Final Report

CHAPTER -1

Introduction of Topic

INTRODUCTION OF TOPIC

Dealer

Meaning

A person or business firm acting as a middleman to facilitate distribution of securities or goods.

Typically, a dealer buys for his or her own account and sells to a customer from the dealer's

inventory. Thus a dealer acts as a principal rather than as an agent. The dealer's profit or loss is

the difference between the price he pays and the price he receives for the same security or goods.

The same individual or company may, at different times, function as a dealer or as a broker, who

buys and sells for his clients' accounts.

Individual or firm that buys goods from a producer or distributor for wholesale and/or retail

reselling. Unlike a distributor, a dealer is a principal and not an agent.

Need for a dealerA Dealer may be required under three circumstances: (a) for entering a new town, (b) for

additional coverage in the same town, and (c) for replacing an existing dealer.

When entering a new town with a dealer network, it is necessary to first assess the potential for

the company business to decide if the town can sustain a full fledged dealer and the number of

dealers required. The town profiling is, therefore, done for the chosen town including the

potential and the current competitors and their channels operating in the town.

Once the potential is understood and it is clear that the town can support one or more dealers, it

is necessary to estimate the cost of servicing the market. The cost of servicing the market is to be

seen in relation to the likely benefit of servicing that market using dealers. The cost element is to

be considered are:

Logistics cost of servicing the market.

The number of outlets to be covered – Wholesale, retail and institutions.

Frequency of visits required for the market and the outlets.

Sales revenues likely from each visit.

Whether the markets are to be covered with ready stocks or orders can be booked for later

delivery.

The likely collections during each visit- this taken into account the credit to be extended.

Expectation from the dealerThis is to be defined at the right at the beginning so that the prospective candidates can be

advised and secondly to get the right kind of dealer. The expectations are:

Achieving sales targets in volume, value and brand packs.

Financial commitment for inventory and credit to be extended in the market.

Investment in infrastructure – storage space, vehicles for distribution.

Manpower – for selling and handling the office records, and reports.

Distribution capabilities – market and outlet coverage with productive calls as per

predesigned beat plan.

Developing new markets and new accounts.

Managing key accounts and institutional business.

Merchandising and displays in the market

Secondary sales efforts and tracking. Primary Sales and what the dealer buys from the

company. Secondly sales are what the dealer sells in the market to customers and is more

important.

Effectively handling promotions and schemes initiated by the company. The promotions

have to help achieve the targets set for them by the company.

Managing damaged stocks.

Organising and participating in promotional events.

New products and pack size launching – assisting the company.

Handling consumer quality complaints.

Handling statutory requirements on behalf of the company.

Payments and remittances to the company in time.

After having identified the need for a dealer in a market, the sales people have to go about taking

action to find the right dealers. Most companies would prefer that they get the best distributors

possible and they get exclusive dealers (no company would want their dealer handles any

competitive product).

Dealer functions for producer

Order collecting and marketing for the producer. Collects orders from a large number of

small retailers and distributes goods in small lots which is uneconomical for the producer

himself to do.

The Manufacturer is able to produce on a large scale as the dealer places truck loaded or

container load order on the manufacturer.

Dealer places order in advances. This ensures a great deal of sales certainty to the

producer who need not keep elaborate inventory or have stocks left behind.

The manufacturer can thus focus on quality and quantity to be produced.

The Dealer is in touch with the market and understands its pulse extremely well. As a

source of information on the latest consumer trends, he reduces the need for research

from the manufacturer.

Characteristics of Dealer as a Retailer

The following are the characteristics of dealer as a retailer

(i) Dealers as a retailer have a direct contact with consumers. They know the requirements of the

Consumers and keep goods accordingly in their shops.

(ii) Dealers as a retailer sell goods not for resale, but for ultimate use by consumers.

(iii) Dealers as a retailer buy and sell goods in small quantities. So customers can fulfil their

requirement without storing much for the future.

(iv) Dealers require less capital to start and run the business as compared to wholesalers.

Functions of a dealer as an retailerAll retailers deal with the customers of varying tastes and temperaments. Therefore, they should

be active and efficient in order to satisfy their customers and also to induce them to buy more.

(i) Buying and Assembling of goods: Dealer as an Retailer buy and assemble varieties of goods

from different wholesalers and manufacturers. He keeps goods of those brands and variety which

are liked by the customers and the quantity in which these are in demand.

(ii) Storage of goods: To ensure ready supply of goods to the customer dealer keep their

goods in stores. Goods can be taken out of these store and sold to the customers as and

when required. This saves consumers from botheration of buying goods in bulk and storing

them.

(iii) Credit facility: Although Dealers mostly sell goods for cash, they also supply goods on

credit to their regular customers. Credit facility is also provided to those customers who

buy goods in large quantity.

(iv) Personal services: Retailers render personal services to the customers by providing expert

advice regarding quality, features and usefulness of the items. They give suggestionsConsidering

the likes and dislikes of the customers. They also provide free home delivery

Service to customers. Thus, they create place utility by making the goods available when

They are demanded.

(v) Risk bearing: The Dealer has to bear many risks, such as risk of:

(a) fire or theft of goods

(b) deterioration in the quality of goods as long as they are not sold out.

(c) change in fashion and taste of consumers.

(vi) Display of goods: Dealers display different types of goods in a very systematic and

attractive manner. It helps to attract the attention of the customers and also facilitates quick

delivery of goods.

(vii) Supply of information: Dealers provide all information about the behaviour, tastes,

fashions and demands of the customers to the producers. They become a very useful source of

information for marketing research.

Dealer SatisfactionDealers generally experience satisfaction when the performance level meets or exceeds the

minimum performance expectation levels and dissatisfied when performance fall short of

expectation.

The dealer needs and value should influence every aspect of the organization strategy, employee

safety and performance, product and organization strategy, Product service development, sales

and marketing programs, operational procedures and informations and measurement system.

Understanding the dealer is critical to the success of any customers focus initiative, the first step

in understanding the dealer is to listen to them. A Company needs to hear what its dealers are

saying about its people, product, service and vision. Their information helps to develop

meaningful product and service.

Factors Responsible for Dealer SatisfactionThere are following factors which are responsible for the satisfaction of the dealer:

1. Providing regular information to the dealer: The First factor which is responsible for

the satisfaction of the dealer is providing regular information to the dealer. Information

mainly related to the change in the price of the company. Information about the new

schemes and change in the schemes of the company. Information about the discounts

provided by the company. Information about the monthly target sale which is to be

achieved by the dealer etc.

2. Providing the better transportation service or facility: The next factor which is

responsible for the satisfaction of the dealer is providing the better transportation service

or facility to the dealer. It means that there should be delivery timely delievery of the

goods to the dealer’s address when is to be demaded by the dealer, no delay in delievery

of the goods in reaching to dealer’s shop. If there is no delay in delievery of the goods

through transport then it can helpful in gaining the confidence towads the company.

3. Providing attracting target schemes: It means that most of the companies are providing

their dealer with the target sale. Target sale provided by the company with the aim of

maximizing in its sales and profits. So for this every company is providing the target

schemes to their dealers so that they can show interest in achieving the target sale which

is to be achieved by them. In this if good target schemes are provided to the dealer then

the it can be helpful in building the dealer confidence towards the company.

4. Providing adequate discounts to the dealer: Another factor which is responsible for the

satisfaction of the dealer is providing the discount to the dealer. Discounts are related

with the rebate and cash discounts provided by the company to the dealer which is to be

cut off in the price of the goods and price of the goods is to be paid by the dealer. If better

discounts are provided to the dealer then he feels confidence towards dealing with the

Company.

5. Timely solving the queries of the dealer: The next factor is responsible for the

satisfaction of the dealer is timely solving the queries of the dealer. Queries mainly

related to the problem faced by the dealer. Before solving the query of the dealer first of

all the company have to understand the query of the dealer so that it can timely solve the

problem of dealer or timely response to the query of the dealer. If the query of the dealers

are solving well in time then the dealer will feel confidence and will lead to satisfaction

of the towards the company.

6. Providing technical assistance to the dealer: Another factor which is responsible for

the satisfaction of the dealer is providing technical assistance to the dealer by the

Company. It is mainly related with the technical facility provided by the Company.

Technical facility means when there are some problem arises to the customer of the

dealer related with the construction of the building so then the dealer give demands a

technical officer in that situation so in that situation if the company is providing timely

and better technical services to the dealer then he feel confidence with the particular

Company. If the technical officer of the company is well knowledgeable and

understandable in solving the problem of the dealer then he will be efficient in solving

the problem of the dealer.

7. Time to time visit to the shop of the dealer: If the officer of the Company is visiting

time to time to the shop of the dealer for face to face interaction so that it can build

relationship with the dealer and it can also build the dealre’s trust towards the officer of

the Company. If this happens then he will feel confidence and satisfied towards dealing

with particular Company.

8. Providing gifts and holiday packages to the dealer: Last factor which is responsible for

the satisfaction of the dealer is providing to the dealer. Gifts related to any product gift like

watches, cameras etc. Holidays packages mainly related to giving yearly hodiays packages to the

palce where dealer enjoys feels entertaining.foreign tours should be provided by the company to

their dealers

CHAPTER-2 INDUSTRY PROFILE

Meaning of cement

A building material made by grinding calcined limestone and clay to a fine powder, which can

be mixed with water and poured to set as a solid mass or used as an ingredient in making mortar

or concrete

A cement is a binder, a substance that sets and hardens independently, and can bind other

materials together.

History of cementIt must be interesting to know how cement is made today vis-à-vis the historical background.

Ever since civilizations stepped in the earth, people sought a material that would bind stones into

a solid, formed mass. The Assyrians and Babylonians used clay for this purpose, and the

Egyptians advanced to the discovery of lime and gypsum mortar as a binding agent for building

such structures as the Pyramids. The Greeks made further improvements and finally the Romans

developed cement that produced structures of remarkable durability. The secret of Roman

success in making cement was traced to the mixing of slaked lime with pozzolana, a volcanic ash

from Mount Vesuvius. This process produced cement capable of hardening under water. During

the middle Ages this art was lost and it was not until the scientific spirit of inquiry revived that

we rediscovered the secret of hydraulic cement that will harden under water. Most of the

building foundations in the Roman Forum were constructed of a form of concrete, placed in

some locations to a depth of 12 feet. The great Roman baths built about 27 B.C., the Coliseum,

and the huge Basilica of Constantine are examples of early Roman architecture in which cement

mortar was used. Portland cement today, as in Aspdin day, is a predetermined and carefully

proportioned chemical combination of calcium, silicon, iron, and aluminium. Natural cement

gave way to Portland cement, which is a predictable, known product of consistently high quality.

Aspdin established a plant in Wakefield to manufacture Portland cement, some of which was

used in 1828 in the construction of the Thames River Tunnel. But it was almost 20 years later

when J.D. White and Sons set up a prosperous factory in Kent that the Portland cement industry

saw its greatest period of early expansion, not only in England, but also in Belgium and

Germany. Portland cement was used to build the London sewer system in 1859-1867. Thomas A.

Edison was a pioneer in the further development of the rotary kiln. In 1902, in his Edison

Portland Cement Works in New village, N.J., he introduced the first long kilns used in the

industry─150 feet long in contrast to the customary 60 to 80 feet. Today, some kilns are more

than 500 feet long. Parallel improvements in crushing and grinding equipment also influenced

the rapid increase in production. Since grinding process consumes most of the energy various

grinding systems like ball mill/vertical roller mill/Roller presses has been the result of

technological developments. Blending takes place in silos with air blown in from the bottom to

aerate the contents. Various new designs were also developed to increase the efficiency of

mixing.

History of Cement Industry in India

The history of the cement industry in India dates back to the 1889 when a Kolkata-based

company started manufacturing cement from Argillaceous. But the industry started getting the

organized shape in the early 1900s. In 1914, India Cement Company Ltd was established in

Porbandar with a capacity of 10,000 tons and production of 1000 installed. The World War I

gave the first initial thrust to the cement industry in India and the industry started growing at a

fast rate in terms of production, manufacturing units, and installed capacity. This stage was

referred to as the Nascent Stage of Indian Cement Company. In 1927, Concrete Association of

India was set up to create public awareness on the utility of cement as well as to propagate

cement consumption.

The cement industry in India saw the price and distribution control system in the year 1956,

established to ensure fair price model for consumers as well as manufacturers. Later in 1977,

government authorized new manufacturing units (as well as existing units going for capacity

enhancement) to put a higher price tag for their products. A couple of years later, government

introduced a three-tier pricing system with different pricing on cement produced in high, medium

and low cost plants.

Cement Company, in any country, plays a major role in the growth of the nation. Cement

industry in India was under full control and supervision of the government. However, it got relief

at a large extent after the economic reform. But government interference, especially in the

pricing, is still evident in India. In spite of being the second largest cement producer in the world,

India falls in the list of lowest per capita consumption of cement with 125 kg. The reason behind

this is the poor rural people who mostly live in mud huts and cannot afford to have the

commodity. Despite the fact, the demand and supply of cement in India has grown up. In a fast

developing economy like India, there is always large possibility of expansion of cement industry.

The cement industry in India is experiencing a boom on account of overall growth of the Indian

economy. The demand for cement, being a derived demand, depends mainly on the industrial

activities, real estate business, construction activities and investment in the infrastructure sector.

India is experiencing growth in all these areas and hence the cement market is moving ahead in

spite of the world-wide economic recession.

India is the second largest producer of quality cement in the world. The cement industry in India

comprises 139 large cement plants and over 365 mini cement plants. Industry's capacity at

beginning of the year 2008-09 was 198.30 million tonne (MT) which increased to 219 MT at the

close of the year. The initiatives provided by theGovernment of India to various infrastructure

projects, road network and housing activities will provide required stimulus towards the growth

of cement industry in India.

The cement production has increased from 15.72 MT in December 2011 to 16.47 MT in January

2012. While cement despatches have increased from 15.76 MT in December 2011 to 16.27 MT

in January 2012.

India produces variety of cement based on different compositions such as Ordinary Portland

cement, Portland Pozzolana, Portland Blast Furnace Slag cement, white cement and specialised

cement. Cement in India is produced as per the Bureau of Indian Standards (BIS) specifications

and the quality is comparable with the best in the world.

Some of the major players in the cement industry include Ultratech Cement, Gujarat Ambuja

Cement Limited, JK Cements, ACC Cement, Century Cements, Madras Cements, Holcim and

Lafarge to name a few.

Cement arrivals in Gujarat during December 2011 have been the highest ever according to data

compiled by the Cement Manufacturers' Association (CMA) and industry sources. There has

been a spurt in demand from infrastructure and Government projects, which in turn led to such

high cement arrivals.

Market SizeThe cement industry in India is divided into four zones namely North, East, West and Central -

based on differentiation in the consumer profile and supply-demand scenario.

Types of Cement

Ordinary Portland Cement (OPC):

The Ordinary Portland Cement is popularly known as grey cement, which is produced by

grinding clinker with 5 per cent gypsum. It is used in all general concrete construction, mass and

reinforced concrete. It accounts for about 70.60 per cent of the total production.

Portland Pozzolona Cement (PPC):

It is cheaply manufactured because it uses fly ash/burnt clay/coal waste as the main ingredient.

PPC has a lower heat of hydration, which is of advantage in preventing cracks where large

volumes are being cast. PPC accounts for 18.3 per cent of the production.

Portland Blast Furnace Slag Cement (PBFSC):

It is made by grinding granulated blast furnace slag, steel industry by product (upto 65%),

gypsum (5%) and clinker (balance). PBFSC has a heat of hydration even lower than PPC and is

generally used in construction of dams and similar massive construction. It contributes nearly 10

per cent to the total.

White Cement:

Basically it is OPC: Clinker using fuel oil (instead of coal) and with iron oxide content below 0.4

per cent to ensure whiteness. Special cooling technique is used. It is used to enhance aesthetic

value, in tiles and for flooring. White cement is much more expensive than grey cement.

Specialized Cement:

Oil Well Cement: is made from clinker with special additives to prevent any porosity.

Rapid Hardening Portland Cement:

It is similar to OPC, except that it is ground much finer, so that on casting the compressible

strength increases rapidly.

Water proof Cement:

OPC with small portion of calcium stearate or non-saponifibale oil to impart waterproofing

properties

Major Players in Indian Cement Industry

There are a number of players prevailing in the cement industry in India. However, there are

around 20 big names that account for more than 70% of the total cement production in India. The

total installed capacity is distributed over around 129 plants, owned by 54 major companies.

Following are some of the major names in the Indian cement industry:

Company Production Installed Capacity

ACC 17,902 18,640

Gujarat Ambuja 15,094 14,860

Ultratech 13,707 17,000

Grasim 14,649 14,115

India Cements 8,434 8,810

JK Group 6,174 6,680

Jaypee Group 6,316 6,531

Century 6,636 6,300

Madras Cements 4,550 5,470

Birla Corp. 5,150 5,113

Mergers and Acquisitions in Cement Industry in India

UltraTech Cement is going to absorb its sister concern Samruddhi Cement to become

biggest cement company in India.

World's leading foreign funds like HSBC, ABN Amro, Fidelity, Emerging Market Fund

and Asset Management Fund have together bought 7.5% of India Cements (ICL) at a cost

of US$ 124.91 million.

Cimpor, a Cement company of Portugal, has bought 53.63% stake that Grasim Industries

had in Shree Digvijay Cement.

French cement company Vicat SA bought 6.67% share of Sagar Cement at a cost of US$

14.35 million.

Holcim now holds 56% stake of Ambuja Cement. Previously it held 22% of stake. The

company utilized various open market transactions to increase its stakes. It invested US$

1.8 billion for that.

Recent Investments in the Indian Cement Industry

In a recent announcement, the second largest cement company in South India, Dalmia

Cement declared that it's going to invest more than US$ 652.6 million in the next 2-3

years to add 10 MT capacity.

Anil Ambani-led Reliance Infrastructure is going to build up cement plants with a total

capacity of yearly 20 MT in the next 5 years. For this, the company will invest US$ 2.1

billion.

India Cements is going to set up 2 thermal power plants in Andhra Pradesh and Tamil

Nadu at a cost of US$ 104 billion.

Anil Ambani-led Reliance Cementation is also going to set up a 5 MT integrated cement

plant in Maharashtra. It will invest US$ 463.2 million for that.

Jaiprakash Associates Ltd has signed a MoU with Assam Mineral Development

Corporation Limited to set up a 2 MT cement plant. The estimated project cost is US$

221.36 million.

Rungta Mines (RML) is also planning to invest US$ 123 million for setting up a 1 MT

cement plant in Orissa.

CHAPTER-3

COMPANY PROFILE

INTRODUCTION TO THE COMPANY

Company Profile of the major leading Companies in India

INTRODUCTION TO ACC CEMENT LIMITED

ACC (ACC Limited) is India's foremost manufacturer of cement and concrete. ACC's operations

are spread throughout the country with 16 modern cement factories, more than 40 Ready mix

concrete plants, 21 sales offices, and several zonal offices. It has a workforce of about 9,000

persons and a countrywide distribution network of over 9,000 dealers.

Since inception in 1936, the company has been a trendsetter and important benchmark for the

cement industry in many areas of cement and concrete technology. ACC has a unique track

record of innovative research, product development and specialized consultancy services. The

company's various manufacturing units are backed by a central technology support services

centre - the only one of its kind in the Indian cement industry.

ACC has rich experience in mining, being the largest user of limestone. As the largest cement

producer in India, it is one of the biggest customers of the domestic coal industry, of Indian

Railways, and a considerable user of the country’s road transport network services for inward

and outward movement of materials and products.

Among the first companies in India to include commitment to environmental protection as one of

its corporate objectives, the company installed sophisticated pollution control equipment as far

back as 1966, long before pollution control laws came into existence. Today each of its cement

plants has state-of-the art pollution control equipment and devices.

ACC plants, mines and townships visibly demonstrate successful endeavours in quarry

rehabilitation, water management techniques and ‘greening’ activities. The company actively

promotes the use of alternative fuels and raw materials and offers total solutions for waste

management including testing, suggestions for reuse, recycling and co-processing.

ACC has taken purposeful steps in knowledge building. We run two institutes that offer

professional technical courses for engineering graduates and diploma holders which are relevant

to manufacturing sectors such as cement. The main beneficiaries are youth from remote and

backward areas of the country.

ACC has made significant contributions to the nation building process by way of quality

products, services and sharing expertise. Its commitment to sustainable development, its high

ethical standards in business dealings and its on-going efforts in community welfare programmes

have won it acclaim as a responsible corporate citizen. ACC’s brand name is synonymous with

cement and enjoys a high level of equity in the Indian market. It is the only cement company that

figures in the list of Consumer SuperBrands of India.

Product offered by the company

products : we manufactures the following types of cement, in addition to which, it provides

bulk cement and ready mix concrete.

Ordinary Portland Cements :

-ACC Cement (OPC 43 Grade)*

-ACC SAMRAT (53 Grade OPC)*

Blended Cements

FLY ash based Portland pozzolana cement

Portland Slag Cement

Composite Cements :

-ACC SURAKSHA (A Composite Cement)*

-ACC SUPER (Slag-based Blended Cement)*

*National Brands.

Special Cements :

-Sulphate Resisting Portland Cement (SRPC)

-Oil Well Cement (OWC)

-Low Alkali Cement.

Value Added Products : Yet another first in our six-decade history of cement and related

innovations in India has been the introduction of two highly specialized and customized services:

Ready Mixed Concrete and Bulk Cement.

Awards & Accolades

National Award for Excellence in Water Management by Confederation of Indian Industry

(CII)

Outstanding Corporate Vision, Triple Impact - Business Performance Social &

Environmental Action and Globalisation for 2009-10 from Federation of Indian Chambers

of Commerce and Industry

Asia Pacific Entrepreneurship Award in two categories, Green Leadership and Community

Engagement by Enterprise Asia.

Indira Priyadarshini Vrikshamitra Award --- by The Ministry of Environment and Forests

for "extraordinary work" carried out in the area of afforestation.

Subh Karan Sarawagi Environment Award - by The Federation of Indian Mineral Industries

for environment protection measures.

Drona Trophy - By Indian Bureau Of Mines for extra ordinary efforts in protection of

Environment and mineral conservation in the large mechanized mines sector.

Indira Gandhi Memorial National Award - for excellent performance in prevention of

pollution and ecological development

Excellence in Management of Health, Safety and Environment : Certificate of Merit by

Indian Chemical Manufacturers Association

Good Corporate Citizen Award - by PHD Chamber of Commerce and Industry

FIMI National Award - for valuable contribution in Mining activities from the Federation of

Indian Mineral Industry under the Ministry of Coal.

Rajya Sthariya Paryavaran Puraskar - for outstanding work in Environmental Protection

and Environment Performance by the Madhya Pradesh Pollution. Control Board.

National Award for Fly Ash Utilisation - by Ministry of Power, Ministry of Environment &

Forests and Dept of Science & Technology, Govt of India - for manufacture of Portland

Pozzolana Cement.

AMBUJA CEMENT LIMITED

Ambuja Cements Ltd. (ACL) is one of the leading cement manufacturing companies in India.

The Company, initially called Gujarat Ambuja Cements Ltd., was founded by Narotam

Sekhsaria in 1983 with a partner, Suresh Neotia. Sekhsaria’s business acumen and leadership

skills put the company on a fast track to growth. The Company commenced cement production

in 1986. The global cement major Holcim acquired management control of ACL in 2006.

Holcim today holds little over 46% equity in ACL. The Company is currently known as Ambuja

Cements Ltd.

When the company started out, it approached the cement business with an open mind. To

compete with the older, established players who had already written off their plant cost, it was

important to have the lowest capital cost per ton of cement. Their plants would have to be set up

in record time. Their capacity utilization would have to be above 100%. And their power

consumption would have to set a record low these were the main theme of company.

Today, Ambuja is the 3rd largest cement company in India, with an annual plant capacity of 16

million tonnes including Ambuja Cement Eastern Ltd. and revenue in excess of Rs.3298 crore.

In 1993, Ambuja Cement set up a complete system of transporting bulk cement via the sea route.

Making it the first company in India to introduce bulk cement movement by sea. Others followed

and today, about 10% cement travels by this new route.

Port terminal of the company is situated at Muldwarka, Gujarat: Its an all weather port, 8 kms

from the company’s Ambujanagar plant. Handles ships with 40,000 DWT. It is also equipped to

export clinker and cement and import coal and furnace

Vision and mission of the Ambuja Cement Limited

Partnership

The company has entered into a strategic partnership with Holcim the second largest cement

manufacturer in the world. Holcim had, in January, bought a 14.8 per cent promoters` stake in

the GACL for INR 21.4 billion.

Currently (2011) Holcim holds about 50.00% of shares in Ambuja Cements Limited.

Awards and achievements

2003-2004

Business World & FICCI ‘Corporate Social Responsibility’ (CSR) award for recognising the

impact of business on environment and society: second runner-up

Asian Institute of Management CSR award for ‘poverty alleviation’

2005-2006

'Asian CSR Award' (Environment Excellence) 2005 for corporate sustainable development at

GAC (India) Works

Centre for Science and Environment Green rating Project award to GACL (second rank)

'Best Environment Management Practices Award' for the Ropar unit from the State Pollution

Control Board

Capexil 'Certificate of Export Recognition' to GACL (Mumbai) in recognition of outstanding

export performance

Awards won by the Maratha Limestone Mine of Maratha Cement Works (a unit of Ambuja

Cements Ltd) Upparwahi

'Directorate of Mines Safety Award 2006', as part of the Metalliferous Mines Safety Week

2007

In Mines Environment & Mineral Conservation Week–Indian Bureau of Mines

'Corporate Excellence Award 2007' awarded to ACL by the Indian Institute of Materials

Management, Chandigarh

Dun & Bradstreet 'American Express Corporate Award 2007' to ACL

'National Award for Environmental Excellence' in Opencast Mining from NCBM (2nd place

– to Ambuja’s Sugala Limestone Mine)

2008

'Certificate of Merit' by Rajasthan State Productivity Council, Jaipur

'Gobar Times Green Schools Programme Awards' by Centre for Science and

Environment (CSE) For the Year 2008 : Ambuja Public School : Rabriyawas

2009

BCT Panvel received re-certification on ISO 9001-2008, ISO 14001-2004 & OHSAS18001-

2007

Ambujanagar has won 'Best Environmental Excellence in Plant Operation' – National award

by NCBM 2009

'Certificate of Appreciation' for Accident Free million man hour our worked - Gujarat Safety

Council – Baroda 2009

INTRODUCTION TO JAYPEE CEMENT LIMITED

Jaypee group is the 3rd largest cement producer in the country. The groups cement facilities are

located in the Satna Cluster (M.P.), which has one of the highest cement production growth rates

in India.

The group produces special blend of Portland Pozzolana Cement under the brand name ‘Jaypee

Cement’ (PPC). Its cement division currently operates modern, computerized process control

cement plants with an aggregate installed capacity of 28 MnTPA. The company is in the midst

of capacity expansion of its cement business in Northern, Southern, Central, Eastern and

Western parts of the country and is slated to be a 35.90 MnTPA by FY13 (expected) with

Captive Thermal Power plants totaling 672 MW.

Keeping pace with the advancements in the IT industry, all the 260 cement dumps are

networked using TDM/TDMA VSATs along with a dedicated hub to provide 24/7 connectivity

between the plants and all the 120 points of cement distribution in order to ensure “track – the –

truck” initiative and provide seamless integration. This initiative is the first of its kind in the

cement industry in India.

In the near future, the group plans to expand its cement capacities via acquisition and greenfield

additions to maximize economies of scale and build on vision to focus on large size plants from

inception.

The Group is committed towards the safety and health of employees and the public. Our motto

is ' Work For Safe, Healthy, Clean & Green Environment '.

Awards

Cement Division of Jaiprakash Associates Limited with its Plants at

Jaypee Rewa Plant (JRP), Jaypee Bela Plant (JBP), JAAGO & JCBU has

been awarded the Integrated Management System comprising of ISO-

9001:2000,

ISO-14001:2004 & OHSAS-18001:1999 by the world renowned Bureau VERITAS

Certification. ISO-9001:2000 covers Quality Management System. ISO-14001:2004 covers all

Environmental Issues including conservation of Natural Resources and Reduction of Emissions

and Wastes. OHSAS-18001:1999 covers Operational Safety and reduces Risk to People, Plant &

Machinery.

Purpose

Vision

“As a group, we are committed to strategic business development in infrastructure, as the key to

nation building in the 21st century. We aim to achieve perfection in everything we undertake

with a commitment to excel. It is the determination to transform every challenge into

opportunity; to seize every opportunity to ensure growth and to grow with a human face.”

Mission

“Our solitary Mission is to achieve Excellence in every sector that we operate in - be it

Engineering & Construction, Cement, Real Estate or Consultancy. To augment our core

competencies and adopt the most comprehensive modern technology to overtake the obstacles in

our path of achievement. To obtain sustainable development and simultaneously enhancing the

shareholders value and fulfilling our obligations towards building a better India".

Products of Jaypee cementsJaypee produces & markets both Portland Pozzolana Cement (PPC) & all grades of Ordinary

Portland Cement (OPC). A brief introduction of each brand is enumerated as below:-

PORTLAND POZZOLANA CEMENT

Jaypee Cement produces special blend of Portland Pozzolana Cement and markets it under the

popular brand name ‘Jaypee Cement’ (PPC) .

ORDINARY PORTLAND CEMENT

33 Grade Conforming to IS: 269-1989



53 S Grade Conforming to IRST-40(53 S)

Jaypee Cement (OPC-43 Grade)

Jaypee Cement (OPC-43 Grade) is produced from enriched limestone most suited to make high

quality clinker, which on grinding gives a cement with characteristics surpassing those specified

in.

Jaypee Cement (OPC-43 Grade), has emerged as the top choice of Engineers and Engineering

Companies engaged in construction of mega projects – such as National Highways, Bridges,

Transmission lines, power plants, Industrial and Residential structures.

Jaypee Cement (OPC-53 Grade)

OPC-53 Grade has been the mainstay for fast paced construction of high strength, heavy load

bearing Structures viz., Bridges, pre stressed elements, penstocks, precast elements etc. requiring

very high strength to negotiate the heavy static & dynamic loads

Jaypee Cement (OPC-53S Grade)

One of the very few cement manufacturers having the potential to manufacture this special grade

of super fine cement which due to its enhanced quality and performance parameters has been

approved by the RDSO of Indian Railways for manufacture of “RAILWAY SLEEPERS”.

Jaypee Cement (OPC-53 S Grade) is also used in heavily loaded or pre stressed structures, which

are subjected to high dynamic loads due to rapidly moving volumes, be it a train passing on the

railway sleepers or a great volume of water moving at high speed to generate electricity in a

penstock.

ULTRATECH CEMENT

Ultratech Cement was incorporated in 2000 as Larsen & Toubro. Later it was demerged and

acquired by Grasim and was renamed as Ultra Tech Cement in 2004. Today Ultatech cement a

part of Aditya Birla group, is the country’s largest exporter of cement clinker. UltraTech Cement

Limited has an annual capacity of 52 million tonnes. It manufactures and markets Ordinary

Portland Cement, Portland Blast Furnace Slag Cement and Portland Pozzalana Cement. It also

manufactures ready mix concrete (RMC). All the plants have received ISO 9001 certification.

The company has 11 integrated plants, one white cement plant, one clinkerisation plant in UAE,

15 grinding units 11 in India, 2 in UAE, one in Bahrain and Bangladesh each and five terminals,

four in India and one in Sri Lanka.

The export markets span countries around the Indian Ocean, Africa, Europe and the Middle East.

Narmada Cement Company Limited was amalgamated with UltraTech in May 2006, while

Samruddhi Cement Limited was amalgamated with UltraTech Cement Limited in July 2010.

UltraTech Cement Middle East Investments Limited, a wholly owned subsidiary of the

Company acquired management control of ETA Star Cement together with its operations in the

UAE, Bahrain and Bangladesh in September, 2010

UltraTech's other subsidiaries are Dakshin Cements, Harish Cements, UltraTech Ceylinco (P)

and UltraTech Cement Middle East Investments.

UltraTech Cement Limited and its subsidiaries have an annual capacity of 52 million tonnes,

making it among the top 10 producers of cement globally. UltraTech is also the largest

manufacturer of White Cement in India. The company manufactures and markets Ordinary

Portland Cement, Portland Slag Cement and Portland Pozzolana Cement, Ready Mix Concrete

(RMC), White Cement, Building Products and offers Building Solutions.

Products

It manufactures ordinary Portland cement commonly used in dry-lean mixes, general-purpose

ready-mixes, and even high strength pre-cast and pre-stressed concrete.

It produces Portland blast furnace that has features like lighter colour, better concrete

workability, easier finish ability, higher compressive and flexural strength, improved resistance

to aggressive chemicals and more consistent plastic and hardened consistency. It also

manufactures Portland pozzolana cement.

Ultratech cement exports over 2.5 million tonnes per annum which accounts for 30% of

country’s total exports. It exports to countries like Africa, Europe and the Middle East.

Milestone

Ultratech Cement received Greentech Environment Excellence Award by the Greentech

Foundation, New Delhi in the year 2000-2001

The Aditya Birla Group is the 11th largest cement producer in the world and the seventh largest

in Asia.

In 2004-05 it received State and Zonal level I prize for overall performance in Mines safety.

Visions and Mission of Ultratech cement

VISIONS

To be a premium global conglomerate with a clear focus on each business.

To become world most big company of cement and concrete

MISSION

To deliver superior value to the customers, shareholders, employees and society at large.

CHAPTER-4 LITERATURE REVIEW

A Literature review is a body of text that aims to review the critical points of current

knowledge on a particular topic. Most often associated with science-oriented literature, such

as a thesis, the literature review usually precedes a research proposal, methodology and results

section. Its ultimate goal is to bring the reader up to date with current literature on a topic and

forms the basis for another goal, such as the justification for future research in the area.

A good literature review is characterized by: a logical flow of ideas; current and

relevant references with consistent, appropriate referencing style; proper use of terminology;

and an unbiased and comprehensive view of the previous research on the topic.

Here we discuss on different reviews related to the following:

Soumava Bandyopadhyay & Robert A. Robicheaux write in their article “Dealer Satisfaction

through Relationship Marketing across Cultures” The relationship of supplier-dealer

relationalism with dealer satisfaction is examined with the help of a structural equation model in

the two diverse cultures of the United States and India. Intra channel relationalism between

suppliers and dealers is measured in six dimensions: solidarity, mutuality, flexibility, role

integrity, duration, and trust. The same measures of the various aspects of relationalism and

dealer satisfaction are applied in the electric lamp and lighting equipment channels in the two

countries with satisfactory reliability and validity. In both countries, relationalism as a whole is

found to have a significant positive impact on dealer satisfaction. Individually, different

dimensions have significant impacts on dealer satisfaction in the two countries. In the United

States, trust and mutuality are individually significant, whereas in India, flexibility is the

significant dimension affecting satisfaction. Managerial implications of the results and future

research directions are discussed.

Alexander Staus An Ordinal Regression Model using Dealer Satisfaction Data This article

analyses dealer satisfaction data in the agricultural technology market Germany. The dealers

could rate their suppliers in the ’overall satisfaction’ and in 38 questions which can be

summarized in 8 dimensions. An ordinal regression model which is also known as the

proportional odds model is used to analyse the ordinal scaled rating of the dealers.

The model deals with a ordinal scaled rating between 0 and 10, summarized, without effecting

the main results, to a rating between 1 to 4. The significant dimensions for influencing the

’overall satisfaction’ are the ’product program’, the ’marketing and consumer production’ and

the ’after sales and service methods’. With linear regression model for ordinal scaled variables,

the results can be misleading and have to be used with caution. Many articles using an ORM list

http://www.tandfonline.com/action/doSearch?action=runSearch&type=advanced&result=true&prevSearch=%2Bauthorsfield%3A(Bandyopadhyay%2C+Soumava)

just the estimated coefficients and/or don’t proof the assumption of parallel regression lines. But

the estimated coefficients of the ORM can’t be properly interpreted like in the LRM, because of

the estimation of a latent variable, so further calculations have to be carried out.

According to Dr. Noriak Kano the customer satisfaction will take place when expected futures

are product attributes that are expected in the product. This

d i s t i n g u i s h o f e x p e c t e d f u t u r e i s t h a t t h e y h a v e a l i n e a r r e l a t i o n s h i p

w i t h customer/dealer satisfaction.

.In general satisfaction is a persons feelings of pleasure or disappointment resulting from

comparing a products perceived performance in relation to his or her expectations. If the

performance falls short of expectation the customer is dissatisfied. If the performance

matches the expectations, the customer/Dealer is satisfied.

CHAPTER 5

RESEARCH METHODOLGY

MEANING OF THE RESEARCH

In the broadest sense of the word, the definition of research includes any gathering of data,

information and facts for the advancement of knowledge.

The term ‘research’ refers to the systematic method consisting of enunciating the problem,

formulating a hypothesis, collecting facts or data, analyzing the facts and reaching certain

conclusion either in the form of solutions towards the concerned problem or in certain

generalization for some theoretical formulation.

PHASES OF RESEARCH PROCESS

The different stages are:

1. Defining the problem

2. Planning a research design

3. Planning a sample

4. Collecting data

5. Analyzing the data

6. Formulating the conclusions and preparing the data

Objectives of the study

1. To find out the dealer experience in the cement business.

2. To find out which cement is most preferred by the customers of the dealer.

3. To find out the response of the dealer Towards the benefits provided by the Company.

4. To find out the efforts of the company’s officer to satisfy the dealer.

5. To find out the satisfaction of the dealer towards the company’s pricing policy.

6. To find out the overall satisfaction level of the dealers towards the cement companies.

Scope of the study

The Scope of this research report is very wide to the different cement companies which aims at

satisfaction of the dealers. It will also prove helpful to the cement companies in evaluating its

performance regarding to the satisfaction of the dealers so that it can overcome the deviations

and so that it can improve its performance in treating with the dealers.

This study will also help the companies to know the response of the dealer towards the benfits

provided by the Company to them So that the company can evaluate it. . It also prove helpful to

the company in knowing the response of the dealers regarding the brand preference of their

customers. It will also help in evaluating the performance of its employees in relation with the

providing assistance to the dealers. It will also helpful to the company in achieving its sales

target and maximizing its profits because dealer is the person who is having the direct contact

with the customers and who can convince the customer and his satisfaction will leads to the

ultimate goal of customer satisfaction.

Research Design

A research design is a master plan specifying the methods and procedures for collecting and

analyzing the needed information. It is a framework or blueprint that plans the action for the

research project. The objectives of the study determined during the early stages of the research are

included in the design to ensure that the information collected is appropriate for solving the

problem. The research investigator must also specify the sources of information, the

research method or technique, the sample methodology, and the schedule and cost of the research.

Type of Research

Descriptive Research

Descriptive study is a fact-finding investigation with adequate interpretation. It is the

simplest type of research. It is more specific than an explanatory study, as it has focus

on particular aspect of the problem studied. It is designed to get descriptive information and

provide information for formulating more sophisticated studies. Using one or more appropriate

method, observation and questionnaire collects data. The major purpose of descriptive research,

as the term implies, is to describe characteristics of a population or phenomenon. Descriptive

research often helps segment and target markets. Accuracy is of paramount importance in

descriptive research; still errors cannot be completely eliminated. Descriptive studies are

based on some previous understandings of the nature of the research problem.

Sample Design

Population

The Population for the study are the dealers of the Cement Companies in 4 districts such as karnal, kurukshetra, ambala and panipat.

Sample Size

The sample size includes the dealers in the Cement business. The Sample size for the survey is

100.

Sampling Techniques

In Selecting the sample Random Sampling Techniques are applied.

Simple Random sampling technique:

Under this method, Dealers are randomly selected from a list of the population and every single dealer has an equal chance of selection.

Duration of Survey: Duration of Survey was 3 Months

Data Collection Sources

Primary Data

Primary data is the first hand information that the researcher collects. It helps in collecting useful

and most accurate information that is needed for the researcher to do his work.

Methods used for collecting the Primary Data:

Questionnaire Method

Interview Method

Secondary Data

Secondary Data, or historical data, are data previously collected and assembled for some project

other than the one at hand. This data can be found inside the company, on the Internet, in the

library, or they can be purchased from firms that specialize in providing information, such as

economic forecasts, that is useful to organization. Secondary data can almost always be gathered

faster and more inexpensively than primary data.

Secondary Data: secondary data was collected from the following sources:

a. Websites

b. Journals

c. Magazine

STATISTICAL TOOLS

The statistical tools used for this analysis are:

Simple Percentage analysis:

Simple Percentage analysis method was used in which data was analyzed by displaying

the response in percentage.

LIMITATION OF THE STUDY

There might be Possibility of error in data collection because the information disclosed by the

respondents may not be accurate.

Sample size was limited to 100 dealers of the Cement Companies so it may not represent the

whole market.

There was a time constraint while conducting the survey.

Some respondents were reluctant to divulge personal information which can affect the validity of

all responses.

CHAPTER 6

DATA ANALYSIS AND INTERPRETATION

DATA ANALYSIS AND INTERPRETATION

1. Number of years dealer dealing in the Cement business

TABLE 1No. Of Years No. of Response

No. of Response (In Percentage)

0-5 18 18 5-10 26 26 10-15 17 17 >15 39 39

CHART 1

18

26

17

39

No. of Response (In Percentage)

0-5 5-10 10-15 >15

Interpretation

Out of the 100 Cement Dealers in karnal, kurukshetra, Ambala and panipat 39% dealers are

doing the business in cement from more than 15 years. After that 26% dealer are doing the

business in cement from the interval 5-10 years, 18% dealers are doing from the interval 0-5

years and lowest interval is the 10 -15 years in which 17 dealers are doing business.

2. Company’s cement selling by the Dealer

TABLE 2

Cement brand No. of Response No. of Response (In Percentage)

ACC 24 24Ambuja 13 13Jaypee 8 8Ultratech 31 31

Shreeultra 8 8Bangur 3 3Other 13 13

CHART 2

24

13

831

8

3

13

No. of Response(In Percentage)

ACCAmbujaJaypeeUltratechShreeultraBangurOther

Interpretation

Out of the 100 dealers of the cement companies, 31% dealers are selling the ultratech cement.

After that 24% cement dealers are selling the ACC Cement, 13% dealers are selling the Ambuja

cement and other cement brands(J.K. Laxmi-3%, J.K. Cement-3,Birla Chetak-2%, shaktiman

Cement-1%, Cemento-1%, Birla uttam-1% and Binani cement-2%), 8% dealers are selling

jaypee and Shree ultra Cement and only 3% dealers are selling Bangur cement.

3. Average Monthly Sale of the dealer

TABLE 3

Sale (In Tons) No. of Response No. of Response(In Percentage)

0-200 61 61 200-400 24 24 400-600 11 11 600-800 3 3

>800 1 1

CHART 3

61

24

113

1


0-200 200-400 400-600 600-800 >800

Interpretation

Out of 100 cement dealers, more that is 61% cement dealers are selling 0-200 tons, 24% dealers

are selling 200-400 tons of cement, 11% dealers are selling 400-600 tons of cement, 3% dealers

dealers are selling 600-800 tons of cement and the least percentage is 1% that is selling more

than 800 tons of cement

4. Average monthly business income of the dealer?

TABLE 4

Business Income Group No. Of Response No. of Response(In Percentage)

0-25,000 54 5425,000-50,000 29 2950,000-75,000 8 875000-1,00,000 8 8

>1,00,000 1 1

CHART 4

54

29

8

8

1

No. Of Response(In Percentage)

0-25,00025,000-50,00050,000-75,00075000-1,00,000>1,00,000

Interpretation

Out of the 100 cement dealers, 54% dealers are in the Monthly business income group 0-25000,

29% dealers are in the Monthly business income group 25000-50000, 8% dealers are in the

monthly business income group 50000-75000 and 75000-1,00,000 and the least business income

group is earning more than 1,00,000

5. Dealer response about the brand preference of their Customers

TABLE 5

Cement brand No. of Response No. of Response (In Percentage)

ACC 41 41Ambuja 10 10Jaypee 9 9

Ultratech 32 32Shreeultra 2 2Bangur 1 1Other 5 5

CHART 5

41

109

32

2 15


ACCAmbujaJaypeeUltratechShree ultraBangurOther

Interpretation

According to the Survey 41% dealers responses that their customers prefers ACC Cement, 32%

dealer says that their customers prefers Ultratech cement, 10% dealers responses that their

customers prefers Ambuja Cement, 9% dealers responses that their customers prefers Jaypee

Cement, 2% dealer responses that their Customers prefers Shree ultra Cement, 1% dealer

responses that their customer prefer Bangur Cement, 5% dealers prefers Other brands.

6. Dealer response About the transportation service provided by the Company

TABLE 6

Response No. of Response No. of Response(In Percentage)

Yes 97 97 No 3 3

CHART 6

97

3


YesNo

Interpretation

Out of 100 cement dealers, more of the dealers are in the favour of that the company provide

them good transportation service or facility and only 3% dealers are in the disfavour of the

statement that cement company provide them good transportation service or facility.

7. Dealer response about the regular information provided by the Company

TABLE 7


Yes 95 95 No 5 5

CHART 7

95

5


YesNo

Interpretation

Out of the 100 cement dealers more of the dealers that is 95% delers are in the favour of the that

the company provide them with regular updated information and only 5% dealers are

disfavouring the statement. Regualr updated information include the informations which are just

at the company’s office like the changes in the cement price of the company, information about

the latest target schemes or any other informations.

8. Dealer response about the the technical officer provided by the Company

TABLE 8


Yes 75 75 No 25 25

CHART 8

75

25


Yes No

Interpretation

Out of the 100 cement dealers, 86% dealers are agreed with that the company provide the dealers

with the technical officer when required to them, 14% dealers are disagreed with this question.

9. Dealer response about the dealer’s customers meeting organization by the Company

TABLE 9


Yes 40 40 No 60 60

CHART 9

40

60


Yes No

Interpretation

According to the survey only 40% dealers are agreed with this Question that the company

organize any meeting for their customers and 60% dealers are disagreed with this question.

10. Dealer response about the Company’s officer visits to the shop of the dealer

TABLE 10


Yes 86 86 No 14 14

CHART 10

86%

14%

No. of ResponseYes No

Interpretation

According to the Survey Out of the 100 cement dealers more of the dealer that is 86% dealers are

agreed with the statement that the officer of the company timely visit their shop to interact with

them and only 14% dealers are disagreed with this statement.

11. Dealer response about the timely solving the query of the dealer TABLE 11


Yes 87 87 No 13 13

CHART 11

87

13


YesNo

Interpretation

According to the survey More of the cement dealers are agreed with the question that the Officer

of the Company solve their queries timely and only 13% dealers are disagreed with this question.

12. Satisfaction level of the dealer towards the pricing policy of the Company TABLE 12

Level of Satisfaction No. of Response No. of Response

(In Percentage) Highly Satisfied 8 8 Satisfied 74 74 Neutral 12 12 Dissatisfied 6 6

Highly Dissatisfied 0 0

CHART 12

8

74

12

6


Highly SatisfiedSatisfiedNeutralDissatisfiedHighly Dissatisfied

Interpretation

According to the survey Out of the 100 cement dealers More dealer that is 74% dealers are

satisfied with the pricing policy of the company in which they are dealing, 8% dealers are highly

satisfied with the company’s pricing policy, 12% dealers are in the neutral stage in regard to the

pricing policy of the company, only 6% dealer are dissatisfied with the question and no one is

highly dissatisfied with the question.

13. Satisfaction level of the dealer towards the discounts provided by the Company

TABLE13

Level of Satisfaction No. of Response No. of Response(In Percentage)

Highly Satisfied 9 9 Satisfied 72 72 Neutral 13 13

Dissatisfied 6 6 Highly Dissatisfied 0 0

CHART 13

9

72

13

6



Interpretation

According to the Survey Out of the 100 Cement dealers 72% dealers are satisfied with the

discounts provided by the Company to them. After that 13% dealer in the neutral stage in

response with the discounts provided by the Company, 9% dealers are highly satisfied with

discounts provided by the company, 6% dealers are dissatisfied and no dealers are dissatisfied

with the discounts provided by the company.

14. Satisfaction level of the dealer towards the target shemes provided by the Company

TABLE 14




CHART 14

9

72

13

6



Interpretation

According to the Survey out of the 100 Cement dealers more dealers that is 73% are satisfied

with the target schemes provided by the company to them. After that 10% dealer are in the

Neutral stage in regard with the target scheme of the Company, 9% dealers are highly satisfied

dealers are dissatisfied with the Target schemes provided by the Company to the dealers.

15. Overall level of satisfaction of the dealer towards dealing with the Company

TABLE 15




CHART 15

9

74

14

3



Interpretation

According to the Survey out of the 100 Cement dealers more dealers that is 73% are satisfied

with the target schemes provided by the company to them. After that 10% dealer are in the

Neutral stage in regard with the target scheme of the Company, 9% dealers are highly satisfied

with the target schemes provided by the Company to them. 8% dealers are dissatisfied and 0%

dealers are dissatisfied with the Target schemes provided by the Company to the dealers.

CHAPTER-7

FINDINGS AND CONCLUSION

FINDINGS

1. Majority of the dealers have more than 15 years of experience in the cement but new

Dealers are also entering in the cement business.

2. Majority of the dealers are selling or dealing in the Ultratech Cement than other brand of

the Cement.

3. Majority of dealers are comes in the category of selling 0-200 tons than dealers comes

in the category of selling higher quantity of cement bags.

4. Majority of the dealers are comes from the Monthly business income group 0-25000 than

from higher income group.

5. Even though the majority of the dealers are selling Ultratech Cement but still majortity

customers of the dealers are still preferring ACC Cement.

6. Most of the Cement dealers are satisfied the transportation facility or service provided by

the Cement company to them.

7. Most of the dealers are in the favour with regards to regular updated informations

provided by the Cement company to them.

8. Majority of the dealers are agreed with the statement that the company provide the dealer

with the technical officer when they demended.

9. Majority of the dealers are disagreed with the statement that Company organize any

meeting for their Customers.

10. Most of the dealers are agreed with the statement that the officer of the company comes

into their shops to interact with them.

11. Most of the dealers are agreed with the statement the officer of Company solve their

queries timely.

12. Most of the dealers are Satisfied with the pricing policy of the company with the

particular company in which they are dealing.

13. Most of the dealers are satisfied with the discounts and target schemes provided by the

company to them.

14. Majority of the dealers are overall satisfied towards dealing with the cement company.

CONCLUSION

There are so many Companies are doing business in the Cement so for the survival from the

competition companies are doing efforts like doing strategies and planning in advance,

appointing eeffcient workers in the company so that there should be no delay in supplying the

cement bags to the dealers which supplies to the ultimate consumers, Appointing efficient

marketing staff so that can help in increasing the sales and profit of the Company,

understanding the marketing strategies of the rival companies.

For Achieving the main objectives of the Company like sales maximization and profit

maximization they have to satisfy the Customer. For satisfying the Customer they have to

interact with the customer and understanding the behavior of customer so for this the

companies are appointing dealer for understanding the behavior of customer because they the

dealer is having direct contact with the customer.

Dealer satisfaction is important because if dealers are satisfied then ultimately it will lead to

satisfaction of the Customer. For satisfying the dealers companies are providing benefits to the

dealers like good transportation facilities, discounts, target schemes etc. For solving the

technical problems of their customers dealers are demanding technical officer from the Cement

company and for this company is appointing well qualified technical officer which can solve

the problem with no difficulty. So overall satisfaction of the dealer become very important for

the Cement company for fulfilling its objectives and for increasing in its Market share.

CHAPTER-8

SUGGESTIONS

Suggestions

Every Cement company should provide all the facilities which are to be required by

cement dealers. Facilities like transportation facility, Technical facility, Customer

meeting organization facility etc.

Cement Companies should disclose all the informations which are to be disclosed in

front of its dealers so that the dealers feels confidence in dealing with the company.

Cement Companies should focus on creating more innovative target scheme for the

dealers so that the dealers feels more satisfied with the target scheme of the companies

and dealers feels more enthuasiastic in achieving the target sales of the company.

Cement companies should give training to their employees about how to tackle with the

dealers and what strategies should be adopted to satisfy the dealer.

Officers of the cement Companies should delivered all the promises which he is giving to

dealers of the cement companies.

Bibliography

ANNEXURE

Questionnaire:

Name of the Dealer.....................................................................................

Name of the Firm .....................................................................................

Address .....................................................................................

Contact Number ....................................................................................

1. How long you are in the cement business?

0-5 years 5-10 years 10-15 years more than 15 years

2. Which company’s cement you are selling?

ACC Ambuja Jaypee Ultratech Shree ultra Bangur Other………………………………………

3. What is your average monthly sale in quantity?

0-200 tons 200-400 tons 400-600 tons 600-800 tons More than 800 tons

4. What is your average monthly business income?

0-25,000 25,000-50,000 50,000-75,000 75,000-1,00,000 More than 1,00,000

5. Which brand is mostly preferred by customers?

ACC Ambuja Jaypee Ultratech Shree ultra Bangur Other ……………………………………… 6. Does the company provide good transportation services?

Yes No

7. Does the company provide regular updated information?

Yes No

8. Does the company provide the help of technical officer when required?

Yes No

9. Does the company organize any meeting for your customers?

Yes No

10. Does the officer of the company timely visit your shop to interact with you?

Yes No

11. Does the officer of the company solve your query timely?

Yes No

12. State your level of satisfaction towards the company’s pricing policy?

Highly satisfied Satisfied Neutral

Dissatisfied Highly dissatisfied

13. State your level of satisfaction towards the discounts provided by the company?

Highly satisfied Satisfied Neutral Dissatisfied Highly dissatisfied

14. State your level of satisfaction towards the target schemes provided by the company?


15. State your overall level of satisfaction towards dealing with the company?


Final Report

Documents

Transcript of Final Report