ON
SAINT GOBAIN
Submitted By
SHAIK SOHAIL
(2128-11-672-077)
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(Affiliated to Osmania University - Hyderabad)
(2011 – 2013)
DECLARATION
SHAIK SOHAIL
Ht no. 2128-11-672-077
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ACKNOWLEDGEMENT
SHAIK SOHAIL
Ht no. 2128-11-672-077
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ABSTRACT
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INRODUCTION
For the development of advertising and to get best results one
need to follow the advertising process step by step.
The following are the steps involved in the process of advertising:
Step 2 - Knowing the Objective: one should first know the objective
or the purpose of advertising. i.e. what message is to be delivered to
the audience
Step 3 - Research: this step involves finding out the market behavior,
knowing the competitors, what type of advertising they are using,
what is the response of the consumers, availability of the resources
needed in the process, etc.
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Step 6 - Setting the Budget: then the advertising budget has to be
planned so that there is no short of funds or excess of funds during
the process of advertising and also there are no losses to the
company.
Step 7 - Designing and Creating the Ad: first the design that is the
outline of ad on papers is made by the copywriters of the agency,
then the actual creation of ad is done with help of the art directors
and the creative personnel of the agency.
Step 9 - Place and Time of Ad: the next step is to decide where and
when the ad will be shown.
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If these steps are followed properly then there has to be a
successful beginning for the product in the market.
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product, then the evaluation would be in terms of benefits derived from
the cost sunk in the advertising campaign.
Brochures
Catalogs
Print projects
Direct mail
Sales letters
Television and radio
Online advertising
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RESEARCH METHODOLOGY:
4. After the surveys were conducted, the results of the same were
analyzed and interpreted which can be seen in the latter part of
this project report.
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2. The primary sources of this data was Saint-Gobain office located
at Hyderabad.
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REVIEW OF LITERATURE
Non-personal
Basically sales is done either personally or non-personally. Personal
selling requires the seller and buyer to get together. Personal selling has
its on advantages and disadvantages. Whereas advertising is non-
personal selling. Personal selling has many advantages over advertising
like direct communication, bargaining, enough time to discuss in detail
about the product, seller can easily locate potential buyer. Advertising
has none of the advantages of personal selling, very little time to
present sales message, message is cannot be changed easily.
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be rewritten, tested, modified, injected with every trick and appeal
known to affect consumers.
Communication
Communication means passing information, ideas, or feelings by a
person to another. Communication uses all the senses like smell, touch,
taste, sound, sight. Only two senses - sound and sight are really useful
in advertising. In advertising, what appears is everything the writer
thinks the customer needs to know about the product in order to make a
decision about the product. That information will generally be about
how the product can benefit the customer.
Paid For
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Advertiser has to pay for the creation of ad and for placing it in the
media. Cost of ad creation and cost of time/space in the media must be
paid for. Cost of advertising depends on TRP of media, reach of media,
and frequency of ad to be displayed.
Persuasive
"Persuasive" stands to reason as part of the definition of advertising.
The basic purpose of advertising is to identify and differentiate one
product from another in order to persuade the consumer to buy that
product in preference to another.
Identified Sponsors
Identified sponsors means whoever is putting out the ad tells the
audience who they are. There are two reasons for this: first, it's a legal
requirement, and second, it makes good sense. Legally, a sponsor must
identify himself as the sponsor of ad. By doing so the sponsor not only
fulfils the legal requirements, but it also makes a good sense, if the
sponsor doesn't do so, the audience may believe that the ad is for any
competitor's product, thus wasting all the time and money in making
and placing the ad.
BRAND EQUITY
Brand equity is a phrase used in the marketing industry which
describes the value of having a well-known brand name, based on the
idea that the owner of a well-known brand name can generate more
money from products with that brand name than from products with a
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less well-known name, as consumers believe that a product with a well-
known name is better than products with less well-known
names. Another word for "brand equity" is "brand value".
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there is no universally accepted way to measure it. As one of the serial
challenges that marketing professionals and academics find with the
concept of brand equity, the disconnection between
quantitative and qualitative equity values is difficult to reconcile.
Quantitative brand equity includes numerical values such as profit
margins and market share, but fails to capture qualitative elements such
as prestige and associations of interest. Overall, most marketing
practitioners take a more qualitative approach to brand equity because of
this challenge. In a survey of nearly 200 senior marketing managers, only
26 percent responded that they found the "brand equity" metric very
useful.
PURPOSE
The purpose of brand equity metrics is to measure the value of
a brand. A brand encompasses the name, logo, image, and perceptions
that identify a product, service, or provider in the minds of customers. It
takes shape in advertising, packaging, and other marketing
communications, and becomes a focus of the relationship with
consumers. In time, a brand comes to embody a promise about the goods
it identifies—a promise about quality, performance, or other dimensions
of value, which can influence consumers' choices among
competing products. When consumers trust a brand and find it relevant,
they may select the offerings associated with that brand over those
of competitors, even at a premium price. When a brand's promise extends
beyond a particular product, its owner may leverage it to enter new
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markets. For all these reasons, a brand can hold tremendous value, which
is known as brand equity.
CONSTRUCTION
There are many ways to measure a brand. Some measurements
approaches are at the firm level, some at the product level and still others
are at the consumer level.
Firm Level: Firm level approaches measure the brand as a financial asset.
In short, a calculation is made regarding how much the brand is worth as
an intangible asset. For example, if you were to take the value of the
firm, as derived by its market capitalization—and then subtract tangible
assets and "measurable" intangible assets—the residual would be the
brand equity. One high-profile firm level approach is by the consulting
firm Interbrand. To do its calculation, Interbrand estimates brand value on
the basis of projected profits discounted to a present value. The discount
rate is a subjective rate determined by Interbrand and Wall Street equity
specialists and reflects the risk profile, market leadership, stability and
global reach of the brand.
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Consumer Level: This approach seeks to map the mind of the consumer
to find out what associations with the brand the consumer has. This
approach seeks to measure the awareness (recall and recognition) and
brand image (the overall associations that the brand has). Free association
tests and projective techniques are commonly used to uncover the
tangible and intangible attributes, attitudes, and intentions about a
brand. Brands with high levels of awareness and strong, favorable and
unique associations are high equity brands.
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the brand, such as a wide product recall or continued negative press
attention (Blackwater or Halliburton, for example).
Examples
In the early 2000s in North America, the Ford Motor Company made
a strategic decision to brand all new or redesigned cars with names
starting with "F." This aligned with the previous tradition of naming all
sport utility vehicles since the Ford Explorer with the letter "E." The
Toronto Star quoted an analyst who warned that changing the name of the
well known Windstar to the Freestarwould cause confusion and discard
brand equity built up, while a marketing manager believed that a name
change would highlight the new redesign. The aging Taurus, which
became one of the most significant cars in American auto history, would
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be abandoned in favor of three entirely new names, all starting with "F,"
the Five Hundred, Freestar, and Fusion. By 2007, the Freestar was
discontinued without a replacement. The Five Hundred name was thrown
out and Taurus was brought back for the next generation of that car in a
surprise move by Alan Mulally.
METHODOLOGIES
Brand Equity Ten (Aaker)
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Effective Market Share is a weighted average. It represents the
sum of a brand's market shares in all segments in which it competes,
weighted by each segment's proportion of that brand's total sales.
Relative Price is a ratio. It represents the price of goods sold
under a given brand, divided by the average price of comparable goods in
the market.
Durability is a measure of customer retention or loyalty. It
represents the percentage of a brand's customers who will continue to buy
goods under that brand in the following year.[10]
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Interbrand, a brand strategy agency, draws upon financial results and
projections in its own model for brand valuation. It reviews a
company's financial statements, analyzes its market dynamics and
the role of brand in income generation, and separates those
earnings attributable to tangible assets (capital, product, packaging,
and so on) from the residual that can be ascribed to a brand. It then
forecasts future earnings and discounts these on the basis of brand
strength and risk. The agency estimates brand value on this basis
and tabulates a yearly list of the 100 most valuable global brands.
CONJOINT ANALYSIS
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Marketers use conjoint analysis to measure consumers' preference
for various attributes of a product, service, or provider, such as features,
design, price, or location. By including brand and price as two of the
attributes under consideration, they can gain insight into consumers'
valuation of a brand—that is, their willingness to pay a premium for it.[10]
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that of financial outcomes which examine price premium. That is, how
much more will a consumer pay for a product or service that
isbranded over a product or service that is generic? A softer perspective
is that of brand extension where consideration is given to the value that
a brand lends to the introduction of other products, or considers the
reverse dynamic of the impact of a new product or service on the existing
brand. This following steps address a third perspective - customer-based.
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time, brand loyalty typically results. Today, customers can -- and do --
easily communicate the strength of their brand attitude to others.
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exploring customer perceptions and motivation. Conjoint analysis can
reveal key consumer decision-making processes. Effective measurement
of brand equity is critical to the development of brand strategy and
ultimately supports return-on-investment analysis. Which brings us full
circle, back to the financial outcomes perspective on brand equity.
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MEDIA EFFICIENCY
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organizing, staffing, directing and controlling. Media organizations
thus create organizational systems and structures to enable speed and
efficiency of all operations.
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The following aspects will be dealt with -
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Today, national news agencies exist in 120 sovereign countries
but the major ones are located in the developed countries of the west.
Some 35 developing countries have no news agencies at all including
24, with populations of more than 1 million.
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PTI is a leading participant in the Non-Aligned News
Agencies Pool (NANAP) and the Organization of Asia - Pacific
News Agencies (OANA)
OVERVIEW
Marketing Evolution found that when analyzing ROI across
the 38 studies:
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TV leads in cost efficiency for brand awareness, and the
efficiency of magazines is a close second to that of TV
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ABOUT THE GLASS:
The major raw material of glass is sand (or "quartz sand") that
contains almost 100 % of crystalline silica in the form of quartz.
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Although it is almost pure quartz, it may still contain a small amount
(less than 1 %) of iron oxides that would color the glass, so this sand is
usually depleted before production to reduce the iron oxide amount to
less than 0.05 %. Large natural single crystals of quartz are pure
silicon dioxide, and upon crushing are used for high quality specialty
glasses. Synthetic amorphous silica, an almost 100 % pure form of
quartz, is the raw material for the most expensive specialty
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from around 2500 BC. Glass was also discovered by Native
Americans during the same time period.
The Egyptians also made small jars and bottles using the core-
formed method. Glass threads were wound around a bag of sand tied
to a rod. The glass was continually reheated to fuse the threads
together. The glass-covered sand bag was kept in motion until the
required shape and thickness was achieved. The rod was allowed to
cool, then finally the bag was punctured and the rod removed. The
Egyptians also created the first colored glass rods which they used to
create colorful beads and decorations. They also worked with cast
glass, which was produced by pouring molten glass into a mold,
much like iron and the more modern crucible steel. By the 5th
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century BC this technology had spread to Greece and beyond. In the
first century BC there were many glass centres located around the
Mediterranean. Around this time, at the eastern end of the
Mediterranean, glass blowing, both free-blowing and mould-
blowing, was discovered.
ROMANS
Roman Glass Beaker from the 4th Century A.D.
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EUROPE
A 16th Century Stained Glass Window
Glass objects from the 7th and 8th centuries have been found
on the island of Torcello near Venice. These form an important link
between Roman times and the later importance of that city in the
production of the material. Around 1000 AD, an important technical
breakthrough was made in Northern Europe when soda glass,
produced from white pebbles and burnt vegetation was replaced by
glass made from a much more readily available material: potash
obtained from wood ashes. From this point on, northern glass
differed significantly from that made in the Mediterranean area,
where soda remained in common use.
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developed, which led to its becoming a much more commonly used
material. The invention of the glass pressing machine in 1827
allowed the mass production of inexpensive glass products.
The cylinder method of creating flat glass was first used in the
United States of America in the 1820s. It was used to commercially
produce windows. This and other types of hand-blown sheet glass
was replaced in the 20th century by rolled plate glass.
GLASS IN BUILDINGS
Glass has been used in buildings since the 11th century. Uses
for glass in buildings include as a transparent material for windows,
as internal glazed partitions and as architectural features.
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in roofs and walls. Foamed glass, made from waste glass, can be
used as lightweight, closed-cell insulation.
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"A machine learning approach to the estimation of the liquidus
temperature of glass-forming oxide blends";
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GLASS MANUFACTURERS:
Asahi India Safety Glass - Tempered, windscreens and auto
safety glass
Excel Glasses - Manufacturer of soda lime and flint glass ware
Garg Lab Glass - Industrial glassware manufacturer
Glass Fiber Textile - Fibre glass cloth manufacturer
Gujarat Glass - Manufacturer of glass bottles & containers
Hindusthan National Glass - Glass manufacturer
Jain Scientific Glass Works - Manufacturer of scientific,
laboratory & industrial glassware
Janta Glass Works - Supplier of empty glass bottles, jars &
containers
Jeet Glass - Bullet proff and insulated glass
Jindal Art Glass - Glass panels, lamps and security doors
dealer
Magnum Glass Works - Laboratory & industrial glassware
Malhotra Scientific Glass Works - Laboratory glass apparatus
& graduated glassware
Saint-Gobain Vetrotex - Glass fiber reinforcements for
composites, Cem-FIL, filaments & textiles yarn
Scam Lab Glass - Laboratory glassware fabrication
Tensil Glass - Laboratory glassware manufacturer
Uniglass Industries - Glass tempering services
Vensil Laboratory Glassware - Laboratory glassware &
plasticware
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SAINT-GOBAIN CREATES HISTORY:
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Pyramid, embellished with Saint-Gobain glass – the company too, has
transcended time, serving as a unique, seamless link between the past
and the future. With its rich history, enviable tradition and commitment
to continuous innovation, Saint-Gobain continues to redefine the
standards of glass making, time and again. After all, it has been the
future of glass. Since1665.
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HISTORY
Since the middle of the 17th century, luxury products such as silk
textiles, lace and mirrors were in high demand. In the 1660s, mirrors had
become very popular among the upper classes of society: Italian
cabinets, ballrooms, châteaux and ornate side tables and pier-tables were
decorated with this expensive and luxurious product. At the time,
however, the French were not known for mirror technology;
instead, Venice was known as the world leader in glass manufacturing,
controlling a technical and commercial monopoly of the glass and mirror
business.[citation needed]
Colbert saw Manufacture royale de glaces de
miroirs as a way for France to become completely self-sufficient in
meeting domestic demand for luxury products.[4]
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Saint-Antoine, under the French company, began to rival those of
Venice. The French company was capable of producing mirrors that
were 40 to 45 inches long (1.0 to 1.1 m), which at the time was
considered impressive. Competition between France and the Venetians
became so fierce that Venice considered it a crime for any glass artisan
to leave and practice their trade elsewhere, especially in foreign territory.
For seven years, the two companies were in competition until 1695,
when the economy slowed down and their technical and commercial
rivalry became counterproductive. Under an order from the French
government, the two companies were forced to merge together, creating
the Compagnie Plastier.
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1789-1910: Industrial revolution
In 1789, as a consequence of the French Revolution, the state
financial and competitive privileges accorded to Compagnie
Dagincourt were abolished. The company now had to depend on the
participation and capital of private investors, although it continued to
remain partly under the control of the French state.
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laminated mirrors and glass, and finally embossed mirrors and window
panes. Some of the more famous buildings that Saint-Gobain contributed
to during that period were the Crystal Palace in London, le Jardin des
Plantes, les Grand et Petit Palais and les Halles in Paris, and
the Milan railway station.
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In 1920, Saint-Gobain extended its businesses to fiberglass manufacture.
Fiberglass was being used to create insulation, industrial textiles, and building
reinforcements. In 1937 the company founded Isover, a subsidiary fiberglass
insulation manufacturer.
Glass and fiberglass sales benefited from the booming construction industry
and the rise in mass consumption after the Second World War. Saint-Gobain's
yearly glass production went from 3.5 million square meters (38 million square
feet) in 1950 to 45 million square meters (480 million square feet) in 1969. In
1950, fiberglass only represented 4% of the company's turnover, but by 1969,
this had grown to 20%.
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Domestic sales in France accounted for only a fifth of the company’s
revenue. Spain, Germany, Italy, Switzerland and Belgium were also important
markets.
1971–1986: Nationalization
The next fifteen years were a time of change and reorganization for the
newly merged companies. In the 1970s, Western economies were suffering a
sharp downturn. Saint-Gobain's financial performance was adversely affected
by the economic and petrol crisis.
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1986-Present: Expansion
When Saint-Gobain once again became a private enterprise, control of the
company quickly changed hands. Jean-Louis Beffa, an engineer and graduate of
the École Polytechnique, became theCEO. Beffa invested heavily in research
and development and pushed strongly for the company to produce engineered
materials (such as abrasives and ceramics).
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SAINT-GOBAIN AT A GLANCE
"Developing new materials and services for the house of the future."
In brief
. 42.1 billion euros of sales
. Around 195 000 employees
. Presence in 64 countries
. 12 research centres and 101 development units
. European or world leader in all of its activities
With a long international history, which began in France in 1665 when the
Royal Glass Works was established, the Saint-Gobain group is now the world
leader on habitat and construction markets, providing innovative solutions to
save energy and protect the environment.
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Distribution of employees by countries
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European or world leader in each one of its activities
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materials, with more than 4,200 outlets, stands out for the training in today's
building standards it gives to tradesmen.
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1. PERSONEL DETAILS
NAME:
SHOP NAME:
ADDRESS:
PHONE:
□ CLEAR □ MIRROR
□ TINTED GLASS □ FIGURED GLASS/ PIN
HEAD
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4. WHAT ARE THE BRANDS THAT ARE AVAILABLE IN
GLASS MARKET?
□ SAINT-GOBAIN □ MODI/GGL
□ASHAI FLOAT/AIS □ THRIVANI
□ BOROSIL
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6
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□ ASHAI FLOT/ASI □ THRIVANI
□ BOROSIL
CLEARTHINE
10%
(2.5mmTO6mm)
CLEARTHIKE
20%
(8mmTO12mm)
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TINTEDGLASS/DESIGN
15%
GLASS
MIRROR 30%
REFLECTIVE 25%
□ CARPENTER □ ARCHITECT
□ FABRICATOR □ BUILDER
□ MEDIA/ADVERTISING
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10. WHAT COLOURS ARE SOLD IN BRANDED
REFLECTIVE GLASS?
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12. DO YOU PURCHASE DIRECTLY FROM
COMPANY?
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14. HOW MANY CUSTOMERS INSIST ON A BRAND
NAME
BASED ON TV COMMERCIAL?
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MIRROR MODI HBO
REFLECTIVE ASAHI FLOAT ESPN
1. NEWS CHANNELS
2. SUN NETWORK
* HA ADD
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WHAT YOU PURSUED FROM THE ADD?
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* RESTAURANT ADD
HAVE YOU SEEN THIS ADD?
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WHAT DO YOU PURSUED FROM THE ADD?
The glass is not visible
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* KID DRAWING ADD
HAVE YOU SEEN THIS ADD?
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WHAT YOU PURSUED FROM THE ADD?
Enjoyed by all & reflects heat and make the portion cool and
one side transparent
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19. MIRROR GLASS
BOY TOILET
HAVE YOU SEEN THIS ADD?
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WHAT YOU PURSUED FROM THE ADD?
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RANK THE FOLLOWING MEDIA
TV ADVERTISING
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
DANGLERS/BANNERS/POSTERS/POP
1 2 3 4 5
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1 2 3 4 5
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BUDGET ANALYSIS OF SAINT-GOBAIN
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BRAND EQUITY AND MEDIA EFFICIENCY OF THE
SAINT-GOBAIN
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Saint-Gobain as a brand is still perceived favorably by the
customers but in order to make the brand Saint-Gobain more strong
and powerful it needs to improve upon its brand equity. And if it
does it, it may become the most favored brand among the customers.
Brand loyalty:
The survey done by our group reveals that a large chunk of
customers (65%) have recommended the brand Saint-Gobain to
others and another 82% of them would definitely recommend others.
This reflects that the customers were loyal and indifferent towards
the brand. Some of the customers surveyed had intense loyalty
towards the brand.
Brand Awareness:
The brand Saint-Gobain was successful at building awareness.
According to the survey conducted on the customers by our group,
all of them were aware of the brand Saint-Gobain. And the
customers to whom Saint-Gobain was referred and recommended
also knew about brand Saint-Gobain. They had positive approach
towards the brand Saint-Gobain. The brand recall was also very
strong among the customers of saint. Saint-Gobain is able to
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maintain the brand recall approximately the same as its competitors
most of which had been supported by the advertising activities that
has been undertaken by them.
Media Efficiency:
The company is using only few Medias such as visual media,
print media, and point of purchase as the sources according to the
customer survey visual media and print media are placed 1&2nd
So the saint gobain has been using effective Medias for their
promotion.
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SUGGESTIONS:
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BIBLIOGRAPHY
BOOKS
Managing Brand Equity
By David A. Aaker
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WEBITES
www.saint-gobin.com
www.google.com
www.wikipedia.com
MAGAZINES
Company brochures
Weekly magazines
Global brand imaging
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