Customer Satisfaction on 3M Adhesive Product

Project

Strategic Launch of 3M Woodworking 20 Spray Adhesive in Indian Market

“Dissertation Submitted in the Partial Fulfilment of the Requirements for

Master of Business Administration”

Submitted By

Naveen Alexander

Enrol No: A30301911045

Internal Guide External Guide

Prof: Srivats R Sameer Manroy

Amity Global Business School

#372, Koramangala, 3rd Block

Bangalore

Masters of Business Administration

Project

Strategic Launch of 3M Woodworking 20 Spray Adhesive in Indian Market

“Dissertation Submitted in the Partial Fulfilment of the Requirements for

Master of Business Administration”

Submitted By

Naveen Alexander

Enrol No: A30301911045

Internal Guide External Guide

Prof .Srivats R Sameer Manroy

Amity Global Business School

#372, Koramangala, 3rd Block

Bangalore

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Acknowledgement

A successful and satisfactory completion of ant task is the outcome of the valuable

contribution of variable efforts, explicit or implicit.

The key for the achievement of such a difficult task lies in the hands of my professors and

mentors.

My heart full thanks to Prof Srivat R, my faculty Guide mentor for his benevolent and

expertise guidance and support which have been my great strength to initiate and complete

this project and without whom this project would never be a reality.

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Table of contentChapter no. Topic Page no.

Executive summaryChapter1 Introduction 10Chapter2 Industry and Company profile 19Chapter3 Research METHODOLOGY 36Chapter4 Data presentation and analysis 40Chapter5 Findings and Suggestion 54Chapter6 Conclusion 57

Annexure 58Daily report 62

Weekly report 66Application Guide 68

Application Guide CD 69Bibliography 70

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ILLUSTRATION

Figure no Chart Name Page No5.1 Employee status 415.2 Often use of 3M products 425.3 Reason for buying the product 435.4 Price of product 445.5 Purchase of product 455.6 Recommendation of our product 465.7 Comparison of our product 475.8 Advertisement 485.9 Ad effective in purchase decision 49

5.10 Tried the product 505.11 Reason of purchase 515.12 interest of buying the product 525.13 Reaction to the product 535.14 Purchase again 54

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EXECUTIVE SUMMARY

Towards the fulfilment of MBA program, a study was conducted on “customer

behaviour at 3M India limited”.. The main objective of this study is to study

the customer opinion on our product. As the customers satisfaction has

become an important element of the product. This project is all about how the

existing customers of 3M wood working adhesive spray how did our customers

perceive our product and whether they are satisfied with our product. This

project talks about how the people view our product and what the alterations

should we do to our product. In order to sustain in the market

3M India limited is into adhesive products with a new adhesive called as spray

adhesive, which is the first company in India to enter into market with spray

adhesive. The main advantage of this product is there is no competition. Using

spray adhesive the work of the carpenter makes easier.

The purpose of the study is creating awareness to people. The study will bring

out the extent of customer satisfaction level towards 3M wood working

adhesive spray. The study will point different problems encountered by the

customers of 3M wood working adhesive spray. The study will help the

company to take decisions for increase their sales of 3M wood working

adhesive spray. This study will know the advantages of measures to be taken

and any modifications to be done for the product.

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CHAPTER 1- INTRODUCTION

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Introduction

Consumer Behaviour may be defined as “the interplay of forces that takes place during a

consumption process, within a consumers’ self and his environment.

- This interaction takes place between three elements knowledge, affect and

behaviour;

- It continues through pre-purchase activity to the post purchase experience;

- It includes the stages of evaluating, acquiring, using and disposing of goods and

services”.

The “consumer” includes both personal consumers and business/industrial/organizational

consumers.

Consumer behaviour explains the reasons and logic that underlie purchasing decisions and

Consumption patterns; it explains the processes through which buyers make decisions.

The study includes within its purview, the interplay between cognition, affect and

Behaviour that goes on within a consumer during the consumption process: selecting, using

and disposing of goods and services.

CONCEPTUAL OVERVIEW

Consumer behaviour concept and target marketing

Learning Objectives

Explain how consumer behaviour concepts influence the development of marketing

communications strategies

Assess the information needed to identify and select target markets

Distinguish between demographic, psychographic, geographic, and behaviour

response segmentation variables

Explain the influence of relationship marketing concepts on marketing

communications strategies

Explain the concept of positioning and its role in developing marketing

communications strategies.

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Consumer Behaviour

Marketers must have access to data concerning consumers; buying habits and which kinds

of media they favour, in order to develop convincing communications programs.

Needs and Motives

Need:

Absence of something useful

Motive:

Condition prompting action to satisfy a need

“Communicating benefits and presenting the right image prompts the action to

purchase.”

Maslow’sHierarchy of Needs

Attitudes

“Favourable or unfavourable feelings about an idea or object.”

Advertising messages should coincide with the prevailing attitudes held by the

target market. Trying to alter an attitude is expensive and risky

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Self-Actualization

Esteem

Social

Safety

Physiological


Reference Groups

A group, class, or category of people to which individuals believe they belong, whether or not

they actually do.

A member of a group experiences considerable pressure to “fit in”.

Co-workers

Sports teams

Hobby clubs

Fraternal organizations

Schoolmates

Identifying and Selecting

Target Markets

“The ability of a company to target specific customers is based on the concept of market

segmentation.”

Market Segmentation - dividing a large market into smaller homogeneous markets based on

common needs or similar lifestyles.

Identifying & Selecting Market Segments

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Identify Market Segments

Select Segments with Most Potential

Position Product to Appeal to Target


Demographic Segmentation

Target markets are pursued on the basis of:

Age

Gender

Income, Occupation, Education,

Marital Status & Household Formation

Cultural Mix

Geographic Segmentation

The division of geographically expansive market into smaller geographical units

Regional language and culture

Urban / Suburban vs Rural

Four broad urban regions Geographic Segmentation

Ontario’s Golden Horseshoe

Lower Mainland of BC and southern Vancouver Island

Montreal and region

Calgary-Edmonton corridor

Direct Segmentation

Companies target customers individually.

It is now possible to design unique products and communications strategies for

current and prospective customers.

Customer relationship management (CRM)

Database management systems

Behaviour – Response Segmentation

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Dividing buyers into groups according to:

Occasion-for-use

Benefits-sought

Frequency of use

Loyalty-response

Summary of Different Segmentations

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Geographic

Region City Urban Suburban Rural

Psychographic

Lifestyle Activities Interest Opinion

Behavioural Responses

Occasion of use Benefit Sought Usage Rate Degree of loyalty

Demographic

Age Gender Occupation Material Status House hold composition


Importance of Positioning

Importance of Segmentation

“Knowing consumers intimately is key to developing successful strategies; this knowledge

provides input for a sound positioning strategy”

Market Positioning Concepts

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Target market Analysis Competitor Analysis

Positioning

Strategy

Product Price Marketing Comm.

Distribution

Positioning Strategies

Creative Strategies

Media Strategies


Positioning is the selling concept that motivates purchase

It can be a tangible benefit or an image that a company wants to instill in the minds of

customers.

It is very important that the positioning statement aptly describe a primary benefit and

an image that is important to the target market.

Positioning and Marketing Communications

Advertising can communicate the positioning strategy many different ways.

Head-On

Brand-Leadership

Product-Differentiation

Innovation

Lifestyle

Repositioning

“Changing the place a brand occupies in the customer’s mind in relation to

competitive products.”

Repositioning is considered if consumer attitudes change or if the

marketing activity of a direct competitor changes.

Nature of Consumer Behaviour

The subject deals with issues related to cognition, affect and behaviour in

consumption behaviours, against the backdrop of individual and environmental

determinants. The individual determinants pertain to an individual’s internal self and

include psychological components like personal motivation and involvement,

perception, learning and memory, attitudes, self-concept and personality, and,

decision making. The environmental determinants pertain to external influences

surrounding an individual and include sociological, anthropological and economic

components like the family, social groups, reference groups, social class, culture, sub-

culture, cross-culture, and national and regional influences.

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The subject can be studied at micro or macro levels depending upon whether it is

analysed at the individual level or at the group level.

The subject is interdisciplinary. It has borrowed heavily from psychology (the study

of the individual: individual determinants in buying behaviour), sociology (the study

of groups: group dynamics in buying behaviour), social psychology (the study of how

an individual operates in group/groups and its effects on buying behaviour),

anthropology (the influence of society on the individual: cultural and cross-cultural

issues in buying behaviour), and economics (income and purchasing power).

Consumer behaviour is dynamic and interacting in nature. The three components of

cognition, affect and behaviour of individuals alone or in groups keeps on changing;

so does the environment. There is a continuous interplay or interaction between the

three components themselves and with the environment. This impacts consumption

pattern and behaviour and it keeps on evolving and it is highly dynamic.

Consumer behaviour involves the process of exchange between the buyer and the

Seller, mutually beneficial for both.

As a field of study it is descriptive and also analytical/ interpretive. It is descriptive as

it explains consumer decision making and behaviour in the context of individual

determinants and environmental influences. It is analytical/ interpretive, as against a

backdrop of theories borrowed from psychology, sociology, social psychology,

anthropology and economics, the study analyses consumption behaviour of

individuals alone and in groups. It makes use of qualitative and quantitative tools and

techniques for research and analysis, with the objective is to understand and predict

consumption behaviour.

It is a science as well as an art. It uses both, theories borrowed from social sciences to

understand consumption behaviour, and quantitative and qualitative tools and

techniques to predict consumer behaviour.

Scope of study

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The study of consumer behaviour deals with understanding consumption patterns and

behaviour. It includes within its ambit the answers to the following:

‘What’ the consumers buy: goods and services

‘Why’ they buy it: need and want

‘When’ do they buy it: time: day, week, month, year, occasions etc.

‘Where’ they buy it: place

‘How often they buy’ it: time interval

‘How often they use’ it: frequency of use

The scope of consumer behaviour includes not only the actual buyer but also the various

roles played by him/ different individuals

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CHAPTER 2 - INDUSTRY PROFILE &COMPANY PROFILE

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INDUSTRY PROFILE

The Industrial Adhesives and Tapes Division (IATD) designs, manufactures and markets

extensive product lines within five businesses: Converter Markets and Bonding Tapes;

Specialty, Single Coated and Masking Tapes; Adhesives; Paper and Printing; and Packaging

Tapes and Equipment.

IATD offers products within these categories/areas: acrylic, epoxy, urethane, hot melt,

cyanoacrylate, aerosol adhesives and chemicals, water-based and solvent-based general liquid

adhesives, adhesive applicators and specialty sealants; a complete line of single- and double-

coated pressure sensitive tapes, including adhesive transfer tapes, masking, specialty tapes,

bundling and reinforcing, identification label materials, packaging, protective tapes and

equipment, and products for paper and printing.

IATD products are ideal for applications that need high and low temperature performance,

short and long term protection, special characteristics, weatherability, durability, high

strength, bonding, sealing, tamper indicating, identifying, box closure and sealing, bundling

and reinforcing, masking and gasketing.

The Converter Market Industry Center is dedicated to the development of products to the

converter channel. This includes identification materials including adhesive transfer tapes for

the manufacture of nameplates.

The Paper and Printing business unit provides products and services to the paper mill and

commercial printing industry.

Major Markets: Construction, general industrial, electronics, transportation, metal and metal

finishing, plastic, wood (furniture), appliances, recreational, medical device, pharmaceutical,

food and beverage, paper and printing, marine, metal finishing, aerospace and commercial

vehicle.

Distribution: Industrial distributors, retail markets and authorized converters.

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COMPANY PROFILE

3M Company (3M), incorporated in 1929, is a diversified technology company with a

presence in the industrial and transportation; health care; consumer and office; safety,

security and protection services; display and graphics, and electro and communications

businesses. 3M manages its operations in six business segments: Industrial and

Transportation; Health Care; Consumer and Office; Safety, Security and Protection Services;

Display and Graphics, and Electro and Communications. 3M products are sold through a

number of distribution channels, including directly to users and through wholesalers,

retailers, jobbers, distributors and dealers in a range of trades in a number of countries

worldwide. In April 2012, it acquired Cordierite Inc.

In February 2011, 3M (Industrial and Transportation Business) announced that it completed

its acquisition of Alpha Beta Enterprise Co. Ltd., a manufacturer of box sealing tape and

masking tape. In February 2011, 3M (Consumer and Office Business) acquired Hybrivet

Systems Inc., a provider of instant-read products to detect lead and other contaminants and

toxins. In April 2011, 3M (Electro and Communications Business) acquired AP&T Co. Ltd.

In April 2011, 3M (Display and Graphics Business) acquired Original Wraps Inc., a company

specializing in the creative business development, technology and design of personalization

platforms for vehicles and vehicle accessories. In July 2011, 3M (Industrial and

Transportation Business) acquired Advanced Chemistry & Technology Inc., a manufacturer

of polysulfide sealants for aerospace applications. In October 2011, 3M (Consumer and

Office Business) acquired the do-it-yourself and professional business of GPI Group. GPI is a

manufacturer and marketer of home improvement products such as tapes, hooks, insulation,

and floor protection products and accessories. During the year ended December 31, 2011, the

Company acquired Winterthur Technologies AG.

Industrial and Transportation Business

The Industrial and Transportation segment serves a range of markets, such as automotive

original equipment manufacturer (OEM) and automotive aftermarket (auto body shops and

retail), renewable energy, electronics, paper and packaging, food and beverage, and

appliance. Industrial and Transportation products include tapes, a variety of coated and non-

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woven abrasives, adhesives, specialty materials, filtration products, energy control products,

closure systems for personal hygiene products, acoustic systems products, and components

and products that are used in the manufacture, repair and maintenance of automotive, marine,

aircraft and specialty vehicles. Its industrial products include vinyl, polyester, foil and

specialty industrial tapes and adhesives; Scotch Masking Tape, Scotch Filament Tape and

Scotch Packaging Tape; packaging equipment; 3M VHB Bonding Tapes; conductive, low

surface energy, hot melt, spray and structural adhesives; reclosable fasteners; label materials

for durable goods; and coated, nonwoven and microstructured surface finishing and grinding

abrasives for the industrial market.

3M Purification Inc. (previously referred to as CUNO Incorporated), provides a line of

filtration products for the separation, clarification and purification of fluids and gases. Other

industrial products include fluoroelastomers for seals, tubes and gaskets in engines; and

engineering fluids. In addition, this segment provides 3M Scotchtint Window Film for

buildings; 3M Ultra Safety and Security Window Film for property and personal protection

during destructive weather conditions; closure systems for personal hygiene products, and

acoustic systems products. Its transportation products include insulation components,

including components for catalytic converters; functional and decorative graphics; abrasion-

resistant films; masking tapes; fasteners and tapes for attaching nameplates, trim, mouldings,

interior panels and carpeting; coated, nonwoven and microstructured finishing and grinding

abrasives; structural adhesives, and other specialty materials. In addition, 3M provides paint

finishing and detailing products, including a system of cleaners, dressings, polishes, waxes

and other products

.Health Care Business

The Health Care segment serves markets that include medical clinics and hospitals,

pharmaceuticals, dental and orthodontic practitioners, and health information systems.

Products and services provided to these and other markets include medical and surgical

supplies, skin health and infection prevention products, inhalation and transdermal drug

delivery systems, dental and orthodontic products (oral care), health information systems, and

food safety products. In the medical and surgical areas, 3M is a supplier of medical tapes,

dressings, wound closure products, orthopedic casting materials, electrodes and stethoscopes.

In infection prevention, 3M markets a range of surgical drapes, masks and preps, as well as

sterilization assurance equipment. Other products include drug delivery systems, such as

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metered-dose inhalers, transdermal skin patches and related components. Dental and

orthodontic products include restoratives, adhesives, finishing and polishing products,

crowns, impression materials, preventive sealants, professional tooth whiteners, prophylaxis

and orthodontic appliances. In health information systems, 3M develops and markets

computer software for hospital coding and data classification, and provides related consulting

services. 3M provides food safety products for food processors to test the microbiological

quality of food.

Consumer and Office Business

The Consumer and Office segment serves markets that include consumer retail, office retail,

home improvement, building maintenance and other markets. Products in this segment

include office supply products, stationery products, construction and home improvement

products (do-it-yourself), home care products, protective material products, certain consumer

retail personal safety products, and consumer health care products. Consumer and office

products include Scotch brand products, such as Scotch Magic Tape, Scotch Glue Stick and

Scotch Cushioned Mailer; Post-it Products, such as Post-it Flags, Post-it Note Pads, Post-it

Labeling & Cover-up Tape, and Post-it Pop-up Notes and Dispensers; construction and home

improvement products, including surface-preparation and wood-finishing materials,

Command Adhesive Products and Filtrete Filters for furnaces and air conditioners; home care

products, including Scotch-Brite Scour Pads, Scotch-Brite Scrub Sponges, Scotch-Brite

Microfiber Cloth products, O-Cel-O Sponges and Scotchgard Fabric Protectors; protective

material products; certain maintenance-free respirators; certain consumer retail personal

safety products, including safety glasses and hearing protectors; and Nexcare Adhesive

Bandages.

Safety, Security and Protection Services Business

The Safety, Security and Protection Services segment serves a range of markets for the

safety, security and productivity of workers, facilities and systems. The product offerings

include personal protection products, cleaning and protection products for commercial

establishments, safety and security products (including border and civil security solutions),

roofing granules for asphalt shingles, corrosion protection products used in the oil and gas

pipeline markets, and track and trace solutions. Cogent Inc. and Attenti Holdings S.A. Cogent

Inc. is a provider of finger, palm, face and iris biometric systems for governments, law

enforcement agencies, and commercial enterprises. Attenti Holdings S.A. is a supplier of

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remote people-monitoring technologies used for offender-monitoring applications and to

assist eldercare facilities in monitoring the safety of patients.

This segment’s products include personal protection products, such as certain reusable

respirators, personal protective equipment, head and face protection, body protection, hearing

protection and protective eyewear. In addition, this segment provides electronic surveillance

products, films that protect against counterfeiting, and reflective materials that are used on

apparel, footwear and accessories, enhancing visibility in low-light situations. 3M’s Track

and Trace Solutions business utilizes radio frequency identification (RFID) technology to

provide an array of solutions. Other products include spill-control sorbents; 3M Thinsulate

Insulation and 3M Thinsulate Lite Loft Insulation; nonwoven abrasive materials for floor

maintenance and commercial cleaning; floor matting; natural and color-coated mineral

granules for asphalt shingles, and corrosion protection products.

Display and Graphics Business

The Display and Graphics segment serves markets that include electronic display, traffic

safety and commercial graphics. This segment includes optical film solutions for liquid

crystal display (LCD) electronic displays; computer screen filters; reflective sheeting for

transportation safety; commercial graphics sheeting and systems; architectural surface and

lighting solutions; and mobile interactive solutions, including mobile display technology,

visual systems products, and computer privacy filters. The optical film business provides

films that serve numerous market segments of the electronic display industry. 3M provides

products for five market segments, including products for LCD computer monitors, LCD

televisions, hand-held devices, such as cellular phones and tablets, notebook personal

computers (PCs) and automotive displays. In traffic safety systems, 3M provides reflective

sheeting’s used on highway signs, vehicle license plates, construction work-zone devices,

trucks and other vehicles, and also provides pavement marking systems. The Company's

commercial graphics products include films, inks, digital signage systems and related

products used to produce graphics for vehicles, signs and interior surfaces. In addition, this

business includes desktop and notebook computer screen filters that address needs for light

control, privacy viewing and glare reduction.

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Electro and Communications Business

The Electro and Communications segment serves the electrical, electronics and

communications industries, including electrical utilities; electrical construction, maintenance

and repair; original equipment manufacturer (OEM) electrical and electronics; computers and

peripherals; consumer electronics; telecommunications central office, outside plant and

enterprise; as well as aerospace, military, automotive and medical markets; with products that

enable the efficient transmission of electrical power and speed the delivery of information.

Products include electronic and interconnect solutions, microinterconnect systems, high-

performance fluids, high-temperature and display tapes, telecommunications products,

electrical products, and touch screens and touch monitors.

Its electronic and electrical products include packaging and interconnection devices; high-

performance fluids used in the manufacture of computer chips, and for cooling electronics

and lubricating computer hard disk drives; high-temperature and display tapes; insulating

materials, including pressure-sensitive tapes and resins; and related items. 3M Flexible

Circuits use electronic packaging and interconnection technology, providing more

connections in less space, and are used in ink-jet printer cartridges, cell phones and electronic

devices. This segment serves the world’s telecommunications companies with a range of

products for fiber-optic and copper-based telecommunications systems for rapid deployment

in fixed and wireless networks. The 3 M Aluminum Conductor Composite Reinforced

(ACCR) electrical power cables, with an aluminium-based metal matrix at its core, increases

transmission capacity for existing power lines. The touch systems business includes touch

screens and touch monitors.

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3M Wood working

Agency brief

What is 3M wood utility business?

A business that provides tapes, adhesives and abrasive products to the target market that are applied either on wall or wood ,consequently fulfilling customer needs and creating value for stakeholders

Who is the target market?

What is the competitive advantage of 3M wood utility business?

• Unique range of products that are involved in wall & wood working process from beginning to the end e.g. in case of bonding alaminate to plywood, carpenter uses 3M synthetic resin adhesive to bond the laminate to plywood surface and finally puts 3Mmasking tape to hold the surface till the bonding is complete.

• An international product portfolio in abrasives, tapes and adhesives that can be leveraged in India to upgrade the market to newer products that can make life easier.

What is the value proposition that 3M wood utility business offers?

To the end users and consumers – 3M wood utility business offers high quality and innovative products for wall and wood working that makes their life easy

How is ‘life made easy’ for the end user and consumer?

Life made easy for painters and polishers through

• Sheet goods – 230U & P518 – better surface preparation products for superior wall & wood finishes

• 3M masking tapes – tapes for surface protection and superior two tone painting job

Life made easy for carpenters through

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• 3M synthetic resin adhesive – fast drying adhesive for wood working solutions

• 3M masking tapes – guaranteed length and no adhesive transfer tape that go into holding substrates together postapplication of adhesive

• 3M fiber discs – Fiber discs that offer better cut rate and usage life

• 3M mirror mount tape – tapes to adhere mirrors to wall or wood surface quickly and most conveniently Life made easy for furniture units through

• Single business window that caters to all wood working needs of furniture units i.e. from fiber discs to adhesives to masking tapes

• Upgrades to better products that make the wood working process efficient than before

What does ‘life made easy’ proposition does to 3M?

• ‘Life made easy’ strongly reflects our business vision and our brand promise

• Establishes 3M’s connect with consumers and end users through an easily understandable statement

• Strong positions 3M in the mind of the influencer, end user and consumer as a wall and wood working solutions provider that makes life - problem free and easy

What is the objective to appoint an agency for 3M wood utility business?

Following are the respective objectives for the appointment of the agency:

• Marketing communication design – Ideation & conceptualization

§ To bring in fresh ideas that relate to the brand and its communication to the consumers, end users and channel partners

§ To conceptualize the ideas into an on ground activity or program that delivers the respective business goal

• Marketing operations – Planning of the activity and on ground execution

§ Comprehensive planning of the activity or program along with set timelines of execution and responsibility heads

§ Execution of the activity or program in line with the plan

• Evaluation of the marketing activity – Post execution, evaluation of the marketing activity or program through extensive e-consumer, end user or channel feedback

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What kind of agency are we looking for?

We are looking for an integrated marketing communications agency that provides us with a single window solution for all marketing activities. The marketing activities will include ideation, conceptualization, execution and final evaluation of the marketingactivity in line with our business goals. (Details of activities for 2010 mentioned in the scope of work)

What are our current objectives vis-à-vis 2010?

As far as our current activities are concerned, we have the following short term goals that fall in line with our marketing objectives

• There is a list of activities planned for 2010 that need to be executed by October end, 2010. The execution of these activities is quite critical to the business and hence needs a faster turn around time for respective execution.

• There is a list of parallel activities that will be part of the marketing communications agency which includes –

§ Improvements in the current ‘Life made easy’ logo along with clearly defined plan to incorporate the same with mother logo ‘3M’

§ Improvements in current ‘ Easy bhai’ logo along with the plan to incorporate the same to all communication

What is the scope of work of marketing communications agency?

3M wood utility business has listed set of activities for 2010, for which we need execution by September 15, 2010. Following is the list of elements that needs action from respective marketing communication agency:

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LIST OF ELEMENTS

(Product display stands – tentative size - 2ft by 1ft by 5ft – length by breadth by height with three shelves to keep 1kg, 5kg and 10kg pack of 3M synthetic resin adhesive)

(Stationery - Set of 150-200 visiting cards, 200 letter heads & 200 envelopes)

(Shop signage – tentative size – 6ft by 3ft – glow sign boards)

(Easy bhai sammelan collaterals - two banners with eyelids – 8 ft by 4ft, registration table branding (sun board) – 1.5ft by 1 ft, standees (1) – 6 ft by 2.5 ft)

(Product posters – tentative size – A3)

(Season novelty - Novelty for furniture unit manufacturer owners e.g. set of wallet/Satya Paul ties etc.)

The scope of work for the marketing agency will include:

• Creative design for the entire merchandise elements

o Logo design

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o Element design template Communication design for elements, wherever necessary

• Procurement of the merchandise elements.

• Production of specific elements like display stands, signage etc. based on approved design /template

• On ground execution/installation of any signage, stands at various retail outlets across India (specifically north, west and south region)

• Pre and post execution, marketing activity evaluation through set of retailers across India

1. The agency is required to present the concept presentation detailing on various design options (2-3) for each element

based on discussion with 3M wood utility business team.

2. In case of merchandise, the agency needs to show at least three different samples of each merchandise element.

3. Along with that, it needs to submit tentative quotation for the entire program including agency fees and all taxes as applicable.

Evaluation of marketing communications agency:

The evaluation of the marketing communications agency shall be based on the following parameters:

• Minimum annual business turnover for the agency - Rs10 crores

• Credentials presentation (USP, past experience on marketing communication)

• Existing clientele (FMCG, automobile, Paints industry etc.)

•Concept presentation

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Corporate Responsibility

Corporate responsibility is now high on national and international agendas. Yet 3M has long

held the belief that reputation depends not solely on our financial performance but also on the

way we run our business. In 1975, 3M was one of the first major manufacturing companies

actively to address environmental issues and, as with our drive for innovation, we involved

employees through our benchmark program Pollution Prevention Pays.

We believe we have a sound record of achievement in corporate responsibility but

continually strive to improve our performance and address the on-going challenges and

opportunities. We are committed to sustainable development through a proactive approach to

environmental protection, social responsibility and strong economic progress.

Vision

3M's commitment is to actively contribute to sustainable development through environmental

protection, social responsibility and economic progress. To us, that means meeting the needs

of society today, while respecting the ability of future generations to meet their needs.

Everything we do is underpinned by our corporate values and our day-to-day actions are

guided by our Business Conduct Policies.

Sustainability Strategic Principles

3M's strategies for sustainability encompass the pursuit of customer satisfaction and

commercial success within a framework of environmental, social and economic values.

Economic Success: Build lasting customer relationships by developing differentiated,

practical and ingenious solutions to their sustainability challenges.

Environmental Stewardship: Provide practical and effective solutions and products to address

environmental challenges for ourselves and our customers.

Social Responsibility: Engage key stakeholders in dialogue and take action to improve 3M’s

sustainability performance.

3M India's initiatives towards Environment and Social Responsibility

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3M India has 4 Manufacturing Plants in operation in India. All these plants are certified ISO

14001: 2004 for its Environmental Management System. The initiative of obtaining this

certification is purely based on 3M's Environmental Policy.

At 3M, prior to launching any new product, the product is taken through a process called

Life Cycle Management (LCM) which addresses the Safety, Hazard & Environmental

aspects of products from concept stage upto the disposal of the product after its usage by the

end consumer. LCM is a commitment on our part to protect our environment for the benefit

of the communities we live and operate in. Further, each of our plants has in place a Stake

Holder Engagement Plan to ensure that concerns / views of interested parties like

employees, society, customers are taken care of from the point of view of environmental

protection .

As part of our normal due diligence during the purchase or sale of any piece of Land / Plant

in India, we engage a third party environmental consultancy service to conduct Phase 1 &

Phase 2 environmental due diligence, wherein soil samples are tested to meet ASTME

Standards (Global Standard for Soil Testing). We are one of the few companies in India

which follows ASTME Standards for Environmental Due Diligence

Each year, on World Environment Day, we contribute to this global effort with activities

such as planting of tree saplings and promoting environmental protection awareness

amongst our plant employees through an exhibition van sent by the State Pollution Control

Board. To observe National Safety Day, we celebrate the entire month as Safety Health

Environment Month at all our manufacturing facilities. Our main objective is to promote

safety, health and environment protection to our employees, their families and our local

communities.

3P (Pollution Prevention Pays) is our way to engage employees to work for Green Projects

like Recycling, Reuse, Reduce Recover. Employees who come up with innovative 3P

Projects, aimed at protecting the environment, are recognized by the 3M India Leadership on

a quarterly basis. 3M, globally, has in place a robust Environmental Health Safety (EHS)

policy which has objectives related to environmental protection and to providing safer work

places at all our plant locations.

At our upcoming manufacturing facility at Pune, a substantial investment has been made

towards installing a Thermal Oxidizer to burn organic vapors at the highest standard thereby

32 | P a g e


ensuring that there is no pollution to the ambient environment. As part of our commitment to

resource conservation, we have our own Sewage Treatment Plant and follow the pollution

control board norms to reuse water for gardening purposes and other miscellaneous needs. In

2007, we invested substantial funds to revamp the Sewage Treatment Plant at our Bangalore

plant.

Under the 3M Restriction of Hazardous Substance Policy (3M-RoHS), a global

environmental initiative on Environmental and Health Protection, we recently made

investments to purchase lead free soldering equipment to support a lead free working

environment which protects both our employee and the environment.

In addition, we have a number of employee welfare activities for plant employees like

educational scholarships for children, emergency loans and the like. On an annual basis,

office-based employees collect books, clothes, blankets and such other items and donate

them to charities. In addition, 3M Clubs (a company sponsored, employee run club to

promote social interaction amongst employees) present in all the major cities in India often

take on projects that are of service to the under-served in our community.

Careers

3M's success is delivered day in and day out by its people. For more than a hundred years the

ideas and determination of talented individuals have ensured continuous growth so that today

we are a $30 billion global business with about 84,000 employees.

Why not join us? We are an open and exciting company where every person has the chance

to use their energy, creativity and skills to make a real contribution. Working at the leading

edge of innovation means people are stretched constantly and are focused on delivery of

individual and team targets. The reward for you is a challenging, stimulating career with a

range of opportunities across seven diverse businesses - and ongoing structured development

means you will grow, develop and discover new horizons. Our success will become your

success.

33 | P a g e


Leadership Development

People who join 3M and demonstrate leadership capability have access to a structured

curriculum of leadership development programmes. One example being our global, intensive

three-week Accelerated Leadership Development programme. We also have specific

functional programmes, such as the Marketing Leadership Development programme. In India

we run a Leadership Development Programme specifically for high potential managers in

conjunction with DFS Consulting.

Performance Management

We believe people should understand how their contribution adds value to the business.

Therefore every individual has clear objectives, linked to team and business objectives. These

are reviewed at least every year. In addition, the Employee Contribution and Development

Process (EC&DP) is a process for measuring and shaping individual contribution and

development. We also gather feedback through surveys from employees to ensure the

EC&DP is working and that people have written personal objectives in place.

Two-way Communication

We actively promote two-way communication between employees and the company in a

number of ways, including through employee forums. One issue that has been raised through

this process is work/life balance and we are addressing this with positive action, for example

through counselling and training in stress management and flexible work timings.

If facing new challenges excites you, if you want to work for a company that is more than a

100 years old and be part of a family that takes care of you, then 3M is the place for you.

Visit our Careers section for more information on the opportunities we have to offer and the

work culture at 3M India.

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CHAPTER 3 - RESEARCH METHODOLOGIES

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RESEARCH METHODOLOGY

Objectives

To study the consumer behaviour of the 3M wood working 20 spray adhesive

How does the consumer respond to the product

To find out the defect of the product

To find out the after sales response of the product

Research Approach

The research worker contacted the respondents personally with well- prepared

sequentially arranged questions. The questionnaire is prepared on the basis of objectives of

the study. Direct contract is used for survey, i.e., contacting employees directly in order to

collect data.

Sample size

The study sample constitutes 50 respondents constituting in the research area.

Sampling Area

The study is conducted in Bangalore at Wholesalers shops and Retails outlet from the

customers of 3M woodworking20adhesive spray

Sampling Design

The researcher has used probability sampling in which stratified random sampling is

used.

Collection of Data

Most of the data collected by the researcher is primary data through personal

interview, where the researcher and the respondent operate face – to – face.

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Research Instrument

The researcher has used a structured questionnaire as a research instrument tool which

consists of open ended questions, multiple choice and dichotomous questions in order to get

data. Thus, Questionnaire is the data collection instrument used in the study. All the questions

in the questionnaire are organized in such a way that elicit all the relevant information that is

needed for the study

Statistical Tools

The statistical tools used for analysing the data collected are percentage method, bar

chart and pie chart.

Analysis of Data

The data are collected through survey and books, reports, and internet etc., the survey

conducted among the consumers of 3M woodworking 20 Adhesive spray. The data collected

by the researcher are tabulated and analysed in such a way to make interpretations.

Various steps, which are required to fulfil the purpose, i.e., editing, coding, and

tabulating. Editing refers to separate, correct and modify the collected data. Coding refers to

assigning number or other symbols to each answer for placing them in categories to prepare

data for tabulation refers to bring together the similar data in rows and columns and totalling

them in an accurate and meaningful manner The collected data are analysed and interrupted

using statistical tools and techniques.

Limitations of the study

The survey is subjected to the bias and prejudices of the respondents. Hence 100%

accuracy can’t be assured.

The researcher was carried out in a short span of time, where in the researcher could

not widen the study.

The study could not be generalized due to the fact that researcher adapted personal

interview method

37 | P a g e


Statement of Problem

The need of study is to analyse the customer behaviour of 3M wood working 20 spray

adhesive. It gives clear cut information about decision making of the 3M wood working

20 spray adhesive .

The market research study help in to understand the current market and the public

attitude, perception towards the company Market research serves a single purpose which

assist the management in making better decision and help them in recognizing and

reacting to the market opportunities and problem.

Chapter Scheme

Chapter 1: Introduction

Chapter 2: Industry profile & company Profile

Chapter 3: Research Methodology

Chapter 4: Data Presentation, Analysis and Finding

Chapter 5: Summary of Findings

Chapter 6: Recommendation

Chapter7: Conclusion

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CHAPTER 5 - DATA PRESENTATION, ANALYSIS AND FINDINGS

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DATA PRESENTATION, ANALYSIS AND FINDINGS

5.1 What is your employment status?

So.no Particulars Total Percentage1 Architects 6 12%2 Engineer 2 4%3 Contractor 15 30%4 Carpenter 27 54%

50

Architects Engeneers Contractor Carpentor

0

5

10

15

20

25

30

Employement Status

Total

Interpretation

From this following chart it is understood that most of the customer that come is carpenters coming into the retail shop or wholesaler is i.e. 54%, contractors 30%,,engineer 4% and architects 12%.

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5.2 How often do you use 3M product/service?

So.no Particular Total Percentage

1 Once per week or more 2 4%

2 2 to 3 times per month 4 8%

3 Once per month 25 50%

4 Less than once per month 19 38%

50

4%8%

50%

38%

Offen use of 3M Poduct/Service

Once per week or more 2 to 3 times per month Once per month Less than once per month

Interpretation

Most of the consumer have responded that it depends according to the work that they r going 2 do it might be once or according to the work to complete.

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5.2 What would be your main reason for buying the product?


1 Quality 26 52%

2 Quantity 3 6%

3 Brand 5 10%

4 Price 0 0%

5 Work done faster 16 32%

50

Quality Quantity Brand Price Work done faster

0

5

10

15

20

25

30

Reason for buying the product

Particular

Tota

l

Interpretation

From the above chart we can understand that the customers have liked the quality of the product that is the main reason that they would like to buy the product and compared to other product the work can be done faster. But the price of the product is high that why most of the customers don’t prefer to buy the product .

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5.4 Based on the description, what price would you expect to pay for the service? Please record one number

So.no Particular TotalPercentage

1 610 2 4

2 500 14 28

3 450 20 40

4 300 14 28

50

4%

28%

40%

28%

Price of the product

610 500 450 300

Interpretation

Most of the consumer would not like to increase their expense thought they like the product all want it at a lower rate.

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5.5 If you wanted to buy/have this new service, which purchase method would you most prefer?

SO.no Particular TotalPercentage

1 Calling and ordering by telephone 30 20

2 Ordering through the mail 10 60

3 Going to the company/place of business/wholesale store 10 20

50

0102030

Purchare of product

Series1

Interpretation

Most of the consumers would like save their time so that they can do their work fast by not wasting time .once the consumer become the regular customers of the retail shop or wholesaler then it wil become easy 2 make a good relationship with the wholesaler.

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5.6 Would you recommend our product/service to contacts within your industry?

S.no Particular TotalPercentage

1 Definitely 30 60

2 Probably 10 20

3 Not sure 1 2

4 Probably not 9 18

Definitely not 0 0

50

Definitely60%

Probably20%

Not sure2%

Probably not18%

Recomand our Poduct

Interpretation

Most of the consumer would recommends the product .but some of the consumers would not because of the price of the product is too high.

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5.7 Thinking of similar products/services offered by other companies, how would you compare our product/service offered to them?


1 Much better 40 80

2 Somewhat better 7 14

3 About the same 3 6

4 Somewhat worse 0 0

5 Don’t know 0 0

50

Much better Somewhat better

About the same

Somewhat worse

Don’t know0

5

10

15

20

25

30

35

40

Comparison of other Product

Interpretation

The consumer have liked the product than the other because they can do there work fast some saying that the product is the same .

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5.8 Have you ever seen the brand name in advertisement?


1 Yes 10 202 No 40 80

50

20%

80%

AdvertisementYes No

Interpretation

Most os the customer have not seen the brand at advertisement only 20% have knowledge about the company and the product .

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5.9 Does Advertisement made any effect on your purchasing decision of brand?


1 Yes 27 54

2 No 21 42

3 Can't say 2 4

50

Yes No Can't say0

5

10

15

20

25

30

Advertisement Effect in Purchase Decission

Interpretation

Yes most of the consumers had no knowledge about the product when they understood how and what is the product used they got attracted to the product/brand.

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5.10 Have you ever tested or tried this product?

S.no Particular Total Percentage1 Yes 3 542 No 47 42

50 4

6%

94%

Tried the Product

YesNo

Interpretation

As this is a new product most of the consumers were not aware of the product how it is use n what all can be done in by using this product.

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5.11. Your preference for product purchase is usually at

S.no Particular Total Percentage

1 Price of the product 0 0

2 Quality of the product 26 52

3 Brand name of the product 24 48

4 Availability of any brand / any product 0 0

You prefer to go with this brand due to 0 0

50

Price of the product

Quality of the product

Brand name of the product

Availability of any brand / any product

You prefer to go with this

brand due to

0

5

10

15

20

25

30

Series1; 0

Reson for Purchase

Axis Title

Interpretation

Most of the consumers will buy the product because of it Quality the way the product can be used in various application and the bonding can be done fast .but since the price is high only a few who can afford the product will buy it .

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5.12 Overall, how interested are you in buying this service?

S.no Particular Total Percentage

1 Not at all interested 10 20

2 Not very interested 3 6

3 Neither interested nor uninterested 7 14

4 Somewhat interested 10 20

5 Extremely interested 20 40

50

20%

6%

14%

20%

40%

Intrest of buying the product

Not at all interested Not very interested Neither interested nor uninterested Somewhat interested Extremely interested

Interpretation

Some of the customers who know how is the product and what all can be done by the product will by but some of the consumer will not buy the product because of it high price and their own principals.

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5.13 Overall, what is your reaction to the described product?


1 Poor 4 8

2 Fair 0 0

3 Good 7 14

4 Very Good 12 24

Excellent 27 54

50

Poor Fair Good Very Good Excellent0

5

10

15

20

25

30

Reaction to the described product

Axis Title

Axis Title

Interpretation

The need of the consumer is 2 strict wood and to get there work done fast in this graph it shows that the consumer is satisfied with the product and its ways of using the product, buy some customer is not because of the price and the application cannot be used in all the material.

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5.14 Would you purchase our product/service again?


1 Definitely 17 34

2 Probably 22 44

3 Not sure 2 4

4 Probably not 3 6

Definitely not 6 12

50

34%

44%

4%

6%

12%

Purchase again

Definitely Probably Not sure Probably not Definitely not

Interpretation

Most of the customer save the cost so only those who fine the product is affordable they will buy it .Majority of the consumers are impressed with the product.

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CHAPTER: 6 SUGGESTION AND FINDINGS

54 | P a g e


FINDINGS

The customer that comes is carpenters coming into the retail shop or wholesaler are i.e. 54%, contractors 30%, engineer 4% and architects 12%.

Most of the consumer have responded that it depends according to the work that they r going 2 do it might be once or according to the work to complete.

The customers have liked the quality of the product that is the main reason that they would like to buy the product and compared to other product the work can be done faster. But the price of the product is high that why most of the customers don’t prefer to buy the product .

The consumer would not like to increase their expense thought they like the product all want it at a lower rate.

Most of the consumers would like save their time so that they can do their work fast by not wasting time .once the consumer become the regular customers of the retail shop or wholesaler then it will become easy 2 make a good relationship with the wholesaler.

Most of the consumer would recommends the product .but some of the consumers would not because of the price of the product is too high

The consumer have liked the product than the other because they can do their work fast some saying that the product is the same.

Most of the customer has not seen the brand at advertisement only 20% have knowledge about the company and the product.

Most of the consumers had no knowledge about the product when they understood how and what is the product used they got attracted to the product/brand.

This is a new product most of of the consumers were not aware of the product how it is use n what all can be done in by using this product.

The consumers will buy the product because of it Quality the way the product can be used in various application and the bonding can be done fast .but since the price is high only a few who can afford the product will buy it .

The customers who know how is the product and what all can be done by the product will by but some of the consumer will not buy the product because of it high price and their own principals.

The consumer is 2 strict wood and to get there work done fast in this graph it shows that the consumer is satisfied with the product and its ways of using the product, buy some customer is not because of the price and the application cannot be used in all the material.

The customer save the cost so only those who fine the product is affordable they will buy it .Majority of the consumers are impressed with the product.

55 | P a g e


SUGGESTION

The company should provide sample to the consumer so that they can test the product and know how good it is.

They should provide all the stores with stock They should give advertisement for the product The should provide with relevant information to the consumer

56 | P a g e


CONCLUSION 3M is a very successful and well reputed company in the Industrial and Transportation

Business, Health Care Business, Consumer and Office Business, Safety, Security and

Protection Services Business, Display and Graphics Business, Electro and

Communications Business the customers of 3M are mostly satisfied with the Product

provided by them. Though there is some dissatisfaction in areas like Price of the product,

Application cannot be used in all the woods and it will take more than the time given for

bonding.. Provide ad for the product and Provide proper information to the employees,. 3M is

a pioneer in its fields and keeps its employees motivated and satisfied, I see a bright and

successful future for this company.

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ANNEXURE

QUESTIONNAIRE

Please take a few moments to complete our product satisfaction survey. Your responses will

help us to address any issues that you may have as well as to better target our products and

Services to meet your needs. You responses will be kept confidential.

This survey will take approximately 5 minutes to complete.

Name:

Age:

Gender:

1. What is your employment status?

a) Interior Designer

b) Engineer

c) Carpenter

d) Contractor

e) Other

6 How often do you use 3M product/service?

a. Once per week or more b. 2 to 3 times per monthc. Once per month d. Less than once per month

3. What would be your main reason for buying the product?

a. Quality

b. Quantity

c. Brand

d. Price

e. Work done faster

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4. Based on the description, what price would you expect to pay for the service? Please record one number

a) 610b) 500c) 450d) 300

5. If you wanted to buy/have this new service, which purchase method would you most prefer?

a. Calling and ordering by telephoneb. Ordering through the mailc. Going to the company/place of business/wholesale store d. Using the Internet

6. Would you recommend our product/service to contacts within your industry?

a. Definitelyb. Probablyc. Not sured. Probably note. Definitely not

7. Thinking of similar products/services offered by other companies, how would you compare our product/service offered to them?

a. Much betterb. Somewhat betterc. About the samed. Somewhat worsee. Don’t know

59 | P a g e


8. Have you ever seen the brand name in advertisement?

a) Yesb) No

9. How would you ratify the commercials on the factor of Script of Ad?

a) Excellentb) Goodc) Can’t Sayd) Not so goode) Not have any effect

10. Does Advertisement made any effect on your purchasing decision of brand?

a) Yesb) Noc) Can't say

11. Have you ever tested or tried this product?

a) Yesb) No

12. Your preference for product purchase is usually at

a) Price of the productb) Quality of the productc) Brand name of the productd) Availability of any brand / any producte) You prefer to go with this brand due to

13. Overall, how interested are you in buying this service?

a) Not at all interestedb) Not very interestedc) Neither interested nor uninterestedd) Somewhat interestede) Extremely interested

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14. Overall, what is your reaction to the described product?

a. Poorb. Fairc. Goodd. Very Goode. Excellent

15. How often do you use products from this [Service Category]?

a. Every day b. Once a week c. Once a monthd. Two-three times a yeare. Once a yearf. Less ofteng. Never used

16. Would you purchase our product/service again?

a. Definitelyb. Probablyc. Not sured. Probably note. Definitely not

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DAILY REPORT

Balaji Plywood 1 9341226358 NILL Ravi Kiran Yes No

2Ramja Warny(S.R Furnitures) 9731066884 NILL NILL Yes No

3 Sri Karth.R(Wood India) 9845244474 NILL NILL Yes No

4Shaif(Bangalore Plywood) 9449520000 NILL NILL Yes No

Nataraj Timber 1 7760883009 NILLViswanath RC Yes No

Metro Plywood&Veneers 1

Sharif(Bangalore Plywood) 9449520000 NILL NILL Yes Yes

Mysore Glass & Plywood NILL NILL NILL NILL NILL

NILL

NILL

Hanuman Timbers 1 Jaganath 9880240712 NILL Yes No

2 Lalith 9980049810

Back of modio hospital (Sangivni) NILL Yes No

Sree Balaji Plywood 1 Rakash Kumar 9845244004 NILL NILL Yes No

2 9901738100 NILL Rakash Yes No3 Raju Sharma 9738881868 NILL NILL Yes No4 Muruther 9845261627 NILL NILL Yes No

5G.Radhakrishan(Wood tech) 9341916241 NILL NILL Yes No

6 Lalu Ram Sulhar 9845947326 NILL NILL Yes No

Pushpak 1 Lal 9590299906 NILL NILL Yes No

Sri Ram Hardwre and Plywood 1 Rajhavan 9845567388 NILL NILL Yes No

2 Ram Mohan(Builder) 9980035943 NILL NILL Yes No

Sir Vengateshwara Tanders NILL NILL NILL NILL NILL

NILL

NILL

Bashankankari 1 Arumugam 9480334663 NILL NILL Yes No

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2 080-32216471 NILL Ranjith Yes No

Gandhi Glass & Plylam 1 Syed Mukthayr 9611337287 NILL NILL Yes No

2 080-23345109 Sudhir Yes No

3 9845720943 NILL

KR Pandurayanth Yes No

Mahaveer Hardware Kitchen Bathroom ace 1 Pavan

9964116812 , 9590377513 NILL NILL Yes No

2 SA Sreedhar 9845896219 NILL NILL Yes No

Sree Shyam Enterprices 1 Shanmughum 9845647415 NILL NILL Yes No

2 Chandha Shakhar 9538365854 NILL NILL Yes No3 Srinivas 9844082950 NILL NILL Yes No4 Vijay 7204915630 NILL NILL Yes No5 Suash 9448550354 NILL NILL Yes No6 Ravi 9448035467 NILL NILL Yes No7 Gomu 9845130549 NILL NILL Yes No

Balaji Plywood 1 Chandrupa 8095479237 NILL NILL Yes No

2V B Nagareddy(Contractor) 9341246903 NILL NILL Yes No

Sri Vinyaka 1 Ganash 9449301169 NILL NILL Yes No2 Babu 9986256715 NILL NILL Yes No3 Chandra Shekhar 9243023656 NILL NILL Yes No4 Bhuvanesh 9980831477 NILL NILL Yes No5 Thinuash 9845062157 NILL NILL Yes No6 Malash 8710088254 NILL NILL Yes No7 Paramashivam 9845628816 NILL NILL Yes No8 Mahadev 9481427845 NILL NILL Yes No9 Venkitash 9035813161 NILL NILL Yes No

10 Malika Arjun Badigar 9986527003 NILL NILL Yes No11 Navrathan 7795383438 NILL NILL Yes No

12

Manivannan(Senior Sales Executive of SONEAR PLY) 9845988697 NILL NILL Yes No

Shival Hardware & Plywood 1 Babu 9845320709 NILL NILL Yes No

Silicon Durga Sales 1 Rathnakar 9844995177 NILL NILL Yes No

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2 Mahash 9731127346 NILL NILL Yes No3 Ajay 9880577562 NILL NILL Yes No4 Santhosh Sharma 9034704375 NILL NILL Yes No

Swarna Plywood & Glass 1 Thirumal 9980817959 NILL NILL Yes No

2 R K Sharma 9686789138 NILL NILL Yes No

3Arun Kumar(M N constuuction) 9880400613 NILL NILL Yes No

4 Makash 9538416280 NILL NILL Yes No5 Anil Kumar 9880919080 NILL NILL No No6 Sunil 9886451276 NILL NILL No No7 Dharmandher 9972223427 NILL NILL No No8 Khetharam 9845294895 NILL NILL Yes No9 Govindha 9945133292 NILL NILL No No

Lakhmi Ply 1 Nabel Ahamadh 8747998861 NILL NILL Yes No2 Asif 9742882631 NILL NILL Yes No

3 Ansar Khan9591836877 , 9886390976 NILL NILL Yes No

4G S Raju (Madu Agency) 9740384653 NILL NILL Yes No

Vinayaka Timber & Plywood 1 Kumar 9448522332 NILL NILL Yes Yes

2 George 9880656299 NILL NILL Yes No3 Mallick 9845640667 NILL NILL Yes Yes4 Anil(Contractor) 9535512315 NILL NILL Yes No5 Hyder 9900740533 NILL NILL Yes No

Sree Kalyan Glass & Plywood 1 Bala Sharma 9886763641 NILL NILL Yes No

2 Mahander 9141797310 NILL NILL Yes No3 Surash 9886454076 NILL NILL Yes No4 Mukash 9844395755 NILL NILL Yes No

Bhagaya Laxmi Timber & Plywood 1 Sandeep 9986621090 NILL NILL Yes No

2 Razvan 7204238298 NILL NILL Yes No3 Imran 8904434950 NILL NILL Yes No4 Raja 9342157757 NILL NILL Yes No5 Babu 9379906662 NILL NILL Yes No

Bharath Glass Home 1 Balu 9845321690 NILL NILL Yes No

2 Sumesh 9883126831 NILL NILL Yes No3 Manu 9446813200 NILL NILL Yes No

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Jai SriramPlywood 1 Bherull 9980906117 NILL NILL Yes No

2 Karthik 8884981870 NILL NILL Yes No

Ambika Hardware & Plywood 1 Manohar 9343724034 NILL NILL Yes No

2Discoy Construction Co (Kiran) 9845596873 NILL NILL Yes No

3 Shaker 8453423809 NILL NILL Yes No4 Mani 9886751472 NILL NILL Yes No5 A Robert 9739838849 NILL NILL Yes No6 Zumer Lal 9886228738 NILL NILL Yes No7 Sinivas 9448967809 NILL NILL Yes No8 Ram 9242887250 NILL NILL Yes No9 Kumar 9845398315 NILL NILL Yes No

Bhanwani Enterpriceses 1 Frances 9945791401 NILL NILL Yes No

2 Prakash 9880943877 NILL NILL Yes No3 Manesh 9916978645 NILL NILL Yes No4 Nadish 9742768005 NILL NILL Yes No5 Murthi 9448352351 NILL NILL Yes No6 Girish 9880613551 NILL NILL Yes No7 Ramana 9901699715 NILL NILL Yes No8 Mohan 9686352429 NILL NILL Yes No

Shiv Enterprices 1 Prashant 9591477109 NILL NILL Yes No2 Mangarnath 9663204841 NILL NILL Yes No3 Kumar 9060991223 NILL NILL Yes No4 Kallil 9591122477 NILL NILL Yes No5 Kumar 9845491627 NILL NILL Yes No6 Manjuna 9341701293 NILL NILL Yes No7 Bunalal 7760595561 NILL NILL Yes No

Balaji Timber 1 Balu 9886127460 NILL NILL Yes No2 Kumar 9446187986 NILL NILL Yes No3 Raja 9632786143 NILL NILL Yes No4 Babulu 9746414662 NILL NILL Yes No

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WEEKLY REPORT

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Sr. N

o.

Nam

e of

the

Coun

ter

Visi

ted

Pers

on M

et

Sale

in th

e w

eek

Stoc

k at

Out

let

POP

Cond

ition

at C

ount

er

(Rep

leni

shed

Y/N

)

1 Balaji Plywood 4 6 9 12 Nataraj Timber 1 1 6 1

3 Metro Plywood&Veneers 1 2 5 14 Mysore Glass & Plywood 0 0 2 1

5 Hanuman Timbers 2 0 2 1

6 Sree Balaji Plywood 7 5 15 17 Pushpak 1 0 2 1

8 Sri Ram Hardwre and Plywood 2 1 6 19 Sir Vengateshwara Tanders 0 1 3 1

10 Bashankankari 2 10 14 1

11 Gandhi Glass & Plylam 3 0 2 1

12Mahaveer Hardware Kitchen Bathroom ace 2 5 12 1

13 Shyam Enterprices 7 1 4 1

14 Balaji Plywood 2 0 3 115 Sri Vinyaka 10 3 6 1

16 Shival Hardware & Plywood 3 3 6 217 Silicon Durga Sales 4 1 4 2

18 Swarna Plywood & Glass 9 0 6 019 Lakshmi Ply 4 2 6 0

20 Vinayaka Timber & Plywood 5 2 6 021 Vinayaka Timber & Plywood " " " "

22 Sree Kalyan Glass & Plywood 4 0 3 023 Bhagaya Laxmi Timber & Plywood 5 0 2 0

24 Bharath Glass Home 3 0 2 0

25 Jai SriramPlywood 2 1 3 1

26 Ambika Hardware & Plywood 9 3 6 1

27 Bhanwani Enterpriceses 8 2 5 1

28 Shiv Enterprices 7 2 6 1

29 Balaji Timber 4 0 4 1


APPLICATION GUIDE

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PRODUCT APPLICATION GUIDE CD

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BIBLIOGRAPHY

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Peter, P.J. and Olson, J.C., Consumer Behaviour and Marketing Strategy, Seventh Edition, 2005, McGraw-Hill Higher Education.

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