Project Cfl com

7/29/2019 Project Cfl com

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TABLE OF CONTENTS

PREFACE

CERTIFICATE

DECLARATIONACKNOWLEDGEMENT

Chapter I:

introduction

History of Miniral Water s

Chapter II:

OBJECTIVE OF MINIRAL WATER

RESEARCH METHODOLOGY

Chapter III:

PRODUCT VS. PRICE

PRICE LIST OF MINIRAL WATER S

Chapter IV:

SWOT ANALYSIS

DATA ANALYSIS AND INTEPRETATION

Chapter V: :

LIMITATION OF SURVEY

SUGGESTIONs


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Chapter VI:

FINDINGS AND CONCLUSION

BIBIOGRAPHY

QUESTIONNEIRES FROM DELAERS

FROM CUSTOMES

INTRODUCTION

COMPACTFLUORESCENTLAMP

A compact fluorescent lamp (CFL), also called compact fluorescent

light, energy-saving light, and compact fluorescent tube, is

a fluorescent lamp designed to replace anincandescent lamp; sometypes fit into light fixtures formerly used for incandescent lamps. The

lamps use a tube which is curved or folded to fit into the space of an

incandescent bulb, and a compact electronic ballast in the base of the

lamp.

Compared to general-service incandescent lamps giving the

same amount of visible light, CFLs use one-fifth to one-third the electric

power, and last eight to fifteen times longer. A CFL has a higher
http://en.wikipedia.org/wiki/Fluorescent_lamphttp://en.wikipedia.org/wiki/Incandescent_light_bulbhttp://en.wikipedia.org/wiki/Light_fixturehttp://en.wikipedia.org/wiki/Electronic_ballasthttp://en.wikipedia.org/wiki/Luminous_fluxhttp://en.wikipedia.org/wiki/File:Energiesparlampe_01_retouched.jpghttp://en.wikipedia.org/wiki/Fluorescent_lamphttp://en.wikipedia.org/wiki/Incandescent_light_bulbhttp://en.wikipedia.org/wiki/Light_fixturehttp://en.wikipedia.org/wiki/Electronic_ballasthttp://en.wikipedia.org/wiki/Luminous_flux


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purchase price than an incandescent lamp, but can save over five times

its purchase price in electricity costs over the lamp's lifetime. [2] Like all

fluorescent lamps, CFLs contain mercury, which complicates their

disposal. In many countries, governments have established recycling

schemes for CFLs and glass generally.

CFLs radiate a spectral power distribution that is different from that of

incandescent lamps. Improved phosphorformulations have improved

the perceived colour of the light emitted by CFLs, such that some

sources rate the best "soft white" CFLs as subjectively similar in colour

to standard incandescent lamps.[3]
http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-1http://en.wikipedia.org/wiki/Mercury_(element)http://en.wikipedia.org/wiki/Color_temperature#Spectral_power_distributionhttp://en.wikipedia.org/wiki/Phosphorhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-2http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-2http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-1http://en.wikipedia.org/wiki/Mercury_(element)http://en.wikipedia.org/wiki/Color_temperature#Spectral_power_distributionhttp://en.wikipedia.org/wiki/Phosphorhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-2


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HISTORY

The parent to the modern fluorescent lamp was invented in

the late 1890s by Peter Cooper Hewitt.[4] The Cooper Hewitt

lamps were used for photographic studios and industries.[4]

Edmund Germer, Friedrich Meyer, and Hans Spanner

patented a high-pressure vapor lamp in 1927. [4] George Inman

later teamed with General Electric to create a practical

fluorescent lamp, sold in 1938 and patented in 1941.[4] Circular

and U-shaped lamps were devised to reduce the length of

fluorescent light fixtures. The first fluorescent bulb and fixture

were displayed to the general public at the 1939 New York

World's Fair.

The helical (three-dimensional spiral) CFL was invented in

1976 by Edward Hammer, an engineer with General Electric,

[5] in response to the 1973 oil crisis. Although the design met

its goals, it would have cost GE about $25 million to build new

factories to produce the lamps, and thus the invention was

shelved.[6] The design eventually was copied by others.[6]In

1995, helical lamps, manufactured in China, became

commercially available.[7] Since that time, their sales have

steadily increased.
http://en.wikipedia.org/wiki/Peter_Cooper_Hewitthttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/Edmund_Germerhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/General_Electrichttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/1939_New_York_World's_Fairhttp://en.wikipedia.org/wiki/1939_New_York_World's_Fairhttp://en.wikipedia.org/wiki/Helicalhttp://en.wikipedia.org/wiki/Edward_Hammerhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-4http://en.wikipedia.org/wiki/1973_oil_crisishttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kanellos2007_07_17-5http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kanellos2007_07_17-5http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-6http://en.wikipedia.org/wiki/Peter_Cooper_Hewitthttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/Edmund_Germerhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/General_Electrichttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-History_of_Fluorescent_Lights-3http://en.wikipedia.org/wiki/1939_New_York_World's_Fairhttp://en.wikipedia.org/wiki/1939_New_York_World's_Fairhttp://en.wikipedia.org/wiki/Helicalhttp://en.wikipedia.org/wiki/Edward_Hammerhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-4http://en.wikipedia.org/wiki/1973_oil_crisishttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kanellos2007_07_17-5http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kanellos2007_07_17-5http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-6


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In 1980, Philips introduced its model SL, which was a screw-in

lamp with integral magnetic ballast. The lamp used a folded

T4 tube, stable tri-color phosphors, and a mercury amalgam.

This was the first successful screw-in replacement for an

incandescent lamp. In 1985 Osram started selling its model

EL lamp, which was the first CFL to include an electronic

ballast.[8]

Development of fluorescent lamps that could fit in the same

volume as comparable incandescent lamps required the

development of new, high-efficacy phosphors that could

withstand more power per unit area than the phosphors used

in older, larger fluorescent tubes.[8]
http://en.wikipedia.org/wiki/Philipshttp://en.wikipedia.org/wiki/Amalgam_(chemistry)http://en.wikipedia.org/wiki/Osramhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kane2001-7http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kane2001-7http://en.wikipedia.org/wiki/Philipshttp://en.wikipedia.org/wiki/Amalgam_(chemistry)http://en.wikipedia.org/wiki/Osramhttp://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kane2001-7http://en.wikipedia.org/wiki/Compact_fluorescent_lamp#cite_note-Kane2001-7


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Project Objectives:

To Study & Analyze the Market Potential of in CFL.

To Compare & Analyze the Market Share of Competitors.

To understand the drawbacks of decline in Market Share and

accordingly find solutions for it.

To get an in-depth understanding of different strategies adopted

by different companies to have a good hold in the market.

To conduct a survey of Retailers and Distributors to know their

views about the product and Market.

To suggest the recommendations to increase the sales of CFL.


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PRODUCT VS. PRICE

Refine Search:

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T3, T4 ,T5 , T6half spira tube are available...

Principle: CFL

FOB Price: US $0.50-5.00 / Piece

CFL LOTUS ENERGY SAVING BULBLotus Energy Saving Bulb:

Less Lumen dumping;Green light protect environment ;

CE/ROHS /GS/EMC...

Principle: CFL

Min. Order: 5000 Pieces

CFL ENERGY SAVING LAMPCOMPACTFLUORESCENT 2U 8WBULB1.saving energy more than 80%

2.lifespan 6000-8000hours

3.CE ROHS...

Principle: CFL


FOB Price: US $0.7-1.3 / Piece[ Manufacturer ]

China (Mainland)
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HIGH QUALITY CFL LAMP/ CFL BULBSHigh Quality CFL Lamp/ CFLBulbs

1.80% energy saving

2.OEM3.CE RoHS ISO9001

4.Energy Class: A, Energy Saving 80%...

Principle: CFL

SURYA

FULLSPIRAL CFL BULBSFeatures:

High light output and excellent color rendering by using tri-phosphor


Principle: CFL



CFL LOTUS ENERGY SAVING BULB

Lotus Energy Saving Bulb:Less Lumen dumping;

Green light protect environment ;

CE/ROHS /GS/EMC...

Principle: CFL




3.CE ROHS...

Principle: CFL



HIGH QUALITY CFL LAMP/ CFL BULBS
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High Quality CFL Lamp/ CFLBulbs

1.80% energy saving

2.OEM

3.CE RoHS ISO9001


Principle: CFL

BAJAJ

FULLSPIRAL CFL BULBSFeatures:

High light output and excellent color rendering by using tri-phosphor


Principle: CFL


CFL LOTUS ENERGY SAVING BULBLotus Energy Saving Bulb:

Less Lumen dumping;

Green light protect environment ;

CE/ROHS /GS/EMC...

Principle: CFL



3.CE ROHS...

Principle: CFL

HIGH QUALITY CFL LAMP/ CFL BULBS

High Quality CFL Lamp/ CFLBulbs1.80% energy saving

2.OEM

3.CE RoHS ISO9001


Principle: CFL
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Research Methodology

The information is collected from the

employees of CFLs and its valuable customers,

questionnaires were used to collect the primary

data from the customers.

Sample Size

The sample size of the study undertaken is

25customers from the city.

Data Collection

There are various methods available for data

collection, for the study the method used are

Primary data and Secondary data:

1. Primary data: primary data is original data


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gathered from the employees of CFL and its

esteemed customers specifically on the project.

2. Secondary data: secondary data refers todata which is already available i.e. from

journals, news papers and periodicals.

In this study one to one method of survey was done to

collect the primary data and it is found to be the best

to collect the data.

Statistical Techniques

Bar charts & Pie charts are used to analyze the data

and to arrive at conclusions.

PRODUCTS & SERVICES OFFERED

CGs operations are engaged into four principal businesses viz:

Power Systems

Transformers, switchgears, Power quality and Engineering

projects.


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Industrial Systems

Motors and Alternators, Railway transportation and signallingproducts and Stamping.

Consumer Products

Fans, Geysers, Luminaries, Light sources and Pumps.

Telecom

Telecom products and solutions.


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The CFL market in India

The CFL market in India is complex. It comprises at least 12 big

brands and perhaps hundreds of small players, whose contribution is not

measured. elcoma, the primary association of lamp and components

manufacturers, estimates the CFL market size in the country is between

150 million and 200 million pieces. Of this 40 to 50% is dominated by the

unorganized market, it estimates.

In terms of quality, the market can be divided into four groups.

The best quality CFLs, with over 8,000 hours of life and a power factor of

0.8 or more, have a market share of 20%. The second group, comprising

40% of the market, has a lamp life of 6,000 to 8,000 hours and a power

factor of 0.5 or more. The third are low quality CFLs that run for 3,000 to

6,000 hours and have a market share of 10 %. Then there are CFLs with

no guaranteed life.

There are three types of players exist in Indian market which

includes manufacturer-cum-importers, importer-cum-assemblers and

importer-cum-traders. The first category comprises big brands that

belong to well-known manufacturers of lighting products. This group

imports both the ready-to-use CFLs and raw material such as cut glass

tubes and triband phosphor and electrical components such as the

ballast. Most of these companies have their own production chains

where about 90% of the manufacturing process is carried out. The

second category is a mix of well-known names and small-scale

operators who import parts of CFL, but have facilities to assemble them.

Both the first and the second category are ISI marked. The third

category is fly-by-night operators who import parts as well as the finished


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product, but of the poorest quality. CFLs produced by this group have no

ISI mark and are sold without any warranty.

According to Bibison Baby of Market Pulse, the CFL market in

India is very difficult to track. Philips, with the biggest, 25%, share in the

CFL market, is not the biggest producer of CFL in India. It is Phoenix

Lamps, with a market share of about 3%, he said. Phoenix has the

capacity to manufacture 65 million CFLs a year, which is less than

Crompton and Greavess over 100 million. But in terms of market share,

Crompton and Greaves has captured only about 5%, he added.


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Data Analysis and Data Interpretation

After the collection of data, the next step is to analyze the collected data

and to extract findings and observations. Following observations has

been recorded after conducting research by survey and questionnaire

method.

Retailers Observation:

It was found that all retailers (except in Dadar, Thane and Kalwa)

know about Crompton Greaves CFL.

Retailers came to know about CG CFL mostly from Distributor

and Company persons.

In Dadar, Thane, Kalwa and Mumbra around 10-15% retailers

dont know about CG CFL. The reason is, in these areas there is

no distributor currently available for CG CFL.

In the areas like Kalyan and Ulhasnagar Low Demand is the main

reason for not maintaining CG CFL in their Shops.

Generally in all areas there is less or no Schemes have been

provided to Dealers.

No installations or provision of flex boards, banners, posters,

Glow sign, Product list and Price list in the shops about CG CFL.

There is lot of complaints for the CFL within warranty period,

which results to replacement.


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No arrangement of annual/bi-annual/ Quarter meetings or parties

for dealers/retailers from the company.

No arrangement of seminars or meetings for the awareness of

new products. No distribution of information brochure of newly

launched products.


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Distributors Observation:

It was found that Distributors are mainly having concerns about

low Demand from consumers side.

No marketing of products through Media

Availability of stock.

Less rewards, Gifts for target achievement or for excellent

performance.

Less frequent visits of company officials.

No arrangement of annual meetings or parties for distributors

from the company.

No arrangement of seminars or meetings for the awareness of

new products from the company.


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SWOT Analysis

Strength:

Most Trusted Brand

State of the art ISO 9001 certifiedmanufacturing facilities

Superbrand Status

Weakness:

Low Demand

Less Advertisement

Less Promotional offers and Schemes

Less Market Presence

Opportunities:

Industry Expension

Minimum Rate and High Quality

Threats:

Strong Market presence of competitors like

Phillips, Oreva, wipro, Surya, etc

Heavy Advertisements and Promotional offersby competitors.

Many local players are present in the marketwhich results to tough competition.


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LIMITETION

1. Customers were not willing to

respond.

2. Could not cover more area due

to limited time.

3. Due to more brands in the

market comparison is complex.


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Recommendations

For Distributors:

The company should take care of Availability of Stock by

analyzing the Sales of previous month or previous frequent

Orders, so that it will help in timely allocation of the available

Stock as per requirement of Distributors

Provision of replacement on time which will help distributors to

minimize their inventory cost and investments.

Rewards like foreign trips, Television Sets, etc should be provided

for excellent Performance or target Achievement.

There should be regular visits of companys key persons or top

management to distributors which will help to solve the internal

and external problems. Internal problems like payment facilities,

service, stock availability, etc and external problems whichincludes low demand and sales, etc.

The company should arrange the annual meetings or parties for

distributors. It will help distributors to interact with each other as

well as to discuss the common issues. Also it can become a good

stage to find out the solutions of some common problems which

will ultimately help the company.

The company should also arrange seminars or meetings for the

awareness of new launches or future products from the company.

It will help distributor to continue its interest and to plan its future

expansion.


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For Retailers:

The company should provide flex boards, banners, posters, Glow

sign, Product list and Price list about CG CFL. This will help tocreate an awareness of CFL between consumers and ultimately it

will help retailer to sell. Also it helps to create an attraction about

a brand CG.

The company should introduce Schemes like on purchasing 12

CFL 1 CFL free or 2 CFL free. This will motivate the retailers to

keep or maintain and sell the product.

The service which includes replacement should be provided on

the spot and piece to piece so that it will minimize its investment.

Also Stock should be made available as per requirement and on

time. Service is a very important factor, sometimes poor service

results to discontinue the product from the shop.

There should be regular visits of companys key persons or top

management and sales man to retailers. This helps to maintain

the good relations with retailers and also it becomes a motivating

factor for them. Also it reduces a communication gap between

retailers and Company.

As retailer is a key person to reach consumer and also his

recommendation to consumer creates lot of difference. So

retailers should be appreciated by the distributor and company ontheir greater performance and greater sales in terms of rewards or

discounts or other motivational activities to motivate and promote

them to achieve higher sales objectives.

The company should arrange the annual meetings, parties and

seminars for Retailers. It will help retailers to interact with each

other as well as to discuss the common issues. Seminars will


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create awareness of new launches or future products from the

company.

General Recommendations

The company should undertake special promotional offers and

advertising, and marketing campaigns to widen its base in the

CFL market. The company should focus on media advertising as

currently there is no advertisement of CGs CFL on television,

Radio, newspaper, etc.

The company should launch a new aggressive TV advertising

campaign during upcoming cricket series like Champions

League , The Ashes, etc. it will help to create an awareness of the

product among Consumers as well as dealers. Very few

Consumers know about CG CFL.

Efforts should be made to increase the product visibility in the

shops. In most of the shops the CG CFL is not visible to the

consumers. Consumer buying decision highly depends on

visibility of the product.

The company should undertake extensive quality check as there

is lot of complaints of the CFL within warranty period.

The company should adopt fix margin policy to distributors and

retailers. The distributor and retailer should not be allowed to sell

beyond that fix margin.

Packaging of CFL has become outdated and requires special

attention to make it more attractive and innovative.


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In future the company should also focus on Modern Trade.

Modern trade includes Hypermarkets, Supermarkets,

Shopping Malls, etc. such as Big Bazaar, D-Mart, More,

Subhiksha, etc. The growth of modern trade is tremendous

and many people prefer shopping in Malls, etc because of

Heavy discounts, offers andvariety.

As per my observation in CFL space only 1 player has entered in

the Modern Trade i.e., Wipro. So there is huge opportunity

available in this space.

Modern Trade should treat as an altogether a different account

in which the man power should be allocated to only that Account.

In future it will create huge growth opportunities.

The company should increase the manpower, as there is only one

sales executive from Dadar to Shahpur. It becomes very difficult

to visit the market and manage the market efficiently.

Also the key persons should give a regular surprise visit to

market, so as to confirm the optimum utilization of allocated

resources.

In Thane, Kalwa and Mumbra currently there is no distributor

available for CG CFL. So I managed to find out the list of

distributors (includes 11 distributors) and some of their contact

numbers who are currently dealing with CFL of competitor

companies with focus on Thane, Kalwa and Mumbra region.


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Conclusion

The CFL market in India is to the tune of Rs.1000 Crore and

growing annually at around 30%. The potential of CFL in the following

markets like Dadar, Thane, Kalwa, Mumbra, Dombivli, Kalyan and

Ulhasnagar is huge and the competitors like Philips and Oreva are really

doing well in these markets. The survey was conducted to check the

potential of CFL in the Market through distributor and retailers.

The company is a market leader in lighting and offers total lighting

solutions for large projects as well as offers lighting advisory services for

industries. But Crompton Greaves CFL has not yet achieved the

targeted sales and tapped the market as expected. After the market

study it was found that unawareness among the consumers and lack of

Advertisement are the main reasons for low sales of CG CFL. Thus, the

company should launch an aggressive TV advertising campaign and

should undertake special promotional offers and advertising, and

marketing campaigns.

Today, Crompton Greaves has developed a range of aesthetic &

energy efficient products and has contributed to modern illumination

design practices. Also as a brand Crompton has a lot of potential to grow

in CFL market, as it is treated as most trusted brand and also has a

Superbrand status. Thus being a global supplier for high quality electrical

equipment, Crompton Greaves has a great future in CFL market in India

as well as in international market.


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REFERENCE COPY OF QUESTIONNAIRE

For Retailers:

1. Name :

_____________________________________________________________

____

2. Address :

_____________________________________________________________

_____

3. Tell No :

_____________________________________________________________

______

4. Which companies do you deal with in CFL?

CG Philips Oreva Havells

Wipro

Others

5. Is CG CFL available in your shop?


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Yes No

6. If No, what is the reason?

1) Low Demand

2) Lack of availability

3) Low Margin

4) Less Schemes

5) Others

7. Which company sells the most?

____________________________________________________________

____________

8. What attributes in a product influences the purchase decision of a

buyer?

Quality

Price

Brand Name

Promotions / Discounts


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Dealers Recommendation

Scheme

Margin

Advertisement

9. Rate 1 to 10


Wipro

Others

10. Do you have any complaints for Distributor or Company?

_________________________________________________________

_______

11. Do you like to give any feedback for the Company?

_________________________________________________________

_______


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For Distributor:

1. Name:

________________________________________________________________

____

2. Address:

________________________________________________________________

__

3. Tell No:

________________________________________________________________

___

4. Which companies do you deal with CFL?


Wipro

Others

5. What is the main reason for low demand and sales?

Unawareness

Quality


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Price

Others

6. Is company providing necessary promotional and advertising

tools?

7. Is company providing any special Schemes or promotional

offers?

8. Is company providing proper and timely services which

include replacement and availability of stock?

9. Would you like to give any feedback for the company?


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BIBLIOGRAHY

http://www.CFLindia.com

http://www.google.com

http://www.CFL.co.nz/carnival/index.htm

http://www.packaging-technology.com//CFL4.html

http://en.wikipedia.org/wiki/preference
http://www.cadburyindia.com/http://www.google.com/http://www.cadbury.co.nz/carnival/index.htmhttp://www.packaging/http://en.wikipedia.org/wiki/preferencehttp://www.cadburyindia.com/http://www.google.com/http://www.cadbury.co.nz/carnival/index.htmhttp://www.packaging/http://en.wikipedia.org/wiki/preference

Project Cfl com

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