SUMMER TRAINING REPORT ON SALES AND DISTRIBUTION NETWORK OF ULTRA TECH CEMENT SUBMITTED IN PARTIAL FULFILLMENT OF POST GRADUATE DEPLOMA IN BUSINESS AND MANAGEMENT SUBMITTED BY: KAPIL KUMAR PGDM2007-09 SECTION-A INSTITUTE FOR INTEGRATED LEARNING IN MANAGEMENT GRADUATE SCHOOL OF MANAGEMENT KNOWLEDGE PARK II 1
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summers report on indian cement industry(specially ultra tech cement)
i guess it'll be of grt use for any one doing summers in cement industry...is a market research project.mail at [email protected],if u r unable to get graphs and charts etc
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SUMMER TRAINING REPORTON
SALES AND DISTRIBUTION NETWORK OF ULTRA TECH CEMENT
SUBMITTED IN PARTIAL FULFILLMENT OF POST GRADUATE DEPLOMA IN BUSINESS AND
MANAGEMENT
SUBMITTED BY:
KAPIL KUMARPGDM2007-09SECTION-A
INSTITUTE FOR INTEGRATED LEARNING IN MANAGEMENT GRADUATE SCHOOL OF MANAGEMENT
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.
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 )
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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
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
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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
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
AWARDS FOR ULTRA TECH
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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 1999Capexil Certificate of Export Recognition - Highest Export in Non-mineral Sector
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.
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
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OBJECTIVE OF THE STUDY
Primary objective:
To study the distribution channel of Ultra Tech cement along with other
brands, in Sonepat and Kurukshetra distt. Of Haryana.
Secondary objectives:
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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.
RESEARCH DESIGN
(a) General Methodology:
The methodology adopted for this project was completely base on
primary information. The locale of the study was distt. Sonepat and
kurukshetra of Haryana.The first stage included gathering information about
the general cement market of the two cities. That was, to find out which are
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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) Data Sources:
The research called for gathering primary data only. Hence, primary sources
were considered for the collection of data.
*Primary source
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.
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
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which questions are ambiguous, wrongly worded or in any way
objectionable.
(d)Research Instrument:
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 sonepat
and kurukshetra and a predetermined structured questionnaire was
administered to them. The areas covered were as following:
1.Sonepat:
(a) Kundali
(b) Bahalgarh
(c) Kharkhoda
(d) Guhana
(e) Gannaur
2. Kurukshetra:
(a) Pehowa
(b) Ismailabad
(c) Ladwa
(d) Pipli
(e) Shahabad
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e)Sampling Plan:
* Sampling Unit
The study was restricted to sonepat and kurukshetra 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
DATA ANALYSIS & FINDINGS
Market share graph for distt.Sonepat:
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The graph clearly shows that the Ultra Tech Cement has largest market share
in Sonepat, 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 Sonepat.
Market Share Graph for kurukshetra:
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The graph shows that the Ultra Tech is lagging behind ACC cement in
kurukshetra.although it has a good 20% share. The credit for ACC success
goes to the no. of dealers it has in kurukshetra.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.
Satisfaction level of Dealers/Retailers:
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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.
Want to Shift to Other Brand?
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NO
YES
MAY 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
The major competitor for Ultra Tech in Sonepat 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
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and quality to the customers as compared to higher price of Ultra Tech
cement.
The competitor for Ultra Tech in Kurukshetra is ACC cement. It
seems that ACC has given more importance to Kurukshetra.It has just
4 dealers in Sonepat but in Kurukshetra it has about 12 dealers.
The total cement consumption in Sonepat is much higher than that in
Kurukshetra.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 Sonepat.So Ultra Tech need to concentrate
more in Sonepat.
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.
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
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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 Sonepat & Kurukshetra 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 atall.So
the actual figures can be somewhat different from the one that we
have found out
.
5. Being new to the Distts of Sonepat & Kurukshetra, it is quite possible
that I was unable to explore some of the dealers/retailers.
RECOMMENDATIONS
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Based upon the time spent by me in the market, usefull suggestions of the
dealers & retailers and the findings from the survey, following
recommendations can be suggested for increasing sales and effectiveness of
Ultra Tech Cement:
What matters for most of the cement buyers is the price of the cement
and then the quality. While visiting market for cement purchase, they
don’t care about which brand they are going to buy. They simply
know that X is ongoing price of the cement, if any brand costs higher
than X, they will not buy that brand. Ultra Tech Cement usually costs
4-5 Rs. Higher than the other counterparts. So the buyers, to much
extant not interested in buying Ultra Tech cement. This extra price is
the main reason behind lower sales.therefore, Ultra Tech need to take
some serious steps to reduce the selling price somehow.
The second thing is that a good percentage of buyers is still unaware
of the fact that Ultra Tech cement is the changed name of Birla
cement.Birla cement had a very good image and it is still very popular
among the customers. But people are not so much sure about Ultra
Tech cement. so Ultra Tech need to take some steps to make people
familiar with the’ Birla cement and Ultra Tech’ relation. Because this
will bring the old Birla loyal customers to Ultra Tech cement.
The number of retailers and sub dealers for Ultra Tech cement is very
less as compared to the main competitors ACC, J.K. etc.So Ultra Tech
need to be oriented in this direction. They need to increase the no. of
retailers as much as possible. Although Ultra Tech has taken a right
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step with the ‘retailer registration scheme’ to increase the no. of
retailers. but this scheme needs some improvements. For ex-margin
for the retailers can be increased, we can assure them some gifts also.
While working, I saw that the main condition for this new scheme was
that the retailer will not sell any other brand of cement. Most of the
retailers refused the scheme due to this particular reason. So Ultra
Tech needs to give them some relaxation in this case.
Many of the Ultra Tech dealers used to shop other type of building
materials along with cement, in the same shop. This should not be
permitted by Ultra Tech.Because selling of these building materials is
more profitable than cement, so the cement selling becomes less
important for these dealers. They don’t give proper attention to the
company officials and also to the various schemes of increasing sales.
This in turn brings reduced sales to the company
Ultra Tech Cement has market image of a modern cement with very
good quality. It should try to encash this image. Its mainly the
younger section of people who care about quality first and then the
price. So Ultra Tech needs to give proper attention to the youngsters.
May be, they are not the cement buyers at present but future
possibility lies with them.
Ultra Tech also should have a check on the upcoming threat of
imported cement from Pakistan. The import of cement from Pakistan
has just started and very quickly it has become successful in the
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southern markets. The main reason behind this success is the lower
price. The Pak cement brands like Lucky, Mapple Leaf and Elephant
costs 10-15 Rs. Lesser than the local Indian brands. Ultra Tech which
is already facing charges of higher price needs to be prepared for this.
Some of the Ultra Tech dealers complained that they are losing the
customers loyal to their shops, due to the high price of the cement
provided by them. So at some point, the dealers are not satisfied with
the company. This need to be taken seriously by Ultra Tech.Some
more incentive schemes should be introduced for the dealers and also
the frequency of visits from company officials need to be increased.
POSSIBLE ADVERTISEMENT METHODS
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All of the cement brands use the similar methods of advertising like-
painting walls, use banners, giving free gifts to the dealers and masons
etc.There are still many possible methods of advertisement and creating
brand awareness, which are untouched. Some of these methods are as below:
Local cable T.V. can be used for advertising as well as to give details
about the major dealer/dealers in the city. Details like address, contact
no. of the dealer, different schemes, current market price etc can be
shown.
Local F.M. stations of sonepat and Karnal are also reaching a good
part of listeners. So these can also be used for the same purpose.
Banners, paintings are used mainly on the tractor trolleys, dealer’s
shop and on walls only. We can think about using banners on
rickshaws and autos also.
Different type of incentive schemes, free gifts are mainly for dealers
and sometimes for the masons. As a change, we can also try to attract
the customers directly. For ex-discount coupons, small free gifts,
scratch cards etc can be made available for the customers.
A number of meetings are organized by all the cement companies
with the local masons. Most of the masons are very less educated.
They attend many meetings. So it may become difficult for them to
recognize a particular cement brand. What we can do in this case is to
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take help of Handvertising i.e. we need to put the Ultra Tech logo on
the hands of these masons. So that next time they saw this logo, they
found themselves a bit familiar with the company.
The ‘masons meet’ are organized by the company regularly. This
needs some improvements. We need to decrease the frequency of
these meets. What we can do is that organize a big meet with a no. of
people, higher company officials, entertainment, and snacks for all.
The presence of company officials in the meeting is not alone
sufficient. We need to call some big personalities from that city only.
The people like these masons are more impressed by the presence of
Govt.officials.
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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.
ANNEXURE 1
QUESTIONNAIRE
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SOLICITATION
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.
YOUR AVERAGE MONTHLY SALE (IN BAGS): _ _ _ _ _ _ _ _ _ _ _
HOW MUCH ARE YOU SATISFIED WITH THE SERVICES PROVIDED TO YOU BY THE BRAND YOU DEAL IN:>HIGHLY SATISFIED>SATISFIED>AVERAGE>DISSATISFIED>HIGHLY DISSATISFIED
WHAT TYPE OF PROBLEMS ARE YOU FACING WITH YOUR CURRENT BRAND(IF ANY): _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _