PREFACE

The management as wider scope, the important of managemant expands day to day bacause,there is large number of companies in small large comes into A person can not learn by marely reading hundreds of books on it, he/she require it practice his hand at that helm on it. Similarly management learning reamains incomplete incomplete without a taste of real business life. Thus theoretical knowledge is not enough for the management student, practical study holds important olace. Out knowledge incomplete without this practical aspect. This report include analysis of Reatails satisfation of wall and floor tiles for Bajaj titles. The initial oblective of this report is to know retails satisfation of wall and floor title for Bajaj titles. It also creates awareness in the management student at a grass root level about the difficulties and high challenges in field of marketing.

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ACKNOWLEDGEMENT

Preparing a project of this natural is an arduous task and I am fortunate enough to get support from a large numbers of persons whom always grateful. I would like to record out gratitude to the management of STERLING CERAMIC COPERATIVE TIVE LTD for allowing me to undertake this report. I take opportunity to thanks Mr. Kamal Soni (dy Manager Maintenance ) for providing me an opprtunit to work for STERLING CERAMIC tlies company. I am also desirous of placing on records profound indebtedness to DR. VINOD NAYAK, BBA head of the department, N.P.C.C.S.M.College of computer studies and management. For the valuable advice, guidance, precious time and support that he had offered. I would be failing in my duty if I do not acknowledge the gratitude to PROF. MIHIR PATHAK. Faculty member, N.P.C.C.S.M.College of computer studies and management, who motivated me, a lot in carrying out this project. I express my since gratitude toward my professors for providing me their guidance to prepare my report work.

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EXECUTIVE SUMMARY
STERLING CERAMIC have a fully automatic ulter modern plant since 1992. We have a production capacity supported by a spacious and one of the longest kilns in India. It consist of ball molls, press, kiln with control environment assure always goods quality of products. BAJAJ TILES have documented system to ensure that the products are always in accordance with the latest technical specification or customer requirements. Systematic quality records on maintained to show the evidence that the supplied products meets the customer requirements.

The market research survey undertaken at sterling aims to retailers satisfaction on the brand tiles and different components of victory tiles. Research design is used descriptive multiple cross section design. Research instrument is used as questionnaire. Research approach is used as survey personal interview. Sampling method is used conveniences non probability. Sample size taken as 50 samples primary data are collected by personal interview with questionnaire from respondents where as secondary data are collected from website, books, etc.

The demand of 12*8 titles is very in the market to majority of retailers get credit and replacement facility. The company sales promotion tools are. Discount, extra commission and replacement facility. The company sales promotion tools are. Discount, extra commision and replacement facility.

Bajaj has the brand awareness that the somany and Italia. I have concluded from the above finding that company should increse cridit facility and to provide better margin

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to motivate reailers to the company product. The company should improve the quality of finishing, design and color.-

1,1 GLOBAL SCENARIO:We are proud to have a fully automatic ultra modern plant since 1992. We have a production capacity support by a spacious press and one of the longest kilns in India. The fully automatic plant and office administration provide a boost along with customer. Bajaj tiles is equipped with all kind of manufacturing facility to produce high quality product under one roof. It consist of ball mill, press, kiln with control environment assure always good quality of product. Bajaj prides its innovativeness in new product and process development .the R &D call work intensively round the clock to give proficient indigenous technology and product. By creating futuristic materials, new markets , perational benchmarks and product possibilities merge all the time. Each customer is offered customized application oriented solution in blending , mixing, firing, so as to arrive at a suitable prototype for mass replacement. Qualified and experienced personal with the right expertise and know how give Bajaj the leading edge in research and development. Bajaj tiles have documented system to ensure that the product is always in accordance with the latest technical specification or a customer requirement. Systematic quality records on maintained to show the evidence that the supplied products meets customer requirements.

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1.2

INDIAN SCENARIO OF CERAMIC TILES:-

INTRODUCTION
The industry report serves to give an overview of the sector and capture the basic characteristics of the sector in terms of its overall size, present status and future potential. The regulatory aspects of doing business in India are discussed here. Overall status of the industry:

BACKGROUND:
The ceramic industry in India was started in the last 1950s with H & R Johnson setting up its plant for the manufacture of wall titles at thane near Mumbai, Spartech ceramic joined in 1985. The booming demand for floor titles prompted the entry of other players like regency ceramics, Crystal ceramics,murudeshwar ceramic. ball , ceramics, armor ceramic and somany ceramics. By basic product variation, the titles market has three component segments: A)mosaic, B)ceramic and C) natural stones, mosaic titles claim 70% share. The ceramic titles and natural stones share the rest almost equally. A natural stones in turn has three segments granites, marble and other stones. The ceramic tiles are available in at least three variations: A) floor B) wall, and C) vitrified titles.

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SIZE OF THE INDUSTRY

Ever since liberalization process. Was initiated in 1991, the excise duty for the industry has been on the slide down. From as high as 55% in 1993-94, it was reduced to 40% in 1994, to 30% in 1995-96 and to 25% in the budget of 1997-98. The chelliah committee had recommended ever less, 15% by 1997. The cuts reduced the price differential between ceramic and mosaic titles. This resulted in a sort of boom in the industry. The companies expanded their capacities and a few new players entered the field. In 199495, the industry has continued to expand by 14% and in 1995-96, it expanded further by 32%. The company has continued to expand by a similar jump in 1997-98 the floor titles segment is growing faster, leaving only a limited idle capacity. The wan titles segment is growing at a slower the growth has slowed down due to both. Endogenous factors, while costs are spiraling up. The demand growth, however, retains at a relatively lower level (15%). These has idea to lower prices and lower margins of profit. The principal factor for the change was the fall in demand led by a decline in the construction activity. This was aggravated by increases in infrastructure costs- fright, energy and petroleum products high interest rates accompanied by financial stringency. The competition was synchronized with low margins. In a scenario dominated by a buyers market, the credit period has gone up to 90 to 100 days as against 30 to 35 days earlier. With a diverse variety of the products in terms of sizes, colors and design the inventory leveis have in ordinate high in ceramic industry.

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CURRENT STATUS OF THE INDUSTRIES

The ceramic titles industry in India has followed similar trends internationally which have been characterized by excess capacities and falling margins. Countries like Malaysia, Thailand, Indonesia and Sri Lanka Vietnam are setting up their own plants. China is emerging as a major competitor. Producers from somany and Italia have the advantage of lower transportation cost while exporting to USA and Germany. In India, the per capita consumption is as low as 0.05 sq.ffir, compared to 0.6 and 5 Sq.mtr. in china and Europe respectively. Rising disposable mcoms of the growing middle class and 40 million units of housing shortage, however, 101d out a great potential. A major change which took over the ceramic titles industry was the introduction of wall titles for bathrooms and kitchen and for floors, in officers, houses. Shopping mall and for decorative hangings. The domestic market size by value of ceramic titles in 1996-97 is estimated at a little over rs. 11 billion. The Indian industry has developed an export market. In volume it consultants only above half a percent of the global market. The expenses are rising at the rate of 8%. the upper and market is dominated by Italia and somany. The industry at has a total production capacity of approximately one mm tap in the organized sector and 200000.00 tap in a small and informal sector. some 10% of the capacity in the organized sector is none-operational. The informal sector has a relatively variable capacity profile. A part from the six major players at the top there are about 29 smaller in the organized sector. With a total production of 650000.00 tones in 1996-97 the capacity utilized in the organized sector was 65%. The wall tiles segment is dominated by h & r Johnson, victory, spy and kajaria. In floor tiles,murudeshwar, bell and Spartech, account for 605 of the turnover of the organized sector. The institutional to retail sales ratio an out 40:60 in Indian ceramic industry in allover India.

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H & R Johnson in wall tiles and Spartech in floor tiles have attained high board values. Floor tiles segment is anticipated to grow faster than the wall tiles as the consumption ratio shifts from 2:1 to almost 1:1 as is in the development country.

The industry is capital intensive although there is a sizeable presence of the informal sector, which operates on, smaller capital inputs. With technology and large economic size, the capital costs are high. so is the capital working requirements because of the need to store a wide variety of the product and long credit in all over Indian ceramic industry.

Kajaria and SPL dominate the north while H & R Johnson, bell, and SPL rule the west, murudeshwar, and Spartech share the southern markets. H & R Johnson has the largest market share in the wall tiles . Johnson international of the u.k. holder s 40% of its equity. It is a setting of a 93000 TP A PLANT (30000 tap of wall and 6300 tap of floor tiles)in Range distinct of Maharashtra, which could be the largest in south in Asia. Kajaria ceramics is the second largest players in the industry. It has maintained a fast growth enthusiastic the industry majors with a 30 % growth in turnover and 50% in net profit. SPL , the EST, while somany Pilkington ltd. With a long presence in the country along with H & R Johnson, commands the second largest market share (19%) in the wall tiles segment. It is further expending the capacity from 110000 TAP to 130000 TAP. Among the other established player are door ceramics, diamond ceramics, victory tiles and pivot ceramics , etc.these a part, there are new entrants like EID PARRY, Abramabad as asbestos and nitro.

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(2.1) COMPANY PROFILE

Bajaj Tiles is one of the most prominent manufacturer & export of ceramic luster Wall Tiles STD Specification & as per customers requirement in various qualities over 200designs.

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We are proud to have a fully automatic ultra plant since 1992. We have a production capacity supported by a spacious press and one of the longest kilns in India. The fully automatic plants & office administration provide a boost along with a customer focus approach to marketing. Bajaj Tiles is equipped with all kind of manufacturing facility to produce high quality product under one roof. If consist of ball mill, press, kiln with control environment assure always good quality of products. Bajaj prides its innovativeness in new product and process development. The R&D call works intensively round the clock to give proficient indigenous technology and product. By creating futuristic materials, new markets, operational benchmarks and product possibilities emerge all the time. Each customer is offered customized application-oriented solution in blending, mixing and firing, so as to arrive at a suitable prototype for mass replication. Qualified and experienced personnel with the right expertise and know-how give Bajaj the leading edge in research and development. Bajaj tiles have documented system to ensure that the product is always in accordance with the latest technical specification or customer requirements. Systematic quality records on maintained to show the evidence that the supplied products meets the customer requirements.

(2.2)INTRODUCTION OF OTHER COMPITETORS

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KAJARIA
India being one of the largest domestic and an emerging global market is very well positioned to take mantle of a global manufacturing base. Kajaria ceramic ltd has played its own role in achieving the goal. Since our founding in mid 1988, we have been moving ford aggressively on many fronts to capitalize on solid growth opportunity, to improve of our internal growth initiative and several strategic and innovative initiatives, our business has grown many folds. We have started with mm and meter capacity in 1988. Today , the aggregate capacity of the company in 26.4 mm and meter distributed across two plants.

REGENT TIJLES LTD

Searching for a wall & floor under one roof end here REGENT tiles is the professionally large mordents enterprise specialized in producing high grade glazed ceramic luster wall tiles & floor tiles under one roof advanced up to world standard equipments, firing based on natural gas system and strong technical manpower prove our offer, and intention of offering our customers world class tiles with unmatched quality in an excellent range of mar velour design & different finishes makes better value for money to our customers.

BELL
BELL CERAMIC LTD was established in 1985 it has two production plants with the capacity of 30000-sq meter/ per day. Both plants are ISO 9001-2000 & 1400 certified it has a wide spread distribution network. Comprising deports, retailers it export market in Australia, Philippines use Bahrain Saudi Arabia, sultanate of Oman, Qatar, Kuwait, Singapore, mauriritius, new zeland, Bangladesh, south Africa, Kenya and many more.

(2.3) STRLING CERAMIC:-

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Factory:
B/H.G.G.S, Station, At; Kaiyal, Ta. Kadi, Dist. Mehsana, Gujarat India. Phone: 02764-267250, 267251, 267432 Fax: +91-2764-267431

Office:
B/F-4, durga complex, Himatnagar-38301, Dist: Sabarkantha, Gujarat India. Phone: +91-2772-246922 Fax: +91-2772-248145

Ahmadabad office:
14,3 floor, Agrawalmall, Opp. Sola bhagvat vidyapith, S.G. Highway, Ahmadabad, Gujarat India, Phone: +91-79-325113293

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3.1 RESEARCH OBJECTIVE:The purpose of research it to discover answer to questions through application of scientific procedure, through each research study has its own specific purpose, I think main research objective as follow. N.P.COLLEGE OF COMPUTER STUDIES & MANAGEMENT , KADI. 99

MEASURING RETAILER SATISFACTION TOWARDS CERAMIC INDUSTRY

To achieve this objective ,I have prepared certain sub objectives which provides me path to the target. This objectives are as follow To analyse and compare the most effective media for ceramic company. To know about the awareness of companies product. To know about the consumers test and preference. To get the familiarity with the phenomenon or to achieve new insight into it.

3.2 RESEARCH DESIGN:In conclusive research I have used descriptive research and also used multiply cross sectional in research project because find out conclusive and the information collected from the respondents only once. 1.PRIMARY DATA 2. SECONDRY DATA

PRIMARY DATA
The primary data in the project is the data collected from the retailer in different area such as gota, paldi, naroda, rakhiyal, maninagar, ishanpura, s.g. highway of Ahmedabad city. It has been taken by directly contacting them and asking them the questions that are in the quetionnairethere feedback is noted down and from that information the graphs are drown to make out some useful occlusion.

SECONDARY DATA:
the secondary data used in the project is the information is collected from the brochures and websites of sterling ceramics. Relevant information has also been collected from the book of marketing management of Philip kottler, research methodology by C.R.khothari,a part from core information I have used internet to get the information of competitors.

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3.3 RESEARCH APPROACH:Primary data can be collected in five ways observation. Focus group research survey, behavioral data and experimental research. In many marketing survey I had collected primary data through survey research. Survey best suited for descriptive research and only concerned with getting practical knowledge. I had undertaken survey to learn about peoples knowledge, beliefs, preference and satisfaction with rectified tiles of sterling ceramic.

3.4 RESEARCH INSTRUMENT :Marketing research has choice of two main research instrument in collecting primary data: questionnaires and mechanical devices. In many marketing research survey I had used a questionnaires for collecting primary data. A questionnaires consists of a set of questions presented to respondent for their answers. The questionnaires is most common instrument used collect primary data.

3.5 CONTACT METHOD:The contact was made on personal biases by personally visiting each respondent and then colleting the information by interviewing them. Information collected through this method was obtained from the questionnaires and have been presented in tabular form. Analysis of the information collected is shown using graphs and charts in the analysis selection the project report. Recommendations have been given on the analysis of collected information.

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3.6 SAMPLE PLAN

SAMPLING SIZE: The simple size chosen for the survey of satisfaction is 75

SAMPLING PROCEDURE
1 used probability sampling ( simple random sampling) procedure in my survey as everybody gets an equal chance of being including in my survey. In simple random sampling is the simplest type of sampling in which we draw a sample of size (n) in such a way that each of N members of the population has the same chance of being included in the sample. A selected in this way is called a random sample.

3.7 POPULATION
As per my knowledge population is technical to fine survey of people who used particular product. In may research population is a technique to fine the survey to fine all customers who used. The primary population is to define the population. It should be defined in terms of 1. The elements:Retailers who are selling the product. 2.The sampling units:The sampling unit population is contractor and agents of tiles. 3. The extent:The extent of population retailer satisfaction for survey places is kadi, Goat, Kalol & Mother. 4.The time:The time of population survey is October & November.

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3.8 ASSUPTIONS OF THE PROJECT

The respondents are the perfect sample of the population. The respondent give trustful to the question without any biases. There are no external factors affecting to sell titles.

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DATA ANALYSIS & INTERPRETATION FOR:RETAILER SATISFATION:

Hear in survey of retailer satisfaction, different question are asked to retailers to make it out that what exactly leads in the minds of retailer for shoeing their particular satisfaction in ceramic industries. And ever to know which ceramic brand lead in their minds to keep their store for retailer business. These responders retailers are from different part of the Mother, Kalol, Gota city. 1)Are you selling the ATERLING CERAMIC TILES ? OBJECTIVES: This question relation with the customer purchasing the title in to the Sterling Ceramic, Retailer survey YES NO Response 45% 30%

45% 40% 35% 30% 25% 20% 15% 10% 5% 0% YES NO

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Majority of retailer I can survey of the 75% retailer then the 45% retailers give his response TES and 30% retailers give his answer NO.

2) According to you what is the main factor that affccts the sale of product? OBJECTIVE this question relates with the product range of the company to find out the most selling product of the company.

BRANDNAME PRICE PACKING DESIGN FREQUENTUSE QUALITY VERIETY

10.56% 20.48% 5.38% 11.46% 8.28% 12.78% 6.08%

25.00% 20.00% 15.00% 10.00% 5.00% 0.00% BRANDNAME

PACKING

FREQUENTUSE

VERIETY

INTERPRETATION: Here the result shows that quality of starling is the main factor behind the factor sale of tiles. When it come the matter of purchasing tiles. Starling is the top of mind appeal and it leads to them for final purchase while the product design & verity of tiles are also other important factored.

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3) Rank the following factors which motives you in your buying decision of any ceramic OBJECTIVE this question show that find out factors which motivate to the retailer in buying decision of any ceramic BRAND NAME QUALITY PRICE PERSONAL SCHEMS PRODUCT RANGE PACKING STYEL PROFIT MARGIN 12.14% 19.20% 9.41% 12% 9.71% 6.86% 4.93%

20.00% 18.00% 16.00% 14.00% 12.00% 10.00% 8.00% 6.00% 4.00% 2.00% 0.00% BRAND NAME PRICE PRODUCT RANGE PROFIT MARGIN

INTERPRETATION:

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The result is shown have, it shows that retailers feel that good quality (14.29) & brand name (7.14) are more important factors for them while selecting any ceramic brand. Them comes factor like price (8.57) & product range (5.71). while the promotional scheme (2.86) & packing style (10) are comparatively less important factors for selection. Retailers emphasis majority on brand name. good brand name is the markets motivate them to keep that brand in the store. As starling is having huge name value. It is mostly available in all the retailer shop.

4) what do you think above the price of STERLING CERAMIC compared to other tiles? OBJFCTIVE- This question relates with to know the intention level of the retailers with sterling ceramics

Price rate HIGH AVERAGE LOW

Response 36.42% 22.52% 16.29%

40.00% 35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% HIGH AVERAGE LOW

INTERPRITATION:

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Majority retailer are highly interested to keep relation continue with sterling, as it most accepted consumer brand. Ever though some retailers are having problems with distributors they would like distributors they would like to have sterling production their store because consumer largely demands it.15% retailers are indifferent while 7% retailer is less interested or they have stopped keeping sterling ceramic in their store.

5) which is highest selling product of STERLING CERAMIC in your store ? OBJECTIVE this question relates the company which types of product selling hige in the product types. NATURE SERIES CENEFA TILES ONLINE SERIES PRIENTED TILES EXOTICASERIES INTERIOR EX TILES RECTIFIED SERIES MATT TILES 21.29% 34.73% 11.14% 8.20%

35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% NATURE SERIESONLINE SERIESEXOTICASERIES RECTIFIED CENEFA TILES PRIENTED TILES INTERIOR EX SERIES MATT TILES TILES

INTERPRETATION:

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When I will be the survey of the retailer then the 21.29% retailers ordered to purchase the on line series cenefa tiles product is 11.14% retailers purchase and sales of product.

6)which is the most running size of vitrified tiles in the market as per sales figure of size? OBJECTIVE this question relates with the size to find most running size of the NATURA SERIES cenefa tiles. 20:20 INCH 24:24 INCH 26:26 INCH 32:32 INCH 1:1 METTER 6:6 STAB 5.43% 29.42% 6.86% 17.29% 8.71% 7.29%

30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00%

20:20 INCH

24:24 INCH

26:26 INCH

32:32 INCH 1:1 METTER

6:6 STAB

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INTERPRETATION: Here the result show those different retails prefer to keep the different size of vitrified tiles as customers demand. Major retailers prefers to keep 20 X 20 inch (5.43%), 24 X 24 inch (29.42%), 26 X 26 inch (6.86%) because it has most running tiles (monthly approx). the vitrified are not require policing again afther purchase. 26 X 26, 24 X 24, 20 X 20 inch size of tiles is easily fit in to the drawing room. Bess room and this size of tiles are looking vary attractive.

7) in the case production damage which types of facility is provided by company? OBJFCTIVE- This question relates with to know the damage of product wher the retailers buy the tiles then the company will give facility of damage sterling ceramics.

TO GIVE BACK MONEY GIVE REPLACEMENT THE PRODUCT Change of damaged product Provide insurance

19.14% 25.57% 15.29% 13.11%

30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% TO GIVE BACK MONEY GIVE REPLACEMENT THE PRODUCT Provide insurance

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INTERPRITATION: Majority the company will give the retailers complain immediately,as it most accepted retailers problems.Even though some retailers are having problems with damage of product then they would complain company and the company will answer, it will be most prefer to place of the damaged products is 25.57%.

8) How much time of delivery period? OBJECTIVE: This question refers to the company will be give response of the retailers time to time. Days 1 week 2 week Or more 16.32% 20.56% 28.68% 10.43%

30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00%

Days

1 week

2 week

Or more

INTERPRETATION: Majority of the retailers when the retailer to order the company then the company can answer immediately then the 25.71% retailers say yes and 24.29% retailers say no. he

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will be problem facing when the company will not give its answers immediately of the retailers order.

10) which do you think could be the reason for not buying the STERLING CERAMIC? OBJECTIVE this question relates with the unfavourness from the company to retailers to find the reason for not buying sterling ceramic. Which help the company to correct the factors and remove the reason for not buying sterling ceramic? DISTRIBUTOR DID NOT APPROACH CONFLICT WITH DISTRIBUTER UNATTRACTIVE PACKING LOW CUSTOMER DEMAND LESS COMMISSION LESS QUALITY 20.29% 10.14% 11.57% 9.71% 14% 6.86%

25.00% 20.00% 15.00% 10.00% 5.00% 0.00%

DISTRIBUTOR CONFLICT WITH UNATTRACTIVE DID NOT DISTRIBUTER PACKING APPROACH

LOW CUSTOMER DEMAND

INTERPRETATION: Major reason for not buying BAJAJ are its quality, less design, distributor did not approach & conflict with distributions. Quality of BAJAJ is not up the international standards and even they do not provide replacement for brokerage. It should have enough attractive designs of ceramic which is not found by some retailers. There are so

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many retailers who are still not approached by the distributors and conflict with existing also creates reason for not buying BAJAJ TILES. Result is shown in the graph.

11) what kind of sales promotion activities company should do? OBJECTIVE:- This question relates with sales promotion activity. To take promotion activity that company should do for increasing their sales. DISPLAY STAND FREE PRODUCTION GIFT TOUR 29.43% 39.20% 20.57% 10.86%

40.00% 35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% DISPLAY STAND FREE PRODUCTION GIFT TOUR

INTERPRETATION;As above research result shows that major respondents are in the favor of company should do display stand(29.43%) and pop (39.20%) activities for increase sales promotion and remaining respondents are in the favor of other activities such as in brand shop (20.57%) sales promotion (10.86%) activities. N.P.COLLEGE OF COMPUTER STUDIES & MANAGEMENT , KADI. 114

In this way the company should increase their sales in to the market company should give sample to the customer while they are purchasing it has most effective efforts from company for sales promotion. Company should also do display sand behind the retailers thud customer can show various product range companys ceramic product which help to the customers to select design from various product range also customers becomes aware of the different product range of the company.

12) which price range of ceramic would you prefer? OBJECTIVE:- To know price level from retailers prefer in the market and as this base company should know which price level consumers should prefer.

CHEAP PRICE MODERA TEPRICE PRIMIUM PRICE

31.29% 26.42% 17.29%

35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% CHEAP PRICE MODERA TEPRICE PRIMIUM PRICE

INTERPRETATION;Result say that most retailer prefer to keep moderate price ceramic in their store. Sterling

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fits best in this category as it provides enough good quality with moderate price range. Very few retailers keep premium price ceramic as they are not demanded by consumers while the cheap price ceramic are not having proper quality which dilutes the image of brand as well retailer store.

13) which kind of payments terms dose you prefer? OBJECTIVE:-To know of payment that retailers should prefer on the basis of that company make the best payment term.

ADVANCE PAYMENT PAYMENT DATE GOOD SRECIVED CREDIT PERIOD PLESE APECIFY PERSION

9.14% 22.43% 15.43% 28.14%

30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% ADVANCE PAYMENT CREDIT PERIOD

INTERPRETATION:Most retailers (28.43%) perfer a credit period in buing ceramics products. The periods they genereally demand is 2-3 month. Remaining (15.29%) retailer believe in advance payment while other prefer payment on date of good received. This help to the N.P.COLLEGE OF COMPUTER STUDIES & MANAGEMENT , KADI. 116

company to improve their cash receive strategy. Above graph show that give credit period to the retailer for increasing their selling.

14) Rank the following ceramic brand. OBJECTIVE this question show that find out the brand which are likely to the retailers to keep it in their stores RANK 1 2 3 4 5 or above No response STERLING 21.43% 18.57% 2.86% 1.43% 1.435 2.86% ASIAN 4.29% 2.86% 4.29% 21.43% 2.865 1.43% SOMANY CRYSTAL 1.43% 1.43% 1.43% 1.43% 21.43% 1.43% 1.43% 1.43% 18.57% 18.57% 4.29% 21.43% ITALIYA 2.86% 4.29% 1.43% 4.29% 18.57% 4.29% OTHER 18.57% 21.43% 21.43% 4.29% 1.43% 18.57%

1 = vary satisfied 2 = satisfied 3 = indifferent 4 = dissatisfied 5 = very satisfied RANKING FOR STERLING

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S TER LING S lice 2 S lice 3 S lice 4 S lice 5 S lice 6

RANKING FOR ASIAN

AS IAN 4.29% 2.86% 4.29% 21.43 % 2.865 1.43%

RANKING FOR SOMANY

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1 2 3 4 5 OR AB OVE NO R ES PONS E

RANKINKING FOR CRYSTAL

1 2 3 4 5 ORAB OVE NO R E S PONE D S lic e7

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1 2 3 4 5 ORAB OVE NO R E S PONS E

RANKINKING FOR OTHER

1 2 3 4 5ORA BO V E NORES P O NES

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INTERPRETATION: Here the resuls of this question says that out of above ceramic brands, 6 brands are having major market share in Ahmadabad. These 6 brand are STAERLING, CRIYSTAL, ITALIYA, and SOMANY, ASIAN, OTHER. Remaining brand is having comparatively low demand in Ahmadabad by retailers; In the graphs shown above, it is clearly understood that 21.43% retailers in Ahmadabad give that first preference to sterling brand, which 2.86% retailers in do not keep it in their store. Reaming preference rank like 1, 2, 3, 4, 5 or above and No response. In the same patent ranking for other company 18.57% retailer give response or 18.57% give no response.

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6 FINDING AND RECOMMANDATION

Finding
During the survey of retailers satisfaction, various things come out above the brand STERING, though STERLING has been accepted as market leade by retailers. Certain positive & negative aspects are needed to take in to consideration. The major findings of survey are as follow. According to retailers among various ceramic brands 1 to 6 major brands are there sterling is having the maximum market share while Asian, City, Somany are nearest competitors. So many retailers in the city are not still approached by this dealer so these retailers sell other ceramic brands. Even dealer doesnt provide any service to the retailers.

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 Packing style is satisfaction but some retailers feel it attractive. Profit margins to the retailers by selling STERLING products are less compare to other brands in the market. STEALING allows only 10% profit margin to the retailers while other brand provides margin up to 40% Replacement of goods in case of damages are done by the retailers. So THAT retailers sometimes suffer losses while other brand provide replacement facility if damage piece found. 40% retailers believe in the credit period generally they demand 2-3 months. Most retailers prefer to keep moderate price (42%) moderate price ceramic in their store. Majority of the retailers are willing to keep relations continue (43%) with the STERLING as in ceramic business.

RECOMMENDATIONS

Although is performing excellently as far market share is concerned, there are some aeea where company can still improve its performance. I have found some recommendation for the company, which is followed; company can definitely get some more success in capturing the more ceramic market. And as other competitors are coming nearer, company should remain alert to retain & expand its business. Here some of recommendations are listed follow. 1. As major complains are dealer of Ahmadabad city. Company may either change the dealership or may have more that one dealers in different area in

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Ahmadabad city, so thet competition among the dealer them denefits of the company. 2. According to some retailers in the city, still they are not approached by the dealers, so they are selling other brand. Company may grad this market share from the hands of other ceramic brand. 3. Company may keep it profit margin for retailers in line with the market rate & other brand, so the retailers can get satisfaction after selling selling STERLING product. 4. Product design is less and not much fancy, should be improved. 5. As promotional schemes increases business at a moment. Most periodic promotional scheme & discount should be allowed for reailers. 6. STERLING should provide replacement facility if any damages tiles is found. So that retailers and consumers may have not to suffer under losses. Others brand in the market should provides this facility. 7. Company may insist dealer to provide timely and prompt delivery of the goods to the retailers so that do not have to switch over brands due to lack stock.

LIMITATION
While I conducted the research I went though the following limitation. 1.I have survey of 50 retailers; the result would have been more precise if this size could have been increased. 2. Since the time assigned to us to accomplish the project was might be biggest limitation for me. Since the subject was quite demanding subject for me and which need lost of time and efforts.

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3. sometime I interating with some respondents, I found that they were not sharing particular portion of information though dissertation. This can be the term of respondents biases. 4. while I come evaluation stages I found that subject was quite huge and the information that I have gained through research may not be enough in the amount in which it is rather required.

7
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BIBLIOGRAPHY

BIBLIOGRAPHY BOOKS
The following books, which are just of help in completion of project. Those are stated at below: Philips kotlers marketing management the millennium edition published by premise whole India.

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 Marketing research by malhotra N.K marketing research, published by Tata McGraw-hill publishing company limited. Research methodology by D.K. Bhattacharya SEARCH ENGINE WWW.GOOGLEE.COM WEB SITE WWW.BAJAJTILES.COM

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