Find out potential market for industrial burners and gas systems

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PROJECT REPORT
ON
FIND OUT POTENTIAL MARKET FOR INDUSTRIAL BURNERS
AND GAS SYSTEMS IN AGRA, FIROZABAD AND KANPUR
REGION .
SUBMITTED BY
MUKESH SANDANSHIV
IN PARTIAL FULFILLMENT
OF
DEGREE OF MASTER OF BUSINESS ADMINISTRATION
INDUSTRIAL GUIDE PROJECT GUIDE
Mr. RAHUL GUJAR Mr. RAJESH
VHATKAR
Mr. MILIND BAVA

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INDEX
CHAPTER NAME PAGE NO
1) INTRODUCTION 1 - 6
2) REPORT OVERVIWE 7 - 10
3) PROFILE 11 - 17
4) FACTS & FIGURES 18 - 29
5) CONCLUSION & RECOMMENDATIONS 30 - 32
6) ANNEXTRE 33 - 35

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ACKNOLEDGEMENT
I wish to acknowledge his gratitude for the valuable suggestion and
information provided, to Mr. Rahul Gujar, Mr. Milind Bava and other
staff members of marketing department of Eclipse Combustion Pvt. Ltd.
Who spared their valuable time providing core inputs about market.
The student also wishes to express his proform
gratitude and in-depthness towards Dr. Sharad Joshi, Director,
Vishwakarma Institute of Management and Mr. Rajesh Vhatkar, Project
guide for all the encouragement, inspiration and valuable suggestions as
and when required. He has been greatly instrumental in providing shape
of the report.
I am also grateful to all those who helped me conceiving, designing
and drafting my project without whom this project wouldn t have been
materialized.

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MUKESH SANDANSHIV
EXECUTIVE SUMMERY
PROJECT FIND OUT MARKET POTENTIAL FOR
INDUSTRIAL BURNERS AND GAS SYSTEMS
IN AGRA, FIROZABAD AND KANPUR
REGION.
COMPANY ECLIPES COMBUSTION PVT. LTD.
DURATION 2 MONTHS
OBJECTIVES
1. To assess the demand of burners and gas
systems in Agra, Firozabad and Kanpur region.
2. `To understand market dynamics and demand
scenario of Agra, Firozabad, Kanpur region.
3. To suggest the changes needed in their current
marketing strategy for enhancing revenues and
improvising customer delight.
The above research is divided into five chapters:-

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The first chapter of the report is titled INTRODUCTION,
wherein the researcher has given a brief introduction to ECLIPES
COMBUSTION PVT. LTD.
The second chapter of report is REPORT OVERVIWE,
which include the Title, objective, and significance, research
methodology employed by researcher, of the research.
The third chapter of the report is titled PROFILE where in the
researcher has presented a brief introduction of region
The forth chapter titled FACTS & FIGURES the researcher
has given the present statues of Market
The fifth chapter titled CONCLUSION &
RECOMMENDATIONS,
Where in the researcher has analyzed the collected data and has
made certain conclusion recommendations and the SOWT analysis
those of it to, increase Market share.
The sixth chapter is followed by ANNEXTRE, where the
researcher has present the questionnaire

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COMPANY PROFILE
Eclipse, Inc. is a worldwide manufacturer of products and systems
for industrial heating and drying applications. It designs and
manufactures a wide variety of gas and oil burners, recuperators and
heat exchangers, complete combustion systems, and accessories for
combustion systems. Eclipse Inc. offers its customers an excellent
single source for design, installation, and service for total
combustion needs, supported by expert application engineering
services.... anywhere in the world.
Eclipse Combustion Pvt. Ltd. is a wholly owned subsidiary of
Eclipse Inc. It is an ISO 9001 company, which gives prime
importance to quality. The company is a world leader, with principal
manufacturing and R&D centered in the USA and assembly facilities
strategically located in Pune. It is in the process of setting up an All
India sales & marketing network.
THE BRANDS OF ECLIPSE, INC.

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ECLIPSE COMBUSTION BRAND INFORMATION
Eclipse Combustion designs and manufactures a wide variety of gas
and oil burners, recuperators and heat exchangers, complete
combustion systems, as well as accessories for combustion systems.
Eclipse Combustion is widely recognized as the world leader in low
emission burner technology. Our Minnox, Winnox and ThermJet
burners set new global standards for NOx, CO and aldehyde levels.
Our global structure enables us to help our customers compete in the
international marketplace, everyday, in every industrialized country.
To facilitate that effort, we have established and staffed over 80 sales
and engineering offices in major cities and countries around the
world. The resources of these facilities are available to you around
the clock. They exist to provide you with the best products and
services possible.
Major Product Groups:
Air heat Burners
Furnace Burners
Immersion Burners
Infrared Burners
Air and Fuel Supply Component

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COMBUSTION TEC BRAND INFORMATION
Combustion Tec supplies complete combustion systems to all
segments of the glass, ceramic, and primary metals industries for use
on regenerative, recuperative, unit melters, and oxygen-fuel fired
furnaces. More than 700 major glass furnaces, worldwide, use
Combustion Tec equipment.
The company's range of products varies from burners to complete
fuel combustion systems for use with gas, oil, or a combination of
the two. Combustion Tec's Primefire®
series burners are multi-fuel
oxygen burners. Several burner types are available for different
firing positions, and all gas burners are adjustable, providing for a
degree of control over the flame length and luminosity. Combustion
Tec designs, provides equipment, installs, and services complete
systems, including closed circuit TVs (CCTV) for high temperature
applications, to meet the customer's specific combustion system
needs.
Oxy Fuel Burners & Systems
Special High Temperature Systems
Process Controls & Computer Modeling
Dual Fuel Air Burners
Emission Control Technologies

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EXOTHERMICS BRAND INFORMATION
Since 1976, Exothermics has been the leading source of
reliable, high-quality, heat exchangers for industrial equipment
manufacturers and industrial end-users around the world.
Exothermics World Class Heat Exchangers have been used in every
industry that uses heat to process, dry, cure, bake, or finish their
product. Industries that have used Exothermics exchangers include
the automotive, textile, plastics, rubber, glass, pharmaceutical, food,
paper, printing, metal finishing and the pollution control industry.
Exothermics heat exchangers, compactly built, are crafted from
durable stainless steel, aluminum or other exotic alloys. The quality
of these materials, coupled with sound, state-of-the-art welding and
other innovative manufacturing techniques, is what makes the
Exothermics unit so incredibly efficient, resilient and maintenance
free. Every heat exchanger design is laboratory tested to ensure it
meets design specifications and performance expectations.
Air to Air Plate Heat Exchangers in Aluminum, Stainless Steel
and Special Alloys
Air to Air Insulated Plate Heat Recuperators
Tubular Type Air to Air Heat Recuperators

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ALGAS-SDI BRAND INFORMATION
Algas-SDI is the world's leading producer of LPG vaporizers, with
the resources and products to provide the solution to any energy
challenge.
Designing, producing, and marketing high quality, reliable products
is our focus, from small gas fired or electric vaporizers to compact
packaged systems to large fully engineered and integrated utility
systems. Working with a commitment to continuous improvement,
Algas-SDI has proven its ability to blend new technologies with
years of industry experience.
Diversified Vaporizer Line
LPG/Air Venturi Mixers
Packaged Modular Vaporizer/Mixing Systems
Accessories and Control Systems
Ammonia Vaporizers and Accessories

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SOME OF THE MAJOR CUSTOMERS OF ECLIPSE
COMBUSTION:
Bharat Forge Ltd.
Bokaro Steel Plant
Crompton Greaves
DGP Hinoday
Indian Railways
Gujarat Glass Ltd.
L&T Ltd.
Gujarat Rubber
Maruti Udyog Ltd.
Bajaj Auto Ltd.
General Motors India Ltd.

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TITLE OF THE RESEARCH
Find out market potential for industrial burners and gas systems in
Agra, Firozabad and Kanpur region.
OBJECTIVES OF THE RESEARCH
To assess the demand of burners and gas systems in Agra,
Firozabad and Kanpur region.
To understand market dynamics and demand scenario of Agra,
Firozabad, Kanpur region.
To suggest the changes needed in their current marketing
strategy for enhancing revenues and improvising customer
delight.
SIGNIFICANCE OF THE RESEARCH
To The Company
The researcher would not only enable the company to
identify the existing demand of the products but at the same time the
company will have firsthand information about the effectiveness of
the present marketing strategy.
It can also consider the suggestive mechanism presented by
the researcher and thereby improve its present system so that it can
be used more effectively in future.

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To the Researcher
The researcher would enable the student to get the practical
insight of the marketing processes and practices applied.
Its in-depth study and analysis would provide him
confidence in future endeavor, as the researcher wants to pursue his
career in marketing field. The research would significantly help in
understanding market practices, methodologies and strategies to deal
with changes in macro and micro environment.
RESEARCH METHODOLOGY
The research was conducted in three phase. The various phases were
as follows
FIRST PHASE
The researcher scanned various journals, magazines, monthly report,
brochure, internet and other secondary materials to gain insight in the
company s operations. He also studied various textbooks to achieve a
thorough understanding of the concepts related with market research.
The researcher also collected information from the staff of Marketing
department on various issues concerning the project and other
relevant information.
SECOND PHASE
The researcher collecting all pertaining data of the existing and
potential buyers of the company

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Judgment Sampling : Though the client base of the company was not
very large, but customers were ranging from bulk to very small as
also were casual and consonant, scattered over a large area.
Judgment sampling was made in co-ordination with marketing team,
so as to cover all major potential buyers.
Data collection: is one of the most important aspects of marketing
research and study. The method used by the researcher for data
collection was a combination of questionnaire and personal
interviewing methods i.e. a structured questionnaire was carefully
prepared and to have larger and better response, personal interview
method was adopted. The questionnaire consisted of wide range of
questions to cover all information regarding the end use of the
product, type of fuel used, type of industry, number of burners used
etc.
Data analysis: The collected data has been analyzed in order to get
pertinent information from the data. It has been done in the following
steps:
1. Compilation and grouping of the data.
2. Editing of the data for ensuring the errors and omission in the
data collection process.
Classification was done based on attributes into following
categories
Name of company and address
Type of industry
Use of burners
Type of fuel
Satisfaction level
Future requirements

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Conversion of oil to gas
Standby LPG system
Use of vaporizer and mixer
Tabulation -charts were made, to draw meaningful inferences from
the data collected in the questionnaire.
THE FINAL PHASE
The researcher compiled the data collected in a systematic manner
and analyzed it. The researcher interpreted certain facts on the basis
of the analysis, which he has presented in the reports. At the same
time he suggested some measures, which the company may consider
to improve its current market share.
The research is descriptive as well as analytical in
nature. First of all the researcher has presented the current market
supply and then analyzed it on the basis of the data collected and
compared with the existing market demand.

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Uttar Pradesh Industry Map

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INDUSTRIAL ZONES VISITED
AGRA FIROZOBAD
Type of
Industry
Glass Diesel eng Paper Foundry Valve Mfg Piston Mfg
% of
companies
37 18.75 13 6.25 6.25 6.25
DIFFRENT TYPE OF INDUSTRYES
GLASS DISEL ENG PAPER
FOUNDRY VALVE Mfg PISTON MADE

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FIROZABAD:-
Firozabad is a small place and a small town in Uttar Pradesh, 60
km. away from Agra. Except glass industries there is no any other
industry which can help to grow the city. There are near about 100
small scale and big glass industries located in and around the place
which manufacture bangles, bottles, pots and other decorative glass
items. The main reason for location of these many industries is that
Firozabad is famous for bangles from historical times. Hence the
availability of such workers facilitates it.
In Firozabad, natural gas arrived 6 years ago and is available
in very cheap rate. So all industries use natural gas, minimum 10
burners in each. But the basic problem is that all big as well as small
industries use local made burners mostly produced by them. The
reason being that even such cheap ones do the same work then why
go for expensive company made burners. Some people are ready to
modify and use company- made burners but they want some
technical advice about the benefits of these burners for them. If the
branded burners save some fuel then these people surely will go for
company made burners. For that they want comparative studies of
local made and guaranteed burners with demos.
We got a huge market from this region because each
company uses at least 4 burners while many big companies use 16 to
20 burners making it a huge potential market for burner segment. An

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important thing I notice in this area is that everyone follows suit to
others enhancement. This proves that if we are successful to put up
our burners in 3-4 big factories automatically many others make up
their minds to accept our burners. Only one thing that I want to
suggest is that we have to hard work at primary level.
There is no market for our ALGAS sector.
Few Big Companies in This Area:
OM GLASS WORKS
JAGDAMBA GLASS
HIND GLASS INDUSTRIES
MELANIUM GLASS INDUTRIES
S.L.G.L GROUP

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AGRA:
It is a district place in Uttar Pradesh. Basically it is famous as
tourist place, Taj Mahal being situated here.
Agra is not a big industrial area. Basically, there are small
scale industries located here like:
Metal Industries
Block Piston Industries
Generator Accessories
Nunihai is an industrial area in Agra. All the companies are located
here. Natural gas is available since last 6 years but I don t think that
we may get potential market in this region for our both burners and
Algas segments.

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KANPUR:
Kanpur is a district place in UP. It is known as industrial capital of
the state. It is a big industrial area. There are various types of
companies located in this area like:
Metal Industries
Chemical Industries
Food Industries
Leather Industries
Pharmaceuticals
Major company in Kanpur is LML.
In Kanpur
1. Dada Nagar
2. Panki
3. Govindpur
are the major industrial areas.

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Type of
Industry
Plastic Metal Food Elect Paint Auto Chem. Paper
% of
companies
37 18.75 13 6.25 6.25 6.25 6.25 6.25
DIFFERENT TYPE OF INDUSTRISES
37%
18.75%
13%
6.25%
6.25%
6.25%
6.25%
6.25%
PLASTIC METAL FOOD ELE PAINT AUTO CHEM PAPER
The companies here use various types of fuels. Metal industries use
coal as major fuel. Biscuit industries use electricity and some
chemical and plastic companies use LPG as fuel but they all are
already setup their systems so right now we don t have good market
for our product. One good opportunity which we can get after six
months is that natural gas will arrive there. At that time near about all
companies will convert their existing fuel systems into natural gas
making it a good market for our products so we have to keep in mind
that we have to do study of all types of companies in Kanpur

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KANPUR:
Type of fuel used for burners in region:-
Type of fuel FO ELECTRICAL COLE DIESEL LPG
No. of companies 75% 50% 6% 6% 19%
TYPE OF FUEL USED
50%
6%6%
19%
19%
ELECTRICAL COLE FURNACE OIL DIESEL LPG
The above pie chart shows that in this region because of absence of
natural gas users are users are using various type of fuel in that 50%
users electricity as a fuel and some of them are LPG, diesel, Furnace
oil etc

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Type of burners used in region:-
Type of Burner Branded Electrical Unbranded
No. of companies 7 6 2
-
1
2
3
4
5
6
7
BRANDED ELECTRICAL UNBRANDE
TYPES OF BURNER
Series1 THRMAX RELO EXOTHARM
EROTHRM ETALI FORBE WESMAN
As shown in above figure various type of burners are using in this
region. In that 44% branded non electrical of different foreign and
Indian burner are using , 37% electrical and 19% unbranded are
using .

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Future requirements for burner:-
Future Requirements YES NO
Percent 18 82
18%
82%
0% 20% 40% 60% 80% 100%
YES
NO
FUTURE REQUIREMENTS
% OF COMPANIES
The above fig. shows that future requirements are very less. We have
already seen in above graph that many of them are using electrical
burner and because of that future requirement are less for our burners
that is only 18%

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Expansion plan of company:-
EXPANTION PLAN YES NO
PARSENT 19 81
EXPANSION PLAN
81%
19%
NO YES
Above fig. shows that only 19% companies having expansion 81%
companies don t have any expansion plan right now

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Future requirements of vaporizer or LPG system:-
%OF Companies 81 19
87%
13%
0%
20%
40%
60%
80%
100%
NO YES
Future requirements of vaporizer or LPG system
% OF COMPENIES
87% of the companies visited; do not have any future requirements
of vaporizer or LPG system, only 13% of companies have future
requirements.

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AGRA FIROZOBAD
Type of fuel used for burners in region:-
Type of fuel NATURAL GAS
No. of companies 100%
TYPE OF FUEL USED
100%
NATURAL GAS
The above pie chart show all users are using natural gas as fuel
because Govt. is providing natural gas in that region and that is very
cheap as compare other fuel

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Type of burner used in different region:-
Type of Burner Unbranded Branded
No. of companies 86% 14%
86%
14%
0%
20%
40%
60%
80%
100%
TYPE OF BURNER
UNBRANED BRANDED
The above pie chart shows that in this region 86% users are using
unbranded burners and remaining 14% user are using branded
burners but those are Indian made. No one is using foreign made
burners

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Satisfaction from existing burners:-
SATISFIED YES NO
PERCENT 64 36
64%
36%
0%
10%
20%
30%
40%
50%
60%
70%
SATISFATIED UNSATISFIED
SATISFACTION
%OF OF COMPANIES
Nearly 64% of the companies are satisfied with the working of
the existing burners whereas the rest 136% of the companies are
dissatisfied with the working of existing burners

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Future requirements of burner :-
%OF Companies 81 19
19%
81%
0% 20% 40% 60% 80% 100%
NO
YES
FUTUR REQUIREMENTES
% OF COMPANIES
In this region most of companies are using local or own made
burner and because of that they are ready to accept some thing new
which is give benefit to their company so we have generate 81%
requirements from visited companies other 19% are don t have any
requirements right now

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Expansion plan of company:-
EXPANSION PLAN YES NO
%OF Companies 22 78
EXPANTION PLAN
78%
22%
NO YES
Only 22% having expansion plan 78% companies don t
have any expansion plan right now

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SWOT ANALYSIS
STRENGTH:
1. Large product line
2. Collaboration of 4 such big companies
3. Multinational branding
4. Strong existing customer list for reference
5. All type of heat related components, accessories and systems.
6. Modified products
WEAKNESSES
1. High price of products.
2. Small marketing team
3. Less number of regional offices
4. Lack of research
5. Lack of product awareness

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OPPURTINITIES
1. Use potential market in Agra, Firozabad region
2. Less brand competitors
3. Natural gas will be available within six months in Kanpur region
4. No research in the above mentioned regions by fellow
competitors
THREATS
1. More use of local made burners in Firozabad, Agra region.
2. Use of electricity as fuel due to absence of natural gas in Kanpur
region

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CONCLUSION
1. Mostly small; scale industries are situated in Agra, Firozabad
region. Because of that they are using local made burners and they
are not ready to use branded, expensive burners.
2. Mostly glass companies are located in this area and in one
company they use minimum 6 and maximum 20-30 burners. As a
result a potential market is available here.
3. No other branded company has done research and tried to enter
this region which makes it an open market for our burner
segment.
4. Various big and small scale companies are located in Kanpur
region and they use branded burners so we have maximum
competition in this region.
5. They have already setup their systems and most of them are not
ready to change their existing systems and we are on entry level
so we have to do hard work for entering in the market of Kanpur
region.
6. Many companies prefer to use electricity as fuel over natural gas
due to its absence in Kanpur region.

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RECOMMENDATIONS
To compete with the local made burners, Eclipse should also
try to maintain competitive price with a better quality and
service which will certainly help it in getting large market
share.
Another recommendation is that Eclipse should open its offices
in all big industrial zones, which will help it in providing
timely service to the customers
To increase the market share of our company s burners, it is
needed to make people aware about our company and
advantages of using our company burners over local made
burners. It is needed to do more personnel selling,
presentations and advertising in magazine and directories,
direct mails .and .with some demo of comparative study of
local made and our burner

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Eclipse should focus more on medium and big scale industries
because there it is easy to enter in the market.
Eclipse should target the areas where Natural Gas pipeline is
going to come, as there will be a huge market which can be
tapped
To increase the share of Algas-SDI, it is needed to make
people aware about advantages of using Gas as fuel over Oil.

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QUESTIONNAIRE
Name of the Company:
Address:
Contact person (Designation):
Phone number:
E-mail:
Type of Industry:_____________________________
Are you using burners?
Yes No
Which fuel are you using? __________________________
Existing burner information:
1. Make:____________________
2. Quantity of Burners/Furnaces: ____________
Are you satisfied from the existing burner system?
Yes No
Reasons: ________________________________________________
Do you have any future requirements of burner/heating systems?
Yes No
Do you have any expansion plan?
Yes No
Details about expansion
plan:___________________________________
Do you have any conversion plan from oil to gas?
Yes No

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Algas-SDI
Type of fuel:
LPG Natural Gas
Are you using standby LPG system? (For NG user)
Yes No
If yes, are you using LPG vaporizers?
Yes No
Are you using LPG/Air mixer?
Yes No
If using vaporizer, details of LPG vaporizer:
1. Make:
2. Capacity: _____________kg/hr
3. Quantity:
4. Type:
Electric Hot water Steam Direct fired
Are you satisfied from the gas based system?
Yes No
Reasons: ________________________________
Do you have future requirements of vaporizer or LPG system?
Yes No
NOTE:

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BIBLIOGRAPHY
Market research :- G. C. BERI
Research Methodology :- Dr. B. D. KULKARNI
Industrial Marketing :- M. V. KULKARNI
Marketing Management :- PHILIP KOTLAR
www.eclipsenet.com and www.eclipesindia.com

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