Sip

Rma-=12345

EXECUTIVE SUMMA RY

Page 1

E XECUTIVE SUMMARY

INTRODUCTION

Ceasefire is one of the leading companies that provide the fire safety solution to Indian customer.

When Ceasefire first launched its range of domestic fire extinguishers a few decades ago, no one in

India had heard of fire protection, much less felt the need for it.

Ceasefire in India is established in the year 1993 and has covered the major portion of the market

and today has almost monopoly in the fire safety market and the nearest rival is far behind. It has

taken a giant leap in only few years and has covered almost 50 % market share in fire safety solution

industry and provides varieties of fire safety products.

TITLE OF THE PROJECT

The project is about the “ SALES AND PROMOTION OF THE CEASEFIRE PRODUCTS ”

(Pimri-Chincwad) Pune ,in Maharashtra.

Page 2

OBJECTIVE

OF THE

REASEARCH

PRIMARY OBJECTIVE OF THE RESEARCHPage 3

“To study the Sales and promotion of the cease fire products ”

SECONDARY OBJECTIVE OF THE RESEARCH

To know the market share of ceasefire product.

To know the Brand Awareness of ceasefire products

To analyze sales for direct marketing.

To know the customers perception about ceasefire products.

To identify the competitive status of ceasefire industry in the market

To analyze the method for sales and promotion

Page 4

COMPANY PROFILE

ABOUT CEASEFIRE INDUSTRY LTD

Page 5

Ceasefire is one of the major Companies that deal in the fire safety solution in India. Ceasefire

established in the year 1993. When this company first launched its range of fire extinguishers a few

decades ago, no one in India was aware of fire safety and the preventive measure, and the most imp

thing that the people are least bother about this section that is of the fire safety.

At the time of establishment the size of the company was very small with limited resources and

limited manpower and with few branches and just one manufacturing unit. But with the excellent

corporate strategy and marketing strategy the company has made a significance place in the fire

safety solution and has captured the major market share.

The products of ceasefire are easy to handle, convenient to keep and the design is stylish enough

to meet the interior of the surroundings. The most important thing is the trust which the company has

gained by supplying the genuine and reliable product to the customer. The companies by giving all

the responsibility of fire threat to the ceasefire feel secure and safe in their hands. This has after

acquiring the trust and the creditworthiness of the market has acquired the major market of providing

the fire safety solution requirements

COMPANY PROFILE

Page 6

1) NAME : CEASEFIRE INDUSTRIES. LTD

2) SECTOR CLASSIFICATION : MAUFACTURER OF FIRE FIGHTING EQUIPMENT

3) HEAD OFFICE : CEASEFIRE INDUSTRIES LIMITED B-24,GROUND FLOOR,SECTOR- 1,NOIDA-201301 TELEPHONE-0120-4255800/802/803. FAX-0120-4255801 E – Mail: [email protected] Website: www.ceasefire.in

4) BRANCH OFFICES : CEASEFIRE INDUSTRIES LIMITED 4TH FLOOR, BHAGWANT BUILDING, PLOT KALYANGRAM SOCIETY, V.P ROAD, OPP. S.V. ROAD ANDHERI (WEST), MUMBAI-400002 TEL: - 022-65703135/36, E-Mail [email protected] : CEASEFIRE INDUSTRIES LIMITED 610, SACHAPIR STREET. 1ST FLOOR ABOVE ANDHRA BANK. CAMP, PUNE 411001 PH 020-26052766, 32938294 E-Mail: [email protected]

THE COMPANY’S

CORE VALUES

Page 7

mailto:[email protected]


http://www.ceasefire.in/


1. Business entity and ethics

2. Transparency and openness

3. Sense for ownership

4. Striving for excellence

VISION

To drive and sustain leadership of the company within a global context-by developing Individual

leadership competencies at every level, through a robust backbone of trust Support, innovation and

reward.

MISSION

To develop an enabling learning, responsive and trustful organizational climate where people are respected empowered and derive joy in working.

BRANCHES ACROSS INDIA

Page 8

NORTH ZONE:

BRANCHES

DELHI GURGAON

GAZIABAD NOIDA

LUCKNOW AMRITSAR CHANDIGARH GORAKHPUR

MATHURA ALLAHABAD SRINAGAR BIKANER

SOUTH ZONE

B) BRANCHES

BANGLURU CHENNAI

COIMBATORE MADURAI

SALEM HYDERABAD

VISHAKHAPATNAM COCHIN

VIJAYAWADA HUBLI

TRIVENDRAM

WEST ZONE

C) BRANCHES

Page 9

MUMBAI THANE

INDORE BELAPUR

AHEMDABAD NAGPUR

NASHIK

EAST ZONE

D) BRANCHES

KOLKATA PATNA

RAIPUR BURDWAN

SHILONG MIDNAPUR

HAZARIBAG MALDA

SILCHER AGARTALA

Page 10

WORKING STYLE OF

THE

COMPANY

MARKETING AND SALES STRATEGIES

MARKETING STRATEGIES

Page 11

Ceasefire is basically into direct marketing. As such the company is dealing with industrial

products which is very essential for any organization so as marketing strategies are

1. DIRECT SALES

Here what company does is they personal visit the clients and who so ever is the user or who

requires the fire safety solutions. Company works under SPANCO theory. And this theory stands for

whole marketing, sales, and revenue annual turnover of CEASEFIRE INDUSTRIES LTD.

S SUSPECTING

P PROSPECTING

A APPROACH

N NEGOTIATION

C CLOSE

O ORDER

SPANCO

1. SUSPECTING

Suspecting stands for suspect, which means to trace out or to suspect that a particular client is in Page 12

need of our product or not and than work further accordingly.

2. PROSPECTING

Prospecting stands for to qualify your suspect that yes now this customer can be our prospect

and henceforth we can follow up him accordingly.

3. APPROACH

Now when this is clear that prospect is in a positive way we can approach him in a very

professional way for a deal.

4. NEGOTIATION

Now the time comes when deal is almost very close to be closed so we can do some negotiations

in terms of price and discounts as per customers requirements and company polices.

5. CLOSE

Now when negotiation part is done and both the parties are ready to proceed further, so now we

need to close the discussion and work on order.

6. ORDER Now comes the time to take the order from the customer as per their requirement and or as per

the recommendations we have given to them after our fire audit survey.

CUSTOMER TARGETING STRATIGIES

There are certain strategies to target the customers which work on SPANCO theory which we

have discussed above.

Page 13

TARGET CUSTOMERS

CORPORATE

COMMERCIAL

RESIDENTIAL

HIGH PROFILE

AVERAGE PROFILE

Customers are targeted as per there capacity of buying. For the big clients, company goes for

proper FIRE AUDIT SURVEY (FAS), which is done after calculating fire risk of the particular fire

risk of a particular premises, and henceforth we recommend the customer that how much fire safety

he require as per British norms and fire risk calculations.

Customers are targeted as per SPANCO theory and again and again following them up.

Customers are targeted as per the area and territory and market potential. CEASEFIRE has segmented

the market and India accordingly.

CUSTOMER REACH STRATIGIES

ADVERTISING AND PROMOTIONAL ACTIVITIES

Page 14

As such CEASEFIRE is into direct marketing and sales they do not go for advertisements but

now they are focusing into television advertisements. And periodically company goes for free fire

audit survey and also participates on exebitions and annual meets, which provide publicity to the

company in large scale.

BROCHURE

Are the main source of promotions and awareness activities for the company; as such proposals

are submitted on the spot to the customers.

DIRECT MARKETING

Company is working in SPANCO theory and working into direct marketing concept.

PERSONAL CONTACTS

Products are industrial so company needs to contact the customer personally and trace out their

requirement and work out accordingly.

CUSTOMER BUYING BEHAVIOR

Depends upon the customer requirement and the sort of business he is in or doing.

TRAINING TO SALES STAFF

Training is provided by the company to the sales staff periodically time to time. When the

executive is trained for 10 days in its initial stage of joining he or she is given the product training

and sales training as well. Then when the trainee is being into the field for 3 months after that he is

Page 15

supposed to undergo the special training called – EKLAVYA. This is basically a management

training which is specially provided to the employees.

Page 16

PRODUCT PROFILE

TYPES OF FIRE EXTINGUISHERS

ABC MAP 50 1kg(Rs 2100/unit)



Page 17


ABC MAP 90 2kg

ABC MAP-90 5kg

ABC MAP-90 10kg

ABC MAP 90 25kg

ABC MAP 90 50kg

ABC MAP 90 75kg

MONNEX 1kg

MONNEX 2kg

MONNEX 4kg

HCFC 123 2kg

HCFC 123 4kg

HCFC 123 6kg

HFC 236 2kg

HFC 236 4kg

HFC 236 6kg

HFC 236 9kg

CO2 SG 2kg

CO2 SG 4.5kg

CEILING MOUNTED

ceiling mounted (sp-powder)-5kg.

ceiling mounted clean agent

Page 18

FIRE DETECTION SYSTEM (TYPE OF SMOKE DETECTORS)

wireless smoke detection panel.

wireless smoke detector.

ESCAPE AND RESCUE SYSTEM (TYPE OF PRODUCT)

escape signage’s.

escape gear.

floor tape.

Page 19

FIRE EXTINGUISHER

Page 20

FIRE DETECTION EQUIPMENT BLANKET

ESCAPE GEAR MASK

Page 21

UNIQUE FEATURES OF

CEASEFIRE FIRE

EXTINGUISHER

1. THE WORLD’S MOST ADVANCED, ECO-FRIENDLY EXTINGUISHING AGENT

They are extremely light weight and yet packed with tremendous power and throw to

penetrate deep past even the finest grills and meshes.

Page 22

2. WORKS ON ALL CLASSES OF FIRE

These extinguishers can be used to extinguish any class of fire i.e. A, B & C.

3. EASY SNAP SAFETY SEALS A safety seal that can be broken in seconds and yet completely tamper proof. so simple

that a child can even snap it open within a seconds.

4. STATE OF THE ART PRESSURE GAUGE A pressure gauge that is world’s smallest and yet remarkably easy to read it is the only

pressure gauge that can be tested onsite using a special magnet to ensure that it is

working safely and accurate.

5. 5 YEAR WARRANTY

ABC dry powder extinguisher come with an unbeatable 5 year warranty.

6. CONTROLLABLE DISCHARGE MECHANISM

A simple squeeze grip activation mechanism allows controlling the discharge and

optimizing use of the extinguishing agent.

7. EPDM RUBBER HOSEPIPE

Superior grade EPDM rubber is far more flexible than the normal rubber used in most of

the hosepipes. and far less prone to cracks.

8. WORLD CLASS QUALITY CONTROL SYSTEM

Virtually every extinguishers comes with ISO 9001 and CE certification and

conforms to the ISI standards.

Page 23

9. HELIUM TEST

Comprehensive helium tests and leak tests also guarantee that the products you buy

are manufactured to the world’s most stringent quality standards.

PRODUCTS OF CEASEFIRE AND THEIR FEATURES

ABC TYPE FIRE EXTINGUISHERS

Page 24

Name: MAP 90 (Use works on all classes of fire.)

TECHNICAL FEATURES

90% CONCENTRATION OF MONO AMMONIUM PHOSPHATE (HIGHEST IN

THE INDUSTRY).

INSTALERT (AUTOMATICALLY ALARMS PEOPLE ABOUT FIRE AND

PILFERAGE).

EPDM RUBBER HOSEPIPE.

EASY SNAP SAFETY SEAL.

STATE OF THE ART PRESSURE GAUGE.

CONTROLLABLE DISCHARGE MECHANISM.

DEHUMIDIFIED NITROGEN AS PRESSURIZING AGENT.

HELIUM LEAK DETECTION TEST OF EVERY UNIT.

CONFORMS TO ISI STANDARDS.

ISO 9001 CERTIFIED.

5 YEAR WARRANTY (FULL REPLACEMENT)

CLEAN AGENT GAS TYPE FIRE EXTINGUISHER

Page 25

Name: (HFC) Clean Agent

(Use: Perfectly safe to use on Computers and Servers. Works on all classes of fire.)

TECHNICAL FEATURES

WORLD’S MOST ADVANCED CLEAN AGENT.

SAFE FOR USE ON SENSITIVE EQUIPMENT.

LEAVES NO RESIDUE.


PILFERAGE).

EPDM RUBBER HOSEPIPE.




ISO 9001 CERTIFIED.

2 YEAR WARRANTY (FULL REPLACEMENT).

CE (EUROPEAN CONFORMITY) CERTIFIED.

CEASEFIRE Co2 GAS TYPE FIRE EXTINGUISHER

Page 26

Name: CO2 Stored Pressure (Use: Works on B & C classes of fire.)

TECHNICAL EXCELLENCE

SAFE FOR USE ON SENSITIVE EQUIPMENT.


PILFERAGE).

1.3 METER EPDM RUBBER HOSEPIPE.



USED / UNUSED INDICATOR.


ENHANCED PORTABILITY.

ISO 9001 & DOE CERTIFIED.

1 YEAR WARRANTY (FULL REPLACEMENT).

CE (EUROPEAN CONFORMITY) CERTIFIED.

Page 27

FIRE RISK ASSESMENT

AND

SOLUTION REPORT

Once you have realized the importance of having fire extinguisher on your premises The next step

is deciding which type and how many to install, and where. There is nothing arbitrary about these

Page 28

decisions. Determine the optimum quantity, mix and placement of the extinguisher is a scientific

process, and forms the basis for the ceasefire risk assessment and the solution report

THREE STEPS TO FIRE PROTECTION

To initiate the fire risk assessment and solution report our skilled assessors visit your premises to

conduct the process in three distinct steps

1. HOW FIRE PRONE IS YOUR WORKSPACE?

First they classify your premises on the basis of the risk type (A, B or C Class risks) and hazard

levels. There are general classifications to be followed – for instance, a BPO, MNC office or a Bank

typically is classified as an ‘ordinary hazard’.And an A-type special risk. Because it contains mainly a

class fuel like furniture, fabric, and paper. A petrochemical factory, on the other hand would

represents a high hazard. And the (B) type hazard thanks to its concentration of petrol a highly

inflammable B class fuel

2. HOW MUCH EXTINGUISHING POWER DO YOU NEED?

Once this classification has been achieved, our assessors would define the ideal fire rating

requirement for your premises. This calculation would be made according to the precise parameters

based on power rating. (You will recall the outline of the concept of fire rating tests in an earlier

section. The fire rating requirements vary to some degree from premise to premise, based on what we

call the risk multipliers. These are simply the prevalent factor that increases the fire risk

3. WHERE AND HOW SHOULD THE EXTINGUISHER BE PLACED?

Page 29

Once the first two steps of categorization of the premises and fire rating requirements have been

carried out its time to move on to the step three. Installing the extinguisher to the premises take into

account the factors like

Compartments/cabins/enclosed areas

entry and exit points

visibility and accessibility of extinguishers from any point

distance between extinguisher

special fire hazard and so on

Page 30

AWARENESS AND

PREVENTION

Most fire being accidents, occur due to negligence. Simple preventive measures and good

housekeeping can prevent accidents. As the ceasefire safety spectrum outlines, effective prevention is

the first step towards the fire protection. Apart from the more specific and the detailed training inputs,

there are a number of fire safety measures that can be put in place to counter the more common fire

Page 31

hazards. Below you will find a mention of these as well as the few anomalies that were observed in

the safety measures taken on your premises, while conducting the fire risk assessment.

RISK TYPE AND RECOMMENDATIONS FOR SAFE PRACTICES

1. ELECTRICAL

Do not overload electrical sockets

Ensure proper earthing for all electrical

Use ISI marked wires and fittings

Always use ISI marked Mini Circuit Breakers

Check insulation and installation regularly

Ensure proper maintenance of electrical applications

Dry your hand before touching the switch

2. SPACE MANAGEMENT

Keep all the aisles free from obstacles and ensure proper ventilation

If there are smokers on the premises, ensure a separate, ventilated, and

demarcate area as a smoking zone.

3. CHEMICAL STORAGE

Ensure that all chemical storage areas are well ventilated

Do not store different chemicals too close together. They might react

with each other and can cause an explosion or a fire

Don’t allow area access to personnel who have not been specifically

trained to handle such materials

Use tightly covered metals bin for any waste material

4. WELDING

Use spark arrester or screen

Remove flammable material from the surrounding area

Page 32

Cover the flooring nearby with sand

Block all gaps in walls and on the floor with non-combustible material

Keep a dry powder extinguisher close by

5. PANTRY FIRES

Most pantry fires are caused when oil or milk is left to heat unattended.

The liquid boils over and douses the gas, but the gas continues to leak

out a deadly fire hazard

Make it a policy for the office pantry to be manned at all times

Put up cautionary stickers against leaving items unattended on the stove

CEASEFIRE CLIENTS

Page 33

Page 34

Page 35

REVIEW OF LITERATURE

(SALES AND PROMOTION)

SALES

Page 36

Sales is consider to be the major function rather than just a down the line function. Sales is the

function that directly brings in the revenue to the company. Hence managing the personal seliing in a

stuctured and planned manner is very important through the point of view of the company.Sales

management does the same job in effective managing the selling function.

According to the American Marketing Association.Sales management is defind as “The

planning,direction and control of the personal selling activities of a business unit,including,

recruting, selecting, trainning, equipping, assigning, routing, supervising, paying and motivatig as

these tasks apply to the sales force.”

Thus from the above definition it is clear that sales management is mainly managing the sales

force and the personal selling activities. Based on the above defintion one can look at the sales

management as a process which involves three interrlated process as mentioned below.

1. Formulation of a stratigic sales programme

2. Implementation of this sales programme

3. Evaluation and control of the sales force performance

1. FORMULATION OF A STRATIGIC SALES PROGRAMME

In formulatig the strtegic sales programme, sales management involves a number of activities

including the development of the account management policies.demand forecast and quotas and

budgets, sales organization, sales planning, territory design, dployment and the routing.

2. IMPLEMENTATION OF THIS SALES PROGRAMME

In implementing the sales programme, sales management activities include supervising selecting

recruiting, training and motivating the sales force. In addition, implementation requires the

development of compensation systems and sales force incentive programmes.

3. EVALUATION AND CONTROL OF THE SALES FORCE PERFORMANCE

The evaluation and control of sales force performance involves the development and enforcement

of methods for monitoring and evaluating the sales force performance. Sales management activities Page 37

typically required for the evaluation and control include behavioural analysis, cost analysis, and sales

analysis.

PERSONAL SELLING

Is defined as

“The process of communicating with the potential buyer face to face with the purpose of selling a

product or services”

The main thing that keeps the personal selling apart from other method of selling is that the

salesperson conducts business with the customer in person. Though the personal selling is more likely

to be effective with certain types of product or services.It has importance for nearly all kind of the

small business.In fact, most of history’s successful enterpreneurs have been skilled salesperson, able

to represent and promote their companies and product in the market places.

PROMOTION

Promotion is the final element in the marketing mix. After the nature of product is decided, its

price fixed and the methods of distribution decided, the manufactures has to take effective steps in

meeting the consumers in the markets. In the present consumer oriented markets it is the duty of

Page 38

manufacturers to know what is required by the consumer. It is also their duty to make the customers

know where, when how and at what prices. The products would be available.

Meaning of Promotion

The term promotion is the term and includes mainly three type of sales activity : 1. Mass impersonal selling methods (Advertising). 2. Face to face personal selling (Salesman ship). 3. Activities other than personal selling and advertising

such as point of purchase display (P.O.P.) show and

exhibitions,demonstrations and other non securing

selling efforts. This form of activity is called ‘Sales

Promotion.

DECIDING ON THE PROMOTION MIX

Companies face the task of distributing the total promotion budget over the five promotional tools:

Advertising

Sales Promotion

Public Relations and Publicity

Sales Force

Direct Marketing.

Whatever method a company adopts for promoting its product it must be from above mentioned

method.

THERE ARE TWO TYPES OF PROMOTION BLENDS

1. PULL BLEND. 2. PUSH BLEND.

Page 39

Both of these are closely related to the channel of Distribution.

1. A PULL BLEND

Is one in which mass impersonal, sales efforts are given the greatest emphasis. The purpose of

pull blend to pre-sell to the final consumers. So that they demand the product at the retail level of

distribution. The firm adopting this strategy would spend more on advertising and sales promotion

rather than in personal selling. These efforts pull down the product from the manufacturer.

2. A PUSH BLEND

Emphasizes personal selling. Naturally firms adopting this method develop a strong sales force at

both the distributor and the dealer level. This method would tends to push the product through the

channel of distribution.

Page 40

RESEARCH METHODOLOGY

RESEARCH METHODOLOGY

INTRODUCTION TO RESEARCH DESIGN

Page 41

Preparing a ‘research design’ is an important stage in the process of conduct .research design is

nothing but a scheme of the work to be undertaken by a researcher at various stages. Systematic work

on the research project and conduction of various operation methodically could be facilitated by a

research design is nothing but a working plan prepared by a researcher before actually starting his

research work. It acts as a guide and for the researcher to work step by step.

CONCEPT OF THE RESEARCH DESIGN

An architect prepares the blue prints before he approves of a construction .An army prepares a

strategy before launching an attack.An arist prepares the design before he executes his ideas.Any

prudent man makes a plan before he undertakes the work so as the researcher makes the plan before

he undertakes the research work.This enable the researcher to save time and resources. Such a plan of

study or the blue print for the study is called a research design or research strategy

DEFINITIONS

According to P.V.Young

“Research design is the logical and systematic planning and directing of a piece of research”

According to Cook Jahoda

“Research design may be a specific presentation of the various steps in the process of research”

STEPS IN RESEARCH DESIGN

DEFINE THE PROBLEM

Page 42

DEVELOP THE RESEARCH PLAN

COLLECT THE DATA

ANALYSE THE DATA

PRESENT THE FINDINGS

MAKE THE DECISION

RELATION BETWEEN PROBLEM FORMULATION AND

THE RESEARCH DESIGN

Page 43

The research problem can be formulated in many different forms. It may be formulated with

different purposes. The nature of research design depends on the way in which the problem is

formulated.

1. EXPLANATORY- If the problem needs explanation

2. DESCRIPTIVE- If the problem is to be describe the characteristics of groups and

situation

3. HISTORICAL- If the problem involves historical analysis

4. DIAGNOSTIC- If the study is aimed at the solution of the particular problem

5. EXPERIMENTAL-If the researcher wants to test the hypothesis of the casual relationship between variables

METHOD OF THE RESEARCH DESIGN USED

(DESCRIPTIVE)

Descriptive research design means research design in case of descriptive studies which is

concerned with describing the characteristics of a particular individual or of a group.

CONCEPT OF DESCRIPTIVE RESEARCH

Descriptive study is a fact finding investigation with adequate interpretation .It is simplest type of

research. It is more specific than exploratory study as it focuses on particular aspects or dimension of

the problem being studied .data are collected by using one or more appropriate methods like

Observation,Interviewing and Mail questionnaire.Census surveys are the example of such research.

USE OF DESCRIPTIVE RESEARCH

1. Researcher and respondents come into contact with each other

2. It employs simple statistical techniques average and percentage

Page 44

3. It provides the necessary info for planning action programmes

4. Useful for formulating explainations ,predictions and awareness

LIMITATIONS

1. It identifies relevant variables but does not aim at testing the hypothesis

2. Data collection work takes up lot of time and lot of data can be prove useless when

taken up for analysis

3. Many times this type of method just become the method of data collection.

4. The researcher may tend to over-use the statistics.

TYPES OF DATA AND ITS SOURCES

PRIMARY DATA

Page 45

Primary data is the info which is collected fresh and for the first time. Primary data is also

called basic data or the original data.

There are several methods of collecting the primary data. These are as follows:-

Observation method

Interview method

Questionnaires and Schedules

SECONDARY DATA

Secondary data means the data that is already available in various reports, diaries, letters,

books, periodical etc. The data has been used previously for any research and now in use for

the second time.

There are several methods of collecting the secondary data. These are as follows:-

Technical and the trade journals

Publications of the companies

Federations and association of the organization

Books, magazine, journals, newspaper, booklets, prospectus, annual reports, etc

SAMPLING METHOD USED

SAMPLE

Page 46

“A sample is a finite part of a stastical population whose properties are studied to gain information

about the whole (webster,1985)”

When dealing with people, it can be defined as a set of respondents(people) selected from a larger

population for the purpose of survey.

POPULATION

“Its a group of individuals, persons, objectives, or items from which samples are taken for

measurement, for example a population of professors, books, or students”

SAMPLING

“Sampling is the act, process, or technique of selecting a suitable sample or a representative part of

a population for the purpose of determining parameters or characteristics of the whole population”

SAMPLE DESIGN

Sample design covers the method of selection, the sample structure and plans for analysing and

interprting the results.Sample design can vary from simple to complex and depend on the type of

information required and the way the sample is selected.

SAMPLING METHOD

Essentially there are two types of sampling

1. Probability/Random sampling a. Random samplingb. Systematic samplingc. Stratified samplingd. Area sampling

2. Non-probability/Non-random sampling a. Purposive samplingb. Quota samplingc. Multi phase sampling

PROBABILITY / RANDOM SAMPLING

“In this sampling, all members of the population a known chance of being selected for inclusion in the sample and this does not depend upon previous events in the selection process”

Page 47

OR

“The selection of the individuals does not affect the chance of anyone else in the population of being selected”

NON-PROBABILITY SAMPLING

Non-probabilty sampling procedures are much less desirable, as they will almost certainly contain sampling biases.

SAMPLING METHOD USED FOR THE PROJECT

CLUSTER SAMPLING-

Units in the population can often be found in certain geographic groups or clusters e.g. primary school children in any Maharastra District.etc

A random sample of clusters is taken, then all units within the cluster are examined

USES-

1. quick and easy2. does not require complete population information3. good for face to face surveys

LIMITATIONS-

1. expensive if the cluster is large2. greater risk of sampling error

SAMPLE SIZE TAKEN- 78 RESPONDENTS

LIMITATIONS OF THE RESEARCH

Page 48

Due to short duration of the research period and limited resources, could not cover the larger

area for research purpose.

Recession played a major role in getting the proper response from the clients.

Proper training of 3 months is needed to grasp the company strategy and work according to

that which a project trainee didn’t get in it’s 50 days summer project.

Clients are basically concerned with profits and benefits and wants maximum bargain on the

products like discount, free demo etc.

Many are unaware of it and they didn’t respond properly and are unaware about the fire safety

requirement

Page 49

DATA ANALYSIS

AND

INTERPRETATION

MARKET SHARE OF DIFFERENT PLAYERS IN THE FIRE SAFETY FIELD IN (PIMPRI –CHINCWAD)PUNE

Page 50

Sr. No. NAME OF COMPANY NO. RESPONDENTS % SHARE

1. CEASE FIRE 40 51.28%

2. USHA FIRE 15 19.23%

3. RELIANCE 11 14.10%

4. SAFEX 04 05.13%

5. OTHERS 08 10.26%

6. TOTAL 78 100%

MARKET SHARE OF FIRE EXTINGUISHER

ceasefire51.28%(40)usha fire 19.23%(15)reliance 14.10%(11)safex 5.13%(04)others 10.26%(08)

INTERPRETATION

51.28% OF THE MARKET SHARE IS BEING CAPTURED BY THE CEASEFIRE ALONE.

Page 51

FIRE EXTINGUISHER USED BY DOCTORS

ceasefire 57.6%(15)usha fire 23.1%(6)reliance 7.7%(2)safex 3.8%(1)others 7.6%(2)

COMPANY NAME

CEASEFIRE USHA FIRE RELIANCE SAFEX OTHERS

RESPONDANTS 15 06 02 01 02

PERCENTAGE 57.6 23.1 7.7 3.8 7.6

INTERPRTAION

57.6% OF THE TOTAL DOCTORS SURVEYD USES CEASFIRE AS A FIRE SAFTEY EQUIPMENT

Page 52

FIRE EXTINGUISHER USED BY RESTAURANTS

ceasefire 47.6%(10)usha fire 19%(4)reliance 19%(4)safex 4.8%(1)others 9.5%(2)

COMPANY NAME



PERCENTAGE 47.6 19.0 19.0 4.8 9.5

INTERPRTATION

47.6% OF THE TOTAL RESAURANT OWNER SURVEYED USES CEASEFIRE EQUIPMENT

Page 53

FIRE EXTINGUISHER USED BY SHOPPING MALLS, MULTIPLEX AND CINEMA HALLS

ceasefire 50%(7)usha fire 14.3%(2)reliance 14.3%(2)safex 7.1%(1)others14.3%(2)

INTERPRTATION

50.0% TOTAL SHOPPING MALLS, MULTIPLEXES AND CINEMA HALLS SURVEYD USES CEASFIRE AS A FIRE SAFTEY SOLUTION

COMPANY NAME



PERCENTAGE 50.0 14.3 14.3 7.1 14.3

Page 54

FIRE EXTINGUISHER USED BY BANKS

ceasefire 47%(8)usha fire 17.6%(3)reliance 17.6%(3)safex5.9%(1)others 11.8%(2)

COMPANY NAME



PERCENTAGE 47.0 17.6 17.6 5.9 11.8

INTERPRTATION

47.0% OF THE BANKS VISITED USES CEASEFIRE PRODUCTS

Page 55

WHAT IS YOUR OPINION ABOUT THE QUALITY OF THE CEASEFIRE PRODUCTS

EXCELLENT 25%(10)GOOD 50%(20)AVERAGE 25%(10)

QUALITY OF CEASEFIRE EXCELLENT GOOD AVERAGE

NO OF RESPONDENTS 10 20 10

PERCENTAGE 25% 50% 25%

INTERPRETATION

50% OF THE CUSTOMER THEY FIND THE QUALITY OF THE CEASEFIRE PRODUCTS GOOD

Page 56

WHAT IS YOUR OPINION ABOUT THE CEASEFIRE INDUSTRY IN TERMS OF SER-

VICES

EXCELLENT 30%(12)GOOD 45%(18)AVERAGE 25%(10)

SERVICES EXCELLENT GOOD AVERAGE

NO. OF RESPONDENTS 12 18 10


INTERPRETAION

CUSTOMER OVERALL ARE SATISFIED WITH THE SERVICE OF THE COMPANY

Page 57

BRAND AWARENESS OF THE CEASEFIRE

YES 77%(60)NO 23%(18)

BRAND AWARENESS OF CEASE FIRE

YES NO

RESPONDENTS 60 18

PERCENTAGE 77% 23%

INTERPRTATION

77% OF THE RESPONDENTS ARE AWARE ABOUT THE CEASFIRE BRAND, STILL 23% OF THE RESPONDENTS ARE UNAWARE OF THE PRODUCTS

Page 58

TYPES OF PORTABLE FIRE EXTINGUISHER DEMAND IN THE MARKET

ABC TYPE 62%(25)HFC TYPE 25%(10)CO2 TYPE 13%(5)

PORTABLE FIRE EXTINGUISHER ABC TYPE HFC CO2

NO OF RESPONDENTS 25 10 5


INTERPRTATION

T HE DATA SHOWS THAT THE DEMAND FOR THE ABC TYPE IS MORE IN THE MARKET THAN ANY OTHER TYPES OF IT’S PRODUCTS

Page 59

FINDINGS

CONCLUSION

AND

SUGGESTION

FINDINGS

Page 60

1. Ceasefire has got the better grip on the market because of its best Quality of Products and

services which it provides to its customers. 40 respondentsout of 78 were satisfied with the

performance of the product

2. Customer are ready to pay the little higher price than others because they are getting

quality products

3. The products are according to their expectation(in performance) and they rely completely

on the products in case of fire accidents

4. People complaint some time for unavailability of the products on time because of high

demand in the market.

5. Some sales person did not have proper knowledge about the product.

6. Ceasefire needs more promotional activities to create brand awareness among the

customer.

7. Due to the high price of Ceasefire product its local competitors are taking good advantage.

CONCLUSION

Page 61

Today majority of Peoples are conscious regarding fire safety. To capture this market not only the

branded companies but many other local companies looking at this growing market and they are

trying to capture the market and providing the product at cheaper rate in comparison to branded

products, but to compete with them company has introduced many new Products like clean agent,

Co2, ceiling Mountain, escape gears, smoke detectors and ABC Type of extinguishers which are

successfully running in the market giving competitive edge to the Company.

While working for the 50 days for the company the overall image of the company found to be

positive and the customer who are using the products are also well satisfied and would like to use the

product again. The only place where the customer thinks before buying the products is the price but

once convinced by the contact person is ready to pay the amount for that product. And the other thing

about the company is the after sales services that give the full value for the money that they have paid

for the product.

With full command over the domestic market company can now look towards globalization with

the well built infrastructure in hand and good knowledge of the areas where the products can be sold.

SUGGESTION

Page 62

1. Customer relationship plays an important role in building the brand image so that cannot be

ignored In spite of good quality of product & services.

2. To make a loyal customer the company has to win the trust of the customer by providing

timely services and after sales services.

3. The expansion of the market is needed and for that Company needs to explore new target

market.

4. Promotional activity(like advertisements in print media,distribution of broucheres etc) should

be done so as to increase its Brand awareness in the market

5. Contact person should have a proper knowledge of the product so that a better demo can be

done to the client.

Page 63

BIBLIOGRAPHY

BIBLIOGRAPHY

Page 64

BOOKS

MARKETING MANAGEMENT

By – Philip Kotler , Kevin Lane Keller

Abraham Koshy , Mithileshwar Jha

INTEGRATED ADVERTISING PROMOTION AND MARKETING

COMMUNICATION

By – Clow Baack

BROCHURE

CEASEFIRE INDUSTRIES LTD

WEBSITE

www.ceasefire.in

www.google.com

Page 65

http://www.google.com/

http://www.ceasefire.in/

ANNEXURE

QUESTIONNAIRE

Page 66

1. Name of the client

Name of the organization -------------------------------------------- Nature of the organization -------------------------------------------- Address -------------------------------------------- Tel#/Mob# -------------------------------------------- E-mail ID --------------------------------------------

2. Do you have fire safety equipment installed in your organization?

a. (yes)

b. (no)

3. If yes then which brand

Ceasefire ( ) Usha Fire ( ) Reliance ( ) Safex ( ) Others ( )

4. If no then why?------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------

5. Do you no about the ceasefire industry that deals in the fire safety?

a. (yes)

b. (no)

6.If yes then what is the opinion about the company.

a. Excellentb. Goodc. Average

7.What according to you is valued mored. Performance e. Qualityf. Price

Page 67

g. Servicesh. All

8.Would you like us to check the equipment(if installed)?a. (yes)b. (no)

9.Would you like to get the fire risk assessment done by our expert?a. (yes)b. (no)

10.What is your experience about the sales personnel?a. good

b. badc. Average

11.What promotional activity do you think Co. should do to create awareness? a. On line marketing

b. Advertisements c. Hoardings and Banners d. Direct Marketing

12.Any suggestion or comments------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------

*****************

Page 68

Sip

Documents

epdm rubber

art pressure

controllable

fire risk

automatically

fire safety

personal selling

sales force