INDEX

SR. NO. 1. 2. 3. 4. PARTICULARS Introduction History Project at Glance Present Scenario Page No. 2 3 4 6

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INTRODUCTION
Time is the greater preserver & destroyer of all being & things it is the does of all happens good or bad time limits its own creations or sets them free to expand. While everything sleeps, time keeps vigil none can transgress time, which freely moves within all being, with nothing to obstruct it what ever was in the past will come in the future & is now are the creations of time, seeing these do not loose your declamatory awareness. With Samay, the times will change it is exactly this point that the Samay group Morbi is out to prove to the world. It is at a very crucial point in the history of Indians clock manufacturing industry that Samay Electronics has chosen to strike it big & they have started in the right earnest. The brilliant star of samay Electronics Pvt. Ltd. Morbi has risen of the chorological horizon on Dissents 1st October 98, and Samay has commenced its exuberant massive production & marketing programmed of quartz clocks & timepieces.

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HISTORY
Samay was started on a very sweet note on 1oct, 98 with particular planning & clock work precision in implementation of the factory infrastructure plant and machinery & setting up of a marketing network. Samay quartz was launched into the market offer it was inaugurated by the Chief Minister of Gujarat Shri Keshubhai Patel. Right from the beginning skills combined with top class professional completely & down. To earth practical ability to take on any situation in its stride. The management SEPL commenced production of 20,000 quartz clocks & 10,000 time pieces per day today the target for the year 2004 is 30,000 quartz clocks per day and in 2005 it will reach up to 40,000. This inauguration function was attended by over 4000 people which included local people, workers & large number of people from different sectors of society from Morbi, Rajkot, & many other parts from Saurashtra & Gujarat regions. Also present were newly appointed around to distributors, stockiest from all parts of India North, South, East & west regions. Besides the honorable chief minister distinguished guest includes shri Vajubhai Vala, Dr. Vallabhbhai Kathiria, Mr. Kantibhai Amrutia, Jayantibhai Kawathia and many others. The promoters of samay & Ajanta are all members of one family, but destiny decided that its member should go further ahead two different paths, it is thus that from own family another clock venture has originated and so, Samay is just another family clock venture.

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PROJECT AT GLANCE
Name of the unit Location : : Samay Electronics Pvt. Ltd. Samay electronics Pvt. Ltd. N.R.Industrial Estate, Morbi P.O.Box No. 210- Morbi Gujarat ( India ). Ajanta Complex, Guest House Road Morbi. Private Firm. Large Scale. Mr. Dilip Manubhai Patel Mr. Premal Bhanjibhai Patel Mr. Jitendra Manubhai Patel Mr. Pravinbhai Ukabhai Patel Mr. Raghubhai B. Patel. Pioneers Of unit : Mr. Manubhai Patel Mr. Raghavjibhai Patel Legal Advisors Bankers Email : : : Kishor & Co., Rajkot. SBS Morbi. samay@wilnetonline.com
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Registered Office

Form of unit Size of the unit Managing Director Directors

: : : :

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Website Working days Employees

: : :

www.samayquartz.com 6days per week. Administrative 150 Technical Workers Total 500 1350 2000

Working Hrs.

8 hrs.

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PRESENT SCENARIO
The director of Samay is with impressive track record and also over 25 years of experience in the same business. Samay is having more production capacity with latest technology & superior design products. The management of Samay commenced production of 20,000 quartz clocks and 10,000 time pieces per day, today the target of the year 2005 will reach the production of 40,000 and it is not going to be difficult for this dedicated team of brothers who are professionals to the core with a keen foresight in management. A strong marketing network in India & abroad is already being established the products of the company are being exported to more than 45 countries apart from the present products wall clocks & time pieces, telephones, wrist watches and calculators, production of home appliances will be commenced in near future. A challenge that has become a fight for quality and that is why the latest state of the art machinery is being imported each piece that will come out of our plant will be a statement in quality: says Ramesh Patel (Chairman) the management of the company is voted with the Board Of Directors & qualified personnel having expertise in commercial technical & administrative functions.

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INDEX
SR. NO. 1. 2. 3. 4. PARTICULARS Page No. 8 9 10 11

Introduction Marketing Management In Samay Marketing Organization Of Samay Market Share Analysis

SAMAY QUARTZ

INTRODUCTION
Todays era is an industrial era and many organizations are flourished. Today many companies are coming with new product, new technology, new methods and new strategies at that time every company want to sell their product in any way. In this period marketing is very necessary. Marketing occupies and important position in the organization of business unit. Traditional view of the marketing assets that the customers will accept whatever product the seller presents to him. In this way the main concern of the producer is to produce without considering the choice or the behavior of the customers. But this point of view of marketing has now changed. The modern concept may be viewed from the customers point of view. Marketing deals with identifying and meeting human and social needs. One of the shortest definitions of marketing is meeting needs profitably. Producer does not producer whatever he likes but whatever consumer wants. Marketing is a comprehensive term and it includes all resources and a set of activities necessary to direct and facilitate the flow of goods and services from producer to consumer in the process of distribution. Marketing is an organizational function and a set of process for creating communicating, and delivering value to customers and for managing customer relationship in ways that benefit the organization and its stake holders.
- American Marketing Association.
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MARKETING MANAGEMENT IN SAMAY

In this global economy, marketing management occupies a significant place whether it is new firm or it is established unit. In this competitive world every concern must give there attention to marketing function. They have special department for marketing activities. To fulfill overall organization objectives, an efficient and effective organization of marketing department is prime condition. As far as Samay is concerned it is new firm. Their main objective is to establish in the market. So there marketing activities revive around this objective. It has well trained staff in marketing department. The brand manager, distributor manager, advertising manger and promotion manager and sales manager with sales supervisor and salesman. It has efficient marketing research and development department. The physical distribution manager is responsible for the execution of orders, stocking of inventories, handling of excise duty problems administration of distribution channel and allocation of supplies to various sales depose. The advertisement manager is responsible for the help of promotion manager. The sales manager supervises salesmen.

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MARKETING ORGANIZATION OF SAMAY

Marketing Mix refers to the amounts and kinds of marketing variable, the firm is using at a particular timeMarketing Mix is a plan designed to analyze the marketing problems. It denotes combinations of various elements, which in their totality constitute a firms Marketing System these elements, are product, place, promotion and price. The marketing mix consists of everything the firm can do to influence the demand for its product. The many possibilities can be collected in to four groups of variables. The four ps of marketing mix consists of following points:Product Mix:It refers to classes of product in different product lines. 2. Price Mix:It includes policies regarding pricing, discount, concession etc. Place Mix:It refers to selection and organization of channel of distribution, location and layout of stoles etc. Promotion Mix:It includes methods of promotion sales through advertising, sales promotion, personnel selling etc means to communicate with the customers. Thus, marketing mix is very vital decision to maintain the market corner or to increase goodwill of the unit. The above mentioned for variable are mixed to satisfy customers needs and wants there should be time to time changes and evaluation of variables according to the needs of customers an efficient and effective marketing mix can reach the unit at top of the market. I have studied the marketing mix of Samay which is unique as its place.
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1.

3.

4.

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MARKET SHARE ANALYSIS

The term market share is used frequently. Essentially it refers to the proportion of the total sales of a product during a stated time period in a specific market that is captured by a single firm. Market share can refer to entire industries, narrow segments, or particular geographic areas & also can apply to past, present or future time periods. The analysis of market share is needed to compare the companys sales with the industry sales. Comparing a companys sales result with its goals certainly is a useful from of performance evaluation. But it does not tell how the company is doing relative to its competitors. This is nothing but a detailed study of market share analysis, which indirectly helps, in accurate forecasting of demand for a product for successful marketing planning.

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INDEX
SR. NO. 1. 2. 3. 4. 5. 6. PARTICULARS Introduction to marketing Mix Product Mix Price Mix Place Mix Promotion Mix Conclusion of Marketing Mix Page No. 13 14 30 40 50 59

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INTRODUCTION TO MARKETING MIX

Marketing Mix refers to the amounts and kinds of marketing variable, the firm is using at a particular timemarketing mix is a plan designed to analyze the marketing problems. It denotes combinations of various elements, which is their totality constitute a firms Marketing System These elements are product, place, promotion and price. The marketing mix consists of everything the firm can do to influence the demand for its product. The many possibilities can be collected in to four groups of variables. The four Ps of marketing mix consists of following points:1. Product Mix:It refers to classes of product in different product lines 2. Price Mix:It includes policies regarding pricing, discount, and concession etc. 3. Place Mix:It refers to selection and organization of channel of distribution, location, and layout of stoles etc. 4. Promotion Mix:It includes methods of promotion sales through advertising, sales promotion, personnel selling etc means to communicates with the customers.

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CHAPTER 1 PRODUCT MIX

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CONTENTS
SR.NO. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. PARTICULARS Introduction Product Mix & Product Line Decision Product Varity Product Quality Product Design Product Features Brand Name Packing & Labeling Sizes Service Warranties Returns

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INTRODUCTION
In general senses, we may think product as a physical item but according to Philip Kotler: A product is bundle of physical services and symbolic particulars expected to yield satisfactions or benefits to the buyer. From the above stated definition, we can say that product means not only physical appearances but also a set of services or benefits provided to customers. In wider concept product includes physical goods, services and ideas. All Managerial activities revolve around product. It is the basic thing to be thought. Many units misunderstand the concept of product and give only importance to physical goods rather than its service. It doesnt means that they should ignore physical appearance but benefits of goods should be carried because customers have direct relation with its benefits The main product of Samay is wall clock and timepiece. They are available in different models, colors, sizes, and shapes. The price of the product is very reasonable.

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PRODUCT MIX & PRODUCT LINE DECISION

Product Mix is the list of products offered for sale by a company for example, if a firm manufacturing or deals with different verities of soap, toothpaste, toothbrush etc. the group of all these products is called product mix. The product mix of Samay is as follows: Product Mix Width 1. Wall Clock:- Simple Clock - Musical Clock - Wooden Pendulum - Sweep Second - Wooden Office 2. Time Piece:- Wooden - Plastic Product line is a group of different product closely related to each others all the brands of the same product is product line. The products perform similar function are marketed to some channel and are sold to the same customer. Product mix includes product line.

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Product Mix refers to following components: 1. Product Mix Length It refers total no of items in the product line. Samay has 7 product lines. So product mix length of Samay is 7 2. Product Mix Width It refers how many different products in the company. In Samay there are two product mix width wall clock and timepiece. 3. Product Mix Depth It refers to how many variants are offered of each product in the line. By counting the number of variant witching each line average depth of Samay product mix is 7/2 = 3.5 4. Consistency of Product Mix It refers the close relationship of various product lines either to their end use or to production requirements or to distribution channels or to other variables Samays product wall clock and time pieces consistent in case of production requirements and function they perform for buyers.

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PRODUCT VARIETY
Product Varity includes all types of product, which a company produces. They may be for the same customers or for different customers. In other words, the different products may satisfy similar needs or different needs. We can find different verities of clock and timepiece as well as telephone, wrist watch. It has 75 models of wall clock and 10 models of timepieces. It has models for all class of society. In wall clock, it has wooden, plastic, sweep etc.

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PRODUCT QUALITY
As I have stated that customers has direct relation with products benefits or functions. In other words, customer sees the quality of product rather than its physical appearance. Quality refers to that part of the physical object of the intangible service for which the ultimate customer is paying money. Samay gives first preferences to quality because it wants to establish its image in the market. Samay is getting goodwill rapidly only because of its products quality. Moreover, Samay is maintaining its quality with lower price so that more part of market can be captured. It has quality maintenance department with computerized system. The department is not concerned only with the quality of product but also the quality of its advertising, services, deliver, after sell service etc. Thus, products quality plays, an important role in such a market where competition is very tuff.

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PRODUCT DESIGNE
Design is the outlook of any product. It is the physical appearance of a product. Design attracts the customers. Designing a product is very toughest task now a days, computers are used to design a product. From customers point of view design of product should be attractive. Easy to open, install, learn , how to use, repair, and dispose off. As of design department attends exhibitions and seminars whenever they are held. The department of designing held meeting and group discussion with top management at r, Samay is newly established company; it has to provide new design to customers. Special team is engaged in designing the models of clock. They work hard and make 20 to 24 models per year. Now a days company ahs 75 models of clocks and 10 models of timepiece, which are extraordinary in feature, which cannot give any profit, is disposed or improved. The research & development department also helps in making the design of models. Samay spends 15% of gross Profit for designing the product. The chief regular intervals and takes opinion of every person in designing the product.

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PRODUCT FEATURE
Feature refers to inherent function of product which makes different and unique from others. Some companies become success in capturing market only because of its extraordinary features of their product. Producers features can attract customers. Samay quartz is available in different features. Each product is different from each other because of their feature. The main extraordinary features of Samay are the colcors sweep second model and the physical look makes change in feature after surviving in market. Moreover, it has to consider the cost element in changing the feature. So, it maintains balance between cost and feature. At present musical, wooden, simple, plastic, fancy, cuckoo etc are available with new colors and design. Different type of musical tune is installed according to the demand. Cuckoo clock is very nice in look and in listening the tune of cuckoo.

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BRAND NAME
Brand name refers to that which a product is identified brand name may be a name, a sign, a design, a term or a combination of them. The purpose of branding a product is to differentiate the product from competitors. A brand name when registered is called the trademark. To select, a good brand name is matter of common sense. That means, brand name should be selected from customers point of view. Many aspects are carefully considered in branding the product with brand and have special image for a particular product. So, while selecting a brand name many aspects should be considered. As far as Samay is considered I think it is a very perfect brand name. Chairman shri Rameshbhai Patel suggested it. He has selected this name because it is clock manufacturing company and in most of languages time is translated as Samay, moreover it is easy to spell red and understand. Now a days Samay are getting popularity because of its brand name. From viewpoint of distributors they have been successfully in attracting customers with the brand name of Samay.

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PACKING & LABELING

Packing may be defined as a group of activities like designing and producing the container or wrappers for a product. It is the combination of the designers creative skills and the product and marketing and sales knowledge of marketing manager. Packing is often remarked as Silent Salesman because of its advertisement appeal, identifying power and intrinsic value. The main purpose of packing is to protect its content in transit, in storage and in use. Moreover, to reduce the wastage in some case like moisture, fungus, inset and exposure to sunlight. In recent years packing has become a potential marketing tool. Consumer is willing to pay a little more for the convenience appearance, dependability and prestige fro better packing. The product of Samay is wall clock, timepiece, telephone, wrist watch and they are delicate piece of items. The primary packaging is the glass. The covers protect the movements, the needles and case from damage and dust. The secondly packing in the plastic bags or sponge bags protects the whole clock from accidental breakage. Then the clocks are packed in corrugated boxes and they are packed in cartoons, which are sent to different depos, and to Kandala port for disposal. Company spends 3% of gross profit for packing to reduce the wastage. After packing the important part is the labeling. The package labeling consist of printed information that describe the product appearing on or with the package. The secondary package of Samay the corrugated boxes. Following information is given on the box. 1. 2. 3. Brand Name Clock Size Clock Price
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4. 5. 6.

Model No Total Weight Manufacturing Date

The method of labeling is useful to manufactures, dealers and the consumers because all the information regard to the product is available on the box itself. It helps in maintain stocks, differentiate different models, referring the prices etc.

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PRODUCT SIZE
The term Size means to dimension of the measure of a thing. In other words, it refers to the magnitude of the product. The importance of the size differs from the product. The products which are sold on the basis of weight have little importance of size and vice versa the product in which size plays an important role. Size has psychological effect on consumer, because it can be seen while quality is intangible thing. In Samay we can find a type of clock in different size, size of clock depends on its design. Usually, office clock or institutational clocks are made large so as to read easily, while house clock are small and delicate. However, company keeps in mind the demand of customers. The size of clock changes from kitchen, bedroom, living room, and office etc.

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SERVICE
Services are extra benefits that are given after sale of the product. In other words, a service is any act or performance that one party can offer to another that intangible and does not result in the ownership of anything. They are provided to capture the market, while some other product need after sales service. The impotence of after sale service is for consumer and producer. From producers point of view, the higher the period of after sale services, higher will be the sale. From consumers point of view, after sale service will increase the durability of the product. In Samay, after sale services is provided during the guarantee period, the guarantee period is of one year, during one year, if any damage is occurred e.g. glass is broken or movement is not working properly etc the company will replace it without any cost. Company has no salesman for after sale service, so distributors have to send the damaged piece in the company. If any damage is occurred after the guarantee period then company will take nominal charges.

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WARRANTIES
Warranties means authority or justification that the thing sold is fit for the use and producer accept reasonability for repairs over a period of time. Product warranties are an important promotional tool. In case of quality sensitive market consumer always except a longer warranty period and prefer that product which has a longer warranty period. The warranty period of Samay is one year. Within one year, company replace the products damaged parts. This policy can help the company in getting consumers loyalty, retailers and distributors loyalty, retailers and brand image. Thus, warranty is helpful in establishing good image for a newly established concern.

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RETURNS
Returns are total benefits available to the company both tangible and intangible. Returns may be on the total capital invented, on the total sale or any other factor. Whatever the factor, returns are always beneficial to firm. So all the activities of business are carried out for returns. Whenever company adopts any factor of production, it aim is to get maximum returns e.g. production is a return or labors, profit is a return on capital. Return may be in term of brand loyalty, customers satisfaction etc. Samay gets return on all its activities. E.g. it has achieved the production of 57 lakhs clocks, which is 15 lakhs more that previous year. Moreover, it is getting brand name and customers satisfaction also. As far as profit is concerned, at present, its aim is not profit, but capturing market share and customer satisfactions.

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CHAPTER 2 PRICE MIX

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CONTENTS
SR.NO. 1. 2. 3. 4. 5. 6. 7. 8. PARTICULARS Introduction Pricing objective Pricing Method Price List Discount Allowances Payment period Credit terms

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Introduction
Price is a value of goods. From customers point of view it is revenue- pricing decision, which is considered very critical decision because it decides the selling volume, profit and image of the firm. While deciding price all factors are considered that affects producers as well as consumers. The factor may be economical, social, potential and other factor. Some marketing factors also influence the price. They are product situation in market, competitors, price, distribution feedback etc. Thus a major part of success of business depends on its price. How consciously, price of a product is decided is very important. Price mix is the third part of marketing mix. It determines company market share and profitability.

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PRICING OBJECTIVES
Objectives of pricing differ from firm to firm. Pricing objectives depends on firms policy. They are influenced by many factors but the important factor is market situation. That means what are the prices of competitors, products image in the market etc. Samay has following pricing objectives: 1. Market penetration 2. Product Quality Leadership 3. To Cover The Cost 1. Market Penetration Market penetration means to keep low prices of product than the competitors so that market can be captured. More over, clock market is very price sensitive. So price should be low to cover the market. Second thing is that Samay clocks are for all classes of society. So prices are decided keeping in mind all classes. Low price can be applied because Samay tries to keep the cost low as possible as they can. Low price will increase sale volume, so automatically cost goes down. Thus, this policy of Samay is really admirable. 2. Product Quality Leadership As I have stated that Samay is quite quality conscious company. Low prices cannot changes the quality of clocks. So, its second aim is to be quality leader in the market. 3. To cover the cost Apart from quality, low price Samay does not undetermined the cost element. So the prices are decided so that the cost can be covered. In this way, Samay has three main pricing objectives.
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PRICING METHOD
After deciding pricing objectives, the next function is to set up price. This is a very important and difficult task because many factor affect when deciding a price. Two main factors are helpful in deciding price. Samay has adopted cost plus pricing method. This method includes various costs like material cost, labour cost, overheads expenses, sales tax etc. and 8 to 10 % of margin of profit. This percentage may change year to year.

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PRICE LIST
Company using distribution channel has to prepare price list. It has to circulate it to the dealers, retailers and consumers. Though price is printed on the box, the price list shows policy and inner frame work of a firm. To prepare a price list is not easy task. The hard working and brain of many people work together. Many factors are considered in this regard. Samays top management keeps meetings with the experts and prepares price list. At the end of financial year it is made necessary changes are made at every year. Sometime price differs from price list; it is due to change in price of raw material. Increase in sale tax percentage etc. this price list is circulated to distributors and from them to retailers. The price list of Smany, I have given here:

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DISCOUNT
Discount is an amount deducted from the price of product and through the profit of all parties can be maintained discount is given to attract the customers for early payment. To increase off seasons buying and to increase sales volume. Top management uses this tool very effectively. Discount may be in term of cash, quantity function or seasonal. These discounts are directly or indirectly beneficial to all parties concerned in buying and selling. Samay does not give discount regularly to its distributors. But at the end of financial year, as a surprise gift it is given if the distributors have achieved targeted sale. This surprise gift many be in term of cash or a tangible gift. So, this policy of Samay motivates the distributors and ultimately increases the sales volume.

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ALLOWANCE
Allowances are another reduction from prices. They are given to dealers to promote the sales. It is an efficient promotional tool in other words; it is a return to distributors for favoring the product of a firm. Samay does not give any allowances to its dealers because company itself carries out all promotional activities. Sometime dealers are given extra allowances for great effort of increasing sales.

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PAYMENT PERIOD
Payment period is a period of payment for dealers. For company it is very critical period to meet day to day expenses. It is time within that the dealers of the company have to make payment. Payment period decides the dependability of the company. If it is short, than company easily meets it expanses and capital turnover will be high because it does not have to depend on other party. The large payment period will increases dependability and capital turnover ration. Also while giving a payment period to dealers companys financial situation and credit must be examined. Samay gives 40 to 45 days to its dealers. It has not direct contract with ultimate consumer. The period decided considering retailers about. However it considers only distributors.

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CREDIT TERMS
Credit terms are such rules and regulations that are mutually decided by producers and distributors or customers it is a form of agreement credit terms are some benefits given to the distributors by producers. Samays credit term is straight forward they are formatted by top management at the end of financial year. Company gives 40 to 45 days credit period and facilities in payment method to their distributors. Some discounts and profit margin are also described in credit terms. For export market, after receiving credit Letters Company sends goods within 2 months. Thus, credit terms of samay are simple and favorable to both parties. In this way, price mix of company plays an important role in the efficient and effective management of resources of the company. Price mix is only the factors that occurs income for company, while other factors occur only expenses a good price mix may reach the concern at the top of market.

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CHAPTER 3 PLACE MIX

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CONTENTS
SR.NO. 1. 2. 3. 4. 5. PARTICULARS Introduction Distribution channel Coverage Location Physical distribution

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INTRODUCTION
Place is the second marketing tool and is important for business. It is a stand where all business activity is done. To satisfy consumers need in todays economy the producer and consumers are separated by vast distance, so it is necessary to fill this gap. To supply the product to targeted customers company must take help of distribution channel. So place should be selected considering distribution channel decision, physical distribution its cost etc. Place mix is also called distribution mix. It refers to the selection of a mix of different types of distribution channel for transmitting the goals from producer to consumers. Selection of distribution channel is very critical decision. It depends on a product and companys policy towards distributors. in place mix physical distribution also plays a vital role because it is such an element through which product reaches to ultimate customers. Location decision is also considered in place mix. Location decides the other decision of place mix like distribution channel physical distribution coverage etc. In this way, place mix is important and essential element of marketing mix.

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DISTRIBUTION CHANNEL
In general sense distribution channel means a way through which good flow the producers to customer. According to Richard Buskrik:- Distribution channels are the system of economic institutions though which a producer of goods delivers them into the hands of their users. Thus the main purpose of channel of distribution is to supply the goods to ultimate customers. Distribution channel includes producers, wholesaler, retailer and consumer is considered as an important element of marketing mix. The distribution channel of Samay is so simple. The company has selected his channel in such a way so that distributors can earn enough profit and company can expect good salesmanship from them. In distribution following aspects are considered: 1. 2. 3. 4. 5. Type of channel of distribution Distribution channel chart Factors determining the channel channel management decision Distribution cost

1. Types of channel of distribution When the question of transmitting the goods to consumers comes across the mind of manufactures he has to think about primary two questions: 1.Direct selling 2.Indirect selling

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If he wants direct selling than there is no future question, if he wants indirect selling then he has to think about the channel of distribution. There are three types of channel of distribution for indirect selling. They are as under: 1. Manufacturer whole seller- consumers 2. Manufacturer whole seller- consumer-retailer-consumer 3. Manufacturer- retailer- consumers Samay is not interested in direct selling. So, far indirect selling is concerned Samay has selected first two type of channel of distribution. Samay has appropriate whole seller in each region of country. They can also direct sell their clock to ultimate consumers and through retailers they can reach to ultimate customers. Company can easily matins those distribution because it has good relation with them. 2. Distribution Chart Distribution chart is divided in two groups. First chart for national market and second, chart for international market. 3. Factors determining the channel: There are so many factors that determines he channel of distribution while selecting channel they are considered. Sanmay considers the following factor: Ty pe of product:Samays product is wall clock and it is consumer goods. So it has taken help of wholesaler and retailers. Size of market:Samys market is too wide not only in India but also in abroad.
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Co st of channel:Company considers cost because distribution cost increase the total cost. For that company ignores direct selling because it is very expansive. In that case, channel of distribution is very economical. 4. Channel Management Decision:Management of channel is very important because it directly affects the selling of a company. In Samay top management does channel management. The top mgt. considers following aspects: Selection of channel members:Samay selects wholesaler and retailers clarifying their records of business. Moreover co-operatively, financial capacity and salesmanship are also examined. Motivating channel members:Motivating is necessary to continue sales growth of the product Samay follows this philosophy, so it provides discount, allowances and bonus to their dealer at regular interval. They are provided enough margin of profit. Some time, supervised gift are given if they reach at targeted sale. Conference is held at regular interval to inspire them. 5. Distribution cost:Distribution cost plays vital role in total cost because it includes profit of many people. So every concern should minimize it while selecting a channel. Samay spend 20% of gross profit in distribution channel. It may change according to the situation.

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COVERAGE
The term coverage includes the area of market covered by a firm. Some company has small coverage, because it wants to establish its image in small market and to create monopoly of its product. Some company has large coverage of market generally they are large size of companies. Samay has coverage in whole India. In international market it covers 44 countries like UAE, USA, Jordan, UK, Egypt, South Africa, Kenya, Hungary, Ethiopia, Russia, Sudan, Nigeria, Spain, Austria, Singapore, Israel, Uganda, Malaysia, Indonesia, etc. In India Company has depos in following states: 1. Maharashtra 2. Gujarat 3. Rajasthan 4. Madhya Pradesh 5. Bihar 6. Uttar Pradesh 7. Andhra Pradesh 8. West Bengal TOTAL 9 17 6 4 4 10 8 9 57

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LOCATION
In place mix location plays a significant role, because it decides many decision like channel of distribution, its cost coverage etc. location should be selected in taking consideration the factors as follows: Availability of raw material Cheap & skilled labour Transport facility Government Assistance Personal factor Market Factor

Samay has selected its location considering above mentioned factors. It is situated in such area where laborers can be easily available, transport facility and raw materials are also favorable. As far as, marketing factor are concerned it is a perfect place because Rajkot is the best place in whole saurashtra. For international market Kandla Port is nearer to Morbi. So, we can say that the location of Samay is the best one for distributing clocks cost wise and convenience wise also.

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PHYSICAL DISTRIBUTION
Physical distribution is the actual movement of goods from producer after there production and before their consumption. This functions includes many activities like transportation, storage, and inventory control. These all are key activities performed by producer, middlemen and consumers. In physical distribution, following aspects are considered. Order Processing Inventory Mgt. Transport Warehousing

1. Order Processing:Physical distribution begins with order processing. Two factors affect ordering processing. Record time and consistency of delivery time. After receiving order, next process can be done. In Samay when order is received sales officer checks it. He checks the credit of dealer and stock availability. Then, he gives information to production department for further processing. 2. Inventory Management Inventory management believed the most critical decision in marketing mix. Inventory includes raw material, work in progress and final product. In physical distribution, maintenance and supply of final product is managed. In Samay there is a computerized inventory management because company has mass production of clock and wide spread dealers. It has to keep records of every dealer and has to supply goods regularly to every dealer. Company wants to create good image, so good inventory control can be very helpful to company.
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3. Transport Transport is very basic infrastructure facility. It affects the pricing of product, time of delivery, conditions of delivery etc. in physical distribution; transport is believed very important process, because it actually carries goods from producer to dealers. There are four ways of transport. They are road, air, underground pipelines, and water. Firm selects any of four, which is less expensive and more convenient. Samay uses two way of transport road and water for national market, it uses road transport facility because it is cheap, faster and safe. For international market water transport is used it is slow but safe mean of transport. It sends its goods at Kandala port for exporting. For domestic market it uses trucks and for local market it uses tractors of hand carries. Apart from all these it has to consider cost minimization factor. 4. Warehousing Warehousing means storing of goods. It means to keep good until its demand does not create. Warehousing is very important function because production to consumption cycle rarely matches. Storing is necessary because as soon as production is done, the demand does not create. The warehousing function of Samay is very powerful and efficient. The company has total six warehouses one is centralized warehouse and five are individual. The distribution of Samay has also there on warehouse on rental bases. Thus, the place of distribution mix is very important factor in marketing mix because the ultimate aim of concern is to reach its product to ultimate customer and only distribution channel can help it. So, its management is as important as any other factor.

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CHAPTER 4
PROMOTIO N MIX
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CONTENTS
SR.NO. 1. 2. 3. 4. 5. 6. PARTICULARS Introduction Sales Promotion Advertising Sales Force Public Relation Direct Marketing

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INTRODUCTION
The word promotion means to push forward. In marketing term promotion means a group of such activities that increase the sales volume. It is communicating information between producer and seller. According to Mason & Rath, Promotion consists of those activities that are designed to bring a companys goods and services to the favorable attention of customers. In this competitive age, it is believed a very effective tool for attracting customer for a product for promotion various tools like personal selling, advertising, sales promotion information about product to the potential customer through this tools. In this way, this 4 ps of marketing is very efficient and effective p

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SALES PROMOTION
Sales promotion is very common tool of promotion. It means those activities that increase sales volume. Its main purpose is to stimulate consumers and dealers effectively; sales promotion techniques are indirect and non personal. According to William J. Stalton Sales promotion is an exercise in information, persuasion and influence. In short, sales promotion covers all those activities that increase ultimate sale in competitive area; it plays a powerful role because only effective promotion tools can create demand and ultimately the sale volume. It is compulsory now days to stand in competition. Samay uses many ways and techniques of promoting sales. It has different activities for different class of distributors following are the promotional activities carried out by Samay: 1. Sales Promotion for customers: Seasonal discount Off-season discount Festival discount Marriage discount Gift Articles 2. Sales Promotion for retailers and dealers: Distributors of Samay are also resorted for helping in sales promotion they are rewarded in monetary terms. The promotional activities for dealers are as follows: Buying allowances or quantity discount Advertising allowances and display allowances Trade discount and other special discount Sales Scheme and sales contents.

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ADVERTISING
Advertising is another powerful tool of promotion. No business can survive without advertisement like sales promotion it is non-personal and indirect method of promotion. In competitive age, problems is not weather advertise or not but problems in how to advertise. Advertising physiologically affects the customers and stimulates their wants and ultimately wants result in demand. Advertising is a paid form of non-personal presentation or promotional of ideas. Goods or services by an identified person. In words of wood advertising is erasing to know, to remember to do thus, advertising is in short spreading of information. 1. Advertising Media: An advertising medium is any object or device that carries the advertising message. There are so many mediums available in the market of advertising. The India is used which is very powerful and less expensive. The various mediums are as follows: Print Media: It includes newspaper, magazine etc. Broadcasting Media: It includes radio, T.V. internet etc. Other Media: It includes internal pamphlets, displays, holiday holdings, wall printing, fair, etc.

2. Advertising Budget:
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Advertising budget is the advance planning of how much funds will be allocated in men, agencies, media and other ancillary. While determine the budget, many factors like type of advertising, type of media, competitors advertising plan, season, business cycle etc. should be kept in mind. The budget should not be unjustified to any factor. In Samay, 105 of total sale is invested in advertising. Top management every year decides this percentage. Budget is prepared and necessary changes are made. A particular amount is fixed for advertisement and this amount is divided into media, agency and other ancillary.

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SALES FORCE
Sales force includes salesmen, sales executive, sales officers or sale supervisors today; many companies develop sales forces for better promotion of sale. Sale force is helpful in the promotion of sales. And to link the customers and producers it has favour of companys product, which gives it enough remuneration. As far as Samay is concerned it has many direct sales forces. However, it distributors have appointed sales executives have appointed sales executives they work for the company.

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PUBLIC RELATION
Public relation is believed indirect marketing tool that means smooth public relation can create a good image in the market. Here public relation means not only relation with customers, suppliers, shareholders, dealers but relation with employee legislation, community leaders, should be maintained the public relation department perform the function like press relations. Product publicity corporate communication counseling etc. it can be helpful in launching a new developing the firms reputation. Samay has special public relation department. It is known as publicity & public relation department. It performs many function as I have state it maintains smooth relation between management and employees management and society. In this way, public relations department assist the company in building the goodwill.

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DIRECT MARKETING
Direct marketing is an interactive system of marketing, which uses one or more advertising media like direct mail, catalog, telemarketing electronic shopping etc. it has been growing at more rates because it is very useful than store marketing it is used. By any organization it has advantage of selectivity personalization, continuity, better timing high leadership and privacy. Samay has many depose in India and in abroad also, so it does not believe in direct marketing. It feels that, it is waste of time and money. However in local area there are direct promotional activities. Thus, promotion mix includes advertising, sales promotional. Public relations, sales force and direct marketing ahs some benefits and some drawbacks. However, they all are used in marketing a proper use of promotional tools can lead the company on the steps of success.

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CONCLUSION OF MARKETING MIX

At the end of marketing mix I would like to say that 4 p of marketing are very effective and covers the whole marketing functions. It can be useful to producer to affect the mentality of buyers. And buyers can also be aware of every product in the market. 4 p s can be matched with 4 c that means product is for customers needs and wants price represents the cost price is for convenience and promotion is a communication. The mix of 4 p s can only fulfill the marketing plans a good mix is helpful in obtaining top position each has its own functions to perform and marketing mix is uncompleted without any of them thus, marketing mix is a very useful and important tool to stand in competition.

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THE FIRM FROM MY POINT OF VIEW

When I joined BBA I had dream to visit the big company. My great pleasure that I have taken training at Samay, which is one of the most reputed firms of India. During my training I have observed many good characteristics of unit. The firm surprising thing for me in this training is that, in Samay everything is uniform like dress lunch bags etc.The most surprising thing is that here the same uniform id for the employee as well as M.D. Secondly, the concern has maintained the tradition on India in case of hospitality. In India guests are considered as honorable person as God. I found the same philosophy in this unit. Each & every visitor is welcomed and given good treatment. The main feature of the members of the company is, love for their native place. The aim of the members is not limited up to their interest but they want to develop Morbi. Here 95% of the workers are girls & they are mostly from rural areas nearby Morbi. Samay contributes a lot for their development and upliftment. Cleanliness is the main attraction of this unit. Each & every person including M.D. take off shoes outside while entering in the office. At the time of starting and ending the work for a day, first prayer is done by each & every person. The motive of the organization is to provide maximum customers satisfaction. Today they got that position due to good quality of product at reasonable prices. Here, I felt that people work together just like members of family & not like a business institutions.
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SWOT ANALYSIS
After gaining an entry in the customer home, smart marketers aim for a space in the customers heart too. To reach at the consumers heart Samay is doing SWOT analysis so that they can add value to the customers. Feedback is the breakfast of champions. SWOT Analysis means the analysis of:1. S = Strength 2. W= Weakness 3. O = Opportunity 4. T = Threat SWOT Analysis T (Threat) S (Strength) :- Chances of Duplication :- Quality, Experience, Strong Marketing. Infrastructure in India & abroad O (opportunity):- Electronic items like CDs, Digital Diaries, Calculators, Telephones etc.

Strength:I am No. 1 - In Technology I am superior - In Quality I am beautiful - In Color Shape SAMAY QUARTZ

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Quality:-

Quality is key to success, translating it into a reality, company has concentrated on quality, simultaneously keeping a hawk eye on cost factor and the result is beautiful models of quartz clock fine blended with quality & economy. SEPL is an enormous plant situated on 40 acres of land on Morbi Rajkot Highway Equipped with world famous highly sophisticated machines in all department including moulding assembling, testing & packaging. As research & development play a vital role into quality enhancement, R&D at SEPL is equipped with the state of the are instruments & most modern testing devices, which help not only meeting the exact quality but also meet the changing requirement of customer, by producing new & innovative products all the time. Weakness:At present the company is offer less no of models of wall clocks and time pieces as compare to Ajanta. The company has to face stiff competition with Ajanta & other clock mfg. Companies. Opportunity:Small opportunity is often the beginning of great enterprises. There are so many opportunities, which the company can capture in near future. It envisages starting production of following electronics team in near future: Telephones Wrist Watches Calculators CDs Digital Diary
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Other Electronic Items.

Dont sit down & wait for opportunities to come. Get up and make them! Threats:In todays competitive area there is always risk. More risk, more glory is the call of the day. Some threats are there for Samay. There is a chance of duplication of the products. Stiff competition can also be a major threat. But Samay is having broad horizons & vision. So that anticipate the future well & can know the threats which can become hurdle in future as the Samay people are having 50 years experience of clock market with Ajanta group. Samay can say that :WE ARE NOT AFRAID OF COMPETITION, LET COMPETITION BE AFRAID OF US.

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SUGGESTIONS
PERFECTION IS THE RESULT OF VALUED SUGGESTIONS In the world of God every individual is striving for perfection. No one is perfect. But constant endeavor for excellence leads towards perfection. Samay is a mark of quality & excellent marketing. However, to become a world leader one should not remain unaware of self-weakens. The world is changing rapidly especially in the area of electronics. The possible suggestions for Samay from me as are under: Advertising:People are not seeing advertising in newspapers regularly. So please concentrate on advertising in newspapers. Price & Varity Of Products:Samays product price is somewhat high & some modals are similar to Ajanta. It is true that Samay is of superior quality but price difference may affect negatively. Strategy:Company should adopt attractive distributors promotion strategy.

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CONCLUSION
I had a great pleasure in visiting Samay; it is relay a progressive company. On seeing its production, it is tremendous development for any new company; from all points of view Samay is perfect in its work. Its employees are around 2000 workers and from them most of are women. So, from social point of view, it increases women esteems by giving them earnings. The brand name Samay is now becoming household it is very easy to remember and its product quality cannot forget the name Samay. It exports its product in 44 countries, so it is helpful to nation in collecting foreign exchange. Moreover, clock is production process does not use and chemical so it has not pollution. The machinery used in the factory is very technically advanced so burden of laborers can be reduce. The most important element of Samay is, it has achieved 7 awards in its financial year and has broken the world record of clock production. It is really a great achievement for a new established company. All employees and management works together without any conflict and with full responsibility. And I give my best wishes to Smany to archive more and more success and to become world famous.

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BIBILIOGRAPHY
In preparing this report I have used following books, which are written by great authors: Marketing Management Marketing Management Agarwal Philip Kotler J.C. Gandhi & R.K.

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