Preface

Preparation of Project report is of a greater importance and while the matter comes of a Student of B.B.A. field, it becomes very essential. As we know, today the era has totally changed. Practical knowledge is given more importance rather than that of theoretical concept. In third year of B.B.A., Students have to make Project Report under the subject of Marketing Research Report. The main object behind the making of such project Report is to create and develop the skill of students for research analysis. As we know that today every body wants to have its own house and it is also one of the basic needs for every human being. But due to the less purchasing power its not possible for everyone to have its own home. So, they either go for rented house or purchase house by taking home loan provided by various institutions. Home loan market is growing very rapidly in India. The factors such as Rate of interest, I.T.Benefit, Emotional and sentimental value for people of India etc. are affects a lot to the home loan market. The important thing is that government also has stressed the housing finance under the primary sectors. Government has also consider the rural area for future target market for home loan industry and also motivated N.B.F.C.(Non Banking Finance Corporation) and Banks to lend more to housing finance which is considered to be safe. The other important thing is of investment instrument. People are taking loan for investment purpose, at the same time the income level of people are growing day by day.

Acknowledgement
This project Report Requires many things. I am thankful to Saurashtra University that it has implemented such a nice practical work for the student of B.B.A. I have received a generous help from many persons in conducting this report. First and foremost, I am grateful to Mr. Niraj Pandya and all other staff members of R.P.Bhalodia Commerce and Management college-Rajkot for his masterly guidance, meticulous attention, scholarly criticisms, affectionate reprimands and perceptive suggestions without which this study would not have been possible. Words can not express my gratitude to my parents and other members of my family for all the help and encouragement, I have received from them. I thank to all my friends from the bottom of my heart for their concern & kindness. I owe a debt of gratitude to Mr. Dushyant Joshi (Area manager of Gruh Finance Ltd.), Mr. Nilesh Lodhiya (Branch in charge of Gruh Finance Ltd.-RAJKOT) and all other staff members of Gruh Fianance Ltd.-RAJKOT for his valuable suggestions & encouragement in pursuing of this work. Date: Place: Rajkot Sign: Yours Faithfully

Declaration
I undersigned Pandya Kalpesh H. A student of T.Y.B.B.A. of R.P.Bhalodiya Commerce and Management college-Rajkot, Declare that the project report is my own and has been carried out under the supervision of Mr. Niraj Pandya of R.P.Bhalodiya Commerce and Management college-Rajkot This work has not been previously submitted to any other university for any examination.

Date: Place: Rajkot

Sign of the student

Index
Sr. No. Particulars Page No.

1. Introduction to Research Report 2. About Home Finance Industries 3. Introduction to Gruh Finance Ltd. 4. Products of Gruh Finance Ltd. 5. Market Research and Marketing Research 6. Concept of Consumer Behavior 7. Metodology 8. Research Analysis 9. Marketing Analysis Based on segmentation 10. Findings and Conclusion 11. Bibliography

INTORDUCTION TO RESEARCH REPORT

The research reports includes the various aspects like object of research samples to be research, area of research in research procedure instrument of research and the ultimate result and analysis. So, it is necessary to fulfill those objects which have been decided at the time of making research. This research report is based on the topic called Gruh- Consumer Behavior. In this research report the analysis has been done by dividing the whole population in different segments. It was predetermined to give more emphasis on target market like workers and teachers. The objects were the same for all segments like.

To identify the target market for home loan products. The main target was on those persons who work in Pvt. Ltd. firms, proprietors of manufacturing units, teachers (Working with private coaching classes), government servants etc. To identify the problems of self employed individual with or without formal income proof such as I.T.Benefits.

To set the first mover advantages in segments like Government servants and teachers (Working with private coaching classes).

To find out the awareness & response of newly launched scheme i.e. Gruh Suvidha especially for people who dont have sufficient income proof. To identify the behavior of consumers on after sales service provided by Gruh. To find out the actual reason of be aware about Gruh Finance Ltd. i.e. news paper ad., friends, hording, T.V. Ad. Etc. To identify the factor which influence more to consumer while availing the loan. To find out the need of different people based on different segments.

Home loan Market

The home loan market in India has grown at a rapid and alarming Rate of over 60% to 80% over the period of the last four years. And from the reports from some of the industry experts it is evident that there is very little chance that there will be any significant decline in growth rates in the future. Therefore it becomes important at this point in time to examine the key factors that have been instrumental in triggering this high growth period. There are several reasons that can be considered as having attributed to the growth of the home loan market. On the demand side the first and the most important factors for the growth has been faster rise in incomes as compared to property prices thus making hosing more affordable. Another important factor that has contributed to the growth of the home loan market is the declining interest rate. This factor has also been instrumental in greatly reducing the cost of servicing a loan. An additional factor is that of tax benefits, which have caused a further reduction of the effective cost of borrowing both on interest as well as the capital. The lower interests rates are offered in fact sometimes even at the cost of the spread or profit margin. Another important supply factor that has been responsible for the growth of the home loan market is the fee that is charged by the financial institutions for getting a home loan. This fee has reduced dramatically over the last couple of years from over 2% of the loan amount to as low as 0.25%. In fact, some companies are known to waive off the fee entirely. Most of the housing finance companies in India have introduction several new home loan products in order to meet the needs of a wide variety of customers. Another factor contribution to the growth of the home loan market is the increasing collaboration between Housing Finance companies and builders. Such partnerships minimize service and funding related costs.

Introduction to Gruh Finance-3

Gruh Finance ltd. is a company with a highly respected percentage and its own excellent track record. Gruh Finance ltd. is a housing finance Company in-corporate in July 1980 under the Companys act 1956. Gruh Finance ltd. has been promoted by HDFC and the Aga Khan Fund for Economic Development (AKFED). Gruh has been recognized by National Housing Bank (NHB) as an eligible Housing Finance Company for refinance facility. Gruhs commercial sense is always coupled with S.R. The best example is initiative in offering loans to earthquake affected families of Gujarat at subsidized rates Gruh Continues to help the people of Kutch to rebuild their homes after the advertising the earthquake had on their lives. Gruhs mature experience has taught it to drive forward with innovation and had work keeping away from practices that will yield only short term results. Net N.P.A. to Net loan ratio is the best example which also reflects Gruhs concern for the hand earned money of its stack holders.

Apart

from

testing

new

waters

Gruh

believes

in

customization & offering product options to its customers. The initiator of tenure based pricing in India. Gruh is now ready to introduce Daily Reducing Balance. The peak of providing customized services shall be Risk-Based Pricing, where Gruh shall offer interest rates directly linked to the credit rating of the customer. Board of Directors Mr. K.M. Mistry Mr. S.M. Palia Mr. Rohit C. Mehta Mr. Prafull Anubhai Ms. Renu S. Karnad Mr. K.G. Krishnamurthy Mr. R.K. Pandey Mr. Sudhin Choksey Managing Director Chairman

Registered office Gruh, Netaji Marg, Near Mithakhali Six Roads, Ellisbridge, Ahmedabad 380 006. Phone: 97-79-26421671 to 75 Fax: 26560679.

Products of Gruh Finance Ltd.-4

Insurance products:Gruh has an arrangement with HDFC life insurance Co. (HDFC-SL) to act as a referral agent for marketing its life insurance products. Under this arrangement, gruh has been referring customers to HDFC-SL for life insurance cover under the loan cover term assurance products. HDFC-SL has also designed a special home loan protection plan on the lines of the loan cover tem assurance wherein life cover is taken on the basis of self-declaration without a medical test. This product is convenient for customers. Gruh has also tied up with the oriental insurance co. ltd. To act as the collecting agent for insurance premium for home loan customers wherein customers can take insurance cover for the property finance by Gruh.

Loan Products:Gruh has been offering products and services to suit the need of customers. Loan for purchase of a new house, extensions, renovations and old house purchases are being provided by gruh. Gruh also provides the personal loan for its existing customer. Loans are being offer at variable rates, giving customers the benefit of movement in the interest rates. Gruh continues to offer loans for purchase of non-residential properties for which the demand has been growing with the current boom experienced in the retail business. Gruh has also been actively promoting loans under the rehabilitation scheme of N.H.B. (National Housing Board) for the earth quake affected families of Gujarat. Let us see the various products regarding the loans.

A) Gruh Suraksa:This is one of the most common loans provided by the major firms in housing finance industries. This is such type of loan provided to the people who are having sufficient income proofs.

Eligibility:The income proof is the first and foremost thing required in

availing of such loans. Professionals, businessmen, officers who are paying I.T. on regular bases are able to avail such loan. Such loan is also given to government servants. To avail such loan paid salary sleep and I.T. will be needed.

Rate of Interest: - Between 7.25% to 8.5% Fee Charged: - 0.6% Considered Factors:-

Gruh takes into account factors co-applicants income, age, stability of income, savings, assets and liabilities , I.T.Return, SalarySlip,P.A.N.No.

(B)

Non-residential Property (N.R.P.) Loans:-

It is a loan offered to professionals, businessmen and corporate bodies for purchase and/or construction of non-residential properties. The maximum loan amount available under this scheme is Rs. 25 lack.

Eligibility:-

Professional, businessmen or a corporate body in business for a period not less than 3 years. Minimum average net profit for the last 3 years should be Rs. 40000 and minimum average net cash accruals of Rs.60000. it would be the applicants responsibility to ensure that the title to the property is absolutely clear and marketable and free from any encumbrances.

Rate of interest: - Between 8.75% to 10%

Fee Charged:-1.0% Considered Factors:-

With repayment capacity and subject to Gruhs norms and policies, stability of income, savings, assets and liabilities etc. taken into consideration while determining the loan amount. He or she should be in business for at least 3 yrs.

(C)

Gruh Suvidha:Gruh launched Gruh Suvidha, a new variant of the home

loan product to meet the requirement of a flexible repayment option. Under the scheme, the customers are given an option to decide the initial monthly installment of the loan and the annual step up with negative amortization. This scheme is a convenient loan option for availing home loans by the self-employed and professors or teachers.

Eligibility:This scheme is a convenient loan option for availing home

loans by the self employed and the skilled workers category and also for families in the unorganized sector. The maximum amount of such loan is Rs.10 lacks. Again, the maximum ability of income will be taken into consideration.

Rate of interest: - Between 8.75% to 10%

Fee Charged: - 0.6% Considered Factors:Unstable income (though stable income is acceptable), loan

repayment capacity, ability to pay E.M.I. (Equated Monthly Income)

(D)

Repair loan:This is of such type of loan given to professionals and self-

employed and persons for the repair of existing building or to change infrastructure of house. Such repairance includes wall-paint wash, plumbing work, tiles work, electric fitting etc. such loan is given to minimum amount of Rs. 10000 and maximum of Rs.5 lacks. Person will get some amount of repair cost decided on the basis of the capacity to pay loan amount and incurred cost on repair.

Eligibility:Any professional or businessmen or self employed person

wants to have repairing work of his/her existing residential house property can avail such loan. Amount of loan is given step by step means whichever cost incurred by person and decided by Gruh.

Rate of interest: - Between 7.75% To 9% Fee Charged: 0.6%

Considered Factors:Cost incurred on repairing of house property, income

stability, repayment capacity etc.

Note: -

Rate of interest on every type of loans is based on credit

score of an individual arrived at based on various Considered Factors

Market Research and Marketing Research-5

Research is the process of gathering, recording, and analyzing of critical and relevant facts about any problem in any branch of human activity. Market Research and Marketing Research are two different terms where market research means the systematic and intelligent investing of the who, what, where, when, why and how of actual and potential buyers. Whereas Marketing Research means a systematic gathering, receiving and analyzing the data about problems connected to market. It is usually for problem solving, usually deals with strategic planning. As we understood that market research and marketing research both are distinguished with each other. The primary and main difference is about the concept. The market research has narrow concept as it only involves the research about the market and consumer whereas marketing research is a broad concept and having a Characteristics of problem solving. Marketing Research is a systematic design, collection, analyzing, and reporting of data and findings relevant to a specific marketing situation facing the company. Marketing managers often commission formal marketing studies of specific problems and opportunities. They may request a market survey, a product preference test, a sales forecast by region, or an advertising evaluation. It is the job of the marketing researcher to produce customer insight into the problem. Small companies can hire the services of a marketing research firm or conduct research in creative and affordable ways. Such as, checking out rivals, using the internet and engaging students or professors to design and carry out projects. 15

Consumer Behavior 6

The most important thing is to forecast where customers are moving and to be in front of them.

This famous is given by Philip kotler, who is also known as Marketing Guru

Consumer behavior is the decision processes and act of people involved in buying and using product for that one needs to understand;

Why consumers make the purchases that they make?

What factors influence consumer purchases?

Today as we know that consumers are becoming more conscious

About their need and its fulfillment. They think twice before making any purchase decision. So matter whatever type of firm you are having either small or medium or big, but the understanding of how and why their customers buy is most.

16

Life would be simpler for marketing and advertising professionals if every consumer in a country or region thought about simpler lines. The differences being confined to socio-economic classification. But that is not how it is. Tow people from two different places but from the sane socio-economic category may not necessarily think the same way when it buying or not buying a products.

Consumers buying behavior is influenced by culture, Social, Personal and Psychological factors.

Cultural factor: Social factors: -

Reference group, Family, Rolls & status. Age & stage in the life cycle, Occupation & economic circumstances, life style, Personality & self-concept.

Psychological factors: -

Motivation, learning.

17

METHODOLOGY-7

(1)

Sampling Unit:The target population was divided into four segments i.e. Business Man

Govt. Servant Workers Teachers Builders (As An Opinion Leader)

Things like needs, its fulfillment and suggestions of all segments were collected for making this research success.

(A)

Sample Size:How many people should be surveyed? About 100 people from different segments i.e. Busi

-nessmen, workers, Govt. Servants, Teachers and Contractors (as Opinion Leaders) were taken as a sample size. As we know that large sample gives more reliable data but here because the population was divided in four segment such thing was made possible.

18

(B)

Sampling procedure:How should the respondents be chosen?

During my training days. We have divided the total time of training as per the requirement. It means in any concern segment. It population is high the more time was research for it. For example, the number of Workers who has been taken as one of the target customers was high rather than other segments. So, the duration of research for different segment was decided as per requirement.

(C)

Probability Sample:-

Simple random Sample: Every number of the population has an equal channel of selection.

Stratified random Sample: The population is divided into mutually exclusive groups. (Such as age groups), and random samples are drawn form each group.

Cluster (area) Sample: The Population is divided into mutually exclusive groups. (Such as city blocks), and the researches are draws a sample of the groups to interview.

19

Non Probability Sample:-

Convenience Sample:The researcher selects the most accessible population members.

Judgment Sample:The researchers select population members who are good prospects for accurate information.

Quota Sample:The researcher finds and interviews a prescribed numbers of people in each of several categories.

The research on the topic called GRUH-Consumer Behavior is done by using Non-Probability sample and under the head of Quota Sampling.

20

Research Analysis-8

Q-5.

Your Occupation: _____________ Business Man Govt. Servant Workers Contractor

Object: To know the occupation or profession of a person.

Particulars Business Man Worker Govt.Servant Teacher Total

No. of Sample 30 40 20 10

Sample in % 30% 40% 20% 10% 100%

Business Man Worker Govt. Servant Teacher

Interpretation:

Out of total sample of 100 people 30 were Business Man, Workers were 40, Govt. Servants were 20, Teachers were 40. Hence, the number of workers and Business man were more as compared to Govt. Servant & Teachers. 21

Q-6.

Could any of below Satisfy Your Need? Repair Work Purchase New House Purchase New Office Personal Finance

Object: To identify the need of prospectus consumer and on which necessity they are giving more emphasis.

Particulars Repair Work New Office New House Personal Finance Total

Option 1 2 3 4

No. of B.M. 2 8 8 12 30

In % 7 26.5 26.5 40 100%

No. of W. 4 2 20 14 40

In % 10 5 50 35 100%

No. of G. 4 4 8 4 20

In No. of % T. 20 2 20 6 40 1 20 1 100 10 %

In % 20 60 10 10 100 %

70 60 50 40 30 20 10 0 B.M W. G. T. Reapri Work Purchase New Office Purchase New House Personal Finance

22

Interpretation: Business men: The need for repair work purchase new office purchase new house personal finance is 7%, 26.5%, 26.5%, 40%, respectively. Hence, the need for P.F. is more compared to rest of other need.

Workers: The need for repair work purchase new office purchase new house personal finance is 10%, 5%, 50%, 35%, respectively. Hence, the need for P.F. is more compared to rest of other need.

Govt.Servants: The need for repair work purchase new office purchase new house personal finance is 20%, 20%, 40%, 20%, respectively. Hence, the need for P.F. is more compared to rest of other need.

Teachers: The need for repair work purchase new office purchase new house personal finance is 20%, 60%, 10%, 10%, respectively. Hence, the need for P.F. is more compared to rest of other need.

23

Q-7.

If any of above is your need, have you taken any loan for it or not? If Yes, Specify ________________

Object: To know who they have satisfied their need by taking any loan or not his/her.

Option No H.L. P.L. O.L.

No. of B.M. 18 3 9 -

In % 60 10 30 -

No. of W. 16 19 4 1

In % 40 48 10 2

No. of G. 6 6 2 6

In No. of % T. 30 6 30 1 10 3 30 -

In % 60 10 30 -

Total

30

100%

40

100%

20

100%

10

100%

24

Business Man

Workers

No H.L. P.L. O.L.

No H.L. P.L. O.L.

Interpretation: In the business segment 60% have not taken any kind of loan for any need stated early. But even though 10% and 30% have taken loan for H.L. & P.L. respectively. Govt. Servant

Interpretation: 40% says they didnt take any loan. But 48%, 10% & 2% workers have taken loan for H.L., P.L. & O.L. respectively.

Teachers

No H.L. P.L. O.L.

No H.L. P.L. O.L.

Interpretation: 30% G. servant have not taken any loan apart from Govt. loan and other 30%, 10% & 30% has taken the loan for H.L., P.L. & O.L. respectively. Note:-

Interpretation: 60% says they didnt take any loan. But 10%, 30% Teachers have taken loan for H.L. & P.L. respectively.

Here, H.L. = Home Loan, P.L. = Personal Loan, O.L. = Office Loan,

25

Q-8.

From where have you taken loan? _____________________ ICICI Gruh Finance Object: To know that from which private finance institution they have taken loan. HDFC Birla Sun life

Option ICICI HDFC Gruh Finance Birla Sun life Total

No. of B.M. 2 3 2 5 15

In % 17 25 16 42 100%

No. of W. 8 6 7 3 24

In % 33 25 29 13 100%

No. of G. 7 4 2 1 14

In No. of % T. 50 2 29 1 14 1 7 100% 4

In % 50 25 25 100%

26

Business Man

Workers

ICICI HDFC Gruh Birla

ICICI HDFC Gruh Birla

Interpretation: 17%, 25%, 16%, 42% have taken loan from ICICI, HDFC, and Gruh & Birla respectively. So, demand is for P.L. is high compare to the H.L. and Birla the first choice for them. Govt. Servants

Interpretation 33%, 25%, 29%, 13% have taken loan from ICICI, HDFC, Gruh & Birla respectively. ICICI & Gruh is first very preference for H.L. HDFC & Birla is also having a good market. Teachers

ICICI HDFC Gruh Birla

ICICI HDFC Gruh Birla

Interpretation: 50%, 29%, 14%, 7% have taken loan from ICICI, HDFC, Gruh & Birla respectively. First preference is given to ICICI & HDFC; Gruh is facing competition in this segment.

Interpretation 50%, 25%, 25% have taken loan from ICICI, HDFC, Gruh respectively. Gruh & HDFC has very sufficient interest in this segment.

27

Q-9.

If you have taken loan How was the after sales Service at Gruh? Good Excellent Poor

Object: This question is menat to that what he/she of each segment feels while documentation flexibility in payment of installment etc. Option Good Excellent Poor Total No. of B.M. 1 1 2 In % 50 50 100% No. of W. 5 2 7 In % 71 29 100% No. of G. 1 1 2 In No. of % T. 50 1 50 100% 1 In % 100 100%

28

Business Man

Workers

Good Excellent Poor

Good Excelle nt Poor

50% of business man has admired the after salesserviceand50%have told it was excellent.

Good Option was selected by 71% of workers while 29% has selected Excellent.

Govt. Servants

Teachers

Good Excellent Poor

Good Excelle nt Poor

The response to select Good and Excellent is same for both at 50%.

Most of the (i.e. 100%) teachers have admired the after sales services of Gruh as Good.

29

Q-10. Are you aware about I.T. Benefit avail by taking H.L.? Yes No

Object: It is very important to know that which factor influence more to consumer while taking loan. So, the factor of consideration can be known over here. Option Yes No Total No. of B.M. 29 1 30 In % 95 5 100% No. of W. 28 12 40 In % 70 30 100% No. of G. 18 2 20 In No. of % T. 90 9 10 1 100% 10 In % 90 10 100%

30

Business Man

Workers

Yes No

Yes No

Interpretation: 95% B.M. are aware about I.T. Benefit while 5% is not aware about it.

Interpretation: 70% B.M. are aware about I.T. Benefit while 30% is not aware about it.

Govt. Servants

Teachers

Yes No

Yes No

90% B.M. are aware about I.T. Benefit while 10% is not aware about it.

90% B.M. are aware about I.T. Benefit while 10% is not aware about it.

31

Q-11.

At the time of taking a loan which factor you consider the most? Rate of Int. Loan Condition Amt. of Loan Documentation

Procedure time for granting the loan Object: To know the awareness of person regarding I.T. benefit while taking a home loan. It is important to know the awareness because many a time people dont know about tax benefit. Therefore, after being aware about it, he/she might go for taking home loan. Option 1 2 3 4 5 Total Note:Here, R.I. = Rate of Interest A.L. = Amount of Loan L.C. = Loan Condition D. = Documentation P.T.G.= Procedure for granting the loan No. of B.M. 12 5 4 2 7 30 In % 40 16 13 7 24 100% No. of W. 4 8 3 24 1 40 In % 10 20 8 60 2 100% No. of G. 3 2 13 1 1 20 In No. of % T. 15 1 10 1 65 1 5 7 5 100% 10 In % 10 10 10 70 100%

32

Business Man

Workers

R.I. A.L. L.C. D. P.T.G.

R.I. A.L. L.C. D. P.T.G.

12%, 5%, 4%, 2%, 7% have given preference to Rate of interest, amount of loan, loan conditions, documentations, procedure for granting the loan, respectively rate of interest has given more preference rather than rest of other.

10%, 20%, 8%, 60%, 2% have given preference to Rate of interest, amount of loan, loan conditions, documentations, procedure for granting the loan, respectively rate of interest has given more preference rather than rest of other.

Govt. Servants

Teachers

R.I. A.L. L.C. D. P.T.G.

R.I. A.L. L.C. D. P.T.G.

15%, 10%, 65%, 5%, 5% have given preference to Rate of interest, amount of loan, loan conditions, documentations, procedure for granting the loan, respectively rate of interest has given more preference rather than rest of other. 33

10%, 10%, 10%, 70% have given preference to Rate of interest, amount of loan, loan conditions, documentations, procedure for granting the loan, respectively rate of interest has given more preference rather than rest of other.

Q-12. Are you aware about Gruh Finance? Yes Object: To know the awareness of Gruh Finance Ltd. in each of the segments. Option Yes No Total No. of In No. of In No. of In No. of In B.M. % W. % G. % T. % 20 67 20 50 12 60 6 60 10 33 20 50 8 40 4 40 30 100% 40 100% 20 100% 10 100% No

34

Business Man

Workers

Yes No

Yes No

67% are aware about Gruh Finance Ltd. while 33% are not aware about it.

50% are aware about Gruh Finance Ltd. while 50% are not aware about it. Awareness & unawareness of Gruh is in same i.e. 50%, 50% proportion.

Govt. Servants

Teachers

Yes No

Yes No

60% are aware about Gruh Finance Ltd. while 40% are not aware about it. Awareness & unawareness of Gruh is in same i.e. 60%, 40% proportion.

60% are aware about Gruh Finance Ltd. while 40% are not aware about it. Awareness & unawareness of Gruh is in same i.e. 60%, 40% proportion.

35

Q- 13. If yes, how do you come to know about Gruh Finance Ltd. News Paper ad. Friends/Relatives/Builders Object: To know the means of awareness of Gruh Finance Ltd. in each segment. And which means of advertising work well in creating awareness. Option 1 2 3 4 Total No. of B.M. 2 8 8 2 20 In % 10 40 40 10 100% No. of W. 1 4 15 20 In % 5 20 75 100% No. of G. 2 5 4 1 12 In No. of % T. 17 1 42 4 33 1 8 100% 6 In % 17 67 16 100% Hoardings T.V. ad.

Business Man 36

Workers

N.P. Ho F/R/B T.V.

N.P. Ho F/R/B T.V.

10% B.M. get aware about Gruh from news paper ad, while 40%, 40%, 10% & B.M. come to know from Hoardings, Friends, T.V. ad, respectively. Hoardings & Friends information. Govt. Servants

Out of all worker 5%, 20%, 75% come to know about Gruh from News paper ad, Hoarding Builders respectively. T.V. ad, play 0% role of awareness over here. Teachers

N.P. Ho F/R/B T.V.

N.P. Ho F/R/B T.V.

17%, 42%, 33%, 8% of Govt. servants get aware about Gruh form (News paper ad) respectively Hoardings ad, worker well over here.

About 17%, 67%, 16% aware about Gruh form (News paper, Hoardings & Friends) Friends information plays vital role in making them aware.

Note:Here, N.P.= News paper Advertise Ho. = Hoarding F/R/B = Friends, Relatives and builders T= Teacher

37

14.

Have you ever visit Gruh Finance Ltd. Yes Object: To know the number of persons of each segment who have ever visited Gruh Finance Ltd.. Option Yes No Total No. of B.M. 13 7 20 In % 65 35 100% No. of W. 18 2 20 In % 90 10 100% No. of G. 8 4 12 In No. of % T. 67 2 33 4 100% 6 In % 33 67 100% No

38

Business Man

Workers

Yes No

Yes No

65% Businessmen have visited Gruh Finance Ltd. ,while 35% businessmen yet have not visited GruhFinanceLtd.

90%

Workers

have

visited

Gruh

Finance Ltd.,while 10% workers yet have not visited Gruh Finance Ltd.

Govt. Servant

Teachers

Yes No

Yes No

67% Govt. Servants have visited Gruh Finance Ltd.,while 33% Govt. Servants yet have not visited Gruh Finance Ltd.

33% Teachers have visited Gruh Finance Ltd.,while 67% Teachers yet have not visited Gruh Finance Ltd.

39

40

Q- 15.

If yes, how was the response of stats members of Gruh Finance Ltd.? Good Excellent Poor

Object: To know that whether he/she has got the required information or not and how was the response of staff member of Gruh while providing services to the customers. Option Good Excellent Poor Total No. of B.M. 8 3 2 13 In % 62 23 15 100% No. of W. 14 4 18 In % 78 22 100% No. of G. 5 2 1 8 In No. of % T. 63 2 25 12 100% 2 In % 100 100%

41

Business Man

Workers

Good Excellent Poor

Good Excelle nt Poor

Out of total B.M. 62% has admire Gruhs staff numbers response as Good and 23% 15% has made it to Excellent & Poor respectively.

Out of total Workers 78% has admire Gruhs staff numbers response as & Good and 22%has made it to Excellent.

Govt. Servants

Teachers

Good Excellent Poor

Good Excelle nt Poor

Out of total Govt. Servants 63% has admire Gruhs staff numbers response as Good and 25% & 12% has made it to Excellent & Poor respectively.

Out of total B.M. 100% has admired Gruhs staff numbers response.

42

Q- 16.

Are you aware about newly launched Gruh Suvidha Scheme? Yes Object: To know the awareness of newly launched Gruh Suvidha Scheme by Gruh for person having unstable income or insufficient proof of income. It is important to ask this question because Gruh is the first mover in this segment. No

Yes No Total

No. of In No. of In No. of In No. of In B.M. % W. % G. % T. % 6 30 4 20 3 25 1 20 14 70 16 80 9 75 5 80 20 100% 20 100% 12 100% 6 100%

43

Business Man

Workers

Yes No

Yes No

Interpretation:40% B.M. are aware about Gruh Suvidha scheme, while60%doesnt know about it.

Interpretation:80% B.M. are aware about Gruh Suvidha scheme, while 20% dont know about it. Teachers

Govt. Servants

Yes No

Yes No

33% B.M. are aware about Gruh Suvidha scheme, while 67% dont know about it.

83% B.M. are aware about Gruh Suvidha scheme, while 17% dont know about it.

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Research Analysis Based on segmentation-9

(1)

Business Man:As we have discussed earlier that the research was done on Segment

Analysis based. One of the segments was of Business man (i.e. Self Occupied Persons). For this segment out of the total sample of 100 people 30 were kept for research under this segment. It we talk about this segment for business man. It is easy to avail loan if they are having the sufficient data about last three years tax returns. But again it is true that the demand fro home loan is not very sufficient as compared to personal loan. It has been found that business men are sometimes take loan to get benefit for exemption of interest of Home loan in tax paying condition.

(2)

Workers:The more number of workers were given emphasis in comparison with

other three segments. Again, the result gained by the research is very important for the firm (Gruh Finance Ltd.) because there is an increase in the demand of a Home Loan in this segment. The reason is to lack of sufficient proof to avail loan. So, it could be a target market for the Gruh Finance Ltd.. Taking the above reason into considers, the Gruh Finance Ltd. has started one scheme called Gruh Suvidha, that we have seen under the head of Gruhs Product. It is for such people who dont have the sufficient proof (Income Proof) for getting loan. So, under this scheme ability & willingness to pay is given more emphasis. Hence, we can say that this (workers) segment is very much important for Gruh because it is quite related to its newly launched scheme i.e. Gruh Suvidha.

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(3)

Govt. Employee:-

It is easy for govt. employee to get loan due to the sufficient proof and conformity to pay installment regularly. But again the amount and expected installment was decided on the bases of the other monitory expenses like installment of current loan (if any). Because we have found that the most of the Govt. employees have taken which is given by Govt. to them. So, it is more important for loan provider firm to take that amount of installment into account is very. Interest on loan given by Govt. is very high in comparison with private firm and it also takes loan time for grating the loan. So it is beneficial for Govt. employee if we consider the time factor & rate of interest. But again it is easy to avail loan from Govt. because it is provided by Govt. on equal bases.

(4)

Teachers:Like the workers segment, the aim behind the given more

emphasis on this segment was to find out the awareness & behavior on the newly launched Gruh Suvidha Scheme. Again it is difficult for teachers or professors to avail personal or home loan. The reason is of insufficient proof of income. As we know that the workers are gets at least fixed salary or wages as work compensation. But if we talk about teacher or professor they might have permanent job or not. So the teachers who are taking periods or lecturer at different-different classes or schools or college and get the same amt. as a compensation they dont have sufficient income proof. So, it is very much difficult for them % get loan easily. So, the reason for not getting loan is lake of permanent income. Because they dont know when this income will get stop.

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FINDINGS AND CONCLUSION-10

It is essential for any research to make. Findings in relation with the objects set at the time of starting the research. The following findings are concluded at the end of the research and the further analysis has been done on the basis of such findings like

The need for the home loan is found out more in the workers and government segments as compared to teacher and business man segment there is a need for personal and office loan in the business & education respectively. The awareness of Gruh Suvidha Scheme has very less response. So, the more promotional activities are left to be done particularly for this product.

Hoardings of the company (Gruh Finance Ltd.) & Friends plays vital roll in creating awareness of Gruh.

The after sales service provided by Gruh Finance Ltd. is very much competitive compare to ICICI, HDFC, and BIRLA. We can say that the service provided by this company is well established. The influence of friends, relatives and builders were found more while availing the loan.

The reason for not wanted to have home loan is different in various segments.

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 Business Man: Insufficient amount of I.T. Returns compare to turnover of industries. Workers: Teachers: Government: Insufficient income proof for stable income. The demand is more for office loan as compare to Housing Loan. The loan already given by Government and the amount of that installment is cut it off while calculating the amount of loan.

After the data have been analyzed and the findings have drawn the researcher now will have to present the analysis and conclusion to the top management. The reporting has to be done in a clear manner so that the chances of misunderstanding and misinterpretation can be minimized. The research based on the segment has successfully revealed those results for which it has been conducted. The conclusion can be made that the strategy for segment wise analysis has provide very crucial help in making this research object oriented. The research was done with all planning to get maximum result out of a target market right from its initial stage to the end. The result which came from research will be very helpful to the company in making next strategy and identifying the home loan market.

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Questionnaire
Gruh Finance Ltd. Prmukh Swami Arcade, B Wing 2nd floor, Malaviya Chowk Gondal Road, Rajkot- 360 001. Ph: (0281) 2231841, 2242360. Fax: (0281) 2223916

1. 2.

Name:Address:-

________________________________ ________________________________ ________________________________ ________________________________

3. 4. 5.

Contact No.:- ____________ E-mail Id:- ________________ Male/ Female:_____________

Your Occupation:- ___________________ Businessman Teacher Worker Contractor Govt. Servant

6.

Could any of below satisfies your need ? Repair Worker Purchase New Office Purchase Personal Finance

7.

If any of below satisfies your need, have you taken any loan for it or not ? If yes, Specify _______________________

8.

From where have you taken loan ? I.C.I.C.I. H.D.F.C. Gruh Finance Birla Sunlife

9.

If you have taken loan form ? Good Excellent Poor

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10.

At the time of taking loan which factor you consider the most ? Rate of Interest Loan Condition Amount of Loan Documentation

Procedure time for granting the loan. 11. Are you aware about I.T. Benefit avail by taking Home Loan ? Yes 12. No

Are You Aware About Gruh Finance Ltd. ? Yes No

13.

If Yes, How do you come to know about Gruh Finance Ltd. ? News Paper Ad. Hording Friends/Relatives/Contractor T.V. Advertisement

14.

Have you Ever Visited Gruh Finance Ltd. ? Yes No

15.

If yes, How was the Response of Staff Members of Gruh Finance Ltd. ? Good Excellent Poor

16.

Are You Aware about newly launched Gruh Suvidha Scheme by Gruh Finance Ltd. ? Yes No

Thank you,

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Bibliography
Websites:www.gruh.com www.theeconomictimes.com www.indianchild.com www.surveyconsole.com Books:-

Marketing Management (Eleventh edition) -by Philip Kotler Others:Annual Report of Gruh Finance Ltd. (2003-2004)

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