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PROJECT REPORT                    ON    Research on Emergency water Proofing               3M India Ltd.  (SUBMITTED ON TH...
DeclarationI undersigned, hereby declare that the project entitled Research on Emergencywater Proofing , under the guidanc...
PREFACEAny training programme sharpens those instincts, which serves as afulfillment of theoretical grounding. As the pres...
ACKNOWLEDGEMENTI would like to express my sincere gratitude to Mr. Nitin Gan-Project Guide, (3M india ltd.) for giving me ...
CONTENTS      HEADINGS                       PAGENO.  Company Profile                    - 6  Product Profile             ...
COMPANY PROFILEHistory of 3M Company13M was founded in 1902 at the Lake Superior town of Two Harbors, Minnesota. Fivebusin...
In the 1990s, sales reached the $15 billion mark. 3M continued to develop an array ofinnovative products, including immune...
In 2004, sales topped $20 billion for the first time, with innovative new productscontributing significantly to growth. Re...
StrengthsStrong research and development capabilityDiversified business portfolioStrong financial performancesStrong retur...
Safety, security and protection services business   - Personal protection products, safety and security products, energy c...
R&D at 3M Company The main challenges of 3M Company are:12        high diversity of products and services (over 50,000 dif...
Vance D. CoffmanRetired Chairman of the Board and Chief Executive Officer, Lockheed Martin CorporationMichael L. EskewReti...
BOARD OF DIRECTORS OF 3M INDIA LTD.Name                       DesignationAjay Nanavati              CEOAjay Nanavati      ...
PRODUCT PROFILE  There are 8 division in the organization and I was  working in safety, security and production division. ...
Architectural Solutions                                   Presentation & Projection          Inspiring architectural desig...
3M is a leading supplier of innovative solutions to the electrical, electronics, and telecommunications industries.       ...
Medical: Infection Prevention                                   Oral Care: Dental (3M ESPE)           We offer the broades...
We produce products that increase the safety, security, and productivity of workers, facilities, andsystems around the wor...
Building Life Cycle Solutions                                  Personal Protective Equipment            3M provides premie...
Corrosion Protection ProductsThe Corrosion Protection Products Division of 3M offers a truly comprehensive array ofproduct...
Aerospace                                                      Specialty Vehicle             Whether youre involved in    ...
Reliable solutions for designing, building,                      Easy-clean coatings, stain-resistant    protecting and op...
7. Office SupplyFrom taping to organizing to communicating, and to helping provide ahealthier and more comfortable office ...
Ergonomics & Workstation                                 Packaging & MailingAccessories                                   ...
Cleaning & Repair                                PersonalWhether youre tidying up around your            Products and solu...
SWOT ANALYSISSWOT analysis is a basic, straightforward model that provides direction and serves as abasis for the developm...
WEAKNESSES:1. Disadvantage in Proposition : No awareness among the customers      2.Lack of competitive strength:         ...
About The Product•   Scotchkote -Roof coatings•   Emergency waterproofing•   All weather application•   Single coat applic...
RESEARCH OBJECTIVE   1. The purpose of this project is to develop a study which can provide 3M      clear picture about th...
RESEARCH METHODOLOGYThe topic “Research on Emergency water Proofing ” for the project work wassuggested to me by the Proje...
METHOD OF DATA COLLECTIONThere   are   different   methods   of   data   collection.   They   are   :-observation,experime...
•   Competitors               •   Margin on sale               •   Pricing               •   Most preferable Brand        ...
The survey was conducted in Delhi (NCR) by asking from the hobby centers andStationary outlets.The Exploratory Research De...
Market size:-Research Area o Delhi (NCR)       No of paint Dealers – 2800       Total sale of construction chemicals Rs ...
Gurgaon          • No of paint Dealers – 950          • Total sale of construction chemical in domestic            market ...
Competitors Analysis.                   fPidilite-As Market leader 1. Pidiproof LW+    •   Features          •   1)Cementa...
Cico- As a market follower• Cico No. 1    •   Features          •   Cementations product          •   MRP- 50          •  ...
Competition Analysis- Market share inDelhi(NCR)                     Market share                                    Dr.Fix...
Market Share     12%9%                        Dr.Fixit 18%                      cico           61%                        ...
DISTRUBUTIONDISTRIBUTION NETWORKThe structural representation of the distribution channel is as follows:-                 ...
Five Forces of market influence the marketFive Forces That shape industry CompetitionSupplier’s power-In 3M the suppliers ...
Threat of Rivalry- •   Our rivalry firm is Pidilite’s Brand Dr. Fixit Which is very powerful in Indian     market and mark...
DATA ANALYSIS AND INTERPRETATIONSURVEY OF PAINT & HARDWARE STORES IN NCRREGION:There are some specific areas covered for t...
RALWAY ROADSANT NAGARJOR BAGHBADARPURMITHAPURCHATERPURJAUNAPURSULTANPURAJARANGARHHAUJKHASSAAKETSAKARPURPREET VIHARNIRMAN V...
OBSERVATION3Mhas its own management system which is a major tool that helps managementin problem solving and framing marke...
SUGGESTIONS & RECOMMENDATIONSAccording to 4ps of Marketing- • People                                 Sales Hierarchy      ...
•   Storage Go down•   Delivery vehicles•   Computer , telephone , net connection    Capital Investments-•   The distribut...
•   Radio channel like big FM, City FM.•   T.V. channel like Sony, Star & Business News channel•   Free samples along with...
PLACE-    Distribution channel                     Manufacturing                        Unit                              ...
ANNEXTUREQUESTIONNAIRE-CATEGORY FIRST        Market Research of Existing water proofing system(roof)-   FOR        RETAILO...
(b). Retailer Pricing /Margin.    (c). Distributor Pricing /Margin.H   Which is the most popular brand & Why ?I   Quantum ...
5.Warrantees/guranteesT   What kind of Promotional activities are carried out by various brands.U   who/what influences th...
QUESTIONNAIRE-CATEGORY    SECOND    Market reasearch of emergency waterproofing system (Roofing )- FOR    independent hous...
i    Who visits the stores     a)Mason     b)customerj    Explain concept of our product &feeback .k    favorable cost    ...
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Market Analysis project Report 3M india ltd -manendra shukla

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Market Analysis project Report 3M india ltd -manendra shukla

  1. 1. PROJECT REPORT ON Research on Emergency water Proofing 3M India Ltd. (SUBMITTED ON THE PARTIAL COMPLETION OF POST GRADUATION DIPLOMA IN MANAGEMENT) SUBMITTED BY: - Manendra shukla P.G.D.M Master School ofManagement Session – 2010-2012 1
  2. 2. DeclarationI undersigned, hereby declare that the project entitled Research on Emergencywater Proofing , under the guidance of Mr. Nitin Gan, is developed and submittedby me is original work. It is not duplicated from any other source.Manendra shukla 2
  3. 3. PREFACEAny training programme sharpens those instincts, which serves as afulfillment of theoretical grounding. As the present day business world is ahighly complex one where Human Ingenuity and Acumen is sharpened byhighly specialized knowledge in various branches pertaining the running andconducting. The research project in our basket was-“ Research on Emergencywater Proofing” by the company in Udyog vihar, Gurgaon,Hariyana . Thedifferent organized markets and Hobby Idea Centers that I have chosen for ourresearch was main areas of Laxmi nagar territory. The sample unit taken wasorganized retail stores and Hobby Idea Centers, Play Schools etc of the region.Research is a feedback that any organization sought for the purpose ofeffective policy and decision making. It is the systematic problem analysis,model building & fact finding for the purpose of important decision-making &control in the making of goods and services. Summer Project is a part of ourcurriculum so that we get exposed to the practical side our theoretical know-how. This is basically designed to the real life situation. In this trainingprogrammed, the students use their academic knowledge practically whichpolishes the decision making abilities of MBA graduates. For developinghealthy managerial and administrative skills of potential managers it isnecessary that theoretical knowledge must be supplemented with exposure toreal life business environment. It is a practical training that the measuringitself is realized.Conventional academic medium cannot sell anything practically down to realand practical market knowledge is required to make a hard core corporate.This research work gave me the opportunity to apply conceptual skills inpractice and to learn the art of conducting study and presenting its findings ina systematic and scientific way. 3
  4. 4. ACKNOWLEDGEMENTI would like to express my sincere gratitude to Mr. Nitin Gan-Project Guide, (3M india ltd.) for giving me an opportunity to workon a live project. I am very grateful to Mr. Amit singh-National Salesmanager ( 3M india ltd.) for giving me proper guidance incompleting the project from beginning. I am also very grateful toSales team leader Mr. Sachin Singhal (ASM, 3M india ltd.) who hadgiven their guidance which helped me to complete my projectsuccessfully. At last I want to thank all the staffs of humanresource, stores, shipping and marketing for their co-ordinationwithout whom it would be very difficult for me in achieving mytarget and making the project successful.Lastly, I would like to thank my institute, MASTER SCHOOL OFMANAGEMENT, MEERUT for providing me this platform and alsoto the Marketing faculties of my institute Mr. Manoj Sahay, Mr.Arnab Chakraborty and Mr. Saumya Sharma whose continuouskind support helped in the completion of this project successfully. 4
  5. 5. CONTENTS HEADINGS PAGENO. Company Profile - 6 Product Profile - 26 MY Division-CPP - 32 SWOT Analysis - 38 Pre Launch Analysis - 40 About The Product - Scotchkote - 40 Research Objective - 41 Research Methodology - 42 Research Design - 44 Market size:-Research Area - 46 Competitors Analysis - 48 DISTRUBUTION - 52 Five Forces of market - 53 Data Analysis and Interpretation - 55 Observation - 57 Suggestions & Recommendations - 58 Annexure - 62 5
  6. 6. COMPANY PROFILEHistory of 3M Company13M was founded in 1902 at the Lake Superior town of Two Harbors, Minnesota. Fivebusinessmen set out to mine a mineral deposit for grinding-wheel abrasives. But thedeposits proved to be of little value, and the new Minnesota Mining and Manufacturing Co.quickly moved to nearby Duluth to focus on sandpaper products.Years of struggle ensued until the company could master quality production and a supplychain. New investors were attracted to 3M, such as Lucius Ordway, who moved the companyto St. Paul in 1910. Early technical and marketing innovations began to produce successesand, in 1916, the company paid its first dividend of 6 cents a share. The worlds first waterproof sandpaper, which reduced airborne dusts during automobile manufacturing, was developed in the early 1920s. A second major milestone occurred in 1925 when Richard G. Drew, a young lab assistant, invented masking tape – an innovative step toward diversification and the first of many Scotch® Pressure-Sensitive Tapes.In the following years, technical progress resulted in Scotch® Cellophane Tape for box sealingand soon hundreds of practical uses were discovered.In the early 1940s, 3M was diverted into defense materials for World War II, which wasfollowed by new ventures, such as Scotchlite™ Reflective Sheeting for highway markings,magnetic sound recording tape, filament adhesive tape and the start of 3Ms involvement inthe graphic arts field with offset printing plates.In the 1950s, 3M introduced the Thermo-Fax™ copying process, Scotchgard™ FabricProtector, videotape, Scotch-Brite™ Cleaning Pads and several new electro-mechanicalproducts.Dry-silver microfilm was introduced in the 1960s, along with photographic products,carbonless papers, overhead projection systems, and a rapidly growing health care businessof medical and dental products. Markets further expanded in the 1970s and 1980s into pharmaceuticals, radiology and energy control. In 1980, 3M introduced Post-it® Notes, which created a whole new category in the marketplace and changed people’s communication and organization behaviour forever. 6
  7. 7. In the 1990s, sales reached the $15 billion mark. 3M continued to develop an array ofinnovative products, including immune response modifier pharmaceuticals; brightnessenhancement films for electronic displays; and flexible circuits used in inkjet printers, cellphones and other electronic devices.1 http://solutions.3m.com/ History 7
  8. 8. In 2004, sales topped $20 billion for the first time, with innovative new productscontributing significantly to growth. Recent innovations include Post-it® Super StickyNotes, Scotch® Transparent Duct Tape, optical films for LCD televisions and a new family ofScotch-Brite® Cleaning Products that give consumers the right scrubbing power for a host ofcleaning jobs.For a detailed historical view of 3M Company, we advice you to read the 3M Story: “ACentury of Innovation, the 3M Story” 23M is a diversified technology company with a global presence in the following businesses:industrial and transportation, health care, display and graphics, consumer and office, safety,security and protection services, and electro and communications. 3M is among the leadingmanufacturers of products for many of the markets it serves. Most 3M products involveexpertise in product development, manufacturing and marketing, and are subject tocompetition from products manufactured and sold by other technologically orientedcompanies. At December 31, 2007, the Company employed 76,239 people, with 34,138employed in the United States and 42,101 employed internationally, i.e. 55% of the totalstaff. 3 Moreover, 63% of total sales are made internationally (total sales reach $24.462billion in 2007).The most famous 3M’s brands, which also are market leaders, are the following: Nexcare™,Post-it®, Scotch®, Scotch-Brite®, and Scotchgard™.4The following companies are the major competitors of 3M Company:5 - Bayer AG (R&D intensity of 8%: 2578 $ / 32,385 m$6) - Kimberly-Clark Corporation (R&D intensity of 1.5%: 276.8 m$ / 18,266 m$7)According to a recent company profile made by Datamonitor.com, in December 2007, theSwot analysis of the company is presented as follow:The strengths and weaknesses concern the internal environment of 3M Company, whereasthe opportunities and threats are linked with the external environment of the company. Thisswot analysis is presented in order to assess the overall situation of 3M Company.2 http://multimedia.mmm.com/mws/mediawebserver.dyn?6666660Zjcf6lVs6EVs666IMhCOrrrrQ-3 http://www.3M.com/ 3M Company, 2007 Annual Report4 http://solutions.3m.com/ 3M Brands5 http://www.datamonitor.com 3M Company, 10 September 2007 and 24 December 20076 http://www.annualreport2007.bayer.com/7 http://www.kimberly-clark.com/ KC 2007 Annual Report (according to us, the R&D expenses seemunderestimated) 8
  9. 9. StrengthsStrong research and development capabilityDiversified business portfolioStrong financial performancesStrong return on average assets and investmentsWeaknessesPoor inventory managementIncreasing cost of healthcare segmentOpportunitiesGrowing demand for LCDsRising healthcare spending in the USGlobal expansionThreatsGrowth in private labels Exchangerate fluctuations Slowdown in theUS and Eurozone83M Company has a strong business portfolio divided into six business segments: 9Consumer and office business - Sponges, scouring pads, high-performance cloths, consumer and office tapes, repositionable notes, carpet and fabric protectors, construction and home improvement products, home care products, protective material products and consumer health care products.Display and graphic business - Optical films and lens solutions for electronic displays, touch screens and touch monitors, reflective sheeting for transportation safety and commercial graphics systems.Electro and communication business - Packaging and interconnection devices, insulating and splicing solutions for the electronics, telecommunications, electrical industries, and visual systems.Health care business - Medical and surgical supplies, skin health and infection prevention products, pharmaceuticals (sold in December 2006 and January 2007), drug delivery systems, dental and orthodontic products, health information systems and microbiology products.Industrial and transportation business - Tapes, coated and nonwoven abrasives, adhesives, specialty materials, filtration products, closures for disposable diapers, automotive components, abrasion- resistant films, structural adhesives and paint finishing and detailing products.8 www.datamonitor.com/ 3M Company9 http://solutions.3m.com/ 3M Businesses 9
  10. 10. Safety, security and protection services business - Personal protection products, safety and security products, energy control products, commercial cleaning and protection products, floor matting, roofing granules for asphalt shingles, and Track and Trace products, such as supply chain execution software solutions.3M’s six business segments bring together common or related 3M technologies, enhancingthe development of innovative products and services and providing for efficient sharing ofbusiness resources. These segments have worldwide responsibility for virtually all 3Mproduct lines. Certain small businesses and lab-sponsored products, as well as variouscorporate assets and expenses, are not allocated to the business segments. 10 Industrial and Transportation 2775 80 Health Care 7274 3070 Display and Graphics Consumer and Office Safety, Security and 3403 Protection Services 3968 Electro and Communication 3892 Corporate and UnallocatedFigure 2: 3M’s six business segments and their proportion of the total sales in 2007Sources: www.3m.com/ 3M Company, 2007 Annual ReportAbout the distribution at 3M Company, we can see that 3M products are sold throughnumerous distribution channels, including directly to users and through numerouswholesalers, retailers, jobbers, distributors and dealers in a wide variety of trades in manycountries around the world.3M’s general offices, corporate research laboratories, and certain division laboratories arelocated in St. Paul, Minnesota. In the United States, 3M has nine sales offices in eight statesand operates 74 manufacturing facilities in 27 states. Internationally, 3M has 148 salesoffices. The Company operates 93 manufacturing and converting facilities in 32 countriesoutside the United States.1110 http://www.3M.com/ 3M Company, 2007 Annual Report11 http://www.3M.com/ 3M Company, 2007 Annual Report 22
  11. 11. R&D at 3M Company The main challenges of 3M Company are:12 high diversity of products and services (over 50,000 different products) highly decentralized organization different customer needs in local markets The company will try to tackle those challenges and therefore keep a leading position as an innovative company by developing customized product in local markets and transferring know-how across business units and markets. 3M Company has a strong focus on research and development (R&D) and has consistently invested in it for the past few years. The company’s R&D expenditure as a percentage of sales accounted for 5.6% in 2007. The company’s R&D capabilities, with its strong knowledge and understanding of technologies such as adhesives, materials science, light management, micro replication and non-woven materials, has resulted in production of several innovative products such as 3M Paint Replacement Film, Post-it, and Scotch-Brite. Further, through global manufacturing facilities and R&D centers, the company has substantially reduced cycle time, from innovation to commercialization, to two and a half years from a period of four years. The company’s strong R&D capability provides it with a competitive advantage and helps it to innovate and launch new products.13 Here is the R&D intensity (R&D expenditure as a percentage of sales) of 3M Company during the last five years. Unfortunately, the R&D intensity for each of the six business segments is not available nor on the 3M’s website or in 3M’s annual report. We assume that the R&D intensity of 3M Company is an average of the six business segments and does not really lect the reality of each business.The graph shows that the R&D intensity is on average of 6.33 during the last five years.However there is a decline of one percentage point in 2007 when compared to 2006, due tothe divestment of the R&D-intensive Pharmaceuticals business.14Board of Directors of 3MGeorge W. BuckleyExecutive Chairman of the BoardLinda G. AlvaradoPresident and Chief Executive Officer, Alvarado Construction, Inc. 23
  12. 12. Vance D. CoffmanRetired Chairman of the Board and Chief Executive Officer, Lockheed Martin CorporationMichael L. EskewRetired Chairman and Chief Executive Officer, United Parcel Service Inc.W. James FarrellRetired Chairman and Chief Executive Officer, Illinois Tool Works Inc.Herbert L. HenkelRetired Chairman of the Board and Chief Executive Officer, Ingersoll-Rand plcEdward M. LiddyPartner, Clayton, Dubilier & Rice, LLCRobert S. MorrisonRetired Vice Chairman, PepsiCo Inc.Aulana L. PetersRetired Partner, Gibson, Dunn & Crutcher LLPInge G. ThulinPresident and Chief Executive OfficerRobert J. UlrichRetired Chairman and Chief Executive Officer, Target Corporation 24
  13. 13. BOARD OF DIRECTORS OF 3M INDIA LTD.Name DesignationAjay Nanavati CEOAjay Nanavati Managing DirectorAlbert C Wang Addnl. & Non Exe.DirectorB C Prabhakar Ind. Non-Executive DirectorB S Iyer Ind. Non-Executive DirectorB V Shankaranarayana Rao Whole Time DirectorD J Balaji Rao Chairman & Ind.Dire (Non-Exe)K Vijay Kumar Whole Time DirectorSadhana Kaul Whole Time DirectorV Srinivasan Company Secretary & Compliance OfficerV Srinivasan Secretary 25
  14. 14. PRODUCT PROFILE There are 8 division in the organization and I was working in safety, security and production division. 1. Display & Graphics We’re a world leader in films that brighten the displays on electronic products, such as flat- panel computer monitors, cellular phones, PDAs, and LCD televisions. Architectural Markets Commercial Graphics Commercial Graphics-Lets talk Ideas Computer Privacy Filters Digital Signage & Narrowcasting Solutions Mobile Interactive Solutions 3M Touch Systems Traffic Safety Systems 26
  15. 15. Architectural Solutions Presentation & Projection Inspiring architectural design with Products creative lighting capabilities, wall coverings and glass films, including DI- Wherever you find a great meeting, youll NOC™ Architectural Finishes and Fasara™ find 3M solutions such as digital & Glass Finishes. overhead projectors, transparency films and related accessories. Computer Privacy Filters Touch Screen Systems 3M Computer Privacy Filters help protect confidential on-screen data. Great in high traffic areas such as airplanes and Wi-Fi locations. Sizes available to fit most notebook and desktop LCD screens. 3M Touch Systems offers a comprehensive portfolio of touch screen and touch monitor products. Display Films (Vikuiti™) Traffic Safety Systems Vikuiti™ films offer solutions for portability, readability, and unique lighting conditions. 3Ms full line of products for traffic control and guidance are extensively researched and tested for high performance, durability, and quality. Large Format Graphics(Scotchprint™) A total graphics solution that provides high impact & message consistency while delivering product reliability and durability. To find Large Format Graphics outside the United States: Visit Scotchprint™ Graphics Worldwide 2. Electronics, Electrical & communication 27
  16. 16. 3M is a leading supplier of innovative solutions to the electrical, electronics, and telecommunications industries. Electronics Design & Manufacturing Electrical Markets Telecommunication Solutions Communication Electronics Design &Technologies Manufacturing Explore the 3M suite of innovative Find 3M materials and solutions that meet products and industry-proven and exceed the electronics manufacturing telecommunication solutions tailored to industrys three major needs - quality, your situation. protection, and performance. Copper Display Sub-Assembly Fiber Electronics Assembly Locating & Marking Flexible Circuit Foundry Repair & Service Center Hard Disk Drive Assembly Test & Measurement Printed Circuit Board Assembly Electrical Semiconductor Fabrication Utilities & Power Look to 3M for electrical solutions for construction and maintenance, industrial Solutions that support existing and and utility applications, and innovative alternative energy sources, increased products for OEM manufacturers. capacity and environmental and worker safety. Electrical Commercial & Industrial Electrical OEM Materials Electrical Utility 3. Health Care 3M Health Care is committed to providing the health care community with innovative solutions, based on 3Ms diversified technologies, that help improve the quality of life. Dental (3M ESPE) Food Safety Infection Prevention Solutions Orthodontics (3M Unitek) Skin and Wound Care Stethoscopes (Littmann®) 28
  17. 17. Medical: Infection Prevention Oral Care: Dental (3M ESPE) We offer the broadest array of solutions in the One of the largest dental supply companies infight against hospital-acquired infections. Our products are the world, 3M ESPE works collaboratively with dentalbacked by a diverse portfolio of educational programs and professionals around the globe to find ways to makeknowledgeable technical service to provide practical dentistry faster, easier and better for professionals and theirsupport for your patients and staff. patients.Medical: Skin and Wound Care Oral Care: Orthodontics (3M Unitek) Our extensive line of trusted products helps Offering more than 14,000 orthodontic solutionssimplify and improve skin health and the treatment of worldwide, were an industry leader differentiated by ourwounds, both acute and chronic. These products provide unwavering commitment to superior customer service andcost-effective solutions and are supported by educational high quality products and services for straightening teethservices, professional and technical support. and improving healthy smiles.Stethoscopes (Littmann®) Food Safety (Microbiology) A trusted leader in auscultation technology. 3M designs, manufactures and markets a full lineLittmann brand stethoscopes are renowned worldwide for of testing and monitoring products globally that assist foodunsurpassed quality, precision, acoustical superiority, processors in providing healthy, wholesome and safe food byinnovative design and exceptional performance. managing their quality and safety risk.Medical Specialities and OEM Drug Delivery Systems (Worldwide)Products We partner with pharmaceutical and biotech The trusted source for medical device and companies to team their molecules with our inhalation or transdermal drug delivery technology offering a full range of feasibility, development and contract manufacturingproduct manufacturer. We offer innovative solutions, capabilities.technologies and services for the medical devicecomponent market, including medical, surgical, ostomy, Veterinary & Animal Careelectrodes, optical, retail, and diagnostics. Extending its health care expertise to animals,Health Information Systems Software and consulting services solutions 3M provides high quality products and services to veterinary professionals, trainers and pet owners in the companion animal and equine marketplaces.across the health care continuum for transcription, speechrecognition, clinical documentation improvement,document management, computer-assisted coding,quality, and revenue cycle management. 4. Safety, security and production 29
  18. 18. We produce products that increase the safety, security, and productivity of workers, facilities, andsystems around the world. Building & Commercial Services Construction Industry Centre Corrosion Protection Products Food Safety Mining Market Center Occupational Health & Environmental Safety Security Systems Track & Trace Solutions Traffic Safety Systems 30
  19. 19. Building Life Cycle Solutions Personal Protective Equipment 3M provides premier facilities with innovative, 3M makes comfortable protection solutionshigh–value solutions to protect the life of their buildings designed to ensure worker safety and meet protectionand improve the performance and productivity of their requirements. Products include, but are not limited to,operations. respirators, eye and hearing protection, headgear, sorbents, Fire Protection Solutions software, and services. Food Services Solutions To find more information about 3M OH&ESCorrosion Protection Products products outside the United States: Visit 3M OH&ES Worldwide 3M™ Corrosion Protection Products provides Personal Safety Whether at work or play, 3M offers personal3M™ Scotchkote™ Fusion Bonded Epoxy Powders & Liquidsfor corrosion protection of steel pipelines and associatedfittings used in the oil, gas, water and construction safety products that provide the ultimate protection,markets. comfort, and safety. Water Infrastructure Security SystemsFacilities Cleaning & Care 3M offers solutions for nearly every aspect of the Cost-effective cleaning solutions that help secure identity process, including security materials,protect facilities and people, while creating a cleaner, biometric identification systems and credential issuance andsafer, and more comfortable environment. authentication systems.Library Systems Track & Trace Solutions A global leader in library innovation for 35+ Using RFID, RTLS, GPS and other technologies,years, 3M provides security, productivity and information 3M provides comprehensive track and trace solutions thatmanagement solutions that harness technology to enable a deliver customer value by improving asset utilization, safetymore human library, where librarians can spend more time and security.helping patrons. Traffic Safety SystemsTo find more information about Library Systemsoutside the United States: 3Ms full line of products for traffic control and Visit 3M Library Systems Worldwide guidance are extensively researched and tested for high performance, durability, and quality. Window Safety 3M™ Safety & Security Window Films add a layer of protection to your windows. They help protect against severe weather, bomb blasts or attempted break-ins. 31
  20. 20. Corrosion Protection ProductsThe Corrosion Protection Products Division of 3M offers a truly comprehensive array ofproducts that ensure effective protection against corrosion for a vast variety ofinstallations and structures. While 3M™ Scotchkote™ Fusion Bonded Epoxy Powders andScotchkote™ Liquid Epoxy Coatings offer protection for steel pipelines and associatedfittings used in the oil, gas, water and construction markets, the range of 3M™Scotchcast™ Powder Resins are ideal for OEM electrical insulation applications. Ourmission is to provide innovative products and superior service in the markets we serve.To find information on products‚ first choose the market that you are interested in.Oil & Gas Water Infrastructure Building & ConstructionProtect your investment of Maintain and protect potable Solutions for protectingsteel pipes and fittings. water pipes. buildings and related assets.Utilities & Power Transportation Production & Infrastructure ManufacturingRepair and protect equipmentand buildings. Systems to protect and finish Protection of tanks, pipelines, many types of substrates. structures, equipment and buildings. 5. Transportation Industry We provide high-quality abrasives, tapes, films, adhesives, and specialty materials for the manufacture, repair, and maintenance of autos, aircraft, boats, and other vehicles. 3M Automotive OEM 3M Automotive Aftermarket 3M Car Care Traffic Safety Systems 32
  21. 21. Aerospace Specialty Vehicle Whether youre involved in Integrating 3Ms vast product and manufacturing, maintenance or repair in technology portfolio to provide innovative the Aerospace industry, 3M provides solutions for the design, manufacture, and efficient and cost-effective solutions for maintenance of commercial and sanding, masking & paint systems, recreational vehicles. aircraft sealant removal and more. Traffic Safety Systems Automotive 3Ms full line of products for traffic control 3M offers solutions, from abrasives to and guidance are extensively researched paint finishing, using our most advanced and tested for high performance, durability, technologies for designers, manufacturers and quality. and OEMs in the Automotive industry. Marine Come aboard and learn more about our unique products and systems designed to keep your boat ship shape. 6. Manufactring IndustryOur innovative products and services help manufacturers improve their businesses. With a globalnetwork, we meet needs of both multinational and local customers. Abrasives 3M Adhesives & Tapes 3M™ VHB™ Tapes CUNO Filtration Systems Dyneon™ Fluoropolymers Energy Markets Renewable Energy Market Composites Manufacturing Packaging Solutions Our full line of innovative products help Rely on 3M packaging tapes, labels and improve worker safety and comfort, enhance equipment for greater design flexibility, efficiency and productivity, and promote consistent quality results. improved performance. Construction & Architecture Paints & Coatings 33
  22. 22. Reliable solutions for designing, building, Easy-clean coatings, stain-resistant protecting and operating facilities. additives and more. 3M™ Novec™ Fluorosurfactants areEmergency/Directional Signage ideal wetting and leveling agents, the way to smooooothIndustrial Building & Contractor Solutions paints and coatings! Personal Care ProductsMRO Solutions Converter Markets (Label & Diecut) High-quality components and reliable services for manufacturers of beauty care, infant 3M innovation provides our converter diapers, feminine hygiene, and adult incontinence customers with the highest performing and most cost products. effective material solutions available. Renewable Energy HVAC Filter Products (Filtrete™) Providing advanced material technologies Filtrete™ Commercial HVAC Filters use for: energy generation (solar, wind energy, bio-fuel) and innovative 3M media technology. The unique energy conservation (commercial, residential, combination of high-in-use efficiency, low pressure automotive, and safety and security window films). drop and long filter life are a good choice for building Utilities & Power owners. Maintenance & Repair Solutions that support existing and alternative energy sources, increased capacity and 3M offers thousands of products and environmental and worker safety. solutions, from abrasives to worker safety, for the Water Filtration Systems maintenance, repair and operations industry. Mining 3M Water Filtration Products lower up- front & operating costs and help protect against the 3M provides mining operations with a effects of scale & sediment for longer equipment life. number of industry-leading technologies, including Recipe Quality Water™ for the foodservice industry. specialty materials for explosives and acid mist Window Films suppression. To find more information about 3M mining products outside the United States: Visit 3M Mining Worldwide Oil & Gas 3M™ Window Films provide sun control and safety benefits. They improve comfort, save energy and reduce fading. They also can add a layer of protection against severe weather and street crime. Woodworking & Furniture Choose from nearly 10,000 3M products/materials that are used in every corner of the O&G industry – from exploration, production and refining to transportation and marketing. From bonding and surface finishing your products to cushioning and protecting them, 3M offers many solutions for woodworking, cabinetry, and furniture manufacturing. 34
  23. 23. 7. Office SupplyFrom taping to organizing to communicating, and to helping provide ahealthier and more comfortable office environment, 3M provides productsthat help people get the job done and make their lives easier and better.The Office Supplies Division manufactures Post-it Brand products, ®including notes, flags, dispensers, easel pads, bulletin boards andelectronic software notes; a wide assortment of custom printed Post-it Brand products; 3M™ Office Ergonomic Products, including 3M™ Precise ®Mousing Surface, 3M™ Renaissance™ Mouse, 3M™ Polarizing LightingProducts, gel-filled wrist rests, adjustable keyboard trays, documentholders, air cleaners, and many more. Office Post-it® Ergonomics Promotional Markets 35
  24. 24. Ergonomics & Workstation Packaging & MailingAccessories Stick with the original! Choose Scotch® Office and Packaging Tapes. We are 3M has a range of office products and committed to delivering products that get accessories to help you make your the job done right. workstation a more comfortable, productive environment. Post-it® Custom Printed Meetings & Presentations Products Wherever you find a great meeting, youll Simple and effective ways to deliver find 3M solutions such as digital & advertising impact and promote your overhead projectors,transparency films company, product, or brand. Communicate and related accessories. your message day after day, sheet after sheet. Mounting, Adhesives, & Post-it® ProductsTapes Whether its with Post-it® notes, flags, 3M Mounting, Adhesives & Specialty and easel pads, or Post-it® software Tapes products for your work, crafts, notes at work or home, Post-it® brand projects, and hobbies. Stick with the original, 3M™ and Scotch® brand products are always ready to help. products. 8. Home and Leisure Air Cleaning Filters (Filtrete™) Automobile & Boat Care Cleaning & Protecting Home Improvement & Repair First Aid (Nexcare™) Health & Personal Care Personal Safety & Comfort 36
  25. 25. Cleaning & Repair PersonalWhether youre tidying up around your Products and solutions for your personalhome or packing and moving to a new health and physical well-being and safety.one, 3M has what you need to clean,protect and maintain your personal items. First Aid (Nexcare™) Health & Personal CareAir Cleaning Filters (Filtrete™) Personal Safety & ComfortAutomobile & Boat Care Pet CareCleaning & ProtectingHome Improvement & RepairHobbies 3M offers a range of products to enhance the lives of pets and pet owners alike. Antibacterial pet care products, and products to clean and protect your carpets and furnishings can make living with yourTrust your favorites! From Scotch® Tape pet easier.andPost-it® Glue Sticks to Ultrathon™Insect Repellent, 3M has what you needfor your craft or hobby.Fly Fishing (Scientific Anglers™)Sports & OutdoorsHome Office3M has the products to help you getorganized! Whether its Post-it® Notes,Scotch® Tapes, or Command™ AdhesiveProducts, youll find what you need to bemore efficient.Computer AccessoriesHome OfficeHooks & Mounting (Command™Adhesives)Post-it® ProductsTapes for Home Use 37
  26. 26. SWOT ANALYSISSWOT analysis is a basic, straightforward model that provides direction and serves as abasis for the development of marketing plans. It accomplishes this by assessing anorganizations Strength (what an organization can do) and Weakness (what an organizationcannot do) in addition to Opportunities (potential favorable conditions for an organization)and Threats (potential unfavorable condition for an organization).SWOT analysis is an important step in planning and its value is often underestimateddespite the simplicity in creation. The role of SWOT analysis is to take the information fromthe surrounding and separate it from internal issues (strength and weaknesses) andexternal issues (opportunities and threats). SWOT analysis assists the firm inaccomplishing its objectives (strength or opportunity) and overcoming the obstacles(weakness or threats).STRENGHTS -a) Strength:- 1. Advantage of Proposition : No equivalent product in market 2. Capabilities: Instant water proofing 3. Competitive Advantage:  Differentiation –  All Weather Application  Quick Setting Time  DIY  Emergency Water Proofing(Unique Product)  Differentiation Focus- Catering to niche requirement(EWP)4. Unique Selling Points:  All weather application  Low temperature application  Instant water proofing  Single coat Application  Ready to use 5. Innovative Aspect:  3M technology gives touch dry surface in 4-6 hrs  Works In wet as well as dry conditions 6. Location: Delhi and NCR areas nearby have huge requirement of such product 38
  27. 27. WEAKNESSES:1. Disadvantage in Proposition : No awareness among the customers 2.Lack of competitive strength:  Cost focus  Cost Leadership 3.Timescale : Supplies of product are after monsoon. 4.Product durability : no guarantee. 5.Retail distribution channel is not available. 6.No staff for business development. 7.Price is much higher than competitors in market.OPPORTUNITIES:-1. Competitors vulnerability :  Their product works only in dry conditions.  No equivalent product  Setting time is 6 times  Multiple coat application  No DIY product  No ready to use product 2. Seasonal Influence : The requirement for EWP is in monsoon season 3. Target market : Delhi ( NCR) GurgaonTHREATS:1. Competition Intensions: Short Product Life Cycle. 2. Market Demand: less market demand because product in nish market. 3. There are two new company entering in market. 4. New companies are A) –Perma Building Chemicals B) -Fairmate Chemicals 39
  28. 28. About The Product• Scotchkote -Roof coatings• Emergency waterproofing• All weather application• Single coat application• Comes “ready to use”• Minimal preparation required• Excellent adhesion• Flexible• Crack bridging capabilities• Will seal through pounding water• Low temperature application• Coverage Rate : 1.12 m² / kg at 500 microns dft, 12 ft² / kg at 20 mils dft 40
  29. 29. RESEARCH OBJECTIVE 1. The purpose of this project is to develop a study which can provide 3M clear picture about the current market scenario so that 3M can successfully launch their Emergency waterproofing (SEAL TECH AW- 654 ) for the first time in the retail market. 2. To Gather the knowledge about the Retail Construction chemicals market and competitors in market , a sample of 40 in house hold and 200 in retailer interviews were conducted in ncr. 3. To understand the existing brands of water proofing, go-to strategy followed by each and their promotion activities. 4. Organization gets the clear picture of the current market scenario and recommend marketing mix for the product 41
  30. 30. RESEARCH METHODOLOGYThe topic “Research on Emergency water Proofing ” for the project work wassuggested to me by the Project Guide of 3M India Limited. He asked me to conducta survey in areas where the coca-cola market is weak as well as high and to findout the problems faced by the retailers as retailer is one of the prime channelmembers in the distribution channel.Armed with the ideas provided to me by the RTM and the Area Sales Manager, Iwent ahead for the research. In order to collect samples during my survey I plannedto take recourse to the Random Sampling because as the name suggests, in thismethod of sampling any unit of population can be selected at random. In myresearch, the Hobby centers and Stationary retailers in the region comprise theuniverse. Therefore, they are the ones who constitute as the main source ofinformation to me.SAMPLE SIZE FOR SURVEYThe survey was done in about 150 paint shops and 120 Hardware store.SCOPE OF THE STUDY 1. By this study company can know its growth. 2. This study helps the company to know their actual position in the market. 3. This study helps to find out the promotion activities of the company and help to Make relevant changes according to their rivalry company. This study ensures the availability of the product in the market. 4. The study helps to find out the problem of the counter and to find out the requirement for more sales.SIGNIFICANCE OF THE STUDY 1. This project is helpful to find out the sale trends of the coke products and its effect on consumer value and satisfaction. 2. This study provides an insight to the company that what kind of strategy must be adopted in order to increase the sales and satisfaction of the retailers and consumers. 3. This project directly deals with the interaction of different kind of people. 42
  31. 31. METHOD OF DATA COLLECTIONThere are different methods of data collection. They are :-observation,experimentation, uncontrolled experimentation, controlled experimentation, surveyand focus group. Here the data are collected by market survey.MARKET SURVEYMarket survey is one of the most widely used MR technique .it is at times viewed assynonymous with marketing research. This is erroneous. It has to be understoodclearly that market survey is just one of the techniques of MR and is notsynonymous with MR. It is just one of the methods of collecting marketinginformation required for a given marketing assignment. It is used when the requireddata is not available with the company’s internal records, as well as externalpublished source. Here the researcher carries out opinion pools involving salespersons, dealers, traders and experts. Trade surveys are very common. Inconducting these surveys, the researcher has to carefully select the instrument andmethods of surveying.METHODOLOGYThe data can be dichotomized into two types: primary data, secondary data. In thisstudy the data collected was mainly primary data. The respondents were from thearea of Laxmi nagar and pitampura territory. The secondary data were obtainedfrom the Coca-Cola city office. The sample size collected for the various objectiveswhere, from the total number of outlet the sample size determined was: 200 – Interview of retailer / distributors – Internet research – Questionnaire • Market Size • Market Type 43
  32. 32. • Competitors • Margin on sale • Pricing • Most preferable Brand • Promotional Activities • Equivalent Product • Feedback about our ProductINSTRUMENT FOR DATA COLLLECTION:The primary data collected through the survey method for the purpose of thestudy. The survey was done by using questionnaire method. Beside this I had aninformal discussion with the Hobby centers which also incuded play schools andstationary outlet. Secondary data: information regarding the organization wasobtained from secondary sources like company journals, company websites,publications & records.RESEARCH DESIGNThe design appropriate for this research is Exploratory Research Design.Exploratory research studies are also termed as formulative research studies. Themain purpose of such studies is that of formulating a problem for more preciseinvestigation or of developing the working hypothesis from an operational point ofview. The major emphasis in such studies is on the discovery of ideas and insights.As such the research design appropriate for such studies must be flexible enough toprovide opportunity for considering different aspects of a problem under study inbuilt flexibility in research design is needed because the research problem, broadlydefined initially as transformed in to one with more precise meaning in explanatorystudies, which fact may necessitate changes in the research procedure for gatheringrelevant data. 44
  33. 33. The survey was conducted in Delhi (NCR) by asking from the hobby centers andStationary outlets.The Exploratory Research Design could be accomplished by study of secondarydata:  Secondary data are those which have already been collected by someone else and which have already been passed through the statistical process.  Company is product information brochure.  Various articles related to consumer electronics published in the newspapers & magazines.  Company’s profile brochure. 45
  34. 34. Market size:-Research Area o Delhi (NCR)  No of paint Dealers – 2800  Total sale of construction chemicals Rs 24 Cr/ Month  In domestic Market the sale of Waterproofing chemical 28% is 5 to 6.72 Cr / Month  Roof Waterproofing products share is 34% in total water proofing. Delhi (NCR) Sales 28% Roof water Proofing Others 72% 46
  35. 35. Gurgaon • No of paint Dealers – 950 • Total sale of construction chemical in domestic market – 10 Cr / month • 25% Waterproofing chemicals sale value 2 to 2.5 Cr/months. • 68% of Population is aware about waterproofing. Gurgaon Sales 25% Water Proofing Others 75% 47
  36. 36. Competitors Analysis. fPidilite-As Market leader 1. Pidiproof LW+ • Features • 1)Cementatious product • 2)MRP- Rs 125 • 3)Fast moving in market • 4)Preferable product in Bangalore & Chennai Market • 5)Appearance - Free flowing thin liquid • 6)Colour - wine red • 7)Dosage 200ml/50 kg cement • 8)Packaging- 200 ml, 1, 5 , 10, 20 & 100 liters 2. Pidicrite URP • Features • Latex for waterproofing • MRP- Rs 245 • Fast moving in cochin market • Appearance - Liquid • Colour- White • Dosage- 10 lts / 50 kg cement • Packaging -500 gm, 1 kg, 5 kg, 10 kg, 20 kg & 50 kg • Coverage - 20 – 22 sq ft/kg for two coats • (URP + cement in ratio of 1:15) 48
  37. 37. Cico- As a market follower• Cico No. 1 • Features • Cementations product • MRP- 50 • Appearance- white liquid • Used with (Water: Cement) • Coverage- 16-17m2 / 1L • Packaging- 1, 5 , 20&50 L packs• -Araldite • Features • Latex product • MRP- 690 • Appearance- yellow liquid • Used to fix the stones, glasses. • Coverage- small area • Packaging- 10,50,100,500,1000gm packs 49
  38. 38. Competition Analysis- Market share inDelhi(NCR) Market share Dr.Fixit 15% 8% cico araldite 19% 58% Others(Sika,perma ,fairmate )Market share in Gurgaon(NCR) 50
  39. 39. Market Share 12%9% Dr.Fixit 18% cico 61% Others(sika, roff,fairmat e,perma) 51
  40. 40. DISTRUBUTIONDISTRIBUTION NETWORKThe structural representation of the distribution channel is as follows:- Manufacture Mother godown C&F Agent Company Depots WSS (Whole Sale Stockiest) Whole sellers Retailers 52
  41. 41. Five Forces of market influence the marketFive Forces That shape industry CompetitionSupplier’s power-In 3M the suppliers are not more powerful because thesupplier of 3M is not in Big then the firm.Buyer’s Power –Buyers are Individual Customers they are not powerful But Customer is Alwaysking so we not forget him.Threat of new Internet- • New internets of the Market is very Harmful for us if They have more Resources 1. Parma Chemicals 2.Fairmate 53
  42. 42. Threat of Rivalry- • Our rivalry firm is Pidilite’s Brand Dr. Fixit Which is very powerful in Indian market and market share is more then 68% CoverageThreat of Substitute- • Major of substitute of our product is cement, tarcole , M-Seal 54
  43. 43. DATA ANALYSIS AND INTERPRETATIONSURVEY OF PAINT & HARDWARE STORES IN NCRREGION:There are some specific areas covered for the purpose of survey in the Laxmi Nagarterritory, New Delhi. Generally these areas are good in terms of sales and the HobbyIdea season affects the sale positively. But, there is a downfall in the expected salebecause of the changing trend. To find out the reasons, loop holes improvement tobe needed for high satisfaction as it will increase the sales volume, the survey wasdone.At first the Hobby Centers were explored and the intensity of sales promotionalactivities was measured.Next to it was the feedback of stationary outlets. It came as from questionnairemethod. The complains were noted and the responses were taken.AREA COVERED: LAXMI NAGAR SHAKARPUR MAYUR VIHAR1 MAYUR VIHAR 2 MAYUR VIHAR 3 PREET VIHAR JITAR NAGAR PITAMPURA SHAKUR BASTI RANIBAGH NAHARPUR ROHINI SECTOR-7 ROHINI SECTOR-8 ROHINI SECTOR-9 ROHINI SECTOR-10 RAJIV NAGAR 55
  44. 44. RALWAY ROADSANT NAGARJOR BAGHBADARPURMITHAPURCHATERPURJAUNAPURSULTANPURAJARANGARHHAUJKHASSAAKETSAKARPURPREET VIHARNIRMAN VIHARAYA NAGARGHITONIGURGAON SECTOR-10GURGAON SECTOR-11GURGAON SECTOR-12GURGAON SECTOR-13GURGAON SECTOR-14DWARKA MODH 56
  45. 45. OBSERVATION3Mhas its own management system which is a major tool that helps managementin problem solving and framing marketing strategy. Here the market research iscarried out at different places. In order to see the response and seeking theinfluence of the Hobby Idea season especially in the market , the survey was doneto find the areas where there is scope for reinforcing and applying the newerstrategies of sales promotion for the brands of the company.MARKET OBSERVATIONS:PAINT &HARDWARE DEALER’S RESPONSEA. Management Problems 1. Company does not support dealers  No regular visit from the sales people. 2. Dealers are annoyed with the sales representative.  No stock delivery after being ordered. 3. Margin  Compared to competitor’s price, products have fewer margins. 4. Replacement problem (Time Consuming and Negligence).  Replacement of some items like acrylic colors are pending.B. Market Picture  No direct letter is given to the retailer regarding the schemes introduced by the company.  Not proper supply of orders.  Some products facing negligence from customers. 57
  46. 46. SUGGESTIONS & RECOMMENDATIONSAccording to 4ps of Marketing- • People Sales Hierarchy National Sales Head Regional Sales Manager Area Sales Manager Sales Sales Sales Sales representatives Representatives Representatives RepresentativesSelection of Distributor Relevant Experience – 2-3 years of Experience of Distributor required. • Self Involvement in the business No Competitors Distributorship – • Distributor should not be dealing with any competitors product • The distributor should be able to function as dedicated channel partner of 3M Infrastructure- 58
  47. 47. • Storage Go down• Delivery vehicles• Computer , telephone , net connection Capital Investments-• The distributor should be financially sound Good Reputation in Market- Very good And reputed distributor selected only for distributorship Promotion – Promotional Meet –• Demonstration of the Product• Target Audience( Contractors, interior decorators , Engineers)• Prelaunch meeting with Mason & retailers .• Free sample for mason, Retailer. Distribution of demonstration-• C.D. and pamphlets in apartments , Independent houses society, free with news paper( Times of India).• Big holdings in some area like DLF city entry gate, Sikender Chowk, Pitempura , Chatterpur. Demonstration Videos on web sites –• Demonstration videos on websites like: Youtube• Facebook , twitter forum can be created with the company and product name . Info about the product can be shared. Newspaper , radio, TV advertisements –• Newspaper like Times of India “property” & Danik Jagran hindi. 59
  48. 48. • Radio channel like big FM, City FM.• T.V. channel like Sony, Star & Business News channel• Free samples along with some other 3m product Street plays-• Street Plays creating awareness among people.• conduct games and quiz winner awarded free sample. Attractive Incentives / Gifts On Sale-• Target achieved by retailer then tour and big gifts for them.• Some gift like calendar , holi, dipawali, chrisms gift . Product-• Packing Size : Fast moving Packing size is50,100,200, 500 ml , 1lt and 2 lt.• Product name: Name of the product should be easy to recall e.g.:- Quick fix (pidilite product)• Packaging is very attractive which attract the customer to see and buy. Price of the Product-• Because of the price sensitiveness of Indian customer I’m not suggest price more then 340 Rs.• According to my research if we se the retailers perceived price for our product is in the range of 180 to 450 so in the range of this scale our price is good for the customers.• If we see the competitor’s average price for end customer Dr. fixit LW+ 105 Rs & URP 215 Rs , Cico no. 1- 45 Rs then our price 340 Rs satisfied all the constrain.• Here we also see that Dr. fixit LW+ is most prefferable by customer which is not much price and Cementations product. 60
  49. 49. PLACE- Distribution channel Manufacturing Unit Consignm Distributor ent Agent Retailers Retailers End End Customer CustomerTarget Cities Across India 61
  50. 50. ANNEXTUREQUESTIONNAIRE-CATEGORY FIRST Market Research of Existing water proofing system(roof)- FOR RETAILOR Researcher name - Manendra ShuklaQuestionnaireA Store Name CategoryB Owner Name PhoneNo.+91C AddressD Do you deal in water proofing system 1. Yes 2.NoE Mention Type of product in your store 1.cementatious 2 latex 2.two part 3.if other specifyF Which category of product is preferred by customer?G which brand are you selling currently? CP SP 1.Dr.Fixit 2.Roff 3.Frosroc 4.Araldite 5.chocksey 6.Siko (a)End customer pricing. 62
  51. 51. (b). Retailer Pricing /Margin. (c). Distributor Pricing /Margin.H Which is the most popular brand & Why ?I Quantum of volume sold in a monthK Which Brand you prefer to promote & why ?L what kind of customer comes to you?Who are the influencers 1.Mason 2.Engineer/Interior designer 3.Individual customerM if more than one of the above guesstimate of the ratioO What are the 3 most critical factors for the buyers for their decision making. a. b. c.P Expectation of end user on cost of repair:Q What price customer look for the productR Which distributor services your requirementS Please rate him on a scale of 1-5 on the following: 1. Response Time 2. Quality Of Material 3. Brand name 4. Cost 63
  52. 52. 5.Warrantees/guranteesT What kind of Promotional activities are carried out by various brands.U who/what influences the customer?V which advertising media is most effective : (a). Prevalent promotion schemes in the market. (b). Inputs on promotion team in place from competition.W feedback about our product 1.Poor 2.Fair 3.Good 4.ExcellentX Product is suitable for Indian market :J What kind of complaints’ you normally come across from customers? 1. No( ) 2. Yes ( ) (a)Which type- 64
  53. 53. QUESTIONNAIRE-CATEGORY SECOND Market reasearch of emergency waterproofing system (Roofing )- FOR independent houses/ appartments) Target audience(independent houses/ appartments) Name Address Telephone Noa Have you used any water proofing material in your house yes/no (b What was the pain area?c Which Product youpreffered& Why?d How you came to know about the product ?e Choose a brand from the following? 1. Dr.Fxit 2.Araldite 3.sickof which type of product used? 1.Cementatious 2.Two partg Life expectancy from a product?h Point of purchase(store from where they buy) 65
  54. 54. i Who visits the stores a)Mason b)customerj Explain concept of our product &feeback .k favorable cost a)900 b)1100 c)1300 BIBLIOGRAPHY (1) Website of Hindustan 3MIndustries Ltd. www.pidilite.net www.pidilite.com (2) Information brochure of 3MIndustries Ltd. (3) Research Methodology by C.R. Kothari. (4) Marketing Management, Phillip Kotler & Keller. (5) Consumer Behavior, Keith Davis. 66

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