Professional Documents
Culture Documents
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CUSTOMER AWARENESS
Customers are informed and remaindered
about the products and are requested and persuaded to
purchase their products. Such communication may be made
their along the product or well in advance of the introduction of
the product into the market. Such communication becomes
necessary when a new product or service is introduced in the
market or an old product is improved or it is simply to increase
the sales of the products.
Awareness compasses all the tools in
the marketing mix whose major role is persuasive
communications.
PHILLIP KOTLER
The main features of awareness are:
I.
II.
III.
IV.
Newspapers Magazines
Televisions Radios
Outdoors Internet
c) Media timing
SALES PROMOTION
It includes activities other than advertising,
personal selling, publicity and public relations which are used in
promoting sales of the product or in persuading the customer
to purchase the product. Distribution of samples, premium
coupon, point of purchase display, offspring etc., are the
examples of sales promotion techniques.
Samples - Offers to consumers of a trail amount of a product.
Coupons - Certificate that give buyer a saving when they
purchase a specified product.
Rebates (cash refund offers) It offers to refund part of the
purchase price of the product to consumers who send a proof
of purchase to the manufacture.
Principles - It reduce prices that are marked by the producer
directly on the label or package.
Premiums Goods offered either free or low cost and
incentive to buy a product.
Advertising specialties useful articles imprinted with an
advertisers name given as gift to consumers.
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with
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PERSONAL SELLING
Selling is one of the oldest professions in the
world. The people who do selling go by many names. Sales
people, sales representatives, Account executives, Sales
consultants, Sales engineers, Agent District managers, and
Marketing representatives to name just few Sales person, an
individual acting for a company by performing one of more
following activities like Prospecting, communicating, Servicing
and information gathering.
PUBLICITY
Publicity is a non-personal not paid stimulation
of demand of the products or services or business units by
planting commercially significant news or editorial comment in
the print media or by obtaining a favorable presentation of it
upon radio, television or stage.
COMPANY PROFILE
Akzonobel is the worlds largest paint
manufacturer, but it does more than just paint a pretty picture.
The company is also among the worlds largest chemical
manufacturers and salt procedures. Akzonobel divides its
business into three main lines i.e. Decorative Paints, which
produces consumer and commercial paints and primarily serves
Europe and North America; performance coatings, which
manufactures marine and protective coatings, packaging
coatings, automotive finishes, and Industrial coatings; specialty
Chemicals, which makes pulp and Paper Chemicals, Functional
Chemicals, Industrial Chemicals and Specialty Starches.
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PRIMARY OBJECTIVES:
To find out which factors has got influence on customer
awareness in Paints industry.
To know the awareness level of Dulux Paints in customers.
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SECONDARY OBJECTIVES:
To identify the customers requirements.
To analyze the customers perception
regarding
the
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RESEARCH METHODOLOGY
In order to realize the study the objectives a
considerably volume of both primary and secondary data is
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Questionnaire
with
stratified
sample
of
200
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NO. OF RESPONDENTS
16%
YES
84%
NO
INTERPRETATION
In this pie chart we show how many customers are involved in
the purchase of paint. We found that 84% customers are
involved in the purchase of paint and 16% customers were not
involved. These 16% customers are living in a rented house
thats why they are not involved in the purchase of paint.
Q2. When is the last time that you had your house painted?
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NO. OF RESPONDENTS
18%
6 MONTHS - 2 YEARS
2 YEARS - 4 YEARS
33%
24%
4 YEARS - 6 YEARS
MORE THAN 6 YEARS
INTERPRETATION
When we ask this question, 18% customers said that they had
painted their house 6 months to 2 years ago. 24% customers
said 2 years to 4 years ago. 25% of customers said they had
painted their house 4 years to 6 years ago and 33% customers
said more than 6 years ago.
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NO. OF RESPONDENTS
11%
9%
BERGER
14%
33%
ASIAN
DULUX
NEROLAC
OTHER
34%
INTERPRETATION
In this pie chart we show the different brands of paints used by
the customers. 14% customers said they always used Berger
paints. 33% customers go with the Asian paints. 33% of
customers said they always used Dulux paints. 11% customers
said Nerolac and 9% said other brands like Shalimar, Kamdhenu
etc.
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NO. OF RESPONDENTS
BELOW 50,000
10% 3%
50,000 - 75,000
14%
75,000 - 1,00,000
73%
ABOVE 1,00,000
INTERPRETATION
As per the pie chart mostly customers said that there
approximate budget for the painting is below Rs. 50,000. 14%
of customers said their budget is between Rs. 50,000 to
75,000. 10% customers said in between Rs. 75,000 to 1,00,000
And only 3% said above Rs. 1,00,000 because they have a new
construction or a bigger house to paint.
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Most Important
Unimportant
Brand Reliability
49
Price
32
Own Experience
18
92
Very Important
45
14
134
34
00
86
96
00
Advice of Friends
78
41
35
46
Advice of Painters
12
07
147
34
Advice of Retailer
23
77
57
43
160
140
120
100
80
60
40
20
NO. OF RESPONDENTS
0
MOST IMPORTANT
VERY IMPORTANT
IMPORTANT
UNIMPORTANT
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INTERPRETATION
As per the bar chart most of customers said they consider some
factors like Brand Reliability, Price, Own Experience, Advice of
Friends, Painters and Retailer etc. The number and the
percentage are shown in the bar chart.
Good
Very Poor
37
93
156
39
Dulux
00
134
66
00
Nerolac
26
28
102
44
Asian
05
11
00
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160
140
120
100
80
NO. OF RESPONDENTS
VERY GOOD
60
GOOD
40
POOR
20
VERY POOR
PAINT COMPANIES
INTERPRETATION
In above Bar chart, customers rate the different paint
manufacturers companies. With the help of this we are able to
know what customers actually think about the quality and
reliability of different paint companies. The percentage is given
in the bar chart.
Months 00
Year ...04
Years .24
years 172
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NO. OF RESPONDENTS
86%
6 MONTHS
1 YEAR
2 YEARS
12%
2%
5 YEARS
INTERPRETATION
In this pie chart we show about customers expected life of
interior paints. The minimum expected life of interior paints is 1
year which is chosen by only 2% customers. 12% customers
expected minimum 2 years and 86% customers said that they
expected minimum 5 years.
Months 00
Year ...09
Years .33
years 158
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NO. OF RESPONDENTS
17%
79%
5%
6
1
2
5
MONTHS
YEAR
YEARS
YEARS
INTERPRETATION
In this pie chart we show about customers expected life of
exterior paints. The minimum expected life of interior paints is
1 year which is chosen by only 4% customers. 17% customers
expected minimum 2 years and 79% customers said that they
expected minimum 5 years.
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NO. OF RESPONDENTS
7%
YES
94%
NO
INTERPRETATION
When we ask from the customers regarding awareness
of all Dulux products, 93% of customers said yes and
7% customers said no.
Q10. Are you aware about the Colour Palette concept of the
Dulux Paints?
Yes .158
No .42
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NO. OF RESPONDENTS
79%
YES
NO
21%
INTERPRETATION
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NO. OF RESPONDENTS
PROVIDE DETAILS OF
DEVELOPMENT
26%
EDUCATE ON PRODUCT
FEATURES
10%
27%
21%
18%
APPRAISE ON
PRODUCT SUITABILITY
KNOWLEDGE OF SALES
DISCOUNT
BUDGETING WHILE
PAINTING
INTERPRETATION
When we ask from customers what kind of guidance they
required from the company. 9% customers said they required
details of recent development in the product. 26% customers
expected to educate on product features. 18% customers
required appraise on product suitability. 21% customers wanted
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is
through
the
assessment
of
internal
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STRENGTHS
Brand Name.
More than 80 years of experience in the paint industry.
Multinational Company.
World renowned chemicals and paints manufacturer.
Having production setup in more than 55 countries.
Wider range of products.
Wider dealer network as compared to its competitors.
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WEAKNESSES
Very low discounts for business partners.
Complex supply chain configuration.
Comparatively less convenient delivery of the products as
business partners are in 1000s.
Meeting demand becomes a challenge in the demand
season.
OPPORTUNITIES
India is a developing country and there is a lot of business
growth in this country. So seeking new markets in this area is
great opportunity.
Finding problems to the painting problems can also help to
grow. Such products are still absent in the market which can
gain the attention of customers. So to work on those
problems lead to a great opportunity.
Higher standard of living and awareness developing in India.
THREATS
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CONCLUSION
Paint industry has shown a rapid growth in the
last year 2013-14 and since then there has been a decreasing
growth in the industry. Dulux Paints one of the largest paint
companies in India, which has shown a tremendous since its
establishment, liberalization. This is an achievement, achieved
by careful planning a following firm procedures set by the
company management.
Each Dulux Paint production centre has a
distinguished packing so that by looking at the drum or cartons
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Very Important
Unimportant
Brand Reliability
Price
Own Experience
Advice of Friends
Advice of Painters
Advice of Retailer
Poor
Very Good
Very Poor
Good
Berger
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Asian
Dulux
Nerolac
Other
Months
Year
Years
years
Months
Year
Years
years
BIBLIOGRAPHY
1.BOOKS
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KOONTZ O
DONNELL
Marketing Management
-
PHILIP
KOTLER
Research Methodology
-
C.R.
KOTHARI
2.WEBSITES
www.akzonobel.in
www.managementparadise.com
3.REFERENCE
Akzonobel Outlet in Parwanoo.
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