A

PROJECT REPORT ON

Selling Process-SPANCO

in Marble Industry

For

Classic Marble Company

In Partial Fulfillment of MBA Program

Of

Indian Institute of Planning and Management (IIPM)

(Batch: Spring Summer 2010-2012)

Submitted

by

Love Jhanwar

Roll No.-19

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ACKNOWLEDGEMENT

I express my sincere thanks to Mr. Subodh Shah (Director, classic marble company pvt.

Ltd.) for giving me an opportunity to learn in his company and believing in me to offer

internship.

I would sincerely like to thank my project guide Mr. Vikas Kesarkar (General Manager)

and the sales team with whom I have worked and learnt a lot about the project.

With deep respect I would like to thank Mr. Umed Sinai (Sales Manager) who endowed

me with the valuable opportunity to explore an interesting and critical topic as is the

subject of the present report. I also thank my institute IIPM (Indian Institute of Planning

and Management) for providing me all the necessary resources required in my study.

The most pleasant part of any project is to express gratitude and bestow honor towards

all those who directly or indirectly contributed to the smooth flow of the project work.

On the onset, I would like to take this opportunity to express my gratitude to all those

great minds and hearts that have touched this project in the path of its success.

Love Jhanwar

( SS 2010-2012)

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Executive summary

The Project talks about the Marble Industry in India. It talks about the in house brands

of the Classic Marble Company which are ‘Kalingastone’, ‘Quartz’ and natural marble as

well. The basic motive of undertaking the project was to understand the all four types of

marble including artificial marble. The first few pages talk about the introduction about

the marble. This is followed by the process of making composite marble (artificial

marble). Next comes the competitors in both natural as well as in composite marble, the

purpose of which is to study the existing players in the industry especially in composite

marble because it is new concept in India. The last part consists of sales term called

‘SPANCO’ in detail and learning from it.

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Index

Content Page No.

Executive summary.....................................................................................................................................3

Introduction of Marble Industry..................................................................................................................7

Marble Industry in India..............................................................................................................................8

Company Profile........................................................................................................................................12

Product Range.......................................................................................................................................15

Process of making Composite Marble...................................................................................................20

Major Players in Marble Industry..............................................................................................................21

Major Players in Italian Marble..............................................................................................................21

Major Players in Composite Marble......................................................................................................23

SPANCO.....................................................................................................................................................25

My learning of SPANCO.........................................................................................................................27

Identified clients....................................................................................................................................31

Bibliography...............................................................................................................................................34

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Title of the project : Selling Process-SPANCO in Marble Industry

Objectives : To study marble in brief

Duration : 2 months (Feb. 16 to April 15)

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Introduction of Marble Industry

The word "marble" originates from the Greek, marmaros, meaning "a snow white and

spotless stone," marble can be found in a rainbow of colors.

Marble is a metamorphic rock made out of limestone. When limestone is subjected to

tremendous pressure for a long time (like if limestone is buried under a lot of other rock

or an ocean) it gets squashed into marble. Marble is more beautiful than limestone and

tougher, and so people like to use it for buildings. But marble is also rarer, and more

expensive. A lot of marble is white, but marble can come in all different colors. People

use marble (especially white marble) to make statues, and they used colored marble in

patterns to make hard floors that would last a long time. Sometimes people also use

marble in thin sheets on the walls of fancy buildings

Impact of Government Policies on the Industry Government in India has introduced

many laws in order to promote and expand marble industry globally.

1. Removal of Excise Duty – Government's decision to remove excise duty on

marble (up to the annual sales of Rs.1Crore) is a great relief for the industry. The

removal of the excise duty from marble will prove less costly to the one at

receiving end, which would ultimately increases the demand of marble in the

global market.

2. New Marble Policy- Under this new policy, the search for new marble regions in

the state is facilitated. This also permits the prospecting work for the new

findings of marble deposits. In short it can also be said that after realizing the

importance of the industry, Indian Government is now taking every possible

action to expand and promote the industry.

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The government of India has set a target of raising Indian stone industry in the

next few years.

8

Marble Industry in India

Products

India possesses a wide spectrum of stones ~ granite, marble, sandstone, limestone,

slate, and quartzite. It is amongst the largest producer of raw stone material

Production areas

Marble deposits are widespread in India: concentration in states of Rajasthan, Gujarat,

Madhya Pradesh, Haryana, and Andhra Pradesh. Next Gujarat also produces some very

fine marble followed by Madhya Pradesh.

Rajasthan is the main depository of marble; accounts for over 90% of total marble

production in India [1100 m tons]. Newer varieties of marble are being developed in

Bihar, Jammu & Kashmir, Maharashtra, Sikkim, Uttar Pradesh & Bengal.

Production Technology

Industry has evolved into the production and manufacturing of blocks, flooring slabs,

structural slabs, calibrated - ready to fix tiles, monuments, tomb stones, sculptures,

artifacts, cobbles, cubes, pebbles and landscape garden stones.

Advent of sophisticated mining machinery & new mining fields has led to increase in

marble production. Although India produces machinery, there is an excellent

opportunity for exporting machineries for working stone: cutting, sawing, grinding and

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polishing.

Indo-Italian Trade

Italy imports blocks and after cutting and processing exports these all over the world

including India. Italy imports large amounts of granite from India around € 62 million as

compared to imports of Marble which amount to only € 5 million (inclusive of

blocks/tiles/crude/trimmed).

The whole world economy is facing the recessionary trend since past few years. This has

affected most of the industries, but the commodities of necessity. As marble is not an

essential commodity, marble and related industries have faced a decrease in demand

due to decreased purchasing power of consumers.

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Import statistics indicating opportunities for Italian companies:

[Finished, trimmed, tiles/monumental blocks]

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Company Profile

Classic Marble Company (CMC), the

connoisseurs of the imported marble industry

in India have maintained their numero one

status as the Czarbles of the marble trade in

the country.

CMC began operations in 1994 with 3 people; Mr. Amit Shah, Mr. Subodh Shah and Mr.

K.M Swamy and today the company boasts of 700 employees. They have 3 factories

which produce natural marble and granite and composite marble & quartz.

The CMC showrooms in India have become a one stop shop for exquisite stones from

over 40 countries like Italy, Turkey, Spain, Greece, Brazil, USA, Sweden, Norway, Mexico

and so on...showcasing a range of more than 500 stones; thus offering an exuberant

variety of stones to choose from. And now with their new showroom in Italy they aim to

captivate international connoisseurs of stone by providing an array of natural and

composite stones, all under one roof.

To optimize development and improvement, all stones go through rigid quality control

tests. The company uses imported epoxy in order to impart strength to the stones and

automized resin and polishing line to give an international finish to its products. Under

the supervision of its European experts, high end machines are used to render varied

finishes to its product range.

Classic Marble Company aims to be a one stop shop for marble, onyx, travertine,

granite, limestone, composite marble and quartz and export to countries and regions all

over the world. And to reach towards this, CMC has already taken a few steps by

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opening a showroom in Italy and putting in place numerous tie ups with quarries across

the globe. More importantly, most marble companies generally specialize in either

marble or granite but by offering an exuberant selection of stones below one roof, CMC

has carved an edge above all.

Classic Marble Company (CMC)

is a very familiar name in the

Indian marble industry. Often

acknowledged as the Czarbles,

the connoisseurs in marble, the

Company is the largest supplier

of imported marble in India for the past 16 years. CMC has been a pioneer in more than

one ways, first by exposing India to imported natural marble and imported engineered

stone and now CMC has created a strong buzz with the launch of its engineered marble

and quartz surfaces – Kalingastone (formally known as EmporioStone).

For the first time in the history of engineered stone, an Indian company has

conceptualized and launched a brand with an array of around 150 different varieties in

Italy and India. Kalingastone has marble and quartz collection with 5 series under

Kalingastone Marble comprising of 54 different marble samples and 7 series under

Kalingastone Quartz comprising of over 51 samples. All Kalingastone samples are

available with several finish treatments.

The Kalingastone factory is a state-of-the-art plant spread over 3,00,000 sq.m. They

have installed the world’s latest polishing machines from SIMEC (Italy) with 36 polishing

heads which imparts glossiness of over 90 per cent. The factory produces 30,000 sq.ft of

Composite Marble per day (900,000 – 1000,000 per month) and 10,000 sq.ft of Quartz

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per day (300,000 per month). Their 2nd line of production for Marble and Quartz will be

operational soon as a result of which the production figures will double.

After its launch in 8 cities in India and Verona Italy, Kalingastone will see a subsequent

phased out launch to over 63 countries all across the globe.

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Product Range

Natural Marble (Italian Marble)

Composite Marble

Quartz

Granite

Natural Marble:-

During the Renaissance, marble was quarried by inserting wooden pegs into

naturally occurring cracks in the rock, then pouring water onto the pegs to make

them swell. Eventually the rock would split, liberating a piece of marble. The

principle tool of modern quarrying is a wire cable 1cm in diameter, fitted at 5cm

intervals with diamond-studded collars. Holes are drilled in the mountain, the

cable is threaded through the holes to form a loop, and the loop is driven at high

speed by an electric motor.

In an open pit quarry, the marble is extracted in rectangular blocks approximately

measuring 8' x 8' x 16'. Once the sides and back of a block have been separated

from the mountain using the wire cable, the bottom is undercut from the front

using a chain saw that translates along a horizontal rail. Eventually the block splits

away from the wall and topples to the ground. Marble is hard, but it is also

brittle. To prevent the 80 ton block from shattering on impact, a bed of rubble is

prepared beforehand. Too large to transport, this block will be cut into smaller

blocks measuring 4' x 4' x 8' and weighing 10 tons. The marble blocks will then be

transported by truck to a sawmill. Once at the sawmill, marble blocks are sliced

into slabs by a gang of parallel circular saws. The saws move slowly at the speed

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of 1 meter per hour. If the blocks aren't well squared, much time and marble is

wasted in the sawing process.

Composite Marble:-

Composite marble is made by mixing at least 90 percent of natural marble chips

or powder with polyester resin and color pigment. It is generally formed in blocks

with the size of around 304X125 cm and is cut and polished as of cutting natural

marble. The original idea of inventing composite marble is to eliminate the

downsides of natural marble such as inconsistency in color, porosity, color

limitation, uncontrollable veining, etc. Composite marble has gained popularity

among designers for its compatibility with today's modernity.

Quartz:-

Quartz stone surfaces are manmade. The manufacturing process to make quartz

to a slab or counter top makes use of raw quartz crystals, one of the hardest

substances available. After the quartz has been selected and ground, the crystals

are then combined with resin, a bonding agent, and color. All of this is heated

and vibro-compacted to create an impenetrable surface. The quartz stone have

to be composed of at least 93% quartz or they can't claim the durability,

impermeability or the hardness of a real quartz surface. The final product is non-

porous, has great durability and is stronger than granite.

Quartz stone surfaces are available in a wide variety of colors that can't be found

naturally because the crushed quartz stone is combined with dye. You should

take advantage of this versatility available for your kitchen, floors or wall design

when you are considering quartz stone surfaces, so that they are able to dazzle

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the eye while still having the appearance of stone. The edge profiles on quartz

kitchen counter tops can range from simple bevels to ogee and bull nose just as

with natural stone.

Because the quartz stone surfaces are non-porous, its polished surfaces don't

have to be sealed, like granite or other natural stones, in order to keep them

from staining. Quartz stone surfacing is practically indestructible and pretty much

maintenance free. It resists stains that are caused by fruit juices, wine, food

coloring, fingernail polish and remover, tea and markers. The non-porous and

non absorbing nature of quartz stone surfaces is very hygienic; it does not harbor

bacteria, which makes it a safe choice for food handling in the kitchen. Cleaning

your quartz stone kitchen counter tops is quite easy. It involves using a little

soapy water or a mild cleaner.

Granite:-

Granite is one of the most durable stones, which has been incorporated well in

infrastructures of the present times. The word “Granite” originates from the Latin

word 'granum', referring to the coarse-grained structure of this crystalline rock. It

is composed of quartz, feldspars and micas, as well as traces of a variety of other

minerals, which contribute to the color and texture of natural granite stone.

These granite stones are available in pink, dark gray or even black, depending on

their chemistry and mineralogy. A broad range of elegant patterns and colors

makes granite the most versatile of all stones. The crystal size of the natural

granite stone is somewhat determined by the rate at which the granite cools: the

slower the cooling process, the larger the crystals grow. Occasionally some

individual crystals (phenocrysts) are larger than the ground mass in which the

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texture is known as porphyritic. The density of granite is 2.75g/cm3 (avg) and its

viscosity at standard temperature & pressure is ~4.5*1019 Pa·s. Natural Granite

stone is typically the hardest of the dimensional stones and can withstand the

vagaries of nature, effectively. The natural property of this stone makes it the real

“maintenance-free” stone.

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Difference between Natural and Composite Marble

Natural (Italian) CompositeLess harder than composite marble Harder then natural marbleMore water absorption Less water absorptionNo standard size of marble slab Standard size of marble slabHigh wastage Less wastagePolish has to done after lying Pre polishedColor variation Uniform in colorLess thickness available starting from 16 mm

More thickness available starting from 12 mm

Difference between Granite and Quartz

Granite Quartz

Less harder than quartz Harder than granite

Stain may occur Anti stain

Scratches may occur Scratch resistance

Limited colors A variety in colors

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Process of making Composite Marble

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Major Players in Marble Industry

Major Players in Italian Marble

R.K.MARBLE GROUP

R. K. Marble Group was established

in 1989 by Patni group to help serve

increasing national and international

demand for Indian marble. Since

then they have enjoyed exponential growth and export to many markets worldwide.

The Company dedicated to bringing the finest marble to the world. For over twenty

years, the name is synonymous with grandeur, finesse and quality that can only be

expected from the most superior class of marble. An ISO 9001:2000 certified company,

R.K. Marble has set benchmarks in the mining, processing and finishing of marble. An

annual production of over 1.5 Million Tonnes (equivalent to more than 60,000 sq.

meters per day) has earned the company a place in the Guinness Book of World

Records as the largest producer of marble in the world, the group is now geared up to

scale newer heights and achieve the impossible.

Their success is based upon their ability to respond flexibly to their customer's individual

needs for both large and small projects, their experience and detailed knowledge of the

marble industry, their competitive prices and the excellent comprehensive service they

provide for a very wide range of materials.

They have supplied marble for many major projects including palaces, temples,

mosques, embassies, international hotel chains and office buildings as well as

commercial works requiring large quantities of competitively priced materials.

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MARBLE WORLD

Established in 1989, Marble

World group today is well

known as South India’s No-1

marble trading company.

With the inception of their

firms, Marble Centre, Marble World and RPG Marble Pvt Ltd, They are proud to be a

one-stop shop for this wonderful product of nature i.e. Marble and Granite. Their

reputation is, being the number one marble and granite trading house catering to the

overall requirements of large number of high profile customers in whole of South India

comprising of Karnataka, Andhra Pradesh, Tamilnadu & Kerala. Well known Architects,

Interior Decorators & Designers, Engineers, Builders & Contractors largely combine

together to make their exclusive clientele.

Their growth has always been based on their ability to respond flexibly to their

customer’s individual needs for both large and small projects, and also their experience

and detailed knowledge of the industry, the vast selection and the stock they offer with

exceptional service.

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Major Players in Composite Marble

NITCO

Nitco Ltd., which is a limited liability company in

India, is today traded on two stock exchanges;

Bombay Stock Exchange (BSE) and the National Stock

Exchange (NSE). Nitco was established in Bombay

(India) in 1953 and is today one of the largest manufacturers of floor tiles in India. It has

a market share of 12% and its gross sales for the financial year 2008 were Rs.

6,510,000,000, which is USD 133,177,811.42 (www.xe.com on 27th Aug. ‘09) and for

2007, Rs. 4,704,000,000, which is USD 96,066,650.09 (www.xe.com on 27th Aug. ‘09).

Today, the Nitco Group consists of Nitco Tiles, Nitco Marble, Nitco Art (Mosaico and

Intarsia), Nitco Wall Tiles and Nitco Earth (Real Estate).

ASIAN

Asian Granito India Ltd. is one of the largest An ISO

14001:2004 & ISO 9001:2008 Certified Ceramic

Wall Tiles, Vitrified Tiles, Ceramic Floor Tiles &

Marble Stone manufacturers in India. They have

five state-of-the-art manufacturing plants, technically collaborated with SACMI, ITALY.

Result of the dreams of three entrepreneurs, materialized with the grassroots of

passion, experience & dynamism with starting a quest for excellence a decade ago,

today Asian tiles has blazed a trail in the tile industry.

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Euro Composite Marble

EURO GROUP is a leading conglomerate of building material

products having manufacturing plants across India. Euro

Ceramics Ltd is the flagship company having integrated

manufacturing plants of Vitrified Tiles, Wall Tiles, Sanitary

ware and Composite Marble. The technology is from SACMI

of Italy and Euro has one of the most modern plants in the

world with captive Power plant of 10 MW. In view of the high quality standards

maintained right from the beginning, Euro has become the preferred choice of blue chip

companies, leading architects and major builders. Euro is the largest exporters of tiles

from India exporting to several countries across the globe.

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SPANCO

SPANCO - Suspect, Prospect, Approach, Negotiations, Closure and Order.

Sales are the front end of a company or firm. The company takes good number of

initiatives to meet the customers' expectations. Sales and Marketing are the parallel

themes for a company to run. But Sales is said to be toughest job. It involves lot of

things to go through for a sales man. Hence they need to take care of few steps to reach

their target or to convince the customer. XEROX is the company which has given a term

for the sales people to handle sales in a professional and perfect manner.

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Suspecting

Prospecting

Approach

Negotiation

Closure

Order

1. Suspect: Here the job of the sales man is to investigate about the particular account

or customer. Here they need to check the Contact persons, Authority, Money capability

of the company; Real need is there or not etc. Hence sales man should be in a sense of

probing that it is a yes account or no. Here they need to suspect the account well.

2. Prospect: Here the role of the sales man is to handle the account as yes to move

forward or to drop. They really have to look whether the need is there or not. After

checking that they need to prospect the account to handle by building good relationship

with other employees of the company too. Hence here the prospecting of account takes

place.

3. Approach: Here the sales people need to look at the account to handle in a positive

manner. They need to be in touch with the customers to find out the competitors in the

account. They need to look at the things in a proper manner to handle the pricing. Here

they need to build relationship with Purchase, Marketing, H.R, and Finance/Accounts

team. Checking out or submitting your quote.

4. Negotiations: Here the pricing takes place, where the sales people need to be careful.

Here it all depends how you check your target, profit margin and customer. Hence the

negotiation happens on mutual understanding of both the parties.

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5. Closure: After negotiation it comes the point of closing the deal. Here the sales man

needs to agree with the terms and conditions including price. After in agree with the

party the deal is said to be closed.

6. Order: Here the Purchase order comes into picture. Sales people need to pick the

order from the party by agreeing on the terms and conditions (Payment, Delivery). After

picking the order they need to be on their ethics to meet customer's expectations.

Hence SPANCO helps the sales people to handle the situation in a smoother and proper

manner. It helps the front end of the company to meet the profit and target. Hence the

people need to handle the situation with this tool. Hence sales are like SPANCO.

My learning of SPANCO

During the period of internship of 2 months I have covered around 110 sites (under

constructions buildings) in Mumbai. The following is my learning and personal

experiences from the SPANCO process

1) Suspect

Target suspect profile

By industry – Targets have to be explored based on the industry wise. Now

there are different industries in our country whose needs are different.

Moreover the target audience over here is mainly the builders who are into

real estate. The area where the construction is going on needs to be

identified, their type of constructions and what are their needs are to be

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identified. So the first step to be taken is to identify the person or the

company to whom can we sell our product.

By revenue - Classic Marble Co is mainly focused on creating a niche for their

product. It wants to create a brand that can be identified by others as the one

have supplied marbles to prestigious and bigger projects. Hence the target

audience also needs to be identified as per the revenue that can be earned by

the company. This doesn’t mean that the company is only restricted only to

big projects. It obliges to everyone who needs the marbles but when the

company is in the search of the customer it targets the bigger

projects/constructions first.

Approach methods

Now the above mentioned process is done in two ways :

1. Online-research

2. Offline- networking

Online research includes finding out the target audience through various

websites where in we can get the knowledge where currently the

construction is going on. Secondly the offline method-networks include

identifying various construction sites through our wide network of contacts

and also by identifying it through the field work.

2) Prospects

Prospects are those who are willing to buy your product and have the money to pay

for it. A prospect is qualified if he has the right authority, need, ability and eligibility

to buy. These may be found from referrals, community cubs, organization etc. Now

after identifying the suspect we have to understand that whether there is a prospect

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in that suspect to fulfill our aspect. Now the suspects get scrutinized into our eco

system and if the suspect is as per our requirement it becomes our prospect.

3) Approach

How to turn cold calls into warm-

These were the norms which were given to us on how to convince our

customers.

1. Determine and establish your objective and the purpose of your call- for

yourself

2. Determine if you want to close the sale on the first call or simply pave the

way.

3. Do a little homework before the call

4. Send a fax or mail prior to the cold call

5. While making the call, make sure you have all the right material

6. State your purpose quickly

7. Get prospects interested by asking questions that make them think

8. Make statements that build confidence

9. Use humor

10. Be sincere

11. Be friendly

4) Negotiate

Negotiating becomes one of the basic parameters to crack the deal and to

have the best out of the deal. The company was very much focused in the

training me the process of negotiating Following is the things that I have to

keep in mind while negotiating.

Getting what you want from the other person

A lot like bargaining

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Attempted trade- off between getting what you want and getting along with

people

Discussion with the people with the goal of reaching an agreement

5) Close

Very important and crucial stage

Again some important norms that the company taught me:

Seller should be alert and use his judgement to know when and where to

attempt the close

This comes with experience, but right from the start the seller should be calm.

Patient, attentive and should listen more

Try your best to keep the “yes” attitude in the buyer’s mind

6) Order

A sale is not complete until you get the order from the customer

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Identified clients

During the internship I identified various real estate players through primary and secondary

research. After that I have approached them for selling Classic Marble Company pvt. Ltd.

products.

Following is the list of builders whom I visited.

Sr. No. Project Name Builder/Architect Name Project Type1 International Financial Center Shapoorji Pallonji & co Commercial2 Sunteck Shapoorji Pallonji & co Residential3 Sofitel Naman Group Hotel4 The Capital Wadhwa Group Commercial5 Kotak Mahindra B.G. Shirke cons. Tech pvt ltd. Commercial6 Canara Bank B.G. Shirke cons. Tech pvt ltd. Commercial7 Indian Oil Corp. Nish Constructions Commercial8 Tirumala Suites Transcand developers Residential9 Bank of India Kulkarni & co. Residential

10 Maqba Heights Grace property India pvt. Ltd. Residential11 Skyper Qureshi Builders Residential12 Anand Studio Shruti Constructions Residential13 Build Tech India Nougil Residential14 New Apsara Orra Residential15 Gambs India Hafeez Contractor Commercial16 Double Bull DLH Commercial17 Corporate Lounge Hicons Developers Commercial18 Empresa Bench Mark Developers Commercial19 Moon Light Pllatinum Group Residential20 Mehar Nihal Constructions Residential21 Sukh Sagar Cello Earth Links Commercial22 N-Square Parthesh Group Commercial23 Man Dune Man Infra Projects ltd. Residential24 Pioneer Heights Pioneer Developers Residential25 Silver Sunshine Silvex Developers Residential26 Maheshwari Villa Kamla Builder commercial27 Laxmi Nivas Mall Kamla Builder commercial28 Lewis Villa Trisons Builder Residential29 Ramee Constructions Ramee Constructions commercial30 Anand Villa Green Bird Developers com+resi

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31 Hotel Horizon Man Constructions Hotel32 Ramayana Re Constructions Ramayana Re Constructions Residential33 Lodha 1 Lodha Group Residential34 Nayan Naresh Barav Residential35 Ciroc Rustamjee Residential36 Sudhip Parini Reality Developers Residential37 Man Excellensa Man Group Residential38 Parle Square Agarwal Group Mall39 Dariya Niwas S.S. Group Residential40 Shanti Niketan S.S. Group Residential41 S.S. Enterprises S.S. Group Commercial42 Somaiya House B.I.I.D. Developers Residential43 Shubh Residential Guru Krupa Builder Residential44 Sai Shakari co. hsg. Shree Sai Group of companies Residential45 Ever Sun DLH Residential46 Titanium Tower Solarish Developers Residential47 Lotus Group Ashok Agarwal Commercial48 EssGee Group EssGee Group all type49 Raheja Classic K. Raheja Residential50 Samartha Aishwarya Samarth Builder Commercial51 Millinium Care Kamla Landmark Residential52 Meghdoot Shree Ji builders,parle Residential53 New Heaven Realoters New Heaven Realoters Commercial54 Acruti City Acruti Developers com+res55 Arristo House Arristo Builders Commercial56 Poonam Plaza Shelters makers builders Commercial57 Inizio Rajendra Group Commercial58 Arvind Atul Builders Commercial59 Fairmont Constructions Fairmont Constructions Residential60 Maredian Heights Maredian Group Residential61 Suvidha Milind Business Venture Suvidha Milind Business Venture Commercial62 Oberoi Reality Oberoi Commercial63 Angel Arena Kamla Developers Commercial64 Monal Appartment Shail Builders,parle-e Residential65 Asmi Dreams Asmi Realtors Comm+Resi66 Madina Towers U.B.S. dream constructions Residential67 Kapil Vastu Sai Developers Residential68 Kumar Builders Kumar Builders Residential69 Ryan International School Amar nani School70 Rustamjee Rustamjee Residential71 Kalpatru Kalpatru Residential72 Unity Heights United Developers Residential73 Shiv shristi Residential

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74 charkop sai baba Sai mangal enterprises Residential75 Centre Plaza B.V. Enterprises Commercial76 Jeevan Vibhuti Glass wood realty com+res77 Arihant Ashish Prathmesh home makers Residential78 Raheja reflection Raheja Univarsal ltd. Residential79 Mit Niketan Jaynam enterprises Residential80 Carlion Seth Group Residential81 Rubby crescent Crescent Group Commercial82 Morarji mill B.G. Shirke Residential83 Hiramani Enclave Damji Hirji Commercial84 Om sai charan C.S. Patil Residential85 Kandiwali Kesar Ashish Mehta jai singh,belapur Residential

86 Sureshwari VillasWadhwa+Thakur+Joshi joint venture Resi+comm

87 La Belleza Dimple Realtors Residential88 Nand Dham Thakkar Group Resi+comm89 Shri Mangal associates Red Brick Residential90 Omkar Dhanashree Builders Residential91 Nav jagruti co. hsg. soc. Raj Builder Residential92 Ariisto Atithi Builders Commercial93 Avirahi Accord Residential

This is the list of suspecting which I did during my internship. Then come prospecting.

Out of 93 sites around 50 sites come in prospecting area. Remaining Sites may already

have purchased marble or they will go for some other product like tiles. Thereafter I had

started approaching these 50 sites with my seniors. Out of these 50 sites we have

approached 35 sites. Remaining sites where not be interested in CMC products or still

not decided about flooring or they have some internal issues.

Generally the Complete process of SPANCO takes 3-4 months time in this industry. As

my internship period was of 2 months, I could handle the process upto suspecting,

prospecting and approaching the clients. However during my internship tenure I was

also able to participate in negotiation meeting along with my Seniors.

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Bibliography

About the industry : Classic Marble Company

Product Type

Composite : Umed Sinai

Rajkumar Sharma

Quartz : Kiran

Web sites:

www.classicmarble.com

www.saching.com

www.rkmarble.com

www.marble-world.com

www.euromarbleindia.com

www.asiangranito.com

www.nitcotiles.com

s

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