MBA Marketing - Final project report on sales promotion in home automation , surveillance and security systems

DOON BUSINESS SCHOOL
A STUDY OF SALES PROMOTION STRATEGIES IN ZOCKETHUB PVT LTD
For the award of the degree of
MASTERS OF BUSINESS ADMINISTRATION
SESSION (2017-2019)
SUBMITTED TO:
Prof. MANISHA VERMA
BY:
GEDELA VASUDEV
IIIrd SEM (Marketing)
AFFILIATED TO
UTTARAKHAND TECHNICAL UNIVERSITY, DEHRADUN
UTTRAKHAND

DEPARTMENT OF MASTERS AND BUSINESS ADMINISTRATION
CERTIFICATE
This is to certify that Summer internship program entitled “STUDY OF
SALES PROMOTION IN ZOCKETHUB PVT LTD” being submitted by
Mr. Gedela Vasudev (0171MBA098) in Partial fulfillment for the award
of the degree of Masters and Business Administration is a recent of a
bonafide work done by him under my guidance and supervision
during the academic year 2018.
Internal Guide Head of career development cell
Mrs. Manisha Verma Mr. Sunil Choudhary
Assistant Professor, Professor,
Department of MBA Department of CDC
Doon Business School Doon Business School
Dehradun Dehradun

ACKNOWLEDGEMENT
I wish to express my deep sense of gratitude to Mrs. MANISHA VERMA, Assistant
Professor, Department of Masters and Business Administration for her wholehearted
cooperation, unfailing inspiration and valuable guidance. Throughout the Internship, her
useful suggestions, constant encouragement has given a right direction and shape to out
learning. Really, I indebted to her for excellent guidance.
I consider it as my Privilege to express my gratitude to Mr. SUNIL CHOUDHARY,
Professor and Head of Career Development cell (CDC), for his valuable suggestions and
constant motivation that greatly helped the project to get successfully completed.
I also thank Mr. Dr. B.P.PETHIYA Campus Director and Professor, for extending his
utmost support and cooperation in providing all their provisions for the successful
completion of Internship.
I sincerely thank all the members of the staff in the Masters and Business Administration
Department for their sustained help in my pursuits.
I thank all those who contributed directly and indirectly in successfully carrying out this
work.
Mr. G.VASUDEV
0171MBA098

ABSTRACT
The Home Automation is a wireless home automation system that is supposed
to be implemented in existing home environments, without any changes
in the infrastructure. Home Automation let the user to control the home
from his or her computer as well as Smartphone and assign actions that
should happen depending on time or other sensor readings such as
light, temperature or sound from any device in the Home Automation
network.
The Internship is mainly undertaken to study the sales promotional strategies at
ZOCKETHUB PVT LTD. The intention of the study is to find what attributes
needs further improvement in order to make the product more preferable
in the market.
The main aim of the study is to uncover new relationship and identify any
problem that may arise in future. Hence, exploratory research is been conducted.
Exploratory research as its name implies endeavors of exploring the possibility of
doing research on a subject where due to lack of existing knowledge framing and
testing the hypotheses is difficult. In today’s crowed marketplace where products
and services are touting themselves to be the best, it is vital to stand out in the
crowd. The study was undertaken to explore how a company or brand can ensure
a store that stands out and not get lost in the crowd.

A Study on Sales Promotion
CONTENTS :
Chapter 1
➢ Introduction
➢ Marketing Mix
➢ Sales Promotion
➢ Industry Profile
➢ Emerging Trend
Chapter 2
➢ Research Design
➢ Title of study
➢ Statement of problem
➢ Objectives of study
➢ Scope of study
➢ Limitations of study
➢ Methodology
➢ Data Collection methods
Chapter 3
➢ Company Profile
➢ Products
➢ Departments
➢ HR aspects
➢ SWOT analysis

Chapter 4
Data analysis and interpretation
➢ Table.1 – Representing Gender of Marketing of executives
➢ Table.2 – Representing Pricing of products
➢ Table.3 – Representing major competitors
➢ Table.4 – Representing competitors strength
➢ Table.5 – Representing quality of product with respect to other competitors
➢ Table.6 – Representing kind of products sold per month
➢ Table.7 – Representing merits of products differentiating from other
➢ Table.8 – Representing factors which play major role in demand generation
➢ Table.9 – Representing promotion of products
➢ Table.10 – Representing discount given on repeat purchase
➢ Table.11 – Representing percentage of discounts given on repeat purchase
➢ Table.12 – Representing way of marketing of products
➢ Table.13 – Representing targeted customers
➢ Table.14 – Representing kind of incentives received by employee
Chapter 5
➢ Summary of findings and conclusions
Chapter 6
➢ Recommendations and suggestions
➢ Appendices and Annexures
➢ Questionnaire

CHAPTER – 1
INTRODUCTION
“Marketing is a social and managerial process by which individuals and groups obtain what
they need and want, through creating, offering and exchanging products of value with
others”.
- Philip Kotler.
Marketing includes all those activities having to do with effecting changes in the ownership
and possession of goods and services. It is that part of economics which deals with the
creation of time, place and possession utilities and that phase of business activity through
which human wants are satisfied, by the exchange of goods and services for some valuable
consideration.
- American Marketing Association.
Marketing is the process of discovering and translating consumer wants into product and
service specifications and then in turn helping to make it possible for more and more of
consumers to enjoy more and more of these products and services.
Marketing consists of analyzing marketing opportunities, researching and selecting target
markets, designing marketing strategies, planning marketing programs and organizing,
implementing and controlling marketing effort.

Companies have to identify long and short term marketing opportunities and research the
selected market by measuring and forecasting attractiveness of the given market. Having
selected the market, the companies need to develop a differentiating and positioning
strategy for the target market. The marketing strategy must be transformed into marketing
programs by deciding on marketing expenditures and the marketing mix. The final step is
organizing the marketing resources and implementing and controlling the marketing plan.
Marketing Mix
Marketing mix is the set of marketing tools that a firm uses to pursue its marketing objectives
in the target market.
McCarthy has popularized a four factor classification of marketing tools known as the 4P’s of
the marketing mix. They are:
• Product
• Price
• Place
• Promotion
Product:
Product stands for the firm’s tangible offer to the market, including the product quality,
design, features, branding and packing. It deals with new product development, product life
cycle, product mix, product lines, branding and associated services to a product. From the
customer’s point of view, it helps in satisfying the customer’s needs and wants.

Price:
Price is the monetary value of the product. Price deals with selecting the pricing objectives,
setting the price, discounts, allowances, payment policies and credit terms. It is very
important to the customers as it decides the cost the customer has to pay to gain the product
value.
Place:
This marketing tool stands for the various activities the company undertakes to make the
product accessible and available to the customer. It involves market size, channel selection
and management, storage and physical distribution with the ultimate purpose of efficiently
supplying the company’s offer to the target market. To the customer, this marketing tool
refers to convenience.
Promotion:
Promotion stands for various activities the company undertakes to communicate and
promote its products to the target market. It involves communication programs i.e. direct
marketing, advertising, sales promotions, public relations and motivation of sales force. To
the customer this tool provides knowledge and information.

The Promotion Mix of a company includes the following tools;
Advertising:
It is any paid form of non-personal presentation and promotion of ideas, goods or
services by an identified sponsor.
Direct Marketing:
It refers to the use of mail, telephone and other non-personal contact tools to
communicate with or solicit a response from specific customers and prospects.
Personal Selling:
Face to face interaction with one or more prospective purchasers for the purpose of
making a sale refers to personal selling.
Public Relations and Publicity:
It refers to the variety of programs designed to promote and or protect a company’s image
or its individual products.
Sales Promotions:
The short-term incentive to encourage trial or purchase of a product or service refers to
sales promotion. Whereas advertising offers a reason to buy; sales promotion offers an
incentive to buy. Since sales promotion directly push up the sales, increasing number of
companies are undertaking sales promotion activities.

Sales Promotion
Sales promotion refers to the short-term incentives to encourage sales of a product or
service. It consists of a diverse collection of incentive tools, mostly short-term, designed to
stimulate quicker and greater purchase of products or services by consumers.
Purpose of Sales Promotion
Sales promotion tools vary in their specific objectives. They may be used to attract new
customers, to reward loyal customers and to increase the repurchase rates of occasional
users. Sales promotion usually targets brand switchers because non-users and users of
other brands do not always notice a promotion. Sales promotions are thus also seen as a
tool for breaking down loyalty to other products.
Sales promotions also let manufacturers adjust to short term changes in supply and demand
and differences in customer segments. They also let manufacturers to experiment by varying
prices. Sales promotions also lead to greater consumer awareness of prices.
To use sales promotion, a company must set objectives, select the right tools, develop the
best program and implement it and evaluate the results.

Objectives of Sales Promotion
The specific objectives set for sales promotions will vary with the type of the target
market. For consumer promotions, objectives include encouraging purchasing of larger sized
units, building trial among non-users and attracting switchers away from the competitor’s
brands. For trade promotions, objectives may include; including retailers to carry new items
and higher level of inventory, encouraging off-seasonal buying, of-setting competitive
promotions, building brand loyalty of retailers and gaining entry into new retail outlets. The
sales force promotions help in encouraging support of a new product or model, encouraging
more prospecting and stimulating off-seasonal sales. But most importantly, sales promotion
should be focused on consumer relationship building.
Sales Promotion Tools
Many tools can be used to accomplish sales promotion objectives. Descriptions of the
main promotional tools are as follows;
Consumer Promotion Tools
The main consumer promotion tools are as follows;
• Samples:
They are offers of a trial amount of a product. It consists of inviting prospective
purchasers to try the product without cost or at a lower cost in the hope that they will
buy the product. Samples may be free or discounted.

• Coupons:
Coupons are certificates that give buyers a saving when they purchase a specified
product. Coupons can be mailed, placed in advertisements or included with other
products.
• Rebates:
Rebate is also known as cash refund offers. Rebates are offers to refund part of
the purchase price of a product to its customers who send a proof of
purchase to the manufacturer. These are like coupons except that the price
reduction occurs after the purchase and not at the point of sale.
• Price Packs:
Cents-off deals or price packs offer consumers savings by way of reducing
prices that are marked by the producer directly on the package.
• Premiums:
These are the goods offered either free or at a low cost as an incentive to
buy a product. Premiums may be in-pack or on-pack (outside the pack).
• Prizes:
They are offers of chance to win something such as cash, trips or goods – by luck or
through extra efforts. Contests of talent and sweepstakes or draws the most popular
prize offering promotions.

• Tie-in Promotions:
Tie-in promotions involve two or more brands or companies that team up on coupons,
refunds or contests to increase their pulling powers.
• Cross Promotions:
Cross promotions involve using one brand to advertise non-competing brand.
• Advertising Specialties:
These are useful articles imprinted with an advertiser’s name, given as gifts to
consumers.
• Patronage Rewards:
They are cash or other awards for the regular use of company’s products or services.
They are values (in cash otherwise) that are proportional to one’s patronage of a
certain vendor or a group of vendors. They aim at building brand loyalty.
• PoP Promotions:
Point of purchase (PoP) includes displays and demonstrations that take place at the
point of purchase or sale.
Trade Promotion Tools
More money is spent by companies on trade promotion (58%) than on consumer
promotions (42%). The major trade promotion tools are as follows;

• Discounts:
It is also known as price-off or off-invoice or off-list. Discounts price cut off the list
price on a particular quantity purchased during a stated time.
• Allowances:
They are the amount offered in return for an agreement by the retailer to feature the
manufacturer’s products in some way; displays, advertising or otherwise.
• Free Goods:
Free goods are the extra merchandise offered to middlemen who buy a specific
amount of a product.
Companies also offer push money and specialty advertising items to the middlemen.
Business Promotion Tools
Companies spend huge amount on promotions focused on industrial consumers. The
major business promotion tools are as follows;
• Trade Shows and Conventions.
• Sales Contests.
Clearly, sales promotions play an important role in the total promotion mix. To use it well,
the marketer must define the sales promotion objectives, select the best tools, design the
sales promotion program, pretest and implement the program and evaluate its results.

INDUSTRY PROFILE
A Look into the Indian Economy and Home Automation Industry
India is the fourth largest economy in the world and it’s the largest democracy with
second largest GDP among emerging economies. World Bank’s President Dr. Jim yong Kim
confirmed that India is not the world’s 4th largest economy after USA, China and Japan in
PPP (Purchasing Power Parity). It is also one of the ten fastest growing economies in the
world.
With 1 billion populations, India remains on the fastest growing economies and even in the
present worldwide economic slowdown, has maintained GDP Growth rate of nearly 6%.
India today is 7th most attractive destination for foreign direct investments, after US,
China, Brazil, Mexico and Germany. Besides, India offers higher rate of returns and
profitability than anywhere else in the world.
Out of 1 billion population the upper and middle class constitutes 20% or 200 million
people (or 30 to 40 million houses). By rent per capita:
• 2 percent of Indian has a per capita income in excess of 14,500 Euros, which means
20 million people.

• 8 percent of Indians have a per capita income of more than 3,900 Euros, which
means 80 million people.
• 10 percent of Indians have a per capita income in excess of 3,200 Euros, this is about
100 million people
Overall Economic Scenario
1. The Indian market has been enormous with a large base.
2. Levels of affluence are high- with the number of individuals in the “high: income
demographic group doubling each year, according to NCAER statistics.
3. The actual “disposable” income at the disposal of the affluent Indian is as high as three to
five times higher as the official statistics, on account of the very large proportion of
unaccounted (“black”) money income.
4. The market has, due to exposure to overseas products and lifestyles, displayed the
willingness and ability to purchase overseas brands and products at high prices.
5. Customs duties and tariffs have been drastically reduced, in keeping with government
policy to open up the economy – a policy which has stayed constant despite changes in
government. All the products in the INDEX product range are now permitted for import

into India under OGL or the Open General License, which implies that no special import
license is required for import.
6. Despite the cut in duties, the rate of customs duties is fairly substantial which makes the
prices of products higher in India. There is a huge demand for Security systems, lighting
and consumer non-durable and appliances, Emerging demand of Home automation
7. While the Indian middle class still does not have as high a rate of obsolescence as the
US, and tend to use their Security systems for several years before changing or
upgrading, the actual size of this segment makes investment in this market more than
worthwhile. The affluent classes however, do have high rate of obsolescence of smart
tech products constantly.
8. All the above factors put together make manufacturers and retailers of a wide range of
consumer durables. Several overseas companies have already entered the market and
have been extremely well received by the market.

Home Automation system market worth 79.57 Billion usd by 2022
According to the new market research report "Home Automation System Market by
Protocol and Technology (Network and Wireless), Product (Lighting, Security and
Access Control, HVAC and Entertainment Control), Software and Algorithm
(Behavioral and Proactive), and Geography - Global Forecast to 2022", the home
Automation system market was valued at USD 39.93 Billion in 2016 and is expected to
reach USD 79.57 Billion by 2022, at a CAGR of 11.3% during the forecast period.
Early buyers will Receive 10% customization on Reports
The home automation system market is driven by factors such as the significantly
growing IOT market, cost reduction measures enabled by home automation systems,
presence of a large number of manufacturers expanding their product portfolios, and
the increasing importance of home monitoring from remote locations.
“Entertainment control expected to be the largest market during the forecast
period”
The entertainment control market is anticipated to hold the largest share among
different products in the home automation system market. The growth of the audio,
volume, & multimedia room controls is driven by the convenience offered by these
controls for managing and controlling the entertainment systems in a house. Lighting
control is expected to be the second-largest market for home automation systems
during the forecast period. Lighting accounts for one of the largest electrical loads in
homes. Hence, lighting controllers play a vital role in reducing the electricity
consumption within the household, along with offering comfort to the users.

“Market for proactive segment to grow at the highest rate between 2017 and
2022”
The market for the proactive software and algorithm segment is expected to grow at a
high rate in the forecast period due to their ability to perform a comparative analysis of
the energy usage patterns based on the time of day, historical data, and weather
conditions.
“North America expected to dominate the home automation system market
between 2017 and 2022”
North America is home to some of the prominent companies in the global home
automation system market including Honeywell International Inc. (U.S.), Acuity Brands,
Inc. (U.S.), Johnson Controls Inc. (U.S.), United Technologies Corporation (U.S.), Acuity
Brands (U.S.), and Crestron Electronics, Inc. (U.S.). This is the major reason for its
dominance in the home automation system market. The demand for domestic energy
management systems and the growing trend of green homes have contributed
significantly toward the growth of this market. The number of smart homes in North
America, especially the U.S., is much higher than that in any other region in the world.
This market is expected to grow at a steady pace during the forecast period. Major
players involved in the home automation system market include Legrand, Ingersoll-
Rand PLC, Schneider Electric SE, and Honeywell International, Inc., ABB Ltd., Control4
Corporation, Crestron Electronics, Inc., Johnson Controls, Inc., and Siemens AG.

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India Home Automation Market - Expected to Cross INR 30,000 Crore by
2022 - Research and Markets
Research and Markets has announced the addition of the "India Home Automation
Market Forecast" report to their offering.
The India Home Automation Market is expected to cross the figure of INR 30,000
Crore by 2022. Home Automation in India is creating big opportunities, not only for
Indian automation companies, but also for foreign companies. At present residential
customers have the highest market share, whereas in product category, the security
market is the clear winner in the market.
Delhi-NCR, Mumbai, Pune, Ahmadabad and Bangalore have a combined market share
of more than 50 percent in the total home automation market.
This market research report is 129 pages with 33 Figures and 14 Tables studies the
India Home Automation Market and its future evolution over the next 6 years.
This Report Studies the India Home Automation Market from 9 View Points:
1. India Home Automation Market & Forecast
2. India Home Automation Market Share & Forecast

3. India Home Automation Market Analysis by Product Category
4. India Home Automation Market Analysis by Customer Category
5. India Home Automation Market Analysis by City
6. India Home Automation Market Share in IOT Market
7. India Home Automation Companies Product Profiling
8. India Home Automation Start-ups Product Profiling
9. India Internet of Things (IOT) Market & Market Share in India Home Automation
India Home Automation market will be more than INR 55,000 Crore by 2024. Driving
force for India home automation market are growing internet penetration, upgradation in
network infrastructure, decreasing home automation products price and increasing
disposable income. Home automation is one of the most attractive things for general
users. At present, it is not limited to metro cities only but this market has great potential
in tier I and tier II cities too.
Increasing number of startup in home automation business provides the opportunities
for users to get products in low price as increasing number of players has increased
competition among the players. Home Automation in India is generating huge prospect
not only for automation companies in India, but also for multinational companies “Trail
and get experience with low-cost products” are the best method for novice users. Most
of the Indians, partially installed home automation products in their home; starting from
lighting and security products.

This report titled “India Home Automation Market, by Application [Lighting,
Security, Heating, Ventilating & Air Conditioning (HVAC), Entertainment], End-
User (Residential, Commercial & Hospitality), Companies (Larsen & Toubro,
Schneider Electric, Johnson Controls, AMX LLC, Crestron Electronics, Home
Brain, Pert, Silvan Innovation Labs, Oakter) & Forecast” provides a complete
analysis of India Home Automation Market.
By Application:
There are four segments which have been studied thoroughly in this report namely
Lighting, Security, Heating, Ventilating & Air Conditioning (HVAC), and Entertainment. It
is found that Lighting and Security together account for more than 80% of the current
India Home Automation Market. Rest 15% of the market has been occupied by both
Entertainment and HVAC (Heating, Ventilating and Air Conditioning).
By User - Residential & Commercial have Bright Future:
Residential and Commercial sectors account for majority of India Home Automation Market.
In the home automation market, it is the residential sector that is making the significant
waves of security and lighting controls.
Companies Analysis:
Larsen & Toubro, Schneider Electric, Johnson Controls, AMX LLC, Crestron Electronics,
Home Brain, Pert, Silvan Innovation Labs and Oakter are some of the companies operating
in the India Home Automation Market; which has been studied thoroughly in this report.
This market research report provides a complete analysis of the India Home Automation
Market, Growth Drivers, Challenges, and their projections for the upcoming years.

By Application:
• Lighting
• Security
• HVAC (Heating, Ventilating and Air Conditioning)
• Entertainment
By End-Users:
• Residential
• Commercial
• Hospitality
Company Profiled in the India Home Automation Market:
✓ Larsen & Toubro
✓ Schneider Electric
✓ Johnson Controls
✓ AMX LLC
✓ Crestron Electronics
✓ Home Brain
✓ Pert
✓ Silvan Innovation Labs
✓ Oakter

India Home Automation Market (2013 – 2024)
Home automation in India is rapidly growing and is used in a variety of applications
across residential, commercial and hospitality segments. Home automation has its roots in
smart home appliances which has over the years led to the development of integrated smart
homes. Home automation today largely consists of four functional segments – Lighting,
Security, Audio/Video and HVAC (Heating, Ventilating and Air Conditioning).
Smart Homes are homes which are powered by computing devices and information
technology that connect various gadgets and instruments in the house to provide
enhanced comfort, convenience, security, and entertainment to residents in a sustainable
way. Once hailed as the domain of the super rich, today most customers seek Smart Homes
in some form or the other. The availability of a wide range of high technology products aimed
at making life more secure, convenient and comfortable are steadily drawing more and more
customers to the concept.
Home automation market is fast evolving in the Indian context. Initially Smart Homes
were marketed primarily as homes with advanced security features. The market is now
evolving into newer areas like lighting systems, gas leakage detectors, fire detection
systems, entertainment systems and energy efficiency systems. Therefore, home
automation, apart from providing better security, conveniences and comfort to the
resident, also provides significant energy savings

How Home Automation Market is expected to grow in India?
Home automation market in India is expected to grow in 3 Phases.
Phase 1: Year 2013 to Year 2016
• Offerings don’t cater to mass market
• Products with good specs and finish are expensive
• Low priced products have shabby look and build
Phase 2: Year 2017 to Year 2021
• Big companies like Philips, Siemens will bring out fairly mass market automation
products and more people will be able to afford the products
• Some players will have niche in high end automation and focus on premium market
Phase 3: Year 2021 Onwards
• As Automation and IOT becomes commoditized, all major players will have a
presence here leading to competition in prices and lower margins
• Many (most) houses will incorporate some aspect of Automation in the home
The home automation market in India is expected to reach INR 55,219 Crore by 2024, from
the current INR 8,800 Crore. The key growth drivers for this demand are increasing
consumer awareness and financial ability, product innovations (like smart phone
apps), builders’ requirement for market differentiation and an increase in the preference for
energy efficient systems. However the market is still in its growth phase with a
significant gap for more innovative and connected systems. Some of the key constraints
include high product costs and moderate levels of satisfaction among the customers.

Indian automation industry indicates towards the massive opportunities presented by
the segment. As the disposable income for individuals continue to grow, lavish
lifestyle gain popularity in Indian households and work spaces. Technology
awareness grows along the increasing population with smart portable devices. This
poses automated system vendors with the opportunity to provide advanced control of
home equipment to its end-users.
Research advancements in electronic device and control equipment segment has
further reassured the cost of manufacturing and installing of smart devices. In an effort to
be energy efficient, several business verticals have chosen to adopt automated
systems while availing convenience of operation. Additionally, current government
policies for developing smart cities has opened widespread market opportunities for the
regional vendors. Poor web networking and unavailability of internet to a certain population
restrains the industries growth in this segment. The market is segmented by
commercial, residential, and hospitality implementation, out of which maximum
demand is expected by the latest. Global market giants are expected to spread their
investment outreach given the market surge.

INRCroreINR
Figure 2-1: India – Home Automation Market (Crore INR), 2013 – 2017
10,000
9,000
8,000
7,000
6,000
5,000
4,000
3,000
2,000
1,000
0
2013 2014 2015 2016 2017
Figure 2-2: India – Forecast for Home Automation Market (Crore INR), 2018 – 2024
60,000
50,000
40,000
30,000
20,000
10,000
0
2018 2019 2020 2021 2022 2023 2024
Source: RedSeer Consulting, Renub Research Analysis

The Emerging Trend
2017 International Conference on Trends in Electronics and
Informatics (ICEI) :
Internet of Things (IOT) is nothing but connecting different real world objects to provide
proper communication, synchronization, and inter-connecting between various devices or
physical appliances is also known as "Things". The Home Automation System (HAS) is
extension of current activities performed inside the home and this Home Automation
System (HAS) can be developed easily now a day's, because of powerful computational
devices and wireless sensor network(WSN), to provide user friendly and cost fairly home
automation system. In home automation system (HAS), different technologies like WiFi,
Bluetooth and ZigBee are used for communication, and different devices like smart phone,
tablet and laptop used for controlling various appliances. In this paper we detailed a
survey on different home automation systems considering parameters like type of
communication, cost, technology and efficiency of system. A comparative analysis of
home automation systems is done. In future this system may have high demand and
usage for automation of the "Things". Using Home Automation System (HAS) our home
will be smart home that can operate without any physical interference of human being.

Chapter 2
REASEARCH DESIGN
Title of the Study
The title of the study is – “A STUDY ON SALES PROMOTION OF HOME
AUTOMATION AND SURVEILLANCE PRODUCTS at ZOCKETHUB PVT LTD”.
Statement of the Problem
The Internship is mainly undertaken to study the sales promotional strategies at
Zockethub Pvt. Ltd. The intention of the study is to find what attributes needs further
improvement in order to make the product more preferable in the market.
The main aim of the study is to uncover new relationship and identify any problem that
may arise in future. Hence, exploratory research is been conducted. Exploratory research
as its name implies endeavors of exploring the possibility of doing research on a subject
where due to lack of existing knowledge framing and testing the hypotheses is difficult. In
today’s crowed marketplace where products and services are touting themselves to be the
best, it is vital to stand out in the crowd. The study was undertaken to explore how a
company or brand can ensure a store that stands out and not get lost in the crowd.

Objectives of the Study
1. To study the various promotional strategy adopted by Zockethub Pvt. Ltd.
2. To find out the footage of Zockethub Pvt. Ltd. With respect to other players in the
market.
3. To observe and understand the practice followed by Zockethub Pvt. Ltd.
4. To find out the communication linkages and de-linkages in the organization.
5. To study the activities of each and every department of the organization.
Scope of the Study
This project was undertaken for a specific period in Zockethub Pvt. Ltd., Plot no 51,
Pandurangapuram, Visakhapatnam, Andhra Pradesh. It is an exercise that is well planned
into the curriculum giving the researcher a valuable opportunity to understand the working
dynamics of the organization and to experiment and exhibit the recently acquired
management and administration skills.
The prospect of the Automation sector in India seems positive. The Indian Automation
industry has awakened to interesting times! The last ten years have seen changes in the
shopping malls, Hospitals. Consumers today no longer look for mere practicality in

Automation, instead, they look for Smart Home Technology, i.e. lifestyle living. Realizing
the tremendous market potential and to make the most of it, the study was undertaken.
Limitations of the Study
Every study is bound by limitations and as such this is no exceptions.
1. “Change is Constant” rule of nature. Hence, the study undertaken may not hold
good for longer duration.
2. The study was conducted under the assumption that the information given by the
respondents is authentic.
3. The analysis and suggestion are given only with respect to marketing aspects as
technical suggestion with respect to the product could not be given.
4. Confidential matters were not disclosed by the company.
5. There were time constraints.

Methodology of the Study
A variety of methods of study have been adopted by the researcher to fulfill the
objectives of the study.
➢ In order to have a better grasp of the study, the researcher chose to become a
keen observer, studying the various aspects of the organization.
➢ To have a broader perspective of the study, the researcher attended the Live
Exhibition in Builders Association meet held at R.K Beach Grounds wherein the
products of Zockethub Pvt. Ltd. were displayed.
➢ In order to fund out the market realities, the researcher visited the showrooms of
certain companies having almost similar product profile as that of Zockethub
Pvt. Ltd. To name a few Essa tech services, Pert Automation, RVSS etc.
➢ With a view to understand the crunch of the matter and to find out the ground
realities, the researcher formed a schedule specifically for the set of
respondents. The researcher met the respondents personally, interviewed them
and made them to fill the questionnaire.

The researcher has done the research in the following manner;
a) Type of the research undertaken is analytical.
b) Technique used is random sampling.
c) Sample size taken is 30.
d) Sources of data used include both primary as well as secondary data.
e) Tool used for the research is questionnaire.
f) Plan of analysis are tables and graphs.
Data Collection Methods
In this study, the foremost data collection instrument used is the questionnaire method.
The questionnaire has been designed with both open ended and closed ended questions.
Apart from this, the research instrument consists of primary and secondary data collected
for the study.
Primary Data:
Here first hand information is obtained by distributing printed questionnaire to the
marketing executives of the company. Data was also obtained from the observation and
interview technique adopted by the researcher. Moreover, information was disseminated
by the departmental heads.
Secondary Data:
Here the information is obtained from the brochure of Zockethub, books, websites,
newsletter, journals, magazines, newspapers, etc.

SOURCES OF DATA
Primary Data Secondary Data
Questionnaire Newsletter
Observation Journals
Interviews Magazines
Visits to other Newspapers
Companies Information Books
Through Departmental heads Websites

Chapter 3
Company Profile
Zockethub is a next-generation home automation provider with consulting and
implementation services. Our mission is to empower our clients to use the best in class
technology within an affordable budget and excellence in service and customer
satisfaction. Our clients range from global corporates to local homeowners. Improvement
to the standard of living with control and convenience right in your hands is our philosophy.
Being a service provider, we add value proposition by bringing future technologies and
innovation within your reach. We are highly competitive, performance oriented and have
the customer at the heart of everything we do.
Zockethub Private Limited is an unlisted private company incorporated on 10 January,
2018. The registered office of the company is at satyanarayana deval raju plot
No 51, pandurangapuram layout, visakhapatnam, Vishakhapatnam, Andhra
Pradesh.
The total paid-up capital is INR 10,000.00 . The company has no reported secured loans.
The company has 2 directors/key management personnel. The directors are Venkata
Devalraju Ramana and Sri Aditya Devalraju.
Policy:
Zockethub takes pride in meeting all the requirements and needs of our clients in minimum
turn-around time with maximum return on investments while extending on customer
service and work quality demands. Client satisfaction remains our top priority at any point

in time. We work with all our clients on a one to one basis to understand their
requirements and provide them with tailor-made solutions. We have developed our
competence and expertise at every level to realize synergy in your requirements and the
solutions we deliver.
Mission:
Our mission is not only to equip you with best in class technology but also to support and
promote your standard of living and comfort to new heights and deliver effective solutions
and faster returns on your investments.
Commitment:
Our commitment is to gain your trust and goodwill through an innovative approach and be
a market leader in all of the services we cater to. We deliver high quality results,
exceeding your expectations and provide timely solutions to help you reach your goals.
Products & Features
Zockethub is the next generation home automation innovation, that lets you control,
monitor and secure your home with your smartphone. There are Two kinds of Products
Home Automation Products
We're an IOT Company working on next generation technologies. We are manufacturers
of Zockethub Smart Devices. Through our extensive R&D and state-of-the-art design
work, we offer a range of Smart, Retrofit and affordable Home Automation Devices.
You don't need any change in wiring. Our Products are Robust and wireless. Currently our

Mobile application supported by IOS and Android.
• Zockethub 8 node module
• Zockethub single node module
• Motion sensors ( fall ceiling, wall mount)
• IR blaster
• Curtain controller
• Occupancy sensor
• Motion detection module
• Float sensor
• LPG detector
• Microwave sensors
• Solar based led light
• Gate Automation
Our Products Key Benefits:
• Power Saving and Power Monitoring
• Safety and Security
• Low Cost and Wireless Products
• Smart Phone Control

Features:
• Tap On Tap Off. You can control your Fan, TV, Lights etc.
• Wi-Fi enabled smart device.
• Motion Sensor for room based lighting Ex: Whenever a person enters into a room that
Particular lights & lights or fans & AC should be on.
• Operate your device manually , through mobile app and Virtual Assistant like Alexa
• No Internet connection is required to operate in locally Wifi signals are enough.
• Through Internet connection you can control your appliance throughout the world.
• The device can measure energy consumption of each appliance.
• You can create your own rule for any appliance.
Surveillance and security systems
• CCTV Cameras
➢ Hikvision
➢ Cp plus
➢ Honeywell
➢ Dahua
• Video door phones
• Digital door locks
• Solar fencing
• Fire safety systems
• Burglar alarms
• Biometric systems

Pricings is the process whereby a business sets the price at which it will sell its products
and services, and may be part of the business's marketing plan. In setting prices, the
business will take into account the price at which it could acquire the goods,
the manufacturing cost, the market place, competition, market condition, brand, and
quality of product
Some of its Clients are:
1. N.Anil Kumar, Hyderabad
2. RAJYOG Solutions , Visakhapatnam
3. AshikPasumarthy, Parvathipuram
4. Ganesh Reddy, Srikakulam
5. RamanaMurthy , Visakhapatnam
6. Prerna Swain, Hyderabad
7. SHIPMILE Company , Hyderabad
8. Apple Plyware, Visakhapatnam
9. Abbai Naidu, Anakapalle
10. Provotol soft. Technologies, Visakhapatnam

DEPARTMENTS
The researcher encompassed the study of four departments namely Accounts and
Administration, Designing, Production and Marketing. The basis for departmentalization
was functional.
ACCOUNTS AND ADMINISTRATION DEPARTMENT
This department is headed by Mr. Sri Aditya Deval Raju. This department is broadly
concerned with the acquisition and use of funds by the company. It also analyze, plan and
control the company’s financial affairs. Moreover, the in house administration of the
company is also taken care of. It includes maintenance of Laboratory and a look into the
requirements and problems of day to day administration. It also keeps a track of things
with regard to civil construction, architectural services, networking, project co-ordination,
electrical work, etc. It is also concerned with bank facility availed by the employees. Apart
from all these, it also takes into account the installation part at the customer site after the
dispatch of the product. In a nutshell this department deals with the trouble shooting of any
problem.
DESIGNING DEPARTMENT
This department is headed by Mr. Raghavendra. Two aspects namely Software and
web Designing are focused upon. Major activities undertaken in this department are as
follows:

• Setting the normal design –
According to the initial measurement told by the customer, a normal design is set.
Once the normal design is finalized by the customer, a designer accompanied by
marketing personnel visits the construction site and takes the final measurement for
Home theatre Setup Then according to it a design is set and the price quotations
are made.
• Setting the production design –
When the deal is finalized and after receiving 50% of the amount from the
customer, the designers make the production design. This design clearly
demarcates the technicalities so that it becomes easier for the production personnel
to understand.
• Innovative designs –
The team of designers also trigger out the brain cells to create innovative designs.
PRODUCTION DEPARTMENT
This department is headed by Mr.Aditya. Four supervisors are in charge of four
different activities such as quality control, product analyzing, production and dispatch.

PRODUCTION HEAD
Supervisor Supervisor Supervisor Supervisor
(Quality Control) (Product (Production) (Dispatch)
Analysis)
2 Persons 2 Persons 4 Persons 1 Person
• Quality Control:
This sub department is mainly concerned with the inspection of raw materials. The
raw materials are supplied mainly by a particular company , Secure systems. For
bulk orders, direct purchase is made from the local dealer companies
The raw materials obtained are with respected with regard to requirements and
specifications.
• Product Analyzing:
This sub-department is mainly concerned with targeting and scheduling. After
receiving the production design, it targets as to when the work needs to be
completed and schedules the whole process. Again, after completion of production
process and before dispatch, the product is thoroughly inspected here.

• Production:
4 persons comprising of machine operators and helpers are involved in this
sub-department. It consists of five operations namely cutting, molding, edge bending,
boring and hot press and post formed. Layout and post production is done under
control of Manufacturing unit
• Dispatch:
After the product is analyzed, it is ready for dispatch. Usually, at least once
Electrician along with a supervisor goes to the customer site for installation.
MARKETING DEPARTMENT
This department deals with the springboard of all activities. This department is split into
two divisions – one dealing with home Home Automation Products and the other
dealing with Surveillance and security systems
Home Automation Products :
This department is headed by Mr. Aditya . 4 marketing executives assist him. Let us
discuss the 4P’s of marketing mix with regard to the company.

Product:
Zockethubs 8,4,2,1 Modules, Occupancy sensors, curtain controllers (Horizontal and
vertical), Gate Automation, solar based LED lights, Motion detection modules and
Microwave sensors and Home theatre setup which completely makes a Smart Home.
What is Smart Home Technology ?
The Smart Home Technology use devices connected to Internet of things to
automate and monitor in-home systems. It allows user to control and monitor their
connected home devices from smart home apps, smart phones or other networked
devices. Users can remotely control connected home systems whether they are home
or way. This allows for more efficient energy and electric use as well as ensuring their
home is secure. Smart home Technology is now being used to create smart cities. A
smart city functions similar to smart home, where systems are monitored to efficiently
run the cities and save money
Why use Surveillance and security systems ?
The surveillance cameras can help detect crimes. Burglar Alarms would be
reluctant to break into home that has surveillance cameras. It is best way we can
place cameras here they can be seen. Apart from being an effective deterrent,
surveillance cameras can also provide image evidence that can be aid in post crime
investigations and prosecution

Security systems includes Biometric systems, scanners, face recognition systems
Video door phones, Door lock, Boom Barriers, Fire safety systems helps in securing home
or an complete apartment through complete security. These are designed to detect
intrusion, unauthorized entry into a building or area.
Surveillance and security systems are used in residential, commercial, industrial and
military properties for protection against burglary (theft) or property damage, as well as
personal protection against intruders, these show correlation with deceased theft.
Promotion:
The Company has a showroom of its own. The showroom is opened for all the six days of
a week from 9 a.m. to 9 p.m. Paper insertion are placed in leading newspapers such as
Sakshi, Eenadu, Andhra Jyothi and Vizag’s yoyo Magzine. Telemarketing is also done.
Display stalls are put up at various Enterprenuers Expo. The Company also participates in
exhibitions. The recent one is, being the participant of the Builders Association meet Held
at RK beach Visakhapatnam.

HR ASPECTS
Though the company does not have a separate HR Department as it is in the embryonic
stage but the HR aspects are taken care of by Mr. Sri Aditya
• Leave Facility :
All employees are entitled to 6 days of casual leave and 2 days of sick leave
(monthly). In case of a long leave, say a week or more than that, one needs to inform it
before 10- 12 days. In case of emergency, a prior intimation before 2 days is sufficient.
One can also avail the facility of working on holidays and taking leave on the week
days.
• Recruitment :
The Company spells out its requirements to the consultancies about the suitable
candidates. Usually, Mr. Aditya or Mr. Farooq takes the interview of the candidates.
• Training :
A selected candidate is put on training for about 15 days. During this period, he
is not given individual project.
• Job Rotation :
Job rotation is adopted by the company so that there is development of multi-
faceted skills to fill in vacancies and to cope with increasing work load. Movement is
effected in the same grade

THE WHOLE PROCESS AT A GLANCE
Clients visit the office
↓
Initial Requirement is t for customization
↓
Executives explains the product details and
↓
Quotation is made
↓
Negotiation is made
↓
Product is chosen by the customer
↓
50% of the amount is given as advance by the customer
↓
Signing of the estimation form
Both the company and client will keep a copy of it
↓
Production sketch is made after visiting site
↓
Production department
↓
Delivery and installation

SWOT Analysis
Strength
• Customized products
• Reasonable price
• Quality
Weakness
• A new entrant in the market
Opportunity
• Growth of Home automation and
surveillance industry seems
positive
• Huge potential
Threats
• A lot many players are existing
in the market
Future Plans:
The company has shown excellent growth since inception and is growing at a rapid
pace. All these contribute for the company’s future expansion plan.
• It is going to open manufacturing units in Srikakulam and Hyderabad
• Will involve 10 dealers in Hyderabad

CHAPTER- 4
DATA ANALYSIS AND INTERPRETATION
Table No. 1
Table representing the Gender of the marketing executives
Gender No. of Respondents Percentage
Male 6 20%
Female 24 80%
Total 30 100%
Analysis
➢ 80% of the respondents are male.
➢ 20% of the respondents are female.
Interpretation
➢ Majority of the marketing executive are male.

Graph 1
Gender of the Marketing Executives
No. of Respondents
Male
Female

Table No. 2
Table representing the pricing of products
Prices No. of Respondents Percentage
High ─ ─
Reasonable 16 54%
Competitive 14 46%
Low ─ ─
Total 30 100%
Analysis
➢ 54% of the respondents are of the opinion that the products are reasonable.
➢ 46% of the respondents are of the opinion that the prices of the products are
competitive.
➢ None of the respondents feel that the prices of the products are either high or
low.
Interpretation
➢ Majority of the respondents opine that the prices of the products are
reasonable.
➢ The prices of the products are reasonable though they are competitive.

Graph 2
Pricing of Products
No. of Respondents
High
Reasonable
Competitive
Low

Table No. 3
Table representing the major competitors of Zockethub
Pvt. Ltd. with regard to
Home Automation and surveillance systems
Major Competitor No. of Respondents Percentage
No dominant player 24 80
Essa Tech Services 4 13
Effisol solutions 2 7
Total 30 100
Analysis
➢ Majority of the respondents i.e. 80% opines that there is no dominant player in
the market.
➢ 13% of the respondents are of the opinion that the Essa tech is the major
competitor.
➢ Effisol is considered as the major competitor by 7% of the respondents.
Interpretation
➢ Though the companies like Essa tech and Effisol solutions came into the
picture but the fact reveals that there is no dominant player in the market. So
everyone is competing with each other.

Graph 3
Representing the major competitors of Zockethub Pvt.
Ltd. with regard to
Home Automation and surveillance systems
0
5
10
15
20
25
30
No dominant
player
Essa tech services Effisol solutions
No of Respondents
No of Respondents

Table No. 4
Table representing the competitor’s strength
Strength No. of Respondents Percentage
Quality ─ ─
Brand Image 24 80
Pricing ─ ─
Promotional Activities 6 20
Total 30 100
Analysis
➢ 80% of the respondents are of the opinion that the competitor’s strength is
brand image.
➢ 20% of the respondents opine that promotional activities are the strength of the
competitors.
➢ None of the respondents feel that quality and pricing are the strength of the
competitors.
Interpretation
➢ Majority of the respondents opines that brand image is the strength of the
competitors.

Graph 4
The Competitor’s Strength
0
24
0
6
0
5
10
15
20
25
30
No. of Respondents
Quality
Brand Image
Pricing
Promotional Activities

Table No. 5
Table representing the quality of the products of
Zockethub with respect to other competitors
Rating No. of Respondents Percentage
Good 17 57
Very good 13 43
Fair ─ ─
Poor ─ ─
Total 30 100
Analysis
➢ Majority of the respondents i.e. 57% are of the opinion that the products are of
good quality with respect to other competitors.
➢ 43% of the respondents opine that the products are of very good quality with
respect to the other competitors.
➢ None of the respondents are of the opinion that the products are of fair or poor
quality with respect to other competitors.
Interpretation
➢ Majority of the respondents is of the opinion that the products are of good
quality and is at par with other competitors having brand names.

Graph 5
Quality of the products of Zockethub with respect to
other competitors
No. of Respondents
Good
Very good
Fair
Poor

Table No. 6
Table representing kind of products sold more per
month
Products No. of Respondents Percentage
Surveillance and Security
systems
27 90
Home Automation 3 10
Total 30 100
Analysis
➢ 90% of the respondents are of the opinion that Surveillance cameras and digital
locks, biometric systems are sold more per month.
➢ 10% of the respondents are of the opinion that Home Automation Products are
sold more per month.
Interpretation
➢ Majority of the respondents is of the opinion that Surveillance and security
systems are sold more per month because most of the people are not knowing
about automation

Graph 6
Kinds of products sold more per month
0
5
10
15
20
25
30
Surveillance and Security
systems
Home Automation
No. of Respondents
No. of Respondents

Table No. 7
Table representing the merits of the products of
Zockethub that differentiates it from others
Merits No. of Respondents Percentage
Reasonable price 10 33
Quality 7 24
Customized product 10 33
Finishing 3 10
Total 30 100
Analysis
➢ 33% of the respondents are of the opinion that reasonable pricing and a
customized product differentiates the products of Zockethub from that of others.
➢ 24% of the respondents are of the opinion that quality is the differentiating
factor.
➢ 10% of the respondents are of the opinion that finishing is the differentiating
factor.
Interpretation
➢ Reasonable pricing and customized products differentiates the products of
Zockethub from that of others.
➢ In fact, all the merits such as reasonable pricing, customized products, quality
and finishing contributes in differentiating the products from others.

Graph 7
Merits that differentiates the products of Zockethub Pvt.
Ltd.
10
7
10
3
0
2
4
6
8
10
12
No. of Respondents
Reasonable price
Quality
Customized products
Finishing

Table No. 8
Table representing the factors which play a major role
in demand generation
Factors Ratings
5 4 3 2 1
Price of the product 4 3 0 1 1
Awareness about the
product
3 1 0 4 1
Delivery of the product
ordered
1 0 5 1 2
Presentation about the
product
0 2 0 3 4
Design of the product 1 3 4 0 1
5 - Very important, 4 - Important, 3 - Makes little difference,
2 - Not important, 1 – Does not make any difference.
Analysis
➢ Price of the product gets the maximum of 5 rating.
➢ Design of the product and the price of the product get the maximum of 4 rating.
➢ Delivery of the product ordered gets the maximum of 3 ratings.
➢ Awareness about the product gets the maximum of 2 rating.
➢ Presentation about the product gets the maximum of 1 rating.

Interpretation
➢ Price of the product plays a major role in the demand generation.
➢ Design of the product plays an important role in demand generation.
➢ Delivery time of the product ordered can make a little difference in demand
generation.
Graph 8
Factors playing a major role in demand generation
4
3
0
1 1
3
1
0
5
1
2
0
2
0
3
4
0
3
4
0
1
0
1
2
3
4
5
6
1 2 3 4 5
Price of the product
Awareness about the product
Delivery of the product ordered
Presentation about the product
Design of the product

Table No. 9
Table representing the promotion of the products of
Zockethub Pvt. Ltd.
Promotions No. of Respondents Percentage
Paper insertion 7 24
Telemarketing 10 33
Display stalls ─ ─
Participating in
exhibition
10 33
Direct mail ─ ─
Presentations ─ ─
Showrooms 3 10
Total 30 100
Analysis
➢ 24% of the respondents are of the opinion that paper insertions are used as
promotion of the product.
➢ 33% of the respondents opine that telemarketing is the means of promotion of
the products.
➢ 33% of the respondents feel that participating in exhibition has promoted the
product.
➢ 10% of the respondents are of the opinion that showrooms are used as
promotion of the product.

Interpretation
➢ The company adopts a variety of promotional methods such as paper insertion,
telemarketing, display stalls, participating in exhibition, direct mail, presentations
and showrooms.
Graph 9
Methods of promoting the products
0
2
4
6
8
10
12
No. of Respondents
Paper insertion
Telemarketing
Display stalls
Participating in exhibition
Direct mails
Presentation
Showrooms

Table No. 10
Table representing the discount if given on repeat
purchase
Discounts Given No. of Respondents Percentage
Yes 27 90
No 3 10
Total 30 100
Analysis
➢ 90% of the respondents are of the opinion that the discount is given on repeat
purchase.
➢ 10% of the respondents are of the opinion that discounts are not given on
repeat purchase.
Interpretation
➢ Majority of the respondents is of the opinion that discounts are given on repeat
purchase.

Graph 10
Discounts given on repeat purchase
No. of Respondents
Yes
No

Table No. 11
Table representing the percentage of discounts given
on repeat purchase
Percentage of Discount No. of Respondent Percentage
2 – 5% 20 66
6 – 10% 5 17
11 – 15% ─ ─
16 – 20% ─ ─
None 5 17
Total 30 100
Analysis
➢ 66% of the respondents are of the opinion that 2-5% discount is given on
repeat purchase.
➢ 17% of the respondents opine that 6-10% of discount is given on repeat
purchase.
➢ 17% of the respondents are of the opinion that no discount is given on repeat
purchase.
Interpretation
➢ Majority of the respondents are of the opinion that 2-5% discount is given on
repeat purchase.
➢ The company does not adhere to any stringent norm while giving discount on
repeat purchase as there is difference of opinion among the respondents.

Graph 11
Percentage of discount given on repeat purchase
20
5
0 0
5
0
5
10
15
20
25
No. of Respondents
2-5%
6-10%
11-15%
16-20%
None

Table No. 12
Table representing the way of marketing of the
products
Way No. of Respondents Percentage
Direct marketing
(Showroom)
30 100
Retailers ─ ─
Dealers ─ ─
All of the above ─ ─
Total 30 100
Analysis
➢ 100% of the respondents are of the opinion that the marketing of products are
through direct marketing.
Interpretation
➢ The products are marketed through direct marketing and dealers and retailers
are not involved in the marketing process.

Graph 12
The way of marketing of the products
30
0 0 0
0
5
10
15
20
25
30
35
No. of Respondents
Direct marketing
Retailers
Dealers
All of the above

Table No. 13
Table representing the target consumers
Target No. of Respondents Percentage
Upper class 27 90
Middle class 3 10
Lower class ─ ─
Total 30 100%
Analysis
➢ 90% the target customers are from upper class.
➢ 10% of the target customers are from middle class.
Interpretation
➢ The target consumers are the upper class and the middle class.

Graph 13
The target consumers
0
5
10
15
20
25
30
No. of Respondents
Upper class
Middle class
Lower class

Table No. 14
Table representing the kind of incentives received by
the employee
Kind of incentives No. of Respondents Percentage
Commission ─ ─
Schemes ─ ─
Free gifts ─ ─
Recognition 17 57
Nothing at present 13 43
Total 30 100
Analysis
➢ 100% of the respondents are of the opinion that no incentives are given at
present.
Interpretation
➢ No incentives are given to the marketing personnel at present.

Graph 14
Kind of incentives received by the marketing personnel
0
2
4
6
8
10
12
14
16
18
No. of Respondents
Commission
Schemes
Free gifts
Recognition
Nothing at present

CHAPTER – 5
SUMMARY OF FINDINGS AND CONCLISION
A Summary of Findings:
The finding can be grouped together into two broad categories such as;
Specific Findings:
➢ This is pertaining to the objectives of the study.
General Findings:
➢ This is with regard to the market dynamics and visits made by the researcher to
companies having almost similar products profile.
Specific Findings:
1. The company adopts a variety of promotional methods such as paper insertion,
telemarketing, display stalls, participating in exhibitions, direct mail, presentations
and showrooms.

2. Though companies like Essa tech services and Effisol solutions came into the
picture but the fact reveals that there is no dominant player in the market. So every
player is vying with each other to capture a larger pie in the markets.
3. Transparency is maintained at the levels of the organization.
4. The products are marketed through direct marketing (showroom) and dealers are
not involved in the marketing process so far.
5. The activities carried out by each and every department of the organization is
systematic.
General Findings:
1. Foreign companies can invest up to 100% in most of the manufacturing industries
in India, including Automation
2. With the vast array of modular option available in market, the consumer isn’t really
strapped for choice.
3. North American Expected to dominate the home automation system market
between 2017 and 2022 – North America is home to some of the prominent
companies in the global home automation system market including Honeywell
International (US), acuity brands Inc.,Jhonson control Inc.(US), United

Technologies Corporation (US) and Crestron Electronics Inc.,(US). This is the
major Reason for this Dominance in the home automation system market. The
demand for domestic energy management system and the growing trend of Green
homes have contributed significantly towards the growth of this Market, which
flooded in the Indian market. In a nutshell, this means to say that the competition is
very intense.
4. Many branded companies outsource the products because of which the delivery
time of the product ordered is stretched. In this respect, Zockethub has an added
advantage.
5. “Quality never comes cheap”. This is true but at the same time, it is also true that
quality can come at a reasonable price. With regard to the quality, products of
Zockethub are at par with the other players having brand names and at the same
time the products are reasonable priced.
6. With regard to home automation, most of the companies have standardized
products but the products of zockethub are customized. This can be rightly marked
as the strength of the company. Surveillance systems are also being sold fastly in
the present market along with the competitors
7. Majority of the marketing executives are male.
8. The prices of the products are reasonable though they are competitive.

9. The products are of good quality and are at par with other competitors having
brand names.
10. Automation products are yet to be sold and surveillance systems are sold more per
month. So, this area needs greater focus.
11. Reasonable pricing, customized products, quality and finishing contributes in
differentiating the products of the organization from that of the others.
12. Apart from price of the product, design and delivery time of the product ordered
play a crucial role in triggering out demand generation of the product.
13. Discount is given on repeat purchase.
14. The company does not adhere to stringent norm while giving discount on repeat
purchase.
15. The target consumers are the elite and upper middle class.
16. No incentives are given by the company to its marketing personnel at present.

Conclusion
“No man has the right to dictate what other men should perceive, create or produce, but all
should be encouraged to reveal themselves, their perceptions and emotions and builds
confidence in their creative spirit!”
This inspiring thought of Ansell Adams is well appreciated by new style marketing
organizations which understand that “boxes and lines” structures can’t drive value in fast
moving environments. No doubt, Zockethub Pvt. Ltd. is one of them because they believe
in teamwork. Today, the need of the Indian consumer evolves beyond “roti, kapada aur
makaan”. The game in the new-breed Automation industry is all about “home dressing”. To
capture opportunities continually, the company must have a continual flow of ideas.
Transforming a pipeline full of ideas into a value – generating portfolio of products and
services is hard. Herein, lays the importance of co-ordination.
A home is not just a living space but one’s statement of individuality to the world. Big or
small, it’s all about adding own touch to one’s home to make it unique – a perfect blend of
form and function. With the ever increasing number of house-hold items, a highly dynamic
and always on the move job profiles, it is crucial for people to employ efficient storage
spaces that are affordable to purchase. The Home automation today is the epitome of
functionality and multi-purpose aspects. With the rise in income and the infiltration of
western luxury goods have created a cultural shift towards materialism and consumerism.
Zockethub with its unique strength provides customer solution that offers the perfect
balance of quality and economy.

In today’s crowded market place, where products and services are touting themselves
to be the best, it is vital to stand out in the crowd. From the various channels of
advertising, point of sale displays and how the employees are relating to the customers. It
is important for Zockethub Pvt. Ltd. to establish and reinforce an unmistakable brand and
corporate identity in all channels of fickle minded consumers. Herein, lays the importance
of the Japanese proverb which says – “Thinking without action is a daydream and action
without thinking is a nightmare”.
Smart home improve your home life
“ Indeed, you can easily install a variety of sophisticated home automation systems
to make your life simpler. Whether you choose to incorporate just a few features
like lighting and door sensors or invest in all the options described above, smart
home systems serve three main benefits: security, accessibility and most of all,
simplicity.”

Demographics
One common misconception about smart home technology is that it is only for younger
and educated consumers with disposable income. Actually, these products appeal to
people of every age, income level and demographic. They can help make any household
run more smoothly.
Homes of The Future
Homes of the future may very well come with smart home features built in, considering the
rate at which these technologies are being developed and integrated into our everyday
lives. Still, some people may want to install and further customize home automation
devices themselves.
Customizable
Customers are increasingly looking for customizable devices, so that their experiences
can be tailored precisely to their preferences. Additionally, they’re looking for a service that
goes beyond just keeping their devices connected. After all, these devices are made to act
as a personal assistant to homeowners. They want a system that’s cohesive and runs as
one unit, that issues commands that are thoughtful and well suited for the homeowner’s
lifestyle without them having to say it. Whether through one-time programming or by

learning to analyze activity and act on its own, these programs are built with the customer
in mind.
Stress Reducer
Home automation technology seeks to reduce your stress by ensuring your home is
secure even when you are far away. It is also meant to reduce the amount of effort you put
every day into running your household so you can focus more on yourself and the people
inside of it. Imagine if your home could automatically save you money, time and effort.
With many of these already established and actively improving systems, these ambitions
are possible.
Makes Life Easier
Smart home systems will only continue to evolve and become more advanced. These
days, the range of options available for purchase are constantly expanding, so that you
are not limited to one size, color or shape. Many gadgets and systems are designed to
either blend in with surroundings or even stand out as a statement piece. So while smart
home systems may take some time to understand and master, they will, and already are,
making life easier.

Evolution
Right now, home automation is continuing to evolve. Manufacturers are creating and
innovating products to better suit consumers’ needs. They have taken everyday
belongings – coffeemakers, lamps, fans and window blinds – and turned them into
automated devices, to capture information about your personal usage habits and adapt to
them.
Home Value
These devices do more than just simplify your life. Many are designed to sync up to other
devices and systems so that your home automation system can continue to evolve as
households progress. Thus, these technologies may also increase the real estate value of
your home.
Capabilities
As the technology for smart homes continues to evolve, the range of capabilities is
only going to grow.

CHAPTER – 6
RECOMMENDATIONS AND SUGGESTIONS
This chapter lists the various recommendations and suggestions with respect to the
findings and in congruence with the objectives of the study.
Recommendations:
1. It’s overwhelming to find out that the organization works in a systematic manner. A
blend of co-ordination will definitely enhance the performance of the company.
2. Quality clubbed with reasonable pricing and quick delivery made the product of the
company stand apart. The marketing campaign should focus on this aspect and
made according to its line.
3. The strength of the company is its customized products. This very fact must be
highlighted in the marketing campaign.
4. As the products are reasonably priced, the ambit of the target consumers should be
stretched so that middle class consumers also fit into it.
5. The company must stick to a norm while giving discounts on repeat purchase. This
will certainly help in sales promotion in order to create repeat purchase.

6. In order to have a rapid market access, the company can include dealers, if not
retailers at the moment.
7. The company should focus the marketing strategies on Home automation Products
which are growing in the current situation and more on the Surveillance arena as
it’s demand is high in the market rapidly.
8. The company can introduce some reward schemes so that a person is benefited
after the fulfillment and over achievement of the target. This is predominantly done
to motivate the sales force and enhance their performance.
9. Other than emphasis on design, developer and product quality, the company’s
unique strength also lies in its capability as a fully – integrated 8-1 Module
manufacturer. This fact should be highlighted during the advertisement campaigns.
10.The need of the hour is aggressive marketing.

Suggestions:
1. Everyone is aware of the growth in wealth and change in lifestyle of Vizag. So the
marketing campaign should be designed to woo the customers.
2. The company should explore all possible ways in order to aggressively sell its
products. So, the company can register itself in INDIAMART as it is India’s biggest
online B2B plan with largest virtual Automated directory.
3. The construction industry is in boom. In order to tap the potential market, the
Company can advertise in a magazine named ‘Builders Grid’. This will help in
showcasing the products of the magazine. This can add an extra spice to sales.
4. In today’s crowed market place in order to increase the size of the pie, the
Company can adopt innovative promotional strategies. One of them can be
suggested as ‘Dream House’ road shows. It will help in creating and reinforcing the
Company’s identity in the minds of the consumer.
5. In order to be extra ordinary, the Company has to walk the extra mile. A method
named ‘Experimental Marketing’ can be adopted by the Company wherein the
prospective consumers can be invited to visit the showroom and touch and feel the
products.

6. Since the competition is intense, so there should be some value addition so as to
make the Company stand apart in the market. One such way is to improvise the
customer service.
7. Consumer is the king in the market. This fact should be deeply rooted in the minds
of the employees. The Company can adopt some ways to listen to the customer’s
feedback which should be noted in writing so that it will help in continual
improvement and make the company to be in the right track always. Moreover, a
sense of involvement will be felt by the customers whish can give the company a
cutting edge
APPENDICES AND ANNEXURES
A copy of the questionnaire, some eye sizzlers showcasing the products of the
company and paper insertion are enclosed herewith.
QUESTIONNAIRE
Home automation definition
Home automation (or Domotic) is automation of the home, Home automation may
include centralized control of lighting, heating, ventilation, appliances, and other systems,
to provide improved convenience, comfort, energy efficiency and security. Home
automation for the elderly and disabled can provide increased quality of life for persons
who might otherwise require caregivers or institutional care.

Q1. Are you generally interested in technological products?
Yes
It depends
No
Q2. Do you trust this kind of products?
Yes completely
Yes somehow
Not really
Not at all
Q3. Would you be interested in automating your home?
Yes
Maybe
No
Q4. If you were to install this kind of products at home, how would you prefer to
do?
Choose, receive it at home and install it yourself
Get an expertise before choosing and install it yourself
Get an expertise before choosing and having it installed by a professional
Have an all included solution
Q5. Which strong points are you the most interested in?
Security (alarm, detection)
Energy saving (manage heating, lighting)
Medical assistance
Garden upkeep
Home automation/Domotic (manage your home remotely)
Q6. If you could change anything, what would you change about your current
security/automation system?
Security (Surveillance and Safety door lock)

Home Automation (Manage your home Remotely)
None
Q7. Will Home Automation Technology Be Difficult to Understand?
Yes
Maybe
No
Q8. Will Home Automation Be More Costly to Use?
Yes completely
Yes somehow
Not really
Not at all
Q9. Will Home Automation Be a Major Lifestyle Adjustment?
Yes
Maybe
No
Q10. Will current Home automation systems be compatible with future Technology?
Yes
Maybe
No
Thank you

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