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OF

(MARKETING PLAN FOR KELVINATOR TV “THE VISUAL”)

TAG LINE;- BROWSE THE BEST, SEE THE BEST

Sub: Marketing Management

Submitted to:

Miss.Kanika Jhamb

Submitted by;

Mohammad Abbas

Roll No. RS-1904A24

10906034
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Acknowledgements

I am thankful to Miss.Kanika Jhamb for providing me the task of

preparing the Term Paper on the marketing plan of Kelvinator

Television. We at Lovely believe in taking challenges and the

term paper provided me the opportunity to tackle a practical

challenge in the subject of marketing. This term paper tested

my patience at every step of preparation but the courage

provided by my teachers helped me to swim against the tide

and move against the wind.

I am also thankful to my friends and parents for providing me

help at every step of preparation of the Term Paper.

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Introduction about the company

KELVINATOR “The coolest one “Kelvinator is an appliance

company owned by Electrolux of Sweden. Since 1986.It takes

its name from William Thomas, 1st Baron Kelvin who developed

the concept of absolute zero and for whom Kelvin temperature

scale is named. The name was thought suitable for the

company which manufactures ice-boxes and domestic

appliances.

HISTORY;-

Kelvinator was founded in 1914 in detrait, Michigan by engineer

Nathaniel B.Wales who introduced his idea for a practical

electric refrigeration unit for the home to Edmund Copeland

and Arnold Goss.

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Wales, a young inventor, secured financial backing from Arnold

Goss, then secretary of the Buick Automobile company, to

develop the first household mechanical refrigerators to be

marketed under the name "Electro-Automatic Refrigerating

Company”.

In 1916, the name of the company was changed to "Kelvinator

Company" in honor of British physicist, Lord Kelvin, the

discoverer of "absolute zero". Kelvinator was among some two

dozen home refrigerators introduced to the U.S. market in

1916.

In 1918 Kelvinator introduced the first refrigerator with any

type of automatic control.

By 1923, the Kelvinator Company held 80 percent of the

market for electric refrigerators.

In 1926, the company acquired Leonard, which had been

founded in 1881.

In 1928, George W. Mason assumed control of Kelvinator.

Under his leadership the company lowered its costs while

increasing market share through 1936.

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1937, the company merged with Nash Motors to form Nash-

Kelvinator Corporation as part of a deal that placed Mason at

the helm of the combined company.

In 1952, it acquired the Altorfer Bros. Company, which made

home laundry equipment under the ABC brand name.

In 1954 Nash-Kelvinator became a division of American

Motors (AMC) when Nash merged with Hudson.

Kelvinator introduced the first auto-defrost model side-by-side

refrigerator in the early 1950s.

In the 1960s, Kelvinator refrigerators introduced "picture

frame" doors on some models allowing owners to decorate their

appliance to match décor of their kitchens.

Under the leadership of Roy D. Chapin Jr. AMC sold off its

Kelvinator operations in 1968.

In the early 1990s, the name of the Dublin, Ohio based holding

company changed to Frigidaire Company. In 1986, Frigidaire

Corporation was acquired by Electrolux and Carrier

Corporation acquired Kelvinator.

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Electrolux Kelvinator is a global leader in home appliances. It

also manufactures appliances for professional use. Its products

include refrigerators, vacuum cleaners, dishwashers, washing

machines and cookers. Kelvinator’s esteemed brands are

Electrolux, Eureka, AEG-Electrolux and Frigidaire. It also sells

professional products like industrial kitchens, restaurants and

laundries. The Group’s products are sold in more than 150

markets. Its products are found in the largest markets in

Europe and North America. Electrolux Kelvinator started about

90 years ago when Axel Wenner-Gren spotted a vacuum

cleaner in a shop window in Vienna, Austria and realized that

these should be in every home. Thereby, the Lux 1 - the first

vacuum cleaner and then the absorption refrigerator was

created. In 1910 Electrolux was incorporated as

Elektromekaniska AB which merged with Swedish AB Lux in

1919. Electrolux manufactured the modern canister-type

vacuum cleaner and the absorption refrigerator during the

early 20th century.

In 1928, Electrolux was introduced on the London Stock

Exchange. Then it comprised of five plants with almost twenty

subsidiaries and 250 offices all over the world. In 1930,

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Electrolux was listed on the Stockholm Stock Exchange. Later in

1933 Vacuum cleaner production began in Old Greenwich,

Connecticut, and USA. In this year the first air-cooled

refrigerator was produced. In 2000, Electrolux AB re-acquired

the trademark and company name "Electrolux" and around the

year 2003-04 the consolidation of brands accelerated.

BUSINESS MISSION:-

The aim to fuel growth by making Kelvinator the leading brand

in television segment .Vision further positions Kelvinator as a

market driven, people centric company with a strategy and a

structure that fully reflect the needs of its customer base while

also increasing shareholder value. And the company’ vision is

to plan to offer the customer the world’s most technologically

advanced products and to become the leading consumer

durable brands in the country.

To delight and deliver beyond expectations through ingenious

strategy implied enterprenuership, impared technology,

innovative products, insightful marketing and inspired thinking

about the future.

THROUGH INGENIOUS STRATEGY;

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Only by taking recourse to advance planning and strategy that

a business can hope to survive.

PRODUCT DEVELOPMENT;

Product development innovations and customizations are the

tools Kelvinator uses to stay ahead of the competitors.

INSIGHTFUL MARKETING: -

The market share depends a lot on the psyche of the customer.

This means that those with deeper insights into the elusive

mind of the buyer are likely to dominate.

We will launch it in the metro cities in our first stage and then

after being successful in these cities we will launch it in small

cities and tier-II cities.

INSIGHTFUL THINKING ABOUT THE FUTURE:-

The future is unpredictable but not doing anything about it is

the foolishness. Kelvinator extrapolates future trends on the

basis of current changes in technology and preferences.

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We will upgrade the technology of our TV time to time

according to the market trends

MARKETING OBJECTIVE:-

The marketing objective is to strengthen the positioning of

Kelvinator and with this television segment to grow from 5

percent to 15 percent. The main objective is to file survey

during the project to find out the market share of the Kelvinator

and to find out the potential dealer and development of these

dealers. The objective was to find out that what are the

parameters which affect the customer while purchasing

product.

To enhance the knowledge about marketing and branding

activity.

To increase the knowledge of the customer about the product.

We will positions our TV in the minds of the customers as the

technology advanced and we will also considered the designing

and packaging of our TV.

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SITUATION ANALYSIS:

INDUSTRY ANALYSIS:-

MARKET TRENDS;-

In the current situation the television is not now an only source

of entertainment as the new and better source of

entertainment has come up in the market. With the advent of

the I-phone the television manufactures are facing the tough

time as now the person with I-phone will have a handy

communication box rather than the bulky televisions. But here

one thing is worth remembrance that the television market in

India is still unexploited as nearly half of the population still has

no color television sets. It is still a source of communication for

the lower and middle class families. For a high income class

group the television has attained the position of the ornamental

stuff in the drawing room.

So, the television industry has to change fast with the changing

needs and utilities of the product for the customers. Kelvinator

television has to be cute to fit the drawing room and good to fit

the pockets of the middle class customers. The Kelvinator will

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have value set and the high definition and ambilite series is to

suffice the needs of the ornamental value.

The Indian Television industry is going through turbulent

transformation. Companies are relooking at their strategies and

are desperate for growth. The entrenched position of the Indian

market leaders in CTVs’ like Videocon, BPL and Onida has been

challenged by the MNCs such as LG, AIWA, Akai, Panasonic,

Samsung, Sony, Philips and Sharp; some in a perceptible way

and others threatening to do so. The changing environment

demands fresh thinking to gain the cutting edge advantage. We

will look at the various macro and micro environmental factors

operating in the industry using the model of strategic analysis

i.e. to analyse the bargaining power of buyers and suppliers,

the threat of new entrants, threat of substitutes, intensity of

rivalry, impact of technological changes, growth and volatility

of the market and the influence of government and regulatory

interventions.

These variables affecting the industry have been categorised as

favourable or adverse depending on the influence on the

profitability of the industry. Some strategic initiatives, which

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can be adopted, to leverage the favourable forces and prevent

the adverse ones have been identified.

In the last five years colour television industry (CTV) has

witnessed drastic changes in the intensity of competition.

Exchange schemes, free gifts, price offs, prizes, deferred

payment schemes and other incentives as promotional tools

have been deployed by the players, which certainly have made

the market, vibrant and pulsating. A major factor contributing

to the growth has been availability of consumer financing

schemes. Concomitantly, the industry has been witnessing a

new scenario with a new market profile. The entrenched

position of the Indian market leaders in CTVs’ like Videocon,

BPL and Onida has been challenged by MNCs such as LG,

Samsung, Sony, Philips, AIWA, Akai, Panasonic, Sansui and

Sharp; some in a perceptible way, others threatening to do so.

The industry is going through turbulent transformation.

Companies are relooking at their strategies and are desperate

for growth. This paper attempts to analyse the various macro

and micro environmental factors operating in the industry to

provide a basis for devising strategy.

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PORTER FIVE FORCES MODEL;-

DEGREE OF RIVALRY :-( very high)

Degree of rivalry means the intensity of competition within the

industry .LG is now the market leader with 26% market share

which is followed by Onida and Samsung. India is one of the

biggest markets for LG; therefore its strategies are much more

aggressive to ensure growth. But Samsung is much successful

than LG globally that’s why the strategies of Samsung is not

much aggressive in India as compared to LG. On the other hand

Videocon another major player has managed to hold its own in

the middle of both these companies. Sony, Philips, Akai, Sansui,

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Aiwa, Toshiba and now Hyundai are the other foreign brands in

the market.

THREAT OF NEW ENTRANT (Low)

Threat of new entrant can be determined by the factor that

how easily a entrant can enter into the market. And also by the

entry barriers, which act to prevent new players to enter into

the market .In a situation where a new entrant can easily enter

into the market makes difficult for the existing producers and

also affect the profit of that company. When profit increase,

additional firms will enter the market to take advantage of the

high profits levels.

We will continuously analyze the market that there is new

entrant which is entering into the market and give a fair

competition. So to avoid this competition we will upgrade the

technology and also our prices according to the technology

upgraded.

THREAT OF SUBSTITUTE (Low)

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Substitute products refer to products in other industries.

Internet is the substitute of TV. So the industry has responded

to the future threat by introducing a TV that can also provide

functions of internet along with regular features.

We will also give some facility in our product to use internet

and the consumers can browse internet through our product.

BUYER POWER :-( Very high)

Buyer power influences the prices that a firm can charge. The

TV market can be broadly segmented as up graders who want

to upgrade their black and white TV to colour TV. The first time

buyers who want to purchase colour TV for the first time. And

multiple set purchasers who are purchasing more than one set

because of the big family size. Lastly comes the replacement

purchasers.

SUPPLIER POWER :- ( Low)

Supplier’s bargaining power influences the cost and quantity of

input material. Higher supplier power raises the input cost,

thereby reducing the profit of the industry.

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COMPETITORS;-

A detailed analysis of some of the major

Players are done below:

LG ELECTRONICS

LG Electronics rightly understood the consumer motivations to

create magnetic products, price them strategically, position

them sharply and keep making the magnetism more potent.

Having the finer differences in consumer motivations, it for

sharp-arrow ‘reasons-to-buy’ differentiation over the ‘blanket-

all approach’ taken by most of the other players. It is an

Aggressive marketer. It focuses on low and medium price

products.

SAMSUNG

Initially the strategy of Samsung in India was to create

premium image by emphasising global brand. After facing stiff

competition from another Korean major- LG, Samsung also

started playing price game. In 2004 it reverted back to its

premium positioning, although it resulted in some loss of

market share. In line with the Global Digital Initiative of the

Parent Company, Samsung India is seeking to acquire digital

leadership in India by introducing its digital ready televisions

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like the 40" LCD Projection TV, 43" Projection TV and the Plano

series of Flat Colour televisions.

ONIDA (MIRC ELECTRONICS)

Its popular devil ad although had engendered a strong

emotional pull towards the brand, technologically it

represented no advancement. The company plugged the gap

by touting its digital technology. Like Videocon, it has also been

able to hold its market share. The world-class quality of Onida

has enabled the company to make a breakthrough on the

export front. Onida is a leading brand in Gulf market and also

exports its models to Africa, Bangladesh, Sri Lanka and Nepal.

It has technical tie-up with the Japan Victor Company, better

known as JVC. So focused is Onida on positioning itself on the

premium, high-tech plank that it is even planning to push its

own envelope on obsolescence, much like Intel has been doing

in its own industry. The strategy is aimed at further broad

basing the product offering of the company, which has largely

dominated the top-end of the television market, across multiple

market segments. Besides understanding the strategy adopted

by different players, several other factors- industry growth,

concentration and balance, corporate stakes, fixed cost, and

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product differences need to be analysed to determine the

extent of rivalry between the existing players.

VIDEOCON

Videocon has always been a price player has an image of a low

price brand. This entails providing more features at a given

price vis-à-vis competitors. It has taken over multinational

brands to cater to unserved segments, like Sansui- to flank the

flagship brand Videocon in the low to mid priced segment,

essentially to fight against brands like BPL, Philips, and Onida

and taken over Akai- tail end brand for brands like Aiwa.

Videocon is one of the largest manufacturers of television and

its components in India and thus has advantages of economies

of scale and low cost due to indigenisation. It has the widest

distribution network in India with more than 5000 dealers in the

major cities. It also has a strong base in the semi-urban and

rural markets. Due to its multi-brand strategy, it has at present

multiple brands at the same price

COMPANYPROFILE:-

Focused on providing value, Electrolux current ergonomically

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superior and technologically advanced products range in India

includes refrigerators, washing machines, microwaves and Air

conditioners.

Committed to enriching the life of the Indian consumers, it is

the only company in India producing products using the Life

Nourishing System technology. Based on consumer insight and

cutting edge technology, these life-nourishing products have

been developed matching customer changing needs and

desires.

With the consumer foresight and the understanding of the

emerging customers needs, Electrolux is constantly developing

innovating products to satisfy their expectations in terms of

technology, aesthetics, design and functionality. The R&D

facility at Shahjanpur is aimed at developing environment

friendly and intelligent products, keeping in focus both the

current and future customers.

Evidence of its marketing ingenious, its Ozone brand of

refrigerator is today ranked as the fastest growing refrigerator

brand in the country in the no-frost category. Company also

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launched Bijlee - World’s first fridge that runs even without

electricity, Tamanna - World’s first fridge with FM radio and

message recorder, Oxyaquaswing refrigerator - India’s first

Hands-Free Refrigerator with water-through-the-door

technology.

Not only this. Electrolux also launched World’s first talking

washing machine, the Washy Talky, which is the winner of

Ripley’s Believe it or Not and is also featured in “Limca book of

Records”. It is now available in three regional languages,

besides the existing English-speaking model. These three are

Hindi, Kannada and Tamil.

Electrolux products in India are manufactured and distributed

by Videocon Ltd. The Electrolux Group specifies the product

range, design, quality and brand communications so that it

conforms to the global standards of Electrolux.

Electrolux products in India are manufactured and distributed

by EKL Appliances Ltd. The Electrolux Group specifies the

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product range, design, quality and brand communications so

that it conforms to the global standards of Electrolux.

TECHNOLOGY:-

The manufacturing of electronic items relate mainly to

assembly line operations. Since this is a technology driven

industry, companies need to constantly improvise, innovate

and customise their products. Coloured cabinets, headphones,

3-D 360 degree sound technology, plasma TV and golden eye

technology are just a few examples. Till now, TV makers have

played with one or more of the three elements of a TV picture,

sound, and features- on an analog signal. So one had a sharper

picture with kelvinator’ Power chip , flatter screens in plasma

TV, increased channels in hyper band, programme summary on

screen, cordless headphones, top dome speakers and Nicam

stereo sound inputs. Digital gives marketers a fresh platform to

play with all of these features. The promotion strategies and

product features of a majority of the players have emphasised

more and more on the latest technology factors. All the players

whether domestic or multinational are introducing

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technologically advanced and feature rich products. Salora

International launched high-end televisions under brand name

“Promax” which had 250-programme memory, 250 personal

preference channels and a video lock to block undesirable

content. Sony (Wega series) enjoys good brand equity, mainly

because of its Trinitron picture tube. Samsung flat TV models

are equipped with the 100 Hz scan, which reduces flickering of

the screen and visibility of scanning lines. These are also

equipped with game mode, a child lock and a sleep timer. LG

Flatron models have features like PIP-2 tuner and woofer with

350 watts and 3 graphic games. Another model that the

company is launching has swing speakers, advanced multi

window PIP, a digital virtual Dolby, a PC and teletext. BPL has

also launched flat TV models under sub brand name “matrix”

which have all the features that come with systems of this

range. Philips India has launched 29 inch TV incorporating its

pioneering digital natural motion technology and priced it

higher than industry levels following the strategy of low market

share but high revenues. Hence the market players are

investing in R&d and improving technology on a constant basis

to offer innovative products. In the fiscal 2004-05, the market

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for high-end televisions witnessed a phenomenal growth over

2003-04, though the market base still remains very small.

The market for projection TVs is estimated at 13, 500 units

followed by plasma TVs and LCD TVs at 6, 700 and 2, 850 units

respectively. The projection TV market is highly competitive. At

present, Sony leads the projection TV segment with sales of

4,000 units in 2004-05. LG occupies the second position with

sales of 3000 units. Samsung and Philips closely follow with

sales of 2,500 and 2,200 units respectively. Onida and Toshiba

are then other major players in this segment. LG is the leader

in plasma TV segment with a market share of 30 per cent,

followed by Samsung at 22 per cent. LG and Samsung have

been engaged in competition for numero Uno position for LCD

TV, which has also been growing significantly. For the next few

years, the markets for high-end televisions will continue to

grow phenomenally and it is estimated that by the end of 2007

the market for high-end TVs would cross 100,000 units

milestone.
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SWOT Analysis:-

Strengths

1. Promoter pedigree - The Company is a subsidiary of AB

Electrolux, Sweden, one of the world’s leading producers of

household appliances and products for professional use.

2. Ongoing technical collaboration agreement with AB

Electrolux,

Sweden enabling the Company to have access to technological

Advances, technical and management expertise of Electrolux

group.

3. The products of the Company are being marketed under

international brand like ‘Electrolux’.

4. A widespread network of distributors/ direct dealers and a

large loyal network of retailers spread across the country.

5. A wide range of international quality refrigerators, covering

all applicable price points in the market.

Weakness
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1. The Company is making losses and the accumulated losses

of the Company as on September 30, 2003 stood at Rs. 48,369

Lakh as per audited results and as at January 31, 2004 stood at

Rs. 61,502 Lakh (unaudited results).

2. Weak performance in home appliance categories apart from

refrigerators.

3. Poor distribution network in washing machines category.

4. Declining market share – from 20% (Apr-Dec’ 02) to 16.1%

(Jan-Sept’03) in the refrigerators segment.

Opportunities

1. ABE global experience in new product development.

2. The growing middle class and increasing consumer

disposable

income.

3. Possibility of leveraging refrigerator distribution network for

other categories.

Threats

1. Faces competition from other established players in the

market.

2. Entry of cheap imports.

3. Pressure on margins due to intense competition.

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MARKETING MIX:-

Marketing mix is a major concept in modern marketing and

involves practically everything that a marketing company can

use to influence consumer perception favorably towards its

product or service so that consumer and organizational

objectives are attained i.e. Marketing mix is a Model of crafting

and implementing strategy.

Marketing mix variables are –

i. Product

ii. Price

iii. Place (Distribution )

iv. Promotion

PRODUCT:-
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NAME OF THE PRODUCT:-

We are launching the television which name is “THE VISUAL”.

The first market mix element is product. A product is

everything that can be offered to a market for attention,

acquisition, use or consumption that might satisfy a need or

want.

Product decision normally base on brand name, Functionality,

Styling, Quality, Safety, Packaging, Repairs and Support,

Warranty, accessories and Services. These product attributes

can be manipulated depending on what the target market

wants. Also, customers always look for new and improved

things, which are why marketers should improve existing

products, develop new ones, and discontinue old ones that are

no longer needed or wanted by the customer.

PROMOTION:-

Promotion is a key element of marketing program and is

concerned with

Effectively and efficiently communicating the decisions of

marketing strategy, to favourably influence target customers’

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perceptions to facilitate exchange between the marketer and

the customer that may satisfy the objective of both customer

and the company.

A company’s promotional efforts are the only controllable

means to create awareness among publics about itself, the

products and services it offers, their features and influence

their attitudes favourably.

Kelvinator will spend Rs.20 lakh in the promotion and

advertising because we cannot spend much time in the

promotion of the product because Kelvinator brand is now

facing the hard time in the market. And good businessmen

always assume 80 % loss in the starting of the new business

and always assume 20% profit.

ADVERTISING:-

Advertising is any form of non-personal mass communication

through various media to present and promote product, service

and ideas etc. by an identical sponsor. We will advertise our

products through many different ways and media. Through TV

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we will broadcast different advertisements of our product. We

will also advertise our products by targeting those favorable TV

programs like sports, series and also in theatre while running

the movie.

Through Times of India Kelvinator will advertise product it

offer to its customer. And also through poster a message will be

sent to a lot of people to be aware of the product which

Kelvinator offers.

SALES PROMOTION:-

Sales promotion is a marketing discipline that utilizes a variety

of incentives techniques to structure sales – related programs

targeted to customers, trade, and/or sales levels that generate

a specific, measurable action or response for a product or

service.

Sales promotions for example includes free samples, discount,

rebates, coupons, contents and sweepstakes, premiums,

scratch cards, exchange offers, early bird prizes, etc.

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We will promote our product through different sales

promotional strategies. For example after the release of the

sony Bravia TV sets, sony promoted them by earl bid prizes by

saying that all Bravia full HD LCD TVs purchased during July

2008 and registered within two weeks of purchases qualify for a

bonus Play station 3 as long as the customer claims is one of

the first 35000 received and validated by Sony.

Public Relations and Publicity

Public relations is a broad set of communication activities

employed to create and maintain favourable relationship with

employees, shareholders, 17 suppliers, media, educators,

potential investors, financial institutions, government agencies

and officials and society in general.

Through our website, we will provide contacts for those

customers who will be in need of any information from the

company. In this way Kelvinator will create a mutual

relationship with the customer and ensure that it serves the

wishes and demands of its customer.

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PLACE (DISTRIBUTION):-

Decisions with respect to distribution channel focus on making

the product available in adequate quantities at places where

customers are normally expected to shop for them to satisfy

their needs. Depending on the nature of the product, marketing

management decides to put into place an exclusive, selective

or intensive network of distribution, while selecting the

appropriate dealers or wholesalers.

Kelvinator will practise selective distribution channel of its

product from the selective dealers because the company

positions itself as a seller of durable and high end products.

Kelvinator will distribute its product in various channels. It will

use Zero level channel, one level and two level channels.

Manufacture --------Retailer-------Customer
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Through the internet, Kelvinator will help its customer to find

the nearest retail shop where they can buy the Kelvinator

product.

PRICE:-

Pricing decisions are almost always made in consultation with

marketing management. Price is the only marketing mix

variable that can be altered quickly. Price variables such as

dealer price, retail price, discounts, allowances, credit terms

etc. influence the development of marketing strategy, as price

is a major factor that influences the assessment of value

obtained by customers.

Customer directly relate price to quality, particularly in case of

products that are ego intensive of technology based. Kelvinator

being a company which emphasizes product quality. It tends to

sell its products with price range from moderately high to high

price, depending on the use and the targeted customer. Our

product‘s price will be 15000 because we are providing the best

technology available in the market. And we are targeting the

higher class.

Implementation of the marketing plan and control:

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The last step is the implementation of the marketing plan. The

implementation will include the controls and modifications

necessary for the programme to be effective. For the marketing

plan of the Philips television to be successful following steps

and controls will be required:

1) regular analysis of sales.

2) Regular analysis of the sales.

3) Regular check on the expenses.

4) Regular customer feedback.

5) Regular analysis of the competitor policies.

Marketing organization will include the chief marketing officer

and the marketing managers. The marketing executives and

the sales persons will implement the strategies in the field. The

focus will always be on the customer welfare so their

membership will be necessary for the success of the marketing

plan.

Conclusion and Contingency planning:

The contingency planning will include:

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1) Regular seasonal offers and bumper offers when the sales

are down.

2) Reduction in the cost spends on the expenses and the

improvement in the working capital.

3) Tie up with the DTH service providers that will help the sales

to pick up.

4) Every time scope for change and customerization.

Thus, marketing plan will have all the effective checks and

controls to increase the success of the marketing plan.

REFERENCES;-

http://en.wikipedia.org/wiki/Kelvinator#cite_note-modern-2

http://www.ximb.ac.in/ximb_journal/Publications/Article-12-

13.pdf

www.scribd.com/doc/6037365

www.scribd.com › Research › Business & Economics

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www.deloitte.com/assets/Dcom.../dtt_tmt_BePrepared_0105200

6 (4).pdf -

www.cs.cmu.edu/afs/cs/user/lsl/Nice/Urdu-

MT/code/.../merged.hist