CHAPTER-1

Company Profile

COMPANY PROFILE
History of the company
A brief history of SHREE KRISHNA PACKWELL INDUSTRIES in chronological order is given below:
1994: This is the year beginning SHREE KRISHNA PACKWELL INDUSTRIES. Being a proprietor concern owned and managed by

Mr. JATIN KHANNA. At that time, it started commercial production of QUALITY adhesive tapes.

Shree Krishna Packwell Industries is 100 % Exporting unit engaged

in exclusive manufacture and export of adhesive tapes and other engeneering adhesive tapes from India.At present Company deals in all types of adhesive tapes. The Company is successfully operates in the world and its main market packing. in Australia,Germany,U.k,America.The Company is observing and maintaining quality with regard to material and

ORGANISATION OF THE COMPANY

Based in Jalandhar, Shree krishna Packwell Industries are one of the manufacturers of BOPP self adhesive tapes in brown, transparent, coloured etc. With only three years in manufacturing and over more than 15 years of wide experience in this sphere of business, they are a recognized brand in the market. Their produced self adhesive tapes makes the packages secured and enhances the brand entity. We have a state of the art manufacturing unit in Godaipur, near Focal Point, Jalandhar, which helps us to produce a wide series of high quality tapes and films using pneumatically controlled thermal fluid drying system. We manufacture tapes of different lengths such as 65 mts, 100 mts, 130 mts and 650 mts etc. We slit tapes in 12mm, 18mm, 36mm, 48mm, 60mm and 72mm, and in diverse colors according to the demand and requirement of the customers. Since inception, we ensure that our products adhere the international standards of quality. We have quality-checking department and our team of qualified and experienced managers and supervisors maintain the standards of quality. Because of our dedication, commitment and business policies, we have a long and reputed clients in market.

INFRASTUCTURE
Our manufacturing unit is well covered with high speed coating unit, slitter re-winder, core cutter etc. machines and having the most special features such as air brake and auto turrent system. Our workforce is well experienced and our quality controllers ensure our clients receive the best quality self adhesive tapes at competitive rates. We focus on custom BOPP self adhesive tapes to suit all packaging requirements. We provide very secure and hygienic working conditions to our employees thats why very low percentage of employees have left till date.

MANAGEMENT
BANKERS of the company State bank of India Commercial Branch Civil lines, Jalandhar Auditors Mr. Surinder goyal Chartered Accountants Jalandhar

Accountant

Mr. Raman Sharma Commercial Accountants Jalandhar

Promoters

Security Printers from RBI

ADDRESS OF THE OFFICE

Registered office 72,Raja garden Village Godaipur,near amritsar bye pass Jalandhar Punjab India Pin code : 144001 Tel : +91-181 2284804 Fax : +91- 181 3247704

OBJECTIVES OF COMPANY
1. CUSTOMER SATISFACTOIN Shree Krishna Packwell Industries lays emphases on forming a long lasting relationship with its customers by offers optimum requirement and upgrade the quality of its human resource system machinery and equipment. Company has provided to its customer the safety of life from various hazards, security and growth for its employees, satisfactory return to investor and useful contribution towards development of community and society. 2. DISTRIBUTION NETWORK Shree
Krishna Packwell

Industries is having authorized distributor and authorized retail

outlets so that the sale can promote. They are also providing some benefit to their Ads so that can promote sales. Following are the number of distribution and retail outlets. Table1.1 Distributors Authorized Distributors Authorized Retail Outlet 3.
HUMAN RESOURCE

15 25 The success of Shree Krishna Packwell

Industries Depends upon the people working there. They are the

foundation of this company. They are pillar holding the position of this concern. The companys list of human resource is as follows.

Table1.2 Human resource Skilled 300 Unskilled 40 Semi skilled 30 Managers and staff 10 Engineers 10 Supervisors 10 Total 400 The company has not lost a single man-day during its 15 years of existence. To take care of the workers of company has also introduced a self-financing scheme governed and managed totally by the workforce for their over benefit.

4. ENVIRONMENT OF THE CONCERN The company has the distinction of having the mesmerizing infrastructure. The environment of Shree Krishna Packwell Industries is fully workable, each and every person in the concern is filled with the spirit of doing their work in a different and specialized way.

5.

EXPANSION PLANS

The company is professionally managed.

It is continuously improving its product range and has plans to achieve over Rs. 10 crores turnover within next 6 years. It has very ambitious expansions plan in various stages of implementation. In, the month of May 2004, the company has purchased 4600 square yards of land with well-built up factory and office building.

6.

INDUSTRIAL RELATIONS

The personnel policies and

managerial philosophy of this group are people oriented. Human

resources are fully encouraged to obtain maximum career development growth within the organization. The quality of the product working conditions and natural consideration and understanding between the management and the workers has resulted in extremely cordial industrial relations.

CHAPTER-3

Research Methodolog y

DATABASE AND RESEARCH METHODOLOGY

This project is based on information collected from both primary and secondary data. The data has been used to cover various aspects of advertisement and sales promotion activities being undertaken by the organization under the study. COLLECTION OF DATA

Primary Sources

Secondary Sources

Personal

Questionnaire

Company

Books

OBJECTIVES OF THE STUDY

1. To find out different advertising and sales promotion activities of Shree Krishna Packwell Industries. 2. To determine the procedure of advertising adopted by the Shree Krishna Packwell Industries. 3. To know the media Planning followed by the Shree Krishna Packwell Industries.

DATA COLLECTION
COLLECTION OF DATA:
The task of data collection begins after a research problem has been defined and the research design checked out.

PRIMARY DATA:
Personal interview with Marketing Manager and other officer of Marketing Department of Shree Krishna Packwell Industries was conducted. Various questions were asked regarding advertising and promotion activities of the concern to collect the data.

SECONDARY DATA:
Company pamphlets, company magazines, company website.

LIMITATIONS OF STUDY
1. Though every care was taken to maintain object, yet the prejudice in response cannot be ruled out. 2. Limited time and limited funds made the detailed study a bit difficult. 3. Most of the workers were busy doing their work, they did not have time to fill the questionnaire, nor did they find it necessary.

Presentation : The data has been analyzed in the form of bar graphs and pie graphs.

CHAPTER-4

Advertising & Sales Promotion

At Shree Krishna Packwell Industries

ADVERTISEMENT A THEORETICAL APPROACH

Advertisement is multidimensional. It is a form of mass communication, a powerful tool, component of the economic system, a means of financing the mass media, a social institution, an art form, an instrument of business management, a field of employment and a professional. It is all-pervasive, ubiquitous force. It is the least expensive method of communicating with large and geographically diverse market. Advertisement meaning Advertisement is a salesmanship in print. The word advertising has been derived from the Latin word advertere connoting to turn to or turn the people towards it or turning the valuable attention towards the product. Advertisement is a medium of impersonal sales efforts. It is the art of influencing human action to buy or posses one s product. It is a techniques of popularizing action to buy or posses one s product or service.

DEFINITIONS OF ADVERTISEMENT THE AMERICAN MARKETING ASSOCIATION (AMS) has defined advertisement in the following words: Advertising is any form of personal presentation of goods, service or ideas for action, openly paid for by an identified Sponsor. According to this definition, advertisement is paid form of publicity and any sponsored communication designed in influence buyer behaviour is advertising. Further, advertisement is non-personal and directed at a mass audience.

Educate People

Definite goal

Ideas of services Identified

Creation of

ADVERTISEMENT

D e

PURPOSE OF ADVERTISING PROGRAMME

Just like human and action has on objective, so advertising or publicity also has their own purpose to support their existence and paramount role. To pinpoint, following are the purpose: 1). 2) 3). 4). 5). 6). 7). 8). Communication of information Establish image of the product Educating the public Creation, direction and extension and demand Builds a sound edifice of good will Accelerating Economic growth Helping sales efforts Increasing market shares

ADVERTISING PROCESS
An advertising is said to be successful if it able to arrest the attention of people and ultimately influence their in favour of the advertiser by compelling them to buy the product or service advertised. There are various models, which explains promotional elements i.e. Advertising Sales promotion Personal selling Publicity Public relations work

1).

AIDA MODEL

It was developed to represent the stages a sale person must take a consumer through in the personal selling process. The effect is the action into which prospect may be induced as are result of advertisement.

This model highlights the importance of catching the eye / ear of the prospect in order to create his interest or desire and finally determination to buy the advertisement product by showing it in the final action.

2.

INNOVATION ADOPTION MODEL

This model is evolved from work on the diffusion of innovation to the adoption of the innovation by public. This model involves various steps, which are as follow

Interest

Trail

Adoptio
Evaluation Evaluation

Awareness

This model the challenge facing the companies who launch a new product is to create awareness and interest of consumer so that they proceed to evaluate the viability of new product by actual use; and by evaluating the viability by actual trial, the consumer may proceed further in adopting the advertised product. 3). HIERARCHY OF EFFECT MODEL This model is also called Levidge and skinner model. This model shows the process by which the advertising works and assumes that the consumer passes through a series of steps in sequential order from initial awareness of a product or service to actual purchase.

The basis purpose of this model is that advertising effect occurs over a period of time.

Unawareness

Preference

Awareness

Conviction

HIERARCHY EFFECT MODEL

Knowledge

Purchase Confirmation

Linking

Advertisement communication may not lead to immediate behaviour response or purchase rather a series of effect most occur with step full filled before the consumer can move the next stage in the hierarchy.

ROLE OF ADVERTISEMENT IN MODERN BUSINESS

1). Advertisement is a big business: - Advertising is a big business. it is bigger in the developed and rich countries of the west. It has been accepted that size of the advertising industrial is a true indicator of the level of the living standard in a country and its economy. 2). Advertising is a marketing tool: - Advertising is the communication link between the seller and buyer the consumer. There is another way of viewing the advertising function, and that is the marketing point of view. An organization also identifies the segment of the market, it intends to serve. And advertising is an essential as the right product the right place, the right distribution channel and personal selling. 3). Advertising is a professional: - Advertising has now becomes a professional fulfilling the important requirement of having a high degree of generalized and empirical analysis and research. Large number of professional is now being employed in the newly formed full-fledged department of advertising and publicity. 4). Advertising makes possible free choice :- Advertisement of an products and brands manufactured by competing firms give a choice to consumers ; they give them product information as well intact advertising helps in creating a competitive environment. 5). Advertising is informative: - Advertisement is an equally effective tool foe information seller of the purchasing intents and specifications of the buyers.

6).

Advertising creates demands :- Most of us feel that advertising, offer al, for the market, a powerful persuasive tool for creating a demand for his products, building up his sales and improving his market share.

ADVERTISEMENT POLICY OF SHREE KRISHNA PACKWELL INDS.

The general trend of Shree Krishna Packwell Industries is to spend 1 % of sales target as advertising expenditure and on sales promotion techniques. The advertising expenditure will be given according to the target of the dealer and the rest 0.5 % is expand on manufacturing of complimentary gifts Calendars, Key chain, tolls kits, diaries, table clothes, slips pads etc. Some time dealers wants to make these gifts on their on their own, for that compcany provides 0.5 % of expenditure to them. Shree Krishna Packwell Industries is trying to improve their sales in all over India. A separate policy for replacement of good has been circulated. All defective goods to be sent to company deposit in copulation after approval of the concerned territory sales persons. FACING RIVALS Company is very much alert about their rivals. They are having marketing intelligence. They keep in touch with the marketing strategy. They used to know about: a. Important competitor in the region and their total annual sales. b. Sales of the competitor in the region c. Marketing policy including discount structure, credit facilities cash discount policy, and Quarterly terms of deferred payment annual T.O.D. any incentives schemes, quantity discount etc.

ADVERTISEMENT MEDIAS OF SHREE KRISHNA PACKWELL INDS.

QUALITY Adhesive Tapes is the manufacture of industrial goods so for that industrial advertisement done. The objective of industrial advertisement vary according to form and situation. Advertisement is paid communication because the advertiser has to pay the space or time wherever his advertisement appears. Advertisement appears in recognized media such as newspaper, direct mail, magazines, radio, television cinema, outdoor hoarding, posters, banners etc. lots of money is spent on media on the production of advertisements. Shree Krishna Packwell
Industries use following medias.

A). ADVERTISEMENT IN NEWSPAPER AND MAGAZINES Newspaper is a very common made of advertisement, which provides a wider coverage to the products. Form time to time the company has exploited this mode of advertisement for attainting mass recognition of their products. The company is also used to see that their campaigns are published after regular intervals to maintain the market or to push up the sales. The magazines mostly used for advertisement by Shree Krishna Packwell
Industries Are:-

National product news Industrial Automation Electrical International Electricity Engineering etc.

B). THROUGH SALE FORCE Major promotion of the product which to be distributed specific channel is usually done through salesmen, sales engineers and sales executive. The sales force report with and figures reveals personnel reports with and figures reveals personal visit majority help in the product acceptance 90 % of the sales is made through the distributor. Some specific suppliers are made to the government and industrial clients.

C).

HOARDINGS

Releasing an impression and longer rusting impact which can be by hoarding Shree Krishna Packwell Industries has recently put n large hoarding across the city which are captivating enough to attract the masses attention and convey the meaning behind them. The company use hoarding in the form of Glow sign Sunshades Posters are also used extensively by the concern

D).

DIRECT MAIL ADVERTISING It includes all form of printed advertisement delivered directly to

the prospective customer through or distributor from door to door or delivered by messenger or pass on the street through leaflets. It may be handed over to the customer at the counter of the retail store. Printed advertisement delivered directly to the customer instead on indirectly the newspaper delivered to the customers.

E).

TRADE SHOWS AND EXHIBITIONS

To influence channel members and resellers in distributor channel, it has become practice for a seller to participate in trade shows and exhibition. The visitors in such shows are either reseller or customers of particular products Shree Krishna Packwell Industries also organize trade to maintain the market. Exhibitions are origination by a group or manufactures just to familiarize people the whole range of product they produce. The exhibition may be local, national and international reputation. F). SEMINARS AND CONFERENCES The company arranges the seminars and conference both in house and outdoors from time to time people difference work fields. These meetings are quite beneficial and for the interest of the company. It is an association of adhesive tapes manufacture technical seminars, expert meet dealers meet, architects meet retailers meet etc. G). TRADE JOURNAL AND MAGAZINES A variety of nationals, international and adhesive tapes journals are published which has reader area appeal. Colored pictures seen attractive and its published record of the kind of the campaign prepared and can be improved upon next time e.g. Business India. H). SAMPLES Samples are a free distribution of an item in an attempt to obtain customer acceptance. They are distributed to the customer on trial basis. It is especially useful in promoting new product. Shree Krishna Packwell
Industries to some extent is following techniques of sales promotion.

SALES PROMOTION CONCEPT

Every business aims at maximizing of profits in the long run or in short run. Promotion is one of the tools to do it. Promotion has the function to inform to persuade and to remind. Sales promotion is that element of promotion mix, which does persuasive function more emphatically. Sale promotion refers to those marketing activities other than personal selling, advertising and publicity, that stimulate consumer purchasing and dealer effectiveness such as displays shows and expositions, demonstration and various non current selling efforts, not in the ordinary routine. In the words of ROGER A. STRONG Sales promotion as All form of sponsored communication from the activities associated with personal selling. It thus includes trade shows and exhibitions, couponing and sampling, premiums, trade allowances, sales an dealer incentive, cent off packs, consumers education and demonstration activities, rebate, bonus packs, point of purchase material and direct mail. Advertising, sales promotion and personal selling all are the tools of promotion and are very much interested and supplemented the efforts of each other. To push up sales promotion is very necessary activity. The sales promotion technique depends upon many factors. * Total use * Product range * Individual sale of different product * Field of the sales etc.

TOOLS AND TECHNIQUES OF SALES PROMOTION

For the maker resorting to sales promotion, a variety of tools and techniques are available. 1. Sale promotion letters. Sales promotion letters are sent to salesmen, dealers, distributor and consumers and it serves the following purpose: Give information about companys product As reminders for customers to buy a particular brand. Seek information from customer about their purchase. 2. Catalogues Catalogues carry essential informations on the product offered by the company. Well-designed catalogues give information relating to product their pictures size, specification, color, packing, use and price. Some deluxe catalogues are also prepared for special clientele. The products are proper listed an indexed to facilities order booking and processing. 3. Telephonic sales promotion Telephonic sales promotion is one of the important methods of series promotion. It helps in the following ways Providing information about new launched product. Keeping contacts with regular customers.

4.

Demonstrations Companies resort to produce demonstration

for sales, promotion especially when they are coming up with a new product. Computer demonstration can be given at retail stores or in school or college or through door-to door demonstration. 5. Trade fair and exhibition Trade displaying fairs their and exhibitions This provide the

companies with the opportunity of introducing and products. brings companies product and the customer in direct contact with each other. Seeing in believing in a concept behind large-scale exhibitions. 1. Free samples of the product Free samples offered to persuade the customer to try them out. By offering free samples to large section of new market, a company tries to gain entry into the market. 7. Gifts Companies distribute gifts to people, customers dealers and influential key people. These gifts are intended to create goodwill towards the company an indirect promote the companys sales interest.

PLANNING FOR SALES PROGRAMME

1. PLANNING FOR SALES PROMOTION PROGRAMME

Defining the sales target Setting sales promotion objective Setting the sales promotion budget Development the sales promotion strategy Selecting type of sales Coordinating plan Evaluating sales promotion effective The approach of sales promotion evaluation involves measuring the performance. Before, during and after the sales promotion efforts. The approach to sales promotion evaluation includes consumer panels, consumer surveys and experience and includes measuring the percentage of target audience that was reached.

2. MARKETING SCENARIO OF SHREE KRISHNA PACKWELL INDSUSTRIES

Shree Krishna Packwell Industries has distributed its market area almost all

over world. There are various head office and branch office are being establish to increase their sales and market. Shree Krishna Packwell
Industries has adopted various type of marketing strategy, which involves

the movement of goods from producers to ultimate consumers. NEW OR MODERN APPROACH TO MARKETING The Shree Krishna Packwell Industries has adopted new and modern approach to recognize that marketing. The needs of the customer has been identified studied and analyzed and the business activities are so directed that the needs of the customers be fulfilled to their satisfaction. Thus, according to new approach of Shree Krishna Packwell Industries marketing involves all efforts to create customers for the product and provide maximum satisfaction to them. The approach to marketing of Shree
Krishna Packwell Industries can be depicted as: -

CUSTOMER NEEDS

INTEGRATED MARKETING

MAXIMIZATION O F P

Marketing structure of Shree Krishna Packwell Industries is not only limited to India only but also to the foreign country. Trade of the Shree Krishna
Packwell Industries is being divided into two parts

TRADE

Import

Export

Importing Countries 1. Saudi Arabia 2. Australia 3. Singapore 4. Thailand 5. Malaysia 2. 3. 1.

Exporting Countries Middle east: Bahrain UAI, Iran, Kuwait, Qatar Europe : Germany Other : Australia Nepal, and Srilanka

Shree Krishna Packwell Industries is adopting the balancing act between the

customers and organizational goals. There is a link between the suppliers and the customers so those customers express their needs and wants. Organization is gaining too because of the correct marketing policy and strategy. However this customer is king approach to be balanced to make sure that king doesnt turn tyrant.

3. PROCESS OF ORDER EXECUTION

Accepting of order Copies of order send to head office

Execution of order

Preparation of order acknowledgment

Issue of material requisition slip to store department Packing of production with private marketing

Dispatched to authorized dealer 4. DELIVERY MODES Movements of goods from dealers to customers is known as Physical distribution. Transport is the only physical mean where by goods are moved from one place to another i.e. from the place of production to the place of its consumption. The mode of transportation in Shree Krishna
Packwell Industries is for i.e. free on rail or free on road. During the

formulation of invoice slip foreign charges are calculated for the city of the dealer and this amount is deducted from the total the total amount payable by the dealer. As the transportation cost is borne by the dealer do not have to worry about the extra transport cost. In this way this mode or this process helps Shree Krishna Packwell Industries to travel their

products all over the country rather than just being centralized at one place. 5. DOCUMENTATION There are some important documents of which the company has to make records. So the company prepares the documents of various concerned bills and papers for keeping a record of the order and then to collect the payment. Following are the documents, which Shree Krishna Packwell
Industries is maintaining.

1). ORDER ACKNOWLEDGEMENT 2). PERFORMANCE INVOICE 3). INVOICE SLIP 4). MATERAL REQUISITION SLIP 5). BANK COVERING LETTERS

SALES PROMOTION POLICY OF SHREE KRISHNA PACKWELL INDS.

Shree Krishna Packwell Industries is very much alert the sales position of

their authorized dealers and their products. To promote their sales they are trying best to adopt sales promotional techniques. Following sales promotion Shree Krishna Packwell Industries has successfully implemented activities. 1). To provide incentive on domestic on domestic product in form of credit notes on achievement of certain targets to the authorized distributors. 2). On the achievement of certain target concern provide the Ads with cars. This scheme is applicable where there is a need to promote sales. 3). 4). 5). Company is having a scheme for users in which a coupon of Rs. 10 & Rs. 5 is provided in pack of some products. Materials are send to the end clients to update product range as per the mailing list to make the aware and hence promoting sales. Induced letter also sends to the end clients and to the dealers also for providing them with updations or innovations in the products and concern. 6). 7). Company for marketing staff to concentrate on target figure. After sales service programmer such as a). b). c). d). e). Timely supply of goods Fast transportation facility Good packing Credit facilities to the authorized distributor. Target oriented incentive.

f). g). h). i).

Attractive cash discount and trade discount as applicable in Trade Regular visits of the sales staff of the trader/ authorized distributor and try best to remove all practical problems. Insuring timely replacement of defective products. Technical engineers go on the spot to check defect in goods. Another sales promotion activities followed by the company are: Authorized distributor award function Complimentary gifts items like bags, handy purse etc. New letter Technical literature New year greetings cards Press release Corporate catalogues Public catalogues Review meeting of field staff periodically so as to settle all pending matters related to authorized distributor concerned quickly. The systematic and well-planned procedure for handling of complaints of product sold. They considered transit damage complaint of authorized distributor, so that nobody to verify the technical complaints and corrective action is taken by arranging joint meeting of production people.

SALES PROMOTION STRATEGY

Full range of products: In order to cater to the demand of the demand of the market the business house has introduced a wide variety of products in full range. Timely supply: Timely supply of goods is an important factor of companys strategy which leads to increased sales. Competitive price: In the present competitive scenario only that products seems to survive which offers high quality goods at reasonable price. Qualitative approach: Todays customer is a quality conscious and demand high quality goods. The quality policy of the concern is ISO certified which speak highly of its World Class Quality. Training of latest Technology From time to time employees are exposed to latest prevailing technology and practices so that they remain competent to the market environment. Effective marketing: Advertisement is the most popular techniques of sales promotion. Launching of new product and creating a success story majority depends upon effective marketing advertising campaign.

Personal Contacts: Personal contacts in and outside the industry has helped Shree
Krishna Packwell Industries make rapid strides in the electrical good

market. After sales service Goods after sales service are the plus points of any concern. To keep the customers satisfied long after the product has been sold is useful for the concern in the long run. Publicity: It has always been Shree Krishna Packwell Industries key policy to publicize its products from the awareness of the consumers. Flexible structure: Flexible structure has helped Shree Krishna Packwell Industries to upkeep its products according to changing requirement and market conditions. Adoption to new technology: Regular search in order to offer consumer better service and product has always on of Shree Krishna Packwell Industries strategy. Research and development has helped it to grow day to day.

MARKETING AND SALE POLICY

Shree Krishna Packwell Industries has 750 authorized distributor that

are selling their products. To promote this selling process the company has formulated a policy. In this way company is trying to capture the market. Following are the important constituents of the marketing and sales policy of Shree Krishna Packwell Industries of year 2009-10 1). PRODUCTS The policy following covers the products manufactured and market b the company.

Drywall tape

Double sided sealing tape

Cello tape

Glass fabric

Luxor tape

Adhesive tape

Afac 1 tape

Coloured tapes

2). M.R.P. The discounts applicable on different products groups that are indicated on the target format enclosed. The price discount is inclusive of excise duty at the prevailing rate but exclusive of CST. The trade discounts are subject to change during the year without prior intimation, however suitable time frame up to 2 weeks may be considered whenever appropriate case a dealer does not take delivery of goods from transporter will also have to be borne by the dealer. 3). TRADE DISCOUNT Trade discount, applicable on different products groups that are indicated on the target format enclosed. The price after discount is inclusive of excise duty at the prevailing rate but exclusive of CST. The trade discount are subject to change during the year without prior intimation, however suitable time frame up to 2 weeks may be considered whenever appropriate. 4). INVOCING The company reserves the right to combine several pending orders of a dealer in one invoice. As per company norms each invoice should be of minimum Rs. 10,000/-- to justify the cost processing / handling. 5). SALES TAX Sales tax will be charged extra in the entire invoice at prevailing rates as applicable at the time of dispatch. Dealers are requested to place all orders on CST basis on company depot wherever applicable.

In case dispatches are on CST basis, the dealer has to provide his CST number and provide the c form in advance. In case c form is not received in time the company will have no option but to debit the sales tax differential amount to dealers account. For new dealers, c form along with order is request. 6). FREIGHT All freight for dispatch through road transport to dealers will be paid by company on behalf of dealer subject to the order/ invoice value being minimum RS, 10, 000/-. In case of dispatch required by air / surface courier, the differential freight will have to be borne by the dealer. In their own interest, dealer are requested to acknowledged receipt of correct material as per invoice by singing and all invoices for local delivery. 7). INSURANCE All good dispatched by the company are covered under order Marine Declaration policy. In case of open or damaged delivery for outstation dispatches, dealers are requested to take open delivery and specify the same on LR and take a shortage certificate from the transporter. All the documents are to send to the originating depot within 30 days to enable the company to lodge an insurance claim. 8). OCTROI / DEMURRAGE Octroi wherever applicable during transit from Company depot to dealers Godown, will have to be borne / paid by the dealer. Demurrage if applicable in case a dealer does not take delivery of goods from transport will also have to be borne by the dealer.

9).

CREDIT LIMIT

In certain case, at its direction, company may extend credit period of 30/40 days to select Ads. In line with general policy of our company, the credit limit of such individual dealer is calculated as average of last 3 months al product net sale multiplied by 2 (if 3 month sale is Rs. 15 lakh before sale tax, the credit limit will be Rs. 10L.) The limit indicates the permissible outstanding (due + not due amounts) at any time. The company reserves the right to hold further dispatched in case the credit limit is exceeded. The company also reserves the right to alter these credit limit norms without any notice. 10). PAYMENT All payment dates are to be taken from date of invoice and not date of receipt of goods by the dealer. The date of Cheque deposit (DOD) is the criteria of payment and not date of receipt of Cheque. Wherever company extends credit company terms-for payment made beyond 45 days, Company reserves the right to charge interest for the delayed period from 46th day @ 18 % per annum. All payment is to be made in chronological order of invoices i.e. in date wise sequence. 11). DESPATCHES The company has 12 depots at present at the locations given below: South North East West : : : : Chennai, Bangalore, Hyderabad, Kochi Jalandhar, Delhi, Kanpur, Indore, Jaipur, Kundli (Haryana) Kolkata (Consignment Sales Agents) Mumbai (Bhilwadi), Ahamdabad (Sarkhej)

TABLE: - 5.1 QUARTERS 1. April-June 2. July-September 3. October-December 4. January-March DATA ANALYSIS

DISCOUNT RATES TARGETS TO ACHIEVE 20 % 25 % 25 % 30 % ON ADVERTISEMENT & SALES

PROMOTION This is the study based on customers views related to

ADVERTISEMENT AND SALES PROMOTION activities of the company. These activities affect the sales of company. Increase in expenses on these activities increases the sales and decrease in expenses on these decrease the sales of company. In the customer side these activities also help them to know more about the product and quality. Advertisement and sales promotion plays very important role for the customers and company. In order to calculate Customer Satisfaction Index Shree Krishna
Packwell Industries got a questionnaire form filled from 30 valued

customers. They are invited suggestions from their customers regarding area of improvement. On the basis of their survey, I have made the following analysis with respect to each parameter separately and finally. I have made a compressive study of the performance rating of all the parameters.

1. Customers awareness about the products of Shree Krishna Packwell Industries:

All the customers of the company know everything about product. In getting information about product from advertisement and sales activities. Table 4.1 Yes No 100 % 0%

INTERPRETATION In order to calculate the customer satisfaction index, Shree Krishna

Packwell Industries got a questionnaire form filled from 30 valued

customers. And all of then well aware about the products of Shree Krishna
Packwell Industries.

2.

Sources from which they get information. They get whole information through advertisement, dealers, etc. So,

advertisement and sales promotion plays important role for providing product information. Table 4.2 Advertisement Dealer Electrician 23 % 47 % 30 %

INTERPRETATION The analysis shows that majority of the customers got information about the products of Shree Krishna Packwell Industries from their Dealer 23 % of customers got information through advertisement and 47 % and 30 % of customers get information through dealers and electricians respectively.

3.

Satisfaction regarding the quality policy of the standard Most of the people are satisfied regarding the quality of product

product. because they get what they know through advertisement and salesmen. No case of misleading the customer comes forward in survey. Table 4.3 Performance Excellent Very good Good Fair Poor Percentage (%) 27 % 10 % 47 % 13 % 3%

INTERPRETATION The analysis of the quality policy shows that majority of their customers rated the quality of their products to be good and only a nominal of them were unsatisfied with their quality performance 27 % of the customers ranked it as excellent 10 % customers are very much satisfied towards quality and ranked it as very good. 47 % of customers ranked it as good 13 % of customers ranked it as fair and only 3 % of customers are not satisfied with the quality policy and ranked it poor.

4. Customer opinion regarding the delivery parameter.

Regarding the delivery parameter half of the customers are satisfied with the company. Dissatisfaction of customers may arise through delay in production or any other reason. Table 4.4 Performance Excellent Very good Good Fair Poor Percentage (%) 7% 7% 36 % 30 % 20 %

INTERPRETATION The analysis of this parameter shows that almost half the customer were satisfied regarding the delivery aspects and other half were not satisfied with the delivery facilities provided by Shree Krishna Packwell Industries 7 % of the customers ranked as excellent 7 % customers are very much satisfied towards quality and ranked as good. 30 % of customers ranked as fair 20 % of customers are not satisfied with the delivery parameter and ranked as poor.

5. Satisfaction regarding the price policy of the standards products

Price policy of the Shree Krishna Packwell Industries satisfied most of the customers. Most of them are agree with the pricing policy. Table 4.5 Performance Excellent Very good Good Fair Poor Percentage (%) 13 % 7% 13 % 47 % 20 %

INTERPRETATION This analysis of price policy shows that most of the customer responded the pricing policy of the concern to be fair and 13 % of the customer ranked as excellent 7 % customer are very much satisfied towards price and ranked are very good. 13 % of customer ranked as good 47 % of customer ranked as fair 20 % of customer are not satisfied with the price policy and ranked as poor.

6. Satisfaction regarding new products or technologies. Many customers are interested in new products of the company because new products provide them more facilities.

Table 4.6 Performance Excellent Very good Good Fair Poor Percentage (%) 13 % 14 % 47 % 23 % 3%

INTERPRETATION The analysis of this parameter shows that the majority of the customer fovoured the response criteria of the concern to be good only a few ones were unsatisfied, 13 % of the customers ranked as excellent 14 % customers are very much satisfied towards response and ranked as very good 47 % of customers ranked as good. 23 % of customers ranked as fair 3 % of customers are not satisfied with the response parameter and ranked as poor.

7. Reasons for prefer the products of Shree Krishna Packwell Industries. They prefer products of Shree Krishna Packwell Industries because of its quality, price, delivery mode etc. preference to quality. But most of them gives

Table 4.7 Quality Delivery Price Response 40 % 13 % 17 % 30 %

INTERPRETATION Majority of the customers prefer the products of Shree Krishna Packwell
Industries because of good quality of the products but pricing policy needs

some modification. 40 % of the customer prefer Shree Krishna Packwell

Industries products because of high quality 13 % prefer due to price 17%

due to easy adaptability and 30 % due to previous usages.

8. Customers of Shree Krishna Packwell Industries Customers of Shree Krishna Packwell Industries increase day by day. Quality designs, and price of their product increases the demand. Table 4.8 Less than 6 months 23 %

6 months to 1 year 1 year to 2 years 2 years to 3 years Above 3 years

20 % 17 % 17 % 23 %

INTERPRETATION 23 % of customer are using the products of Shree Krishna Packwell

Industries for less than 6 months. 20 % for 6 months to 1 year 17 % are

using the products of Shree Krishna Packwell Industries for 1 year to 2 years. 17 % from 2 to 3 years and 23 % of them are using the products for above 3 years due to trust in quality.

9.

Customers wish to buy the product of Shree Krishna Packwell In future half of the customers are agree to by product of that

Industries in future company. To increase more customers, company must improve their technology and quality. Table 4.9 Yes No Cant say 44 % 33 % 23 %

INTERPRETATION Majority of the customer prefer to buy the product of S.K.P.I in future 44 % of the customer would like to buy the product of S.K.P.I in future 33 % of the customer would no like to buy the products of S.K.P.I in future due to certain reasons. 23 % of the customer are not sure whether they will purchase products of S.K.P.I in future or not.

10.

Reasons for switch over to another brand Customers have many reasons to go to another brand. They can

shift to another brand because of their friends, gifts, discount, low price etc. Table 4.10 Friends experience with new brand Impressed by ad new brand Free gift discount schemes Low price of new brand Just for a change 10 % 10 % 20 % 30 % 30 %

INTERPRETATION : Out of 10 customer, who do not wish to buy the products of Shree Krishna
Packwell Industries in future, 10 % of them want to switch over to another

brand because of their friends experience with new brand 10 % are impressed by ad of new brand. 20 % and 30 % of them are attracted towards free gift discount schemes and low price of new brand respectively. And 30 % of them want to switch over to another brand just for a change.

Such an analysis helped me a lot in having a better insight to the companys affairs regarding ADVERTISEMENT AND SALES PROMOTION activities. Suggestions which are invited from the customers are as follows: 1. Centers should be open in rural and backward areas. 2. There should be regular follow up of permanent customer. Timely

reply should be given to the enquires and customer complaints.

3. All the medium of advertisement should be adopted to increase the

sales.

4. Policy regarding price should be adopted so that all people can take

the advantage of the Standard products.

Findings and Suggestions

SUGGESTIONS
Shree Krishna Packwell Industries is very good, big and successful

company. It is progressing by leaps and bounds. Its turnover increase year by year which results in strengths, its turnover increase year by year which results in strengths, its hard working people, strict quality control, clear objective and continue product improvement. From survey it has become clear that there are some problems which can be handled easily, if a little bit of care is taken. Certain suggestion and recommendations which might be useful in order to promote the sales.
1. The suggestion of the people which they gave us during survey should

be think, analyses and implemented properly.

2. Proper eye should be kept on the authorized dealers and also on their

preference for selling the product.

3. Some schemes for ads should be introduced so that they can prefer Shree Krishna Packwell Industries product. They must aware about the

quality of the product.

4. After sales service should not be delayed. 5. The transportation of goods not be delayed. As a customer will get

agitated and will not do the mistake of ordering again. Timely supply is necessary for retaining customer because where comparisons takes place then at that time consumers will differentiate even a single point also.
6. Company should adopt the policy lowering the price of their product. 7. Company should improve the quality of their material and the size of

the product should be compact as much as possible.

8. There should be regular follow up of permanent customer. Timely

reply should be given to the enquires and customers complaints.

9. Company should conduct meetings in the backward areas where the

most of the people are unaware.

10. Company should provide price list of their products within the

packing of the products so that people can know about the prices.
11. Shree Krishna Packwell Industries should get ideas from their workers

and then implement them for the success of the company. From the survey it has analyzed that the areas which needs a lot of awareness regarding the Shree Krishna Packwell Industries products. Most of the people have listened about the Shree Krishna Packwell Industries name. So it is suggested to promote salesman ship in those areas with the help of more and people will become aware. It will prove to be a very effective.

FINDINGS
The observation of this study made on advertisement and sales promotion policy are as follows:
1. Shree Krishna Packwell Industries is trying to involve or adopt new

schemes to promote sales.

2. Sales policy and discount structure as sales promotion techniques is

formulated by taking into account competitors sales policy.

3. Spending 1 % of sales target trend is a genuine as according to the

nature of the product and the way of selling.

4. The trend of 1 % advertisement expenditure is not too rigid and can be

changed market situation.

5. Proper marketing setup like sales engineer and filed staff has smooth

relations with authorized dealers and generate new business.

6. Special attention is given to attend the complaints from the customers

of authorized dealers by providing them with reliable after sales service.

7. The placement of goods by company is also speedy. 8. Strictly quality control consists consumer service also promotion

sales.
9. While managing advertisement campaigns, the Shree Krishna Packwell Industries keep a regular watch on activities of competitors so that their

sales are not affected at all.

10. The company has increased its advertisement cost to increase its sales

and to make aware the people about the standard product.

11. With the following of cutting of its expenses the company may have

effected its sales and profits.

CONCLUSION
Shree Krishna Packwell Industries is big and popular company. It is scaling

new heights of expectance. The company is started in 2002 and from there it is trying to reach the heights of excellence. I come to know about the achievement form company profile where all the departments of the company is mentioned and environment of the concern is also depicted from there. Categorization of product is given so to know the details of the product range. In advertisement policy of Shree Krishna Packwell Industries all the medias of advertisement is mentioned which are company is adopting to aware the people and to increase the sales. In market scenario the approaches to marketing are mentioned and the whole procedure of order execution is mentioned so that methods of reaching of customers can be known. All the activities of the sales promotion policy of Shree Krishna
Packwell Industries which shows the companys secret of success. Sales

promotion strategy shows all the feature of the marketing. Marketing an sales policy of Shree Krishna Packwell Industries include all the current year policy criteria to achieve the target goals. Data analysis of Shree Krishna Packwell Industries include the last five years advertisement, sales promotion and sales figures. Trends is being calculated and given in graphical form and comparative study of the charts is done. Customers satisfaction index shows the customers view regarding the quality, price response, and delivery parameters. At last the observation and suggestion are given so that company is being able to overcome its deficiencies.

Bibliogra phy

BOOKS
Aggarwal P.K. Marketing Management, Pragati Prakashan, 2005 Vol. IV Chunawalla S.A. Advertising Sales and Promotion Management, Himalaya Publishing House, 2006, New Delhi Kotler Philip, Marketing Management, Prentice Hall of India Pvt. Ltd, 2001 Sontakki C.N., Advertising and Sales Management, Kalyani Publishers, 2003, New Delhi

Questionnai re

QUESTIONNAIRE

Ques 1. Are you aware about the products of Shree Krishna Packwell Industries? Yes No

Ques. 2 From which source you get the information about Shree Krishna Packwell Industries Product? Advertisement Dealer

Electrician

Ques 3.Are you satisfied regarding the quality policy of the Shree Krishna Packwell Industries product? Yes

No

Ques 4. What are your opinion regarding the delivery parameter ? Excellent Fair

Very good Poor

Good

Ques 5. Are you satisfied regarding the price policy of the Shree Krishna Packwell Industries products? Yes

No

Ques 6. Are you satisfied with the new products and technology of the company? Yes

No

Ques 7. Which of the following reasons make you to prefer the products of Shree Krishna Packwell Industries? Delivery Price Response

Ques 8. For how long you have been using the products of Shree Krishna Packwell Industries? Less than 6 months 1 year to 2 years Above 3 years 6 months to 1 year 2 years to 3 years

Ques 9.Do you wish to buy the product of Shree Krishna Packwell Industries in future? Yes

No

Cant say

Ques 10. If no, why do you want to switch over to another brand? Friends experience with new brand Free gift discount schemes Just for a change Impressed by ad new brand Low price of new brand