IS/ISO: 14001 certificate for "implementation of the Environmental
Management System". The two chanderia units have received the ISO 9001 : 2000
certification for Quality Management System, as well as the IS/ISO : 14001
certification.

The quality control laboratories of both Birla Cement Works and Chanderia Cement
Works have been accredited by National Accreditation Board for Testing &
Caliberation Laboratories, Department of Science & Technology, Government of
India.

The cement units have been receiving, since the past decade, prestigious awards for
productivity, pollution control, energy performance and worker's education.

CEMENT PLANTS OF BCL

NAME LOCATION ESTABLISHED CAPACITY

(lakh tons per
year)
1.Satna cement works Satna 1952 21
2.Birla vikash cement (m.p)
works
1982
3.Birla cement works Chanderia (raj) 1967 20
4.Chanderia cements
works
1986
5.Durgapur cements Durgapur 1974 6
works (w.bengal)
6.Raiberali grinding Raiberali(u.p) 1998 6.3
unit

8
Total capacity of six plants is 53.3 lakh tons. These plants have access to the latest
technology and infrastructure, and rated amongst the advance in the country

MANUFACTURING PROCESS

Mining

The cement manufacturing process starts from the mining of limestone, which is the
main raw material for making cement. Limestone is excavated from open cast mines
after drilling and blasting and loaded on to dumpers which transport the material and
unload into hoppers of the limestone crushers.

Crushing Stacking & Reclaiming of Limestone

The LS Crushers crush the limestone to minus 80 mm size and discharge the material
onto a belt conveyor which takes it to the stacker via the Bulk material analyser. The
material is stacked in longitudinal stockpiles. Limestone is extracted transversely from
the stockpiles by the reclaimers and conveyed to the Raw Mill hoppers for grinding of
raw meal.

Crushing Stacking & Reclaiming of Coal

The process of making cement clinker requires heat. Coal is used as the fuel for
providing heat. Raw Coal received from the collieries is stored in a coal yard. Raw
Coal is dropped on a belt conveyor from a hopper and is taken to and crushed in a
crusher. Crushed coal discharged from the Coal Crusher is stored in a longitudinal
stockpile from where it is reclaimed by a reclaimer and taken to the coal mill hoppers
for grinding of fine coal.

Raw Meal Drying/Grinding & Homogenisation

Reclaimed limestone along with some laterite stored in their respective hoppers is fed
to the Raw Mill for fine grinding. The hot gasses coming from the clinkerisation
section are used in the raw mill for drying and transport of the ground raw meal to the
Electrostatic Precipitator / Bag House, where it is collected and then stored and
homogenised in the concrete silo. Raw Meal extracted from the silo (now called Kiln
feed) is fed to the top of the Preheater for Pyroprocessing.

Clinkerisation

9
Cement Clinker is made by pyroprocessing of Kiln feed in the preheater and the rotary
kiln. Fine coal is fired as fuel to provide the necessary heat in the kiln and the
Precalciner located at the bottom of the 5/6 stage preheater. Hot clinker discharged
from the Kiln drops on the grate cooler and gets cooled. The cooler discharges the
clinker onto the pan / bucket conveyor and it is transported to the clinker stockpiles /
silos. The clinker is taken from the stockpile / silo to the ball mill hoppers for cement
grinding.

Cement Grinding & Storage

Clinker and Gypsum (for OPC) and also Pozzolana (for PPC) are extracted from their
respective hoppers and fed to the Cement Mills. These Ball Mills grind the feed to a
fine powder and the Mill discharge is fed to an elevator, which takes the material to a
separator, which separates fine product and the coarse. The latter is sent to the mill
inlet for regrinding and the fine product is stored in concrete silos.

Packing

Cement extracted from silos is conveyed to the automatic electronic packers where it is
packed in 50 Kgs. Polythene bags and dispatched in trucks.

10
SATNA CEMENT WORKS, SATNA (M.P)

Commissioned in 1959, Satna Cement Works (SCW) has the distinction of being the
first Cement plant in Birla Group manufacturing Cement with the then prevailing "Wet
process" technology. In keeping with technological developments, the plant was
upgraded and switched over to "Dry process" of Cement manufacturing in 1989. The
plant has been conferred with ISO-9002 and ISO-14001 certification in recognition of
its performance in quality management and environmental management systems.
Besides the conventional general purpose Cement OPC 33G, 43G and 53G, Satna
Cement manufactures PPC utilizing Flyash received from NTPC Thermal Power Plant
at Unchahar(U.P) and also special purpose Cements viz. Sulphate Resistant Portland
Cement, Low Alkali Cement and 1RS.-T-40 grade Cement for Railway sleepers. This
plant has the distinction of being the only plant in INDIA with an Alkali bypass system
installed. In consonance with its commitment to quality, necessary instrumentation
facilities including X-Ray analyzer and X-Ray diffractometer are provided for
monitoring and controlling quality of Raw materials and Clinker/Cement. While
domestic market requirements the met with our products under the brand name
"BIRLA CEMENT KHAJURAHO" and "BIRLA SAMRAT", our Cement is being
regularly exported to Nepal and Bangladesh under the brand name "CAMEL" &
"ROYAL TIGER".

11
An split location Cement Grinding unit was commissioned in Dec.1998 for Flyash
base PPC grinding capacity of 30000 TPM, Clinker is being sent from Satna and
Flyash is collected from NTPC Thermal Power house at Unchahar (U.P).

APPLICATIONS
1. Birla Cement Khajuraho/Chetak - 43 grade Ordinary Portland Cement-
• Brick and stone masonry.
• Plastering and flooring.
• Plain and reinforced cement concrete.
• Pre-cast and pre-stressed concrete.

2. Birla Cement Khajuraho/Chetak-53 Grade Ordinary Portland Cement-

• Railway sleepers
• Pre-stressed girders and electric poles.
• M25 & above concrete.
• Roads, runways, industrial buildings, RCC bridges & lofty buildings.
• Pre-cast concrete elements

3. Birla Samrat - Portland Pozzolana Cement-

• Brick and stone masonry
• Plastering and flooring.
• Plain and reinforced cement concrete.
• Ordinary Pre-cast concrete work.

4. Birla Cement Khajuraho - Sulphate Resisting Portland Cement-

• Building near sea coast.
• Below ground, where concrete or mortar is used in foundation, aqua ducts,
canals & culverts.
• Desert conditions.
• In swampy areas for footing, plinth beams, piles etc.
• Industrial effluent treatment plant, cooling towers, chimneys, sewerage
treatment plant.
• Marine structures

5. Birla Cement Khajuraho - Low Alkali Cement -

• Bridges
• Dams
• Reservoirs

6. Birla Cement Khajuraho - IRS-T40 Cement -

12
 • Railway sleepers.

PRICING

Price is one of the important elements of marketing mixture. Various factors affecting
pricing policy of company are:-

1. Competitor’s price- competitor polices affects Birla pricing strategies and needed to
be continuously watched.

2. Market positioning-a company can earn more profit if position of their product is
good. Birla also consider brand positioning of various brands.

3. Godown stock- godown stock, market demand and supply also affect the pricing
strategies.

4. Transportation cost- company continuously trying to reduce the cost by transporting

right quantity through most suitable mode of transportation.

5. Brand image-brand image plays important role in pricing policy.

BCL is continuously trying to reduce the cost without affecting the quality of product.

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PRODUCT
Product range of Birla Corporation Limited in cement sector includes three main
types that are:-

Ordinary Portland cement

Ordinary portland cement is the most commonly used cement for a wide range of
applications. These applications cover dry-lean mixes, general-purpose ready-mixes,
and even high strength pre-cast and pre-stressed concrete.

Portland blast furnace slag cement

Portland blast-furnace slag cement contains up to 70 per cent of finely ground,

granulated blast-furnace slag, a nonmetallic product consisting essentially of silicates
and alumino-silicates of calcium. Slag brings with it the advantage of the energy
invested in the slag making. Grinding slag for cement replacement takes only 25 per
cent of the energy needed to manufacture portland cement. Using slag cement to
replace a portion of portland cement in a concrete mixture is a useful method to make
concrete better and more consistent. Portland blast-furnace slag cement has a lighter
colour, better concrete workability, easier finishability, higher compressive and
flexural strength, lower permeability, improved resistance to aggressive chemicals and
more consistent plastic and hardened consistency.

Portland Pozzolana cement

Portland pozzolana cement is ordinary portland cement blended with pozzolanic

materials (power-station fly ash, burnt clays, ash from burnt plant material or silicious
earths), either together or separately. Portland clinker is ground with gypsum and
pozzolanic materials which, though they do not have cementing properties in
themselves, combine chemically with portland cement in the presence of water to form
extra strong cementing material which resists wet cracking, thermal cracking and has a
high degree of cohesion and workability in concrete and mortar.

14
The Product and Brand names are as follows :

Units Products Brand Name

Birla cement works OPC-43G,55G,PPC Birla Cement Chetak

Chanderia Cement work Birla Cement Samrat
Satna Cement Works PPC & OPC(43 Gr.) Birla Cement Samrat
Birla Vikas Cement Birla Cement Khajuraho

Raebareli Grinding Unit Portland Pozzolana Birla Cement

Durgapur Cement Works
Durga Hitech Cement
Cement (PPC) Birla Premium Cement
Portland Slag Cement Birla Cement
(PSC) Birla Premium Cement
Portland Pozzolana Birla Cement Samrat
Cement (PPC)

Special features Birla Cement Samrat

• Low heat of hydration which prevent cracks in concrete.
• Prevent iron from corrosion due to low chloride contain.
• Resistance against water leakage.
• Ability to handle high pressure.
• Low setting time & need less water for it.
• Long life due to low magnesium and tricalcium aluminates.

15
PROMOTION
Promotion a key element ingredient in marketing campaigns consists of diverse
collection of intensive tools. Sales promotion and incentive schemes are mostly short
term and designed to stimulate quicker or greater purchase of particular product or
services by consumer on the trade. The various sales promotion methods adopted by
the company are:-

1. Advertisement through television, newspaper, hording, wall painting, calendar etc.

2. Dealers and retailers meet and training programme.

3. Architect and engineer meet.

4. Incentives schemes to dealers like cash discount, quantity discount, annual discount,
target setting, loyalty discount, annual visits to tourist places, annual gifts.

5. Dealer’s relationship programme like best seller award and other award programs.

6. Company visits to dealer’s shop.

TECHNICAL CONSUMER SERVICE CELL

Backed up with a dedicated team of highly skilled professional and experienced

application Engineers, the cell functions in an advisory capacity. Besides handling their
constructional problems the cell offers all kind of assistance and guidance in the
selection of the right cement for different application to ensure cost-effective, durable
and safe construction.

16
PLACE

Two type of distribution network mainly followed by the company are followings

1. Trade- This is available for the distributer, in this type company supply the cement
through deport or directly from the factory.

2. Non Trade- It is basically contract basis, it include contractors and government. It is

for a fix period at fix rate.

There are two methods which followed by company regarding transportation cost

1. To be billed- In this category company pay fright and transportation cost, it is

applicable in stock transfer only. The company first supply the cement to depot then
supply to the dealer.

2. To Pay- In this category supply cost is given by the stockiest or dealer. Application
in direct sale means from industry to Dealer.

75% transportation is through railway and rest through from road.

17
 OBJECTIVE AND SCOPE OF STUDY

MAIN OBJECTIVE:-
To analyze the market of Birla cement in Satna region.

SUB OBJECTIVE:-
1. To identify the leading company.

2. To identify best promotional method.

3. To study dealer’s satisfaction about Birla product.

4. To know current position of Satna market.

5. To know about the effectiveness about distribution channels.

6. To know about heavy users of cement in Satna.

7. To collect the suggestion of retailers and dealers for Improvement of Birla policies.

SCOPE OF STUDY:-
Company can use this information for the betterment of the policies and making new
strategies.

18
 RESEARCH METHODOLOGY
It’s imperative that any type of organisation in the present environment needs
systematic supply of information coupled with tool of analysis of for making sound
decision which involves minimum risk.

A research design is purely and simply the framework or plan for a study that guides
the collection and analysis of the data.

METHODS OF DATA COLLECTION

• Through interaction with retailers.
• Through questionnaires filled from the consumer and retailers.

SAMPLE DESIGN
Considering the constraints, it was decided to conduct the study based on sample size
of 100 respondents.

The selection was made through combined approach of random sampling and
convenient sampling. Scientific method was not adopted in this study because of
financial constraints and also because of lack of time, also the basic aim of doing the
research was academic, hence most convenient way was selected.

TOOLS USED
There are several methods of collecting primary data, particularly in surveys and
descriptive research. Important are:-

• Observation method.
• Through questionnaires.
• Interview method.

In this project I have used questionnaire method.

19
 RESULTS
The survey is conducted in SATNA and its nearby districts .Total number of
respondent covered under this survey is 100 which are either dealers or retailers.

In SATNA mainly five companies are in the market that are BIRLA, ACC, PRISM,
MAIHER, and JAYPEE. Prism is toughest competitor of Birla cement.

The following are company main brand in SATNA market.

COMPANY MAIN BRAND M.R.P(Rs)

BIRLA SAMART 174
ACC SURAKSHA 180
JAYPEE BULAND 178
MAIHAR FAULAD 175
PRISM CHAMPION 182

Cementing the future .

Har nirmaan ki jaan.

Majboot har pal.

20
 Vishwas se kare nirmaan.

Chtaan sa majboot khare sone ki quality.

Buland Bharat ka buland cement.

Engineers ki pehli pasand.

21
 LEADING COMPANY

COMPANY RESPONDENTS IN
FAVOUR
ACC 25
BIRLA 20
JAYPEE 18
MAHIER 09
PRISM 28

22
 LEADING BRAND

BRAND RESPONDENTS IN
FAVOUR
SURAKSHA 21
BULAND 19
SAMART 18
CHAMPION 25
FAULAD 17

23
LEADER IN SUPPLY OF CEMENT

COMPANY RESPONDENTS
IN FAVOUR
PRISM 24
ACC 21
BIRLA 20
JAYPEE 18
MAIHER 17

24
 HEAVY USERS OF CEMENT

CATEGORIES RESPONDENTS
IN FAVOUR

HOUSEHOLDER (H.H) 50
BUILDER 28
GOVT. CONTRACTOR (G.C) 14
ARCHITECTORS 00
OTHERS 08

H.H BUILDERS G.C ARCHITECT

OTHERS

25
 PURCHASING BEHAVIOUR OF CUSTOMER

DEPENDS ON

REASONS RESPONDENTS IN FAVOUR

PRICE 30
ADVERTISEMENT 10
QUALITY 33
BRAND 06
OTHER 21

26
 MOST EFFECTIVE METHOD OFSALES PROMOTION

METHODS RESPONDENTS IN FAVOUR

DEALERS, RETAILERS MEET 42
AND TRANING(D.R.M.T)
ADVERTISEMENT 28
INCENTIVE SCHEMES(I.S) 11
AWARD PROGRAMS 13
OTHERS 06

27
 BEST SOURCE OF ADVERTISEMENT

SOURCE RESPONDENTS IN FAVOUR

TELEVISION 65
NEWSPAPER,MAGZINES 16
RADIO 02
HORDING,WALL PAINTING 11
OTHERS 06

28
 BEST IN QUALITY

COMPANY RESPONDENTS IN FAVOUR

PRISM 43
ACC 26
BIRLA 18
JAYPEE 13
MAIHER 00

29
 OFFER BEST INCENTIVE SCHEME

COMPANY RESPONDENTS IN
FAVOUR
PPRISM 14
ACC 58
BIRLA 10
JAYPEE 14
MAIHER 04

30
 SATISFACTION IN PACKAGING

COMPANY RESPONDENTS IN FAVOUR

ACC 20
BIRLA 26
JAYPEE 22
MAIHER 10
PRISM 22

31
 MOST REASONABLE PRICE

COMPANY RESPONDENTS IN FAVOUR

ACC 05
BIRLA 66
JAYPEE 05
MAIHER 14
PRISM 10

SWOT ANALYSIS
32
STRENGTH:
1. BIRLA Samrat is third most preferred brand after ACC Suraksha and

JAYPEE Buland.

2. It has reasonable price in comparison to its competitor.

3. Quality of product is good.

4. Setting time and shining is better than competitors.

WEAKNESS:
1. Lack of distribution channel.

2. Lack of availability of product.

3. Low advertisement budget.

OPPORTUNITIES:
1. Boom phase in cement market.

2. Immense export opportunities.

3. Rapid infrastructure development.

THREAT:
1. Tough competition from ACC, JP, PRISM.

2. Scarcity of raw material in near future.

3. Lack of infrastructure in near future.

CONCLUSION AND SUGGESTIONS

33
Birla Cement can easily increase its market share in Satna market by giving more
attention to various element of marketing mixture. For this purpose suggestions are
followings:-

FOR PRODUCT
1. Company should more invest in R&D.

2. Company should improve packaging because some complain about the packaging is
found.

3. Company should give more training to workers about total quality management.

4. Company should organise more mansion meet, so that opinion and suggestion of
users can be known.

FOR PRICE
1. Price fluctuation is one of the complaints from dealers and retailer; company should
fix prices at least for one month.

2. Company should also give credit facilities to dealers and retailers.

3. Price of brand should be reasonable and not more than competitor’s price.

4. Company should fix certain amount of margins for dealers.

FOR PROMOTION
1. Company is for behind in comparison to its competitors in all mode of
advertisement, hence budget for it should be increased and serious attention should
paid on it.

2. Company should provide good incentives scheme to dealers and retailers.

3. Dealers and retailers meet should be organised to understand and solve their
problem, and utilised as promotional method.

FOR PLACE
1. Birla distribution channel is not so strong in comparison to others, especially in
Madhya Pradesh; hence company should pay attention to it.

2. Company should increase its number of dealers for easy availability.

3. Company should supply the cement directly to its heavy users i.e. railway.

LIMITATION

34
1. Sample size of 100 is not enough to generalise result.

2. Response is depend upon psychology of respondent.

3. The survey is geographically limited to Satna district.

4. Some of the respondent tries to hide information like sales volume.

5. Dealers take it lightly and do not show interest in providing sufficient and exact
information.

6. Some secondary data which I expect to collect from the company is not provided to
me.

REFRENCES & BIBLIOGRAPHY

35
1. MARKETING MANAGEMENT by Philip Kotlar.
2. RESEARCH METODOLOGY by C.R.Kothari.
3. MARKETING RESEARCH by Tall, Donals & Howkins.
4. www.birlacorporation,com
5. BUSINESS MAGZINES i.e Business Today, Business World.
6. NEWSPAPERS i.e Economic Times.
7. BIRLA CORPORATION LIMITED annual magazines and
reports.

8. www.acclimited.com
9. www.prismcement.com
10. www.jilindia.com
11. www.maiharcement.com

APPENDIX
QUESTIONNAIRE
36
DEAR RESPONDENT,

I am doing the survey project in Birla cement work SATNA (A

venture of Birla Corporation Limited) for my summer training .I need your expensive
time. I assure u that this survey is only for academic purpose.

Name: - __________________________

Address: -________________________

Contact: - _________________________

Q1.How many companies you are dealing for sale of cement?

1) 1
2) 2
3) 3
4) 4 or more than 4

Q.2 Which company is leading the market?

1) Prism
2) ACC
3) Birla
4) Jaypee
5) Others

Q.3 Which brand is leading the market?

1) Champion
2) Surksha
3) Buland
4) Samart
5) Others

Q.4 Which Company is best in quality?

1. Prism
2. ACC
3. Birla
4. Maiher
5. Jaypee

Q.5 Best packaging offered by which company?

37
 1) Prism
2) ACC
3) Birla
4) Maiher
5) Jaypee

Q.6 Which company is leader in supply of demand?

1) Prism
2) ACC
3) Birla
4) Maiher
5) Jaypee

Q.7 Purchasing behaviour of customer depends on

1) Advertise
2) Quality
3) Brand
4) Others
5) Prise

Q.8 Best source of advertisement.

1. TV
2. Newspaper
3. Magazine
4. Hording
5. Others

Q.9 Most effective method of sale promotion

1) Dealer meet and Training

2) Award programs
3) Advertisement
4) Incentive schemes
5) Others

Q.10 Which company has best sales promotion scheme?

1) Prism
2) ACC
3) Birla
4) Maiher
5) Jaypee

Q.11 Any suggestions for our Birla Cement Co. Ltd.

______________________________________
38
39