Declaration

I hereby declare that the following documented project report titled A PROJECT REPORT ON NETWORK PROMOTIONAL ACTIVITIES OF JAYPEE CEMENT & THEIR RELATIONAL COMPARISION WITH COMPETITORS IN DISTRICT SATNA is an authentic work done by me as a part of my study. The project was undertaken as a part of the course Curriculum of B.B.A. program, Rani Durgawati Vishwavidyalaya, Jabalpur (M.P.). This has not been submitted to any other examination body earlier.

Date: Place: Jabalpur

Mohd. Nadeem Ansari

Acknowledgement
The possibility of the completion of my project was because of the efforts, guidelines and great support of the people around me who were always there to help me whenever I needed them. I here by express my thanks to Mr. Gouarv Gupta, faculty, Regional Institute of Management & Technology, Jabalpur (M.P.) who was the guiding force throughout the Academic Project. His invaluable advice helped me to transform my ideas and hard work into reality. I would also wish to express my thanks to Mr. S. S. Sharma, Director, Regional Institute of Management & Technology, Jabalpur (M.P.) and all staff members who helped me and guided me. I would also wish to express my thanks to Jaiprakash Associates Limited (Cement Division), Rewa (M.P.) who gave me an opportunity to do summer training. I would also wish to express my sincere gratitude to Mr. G.S. Dhamija (Sr. GM - Marketing), Mr. Mukul Agarwal (Dy. Area Manager) and other staff of Jaypee Cement, Rewa (M.P.) for giving me support to do the Academic Project effectively. I would also wish to express my thanks to all the respondents who gave me their precious attention. Their ideas, critical insights and suggestions have been invaluable in the preparation of this report. Lastly, I pay my profound regard to my parents and all those whose names are not appearing here for their blessing and support to go ahead in life. Mohd. Nadeem Ansari

Contents
1. Introduction Objective of the Study Research Methodology Methods of Data Collection Scope & Limitations 2. Discussion on text Marketing An Overview Meaning of Network Promotional Activities
3. Data Analysis & Interpretation 4. Conclusion 5. Findings

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6. Swot Analysis

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7. Recommendation

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INTRODUCTION

Objective of the Study

The objectives of the study are as follows: Main Objective To know the best cement company in Satna region with better Network promotional activities for brand promotion.

Sub Objective a) To identify the leading company b) To identify best promotional method. c) To know current position of Satna market.
d) To collect the suggestion of dealers and retailers for the improvement of

Network promotional activities conducted by Jaypee Cement for their brand promotion.

Research Methodology
Meaning of Research The term Research is composed of two words Re and Search which means to search again. Research is conducted to search for new facts or to modify the existing facts. The obvious function of research is to add new knowledge to the existing store as well as to remove the misconceptions and ignorance of mankind. Thus, research is a process and means to acquire knowledge about any natural or human phenomena. It is the pursuit of the truth with the help of study, observation, comparison and experiment. Definition of research Research is the process of systematically obtaining accurate answers to significant and pertinent questions by the use of the scientific method of gathering and implementing information. -Clover & Balsely Research is a method of studying, analyzing and conceptualizing social life in order to extend, modify, correct and verify knowledge whether that knowledge aids in construction of theory or in practice of an art. -P.V.Young Meaning of Research Design Research design is a working plan prepared by the researcher before the actual start of research work. It is the conceptual structure within which research activity is conducted. It is a strategic plan of research. Research design includes an outline of what the researcher will do from writing the hypothesis and its operation to collection, analysis and interpretation of data. Example: A house builder prepares a blueprint of the entire building before commencing the actual construction.

Meaning of Sample A part of the population which is studied for making judgment about the entire population is called a sample. Different Methods of drawing a sample out of a given population have been developed by the statisticians. These methods with the help of which a sample is drawn out of a given population are called as a technique of sampling. Sample Design
1) Sample size decided : Considering the constraints, it was to conduct the study based on sample size of 100 respondents. 2) Sampling city 3) Sampling method 4) Sampling unit : : : Satna city & its nearby areas (Maihar, Amarpatan, Ramnagar, Kolgawan). Non-probability sampling, Convenience sampling. Satna district.

Methods of Data Collection

There are two methods of data collection 1) Primary Method : Through interaction with dealers & retailers. Through questionnaires filled from dealers, retailers & consumers. Websites, Magazines, Books etc.

2)

Secondary Method

Tools used for Data Collection There are several methods of collecting primary data, particularly in surveys and descriptive research. Some are as follows: Observation method. Through questionnaires. Interview method. In this project I have used questionnaire method.

Scope of Study
The scope of the project is quite wider. It would help the company to promote their cement brands in market through various Network promotional activities. It also helps the company to build a strong position of their product/brand in the mind of dealers, retailers & customer.

Limitation of the Study

Though the present study aimed to achieve the above-mentioned objectives in full earnest and accuracy, it was hampered due to certain limitations. Some of the limitations of this study may be summarized as follows 1. Getting accurate responses from the respondents due to their inherent problems were difficult. They were partial, and refused to cooperate. Since I did not had the privilege to work on a large scale, so many findings and recommendations may not be as much in tune with their ground realities as may be considered desirable. Last but not the least, the time constraint faced in the project might have affected the comprehensiveness of its findings. As student only those things are written which were originally found. Accuracy of 100% could be no guaranteed here in this report. The data is only primary data.

2.

3.

4. 5. 6.

DISCUSSION ON TEXT

Marketing An Overview
Marketing is much more than selling. Marketing is an orderly and insightful process for thinking about and planning for market. The process starts with researching the market place to understand its Dynamics, the marketer uses research to identify opportunities that is to find individual or group & people with unmet needs or a latent interest in some product or service. The marketing process involves segmenting the market and choosing that target that the company can satisfy in a superior way. The company must formulate a broad strategy and define a specific marketing mew and action plan to optimize the long run performance. Some definitions would be more helpful to understand, what is marketing:Marketing comprises both, selling and buying. -Pyle Marketing is the delivery of standard of life. -Paul Mazur Marketing is the performance of business activities that direct the flow of goods & services from producer to consumer or user. -American Marketing Association In other words, we can say that marketing means to identify consumers need & to fulfill it as well as to satisfy them. The successful completion of this project was a unique for me because by visiting many places and interacting with various persons, I achieved a better knowledge about market and survey. The experience that I gained by doing this project was essential at this turning point of my career, the project is being submitted which contains detailed analysis of the research undertaken by me.

Meaning of Network Promotional Activities

Every company wants to capture maximum share in the market by selling their products & services as maximum as possible. This would be only possible if people are aware about their products & offerings. So, to make people aware about their products & offerings, company uses network promotional activities. Network promotional activities are conducted by company at two levels: At Dealers & Retailers Level At Customers Level Here the word network has been used with promotional activities because company uses their promotional activities all around (areas which company covers to sell their products & services).

History of Cement

Manufacture of cement has a history, which traces back to millennia. The Romans who were prolific builders used burnt calcareous (calcium bearing) rocks along with pozzolanic materials in an era Before Christ. The structures built by them, like the Pantheon, are still there for us to see proving the goodness of cementations materials as input material for construction. Post industrialization and as infrastructure development started globally, demands for cement has been growing steadily both quantitatively & qualitatively. India is the second largest cement producer in the world after China and cement consumption has been growing at a CAGR of over 8% p.a. in the last five years. The group cement facilities are located in the Satna cluster, which has one of the highest cement production growth rates in India.

Big Players (Cement Companies) In Market

History of Jaiprakash Associates Limited

With a single minded focus in mind, to achieve pioneering myriads of feat in civil engineering Shri. Jaiprakash Gaur, Founder Chairman of Jaiprakash Associates Limited after acquiring a Diploma in Civil Engineering in 1950 from the University of Roorkee, had a stint with Govt. of U.P. and with steadfast determination to contribute in nation building, branched off on his own, to start as a civil contractor in 1958. Jaypee Group is the 3rd largest cement producer in the country. The groups cement facilities are located in the Satna Cluster (U.P), which has one of the highest cement production growth rates in India.

Shri. Jaiprakash Gaur Founder Chairman of Jaiprakash Associates Limited

Historical Milestones
Year 1979 1986 Event Jaiprakash Associates Pvt Ltd formed and sets foot in Iraq. Commissioning of 1st unit of 1 MTPA Jaypee Rewa Plant (JRP) in District Rewa, MP. Formation of Jaiprakash Industries Ltd (JIL) by amalgamation of Jaiprakash Associates Pvt Ltd with Jaypee Rewa Cement Ltd. Public Issue of JIL. 2,25,00,000 shares issued at a price of Rs. 10/-. JIL listed on Bombay Stock Exchange. Commissioning of 2nd unit of 1.5 MTPA Jaypee Rewa Plant. Jaiprakash Hydro Power Ltd established to operate 300 MW Baspa II HE Project. Jaiprakash Power Ventures Ltd established to operate 400 MW Vishnuprayag HE project. Bela Cement Ltd incorporated to establish 3rd Cement Plant at Bela. Commissioning of the 3rd cement plant 1.7 MTPA Jaypee Bela Plant in District Rewa, MP. 1st Captive Thermal Power Plant of 25 MW commissioned at JRP. Formation of Jaiprakash Associates Ltd (JAL) by merging JIL with Jaypee Cement Ltd. Commissioning of 2nd Captive Power Plant of 25 MW at Jaypee Bela Plant. Shares of JHPL listed on BSE/NSE. First hydropower company to be listed in the country. Signing of a joint venture agreement with Steel Authority of India Ltd for setting up a 2.0 MTPA slag based cement plant at Bhilai. Signed an agreement with the Formula One Administration (FOA) to host the very first F1 Race in India in the year 2011. Chunar and Dalla cement plants (UPPCL) in UP commissioned.

1987 1991 1992

1995 1996 2003

2004 2005 2007

2008

2009

Amalgamation of four Group Companies, namely, Jaypee Cement Limited, Gujarat Anjan Cement Limited, Jaypee. Amalgamation of Jaiprakash Power Ventures Ltd. with Jaiprakash Hydro-Power Ltd.; the name of the Company i.e. Jaiprakash Hydro-Power Ltd. changed to Jaiprakash Power Ventures Ltd. Commissioning of 2.2 MnTPA Bhilai Jaypee Cement Ltd., Satna (Madhya Pradesh). 1.2 million tonnes Jaypee Roorkee Cement Grinding Unit (JRCGU) at Roorkee, Uttarakhand.

2010

Company/Organizational Profile

Transforming challenges into opportunities has been the hallmark of the Jaypee Group, ever since its inception four decades ago. The Group is a diversified infrastructure conglomerate and has a formidable presence in Engineering & Construction along with interests in the Power, Cement and Hospitality. The infrastructure conglomerate has also expanded into Real Estate & Expressways. ENGINEERING & CONSTRUCTION The Engineering and Construction wing of the Group is an acknowledged leader in the construction of multi-purpose River Valley and Hydropower projects. It has the unique distinction of having simultaneously executed 13 Hydropower projects spread across 6 states and the neighboring country Bhutan for generating 10,290 MW power. A leader in Engineering and Construction of Hydropower projects in India, the Group has the largest market share in the Indian Hydropower, E&C and EPC sector having participated in 54% of Hydropower projects developed in 10th 5-Year Plan in different capacities. JAL is the only integrated solution provider for Hydropower projects in the country with a track record of strong project implementation in different capacities and has participated in projects that have added over 8840 MW of Hydroelectricity to the National grid between 2002 to 2009. (AN UNPARALLEL FEATURE IN INDIAN POWER SECTOR). The Group also has the distinction of executing three out of five Hydropower projects contracted on an EPC basis in the country till March

2009. Two of these, 300 MW Chamera - II and 520 MW Omkareshwar, have been completed ahead of schedule. The 900 MW Baglihar (Stage-I and II) Hydroelectric project in Jammu & Kashmir, has been set up in the challenging environment of the State with 22 million cubic meters of concrete, has been the largest EPC project executed in the country in Hydropower sector, so far. The key non-EPC projects completed across India are

1450 MW Sardar Sarovar Project, the largest water resource project in India, 1000 MW Tehri Dam, Asia's highest rockfill dam., 1000 MW Indira Sagar Power House, second largest surface power house in the country. 1500 MW Nathpa Jhakri Power House, the largest underground surface power house in the country.

POWER The Group with its operational projects of 300 MW Baspa-II (Himachal Pradesh) and 400 MW Vishnuprayag (Uttarakhand) is Indias largest private sector Hydropower producer. Besides this, 1000 MW Karcham Wangtoo project (Himachal Pradesh) is under advanced stage of implementation. In addition, with 3200 MW projects (2700 MW Lower Siang & 500 MW Hirong ) coming up in Arunachal Pradesh and 720 MW (270 MW Umngot and 450 MW Kynshi Stage II) in Meghalaya, the Group will have total Hydropower generation capacity of over 5600 MW by 2019. After having established a strong presence in the Hydropower sector the Group has initiated its entry into Thermal Power Generation, Power Transmission and also forayed into Wind Power.

CEMENT Jaypee Group is the 3rd largest cement producer in the country. The group produces special blend of Portland Pozzolana Cement under the brand name Jaypee Cement (PPC). Its cement division currently operates modern, computerized process control cement plants with an aggregate capacity of 20.60 MTPA. The company is in the midst of capacity expansion of its cement business in Northern, Southern, Central, Eastern and Western parts of the country and is slated to be a 22.80 MTPA cement producer by the year FY10 and 33.55 MTPA by FY12 with Captive Thermal Power plants totaling 702 MW. HOSPITALITY The Group owns and operates 4 Five Star Hotels, two in New Delhi and one each in Agra and Mussoorie with a total capacity of 644 rooms. Another state-of-the-art resort and SPA is being set up in collaboration with SIX SENSES at Greater Noida. REAL ESTATE AND EXPRESSWAYS The Group is a pioneer in the development of Indias first golf centric Real Estate. Jaypee Greens - a world class fully integrated complex consists of an 18 hole Greg Norman Golf Course. Stretching over 452 acres, it also includes residences, commercial spaces, corporate park, entertainment and nature in abundance. The Group is constructing 165 km long 6 lane Yamuna Expressway project from Noida to Agra and ribbon development on 6175 acres at five or more locations along the expressway for commercial, industrial, institutional, residential and amusement purposes, will also be undertaken as an integral part of the project. In addition to this, 1047 km long 8 lane Ganga Expressway from Greater Noida to Ballia (Eastern Uttar Pradesh) will also be developed by the Group which will be the largest private sector infrastructure project in India.

EDUCATION People of resources must contribute towards making a better tomorrow for all. Shri Jaiprakash Gaur ji, Founder Chairman of the Group firmly believes that quality education on an affordable basis is the biggest service which, as a corporate citizen, we can provide. Education is the cornerstone to economic development and the strength of 1 billion Indians can be channelized by education alone to build India into a developed nation. The Group currently provides education across all spectrum of the learning curve through 17 schools, 3 ITI's, 2 colleges and 3 universities catering to over 20,000 students. The Jaypee education system plans to take the vision of service to society through quality education to another plane by expanding its infrastructure to provide education to a universe of 200,000 students in less than a decade from now. SOCIAL COMMITMENTS The Group has always believed in growth with a human face and to fulfill its obligations it has set up Jaiprakash Sewa Sansthan (JSS), a notfor-profit trust which primarily serves the objectives of socio economic development, reducing the pain and distress in society.

ENVIRONMENT We at Jaypee believe that harmony between the man and his environment is the prime essence of healthy life and living. The sustenance of our ecological balance is therefore of paramount importance. Efforts are made to conserve ecological balance without any harm done to the local flora and fauna. The Group has also taken green initiatives, afforestation drives, resources conservation, water conservation, air quality control and noise pollution control and created a green oasis amidst the limestone belt at the cement complex in Rewa.

Management Structure
Board of Directors
The company is well managed under the foray of these individuals: Shri Jaiprakash Gaur, Founder Chairman Shri Manoj Gaur, Executive Chairman & CEO Shri Sunil Kumar Sharma, Executive Vice Chairman Shri S K Jain, Vice Chairman Shri A K Sahoo (LIC Nominee) Shri K P Rau (IDBI Nominee) Shri R N Bhardwaj Shri B K Goswami Shri B K Taparia Shri S C Gupta Shri S C Bhargava Shri M S Srivastava Dr. B. Samal Shri V.K. Chopra Shri Pankaj Gaur, Jt. Managing. Director (Construction) Shri Sunny Gaur, Managing. Director (Cement) Shri R K Singh, (Whole-time) Shri Ranvijay Singh, (Whole-time) Shri Shyam Datt Nailwal, (Whole-time Director) List as on: November, 2009 Company Secretary Shri H. K. Vaid

President (Corporate) Company Secretary

Subsidiaries of Jaypee Group

The Jaypee Group operates through its various subsidiaries in different business segments - Cement and Power Sector. Jaiprakash Power Ventures Limited (JPVL) The company with its operational power plants - 300 MW Baspa-II (Himachal Pradesh) and 400 MW Vishnuprayag (Uttarakhand) is Indias largest Private sector Hydropower producer and is on its way to be an integrated power producer with expansion in Thermal & Power Transmission. Jaypee Karcham Hydro Corporation Limited (JKHCL) The Government of Himachal Pradesh again invited the group for the Karcham Wangtoo a 1000 MW project. The group formulated JKHCL for this project. Still under execution, the project is to commence its operations in the year 2011. Jaypee Arunachal Power Limited The company is setting up two hydropower projects - Lower Siang Project (2700 MW) and the Hirong Project (500 MW) in Joint Venture with the Government of Arunachal Pradesh. Bina Power Supply Co. Limited BPSCL shall set up a 1250 MW (two phase of 625 MW each) coal fired Thermal Power Plant at Bina in the State of Madhya Pradesh. Jaypee Power Grid Ltd.(JPL) JPL has been formed for execution of the transmission system between Wangtoo in Kinnaur district of Himachal Pradesh & Abdullapur in Yamuna Nagar district of Haryana for evacuation of 1000 MW power from Karcham Wangtoo HEP in Himachal Pradesh. Bhilai Jaypee Cement Limited (BJCL) Incorporated in the state of Chhattisgarh as a Joint Venture with Steel Authority of India Ltd. (SAIL). The said company is to produce a 2.2

MTPA split-located Cement Plant at Bhilai in the State of Chattisgarh and at Babupur, Satna in the State of Madhya Pradesh. Gujarat Jaypee Cement & Infrastructure Limited (GJCIL) The Group has signed an Agreement with Gujarat Mineral Development Corporation Limited (GMDCL) for setting up of a 2.4 MTPA capacity cement manufacturing plant with captive power station and captive Jetty in district Kutch of Gujarat. Bokaro Jaypee Cement Limited (BOJCL) BOJCL, the second joint venture between the Company and SAIL with management control vested in the Company, is incorporated to set up a 2.1 MTPA capacity cement plant at Bokaro in Jharkhand. Madhya Pradesh Jaypee Minerals Limited (MPJML) A Joint Venture company between JAL and the Madhya Pradesh State Mining Corporation Limited (MPSMCL) to develop the Amelia (North) Coal block. Jaypee Infratech Limited (JIL) A subsidiary of Jaiprakash Associates Ltd. which would undertake the implementation of prestigious Yamuna Expressway Project comprising of 165 KM, 6 Lane Access Controlled Expressway connecting Greater Noida with Agra. Jaypee Ganga Infrastructure Corporation Limited (JGICL) JGICL a wholly owned subsidiary of the Company for implementation of the prestigious 1047 km, long 8-lane Access-Controlled Expressway connecting Greater Noida with Ghazipur- Ballia. Himalayan Expressway Ltd. The Company will undertake the construction of Zirakpur-Parwanoo Highway connecting Punjab, Haryana & Himachal Pradesh on BOT basis. The total length of the highway would be 28.690 kms. JPSK Sports Private Limited (JPSKSPL) JPSK Sports Private Limited is incorporated for developing a Greenfield state-of-the-art Sports Complex including Car Race track

suitable for Formula One race with related integrated support infrastructure including townships and auxiliary facilities.

Product Profile
Jaypee produces a wide variety of cements, which are specifically designed to cater to the customers requirements for different types of cements in each of its markets. There are various brand is to be produce by the Jaypee Cement Ltd. It is categorised into two categories1. OPC (Ordinary Portland Cement) 2. PPC (Pozzolana Portland Cement) Description 1. OPC (Ordinary Portland Cement)OPC type cement is without fly ash. It has the following characteristicsa) It is without pozzolana. b) It has high heat of hydration. c) It need more water for curing. d) Low chloride rust proof. Type of OPC (Ordinary Portland Cement)a) 33 Grade Conforming to IS: 269-1989 b) 43 Grade Conforming to IS: 8112-1989 c) 53 Grade Conforming to IS: 12269-1987 d) 53 S Grade Conforming to IRST-40(53 S) 2. PPC (Pozzolana Portland Cement)PPC type cement is with fly ash. It has the following characteristicsa) Low heat of hydration. b) Resistance to corrosive attack on steel reinforcement. c) High compressive strength. d) Improved bondage of concrete to steel. e) Long term strength gain. Type of PPC (Pozzolana Portland Cement)-

a) b)

Buland Buniyad

Type : OPS (Ordinary Portland Cement)

Type : PPC (Pozzolana Portland Cement)

Brand Ambassador of Jaypee Cement

Sachin Tendulkar Brand Ambassodor of Jaypee Cement

Success Key
PROMISE We remain committed, as a Group to strategic business Development in infrastructure, as the key to nation building in the 21st century. We aim to achieve perfection in everything we undertake and we have a commitment to excel. It is the determination to transform every challenge into opportunity; to seize every opportunity to ensure growth and to grow with a Human face that drives us. Jaiprakash Gaur Chairman

VISION STATEMENT To be dynamic and vibrant responsive to the changing economic scenario and flexible enough to absorb Environmental and physical fluctuations. Harness and inherent strength of available human resource and material have a capacity to learn from success and more than any thing else, ensure Growth with human face.

MISSION STATEMENT Our solitary Mission is to achieve Excellence in every sector that we operate in - be it Engineering & Construction, Cement, Real Estate or Consultancy. To augment our core competencies and adopt the most comprehensive modern technology to overtake the obstacles in our path of achievement. To obtain sustainable development and simultaneously enhancing the shareholders

value and fulfilling our obligations towards building a better India".

Quality Policy

Other Policy Statement

Geographical Spread Of Jaypee Group

Regional Marketing Office (RMO) Of Jaypee Group

DATA ANALYSIS AND INTERPRETATION

Dealers & Retailers Questionnaire 1. Percentage of dealers & retailers dealing in different cement brands. Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL Response (%) 33 35 16 12 04 100

40 35 30 25 20 16 15 10 5 0 JAYPEE PRISM ACC BIRLA OTHERS 4 12 33 35

JAYPEE PRISM ACC BIRLA OTHERS

Interpretation
Maximum dealers & retailers deal in Prism, i.e. 35% of dealers & retailers deals in Prism. On the other hand very few, i.e. 4% dealers & retailers deal in other brands.

2.

Percentage of average selling of different cement brands by dealers & retailers in a month. Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL Response (%) 35 32 18 13 02 100

40 35 30 25 20 15 10 5 0 JAYPEE PRISM ACC BIRLA OTHERS 2 18 13 35 32

JAYPEE PRISM ACC BIRLA OTHERS

Interpretation
An average sale per month of Jaypee Cement is maximum, i.e. about 35%. On the other hand average sale per month of other brands are only 2%.

3. According to dealers & retailers, the most important feature of Cement (Rank given). Options COST QUALITY BRAND IMAGE PACKAGING PROMOTIONAL ACTIVITIES TOTAL Response (%) 40 37 09 02 12 100 RANK 1 2 4 5 3 ---

40%
COST

37%

QUALITY BRAND IMAGE PACKAGING PROMOTIONAL ACTIVITIES

12%

2%

9%

Interpretation
40% of dealers & retailers are in favor of Cost while dealing with cement, so cost is at 1st rank. On the other hand 2% dealers & retailers are in favor of packaging while dealing with cement.

4.

Rank given by the dealers & retailers to various Cement brands with due respect to conduct Dealers Meeting, by the companyOptions JAYPEE PRISM ACC BIRLA OTHERS TOTAL Response (%) 28 30 25 17 00 100 RANK 2 1 3 4 5 ---

30% JAYPEE PRISM 25% ACC BIRLA 28% OTHERS 0% 17%

Interpretation
30% of dealers & retailers voted for Prism with due respect to conduct Dealers meet, so Prism is at 1st rank. Whereas 17% dealers & retailers voted for Birla, so Birla is at 4th rank.

5.

Rank given by the dealers & retailers to various cement brands with due respect to conduct Road shows for their brand promotion, by the company Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL Response (%) 30 28 19 23 00 100 RANK 1 2 4 3 5 ---

28%
JAYPEE PRISM ACC BIRLA OTHERS

30%

19%

0%

23%

Interpretation
30% of dealers & retailers are in favor of Jaypee Cement for conducting Road shows, so Jaypee Cement is ranked 1st. on the other hand ACC is at 4th rank with 19% of response.

6.

Rank given by the dealers & retailers to various Cement brands with due respect to provide Dealer board & Glow shine board, by a company Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL Response (%) 38 20 24 18 00 100 RANK 1 3 2 4 5 ---

20%
JAYPEE PRISM ACC BIRLA OTHERS

38%

24%

0%

18%

Interpretation
38% of dealers & retailers are in favor of Jaypee Cement for providing Dealer board & Glow shine board, so Jaypee Cement is ranked 1 st. on the other hand 18% dealers & retailers are in favor of Birla for providing Dealer board & Glow shine board, so Birla is ranked 4th.

7.

Rank given by the dealers & retailers to various Cement brands with due respect to conduct Masson meet, by the company Options JAYPEE PRISM ACC BIRLA OTHERS TOTAL Response (%) 27 30 24 16 03 100 RANK 2 1 3 4 5 ---

30% 24%
JAYPEE PRISM ACC BIRLA

27% 3%

OTHERS

16%

Interpretation 30% of dealers & retailers voted for Prism with due respect to conduct Masson meet, so Prism is ranked 1st. On the other hand other brands is at 4th rank for conducting Masson meet with 3% of response.

8.

Feedback given by dealers & retailers, regarding Customer help stall at dealers counter. Options Not held yet Helps customer to know about the feature of different cement brands It promotes the companys name & brand name Helps customer in selecting a suitable cement brand Help dealers & retailers in increasing the sale of different cement brands No feedback TOTAL Response (%) 59 10 05 06 01 19 100

Not held yet

59%
Helps customer to know about the feature of different cement brands It promotes the companys name & brand name Helps customer in selecting a suitable cement brand

19% 1% 6% 5%

10%

Help dealers & retailers in increasing the sale of different cement brands No feedback

Interpretation 59% of dealers & retailers said that Customer help stall at dealers counter has not been held yet. On the other hand 1% dealers & retailers said that Customer help stall at dealers counter helps them in increasing the sale of different cement brands.

9.

Advice/Suggestion given by the dealers & retailers for Jaypee Cement (Options not given). Suggestions 1. Price is not stable in market, which should be stabilized. 2. In some areas there are problems regarding supply, so that problem should be removed.
3. There is limitation on the number of masons during Mason meet that

limitation should be removed. 4. Increase in incentive scheme.

5. The quality of Jaypee Cement is good but the blackness of cement (fly

ash) is more that should be improved.

6. Future security like insurance policy should be provided to them.

Customers Questionnaire 1. Percentage of people (cement users) ever visited in any of the activities conducted by cement companies, at customer level. Options Customer camp Customer help stall at dealers counter Customer meets No TOTAL Response (%) 15 10 00 75 100

75%

Customer camp

Customer help stall at dealers counter

Customer meets

No 0% 10% 15%

Interpretation
75% of people (cement users) visited Customer camp. On the other hand 10% people visited Customer help stall at dealers counter.

2.

Cement brands which are offering better activities, at customer level Options JAYPEE PRISM ACC BIRLA OTHERS ALL ARE EQUAL TOTAL Response (%) 16 19 10 13 00 42 100

13% 10%

0%

JAYPEE PRISM ACC

19%

42%

BIRLA OTHERS ALL ARE EQUAL

16%

Interpretation
42% of people (cement users) said that all brands are equal with due respect to provide better activities at customer level. On the other hand, 10% people (cement users) voted for ACC.

3.

Advice/Suggestion given by the customers, for Jaypee Cement (Options not given). Suggestions 1. The cost of Jaypee cement is quite high as compared to other cement brands. So cost of Jaypee cement should be minimized. Other cement companies are organizing Customer meets once in a year but Jaypee cement is not doing so. Jaypee cement needs to organize customer meets. Supply in rural areas is not very good. So we have to prefer other cement brands for construction. Supply needs to be improved.

2.

3.

CONCLUSION & FINDINGS

Conclusion
After the whole data analysis and interpretation, some interesting conclusions are drawn out. These conclusions give the new part to this project. After the survey, it is found that, maximum dealer & retailers deal in Prism & Jaypee Cement, i.e. about 35% of dealers & retailers deal in Prism & 33% of dealers & retailers deal in Jaypee Cement. On the other hand few dealers & retailers deal in ACC, Birla and other brands, i.e. about 16% of dealers & retailers deal in ACC, 12% of dealers & retailers deal in Birla and 4% dealers & retailers deal in other brands. After the survey, it is found that the average sale per month of Jaypee Cement & Prism is maximum. The average sale per month of Jaypee Cement is 35%, whereas the average sale per month of Prism is 32%. On the other hand the average sale per month of ACC is 18% and for Birla the average sale per month is 13%. The average sale per month of other brands is very less, i.e. 2%. After the survey, it is found that 40% of dealers, retailers and cement users (govt. contractor, builders, householders etc.) are in favour of cost while dealing with cement brands, so cost is ranked 1st. Many dealers, retailers and cement users (govt. contractor, builders, householders etc.), i.e. 37% are in favor of quality, so quality is ranked 2nd. 12% of dealers, retailers and cement users (govt. contractor, builders, householders etc.) are in favor of promotional activities done by cement companies, so it is ranked 3rd. On the other hand very few dealers, retailers and cement users (govt. contractor, builders, householders etc.) are in favor of brand image and packaging, i.e. 9% of dealers, retailers and cement users (govt. contractor, builders, householders etc.) are in favor of brand image and 2% dealers, retailers and cement users (govt. contractor, builders, householders etc.) are in favor of packaging. So brand image and packaging is at 4th & 5th rank respectively.

After the survey, it is found that about 30% of dealers & retailers are in favor of Prism for conducting Dealers Meet, so Prism is ranked 1st for conducting Dealers Meet. On the other hand Jaypee Cement is at 2nd rank for conducting Dealer Meets with 28% of response. ACC is at 3rd rank with 25% of response and Birla is at 4th rank with 17% of response. After the survey, it is found that about 30% of dealers & retailers are in favor of Jaypee Cement for conducting Road Shows, so Jaypee is at 1st rank for conducting Road Shows. According to 28% of dealers & retailers Prism is good with due respect to conduct Road Shows, so Prism is at 2nd rank. On the other hand Birla is at 3rd rank and ACC is at 4th rank for conducting Road Shows with 23% and 19% of response respectively. After the survey, it is found that Jaypee Cement is at 1st rank for providing Dealer board & Glow shine board with 38% of response. 24% of dealers & retailers are in favour of ACC for providing Dealer board & Glow shine board, so ACC is at 2nd rank. On the other hand Prism is at 3rd rank for providing Dealer board & Glow shine board with 20% of response. Besides this 18% of dealers & retailers are in favor of Birla for providing Dealer board & Glow shine board, so Birla is at 4th rank. After the survey, it is found that 30% of dealers & retailers are in favor of Prism for conducting Masson Meet, so Prism is at 1st rank with due respect to conduct Masson Meet. On the other hand 27% of dealers & retailers are in favor of Jaypee Cement for conducting Masson Meet, so Jaypee Cement is at 2nd rank; Birla is at 4th rank for conducting Masson Meet with 16% & other brands are at 5th rank with 3%. After the survey, it is found that, according to 59% of dealers & retailers Customer help stall at dealers counter has not been held yet near their shops. Surprisingly 19% of dealers & retailers refused to give their feedback. 10% of dealers & retailers suggested that Customer help stall at dealers counter helps customer to know about the feature of different cement brands. Whereas 6% of dealers & retailers suggested that Customer help stall at dealers counter helps customer in selecting a suitable brand. According to 5% of dealers & retailers Customer help stall at dealers counter promotes the companys name brand name. Very few i.e. 1% dealers & retailers suggested that Customer help stall at dealers counter helps them in increasing the sale of different cement brands.

After the survey, it is found that 75% of people (cement users) have not visited to any of the activities which are conducted by cement companies at customer level. On the other hand 15% of people (cement users) have made their visit to Customer camp. Very few people (cement users) have made their visit to Customer help stall at dealers counter. Surprisingly no people (cement users) have attended customer meets. After the study, it is found that, according to 42% of people all cement companies are equal with due respect to provide better activities at customer level. 19% of people are in favor of Prism for providing better activities at customer level. Besides this 13% and 10% of people are in favor of Birla and ACC respectively for proving better activities at customer level.

Findings
After completing the survey many interesting things have been found by me. As per my findings I found the following: 1. Almost all dealers & retailers deal in all kinds of cement brands but most of them like to deal in Jaypee & Prism. Dealers & retailers who deals in Jaypee & Prism said that Jaypee & Prism is very close/near to market so there is an ease of supply, people are also aware of these companies, so cement of Jaypee & Prism is demanded more by them as compared to other cement brands. It is found that the average sale per month of Jaypee & Prism by dealers & retailers is comparably more than other cement brands. According to many dealers & retailers Prism is demanded more but this is limited to Satna city only. On the other hand Jaypee is demanded more not in Satna city only but also its nearby areas like Amarpatan, Ramnagar, Maihar, etc. Maximum dealers & retailers are of the view that in market only those cement brands are preferred most by people (cement users) which has reasonable cost & good quality. Few dealers & retailers said that they were selling the cement of Jaypee & Prism only because of better Network promotional activities by company for them. According to many dealers & retailers, Dealers Meeting of Prism is good because it takes place at regular interval also the problem faced by dealers & retailers is solved soon by the company during dealers meet. On the other hand Jaypee also conduct Dealers meeting regularly like Prism but they take more time in solving problems faced by us. It is found that Road Shows has not been conducted by any of the cement company so long but still maximum dealers & retailers are in favor of Jaypee & Prism. Very few dealers & retailers are in favor of ACC & Birla.

2.

3.

4.

5.

6.

Jaypee & ACC is favored more by dealers & retailers for providing Dealer Board & Glow Shine Board. Prism, Birla & other brands are also providing Dealer Board & Glow Shine Board to dealers & retailers but many of them has complaint about their quality & size. According to many dealers & retailers, Dealer Board & Glow Shine Board of Jaypee & ACC are known for its uniqueness besides quality, size, and color. All cement companies are conducting Mason Meet on regular basis. But it is found that many dealers, retailers & masons are in favor of Prism because there are no limitations on the number of masons during Mason Meet. While there is limitation on the number of masons during Mason Meet conducted by Jaypee but still Jaypee is favored by so many dealers, retailers & masons. On the other hand very few dealers, retailers & masons are in favor of ACC, Birla & others. All cement companies have not conducted Customer help stall at dealers counter so far in Satna & its nearby areas. According to dealers & retailers all cement company should organize Customer help stall at dealers counter as it helps in promoting the companys name & brand name, helps customer to know about the feature of different cement brands, helps customer in selecting a suitable cement brand & finally it help dealers & retailers in increasing the sale of different cement brands. From the study it is also found that maximum no. of cement users (govt. contractor, builders, householders etc.) are not aware of such activities which is conducted by cement companies for them (at customer level). During the study it is found that almost all cement companies are equal according to many cement users (govt. contractor, builders, householders etc.) with due respect to conduct activities at customer level.

7.

8.

9.

10.

SWOT ANALYSIS

SWOT Analysis
SWOT Analysis is an effective way of identifying your strengths and weaknesses and of examining the opportunities and threats. STRENGTHS a) Potential market is closed to the factory. b) Establishing brand-historical advantage. c) Consistent good quality of cement. d) Prompt Customer Service. WEAKNESSES a) Dealers are facing Billing problem by the company. b) Price of Jaypee Cement high in comparison to other competitors. c) Lack of awareness programme for consumers. They think Jaypee uses more fly ash. d) Not able to supply material on regular basis. OPPORTUNITIES a) Well establish brand will be helpful in increasing sales. b) Growing market.

c) Strong infrastructure requirement for the development of the country

and the country will develop in absolute swiftness.

THREATS a) Though competition from Prism & ACC.

b) Other brands like Prism and ACC provide maximum profit to both
customers as well as to dealers & retailers.

c) Dealers expect more margins of profit and incentive to sell Jaypee

Cement.

Recommendation
1. The population of rural areas is not very educated. They always require a suggestion of dealers & retailers, masons and friends. So, company should arrange a meeting (customer meets) for them with dealers & retailers and other experienced users (govt. contractor, builders, householders etc.) of Jaypee cement for at least 1 or 2 months in year. In some areas of Satna the supply is weak so more attention should be paid by company on supply. Price fluctuation is one of the complaints received from maximum dealers & retailers. So company needs to fix prices at reasonable cost & not more than competitors price. In quality there is a problem of fly ash. So company should focus on the quality of production (cement). There is limitation on the number of masons during Mason meet. Company should remove such limitations. Activities at customer level have not been conducted so far. Company should conduct such activities on regular basis. Company should invest more in R&D.

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7.

ANNEXURE

Bibliography
1. Kotler Philip, Marketing Management, Prentice Hall Publishers, 11th

edition.
2. Kothari C.R., Research Methodology New Age International (P) Ltd.,

Publishers, 2004 edition.

3. Bagavati & R.S.N.Pillai, Modern Marketing, S. Chand & Company Ltd.,

2004 edition. 4. www.google.com 5. www.scribd.com 6. www.jalindia.com 7. Business Magazines.

Questionnaire
DEAR RESPONDENT, I am doing the survey project in Jaypee Associates Ltd. (Cement division), Rewa (MP) for my summer training. I need your expensive time. I assure you that this survey is only for academic purpose. Mohd. Nadeem Ansari Name of the firm: Name of person: Type of seller: Contact no.: Date of visit: ____________________________________ ____________________________________ a) JAP member b) Other dealer c) Consignee ____________________________________ ____________________________________

Q1.

In which of the following cement brands do you deal? a) Jaypee Cement c) Birla d) Other b) ACC c) Prism

If Other then specify the brand _____________________________________________

Q2.

What is the share of selling the following cement brands by you in a month? CEMENT BRANDS Jaypee Cement ACC Birla Prism Other SHARE OF SELLING (MT)

Q3.

While dealing with cement, how important are the following features? Please give rank. FEATURES OF CEMENT BRAND Cost Quality Brand Image Promotional activity for network Packaging RANK

Q4.

Give your rank to the following cement brands with due respect to conduct Dealers meeting by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1st to that cement brand ________________________________________________________________

Q5.

Give your rank to the following cement brands with due respect to conduct Road shows for their brand promotion by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1st to that cement brand

________________________________________________________________

Q6.

Give your rank to the following cement brands with due respect to provide Dealer board & Glow shine board by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1st to that cement brand ________________________________________________________________

Q7.

Give your rank to the following cement brands with due respect to conduct Masson meet by a company? CEMENT BRAND Jaypee Cement ACC Birla Prism Other RANK

Please specify the reason for ranking 1st to that cement brand ________________________________________________________________

Q8.

Give your feedback regarding customer help stall at dealers counter. How it helps your business? ________________________________________________________________ ________________________________________________________________

Q9.

Advice/Suggest some activity which you think that we should do for you? ________________________________________________________________ ________________________________________________________________

TO BE FILLED BY CUSTOMERS

Q1.

Do you ever visited in any of the following activities conducted by the cement companies at customer level? ACTIVITIES AT CUSTOMER LEVEL Customer camp Customer help stall at dealers counter Customer meets If yes then specify the companys name _____________________________________________ YES NO

Q2.

Which of the following cement brands are offering better activities at customer level? a) Jaypee Cement c) Birla d) Other b) ACC c) Prism

If Other then specify the brand _____________________________________________

Q3.

Advice/Suggest something new that we should do at customer level to promote our cement brand? ______________________________________________________________________ ______________________________________________________________________