1

A PROJECT REPORT
ON CREATING AWARENESS OF LOTUS BAWA SCHOOL SHOES TO THE TARGET CUSTOMERS

Submitted to PUNJABI UNIVERSITY, PATIALA

Submitted in Partial fulfillment of the Degree Requirement towards the MASTERS OF BUSINESS ADMINISTRATION (MBA)

Submitted By: Submitted To: Yashika Sally Dr. Anupama Bains Roll No. 1809 Director 2nd SEM

SESSION (2010-2011) THE CORPORATE GURUS SCHOOL OF BUSINESS

BANUR

ACKNOWLEDGEMENT
I would not have achieved success in my project without the help of various people. I take immense pleasure in thanking Mr. Jitender Kashaup Assistant Marketing Manager of Lotus Bawa, Jalandhar for giving me an opportunity to prove my worthiness in the Marketing Department of the company, who have helped me to complete my project. Words are inadequate in offering my thanks to the H.R Manager of Lotus Bawa Mr. G.S Multani. I extend my profound Gratitude to Dr Anupama Bains, the Director of The Corporate Gurus School of Business and the Management of the College, Mr Anurag Aggarwal, Mr. Aashish Goel and all the faculty members. I wish to express my deep sense of gratitude to my Internal Guide, Mr Munish Kumar for his able guidance and useful suggestions, which helped me in completing the project work in time. Finally, yet importantly, I would like to express my heartfelt thanks to my beloved parents and siblings for their blessings, my friends, Special thanks to Dr Ajay Arneja, my classmates and the Customers for their Corporation and who wishes me for the successful completion of the project.

Yashika sally

PREFACE
During the process of MBA degree equal attention on practical as well as theoretical aspect of the business is required, various problems are to be dealt with in these courses that are why on the job Trainings is done during MBA, to understand the practical aspect of the business and understand the work undertaken in a company. I Everybody undergone through Summer Internship Programme and now Its time to report what I had done during Internship. During the Internship the observation was all the aspects of Marketing and gathered all the necessary information and put sincere effort for putting the facts and finding in lucid manner where understand the situation and analysis was done. The project title is Creating Awareness about Lotus Bawa School Shoes to the Target Customers. The Project is comprised of three phase. In the first phase Introduction of company, history and Companies Profile are given. In the Second phase market research is performed with various techniques like Telecalling, Power Point Presentation & questionnaire method. In the Third phase promoting the Product was done i.e. Aware the customers about the Lotus Bawa School Shoe to the Target Customers and filter the potential schools through telecalling. In the last part of the study findings, suggestion, conclusion, Bibliography, Questionnaires, Graphs, Tables and daily working routine are given.

TABLE OF CONTENTS

S.NO PAGE NO.

TOPICS

Acknowledgement PREFACE Chapter 1 1. 1 1.2 2 1.3 3 1.4 3 1.5 4 1.6 4 1.7 4 1.8 5 1.9 6 1.10 6-7 1.11 Departments of the Lotus Bawa Structure of the Company Corporate Profile Future plan and Expansion Objective of the Company Vision of the Company Mission of the Company Social Concern Recreational Activity Collaboration Introduction of the Company 1.1 History of the company

1.11.1 8

Human Resource department 1.11.2 Export Department Marketing Department Production Department Finance Department

9 1.11.3 9-12 1.11.4 13 1.11.5 13

2 14

Chapter2 2.1 2.2 Phases of the Study 2.2.1 Phase I Introduction of the Study.

14-17 Objectives of the Study Methodology of the Study 2.2.2 Phase II 17-19 Product Promotion Figure1 (Shoes Characteristic) Table 1(Quotation) 2.2.3 Phase III 20-30 Interpretation and Analysis of Questionnaires Feedback and appointment Detail 3 Chapter 3

3.1 31 3.2 31

Scope Findings 3.3Limitations

of of of

the the the

Study Study Study

31 3.4Conclusion 32 3.5Suggestions 32-33 4 Annex Bibliography Questionnaires Contact list of the Schools Detail list of the Feedback Daily Routine chart

Chapter1 Introduction of the Company

1
1.1

Introduction of the company

History of the Company

Bawa Group was established in 1951. It started as small venture by the name Sarup Tanneries Limited was established in 1951 as a private limited company by Bawa Paramjiet Singh, which was later on register as public limited company.Sarup Tanneries deals in the business of Conversion of raw hides of animals and skin into proper leather, which involves a great many mechanical chemical operation. The place where all these processes are carried out is called a Sarup Tanneries. Tanneries are a complex Phenomenon in which chemical, physical and biological principal are involved Sarup tannery has since grown and diversified into Leather Tanneries, Soles, Heels, Uppers, Complete shoe making. It has been in this line for more than Fifty-nine years. Due to its advanced technologies and their capacity to manufacture about 5, 0,000 Shoes in a year the factory is expert in leather Shoe making. The main Products Include Formal, Casual mens footwear, women, bags and purses. Today Leather has become very essential commodity for the youngsters. Now a

day is everybody wants to choose leathers manufacturing products because it is in fashion, the products of leather looks very aesthetic .Lotus Bawa is one of the best leather Products manufacturing company. Leather is a product made by stabilization of the Proteins in animals Skin. Lotus Bawa first buy raw leather from the leather complex then modify according to the need of the product with the help of their latest technology. The Products of the lotus Bawa are more durable, comfortable and fashionable. Leather making product is an art and since ancient times, leather products are being manufacture. Today several cottages, small-scale units spread throughout the country, making footwear to meet the local, national and international demand and there is very high competition and boom in this sector.

Manufacturing Units

Sarup Tannerie s Ltd.(vi) UP

Sarup Tannerie s Ltd (v)Taliw a Una

Sarup Tannerie s Ltd(iv) Dherow al

Sarup Tanneries Ltd. (ii) Leather Complex Jalandhar

Sarup Tanneries Ltd(i-ii) , Ramdaspur a, Jalandhar

10

201 0

2010

200 1

1995

1980

Head office

1.2

COLLABORATIONS

1) With Lotus of England- Before 1994 Bawa group were into the Tanneries Business and In July 1994, Bawa signed an agreement with Lotus limited of England where Lotus were carried on the business of manufacture as well as distribution of footwear and Bawa acquired the rights of footwear manufacture of Lotus Limited . Upon the commencement of the agreement, Bawa Group entered into the domestic market under the brand name of Lotus Bawa. 2) With Daubery of England - In 1995, the technical collaboration with Dogberry of England was implemented for the manufacture of the complete shoes for men and women. Lotus Bawa Limited also obtained rights to distribute their products in domestic Market. 3) REEBOK of U.S.A- In 1996 Lotus Bawa Limited signed an agreement with Reebok for manufacture of soles but later they started manufacturing the complete shoes for Reebok upon the design given to it. This is a buy back agreement where the Reebok buys back the entire products for it under the guidelines.

1.3

Recreational Activities

1) Prithvis Planet and Nikku Park Along with the shoe business, Lotus Bawa Ltd has also achieved a landmark by providing amazing destinations to the people for Recreation .It includes Prithvis Planet &Nikku Park. Prithvis Planet is an entertainment centre & food plaza. It is spread over 20,000 sq feet and is famous for its six-lane bowling alley. Prithvi is the name of Mr. Paramjit Singh Bawas grandson and Nikku is the name of Mr. Paramjit Singh Bawa elder son. The Planet and the park were built by Bawa paramjit Singh at a time when there were very few recreational facilities in Jalandhar. Today it attracts 6000 visitors every day.

11

1.4 .Social Concerns

Lotus Bawa shown its concern for society by setting up, Amar Puri Public School, Bibi Bani Model School& Pingla Ghar (1) Amarpuri Public School The school is being run at Shri Goindwal Sahib, Which is one of the small towns in Punjab. It is affiliated to the Central Board of Secondary Education and caters for education of children from rural areas. It has more than 1000 students from all sections of society. (2) Bibi Bhani Modern School This school again being organized in Goindwal Sahib and primarily caters for education of poor class children of that area. Only very nominal fee is being charged. It has about 500 students c) Pingla Ghar It was set up in 1951, it provides food, and shelter to needy people .It was given the national Award for outstanding service in 1982.

1.5

Mission of the Company

The mission of the Lotus Bawa is t o become recognize as the world's leading manufacturer of high performance footwear, by conducting internal and external relationship

1.6

Vision of the Company

The Vision of the Lotus Bawa is to become a global leader in Footwear manufacturing solutions, with Latest technology, a comprehensive partner network and will always provide superior customer Service.

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1.7

Objectives of the company

To purchase the raw hides and skin and convert it into finished or semifinished leather, to manufacture, deal and export leather goods, Leather board and other allied products. . To buy sell, manufacture, repair, alter, improve, exchange, let out on hire, import, export and deal in all factories works, plant, machinery, tools, materials, substances which this company is competent to carry on. To open retail stores for selling the goods manufactured by the company and similar goods of other manufacturers which the company may purchase and deal in as principals or as agents, distributors or as commission agents. To expand money in experimenting on and testing or seeking to improve any patent rights, inventions, discoveries processes or information of the company or which the company may acquire or propose to acquire in connection with its business. To procure the registration or recognition of the company in or under the laws of any place outside India. To aid for surmounting of industrial or labour problems or troubles of the promotion of industry or trade.

1.8
strong

FUTURE PLANS AND EXPANSION

design department where four designers are continuously

(1)Designing and pattern cutting: Sarup Tanneries Limited has got developing new designs and models. In the next few months they will be establishing their own CAD, CAM designing and pattern cutting facility. (2)New Shoe Factory: A new shoe factory with a capacity of 1000 persons per day for lasting has been set up at Lawrence. Shoe uppers are made here and air freighted to USA for lasting.

13

(3) Stock Fitting Facility: They have recently set up a stock fitting facility along with Ultra violet machine. They can therefore handle Pylon Soles both for stock fitting as well as for assembly. (4) Eva Injection Moulding Machine- In the next few months, they are going to have their own Eva Injection Moulding Machine, which has a capacity to make about 1000 pairs of soles per day. (5) New Retail Outlets Lotus Bawa Plan to set up its new retail outlets in near future in Shimla and Jaipur. Location .With 600-800 sq feet in the posh areas of the cities along with warehouse...The Process is going on and can be successfully done by September 2010. (6) Launch New Articles AT present Lotus Bawa have formal and casual shoes of men, girls footwear, wallets and School Shoes. Now plan to launch new Articles like girls and boys belts, girls fancy bags, Kids Casual footwear, and high anchor shoes for girls in order to increase its market share and to increase the sale of the company, which will automatically increase the revenue for the company

1.9

CORPORATE PROFILE

MANAGEMENT OF THE COMPANY Managing Director Chairman Executive Director Non Executive Director Singh S.Atamjit Singh Bawa Mrs Manjit Bawa S.Simarjit Singh Bawa Mr. G.S Bedi, Col. Gurcharan

HEAD OFFICE OF THE COMPANY P.O. Ramdaspura, Nakodar Road,

14

Jalandhar 144003

1.10

STRUCTURE OF THE COMPANY

When starting up a business, one of the first decisions need to make is in regards to the structure of the business. Depending on the situation, the CEO can elect to structure the company in several different ways, including as a corporation, partnership, or limited liability company . The Structure of the Lotus Bawa is mention Below

CEO

Chairman

Director

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Executive Director

Non Executive Director

Producti on Manager

Human Resource Manager

Marketin g Manager

Finance Manager

Foreman

Asst.. H.R Manager

Senior Executiv e

Astt.Fina nce Manger

Workers

General staff

Executiv es

Accountan t

1.11

Departments of Lotus Bawa

Departments of Lotus Bawa

16

Human resource

Export

Marketin g

Productio n

Finance

Retailing

Strategies

R&D

Advertiseme nt

(1) HR Department

Human Resources Department sets the strategies and develop policies, standards, systems, and processes that implement these strategies in a whole range of areas. The HR Department of Lotus Bawa Perform the following Functions.

Recruitment and selection the employee, skilled workers and semi skilled workers Performance, conduct and behaviour management Industrial and employee relations Human resources (workforce) analysis and workforce personnel data management Compensation, rewards, and benefits management Training and development The HR Manager of the Company directly manages implementation of such policies, processes or standards.

(2)

Export

17

Lotus Bawa mainly export to U.K., Germany and Ireland. The Company get positive response for export of the Leather Shoes Export promotion refers to that policy of the government that offers encouragement to the exporters with a view to enhance the export of the country. In order to achieve this objective they are given numerous incentives and facilities.

(3)Marketing
Marketing is the main departments of Lotus Bawa .The major works perform by the Marketing department are: 3.1 Retailing

Lotus Bawa have nine retail outlets in: Jalandhar GTB Nagar Jalandhar Modal Town Pathankot Amritsar Ludhiana Chandigarh Patiala Jammu Luck now

The Layout, Display style every thing of this nine-retail outlet is look after by the Marketing Department. 3.2 Strategy

Every Organization has some strategies to run the Business Successfully and to reach the objective of the company. Lotus Bawa follow these step while deciding the strategy The Strategy should relate to Mission & Vision of the Company and while deciding the strategy they answer the following questions Who are we? What do we do?

18

Why are we here? What kind of company are we? What kind of company do we want to become? What kind of company must we become? What is the current strategy, implicit or explicit? What assumptions have to hold for the current strategy to be viable? What are the growth, size and profitability goals? In which markets will we compete? Which geographic areas suits the Business of footwear What assumptions have to hold for the current strategy to be viable? What is happening in the industry, with our competitors, and in general? What products and services will we offer, to what customers or users?

Following are the Steps that Lotus Bawa Follow one by one. STEP I - PLAN Establish Specific Measurable Achievable Realistic

Time bound... SMART objectives Create a financial roadmap for future STEP II - DO

Understand the unique profile

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Identify products in line with the profile Ascertaining the amount of investment and the periodicity of investment that is necessary

STEP III - CHECK

Whether the investment is optimum in line with financial objective Personalized advice requirements. and attention to suit the needs and

Continuous review and monitoring

STEP IV - ACT

Re-set the financial goals in line with requirements,

the changing needs and

In addition, subsequently answering the questions like. Where to invest? Is it worth taking risk? Continue or foreclose the loan?

3.3

Research and Developments

Discovering new knowledge about products, processes, and services,and then applying that knowledge to create new and improved product processes And services that fill market needs are the function of R&D Department of Lotus Bawa . In industry, two closely related processes which new products and new forms of old create products through technological innovation. The work generally focuses on two types of research, basic and applied. Basic research is directed toward a generalized goal. Applied research directs the results of basic research toward the needs of the industry and results in the development of new or modified products or processes. In addition to carrying out basic and applied research and developing models, R&D staff evaluate the efficiency and cost of the product.R&D Department first conduct a survey and collect information about the footwear trend in the market and give

20

details to the Marketing Department then the Team of the marketing department decide which product is to be launch, When to be launch i.e. time, where i.e. Place, How much Quantity and cost.

3.4

Advertisement Medias of Lotus Bawa

Lotus Bawa is the manufacture of leather shoes. The objective of industrial advertisement varies 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. Lotus Bawa uses the following medias. 3.4.1). Advertisement in Newspaper and Magazines Newspaper is a very common made of advertisement, which provides a wider coverage to the products. From 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 Lotus Bawa. 3.4.2). Through Sale Force Major promotion of the product which to be distributed specific channel is usually done through sales representatives and sales & marketing executive. The sales force report with, figures reveals personnel reports with, and figures reveals personal visit majority help in the product acceptance most of the sales are done through the distributor. Some specific suppliers are made to the government and industrial clients.

3.4.3).

Hoardings

Releasing an impression and longer rusting impact, which can be by hoarding? The company has put their hoardings in showrooms of Lotus Bawa, which are captivating enough to attract the masses attention and convey the meaning behind them. The company use hoarding in the form of

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Glow sign Sunshades Pamphlets & Posters are also used extensively by the concern

3.4.4).

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. 3.4.5). 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 visitor 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 LOTUS BAWA 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. 3.4.6). Trade Journal and Magazines A variety of nationals, international and leather journals are published which has reader area appeal. Colour pictures seen attractive and its published record of the kind of the campaign prepared.

(4)

Production Department

Production Department of Lotus Bawa Purchase the raw hides and skin of animals and convert it into finished or semi-finished leather to

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manufacture, deal and export leather goods, Leather board and other allied products. Production Department deal in hides, skins, leather, and the Leather they purchase from the Leather Complex, Jalandhar and then Modify the leather according to the need and then manufacture the Leather Shoes, Upper Sections and Complete Shoes for both women and gents. Basic Leather, PVC and TPR, and PU are use for making shoes for women and gents along with domestic market they are exporting it leather to the other countries. It has a capacity of making approximately 5, 00,000 pairs in a year of complete shoes. It employs a work force of 300 workers Production Department buy sell, manufacture, repair, alter, improve, exchange, let out on hire, export and deal in factories works like plant, machinery, tools, materials, Workers, engineering which this company is competent to carry on.

(5)

Finance Department
The core functions of the Finance Department of Lotus Bawa are:

Provide strategic financial support for business and operational planning, Provide day-to-day financial services to all its departments, Meet external and internal finical reporting requirements, Preparation of budget, appropriation of accounts, Control of expenditure and Administration of Taxes i.e. Sales Tax, Custom duty Tax, loans through Finance Institutional, Small Savings, Credit and Investment. Financial concurrence and advice. Compilation of Codes, Rules and procedures concerning financial all the matters related to Banks and banking institutions. Audit and Accounts Preparation and Budget estimates, revised estimates and supplementary grants. Scales of pay and allowances, revision, Prepare financial and annual report.

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Chapter 2 Project Work Creating Awarness of Lotus Bawa School Shoes to the Target Customer

2.1

Introduction of the Study

24

During the Study the observation was all the aspects of Marketing and gathered all the necessary information and put sincere effort for putting the facts and finding in lucid manner where understand the situation and analysis was done. The project title is Creating Awareness about Lotus Bawa School Shoes to the Target Customers. The Project is comprised of three phase. In the first phase The Objectives of the Study, from where and how gather Information i.e. Methodology for the project is explain . In the Second phase promoting the Product i.e. Aware the customers about the Lotus Bawa School Shoe to the Target Customers is explain and the various technique like Telecalling, Power Point Presentation & questionnaire method. In the Third phase Feedback, Interpretation of Questionnaires and filtration of the potential schools is Mention and finally Appointment from the Schools.

2.2
2.2.1

Phase I
Objective of the Study

1. To increase the sales of the company. 2. To aware the customers about the Lotus Bawa School Shoes. 3. To get the potential schools for the sales of the shoes. 4. To know the perception of the people about the Lotus Bawa Shoes. 5. Appointment for Personal Meeting
6. To analyze existing system and various observations and give

suggestions to Lotus Bawa. 2.2.2 2.2.2.1 Methodology to collect the data Research Design

Selecting a problem is the primary thing, which is done before starting any research work. Researcher has to study the journals, magazines etc. to study whether any research has been conducted in this field or not. During the study it is important to note that where does the problem arise from. School Shoes Advertisement is in the beginning stages yet and much research work has not been done in this field yet. So the topic Creating Awareness of Lotus Bawa School Shoes to the Target

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Customers is taken to study the marketing techniques of the leading footwear companies concerning: What do they sell? Whom do they target? What techniques do they use to attract customers?

A research design is simply a plan for study in collecting and analyzing the data. It helps to conduct the study in an economical method and relevant to the problem. 2.2.2.3 .DATA COLLECTION APROACH: The core of the study is based on the information through primary data and secondary data COLLECTION OF DATA

Primary Secondary Source

Source

Personally Internet

Questionnaire

Company

Primary Source: Primary source means collection the data for the particular project it is first hand data. Primary data is that data which is collected for the first time to solve the Problem. These data are observed and collected by the researcher for the Particular Research. During the Project Primary source for Data Collection is adopted

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Tools of Primary Source for Data Collection are: Personally: collect the data about the Schools and give brief about the Lotus Bawa School Shoes to the potential schools through telephonic conversation. Questionnaires: The questionnaire contained the list of questions related to creating awareness of Lotus Bawa school shoes and gets the basic details of the school like strength, fee structure, vacation time, Prefer price, starting time of the session, current purchasing channel. Questionnaires are the most important primary data because the researcher prepares the questions for the specific project. Secondary Data: Secondary data are those data, which are primarily collected by other people for their own purpose, and now we use these for our purpose secondly. Companies Employees: Asst. Marketing Manager provided us the basic details of the school shoes, which we further explained to the potential schools through telecommunication. Internet: Internet is the basis of secondary data. We got the contact numbers of the schools from the site of the schools. The list of the School is mention in Annex.

2.3

Phase II

2.3.1 In the Second Phase the promotion of the school shoes i.e. Aware the customers about the Lotus Bawa School Shoe to the Target Customers is explain the Schools like i) Telecalling: After collected the contacts numbers from the School there are various ways follow to give awareness to

Sites the next step is to call upon the data and explain the whole concept

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to the concern person, filled questionnaires, and asked for their email id .The Questionnaires is given in Annex ii) Power Point Presentation: Power Point Presentation is the second step to create Awareness to the potential schools .After confirm the mail ids of the concern person the next step is to send the quotation with Introduction to the concern person. The Power Point Presentation is shown in Figure 1 and the Quotation is listed in Table 1 and along with this, the Introduction is given below which were send to the concern person in their mail id

Dear Sir or Madam, It was nice talking to you the other day. In reference to our telephonic conversation regarding Introduction of Lotus Bawa School Shoes in your School, please find the attached presentation. We can discuss the prices and other things after personal meeting. Kindly let us know that when would it be convenient to arrange for a personal meeting. For any query, feel free to call. I Yashika Sally perusing MBA from The Corporate Gurus in Banur affiliated to Punjabi university, Patiala. The Summer Internship Program is caring out under the guidance of Mr.Jitender Kashap, Asst Marketing Manager, and Lotus Bawa.

Thanks & Regards, Yashika Sally Ph No: +91-9646834551/0181-5012169

Fig. 1

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Table 1

SC
Size &Category

iii) Questionnaires: Questionnaires contained the list of questions related to creating awareness of Lotus Bawa School Shoes and to get the basic details of the school like strength, fee structure, vacation time, starting time of the session, current purchasing channel. There were nearly 15 questions, which were asked from the Potential Schools through

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telecom. Telecom is the least time consuming to fill the questionnaires. The Questionnaires is given in the Annex.

2.4

Phase III

2.4.1 Questionnaires analysis and Interpretation

1) The Analysis Show how many schools are providing schools shoes to their students from the Campus. Yes No 80% 20 %

80%

Yes No 20%

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Interpretation: There are 80%of the schools who are providing school shoes from the campus because of so many reasons like betters service, gaining profit in the form of commission and 20% schools are not providing school shoes from the campus because it is costlier for the students and the students prefer to but the shoes of their own choice Brand.

2) The second Analysis show how many of the school ready to go through with the producer and why? Yes No 70 % 30 %

70%

Yes No 30%

INTERPRETATION The Above fig. Shows that 70% of the schools agree to go further because may be the present brand they is costlier and the current purchasing channel is not convient for them. Moreover, the rest 30 % out of which 20%dont like the concept and remaining 10% are satisfied with the existing Brand Quality and channel of Purchase.

3) The next Analysis is about how many schools prefer to paste a logo of the school on the school shoe? Yes 0%

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No

100 %

0%

Yes No 100%

Source: Compiled INTERPRETATION The above table and Fig shows that no schools would like to paste the logo of their school on the shoes because it will cost more and some gave the reason that they do not want two brand names i.e. name of the school and Lotus Bawa on one Product.

4) The Analysis is about to know that how many and how much would like to prefer Velcro and Lacer Shoes. Velcro Lacer 40% 60 %

60%

Lace r Velcro 40%

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Source: Compiled

Interpretation The Above Analysis Show that 40%of the school prefer Velcro and the remaining 60% prefer lacer shoes because the strength of junior is less as compare to senior and the Velcro shoes are not available for seniors until now.

5) The Analysis is about the prefer colour? Black White 70 % 30 %

70%

Black White 30%

Source: Compiled

Interpretation The analysis shows that majority of the Schools Prefer Black colour in shoes because black colour shoes is mandatory for school shoes and the remaining white colour because white colour shoes is wear for one day only and there is less wear and tear of white shoes so they have to order for less quantity which commission less.

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6) The next analysis show the most prefer brand and why most of the school prefer that Brand a. b. c. d. e. Bata Action Lakhani Liberty Others Bata Lakhani Adidas Others

40% 20% 30% 10%

20 %

30 %

40 %

10 %

Source: Compiled

Interpretation The above analysis show that the maximum schools prefer the brand of Bata for the school shoes because of the quality, Trust on the Brand and cheaper as compare to other Brands and Bata is famous for school Shoes.

7) The Analysis shows the channel of purchasing the shoes.

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The structure of the above question is open ended .Maximum Schools buy the school shoes for their students from the dealers according to their convince, cost effective Trust upon dealer, Service, delivery of order on time.

8) The next question gives analysis why they choose this channel and brand. a. Convenient b. Friendly c. Service oriented d. Cheap or other Convent Friendly Service Oriented Cheap or other Source: Compiled 20% 10% 40% 30%

40% 10% 20% 30%

Source: Compiled

Interpretation The above analysis show that the maximum i.e. 40% of the schools buy the school shoes foe the students from the dealer due to the reasons like trust, Good quality .and the remaining due to convince , friendly, cheap.

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9) The Analysis gives the perception about Lotus Bawa? Excellent poor Very good fair

Performance Excellent Very good Good Fair Poor Source: Compiled

Percentage (%) 7% 7% 36 % 30 % 20 %

20%

7%

7% Excellent Very good Good Fair 36% Poor

30%

Source: Compiled

Interpretation

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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 LOTUS BAWA 7 % of the customers ranked as excellent because of their good experience about the quality and the dealing, 7 % customers are very much satisfied towards quality and ranked as good. 30 % of customers ranked fair because of the price and sales promotion 20 % of customers are not satisfied with the delivery parameter and ranked as poor. 10) The question analysis about the satisfaction with the quality and price of the existing shoes? Yes No 55% 45%

55%

Yes No 45%

Source: Compiled

Interpretation The Above figure shows that 55%of the school are satisfied with the quantity and price of the existing school shoes because they are getting best quality of shoes at high discounted rate and the remaining 45% are not satisfied with the quality and price because they are getting shoes at a very high rate or may be the channel of purchase is costlier for them.

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11) The question gives Analyses of how many schools would like to buy Lotus Bawa school shoes

Definitely definitely not

probably

Definitely not Probably Definitely

23 % 47 % 30 %

Source: Compiled

INTERPRETATION The analysis shows that 23% of the school are not ready to go with Lotus Bawa School Shoes because they are satisfied with the existing shoes or maybe they dont want to give school shoes from the campus and 47% of the school are not confirm if they get better offer then they will buy an the remaining 30% are absolutely ready to go with Lotus Bawa because they are getting better opportunity.

12) The next question gives Analysis about the constraints for the schools or not?

price and quality

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Ext.imp Not Very imp

imp.

S.W imp

Extremely Important Not Very Important Important

40 % 13 % 30%

Some What Important 17 %

Source: Compiled

INTERPRETATION The Above Fig Show that maximum of the customers prefer the price of the shoes and then decide to buy or not but 13%of the school are looking after the best quality of the Shoes Because their students are ready to pay that much amount and 17% consider the delivery time and the

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channel according to should also excellent then price doesnt matter for them.

13) The question asked to know whether the schools are offering any gift items to students. Yes No 100 % 0%

100%

Yes No 0%

Source: Compiled Interpretation The interpretation of the question is from the companies point of view so that the company can offer their product to the students as gift to increase the market share, so that that more and more customers are aware about the products of the Lotus Bawa .from school point of view they offer gifts to the students to motivate and to increase the morale of the students.

2.4.2Feedback and Appointment from the potential Schools Then the time come to take feedback from the contacted school to which the Power Point Presentation and quotation were send on their mail ids and out of 40 schools, the target was 7 schools but with the proper

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guidance 12 school gave positive response and gave time for Appointment. The list of the schools with the Appointment time and Feedback is mention in the Annex

Chapter 3 Scope, Findings, Limitation, Conclusion and suggestions

41

3.1 Scope of the Study

Scope means the sum of all projects, products and their features. Limitation and inclusion of the expatiation and responsibility and objective of a project and project plan. Scope includes the area of the survey. Scope is the opportunity or possibility for doing something, the area or subject matter that something deals with. The scope of the study was limited i.e. only schools of Punjab (Amritsar, Ludhiana) and Himachal (Shimla, Kausali, Sloan, and Dharmpur).

3.2. FINDINGS OF THE STUDIES

The observations of this study made on Lotus Bawa School Shoes are as follows:

1. Lotus Bawa is trying to Aware the customers about their product 2. Lotus Bawa is trying to involve or adopt new schemes to promote
sales...

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

and providing them with reliable after sales services.

4. Strictly give attention to the quality control. 5. While New Product Development Lotus Bawa keep a regular watch on
activities of competitors so that their sales are not affected at all.

42

6. The company cut some of its expenses to increase the sale, which
increase the profit for the company.

3.3

Limitation of the study

1. Though every care was taken to maintain object, yet the prejudice in response cannot be ruled out. 2. The degree of the reliability and accuracy largely depends upon the information provided by the person, which may not be correct.
3. There is not a wide scope as the area of the research is only limited

to the schools of Punjab and Himachal and time given period was very short period i.e. from 1st June to 3rd July, 2010
4. Being a private concern, the employees were hesitant to provide

information especially about their finances and strategies. 5. Limited time and limited funds made the detailed study a bit difficult.

3.4 CONCLUSION
Lotus Bawa is big and popular company. It is scaling new heights of expectance. The company is started in 1951 and from there it is trying to reach the heights of excellence. While During Internship it is came to know about the achievement form company profile where all the departments of the company are mentioned and environment of the concern is depicted from there. Categorization of product is given so to know the details of the product range. In Marketing policy of Lotus Bawa all the medias of advertisement is mentioned which are company is adopting to aware the people and to increase the sales. In addition, during the study Telephonic Media of advertisement is adopted. At last the conclusion of the who are not was informed project is that most of the target

Schools are very well aware about the product of Lotus Bawa and those and is interesting to go through with the

43

product, that is why they gave sample.

the time for Personal meeting with

3.5 SUGGESTIONS
Lotus Bawa is very well known, big and successful company. It is progressing by leaps and bounds. Its turnover increase year by year ON 31.3 2009 the income and profit is 3747.55 lakhs and on 31.3.2010 it is 4262.09 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 from the people, which they gave during survey, should
be think, analyses and implement properly.

2. Build Good Relations with the authorized dealers and on their

preference for selling the product.

3. Lotus Bawa are lacking behind because of the lack of varieties, they
should have come with different varieties and colours of footwear.

4. After sales service should not be delayed. 5. The Delivery of goods should not delay. 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 give some ads in different areas where most of the
people are unaware.

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BIBLIOGRAPHY

Books:

Kotler Philip, "Marketing Management" Prentice Hall India, New Delhi pp

564-565 "Minding the Customer Mind" Business India (March 2002)

Chunawala S.A. and Sethia, K.C. (2002), "Foundation of Advertising Theory

and Practice" Himalaya Publishing House, Mumbai pp-6-22.

Byod44, Westfall and Stasch, "Marketing research" Text and Cases, Sixth
Edition

Research Methodology Methods & Techniques

By C.R. Kothari New Age International (P) Limited Publishers

Retail Material: Of Indian Retail School(IRS),

Provided by HUGHES COMMUNICATIONS

45 Websites:

www.lotus-bawa.com www.google.com

QUESTIONNAIRE
Please provide us with the following information?

a. Name of the school b. Name of the Person c. Designation of the person d. Address

e. Students Strength f. Vacation time g. Month of starting of the section h. Email Id i. Contact no.
1) Are you offering school shoe to your student or they are buying it from outside? IF NO THEN 2) I briefed you about our product and I think you Should try it and I m sure you will like it

46 IF Yes then 3) Would you like to paste a logo of your school on the school shoe? Yes, no or maybe 4) Which design you would like to prefer like

Velcro or laser or both 5) Which colour you would like

Black or white

6)

What would be your expected price?

7) Which brand you are offering to your students f. Bata g. Action h. Lakhanie i. j. liberty Lotus Bawa

k. Others

8) Why you choose this channel and brand e. Convenient f. Friendly g. Service oriented h. Cheap or other

9) What is your perception about Lotus Bawa? 1st class good fair poor very poor

10) Are you satisfy with the quality with quality and price of the existing shoes Yes or no

47 11) Would you like to switch to lotus bawa school shoes?

Definitely

probably be unsure

probably not

definitely not

12) Are price and quality matters for you?

Extremely Important

Very Imp

somewhat imp

Not very Imp

Not at all Imp

13) Are you offering any gift items to your students?

14) Describe your opinion about lotus Bawa?

Daily Routine Chart

Along with the Project there are so many other work carried out with the project like: 1) Merchandising 2) Prepared the factory outlet. 3) Visit the retail outlet and notice the behaviour of the consumers like when they convert their desire into purchase? Why they drop their ideas to buy Lotus Bawa shoes, there are so many reasons like due to price or quality and they compare the other Brands available in the Lotus Bawa retail outlet. 4) Get Different designs for the new arrivals of girls and boys accessories from the Internet. 5) Change the display style of the shoes so that it looks more aesthetic. 6) Called upon the property dealers of Jaipur and gave companies introduction and asked the Procedure and formalities to open a retail outlet in push area of Jaipur.

48 7) Put the daily transaction data of the company into companys software. 8) Prepared the production process of the footwear. 9) suggested so many tag lines for the company. 10) Learnt the procedure for the sales promotion