An Awareness Study of hardware retailer for the Finolex brand of CPVC

household Pipes in Bangalore

Undertaken at
Finolex Industries Limited
320, 3rd Floor, Raheja Chambers, 12, Museum Road
Bengaluru, Karnataka 560001
Phone: 080 2558 8817

Report submitted to CMS business school – Jain University in partial

fulfillment of

The requirement for the degree of Masters in Business Administration.

By
Name: Rajeev Satyam
Reg. No: 16MBA14138
Under the guidance of

Dr. Sudarshan V Seshanna

Professor

CMS Business School

JAIN UNIVERSITY

(Declared as deemed-to-be University u/s 3 of the UGC Act 1956)

# 319, 17th Cross, 25th Main, J.P Nagar 6th Phase, Bangalore – 560 078
Phone: 080-43430400, Fax 080-26532730
E-mail: bschool@cms.ac.in, Website: www.bschool.cms
 ACKNOWLEDGEMENT

I, Rajeev Satyam, MBA Student of CMS Business School is highly grateful to all those
who guided me in completing this Summer Internship Project. I take this opportunity to
express my gratitude and profound thanks to Dr. Sudarshan V Seshanna, CMS Business
School, Jain University for being me mentor during my study

I am deeply indebted my successful completion of the project and provided with me with
valuable guidance in every step of my internship. Their knowledge of this field proved to
be very beneficial to me during my internship.

I express my profound and sincere thanks to Mr. S. Renukanandan sir (Sales Manager)
who acted as a mariner’s compass and steered me throughout my project voyage through
his excellent guidance and constant inspiration. He gave me lots of encouragement and
motivation to help me delivery to the best of my abilities.

I shall be failing in my duty if I don’t acknowledge my debt to Mr. Rajeev Deshpande E4 –

Finolex Bengaluru and all Finolex member for their valuable guidance and support, which
helped me in giving a shape to my study. Their clear understanding of every aspect of the
market proved to be very beneficial for me. Words can never express the deep sense of
gratitude, I feel for Finolex Industries Limited, who has been a constant source of
inspiration and encouragement for me. I am heartily thankful to all the persons who helped
and cooperated with me for completion of this report. Without their help, this report would
not have been completed.

Name: Rajeev Satyam

Sem: 3rd
Sec: MHR
Reg No. : 16MBA14138

Date:
Place: Signature
 DECLARATION

I, hereby declare that this Summer Internship / Project for Finolex industries Limited is
prepared by me during the academic year 2016-18 under the guidance of Dr. Sudarshan V
Seshanna. I, hereby declare that the Summer Training Project Work entitledAn Awareness
Study of hardware retailer for the Finolex brand of CPVC household Pipes in
Bangaloresubmitted by Rajeev Satyam is a record of original work done by me under the
special guidance of Mr. Dinesh, Sales Manager, Finolex Industries Limited. I further
declare that no part of this project has been published or submitted to anybody.

Name: Rajeev Satyam

Sem: 3rd
Sec: MHR
Reg No. : 16MBA14138

Date:
Place: Signature
 PREFACE

Without practical training, management education is meaningless so along with the theory;
practical training is provided to management students to expose them to the actual working
environment of any organization. Such training provides a framework of knowledge
relating to the concepts and practices of the assigned topics in the organization.

The summer training is an integral part of the course curriculum of Masters of Business
Administration. In this the student is in the position to analyses the integral working of an
organization with mature eyes and understand the dynamics in a much better manner.

This project has been conducted at Finolex Industries Limited. In the first phase of project
Report, there is an introduction of Company, company profile and products of Finolex
Pipes are given. The study was limited to Bengaluru city only.

The main objective of Project is An Awareness Study of hardware retailer for the Finolex
brand of CPVC household Pipes in Bangalore
 Abstract of the Research

The use of plastic materials by the piping industry accounts for a significant volume of
polymers. In this segment PVC represents the largest worldwide market for plastics.
CPVC is often used in plastic pressure pipe systems for pipelines in the water and sewer
industries because of its inexpensive nature and flexibility. Pipes and fittings constitute the
largest volume application at 40% of the marketplace. This paper discusses the Finolex’s
challenges to penetrate CPVC market segment.

• Finolex wants to know details about its current market, its competitors and the
retailer’s expectation from the distributors.

• Finolex main competition are Astral / Ashirvad / Supreme / Prince in the CPVC
segment.

• Company detailed the interns about all the product attributes and specification
which were offered by company

• They provided us product prospectus and explained each and every product in
details on first day

• All the interns were allotted specific areas in Bangalore city and our work was
divided into four phases

• From Second day, our work was to identify the number of retail shops in the area
allotted and take pictures of retail Outlet, each intern was given a target of 180
outlets

• Our main aim during the internship was to take accurate feedback from retail
outlet, Customer Satisfaction and know the competition and also conducting
Plumbers meet and retailers meet as plumbers are the influencers

• For that we needed to collect primary data through field work surveys among retail
outlets of Bangalore.

• So, set of questionnaires was prepared from Finolex sales team. Survey conducted
with the help of the above questionnaires.
TABLE OF CONTENTS
PAGE NO.

Chapter – 1 Introduction to Study 1–

35

Introduction 1-7

PVC vs CPVC 8-9

What is CPVC 10

Other difference between PVC &CPVC 10-11

Application of PVC & CPVC 11

Can PVC & CPVC be used together 12

History of Lubrizol CPVC 12-15

Industry profile 16-17

PVC pipe market segmentation 17-19

Asia Pacific market 19-20

Pipe Market benefits 20-23

Indian PVC market 23-26

Best brands of CPVC market 27-29

Company Profile 30-34

Finolex with Lubrizol 34-35

CHAPTER -2 WORK DONE IN COMPANY
37-47

Phase 1 37-38

Phase 2 39-42

Phase 3 43

Phase 4 43-
44

CHAPTER- 3 LITRATURE REVIEE 45-

50

CHAPTER-4 RESEARCH METHADOLOGY

51-53

Survey report
54-66
CHAPTER 1
 INTRODUCTION TO THE STUDY

This study is aimed at An Awareness of hardware retailer for the Finolex brand of CPVC
household Pipes in Bangalore. The study also involves the overview of various major
players and also the strategies in the market for this specific sector. Finolex is recently tied
up with Lubrizol to introduce flowgaurd technology into their CPVC pipes as their
competitors like ashirwad are also in touch with this technology.

The study being descriptive and explanatory in nature, findings have been made through
theoretical analysis in order to get an insight into the cause and effect relationship of outlet
retailer and their customer perception relating to Pipes industry on a whole. Here the
attempt has been made in this research paper to study on the Awareness of hardware
retailer for the Finolex brand of CPVC household Pipes in Bangalore

Indian pipe industry is among top three manufacturing hubs after Japan and Europe, with
the second largest population in world the Indian pipes market is looking very prospective
to many multinational and Indian pipes companies for expanding their business and market
share.

Research Topic:An Awareness Study of hardware retailer for the Finolex brand of CPVC
household Pipes in Bangalore

Objectives of the Research

• To know the Retailer’s suggestion towards the PVC and CPVC pipes.

• To measure the satisfaction level of our customer and customer’s customer

• To measure the price level of our competitors.

• To find out the attitude and buying behavior of a customer from hardware outlet.

• Measurement of Satisfaction level of Retailers with Finolex pipes

• Finding big distributer who can distribute Finolex pipes in Bangalore

 HISTORY

PVC was discovered as early as 1835, but the first definite report of the polymerization of
vinyl chloride did not come until about 35 years later. At that time, the material was
reported to be an off-white solid that could be heated to 130 degrees C without
degradation.

PVC remained a laboratory curiosity for many years, probably because of its intractable
nature. The polymer was inert to most chemicals and very tough (strong). These properties
eventually led scientists to consider PVC for applications where durability and toughness
were desirable.

In 1912 the first industrial developments were initiated in Germany. Throughout the
1920’s, attempts were made to use PVC copolymers that easier to process than PVC.
These early attempts were only marginally successful.By 1932, the first tubes made from a
PVC copolymer were produced. Nearly three years later the first PVC pipes were
produced using a roll mill and hydraulic extruder. This two-step process involved melting
the PVC powder on a roll mill and rolling the sheet produced up to a billet. The PVC could
then be processed in a discontinuously working ram extruder to make pipe. This process
was adapted from that used for celluloid and was really ill-fitted for PVC. As a result, the
products were often of dubious quality.

Never-the-less, these early PVC pipes were deemed suitable for drinking water supply
piping and waste water piping because of their chemical resistance, lack of taste or odor
and smooth interior surface. From 1936 to 1939 over 400 residences were installed with
PVC drinking water and waste pipelines in central Germany. Various test pipelines of
PVC were laid in Leipzig, Dresden, Magdeburg, Berlin, Hamburg, Cologne, Heidelberg
and Wiesbaden during the period of 1936 to 1941. Both the pipelines for chemicals and
those for water supply and waste water came up to expectations, as did the test pipelines in
the cities mentioned above, apart from damage caused by World War II. The PVC pipes
installed in central Germany are still in use today without any major problems. In
retrospect, these first PVC pipes had been made before their time, before the material
compounds and machines for their manufacture had been perfected. It was not until 1950
that the systematic development of extrusion technology began. Prior to this, the
manufacture of PVC pipe remained makeshift and the use of PVC pipes did not become
widespread.

The 1950’s and 1960’s were decades of dramatic advances for PVC pipe and fittings
technology. Encouraged by the results obtained from primitive pre-war PVC pipelines,
several European and American companies realized the enormous potential for PVC pipes.
These companies pursued the technology, both in formulation and processing. Systematic
research and trials were successful in the development of effective stabilizers, lubricants
and processing aids, together with processing machinery engineered specifically for PVC.
During this time period, PVC pipe began competing with traditional products in a number
of major markets, such as: gas distribution; sewer and drainage; water distribution;
electrical conduit; chemical processing; and drain, waste and vent piping.”
PVC vs. CPVC

You’re probably familiar with PVC pipe. It's the white plastic pipe commonly used for
plumbing and drainage. PVC stands for polyvinyl chloride, and it’s become a common
replacement for metal piping. PVC’s strength, durability, easy installation, and low cost
have made it one of the most widely used plastics in the world. PVC is a thermoplastic
material that is molded into different shapes to create pipes, fittings, valves and other
liquid handling supplies.

So what is CPVC?
You can think of CPVC as PVC’s cousin. They are similar in many ways, but they
shouldn't be used interchangeably. Both are made of the same basic elements with one
distinguishing factor. CPVC is altered by a free radical chlorination reaction that
effectively increases the chlorine content of the material. CPVC is also a thermoplastic that
is molded into many of the same products as PVC.

This difference in makeup allows CPVC to withstand a wider range of temperatures. This
is why many building codes require the use of CPVC as opposed to PVC for use in hot
water applications. The ASTM standard allows PVC to be used in applications not
exceeding 140 degrees F.

Temperatures over this can cause softening of the material and weakening of joints. CPVC
on the other hand can handle temperatures up to 200 degrees F.

Other Differences between PVC & CPVC:

There are a few other differences between the two materials. Most North American PVC
pipe uses a Nominal Pipe Size (NPS), while CPVC is available in either NPS standard
sizing -OR- CTS (Copper Tube Size) sizing.

The copper tube sizing system is an entirely different sizing system from Nominal Pipe
Size, and as the name implies it is the same system used for copper tube pipe.

Before purchasing CPVC be aware of what your use will be, and what sizing system you
require. Colour can be a clue, too. Often CTS CPVC is a light yellowish colour, while
schedule 80 CPVC (NPS) is a light grey colour.
PVC pipe and fittings usually comes in white or dark grey. Always check the manufacturer
printing on the pipe to be sure.

Because of the differences in chemical makeup, sometimes PVC or CPVC also require
different primers and solvents for connecting pipe and fitting joints.

The creation of a strong joint depends on the cement’s ability to chemically soften the
plastic. For this reason you should always use a cement specific to the material you are
using.

Applications of PVC & CPVC:

As mentioned before, CPVC is more suitable for hot water applications up to 200F. PVC
is still often used for unheated water as well as for vent and drainage systems; however,
CPVC has become widely used for both hot and cold potable water.

The more resistant properties of CPVC make it useful for commercial and industrial
applications as well. Because of its wider range of applications, CPVC is usually pricier
than PVC. That being said, it is still a very cost-effective and versatile material.

We recommend the use of PVC for recreational use/building, cold water systems, vent
systems, and drainage systems. CPVC is recommended for applications where the
maximum temperature will exceed 140 degrees Fahrenheit, but stay under CPVC's max
rating of 200 degrees Fahrenheit.

Another deciding factor in which material to use is the chemical makeup of media being
handled in your application. Though PVC and CPVC both are resistant to many of the
same chemicals, some are best handled by one or the other.

Consult a chemical compatibility chart to be sure the piping materials you choose will
work with your unique application.

Can PVC & CPVC be used together?

All NPS size pipe and fittings will fit together, but it is not recommended that you mix and
match materials. Mixing materials can compromise the pipe line's temperature and
pressure ratings. For that reason we always recommend any pressurized pipe system be
constructed using matching piping material and schedules.
History of Lubrizol CPVC

Lubrizol history of providing superior piping solutions for residential, commercial and
industrial applications dates back to 1959 when Lubrizol (formerly BF Goodrich
Performance Materials) pioneered chlorinated polyvinyl chloride (CPVC) for use in piping
systems. One of the first applications for CPVC was pipe and fittings used in residential
plumbing systems.

1960: The first CPVC plumbing system was installed in the NAHB Research Home in
Lansing, Michigan.
1961: Lubrizol CPVC compounds were first used in an industrial setting and are now sold
under the Corzan brand name to provide a highly reliable, corrosion-resistant alternative to
traditional metallic piping systems.
1962 and 1963: Additional CPVC plumbing systems were installed in homes in
California, Maryland and Ohio. While the high-performance polymer was first used for
residential plumbing, the introduction of the new technology opened the door for a higher
standard of product performance for other piping systems, as well.
1984: Lubrizol introduced the first non-metallic fire sprinkler system under the Blaze
Master brand name, thereby providing the fire protection industry with a corrosion-
resistant, easy-to-install and cost effective life safety solution.
1985: The first CPVC plumbing system was sold under the FlowGuard brand name. Made
of high-performance chlorinated polyvinyl chloride (CPVC), FlowGuardpipe and
fittings offered a smarter alternative to traditional copper plumbing systems.
1991: After years of testing, research and development, we released a technologically
advanced plumbing system still sold today under the FlowGuard Gold brand name.
Today: Lubrizol offer the industry’s largest network of technical support specialists and
are able to provide the necessary education and technical support to help our construction
partners choose the best system to fit their needs.
Commercial applications of CPVC Flowgaurd plus system

Today there are more material choices for plastic pipe and plumbing systems than ever
before. Our more reliable alternative - chlorinated polyvinyl chloride (CPVC) - is widely
approved and specified for commercial water applications, including:

 Office buildings
 Education
 Healthcare
 Hospitality
 Mass transit
 Pool and spa

Commercial Plumbing Applications

Lubrizol's FlowGuard family of CPVC pipe and fittings is the most widely used CPVC
plumbing system in the world and features superior corrosion resistance that eliminates
pitting and scaling, regardless of pH or chlorine levels in water - meaning a longer, reliable
performance without the threat of copper leaching and subsequent drinking water
contamination.
The FlowGuard family of pipe and fittings is also known for its straight, professional
appearance and simplified installation with a solvent cement joining system that requires
only a few inexpensive tools. It is also available in larger diameters to provide a
dependable, cost-effective alternative for mains and risers in larger buildings.

In addition to the FlowGuard family of products for commercial plumbing, Lubrizol also
offers Corzanindustrial systems for use in commercial plumbing applications is widely
available from ¼" to 24" diameter.
Corzan pipe and fittings for plumbing systems:

 Cost less to install due to superior solvent-weld methods, lightweight construction and
stable raw material costs
 Assemble easily and consistently, eliminating the need for torches or complicated
heat-fusion techniques
 Operate quietly and increases total system energy efficiency
 Eliminate piping corrosion and deliver uncompromised water quality
 Meet NSF standards 14 and 61 for use in potable water conditions
From an environmental standpoint, Lubrizol's CPVC technologies use less energy to
produce than other metallic plumbing systems.

Commercial Fire Sprinkler Applications

Statistics show that fire kills more people in the U.S. annually than all natural disasters
combined. However, research confirms that the installation of a fire protection system,
used in conjunction with a smoke detector, can reduce the loss of life by as much as 98.5
percent (more than twice as much as a smoke detector working alone).

When you have a demanding high-rise or other commercial application that needs an ideal
fire protection system, look to Blaze Master. Made from chlorinated polyvinyl chloride
(CPVC) and conforming to light hazard applications as defined by NFPA 13, Blaze Master
Fire sprinkler systems provide superior flame and smoke properties and are installed using
a fast, easy and highly reliable solvent cement joining system.
Blaze Master Fire sprinkler systems also offer corrosion resistance (including resistance to
Microbiologically Influenced Corrosion), superior hydraulics, high heat tolerances and
superior flame and smoke characteristics. With these credentials it's no wonder why Blaze
Master Fire sprinkler systems have more listings and approvals and can be used in more
applications than any other non-metallic sprinkler systems.

Commercial Piping Applications

Heavy duty operations demand a piping system that can stand up to a wide array of
extreme challenges, including corrosive chemicals and high temperatures.

Lubrizol leads the industry with Corzan industrial systems. No other piping system on the
market today outperforms Corzan industrial systems with its proven service life, lower
maintenance costs and operating performance.
For more than 50 years, chlorinated polyvinyl chloride (CPVC) has been offering a
superior, corrosion-resistant piping alternative. Through a solid field performance and
extensive third-party testing, our high-performance material has proven that it possesses a
unique combination of chemical resistance, mechanical strength and excellent life-cycle
economics to offer a highly attractive option for manufacturers looking to avoid the
ongoing corrosion problems associated with traditional metallic piping systems.
 INDUSTRY PROFILE

Global PVC Pipe Market size was valued at $54,246 million in 2015, and is anticipated to
grow at a CAGR of 6.7% to reach $85,565 million by 2022. Polyvinyl chloride (PVC) is
the third largest selling plastic commodity after polyethylene & polypropylene. It is
beneficial over other materials owing to its chemical resistance, durability, low cost,
recyclability, and others; thus, it can replace wood, metal, concrete, and clay in different
applications. Piping and piping systems are a major application of PVC resin. PVC pipes
are manufactured by extrusion method in a variety of dimensions such as solid wall or
cellular core construction. These are corrosion resistant, cost-effective, flame resistant,
easy to install & handle, and environmentally sound, with long service life.

PVC pipe has applications in drain-waste-vent (DWV), sewers, water mains, water service
lines, irrigation, conduit, and various industrial installations. This report focuses on global
PVC pipe market by type, which includes chlorinated, unplasticized, and plasticized PVC
pipes. Moreover, it analyzes the status of different type of materials used in the PVC pipe
market such as PVC resin, stabilizers, plasticizers, lubricants, pigment base, and others.
The report also focuses on the application industries of PVC pipes, including irrigation,
water supply, sewerage, plumbing, oil & gas, HVAC, and others.

Regional analysis of the current market trends as well as the opportunities in the market by
analyzing government regulations, policies, and consumer preferences across various
geographic regions is conducted and provided. The market value and volumes are further
derived using bottom-up approach and by considering price trends. The data are gathered
majorly from the secondary sources such as company publications, Hoovers, Factiva, and
similar others. Collected data after analysis is validated from the C-level executives and
directors of the companies present in the global PVC pipe market.
Breakdown of Primary Respondents

According to the CXOs of leading companies, growth in investment toward R&D, increase
in demand for PVC pipes in various applications, and excellent physical properties of these
pipes drive its demand among various end users. PVC pipes are usually used in
construction sector for building sewer & drain systems and water supply. However, factors
such as carcinogenic property of PVC and toxicity to environment may hamper the market
growth. Currently, the sewer & drain and water supply are the major applications for PVC
pipes. As per the CXOs, the demand for PVC pipes is expected to witness significant
growth in all the regions, owing to its physical properties and opportunities that they create
for market players.

PVC Pipe Market Segmentation

The key players in the global PVC pipe market adopted expansion, R&D, product launch,
acquisition, and joint venture to sustain the intense market competition. The stakeholders
in this market include PVC pipe providers who distribute their products to several
application industries globally. Data pertaining to market players and their strategic moves
are obtained through press releases of companies, blogs, and primary calls to the experts in
the industry.

Sewer & drain is the most lucrative application followed by water supply, irrigation,
plumbing, and others. Significant demand for PVC pipes in various industries and
infrastructural development occurring in emerging economies are projected to drive the
demand for PVC pipes in the global market. EPA, REACH, and other regulatory bodies
have stated separate guidelines for use of PVC material in various industries to control and
safeguard the interest of consumers. Asia-Pacific is the major region that drives the
demand for PVC pipe products, owing to increase in construction and irrigation sector.

Certain plastics can replace PVC in pipes such as high-density polyethylene (HDPE) and
acrylonitrile-butadiene-styrene (ABS). These materials possess specific advantages over
PVC such as they are less costly, more environment friendly, lighter in weight, and more
flexible. In addition, ABS & HDPE pipes are well suited for oil & gas and chemical
industries, ground & underground installations, and indoor piping applications, against
PVC pipes. These pipes do not require plasticizers & stabilizers unlike PVC pipes and can
be modified to have specific properties of PVC pipes. All the above mentioned factors may
limit the PVC pipe market during the forecast period.

According to the World Bank, 80% population of rural areas do not have access to safe
drinking water. It is a proven fact that poor water quality leads to a variety of diseases. For
instance, a survey conducted in India revealed that annually about 37.7 million Indians get
affected by waterborne diseases, of which 1.5 million children die of diarrhea. Similarly,
Africans also suffer from the same problem. WHO in 2006 estimated that only 16% of
sub-Saharan Africa had access to clean drinking water through household connection such
as indoor tap or tap in lawns. All these factors attracted major organizations such as World
Bank to work closely with regional governments to expand access to clean & safe drinking
water in rural areas. To fulfil this purpose, PVC pipes act as primary medium to provide
clean & safe water in rural areas. Further, maximum rural areas are still out of reach for
clean water, and governments & organizations are working on these plans. Growth in the
number of clean water supply projects is estimated to provide immense opportunity to the
PVC pipe suppliers.

The commercial use of plastic materials by the piping industry constitutes for significant
volume of polymers. In this section of the market, polyvinyl chloride (PVC) represents the
largest worldwide market for plastics. PVC is applicable in plastic pressure pipe system for
pipelines in water and sewer industries, owing to wide availability, inexpensive nature, and
flexibility. Pipes & fittings constitute the largest application market for PVC resin, with
more than 40% share in 2015.

Asia-Pacific PVC Pipe Market

The global demand for PVC pipes is dominated by Asia-Pacific due to rapid
industrialization and urbanization in the region. In addition, significant investments in
agriculture and chemical industries have had a positive impact on the market. Moreover,
China dominated in terms of demand and commercialization of PVC pipes & fittings.
China Lesso Group, Tessenderlo Group, Sekisui Chemical, Advanced Drainage Systems,
Finolex, and Egeplast GmbH are major players in the Asia-Pacific PVC pipe market.

India PVC Pipe Market, 2014‐2022

Key players profiled in this report include Advanced Drainage Systems, Inc., China Lesso
Group Holdings Ltd., Egeplast as, Finolex Industries Ltd, IPEX Inc., JM Eagle Company,
Inc., North American Pipe Corporation, Pipelife International GmbH, Plastika AS,
Polypipe Plc., Royal Building Products, Sekisui Chemical Company Ltd, Tessenderlo
Group, Tigre SA, and Formosa Plastics Group.

Other major players (not profiled in report) in the industry are Mexichem, Radius Systems
Ltd., National Pipes & Plastics, Georg Fischer Ltd., REHAU, Uponor, Astral Pipes,
Yonggao Co., Ltd., Vinidex Pty Ltd, COEMAC, and Adequa Water Solutions, S.A.

PVC Pipe Market Key Benefits:

 This report provides an extensive analysis of the current and emerging market
trends and dynamics in the global PVC pipe industry.
 In-depth analysis is conducted by constructing market estimations for key market
segments between 2014 and 2022.
 Comprehensive analysis of all regions is provided that determines the prevailing
opportunities in these geographies.
 This study evaluates competitive landscape and value chain to interpret the
competitive environment across various geographies.
 Comprehensive analysis of factors that drive and restrict the growth of the global
PVC pipe industry is provided.
 Exhaustive analysis by type predicts the major product type used currently along
with the ones that would gain prominence in the future.
 Extensive analysis of the market is conducted by following key product positioning
and monitoring the top competitors within the framework.

PVC Pipe Market Key Segments:

By Type

 Chlorinated PVC Pipe

 Unplasticized PVC Pipe
 Plasticized PVC Pipe
By Material

 PVC Resin
 Stabilizers
 Plasticizers
 Lubricant
 Pigment Base
 Others

By Application

 Irrigation
 Water Supply
 Sewerage
 Plumbing
 Oil & Gas
 Heating, Ventilation, and Air Conditioning (HVAC)
 Others

By Geography

 North America
 U.S.
 Canada
 Mexico

Europe

 UK
 Germany
 France
 Italy
 Spain
 Rest of Europe
Asia-Pacific

 China
 India
 Korea
 Rest of Asia-Pacific

LAMEA

 Brazil
 South Africa
 Argentina
 Rest of LAMEA

The PVC market is highly segmented with top five players occupying only about 24% of
the global market share and a large number of local players.

The top 10 major players in the industry are:

Name of the Organization Net Sales

1) Shin-Etsu Chemical Company 452.70 billion Yen in 2015

2) Formosa Plastics 47.71 billion NT$ (Only Q1)

3) Solvay 10.6 billion € in 2015

4) Occidental Petroleum Corporation –

5) Ineos Chlorvinyls, Ltd –

6) Axiall Corporation USD 3,361.1 million in 2015

7) Mexichem S.A.B USD 5,549 million

8) Vinnolit GmbH & Co., KG –

9) Mitsui Chemicals, Inc. 1,550,076 million Yen in 2015

10) xinjiang Zhongtai ChemicaL Co., Ltd CNY 11,714 million in 2015

Disclaimer: – Net sales includes all products that the respective company manufactures
Indian PVC market
According to the Research Analyst, Ken Research, The Indian PVC pipes and fittings
industry has witnessed remarkable growth in terms of production capacity over the last 5
years. The industry has grown at a considerable CAGR of 9.7% over the period FY’2010-
FY’2015. At present, the industry is grounded by a large number of organized and
unorganized PVC pipes and fittings manufacturing companies.
The major end users for PVC pipes and fittings in India are housing, irrigation and water
infrastructure. Agricultural sector accounts for major demand of PVC pipes in India.
Subsidies and investments (such as Pradhan Mantri Krishi Sinchayee Yojana (PMKSY),
increased budget allocation in five year plans, and several others) made by the government
in the agricultural sector have bolstered the demand for PVC pipes in the country in the
last few years.
PVC pipes and fittings industry in India mainly includes rigid PVC, flexible PVC and
chlorinated PVC pipes and fittings. By adding plasticizers, rigid PVC is converted into
flexible PVC. Rigid PVC pipes mainly find application in agriculture and construction
sector, whereas flexible PVC pipes cater to plumbing and building sectors. The installation
of rigid PVC pipe system is much more complex than flexible PVC pipe system. Though
the installation of rigid PVC pipe system is more labor intensive, rigid PVC pipes are
priced lower than flexible PVC pipes. They are also available in a wider range of sizes
varying from 20mm to 400mm. Additionally; flexible PVC pipes are not available in large
diameters in the market. Chlorinated polyvinyl chloride is a thermoplastic produced by
chlorination of polyvinyl chloride resin. The CPVC resin technology enables enrichment
of the chlorine content in PVC by chlorination. CPVC piping is used in residential,
commercial and industrial plumbing systems. This type of pipe is ideal for moving all
types of water from hot and cold potable to acidic water, According to the Research
Analyst, Ken Research.
The Indian PVC pipes and fittings industry is bifurcated into irrigation, water supply,
sewerage, plumbing, chemical and oil and others on the basis of its applications.
Expanding population leading to an increase in the demand for agricultural products and
increasing water sanitary management have created substantial demand for PVC pipes and
fittings in agriculture, infrastructure, real estate and construction sectors across the nation,
over the years.
Future growth
Over last ten years plastic piping industry has been seeing a very strong demand mainly
from new construction earlier five years in metro cities and last five years from the Tier II
and Tier III cities. Besides new construction demand, there is a huge demand for
replacement of metal pipes to plastic pipes mainly due to the corrosion, rusting, scaling
etc.

Since last five year the industry is growing at 15 per cent CAGR. This growth momentum
is to continue in coming years also mainly because of change in the government. Prime
Minister Narendra Modi believes in creation of Infrastructure which needs different kind
of pipes. Beside he has announced that every Indian should be having a house by next
decade – this will create huge demand for low cost housing segment and each such
segment will need pipes for plumbing, sewerage, rain water etc.

With this change of guard in government, capex cycle of the industry will also revive
which will also consume lots of pipes in coming years. Piping industry for next decade
will grow again at 15 per cent CAGR which is mainly because of demand in agriculture
pipes, plumbing pipes and industrial pipes.

Piping Industry of India was approximately Rs. 215 Bn consisting:

Irrigation: Rs 33 bn

PVC Pipes: Rs 165 bn

HDPE: Rs 15 bn

PPR etc: Rs 2 bn.

Indian piping market is still unorganized to the tune of 40 per cent to 50 per cent but with
growth of GDP and Per Capita Income – it will ultimately move to organised players. In
last few year customers are moving from unbranded to branded quality pipes which is the
key reason for growth of organized players.

India has irrigation potential of 140 mn hectares. Out of this, only 40 per cent is under
irrigation hence there is huge potential for PVC pipes.

PVC pipes and fittings market in India has grown at a CAGR of 13.4% during the period
FY'2010-FY'2015. In the past few years, government of India has initiated many new
projects and investments in the irrigation sector. The focus of the government is on rural
water management, which will be fulfilled only when there will be proper infrastructure
for the transportation of water to the end-user. This factor will remain as one of the major
drivers for the growth of PVC pipe industry in the country along with the expansion of
housing sector and increasing demand for oil and gas transportation.
The market is primarily segmented into rigid PVC, flexible PVC and chlorinated PVC
pipes and fittings. The production capacity for chlorinated PVC pipes and fittings have
grown at a stupendous CAGR of ~% during the period FY'2010-FY'2015 and are further
expected to grow at a CAGR of ~% during FY'2015-FY'2020. Although CPVC pipes and
fittings contributed just ~% to the overall production capacity in FY'2015, it is the fastest
growing segment of the PVC pipes and fittings industry in India.
Agriculture account for the largest share in terms of application of PVC pipes in India with
a share of ~% in the total market revenue, as recorded in FY'2015. Agriculture forms a
major portion of the PVC pipes and fittings market revenue in India followed by
construction sector with increased spending witnessed in real estate and infrastructure
development in the country. The government increased its investment in irrigation sector
to INR 3,300 billion during FY'2011-FY'2016 from INR 2,000 billion in the period
FY'2007-FY'2011 as it makes efforts to narrow the gaps in irrigation infrastructure to
increasethe agricultural output.Approximately ~% of the market revenue is generated by
the organized segment which has been growing at a CAGR of ~% from FY'2010-FY'2015.
Some of the major players in the industry include companies such as Finolex Industries
Limited, Jain Irrigation Systems Limited, Supreme Industries, Prince Pipes and Fittings
Private Limited, Astral Poly Technik Limited and others with Jain Irrigation Systems
occupying the largest share of ~% in the organized sector in FY'2015 in terms of
production capacity.
The market is further expected to reach INR ~ billion in FY'2020 from INR ~ billion in
FY'2015, thus growing at a CAGR of ~% over the period FY'2015-FY'2020.

Best Brands of CPVC Pipes in India

The construction industries have always preferred PVC pipes for their high durability and
efficient handling of industrial and household liquids despite being of high temperatures.
In India, there has been a decent growth in demand for PVC pipes in the last few years.
However, the recent inception of the CPVC (Chlorinated Polyvinyl Chloride) pipes have
witnessed more positive response as they are significantly more flexible, while having
increased capability to sustain higher temperatures than the PVC pipes.
Marking its stance as the most advanced hot and cold water plumbing system for the new
generation, the CPVC pipes are dependable, cost effective and long lasting solution. Here
are the best brands of CPVC pipes in India that offer these maintenance free service life
pipes that are non-combustive, easy to install, light weight and have low friction:

1. Astral Pipes

Astral poly technik limited marked its footprint in India in 1990 for the sole purpose of
manufacturing the best plumbing and drainage system. Through its world class production
facilities located in Ahmedabad and Dholka in Gujarat and Hosur in Tamil Nadu, the
company today manufactures CPVC plumbing systems for both household and
commercial purposes alongside the conventional lead free PVC plumbing system.

Astral is the first brand to have acquired license to manufacture and market the most
advanced CPVC pipes in India. The company has a technical collaboration with Specialty
Process LLC of USA for providing latest technology and quality control programs of
global nature and develop CPVC plumbing systems in accordance with the standards
acceptable in India.

2. Ashirvad Pipes

Since 1975, Ashirvad Pipes Pvt. Ltd., an ISO 9001:2008 certified and
National Award winning company has been leading in the manufacturing of
PVC and CPVC piping systems in India. Spread over a whopping area of 40
acres is its production plant that incorporates latest technology to produce
superior quality piping systems for domestic and agricultural purposes. The
production processes strictly adhere to the global standards for maintenance
free durability of their products owing to which it is undoubtedly one of the
best brands of CPVC pipes in the country.

Obtaining license from Lubrizol, a Berkshire Hathaway company, who are

inventors and world’s leading producer of CPVC compound, Ashirvad Pipes
has brought CPVC pipes to the Indian shores in the name of FLOWGUARD
PLUS plumbing system.

3. Finolex Pipes

Country’s leading manufacturer of PVC-U pipes and fittings and second

largest producer of PVC Resin, Finolex Industries Limited is recognised as
one of the best brands of CPVC pipes that caters the plumbing needs of
domestic and commercial arenas. This IS/ISO 9001:2008 certified company
has three state of the art manufacturing facilities in India along with a huge
network of distribution centres.

Finolex claims that CPVC pipes manufactured by them can withstand very
high temperatures in comparison to those produced by their competitors.
Their CPVC pipes are suitable for hot and cold water distribution whether
indoors or outdoors but are not recommended for use with compressed air and
gases.

4. Dutron Pipes

Founded in the year 1962, Dutron has established its stance as a pioneering
company in the manufacture of PVC hose pipes in India. Dutron’s products
are manufactured in three highly equipped production plants in India using
world class technologies sourced from Totaku Industries Inc., Japan. Serving
several markets such as civil, industries, utilities and construction, the
company has tapped various international markets that has garnered it more
prosperity owing to their top notch product quality with outstanding service.

Dutron hot and cold water CPVC plumbing system is an unmatched combo of
quality, economy, durability and trust. This next generation piping systems
from this company are made for hot and cold potable water distribution, fire
suppression systems, corrosive fluid handling in industries and much more.

5. Apollo Pipes

Apollo Pipes Limited started producing a wide range of U-PVC high end
pipes in the year 2000 and has its technologically advanced plants set up in
Uttar Pradesh. Along with its vast expansion in production and distribution
networks, the company has become a renowned name in India due to its core
objective of offering committed quality products and services to its
customers.

The CPVC pipes and fittings are the latest addition in the company’s Indian
portfolio and are produced keeping in mind the quality required in residential
and commercial projects. Highly suitable for distribution of potable water,
these pipes fro, Apollo are said to have a life of over 50 years after
installation.

6. Supreme Polytubes Pvt. Ltd.

Supreme Polytubes company is the leading India based company that has
earned the tenth spot in the listing, the company has its base in New Delhi
with its fortune established in 1973. The company stands as leading PVC pipe
manufacturer and also exports these pipes to a different nation, leading pipes
are marked as PVC Agricultural pipes, flexible pipes, plumbing pipes and
UPVC Pipes. Supreme Polytubes is an ISO certified firm following proper
guidelines for the products.
Company profile:

Finolex Industries Limited (FIL), formerly Finolex Pipes Ltd., was

incorporated in 1981 and has been in the Plastics business since then.
Beginning as a modest rigid PVC (Poly Vinyl Chloride) pipe manufacturer,
FIL went on for backward integration and now manufactures PVC resin too.

FIL is the largest PVC pipe manufacturer in India. The Pipes division of FIL
is the first PVC pipe manufacturer in India to get ISO 9001: 2000
certifications. Production capacity of the Pipes division is over 90,000 metric
tonnes per annum spread over its two ultra modern plants at Urse (near Pune)
and Ratnagiri. The company offers a wide range of PVC pipes and fittings,
for diverse applications in agriculture, housing, telecom, industry, etc.,
ranging between 20 mm to 400 mm diameter. The company also
manufactures specialty pipes and fittings, namely SWR (Soil, Waste and Rain
Water) as well as ASTM pipes and fittings for the Construction Industry.

The company has its PVC resin plant near Ratnagiri (350 Kms. South of
Mumbai) on the West Coast of Maharashtra State. It is one of the largest PVC
manufacturers in India. The 260000 metric tonnes PVC plant has been set up
in technical collaboration with Uhde GmbH of Germany under technology
license from Hoechst AG. FIL manufactures suspension grade PVC as well as
emulsion/paste grade PVC.

As a part of its PVC complex, the company has set up an open sea cryogenic
jetty. The Finolex jetty is the first of its kind in the private sector in India. It is
located near the PVC plant and is presently utilized for importing the
feedstock for manufacture of PVC as well as for importing LPG.
The strength of FIL lies in its quality products and satisfied customers. Over
the years, the company has built a very large distribution net work which adds
to its strength. The name Finolex is synonymous with Quality not only in
India but also with FIL's international customers.

Finolex Industries Limited is India’s leading manufacturer of PVC-U Pipes

and Fittings and the second largest manufacturer of PVC Resin. We have
state-of-the-art manufacturing plants in Pune that serves as our headquarter,
Ratnagiri in Maharashtra and Masar in Gujarat. We also carry out distribution
from our warehouses in Chinchwad, Cuttack, Delhi, and Indore.
FIL is the first Indian PVC-U Pipes manufacturer to get the coveted IS/ISO
9001:2008 certification. We are continuously increasing our product offering
and production capacity that will enable us to achieve our goal of becoming a
1 Billion USD company in the near future.

PVC-U Pipes Division:

Our manufacturing plants in Pune, Ratnagiri, and Masar house all the modern
day equipment that help us to churn out an impressive 250,000 m.t.p.a.

Finolex PVC Pipes and Fittings are available in numerous sizes, pressure
classes and diameters making them fit for diversified applications in both
agricultural as well as non-agricultural sectors including housing, industrial
and construction.

We have been providing superior quality PVC-U and CPVC Pipes and
Fittings all across the country through our 15,000 direct and indirect retail
outlets.
PVC Resin Division:
PVC is the main ingredient for pipes. We have set up a resin manufacturing
plant in Ratnagiri spreading across an area of over 650 acres. The plant has
been set in technical collaboration with Uhde GmbH, Germany with Hoechst
technology. This plant manufactures both suspension and emulsion PVC and
has an annual output of 272,000 m.t.p.a.

PVC finds applications in various areas, such as manufacturing of pipes,

insulation of cables, window profiles, flooring, blister packaging, etc. Being
versatile in nature, PVC continuously finds newer applications each day.

As a part of its PVC Complex, FIL has also set up an open sea cryogenic
jetty, the first of its kind in the Indian private sector.

In recognition of its exceptional performance, Finolex Industries Ltd. has

received various awards and has set its own benchmark in the area of
excellence.

Recent Awards
 The Supply Chain Enterprise Icon of the Year by Global Logistics
Excellence Awards
 Water Company of the Year Award by the National CSR Leadership
Congress & Awards
 Bluedart Global CSR Excellence and Leadership
Awards for “Support & Improvement in Quality of Education”
 IndiaCSR for Best Innovative CSR Practices in Education
 “Top 100 Brands” in the Architecture & Design Sector! – The
Economic Times
 Best Safety Practices Awards – National Safety Council
  India’s most Trusted Brand in the category “Manufacturing – Pipes”
awarded by Brand Trust Report 2015
 ‘Excellence in CSR’ award by Amity Global School
 Honored by World Economic Forum (WEF) as amongst the ‘Global
Growth Companies – 2014’ (in South Asia)
 Asia’s 100 Best Marketing Brands by the WCRC Leaders Asia
magazine
 Entered the Limca Book of Records for the largest number of
plumber meets held on World Plumbing Day simultaneously across
56 cities pan India catering to over 3000 plumbers.
 Supply Chain Enterprise icon of the year.

Products
PVC Resin – PVC is a thermoplastic resin, which in versatility of processing
and application surpasses all other thermoplastic materials. This unique
polymer is one of the oldest established plastics. Today, PVC finds
applications in insulation of cables, in pipes and hoses, agricultural products,
windows and profiles, flooring tiles used in the building industry, blister
packaging, films and sheets, foamed leather cloth, curtains, tarpaulins, and
also for medical use – for IV, blood bags, etc. The universality of its service
properties is such that new areas of application are being continuously
developed.
PVC–U Pipes & Fittings – FIL is the largest PVC–U pipe manufacturer in
India and the first to have been awarded the IS/ISO 9001:2000 certification.
FIL offers a wide range of PVC–U pipes and fittings, for diverse applications
in agriculture, housing, and telecom etc. ranging between 20 mm to 400 mm
diameter. The range of PVC–U pipes and fittings that FIL offers is as follows:
 Selfit PVC–U Pipes (for agriculture and potable water supply) As per IS
4985–2000
 Ringfit PVC–U Pipes (for agriculture and potable water supply) As per IS
4985–2000
 Moulded Fittings for Agriculture (As per IS 7834–1987)
 Fabricated Fittings for Agriculture
 Protector Well Casings and Screens (As per IS 1218–1992)
 Underground Sewerage Pipes (As per IS 15328–2003)
 Selfit & Ringfit SWR PVC Pipes (As per Is 13592 with Latest Amendment)
 SWR Moulded Fittings (As per IS 14735–1999 with Latest Amendment)
 Plumbing Pipes (for domestic plumbing applications) As per IS 4985–2000,
As per ASTM D 1785
 Solvent Cemented Fittings (for domestic plumbing applications) As per
ASTM D 2467 in Schedule 80 series
 Flowgaurd plus pipes and fittings (CPVC)

Chemicals – Finolex is actively trading in Ethylene Di Chloride and

Methanol catering to various industries in the country. These products are
used as solvents in the Pharma, Fertilizer, Paints, Lamination, Amines and
various other industries in India. Finolex is directly importing these products
at their own jetty at Ratnagiri and has built world class storage facilities for
these products. The strong infrastructure at Ratnagiri is backbone of these
trading activities.

Group Companies
 Finolex Cables Ltd
 Finolex Industries Ltd
 Finolex J–Power Systems Pvt. Ltd
 Finolex Plasson Industries Ltd

Finolex with Lubrizol

In view of its recent tie-up with Lubrizol Corporation a Berkshire Hathaway
company to make flow guard pipes, Pune-based Finolex Industries is eyeing
a four fold growth in its chlorinated polyvinyl chloride (CPVC) pipes
business.
Lubrizol Corporation, a Berkshire Hathaway company, introduced the
resilient CPVC material into India nearly two decades ago. In January last
year, Lubrizol opened its CPVC compounding plant in Dahej, which
involved an investment of about Rs 325 crores.

Finolex are doing about 5,000 tonnes of CPVC now and we want to go up
to 20,000 tonnes in the next two years. The current market size is 1,00,000
tonnes.

To tap into the huge opportunity in the construction sector, Finolex will use
Lubrizol's CPVC compound to manufacture and sell flowguard plus pipes to
the industry. CPVC pipes can carry both hot and cold water with equal
efficiency.

Finolex will invest an additional Rs 10-15 crore under the initiative to set-up
capacities to manufacture CPVC pipes.

Currently, Finolex is heavily invested into manufacturing pipes for the

agriculture segment and has an annual capacity to make 2,00,000 tonnes of
agri-pipes every year.
The reason for heavy focus on CPVC pipes, in addition to agri-pipes, is the
huge anticipated growth in the housing sector.

The opening up of the housing sector is giving us hope for growth. Finolex
are talking about 60 sq metre houses (affordable houses), which means in a
given parcel of land, you are going to have more flats. So, my business goes
up exponentially. Even if the government meets one third of their 1 crore
housing plan, it will be huge.
Lubrizol also has a tie-up with Bangalore-based Ashirvad Pipes to make
CPVC pipes. Between Ashirvad and Finolex Industries, Finolex hopes to take
about 50% market share in the CPVC market by 2020," Lubrizol India
director Manish Jain, said.

The two companies are also banking on the impending Real Estate Regulation
Act (RERA) to give a thrust to their CPVC business. With RERA, builders
have to become more accountable and so our products will find a ready
market.

About 30% of Finolex Industries' revenue comes from the construction

segment and the balance from agriculture business. Even as the business
grows in the construction sector, the company will continue to focus on the
agriculture sector.

Immediately after demonetisation, the company's agriculture pipe sales

dropped about 40% and then in improved a tad in January. This is, however,
20% less than the pre-November 8 period, but it is short-term pain. In the
long run, it should be good for everybody.
 ACKNOWLEDGEMENT

I, Rajeev Satyam, MBA Student of CMS Business School is highly grateful

to all those who guided me in completing this Summer Internship Project.

An endeavour over a period can be successful only with the advice and
support of all wishers. I take this opportunity to express my gratitude and
appreciation to all those who encouraged me to complete this project.

I am deeply indebted my successful completion of the project and provided

with me with valuable guidance in every step of my internship. Their
knowledge of this field proved to be very beneficial to me during my
internship.

I express my profound and sincere thanks to Mr. Renukanandan (Sales

Manager) who acted as a mariner’s compass and steered me throughout my
project voyage through his excellent guidance and constant inspiration. He
gave me lots of encouragement and motivation to help me delivery to the best
of my abilities.

I shall be failing in my duty if I don’t acknowledge my debt to Mr. Rajeev

Deshpande E4 – Finolex Bengaluru and all Finolex member for their valuable
guidance and support, which helped me in giving a shape to my study. Their
clear understanding of every aspect of the market proved to be very beneficial
for me. Their experience in this field proved to be very helpful to me during
my internship and their knowledge was also very beneficial to me whenever I
faced and sort of problem.
Words can never express the deep sense of gratitude, I feel for Finolex
Industries Limited, who has been a constant source of inspiration and
encouragement for me. I am heartily thankful to all the persons who helped
and cooperated with me for completion of this report. Without their help, this
report would not have been completed.

Rajeev Satyam

MBA

DECLARATION

I, hereby declare that the Summer Training Project Work entitled “An
Awareness Study of hardware retailer for the Finolex brand of CPVC
household Pipes in Bangalore” submitted by Rajeev Satyam is a record of
original work done by me under the special guidance of Mr. Dinesh, Sales
Manager, Finolex Industries Limited. I further declare that no part of this
project has been published or submitted to anybody.

Rajeev Satyam

Place: Bengaluru, Karnataka

Date: 10/08/2017
 PREFACE

Without practical training, management education is meaningless so along

with the theory; practical training is provided to management students to
expose them to the actual working environment of any organization. Such
training provides a framework of knowledge relating to the concepts and
practices of the assigned topics in the organization.

The summer training is an integral part of the course curriculum of Masters of

Business Administration. In this the student is in the position to analyse the
integral working of an organization with mature eyes and understand the
dynamics in a much better manner.

This project has been conducted at Finolex Industries Limited. In the first
phase of project Report, there is an introduction of Company, company
profile and products of Finolex Pipes are given. The study was limited to
Bengaluru city only.

The main objective of Project is to know the customer satisfaction and

Awareness towardsFinolex Industries.
 Abstract of the Research

• Finolex wants to know details about its current market, its competitors
and customer satisfaction

• Finolex main competition are Astral / Ashirvad / Supreme / Prince.

• Company showed me all their products.

• They provided us product prospectus and explained each and every

product in details on first day.

• Then they discussed with us what they exactly expect from us

• From Second day, we went to field and we took pictures of Hardware

Outlet, our sample size was 1800 which was divided in 10 students per
head 180.

• My main aim during the internship was to take feedback from retail
outlet, Customer Satisfaction and know the competition, and also
conducting Plumbers meeting.
 • For that I need to collect primary data through field work surveys
among retail outlets of Bangalore.

• So, set of questionnaires was prepared from Finolex.

• Survey needs to be conducted with the help of the above

questionnaires.

CHAPTER I

INTRODUCTION
 INTRODUCTION TO THE STUDY

This study is aimed at studying An Awareness Study of hardware retailer for

the Finolex brand of CPVC household Pipes in Bangalore. The study also
involves the overview of various players in the market for this specific sector.
Finolex is recently tied up with Flowguard and in India only two company are
tied up with Flowgard, one is Finolex and other is Ashirvad Pipes.

The study being descriptive and explanatory in nature, findings have been
made through theoretical analysis in order to get an insight into the cause and
effect relationship of outlet retailer and their customer perception relating to
Pipes industry on a whole. Here the attempt has been made in this research
paper to study An Awareness Study of hardware retailer for the Finolex brand
of CPVC household Pipes in Bangalore

India is a country where the selling of pipes is still lower than many western
and Asian countries, with the second largest population in world the Indian
pipes market is looking very prospective to many multinational and Indian
pipes companies for expanding their business and market share.
 INDUSTRY AND COMPANY PROFILE

Finolex Industries Limited is India’s leading manufacturer of PVC-U Pipes

and Fittings and the second largest manufacturer of PVC Resin. They have
state-of-the-art manufacturing plants in Pune that serves as their headquarter,
Ratnagiri in Maharashtra and Masar in Gujarat. They also carry out
distribution from their warehouses in Chinchwad, Cuttack, Delhi, and Indore.
FIL is the first Indian PVC-U Pipes manufacturer to get the coveted IS/ISO
9001:2008 certification.

They are continuously increasing their product offering and production

capacity that will enable them to achieve their goal of becoming a 1 Billion
USD company in the near future.

PVC-U Pipes Division:

Their manufacturing plants in Pune, Ratnagiri, and Masar house all the
modern-day equipment that help them to churn out an impressive 250,000
m.t.p.a.
Finolex PVC Pipes and Fittings are available in numerous sizes, pressure
classes and diameters making them fit for diversified applications in both
agricultural as well as non-agricultural sectors including housing, industrial
and construction.

They have been providing superior quality PVC-U and CPVC Pipes and
Fittings all across the country through thier 15,000 direct and indirect retail
outlets.

PVC Resin Division:

PVC is the main ingredient for pipes. They have set up a resin manufacturing
plant in Ratnagiri spreading across an area of over 650 acres. The plant has
been set in technical collaboration with Uhde GmbH, Germany with Hoechst
technology. This plant manufactures both suspension and emulsion PVC and
has an annual output of 272,000 m.t.p.a.

PVC finds applications in various areas, such as manufacturing of pipes,

insulation of cables, window profiles, flooring, blister packaging, etc. Being
versatile in nature, PVC continuously finds newer applications each day. As a
part of its PVC Complex, FIL has also set up an open sea cryogenic jetty, the
first of its kind in the Indian private sector.

Work done in Company

2 months internship was designed by company in 4 phases. During the

internship phases several tasks were assigned such that photo click, outlets
visits, plumber meet, and organizing the plumbers and retailers meeting.
Detailed description of each phase is mentioned below.

1st Phase:
 • As part of 1st phase of internship, initial 8 days, we have to take picture
of 30 outlets (assigned area & target).
• We used to click picture of outlets and write down the address of the
outlets.
• We were not allowed to talk to outlets person in 1st phase.
• Daily update had to be submit on excel files to company mentor.

Phase 1 Excel files which we use to submit every day

Phase 2nd
 • The second phase is to meet with retailer and fill the questionnaires,
and the target was 15 outlets per day.
• Visiting Card of every shop needs to be attached with each
Questionnaire form
• Daily update had to be submit on excel files to company mentor.
• Set of Questionnaire were set by company and we use to ask that
question to outlets person.
• Questionnaire are mentioned below

Questionnaire

State: City: Area:

Name of the Retailer:

Address with Pin Code:

Contact Person: Mobile No: Land Line:

E-Mail ID, if any:

1. FINOLEX:
a. Are you stocking and selling Finolex? Yes/ No.
If Yes, then Pipes or Fittings?
 Category:
Pipes: Agri/SWR/ASTM/CPVC/Drainage
Fittings: Agri/SWR/ASTM/CPVC
b. Monthly Average sales in Rs………….
c. Buying from Dealer - M/S………………………………
d. Are you satisfied with our dealer’s service, delivery? Yes/No.
e. Are you aware about - NEW Finolex FlowGuard Plus CPVC Pipes
&Fittings?
Yes/No.
f. No. of Plumbers attached to your shops – Nos………………….
g. Has any company conducted your plumbers meeting? Yes/No.

2. Competitors:
a. Which other brands do you deal in?
b. Company:
c. Type of product: Agri/SWR/ASTM/CPVC/Drainage
d. Monthly Average sales of CPVC Pipes & Fittings in
Rs………………………
e. Monthly Average sales of SWR/ASTM/Drainage/Agri Range Rs. --
------
f. Are you satisfied with competitors/dealers Services? Yes/No.
If Yes, then Why?
Reasons: Good visibility &Branding/ Schemes/ Credit
(…………days)/ Quick Delivery/Good margins/ Excellent service
from dealer/ Relationship building with dealer.
If No, then Why?
Reasons: Service / Delivery /Credit facility/Unhealthy competition
by other retailers/Less margin/ Customer complaints on Quality/
Problems from dealer/ Others.
3. Retailer Tie Up
a. Would you like to deal with Finolex now? Yes/No.
b. Would you support us in conducting your plumbers meeting to help
you in stocking and pushing Finolex? Yes/No.
c. Which product would you start with?
d. Quantity:
e. Order through which dealer?
M/S……………………………………………
f. Any specific support required from dealer?
………………………………………………………………………
………………….
Your Landing/selling Price of CPVC Pipes Brand you are selling.
Please put √ Astral / Ashirvad/Supreme/Ajay /Prince/ others.
Sr Length Length
No.
Size 3 Mtr 5 Mtr Landing Selling Price
Price
In Rs.
In Rs.

1 ½ “SDR-11

2 ¾ “SDR-11

3 1” SDR-11

4 ¾ “SDR

13.5

5 1 “SDR-13.5
4. Product Range or Size – (e.g. Foam core drainage pipes / 110 mm-SN 4)
Which item competitors have but not Finolex, which should be
introduced?
a. CPVC b. ASTM c. SWR d. Drainage

5. Product: e.g. Swept Tee or Silent SWR Pipes or Drainage Fittings.

Which item competitors have but not Finolex, which should be

introduced?

a. CPVC b. ASTM C.SWR d. Drainage

6. Any specific scheme competitors have but not Finolex?

7. Any specific new product /range asked by customer, which no company is

providing currently?
Details –

8. Name of Distributor, giving you excellent service for your shop items -
(like -Tiles, Paints, Sanitary, CP Fittings, GI Pipes & Fittings.) -------
Distributor Name: Product: Mobile No:
 Phase 2nd Excel files which we use to submit every day

3rd Phase:

As part of 3rd phase of company internship, we have to take the contact details
of plumber and organize the meeting with company representative to update
them about the company’s product and portfolios. Due to changes in
company schedule, these phases were kept on hold until further notice.

4th Phase:

• The fourth and final phase is conducting meeting for both retailer and
plumbers
 • After that the company will validate the surveys conducted by me and
then project report submission.
• However, 3rd and 4th phase which is mentioned above was not done, as
it was changed by higher level of the organization.

Instead of that 3rd phase was done, here me and company person have to go to
large outlet and meet large outlet person and explain the product of Finolex
and also talk about price list.

Number of Shops

100
80
60
40
20
0
Small Medium Large