PREFACE The theoretical knowledge gained during the pursuance of Post Graduate Diploma in Management(PGDM) has been complemented by the practical training experience of 60 days at India ltd. With the opening up of the Photocopier machines many companies have come up like Canon,Richo,Sharp and . This has increased the competition among them and also posed a challenge, which was enjoying a monopoly status. The increased competition gives me an opportunity to compare the copiers machines. My study aims “To analyze the market shares of photocopier in A Survey Report On Photo Copies Machines ”. I have also made a market survey in order to find out the preference of individuals as to the nature of Photocopier machines. The survey helped me to derive various other facts about the photocopier in market. In today’s lots of photocopier machines available in market, it is difficult to customer for choosing the machines. Therefore this study is of importance both from the point of view of the customer,
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
PREFACE
The theoretical knowledge gained during the pursuance of Post Graduate Diploma in
Management(PGDM) has been complemented by the practical training experience of 60 days at
India ltd. With the opening up of the Photocopier machines many companies have come up like
Canon,Richo,Sharp and . This has increased the competition among them and also posed a
challenge, which was enjoying a monopoly status. The increased competition gives me an
opportunity to compare the copiers machines.
My study aims “To analyze the market shares of photocopier in A Survey Report On Photo
Copies Machines ”. I have also made a market survey in order to find out the preference of
individuals as to the nature of Photocopier machines. The survey helped me to derive various other
facts about the photocopier in market.
In today’s lots of photocopier machines available in market, it is difficult to customer for choosing
the machines. Therefore this study is of importance both from the point of view of the customer, as it
compares the salient features of the products offered by the .
ACKNOWLEDGEMENT
I would like to place sincere thanks to Mr. Shabbir Hasan who is the owner of SHAMS office
Automation and Mr. Ritesh Srivastava who is the sales in charge give kind advice and sincere
guidance in the completion of this project.
The acknowledgement would be incomplete without thanking family and friends, who were of
immense help.
At last, I would like to place deep sense of gratitude to the entire staff of who gave me time and
were very helpful and cooperative.
Uday Prakash Tripathi
PGDM 3rd sem.
School of Management Sciences
TABLE OF CONTENT
Chapter A
EXECUTIVE SUMMARY 1-2
PROBLEM DEFINITION 3-4
OBJECTIVE OF RESEARCH 5-6
INTRODUTION 7-10
COMPANY OVERVIEW 11-40
PRODUCT Of 41-53
ENVIRONMENTAL RECORD & TRADEMARK 54-59
Chapter B
RESEARCH METHODOLOGY 60-66
DATA ANALYSIS & RESULTS 67-75
FINDINGS 76-78
CONCLUSION 79-80
Chapter C
SUGGESTION and RECOMMENDATION 81-82
SWOT ANALYSIS 83-87
CARPORATE LEARNING 88-89
LIMITATIONS 90-91
BIBLIOGRAPHY 92-93
ANNEXURE 94-96
EXECUTIVE SUMMARY
The research that has been undertake for study was to carry Graduates of Businessman in doing part
of time Job in Insurance company and I made a survey of 100 government and non government
organizations and the area where my survey was complete in A Survey Report On Photo Copies
Machines . And I feed back which I got from different organizations were quite good enough and it
shows a good sign and good image of India ltd. In this competitive market where customer and
dealer is the king, it is very important to analyze the customer as well as dealer perception about the
product. Companies, by conducting various market researches, try to improve their products and
provide customers better and more services.
As without putting customers on the top no company can get success. For achieving success every
company should target customers because the market is totally market oriented.
The report is prepared for the partial fulfillment of PGDM programme and as a part of curriculum.
The topic of my project is “A Survey Report On Photo Copies Machines ” in A Survey Report
On Photo Copies Machines .
This exploratory research is being conducted by survey on the people of A Survey Report On
Photo Copies Machines .
The survey was conducted through questionnaires by personally interviewing each respondent on a
number of queries structured in the questionnaire.
The data thus collected through survey was organized in a database, which could be referred for
future endorsements. The data thus collected was then subjected to analysis by a mixture of common
and advanced statistical technique.
The above mentioned survey was conducted on 100 respondents. The respondents were selected
from different parts of A Survey Report On Photo Copies Machines Sagar city.
1
The respondents were taken from various sectors viz.: Governments,Privates,Institutions as well as
various customers etc.It is found that still photocopier machines is the strongest competitor for the
companies like: Richo,Canon,Sharp and Godrej.
2
3
Problem Definition
Problem Definition refers to the problem that will arise during the course of study of this topic in the
months of May and June. Different kinds of problems comes into picture during the course of study
as for example people are not ready to share their view for five minutes due to terrible hot condition
in which the study is to be undertaken. Because of this reason polite and humble person are chosen
carefully so that they can share their view honesty with us. So that the purpose of our study can be
fulfilled with in limited time period of study.
4
5
RESEARCH OBJECTIVE
Research objective is the basic theme on which the survey is conducted and on which the whole
report depends.
The objectives of this survey are:
To study the market of photocopier machine in A Survey Report On Photo Copies Machines
.
To study the growths of photocopier machine.
To observe the extent of the market.
To find out which type of product and schemes is preferred by the
Organization.
To study the different facilities of photocopier machine(MFD) given by companies.
To study the market strategy of .
To study the organization structure of India ltd.
To study the different product ranges of .
To study the, what is the opportunity for in Indian market.
6
7
Introduction
A photocopier (or copier) is a machine that makes paper copies of documents and other visual
images quickly and cheaply. Most current photocopiers use a technology called xerography,a dry
process using heat. (Xerographic office photocopying was introduced by ,in the 1960s, and over the
following 20 years it gradually replaced copies made by Verifax, Photostat,carbon copy
mimography machines,and other duplicating machine.The prevalence of its use is one of the factors
that prevented the development of the paperless office heralded early in the digital revolution.
Photocopying is widely used in business, education, and government. There have been many
predictions that photocopiers will eventually become obsolete as information workers continue to
increase their digital document creation and distribution, and rely less on distributing actual pieces of
paper.
In 1937, Bulgarian physicist Georgi Nadjakov found that, when placed into an electric field and
exposed to light, some dielectrics acquire permanent electric polarization in the exposed areas. That
polarization persists in the dark and is destroyed in light.Chester Carlson, the inventor of
photocopying, was originally a patent attorney, as well as a part-time researcher and inventor. His
job at the patent office in New York required him to make a large number of copies of important
papers. Carlson, who was arthritic, found this to be a painful and tedious process. This motivated
him to conduct experiments with photoconductivity. Carlson used his kitchen for his
"electrophotography" experiments, and, in 1938, he applied for a patent for the process. He made the
first photocopy using a zinc plate covered with sulfur. The words "10-22-38 Astoria" were written
on a microscope slide, which was placed on top of more sulfur and under a bright light. After the
slide was removed, a mirror image of the words remained. Carlson tried to sell his invention to some
companies, but failed because the process was still underdeveloped. At the time, multiple copies
were most commonly made at the point of document origination, using carbon paper or manual
• The First in industry to achieve ISO 9002 for Manufacturing and Marketing /
Customer Service Support.
• It also endeavored to be among the first 10 companies in India to obtain ISO
14001 for complete environment management systems World class facility for
manufacture of copiers, consumables and parts.
• It is also amongst the top 10 networked companies in India and has been
adjudged
the most successful joint venture of the decade.
25
Vision and Mission
OUR VISION
India Ltd, the Document Management Company, will be the leader in the document market in
India , helping improve our customer work processes, positively impacting productivity and Costs
while digitally empowering them to transform their work.
In other words:
‘ Helping people find better ways to do great work’
OUR MISSION:
Our strategic intent is to help people find better ways to do great work—by constantly leading in document
technologies, products and services that improve our customer’s work processes and business results.
26
We are…
27
28
142 on the Fortune 500 List
Business Groups
Office
Production Services
Global Services
The Group: $25 Billion in Sales
Corporation: $16 Billion
FUJI Ltd: $9 Billion
29
Operations Groups
United States and Canada
Europe (Western Europe)
Developing Market Operations
† Latin America
† Eastern Europe
† Russia / CIS
† India
† Middle East and Africa
30 India Limited (( XIL )
Overview
Incorporated in 1983, India Limited (XML) is a part of Corporation (NYSE: XRX), the US$15.7
billion, Fortune 500 global document management company. Over the past 20 years, Indiahas
shaped the Document Management industry in India by ushering in the world's best
documentprocessing products and bringing innovative value-added concepts to cater to customer
needs. India has successfully transitioned three major movements in India since its inception, from
copying toprinting, black and white to colour and stand-alone analog to digital, networked products.
India's Strategic Intent
“To become the leader in the document market in India by helping improve the customer
workprocesses, positively impacting productivity and costs while digitally empowering them
totransform their work. In other words 'helping people find better ways to do great work.”
India Limited, erstwhile Modi was the outcome of one man's vision to usher white-
collarproductivity in India. In the 1960s and 1970s Dr Bhupendra Kumar Modi, erstwhile founder
Chairmanand President, Modi experienced first hand the power of xerography and discovered the
simple joyof copying reference study material at the touch of a button.
Through a tie up with Rank , a member of the worldwide family in UK, Dr Modi founded Modi , a
joint venture partnership and brought to Indian offices a new level of productivity and efficiency in
business management.
31
The India Limited story can be divided into the following phases:
o The Start-up years (1983 - 86)
o The Take-off Phase (1986 - 89)
o Maturing of the Partnership (1989 - 91)
o Evolution into The Document Company (1991 - 95)
o Gearing up for Globalization & Knowledge Growth (1995 - 99)
o 2000 & Beyond : Leading the Digital Document Revolution
Through its three business groups - Production Systems Group (PSG), New Office Group,
Consulting/Outsourcing business group - XIL caters to its three primary markets of high-end
production environments, networked offices (small to large) and document management services.
32
New Office Group
The New Office Group of caters to the requirements of large and mid-sized and small enterprises,
providing them with analog copiers, digital copiers, copiers-printers, advanced multifunction
devices, color copiers-printers and engineering copiers. These offerings are marketed through "Two-
Tier” distribution model. reaches out to its customers through its network of three national
distributors (Ingram, eSys and Redington) and two regional distributors (Micromax and Ansatta).
The company has network of 1500 channel partners that are supported by a team of qualified and
trained indirect sales personnel.
Production Systems Group
The Production Systems Group caters to three main production environments - Publishing,
Transaction Printing, and Enterprise-wide Printing through its multiple product categories. The
group also offers total document solutions and services that can scan, view, manage and produce
documents as wells a variety of pre-press and post press workflow options to fully meet customer
demands. The group markets its product portfolio through both direct and indirect model.
Global Services
Global Services brings device and document management services to the marketplace. It enables to
be a fully integrated document solutions company by providing a total end-to-end solution.
Global Services helps clients reduce costs and create value by making smarter connections between
people processes and technology.
Contribution of Office Groups:
It sells office products and contributes over 70% of the company’s revenue in India.
Revenue from India in the financial year of 2004-05 has been Rs.500crores
We have set the target of Rs.800crores by the end of 2008.
As of now we have around 620 channel partners and over 1000 resellers.
Recognitions achieved:
First in industry to achieve ISO 9002 for both Manufacturing and Customer Service
Support.
Among first 10 companies in India to obtain ISO 14001 for complete environment
management systems.
National HRD Award
Quality training programs and Best Practices imbibed and shared within (Egypt and Saudi)
as well as lead management bodies in India.
Export Achievement Awards 1996-97 & 1997-98.
1999 Golden Peacock Award for Value Engineering new Modi 5216 copier variant.
34
OPPORTUNITY
India Market – The Facts
Market Available for you……..
1. Mono Laser Printers – 6 Lakh Printers
2. Color Laser MFD’s – 40 Thousand Printers
3. Mono MFD’s A3 – 45 Thousand Units
4. Mono MFD’s A4 – 1 Laks 20 Thousand Units
5. 500 Cr. consumables Opportunity
6. 2000 Cr. Paper Opportunity
7. Rs.4500 CR. Software Industry
35
The Document Company streamlined structure
There are four regional directors in the marketing wing to over see operations.
These are
North, South, East and West. Our study furthered on the operations from the
north which
is headed by Graham Wing.
ISO stands for Industrial Solution organization which covers the major/key
accounts of
. GMO stands for General Marketing Organization which entails channel trade
partners. Channel activities cover sales through dealer/ channel networks.
36
The North operations cover the state of Uttaranchal and Uttar Pradesh with 14
towns as
major business focus. The operations are a three tier system with the second
line at the
operational level reporting to the respective regional director stationed at New
Delhi.
Regional Channel Structure
The categorization of the cities is based on A, B and C classification.
A: Usually 3-4 channel partners averaging turnover from 60-75 lacks per annum
B: Usually 2-3 channel partners averaging turnover from 40-60 lacks per annum
C: Usually 1-2 channel partners averaging turnover less than equal to 40 lacks
per annum
37
Marketing Strategy
Steps of Sale – SPANCO
Sales approach should be SPANCO which could be further elaborated into Suspect, Prospect, Approach,
Negotiate, Close the Call and finally get the Order. The various steps are explained below:
1- Suspect- Fact Finding Mission Record all contacts
2- Prospect- Validation and Classification – H/W/C. Time Table preparation, Initiating Next Steps
3- Approach-- Contacting the M.A.N. Submission of the Proposal
4- Negotiation- Demonstration. Submission of fresh proposal
5- Closing- Collecting the order
6- Order- Processing the order, Delivery, Installation and KOT. Collection
Suspect:
The sales cycle starts from a suspect. The suspect is a new door. To be sure that the new door has a suspect
behind it, the salesman must go and see for himself. To convert the suspect into a prospect, the sales man
requires information. The information can only be gained with the eyes and so the sales man must go and
look. Most of the salesman’s information will however come from asking questions of the people he meets
when he calls on the suspect.
Prospect:
The suspect is identified as a M.A.N. and qualifies as a prospect. The business of a prospect will need the
services and solutions offered by . We need to make the prospect recognize these needs and educate him on
the same.
Approach:
The prospect is approached at this stage of SPANCO sales process. The approach is done through a business
appointment that is convenient to the prospect. Even the prospect is open for a Demo of the product through
which his need can be met. At the end of this step a proposal of business is submitted to the identified
prospect which includes the primary quotation.
38
Negotiation :
Negotiation is your opportunity to demonstrate your commitment (and your company's) to long term
relationships to maximize value for both parties (for those who sell to businesses, value is ultimately
synonymous with profit). Negotiation in sales can be a formal event, at a specific time and on a
specific date, or it can be an ongoing theme at different points of the sales process.
Negotiation is beyond price. Negotiation includes the entire value proposition. As a sales
Professional you're seeking mutually beneficial relationships with prospects and customers which
means you're going to seek a true win/win solution. Practiced and applied, negotiation skills can
increase the level of trust and credibility you and your company have with your prospects and
customers.
Closing:
Closing is defined as obtaining the customer commitment.
The Art of Closing:
1. Closing stage of a skillfully run and executed sales process.
2. Natural culmination of everything in sale that has proceeded it.
3. Successful closing depends on a sales person’s ability to effectively investigate customer needs
and demonstrate the machine capability and ability to effectively seek and obtain customer
commitment.
The Closing Process
1. Summarize the benefits the customer accepted during the call.
2. Formulate an action point requiring customer commitment.
39
Example-
Customer: This machine is perfect to our requirement.
Salesperson: We have agreed that the machine we have offered offers excellent copy quality and correctly fits
into your budget. Let’s go and complete the paper work right now.
Order:
This is the final step of SPANCO sales process. In this stage the order is processed within the turn around
time assured by the company. The delivery is made during this stipulated time period and the machine is
installed at the customer site for productivity. The Order stage is followed by the collection as per the
agreement made during the negotiation stage.
40
41
Product of
Office product of
Color MultifunctionA complete line of office color laser multifunction printers that copy, print, scan, and fax all in one.
(A) Phaser 6128MFP
Print, copy, scan, fax, emailBest for small, frequent jobs in a small work team or personal environmentColor: up to 12 ppmBlack: up to 16 ppmStandard paper capacity: 251 sheetsMaximum paper capacity: 251 sheets (B) Phaser 6115MFP
Print, copy, scan, faxBest for small, frequent print jobs in a workgroup or personal environmentColor: up to 5 ppmBlack: up to 20 ppmStandard paper capacity: 200 sheets
Print, copy, scan, faxColor output for the price of black-and-whiteCartridge-free solid ink technologyBlack: up to 30 ppm Color: up to 30 ppmStandard paper capacity: 625 sheetsMaximum paper capacity: 1,675 sheets
(D) Phaser 6180MFP
Print, copy, scan, faxBest for small, frequent print jobsWorkgroup: Up to 10 usersColor: up to 20 ppmBlack: up to 31 ppmStandard paper capacity: 400 sheetsMaximum paper capacity: 950 sheets
New! Trade-up Rebate!Print, Copy, Scan, Fax, EmailBest for everyday office use in small to medium workgroupsColor: up to 32 ppmBlack: up to 37 ppm
(F) WorkCentre 7425/7428/7435
New!Print, copy with optional scan, fax, emailBest for everyday jobs in color or black and whiteColor: up to 20 / 28 / 35 ppmBlack: up to 25 / 28 / 35 ppmMaximum paper capacity: 5,140 sheets
Print, copy with optional scan, fax, emailBest for black-and-white jobs with color when you need itColor: up to 10 ppmBlack: up to 32 / 40 ppmMaximum paper capacity: 4,720 sheets
(H) WorkCentre 7328/7335/7345/7346
Print, Copy with optional Scan, Fax, EmailBest for black-and-white jobs with color when you need itColor: up to 26 / 31 / 35 / 40 ppmBlack: up to 28 / 35 / 45 ppmMaximum paper capacity: 3,140 sheets
New!Print, copy, scan, email and optional faxChoose flexible pricing plans to pay less for color pagesCartridge-free solid ink technologyBest for high-volume color usagePrint and copy up to 50 ppm (with flexible print speeds from 38 to 85 ppm) on ColorQube 9203Standard paper capacity: 3,300 sheetsMaximum paper capacity: 7,300 sheets
(J) WorkCentre 7655/7665/7675
Copy with optional Print, Scan, Fax, EmailBest for high-volume jobs of any size with great color when you need itColor: up to 40 / 50 ppmBlack: up to 55 / 65 / 75 ppmMaximum paper capacity: 5,260 sheets
Black and White MultifunctionBlack-and-white multifunction printers that output at speeds up to 30 pages per minute.
(A) WorkCentre PE120/PE120i
Copy, Print, Scan, FaxBest for small jobs in a personal use or small workgroup environment50 Sheet Automatic Document FeederMaximum paper capacity: 550 sheets
(B) WorkCentre 4118
Copy, Print, Scan, FaxBest for small jobs in a workgroup or small office environmentSpeed: up to 18 ppmMaximum paper capacity: 1,200 sheets
Copy, print, fax, scan, emailBest for small copying, printing, faxing and scanning jobs50 page duplex automatic document feederSpeed: up to 22 ppmMaximum paper capacity: 1,200 sheets
(D) Phaser 3300MFP
Print, Copy, Scan, Fax, EmailBest for everyday use on small work teams (2-10 users)50-sheet Automatic Document FeederSpeed: up to 30 ppmStandard paper capacity: 300 sheetsMaximum paper capacity: 550 sheets
New!Print, Copy, Scan, Fax (and Email on WorkCentre 3220)Best for personal use or small workteams (1-5 users)50-sheet Automatic Document FeederSpeed: up to 24 / 30 ppmStandard paper capacity: 250 sheets
(F) WorkCentre 5222
Copier or Printer/Copier with optional scan and faxBest for everyday usage for small- and medium-size jobsSpeed: up to 22 ppmStandard paper capacity: 1,100 sheetsMaximum paper capacity: 3,100 sheets
Advanced MultifunctionHigh-performance multifunction printers with advanced scan, fax, security, and accounting solutions
(A) WorkCentre 7655/7665/7675
Copy with optional Print, Scan, Fax, EmailBest for high-volume jobs of any size with great color when you need itColor: up to 40 / 50 ppmBlack: up to 55 / 65 / 75 ppmMaximum paper capacity: 5,260 sheets
(B) WorkCentre 5665/5675/5687
Print, Copy, Scan, Fax, EmailBest for heavy office use or in-house productionSpeed: up to 65 / 75 / 87 ppmStandard paper capacity: 4,700 sheetsMaximum paper capacity: 8,700 sheets
Print, Copy, Scan, Fax, EmailBest for frequent usage for small to medium jobsSpeed: up to 32 / 38 ppmStandard paper capacity: 1,100 sheetsMaximum paper capacity: 8,700 sheets
(D) WorkCentre 7232/7242
Print, copy with optional scan, fax, emailBest for black-and-white jobs with color when you need itColor: up to 10 ppmBlack: up to 32 / 40 ppmMaximum paper capacity: 4,720 sheets
Print, Copy, Email, Fax, ScanBest for heavy usage of small to medium jobsSpeed: up to 45 ppm
(F) WorkCentre 7328/7335/7345/7346
Print, Copy with optional Scan, Fax, EmailBest for black-and-white jobs with color when you need itColor: up to 26 / 31 / 35 / 40 ppmBlack: up to 28 / 35 / 45 ppmMaximum paper capacity: 3,140 sheets