06 final report

8/6/2019 06 Final Report

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CHAPTER-1

CompanyProfile


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COMPANY PROFILE

History of the company

A brief history of SHREE KRISHNA PACKWELL INDUSTRIES in

chronological order is given below:

1994: This is the year beginning SHREE KRISHNA PACKWELL

INDUSTRIES. Being a proprietor concern owned and managed by

Mr. JATIN KHANNA. At that time, it started commercial

production of QUALITY adhesive tapes.

Shree Krishna Packwell Industries is 100 % Exporting unit engaged

in exclusive manufacture and export of adhesive tapes and other

engeneering adhesive tapes from India.At present Company deals

in all types of adhesive tapes.

The Company is successfully operates in the world and its main

market in Australia,Germany,U.k,America.The Company is

observing and maintaining quality with regard to material and

packing.


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ORGANISATION OF THE COMPANY

Based in Jalandhar, Shree krishna Packwell Industries are one of the

manufacturers of BOPP self adhesive tapes in brown, transparent,

coloured etc. With only three years in manufacturing and over more than

15 years of wide experience in this sphere of business, they are a

recognized brand in the market. Their produced self adhesive tapes makes

the packages secured and enhances the brand entity.

We have a state of the art manufacturing unit in Godaipur, near Focal

Point, Jalandhar, which helps us to produce a wide series of high quality

tapes and films using pneumatically controlled thermal fluid drying

system. We manufacture tapes of different lengths such as 65 mts, 100

mts, 130 mts and 650 mts etc. We slit tapes in 12mm, 18mm, 36mm,

48mm, 60mm and 72mm, and in diverse colors according to the demand

and requirement of the customers.

Since inception, we ensure that our products adhere the international

standards of quality. We have quality-checking department and our team

of qualified and experienced managers and supervisors maintain the

standards of quality. Because of our dedication, commitment and

business policies, we have a long and reputed clients in market.


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INFRASTUCTURE

Our manufacturing unit is well covered with high speed coating unit,

slitter re-winder, core cutter etc. machines and having the most special

features such as air brake and auto turrent system. Our workforce is well

experienced and our quality controllers ensure our clients receive the best

quality self adhesive tapes at competitive rates. We focus on custom

BOPP self adhesive tapes to suit all packaging requirements.

We provide very secure and hygienic working conditions to our

employees thats why very low percentage of employees have left till

date.


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MANAGEMENT

BANKERS of the company State bank of India

Commercial Branch

Civil lines, Jalandhar

Auditors Mr. Surinder goyal

Chartered Accountants

Jalandhar

Accountant Mr. Raman Sharma

Commercial Accountants

Jalandhar

Promoters Security Printers from

RBI


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ADDRESS OF THE OFFICE

Registered office

72,Raja garden

Village Godaipur,near amritsar bye pass

Jalandhar

Punjab

India

Pin code : 144001

Tel : +91-181 2284804

Fax : +91- 181 3247704


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OBJECTIVES OF COMPANY

1. CUSTOMER SATISFACTOINShree Krishna Packwell Industrieslays emphases on forming a long lasting relationship with its

customers by offers optimum requirement and upgrade the quality

of its human resource system machinery and equipment. Company

has provided to its customer the safety of life from various hazards,

security and growth for its employees, satisfactory return to

investor and useful contribution towards development of

community and society.

2. DISTRIBUTION NETWORK Shree Krishna Packwell

Industries is having authorized distributor and authorized retail

outlets so that the sale can promote. They are also providing some

benefit to their Ads so that can promote sales. Following are the

number of distribution and retail outlets.

Table1.1 Distributors

Authorized Distributors 15

Authorized Retail Outlet 25

3. HUMAN RESOURCE The success of Shree Krishna Packwell

Industries Depends upon the people working there. They are the

foundation of this company. They are pillar holding the position of this

concern. The companys list of human resource is as follows.


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Table1.2 Human resource

Skilled 300

Unskilled 40

Semi skilled 30

Managers and staff 10

Engineers 10

Supervisors 10

Total 400

The company has not lost a single man-day during its 15 years of

existence. To take care of the workers of company has also introduced a

self-financing scheme governed and managed totally by the workforce for

their over benefit.

4. ENVIRONMENT OF THE CONCERN

The company has the distinction of having the mesmerizing

infrastructure. The environment of Shree Krishna Packwell Industries is

fully workable, each and every person in the concern is filled with the

spirit of doing their work in a different and specialized way.

5. EXPANSION PLANS The company is professionally managed.

It is continuously improving its product range and has plans to

achieve over Rs. 10 crores turnover within next 6 years. It has

very ambitious expansions plan in various stages of

implementation. In, the month of May 2004, the company has

purchased 4600 square yards of land with well-built up factory

and office building.

6. INDUSTRIAL RELATIONS The personnel policies and

managerial philosophy of this group are people oriented. Human


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resources are fully encouraged to obtain maximum career development

growth within the organization. The quality of the product working

conditions and natural consideration and understanding between the

management and the workers has resulted in extremely cordial industrial

relations.


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CHAPTER-3

Research

Methodology


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OBJECTIVES OF THE STUDY

1. To find out different advertising and sales promotion activities of

Shree Krishna Packwell Industries.

2. To determine the procedure of advertising adopted by the Shree

Krishna Packwell Industries.

3. To know the media Planning followed by the Shree Krishna

Packwell Industries.

DATA COLLECTION

COLLECTION OF DATA:

The task of data collection begins after a research problem has

been defined and the research design checked out.

PRIMARY DATA:

Personal interview with Marketing Manager and other officer of

Marketing Department of Shree Krishna Packwell Industries was

conducted. Various questions were asked regarding advertising and

promotion activities of the concern to collect the data.

SECONDARY DATA:

Company pamphlets, company magazines, company website.


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LIMITATIONS OF STUDY

1. Though every care was taken to maintain object, yet the prejudice

in response cannot be ruled out.

2. Limited time and limited funds made the detailed study a bit

difficult.

3. Most of the workers were busy doing their work, they did not have

time to fill the questionnaire, nor did they find it necessary.

Presentation :

The data has been analyzed in the form of bar graphs and pie graphs.


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CHAPTER-4

Advertising & SalesPromotion

At Shree Krishna

Packwell Industries


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ADVERTISEMENT A THEORETICAL

APPROACH

Advertisement is multidimensional. It is a form of mass

communication, a powerful tool, component of the economic system, a

means of financing the mass media, a social institution, an art form, an

instrument of business management, a field of employment and a

professional. It is all-pervasive, ubiquitous force. It is the least expensive

method of communicating with large and geographically diverse market.

Advertisement meaning

Advertisement is a salesmanship in print. The word advertising has

been derived from the Latin word advertere connoting to turn to orturn the people towards it or turning the valuable attention towards the

product.

Advertisement is a medium of impersonal sales efforts. It is the art

of influencing human action to buy or posses one s product. It is a

techniques of popularizing action to buy or posses one s product or

service.


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DEFINITIONS OF ADVERTISEMENT

THE AMERICAN MARKETING ASSOCIATION (AMS) has

defined advertisement in the following words:

Advertising is any form of personal presentation of goods,

service or ideas for action, openly paid for by an identified Sponsor.

According to this definition, advertisement is paid form of publicity and

any sponsored communication designed in influence buyer behaviour is

advertising. Further, advertisement is non-personal and directed at a mass

audience.

ADVERTISEMENT

Educate People Definite goal Ideas of services

Creation of

D

e

Identified


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PURPOSE OF ADVERTISING PROGRAMME

Just like human and action has on objective, so advertising or publicity

also has their own purpose to support their existence and paramount role.

To pinpoint, following are the purpose:

1). Communication of information

2) Establish image of the product

3). Educating the public

4). Creation, direction and extension and demand

5). Builds a sound edifice of good will

6). Accelerating Economic growth

7). Helping sales efforts

8). Increasing market shares


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ADVERTISING PROCESS

An advertising is said to be successful if it able to arrest the attention of

people and ultimately influence their in favour of the advertiser by

compelling them to buy the product or service advertised. There are

various models, which explains promotional elements i.e.

Advertising

Sales promotion

Personal selling

Publicity

Public relations work

1). AIDA MODEL

It was developed to represent the stages a sale person must take a

consumer through in the personal selling process. The effect is the action

into which prospect may be induced as are result of advertisement.

This model highlights the importance of catching the eye / ear of the

prospect in order to create his interest or desire and finally determination

to buy the advertisement product by showing it in the final action.


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2. INNOVATION ADOPTION MODEL

This model is evolved from work on the diffusion of innovation to the

adoption of the innovation by public.

This model involves various steps, which are as follow

This model the challenge facing the companies who launch a new product

is to create awareness and interest of consumer so that they proceed to

evaluate the viability of new product by actual use; and by evaluating the

viability by actual trial, the consumer may proceed further in adopting the

advertised product.

3). HIERARCHY OF EFFECT MODEL

This model is also called Levidge and skinner model. This model

shows the process by which the advertising works and assumes that the

consumer passes through a series of steps in sequential order from initial

awareness of a product or service to actual purchase.

Interest

AwarenessEvaluation

Trail

Adoptio

nEvaluation


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The basis purpose of this model is that advertising effect occurs

over a period of time.

Advertisement communication may not lead to immediate behaviour

response or purchase rather a series of effect most occur with step full

filled before the consumer can move the next stage in the hierarchy.

HIERARCHY

EFFECT

MODEL

Unawareness

Awareness

Knowledge

Linking

Confirmation

Purchase

Conviction

Preference


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ROLE OF ADVERTISEMENT IN MODERN BUSINESS

1). Advertisement is a big business: - Advertising is a big business. it

is bigger in the developed and rich countries of the west. It has

been accepted that size of the advertising industrial is a true

indicator of the level of the living standard in a country and its

economy.

2). Advertising is a marketing tool: - Advertising is the

communication link between the seller and buyer the consumer.

There is another way of viewing the advertising function, and that

is the marketing point of view. An organization also identifies the

segment of the market, it intends to serve. And advertising is an

essential as the right product the right place, the right distribution

channel and personal selling.

3). Advertising is a professional: - Advertising has now becomes aprofessional fulfilling the important requirement of having a high

degree of generalized and empirical analysis and research. Large

number of professional is now being employed in the newly

formed full-fledged department of advertising and publicity.

4). Advertising makes possible free choice :- Advertisement of an

products and brands manufactured by competing firms give a

choice to consumers ; they give them product information as well

intact advertising helps in creating a competitive environment.

5). Advertising is informative: - Advertisement is an equally

effective tool foe information seller of the purchasing intents and

specifications of the buyers.


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6). Advertising creates demands :- Most of us feel that advertising,

offer al, for the market, a powerful persuasive tool for creating a

demand for his products, building up his sales and improving hismarket share.


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ADVERTISEMENT POLICY OF

SHREE KRISHNA PACKWELL INDS.

The general trend of Shree Krishna Packwell Industries is to spend 1 % of

sales target as advertising expenditure and on sales promotion techniques.

The advertising expenditure will be given according to the target of the

dealer and the rest 0.5 % is expand on manufacturing of complimentary

gifts Calendars, Key chain, tolls kits, diaries, table clothes, slips pads etc.

Some time dealers wants to make these gifts on their on their own,

for that compcany provides 0.5 % of expenditure to them.

Shree Krishna Packwell Industries is trying to improve their sales

in all over India. A separate policy for replacement of good has been

circulated. All defective goods to be sent to company deposit in

copulation after approval of the concerned territory sales persons.

FACING RIVALS

Company is very much alert about their rivals. They are having

marketing intelligence. They keep in touch with the marketing strategy.

They used to know about:

a. Important competitor in the region and their total annual sales.

b. Sales of the competitor in the region

c. Marketing policy including discount structure, credit facilities cash

discount policy, and Quarterly terms of deferred payment annual T.O.D.

any incentives schemes, quantity discount etc.


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ADVERTISEMENT MEDIAS OF


QUALITY Adhesive Tapes is the manufacture of industrial goods so

for that industrial advertisement done. The objective of industrial

advertisement vary according to form and situation. Advertisement is

paid communication because the advertiser has to pay the space or time

wherever his advertisement appears. Advertisement appears in recognized

media such as newspaper, direct mail, magazines, radio, television

cinema, outdoor hoarding, posters, banners etc. lots of money is spent on

media on the production of advertisements. Shree Krishna Packwell

Industries use following medias.

A). ADVERTISEMENT IN NEWSPAPER AND MAGAZINES

Newspaper is a very common made of advertisement, which provides awider coverage to the products. Form time to time the company has

exploited this mode of advertisement for attainting mass recognition of

their products.

The company is also used to see that their campaigns are published after

regular intervals to maintain the market or to push up the sales. The

magazines mostly used for advertisement by Shree Krishna Packwell

Industries Are:-

National product news

Industrial Automation

Electrical International

Electricity Engineering etc.


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B). THROUGH SALE FORCE

Major promotion of the product which to be distributed specific channel

is usually done through salesmen, sales engineers and sales executive.

The sales force report with and figures reveals personnel reports with and

figures reveals personal visit majority help in the product acceptance 90

% of the sales is made through the distributor. Some specific suppliers are

made to the government and industrial clients.

C). HOARDINGS

Releasing an impression and longer rusting impact which can be by

hoarding Shree Krishna Packwell Industries has recently put n large

hoarding across the city which are captivating enough to attract the

masses attention and convey the meaning behind them.

The company use hoarding in the form of

Glow sign

Sunshades

Posters are also used extensively by the concern

D). DIRECT MAIL ADVERTISING

It includes all form of printed advertisement delivered directly to

the prospective customer through or distributor from door to door or

delivered by messenger or pass on the street through leaflets. It may be

handed over to the customer at the counter of the retail store. Printed

advertisement delivered directly to the customer instead on indirectly the

newspaper delivered to the customers.


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E). TRADE SHOWS AND EXHIBITIONS

To influence channel members and resellers in distributor channel, it has

become practice for a seller to participate in trade shows and exhibition.

The visitors in such shows are either reseller or customers of particular

products Shree Krishna Packwell Industries also organize trade to maintain

the market. Exhibitions are origination by a group or manufactures just to

familiarize people the whole range of product they produce. The

exhibition may be local, national and international reputation.

F). SEMINARS AND CONFERENCESThe company arranges the seminars and conference both in house and

outdoors from time to time people difference work fields. These meetings

are quite beneficial and for the interest of the company. It is an

association of adhesive tapes manufacture technical seminars, expert

meet dealers meet, architects meet retailers meet etc.

G). TRADE JOURNAL AND MAGAZINES

A variety of nationals, international and adhesive tapes journals are

published which has reader area appeal. Colored pictures seen attractive

and its published record of the kind of the campaign prepared and can be

improved upon next time e.g. Business India.

H). SAMPLESSamples are a free distribution of an item in an attempt to obtain

customer acceptance. They are distributed to the customer on trial basis.

It is especially useful in promoting new product. Shree Krishna Packwell

Industries to some extent is following techniques of sales promotion.


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SALES PROMOTION CONCEPT

Every business aims at maximizing of profits in the long run or in short

run. Promotion is one of the tools to do it. Promotion has the function to

inform to persuade and to remind. Sales promotion is that element of

promotion mix, which does persuasive function more emphatically.

Sale promotion refers to those marketing activities other than

personal selling, advertising and publicity, that stimulate consumer

purchasing and dealer effectiveness such as displays shows and

expositions, demonstration and various non current selling efforts,

not in the ordinary routine.

In the words of ROGER A. STRONG

Sales promotion as All form of sponsored communication from the

activities associated with personal selling. It thus includes trade shows

and exhibitions, couponing and sampling, premiums, trade allowances,

sales an dealer incentive, cent off packs, consumers education and

demonstration activities, rebate, bonus packs, point of purchase material

and direct mail.

Advertising, sales promotion and personal selling all are the tools of

promotion and are very much interested and supplemented the efforts of

each other.

To push up sales promotion is very necessary activity. The sales

promotion technique depends upon many factors.

* Total use

* Product range

* Individual sale of different product

* Field of the sales etc.


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TOOLS AND TECHNIQUES OF SALES PROMOTION

For the maker resorting to sales promotion, a variety of tools and

techniques are available.

1. Sale promotion letters.

Sales promotion letters are sent to salesmen, dealers,

distributor and consumers and it serves the following

purpose:

Give information about companys product

As reminders for customers to buy a particular brand.

Seek information from customer about their purchase.

2. Catalogues

Catalogues carry essential informations on the product offered by

the company. Well-designed catalogues give information relating to

product their pictures size, specification, color, packing, use and price.

Some deluxe catalogues are also prepared for special clientele. The

products are proper listed an indexed to facilities order booking and

processing.

3. Telephonic sales promotion

Telephonic sales promotion is one of the

important methods of series promotion. It helps

in the following ways

Providing information about new

launched product.

Keeping contacts with regular customers.


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4. Demonstrations

Companies resort to produce demonstration

for sales, promotion especially when they are coming

up with a new product. Computer demonstration can

be given at retail stores or in school or college or

through door-to door demonstration.

5. Trade fair and exhibition

Trade fairs and exhibitions provide

companies with the opportunity of introducing and

displaying their products. This brings the

companies product and the customer in direct

contact with each other. Seeing in believing in a

concept behind large-scale exhibitions.

1. Free samples of the product

Free samples offered to persuade the customer to try them out. By

offering free samples to large section of new market, a company tries to

gain entry into the market.

7. Gifts

Companies distribute gifts to people, customersdealers and influential key people. These gifts are intended

to create goodwill towards the company an indirect promote

the companys sales interest.


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PLANNING FOR SALES PROGRAMME

1. PLANNING FOR SALES PROMOTION PROGRAMME

Defining the sales target

Setting sales promotion objective

Setting the sales promotion budget

Development the sales promotion strategy

Selecting type of sales

Coordinating plan

Evaluating sales promotion effective

The approach of sales promotion evaluation involves measuring the

performance.

Before, during and after the sales promotion efforts. The approach to

sales promotion evaluation includes consumer panels, consumer surveys

and experience and includes measuring the percentage of target audience

that was reached.


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2. MARKETING SCENARIO OF SHREE KRISHNA PACKWELL

INDSUSTRIES

Shree Krishna Packwell Industries has distributed its market area almost all

over world. There are various head office and branch office are being

establish to increase their sales and market. Shree Krishna Packwell

Industries has adopted various type of marketing strategy, which involves

the movement of goods from producers to ultimate consumers.

NEW OR MODERN APPROACH TO MARKETING

The Shree Krishna Packwell Industries has adopted new and modern

approach to recognize that marketing. The needs of the customer has been

identified studied and analyzed and the business activities are so directed

that the needs of the customers be fulfilled to their satisfaction. Thus,

according to new approach ofShree Krishna Packwell Industries marketing

involves all efforts to create customers for the product and provide

maximum satisfaction to them. The approach to marketing of Shree

Krishna Packwell Industries can be depicted as: -

Marketing structure ofShree Krishna Packwell Industries is not only limited

to India only but also to the foreign country. Trade of the Shree Krishna

Packwell Industries is being divided into two parts

CUSTOMER NEEDS INTEGRATED MARKETING MAXIMIZATION

O

F


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Shree Krishna Packwell Industries is adopting the balancing act between the

customers and organizational goals. There is a link between the suppliers

and the customers so those customers express their needs and wants.

Organization is gaining too because of the correct marketing policy

and strategy. However this customer is king approach to be balanced to

make sure that king doesnt turn tyrant.

TRADE

Im ort Ex ort

Importing Countries

1. Saudi Arabia

2. Australia

3. Singapore

4. Thailand

5. Malaysia

Exporting Countries

1. Middle east: Bahrain

UAI, Iran, Kuwait,

Qatar

2. Europe : Germany

3. Other : Australia

Nepal, and Srilanka


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3. PROCESS OF ORDER EXECUTION

Accepting of order

Copies of order send to head office

Execution of order

Preparation of order acknowledgment

Issue of material requisition slip to store department

Packing of production with private marketing

Dispatched to authorized dealer

4. DELIVERY MODES

Movements of goods from dealers to customers is known as Physical

distribution. Transport is the only physical mean where by goods are

moved from one place to another i.e. from the place of production to the

place of its consumption. The mode of transportation in Shree Krishna

Packwell Industries is for i.e. free on rail or free on road. During the

formulation of invoice slip foreign charges are calculated for the city of

the dealer and this amount is deducted from the total the total amount

payable by the dealer. As the transportation cost is borne by the dealer do

not have to worry about the extra transport cost. In this way this mode or

this process helps Shree Krishna Packwell Industries to travel their


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products all over the country rather than just being centralized at one

place.

5. DOCUMENTATION

There are some important documents of which the company has to make

records. So the company prepares the documents of various concerned

bills and papers for keeping a record of the order and then to collect the

payment. Following are the documents, which Shree Krishna Packwell

Industries is maintaining.

1). ORDER ACKNOWLEDGEMENT2). PERFORMANCE INVOICE

3). INVOICE SLIP

4). MATERAL REQUISITION SLIP

5). BANK COVERING LETTERS


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SALES PROMOTION POLICY OF


Shree Krishna Packwell Industries is very much alert the sales position of

their authorized dealers and their products. To promote their sales they

are trying best to adopt sales promotional techniques.

Following sales promotion Shree Krishna Packwell Industries has

successfully implemented activities.

1). To provide incentive on domestic on domestic product in form of

credit notes on achievement of certain targets to the authorized

distributors.

2). On the achievement of certain target concern provide the Ads with

cars. This scheme is applicable where there is a need to promote

sales.

3). Company is having a scheme for users in which a coupon of Rs. 10

& Rs. 5 is provided in pack of some products.

4). Materials are send to the end clients to update product range as per

the mailing list to make the aware and hence promoting sales.

5). Induced letter also sends to the end clients and to the dealers also

for providing them with updations or innovations in the products

and concern.

6). Company for marketing staff to concentrate on target figure.

7). After sales service programmer such as

a). Timely supply of goods

b). Fast transportation facility

c). Good packing

d). Credit facilities to the authorized distributor.

e). Target oriented incentive.


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f). Attractive cash discount and trade discount as applicable in

Trade

g). Regular visits of the sales staff of the trader/ authorized

distributor and try best to remove all practical problems.

h). Insuring timely replacement of defective products.

i). Technical engineers go on the spot to check defect in goods.

Another sales promotion activities followed by the company

are:

Authorized distributor award function

Complimentary gifts items like bags, handy purse etc.

New letter

Technical literature

New year greetings cards

Press release

Corporate catalogues

Public catalogues

Review meeting of field staff periodically so as to settle all

pending matters related to authorized distributor concerned

quickly. The systematic and well-planned procedure for

handling of complaints of product sold. They considered transit

damage complaint of authorized distributor, so that nobody to

verify the technical complaints and corrective action is taken by

arranging joint meeting of production people.


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SALES PROMOTION STRATEGY

Full range of products:

In order to cater to the demand of the demand of the market the

business house has introduced a wide variety of products in full range.

Timely supply:

Timely supply of goods is an important factor of companys

strategy which leads to increased sales.

Competitive price:

In the present competitive scenario only that products seems to

survive which offers high quality goods at reasonable price.

Qualitative approach:

Todays customer is a quality conscious and demand high quality

goods. The quality policy of the concern is ISO certified which speak

highly of its World Class Quality.

Training of latest Technology

From time to time employees are exposed to latest prevailing

technology and practices so that they remain competent to the market

environment.

Effective marketing:

Advertisement is the most popular techniques of sales promotion.

Launching of new product and creating a success story majority depends

upon effective marketing advertising campaign.


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Personal Contacts:

Personal contacts in and outside the industry has helped Shree

Krishna Packwell Industries make rapid strides in the electrical good

market.

After sales service

Goods after sales service are the plus points of any concern. To

keep the customers satisfied long after the product has been sold is useful

for the concern in the long run.

Publicity:

It has always been Shree Krishna Packwell Industries key policy to

publicize its products from the awareness of the consumers.

Flexible structure:

Flexible structure has helped Shree Krishna Packwell Industries to

upkeep its products according to changing requirement and market

conditions.

Adoption to new technology:

Regular search in order to offer consumer better service and product hasalways on of Shree Krishna Packwell Industries strategy. Research and

development has helped it to grow day to day.


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MARKETING AND SALE POLICY

Shree Krishna Packwell Industries has 750 authorized distributor that

are selling their products. To promote this selling process the company

has formulated a policy. In this way company is trying to capture the

market. Following are the important constituents of the marketing and

sales policy of Shree Krishna Packwell Industries of year 2009-10

1). PRODUCTS

The policy following covers the products manufactured and market

b the company.

Drywall tape Double sided sealing tape Cello tape

Glass fabric Luxor tape Adhesive tape

Afac 1 tape Coloured tapes


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2). M.R.P.

The discounts applicable on different products groups that are indicated

on the target format enclosed.

The price discount is inclusive of excise duty at the prevailing rate but

exclusive of CST. The trade discounts are subject to change during the

year without prior intimation, however suitable time frame up to 2 weeks

may be considered whenever appropriate case a dealer does not take

delivery of goods from transporter will also have to be borne by the

dealer.

3). TRADE DISCOUNT

Trade discount, applicable on different products groups that are

indicated on the target format enclosed.

The price after discount is inclusive of excise duty at the prevailing

rate but exclusive of CST. The trade discount are subject to change

during the year without prior intimation, however suitable time frame up

to 2 weeks may be considered whenever appropriate.

4). INVOCING

The company reserves the right to combine several pending orders

of a dealer in one invoice. As per company norms each invoice should be

of minimum Rs. 10,000/-- to justify the cost processing / handling.

5). SALES TAX

Sales tax will be charged extra in the entire invoice at prevailing

rates as applicable at the time of dispatch. Dealers are requested to place

all orders on CST basis on company depot wherever applicable.


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In case dispatches are on CST basis, the dealer has to provide his CST

number and provide the c form in advance. In case c form is not

received in time the company will have no option but to debit the sales

tax differential amount to dealers account. For new dealers, c form

along with order is request.

6). FREIGHT

All freight for dispatch through road transport to dealers will be

paid by company on behalf of dealer subject to the order/ invoice value

being minimum RS, 10, 000/-. In case of dispatch required by air /

surface courier, the differential freight will have to be borne by the dealer.

In their own interest, dealer are requested to acknowledged receipt of

correct material as per invoice by singing and all invoices for local

delivery.

7). INSURANCE

All good dispatched by the company are covered under order

Marine Declaration policy. In case of open or damaged delivery for

outstation dispatches, dealers are requested to take open delivery and

specify the same on LR and take a shortage certificate from the

transporter. All the documents are to send to the originating depot within

30 days to enable the company to lodge an insurance claim.

8). OCTROI / DEMURRAGE

Octroi wherever applicable during transit from Company depot to

dealers Godown, will have to be borne / paid by the dealer. Demurrage if

applicable in case a dealer does not take delivery of goods from transport

will also have to be borne by the dealer.


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9). CREDIT LIMIT

In certain case, at its direction, company may extend credit period of

30/40 days to select Ads. In line with general policy of our company, the

credit limit of such individual dealer is calculated as average of last 3

months al product net sale multiplied by 2 (if 3 month sale is Rs. 15 lakh

before sale tax, the credit limit will be Rs. 10L.) The limit indicates the

permissible outstanding (due + not due amounts) at any time. The

company reserves the right to hold further dispatched in case the credit

limit is exceeded. The company also reserves the right to alter these credit

limit norms without any notice.

10). PAYMENT

All payment dates are to be taken from date of invoice and not date of

receipt of goods by the dealer. The date of Cheque deposit (DOD) is the

criteria of payment and not date of receipt of Cheque.

Wherever company extends credit company terms-for payment made

beyond 45 days, Company reserves the right to charge interest for the

delayed period from 46th day @ 18 % per annum.

All payment is to be made in chronological order of invoices i.e. in date

wise sequence.

11). DESPATCHESThe company has 12 depots at present at the locations given below:

South : Chennai, Bangalore, Hyderabad, Kochi

North : Jalandhar, Delhi, Kanpur, Indore, Jaipur,

Kundli (Haryana)

East : Kolkata (Consignment Sales Agents)

West : Mumbai (Bhilwadi), Ahamdabad (Sarkhej)


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TABLE: - 5.1 DISCOUNT RATES

QUARTERS TARGETS TO ACHIEVE

1. April-June 20 %2. July-September 25 %

3. October-December 25 %

4. January-March 30 %

DATA ANALYSIS ON ADVERTISEMENT & SALES

PROMOTION

This is the study based on customers views related to

ADVERTISEMENT AND SALES PROMOTION activities of the

company. These activities affect the sales of company. Increase in

expenses on these activities increases the sales and decrease in expenses

on these decrease the sales of company. In the customer side these

activities also help them to know more about the product and quality.

Advertisement and sales promotion plays very important role for

the customers and company.

In order to calculate Customer Satisfaction Index Shree Krishna

Packwell Industries got a questionnaire form filled from 30 valued

customers. They are invited suggestions from their customers regarding

area of improvement. On the basis of their survey, I have made the

following analysis with respect to each parameter separately and finally. Ihave made a compressive study of the performance rating of all the

parameters.


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1. Customers awareness about the products of Shree

Krishna Packwell Industries:

All the customers of the company know everything about product. Ingetting information about product from advertisement and sales activities.

Table 4.1

Yes 100 %

No 0 %

INTERPRETATION

In order to calculate the customer satisfaction index, Shree Krishna

Packwell Industries got a questionnaire form filled from 30 valued

customers. And all of then well aware about the products ofShree Krishna

Packwell Industries.


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2. Sources from which they get information.

They get whole information through advertisement, dealers, etc. So,

advertisement and sales promotion plays important role for providing

product information.

Table 4.2

Advertisement 23 %

Dealer 47 %

Electrician 30 %

INTERPRETATION

The analysis shows that majority of the customers got information about

the products ofShree Krishna Packwell Industries from their Dealer 23 %

of customers got information through advertisement and 47 % and 30 %

of customers get information through dealers and electricians

respectively.


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3. Satisfaction regarding the quality policy of the standard

product.

Most of the people are satisfied regarding the quality of product

because they get what they know through advertisement and salesmen.

No case of misleading the customer comes forward in survey.

Table 4.3

Performance Percentage (%)

Excellent 27 %

Very good 10 %

Good 47 %

Fair 13 %Poor 3 %

INTERPRETATION

The analysis of the quality policy shows that majority of their customers

rated the quality of their products to be good and only a nominal of them

were unsatisfied with their quality performance 27 % of the customers

ranked it as excellent 10 % customers are very much satisfied towards

quality and ranked it as very good. 47 % of customers ranked it as good

13 % of customers ranked it as fair and only 3 % of customers are not

satisfied with the quality policy and ranked it poor.

4. Customer opinion regarding the delivery parameter.


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Regarding the delivery parameter half of the customers are

satisfied with the company. Dissatisfaction of customers may arise

through delay in production or any other reason.

Table 4.4


Excellent 7 %

Very good 7 %

Good 36 %

Fair 30 %

Poor 20 %

INTERPRETATION

The analysis of this parameter shows that almost half the customer were

satisfied regarding the delivery aspects and other half were not satisfied

with the delivery facilities provided by Shree Krishna Packwell Industries 7

% of the customers ranked as excellent 7 % customers are very much

satisfied towards quality and ranked as good. 30 % of customers ranked

as fair 20 % of customers are not satisfied with the delivery parameter

and ranked as poor.

5. Satisfaction regarding the price policy of the standards

products


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Price policy of the Shree Krishna Packwell Industries satisfied most

of the customers. Most of them are agree with the pricing policy.

Table 4.5


Excellent 13 %

Very good 7 %

Good 13 %

Fair 47 %

Poor 20 %

INTERPRETATION

This analysis of price policy shows that most of the customer responded

the pricing policy of the concern to be fair and 13 % of the customer

ranked as excellent 7 % customer are very much satisfied towards price

and ranked are very good. 13 % of customer ranked as good 47 % of

customer ranked as fair 20 % of customer are not satisfied with the price

policy and ranked as poor.

6. Satisfaction regarding new products or technologies.

Many customers are interested in new products of the companybecause new products provide them more facilities.


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Table 4.6


Excellent 13 %

Very good 14 %

Good 47 %

Fair 23 %

Poor 3 %

INTERPRETATION

The analysis of this parameter shows that the majority of the customer

fovoured the response criteria of the concern to be good only a few ones

were unsatisfied, 13 % of the customers ranked as excellent 14 %

customers are very much satisfied towards response and ranked as very

good 47 % of customers ranked as good. 23 % of customers ranked as

fair 3 % of customers are not satisfied with the response parameter and

ranked as poor.

7. Reasons for prefer the products of Shree Krishna Packwell

Industries.

They prefer products ofShree Krishna Packwell Industries because of

its quality, price, delivery mode etc. But most of them givespreference to quality.


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Table 4.7

Quality 40 %

Delivery 13 %

Price 17 %

Response 30 %

INTERPRETATION

Majority of the customers prefer the products of Shree Krishna Packwell

Industries because of good quality of the products but pricing policy needssome modification. 40 % of the customer prefer Shree Krishna Packwell

Industries products because of high quality 13 % prefer due to price 17%

due to easy adaptability and 30 % due to previous usages.

8. Customers of Shree Krishna Packwell Industries

Customers ofShree Krishna Packwell Industries increase day by day.

Quality designs, and price of their product increases the demand.

Table 4.8

Less than 6 months 23 %


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6 months to 1 year 20 %

1 year to 2 years 17 %

2 years to 3 years 17 %

Above 3 years 23 %

INTERPRETATION

23 % of customer are using the products of Shree Krishna Packwell

Industries for less than 6 months. 20 % for 6 months to 1 year 17 % are

using the products of Shree Krishna Packwell Industries for 1 year to 2years. 17 % from 2 to 3 years and 23 % of them are using the products for

above 3 years due to trust in quality.

9. Customers wish to buy the product of Shree Krishna Packwell

Industries in future

In future half of the customers are agree to by product of that

company. To increase more customers, company must improve their

technology and quality.

Table 4.9

Yes 44 %

No 33 %Cant say 23 %


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INTERPRETATION

Majority of the customer prefer to buy the product of S.K.P.I in future 44

% of the customer would like to buy the product of S.K.P.I in future 33 %

of the customer would no like to buy the products of S.K.P.I in future due

to certain reasons. 23 % of the customer are not sure whether they will

purchase products of S.K.P.I in future or not.

10. Reasons for switch over to another brand

Customers have many reasons to go to another brand. They canshift to another brand because of their friends, gifts, discount, low price

etc.

Table 4.10

Friends experience with new brand 10 %

Impressed by ad new brand 10 %

Free gift discount schemes 20 %

Low price of new brand 30 %

Just for a change 30 %


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INTERPRETATION :

Out of 10 customer, who do not wish to buy the products ofShree Krishna

Packwell Industries in future, 10 % of them want to switch over to another

brand because of their friends experience with new brand 10 % are

impressed by ad of new brand. 20 % and 30 % of them are attracted

towards free gift discount schemes and low price of new brand

respectively. And 30 % of them want to switch over to another brand just

for a change.

Such an analysis helped me a lot in having a better insight to the

companys affairs regarding ADVERTISEMENT AND SALES

PROMOTION activities. Suggestions which are invited from thecustomers are as follows: -

1.Centers should be open in rural and backward areas.

2.There should be regular follow up of permanent customer. Timely

reply should be given to the enquires and customer complaints.

3.All the medium of advertisement should be adopted to increase the

sales.


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4.Policy regarding price should be adopted so that all people can take

the advantage of the Standard products.


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Findings andSuggestions


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SUGGESTIONS

Shree Krishna Packwell Industries is very good, big and successful

company. It is progressing by leaps and bounds. Its turnover increase year

by year which results in strengths, its turnover increase year by year

which results in strengths, its hard working people, strict quality control,

clear objective and continue product improvement.

From survey it has become clear that there are some problems

which can be handled easily, if a little bit of care is taken.

Certain suggestion and recommendations which might be useful in

order to promote the sales.

1. The suggestion of the people which they gave us during survey should

be think, analyses and implemented properly.

2. Proper eye should be kept on the authorized dealers and also on their

preference for selling the product.

3. Some schemes for ads should be introduced so that they can prefer

Shree Krishna Packwell Industries product. They must aware about the

quality of the product.

4. After sales service should not be delayed.

5. The transportation of goods not be delayed. As a customer will get

agitated and will not do the mistake of ordering again. Timely supply

is necessary for retaining customer because where comparisons takes

place then at that time consumers will differentiate even a single point

also.

6. Company should adopt the policy lowering the price of their product.

7. Company should improve the quality of their material and the size of

the product should be compact as much as possible.

8. There should be regular follow up of permanent customer. Timely

reply should be given to the enquires and customers complaints.


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9. Company should conduct meetings in the backward areas where the

most of the people are unaware.

10. Company should provide price list of their products within the

packing of the products so that people can know about the prices.

11.Shree Krishna Packwell Industries should get ideas from their workers

and then implement them for the success of the company.

From the survey it has analyzed that the areas which needs a lot of

awareness regarding the Shree Krishna Packwell Industries products. Most

of the people have listened about the Shree Krishna Packwell Industries

name. So it is suggested to promote salesman ship in those areas with the

help of more and people will become aware. It will prove to be a very

effective.


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CONCLUSION

Shree Krishna Packwell Industries is big and popular company. It is scaling

new heights of expectance. The company is started in 2002 and from

there it is trying to reach the heights of excellence. I come to know about

the achievement form company profile where all the departments of the

company is mentioned and environment of the concern is also depicted

from there. Categorization of product is given so to know the details ofthe product range.

In advertisement policy ofShree Krishna Packwell Industries all the

medias of advertisement is mentioned which are company is adopting to

aware the people and to increase the sales. In market scenario the

approaches to marketing are mentioned and the whole procedure of order

execution is mentioned so that methods of reaching of customers can be

known.

All the activities of the sales promotion policy of Shree Krishna

Packwell Industries which shows the companys secret of success. Sales

promotion strategy shows all the feature of the marketing. Marketing an

sales policy of Shree Krishna Packwell Industries include all the current

year policy criteria to achieve the target goals.

Data analysis of Shree Krishna Packwell Industries include the last

five years advertisement, sales promotion and sales figures. Trends is

being calculated and given in graphical form and comparative study of

the charts is done. Customers satisfaction index shows the customers

view regarding the quality, price response, and delivery parameters.

At last the observation and suggestion are given so that company is

being able to overcome its deficiencies.


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Bibliogra

phy


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BOOKS

Aggarwal P.K. Marketing Management, Pragati Prakashan, 2005 Vol. IV

Chunawalla S.A. Advertising Sales and Promotion Management, Himalaya

Publishing House, 2006, New Delhi

Kotler Philip, Marketing Management, Prentice Hall of India Pvt. Ltd,

2001

Sontakki C.N., Advertising and Sales Management, Kalyani Publishers,

2003, New Delhi


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Questionnaire


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QUESTIONNAIRE

Ques 1. Are you aware about the products of Shree Krishna Packwell

Industries?

Yes No

Ques. 2 From which source you get the information about Shree Krishna

Packwell Industries Product?

Advertisement

Dealer

Electrician

Ques 3.Are you satisfied regarding the quality policy of the Shree Krishna

Packwell Industries product?

Yes No

Ques 4. What are your opinion regarding the delivery parameter ?

Excellent Very good Good

Fair Poor

Ques 5. Are you satisfied regarding the price policy of the Shree Krishna

Packwell Industries products?

Yes No

Ques 6. Are you satisfied with the new products and technology of the

company?

Yes No

Ques 7. Which of the following reasons make you to prefer the products of

Shree Krishna Packwell Industries?Delivery Price Response


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Ques 8. For how long you have been using the products of Shree Krishna

Packwell Industries?

Less than 6 months 6 months to 1 year

1 year to 2 years 2 years to 3 years

Above 3 years

Ques 9.Do you wish to buy the product of Shree Krishna Packwell Industries in

future?

Yes No Cant say

Ques 10. If no, why do you want to switch over to another brand?

Friends experience with new brand Impressed by ad new brand

Free gift discount schemes Low price of new brand

Just for a change

06 final report

Documents