Description
Indian Economy is dramatically changing the dramatic changes are
the result of hard realities. Too much of protection for too long a time has
hindered the economic development rather than facilitating it. The
immediate fallout could be seen in public sector units in the country.
Their losses got accumulated and became a drain of the National
Exchequer. Too much of regulation for too long time on private sector
had also proved to be disastrous.
All these regulations, curbs and restrictions has stifled the
enterprising spirit and discouraged healthy competition among the in
industrialists. The balance of payments position became so unmanageable
that even the international lending bodies like International Monetary
Fund and World Bank refuse additional finance for India unless Indian
economy is revamped.
INTRODUCTION
Indian Economy is dramatically changing the dramatic changes are
the result of hard realities. Too much of protection for too long a time has
hindered the economic development rather than facilitating it. The
immediate fallout could be seen in public sector units in the country.
Their losses got accumulated and became a drain of the National
Exchequer. Too much of regulation for too long time on private sector
had also proved to be disastrous.
All these regulations, curbs and restrictions has stifled the
enterprising spirit and discouraged healthy competition among the in
industrialists. The balance of payments position became so unmanageable
that even the international lending bodies like International onetary
!und and "orld #ank refuse additional finance for India unless Indian
economy is revamped.
$ince than a series of economy policies %ere revamped. There %as
a greater emphasis on arketing. After liberali&ation the changed in
economic scenario India offers excellent marketing opportunities are
created for aspiring Entrepreneurs.
Indian markets are no% '#uyers arkets(. Therefore the marketers
has to resign suitable. $trategies to stay successful in the market. Their
success depends on their ability to cater.
1
OBJECTIVES
PRIMARY OBJECTIVES:
? To find out %hich factors has got influence on customer a%areness in
)aints Industry.
? To kno% the a%areness level of 'Asian Paints( customers as %ell as
other customers.
SECONDARY OBJECTIVES:
? To identify the customer requirements.
? To analy&e the customers perception regarding the preference of Asian
)aint )roducts.
2
NEED FOR STUDY
The main ob*ective of the study is to kno% the +ustomer a%areness
%ith respect to Asian )aints.
The need for this can be explained if one kno%s the importance of
understanding the +ustomer a%areness. $o in the follo%ing paragraph
the +ustomer a%areness and its role in the success of an organi&ation has
been explained.
+ustomer a%areness are taken up to boost the sales of a product by
the company. A company having production capabilities may produce a
product and price is according and sell through the dealers and retailers
by its distribution net%ork.
+onsidering the fact that consumer according to the time need,
%ant and the purchasing po%er, it depends on the product, therefore, the
marketers rely on the marketing mix to cater to the customers efficiently
and effectively.
$o the companies producing the product, pricing and planning
them have to care fully look into the minds of the consumers and place the
products favorably in the minds of the consumers.
3
METHODOLOGY
In order to reali&e the study the ob*ectives a considerably volume of
both primary and secondary data is needed. It has been therefore found
necessary to conduct an Intervie% schedule for gathering relevant data
from the users.
)rimary ,ata has been collected from the industrial buyer during
ay - .une /001 %ith the help of a structured 2uestionnaire %ith
stratified sample of 34 respondents have been taken for carrying out the
study.
$econdary ,ata the information regarding the Indian paint industry
has been dra%n from various published sources. They include
)rofessional business .ournals and aga&ines, besides the Ne%s papers.
The data relating to Asian )aints has been collected from company
records.
This study is necessarily based on the limited kno%ledge and little
practical exposure the constraints of resources and time have further
imposed limits to the study boundaries.
4
LIMITATIONS
? The respondents of the questionnaire are very busty and could not
afford more time to ans%er. The average time to response %as 453
minutes only.
? A limited sample si&e of 34 customers %as considered because of time
constraint. An assumption is made that the sample represents the
%hole population. It %ill not carry the total reflection of the copier
market. Total sample si&e is comparatively less to represent the entire
population.
? A time period of only 14 days %as allo%ed for the completion of this
product. $o considering all the consumers for the study %as not
possible.
? The data %as of primary nature. $o the degree biases %ere relatively
high as the sample %as randomly selected.
? $tudy restricted to geographical territory of 6isakhapatnam city only.
5
PAINTS – THE COLOUR OF OUR LIFE
(A PROFILE)
"hat is )aint7
#asically, )aint is a mixture of four elements.
? $olvents
? #inders
? )igments
? Additives
? $olvents
"hich give a paint its flo%, and enable it to be brushed on a surface
Bin!"s
"hich hold the paint together, as %ell bind it to the surface that is
painted, thus giving its property of durability.
Pi#$!nts
"hich give paint its colour and opacity.
Aiti%!s
"hich give paint special properties such as resistance to fungus, rust ..etc.,
6
Paints &an '! istin#(is)! as
EMULSIONS :
These are %ater based paints Acrylic Emulsions are extremely
durable and give %all silky and smooth finish. They %ashable and easy to
maintain.
Eg8 Asian )aints offers three brands to choose.
P"!$i($ Apcolite 9oyal Acrylic Emulsion.
M!i($ Apcolite $uper Acrylic Emulsion.
E&*n*$i&a+ $uper ,ecoplast.
DISTEMPERS:
These are also %ater based paints but their binders may be very
natural or synthetic. ,istempers are economically priced, they offer good
value for money as they are durable.
Eg8 Asian )aints has
Tractor Acrylic %ashable ,istemper.
Tractor %ashable $ynthetic ,istemper.
7
LUSTER AND MATT FINISHES:
These are solvent based paints are extremely durable. The former
gives a gloss egg shell finish %hile matt finishes have a dead matt finish.
Eg8 Asian )aint has
? Apcolite luster finish.
? Apcolite synthetic matt finish.
E,TERIOR FINISHES:
!or exterior cement paint is mainly used as it is economical. It also
has a reasonable life if in areas %here monsoon is not too heavy.
Eg8 :attu cem.
ENAMELS:
It provide the best coating for metals they are tough, durable, glossy
in finish. The smooth shiny look lasts for years. Enamels protect from
corrosioin.
Eg8
? Apcolite $ynthetic Enamel.
? ; mangoes $ynthetic Enamel.
8
PRIMERS:
)rimers are usually the first coat applied on a surface it is meant to
prepare the surface for painting. It offers protection to the paint.
Eg8
? Asian etal )rimer.
? "oodorite )rimer.
FILLERS - PUTTIES:
It is used to fill up the crises or any unevenness to ensure that the
finish coat gives a smooth surface.
AUTOAC.UER:
It is NIT9< +E==>=nheard in the industry so far. ost companies have increased
their discounts to their dealers to unimaginable level dealers are offered
higher credit levels, flexibility in payment, foreign trips for selling even
lo% value products and the like. The increasing competition to offer
11
solutions through technology has made all the paint make as offer a large
number of shades through computeri&ed colour dispensing system.
IMPORTANCE
:enerally paints and coatings are applied to products to protect
them from
? Emnvironmental +orrosion.
? )rotection of !ood and #everages in metal cans.
? Improve aesthetic appeal.
CATEGORIES
)aints are classified into t%o broad categories.
? ,ecorative or Architectural finish paints.
? Industrial )aints.
D!&*"ati%! *" A"&)it!&t("a+ /inis) 0aints:
This market can be further segmented on the basis of the follo%ing
? C(st*$!" t10!s : Institutional E retail or domestic use
? P"*(&t /!at("!s - &at!#*"i!s: ,istempers, Enamels, emulsions etc.
? P"i&!: )remium, edium, Economy etc.,
12
In(st"ia+ Paints:
This market can be further divided into the follo%ing four sub
segments depending on the end user profile.
? Automotive paints.
? arine )aints.
? )o%der )aints
? Figh )erformance coatings
? T< +ndertook innovative promotional campaigns, like arranging
demonstration sessions, besides using the regional media and local
print media, and customer education to create strong brand pull that
%ould help increase of take and provide the small retailer the incentive
to stock >tsav. There %as also the prestige element in stocking Asian
)aints products, %hich the company exploited to the hilt.
? The +ompany funded its GestablishedH dealers transportation
overheads incurred in reaching out to the ne% J0,000 odd outlets.
() T)! U+ti$at!
? >tsav has been a success in the markets %here it has been launched.
? It has overcome the main hurdle of dealer and consumer resistance.
? The brand has gained market share at the expense of local packed
distemper brands. argins for the product are lo% about /5DC, %hile
the higher end brands fetch /0C.
? Fo%ever, the product has provided the company a clear advantage. It
can no% use its rural net%ork to build its entire economy range
comprising the Enamel range :attu and other products like primers.
Thus it has a clear head start over its competitors in the volumes game.
34
PROFILE OF ASIAN PAINTS
Today Asian paints is the market leader in the paint business of
India, commanding a market share of more than D4C in organi&ed sector .
ItIs Annual sales turn over us around 9s. //.3 billion.
Asian paints - one of the largest among the top @0 decorative paint
companies in the %orld. It operates in // countries across the %orld
serving consumers in over 34 countries.
!orbes global maga&ine >$A ranked Asian )aints among /00 best
small companies in the %orld for /00/, and in the year /00D presented the
'#est under the #illion( a%ard to the company. It is one and only the
company.
(, the impish boy
holding paint tin and brush is one of the most recogni&ed and most
prosperous mascots in Indian business.
DISTRIBUTION
In an industry the availability of stocks is crucial determinant of
sale, control of material units assumes great significance especially since
Asian paints offer the %idest range of products, shades and packs to the
@D000 dealers in the country through the net%ork of over 1B depots.
37
This is achieved through a sophisticated material distribution
system %hich optimi&es production and movement from plants and
meshes it %ith demand pattern in the market.
The distribution system monitors the dispatch of materials from
plants E other processing units to the branches E depots directly or
through the %arehouses or regional distribution centre.
A bonded store room G#$9H in one %here in material for %hich
excise duty has not been paid is stored. Each plant has a bonded store
room %here material is sent immediately after production. As and %hen
these materials are dispatched it moves out of the bonded store room.
Excise duty is livable at applicable rates on actual movementIs basis.
,uring the course of this section and subsequent sections reference
%ill often be made to an $?> and $A>. An sku is acronym for stock
keeping unit %hich is combination of particular pack, product, shade.
Eg. Apcolite synthetic enamel 400ml bus green is one sku
Apcolite synthetic enamel 400ml sky blue is one sku
CLASSIFICATION OF S2U
All products can be divided into ba&aar and industrial on the end
use. #a&aar and industrial item can further be divided into inventoried
and non inventoried items
38
Inventoried sku are those for %hich constant demand for %hich
sales forecast %ith a degree of certainty.
FORM7A
#a&aar sku inventoried at company E branches E depots.
The supply of skuIs is affected through multi plant distribution
system.
FORM7B
#a&aar skuIs %hich shades are under the specific focus of
management group ne% products, packs are not inventoried at all
branches E depots.
FORM7C;
9egular ba&aar s4( inventoried at branch E depotE but not at
company level.
FORM7C<
#a&aar s4( not inventoried at the branch E depotsE company
levels.
FORM7D
Industrial inventoried s4(=
39
FORM7E
Industrial not inventoried s4(=
FORM7F
All non confirming stocksG This includes damaged stocks defective
stocks, old stock -packed before Dyrs for trade products and beyond
validity period for the industrial products.
CUSTOMER ACCOUNTING PROCEDURES
TYPES OF CUSTOMERS MODE OF PAYMENT
@. =ocal dealers =ocal cheques E pay order
/. 9etail sales E cash salesE =ocal cheques party is kno%n as
pay order upcountry dealers or cash
location, local cheques if the dealer
has local bank account.
Industrial customerIs local cheques, ,., payable locally. In case
absolutely necessary an upcountry cheques or ,.,Is.
+ash E local cheques 55 ,ate of collection memo
@. >pcountry cheques 5 Bdays from the date of collection memo as it takes
around Bdays for an up country cheques to be cleared.
40
/. ,,E)ay date of ,, as the ordered customer is debited as soon as ,,
is purchased by the customer. Although the company may not be
creditedGi.e the customer is given the benefit.H
PLANING PROCESS In the sales function the planning is as follo%s
P)as!7I
'arket assessment( It consists of assessment of market and market
share for total and ma*or products, gro%th assessment segment %ise for
this purpose retail audit is conducted. All the sale representatives collect
data form each retailer.
P)as!7I I
8therene Gsage of ,ifferent Interior )roducts 4B
4 >sage of ,ifferent Exterior )roducts 4A
3 =ife Experience for Interior )ains by
+ustomers
3@
B =ife Experience for Exterior )ains by
+ustomers
3D
J Type of !inished required for Exterior
)aints by +ustomers
34
A Type of !inished required for Interior
)aints by +ustomers
3B
@0 "ood !inish )roduct )reference by
+ustomers
3A
@@ A%areness About Asian )aints )roducts B@
@/. A%areness about +olour "orld +oncept BD
@D +ustomer choice of company for Interiors B4
@1 +ustomer choice of company for Exteriors BB
@4 Type of :uidance expected from
+ompany by the +ustomers
BA
100
5#!/ARA"I'(
I declare that this pro*ect report entitled 'CUSTOMER
A3ARENESS( of Asian Paints Inia Lt=I Visa4)a0atna$ submitted by
me to the $AATA ,E:9EE P ).: +ollege of anagement $tudies,
Affiliated to Andhra >niversity, is my o%n and is not submitted to any
other >niversity or has been published anytime before.
)lace8 6isakhapatnam (2= SRINIVASA RAO)
,ate8
101
doc_634211877.pdf
Indian Economy is dramatically changing the dramatic changes are
the result of hard realities. Too much of protection for too long a time has
hindered the economic development rather than facilitating it. The
immediate fallout could be seen in public sector units in the country.
Their losses got accumulated and became a drain of the National
Exchequer. Too much of regulation for too long time on private sector
had also proved to be disastrous.
All these regulations, curbs and restrictions has stifled the
enterprising spirit and discouraged healthy competition among the in
industrialists. The balance of payments position became so unmanageable
that even the international lending bodies like International Monetary
Fund and World Bank refuse additional finance for India unless Indian
economy is revamped.
INTRODUCTION
Indian Economy is dramatically changing the dramatic changes are
the result of hard realities. Too much of protection for too long a time has
hindered the economic development rather than facilitating it. The
immediate fallout could be seen in public sector units in the country.
Their losses got accumulated and became a drain of the National
Exchequer. Too much of regulation for too long time on private sector
had also proved to be disastrous.
All these regulations, curbs and restrictions has stifled the
enterprising spirit and discouraged healthy competition among the in
industrialists. The balance of payments position became so unmanageable
that even the international lending bodies like International onetary
!und and "orld #ank refuse additional finance for India unless Indian
economy is revamped.
$ince than a series of economy policies %ere revamped. There %as
a greater emphasis on arketing. After liberali&ation the changed in
economic scenario India offers excellent marketing opportunities are
created for aspiring Entrepreneurs.
Indian markets are no% '#uyers arkets(. Therefore the marketers
has to resign suitable. $trategies to stay successful in the market. Their
success depends on their ability to cater.
1
OBJECTIVES
PRIMARY OBJECTIVES:
? To find out %hich factors has got influence on customer a%areness in
)aints Industry.
? To kno% the a%areness level of 'Asian Paints( customers as %ell as
other customers.
SECONDARY OBJECTIVES:
? To identify the customer requirements.
? To analy&e the customers perception regarding the preference of Asian
)aint )roducts.
2
NEED FOR STUDY
The main ob*ective of the study is to kno% the +ustomer a%areness
%ith respect to Asian )aints.
The need for this can be explained if one kno%s the importance of
understanding the +ustomer a%areness. $o in the follo%ing paragraph
the +ustomer a%areness and its role in the success of an organi&ation has
been explained.
+ustomer a%areness are taken up to boost the sales of a product by
the company. A company having production capabilities may produce a
product and price is according and sell through the dealers and retailers
by its distribution net%ork.
+onsidering the fact that consumer according to the time need,
%ant and the purchasing po%er, it depends on the product, therefore, the
marketers rely on the marketing mix to cater to the customers efficiently
and effectively.
$o the companies producing the product, pricing and planning
them have to care fully look into the minds of the consumers and place the
products favorably in the minds of the consumers.
3
METHODOLOGY
In order to reali&e the study the ob*ectives a considerably volume of
both primary and secondary data is needed. It has been therefore found
necessary to conduct an Intervie% schedule for gathering relevant data
from the users.
)rimary ,ata has been collected from the industrial buyer during
ay - .une /001 %ith the help of a structured 2uestionnaire %ith
stratified sample of 34 respondents have been taken for carrying out the
study.
$econdary ,ata the information regarding the Indian paint industry
has been dra%n from various published sources. They include
)rofessional business .ournals and aga&ines, besides the Ne%s papers.
The data relating to Asian )aints has been collected from company
records.
This study is necessarily based on the limited kno%ledge and little
practical exposure the constraints of resources and time have further
imposed limits to the study boundaries.
4
LIMITATIONS
? The respondents of the questionnaire are very busty and could not
afford more time to ans%er. The average time to response %as 453
minutes only.
? A limited sample si&e of 34 customers %as considered because of time
constraint. An assumption is made that the sample represents the
%hole population. It %ill not carry the total reflection of the copier
market. Total sample si&e is comparatively less to represent the entire
population.
? A time period of only 14 days %as allo%ed for the completion of this
product. $o considering all the consumers for the study %as not
possible.
? The data %as of primary nature. $o the degree biases %ere relatively
high as the sample %as randomly selected.
? $tudy restricted to geographical territory of 6isakhapatnam city only.
5
PAINTS – THE COLOUR OF OUR LIFE
(A PROFILE)
"hat is )aint7
#asically, )aint is a mixture of four elements.
? $olvents
? #inders
? )igments
? Additives
? $olvents
"hich give a paint its flo%, and enable it to be brushed on a surface
Bin!"s
"hich hold the paint together, as %ell bind it to the surface that is
painted, thus giving its property of durability.
Pi#$!nts
"hich give paint its colour and opacity.
Aiti%!s
"hich give paint special properties such as resistance to fungus, rust ..etc.,
6
Paints &an '! istin#(is)! as
EMULSIONS :
These are %ater based paints Acrylic Emulsions are extremely
durable and give %all silky and smooth finish. They %ashable and easy to
maintain.
Eg8 Asian )aints offers three brands to choose.
P"!$i($ Apcolite 9oyal Acrylic Emulsion.
M!i($ Apcolite $uper Acrylic Emulsion.
E&*n*$i&a+ $uper ,ecoplast.
DISTEMPERS:
These are also %ater based paints but their binders may be very
natural or synthetic. ,istempers are economically priced, they offer good
value for money as they are durable.
Eg8 Asian )aints has
Tractor Acrylic %ashable ,istemper.
Tractor %ashable $ynthetic ,istemper.
7
LUSTER AND MATT FINISHES:
These are solvent based paints are extremely durable. The former
gives a gloss egg shell finish %hile matt finishes have a dead matt finish.
Eg8 Asian )aint has
? Apcolite luster finish.
? Apcolite synthetic matt finish.
E,TERIOR FINISHES:
!or exterior cement paint is mainly used as it is economical. It also
has a reasonable life if in areas %here monsoon is not too heavy.
Eg8 :attu cem.
ENAMELS:
It provide the best coating for metals they are tough, durable, glossy
in finish. The smooth shiny look lasts for years. Enamels protect from
corrosioin.
Eg8
? Apcolite $ynthetic Enamel.
? ; mangoes $ynthetic Enamel.
8
PRIMERS:
)rimers are usually the first coat applied on a surface it is meant to
prepare the surface for painting. It offers protection to the paint.
Eg8
? Asian etal )rimer.
? "oodorite )rimer.
FILLERS - PUTTIES:
It is used to fill up the crises or any unevenness to ensure that the
finish coat gives a smooth surface.
AUTOAC.UER:
It is NIT9< +E==>=nheard in the industry so far. ost companies have increased
their discounts to their dealers to unimaginable level dealers are offered
higher credit levels, flexibility in payment, foreign trips for selling even
lo% value products and the like. The increasing competition to offer
11
solutions through technology has made all the paint make as offer a large
number of shades through computeri&ed colour dispensing system.
IMPORTANCE
:enerally paints and coatings are applied to products to protect
them from
? Emnvironmental +orrosion.
? )rotection of !ood and #everages in metal cans.
? Improve aesthetic appeal.
CATEGORIES
)aints are classified into t%o broad categories.
? ,ecorative or Architectural finish paints.
? Industrial )aints.
D!&*"ati%! *" A"&)it!&t("a+ /inis) 0aints:
This market can be further segmented on the basis of the follo%ing
? C(st*$!" t10!s : Institutional E retail or domestic use
? P"*(&t /!at("!s - &at!#*"i!s: ,istempers, Enamels, emulsions etc.
? P"i&!: )remium, edium, Economy etc.,
12
In(st"ia+ Paints:
This market can be further divided into the follo%ing four sub
segments depending on the end user profile.
? Automotive paints.
? arine )aints.
? )o%der )aints
? Figh )erformance coatings
? T< +ndertook innovative promotional campaigns, like arranging
demonstration sessions, besides using the regional media and local
print media, and customer education to create strong brand pull that
%ould help increase of take and provide the small retailer the incentive
to stock >tsav. There %as also the prestige element in stocking Asian
)aints products, %hich the company exploited to the hilt.
? The +ompany funded its GestablishedH dealers transportation
overheads incurred in reaching out to the ne% J0,000 odd outlets.
() T)! U+ti$at!
? >tsav has been a success in the markets %here it has been launched.
? It has overcome the main hurdle of dealer and consumer resistance.
? The brand has gained market share at the expense of local packed
distemper brands. argins for the product are lo% about /5DC, %hile
the higher end brands fetch /0C.
? Fo%ever, the product has provided the company a clear advantage. It
can no% use its rural net%ork to build its entire economy range
comprising the Enamel range :attu and other products like primers.
Thus it has a clear head start over its competitors in the volumes game.
34
PROFILE OF ASIAN PAINTS
Today Asian paints is the market leader in the paint business of
India, commanding a market share of more than D4C in organi&ed sector .
ItIs Annual sales turn over us around 9s. //.3 billion.
Asian paints - one of the largest among the top @0 decorative paint
companies in the %orld. It operates in // countries across the %orld
serving consumers in over 34 countries.
!orbes global maga&ine >$A ranked Asian )aints among /00 best
small companies in the %orld for /00/, and in the year /00D presented the
'#est under the #illion( a%ard to the company. It is one and only the
company.
(, the impish boy
holding paint tin and brush is one of the most recogni&ed and most
prosperous mascots in Indian business.
DISTRIBUTION
In an industry the availability of stocks is crucial determinant of
sale, control of material units assumes great significance especially since
Asian paints offer the %idest range of products, shades and packs to the
@D000 dealers in the country through the net%ork of over 1B depots.
37
This is achieved through a sophisticated material distribution
system %hich optimi&es production and movement from plants and
meshes it %ith demand pattern in the market.
The distribution system monitors the dispatch of materials from
plants E other processing units to the branches E depots directly or
through the %arehouses or regional distribution centre.
A bonded store room G#$9H in one %here in material for %hich
excise duty has not been paid is stored. Each plant has a bonded store
room %here material is sent immediately after production. As and %hen
these materials are dispatched it moves out of the bonded store room.
Excise duty is livable at applicable rates on actual movementIs basis.
,uring the course of this section and subsequent sections reference
%ill often be made to an $?> and $A>. An sku is acronym for stock
keeping unit %hich is combination of particular pack, product, shade.
Eg. Apcolite synthetic enamel 400ml bus green is one sku
Apcolite synthetic enamel 400ml sky blue is one sku
CLASSIFICATION OF S2U
All products can be divided into ba&aar and industrial on the end
use. #a&aar and industrial item can further be divided into inventoried
and non inventoried items
38
Inventoried sku are those for %hich constant demand for %hich
sales forecast %ith a degree of certainty.
FORM7A
#a&aar sku inventoried at company E branches E depots.
The supply of skuIs is affected through multi plant distribution
system.
FORM7B
#a&aar skuIs %hich shades are under the specific focus of
management group ne% products, packs are not inventoried at all
branches E depots.
FORM7C;
9egular ba&aar s4( inventoried at branch E depotE but not at
company level.
FORM7C<
#a&aar s4( not inventoried at the branch E depotsE company
levels.
FORM7D
Industrial inventoried s4(=
39
FORM7E
Industrial not inventoried s4(=
FORM7F
All non confirming stocksG This includes damaged stocks defective
stocks, old stock -packed before Dyrs for trade products and beyond
validity period for the industrial products.
CUSTOMER ACCOUNTING PROCEDURES
TYPES OF CUSTOMERS MODE OF PAYMENT
@. =ocal dealers =ocal cheques E pay order
/. 9etail sales E cash salesE =ocal cheques party is kno%n as
pay order upcountry dealers or cash
location, local cheques if the dealer
has local bank account.
Industrial customerIs local cheques, ,., payable locally. In case
absolutely necessary an upcountry cheques or ,.,Is.
+ash E local cheques 55 ,ate of collection memo
@. >pcountry cheques 5 Bdays from the date of collection memo as it takes
around Bdays for an up country cheques to be cleared.
40
/. ,,E)ay date of ,, as the ordered customer is debited as soon as ,,
is purchased by the customer. Although the company may not be
creditedGi.e the customer is given the benefit.H
PLANING PROCESS In the sales function the planning is as follo%s
P)as!7I
'arket assessment( It consists of assessment of market and market
share for total and ma*or products, gro%th assessment segment %ise for
this purpose retail audit is conducted. All the sale representatives collect
data form each retailer.
P)as!7I I
8therene Gsage of ,ifferent Interior )roducts 4B
4 >sage of ,ifferent Exterior )roducts 4A
3 =ife Experience for Interior )ains by
+ustomers
3@
B =ife Experience for Exterior )ains by
+ustomers
3D
J Type of !inished required for Exterior
)aints by +ustomers
34
A Type of !inished required for Interior
)aints by +ustomers
3B
@0 "ood !inish )roduct )reference by
+ustomers
3A
@@ A%areness About Asian )aints )roducts B@
@/. A%areness about +olour "orld +oncept BD
@D +ustomer choice of company for Interiors B4
@1 +ustomer choice of company for Exteriors BB
@4 Type of :uidance expected from
+ompany by the +ustomers
BA
100
5#!/ARA"I'(
I declare that this pro*ect report entitled 'CUSTOMER
A3ARENESS( of Asian Paints Inia Lt=I Visa4)a0atna$ submitted by
me to the $AATA ,E:9EE P ).: +ollege of anagement $tudies,
Affiliated to Andhra >niversity, is my o%n and is not submitted to any
other >niversity or has been published anytime before.
)lace8 6isakhapatnam (2= SRINIVASA RAO)
,ate8
101
doc_634211877.pdf