Dr. Rafiq Zakaria Campus Maulana Azad Educational Trust’s Millennium Institute of Management Rauza Baugh, Aurangabad. PROJECT REPORT ON “SALES & DISTRIBUTION NETWORK OF ULTRA TECH CEMENT” Submitted By Mohammed Ziauddin (MBA 4 th SEM) ROLL.NO . 20(Batch I) 1
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Dr. Rafiq Zakaria CampusMaulana Azad Educational
Trust’sMillennium Institute of
ManagementRauza Baugh, Aurangabad.
PROJECT REPORT ON
“SALES & DISTRIBUTION NETWORK OF ULTRA TECH CEMENT”
Dr. Babasaheb Ambedkar Marathwada University, Aurangabad. For the academic year 2011-12
Dr. Rafiq Zakaria Campus Maulana Azad Educational Trust’s Millennium Institute of Management Rauza Baugh, Aurangabad.
CERTIFICATEThis is certifying that MOHAMMED ZIAUDDIN student of M.B.A. (4th sem.) has completed his project on the topic
“SALES & DISTRIBUTION NETWORK OF ULTRA TECH CEMENT”
and submitted satisfactory report as per the requirement of Dr. BABASAHEB AMBEDKAR MARATHWADA UNIVERSITY in the partial fulfillment of the Master of Business Administration (M.B.A) academic year 2011-12
MR. SYED FARHANUDDIN SIR. Dr. Shaikh Saleem
Guide Director
Place: Aurangabad.DATE ;
2
ACKNOWLEDGEMENT
It gives me an immense pleasure to acknowledge all the people who directly or indirectly helped me during the Project. My thanks go to Dr. Shaikh Saleem (Honorable Director MIM Aurangabad), MR SYED FARHANUDDIN SIR who guided me for project.
My special thanks go to all colleagues, who guided and cooperated me to accomplish my project effectively.
MOHAMMED ZIAUDDIN
(MBA 4th sem )
3
DECLARATION
I the undersigned MOHAMMED ZIAUDDIN here by declare that all the information present in this report is based on my personal observation and any flaw thereby would be attributed solely to me. I also promise that the information collected from the sources would only be used for the completion of my MBA.
I here by declare that this report is submitted by me in the partial fulfillment of Master of Business Administration is genuine work of me.
It has not been submitted either fully or partially or any other institute prior in other connection.
MOHAMMED ZIAUDDIN
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IndexS.NO. Chapters Page
1. Abstract 1-5
2. Introduction 6-9
3. Executive summary 10-13
4. Indian cement industries an overview 14-45
5. Company profile & other information 46-59
6. Reviews of literature 60-68
7. Objectives of study 69
8. Research Methodology 70-73
9. Data Analysis 74-78
10. Conclusion 79
11. Limitation of the study 80
12. Recommendation 81-82
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13. Annexure 83-84
14. Bibliography 85
1. INTRODUCTION
Indian economy is facing a boom in the real estate. This is directly related with the cement sector. Ultra Tech cement being one of the top three players in the Indian market and the most exported Indian cement is an important part of the sector. Ultra Tech Ltd is India's foremost manufacturer of cement and concrete. Their operations are spread throughout the country with 14 modern cement factories, 19 Ready mix concrete plants, 19 sales offices, andSeveral zonal offices. It has a workforce of about 9000 persons and a countrywide distribution network of over 9,000 dealers. Ultra Tech research and development facility has a unique track record of innovative research, product development and specialized consultancy services. Since its inception in 1936, the company has been a trendsetter and important benchmark for the cement industry in respect of its production, marketing and personnelManagement processes. Its commitment to environment friendliness, its high ethical standards in business Dealings and its on-going efforts in community welfare Programs have won it acclaim as a responsible corporate citizen. Ultra Tech Co has made significant contributions to the nation building process by way of quality products, services and sharing its expertise.
In the 70 years of its existence, UTC has been a pioneerIn the manufacture of cement and concrete and a trendsetter inmany areas of cement and concrete technology including
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improvements in raw material utilization, process improvement, energy conservation and development of high performance concretes. UTC’S brand name is synonymous with cement andenjoys a high level of equity in the Indian market. It is the only cement company that figures in the list of Consumer Super Brands of India. The company's various businesses are supported by aPowerful, in house research and technology backup facility - the only one of its kind in the Indian cement industry. This ensures not just consistency in product quality but also continuous improvements in products, processes, and application areas.UTC has rich experience in mining, being the largest user ofLimestone and it is also one of the principal users of coal. As thelargest cement producer in India, it is one of the biggest customers of the Indian Railways, and the foremost user of the road transport network services for inward and outward movement of materials and products.
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What is the Project
This projet about the sales & distribution network of Ultra tech
cement. In this project a brief study has been done regarding their
policies & strategies and how they distribute their product
according to the fluctuating demand of the market.
In this project we define what actually cement is? Its mixture, the
government rules & regulation and policies regarding this segment.
The details of Ultra Tech cement industry has been defined over
here. Their export to various countries and the deep knowledge
about the overall cement industry, the state wise capacity,
production capacity, operations. Various research designs has been
done over here & with the help of survey
The Co has been awarded with various types of quality standards
like ISO 9000-9001
Various graphical representations show the market share of the Co
in Marathwada Region like Jalna & Aurangabad. Personal visit has
been given to the dealers of the Co & many questions have been
asked according to the question ere shown below. During my
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project, I carried out a research for Ultra Tech cement and tried to
find out its current market position, reasons behind any
shortcomings and also found out some methods of increasing Ultra
Tech cement sales.
The report also gives a detailed idea about the Indian cement
industry and the key players.
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WHAT IS CEMENT?
Cement is a mixture of limestone, Clay, Silica and Gypsum. It is a fine
powder which when mixed with water sets to a hard mass as a result of
hydration of the constituent compounds. It is the most commonly used
construction material. Cement is manufactured by burning a mixture of
limestone and Clay at high temperatures in a kiln, and then finely
grinding the resulting clinker along with Gypsum. The end product thus
obtained is called Ordinary Portland Cement (OPC).
Different Types of Cement
There are different varieties of cement based on different compositions
according to specific end uses, namely Ordinary Portland Cement, Portland
Pozolona Cement, Portland Blast Furnace Slag Cement, White Cement and
Specialized Cement. The basic difference lies in the percentage of clinker
used.
1. Ordinary Portland cement (OPC):
OPC, popularly known as grey cement, has 95% clinker and 5% of
Gypsum and other materials. It accounts for 70% of the total
consumption. White cement is a variation of OPC and is used for
decorative purposes like rendering of walls, flooring etc. It contains a
very low proportion of iron oxide. Ordinary Portland cement is the most
commonly used cement for a wide range of applications. These
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applications cover dry-lean mixes, general-purpose ready-mixes, and
even high strength pre-cast and pre-stressed concrete.
2. Portland Pozolona Cement (PPC):
Portland pozzolana cement is Ordinary Portland Cement blended with
pozzolanic materials (power-station fly ash, burnt clays, ash from burnt
plant material or Siliceous earths), either together or separately. Portland
clinker is ground with Gypsum and Pozzolanic materials which, though
they do not have cementing properties in themselves, combine
chemically with Portland cement in the presence of water to form extra
strong cementing material which resists wet cracking, thermal cracking
and has a high degree of cohesion and workability in concrete. PPC has
80% clinker, 15% pozolona and 5% gypsum and accounts for 18% of the
total cement consumption. It is cheaply manufactured because it uses fly
ash/burnt clay/coal waste as the main ingredient. It has a lower heat of
hydration, which helps in preventing cracks where large volumes are
being cast.
3. Portland Blast Furnace Slag Cement (PBFSC):
PBFSC consists of 45% clinker, 50% blast furnace slag and 5% Gypsum
and accounts for 10% of the total cement consumed. It has a heat of
hydration even lower than PPC and is generally used in construction of
dams and similar massive constructions. Portland blast-furnace slag
cement contains up to 70 per cent of finely ground, granulated blast-
furnace slag, a nonmetallic product consisting essentially of Silicates and
Aluminum-silicates of Calcium. Slag brings with it the advantage of the
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energy invested in the slag making. Grinding slag for cement
replacement takes only 25 per cent of the energy needed to manufacture
Portland cement. Using slag cement to replace a portion of Portland
cement in a concrete mixture is a useful method to make concrete better
and more consistent. Portland blast-furnace slag cement has a lighter
computerized process control and online quality control through X-ray
ensure consistently high quality product at UltraTech Cement plant. The
quality of UltraTech Cement has been globally accepted and is India's
largest exporter of clinker and cement.
UltraTech Cement due to its consistently superior quality has become the
first choice amongst discerning users and construction professionals.
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Raw Material :
Careful selection and scientific proportioning of raw material with the use of
latest technology enables manufacturing of high quality cement. Rigorous
hourly tests are conducted on raw material. Laboratories at all plants are
equipped with sophisticated facilities.
World Class process Technology ensures Quality and Consistency :
Quality Assurance is an integral part of Ultra Tech’s manufacturing
philosophy. The quality attributes are consistently ensured through rigorous
application of advanced technology. Key features include:
Use of good quality limestone and careful selection of other raw
material
Computerized mining operation and homogenization of crushed
limestone
Perfect proportioning of raw materials by QCX ( Quality Control
through X-ray )
Online process control through CCR ( Computerized Control Room )
High-quality clinkerisation and close-circuit grinding for optimum
particle size distribution
UltraTech Cement plants have been accredited with ISO 9001, 14001,
18001 Certifications by DNV of Netherlands
Distinct Features:
Higher Compressive strength
Optimal fineness
Balanced physical and chemical properties
Optimal setting time
Consistency in quality
Low-level of Chloride
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High-soundness
Advantages:
Higher workability
Lower consumption
Enhanced durability
Quicker construction
Overall economy
Customer Care and Guidance:
UltraTech Cement offers customers a range of "product plus" services. A
full- fledged Technical Services Network has been set up exclusively for
technical advice and guidance in usage of cement
UltraTech Cement is marketed nationwide through large network of
stockist's, sales officers and representatives. Cement dumps have also been
established at strategic locations to facilitate faster delivery of cement.
Value Added Services :
Mobile concrete lab services ( Concrete cube testing facilities )
Training Programmes for masons, site supervisors on good
construction practices
Field visits by qualified civil engineers
Educating individual house builders on various aspects of building
material and construction
Non-destructive testing of concrete
Any other customer specific services
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Applications :
1. All Kinds of constructions including precast and prestressed concrete,
masonry works
2. Slip form constructions
3. Rehabilitation and retrofitting works
4. Cement based products such as pipes, tiles, blocks, poles,etc.
5. Roads, runways, bridges and flyovers
6. Water retaining structures
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AWARDS FOR ULTRA TECH
Export awards
Worldwide, clients have consistently endorsed Ultra Tech’s highest quality standards. The list of export awards it has won is testimony to Ultra Tech’s uncompromising standards on product quality. Ultra Tech has been on the roll call of top exporters of the Chemicals & Allied Products Export Promotion Council (Capexil), year after year.
Ultratech won the Capexil Certificate of Export Recognition - Top Exporter - Cement, Clinker, Asbestos and Cement Products for the years 2000, 2002 and 2003.
Other awards that have come its way have included:Year Award
2001 and 1999 Capexil Certificate of Export Recognition - Highest Export in Non-mineral Sector
Awards won by Andhra Pradesh Cement Works:Year Award
2004-2005 State and Zonal level I prize for overall performance in Mines safety 2003-2004 Energy efficient unit award from CII
2002-2003
Energy Conservation Award from PCRA Excellence Award in Water Conservation & Pollution Control by APPCBGold medal for Six Sigma Project on Optimisation of Compressed air energy at HIMER National ConferenceFIMI environment award for mines
2001-2002
Award for six sigma project on reduction in specific fuel consumption at NIQREnergy efficient unit award from CII Best rural development effort award from FAPCCIAppreciation award from NSC for achieving OHSAS-18001
Awards won by Hirmi Cement Works:Year Award
2001-2002 Environment Energy Foundation award for water conservation.
2001-2002 Fuller Energy award for reduction in specific power consumption (KWH/T) per tonne of cement
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ULTRA TECH CEMENT EXPORTS
UltraTech Cement recently bagged an award for being the highest exporter
of the year from CAPEXIL for the eighth time in a row for its sterling
performance. A leading cement exporter, its plants have also received
various awards for environment protection, social awareness, safety and
management of better industrial relations.
The company has been credited with boosting its exports of cement and
clinker last year by 25 per cent to 4 million tonnes from 2.8 million tonnes in
2005-2006. stringent quality control and testing in the best laboratories
ensure that cement and clinker produced from its plants conform to and
surpass international standards. The laboratory is equipped to test cement as
per ASTM, British and Euro standards. All the plants are ISO 9001 certified
for the latest production process and 14001 certified for environmental
management. The cement plant in Gujarat has an additional OHSAS 18001
certification as well for occupation hazards and safety parameters.
The company has a captive jetty at the Gujarat plant. The jetty length of 337
meters and width of 23 meters is capable of handling ships of 45,000 DWT
with 11 meters draft. Loading of cement and clinker onto the ship is carried
out by a ship loader, which is fed by a four km long conveyor belt that
connects the plant to the jetty. UltraTech Cement is the first and only Indian
cement company to obtain an EC certification for this plant. The
accreditation, given by Bureau Veritas, is a pre-requisite to supply cement to
EC member countries. UltraTech is one of the few Asian cement companies
to receive this recognition. The export markets span countries around the
Indian Ocean, Africa, Europe and the Middle East.
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The Hirmi Cement Works in Chattisgarh and the Jharsuguda Cement Works
in Orissa make them ideal locations for export of cement and clinker to
Nepal and Bangladesh. With captive railway sidings to facilitate loading of
railway rakes and a high-tech production facility for cement and clinker,
UltraTech Cement has found wide acceptance in these neighboring countries
59
REVIEW OF LITERATUREUltratech Cement Results – Review
October 16, 2009 · Author: Komal Meswani· Category: business
Ultratech Cement Ltd (UTCL) Q2FY10 net profit at Rs2.51 bn (up 53%
yoy) is below our expectation (Rs2.75 bn), primarily on account of higher
than freight & fuel cost. Revenues for the quarter increased by 8.7% yoy to
Rs15.41 bn on the back of volumes (+by 3.9%) increase to 4.16 mt and
realizations (+4.7% yoy) to Rs3704/ton. Though on sequential basis,
domestic cement realization per tonne seems to have increased by Rs 70 per
tonne, the net plant realization (excluding freight) seems to have declined by
Rs 45/tonne, in lne with expectations. EBITDA for the quarter at Rs 4.7bn
grew by 48.1% on y-o-y was below our expectation (Rs 4.9 bn), mainly on
account of higher than expected power and coal cost as well as higher freight
cost due to increased lead distance.
EBIDTA margins stood at 30.5% registering a massive 810 bps
improvement on a yoy basis. UTCL, which imports 40-45% of its coal
requirements, had bought 10 handymax cargoes of South African coal at
USD 52-53 FOB South Africa for delivery in July- September. Therefore
going forward, we expect power and fuel cost per tonne to decline. We
maintain our estimates for the FY2010 of EPS at Rs 94.3. We believe that
the Grasim-Ultratech restructuring would be positive for Ultratech as it
provides significant re-rating triggers for the stock.
60
LITERATURE REVIEW ON CEMENT KILN DUST USAGE IN
SOIL AND WASTE STABILIZATION AND EXPERIMENTAL
INVESTIGATION
M. K. Rahman, S. Rehman & O. S. B. Al-Amoudi Center for Engineering
Research, Research Institute, King Fahd University of Petroleum and
Minerals, Dhahran, Saudi Arabia ABSTRACT The globally growing
demand of cement results in towering collection of kiln dust from cement
plants. The disposal of this fine dust is very difficult and poses an
environmental threat. To overcome this problem, research is being carried
out in different parts of the world to find out economical and efficient ways
and means of using cement kiln dust (CKD) in various applications like soil
(LL), plastic limit (PL), plasticity index (PI), and shrinkage limit. The study
found that the use of CKD was potentially promising in stabilizing soils for
subbase applications. Bhatty et al. [1996] reported that CKD with high free
lime (26.6%) and moderate alkalies ( 4.6%, expressed as Na2O equivalent)
produced mixtures with compressive strengths comparable to those obtained
with cement and lime. CKDs having low free lime (0.5%) and low alkalies
(2.2% Na2O equivalent) gave lower strengths.
In general, CKDs with high free lime and moderate alkalies gave enhanced
stabilization in terms of improved compressive strengths and reduced
plasticity. It might also be pointed out that higher alkalies in CKDs can
counter the stabilization reactions because of the ionic interference.
Baghdadi [1990] reported the usage of CKD for stabilizing pure kaolinite
and a 50:50 kaolinite-bentonite clay mixtures. Pure bentonite clay was
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highly plastic (PI 520), whereas the kaolinite was less plastic (PI 9).
The 50:50 kaolinite-bentonite clay mixtures gave a PI of 150.
A study on the use of CKD in clay stabilization was also reported by Zaman
et al. [1992] and Sayah [1993]. They established potentially useful
correlations among the engineering properties of the clays and their
stabilized counterparts. However, their investigations were based on only
one CKD and primarily one clay soil, a dark grey "fat" clay, although, at
times, some selected tests were also carried out on other potentially
expansive clays. The primary clay used in the investigations belonged to the
CH group [Spangler and Handy, 1992]. The clay-CKD mixtures containing
5% to 40% CKD by weight were cured for up to 56 days. The results
showed that, with the exception of the dry densities, the engineering
properties of the CKD-clay mixtures were comparable to those of fly ash-
soil and cement-soil mixtures. According to Southgate and Mahboub [1994],
the CBR test also positively correlates with the modulus of elasticity and
strength of the stabilized soils.
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OBJECTIVE OF THE STUDY
Primary objective:
To study the distribution channel of Ultra Tech cement along with other
brands, in Aurangabad and Jalna distt. Of Maharashtra .
Secondary objectives:
1. To find out the market share of Ultra Tech cement.
2. To find out the major competitors of Ultra Tech cement in a particular
area.
3. To find out the problems faced by the Ultra Tech dealers/retailers and
try to minimize these problems.
4. To help the ultra tech dealers/retailers to increase their sales.
5. To find out the possible newer methods for advertisement and
methods for increasing sales of Ultra Tech cement.
69
RESEARCH METHODLOGY
(a) General Methodology:
The methodology adopted for this project was completely base on
primary information. The locale of the study was distt. Thirthahalli and
shimoga of Karanataka.The first stage included gathering information about
the general cement market of the two cities. That was, to find out which are
major players, what is general distribution pattern, what type of incentive
schemes the different brands are using.
The second stage comprised determining
the objective of the study and drafting the questionnaire. The questionnaire
was designed keeping in mind the objective of the study. It was designed
with due guidance of the company guide. It was assured that the
questionnaire didn’t exceed more than 10 questions. Keeping in mind the
education level of the respondents who were mainly dealers/retailers, the
questionnaire was kept simple and precise.
b) Research Tools:
The research called for gathering primary data only. Hence, primary sources
were considered for the collection of data.
*Primary tool
The primary data is gathered for specific purpose and is collected by the
researcher himself. It includes direct communication and feedback from the
customers. For the purpose of collecting information from customers a
structured questionnaire was formulated and is contacted directly.
70
c) Research Approach:
The research conducted was exploratory in nature and the goal was to gather
preliminary data to shed light on the real nature of problems and to suggest
possible solutions. For the purpose of this project, we went for a
questionnaire- based survey of customers. A pilot test of this questionnaire
was done for the preparation of final questionnaire. It involved, applying the
draft questionnaire to a sample of 5 people. This was done to ascertain
which questions are ambiguous, wrongly worded or in any way
objectionable.
(d) Research Tool:
1. Personally administered questionnaire
2. Structured interview
3. Unstructured interview
For the purpose of this project, a questionnaire was designed to collect data
that consisted of close ended questions & open ended questions. A survey
technique is being used to collect the data. During the project a survey of
customers using personal interview was done at random locations in
aurangabad and jalna and a predetermined structured questionnaire was
administered to them. The areas covered were as following:
1.Auranagabad
(a Phulambri
(b) Sillod
(c) Waluj
(d) Laad Saungi
(e) Gangapur
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Sampling Plan
* Sampling Unit
The study was restricted to Aurangabad and jalna only. Keeping in mind the objective of the study we sampled dealers and retailers of each and every brand. We try to explore out as many shops as could be possible.
*Sample Size
The sample size taken for the purpose of study was around 150 respondents from the two distt.All the respondents were chosen randomly.
*Sampling Procedure
We try to find out almost all of the cement dealers and retailers in the market.
*Contact Method
I personally visited most of the customers after seeking prior appointment. Few shopkeepers due to their busy schedule or loyalty for their brand refused to respond at all.
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f) Analytical tools:
The data, which was collected, was summarized and tabulated on MS-excel for further analysis. The analysis performed was mainly comparative analysis using statistical analytical tools. The tools that have been used are as follows:
Bar Chart Pie Chart Line Graph
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Data Analysis Market share graph for district Aurangabad
The graph clearly shows that the Ultra Tech Cement has largest market share
in aurangabad, followed by J.K. cement and J.P. Cement.The main reason
behind this excess market share goes to the higher number of dealers of
Ultra Tech cement than other brands.J.K. Cement on the other hand is
having a good market share due to a nicely balanced supply chain of dealers
along with many retailers. All the other brands like Sri Ram and Bangur are
struggling to find market in aurangabad
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27%
4%
15%
11%
12%
9%
8%
9%6%
ultra tech
Acc
J.k.
J.P.
BINANI
Ambuja
Shree Ultra
Tuff Cemento
Bangur
The graph shows that the Ultra Tech is lagging behind ACC cement in
jalna.although it has a good 20% share. The credit for ACC success goes to
the no. of dealers it has in jalna.Its no. of dealers is almost double than the
Ultra Tech dealers plus retailers. The possibility behind Ultra Tech success
lies at the chances of getting some more retailers.
Market Share Graph for Jalna
Satisfaction level of Dealers/Retailers:
75
20%
25%
21%
6%
9%
12%
1% 3% 3% ultra tech
Acc
J.k.
J.P.
BINANI
Ambuja
Shree Ultra
Tuff Cemento
Bangur
highly satisfied
satisfied
averagenot satisfied
highly dissatisfied0
10
20
30
40
50
60
70
highlysatisfied
satisfied average not satisfied highlydissatisfied
the graph clearly shows that most of the dealers are well satisfied with the
services provided to them by the brand they deal in. The services include
timely supply of cement, regular visits by the company officials, different
type of incentive schemes meant for the dealers etc.The other side of the fact
can be that-being loyal to their respective cement brands, the dealers didn’t
want to give a poor image of the company.i.e.they were not satisfied with
the company but responded positively.
76
Want to Shift to Other Brand?
NO
YESMAY BE
0
10
20
30
40
50
60
70
80
90
NO YES MAY BE
The graph shows that about 84% of the dealers and retailers don’t want to
shift to any cement brand other than the one in which they are currently
dealing. But the last portion of the graph i.e. MAY BE part is of crucial
importance for Ultra Tech.This portion shows the dealers who may shift to a
new brand if it proves beneficial for them. So if Ultra Tech assures them
some better services and mainly the better incentives then these can be the
new suppliers for it
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INTERPRETATION
The major competitor for Ultra Tech in Aurangabad is J.K.
Cement.The reason behind this is the presence of more no. of retailers
for J.K. Cement.The two brands under J.K. i.e. J.K. SUPER & J.K.
LUXMI are both well established here.J.K. Provides the benefit of low
cost and quality to the customers as compared to higher price of Ultra
Tech cement.
The competitor for Ultra Tech in jalna is ACC cement. It seems that
ACC has given more importance to jalna.It has just 4 dealers in
aurangabad but in jalna it has about 12 dealers.
The total cement consumption in aurangabad is much higher than that
in jalna .The reasons behind this are construction of a no. of malls,
presence of major real estate players like ANSAL, DLF etc and other
Govt.projects in Aurangabad So Ultra Tech need to concentrate more
in Aurangabad
Ultra Tech cement lags behind other brands only at the price point. It
costs nearly 4-5 rupees higher than the other cements. This is the main
reason for some lower sales. On the other hand, customers are very
sure about the thing that Ultra Tech cement provides much better
quality.
Ultra Tech should try to increase the number of ‘MOBILE
CONCRETE HELP’ vans. These vans are the feature that no other
brand is offering. These are very popular among the local customers.
So Ultra Tech should introduce some more of these vans.
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CONCLUSION
Ultra Tech has two major competitors- J.K. CEMENT and ACC
CEMENT.
Ultra Tech is well established in the markets as far as quality is
concerned.
Introduction of new attractive incentive schemes can bring new
dealers & retailers for Ultra Tech cement.
Price is the major factor that matters for a customer while purchasing
cement.
Market share increases with the increase in no. of dealers.
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LIMITATIONS OF THE STUDY
1. The major problem of the survey was that most of the respondents
being very loyal to their brands didn’t give exact answers .like they
didn’t talk much about what problems they are facing, what are the
different marketing schemes of the brand in which they deal etc.
2. Once we got the questionnaire filled, we need to restart the
conversation in a very generalized way and talk about the local market
conditions. Like who is the main dealer, which cement is mostly sold
in that area etc.so this survey demands a good piece of time while
talking to the respondent. Also Aurangabad & jalna are both big
Distts. With a number of small towns and villages. So to complete the
survey within 2 months time seems to be a bit difficult.
3. Some of the respondents may have told their average monthly sale
more than the actual. Because all of them think that the monthly sale
attached with the market image of their shop.
4. Many of the dealers/retailers refused to answer any question at all. So
the actual figures can be somewhat different from the one that we
have found out
5. Being new to the Distts of Aurangabad & jalna , it is quite possible
that I was unable to explore some of the dealers/retailers.
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RECOMMENDATIONS
1) The Co has only a single C&F agent for a single state. They
should appoint more then one C&F agent for a single state.
If they do this their sales will increase spontaneously
Co should have their own transport facility so as to reduce their
transportation expenses.
2) The Co should organize a small event in every 6 months for the
dealers so as to increase their morality and attachment towards the
CO.
3) They should held a training & development programs for their
dealers to increase the sales.
4) They should tie up them with various selling schemes so as to
increase the sales force and potential.
5) I think the Co has poor advertisements.UTC should think much
about the advertisements.
6) Customer satisfaction plays a vital role in every business. They
should think about customer retentions so as for a smooth relation.
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7) UTC should pay much more attention on their competitors.
They should not lack behind in the competitive business.
8) Secrecy of their policies & strategies should be kept vey
confidential.
9) Gunny bags in which they pack their cement should be of good
quality.
10) Considering the environment security they should use paper
bags instead of their regular bags. It should be recyclable.
11) Export should be majorly done so as to increase Gross
domestic progress of the country.
12) Government norms & regulations should be strictly followed.
13) As India is the land of the villages, so the development is
getting day by day in these areas. The distribution network to
these areas should be very strong.
14) UTC should give more attention on their consumption of Raw
material so as to reduce the cost of the product.
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ANNEXURE 1
QUESTIONNAIRESOLICITATION
Dear Sir/Madam, We are conducting a survey on behalf of ultra tech cement as a part of my ‘summer training project.’ I would be extremely benefited if you answer the following questions.I assure you that the information provided by you will be used for my project work only.
NAME: ELLORA STEELADDRESS & CONTACT NO. : Plot No 5 Maulana Azad Chowk TV center road Aurangabad
WHICH CEMENT YOU DEAL IN: ultratech cement orient cement and all kinds of cementYOU ARE A:>DEALER >RETAILER
YOUR AVERAGE MONTHLY SALE (IN BAGS): 50000 to 80000 bags
HOW MUCH ARE YOU SATISFIED WITH THE SERVICES PROVIDED TO YOU BY THE BRAND YOU DEAL IN:
WHAT TYPE OF PROBLEMS ARE YOU FACING WITH YOUR CURRENT BRAND(IF ANY): Late delivery of product and service provided by the CNF agent to the retailer and customer.
WHAT ARE THE REASONS FOR SELLING THIS PARTICULAR BRAND: Because of best quality and customer response.
DO YOU WANT TO SHIFT TO ANY OTHER BRAND:>YES>NO
USEFUL COMMENTS: Hope this cement industry which has ever green market not only in urban areas as well as rural areas.