Identify Marketing Strategies to develop Sales in Eastern Province (With Special Reference of Global Mass Marketing PVT LTD)

1. THE RESEARCH BACKGROUND OF THE PROBLEM What is the expensive room in your house at building stage? .. The answer will be Bathroom. The purity of a bathroom converse the message, Service of a Hospital, Neatness of a House maid, Performance of an Organization. Thats the reason architecture and engineers more concerns about the bathrooms and there is an introvert perception with in every person. GMM is second largest importer of ceramic and sanitary wares where the Naveen Ceramic claims the first according to To become the second largest importer in Srilanka GMM did not take decades but only 8 years. All the imports are quality passed against the SLS (Srilanka Standards) and well established Brand Names such as Italika Tiles, Hagar Sanitary, Bleujay Bathroom Sets and some Hardware items as well. The network distribution started within the territory of Colombo and suburb at the early stage and as a result of a mass family GMM could reach all the geographical province as per current day. Even though successful area demarcation guided to frontline of Sales Heads, there is continuous sales drop in eastern province.

2. THE ESTABLISHMENT OF THE PROBLEM The GMM has not shown significant improvement on its eastern province sales in terms of Market share / growth, over a period of last 3 years. Even though market share grown over 62.5% each year in total. The GMM has identified the growth rate could be 65% unless the failure of Eastern province and there is a weakness in catering a different segment.

3. THE SIGNIFICATION / RATIONALEE OF THE EXPLORATION OF THE PROBLEM To the Company The revenue amplify

The revenue variables in the GMM Sales Volume Growth Rate % 2009 300 mln 33% 2010 500mln 60% 2011 800mln 62%

The revenue variable in Eastern Province Sales Volume Growth Rate % 2009 1.8 mln 10% 2010 2 mln 10% 2011 2.25 mln 12%

The completion of the SLIM post graduation Developing the career

4. THE OBJECTIVE OF THE REPORT

Identifying customer buying behavior of Eastern Province and developing marketing strategies in terms of market share and growth with the improvement of 50% against current sale within next 1 years

5. LITRITURE REVIEW 1. 2. 3. 4. Chamber of Commerce statistics Emerald Ebisco Previous Researches

6. APPROACH OF DATA COLLECTION Identifying customers buying behavior and the perception towards sanitary wares the data will be collected through questionnaires targeting Dealers and Consumers. The Qualitative methodology seems to most appropriate hence the significant behavioral changes modify growth and size of the market share. Hence the Samples will be se collected using Judgment Sampling methods by Phone calls and Postal

7. DELIMATION OF THE STUDY Difficulty in 360 degree performance evaluation Sales Representative service Halo effects from feedback of Questionnaires Complexity in changing lifestyle of customer The time scale Accessibility of the target market (Traveling)

8. OUTLINE OF THE PROPOSAL EXECUTIVE REPORT Global Mass Marketing is second largest importer of ceramic and sanitary wares where the Naveen Ceramic claims the first according to To become the second largest importer in Srilanka GMM did not take decades but only 8 years The network distribution started within the territory of Colombo and suburb at the early stage and as a result of a mass family GMM could reach the entire geographical province as per current day. Even though successful area demarcation guided to frontline of Sales Heads, there is continuous sales drop in eastern province. As per annual reports its notified significant improvements has to take place in terms of revenue and market share. Identifying and developing correct market strategies achieve the goal will be end result of this research.

9. LIST OF REFERENCE

10. TIME PLAN

Weeks 1
1 2 3 4 5 6 7 8 9 10 Activity Developing a research Topic writing research proposal literature Review Proposal Presentation Research Methodology Data Collection Developing Questionnaire Analysis Finalizing the report Final Report Submission

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