A PROJECT REPORT ON

Selling Process-SPANCO in Marble Industry

For Classic Marble Company In Partial Fulfillment of MBA Program Of Indian Institute of Planning and Management (IIPM) (Batch: Spring Summer 2010-2012)

Submitted by
Love Jhanwar Roll No.-19

ACKNOWLEDGEMENT

I express my sincere thanks to Mr. Subodh Shah (Director, classic marble company pvt. Ltd.) for giving me an opportunity to learn in his company and believing in me to offer internship.

I would sincerely like to thank my project guide Mr. Vikas Kesarkar (General Manager) and the sales team with whom I have worked and learnt a lot about the project.

With deep respect I would like to thank Mr. Umed Sinai (Sales Manager) who endowed me with the valuable opportunity to explore an interesting and critical topic as is the subject of the present report. I also thank my institute IIPM (Indian Institute of Planning and Management) for providing me all the necessary resources required in my study.

The most pleasant part of any project is to express gratitude and bestow honor towards all those who directly or indirectly contributed to the smooth flow of the project work.

On the onset, I would like to take this opportunity to express my gratitude to all those great minds and hearts that have touched this project in the path of its success.

Love Jhanwar
( SS 2010-2012)
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Executive summary

The Project talks about the Marble Industry in India. It talks about the in house brands of the Classic Marble Company which are Kalingastone, Quartz and natural marble as well. The basic motive of undertaking the project was to understand the all four types of marble including artificial marble. The first few pages talk about the introduction about the marble. This is followed by the process of making composite marble (artificial marble). Next comes the competitors in both natural as well as in composite marble, the purpose of which is to study the existing players in the industry especially in composite marble because it is new concept in India. The last part consists of sales term called SPANCO in detail and learning from it.

Index Content Page No.

Executive summary ....................................................................................................................................... 3 Introduction of Marble Industry ................................................................................................................... 7 Marble Industry in India................................................................................................................................ 8 Company Profile.......................................................................................................................................... 12 Product Range ......................................................................................................................................... 15 Process of making Composite Marble .................................................................................................... 20 Major Players in Marble Industry ............................................................................................................... 21 Major Players in Italian Marble ............................................................................................................... 21 Major Players in Composite Marble ....................................................................................................... 23 SPANCO ....................................................................................................................................................... 25 My learning of SPANCO .......................................................................................................................... 27 Identified clients ..................................................................................................................................... 31 Bibliography ................................................................................................................................................ 34

Title of the project

Selling Process-SPANCO in Marble Industry

Objectives

To study marble in brief

Duration

2 months (Feb. 16 to April 15)

Introduction of Marble Industry

The word "marble" originates from the Greek, marmaros, meaning "a snow white and spotless stone," marble can be found in a rainbow of colors. Marble is a metamorphic rock made out of limestone. When limestone is subjected to tremendous pressure for a long time (like if limestone is buried under a lot of other rock or an ocean) it gets squashed into marble. Marble is more beautiful than limestone and tougher, and so people like to use it for buildings. But marble is also rarer, and more expensive. A lot of marble is white, but marble can come in all different colors. People use marble (especially white marble) to make statues, and they used colored marble in patterns to make hard floors that would last a long time. Sometimes people also use marble in thin sheets on the walls of fancy buildings Impact of Government Policies on the Industry Government in India has introduced many laws in order to promote and expand marble industry globally. 1. Removal of Excise Duty Government's decision to remove excise duty on marble (up to the annual sales of Rs.1Crore) is a great relief for the industry. The removal of the excise duty from marble will prove less costly to the one at receiving end, which would ultimately increases the demand of marble in the global market.

2. New Marble Policy- Under this new policy, the search for new marble regions in
the state is facilitated. This also permits the prospecting work for the new findings of marble deposits. In short it can also be said that after realizing the importance of the industry, Indian Government is now taking every possible action to expand and promote the industry. The government of India has set a target of raising Indian stone industry in the next few years.
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Marble Industry in India

Products
India possesses a wide spectrum of stones ~ granite, marble, sandstone, limestone, slate, and quartzite. It is amongst the largest producer of raw stone material

Production areas

Marble deposits are widespread in India: concentration in states of Rajasthan, Gujarat, Madhya Pradesh, Haryana, and Andhra Pradesh. Next Gujarat also produces some very fine marble followed by Madhya Pradesh.

Rajasthan is the main depository of marble; accounts for over 90% of total marble production in India [1100 m tons]. Newer varieties of marble are being developed in Bihar, Jammu & Kashmir, Maharashtra, Sikkim, Uttar Pradesh & Bengal.

Production Technology

Industry has evolved into the production and manufacturing of blocks, flooring slabs, structural slabs, calibrated - ready to fix tiles, monuments, tomb stones, sculptures, artifacts, cobbles, cubes, pebbles and landscape garden stones.

Advent of sophisticated mining machinery & new mining fields has led to increase in marble production. Although India produces machinery, there is an excellent opportunity for exporting machineries for working stone: cutting, sawing, grinding and polishing.
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Indo-Italian Trade

Italy imports blocks and after cutting and processing exports these all over the world including India. Italy imports large amounts of granite from India around 62 million as compared to imports of Marble which amount to only 5 million (inclusive of blocks/tiles/crude/trimmed).

The whole world economy is facing the recessionary trend since past few years. This has affected most of the industries, but the commodities of necessity. As marble is not an essential commodity, marble and related industries have faced a decrease in demand due to decreased purchasing power of consumers.

Import statistics indicating opportunities for Italian companies:

[Finished, trimmed, tiles/monumental blocks]

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Company Profile

Classic Marble Company (CMC), the

connoisseurs of the imported marble industry in India have maintained their numero one status as the Czarbles of the marble trade in the country. CMC began operations in 1994 with 3 people; Mr. Amit Shah, Mr. Subodh Shah and Mr. K.M Swamy and today the company boasts of 700 employees. They have 3 factories which produce natural marble and granite and composite marble & quartz. The CMC showrooms in India have become a one stop shop for exquisite stones from over 40 countries like Italy, Turkey, Spain, Greece, Brazil, USA, Sweden, Norway, Mexico and so on...showcasing a range of more than 500 stones; thus offering an exuberant variety of stones to choose from. And now with their new showroom in Italy they aim to captivate international connoisseurs of stone by providing an array of natural and composite stones, all under one roof. To optimize development and improvement, all stones go through rigid quality control tests. The company uses imported epoxy in order to impart strength to the stones and automized resin and polishing line to give an international finish to its products. Under the supervision of its European experts, high end machines are used to render varied finishes to its product range. Classic Marble Company aims to be a one stop shop for marble, onyx, travertine, granite, limestone, composite marble and quartz and export to countries and regions all over the world. And to reach towards this, CMC has already taken a few steps by
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opening a showroom in Italy and putting in place numerous tie ups with quarries across the globe. More importantly, most marble companies generally specialize in either marble or granite but by offering an exuberant selection of stones below one roof, CMC has carved an edge above all.

Classic Marble Company (CMC) is a very familiar name in the Indian marble industry. Often acknowledged as the Czarbles, the connoisseurs in marble, the Company is the largest supplier of imported marble in India for the past 16 years. CMC has been a pioneer in more than one ways, first by exposing India to imported natural marble and imported engineered stone and now CMC has created a strong buzz with the launch of its engineered marble and quartz surfaces Kalingastone (formally known as EmporioStone). For the first time in the history of engineered stone, an Indian company has conceptualized and launched a brand with an array of around 150 different varieties in Italy and India. Kalingastone has marble and quartz collection with 5 series under Kalingastone Marble comprising of 54 different marble samples and 7 series under Kalingastone Quartz comprising of over 51 samples. All Kalingastone samples are available with several finish treatments. The Kalingastone factory is a state-of-the-art plant spread over 3,00,000 sq.m. They have installed the worlds latest polishing machines from SIMEC (Italy) with 36 polishing heads which imparts glossiness of over 90 per cent. The factory produces 30,000 sq.ft of

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Composite Marble per day (900,000 1000,000 per month) and 10,000 sq.ft of Quartz per day (300,000 per month). Their 2nd line of production for Marble and Quartz will be operational soon as a result of which the production figures will double. After its launch in 8 cities in India and Verona Italy, Kalingastone will see a subsequent phased out launch to over 63 countries all across the globe.

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Product Range
Natural Marble (Italian Marble) Composite Marble Quartz Granite

Natural Marble:-

During the Renaissance, marble was quarried by inserting wooden pegs into naturally occurring cracks in the rock, then pouring water onto the pegs to make them swell. Eventually the rock would split, liberating a piece of marble. The principle tool of modern quarrying is a wire cable 1cm in diameter, fitted at 5cm intervals with diamond-studded collars. Holes are drilled in the mountain, the cable is threaded through the holes to form a loop, and the loop is driven at high speed by an electric motor. In an open pit quarry, the marble is extracted in rectangular blocks approximately measuring 8' x 8' x 16'. Once the sides and back of a block have been separated from the mountain using the wire cable, the bottom is undercut from the front using a chain saw that translates along a horizontal rail. Eventually the block splits away from the wall and topples to the ground. Marble is hard, but it is also brittle. To prevent the 80 ton block from shattering on impact, a bed of rubble is prepared beforehand. Too large to transport, this block will be cut into smaller blocks measuring 4' x 4' x 8' and weighing 10 tons. The marble blocks will then be transported by truck to a sawmill. Once at the sawmill, marble blocks are sliced into slabs by a gang of parallel circular saws. The saws move slowly at the speed

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of 1 meter per hour. If the blocks aren't well squared, much time and marble is wasted in the sawing process.

Composite Marble:Composite marble is made by mixing at least 90 percent of natural marble chips or powder with polyester resin and color pigment. It is generally formed in blocks with the size of around 304X125 cm and is cut and polished as of cutting natural marble. The original idea of inventing composite marble is to eliminate the downsides of natural marble such as inconsistency in color, porosity, color limitation, uncontrollable veining, etc. Composite marble has gained popularity among designers for its compatibility with today's modernity.

Quartz:Quartz stone surfaces are manmade. The manufacturing process to make quartz to a slab or counter top makes use of raw quartz crystals, one of the hardest substances available. After the quartz has been selected and ground, the crystals are then combined with resin, a bonding agent, and color. All of this is heated and vibro-compacted to create an impenetrable surface. The quartz stone have to be composed of at least 93% quartz or they can't claim the durability, impermeability or the hardness of a real quartz surface. The final product is nonporous, has great durability and is stronger than granite. Quartz stone surfaces are available in a wide variety of colors that can't be found naturally because the crushed quartz stone is combined with dye. You should take advantage of this versatility available for your kitchen, floors or wall design when you are considering quartz stone surfaces, so that they are able to dazzle
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the eye while still having the appearance of stone. The edge profiles on quartz kitchen counter tops can range from simple bevels to ogee and bull nose just as with natural stone. Because the quartz stone surfaces are non-porous, its polished surfaces don't have to be sealed, like granite or other natural stones, in order to keep them from staining. Quartz stone surfacing is practically indestructible and pretty much maintenance free. It resists stains that are caused by fruit juices, wine, food coloring, fingernail polish and remover, tea and markers. The non-porous and non absorbing nature of quartz stone surfaces is very hygienic; it does not harbor bacteria, which makes it a safe choice for food handling in the kitchen. Cleaning your quartz stone kitchen counter tops is quite easy. It involves using a little soapy water or a mild cleaner.

Granite:Granite is one of the most durable stones, which has been incorporated well in infrastructures of the present times. The word Granite originates from the Latin word 'granum', referring to the coarse-grained structure of this crystalline rock. It is composed of quartz, feldspars and micas, as well as traces of a variety of other minerals, which contribute to the color and texture of natural granite stone. These granite stones are available in pink, dark gray or even black, depending on their chemistry and mineralogy. A broad range of elegant patterns and colors makes granite the most versatile of all stones. The crystal size of the natural granite stone is somewhat determined by the rate at which the granite cools: the slower the cooling process, the larger the crystals grow. Occasionally some individual crystals (phenocrysts) are larger than the ground mass in which the
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texture is known as porphyritic. The density of granite is 2.75g/cm3 (avg) and its viscosity at standard temperature & pressure is ~4.5*1019 Pas. Natural Granite stone is typically the hardest of the dimensional stones and can withstand the vagaries of nature, effectively. The natural property of this stone makes it the real maintenance-free stone.

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Difference between Natural and Composite Marble

Natural (Italian) Composite Less harder than composite marble Harder then natural marble More water absorption Less water absorption No standard size of marble slab Standard size of marble slab High wastage Less wastage Polish has to done after lying Pre polished Color variation Uniform in color Less thickness available starting from 16 More thickness available starting from 12 mm mm

Difference between Granite and Quartz

Granite Less harder than quartz Stain may occur Scratches may occur Limited colors

Quartz Harder than granite Anti stain Scratch resistance A variety in colors

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Process of making Composite Marble

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Major Players in Marble Industry

Major Players in Italian Marble

R.K.MARBLE GROUP
R. K. Marble Group was established in 1989 by Patni group to help serve increasing national and international demand for Indian marble. Since then they have enjoyed exponential growth and export to many markets worldwide. The Company dedicated to bringing the finest marble to the world. For over twenty years, the name is synonymous with grandeur, finesse and quality that can only be expected from the most superior class of marble. An ISO 9001:2000 certified company, R.K. Marble has set benchmarks in the mining, processing and finishing of marble. An annual production of over 1.5 Million Tonnes (equivalent to more than 60,000 sq. meters per day) has earned the company a place in the Guinness Book of World Records as the largest producer of marble in the world, the group is now geared up to scale newer heights and achieve the impossible. Their success is based upon their ability to respond flexibly to their customer's individual needs for both large and small projects, their experience and detailed knowledge of the marble industry, their competitive prices and the excellent comprehensive service they provide for a very wide range of materials. They have supplied marble for many major projects including palaces, temples, mosques, embassies, international hotel chains and office buildings as well as commercial works requiring large quantities of competitively priced materials.

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 MARBLE WORLD
Established in 1989, Marble World group today is well known as South Indias No-1 marble trading company.

With the inception of their firms, Marble Centre, Marble World and RPG Marble Pvt Ltd, They are proud to be a one-stop shop for this wonderful product of nature i.e. Marble and Granite. Their reputation is, being the number one marble and granite trading house catering to the overall requirements of large number of high profile customers in whole of South India comprising of Karnataka, Andhra Pradesh, Tamilnadu & Kerala. Well known Architects, Interior Decorators & Designers, Engineers, Builders & Contractors largely combine together to make their exclusive clientele. Their growth has always been based on their ability to respond flexibly to their customers individual needs for both large and small projects, and also their experience and detailed knowledge of the industry, the vast selection and the stock they offer with exceptional service.

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Major Players in Composite Marble

NITCO

Nitco Ltd., which is a limited liability company in India, is today traded on two stock exchanges; Bombay Stock Exchange (BSE) and the National Stock Exchange (NSE). Nitco was established in Bombay (India) in 1953 and is today one of the largest manufacturers of floor tiles in India. It has a market share of 12% and its gross sales for the financial year 2008 were Rs. 6,510,000,000, which is USD 133,177,811.42 (www.xe.com on 27th Aug. 09) and for 2007, Rs. 4,704,000,000, which is USD 96,066,650.09 (www.xe.com on 27th Aug. 09). Today, the Nitco Group consists of Nitco Tiles, Nitco Marble, Nitco Art (Mosaico and Intarsia), Nitco Wall Tiles and Nitco Earth (Real Estate).

ASIAN
Asian Granito India Ltd. is one of the largest An ISO 14001:2004 & ISO 9001:2008 Certified Ceramic Wall Tiles, Vitrified Tiles, Ceramic Floor Tiles & Marble Stone manufacturers in India. They have five state-of-the-art manufacturing plants, technically collaborated with SACMI, ITALY. Result of the dreams of three entrepreneurs, materialized with the grassroots of passion, experience & dynamism with starting a quest for excellence a decade ago, today Asian tiles has blazed a trail in the tile industry.

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 Euro Composite Marble

EURO GROUP is a leading conglomerate of building material products having manufacturing plants across India. Euro Ceramics Ltd is the flagship company having integrated manufacturing plants of Vitrified Tiles, Wall Tiles, Sanitary ware and Composite Marble. The technology is from SACMI of Italy and Euro has one of the most modern plants in the world with captive Power plant of 10 MW. In view of the high quality standards maintained right from the beginning, Euro has become the preferred choice of blue chip companies, leading architects and major builders. Euro is the largest exporters of tiles from India exporting to several countries across the globe.

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SPANCO

SPANCO - Suspect, Prospect, Approach, Negotiations, Closure and Order.

Sales are the front end of a company or firm. The company takes good number of initiatives to meet the customers' expectations. Sales and Marketing are the parallel themes for a company to run. But Sales is said to be toughest job. It involves lot of things to go through for a sales man. Hence they need to take care of few steps to reach their target or to convince the customer. XEROX is the company which has given a term for the sales people to handle sales in a professional and perfect manner.

Suspecting

Prospecting
Approach Negotiation Closure Order

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1. Suspect: Here the job of the sales man is to investigate about the particular account or customer. Here they need to check the Contact persons, Authority, Money capability of the company; Real need is there or not etc. Hence sales man should be in a sense of probing that it is a yes account or no. Here they need to suspect the account well.

2. Prospect: Here the role of the sales man is to handle the account as yes to move forward or to drop. They really have to look whether the need is there or not. After checking that they need to prospect the account to handle by building good relationship with other employees of the company too. Hence here the prospecting of account takes place.

3. Approach: Here the sales people need to look at the account to handle in a positive manner. They need to be in touch with the customers to find out the competitors in the account. They need to look at the things in a proper manner to handle the pricing. Here they need to build relationship with Purchase, Marketing, H.R, and Finance/Accounts team. Checking out or submitting your quote.

4. Negotiations: Here the pricing takes place, where the sales people need to be careful. Here it all depends how you check your target, profit margin and customer. Hence the negotiation happens on mutual understanding of both the parties.

5. Closure: After negotiation it comes the point of closing the deal. Here the sales man needs to agree with the terms and conditions including price. After in agree with the party the deal is said to be closed.
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6. Order: Here the Purchase order comes into picture. Sales people need to pick the order from the party by agreeing on the terms and conditions (Payment, Delivery). After picking the order they need to be on their ethics to meet customer's expectations.

Hence SPANCO helps the sales people to handle the situation in a smoother and proper manner. It helps the front end of the company to meet the profit and target. Hence the people need to handle the situation with this tool. Hence sales are like SPANCO.

My learning of SPANCO
During the period of internship of 2 months I have covered around 110 sites (under constructions buildings) in Mumbai. The following is my learning and personal experiences from the SPANCO process

1) Suspect
Target suspect profile By industry Targets have to be explored based on the industry wise. Now there are different industries in our country whose needs are different. Moreover the target audience over here is mainly the builders who are into real estate. The area where the construction is going on needs to be identified, their type of constructions and what are their needs are to be identified. So the first step to be taken is to identify the person or the company to whom can we sell our product.

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By revenue - Classic Marble Co is mainly focused on creating a niche for their product. It wants to create a brand that can be identified by others as the one have supplied marbles to prestigious and bigger projects. Hence the target audience also needs to be identified as per the revenue that can be earned by the company. This doesnt mean that the company is only restricted only to big projects. It obliges to everyone who needs the marbles but when the company is in the search of the customer it targets the bigger projects/constructions first.

Approach methods
Now the above mentioned process is done in two ways : 1. Online-research 2. Offline- networking Online research includes finding out the target audience through various websites where in we can get the knowledge where currently the construction is going on. Secondly the offline method-networks include identifying various construction sites through our wide network of contacts and also by identifying it through the field work.

2) Prospects
Prospects are those who are willing to buy your product and have the money to pay for it. A prospect is qualified if he has the right authority, need, ability and eligibility to buy. These may be found from referrals, community cubs, organization etc. Now after identifying the suspect we have to understand that whether there is a prospect in that suspect to fulfill our aspect. Now the suspects get scrutinized into our eco system and if the suspect is as per our requirement it becomes our prospect.

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3) Approach
How to turn cold calls into warmThese were the norms which were given to us on how to convince our customers. 1. Determine and establish your objective and the purpose of your call- for yourself 2. Determine if you want to close the sale on the first call or simply pave the way. 3. Do a little homework before the call 4. Send a fax or mail prior to the cold call 5. While making the call, make sure you have all the right material 6. State your purpose quickly 7. Get prospects interested by asking questions that make them think 8. Make statements that build confidence 9. Use humor 10. Be sincere 11. Be friendly

4) Negotiate
Negotiating becomes one of the basic parameters to crack the deal and to have the best out of the deal. The company was very much focused in the training me the process of negotiating Following is the things that I have to keep in mind while negotiating. Getting what you want from the other person A lot like bargaining Attempted trade- off between getting what you want and getting along with people
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 Discussion with the people with the goal of reaching an agreement

5) Close

Very important and crucial stage

Again some important norms that the company taught me: Seller should be alert and use his judgement to know when and where to attempt the close This comes with experience, but right from the start the seller should be calm. Patient, attentive and should listen more Try your best to keep the yes attitude in the buyers mind

6) Order

A sale is not complete until you get the order from the customer

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Identified clients
During the internship I identified various real estate players through primary and secondary research. After that I have approached them for selling Classic Marble Company pvt. Ltd. products. Following is the list of builders whom I visited.

Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29

Project Name International Financial Center Sunteck Sofitel The Capital Kotak Mahindra Canara Bank Indian Oil Corp. Tirumala Suites Bank of India Maqba Heights Skyper Anand Studio Build Tech India New Apsara Gambs India Double Bull Corporate Lounge Empresa Moon Light Mehar Sukh Sagar N-Square Man Dune Pioneer Heights Silver Sunshine Maheshwari Villa Laxmi Nivas Mall Lewis Villa Ramee Constructions

Builder/Architect Name Shapoorji Pallonji & co Shapoorji Pallonji & co Naman Group Wadhwa Group B.G. Shirke cons. Tech pvt ltd. B.G. Shirke cons. Tech pvt ltd. Nish Constructions Transcand developers Kulkarni & co. Grace property India pvt. Ltd. Qureshi Builders Shruti Constructions Nougil Orra Hafeez Contractor DLH Hicons Developers Bench Mark Developers Pllatinum Group Nihal Constructions Cello Earth Links Parthesh Group Man Infra Projects ltd. Pioneer Developers Silvex Developers Kamla Builder Kamla Builder Trisons Builder Ramee Constructions

Project Type Commercial Residential Hotel Commercial Commercial Commercial Commercial Residential Residential Residential Residential Residential Residential Residential Commercial Commercial Commercial Commercial Residential Residential Commercial Commercial Residential Residential Residential commercial commercial Residential commercial 31

30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70

Anand Villa Hotel Horizon Ramayana Re Constructions Lodha 1 Nayan Ciroc Sudhip Man Excellensa Parle Square Dariya Niwas Shanti Niketan S.S. Enterprises Somaiya House Shubh Residential Sai Shakari co. hsg. Ever Sun Titanium Tower Lotus Group EssGee Group Raheja Classic Samartha Aishwarya Millinium Care Meghdoot New Heaven Realoters Acruti City Arristo House Poonam Plaza Inizio Arvind Fairmont Constructions Maredian Heights Suvidha Milind Business Venture Oberoi Reality Angel Arena Monal Appartment Asmi Dreams Madina Towers Kapil Vastu Kumar Builders Ryan International School Rustamjee

Green Bird Developers Man Constructions Ramayana Re Constructions Lodha Group Naresh Barav Rustamjee Parini Reality Developers Man Group Agarwal Group S.S. Group S.S. Group S.S. Group B.I.I.D. Developers Guru Krupa Builder Shree Sai Group of companies DLH Solarish Developers Ashok Agarwal EssGee Group K. Raheja Samarth Builder Kamla Landmark Shree Ji builders,parle New Heaven Realoters Acruti Developers Arristo Builders Shelters makers builders Rajendra Group Atul Builders Fairmont Constructions Maredian Group Suvidha Milind Business Venture Oberoi Kamla Developers Shail Builders,parle-e Asmi Realtors U.B.S. dream constructions Sai Developers Kumar Builders Amar nani Rustamjee

com+resi Hotel Residential Residential Residential Residential Residential Residential Mall Residential Residential Commercial Residential Residential Residential Residential Residential Commercial all type Residential Commercial Residential Residential Commercial com+res Commercial Commercial Commercial Commercial Residential Residential Commercial Commercial Commercial Residential Comm+Resi Residential Residential Residential School Residential 32

71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93

Kalpatru Unity Heights Shiv shristi charkop sai baba Centre Plaza Jeevan Vibhuti Arihant Ashish Raheja reflection Mit Niketan Carlion Rubby crescent Morarji mill Hiramani Enclave Om sai charan Kandiwali Kesar Ashish Sureshwari Villas La Belleza Nand Dham Shri Mangal associates Omkar Nav jagruti co. hsg. soc. Ariisto Avirahi

Kalpatru United Developers Sai mangal enterprises B.V. Enterprises Glass wood realty Prathmesh home makers Raheja Univarsal ltd. Jaynam enterprises Seth Group Crescent Group B.G. Shirke Damji Hirji C.S. Patil Mehta jai singh,belapur Wadhwa+Thakur+Joshi joint venture Dimple Realtors Thakkar Group Red Brick Dhanashree Builders Raj Builder Atithi Builders Accord

Residential Residential Residential Residential Commercial com+res Residential Residential Residential Residential Commercial Residential Commercial Residential Residential Resi+comm Residential Resi+comm Residential Residential Residential Commercial Residential

This is the list of suspecting which I did during my internship. Then come prospecting. Out of 93 sites around 50 sites come in prospecting area. Remaining Sites may already have purchased marble or they will go for some other product like tiles. Thereafter I had started approaching these 50 sites with my seniors. Out of these 50 sites we have approached 35 sites. Remaining sites where not be interested in CMC products or still not decided about flooring or they have some internal issues. Generally the Complete process of SPANCO takes 3-4 months time in this industry. As my internship period was of 2 months, I could handle the process upto suspecting, prospecting and approaching the clients. However during my internship tenure I was also able to participate in negotiation meeting along with my Seniors.
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Bibliography

About the industry : Product Type Composite :

Classic Marble Company

Umed Sinai Rajkumar Sharma

Quartz

Kiran

Web sites:

www.classicmarble.com www.saching.com www.rkmarble.com www.marble-world.com www.euromarbleindia.com www.asiangranito.com www.nitcotiles.com

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