A Report on

MARKET RESEARCH and ANALYSIS OF THE DEALERS

For

SAINT GOBAIN GLASS INDIA LIMITED, Hyderabad

Submitted to the

School of Management Studies

In partial fulfillment of the

Requirement for the award of the Degree of

Masters of Business Administration

From

University of Hyderabad

MAY to JULY -2007

Under the Guidance of

Dr. Chetan Srivastava PGCA, MCSD, MBA (Mktg), MBA (HRM), MBA (Sys), Ph.D.

By

DHEERAJ PALETI

06MBMA19

ACKNOWLEDGEMENTS

The first and foremost words of gratitude go to my faculty guide, Dr.Chetan Srivastava,

Professor in Marketing, School of Management Studies, University of Hyderabad for his

invaluable support. His constant encouragement and guidance has given a definitive

direction to this project. I thank him for all the guidance provided.

I extend my sincere thanks to SAINT GOBAIN GLASS INDIA LIMITED,

HYDERABAD providing me an opportunity to do this project work entitled “MARKET

RESEARCH and ANALYSIS of DEALERS for “SAINT GOBAIN GLASS INDIA

LIMITED” at their esteemed organization.

It has been a privilege to work under the supervision and guidance of Mr. P.S Anil

Kumar, who has spared his valuable time in assisting me during my project work.

I specially thank the Dean and all the faculty members of the School of Management

Studies for having equipped me with the skills and the ability through their inputs, which

assisted me in the completion of the project.

CERTIFICATE

This is to certify that the project work entitled “MARKET

RESEARCH And ANALYSIS of DEALERS for “SAINT GOBAIN

GLASS INDIA LIMITED” has been carried out and submitted by

Mr.DHEERAJ PALETI under my guidance by in partial fulfillment

of his Masters Of Business Administration at SCHOOL OF

MANAGEMENT STUDIES, UNIVERSITY of HYDERABAD

during the period of 10th May to 12th July 2006.

Date: Dr. Chetan Srivastava PGCA, MCSD, MBA (Mktg), MBA (HRM),

MBA(Sys), Ph.D.

Faculty Member

School Of Management Studies

University Of Hyderabad

DECLARATIONI hereby declare that this project titled “MARKET RESEARCH and ANALYSIS

of DEALERS for SAINT GOBAIN GLASS INDIA LIMITED” has been done by

me under the guidance of Mr. Anil Kumar. This project is in partial fulfillment of

the award of the degree ‘Masters in Business Administration’.

Place: DHEERAJ PALETI

Date: 06MBMA19

School of Management Studies

University of Hyderabad

INDEX

Contents page no

1. Executive summary. 5

2. Introduction to the topic. 8

3. Introduction to the study. 8

4. Methodology. 22

5. Assumptions and Limitations. 32

6. Conceptual Framework & Data Analysis. 32

7. Findings and Conclusions. 38

8. Suggestions. 39

9. Recommendations 41

10. Learning’s 42

11. Annexures (Questionnaire, tables…..) 43

EXECUTIVE SUMMARYIn order to produce superior value and satisfaction for customers, companies need

information at almost every turn. Good products and marketing programs begin with a

thorough understanding of consumer needs and wants. Companies also need abundance

of information on competitors, resellers, and other factors & forces in a market place.

Now-a-days information is not only treated as an input for making better decisions but

also as an important strategic asset and marketing tool. A company’s information may

prove to be its chief competitive advantage. Competitors can copy each other’s

equipment, products and procedures, but they cannot duplicate the company’s

information and intellectual capital.

In today’s more rapidly changing environments, managers need up- to- date information

to make timely, high-quality decisions. Companies don’t need more information, they

need better information.

World is undergoing an economic, social and political transformation brought by

urbanization and globalization. With decentralization, democratization and globalization,

companies now have more decisions to make, more money to spend and a vastly more

open political and economic system in which to operate. Technological advancements

prompt Industries to compete with each other for trade, capital and information. To be

competitive, these industries need to demonstrate potential and competitive advantages.

Thus, the need for research is essentially important before entering in to new markets or

new segments. They must identify and enhance their locational, historical and cultural

attributes. Many industries also need to improve their personal relations for business

growth and offer good governance, quality infrastructure and a livable environment.

In addition to the information about competitors and the environmental happenings,

companies often need formal studies of specific situations. In many situations, marketing

intelligence will not provide the detailed information needed. Managers will need

marketing research to fulfill the objectives and enthrall the customers and consumers.

Marketing research is the systematic design, collection, analysis and reporting of data

relevant to a specific marketing situation facing an organization. Using this marketing

research, one can assess market potential and market shares; understand customer

satisfaction and purchase behavior; measure the effectiveness of pricing, product,

distribution, and promotion activities

Project Introduction:

The main thesis of the project is to conduct the research process so as to collect and

gather the essential data required to carry out the business process and to analyse the

dealers.

Project name: MARKET RESEARCH and ANALYSIS of DEALERS for

SAINT GOBAIN GLASS INDIA LIMITED

Objectives: 1) To estimate the market potential of SAINT GOBAIN GLASS in various

types of glasses like clear, tinted, reflective, mirror

2) To analyze the dealers of SAINT GOBAIN GLASS INDIA LIMITED.

3) To study the business of the SAINT GOBAIN GLASS INDIA LIMITED

as a whole.

INTRODUCTION

ABOUT GLASS

Glass is a uniform material of arguable phase (where the word "phase" is used to describe

either a gas, liquid, or solid), usually produced when the viscous molten material cools

very rapidly to below its glass transition temperature, without sufficient time for a regular

crystal lattice to form. The most familiar form of glass is the silica-based material used

for household objects such as light bulbs and windows. Glass is a biologically inactive

material that can be formed into smooth and impervious surfaces. Under tension, glass is

brittle and will break into sharp shards. Under compression, pure glass can withstand a

great amount of force. The properties of glass can be modified or changed with the

addition of other compounds or heat treatment.

Most glasses contains about 70–72 % by weight of silicon dioxide (SiO2). The most

common form of glass is soda-lime glass, which contains nearly 30 % sodium and

calcium oxides or carbonates. Pyrex is borosilicate glass containing about 10 % boric

oxide. Lead crystal is a form of lead glass that contains a minimum of 24 % lead oxide.

The major raw material of glass is sand (or "quartz sand") that contains almost 100 % of

crystalline silica in the form of quartz. Although it is almost pure quartz, it may still

contain a small amount (less than 1 %) of iron oxides that would color the glass, so this

sand is usually depleted before production to reduce the iron oxide amount to less than

0.05 %. Large natural single crystals of quartz are pure silicon dioxide, and upon

crushing are used for high quality specialty glasses. Synthetic amorphous silica, an

almost 100 % pure form of quartz, is the raw material for the most expensive specialty

glasses. The most common method for glass production is using molten tin, which is both

flat and relatively light for a metal. As a result, the molten glass floats on top of the tin,

thus giving it the name "float glass".

Glass as a liquid

Glass is generally treated as an amorphous solid rather than a liquid, though different

views can be justified since characterizing glass as either 'solid' or 'liquid' is not an

entirely straightforward matter. However, the notion that glass flows to an appreciable

extent over extended periods of time is not supported by empirical research or theoretical

analysis.

A myth does exist that glass rods and tubes can bend under their own weight over time.

To test this, in the 1920s, Robert John Rayleigh, son of the Nobel Prize winner John

William Rayleigh, conducted an experiment on a 1 meter (~39 in) long, 5 millimeter

(~3/16 in) thick glass rod, which was supported horizontally on two pins with a 300 gram

(~0.66 lb) weight in the middle. Apart from the initial bending of 28 millimeter (~1.1 in),

the position of the weight did not change until the end of the experiment, which lasted for

7 years. At the same time, another man, a worker of General Electric named K. D.

Spenser, conducted a similar experiment independently. Two months after Rayleigh, he

published his own results which also disproved the myth. Spenser suggested that the

myth was composed before the 1920s, when the tubes were made by hand, and naturally

some of them were curved to begin with. Over time the straight tubes were taken away,

and only the curved ones remained. Some people probably thought it was the glass

flowing.

Some people believe glass is a liquid due to its lack of a first-order phase transition.

There is no discontinuous change of density and no latent heat of fusion. However, glass

does go through a second-order phase transition where the thermal expansivity and heat

capacity change markedly.

Although glass has properties of a super cooled liquid, it is generally classed as solid at

room temperature. There is also the problem that a super cooled liquid is still a liquid —

moves and behaves like a liquid, not a solid — but is below the freezing point of the

material and will crystallize almost instantly if a crystal is added as a core.

Behavior of antique glass

The observation that old windows are often thicker at the bottom than at the top is often

offered as supporting evidence for the view that glass flows over a matter of centuries. It

is then assumed that the glass was once uniform, but has flowed to its new shape, which

is a property of liquid. The likely source of this belief is that when panes of glass were

commonly made by glassblowers, the technique used was to spin molten glass so as to

create a round, mostly flat and even plate (the Crown glass process, described above).

This plate was then cut to fit a window. The pieces were not, however, absolutely flat; the

edges of the disk would be thicker because of centrifugal forces. When actually installed

in a window frame, the glass would be placed thicker side down for the sake of stability

and visual sparkle. Occasionally such glass has been found thinner side down, as would

be caused by carelessness at the time of installation.

Mass production of glass window panes in the early twentieth century caused a similar

effect. In glass factories, molten glass was poured onto a large cooling table and allowed

to spread. The resulting glass is thicker at the location of the pour, located at the center of

the large sheet.[citation needed] These sheets were cut into smaller window panes with

nonuniform thickness. Modern glass intended for windows is produced as float glass and

is very uniform in thickness.

ABOUT THE ORGANISATION

Customers is the King

Royalty has its charms, whims and surely its fancies. Catering to royalty isn’t just about

delivering goods and satisfying desires, it’s much more. It’s a passion to provide the best

of services, a vision that produces the best quality goods and a mission to treat every

customer as King

The first customer wasn’t much different. King Louis XIV. The reigning monarch of

France, who commanded that the best of glass be made for the world famous Hall of

Mirrors in the Palace of Versailles and thus was founded The Royal Glass Works in 1665

From history to commerce

Glass making was discovered by potter in Mesopotamia, an area corresponding to today’s

Iraq and Syria. As far back as 1300 BC, “secret instructions” for furnace building and

glass making in Mesopotamia were written on clay tablets.

Commercial production of glass began around 1680 AD with the invention of a new

technique of casting glass onto a table, marking a remarkable change from the older

process.

From one century to another

The Industrial Revolution and subsequent urban development paved the way for wide use

of quality glass. From industrial requirements to architectural designs, Saint - Gobain

Glass became a standard by itself. Technological breakthroughs and commitment to

quality at Saint-Gobain made it a leader, dominating the glass industry from one century

to another

Saint Gobain creates history

History was created in 1917, when French Prime Minister Clemenceau was saved from

an assassin’s bullet. The bullet was stopped by the glass windshield of his car. And the

glass was from Saint Gobain

Foundation for the future

The twentieth century ushered in the modern era of the glass industry. Automobiles

revolutionized transportation while skyscrapers redefined the skyline. The ever-evolving

needs of form, function and aesthetics placed greater demands on the quality and

diversity of glass products required. And Saint Gobain was ready for the challenge. With

its firm commitment to quality, huge investments in technology and unmatched passion

for innovation, Saint-Gobain led the development in the glass industry. Saint- Gobain

invented the revolutionary twin grinding and pioneered bent –glass technology, while

promoting tempered glass usage through well known Sekurit brand and establishing new

standards in manufacturing quality float glass. These were also the milestones which

paved the way for Saint- Gobain in establishing a firm foundation for the future

Looking towards the horizon

Today, Saint- Gobain is a fortune 500 company, with operations in 46 countries, and

annual sales exceeding Rs1.25.700 Crores. But all this has not changed Saint- Gobain’s

Attitude towards its customers. Every customer is still King. Like the Louvre Pyramid,

embellished with Saint-Gobain glass –the company too, has transcended time, serving as

a unique, seamless link between the past and the future. With its rich History Enviable

tradition and commitment to continuous innovation, Saint-Gobain continues to redefine

the standards of glass making, time and again. After all, it has been the future of glass

since 1665

Group of Companies.

The Saint Gobain group of companies has taken the organization to a global scale. As

well as glass manufacture and installation, Saint-Gobains companies include builder’s

merchants, Sandblasting companies, Roofing companies and pipework designers. The

most noticeable companies within the group are Solaglas (and Solaglas Window care,

Emergency Glass replacement via insurance, Grahams, BDP and Jew son

Type Manufacturing, Glass and Engineered Materials/Public

INFORMATION REGARDING THE ORGANISATION

Founded France (1665)

Headquarters Les Miroirs

18, avenue d'Alsace

92400 Courbevoie

France

Key people Jean-Louis Beffa, Chairman & CEO

Benoit Bazin, CFO

Industry Manufacturing, Glass and Engineered Materials

Products Construction Materials, Glass, Ceramics, Plastics,

and Abrasives

Revenue €34.873 billion EUR (2005)

Operating income €2.868 billion EUR (2005)

Net income €1.318 billion EUR (2005)

Employees 185,272 (2005)

Website www.saint-gobain.com

SAINT GOBAIN POSITIONS IN VARIOUS SECTORS

FLAT GLASS Number one in Europe

Number three worldwide

ABRASIVES Number one worldwide

CERAMICS AND PLASTICS Number one worldwide for thermal and

mechanical applications

REINFORCEMENT Number one worldwide

INSULATION Number one worldwide

GYPSUM Number one worldwide

PIPE Number one worldwide in cast iron pipe

INDUSTRIAL MORTARS Number one worldwide in wall coatings and

glues for tiling

EXTERIOR PRODUCTS Number one in US for sidings

Number three in US for roofing products

BUILDING DISTRIBUTION Number one worldwide in tiles distribution

Number one in Europe in building materials

distribution

PACKAGING Number one in Europe

Number two worldwide

BREAKDOWN OF SALES IN 2006

FLAT GLASS

The Flat Glass Sector brings together Saint-Gobain’s four main flat glass activities:

The manufacture of basic flat glass products

The processing and distribution of glass for the building industry

Flat glass products for the automotive industry

The production of specialty glass, which includes products for home appliances, nuclear

safety glass, fireproof glass and glass for electronic products.

Flat Glass continues to follow an impressive rate of international expansion. The business

currently operates in 36 countries, including many emerging countries and Brazil, and has

recently pursued expansion into China. Additional new float-glass lines are also under

construction in India, Romania and Poland.

SALES OPERATING INCOME

BREAKDOWN OF SLAES

BY GEOGAPHICAL AREA PER MARKET

HIGH PERFORMANACE MATERIAL

The High-Performance Materials Sector comprises the Refractory Ceramics, Plastics and

Abrasives businesses. The Sector developed out the Norton group, which was acquired

by Saint-Gobain in 1990. The HPM Sector was extended to the Reinforcements Activity

on May 1st, 2004. Specialized in reinforcement’s materials, the activity includes Saint-

Gobain Vetrotex and Saint-Gobain Technical Fabrics.

SALES OPERATING INCOME

BREAKDOWN OF SLAES

BY GEOGAPHICAL AREA PER MARKET

CONSTRUCTION PRODUCTS

The Construction Products Business Sector is comprised of the Insulation, Pipe,

Industrial Mortars, Exterior Products and Gypsum activities. The richness and diversity

of the sector’s businesses offer a tailored solution to every requirement in the field:

Thermal and sound insulation

Siding

Roofing

Interior and exterior construction and renovation

Pipe.

SALES OPERATING INCOME

BREAKDOWN OF SLAES

BY GEOGAPHICAL AREA PER MARKET

BUILDING DISTRIBUTION

The Building Distribution Sector was born of the acquisition in 1996 of Poliet Group

subsidiaries, Point.P and Lapeyre.

Since its creation, the business has grown considerably through both organic and external

expansion. The firm grip of the European market is the result of various acquisitions,

including Jewson and Graham in the United Kingdom, Raab Karcher in Germany, the

Netherlands and Eastern Europe, and more recently Dahl in Scandinavia (2004).

SALES OPERATING INCOME

BREAKDOWN OF SLAES

BY GEOGAPHICAL AREA PER MARKET

PACKAGING SECTOR

The Packaging Sector is a major international player in its two key markets:

The manufacture of glass bottles and jars for the packaging of foodstuffs and beverages

The manufacture and sale of glass flasks for perfume and pharmaceutical products. This

activity has been sold in March 2007

To address a diverse range of markets and demands, the Packaging business operates

production facilities in Europe, the United States, Latin America and China.

SALES OPERATING INCOME

BREAKDOWN OF SLAES

BY GEOGAPHICAL AREA PER MARKET

DESIGN GLASS RANGE

Glass… a product of great beauty. That is resilient yet transparent. Allowing in the glory

of sunshine and the beauty of he environment, while protecting the indoors from the

vagaries of nature. Facilitating the enjoyment of natural light and beauty. While

providing us with the protection we require. Glass – an extraordinary combination of

functionality and aesthetics that transcends time.

Saint-Gobain Glass India is a subsidiary of Saint-Gobain, manufacturing and marketing

float glass and allied products in India. Our state-of-the-art integrated glass facility is

located at Sriperambudur, 46 km from Chennai, on the Chennai-Bangalore highway.

Spread over a picturesque 175 acres, it is India’s most modern and largest integrated

glass facility, manufacturing clear, tinted, reflective, silvered and automotive glasses.

Saint-Gobain Glass India’s environmental friendly products are manufactured to conform

to the highest quality standards.

We are happy to present to you our design glass range for interiors. State-of-the-art

products with international appeal. Products with exceptional durability and finish. This

of course is inline with our continued efforts to make available in India the best products

from our global range. After all, we are the future of glass, since 1665.

SGG PLANILAQUE EVOLUTION

New generation lacquered glass

Definition

SGG PLANILAQUE EVOLUTION is a new generation lacquered glass intended for

use in interior applications, including damp and humid rooms (bathrooms, kitchens, etc)

Used in wall or furniture cladding, it gives eye-catching brilliant, deep lacquered colours,

combined with the durability of glass.

It can be customized by edge-working or sandblasting.

Product Description

SGG PLANILAQUE EVOLUTION is a lacquered glass, coloured and opaque in

appearance produced by depositing and then baking a coating of highly durable and

resistant lacquer on to one of its faces.

This unique manufacturing process allows SGG PLANILAQUE EVOLUTION to be

used in any interior application.

It is also easy to process and install. Once in service, it is a highly durable material,

requiring low maintenance, since the lacquer coating is protected by the glass.

Applications

SGG PLANILAQUE EVOLUTION lacquered glass is intended exclusively for interior

furnishings and decoration.

Interior wall paneling (hotels, restaurants, shops, offices, homes, including kitchens and

bathrooms etc.,)

Decorative panels, positioning graduated shades of SGG PLANILAQUE

EVOLUTION adjacently.

Cladding for cabinet and wardrobe doors.

Shop-fittings, counters, show cases, etc.,

Cladding for internal doors and sliding doors.

Signage (SGG PLANILAQUE EVOLUTION can be sandblasted and engraved.)

Range

SGG PLANILAQUE EVOLUTION is available in 4 mm, 6 mm and 8 mm

Size: 3210 x 2400 mm

General performances

Saint-Gobain Glass manufacturing specifications ensures product consistency in terms

of:colour, opacity, quality and appearance.

Furthermore, SGG PLANILAQUE EVOLUTION has been successfully subjected to a

programme of tests to ensure its durability and resistance to discoloration, humidity and

chemicals.

Processing Possibilities

SGG PLANILAQUE EVOLUTION can be cut like silvered glass.

It is advisable to place the glass lacquered face – up, on a clean cutting table in order to

minimize the risk of scratching the lacquer. Edge-work and drilling are the same as for

silvered glass.

SGG PLANILAQUE EVOLUTION can be sandblasted or screen-printed cold on the

plain side, for decorative patterns or logos.

It can also be deep-engraved. The overall effect achieved differs according to whether it

is engraved on the lacquered or plain side.

SGG MASTERGLASS

CONTEMPORARY GEOMETRIC TEXTUERD GLASS

Definition

SGG MASTERGLASS is a range of contemporary, top of the line patterned glass.Each

of its 5 designs is built around geometric patterns which contrasts with the very finely

etched surface

SGG MASTERGLASS is deal for use in partitions, furniture, shower cubicles, doors or

windows etc

For these applications, it tends itself to all types of processing: toughening, laminations,

bending, double glazing, etc

Manufacturing

A precisely controlled process the distinctive textures in the glass surface. The glass has

one textured face and one smooth face.

All aspects of the quality of SGG MASTERGLASS textured glass conform to EN572-5

Applications

The full SGG MASTERGALSS range is intended for a wide variety of application:

Interior fittings and decoration: fixed or sliding partitions, doors, shower screens, light

wells, floor panels, stair treads, guarding and balustrades.

Furniture: tables, shelves, bath-rooms and kitchen fittings, office furniture, counters,

worktops.

Windows: double-glazed units.

Range

The SGG MASTER GLASS range comprises in 4mm, 6mm, 8mm, and in some designs

in 10mm.

Proceeding possibilities

SGG MASTERGLASS can be:

Cut, shaped, drilled, noticed and edge worked.

Assembled into double-glazed unites

Laminated

Toughened

Enameled

Silvered

Processed into a toughened internal all - glass door.

SGG DECORGLASS

CLEAR PATTERENED GLASS

Definition

SGG DECORGLASS is a patterned glass which has a texture on one of its surface.

Available in a wide range of patterns and colors, it provides a wide choice of styles and

variations for diverse types of applications: windows, doors, partitions, furniture, shower

screens, etc

Product Description

Patterned glass is produced by casting and rolling clear or body- tinted, translucent, flat

glass.

Applications

The SGG DECOR GLASS range is intended for a diverse variety of applications

Interior design and decorations, partitions, doors, shower screens and balustrades.

Furniture: tables, shelves, bath rooms and kitchen fittings, office furniture, counters and

worktops

Windows

Street furniture

Range

SGG DECOR GLASS is available in 4mm.

Processing possibilities

Depending on the pattern, SGG DECORGLASS can be:

Notched, drilled and edge worked.

Assembled into double – glazed units.

Assembled as laminated glass or as acoustic laminated glass, with the patterned face on

the outside on the outside of the assembly.

Enameled

Toughened for safety.

SGG SATINOVO

MATT FINISHED TRANSLUCENT GLASS

Definition

SGG SATINOVO has a distinctive uniformly smooth and satin like appearance. A

translucent product, it admits light whilst providing obscuration and vision control.

SGG SATNOVO is intended primarily for interior application and offers the same

benefits of processing and installation, durability and maintenance as ordinary float glass

Advantages

SGG SATINOVO can be used to create stunning aesthetic effects and diffusing light. It

is uniformly etched thus eliminating patchy appearance.

In both interior screens and external glazing, SGG SATINOVO provides privacy by

obscuring unwanted attention and distractions, without compromising light levels. It has

similar light transmittance levels as the equivalent thickness of ordinary float glass

SGG SATINOVO does not mark with dirt and finger prints, as readily as traditional

etched and sandblasted glasses.

A low maintenance product, any surface marks that may eventually form are easily

removed, facilitating installation and longevity of appearance. These properties are

inherent to the glass- no additional surface treatments are required.

As an annealed glass, SGG SATINOVO can be cut, drilled, notched, edge worked,

beveled, screen-printed, toughened and laminated as ordinary clear float glass.

Applications

SGG SATINOVO can be used in numerous interior design applications in both

residential and commercial settings:

Doors

Shower screens

Partitions and interior screens

Furniture, e.g. cupboard doors, shelves, tables etc

Wall cladding

Balustrades and guarding.

Shop fitting- displays and counter tops.

Cutting and edge- working

SGG SATINOVO can be cut and edge worked like SGG PLANILUX clear float glass.

When cutting the glass, it is advisable to lay the pane with the non- treated face down.

Recommendations

During sealed unit manufacture, the etched surfaces of SGG SATINOVO must not slide

on the rollers.

For cutting, use light and highly volatile oil only.

Range

SGG SATINOVO is available is 4mm, 5mm, 6mm, 8mm, 10mm, and 12mm.

Processing possibilities

SGG SATINOVO can be:

Assembled into double -glazed units.

Incorporated into laminated glass and acoustic PVB laminated glass,

with the treated face to the outside of the assembly.

Toughened and curved.

Silvered, SGG SATINOVO- CONTRAST

Processed for fire protection

SGG BALDOSA GRABADA

19mm PATTERENED GALSS

Description

SGG BALDOSA GRABADA is from the SGG DECORGLASS series in 19mm

thickness.

Light flow

Because of its mechanical properties this glass can be used in areas, where normally

opaque glasses are used. By using SGG BALDOSA GRABADA small rooms appear

bigger because light flows into it.

Design

Its design is popular due to its simplicity, which is the current trend in interior design.

Mechanical resistance

Because of its thickness SGG BALDOSA GRABADA is used where robust but

aesthetically appealing material is required. For good results one has to be cautious with

the cutting, edges and processing.

Applications

Bathrooms: basins, shelves and room partitions.

Kitchen: tables and tabletops.

Shops: counters, tables, shelves ad room partitions.

Hotels, offices and other public places

Buildings: reception counters, tables.

Floors.

Variations

Cutting

We recommend cutting with a diamond saw or water jet.

Drilling and edge workmanship

Additional processing such as polishing of edges, facets or rounding of edges makes the

glass more valuable.

SGG BALDOSA GRABADA can be processed into safety glasses.

For areas where easy maintenance is essential, SGG BALDOSA GRABADA should be

placed with the structure side facing down. Without exception it has to be installed

according to the national rules and regulations.

Product characteristics

Thickness: 19mm

Light transmission: 85%

SGG MIRALITE EVOLUTION

ULTRA DURBALE SILVERED GLASS

Definition

A new generation mirror produced using an environmentally friendly process. SGG

MIRALITE EVOLUTION is a clear or tinted silvered glass of exceptionally high

quality and durability.

It significantly increases the longevity of many interior applications (wall and furniture

cladding, cupboard doors etc), and provides a wide range of possibilities for customizing

the mirror (edge- work, sandblasting etc).

Product description

SGG MIRALITE EVOLUTION is produced by depositing in succession a coating of

silver, a new metallic protective coating and two coating of protective paint onto clear or

body – tinted glass.

SGG MIRALITE EVOLUTION is unique for its improved optical quality and better

resistance to corrosion, due to the exclusion of copper from the silvering process and the

application of a more resistant protective coating.

SGG MIRALITE EVOLUTION is made using lead- free paints. Further the new

manufacturing process is also more environmentally friendly, during the down stream

phases of processing through to product recycling.

Applications

SGG MIRALITE EVOLUTION can be used as framed or unframed mirrors, wall

paneling, beams or ceiling, cladding for doors and furniture (tables, caninets, shelving).

Range

SGG MIRALITE EVOLUTION is available in clear, bronze, grey and green. It is

available in 2mm, 2.5mm, 3mm, 3.5mm, 4mm, 5mm, 6mm, and 8mm.

Processing possibilities

After cutting SGG MIRALITE silvered glass can be drilled and edge worked (bevel,

arriss, etc) sandblasted or engraved (patterns, lettering, logos, etc).

Tinted mirrors

With mirrors, interiors are never run of the mil. Mirrors combine extremely well with

lights to create effects and shadows that enhance aesthetics in a room. With the

introduction of SGG MIRALITE- EVOLUTION series is available in grey, bronze and

green.

Since colors and tints have strong association with moods and feelings, they can be used

to enhance feelings of freshness, warmth, coolness etc. For example bronze exudes a

feeling of warmth and richness. Green on the other hand gives one a feeling of freshness

and can be very effective in places like beauty parlors or florists.

Safety mirrors

The latest technology copper and lead free mirror from Saint Gobain glass India is now

available with added safety feature in the form of SGG MIRALITE EVOLUTION

SAFE

In SGG MIRALITE EVOLUTION SAFE the copper and lead free mirror is provided

with a backing and a further layer of extruded film. The safety backing helps protect and

strengthen the mirror and to hold the fragments firmly together. This minimizes injury,

should accidental impact cause breakage.

An ordinary mirror or vinyl backed because when broken by human impact, it shatters

into numerous jagged shards which can cause serious cutting and piercing injuries. The

backing used by SGG MIRALITE EVOLUTION SAGE meets the requirements of

BS6206 (1981) class A impact and is qualified as Grade A safety glazing material

Applications

The unique feature of this product as safety glazing material makes it deal for its

applications such as mirror doors for wardrobe & bathroom, dressing table, internal

partitions etc where reasonably large sizes of mirror panels are used. Available in a range

of standard sizes, it meets almost all such applications of interior decoration

SGG DIAMANT

EXTRA CLEAR GLASS

Definition

SGG DIAMANT is a float glass, characterized by its low iron oxide content.

Its distinctive composition produces a higher light transmittance and a reduced green-

tinge.

Applications

SGG DIAMANT is designed for applications where its unique appearance and optical

qualities are of particular advantage.

Interior design and decoration

External cladding

Shop windows and commercial frontage

Bolted glass assemblies

Processing Possibilities

SGG DIAMANT can be:

Cut, shaped, drilled, notched and edge worked

Assembled; into double-glazed units

Laminated

Toughened

Enameled

Silvered

Processed into a toughened internal all-glass door.

In the past, glass in architecture meant stained glass windows and crystal palaces. Today,

buildings come clothed in skins of glass: curtain-walling and structural glazing are

helping Man in crafting buildings of the future.

Nowadays, glass has become an indispensable building material enabling vision while

cutting the heat, dust, glare and noise. Glass is unique, as it allows visual contact with the

outside world, without compromising on comfort and privacy.

Saint-Gobain, with more than three centuries of expertise in glass-making, has been

helping Man realize his dreams of a better tomorrow through a stream of specialized and

innovative products the have redefined glass industry.

Products that are state-of-art. Products those are popular for their unique blend of

aesthetics and functionality. Products that have helped in creating landmark projects.

We at Saint-Gobain Glass are proud to present some landmark projects using Saint-

Gobain Glass.

METHODOLOGY:

Research is the search for and retrieval of existing, discovery or creation of new

information or knowledge for a specific purpose. Research has many categories, from

medical research to literary research

Marketing research (also called consumer research) is a form of business research. It is a

form of applied sociology which concentrates on understanding the behaviors, whims and

preferences, of consumers in a market-based economy

Marketing research also called consumer research is a form of business research. It is a

form of applied sociology which concentrates on understanding the behaviors, whims and

preferences, of consumers in a market-based economy

Source of DATA

Primary data was collected from the dealers of glass in the twin cities of Hyderabad and

Secunderabad by giving them a questionnaire.

DATA ANALYSIS

The data collected from all the 108 Dealers (wholesale and retail) is integrated and

analyzed properly using numerous techniques. The questionnaire is exclusively designed

for the the glass dealers and data is collected from the authorized persons i.e. the data is

collected from the people who can give exact and right information. The data is collected

from the proprietor

For authenticity of the data, I have collected the name, phone numbers of the persons

whom I have contacted. Also I have observed lot of things which I have not got the data

through the questionnaire.

The entire questionnaire is filled by the proprietor in many cases. All the questions were

filled and the required data is obtained.

The main players operating in this sector are

Modi guard

Saint gobain

Asahi

Others

These are the players operating in this segment in India. These are the findings from the

data which I have collected. The market leader is MODI GUARD because the quality of

the material is good. It has been in this field from the past 15 Years.It has got a huge

distribution network all over the country.

SAINT GOBAIN GLASS INDIA LIMITED is the market challenger. It’s a multinational

company which came into the Indian market just 4 years. It is the second leading glass

company in India. However it retains its top position in reflective glass. The quality of

the material is good but it has got some problem with the distribution so it is loosing its

market gradually

ASAHI is the market follower. This glass is famous in the automobile sector(car and bus

glasses)

SWOT ANALYSIS

Strengths

Coming to the strength of the organization, the quality of the glass produced by

Saint Gobain Glass India Limited is very good. No other company can compete

with it in reflective glass

Saint Gobain Glass India Limited has got good PERSONAL RELATIONS with

all the prospect Dealers. It is the market leader in the refelctive galss which

makes the organization stronger. More than the product, Saint Gobain Glass India

Limited concentrates in building good personal relations with all the prospect

dealers. This made the company stronger.

Weakness

Saint Gobain Glass India Limited is facing a severe problem with the concept of

direct marketing where in the company goes to place of construction and offers a

lesser price by which it is loosing its good will among the dealers of the company.

The marketing strategies followed by Saint Gobain Glass India Limited are not

that good. Sales executives have not visited most of the retailers in the city.

There has been no promotional activitites from the past 3 years by this dealers are

getting attracted towards the other companies

Opportunities

There is lot of market potential in Saint Gobain Glass India Limited which has not

been used. It has set up a new manufacturing plant in chennai by which the

production is going to be increased by 25%

Threats

Presence of the strong market leader is the biggest threat to the company. Almost

all the share is with the leader except for reflective glass. To challenge the leader

and to sustain the business is a tough job

Analysis of the dealers

61% of the retailers purchase the glass from YESHOFLOAT GLASS PVT LTD

30% of the retailers purchase the glass from BHANDARI

30% of the dealers deal with imported glass

55% of the dealers do not offer any value additions like etching be welling and

designing

45% purchase the glass on credit basis

40% purchase the glass on both credit and cash basis

50% of the retailers prefer saint gobain glass in reflective glass

90% of the retailers prefer Modi Guard in mirror glass

90% of the influencer sale are the carpenter and 50% are the builders

30 % of the dealers the twin cities have the saint gobain glow sign boards

The sales executive of Saint Gobain glass does not the visit 65% of the dealers

Most of the customers first preference is MODI GUARD and second preference is

SAINT GOBAIN GLASS INDIA LIMITED

Findings

PUBLIC RELATIONS play an important and vital role in marketing the product.

More than the quality of the product, it is the quality of the relation which we

maintain with the prospects is important. If the relation is good, the product sells

by itself even though the product quality may not be good. So, the emphasis is on

the quality of the relation more than the quality of the product.

There is no BRAND LOYALTY in the entire industry. People are willing to shift

from one brand of product to the other brand provided if the quality is good and if

the suppliers provide at less price and at the time of requirements.

There is no good will regarding the company among the dealers especially

wholesalers this is becaurs of the concept of direct marketing followed by Saint

Gobain Glass India Limited

The price of the glass is a bit higher than the others compititors however this does

make a big difference as most of the customers buy this product in lesser quantity.

The price is so flexible that whenever there is a bulk order than the company

quotes the same price as its compititors

There has been no promotional activity from the past 2 years by which the sales

of Saint Gobain Glass India Limited has declined a lot

The sales executives of Saint Gobain Glass India Limited has been concentrating

only in some of the areas and only some of the dealers by which others are

loosing interest in taking the glass manufactured by Saint Gobain Glass India

Limited

Suggestions

In order to build the share or just to capture the share as other players are

doing, the company has to invest more or just enough respectively.

The decision maker and the decision influencer both of them have to be

targeted. In some cases the decision maker is the actual purchaser and in some

others influencer. We do not know exactly who is responsible for the

transaction. So, in order to be on safe side it is better if we target both of them.

The cost involved in doing so is very much less when compared to the returns

that we get. These returns are yielded in both short tem and also in the long

term.

There has been no promotional activity from the past 2 years by which the

sales of Saint Gobain Glass India Limited has declined so there should to be a

lot of promotional activities in order compete with the other companies

The sales executives of Saint Gobain Glass India Limited has been

concentrating only in some of the areas and only some of the dealers by which

others are loosing interest in taking the glass manufactured by Saint Gobain

Glass India Limited so the executives should be concentrating on all the areas

Some innovations have to be made in manufacturing process and some special

kind of design glasses like masterglass have to brought into the market

Learning

Got a good and a clear picture about the GLASS manufacturing

companies and their distribution networks and the strategies followed by

them to sustain in the market

The key learning from the study is the way we deal with the customers.

The way we open the deal, process the deal and close is most important.

However, if the deal is not successful, one has to maintain good relation

with them.

One has to be PROFESSIONAL. Getting data is a tough job and requires

lot of patience and traveling. One has to be ready and be prepared at any

moment.