Вы находитесь на странице: 1из 80

i|Page

TO STUDY THE CHANGING TRENDS OF


RESEARCH AND COMPETITION FACED
BY PNP POLYTEX PVT LTD. FROM THE
UNORGANIZED SECTOR IN LUGGAGE
FABRIC INDUSTRY.”

SUMMER INTERNSHIP PROJECT REPORT IN

PNP POLYTEX PVT LTD.

SUBMITTED AS THE PAR TIAL FULFILMENT OF THE


CURRICULUM FOR THE DIPLOMA

POST GRADUATE DIPLOM A IN MANAGEMENT


(PGDM)

SIES COLLEGE OF MANAGEMENT STUDIES

NERUL, NAVI MUMBAI 400706

BY

AJINKYA SAWARKAR
ROLL NO. 62
MARKETING

2016-18

ii | P a g e
DECLARATION

I, Mr. Ajinkya Sawarkar, studying in the second year of Post Graduate Diploma in
Management (PGDM) program at SIES College of Management Studies, Nerul,
Navi Mumbai, hereby declare that I have completed the Summer Internship
Project titled “To study the changing trends of research and competition faced by
PNP Polytex Pvt Ltd. from the unorganized sector in luggage fabric industry” as a
part of the course requirements for Post Graduate Diploma in Management
(PGDM).

I also declare that the work undertaken by me is original and has not been
copied from any sources. I further declare that the information presented in this
project is true and original knowledge and has not been submitted to
SIESCOMS or any other Institute for any other examination.

Signature of the Student:


Date:

Name of the Student: Ajinkya Sawarkar


Roll No.: 62

iii | P a g e
Certificate by the Company Guide

iv | P a g e
Certificate by the Faculty Project Guide

This is to certify that Mr. Ajinkya Sawarkar, studying in the second year of Post
Graduate Diploma in Management (PGDM) at SIES College of Management
Studies, Nerul, Navi Mumbai, has completed the Summer Internship Projects
titled “To study the changing trends of research and competition faced by PNP
Polytex Pvt Ltd. from the unorganized sector in luggage fabric industry” as a
part of the curriculum requirement for Post Graduate Diploma in Management
(PGDM).

Signature of the Faculty Guide

Name: Prof. Swati Kulkarni

Date:

v|Page
Acknowledgements

It gives me immense pleasure to present the report of summer internship which


is an integral part of my Post Graduate Diploma in Management Studies two
year program. I would like to thank SIES COLLEGE OF MANAGEMENT
STUDIES for providing me an opportunity to work with PNP Polytex Pvt Ltd.

This Training period has enriched me with invaluable experience and the
practical knowledge of the luggage fabric industry with special emphasis on
knowledge building and people management skills. This training period has
provided me with the best opportunity to put my theoretical management
knowledge to its practical use. I have tried to ensure that justice has been done
to the project. However, it would not have been possible without the kind
support and help of many individuals and organizations. I would like to extend
my sincere and humble thanks to all of them. I would like to mention some
names of the wonderful individuals who helped me during my training.

Firstly I thank PNP Polytex Pvt Ltd. for giving me a wonderful opportunity to
work with them on such an extremely satisfying project.

I also take this opportunity to express a deep sense of gratitude to Mr. Pawan
Kumar Kaushik (Chairman) and Mr. Ashok Jindal (Operation and Finance
Head) for their cordial support, valuable information and advice, which helped
me in completing this challenging assignment through various stages. I would
also like to thank the other department heads and my co-interns for their
valuable inputs and support throughout my internship period. My sincere
thanks to Prof. Swati Kulkarni, my project guide, mentor and professor
(Marketing) at SIESCOMS, for all the inputs and guidance given to me in this
journey.

Signature:

Ajinkya Sawarkar Date:

vi | P a g e
Executive Summary
PNP Polytex Pvt Ltd is the biggest supplier of coated cloth in the luggage fabric
industry. They have a hold in all over India.

The project title for my internship at PNP Polytex Pvt Ltd was “To study the
changing trends of research and competition faced by PNP Polytex Pvt Ltd. from
the unorganized sector in luggage fabric industry.” In order to achieve the
internship objectives, I along with my co-interns undertook certain tasks which
helped us to learn and at the same time, help the company.

The project report is divided in four chapters; the first chapter is introduction
which talks about company overview, project background, objectives of the
project and project title. In the next chapter the various literatures that have been
gone through is mentioned. The third chapter consists of the work undertaken in
order to achieve the objectives of internship. This chapter is divided in four parts;
first part consists of the data collected from the manufacturers‟ of Mumbai and
what is their view for company‟s product. The second part consists of the data
collected from the dealers‟ of Mumbai and what is their view for company‟s
product. The third part consists of the first part consists of the data collected from
the manufacturers‟ of Delhi and what is their view for company‟s product and
first part consists of the data collected from the dealers of Delhi and what is their
view for company‟s product in the fourth part. The final chapter recommends
some suggestions to the company based on our findings from the project.

vii | P a g e
Contents
1. INTRODUCTION ...................................................................................................... 2
1.1. Company Overview ................................................................................................ 2
1.1.2. History ........................................................................................................ 3
1.1.3. Key Milestone ............................................................................................. 4
1.1.4. Promoters .................................................................................................... 4
1.1.5. Trendsetters ................................................................................................. 5
1.1.6. Values ......................................................................................................... 6
1.1.7. Vision & Mission ........................................................................................ 6
1.2. Background of the project and some brief on the title of the project: - .............. 7
1.3. Objectives: - ........................................................................................................ 8
1.4. Scope of the project:- .......................................................................................... 9
1.5. Limitations: -..................................................................................................... 10
2. LITERATURE REVIEW ......................................................................................... 11
3. METHODOLOGY ................................................................................................... 15
1.1. Research objectives and design ........................................................................ 15
1.2. Quantitative, Qualitative or mixed design ........................................................ 16
1.2.1. Quantitative Research ............................................................................... 16
1.2.2. Qualitative Research ................................................................................. 16
1.2.3. Mixed Design ............................................................................................ 17
1.3. Primary Research and Secondary Research ...................................................... 18
Primary Research .............................................................................................. 18
Secondary Research:-........................................................................................ 18
1.4. Sources of Data collection ................................................................................ 19
1.5. Sampling ........................................................................................................... 19
4. DATA ANALYSIS ................................................................................................... 20
5. Conclusion ................................................................................................................ 62
6. RECOMMENDATIONS .......................................................................................... 63
REFERENCES ................................................................................................................. 65
APPENDICES .................................................................................................................. 66

1|Page
1. INTRODUCTION

1.1. Company Overview

1.1.1. A Brief

Who they are

PNP is a company which believes in hard-work, sincerity and loyalty which


has helped us in becoming the No. 1 brand for coated cloth. Our defining trait
is our ability to provide wide range of quality products with unmatched
service across India, with our owned warehouses spread over 20 Lakhs Sq. Ft.

The team at PNP has always focused on delivering quality product at


unmatched after sales service, at the most competitive price, which has helped
us in becoming the market leaders.

With sustainable competitive advantage arising from our strong brand, high
credibility, market leadership across businesses and large customer base, we
deliver quality products and after sales service at fair price that makes market
function better.

What they do

PNP group has a diversified portfolio from product ranging from Nylon Yarn
for textile market to HAO Turbo ventilator and Tie roofing screws for
industrial application and Synwood products for interior and exterior
beautification of your living space.

Whom they serve


2|Page
We address a rich and well diversified client base in India as well as outside
India. We share a very strong relationship with world‟s largest PVC
processing company which enables us in providing quality product to Indian
market.

How they add value

We empower our customers and the markets at large, with quality product and
with our best in class service. Our policies force the markets and market
participants to become more transparent and efficient.

1.1.2. History

PNP Polytex was incorporated in 2001 under the leadership of Mr. Pawan
Kumar Kaushik. With the expertise in filament yarn over the past two decades,
they introduced coated cloth to Indian market with the vision of developing the
India market for soft luggage and today we may proudly say that we are the
market leaders in the business. Only PNP is the company to brand the coated
cloth fabric under the brand name “PNP” and “Aasutex” and is responsible for
converting the unorganized coated cloth market to organized market. We started
our business with filament yarn. In 2002 they introduced Coated Cloth in Indian
market and in quick time; they became leader in Luggage Fabric Industries. In
2005 we introduced the most reputed Luggage brand of Japan, Echolac in India.
PNP was the only company that makes a brand name in Luggage fabric
industries. As always, PNP introduced Innovative product like Natural air
Ventilator for pollution free factories and warehouses without any use of
electricity, Warehouse Racking System for better and efficient storage solution
in the Indian warehouses and Roofing Screw, an industrial product to be used in
Roofing. PNP does business in different product namely Synthetic Wood,
Natural Air Ventilator, Warehouse racking, Roofing Screw, Coated Cloth,
Luggage Fabric, O.A. Furniture, PVC Resins, EVA Resin, Label tape, Webbing,
Nylon Filament yarn, Polyester filament Yarn, Power Ventilator etc.

3|Page
1.1.3. Key Milestone

2001: Inception of our business.


2002: Introduced Coated Cloth with brand name PNP and Aasutex.
2003: Opened 9 branches PAN India (Bangalore, Chennai, Hyderabad, Kochin,
Indore, Jaipur, Kolkata, Kanpur and Delhi)
2004: Became market leader in luggage/bag fabric.
2005: Introduced Echolac brand in Indian market.
2008: Lunched Natural Air Ventilator (HAO), Warehouse racking (PNP) and
Roofing Screw (TIE).
2009: Got our first order of BMC specifying that fabric must be of „PNP‟.
2010: Launched Third generation wood with Synwood brand in India which is
100% replacement of wood and can be used for all kinds of wooden and
furniture applications.
2011: Started our Texturizing unit at Silvasa, U.T.

1.1.4. Promoters

PNP group‟s main promoter is Mr. Pawan Kumar Kaushik, a first generation
businessman, who started his career as an assistant accountant with an Export
Import Company during Nov. 1978.

From the 1st day of working, he started working to learn and never for money.
He always says money is by-product of the business and one should do
business with ethics. He always rated goodwill much higher than profit.

Hence seed of success were already there and just required to be


cultivated. The organization he joined in 1978 cultivated those seed and taught
him “abc” of business. In 1986, he got an opportunity to go to Taiwan and

4|Page
since then started exporting goods of far east origin and importing Indian
origin goods to far eastern countries.

With sincere hard work, he acquired lot of product knowledge and started
utilizing that knowledge in his daily business activities. Being innovative and
creative in nature, with high risk appetite, he started marketing new innovative
products. He always believed in job satisfaction rather than monetary profits.

Since April 1986, he is an NRI based at Taiwan and closely connected with
top Taiwanese Manufacturer‟s like Nan Ya Plastics Corp. Taiwan, “Formosa
Group” (A fortune 500 company) and share‟s a very good reputation with
them. They exclusively sell their Filament Yarn to India through him only
since 1986.

Nan YA Plastics Corp., Taiwan chairman Mr. Wang Young Ching is his
ideal for doing business.

Why Wang Young Ching? Because he cares for his customers, do business
with ethics, most reasonable and loyal to his customers.

1.1.5. Trendsetters

1. PNP is the first company to introduce branded luggage fabric on this


planet.
2. Fixed price polices in an unorganized sector.
3. PNP is the first company to emboss the brand name on the coated fabric.
4. PNP is the first company to work with crystal clear policies in an
unorganized sector.
5. PNP is only a company in coated cloth business having its sales network
all across India

5|Page
6. PNP is the first company to introduce the Natural Air Ventilator with
double exhaust technologies.
7. PNP is the first company which introduces world‟s best Heavy duty
Warehouse rack. Upright with 17 bands and beam with 15 bands.
8. PNP is the first company which introduce PVC Foamed sheet in India.

1.1.6. Values

1. Integrity
 Be fair in our business
 Be transparent
2. Excellence
 Achieve highest possible standards
 Empower the customer and market at large
3. Responsibility
 Perceptive to the country
 Fanatical for industrialization in India

“Money is the by-product of our business”


– Pawan Kaushik

1.1.7. Vision & Mission


Vision

 To develop PNP as a brand which carries most innovative and


creative products

Mission

 Growing the business through innovation


 Foster overall development of the country
 To develop “Work is Worship” culture
 Creating value for the stakeholders

6|Page
1.2. Background of the project and some brief on the title of the
project: -

PNP Polytex Pvt Ltd. is the company which deals with luggage fabric
which is their main product and owns they have also introduced other
products like HAO, Label tape, Synwood etc.

During internship, I have surveyed various places in Mumbai where


bag manufacturers and dealers are present ad understood their need and
take for the company‟s product.

The title developed was “To study the changing trends of research on
the competition faced by PNP Polytex Pvt Ltd. from the unorganized
sector in luggage fabric industry.”

It is a primary research where we visited different places especially


where bags get manufactured and got their feedback through
questionnaire. The survey would help in understanding the
manufacturers and dealers‟ requirement. It helps in understanding the
change required in their product to make a better business. It further
helps the company in determining their strength and weakness and the
improvement required in their fabric.

7|Page
1.3. Objectives: -

 To analyze the potential market share of the company.


 To conduct a survey in the form of questionnaire filled up by
(dealers and manufacturers) in order to determine the competitors‟
position.
 To find out overall luggage fabric industry‟s growth.
 To understand the deals offered by the competitors.
 To identify the strength and weakness of the company‟s product in
the market.

8|Page
1.4. Scope of the project:-

The duration of the survey conducted was 2 months- May & June 2017.
During this period, we surveyed 196 manufacturers and dealers in
Mumbai and Delhi. The areas covered were as follows:

PNP Kurla Govandi

Cheeta
Dharavi Nagpada Camp

CST Byculla
Many
More

9|Page
1.5. Limitations: -

 Different parts of the country need to be explored to get the better


idea.
 Answers given by few manufacturers and dealers can be biased
just to favour the company.

10 | P a g e
2. LITERATURE REVIEW

Global Luggage Market: Industry Analysis and Outlook

Historically, the most common types of luggage were chests or trunks made of
wood or other heavy materials. These would be shipped by professional movers.
Since the Second World War, smaller and more lightweight suitcases and bags
that can be carried by an individual have become the main form of luggage. A
modern traveller can be expected to have packages containing clothing, toiletries,
small possessions, trip necessities, and on the return-trip, souvenirs. For some
people, luggage and the style thereof is representative of the owner's wealth.

The overall luggage market can be divided into three primary sub segments;
casual bags, travel bags and business bags. Casual bags include different types of
backpacks, female and male shoulder bags and wheeled duffel bags. The travel
bag segment comprises of travel products, such as suitcases and carry-ons. And,
business bags include convenience for carrying a laptop and documents, and these
bags often come in the form of rolling mobile office, briefcase or computer bags.

Several factors such as improving travel activities, growth in population of


HNWIs, rise in urban population and increasing disposable income will drive
growth of the market in the coming years. Further, rising internet penetration and
technological innovation will act as a catalyst for the market growth. However,
risk of counterfeiting and negative currency impact could prove to be major
roadblocks in the smooth market surge.

The global luggage and leather goods industry is expected to grow at a CAGR of
4.5% during 2014-2019. The major drivers of the luggage and leather goods
industry are per capita income, increasing consumer affluence, growth in the
travel industry, and product innovation. Changing fashion trends and the
awareness of luxury products, upgraded designs, and the global economic growth
will possibly also boost the luggage and leather goods industry.

11 | P a g e
The luggage and leather goods industry is expected to depict a moderate growth
during 2014-2019. The leather accessories market will possibly remain the largest
segment in terms of both value and growth rate during the forecast period.
Regular innovation in luggage and leather goods with new technologies and
design is the major driving force of the industry.

India Luggage Industry Outlook

Rise in the personal disposable income, travelling expenditure of the households,


development of retailing and specialty stores and growing acceptance of luggage
bags as a lifestyle product by the customers have contributed significantly to
luggage industry in India. The luggage market is expected to grow at a CAGR of
18.0% from FY'2014-FY'2018 with significant contribution of casual bag
segment in the overall luggage market of this country.

The Indian luggage industry has grown at a rapid pace over the years. It has been
majorly dominated by unorganized segment. VIP and Samsonite are the leaders in
the organized market with significant contribution in revenue.

The luggage market has been further categorized into travel, business and casual
bags. The market has been segmented further on the basis of price by value,
popular and premium segments. Travel bags in India consist of trolley bags,
suitcases and duffel bags and rolling totes. The market for trolleys in India has
grown at a massive CAGR of 28.1% from FY'2008-FY'-2013. It has been
observed that trolley bags with wheels contributed a massive share in the trolley
bag market in India in FY'2013 as compared to non-wheeled luggage.

The contribution of suitcases in travel bag market in India has been higher in the
past years due to an increasing demand for traditional plastic suitcases which were
priced lower as compared to the trolley and wheel suitcases.

The contribution of laptop bags in business bags market has been significant over
the years. It has been observed that in FY'2008, laptop bags growing at a CAGR

12 | P a g e
of 24.1% from FY'2008-FY'2013. Briefcases were the third largest contributor to
business bag market revenue in India. The market for this segment has declined
over the years.

VIP industries are the largest contributor in the overall as well as in the organized
Indian luggage market, followed by Samsonite in the organized segment. Safari is
the third largest player in the organized luggage market, whereas in unorganized
market the leading players are Remington, Legend international, World sports and
others.

Online luggage sales have showcased an increasing trend by growing at a CAGR


of 80.2% from FY'2011-FY'2013.

What is coating?

Coating is carried out to impart certain desired characteristics and functionalities


to woven, knitted or non-woven materials. One or two sided application of
coating compounds is done on foam films to woven fabric, knit goods, non-woven
fabrics and such application of coating compounds is imparted by means of roller
system, knife coating, hot-melt and transfer coating methods. Coated fabrics may
be constructed using woven, knitted or non-woven fabrics.

Coating and lamination is gaining ground worldwide as a means for value


addition and the factors that drive their usage are:

* Surface engineering (coating & lamination) allows a base material to be chosen


for a particular set of attributes (weight, cost, corrosion resistance, thermal
capability) while the surface has a different set of properties (hardness, electrical
resistance or conductivity, mating characteristics, thermal transfer or shielding).

* Coatings have also facilitated the development of entirely new products and
have led to innovations in the area of "Smart" materials. Coating and lamination
cuts across virtually every product group in the textile industry, including
composites, where the potential is especially broad.

13 | P a g e
* Coatings enable significant cost savings when compared with solid materials of
like composition.

* Coatings can be tailored to application specific requirements quite readily and


usually at low cost.

* Approximately 100 material types of various grades and strengths are used as
core materials (substrates) for coated fabrics: silk, cotton, polyamide, polyester,
polyaramid, glass fabric, carbon fabric and metal.

* Coated fabrics have wide applications in fields such as medical substrates,


protective clothing, flexible membranes for civil structures, airbags, geo-textiles,
industrial fabrics, defense, transportation, healthcare, architecture, space, sports,
environmental pollution control, and may other diverse end-product uses.
Extensive research is being done on a global basis, and many new products, such
as breathable fabrics, thermochromic fabrics, and charcoal fabrics, are entering
the market.

Coating polymers

The technology for PVC and PU coating is quite straightforward. The machinery
is standard but the formulation of pastes and resins used for coating is the key to
success of the project. The cost effectiveness of the compound, uniformity of final
product and achieving desired final product properties in terms of life, fastness,
strength, etc, is important part of know-how. The recommended line is given
below.

PVC in powder or granule form is mixed with Dioctyl Pthalate (DOP) (plastisiser)
(KLJ - Vapi) in liquid form normally at 50:50 ratios. In case of polyurethane
(PU), water base with thickener or solvent base (toluene) polymer in paste form
are available.

14 | P a g e
3. METHODOLOGY

1.1. Research objectives and design

A research design is a systematic plan to study a scientific problem. The


design of a study defies the study type, data collection methods and a
statistical analysis plan. The function of research design is to ensure that
evidence obtained enables us to answer the initial questions as unambiguously
as possible. There are many research designs like case study design, cross
sectional design, descriptive design, experimental design, exploratory design
etc.

For this survey, we have used descriptive and causal research design. By the
term descriptive research, we mean a type of conclusive research study which
is concerned with describing the characteristics of a particular individual or
group. It includes research related to specific predictions, features or functions
of person, product or group, the narration of facts etc. The focus was on
finding the take of users for company‟s product.

15 | P a g e
1.2. Quantitative, Qualitative or mixed design

Researchers have many ways of examining and relating their study.


Quantitative, qualitative, and mixed measures are all differentiated by the
question, 'How is the researcher explaining his or her findings?' If the
researcher uses numbers, they are using a quantitative measure; if they use a
descriptive style, it is qualitative measure; and if they are somewhere in
between, it is a mixed method.

1.2.1. Quantitative Research


Quantitative research uses numbers to test hypotheses and make predictions
by using measured amounts, and ultimately describe an event by using
figures. By using numbers, the researcher has the opportunity to use advanced
and powerful statistical tests to ensure that the results have a statistical
relationship and are not just a fluke observation.

When using quantitative research, the researcher must define what they are
measuring. The idea here is to look at a specific attribute or variable. This is
referred to as an operational definition. By operationalizing what you are
looking for, you are only measuring a particular and relevant thing, which
restricts your view to what is relevant.

1.2.2. Qualitative Research


Qualitative research describes the kind and quality of a subject, while
interpreting and attempting to understand an event. By using narrative
descriptions, the purpose of qualitative research is to give someone a mental
picture of what the researcher is seeing. Due to the nature of qualitative
research, it is difficult to use statistical procedures to measure kinds and
qualities, and this research typically focuses on a few individuals or just a
single person.

Qualitative research is dependent on a researcher's personal view and


description of a situation. This leads to a certain level of bias and subjectivity
in the description.

16 | P a g e
1.2.3. Mixed Design
It combines quantitative and qualitative methods in ways that apparently
bridge their difference in the service of addressing a research question. The
fundamental principle of mixed method research is that multiple kinds of data
should be collected to provide insights not possible when only quantitative or
qualitative data are collected. Anyone who wants or needs to tackle a research
challenge from two or more perspectives will benefit from a mixed methods
approach. Mixed methods research has been employed with real success in
every people-focused discipline, from psychology and sociology to education
and health care to human resources and marketing.

17 | P a g e
1.3. Primary Research and Secondary Research

Research, an art of scientific investigation. It is a methodical search for


relevant information or facts on a particular topic. It aims at discovering the
answers to questions by applying scientific procedures. It is very helpful in the
collection of authentic data. There are two kinds of research, i.e. primary
research and secondary research. Primary research is one that involves the
gathering of fresh data. On the contrary, Secondary research is a research
method which involves the use of data, already collected through primary
research. The main difference between primary and secondary research lies in
the sources of data collection.

 Primary Research

A type of research, wherein the research aims at acquiring new and original
data by primary sources, is known as Primary Data. As the term „primary‟
implies „first and foremost‟ and when it is linked with research, it means an
in-depth exploration of facts by the researcher himself and that too with the
one to one communication with the people, who know about the subject.

It is a bit difficult to conduct primary research because it requires a lot of time,


money, resources and some prior information about the subject. With a view
to getting needed information, the researcher has to start from scratch. The
research can be performed through interviews, questionnaires, observations,
etc.

 Secondary Research:-

The research which involves analysis, interpretation and summarization of


primary research, is called secondary research. In finer terms, the research in
which data is obtained from readily available sources is secondary. As the
data available is already analysed and interpreted, the researcher only needs to
figure out the data of his choice, i.e. the relevant information for the project.

18 | P a g e
In this type of research, the researcher uses information gathered by
government agencies, associations, labour unions media sources and so on.
The data assembled is primarily published in newsletters, magazines,
pamphlets, newspapers, journals, reports, encyclopedias etc.

1.4. Sources of Data collection

Data collection was done through a survey questionnaire that was filled by the
bag manufacturers and dealers.

1.5. Sampling

Method of random sampling was adopted to get the questionnaire filled u the
different manufacturers and dealers of the fabric y visiting different parts of
Mumbai.

19 | P a g e
4. DATA ANALYSIS

Report for Manufacturers of Mumbai:-

Sample from around 106 manufacturers was collected and few parameters are
open ended from which generalized conclusions were drawn.

1. There are 10 manufacturers whose years of business ranges between 0-5


years, 20 whose business ranges between 5-10 years, 11 whose business
ranges between 10-15 years, 18 whose ranges between 15-20 years, 19
whose business ranges between 20-25 years, 10 whose ranges between 25-
30 years and 17 manufacturers are running their business from more than
30 years.

0-5 years

10 5-10 years
17
10-15 years
10 20
15-20 years

19 11 20-25 years
18 25-30 years
>30 years

2. Out of 106 manufacturers around 77 are having their own manufacturing


setup, 11 are outsourcing and 18 have both i.e. their own manufacturing
setup and working by outsourcing.

20 | P a g e
3. Out of 106 manufacturers 14 are working on job based and 2 didn‟t reveal
and the average number of machines for the rest of the manufacturers is
around 28.

4. The most common raw material required for the manufacturing of bag is
fabric, zipper, runner and webbing.
5. By taking an average of 76 people, the monthly consumption of fabric is
around 4893 m whereas 4 people are saying that it depends upon the
order, only 2 said that it depends upon the season of the market and 4
people are not aware about their monthly consumption.

6. By observing and interpreting the data of range for fabric, the most
common range is Rs.50-100.

7. 52 manufacturers weren‟t able to calculate the industry size and with an


estimation given by 46 manufacturers the industry size of luggage fabric is
of 5801 cr.

8. Around 72 manufacturers said either they don‟t know about it or they have
negligible market share.

21 | P a g e
9. Out of 106 manufacturer of bag in Mumbai, 2 is facing labour and
machinery issue, 8 are facing labour and material issue, 3 are facing the
labour and payment issue, 2 are facing the labour and production issue, 38
are facing only labour issue, 2 are facing material, labour and price issue,
6 are facing material issue, one is facing both labour and material issue,
one is facing machinery issue, 2 are facing payment issue and around 40
aren‟t facing any issue and only one is have space issue.

45 38 40
40
35
30
25
20
15 8
10 6
2 3 2 2 1 1 2 1
5
0 Series1

10. Around 39 people think that a special training should be given by the
government to promote this industry. 55 people think that there is no need
to provide any special training to labours. 11 people don‟t have any idea
regarding the same.

Special Training by Government


should be given or not ?
10.48%

37.14% Yes
No
No Idea
52.38%

22 | P a g e
11. Around 88 people think that all the other small and big manufacturers are
the competitors for them. 2 think that chinese brands are threatening their
business. 13 people don‟t have any idea about their competitors. Only 2
people think that the big brands like Esbeda, Caprese, Skybag, Wildcraft
are the competitors for them.

Major Competitors
1.90%

Small & Big


1.90% 12.38% Manufacturers
Chinese Brands

No Idea

83.81%
Branded Products

23 | P a g e
12. The major suppliers of luggage fabric in the market according to 106
manufacturers are with major chunk of market held by PNP with around
94 of manufacturers out of a tally of 106 believing them to be market
leader which is followed by SR with 57 and Urban around 36 then Trends
with 23 and Aasutex & Other Indian Fabric with 10 each followed by
Harkishan Das with a tally of 6 and Darshan Coating, Poddar, Supergold
sharing 5 each with others in frame like Chinese Fabric, Rainbow, Allwyn,
Dunlop, Parag, RR Sons, Sawla ,Nobletex, Jash Industries, Vishal, Vijay,
Golden Rexine, MRL, Manish, Ujjwal, Aastha, Panama, Asma,
Pure&Fine, Priority, High speed, V-star, Harin Textile, Goldstar, Apex,
Jyoti with a minisule share.

24 | P a g e
13. Out of 106 manufacturers 76 of them prefer to purchase their fabric from
PNP which is followed by SR with around 39 opting them and Urban with
24 followed by trends with a tally of 15 and Indian fabric supplies to 11 of
them and Harkishan Das around 8 followed by Dunlop, Chinese
Company, Aasutex, Darshan, Vijay each sharing 7 and around 6 shared by
Poddar & Supergold each and Rainbow, MP Plastics, Jash Industries,
SNC, Splendid, Golden Rexine, Nobletex, RR Sons with 5 each amoungst
them and finally followed by MRL, Grand, Aastha, V-Star, Priority, Jyoti,
Apex, Asma, Harin Textile, Sawla, Panama with very minimal
manufacturers opting to purchasing them.

14. The very first parameter which influences the decision while purchasing
the fabric is Quality, second is Price, and third is Availability.

25 | P a g e
15. 88 manufacturers are satisfied with the fabric which available in India, 16
aren‟t satisfied with fabric available in India.

Fabric Available in India

15.38%

Satisfied
Not satisfied

84.62%

16. According to the data, around 39 manufacturers think that everyone in the
market is customer focused. 6 manufacturers don‟t have any idea about it,
3 thinks that no one in the market is customer focused.

Most Customer Focused Supplier


6.25%

12.50%
Everyone
No one
No Idea
81.25%

26 | P a g e
17. According to data obtained, 67 manufacturers think that no one in the
market is least customer focused. Around 28 manufacturers think that
PNP is least customer focused. Around 9 manufacturers don‟t know or
other brands about it.

7.43%

No One
26.92%
PNP
65.38% Don’t Know

18. The preferred brand of 45 manufacturers is PNP. 19 manufacturers prefer


SR and rest of the manufacturers prefer Indian fabric like Darshan
Coating, Harkishan Das and many more.

PNP
38.46% 43.27%
SR
Others

18.27%

19. 20 manufacturers are expecting credit facility from PNP and other brands.
64 manufacturers are not expecting anything and rest of the manufacturers
is expecting the flexibility in payments, discount, and guarantee on fabric
with innovation, and uniformity in the material.

27 | P a g e
20. By considering the responses from 69 manufacturers, the average reorder
period is of 30 days whereas 27 are saying that it depends on the order
and 6 thinks that it depends upon the season.

21. 99 manufacturers are satisfied with the quality of fabric provided by the
suppliers and 5 aren‟t satisfied whereas the data of 2 is not available.

Satisfied with Quality Of Fabric


provided by Suppliers
4.72% 1.89%

Satisfied
Not Satisfied
Not Available
93.40%

22. 57 manufacturers prefer to buy from direct company, 23 from dealer and
24 from both where the data of 2 is not available.

Prefer To Buy From


1.89%

Direct Company
22.64%
Dealer
53.77% Both
21.70%
No Idea

28 | P a g e
23. 42 people think that company should bring some kind of schemes for
„karigar‟ 37 think that no scheme is required and 25 do not have any idea
regarding the same.

Schemes for Karigars by


companies

24.03% Yes
40.38%
No
No Idea
35.57%

24. According to 48 manufacturers PNP is the company whose they feel most
easy to deal with. 18 manufacturers think that SR is the company with
whom they are comfortable to deal with. 3 find Trends most easy to deal
with and 2 find Urban most easy to deal with. Rest of the manufactures is
reliable upon Indian fabrics like Harin Textile, Harkishan Das, Darshan
Coating, Nobletex, Astha, Asma, Splendid, Poddar, RR Sons, and Own
Brands etc.

29 | P a g e
25. 54 manufacturers think that sample of PNP are most easily accessible to
them, SR holds the second place according to 18 manufacturers and rest of
the manufacturers finds Indian fabric doing good.

Sample Accessebility

PNP
30.77%
SR
51.92%
17.30% Others

26. By taking the average of price range given by manufacturers, the most
common price for fabric turns out to be Rs.105.

27. 79 manufacturers aren‟t facing any quality issue while making bags, 22
are genuinely facing labour problem, 2 are facing material issue, 2 are
facing credit and production issue.

28. The delivery time of the suppliers of the fabric after placing an order is 7
days.
29. According to 86 manufacturers PNP is the biggest supplier in the market,
2 thinks that SR is the biggest supplier, 2 thinks that Urban is the biggest
one and rest of the manufacturers other brands like rainbow, nobletex and
other brands.

Biggest Supplier
1.90% 13.51%
PNP
1.90%
SR
Urban
Others
82.69%

30 | P a g e
30. For 62 manufacturers, PNP commands major contribution in their fabric
and 57 of them are satisfied with PNP‟s fabric and 5 are not. 15
manufacturers use SR‟s fabric and rest of the manufacturers are inclined
towards Indian fabric.

31. Around 39 manufactures aren‟t facing any difficulty. 7 are expecting


credit facility, 3 are having delivery problem, 4 have an issue regarding
the quality of the fabric, 2 are having issue with the payment method and 2
are saying that complaints are not entertained from company‟s side.

32. 21 are expecting the credit facility, 22 are getting almost everything as
per their requirement, 3 advices to maintain the quality of the material
and other has an expectation like gift, reduce the rates.

33. 51 manufacturers suggest that there should be an enhancement in the


quality of the fabric whereas 11 think that there is no requirement to
enhance the quality.

Quality Enhancement

17.74%

Yes
No
82.25%

34. 29 manufacturers don‟t have any idea how to increase the sale of PNP,
but the general recommendation by the manufacturers comprises of

31 | P a g e
improvement in the quality standards of the material, price reduction
should be done, some policies should be changed and proper marketing
should be done.

35. 38 manufacturers think that there will be a growth in PNP‟s market, 7


people think that there will be no change in the market of PNP but few
people think that Indian fabric will dominate the market in future and
PNP may lose their potential customers.

36. 10 people think that PNP do not have all kind of fabric and 47 people
think that PNP has all kind of fabric.

All kind of Fabric


8.07%

16.12% Yes
No

75.80% Don’t Know

37. 60 manufacturers think that PNP has a good sales team and 2 don‟t have
any idea.
Sales Team
3.22%

Good

96.77% No Idea

32 | P a g e
38. 57 manufacturers say that their frequent visit of sales team and 3 says that
there is a weekly visit of them.

39. 47 manufacturers say that PNP has same prices for same, 6 people don‟t
know about it, 9 manufacturers say that PNP has different prices for
different people.

Same Price

14.51%
Yes
9.68%
Don’t Know
75.80% No

40. The following parameters are rated out of 5,

Availability Variety Quality Price Delivery Sampling


4.28 4.16 4.16 3.83 4.24 4.46

33 | P a g e
Report for Dealers of Mumbai:-

1. There are 4 dealers whose years of business ranges between 0-5 years, 9
whose business ranges between 5-10 years, 6 whose business ranges
between 10-15 years, 6 whose business ranges between 15-25 years, 4
dealers are running their business from more than 25 years.

Year of Business

4 4 0-5 years
5-10 years
6 10-15 years
9
15-25 years
6 >25 years

2. 28 of them are dealing with fabrics and 1 of them is dealing with non-
woven fabric.

3. 15 dealers weren‟t able to calculate the industry size and according to 15


dealers the size of an industry would be 3906 cr.

4. 14 dealers said they have a very less market share (wasn‟t able to
calculate), and by taking the average of 16 dealers their market share
comes to be 10%.

5. The data of 6 dealers was not available and the average fabric sold by rest
of the dealers is 101741m.

6. The most common range of fabric which gets sold easily ranges between
Rs.70-110.

34 | P a g e
7. According 15 dealers, customer demands more of PNP, according to rest
of the dealers their customers demand other brands like Dunlop, Darshan
coating, chinese fabric, super, Trends, Tegan etc.

8. The preferred brand of 15 dealers is PNP which includes both PNP


Premium and PNP Ruby, whereas 2 dealers like Zora, Dunlop and Trends.
Other prefers brand like Darshan coating, their own brands etc.

Dealer Demand

PNP
Dunlop
44%
50% Zora
Trends
Other Brands
2%
2% 2%

9. In case of non-availability, 6 dealers like to prefer SR along with Trends


and Urban. 4 like Trends, 2 like only Dunlop and 2 like only Tegan. Rest
of the dealers is inclined towards importers and other brand like chinese,
Aasutex etc.

Case of Non- Availability


SR
20% Trends
Dunlop
53.33% 13.33%
Tegan
6.67% Other
6.67%

35 | P a g e
10. The most common selling denier is of 600x300, 600x600, 600x900 and
1680x1680.

11. Brand demanded the most,

Brands Demanded the Most


NOT AVAILABLE 20.00%
SNP 3.33%
SR 3.33%
DUNLOP 6.67%
DARSHAN COATING 3.33%
AASUTEX 3.33%
CHINESE 3.33%
TRENDS 6.67%
SUPER DIAMOND 3.33%
PNP 46.67%
0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 30.00% 35.00% 40.00% 45.00% 50.00%

12. Most preferred brand,

Preferred Luggage Fabric


60.00%

50.00%

40.00%

30.00%

20.00%

10.00%

0.00%

36 | P a g e
13. According to 13 dealers, PNP is the best service provider in the market but
4 dealers thinks that SR is providing the best service. 3 think that Trends is
providing best service and rest of people prefers other brands like Dunlop,
Darshan Coating etc.

Best Service Provider

31.02% 44.82% PNP


SR
10% Trends
13.79%
Others

14. The most influencing parameter while taking the dealership is Quality
followed by Availability, followed by Price, Brand Image and
Transparency.
Quality Availability Price Brand Image Transparency

15. 19 dealers didn‟t reveal about the highest margin provider‟s name. Only 4
think that PNP is giving them highest margin and rest of the dealers prefer
brands like Dunlop, Local Brands, and Pure & Fine etc.

16. All the dealers are keeping both type of fabrics i.e. PVC and PU.

37 | P a g e
17. 22 dealers are satisfied with the fabric which is available in India and 8
aren‟t satisfied with it.

Satisfaction with Fabric

26.67% Satisfied
73.33% Non Satisfied

18. 13 dealers find PNP as the company most easy to deal with. 3 dealers say
that they are comfortable in dealing with all the companies and others are
finding companies like Supergold, Trends, Darshan Coating, and Chinese
etc as the most reliable.

Most Easy to deal with


50.00% 46.70%
43.33%
40.00%

30.00%

20.00%
10%
10.00%

0.00%
PNP All Companies Other Brands

38 | P a g e
19. As a dealer 14 are not facing any issue, 9 are facing the payment issue, 4
are facing delivery related issue and other are facing colour and claim
related issue.

Issue faced by Dealers


50.00%
45.00%
40.00%
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
No Issue Payment Issue Delivery Issue Colour and
Claim

20. 25 of them are purchasing directly from the company and 5 like to buy it
from the dealers.

Purchase

16.67% Direct
Company
Dealer

83.33%

39 | P a g e
21. According to 6 dealers, PNP is the most customer focused company and
21 thinks that Indian fabric is more customer focused and others think that
chinese company are more customer focused.

Customer Focused
10% PNP
20%
Indian Fabric
Chinese Fabric

70%

22. 28 dealers find no one in the market is least customer focused and 2 thinks
that chinese material is not customer focused.

Least Customer Focused


6.67%

No one
Chinese
93.33%

40 | P a g e
23. 20 dealers are not expecting anything and 5 are expecting credit facility, 2
are expecting the good availability of material, 2 are expecting more
discounts.

Faclities Expected
80%
70%
60%
50%
40%
30%
20%
10%
0%
No Expectation Credit Facility Good Availability Discount

24. 25 dealers aren‟t expecting anything from government and 4 are


expecting few policies like octroi from the government.

25. Almost all the dealer says that both the fabric i.e. PU and PVC is
prevailing in the market.

26. The average delivery time of the fabric is 2-3 days once the order is
placed.

41 | P a g e
27. According to 21 dealers, PNP is the biggest supplier the market, 2 think
that Dunlop is the biggest, rest of the dealers think that brands like Trends,
Super, Super Diamond, Darshan Coating are the biggest supplier.

Biggest Supplier

23.33 PNP
% Dunlop
70% Others
6.67%

28. 21 dealers are keeping the fabric of PNP out of which only one is not
satisfied.

29. Out of 21, 12 are not facing any difficulty whereas 4 are facing an issue
with pricing policy, 5 are facing the problem with delivery.

Difficulty faced by Dealer


60.00%
50.00%
40.00%
30.00%
20.00%
10.00%
0.00%
No difficulty Pricing Issue Delivery Issue

42 | P a g e
30. 16 are getting everything, 4 are expecting credit facility and one is facing
issue with not addressing their problem.

Expectation from company


4.76%

19.04% No Expectation
Credit facility

76.19% Addressing the issue

31. 19 are satisfied with the quality of fabric which they are getting and 2 are
not.

Satisfaction with Fabric

9.52%

Satisfied
Non-Satisfied

90.47%

32. The general suggestion given by the dealers includes, customer focus is
required, innovation should be there, quality of the material should be
improved and better services in terms of delivery and communication
should be maintained.

43 | P a g e
33. Out of 21 dealers, 10 think that there will be a growth in PNP. 4 dealers
think that there will be less growth due to dominance by Indian fabric
and hence PNP has ambiguous future. 6 think that the company‟s market
will be stagnant.

34. Around 20 dealers think that PNP has all type of fabric and one don‟t
think so.

All type of Fabric

4.76%

Yes
No

95.23%

35. Few said excellent and rest said good enough.

36. Almost all said that they visit frequently.

37. 17 dealers thinks that PNP has same prices for same and 4 thinks PNP has
different prices for different people.

Same Prices for all


19.04%

Yes
80.95% No

44 | P a g e
38. The following parameters are rated out of 5,
Availability Variety Quality Price Delivery Sampling
4.33 4.38 4.13 3.85 4.08 4.36

Report for the manufacturers of Delhi,

1. There are 6 manufacturers whose years of business ranges between 0-10


years, whose business ranges between 10-20 years, 8 whose business ranges
between 20-30 years, and 9 manufacturers are running their business from
more than 30 years.

Since how long into the


business ?

6 0-10 Years
9
10-20 Years
20-30 Years
9
8 >30 Years

2. Out of 36 manufacturers around 32are having their own manufacturing


setup, 1 are outsourcing and 3 have both i.e. their own manufacturing setup
and working by outsourcing.

Type of Manufacturing
8.33%
2.77%

Own
Outsourcing
88.88% Both

45 | P a g e
3. Out of 36 manufacturers 2 are working on job based and the average number
of machines for the rest of the manufacturers is around 40.

4. The most common raw material required for the manufacturing of bag is
fabric, zipper, runner and webbing.

5. By taking an average of 30 people, the monthly consumption of fabric is


around 19993 m whereas 3 people are saying that it depends upon the
order, and 3 people didn‟t reveal their monthly consumption.

6. By observing and interpreting the data of range for fabric, the most
common range is Rs.100-140.

7. 21 manufacturers weren‟t able to calculate the industry size and with an


estimation given by 12 manufacturers the industry size of luggage fabric in
local Delhi market is of 2588 cr.

8. Around 33 manufacturers said they don‟t know about their market share.

9. Out of 36 manufacturer of bag in Mumbai, 24 are facing only labour issue, 6


are facing material issue, and 7 are facing machinery issue.

Issue faced by the


Manufacturers
13.40%

Labour Issue
20% Material Issue
66.67%
Machinery Issue

46 | P a g e
10. Around 10 people think that a special training should be given by the
government to promote this industry. 26 people think that there is no need to
provide any special training to labours.

Special Training by
Government should be
given or not ?
27.78%
Yes
No

72.22%

11. All the manufacturers think that there many competitors in the market for
them.

12. Major suppliers in the market,

47 | P a g e
13. The very first parameter which influences the decision while purchasing the
fabric is Price, second is Quality, and third is Availability.

14. 33 manufacturers are satisfied with the fabric which available in India, 3
aren‟t satisfied with fabric available in India.

Fabric Available in India

8.33%

Satisfied
Not satisfied

91.67%

15. According to the data, around 17 manufacturers think that Grand is the
most customers focused. 16 manufacturers think that Splendid is the most
customer focused, 3 thinks that other brands in market are more customer
focused.

Most Customer Focused Supplier


8.33%

Grand
47.22%
Splendid
44.44%
Other

48 | P a g e
16. According to the data, around 13 manufacturers think that PNP is the
least customers focused. 1 manufacturer thinks that Grand is the least
customer focused, 22 don‟t have any idea.

Least Customer Focused

PNP
36.11%
Grand
61.11%
No Idea

2.77%

17. The most preferred brand according to 13 manufacturers is Grand, 8


manufaacturers prefer Jyoti, 7 prefer Virgin and 10 prefers other
brands like Mapsa, Dunlop, Zora.

Most preferred brand

40.00%

30.00%

20.00%

10.00%

0.00%
Grand Jyoti Virgin Others

49 | P a g e
18. 5 manufacturers are expecting credit facility from PNP and other
brands. 29 manufacturers are not expecting anything and rests of the
manufacturers are expecting delivery and availability.

Additional Faclity Expected


100%
80%
60%
40%
20%
0%
No Expectation Credit Facility Good
Availability

19. 14 manufacturers said that it depends on the order and the average
reorder period of rest of the manufacturers is 8 days.

20. 34 manufacturers are satisfied with the quality of fabric which they are
getting and 2 are not satisfied.

Satisfaction with quality of Fabric


5.55%

Satisfied
Non Satisfied
94.44%

50 | P a g e
21. 13 manufacturers prefer to buy from dealers, 2 from direct company
and 21 like to purchase from both.

Prefer To Buy From


5.56%
Direct
Company
Dealer
36.11%
58.33%
Both

22. 19 manufacturers think that there should be a scheme from company


for Karigars, 14 don‟t think so and 3 don‟t have any idea regarding
the same.

Schemes for Karigars by


companies
8.33%

Yes

38.88% 52.77% No
No Idea

23. Company most easy to deal with,

Company most easy to deal with


30
25
20
15
10
5
0
PNP Jyoti Hylex Grand Zora Virgin SNC Dunlop Sarud Mapsa

51 | P a g e
24. Sample Accessibility,

Sample Accessibility
30

25

20

15

10

0
PNP Jyoti Hylex Grand Zora Virgin SNC Dunlop Sarud Mapsa

25. The most common range of fabric is Rs.70-120.

26. There is no as such quality issue faced but few people are facing
labour and price related issue.

27. The average delivery time of fabric after placing an order is 2nd
day.

52 | P a g e
28. Biggest supplier in the market,

Biggest Supplier in Market


30.00%

25.00%

20.00%

15.00%

10.00%

5.00%

0.00%
1

PNP Sarud Dunlop Grand Jyoti Mapsa Splendid Zora JCT SNC Virgin Pure&Fine

29. 25 manufacturers are using the fabric of PNP be it in less or more


quantity and out of which 22 are satisfied with fabric and 3 are
not.

Satisfaction with PNP's Fabric


12.00%

Satisfied
Non Satisfied
88.00%

53 | P a g e
30. Out of 25 users of PNP, 17 are facing a serious issue with price, 3
are not facing any issue and others are facing issues related to
quality and availability of particular colour.

Diificulties faced by the user

20%
Price
12%
68% No Issue
Other

31. Out of 25 users, 15 are expecting credit facility and 10 don‟t


required anything.

Facility expected by the users

40% Credit Facility

60% Getting Everything

32. All of them are expecting the enhancement in the quality of the
fabric of PNP.

33. The general suggestion given by the users include reducing the
price, enhancing the quality, coming with new, bright and

54 | P a g e
standard colors, providing the guarantee on the material and
etc.

34. The prediction done by the users includes, stagnant growth, bleak
future, will come at survival stage and growth will be less.

35. The compliments like trustworthy, prompt, responsible for the


marketing, excellent and good enough was given to sales team of
Delhi.

36. Almost all said that there is a frequent visit to them by the sales
team.

37. 23 users said that PNP has same prices for all but 2 thinks that they
don‟t have same prices.

Same Price

8%
Yes
No

92%

38. The most general thing which is like by the users is Availability
and the most disliked thing is price, lot of varieties and laggard
marketing.

39.
Availability Variety Quality Price Delivery Sampling
4.64 3.64 3.2 2.72 4.08 4.28

55 | P a g e
Report for the dealers of Delhi,

1. There are 3 dealers whose business ranges between 0-10 years, 4


ranges between 10-20 and 5 are into this business whose ranges
between 20-30 years.

Since how long in the business ?

3
5 0-10 years
10-20 years
20-30 years

2. Out of 12 dealers, 2 are the authorized dealer and rests are the dealers
of other brands.

3. All of them are dealing with fabrics, zipper, runner and webbing.

4. 6 dealers weren‟t able to calculate the industry size and according to 6


dealers the size of local Delhi industry would be 1336 cr.

5. The around 6 dealers don‟t have any idea about their market share of
and few wasn‟t able to give the accurate figure.

6. 3 dealers said that it totally depends upon the order, and according to
rest of the dealers the average fabric sold 169999 m.

56 | P a g e
7. Brand Customer Demands the Most

20.00% 18.75%
18.00%
16.00%
14.00% 12.50% 12.50% 12.50%
12.00%
10.00%
8.00% 6.25% 6.25% 6.25% 6.25% 6.25% 6.25% 6.25%
6.00%
4.00%
2.00%
0.00%

8. The preferred brand for most of the dealers is their own brand which
they are importing and dealing with.

9. Everyone is approaching and purchasing their own brand.

10. The highest selling denier according to 12 dealers is 1000x1000.

11. The most influencing parameter while taking the dealership is Price
followed by Availability, followed by Quality, Brand Image and
Transparency.
Price Availability Quality Brand Transparency
Image

57 | P a g e
12. Highest margin given by,

60.00% Highest Margin


50.00%
40.00%
30.00%
20.00%
10.00%
0.00%
Mapsa Dunlop Spledid Zora Didn’t
Reveal

13. According to dealers, they are selling both type of fabric i.e. PVC
and PU.

14. 11 dealers are getting the desired kind of fabric in India and one is not
getting the same.

Desired Kind of Fabric


8.33%

Yes

91.67% No

58 | P a g e
15. Biggest Supplier in the market,

Biggest Supplier in the Market


7.89%, 7.89%
7.89%
13.16%

21.05%
21.05%

7.89%
13.16%

Mapsa PNP Sarud Dunlop Kiwi Grand Tegan Studio+

16. From whom do you purchase,

From whom do you purchase ?

16.67%
Both

83.33%

59 | P a g e
17. 4 dealer thinks that Grand is the most customer focused brand in
Delhi, 2 thinks that no one is customer focused and other think that
brands like Zora, Splendid are more customer focused.

Most customer focused brand ?

33.33%
50% Grand
Zora
16.67% Others

18. Least customer focused brand,

Least Customer Focused


8.33%

PNP
25.00%
None

66.67% Mapsa

19. Almost all the dealers are getting everything from their respective
company, PNP’s dealer is expecting credit and guarantee on the
material.

60 | P a g e
20. Everyone thinks that there is no intervention from the government
regarding any policy is required in this industry.

21. Almost all said that both the fabric i.e. PVC and PU is prevailing in
the market.

22. PNP has almost all types of varieties.

23. The sales staff is also good but the direct approach of customers by the
company is making the loss of trust from them.

24. The general comment given by the dealers includes, “future is bleak,
growth will not be there” etc.

25. Around 7 dealers think that PNP has same prices for all but 5 don‟t
think so.

Same Price

Yes
41.67%

58.33% No

26.
Availability Variety Quality Price Delivery Sampling
4.91 4.5 3.65 3.04 4.16 4.58

61 | P a g e
5. Conclusion
Mumbai Market,
1. The market is focuses more on quality side.
2. Other manufacturers‟ and dealers look for the standard colour of
the fabric.
3. India fabric is giving a very tough competition to PNP‟s fabric
because of the flexibility and customization.
4. Services are much better of other company as compared to PNP.

Delhi Market,
1. Delhi market is very rigorous as compared to Mumbai‟s market.
2. Here users focus more on quantity side than the quality.
3. PNP has lost its loyal customers in Delhi due to which company
has low market share over there.
4. Laggard marketing is doe y the company.
5. Company is facing a very tough competition from other importers.

62 | P a g e
6. RECOMMENDATIONS

Recommendation for Mumbai market:-

1. Enhancement in quality of the fabric is required.

2. Company should target the loyal customers of the market.

3. Company should bring exclusive products with warranty and guarantee.

4. Conduct annual meeting with all the manufacturers.

5. Company should provide credit facility to exciting customers.

6. Prompt intimation regarding fabric should be given.

7. Innovation in product is required to avoid laggard marketing.

8. Rigorous payment procedure should be changed.

9. Company should introduce more standard colours as per market trend.

10. Delivery time of product should be reduced.

11. Acceptance by the company should of fabric in case of damage caused.

12. Complaints should be addressed promptly.

13. Necessary Changes should be made in Company‟s policies.

63 | P a g e
Recommendation for Delhi market:-

1. Being a highly price sensitive market, company first of all should lower
down their rates to compete in the market. Brands like Sarud, Dunlop,
Virgin and Grand are completely focusing on their pricing strategy w.r.t.
their quality to survive in the market.
2. Company‟s policy regarding the dealer should be changed. Offering
different discount to different dealers is creating an unhealthy competition
between them.
3. Company need to identify the loyal customers of PNP which can be done
with the help of existing sales team in Delhi.
4. Company should come with some exclusive items on which they can
provide either guarantee or warranty.
5. In order to recover the image of PNP amongst manufacturers, company
need to find out the prime people of the same line and should gather two
meeting annually to understand their and market needs.
6. Being a very rigorous market, company should inculcate new policies
exclusively for Delhi.
7. Services in terms of delivery, communication and information should be
improved from company‟s end.
8. Company need to bring innovation in the fabric in order to avoid laggard
marketing.
9. Issue of the customers should be taken care off from company‟s side.
10. Direct approach to the customers by the company is making dealers
reluctant to take the dealership of PNP.

64 | P a g e
REFERENCES
1. http://www.indiantextilejournal.com/articles/FAdetails.asp?id=700
2. http://www.pnpind.com/
3. https://dir.indiamart.com/impcat/coated-fabric.html
4. https://www.kenresearch.com/consumer-products-and-retail/luxury-
goods/india-luggage-market-research-report/378-95.html

65 | P a g e
APPENDICES
Questionnaire for Dealers:-

Name: _______________________ Contact No.__________________


Date: ________________________ Co. Name: _____________________
Email: ______________________ Dealer Type: ____________________
Location: _______________________________________________________
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
Q.1. Since how long you are in to this business? ____________________
Q.2. What are the products you deal with?
Fabrics Zipper & Runner Webbing

Q.3. What is the Industry size of your category? ___________________________


Q.4. What is your market share? ________________________________________
Q.5. Who is the main suppliers in this industry and what is their market share

Q.6. Which brand product you sell the most and what is the share of the brands in your
sale?

Q.7. How much is your monthly consumption of Raw Material:


Item name Qty Value %age
Fabrics

Zipper

Jali

Accessories

66 | P a g e
Q.8. As fabric is the biggest category, what are your purchases from the suppliers for
fabrics?
Item name Qty Value %age
Supp 1

Supp 2

Supp 3

Supp 4

Supp 5

Supp 6

Q.9. What range (price) of products you sell the most?

_____________________________________________________________

Q.10. From above all, which brand your customer demands the most?

_____________________________________________________________

Q.11. Which is your preferred brand for luggage fabrics?

_____________________________________________________________

Q.12. In case of non-availability of the product with your preferred brand then, whom do
you approach?
_____________________________________________________________

Q.13. Which is your highest selling denier?


_____________________________________________________________

Q.14. Who gives you best service in terms of delivery, price and flexibility?
_____________________________________________________________

Q.15. What influence you to get the dealership?


Price Quality Brand Image Availiability Transparency

Q.16. Who gives you highest margin?______________________________________


Q.17. What are the types of materials (fabric) you are keeping?
_____________________________________________________________

Q.18. Do you get the desired kind of fabric in India? If not, then what do you do?
_____________________________________________________________

67 | P a g e
Q.19. Which company you find the most easy to deal with?

Q.20. Which company's samples are most easily accessible?

Q.21. As a dealer, any two major problems which you face?


_____________________________________________________________
Q.22. You prefer to buy fabrics through Dealer or Direct Company ________________
Q.23. Is there any supplier in the market who is customer focused?
_____________________________________________________________

Q.24. Who is the least customer focused or concerned supplier?


_____________________________________________________________

Q.25. What are the additional facilities you are expecting from the supplier which you are
not getting?
_____________________________________________________________

Q.26. What change in policies you expect from government?


_____________________________________________________________

Q.27. What kind of Fabric (Coating) is prevailing in the market


_____________________________________________________________

Q.28 Which price range's material you are able to sell more? _____________________
Q.29.What is the delivery time of the suppliers of the fabric after placing an order?
______________________________________________________________________
Q. 30. Price wise product's market share w.r.t. whole industry

Price Range Market Share


50-80

80-110

110-140

140-170

>170

68 | P a g e
Q.31 Who is the biggest supplier in the fabric market?

Q.32. Are you satisfied with "___________"s Fabric? ______________________(Y/N)


Q.33. Which difficulties you are facing with "____________"?
_____________________________________________________________

Q.34. What are the facilities you are not getting from "____________" (Being the leader
in the mkt)?
_____________________________________________________________

Q.35. Do you feel '___________' should enhance the quality of fabrics? _________(Y/N)

Q.36.What '__________' should do to increase the sales?


_____________________________________________________________

Q.37. How do you see '_______' 3 years before, now and after 3 years?
_____________________________________________________________

Q.38. Do you agree that '________' has all kinds of fabric? ______________________

Q.39. Are you satisfied with '________'s sales team? ____________________________

Q.40. Do they visit frequently and what is their response time? ____________________

Q.41.Do you think '__________'s prices are same for all? ________________________

Q.42. What do you like about '__________'? ___________________________________


_______________________________________________________________

Q.43. What do you dislike about '___________'? ________________________________


_______________________________________________________________

Q.44 Please rate the below suppliers on the rating scale of 1-5
Name Availability Variety Quality Price Delivery Sampling

69 | P a g e
Questionnaire for Manufacturers:-

Name : ____________________ Contact No.: _____________________


Date:______________________ Co. Name : _____________________

Email : ___________________ Type of Manufacturer:_________________

Location: ___________________________________________________

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
Q.1. What is your product mix (with brand names)?

Q.2. Since how long you have been in to this business? ____________________

Q.3. Do you manufacture at :


Own
Outsource Both
Factory
Q.4. How many machines do you have? ______________________

Q.5. How much number of workers do you have? _____________

Q.6. What are the raw materials required for the manufacturing of your products?

Q.7. How much is your monthly consumption of Raw Material:


Item name Qty Value %age

Fabrics

Zipper

Jali

Accessories

Q.8. What is the Industry size of your category? _______(MRP / Dealer Price)

Q.9. What is your market share? ________________________________________

70 | P a g e
Q.10. Any two major problems Which you face in manufacturing?

___________________________________________________________

Q.11. Is there any special training or any other help required from the govt to promote this
industry? ____________________________________________________________

Q.12. Who is the major Competitors for you in your industry?

_________________________________________________________________

Q.13. As you said fabric consitutes your major portion of raw material cost, so who are
the major suppliers of fabric?

_____________________________________________________________

Q.14. From whom do you purchase the fabric? ______________________________

Q.15. Why do you like to purchase from the above? __________________________

Q.16. What are the 3 most important factors which influence your decision making?
1 2 3 4 5 6
Q.17. Do you get the desired kind of fabric in India if not then what you do?

_____________________________________________________________

Q.18. Is there any supplier in the market who is customer focused?

______________________________________________________________

Q.19. Who is the least customer focused or concerned supplier?

______________________________________________________________

Q.20. Which is your preferred brand for luggage fabrics?

______________________________________________________________

Q.21. What are the additional facilities you are expecting from the supplier which you are
not getting?

______________________________________________________________

Q.22. What is your reorder period? _______________________________________

Q.23.Are you satisfied with the quality of product provided by the suppliers in the
industry? ___________(Y/N)

71 | P a g e
Q.24. You prefer to buy fabrics through Dealer or Direct Company ___________

Q.25. Do you think company should come up with some schemes for the 'Karigars' to
promote their sale? _________________________________________________

Q.26. Which company you find the most easy to deal with?

Q.27. Which company's samples are most easily accessible?

Q.28. Which range fabric you use most? ____________________________________

Q.29. What are the quality issues you face while making bags?

_______________________________________________________________

Q.30. What is the delivery time of the suppliers of the fabric after placing an order?

______________________________________________________________

Q.31. Who is the biggest supplier in the fabric market?

Q.32. Are you satisfied with "___________"s Fabric? __________________(Y/N)

Q.33. Which difficulties you are facing with "____________"?

________________________________________________________________

Q.34. What are the facilities you are not getting from "____________" (Being the leader
in the mkt)?

________________________________________________________________

Q.35. Do you feel '___________' should enhance the quality of fabrics? _____(Y/N)

Q.36. What '__________' should do to increase the sales?

_______________________________________________________________

Q.37. How do you see '_______' 3 years before, now and after 3 years?

______________________________________________________________

Q.38. Do you agree that '________' has all kinds of fabric? _____________________

Q.39. Are you satisfied with '________'s sales team? _________________________

Q.40. Do they visit frequently and what is their response time? __________________

72 | P a g e
Q.41. Do you think '__________'s prices are same for all? _______________________

Q.42. What do you like about '__________'?

_________________________________________________________________

Q.43. What do you dislike about '___________'?

_________________________________________________________________

Q.44. Please rate the below suppliers on the rating scale of 1-5
Name Availability Variety Quality Price Delivery Sampling

Q.45. Why are you not using the fabric of PNP?_________________________________

73 | P a g e

Оценить