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Культура Документы
Conducted on
Session (2018-2019)
BBA(5th semester)
REG.NO.
ROLL NO.
SUBBMITTED TO
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DECLARATION
signature
regn no.
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ACKNOWLEDGEMENTS
whose help and co-operation this project would have not been a success
I am greatly indebted to my project incharge MR. MAHENDER and entire MARKETING
team of WORLDFA EXPORT PVT.LTD. for providing me all the information in their
esteemed organization. Without their scholarly guidance, painstaking efforts and persistent
encouragement it would not have been possible for me to complete my project report .
I am extremely thankful to them, for providing me all the indispensable data regarding the
project along with their support. Their constant encouragement and appraisal has helped me a lot
in completing the project.
I also acknowledge the corporation extended to me by all the respondents and the staff members
without.
SANCHIT
BBA 5th SEM.
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EXECUTIVE SUMMARY
The project on the topic “MARKETING MIX” was completed under the guidance of Miss.
Shilpa , Hindu Collage, Sonepat.
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TABLE OF CONTENTS
B) Objective of study
C) Review of Literature
D) Focus of study
E) Conceptualization
CHAPTER-2 Introduction to the Company
CHAPTER-3 Research Methodology
CHAPTER-4 Introduction to Analyzing customer
behavior & measuring customer
satisfaction
CHAPTER-5 Process of Analyzing customer behavior
& measuring customer satisfaction
CHAPTER-6 Approaches of Analyzing customer
behavior & measuring customer
satisfaction
CHAPTER-7 Data analysis& Interpretation
A)SWOT Analysis
B)Questionnaire analysis
CHAPTER-8 Findings of study
CHAPTER-9 Limitation of study
CHAPTER-10 Conclusion
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CHAPTER-11 Recommendations
CHAPTER-12 Annexure
CHAPTER-13 Bibliography
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EXECUTIVE SUMMARY
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OBJECTIVES OF MY STUDY
My study aims to know how to increase the sale of WORLDFA EXPORT PVT.LTD.. For this
purpose I found the various plans so that the sale of WORLDFA EXPORT PVT.LTD. can be
increased. The are a long list of plans by adopting these sale of WORLDFA EXPORT
PVT.LTD. definitely increased.
So, I studied these all and try to find out the best Marketing-Mix for the company.
The major objective of my study is how to increase the sale of products (WORLDFA EXPORT
PVT.LTD.) in the market. And along with this my personal objectives are also attached. These
are:-
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SIGNIFICANCE OF MY STUDY
This project is a wonderful experience for me. I have learned many things from this project. I
spent my 8 weeks for this project. The time spent with my trainer was very good and that time I
studied about the working of the Marketing Department. During this project I met with
employees of the organization and other persons working in the organization. This project is
grateful for me in the following manner:-
12 Product development
13 Preparation of MIS
14 Preparation of costing
15 Preparation of PFS
16 Learn about WORLDFA EXPORT PVT.LTD. Group
17 Packing
18 Learning regarding distribution
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COMPANY PROFILE
WORLDFA EXPORTS PRIVATE LIMITED is an Indian based company, which carries on the
business of buying, selling, importing, exporting, distributing and dealing in all kinds of
products, goods, commodities, consumer products, industrial products and readymade garments
and hosiery goods, engineering goods, machine tools, hand tools, small tools, metal alloys, iron
pipe, fitting, nuts, bolts, alloy, wood, timber and timber products, gems and jewelers, imitation
jewelers, plastics and plastics goods & raw materials thereof, rubberized cloth, food grains, dairy
products, soap detergents, pulses, leather garments, leather products, all related items in leather,
electric and electronics components and goods, iron & steel, aluminum, minerals, ferrous and
non-ferrous metal, stainless steel, jute and jute products, textile, cotton, synthetic, fiber, silk,
yarn, wool and woolen goods, handicrafts and silk artificial synthetics, shares and securities,
sugar, tea, coffee, fruits, nuts, cashew nuts, kernels, fodder bran, alcohol, beverages, grains,
paper, chemicals, perfumes, cement, spices, grain, factory materials, house equipments, rubber
and rubber products, coal, coal products and collator, fertilizers, agriculture products, computer
data materials, software, paints, edible and non-edible oils and fats, drugs, plants and machinery
goods, office equipments, hospital equipments, railway accessories, medicine, sugar &
sugarcane, automobile parts, consumer durables, dry flowers and plants, printing and other
products. The company has its registered office in the National Capital Territory of Delhi.
FEATURES
• Overseas Representatives: USA, Australia, Germany, France, Brazil, UK, South Africa,
Hungry, Canada, Argentina, China, Spain, Mexico etc..
Why Worldfa:
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pcs/800 containers. In house Q.A team of 12 members Self inspection permission by
Walmart, Tesco, Metro etc. In-House professional designing and packaging facilities.
Production Strength
Incorporated in 1986
Design Strength
• Graphic designers for stickers, colour boxes, customized pallets & PDQs,
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• Following QC manuals at pre, midline & final inspection with AQL 0.5,1.5,2.5,4 etc
• In-house testing’s like deep draw cupping test, composition test, drop test, box busting
test etc
Social Responsibilities
• Organizing blood donation camps, funding old age homes and sponsoring
• Prevent global warming by using pollution free, proper ventilated & eco friendly
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ABOUT WORLDFA EXPORT PVT LTD
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Since 1986, Worldfa Exports has been serving clients in a variety of Stainless Products. Our
services include everything from manufacturing of high grade utensils products to exporting for
overseas as well as for corporate. WFA is ISO 9001 accredited company. It is a compliant
factory-social, ethical, CT PAT & Technical. Exporting to 70 countries and shipping capacity of
over 600 containers per year. WFA has 22 years of experience in the field of Manufacturing and
exports. Stainless steel is one of the most durable and safe metal for household products. Our
design form follows function Quality product with competitive price Low overhead-fat free
factory. Steel is strong yet malleable; it takes the shape of the designer’s idea. We have 100%
Research and Development in-house.
Worldfa Exports Private Limited was registered at Registrar of Companies Delhi on 09 October,
2003 and is categorized as Company limited by Shares and an Non-govt company.
Worldfa Exports Private Limited's Corporate Identification Number (CIN) is
U51909DL2003PTC122571 and Registration Number is 122571.
Worldfa Exports Private Limited registered address on file is 5/5, EAST PUNJABI BAGH NEW
DELHI DL 110026 IN, New Delhi - 110026, Delhi, India.
Worldfa Exports Private Limited currently have 2 Active Directors / Partners: nd there are no
other Active Directors / Partners in the company except these 2 officials.
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Worldfa export pvt.ltd. Produce many type of product like wordfa steel (bar accessories, bath
accessories. Dinner set, kitchen pooja thali, shack sets, lemon sets etc). Worldfa textile (rugs, fast
selling items, etc). Worldfa puff (puff, multi puff).
WORLDFA STEEL
• KITCHEN:- These are those product which we use in kitchen area and useful
to daily life like product:-
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• LEMON SET:-
• DINNER SETS:- A set of dishes of the same pattern for use on the dinner-
table: as, a dinner-set of Limoges ware.
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• POOJA THALI: - pooja thali basically use to when we need or where running
any festival.
WORLDFA TEXITILE
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• FAST SELLINF ITEMS:- Her eye for a fast-selling line of goods had made
her invaluable and vitally necessary to any retailer who wanted to stay in profit.
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WORLDFA EXPORT PVT. LTD.
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Worldfa Exports Private Limited is a Private incorporated on 09 October 2003. It is
classified as Non-govt Company and is registered at Registrar of Companies, Delhi. Its authorized
share capital is Rs. 20,000,000 and its paid up capital is Rs. 11,454,000.It is involved in other
wholesale [Includes specialized wholesale not covered in any one of the previous categories and
wholesale in a variety of goods without any particular specialization.]
Worldfa Exports Private Limited's Annual General Meeting (AGM) was last held on 30
September 2016 and as per records from Ministry of Corporate Affairs (MCA), its balance sheet
was last filed on 31 March 2016.
Directors of Worldfa Exports Private Limited are Kalpana Gupta and Pramod Kumar Gupta.
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SALES OF THE WORLDFA EXPORT PVT.LTD.
When we talk about the sales of the worldfa company the worldfa company increases his sales
every year. The worldfa company is Export Company the main motives of the company is to
export the product and sale it.
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Introduction
One of the basic functions of marketing is meeting consumer needs. A marketing manager must
accurately identify and fully understand these needs in order to create a product that fulfils a
specific need or to position a product in terms of a specific segment of the population. This is,
however, easier said than done. The manager who wants to position a product properly must
have a good description of the consumers targeted by the company and must also know why
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these consumers will or will not be loyal to a pharmacist.
First, behaviour in marketing cannot be expressed in the singular as if the only act were that of
purchasing. There are many important questions left unanswered if we do not ask who goes to a
pharmacy rather than a superstore
Second, even though the behaviour adopted at the time of making a decision is extremely
important, the manager who does not go beyond this point forgets the equally important and
varied behaviours surrounding the decision. This type of analysis can explain why a consumer
chooses to seek advice from a pharmacist rather than from other professionals. This is an
example of what is called "intertype competition
We also prefer the term "consumers", in the plural, since markets are composed of consumers
who do not have homogeneous needs. Speaking in the singular implies that somewhere there
exists a single average consumer representative of the entire market. In other words, speaking of
one consumer amounts to talking about everyone and no one in one breath.
The analysis of consumer behaviour given here is based on the assumption that consumers
always base their decisions on a certain amount of information. This information may be divided
into two categories: internal (previous experience) and external (type of product, word of mouth,
etc.) According to this assumption, a company could not effectively market a product without a
good understanding of the type of information consumers use to make purchasing decisions and
the way in which the information is perceived and used in other words, the decisionmaking
processes.
The processes involved in making a decision are greatly influenced by three major types of
variables: those related directly to consumers themselves; those related to the purchasing context
or situation; and those concerning the products or services being considered. These three
variables form the "basic triad." A large part of this chapter deals with the decisionmaking
processes adopted by consumers and the many ways in which the information they are apt to use
is actually processed.
which determines the consumer's motivation in purchasing a product. We then look more closely
at the notion of motivation and the individual variables in the main decisionmaking processes.
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The variables related to the purchasing situation will follow, and, lastly, we will see how a
consumer processes information before making a choice that then translates to a purchasing
behaviour.
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appreciated. If two consumers, for example, are loyal to their pharmacist, it would obviously be
tempting to think that they are similar and that their future behaviours will also be similar. Yet,
what if the first consumer is loyal because she firmly believes that she is better off by entrusting
only one professional with all her medical information and the other one only because it is more
convenient? In the first case, the consumer's decisionmaking process is closely related to the
quality of the relationship. If many consumers are sensitive to this factor, the pharmacist will
focus on a relationship marketing. If, however, as in the second case, the decisionmaking process
is related only to convenience and location, then the marketing strategy would have less to do
with the quality of services but rather with store location, opening hours and delivery policies.
These two cases reveal how the consumerproduct relationship can be different. As a result, any
strategy drawing on consumer loyalty would necessarily be different for each case.
In short, to understand how and why consumers behave as they do, their decisionmaking
processes and the various criteria they use must be studied. Indeed, these processes would be
difficult to explain without looking at the individual product and purchasing situation. These two
elements will be studied more closely below. Figure 1 outlines the main elements used in
analyzing consumer behaviours and may clarify the many ideas presented in the next few pages.
Motivation
It should be remembered when studying consumer behaviours that consumers will not consider
buying a product unless they are strongly motivated to do so. Although this may seem like plain
common sense, when forgotten it causes grief and frustration among retailers and professionals
alike. Motivation lies at the very heart of consumer behaviours.
Lewin probably describes motivation best. He considers it an imbalance between the consumer's
current and desired states. The wider the gap between the two states, the stronger the consumer's
motivation will be. This imbalance may stem from the consumer (e.g., a patient needs to fill a
prescription) or arise in a particular situation (e.g., a patient needs advice about a specific
posology). It may also be the result of promotion. More often than not, the consumer will not be
influenced by any stimulus, regardless of the pressures applied. Consumer motivation to buy a
product is largely related to previous experience and level of product involvement. These two
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variables have a tremendous influence on the nature of the decisionmaking process consumers
use.
Whether the product is a consumer good, or a service, the complexity of the decisionmaking
process varies according to the individual-product-situation triad. It should be emphasized that in
most cases there is a close link between how complex the decisionmaking process is and how
extensively the information is processed. In other words, the more complex the decisionmaking
process, the more diversified the consumer's information. For marketing managers, this
statement is crucial, since it suggests that their marketing mix is analyzed more closely when the
consumer is involved and the decision-making process is complex. In some situations, however,
the marketing manager is better off if the consumer does not want too much information. This
would be the case for a pharmacy that has a clientele with well-entrenched habits. On the other
hand, a pharmacy might want consumers to have as much information as possible in order to
understand why the service offered is superior to the competition's. In this case, customer
involvement, if present, becomes a real advantage.
Individual Variables
This section focusses on an analysis of five individual variables: consumer involvement in the
product offered, consumer experience, consumer sociodemographic profile, consumer
personality, and product benefits sought by consumers.
Involvement
Of all the consumer variables, consumer involvement is by far the most important. Even though
researchers in this area have defined involvement in different ways over the years according to
research trends popular at the time, the consensus is that the term may be understood as the
feeling of importance or personal interest associated with the product in a given situation.
Rothschild suggests the following definition: "Involvement is a state of motivation, arousal or
interest. This state exists in a process. It is driven by current external variables (the situation; the
product; the communications) and past internal variables (enduring; ego; central values) Its
consequents are types of searching, processing and decision making."
Involvement may therefore be considered a reflection of the importance of a specific product for
an individual in a given situation. Involvement may be structural or conjunctural that is, linked
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to the situation. One consumer may, for example, perceive any type of OTC products with a
constantly high level of involvement, whereas another may feel that level of involvement only in
a situation for example, when choosing a product for a sick child.
Functional Risk
In terms of medical, pharmaceutical or any health related products, functional risk has the most
impact on consumer behaviour. This type of risk may be defined as the possibility that the
product does not meet the consumer's expectations. This risk is common in the service and health
sectors, which usually do not allow consumers to test the product before buying. A consumer
can, however, reduce functional risk dramatically by seeking as much information as possible on
the service or drug to be bought. Pharmacist's opinion, advertising (which often reports clinical
studies), or friends' opinions may also reduce functional risk. Another way to reduce functional
risk is to go for "safe bets" or "sure things". This is where the confidence link between the
pharmacist and the patient becomes crucial. The advice thus exchanged, even when the drug is
prescribed, is a way to reduce a high functional risk. These examples reveal how a functional risk
can influence the consumer's decisionmaking process. The consumer can reduce the risk either
by seeking a lot of information or by turning to a known entity that requires less information. In
short, the higher the perceived risk, the greater the degree of involvement, and, as a result, the
more likely it is that the consumer will choose a decisionmaking process that lowers the risk.
Economic Risk
This risk is the easiest to understand: the more expensive the product or the service, the more
complicated the decisionmaking process. This relationship may be greatly attenuated by the
consumer's income level. Together with functional risk, economic risk explains, at least partially,
why some consumers prefer to subcontract their decision-making processes, even for OTC
products, to professionals.
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Psychological Risk
Psychological risk is frequently experienced in the consumption of medical products or
prescription drugs. It may be defined as the risk related to the purchase or consumption of a
product that does not correspond to the consumer's desired selfimage. Perhaps a consumer is
afraid to confront latent inner feelings and elects to not follow a prescription. Another consumer
who feels physically inadequate may prefer not to purchase an orthopedic aid. Like other forms
of risk, psychological risk increases the complexity of the consumer's decisionmaking processes.
Like for other forms of risk, a professional advice is needed but not always sought.
Social Risk
Psychological risk is related to the individual consumer's selfimage, whereas social risk is related
to the image others have of the individual. Naturally, this risk is not present for all consumers. In
fact, social risk is present only in cases in which the form of consumption is visible or the
consumers are sensitive to their environment.
Experience
Experience, like involvement, has an important impact on the complexity of the consumer's
decisionmaking processes. The broader the experience, the shorter the decisionmaking process.
Of course, this equation is automatic only if the previous experience was satisfactory. A negative
experience will reactivate a complex decisionmaking process, albeit negatively.
Experience affects the complexity of the decisionmaking processes that consumers use because
consumers categorize their previous experiences into subsets of possibilities that are known,
unknown, retained, or rejected. Figure 2 shows this classification process according to the model
presented by Brisoux-Laroche.
This model is particularly interesting in that it illustrates how consumers form their consumption
habits. In short, when a decision-making process generates some degree of complexity, positive
past experiences will serve as a simplifier. This is where loyalty to a pharmacy or a pharmacist
becomes a precious advantage.
Thus when a product requires a high degree of involvement and the consumer's experience is
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both substantial and satisfactory, the consumer develops a strong predisposition that acts upon
his or her perceptions.
Sociodemographic Variables
Among the variables influencing the decisionmaking process, sociodemographic variables are
probably the best known.
Sociodemographic variables have an impact on consumer behaviours because they determine the
intensity of existing risks for example, the influence of income on perceived economic risk.
Similarly, the degree of experience may be linked to age. In other words, although
sociodemographic variables do reveal consumer preferences for specific products, it is often
necessary to go beyond these variables for a full explanation.
Personality
Personality is the most intriguing yet least conclusive variable of all in terms of consumer
behaviours. Marketing experts would like to believe that a single consumer, given his or her
personality, will prefer certain type of store. However, these hypotheses are rarely backed by
empirical research.
Even though personality traits do not provide an exhaustive explanation of consumer behaviours,
they can be of some interest. Snyder suggests that some consumers tend to imitate peer
behaviour more than others, who tend to behave according to their own predispositions. This
trait, called "selfmonitoring" has a significant effect on the perceived social risk and, as a result,
influences the type of decisionmaking processes the consumer will use.
Benefits Sought
A consumer may wish to purchase or consume a given product for various reasons. For many
products, the nature of the decisionmaking process is largely a function of the benefits sought.
The consumer hesitating between four cold remedies could simply compare the various
possibilities by looking at the different attributes of each one as well as the proposed benefits.
This example will be seen again in detail in the next section on decisionmaking processes. The
benefits gained through the use of a product may vary from one consumer to the next. In this
sense, they are closely linked to the functional risk.
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The concept of benefits sought enables managers to understand the structure of the
decisionmaking process consumers use and thus how to select the elements of their marketing
mix. Nevertheless, an analysis of consumer benefits is valid only if consumers do actually
consider such benefits. This last statement may seem selfevident, but decisionmaking processes
do not necessarily derive from the consideration of their benefits. Moreover, consumers may not
even be able to express the benefits they want. This is especially true in the area of health related
services.
As a general rule, consumers consider the benefits offered by a product or a service when their
level of involvement is high. For these benefits to be considered, consumers must have both the
time and the ability to process information related to the decision. The customer must decide in a
cognitive and structured manner. This last point is particularly important in marketing
pharmaceutical and OTC products, which are very often unlike other products in that they target
the sensorial and emotional side of the consumer, rather than simply the cognitive side.
In order to put all the pieces of the processes together, each one is described individually below.
Attitude
A decision making process based on attitude requires both tremendous experience and
involvement in the particular type of purchase. This process suggests that a consumer once had
to make a decision regarding the purchase of an OTC or the service of a pharmacist. The result
of this process beeing satisfactory, it has created a long-lasting positive attitude which in turn has
led to loyalty. Attitude represents a particularly effective mechanism, allowing the consumer to
reach a decision simply, quickly, and effectively using positive past experiences and the ensuing
personal judgment.
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Figure 3: The Main Decision-making Processes
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SWOT ANALYSIS
WORLDFA EXPORT PVT.LTD. TYC Industries is a good company which has the good public
and market image. It has good opportunities for growth. The SWOT analysis of the WORLDFA
EXPORT PVT.LTD. TYC Industries can be described as follow:-
S – Strength W – Weakness
O – Opportunities T - Threats
STRENGTHS
Brand Image.
Group Image
Professionalism
Low Price
Professional Management
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Joint Ventures With World Leaders
Strong Financials
WEAKNESSES
Sectoral growth is constrained by low unemployment levels and competition for staff
Financial Position
Single Location
Product Range
OPPORTUNITIES
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Could seek better supplier deals.
TELCO $ MARUTI
Failure of Lumax
THREATS
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RESEARCH METHODOLOGY
DATA REQUIRED :
DATA SOURCE: -
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Data currently available with the company.
Showrooms
Distributors
Customers
Primary Data which included the input received from directly the employees through
questionnaire and interview.
Secondary data from the HR manual, policy manuals, books and internet etc.
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Showrooms: Dealing in the sale of Products..
Distributors: People involved in providing & selling lamps.
Customers: Companies own the products.
RESEARCH DESIGN
A research design is the specification of methods & procedure for acquiring the information
needed. This is overall operation pattern or frame work that stipulates information is to be
collected from which sources and by what procedure.
In my project work I used exploratory research, as it aim to answering question about sale, brand
availability, service quality, distribution pattern etc.
For conducting this study, Exploratory Research design was used, since: -
It is natural.
It is flexible.
It is useful to find out the most likely alternatives.
It is appropriate, when hypothesis have been established.
The objective of exploratory research is to find out new ideas, it is important to give respondents
to greatest freedom of response have conducted individually or in depth interview, by which
respondent asked to project themselves into a particular situation.
SAMPLING TECHNIQUE :
Non – probability,
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SAMPLE SIZE :
Distributor: 20
Customers : 40
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ORGANIZATIONAL STRUCTURE
(MARKETING)
HEAD
MARKETING
RAJIV GHAI
LEADER
SOUTH EXPORT
DEVENDER
VASHISHT
LEADER MEMBER MEMBER
MUL INDENT AND STENO
PARMOD SAINI DESPATCHPLANNING SUSHILA KARLA
TAJENDER SINGH
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FLOW CHART OF MARKETING ACTIVITIES
1 Receipt of Schedule
2 Preparation of Indent
3 Given to PPC (Production Planning and Control)
4 Receipt of Production Plan
5 Receipt of Material
6 Dispatch to Customers
7 Information to Customers
8 Receiving of RCIR (Receiving Come Inspection Report)
9 Payment Received
10 C form Received
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DELIVERY IN MARKETING DEPARTMENT
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COST OF MARKETING DEPARTMENT
MARKETING MIX
The term “marketing mix” was first used by Prof. Neil Borden of Harvard Business School
According to him “all marketing decisions that promote the sale of a firm are called Marketing
Mix.”
Marketing mix denotes a combination of various elements which in their totality constitute a
firm’s “marketing system”. These elements include:-
“The firm’s task is to find the best settings for its marketing decision variables. The setting
constitutes its marketing-mix.”
► Philip Kotler
The seller/producer does mix of various policies with a mission to achieve success in sale of
product is called marketing-mix. Every seller does the mix of various factors (brand of goods,
value, packing, advertisement, distribution, research etc.) such way as to maximum profit can be
earned.
Actually, Marketing–Mix is a part of marketing strategy.
Two things are real under the marketing strategy:-
►Definition of market target
►Composition of marketing-mix
Marketing-mix is a combination of the devices by which the marketing objectives are achieved.
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ELEMENTS OF
MARKETING-MIX
FOUR P,s
SERVICE PROMOTION
►STANDARI
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-ZATION
►OTHER PRICE
SERVICES PLACE
PRODUCT
IMPORTANCE OF MARKETING-MIX
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5 Marketing-mix facilitates meeting the requirements of
different types of customers. If the requirements of the
customers change. The marketing-mix will also be changed to
satisfy their requirements.
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MARKETING - MIX FOR DIFFERENT MARKETS
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MARKETING STRATEGIES
Once the initial marketing objectives have been set, it is necessary to consider how they can be
achieved. The way that you go about achieving your marketing objectives is through marketing
strategies.
It is important to understand what strategy is and how it differs
from tactics. Strategies are the broad methods chosen to achieve specific objectives. They
describe the means of achieving the objectives in the time-scale required. They do not include
the detail of the individual course of action that will be followed on a day-by-day or month-by-
month basis: these are tactics. Strategy is the broad definition of how the objectives are to be
achieved, the action steps are tactics.
Marketing Strategies are the means by which marketing objectives will be achieved. They relate
to products, place, promotion and price.
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(b) Improving Service
TYPES OF STRATEGIES
MARKETING STRATEGIES
MARKETING STRATEGIES
1 Change Channels
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2 Improve Service
PROMOTION
A product manufactured by an institution can not be sold if the product is not promoted by the
managers. Promotion is made for more and more sale. Advertisement, personal sale and
popularity is resorted for this all.
Promotion consists of those activities which are done to
promote the products or services of a company. It refers to increase the sale of products and
services of a company. It consists of various methods which are adopted as to promote the
products and services of a company. In its scope following are included:-
1 Advertisement
2 Personal sale
3 Sales promotion
4 Popularity
DEFINITIONS
►William J. Stanton
“Promotion encompasses all the tools in the marketing-mix
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whose major role is persuasive communication.”
►Phillip Kotler
Thus, promotion consists all of those methods and activities which are adopted to
introduce with the priducts or to increase the existing sale of the products and
services.
1 Samples
2 Price off
3 Free goods
4 Premium
5 Demonstrations
6 Coupons discount
7 Installment offer
8 Quiz contest
9 Exchange offer
10 Money refund offer
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11 Display of product
1 Availability of funds
2 Nature of product
3 Nature of market
◘ Concentration of market
◘ Kinds of customers
4 Life cycle of the product
MARKETING STRATEGIES
1 Change Selling/Salesforce Organization
PRICE
Price of a product or service is what the seller feels it worth, in terms of money, to the buyer.
Fixing of price for the items/products and services depends on the self desire of the institution.
Pricing policy for a product should be made by keeping in mind the objectives of the institution.
The objectives related to the pricing policy of an institution:-
The following factors are kept into mind while determining the price of a product:-
1 Pricing Policy
2 Pricing Strategy
3 Conditions of Credit
4 Concession and Discount
5 Allowances
COMPONENTS OF PRICE
The cost and profit jointly make the price. The price taken for any product or goods has
following three components:-
1 Original cost
2 Preparation cost
3 Profit margin
◘ Service expenses
◘ Marketing expenses
◘ Administration expenses
Price policy decisions are mostly based on the cost of the products. The cost is said a principal
segment of the price. The price is not only influenced by the cost but also numerous factors like
the market, activities of the rival, the law, the economic conditions etc. influence the
determination of the price.
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FACTORS
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MARKETING STRATEGIES
2 Skimming Policy
3 Penetration Policy
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4 Discount Policies
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QUESTIONAAIRE
Q.1 Do you deliver the WORLDFA EXPORT PVT.LTD. products in the market?
no. of respondents %
yes 16 80
no 4 20
90
80
80
70
60
50
40
30
20
20
10
0
1 2
Series1 80 20
Series1
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WORLDFA EXPORT PVT.LTD. Industry. Estimated near about
80%
distributor are delivered the WORLDFA EXPORT PVT.LTD.
products in
the market.
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Q.2 Is WORLDFA EXPORT PVT.LTD. products easily available to you?
no. of respondents %
yes 8 40
no 12 60
70
60
60
50
40
40
30
20
10
0
1 2
Series1 40 60
Series1
no. of respondents %
OEM 16 80
SML 4 20
20
80
1 2
- 64 -
no. of respondents %
90 80
80
70
60
50
40
30
20 10 10
10 0 0 0
0
1 2 3 4 5 6
Series1
- 65 -
no. of respondents %
5 10
10
25
5
45
1 2 3 4 5 6
- 66 -
no. of respondents %
air 2 10
sea 4 20
road 12 60
other 2 10
10 10
20
60
1 2 3 4
no. of respondents %
direct sale 4 20
retailers 8 40
agent 4 20
others 4 20
20 20
20
40
1 2 3 4
0
10 10
10
20
50
1 2 3 4 5 6
- 69 -
no. of respondents %
Yes 6 30
No 14 70
80
70
70
60
50
40
30
30
20
10
0
1 Series1 2
- 70 -
Q.10 Who bears the promotion expenses?
no. of respondents %
distributor 4 20
company 16 80
20
80
1 2
- 71 -
1. Awareness of various brands in the market?
Findings: -
YES 16 32
NO 34 68
YES
32%
NO
68%
- 72 -
Interpretation: -
Most of the customers are not aware of various brands of lamps in the market.
- 73 -
2. Awareness of WORLDFA EXPORT PVT.LTD. product in the
market?
Findings: -
YES 13 26
NO 37 74
YES
26%
NO
74%
- 74 -
Interpretation: -
- 75 -
5. Factors considered while purchasing pooja thali ?
Findings: -
QUALITY 12 24
PRICE 36 72
WARRANTY 2 4
- 76 -
QUALITY
24%
WARRANTY
4%
PRICE
72%
Interpretation: -
- 77 -
6. Ratings given to WORLDFA EXPORT PVT.LTD. pooja thali ?
Findings: -
VERY GOOD 6 12
GOOD 3 6
AVERAGE 4 8
NOT AWARE 37 74
- 78 -
VERY GOOD
12% GOOD
6%
AVERAGE
8%
NOT AWARE
74%
Interpretation: -
About 4/5th of the customers are not aware of WORLDFA EXPORT PVT.LTD.
pooja thali.
- 79 -
7. Customer’s key parameter while purchasing pooja thali?
Findings: -
QUALITY 8 40
PRICE 12 60
QUALITY
40%
PRICE
60%
- 80 -
Interpretation: -
LIMITATIONS
1. Sample size which was taken, was very short for the total potential.
3. The research work was conducted in Sonepat city hence finding can’t be generalized for
the whole market.
4. The time for the study was limited so I can not study my project in a large way.
5. The other members of the marketing department were busy so that they can not give their
support and time to me.
6. Workstation and PCs were not available which led to increased time and effort in
completion of project.
7. One of the major problem faced was to get the questionnaire filled.
8. Since Attrition is a sensitive and furtive issue for the Company, I was not given access to
all the data related to attrition.
- 81 -
CONCLUSION
From the all above discussion in cay say that WORLDFA EXPORT PVT.LTD. is the best
company in the automotive sector. It has the advanced technology. It manufactures a large range
products in the automotive sector. In some sector this company has the biggest SOB (Share of
Business) and in other sector it has nearly about 50-60% share of business.
I have studied the working of this and what is the process of manufacture a product and
this company apply the best quality measures.
The SWOT analysis of the company tells us that the company should try to take the
benefits from its Strength and opportunities and try to overcome from its weaknesses and threats.
At the last I want to conclude my topic by saying that WORLDFA EXPORT PVT.LTD. has
good public image and corporate image. The strength and opportunities for this company are
- 82 -
IN THE CASE OF DISTRIBUTORS AND CUSTOMERS
HI-LUX and Local pooja thali are preferred due to low price.
Due to various reasons distributors are not able to get the products at the right time
There are a lots of problems faced by the distributors. For example there are not a proper
channel of distribution.
WORLDFA EXPORT PVT.LTD. products are not available easily in the market because
they supply only to the OEM and SML.
Mechanics who do not keep WORLDFA EXPORT PVT.LTD. lamps due to following
reasons: -
High Price
Low Margin
Low Awareness
More than half of the respondents (Mechanics) not having WORLDFA EXPORT
PVT.LTD. pooja thali are willing to buy WORLDFA EXPORT PVT.LTD. pooja
thali, if the problem of price and replacement are solved.
Most of the respondents (Customers) are not buying WORLDFA EXPORT PVT.LTD.
pooja thali due to unawareness of various brands of pooja thali in the market.
- 83 -
The price of the WORLDFA EXPORT PVT.LTD. products high due the advanced
technology and quality standards so customers are going towards the local products due
to low price.
- 84 -
RECOMMENDATIONS
WORLDFA EXPORT PVT.LTD. enjoys a good image in the eyes of Mechanics, but
Mechanics are not satisfied with the supply provided by the company.
Mechanics don’t make any significant effort to change the brand asked by the customer
because the supply and price of lamps are not satisfactory. Hence, their margin should be
increased so that they will also take interest in pushing the WORLDFA EXPORT
PVT.LTD. lamps.
Customers are not satisfied with the price of lamps. Hence, price off should be
introduced.
Customers demand quality products but to adopt quality standards and maintain quality
results as the higher price so WORLDFA EXPORT PVT.LTD. try to minimize the cost
of products.
WORLDFA EXPORT PVT.LTD. products are not easily available in the market so
WORLDFA EXPORT PVT.LTD. should adopt a good distribution channel so that
products are reached in the market easily.
WORLDFA EXPORT PVT.LTD. are producing quality products but the cost of these
products are high and so that customers prefer the low price products. For this
WORLDFA EXPORT PVT.LTD. should create awareness their quality products in the
market.
- 85 -
To create awareness of their products WORLDFA EXPORT PVT.LTD. should adopt the
various promotion schemes like discount etc.
WORLDFA EXPORT PVT.LTD. should also adopt the strategies according to the
competitors reactions
- 86 -
QUESTIONNAIRE FOR DISTRIBUTORS
YES NO
YES NO
Easily Sometimes
- 87 -
Not Available
Q.7 Which type of media you are using to provide the products to
customers?
- 88 -
Q.9 Have you ever used any type of promotion scheme?
1. Are you aware of various brands of pooja thali available in the market?
YES NO
YES NO
- 89 -
4. Is there any role of Mechanics for the replacement of pooja thali?
YES NO
Quality Price
- 90 -
BIBLIOGRAPHY
- 91 -