Professional Documents
Culture Documents
PROJECT REPORT
ON
I, AMIT GHAWARI, hereby declare that the project report entitled” “A Project on
original work - research study - carried out during 18th May, 2009 to 26th June,
2009 and not submitted for the award of any degree, diploma, fellowship or other
other person.
Date : / / 09 SIGNATURE
Place: Chittorgarh (AMIT GHAWARI)
Founded in 1919 by the visionary industrialist, Shri G.D. Birla, at the outskirts of
the then Calcutta. Birla Manufacturing Company Ltd. was the first company of Birla
industrial conglomerate. Under the stewardship of his nephew, Shri M.P. Birla, the
company diversified and expanded its business interest beyond cement, jute, PVC goods,
steel casting and auto trims. Birla Corporation Limited is the flagship company of M.P.
Birla group. It has variety in its basket. The core business of Birla Corporation limited is
cement, generating 93% of the revenue for the company, 6% jute and 1% from other
sectors.
The project contains the basic things which are necessary for knowing Brand-
Positioning of Company. Firstly is the Market Research is done by me in Bhilwara by
Taking SIX major Brands Birla Samrat Cement, Ambuja Cement, Ultratech
Cement, Binani Cement, J.K. Laxmi Cement & Shree Cement. Data collected by me
only from Dealers .After data collection Research Methodology is done & find out the
Brand-Positioning of cement in Bhilwara.
In a nut-shell after the completion of my Brief & Vast report on the crucial subject
matter of “Knowing the Brand-Position of Birla Corporation Limited”. I in my long
lasting view has brought an eternal light towards “Findings, Suggestions & Constraints”
regarding the Brand Position of the Birla Corporation which can play a vital role in
taking it to the heights of the Success & goodwill to capture a good market share in this
Neck-To-Neck Competition Creating hyper tension.
ACKNOWLEDGEMENT
Words are indeed inadequate to convey my deep sense of gratitude to all those
who have helped me in completing my summer project to the best of my ability. Being a
part of this project has certainly been a unique and a very productive experience on my
part.
I am really thankful to Mr. D.S. Sharma (G.M. Maketing) for making all kinds
of arrangements to carry the project successfully and for guiding and helping me to solve
all kinds of quarries regarding the project work. His systematic way of working and in
comparable guidance has inspired the pace of the project to a great extent.
I would also like to thank my mentor and project – coordinator, Mr. Mukesh Dad
(Assistant Manager Marketing TCS) for assigning me a project of such a great learning
experience and acquainting me with real life project financing and appraisal.
This project also would not have been successful without the help of Dr. S. K.
Jain (Dy. G.M. HRD). Last but not least I would like to thank all the employees of Birla
Corporation Ltd. who have directly or indirectly helped me with their moral support for
the completion of my project.
I express my deep sense of gratitude to Dr. A.L. Jain (Director of Vision School
of Management, Chittorgarh) for his valuable guidance during my report work. I also
greatful to all Faculty members Dr. Snehal Maheshkar, Mr.Vibhor Paliwal,
Mrs.Pratibha Pagaria, Miss. Shobhika Tyagi, Mr. Rahul Jain and Staff members Mr.
Purshottam Dashora, Mr. Rastraverdhan who guided me in my project.
AMIT GHAWARI
Vision School of Management
Chittorgarh
EXECUTIVE SUMMARY
This project report is prepared as the partial fulfillment of two year degree programme of
MBA curriculum of Rajasthan Technical University, Kota. This Research project is a
compulsory part of the academics. This research is done in the Third semester of the
MBA program.
Chapter 6 : Suggestions
Chapter 8 : Annexure
This report is an honest work towards the topic. There can be many short comings in it
because of the lack of the time, unavailability of data and other constraints.
TABLE OF CONTENT
1
INTRODUCTION
INTRODUCTION
Cement Industry
In the cement industry there are two sectors – one consisting of large plants and
the other consisting of mini cement plants. A factory with an installed capacity exceeding
2,97,000 tones per annum (900 tons per day) is a large plant and with capacity up to and
including 2,97,000 tons is a mini cement plant. At present, there are 146 large plants and
about 365 mini cement plants. Since mini cement plants are scattered all over the country
with a number of associations representing different types of processes, sizes etc. and
some of them are even tiny units, it has not been possible to obtain correct data of this
sector. The present installed capacity of large plants is 217.80 million tons and the
estimated capacity of mini cement plants is 11.8 million tons.
The Indian cement Industry not only ranks second in the production of cement in
the world but also produces quality cement, which meets global standards. However, the
industry faces a number of constraints in terms of high cost of power, high railway tariff;
high incidence of state and central levies and duties; lack of private and public investment
in infrastructure projects; poor quality coal and inadequate growth of related
infrastructure like sea and rail transport, ports and bulk terminals. In order to utilize
excess capacity available with the cement industry, the government has identified the
following thrust areas for increasing demand for cement:
• Construction of concrete roads in rural areas under Prime Ministers Gram Sadak
Yojana.
In India, the different types of cement are manufactured using dry, semi-dry, and
wet processes. In the production of Clinker Cement, a lot of energy is required. It is
produced by using materials such as limestone, iron oxides, aluminum, and silicon
oxides. Among the different kinds of cement produced in India, Portland Pozzolana
Cement, Ordinary Portland Cement, and Portland Blast Furnace Slag Cement are the
most important because they account for around 99% of the total cement production in
India.
The types of cement in India have increased over the years with the advancement
in research, development, and technology. The Indian cement industry is witnessing a
boom as a result of which the production of different kinds of cement in India has also
increased.
By a fair estimate, there are around 11 different types of cement that are being
produced in India. The production of all these cement varieties is according to the
specifications of the cement.
CURRENT SCENARIO
The Indian cement industry is the second largest producer of quality cement,
which meets global standards. The cement industry comprises 130 large cement plants
and more than 300 mini cement plants. The industry's capacity at the end of the year
reached 188.97 million tons which was 166.73 million tons at the end of the year 2006-
07. Cement production during April to March 2007-08 was 168.31 million tons as
compared to 155.66 million tons during the same period for the year 2006-07.Despatches
were 167.67 million tons during April to March 2007- 08 whereas 155.26 during the
same period. During April-March 2007-08, cement export was 3.65 million tons as
compared to 5.89 during the same period.
Cement (Mn.Ton.)
During March 08, Cement production was 16.39 Mn.T, registering a growth of
9.34% as compared to 14.99 Mn.T in March 07.
Cement Despatches were 16.42 Mn.T in March 08, showing a growth of 8.53% as
compared to 15.13Mn.T in March 07
Clinker (Mn.Ton.)
During March 08, Cement Export was 0.32 Mn.T a decline of 28.89% from 0.45
Mn.T in March 07, whereas Clinker Export showed a growth of 10.53% (from 0.19
Mn.T. in March 07 to 0.21 in March 08)
FIGURE 1.1
This Graphical represenation shows that overall growth in cement production in inidia is
8% in 2007-08. but if we are distributing in different region then it shows 14%, 8%, 8%,
5%, 4% to North,East,South,West,Centre respectively.In North,higest growth is 14% and
least growth in centre region which is only 4%.
CAPACITYWISE TOP TEN PLAYERS FOR YEAR 2007-2008
COMPANY CAPACITY
FORMS
OF
CEMENT
OF POZZOLANA SLAG
FIGURE 1.2
* ACC
* L
afarge
* J aypee Group
* B
irla Corporation Limited FIGURE 1.3
The company was founded by Late Shri G.D.Birla and was incorporated on 25th August
1919, in the name and style of The Birla Jute Manufacturing Company Limited. A man
of vision and enterprise, he set up the first Indian –Owned Jute Mill near Kolkata which
marked not only the birth of the company but also the beginning of the Birla Industrial
Group in India. The company grew steadily under his guidance in the earlier years.
Thereafter Shri M.P.Birla took over the reins of the company and he helped transform it
from a jute mill to a leading multi-product, multi-location corporate with widespread
activities.
Today, the product range includes cement, jute goods, vinoleum floor covering, auto
trims and steel castings. After the demise of Shri M.P.Birla in 1990, Smt.Priyamvada
Birla took over as the Chairman of the company and under her Chairmanship; company
crossed the Rs.1,000 cores plus turnover mark. After the demise of Smt.Priyamvada Birla
on 3rd July 2004, Shri R.S.lodha took over as the chairman of the company and under his
Chairmanship, company has attained new heights. The name of the company was
changed to Birla Corporation Limited with effect from 27th October, 1988 to establish the
size, image and conglomerate character of the company.
COMPANY PROFILE
• It plays significant roles in the Cement, Jute, PVC floor Covering, Auto Trim and
Steel casting industries.
• The concentric around the triangle represents this very multi-dimensional nature.
• The apex of the triangle is a visual representation of the force that drives the entire
corporation–the unifying force in search of excellence.
MANAGEMENT
The day- to- day management of the company is being looked after by the Chief
Executive Officer, Shri B.R.Nahar who is assisted by a team of highly qualified
professional persons.
force that drives the entire corporation – the unifying force in search of excellence.
The various sub-business units are diverse in interest & operation. But they are held
together by this centripetal drive. The circles represent the inspiration to explore
In order to ensure quality, effective control has to be exercised throughout the process of
production. The control procedures cover all aspects of cement manufacture from quarry
operation, handling, mixing and grinding to packing. In order to achieve quality
assurance, most of the cement plants have established facilities for sophisticated controls.
Some of the important controls introduced in the cement industry as follows: -
• Computerized mine planning and deposit evaluation to enable optimum use of raw
material
• Online X-ray fluorescence spectrometer for raw material control and raw mix
design.
• Better aided instrumentation and process measurements using X-ray analysis, gas
analyzers, temperature and pressure measuring devices, etc.
• Centralized kiln control system in conjunction with expert control systems for
process and operation control.
• Continuous monitoring of quality in production by plants as well as by the
certifying agency, namely, Bureau of Indian Standards (BIS) under compulsory
Certification Scheme.
BIS certification is compulsory for all varieties and grades of cement under the Cement
(Quality Control) Order, 1962 issued under the Essential Commodities Act, 1955. Since
the Indian cement industry recognizes that ISO-9000 quality system is extremely
important for quality assurance, reliability and competitiveness, about 45 cement plants
have already secured ISO-9000 Certification. The Total Quality Management (TQM)
concept has also been adopted by more than 70 cement plants. Besides, some leading
companies have acquired TPM (Total Productive Maintenance) accreditation. Some
manufacturers are going ahead for world class rating, e.g. WCM (World Class
Manufacturing) or ERP (Enterprise Resource Planning) to be at par with ‘Best Practices’
anywhere in the world.
India produces different varieties and grades of cement, namely, Ordinary Portland
Cement (OPC) (33,43,53 grades), Portland Pozzolana Cement (PPC), Portland Blast
Furnace Slag Cement (PBFSC) and many other varieties. Some of these varieties are used
for special applications, e.g. blended cement helps in resisting certain chemical agents,
sulphate resisting cement can be used in places where concentration of sulphate is more,
a low heat cement is used for mass concreting work like dams, barrages and deep
foundations. All these varieties of cement have been covered by Indian Standard
Specifications.
MISSION & VISION
Mission
Vision
Objectives
To serve the national interests in the Product and related sectors in accordance and
consistent with Government policies.
To earn a reasonable ate of on interest.
To maximize utilization of the existing facilities in order to improve efficiency and
increase productivity.
To work towards the achievement of self-sufficiency in the field of cement market
by setting up adequate capacity and to build up expertise in lying of crude.
To further enhance distribution network for providing assured service to customers
throughout the country through expansion of reseller network as per Marketing
Plan/ Government approval.
Obligations
CEMENT DIVISION:-
Cement is the primary product of the company and accounts for around 90% of the
turnover of the company. The company has seven cement plants at four locations,
namely, Satna Cement Works ( SCW ) and Birla Vikas Cement ( BVC ) at Satna
(Madhya Pradesh ), Chanderia Cement Works ( CCW ) and Birla Cement Works ( BCW
) at Chanderia ( Rajasthan ), Durgapur Cement Works ( DCW ) and Durga Hitech
Cement ( DHC ) at Durgapur ( West Bengal ) and Cement Grinding Unit at Raebareli
(Uttar Pradesh). The present installed capacity of cement is 58.80 lac metric tones per
annum. Location wise details are given here under:-
TABLE 1.5
Birla Cement Works OPC - 43G, 55G, PPC Birla Cement Chetak
Chanderia Cement Works PPC Birla Cement Samrat
Satna Cement Works PPC & OPC (43 Gr.) Birla Cement Samrat
Birla Vikas Cement Birla Cement
Khajuraho
Raebareli Grinding Unit Portland Pozzolana Birla Cement Samrat
Cement (PPC)
Durgapur Cement Works Portland Slag Cement Birla Cement
(PSC) Birla Premium Cement
Durga Hitech Cement Portland Pozzolana Birla Cement Samrat
Cement (PPC)
TABLE 1.6
Educational Activities
Medical Activities
SOCIAL SERVICES
Roads in Chanderia.
ISO 9002 certification for Satna Cement Works, Birla Vikas Cement and
Durgapur Cement Works.
Ministry of Labour, Government of India, for Birla Cement Works & Chanderia
Cement Works in 1998-99 and again in 2001-02.
"Lal Bahadur Shastri Memorial National Award" for Excellent Pollution Control
Since I had done my summer training at the units situated at Chittorgarh i.e. BCW &
CCW so here I am giving a brief description of these two units-
BIRLA CEMENT WORKS (BCW) was commissioned in February 1967, was the 1st
dry process plant with two suspension preheating technology in the country. Shri
M.L.Sukhadia laid the Foundation stone of BCW on January 1962 and it started
functioning on Basant Panchmi in year 1967.Its initial capacity of 2 lac tones was
increased to 4lac tones in year 1992. In a major modernization drive, the two stages pre-
heater were converted into five stages pre-heater & a Modern computerized system was
installed. The BCL installed a new plant in year 1986 called “Chittorgarh Cement Works
(CCW)”. It is equipped with state –of-art equipment like 5 stage pre-heater, inline
clinker, Hot ESP etc. were commissioned in 1986. A central computerized control system
with X-rays analyzer & other sophisticated quality control system have been provided to
ensure the best quality cement production. The company has its own mines named ‘Jai
Surjana’ which is at a distance of about 4Km from factory.
BCW was the 1st cement plant in the country to install Electrostatic Precipitator (ECP’s)
in order to control the dust emission. To further improving the efficiency of ESP’s, gas –
conditioning towers have been installed and bag dust collectors have been provided at all
material transfer points in both the units. Today as many as 11 ESP’s & 57 bag dust
collectors are functioning efficiently to control and maintain the emission levels well
below the air pollution control act.
BCW & CCW’S Core Values, Vision, Mission
Core Values
Vision
Be one of the best known work culture & organization climate in cement
industry. Attain excellence in every sphere through team work while fostering individual
uniqueness, Entrepreneurship & Empowerment.
Mission
To develop an enabling learning, responsive & trustful organizational climate
Safety
In order to have control overall accidents and serious / fatal accidents within the
plants, the each and every employees of the organization is familiar with the thinking and
objectives of the organization and support the safety programme.
To prevent accident, we have included the safety programme like investigation &
analysis of all serious and fatal accidents, recommendations / remedial measures to
prevent similar accidents and we also included the near miss situation / accidents in our
safety programme.
The regular safety inspection is being conducted in the plant to identify unsafe
conditions and unsafe practices, which lead to accidents. Awareness and training
programmes are being conducted to develop correct attitudes towards safety.
A safety booklet in Hindi was published giving information of safety rules and
regulation and distributed to the all employees including the contractors’ workmen.
System, Methods and Instructions has been prepared for the safety related activities in the
plants. Maintaining all statutory requirements as per The Factories Act. Fire hydrant As a
part of regular activity safety department organized various competitions like slogan,
poster, declamation etc. with regards to safety for employees. Safety week and safety day
are celebrated with great zeal. Several employees are awarded on the occasion.
Environment
External environment audits through certifying agencies were conducted and various
environmental initiatives including environmental monitoring were implemented to
maintain the ecological balance in and around the plant & mining premises. The statutory
requirements relating to various environmental legislations and environment protection
were duly compiled with, beside several voluntary initiatives such as background
concentration assessment. Water management studies of the district and mass
environmental awareness programmes are being conducted.
The factory has provided the various kinds of the facilities to the company employees &
workers. It gives the soothing environment to the workers & motivates to do better &
more work for company.
Recreation Center
Clubhouse
Residential Colony
Vividha
Transportation Facility
Vocational Training
The company has 21 departments in the organization for well directing the
organization and to achieve the goals and mission for the company.
Plant has been awarded with number of awards, details are given below:-
PRODUCT PROFILE
Definition of Cement:
In General is a generic name for powered material which initially have plastic flow when
mixed with water but from solid structure on several hours with varying degree of
strength & bonding properties which continue to improve with age.
Cement is a binding material. Earlier the cement was used as a binding material. Cement
is one of the strongest binding materials with long life. The weathering effect on cement
is very low. For manufacturing of cement the basic raw materials is limestone (calcium
carbonate). The limestone used in manufacturing of cement should have at least 80%
purity.
History of Cement
• Materials used were- lime, Brick, Bed, Volcanic, lava, water & ash.
Rapid Hardening Portland Cement is similar to OPC, except that it is ground much finer,
so that on casting, the compressible strength increases rapidly.
Water Proof Cement is similar to OPC, with a small portion of calcium stearate or non-
saponifibale oil to impart waterproofing properties.
PROCESS FLOW-DIAGRAM
Limestone Limestone
Mining Crushing Transportation Stock Pile
Cement Cement
Silo Processing Raw Grinding
Storage Grinding
Cement
Fuel Grinding
Packing
FIGURE 1.5
Manufacturing Process
Mining -
Limestone is extracted from own mines, which are situated approx. 4 km. away from
plant. The mining of limestone is done in such a way so as to get 78% to 82% pure
limestone.
Crushing -
The extracted limestone is then transported to Jai crusher by dumpers. The limestone is
crushed into small pieces of approx. 16 to 25 mm. sizes.
Grinding -
The crushed limestone along with latrine is feed into the Raw Mill for grinding. The
ground material is called Raw Meal. It is than sent to the CF Silo.
Blending -
In the Silo the Raw Material is blended to make the mixture uniform. From here the
material is sent to the pre heaters.
Burning -
In pre heaters, the mixture is heated at various temperatures at various stages. This
preheated material is now fed into the kiln where it is heated at the temperature of 1400-
1500 degree where calcinations take place. Coal is used in the kiln to maintain the
temperature and finally clinker emerges out of it. This clinker is transported through a
conveyor into a storage Silo from where it taken out through vibratory feeders & fed into
the open circuit cement grinding mill hoppers.
Grinding -
The grinding of clinker with gypsum is done in cement mill. It is basically have where
the grade of cement is controlled gypsum is added to increase the setting time of the
cement. Then cement is than stored for some time.
CEMENT
43 Grades
33 Grades 53 Grades
FIGURE 1.6
Storage of Cement
TABLE 4.1
1. All windows & doors are closed and weather & Moisture must not affect to the
cement.
2. Distance of stacking bags should be 1 feet from wall & 2 feet from ceiling.
3. In one stacking put only max. 15 cement bags.
4. Use of cement bags FIFO system.
5. Put the cement bags on wooden-plates & than cover by the plastics-sheets.
DISTRIBUTION CHANNEL
Company has a very simple distribution channel for delivering the goods to the
consumer. It is combination of:
Company
Direct Selling
Stockiest
To
Various Govt.
Retailer
Contracts
FIGURE 1.7
Strengths:-
1. The industry is likely to maintain its growth momentum and continue growing
at about 9 – 10% in the foreseeable future.
2. Government initiative in the infrastructure sector such as the commencement of
the second phase of the National Highway Development project, freight carriers,
rural roads and development of the housing sector, are likely to be the main drivers
of growth.
4. In the coming few years the demand for the cement will increase which will be
booming news for cement manufactures.
5. For the purpose of the packing of essential item, jute products which are
environment friendly and biodegradable characteristic are considered as best option.
Weaknesses
1. High capital cost and investment cost for each and every project.
2. The complex Excise Duty structure based on the category of buyer and end
use of the cement has caused at lot of confusion in the industry.
3. The recent ban on export of cement clinker would increase the availability
of cement in the domestic market, which in turn would put pressure on cement
prices.
Threats
• The recent moves by the Central Government in making the import of the
cement total duty free, is a cause of for the Indian cement industry.
• Almost all the major players in the industry have announced substantial
increase in the capacity and the possibility of over supply situation cannot be ruled
out.
• Scarcities of good quality Coal are some other factors which are cause of
concern for the industry.
C HAPTER -
2
CONCEPTUAL
FRAMEWORK
“Developing Marketing Strategy by Knowing Brand-Position of BCW/CCW
Product- 2009 for Birla Cement Works”
In order to create a distinctive place in the market, a niche market has to be carefully
chosen and a differential advantage must be created in their mind. Brand positioning is a
medium through which an organization can portray its customers what it wants to achieve
for them and what it wants to mean to them. Brand positioning forms customer’s views
and opinions.
Brand Positioning can be defined as an activity of creating a brand offer in such a manner
that it occupies a distinctive place and value in the target customer’s mind. For instance-
Kotak Mahindra positions itself in the customer’s mind as one entity- “Kotak ”- which
can provide customized and one-stop solution for all their financial services needs. It has
an unaided top of mind recall. It intends to stay with the proposition of “Think
Investments, Think Kotak”. The positioning you choose for your brand will be influenced
by the competitive stance you want to adopt.
FIGURE 2.1
Defining Values and Principle
– Your values and principle are part of your Org and Brand drivers!!!
– NOTE: Keller says that associations are values, but we have a stricter
definition of associations from the IBM.
The term positioning has two connotations: a vertical and a horizontal one. In terms of
the vertical connotation, the term refers to the order in which your product ranks relative
to the products of your competitors in the minds of your customers in your industry
niche.
(For example, which product comes to mind first when I say the word cola?)
In terms of the horizontal connotation, the term refers to the qualities and attributes your
product represents in the mind of your customers, again relative to your competitors.
While you cannot directly control the ranking that your product or service enjoys in the
minds of your customers, you can influence how you position the product in terms of
qualities and attributes. That is, by properly positioning your product relative to your
competitors in the minds of your customers, you will have much more control over how
your brand is perceived in the marketplace. You will then effectively have a guide or map
for how to execute your branding strategy.
Effective Brand Positioning
No matter how long you’ve been in business, chances are good that you are engaged in
developing and promoting your brand positioning strategy. You’ll invest plenty of time in
the process of evaluating your products or services in terms of market share, sales and
customer base and comparing this information to that of your competitors. You’ll work to
determine how your customers perceive your business and its major offerings and use the
detailed findings to establish your business at the proper place within that all important
target market.
Your business position within the target market will determine your business’s degree of
success. If you think you can maneuver into a more profitable place, do so by adjusting
your products or services to more closely match the desired position (known as re-
positioning), or pursue strategies that change customer perception of the products and
services offered by your competitors (de-positioning).
Here are some strategic tips that can help you to be as effective as possible during your
brand positioning process:
1. Understand brand positioning as fully as you can, especially in the way that it directly
affects your business. Businesses, especially smaller ones, are very diverse in their needs
and offerings, and it might take quite a bit of effort to even be sure that you are
positioning yourself within the correct market. Look closely at the businesses sharing
your pool of regular customers, their purchasing patterns and the roles that your business
plays in their everyday lives.
2. Develop the most efficient method possible for gathering customer information.
Remember that you’re trying to get inside their heads and back out again with an
unvarnished look at how they see your business in terms of the benefit that it provides for
them. You might consider questionnaires, phone surveys or online surveys and offer a
small bonus to compensate customers for their valuable time.
3. Determine which of your products and/or services are the most popular or powerful, so
that you can use them to build on or adjust your overall positioning strategy.
4. Rank all of your products and/or services in terms of positive customer review and in
relation to those of your competitors.
5. List the most popular group of attributes that describe your business and products from
the viewpoints of your customers and combine them to reach your ideal vector…the
position in your target market from where your business can operate at the highest
possible level of strength.
6. Product-based businesses can complete the positioning process more easily than
service based businesses. After all, your customers can see, touch and watch
demonstrations of your products to see how they work and visualize their benefits. Here
are some hints for exploring how customers perceive your business and its services:
7. Regardless of your business type, take the information about customer perception that
you’ve gathered, determine your top benefits and attributes and use them to determine
your current positioning and how far that point is from your ideal vector in the
marketplace.
8. Decide whether you are satisfied with the current positioning of your business, or
whether you need to change your strategy. Consider your target market and decide if your
business is positioned in such a manner that it maximizes every opportunity for visibility
in that market.
Finally, keep in mind that positioning can be either an active or passive process. If you
choose not to fully engage in it – it will still take place. Don’t give up the valuable
opportunity to monitor and influence the process and increase profitability
5 Factors of Brand Positioning
1. Brand Attributes
2. Consumer Expectations
3. Competitor attributes
What the other brands in the market offer through features and benefits to consumers.
4. Price
5. Consumer perceptions
The perceived quality and value of your brand in consumer’s minds (i.e., does your
brand offer the cheap solution, the good value for the money solution, the high-end, high-
price tag solution, etc.?).
A good brand positioning help guide marketing strategy by clarifying the brands
essence but goals it help the consumer achieve and how it does so in a unique way.
The result of the positioning is the successful creation of a customer focused value
proposition, a cogent reason why the target market should buy the product.
Birla Corporation Ltd. (Cement Division) introduce their new product, SAMRAT, with
the value proposition of "Aajya kal majboot har pal" with PPC (Portland Pozolona
Cement) instead of OPC (Ordinary Portland Cement) main features of SAMRAT is-
• Corrosion Resistant
• Work ability
• Sulphate resistant
• Low heat of hydration
• Durability
• Less use of water
• Seepage Resistant
• Low Cracks in RCC
• Fineness
• Mass Concrete
Once the competitive frame of reference for positioning has been fixed by defining the
customer target market and nature of competition, marketers can define the appropriate
points-of-difference and point-of-parity associations.
Point-Of-Difference
POD's are attributes or benefits consumer strongly associates with a brand, positively
evaluated, and believe that they could not find the same extant with a competitive brand.
Strong, favorable and unique brand associations that make up POD.
Point-of-Parity
POP's on the other hand, are associations that are not necessarily unique to the brand but
may in fact be shared with other brands. These types of associations come in two basic
forms:
1. Category
2. Competitive
POP are driven by the needs of category membership (to create categ POP's) and the
necessity of negating competitors POD's (to create competitive POP's)
These are three key consumer desirability criteria for POD's-
1. Relevance
2. Distinctiveness
3. Believability
1. Feasibility
2. Communicability
3. Sustainability
Major Issue:-
The study basically draws attention towards the
perceptional attributes of the various dealer and which factor influence to dealer. Major
issue is to knowing cement market where we stand & what the reason behind lacking is &
trying to come out with best result which helpful to company growth.
About questionnaire: -
The questionnaire consists of 13 questions. All these
questions are related to know the position of different brands prevailing in the market and
dealers satisfaction level. This questionnaire is also helpful in knowing the market
potential of Bhilwara. It is also helpful in knowing where our company stands in market.
3
RESEARCH
METHODOLOGY
RESEARCH METHODOLOGY
Statement of problem:-
• Objective of Research:-
However, each research study has its own specific purpose. There are several common
objective of research as follow:-
Research Methodology
C HAPTER -
4
ANALYSIS &
INTERPRETATIO
N
Data Analysis by taking various attributes of CEMENT & their SCORE
Ultratec
Attributes Birla Samrat Ambuja h Binani J.K. Shree
Preference 266 175 189 140 184 90
Quality 252 181 214 133 192 78
Packing 235 211 215 143 190 86
Color 213 220 203 139 189 86
Availability 264 187 189 135 188 123
Price 205 194 212 130 195 114
Tech. Service 195 202 196 137 186 134
Sale Promotion 145 179 186 153 198 196
Brand Image 274 183 225 105 175 75
Advertisement 120 186 256 144 201 146
Total 2169 1918 2085 1359 1898 1128
TABLE 4.1
Ultratec
Attributes Birla Samrat Ambuja h Binani J.K. Shree
Preference 1 4 2 5 3 6
Quality 1 4 2 5 3 6
Packing 3 2 1 5 4 6
Color 2 1 3 5 4 6
Availability 1 4 2 5 3 6
Price 2 4 1 5 3 6
Tech. Service 3 1 2 5 4 6
Sale Promotion 6 4 3 5 1 2
Brand Image 1 3 2 5 4 6
Advertisement 6 3 1 5 2 4
TABLE 4.2
Company Forms
Birla Samrat 17
Ambuja 6
Ultratech 8
Binani 6
J.K.Laxmi 7
Shree 6
Total 50
Forms
TABLE 4.4
FIGURE 4.1
1. Preferences Collected from Various Cement Dealers
Company Pref.
Interpretation: The above survey clearly shows that most of the dealers GIVE 1 ST
Preference to Birla Samrat, 2nd Ultratech, 3rd J.K Laxmi, 4th Ambuja, 5th Binani &
lastly Shree Cement.
Company Quality
Company Packing
Quality
Interpretation: The above survey clearly shows that most of the dealers GIVE 1 ST
choice for Packing Quality to Birla Samrat,2nd Ultratech,3rd Ambuja,4th J.K.
Laxmi,5th Binani and Lastly Shree Cement.
Company Color
Company Availability
Interpretation: The above survey clearly shows that most of the dealers GIVE 1 st
choice for Availability to Birla Samrat, 2nd Ultratech, 3rd J.K. Laxmi, 4th Ambuja, 5th
Binani and Lastly Shree Cement.
Company Price
Company Technical
Services
Interpretation: The above survey clearly shows that most of the dealers GIVE 1 ST
choice for Technical Services to Birla Samrat,2nd Ambuja,3rd Ultratech ,4th
J.K.Laxmi,5th Binani and Lastly Shree Cement.
Company Sales
Promotion
Company Brand
Name
Interpretation: The above survey clearly shows that most of the dealers GIVE 1 ST
choice for Brand Name to Birla Samrat,2nd Ultratech,3rd Ambuja ,4th J.K. Laxmi,5th
Binani and Lastly Shree Cement.
Interpretation: The above survey clearly shows that most of the dealers GIVE 1 ST
choice for Advertisement to Ultratech,2nd J.K. Laxmi,3rd Ambuja ,4th Birla
Samrat,5th Shree and Lastly Binani Cement.
Interpretation: The above survey clearly shows that lastly by collecting all the
scores from dealers, we come to know that overall position of Birla Samrat is On 1st ,
2nd choice for go to Ultratech,3rd Ambuja,4th J.K. Laxmi ,5th Binani, and Lastly 6th is
Shree Cement.
A weighted average is an average that adjusts for the frequency of individual values.
The weighted mean is similar to an arithmetic mean (the most common type of average),
where instead of each of the data points contributing equally to the final average, some
data points contribute more than others. The notion of weighted mean plays a role in
descriptive statistics and also occurs in a more general form in several other areas of
mathematics.
If all the weights are equal, then the weighted mean is the same as the mean. While
weighted means generally behave in a similar fashion to arithmetic means, they do have a
few counter-intuitive properties, as captured for instance in Simpson's paradox.
The term weighted average usually refers to a weighted arithmetic mean, but weighted
versions of other means can also be calculated, such as the weighted geometric mean and
the weighted harmonic mean.
W= ∑ WX
∑X
5
CONCLUSIONS
& FINDINGS
It can be concluded from the study through model Birla Cement has a good brand
image in the dealers mind in Bhilwara. It is not easily available on demand which places
the company at the disadvantage which compared with lack vendors. This problem which
can be improved by the strength and the distribution network of Birla Cement Works &
Supply.
Dealers are of the opinion that among all the media television is the most powerful
media followed by the hoarding and wall painting which every common man can
see. So company should have to utilize then as much as possible.
Network spread of Birla Cement is very high in Bhilwara can be this as its
strength.
If check out the satisfaction level of dealers with respect to quality of Birla
Cement then we find that 85% dealers are told that it has excellent quality. So
company can also see this as its strength compare to other brand in market.
Dealers opinion regarding price is Favoring Birla Samrat & It’s Get 1 st rank in all
six-brand. Its price is reasonable according to quality it’s also satisfy the dealer.
It was found company has very good Brand Image in dealers mind. Dealers are
satisfy with the price.
6
SUGGESTIONS
SUGGESTIONS
At the end, I would humbly suggest the company that if company has good
quality, more advertisement, regular contact, marketing experts dealing with
dealers in all rural and urban areas. Then company can improve their market
shares, brand loyalty and promote their sales easily.
Company should develop its R & D department as per the market requirement.
Company should increase availability by which it can increase the sale and brand
image.
For customer care Services Company should starts its concrete mobile van
facilities.
Company should start its internal call centre for its valuable customers by which
they can directly interact with company experts.
Company conducts society welfare programs in rural area. So that company
creates good brand image among people.
By giving some gifts and best wishes cards to the customer that your buying
decision is very good. Company can improve sales and brand loyalty.
7
REFERENCES
CITED
REFERENCES CITED
References
Kotler, Philip “Marketing Management” published by Vikas publishing house Pvt. ltd.
New Delhi.
Aaker, D.A. and Shansby, J. (1982) “Positioning your Product,” Business Horizons, 25,
(May/June), 56-62.
Alden, D. L., Steenkamp, J. B. E. M. and Batra, R. (1999) “Brand Positioning through
Advertising in Asia, North America, and Europe: The Role of Global Consumer
Culture,” Journal of Marketing, 63 (January), 75-87.
Best, R.J. (2004) Market-Based Management: Strategies for Growing Customer Value
and Profitability, 3rd Edition, Upper Saddle River, NJ, Prentice-Hall, 246-267.
Bhat, S. and Reddy, S. K. (1998) “Symbolic and Functional Positioning of Brands,”
Journal of Consumer Marketing 15, (1), 32-43.
Blankson, C. and Kalafatis, S. P. (2001) “The Development of a Consumer/Customer-
Derived Generic Typology of Positioning Strategies,” Journal of Marketing
Theory and Practice, 9 (2), (Spring), 35-53.
Crawford, C. M. (1985) “A New Positioning Typology,” Journal of Product Innovation
Management, 4 243-253.
Domzal, T. and Unger, L. (1987) “Emerging Positioning Strategies in Global Marketing,”
Journal of Consumer Marketing, 4 (4), 23-40.
Hooley, G. and Saunders, J. (1993) Competitive Positioning: The Key to Market Success,
Hemel Hempstead: Prentice-Hall.
Hooley, G., Saunders, J. and Piercy, N. F. (1998) Marketing Strategy and Competitive
positioning (2nd edn), Hemel Hempstead: Prentice-Hall.
Johansson, J. K. and Thorelli, H. B. (1990) “International Product Positioning,” In
Thorelli, H. B. and Cavusgil, S. T. (eds.) International Marketing Strategy, New
York: Pergamon Press (3rd edn), 471-485.
Kotler, P. (2000) Marketing Management, (Millennium Ed), Upper Saddle River, NJ:
Prentice-Hall.
Muhlbacher, H., Dreher, A. and Gabriel-Ritter, A. (1991) “MIPS-Managing Industrial
Positioning Strategies,” Industrial Marketing Management, 23, 287-297.
Park, C. W., Jaworski, B. J. and McLnnes, D. (1986) “Strategic Brand Concept-Image
Management,” Journal of Marketing, 50 (October), 135-145.
News Papers
• Times of India
• Hindustan Times
• Economic Times
• http://www.birlacorporation.comhttp://www.bcw.com
• http://www.birlacementworks.com
• http://www.cma.com
• http://www.scribd.com
• http://www.amzon.com
• http://www.wikipedia.com
• http://www.answer.com
C HAPTER –
8
ANNEXURE
Questionnaire
Address:-
Year …...............................
7. According to Quality & Market Image the Price of which cement company do you
agree with.
(A) Birla Samrat Cement ( ) (D) Binani Cement ( )
9. The activities of which cement company companies attract you for increasing their
Sales.