Professional Documents
Culture Documents
INTRODUCTION
AND
RESEARCH
METHODOLOGY
It is followed by the research methodology which is adopted has been defined with the
help of collected data, a detailed interpretation about the company has been given there, the
product profile is defined covering the types and different range of decorative paints of Kansai
Nerolac Paints Ltd. The next step was defining the sampling design where by the sample size of
35, which consists of the dealers, Painters, students, contractors, service holders and the target
area was the Ranchi Town to facilitate the research work and questionnaire method was adopted
for the collection of the data as a primary research whereas the secondary data was collected
from different books, company library and the other trade / business websites.
Questionnaire contains both open ended questions and close ended questions, on the basis
of the feedback the analysis was done with the help of the clear graphical representation by using
pie charts, bar graphs and other graphs. The next step was the most important step for looking at
the actual findings of the project and recommend to the company what can be incorporated for
further improvement
PRIMARY OBJECTIVE:
To Study the “consumer behaviour and sales promotion of kansai nerolac paints ltd.” in the
town of Ranchi, Dealer Potential and that of major decorative paint companies vis-à-vis Kansai
Nerolac Paints Ltd. through comparative analysis. The study also aims to understand problem
faced by dealers & retailers.
SECONDARY OBJECTIVES:
• To find which Company’s paint is commonly used by customers.
• To find the reason for using preferred paint brand and various product varieties of
paint brand known to customer.
• To find source of getting the knowledge about it.
• To find ,What matters while purchasing the paint that is Quality, Quantity, Price,
Washable, Color retention, Anti-algal, Anti-peel.
• To determine the preference level of Kansai Nerolac in comparison to Asian, Berger, ICI.
• To trace the kind of offer that attracts customer more viz. Price-Discount, Extra
quantity offer, gifts.
• To know about the customer’s response about eco-friendly brands like Nerolac Excel
Total and Eco Clean.
• To find out the sales level of Kansai Nerolac in comparison to other major players.
• To find out the Dealer’s Perception about the Kansai Nerolac Product.
• To find out the reason of dealing with the paint company.
• To find number of colour machine of different paint company.
• To study highest selling exterior & interior paint brands.
Market research is concerned with the authentic and objective collection, analysis and evaluation
of information about specific and practical aspects of marketing problems in order to help the
management in making effective decisions. Market research is not an end in itself but it is a
means to an end.
My study on this project will help the company to know its strengths and weaknesses and its
share in the market and that of competitors and to make strategic future decision to improve its
market awareness and penetration and thus finally enhance its sales.
• Primarily this study will enable the company to evaluate its position among the
competitors in respect to all the important factors related.
• Secondarily this study will enable the company to develop a fruitful correspondence with
the leads generated during the tenure of the study conducted.
• Thirdly to chalk out marketing strategy to boost the sale.
• Fourth to plan promotional activities based on the observations of the report.
• Fifth to take steps to address problems of dealers & retailers.
• Lastly to bring company,dealers, retailers & painters more closer so that they work
together to increase the s
RESEARCH METHODOLOGY
Marketing research is the backbone of marketing. The main objective of my study was to
get information from the dealer regarding the sales and preference level of various decorative
paints, and to estimate the real potential of the paint market.
A set of five steps, which includes type of research, approach of research, data collection
and analysis, interpretation of conclusion, limitation of study and on the basis of these five steps
I present my final presentation.
Type of Research: As far as this project is concern, it is a descriptive type of research work
because according to C.R. Kothari (the author of Research Methodology) descriptive research is
a method of obtaining qualitative data and other fact finding activities and require special effort
from researcher’s side.
The research conducted by me on this product is one of the techniques of depth interview
called “symbolic analysis”. This technique attempts to analyze the symbolic meaning of the
product by comparing them with their opposite or competitors.
Research Data
Descriptive Casual
In order to achieve the above objective exploratory research was carried and different steps were
followed.
Define the problem & research objectives
Management must define the problem in broader way. It is said that by defining the problem it is
half solved. The objective of the research is as stated above.
Develop the research plan
The second stage of marketing research calls for developing the most efficient plan for gathering
the information needed to achieve the objective of the project successfully. There are number of
steps involved in this
Data sources
Primary data:
Secondary data:
It has been collected from the websites of Kansai Nerolac Paints Ltd and information brochures
of the company at Jamshedpur branch office. I concern the books like – “Research
Methodology“- by C.R.Kothari and “Marketing Research” – 4TH editions by Naresh k. Malhotra
for the basic information about the project, product profile were also used for the secondary data.
Research instruments
Questionnair: The questionnaire contain 14 questions,11 open ended question and 3 close ended
question. It is designed to collect data relating topersonal details & company
performance.
Personal interview
Sampling design
Sampling design is a conductive approach, which gives the research work a factual as well as
conclusive framework. It contains sample size, which is basically a true representation of the
target population.
Sample size
For dealers
Painters
Scope of the study
The fieldwork included the process of getting the questionnaires filled up and also getting all the
relevant information regarding the visibility of Kansai Nerolac for future business decisions.
My fieldwork included extensive coverage of the following areas:-
My data collection process included in-depth interviews with the dealers and retailers getting as
much as relevant information as possible.
The Indian Paints industry has come a long way since its start in the year 1902, from
merely a decorative paints market, strongly influenced by the festivals, to a well diversified
market now. The paints market now constitutes decorative as well as industrial paints. The paints
market is also more technologically advanced. The industry is raw material intensive, as these
constitute a major portion of the total cost of the product. Low household consumption on paints
in India, compared to other developing regions, offers high growth potential of the market. The
industry is dominated by the organized sector, which constitutes more than two-thirds of the total
market. Asian Paints is the market leader in the organized sector. The other major players are
Kansai Nerolac Paints, Berger Paints and ICI Paints.
The market size of the Indian paints sector has been pegged between Rs 112 bn and Rs 115 bn in
value terms and is very fragmented. In volume terms, the sector posted a 16% YoY growth in
FY07. The current demand is estimated to be around 650,000 tonnes per annum and is seasonal
in nature. The per capita consumption of paints in India stands at 0.5 kg p.a. as compared to 1.6
kgs in China and 22 kgs in the developed economies. India's share in the world paint market is
just 0.6%.
The unorganized sector controls around 35% of the paint market, with the organised sector
accounting for the balance. In the unorganized segment, there are about 2,000 units having small
and medium sized paints manufacturing plants. Top organized players include Asian Paints (44%
• The demand for paints is relatively price-elastic but is linked to the industrial and
economical growth.
• The per capita consumption of paints in India is very low at 0.5 kg per annum if
compared with 4 kg in the South East Asian nations and 22 kg in developed countries.
The global average per capita consumption is 15 kg.
• In India the organized sector controls 70 percent of the total market with the remaining
30 percent being in the hands of nearly 2000 small-scale units.
• In India the industrial paint segment accounts for 30 percent of the paint market while the
decorative paint segment accounts for 70 per cent of paints sold in India.
• In most developed countries, the ratio of decorative paints vis-a -vis industrial paints is
around 50:50.
• All the industry majors have a vast dealership network and are required to maintain high
inventory levels.
Most of the paint leaders have technical tie-ups with global paint leaders
Demand for paints comes from two broad categories:
Decoratives: Major segments in decoratives include exterior wall paints, interior wall paints,
wood finishes and enamel and ancillary products such as primers, putties etc. Decorative paints
SECTOR OUTLOOK
The focus on urban and rural housing to increase demand for paint companies shall lead to
increase in demand for paint companies. Also, lower custom duty on chemicals is likely to ease
some pressure on profitability by paring the pressure on cost of inputs. We expect the paint
sector to grow at 2 times long-term GDP growth in the future. With GDP growth expected to
around 8% to 9% per annum, the top three players are likely to clock above industry growth
rates.
COMPANY IMPACT
• Market leaders like Asian Paints, Kansai Nerolac and Berger Paints to benefit from
increased spending on rural and urban hosing.
These companies will benefit in terms of lower custom duties on raw materials like
chemical
• Increase in the rate of abatement from the MRP (minimum retail price) to 50% from 40%
at present.
• Reduction of duty on import of raw materials used in the paints industry to 8% from the
current 16%, while retaining the rate of import duty on finished products at 16%.
• Continued impetus to the housing industry as the revival of the same boosts the growth of
the general economy and thereby the paint industry.
• The government should give incentives to companies that invest money in R&D activities
by way of weighted deductions for revenue spends and accelerated depreciation rates for
• investment in R&D equipments. This will help the Indian paint industry to become
globally competitive.
PROSPECTS
• The market for paints in India is expected to grow at 1.5 times to 2 times GDP growth
rate in the next five years. With GDP growth expected to be over and above 7% levels,
the top three players are likely to clock above industry growth rates, especially given the
fact that protection that was available to unorganised players has come down
significantly.
• Decorative paints are expected to witness higher growth going forward. The fiscal
incentives given by the government to the housing sector have benefited the housing
sector immensely. This will benefit key players in the long term.
• This apart, above normal monsoons in the current year would lead to higher agricultural
output thereby increasing demand for paint from rural areas. We expect paint demand to
grow by 12% to 15% in the next two to three years, largely led by post festive season
demand
Products
The products of the paint industry can be classified into two major segments decorative
(architectural) paints and industrial paints.
Decorative paints: The decorative paint segment can be classified into interior paints and
exterior or cement paints. 80% of the decorative paints account for interior paints, which consists
of premium, medium and economy categories. The premium category consists of plastic
emulsions, the medium-priced category consists of synthetic enamels and the economy category
consists of distempers.
Fig no:2.2
Fig no:2.3
Demand for these paints is relatively price inelastic, but is prone to business cycles and depends
on industrial and economic growth. Major end user industries include shipping, capital goods,
white goods and heavy industries.
The industrial paints segment due to specialized technology and high capital expenditure attracts
fewer players. Most Indian companies have tied up with or are in the process of tying up with
international paint majors to have access to the latest technology. A tie-up with a global paint
manufacturer also enables the domestic company to supply to local customers of its partner. For
example, Good lass Nerolac is a major supplier to Maruti Suzuki because of Kansai, its Japanese
EMULSIONS: Emulsions are plastic paints which are used for the decorative purpose in the
exterior and interior walls. There are two types of emulsions namely:
• EXTERIOR EMULSION: These are mainly used in the exterior walls. Exterior
emulsions are some time can be used in interior walls also. There are two categories of
exterior emulsions:
a) Premium quality exterior emulsions
b) Regular exterior emulsions
c) Low quality exterior emulsions
Example: Excel everlast, Excel total, Excel, Suraksha Advanced, Suraksha Plastic.etc.
INTERIOR EMULSION: These are mainly used in the interior walls. They are washable.
Interior emulsions cannot be used in exterior surfaces. There are four types of interior
emulsions :
a) Premium quality interior emulsion
b) Washable interior emulsion
c) Regular interior emulsion
d) Low interior emulsion
DISTEMPER: These are the paints which are considered to be cheaper as compared to the
emulsions to make the walls beautiful. These are the modified form of limestone
which are now available in different colours and different forms. These can make ones room, or
any dwelling place beautiful, colorful, and entertaining. There are three kinds of distemper:
a) Matt finish
b) Washable
c) Water Based
Example: Nerolac Beauty Premium Acrylic Distemper(NBPAD), Nerolac Beauty
Acrylic Distemper(NBAD), Nerolac Oil bound Distemper(NBOBD), Nerolac Beauty
Platinum, Nerolac Beauty Gold, Nerolac Beauty Silver, Nerolac Beauty Regular and
Goody Synthetic Distemper.
ENAMELS: Enamels are oil based paints which are used to paint the surfaces of the wood and
metals. These give the surfaces of the wood and the metals a surprising colour and finish. Iron
grills and wooden items like the doors, windows etc look very beautiful after being painted by
the enamels. There are three categories of enamels:
a) Hi-Gloss enamel
b) Satin enamel
c) Smooth finish enamel
The types of paints available in the market and their utility is:
COMPANY &COMPANY
VIS-À-VIS
IT’S COMPETITORS
Kansai Nerolac Paints Limited, a subsidiary of Kansai Paints, Japan, has been at the frontline of
paint manufacturing, pioneering a wide spectrum of quality paints through constant innovation
and superior, new products. The company is the leader in Industrial paints sector in India and has
set distinguishing benchmarks as a customer centric paint service provider.
In today’s dynamic business environment, no organization can afford to survive without a well-
articulated and carefully thought vision stating the overall strategic direction and long-term
future of its business.. To quote the vision of the organization:
“It is our vision to leverage global technology, for serving our customers with superior
coating systems built on innovative and superior products and world class solutions, to
“We firmly believe that it is not only the vision of where we wish to go which will form a
cornerstone of all our further growth, but also our conviction to the fact that the values based
proposition has to be ultimate foundation of our business”.To this end the company consciously
have internalized and been practicing these values in all its business transactions though human
beings.
Innovation
Entrepreneurial
Responsive
Simplicity
Team Orientation
Cultural Ethos
In 1983, Goodlass Nerolac Paints Ltd. strengthened itself by entering in technical collaboration
agreements with Kansai Paint Co. Ltd., Japan and Nihon Tokushu Toryo Co. Ltd., Japan.
SSS In 1986, Goodlass Nerolac Paints Ltd. turned into a joint venture of the Tata Forbes and the
Kansai Paint Co. Ltd., with the latter acquiring 36% of its share capital.In 1999, Kansai Paint
Company Ltd., Japan took over the entire stake of Tata Forbes group and thus GNP became a wholly
owned subsidiary of Kansai Paint Company Ltd.
In 2006, on the 11th of July, Good lass Nerolac Paints Ltd. name has been changed to Kansai Nerolac
Paints Ltd.
Business Description
Kansai Paint Co Ltd. The Group's principal activity is the manufacture and sale of paint and
other products. The operations of the Group are carried out through the following divisions:
Painting operations and Other operations. Painting operation includes automotive coating,
decorative coating, industrial coating, construction coating and marine and protective coating.
Other operations include optical fiber communications and environmental preservation.
Associate company
Working together requires that we have a friendly atmosphere based on trust and respect
amongst all of us. At Nerolac they follow an Open Door policy. Any person is free and
welcomed to share good idea, suggestion, doubt, problem about job or work place, or
uncertainties about one’s future in the organization. An open and transparent communication is
appreciated.
ENVIRONMENTAL POLICY:
Kansai Nerolac Paints Limited manufacture paints for beautification of assets. They are
committed themselves towards environmental protection and conservation of natural resources.
They shall evaluate the environmental impacts of their activities during the development of
THE HR PHILOSOPHY:
Our Human Resource Policy is, to facilitate creation of synergy, mutuality and interdependence
between individual and corporate development and growth through total employee involvement
and building an enabling work culture in the organization.
Social Responsibility
The company continues to make its due contribution to community relief and development
activities and has donated both in cash and kind for the beautification of some public places in
Mumbai and elsewhere. The company continued its activities directly or indirectly through
trusts/agencies in community Development and Social Welfare including contributions towards
national defense, medical help, education, improvement of environment etc.
Nerolac has a complement of young and vibrant managers and executives all with contemporary
professional qualifications. The average age is about 37 years.
“The people who make the company are its real assets.”
At Kansai Nerolac, the company stands by this. The success of Kansai Nerolac has hinged on this
philosophy since 1920, and being the second largest paint company in India is the rightful tribute to its
people's commitment and dedication. The team of PhD’s, engineers and technicians visit
collaborator's plants abroad to update themselves with the latest technique
Table no:3.1
Table no:3.2
Be that a plant worker or a top-ranking manager – when it comes to training & development,
everybody is important in Nerolac . Besides, well designed training and development
programmes, They have brief interactive sessions regularly with an outside expert or a senior
professional from industry from any discipline. ‘Saunvad’ is what they call these interactive
sessions. The session could be on any subject – be that health related, spirituality or a typical
business related theme. they encourage employees to participate in external seminars and
training programmes as faculty and disseminate knowledge.
While they regularly induct talent from outside, they believe in growing their own timber. they
look at their people, evaluate their strengths, assess their development needs, develop them and
give them career opportunities within the organization. Towards this intent they conduct
Development Centers. It is an initiative with a clear focus on people available in the
organization.. the Development Centers are aimed at helping people build on their strengths and
improve in the areas of inadequacies. Besides Development Centers, they also provide
multidimensional feedback to senior managers on their individual profiles by periodically
conducting 360-degree appraisals.
The keystone of Kansai Nerolac's success has been its investment in technology and the
importance given to Research and Development. The company has, over the years, set up
excellent facilities for developmental research, improving its manufacturing processes and
continuously innovating on its product
MANUFACTURING STRENGTH:
GEOGRAPHICAL PRESENCE:
Kansai Nerolac has been operating and rendering its services in 22 states of India.
Table no:3.3
NAME OF THE STATE CITIES
Andhra Pradesh Hyderabad,Vijaywada,Vishakapatnam
Assam Guwahati
of vastu shastra. This is how you can get bliss to your life, It aims at providing guidelines for
proper construction. It’s a study of planetary influences on buildings and the people who
live in them
.
Quality Safety and Environment
Quality-- In continuation of our efforts to achieve highest Quality standards we the Kansai
Nerolac Paints Ltd have successfully implemented various Quality Managements Systems in our
organization. All manufacturing locations of KNPL have been certified for ISO 9001-2000
Being major Industrial paint manufacturer & supplier to OEM customers KNPL has also
implemented QMS as specified by ISO/TS 16949 standard .Our industrial paint manufacturing
locations are certified for ISO/TS 16949 -2002
The Japanese 5-S and TPM (total productive maintenance) concepts have been implemented in
organization.
Safety The Company takes the greatest possible care to ensure the safety, health and welfare of
its staff and the communities living around its facilities. All manufacturing locations are
OHSAS-18001 certified. Safety is given paramount importance across the organization. Safety
and occupational health programme are in place to ensure the wellbeing of employees and
facilities at all locations. The safety management system is in line with guidelines set by the
British Safety Council.
manufacturing locations are ISO-14001 certified which helps the organization to achieve sound
wastes and losses through optimal use of resources & refining processes. KNPL makes
environmental information available to all stakeholders through its annual environmental report
Advertising
Incentives.
Painter’s Meet.
Tokens.
At Kansai Nerolac, the marketing function has been one of the pillars behind building a
successful organization. We believe our key strength lies in understanding the consumer and
communicating with him in a language they understand and relate to best. Nerolac
commercials have been well -loved over the years and its jingle - 'Jab ghar ki raunaq
badhaani ho...' is now a familiar tune in every Indian household.
Over the years, Nerolac has undertaken several initiatives, which have met with
unprecedented success and really made people really sit up and take notice of the brand.
Beginning with the introduction of the new Brush stroke logo, which stands for the ‘process
of painting’. It depicts motion, dynamism and progress through change. The signal red
color, which is the color of Nerolac, is symbolic of eternal joy and hope. It has now become
an integral part of our brand identity and now appears as a sign-off on any kind of
communication.
Another one of the marketing initiative was the unveiling of the new corporate campaign
with Mr. Amitabh Bachchan as our brand ambassador. In this campaign, Amitabh
Bachchan embodied Nerolac and showed how it touches the lives and dreams of people...no
matter who they are and where they come from. The essence of this thought was captured in
the new baseline ‘Yeh Rang hain jo har kisi ko chhoota hain’.
Apart from the corporate campaign, we also released a new commercial for Nerolac Suraksha
with Mr.Bachchan. Focusing on the fast growing exterior category, this commercial playfully
demonstrates Suraksha's proposition of protection.
Another one of the initiatives launched, during the festival season of Diwali was “Har Din
Diwali” a promotional campaign aimed at the customer. The unique feature of this campaign
was the opportunity to win daily prizes through out the entire duration of 55 days of the
campaign. In addition to the daily prizes there was also a grand bumper prize to be won. For
sure this was one campaign that was a runaway success.now with the campaign”tere raang
raang tere saanga”
.On the award front, we made a great start to the year by winning two Emvies, or media
awards for innovative executions. So, it has been another successful year for Nerolac.
Recently, Sahrukh khan has been roped as the brand ambassador of KNPL.
This collection follows the worldwide trend of deriving colour from fashion. This collection
brings a close symbiosis of fashion and colour. Various industries like apparels, leather,
accessories, jewellery, automobiles, etc adopt this trend and paint Industry is one of them.
"RENEWAL" is the Central Theme of this collection. This collection aims to break the
mundane chores of a common man by portraying how fashion can be used to accentuate &
beautify his house. Colors in homes reflect a lot about the individualistic style & personality
of a person. This collection showcases the striking resemblance between fashion elements
and walls and how the optimum use of all these elements could beautify & enhance the
overall décor of your home. In short it is all about “HOME FASHION”.
DISTRIBUTION CHANNEL
Nerolac’s strength of wide spread distribution network is its right arm in generating sales
revenue from all parts of India. Nerolac has a wide distribution network of more than over
11,000 dealers. Kansai Nerolac have eight Sales Divisions and each division has depots to
take care of local needs. In all it has 66 depotsand many more being added each year.
All this ensures complete reach in India including rural and up country markets.
SWOT ANALYSIS
1. Most of the counters of Kansai Nerolac Paints in Ranchi are Machine equipped, hence,
are high on technology compared to that of the competitors and also they more trained &
knowledgeable.
2. Sophisticated testing and analytical instruments, colour Computers and accelerated
weathering equipment are used for developing and standardizing products to maintain
optimum quality.
3. Building upon its foundation of experience and expertise, Kansai Nerolac constantly
upgrades the knowledge and skills of its people, to stay abreast of the latest technological
development and management practices.
4. Kansai Nerolac Paints provide quality products and better services for the Consumers
compare to other company’s products.
5. Company staffs at Ranchi are very friendly and are good enough to build mutual
understanding and a relation of faith with the dealers of the company. This helps them in
convincing the dealers.
6. The schemes of the company for the dealers and also the margin provided by the company
is liked by the paint dealers compared to that of other company.
WEAKNESSES:
1. The advertisement portion of Kansai Nerolac Paints Ltd. is not so much strong as it is
expected in the Paint industry to stay in the competitive market.
2. Company does not often call painter’s meet and hence unable to convince the painters on
whom the end user relies the most.
3. There is absence of dealer’s meet also.
4. There are many dealers of Kansai Nerolac near each other in the same place but the far
away places of the town are ignored.
5. Accounting problems are predominantly present.
6. Schemes usually runs late, even the winners haven’t got the prize yet.
7.Some dealers complain about the irregular visit of company’s representative.
8. The paint industry is not capital intensive.
9. It has a high entry barrier in the form of distribution network and product branding.
10. Fresh capacity is likely to come from existing players only.
11. Promotional activities in the institutions like nursing homes/hospitals, hotels and schools
are not up to the mark. The approach in these areas is weak.
12.Inability to provide the samples which the large hotels , nursing homes and painters asked
for.
OPPORTUNITIES:
Asian Paints is India's largest and Asia's third largest paint company today, with a turnover of
Rs 44.04 billion (around USD 1.1 billion). The company has an enviable reputation in the
corporate world for professionalism, fast track growth and building shareholder equity. Asian
Paints operates in 20 countries and has 28 paint manufacturing facilities in the world
servicing consumers in over 65 countries. Besides Asian Paints, the group operates around
the world through its subsidiaries, Berger International Limited, Apco Coatings, SCIB Paints
and Taubmans.
Corporate Information
Asian Paints is a fully integrated paints company that employs the most advanced and
prudent principles for its working.
Group Subsidiaries
Currently, South Asia, South East Asia, South Pacific, Middle East & Caribbean region are
covered through five corporate brands viz. Asian Paints, Berger International, SCIB Paints,
APCO Coatings & Taubmans respective
Chapter-4
AN EMPIRICAL STUDY
ON MARKET ANALYSIS
OF PAINT INDUSTRY VIS-
À-VIS KANSAI
NEROLAC PAINTS
This survey was all about collecting data from the paint dealers and retailers of
various paint company in the city of Ranchi about the true potential of the market. Here I
had to collect data regarding the potential of the dealer, contribution of major companies such
as Asian paints, Berger Paints, ICI Paints and others in it, satisfaction level of the consumers,
complain (if any), promotional scheme are known or not, availability of products at dealers
etc. I had also visited retailers for the same and also noted the supplier of their inventory.
Moreover in the second stage of my training I was assigned the task to visit painters and
collect name, address and phone number for painter meet.
The main objective of the survey was to find out the present status and potential of
Ranchi market and also the position of Kansai Nerolac among the competitors. One more
thing we need to collect was the information about what kind of problems customers and
dealers are facing in procuring the products.
This information was really helpful for us to have an idea about the market share of the
company at Ranchi.
Field work was done during the period of 1st Aug 2010 to 30th Aug 2010, which includes
visiting the dealers, retailers, etc and collecting the data.
The data
collected
through
questionnaires
were entered
into Microsoft
Excel and
analysis was
made in
Microsoft
Excel only.In
this survey I have gone to different shops like paint dealers of all the companies, paint
retailers, sanitary shops, ply centers and collected data from them. I visited 35 paint dealers &
retailers . It was a good sample size for a survey. The data collected from them has been
given below according to which I had analyzed the different possibilities and done
predictions about the future
Q. Which influences the most in taking the purchase decision about the paint brand?
SHOPKEEPER(DEALER) 11
PAINTER 11
SELF CHOICE 7
Interpretation: The painters recommendation regarding the paint brand constitute the
major role in purchase decisions so company should target them inorder to boost the sales
figure. Awareness about the product features and benefits should be carried on war scale.
The dealers and the shopkeepers the next target, through discounts and offers they should be
motivated to sell the particular brand.
N.IMPRESSION 12
N.EXCEL 11
N.ENAMEL 8
N.SURAKSHA 4
N-BEAUTY 4
N-B.GOLD 6
AP-ACE 19
AP-APEX 20
AP-ENAMEL 16
AP-ROYALE 2
AP-UTSAV 6
BP-EC 3
ICI-WS 6
ICI-DUCO 2
Interpretation: Apex and the Ace are the brands of Asian paints which rules the paint
market. The Impression from Nerolac stands at the third position. The gap between the first
and the position can be narrowed down by proper promotion tools and incentive plans.
IMPORTANT SITES
A. HINOO:- a. Near linkage
b.Hinoo bridge
B. DORANDA:- a. form center ,bus stop
b.near Mecon gate,
c.opp hotel Yuvraj
C.RAJENDRA CHOWK(overbridge):-a. bus stop near fire brigade headquarter i.e on
both sides
D.OVER BRIDGE:-a. Shannu beauty parlour(near )
b. near Uppal complex
E SERAM TOLI CHOWK:-
F.JAIL CHOWK
H.NEAR WOMEN’S COLLEGE ART’S BLOCK
I. OPPOSITE GOSSNER COLLEGE (Bus stop)
Chapter-5
SUMMARY OF FINDINGS,
SUGGESTIONS &CONCLUSION
Others
8
Market Share(%)
Shalimar
Others
4%
8% Asian Paints
Asian Paints
J&N KNPL
33%
6%
Berger
ICI
ICI
J& N
17%
Shalimar
Berger KNPL
Others
17% 15%
61% dealers are fully satisfied with their respective paint company
More than 50% dealer quotes non availability of nerolac paint as a reason for
More amount of interior paints are sold from counters than exterior .
Every dealer deals in both interior as well as exterior paints i.e premium &
economy
Maximum dealer expects hign margin & rebate from the company.
• Depot in Ranchi is very much essential for the growth of KNP in this city.
• Company must explore the interior areas and try to make new dealers over there.
• Company must keep regular monitoring on the dealers and supply, which may retain
the availability and continuity.
• Company must provide a gift or bonus to the dealers, painters and the contractors.
• Company must distribute a gift and schemes through a proper channel.
• Company must organize dealer’s and painters meet from time to time so that they can
be made aware of the new products (if any) which is going to be launched in the
market.
• Sales Supervisor should have good interaction with the dealers which results in
increase in sales.
• Executive should take the feedback from the dealers about the service of the Sales
Supervisor and the dealers.
• Company must provide better services and try to attend the suggestions and
complaints by the retailers, dealers, painters etc.
• The sales supervisor must visit the institutions on a regular basis especially in the
seasonal time.
• The company must promote its products through continuous advertisement by the
means of different media. The advertisement should come not only in the seasons but
also during the off-season.
From the data analysis and survey conducted by me I found that Ranchi, as the capital of
Jharkhand, is a centre of development, construction and industries, and thus provides ample
opportunities for the paint sector to grow. Though Kansai Nerolac Paints Ltd.is the 2 nd leader
in paint industry in the Indian subcontinent, but here in Ranchi it needs improvement. In
Ranchi town it is at 3rd position. Its chief competitors are Asian paints, Berger paints and ICI
paints. Also the constructions are shifting towards the outskirts of the town, so it become
necessary to have dealers in the far flung areas.
So far as dealers are concerned, they are all profit driven and they claim that they can sell
any brand,as customers depend on their consent we should beware of such people. Most of
them carry two or more brands, and push to customer the one having better schemes and easy
availability. Some of customers stick on their own choice of the brand but majority of them
relies on the painters and the paint sellers because paint is not a product of daily use, and
according to them these people must have better knowledge regarding paints.
Kansai Nerolac Paints Limited has a good number of dealers in the town and are in almost
each area but their order quantity for KNPL’s product lack behind that of other brands. Most
of them says that this is happening due to absence of company godown in the region and due
to less demand. As far as the institutional and project business is concerned Nerolac has to
work a lot to increase its share in the institutions. As per our observation we came to the
conclusion that there should be continuous approach and backup by the company executives
so as to increase the institutional sale.
What we have observed that the demand of a particular brand in the paint segment is directly
proportional to its availability and display at the dealer’s counter, and also its presence at the
dealer’s, painter’s and customer’s word of mouth.