A

PROJECT REPORT

ON

ANALYSIS ON

MARKETING ANALYSIS OF RETAIL PRODUCTS

AT

BALLARPUR INDUSTRIES LTD(UNIT SHREE GOPAL YAMUNA NAGAR)

SUBMITTED TOKURKUSHETRA UNIVERSITY KURKUSHETRA

(SESSION 2007-2008)

UNDER THE SUPERVISIONMRSANJEEV RAHEJAMRMUNISH DHIR

1

SUBMITTED BYMONIKA SINGHMBA (ADVERTampSALES MGT)

CONTENT

ACKNOWLEDGEMENT PREFACE COMPANY PROFILE

HISTORY amp BACKGROUND INTRODUCTION LOCATION OF BILT UNIT SHREE GOPAL PAPER MAKING PROCESS BRAND QUALITY REPORT VARIOUS DEPARTMENT AT UNIT SHREE GOPAL STRUCTURE OF THE MARKETING DEPARTMENT POLICIES OF ORGANISATION VISION AND MISSION OF BILT SWOT ANALAYSIS

OBJECTIVES MERGERS amp ACQUISITIONS RESEARCH METHODOLOGY

DATA COLLECTION ASSUMPTION OF THE STUDY

INTRODUCTION TO MARKETING ANALYSIS OF RETAIL PRODUCTS

FINDINGS amp ANALYSIS MARKETING ANALYSIS OF REATIL PRODUCTS LIMITATION OF THE STUDY SUGGESTION CONCLUSION BIBILOGRAPHY

2

ACKNOWLEDGEMENT

Perseverance inspiration and motivation have always played a great role in the success of any venture At this level of understanding it is often difficult to understand the wide spectrum of knowledge without proper guidance and adviceThis report conveys my heartiest thanks to MrSANJEEV RAHEJA (DYManager ) and all the Officers and Staff Members of Marketing and Service Department and I am also thank full to all the team of this Unit Who have given me their full cooperation and devoted their valuable time for rendering me their needy services and guidelines during the training period With those sincere and precious efforts I have been able to complete my practical training successfullyAgain I wish to express my sincere gratitude to Mr SANJEEV RAHEJA ( DYManager ) Marketing amp service department for providing me the training facilities

WITH SINCERE THANKS

3

PREFACE

Practical training is an important part of the theoretical studies It is of an immense importance in the field of management It offers the student to explore the valuable treasure of experience and an exposure to real work culture followed by the industries and there by helping the students to bridge gap between the theories explained in the books and their practical implementations

Training plays an important role in future building of an individual so that heshe can better understand the real world in which he has to work in future The theory greatly enhance our knowledge and provide opportunities to blend theoretical with the practical knowledge where trainees get familiar with certain aspects of industries like shop floor management production process and industrial relations I feel proud to get myself trained at Ballarpur Industry Limited (Unit Shree Gopal) Yamuna Nagar Ballarpur Industry Limited is the leading paper manufacturing Company in IndiaI have taken up training in Marketing amp Service Department and have studied and explained the need for MARKETING ANALYSIS as well as its management and financing I availed this opportunity in a very satisfactory manner and

4

have tried to cover each and every aspect that I came across during my training period

HISTORY AND BACKGROUND

Shree Gopal Unit of Ballarpur industries Ltd was originally established by The English companies known as ldquoFoundation Company of Englandrdquo in 1925As the time of its establishment its name was ldquoPunjab pulp and paper millsrdquo and its production capacity was 15-20 tones of paper per day This was based on grass and street collected rags as a basic raw material Since there was no electricity in the area those days it had its turbine and generator Financial position of the company was not sound so all these factors forced the mill to shut down The mill remained shut for nearly 11 year Despite of the sporadic efforts by the management the mill could not be restored and was ultimately brought under liquidationThe mill was auctioned in 1936 and purchased by Lala Karam Chand Thapar In 1951 the group of Madhya Pardesh on the recommendation of shroff committee offered in 1988 Himachal Pradesh Boilers and Power plant and TG Turbine was installed The production of electricity was raised to 18mw In 1991 the ABL recovery boilers started functioning and pollution was controlledToday this unit has got 6 paper machines and 1 coating plants amp a sophisticated specialty plant It has also taken first step for environment protection with the installation of electrostatics precipitator for pollution control

5

INTODUCTION

BALLARPUR INDUSTRIES LIMITED popularly known as BILT is lsquoefficiently managed lsquofinancially soundrsquo and lsquoself sufficient and lsquoself made companyrsquo with paper as its core business and also having interest in chemicals foods and ITBALLARPUR INDUSTRIES LIMITED(BILT) pomoted by LM Thapar is the leader in Indian paper industry with and annual production capacity of 480000 MT spread over in five manufacturing facilities produces ordinary and superior varieties of writing printing and specialty papers etc

BILT which is originally incorporated in 1945 as Ballarpur straw Board Mills has changed its name in march 1946 to Ballarpur paper and straw board mills and again it was changed to the present name in October 1975since then the company has grown to be a leader in paper industry by continuous expansion and modernization of its capacity and plant and strategic acquisition expansion and modernization of its capacity and plant and strategic acquisition In 1969 the company has merged Shree Gopal paper mills with itself and the company which has acquired the sinar mass pulp and paper (India) Ltd (BGPL) which has state of the art 145000TPA paper plant and a market leader in the high end coated art paper and art paper board segment in India is planning to bring the paper unit of BGPL into its fold and consolidating its paper operation under one umbrella

6

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

CONTENT

ACKNOWLEDGEMENT PREFACE COMPANY PROFILE

HISTORY amp BACKGROUND INTRODUCTION LOCATION OF BILT UNIT SHREE GOPAL PAPER MAKING PROCESS BRAND QUALITY REPORT VARIOUS DEPARTMENT AT UNIT SHREE GOPAL STRUCTURE OF THE MARKETING DEPARTMENT POLICIES OF ORGANISATION VISION AND MISSION OF BILT SWOT ANALAYSIS

OBJECTIVES MERGERS amp ACQUISITIONS RESEARCH METHODOLOGY

DATA COLLECTION ASSUMPTION OF THE STUDY

INTRODUCTION TO MARKETING ANALYSIS OF RETAIL PRODUCTS

FINDINGS amp ANALYSIS MARKETING ANALYSIS OF REATIL PRODUCTS LIMITATION OF THE STUDY SUGGESTION CONCLUSION BIBILOGRAPHY

2

ACKNOWLEDGEMENT

Perseverance inspiration and motivation have always played a great role in the success of any venture At this level of understanding it is often difficult to understand the wide spectrum of knowledge without proper guidance and adviceThis report conveys my heartiest thanks to MrSANJEEV RAHEJA (DYManager ) and all the Officers and Staff Members of Marketing and Service Department and I am also thank full to all the team of this Unit Who have given me their full cooperation and devoted their valuable time for rendering me their needy services and guidelines during the training period With those sincere and precious efforts I have been able to complete my practical training successfullyAgain I wish to express my sincere gratitude to Mr SANJEEV RAHEJA ( DYManager ) Marketing amp service department for providing me the training facilities

WITH SINCERE THANKS

3

PREFACE

Practical training is an important part of the theoretical studies It is of an immense importance in the field of management It offers the student to explore the valuable treasure of experience and an exposure to real work culture followed by the industries and there by helping the students to bridge gap between the theories explained in the books and their practical implementations

Training plays an important role in future building of an individual so that heshe can better understand the real world in which he has to work in future The theory greatly enhance our knowledge and provide opportunities to blend theoretical with the practical knowledge where trainees get familiar with certain aspects of industries like shop floor management production process and industrial relations I feel proud to get myself trained at Ballarpur Industry Limited (Unit Shree Gopal) Yamuna Nagar Ballarpur Industry Limited is the leading paper manufacturing Company in IndiaI have taken up training in Marketing amp Service Department and have studied and explained the need for MARKETING ANALYSIS as well as its management and financing I availed this opportunity in a very satisfactory manner and

4

have tried to cover each and every aspect that I came across during my training period

HISTORY AND BACKGROUND

Shree Gopal Unit of Ballarpur industries Ltd was originally established by The English companies known as ldquoFoundation Company of Englandrdquo in 1925As the time of its establishment its name was ldquoPunjab pulp and paper millsrdquo and its production capacity was 15-20 tones of paper per day This was based on grass and street collected rags as a basic raw material Since there was no electricity in the area those days it had its turbine and generator Financial position of the company was not sound so all these factors forced the mill to shut down The mill remained shut for nearly 11 year Despite of the sporadic efforts by the management the mill could not be restored and was ultimately brought under liquidationThe mill was auctioned in 1936 and purchased by Lala Karam Chand Thapar In 1951 the group of Madhya Pardesh on the recommendation of shroff committee offered in 1988 Himachal Pradesh Boilers and Power plant and TG Turbine was installed The production of electricity was raised to 18mw In 1991 the ABL recovery boilers started functioning and pollution was controlledToday this unit has got 6 paper machines and 1 coating plants amp a sophisticated specialty plant It has also taken first step for environment protection with the installation of electrostatics precipitator for pollution control

5

INTODUCTION

BALLARPUR INDUSTRIES LIMITED popularly known as BILT is lsquoefficiently managed lsquofinancially soundrsquo and lsquoself sufficient and lsquoself made companyrsquo with paper as its core business and also having interest in chemicals foods and ITBALLARPUR INDUSTRIES LIMITED(BILT) pomoted by LM Thapar is the leader in Indian paper industry with and annual production capacity of 480000 MT spread over in five manufacturing facilities produces ordinary and superior varieties of writing printing and specialty papers etc

BILT which is originally incorporated in 1945 as Ballarpur straw Board Mills has changed its name in march 1946 to Ballarpur paper and straw board mills and again it was changed to the present name in October 1975since then the company has grown to be a leader in paper industry by continuous expansion and modernization of its capacity and plant and strategic acquisition expansion and modernization of its capacity and plant and strategic acquisition In 1969 the company has merged Shree Gopal paper mills with itself and the company which has acquired the sinar mass pulp and paper (India) Ltd (BGPL) which has state of the art 145000TPA paper plant and a market leader in the high end coated art paper and art paper board segment in India is planning to bring the paper unit of BGPL into its fold and consolidating its paper operation under one umbrella

6

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

ACKNOWLEDGEMENT

Perseverance inspiration and motivation have always played a great role in the success of any venture At this level of understanding it is often difficult to understand the wide spectrum of knowledge without proper guidance and adviceThis report conveys my heartiest thanks to MrSANJEEV RAHEJA (DYManager ) and all the Officers and Staff Members of Marketing and Service Department and I am also thank full to all the team of this Unit Who have given me their full cooperation and devoted their valuable time for rendering me their needy services and guidelines during the training period With those sincere and precious efforts I have been able to complete my practical training successfullyAgain I wish to express my sincere gratitude to Mr SANJEEV RAHEJA ( DYManager ) Marketing amp service department for providing me the training facilities

WITH SINCERE THANKS

3

PREFACE

Practical training is an important part of the theoretical studies It is of an immense importance in the field of management It offers the student to explore the valuable treasure of experience and an exposure to real work culture followed by the industries and there by helping the students to bridge gap between the theories explained in the books and their practical implementations

Training plays an important role in future building of an individual so that heshe can better understand the real world in which he has to work in future The theory greatly enhance our knowledge and provide opportunities to blend theoretical with the practical knowledge where trainees get familiar with certain aspects of industries like shop floor management production process and industrial relations I feel proud to get myself trained at Ballarpur Industry Limited (Unit Shree Gopal) Yamuna Nagar Ballarpur Industry Limited is the leading paper manufacturing Company in IndiaI have taken up training in Marketing amp Service Department and have studied and explained the need for MARKETING ANALYSIS as well as its management and financing I availed this opportunity in a very satisfactory manner and

4

have tried to cover each and every aspect that I came across during my training period

HISTORY AND BACKGROUND

Shree Gopal Unit of Ballarpur industries Ltd was originally established by The English companies known as ldquoFoundation Company of Englandrdquo in 1925As the time of its establishment its name was ldquoPunjab pulp and paper millsrdquo and its production capacity was 15-20 tones of paper per day This was based on grass and street collected rags as a basic raw material Since there was no electricity in the area those days it had its turbine and generator Financial position of the company was not sound so all these factors forced the mill to shut down The mill remained shut for nearly 11 year Despite of the sporadic efforts by the management the mill could not be restored and was ultimately brought under liquidationThe mill was auctioned in 1936 and purchased by Lala Karam Chand Thapar In 1951 the group of Madhya Pardesh on the recommendation of shroff committee offered in 1988 Himachal Pradesh Boilers and Power plant and TG Turbine was installed The production of electricity was raised to 18mw In 1991 the ABL recovery boilers started functioning and pollution was controlledToday this unit has got 6 paper machines and 1 coating plants amp a sophisticated specialty plant It has also taken first step for environment protection with the installation of electrostatics precipitator for pollution control

5

INTODUCTION

BALLARPUR INDUSTRIES LIMITED popularly known as BILT is lsquoefficiently managed lsquofinancially soundrsquo and lsquoself sufficient and lsquoself made companyrsquo with paper as its core business and also having interest in chemicals foods and ITBALLARPUR INDUSTRIES LIMITED(BILT) pomoted by LM Thapar is the leader in Indian paper industry with and annual production capacity of 480000 MT spread over in five manufacturing facilities produces ordinary and superior varieties of writing printing and specialty papers etc

BILT which is originally incorporated in 1945 as Ballarpur straw Board Mills has changed its name in march 1946 to Ballarpur paper and straw board mills and again it was changed to the present name in October 1975since then the company has grown to be a leader in paper industry by continuous expansion and modernization of its capacity and plant and strategic acquisition expansion and modernization of its capacity and plant and strategic acquisition In 1969 the company has merged Shree Gopal paper mills with itself and the company which has acquired the sinar mass pulp and paper (India) Ltd (BGPL) which has state of the art 145000TPA paper plant and a market leader in the high end coated art paper and art paper board segment in India is planning to bring the paper unit of BGPL into its fold and consolidating its paper operation under one umbrella

6

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

PREFACE

Practical training is an important part of the theoretical studies It is of an immense importance in the field of management It offers the student to explore the valuable treasure of experience and an exposure to real work culture followed by the industries and there by helping the students to bridge gap between the theories explained in the books and their practical implementations

Training plays an important role in future building of an individual so that heshe can better understand the real world in which he has to work in future The theory greatly enhance our knowledge and provide opportunities to blend theoretical with the practical knowledge where trainees get familiar with certain aspects of industries like shop floor management production process and industrial relations I feel proud to get myself trained at Ballarpur Industry Limited (Unit Shree Gopal) Yamuna Nagar Ballarpur Industry Limited is the leading paper manufacturing Company in IndiaI have taken up training in Marketing amp Service Department and have studied and explained the need for MARKETING ANALYSIS as well as its management and financing I availed this opportunity in a very satisfactory manner and

4

have tried to cover each and every aspect that I came across during my training period

HISTORY AND BACKGROUND

Shree Gopal Unit of Ballarpur industries Ltd was originally established by The English companies known as ldquoFoundation Company of Englandrdquo in 1925As the time of its establishment its name was ldquoPunjab pulp and paper millsrdquo and its production capacity was 15-20 tones of paper per day This was based on grass and street collected rags as a basic raw material Since there was no electricity in the area those days it had its turbine and generator Financial position of the company was not sound so all these factors forced the mill to shut down The mill remained shut for nearly 11 year Despite of the sporadic efforts by the management the mill could not be restored and was ultimately brought under liquidationThe mill was auctioned in 1936 and purchased by Lala Karam Chand Thapar In 1951 the group of Madhya Pardesh on the recommendation of shroff committee offered in 1988 Himachal Pradesh Boilers and Power plant and TG Turbine was installed The production of electricity was raised to 18mw In 1991 the ABL recovery boilers started functioning and pollution was controlledToday this unit has got 6 paper machines and 1 coating plants amp a sophisticated specialty plant It has also taken first step for environment protection with the installation of electrostatics precipitator for pollution control

5

INTODUCTION

BALLARPUR INDUSTRIES LIMITED popularly known as BILT is lsquoefficiently managed lsquofinancially soundrsquo and lsquoself sufficient and lsquoself made companyrsquo with paper as its core business and also having interest in chemicals foods and ITBALLARPUR INDUSTRIES LIMITED(BILT) pomoted by LM Thapar is the leader in Indian paper industry with and annual production capacity of 480000 MT spread over in five manufacturing facilities produces ordinary and superior varieties of writing printing and specialty papers etc

BILT which is originally incorporated in 1945 as Ballarpur straw Board Mills has changed its name in march 1946 to Ballarpur paper and straw board mills and again it was changed to the present name in October 1975since then the company has grown to be a leader in paper industry by continuous expansion and modernization of its capacity and plant and strategic acquisition expansion and modernization of its capacity and plant and strategic acquisition In 1969 the company has merged Shree Gopal paper mills with itself and the company which has acquired the sinar mass pulp and paper (India) Ltd (BGPL) which has state of the art 145000TPA paper plant and a market leader in the high end coated art paper and art paper board segment in India is planning to bring the paper unit of BGPL into its fold and consolidating its paper operation under one umbrella

6

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

have tried to cover each and every aspect that I came across during my training period

HISTORY AND BACKGROUND

Shree Gopal Unit of Ballarpur industries Ltd was originally established by The English companies known as ldquoFoundation Company of Englandrdquo in 1925As the time of its establishment its name was ldquoPunjab pulp and paper millsrdquo and its production capacity was 15-20 tones of paper per day This was based on grass and street collected rags as a basic raw material Since there was no electricity in the area those days it had its turbine and generator Financial position of the company was not sound so all these factors forced the mill to shut down The mill remained shut for nearly 11 year Despite of the sporadic efforts by the management the mill could not be restored and was ultimately brought under liquidationThe mill was auctioned in 1936 and purchased by Lala Karam Chand Thapar In 1951 the group of Madhya Pardesh on the recommendation of shroff committee offered in 1988 Himachal Pradesh Boilers and Power plant and TG Turbine was installed The production of electricity was raised to 18mw In 1991 the ABL recovery boilers started functioning and pollution was controlledToday this unit has got 6 paper machines and 1 coating plants amp a sophisticated specialty plant It has also taken first step for environment protection with the installation of electrostatics precipitator for pollution control

5

INTODUCTION

BALLARPUR INDUSTRIES LIMITED popularly known as BILT is lsquoefficiently managed lsquofinancially soundrsquo and lsquoself sufficient and lsquoself made companyrsquo with paper as its core business and also having interest in chemicals foods and ITBALLARPUR INDUSTRIES LIMITED(BILT) pomoted by LM Thapar is the leader in Indian paper industry with and annual production capacity of 480000 MT spread over in five manufacturing facilities produces ordinary and superior varieties of writing printing and specialty papers etc

BILT which is originally incorporated in 1945 as Ballarpur straw Board Mills has changed its name in march 1946 to Ballarpur paper and straw board mills and again it was changed to the present name in October 1975since then the company has grown to be a leader in paper industry by continuous expansion and modernization of its capacity and plant and strategic acquisition expansion and modernization of its capacity and plant and strategic acquisition In 1969 the company has merged Shree Gopal paper mills with itself and the company which has acquired the sinar mass pulp and paper (India) Ltd (BGPL) which has state of the art 145000TPA paper plant and a market leader in the high end coated art paper and art paper board segment in India is planning to bring the paper unit of BGPL into its fold and consolidating its paper operation under one umbrella

6

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

INTODUCTION

BALLARPUR INDUSTRIES LIMITED popularly known as BILT is lsquoefficiently managed lsquofinancially soundrsquo and lsquoself sufficient and lsquoself made companyrsquo with paper as its core business and also having interest in chemicals foods and ITBALLARPUR INDUSTRIES LIMITED(BILT) pomoted by LM Thapar is the leader in Indian paper industry with and annual production capacity of 480000 MT spread over in five manufacturing facilities produces ordinary and superior varieties of writing printing and specialty papers etc

BILT which is originally incorporated in 1945 as Ballarpur straw Board Mills has changed its name in march 1946 to Ballarpur paper and straw board mills and again it was changed to the present name in October 1975since then the company has grown to be a leader in paper industry by continuous expansion and modernization of its capacity and plant and strategic acquisition expansion and modernization of its capacity and plant and strategic acquisition In 1969 the company has merged Shree Gopal paper mills with itself and the company which has acquired the sinar mass pulp and paper (India) Ltd (BGPL) which has state of the art 145000TPA paper plant and a market leader in the high end coated art paper and art paper board segment in India is planning to bring the paper unit of BGPL into its fold and consolidating its paper operation under one umbrella

6

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

The company which was one of the most diversified companies in the preliberalization era of industrial licensing with interests in paper chemicals (phosphoric Acid STPP Chlor Alkalies) Vanaspati ampEdible oils and glass has decided to focus on its core competence that is paper and exit form non-core business First major steps on these lines were initiated in the year 1994-1995 with having off glass business therefore the company sold its vananspati and edible oils business in 1996-97 and is 1998 the chemical division of the company with its plant at Karwar karnatka To complement its restructuring and to enable it to emerge as a stronger and more competitive organization the company is implementing a project involving modernization and expansion of capacity at its unit in Shree Gopal Ballarpur and sewa by 105000 TPA is planned over a two ndash year period from 2000-01to2000-03 for Unit Sewa and Shree GopalIn the second phase 42000TPA of capacity is expected to come on stream at Unit Sewa resulting in increasing in capacity by 37 tones from the earlier 125 tones of unbleached pulp per day The company has also completed installation of a 24 meter wide blade coater at Unit Shree Gopal in FY 2001-02BILTenterd into strategic alliance with IIansol of South korea to provide world class blade coated paper to the Indian customer It is the first company in the world to commercially exploit the fractionation of bamboo and has applied for the world patent for this process It has also entered dint o direct retail distribution with the launch of A4 size 100-sheet pack of Royal Executive BoardMrGautam Thapar Chairman of BILT has been associated with Bilt since 1986 when joined the

7

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

company as shop floor management apprentice ndashpaper mills and was instrumental in turning around BILT in the late 1990s1) Ballarpur Unit Distt Chanderpur Maharashtra2) Shree Gopal Uint Yamunanagar Haryana3) Sewa Unit Orissa4) Unit Ashti in maharastra

From the Beginning in paper BALLARPUR INDUSTRIES LIMITED is now a multifaceted enterprise with interest allied to as well as remarkably varied from paper The operations of the company traverse products divisions as well as international boundaries making it today the core BILT GROUP of the and forming together with subsidiary and associates companies a group in itself with its center of operations at its head office New Delhi

8

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

LOCATION OF BILT

Unit Shree Gopal is situated in the heart of Yamuna Nagar city The Unit is spread over an area of 3sq Km and also has modern residential colony for its employees with all modern amenities like-hospital school club playground community hall etcThe Unit is situated in the midway to the railway station and the bus stand It has got its own residential colony There is no problem of waste disposal The unit has its own railway line running inside so that transportation of raw material is facilitated BILT is a small town itself with all facilities available

9

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

UNIT SHREE GOPAL YAMUNA NAGAR

YAMUNA NAGAAR is 230km away from Delhi amp 90km from chandigarh The city is well connected with chandigarh Delhi and Saharanpur by Rail amp roadUnit Shree Gopal is at Yamunanagar in Haryana which is contributing 22 towards total production of paper by BILT This mill was taken by thaparrsquos in 1937 over years with the process of rebuilding expansion and diversificationThe unit employee 2064 and manufactures the wide variety of paper like writing printing and coated paper The unit has 6 paper and machines with the capacity of producing 225 tones of paper per day The unit also has two paper coating machines with capacity of producing 90tones per day of coated paperIn the recent years market demand for the paper quality is becoming more amp more stringent High speed of printing machine requires paper high strength brightness and uniform quality With the liberalization the competition has become even stiffer In the view of this new pulp mill has been installed with the targeted brightness level of 88 degree ISO

PRODUCT1 Our product range largely includes2 Coated wood free paper3 Business stationery-- Royal Executive Bond and Sunlit

Bond4 Packaging Boards5 Specialty amp fine paper6 Uncoated Hi-bright paper (BILT CLASSIC)7 Copier paper8 Packaging Paper

10

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

PLANT CAPACITYAt present this unit is running 6 machines plus specialty coating plant unit Shree Gopal is the most integrated pulp and paper mill with state of art technology- specialty amp coating plantDaily Pulp Production of this plant is 210-220 tonesThis unit is supported by

6 paper machines 1 coating plant 3 finishing house 1 power house 1 Pulp mill

RAW MATERIALUnit Shree Gopal consumes 650 tones of raw material every day This includes around 180 tones of wood 83 tones veneer waste 36 tones of bamboo Wood in the form of popular trees ampveneer waste we are getting from the local farmers and surrounding plywood in the industries Rest the bamboos comes from Eastern UP

MANPOWERTotal manpower of the plant is around 2064 among them 238 are in the management officer grade clerical staff is 140 skilled employees are 1150 semi skilled are 236 amp unskilled are300

MARKETBILT follows the centralized marketing policy with its head office at Gurgaon and 4 Znoal offices at Kolkata Chennai and Mumbai amp Delhi We sell our products through the dealers appointed by the company We are the market leader in the segment of high quality papers (specialty paper) with a market share of around 34 percent Our market growth rate is round 14 percentThere are two recognized trade unions at unit Shree Gopal

Shree Gopal Labour union

11

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES A Grade B Grade

A Grade paper is manufactured from Wood Pulp B Grade paper is manufactured from Local waster paper or

low quality of wood pulp To remove dust amp sand before these Raw Materials are being

Fed into rotary Batch digesters through belt Conveyor Only strong and log fibre is used in making paper washing of

material is dine at wet cleaning plant Then washed material is fed into digestion section (digestor

House) in continuos digestor where caustic soda amp steam are fed in continuos digestor to cook the material

Material is cooked in continuos digestor under controlled condition of steam pressure amp temperature

Then the homogeneously cooked material is fed in refilling plant

There is a different section amp pulp is overflow in different sections

Then pulp is fed in the washer there chemical are washed so that to make the pulp chemical free

Still the pulp color is brown This brown pulp is bleached in bleaching section to make the

pulp plant so that to remove residual chemical Fibre pulps are used to give strength in paper amp these are fed

into stock preparation plant Here colours are also added to make colored paper This ready stuff is now fed in paper machine The stuff is feeded at wire through head box so pulp is formed

into sheet At wire section water in pulp is removing by gravity amp by

suction boxes

12

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

The formed sheet is then fed into press part the sheet is pressed in between rolls to remove water

Then the paper is rotated in dryers section in dryers section To remover further moisture in webpaper and then fed into

calendar part to get smoothness Finally sheet is rewinded on a iron sheet roll (Rewinder) These paper rolls are fed into finishing amp converting house

where paper sheet is converted into sheet size (At cutter) amp in reels As per market demand

These bundles ampreels properly marked in excise amp dispatch goodwn

Paper manufactured is used for mainly printing copy manufacturing computer stationary photocopy typing book printing cover paper etc

Paper is basically measure in GSM-higher the GSM thicker is the paper

13

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

QUALITY POLICY

We are the manufactures and supplies of various grades of paper and coated paper and board It will our endeavor to continuously improve the quality and service of our products for better customer satisfactionEvery individual in the unit shall stand committed and focused to this stage objective by adopting total quality management (TQM) metrology aimed at continuous improving our system practices and preference Thus constantly reducing cost through minimizing wastageWe shall be committed to comply with the requirements is international standards on quality management system and continually improve its effectiveness in its true sprite through involvement of employees and training

14

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

TQM DR N EDWARDS DENINGS 14 POINTS

Create constancy of purpose toward improvement

Adopt the new philosophy Cease dependence on inspection to

achieve quality Minimize total cost Improve constantly Institute training Institute leadership Drive out fear Break down barriers bw department Eliminate slogan target and

exhortation for the workforce 1 Eliminate works standard

2 Eliminate management by objective Right to pride of workmanship Program of education and self-

improvement Put everybody in company to work

15

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

ENVIRONMENT POLICY

The Environment policy our commitment and will serve as a guideline for all our manufacturing sitesWe reaffirm our commitment to prevention of pollution by minimizing the adverse impact of our activities and operations on the environmentPursuant to this goal we shall

Continually improve the environmental performance by setting sound environmental objectives and targets of the manufacturing unit and reviewing at the top management level as essential elements of corporate management

Install maintain and operate control facilities to comply with all applicable environmental laws and other regulations pertaining to the unit

Promote form forestry for sustainable availability of fibrous raw material

Conserve natural resources and energy by constant endeavor to reduce consumption and wastage

Introduce cleaner and energy efficient process in a phased manner to replace pollution ndash prone process

Create awareness amongst all employees to work in a manner to ensure protection of the environment

16

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

Make available the policy to the concerned and agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of its employees As company is very conscious about the environment and safety in the factory the latest environmental protection system with respect to air water noise and solid waste pollutants have been provided and these aspects are given top priority by the management The company has installed full-fledged Effluent Treatment Plant and State Pollution Board well below those specifies norms achieved

BILT also have installed Electrostatic Precipitator on our 3 no High Pressure Coal Fired Boilers One no Medium Pressure Boiler and 2 no Chemical Recovery Boiler During the year 2003-04 we have successfully commissioned Lime Sludge burning Kiln along with ESP at an investment of Rs 30000 Lacs which will reduce quantity of solid waste to be disposed from 100 TPD to 10 TPD only

During the year 2004-05 following are lined up for commissioning a New Electroststic Precipitator from Thermax at a cost of Rs 15000 Lacs for ABL Recovery Boiler to bring down air emission from 150 mgNM3 to 100 mgNM3

17

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

b Up gradation of JMW Recovery Boiler ESP to bring down air emission to 150 mg NM3 in first phase and to 100 mgNM3 in second phase

Above three amply illustrates commitment towards environment by minimizing solid liquid and gaseous wastages

SGU has separate environmental cell of qualified engineers and scientists Environmental Management System under ISO 14001 has been initiated and process of ISO14001 certification is under implementation stage

Company has also full-fledged safety department to look after the safety of plants and the employees To ensure participation from all quarters regular training programmes slogan and sketches competition are conducted safety day is celebrated with great enthusiasm Safety commete meeting conducted every month For ensuring safety company has a committee which takes following measures on regular basis

1048713Safety Audit 1048713Health checks of employees 1048713Monitoring of Work Permit System 1048713On site emergency plans 1048713Drill and demonstrations 1048713House keeping and safety

Safety meetings are held once a fortnight with members covering all process amp engineering functions taking active parts Safety concerns are discussed and all efforts made to take corrective action before next meeting

18

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

Shutting of 2nosKVM900 vac Pumps at PM4Installed capacity of vacuum pumpsPump Design Pump Capacity Pump RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAMPcumtr hrmmKVM - 18001026040033032088002501000305 KVM - 1800102604003302808460200750280 KVM - 900480040045043646001321500170KVM - 9004800400450428455093750164Available VacVacuum requirement at mcFormula forVolume required = 900 cu Mtr hr X length of box (mtrs) per 4 box width Vacuum BoxVacuum requiredWidthLengthVolumeHeadinchmtr Mtr hrmmSuction Couch7345355400Suction Press35342677400Uhle Box135788250 (Two No

Vacuum Pump Setup April ndash04 (Before action)Vacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISavings After Action I -99 KWHNet saving -33 KWH Ton of PaperSuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Shutting of 2nosKVM900 vac Pumps atVacuum Pump Setup June ndash04 after shutdown of KVM-900 Pump -IISavings after Action II -98 KWHVacuum Pump Setup May ndash04 after shutdown of KVM-900 Pump -ISuction BoxesSuction CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Suction BoxesSuction CouchSuction PressUhle

19

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

BoxesMX - 91KVM- 1800KVM-900KVM-1800KVM-900Net saving -2666 KWH Ton of PaperLoad increase in KVM-1800 -18 KWHShutting of 2nosKVM900 vac Pumps at PM4

20

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on their investment it is also committed to its other stakeholders to conduct its business in a responsible manner that creates a positive and long ndash term impact on societyFor BILT being a socially responsible corporate will mean

Using Eco-friendly in production for sustaining and preserving the environment that support us

Promoting the well being and development of employees and their families through and inspiring corporate culture that engenders good values

Building active and long term partnership with the communities in which we operate and foster well being of the most disadvantaged amongst them

Employing good business practices with our stakeholders business partnerrsquos suppliers and contractors

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

CORE VALUE

HONESTY We will be principled straight ndash forward and fair in all our dealing

INTEGREITY We will maintain the highest standards of professionalism

FLEXIBILITY We will adopt our selves to always stay a step ahead of change

RESPECT FOR INDIVIDUALS We will give each person room to contribute and grow

RESPECT FOR KNOWLEDGE we shall acquire and apply leading edge expresses in all aspects of our business

TEAM PERFORMANCE The team comes first none of us is as good as all of us

VISION

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

Our aspiration is to become a leading creator of shareholder value in the paper industryTo achieve this we will use the ENERGY of our people develop and implement LEADING EDGE technologies and draw on both to deliver EFFECTIVE world-class solutions to our customers

As per the beading company in BILT

Maximize shareholders value by the speed and quality of their response to market forces and business opportunities

Be market leader in their core business Achieve and sustain global competitiveness in all

their business Be the preferred supplier by providing their

customer products and service that always exceeds their requirements

Grow as institution of strength of their people Be industry leaders in their commitment to safety

and the environment

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

MISSION

To consistently out perform expectations and deliver superior value to both our customers and stakeholdersTo achieve this we will ENERGISE our people with a positive culture that rewards INNOVATION breeds INITIATIVE and encourages INTELLIGENT risk taking

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

SWOT ANALYSIS

STRENGTHS Maximum variety of paper and high quality New pulp mill Good employer ndashemployee relationship Efficient management Totally computerized Team building Fulfilling social responsibility by keeping

environment cleanOPPROTUNITIES

BILT has 34share in paper business in Hibrite Segment in India

BILT has reached in growth stageWeakness

Large structure of organization Old machines Fixed cost

THREATS Import of paper Raw material availability Government policies Increasing competitive market

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

DISPATCHED TO CUSTOMERS

STICKING IN GO DOWN

PAPER MACHINES

PAPER FINISHING

STOCK PREPARED

PAPER CUTTING

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

ADMINISTRATIVE DEPARTMENT

1HR ndash Human Resource - This department is primarily concerned with the training selection recruitment promotion demotion labour welfare retirement work culture and awareness

2Accounts Department- the function of this department is to maintain record detail and record of all the transaction covered by different department

3General Store department - these people are concerned with procurement and storage of process material

4Marketing amp Sales department-Production Planning Logistics amp Inventory Management being the main activity

5Raw material department- each and every product required for paper making is arranged purchased by this department

6Traffic department - this department includes wing section raw material section transport section etc

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

PROCESS DEPARTMENT

1PULP MILL-its function includes manufacturing of pulp and stock preparation

2MACHINE HOUSE-it controls the working of various paper machines and prepares the paper o required quantity

3 COATING PLANT - primary function of this department concern with coating of paper as per requirements

ENGINEERING DEPARTMENTS-

1Electrical engineering- This department attaches itself with the maintenance of installation of

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

electrical machine distribution and generation of electrical energy and various other electrical installations at the unit

2Civil engineering- All the construction work like ndash building of roads sanitary waste disposal water supply etc are under their control

3Instrumentation engineering-maintenance of all the electrical controls of the machines is carried out ender the expert guidance

4Power house- Having the total installed capacity of 25MW and maintain by two power house old and new this department backuprsquos the total power demand of the unit efficiently and effectively

ORGANISTION STRUCTURE

MD

CHAIRMAN

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

POLICIES OF OBTAININGLEADERSHIP THROUGH QUALITY

PEOPLE DEVELOPMENT amp COMMUNICATION

ENGG SERVICES

CHIEF GENERAL MANAGER

MEDICALDEP

RampD

COMMERCIAL amp RAW MATERIAL

PAPER PRODUCTIO

N

TRAFIC DEP

SAFETY DEP

IT DEP

AC DEP

VP

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

BILT aims to be a world ndash class organization with a clear head way in terms of consistent quality low cost on time DeliveryWe will focus on adding value at all point of intersection with of our customers ndash internal and external

For this we will redefine standards in responsiveness excellence in performance and application of world class technology that ensure zero defect outputQuality improvement is the job of every BILT employee

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

OBJECTIVE

OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

As it has been said truly that practical knowledge makes the person more capable comprehensive and helps to enhance hisher creativity along with the theoretical data the exposure of practical life situation existing in the corporate is very much needed

The objective of my study was also to develop some practical experience in the training period I learned a lot about marketing working in the organization that helps a lot in the efficient achievement of the goals

The main objective was divided into some sub objectives so as to draw clear conclusion These sub objectives are given below

1To study the company profile of BILT2To study the working of MSD (marketing amp

services department)3Market Analysis of retail products4To study the problems of BILT

Financial Daily from THE HINDU group of publicationsTuesday Jun 06 2006

Mergers amp Acquisitions

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

New Delhi June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to acquire a majority stake in a Malaysian-based paper and pulp company Sabah Forest Industries SDN BHD (SFI) jointly with JP Morgan for $ 261 million

For the acquisition BILT has entered into a conditional share purchase agreement with JP Morgan which will hold a 20 per cent stake in SFI

SFI which is a part of Malaysias Lion Forest Industries has a paper capacity of 144000 million tonne per annum (mtpa) and pulp capacity of 120000 mtpa The company would provide BILT access to around 289000 hectares of forest land which would be utilised for plantation purposes SFI also operates a timber and plywood mill a jetty and power and steam generation plant facility

We will begin the due diligence exercise for SFI which would be completed in the next 120 days said Mr Gautam Thapar BILT Chairman He said that with this acquisition BILT would be able to produce one million tonne of paper and pulp by 2010 While the 350000 mtpa domestic expansion at the Bhigwan unit is on the acquisition in Malaysia gives us an additional 140000 mtpa of paper all of which would raise our capacity to one million tonne per annum by June 2010 Mr Thapar said

Ballarpur apart from benefiting from SFIs mill and forest lands may consider setting up a 500000-tonne capacity pulp mill in Malaysia at an estimated cost of $500 million which may become operational by 2012 Mr Thapar said

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

Besides providing access to integrated pulp and paper capacity of SFI the acquisition will help secure future availability of fibre for the company Mr Thapar said

The acquisition in Malaysia would help cut costs for BILT According to Mr RR Vederah Joint Managing Director of BILT Costs in Malaysia are nearly half of that in India which is a big advantage for us

Meanwhile BILTs profit and revenue are likely to grow by double-digit each year over the next 10 years due to a continued surge in demand for paper in the country Paper demand grew 10 per cent last year We should be able to maintain the growth this year as well Mr Thapar said

Further BILT said the company may go in for an across-the-board two per cent increase in paper prices from July this year due to higher input prices and increased demand

BILT witnessed a 097 per cent increase in its share price at the Bombay Stock Exchange to close at Rs 120 on Monday June 5(2006)

Related StoriesBILT records 268 pc rise in Q3 net profit

MAJOR MARKETING CHANNELS OF BILT

Wholesalers Retailers Depots

BILT also caters to a variety of customers directly or indirectly It indirectly feed the customers and consumers through its wide zonal network of wholesalers and dealers and depots spread over the map of India It also caters to the demand of many industrial buyers who are the direct purchasers the list include many multi nationals etcBILT has sub-divided its distribution network into four zones Each zone has to look after their respective dealers and wholesalers This is based on to geographical placement of zones BILT has setup its own depots in the country It has engaged many transporters to provide trucks for the delivery of paper to its destination in the right time and in reasonable costs At some extent the company deals in writing and printing paper is used for printing the books for colleges and schools and writing paper is used for making exercise book registers Bill books ledgers greeting cards and business stationary promotional materials etc In this case the following channel is to be made as

Sales manager

Authorized Distributor

Wholesalers

Retailers

Consumers

COMPETITORS OF BILT

1ITC Bhadrachadran (Gujarat)2JK papers3TAMIL NADU PAPERS LTD (Tamil Nadu)4STAR PAPER MILL(saharanpur)5RISHUBM PAPER MILL(Panjab)

6KHANNA PAPER(AMRITSAR)

Out of these major competitors is ITC Bhadrachadran JK PapersBILT took over these firms by its efficient management amp strategiesBILT took over ITC Bhadrachadran (Gujarat) by improving its quality by increasing paper smoothness amp brightnessJK papers introduced Executive bond BILT out show JK papers byIntroducing ROYAL executive bond paper BILT is the leading paper manufacturer

ORGANISATIONAL STRUCTURE OF MSD

MANAGER

Marketing Services Department

The main function of the marketing services department is Production Planning get finished paper from the mills and to dispatch it timely to its destinationMainly the marketing of BILT as well as of the Unit Shree opal depends upon the Head Office at GURGAON Apart from that BILT is also having zonal offices in all the four zones of India

WORKERS

ASSISTANT MANAGER

EXECUTIVE MSD

CLERICAL STAFF

OFFICERS

North zone New Delhi Punjab HP Haryana JampK Rajasthan UP

South zone Kerela Tamilnadu Andhra Pardesh Karnataka

West zone Maharashtra Goa Gujarat MP Daman

East zone West Bengal Assam Manipur Nagaland Tripura

All the major marketing decision regarding price product physical distribution promotion and packaging are initiated at the head office The most important information is taken from history or to say from the past experience and performance It is on the basis of the past performance that current decisions are taken and for this previous yearrsquos actual performances help the marketing services department of Shree Gopal Unit and also the zonal office is taken one by oneOn the basis of previous yearsrsquo actual performance the personnel at marketing services Department estimate the actual production rate is for the coming year The production rate is calculated item wise and also machine wise Along with that the actual machine down and the proposed shut down days are also calculated This estimate is done month wise ie starting form the month of January till December After this final programmed is made and the targets are fixed by calculating for the coming year the machine down shut down days and the expected production rate (each of it machine wise and item wise) of the approaching period On the other hand previous yearrsquos actual performance helps the zonal office to know about the sales of the product and in estimating the demand Also on the basis of previous yearrsquos

actual performance decisions relation to the addition of the new product in the existing product line are also taken into consideration (there are some products whose demand rises in particular seasons)also in all these decisions experience and past records also play a vital roleOn the basis of this head office after taking into account all the factors fixes an annual sales target for the different zones (quality wise) For instance in the coming year 400 metric tones per month of Royal executive Bond Parent Size will be produced and will be sold and hence will distribute this 400MT under the four zones and in this way fixes their targetNorth Zone 180 MTWest Zone 120MTEast Zone 40MTSouth Zone 60MTOnce the targets have been fixed for the coming year a Budget is prepared at the unit and this budget as than divide into different months and with this a rough monthly budget is prepared

FUNTION OF MSD

ORDER PROCESSING FLOW

ORDER

PRODUCTION

TCC MILL

EXECUTION OF ORDER

ORACLE

RETAILERS

CONSUMERS

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

6KHANNA PAPER(AMRITSAR)

Out of these major competitors is ITC Bhadrachadran JK PapersBILT took over these firms by its efficient management amp strategiesBILT took over ITC Bhadrachadran (Gujarat) by improving its quality by increasing paper smoothness amp brightnessJK papers introduced Executive bond BILT out show JK papers byIntroducing ROYAL executive bond paper BILT is the leading paper manufacturer

ORGANISATIONAL STRUCTURE OF MSD

MANAGER

Marketing Services Department

The main function of the marketing services department is Production Planning get finished paper from the mills and to dispatch it timely to its destinationMainly the marketing of BILT as well as of the Unit Shree opal depends upon the Head Office at GURGAON Apart from that BILT is also having zonal offices in all the four zones of India

WORKERS

ASSISTANT MANAGER

EXECUTIVE MSD

CLERICAL STAFF

OFFICERS

North zone New Delhi Punjab HP Haryana JampK Rajasthan UP

South zone Kerela Tamilnadu Andhra Pardesh Karnataka

West zone Maharashtra Goa Gujarat MP Daman

East zone West Bengal Assam Manipur Nagaland Tripura

All the major marketing decision regarding price product physical distribution promotion and packaging are initiated at the head office The most important information is taken from history or to say from the past experience and performance It is on the basis of the past performance that current decisions are taken and for this previous yearrsquos actual performances help the marketing services department of Shree Gopal Unit and also the zonal office is taken one by oneOn the basis of previous yearsrsquo actual performance the personnel at marketing services Department estimate the actual production rate is for the coming year The production rate is calculated item wise and also machine wise Along with that the actual machine down and the proposed shut down days are also calculated This estimate is done month wise ie starting form the month of January till December After this final programmed is made and the targets are fixed by calculating for the coming year the machine down shut down days and the expected production rate (each of it machine wise and item wise) of the approaching period On the other hand previous yearrsquos actual performance helps the zonal office to know about the sales of the product and in estimating the demand Also on the basis of previous yearrsquos

actual performance decisions relation to the addition of the new product in the existing product line are also taken into consideration (there are some products whose demand rises in particular seasons)also in all these decisions experience and past records also play a vital roleOn the basis of this head office after taking into account all the factors fixes an annual sales target for the different zones (quality wise) For instance in the coming year 400 metric tones per month of Royal executive Bond Parent Size will be produced and will be sold and hence will distribute this 400MT under the four zones and in this way fixes their targetNorth Zone 180 MTWest Zone 120MTEast Zone 40MTSouth Zone 60MTOnce the targets have been fixed for the coming year a Budget is prepared at the unit and this budget as than divide into different months and with this a rough monthly budget is prepared

FUNTION OF MSD

ORDER PROCESSING FLOW

ORDER

PRODUCTION

TCC MILL

EXECUTION OF ORDER

ORACLE

RETAILERS

CONSUMERS

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

Marketing Services Department

The main function of the marketing services department is Production Planning get finished paper from the mills and to dispatch it timely to its destinationMainly the marketing of BILT as well as of the Unit Shree opal depends upon the Head Office at GURGAON Apart from that BILT is also having zonal offices in all the four zones of India

WORKERS

ASSISTANT MANAGER

EXECUTIVE MSD

CLERICAL STAFF

OFFICERS

North zone New Delhi Punjab HP Haryana JampK Rajasthan UP

South zone Kerela Tamilnadu Andhra Pardesh Karnataka

West zone Maharashtra Goa Gujarat MP Daman

East zone West Bengal Assam Manipur Nagaland Tripura

All the major marketing decision regarding price product physical distribution promotion and packaging are initiated at the head office The most important information is taken from history or to say from the past experience and performance It is on the basis of the past performance that current decisions are taken and for this previous yearrsquos actual performances help the marketing services department of Shree Gopal Unit and also the zonal office is taken one by oneOn the basis of previous yearsrsquo actual performance the personnel at marketing services Department estimate the actual production rate is for the coming year The production rate is calculated item wise and also machine wise Along with that the actual machine down and the proposed shut down days are also calculated This estimate is done month wise ie starting form the month of January till December After this final programmed is made and the targets are fixed by calculating for the coming year the machine down shut down days and the expected production rate (each of it machine wise and item wise) of the approaching period On the other hand previous yearrsquos actual performance helps the zonal office to know about the sales of the product and in estimating the demand Also on the basis of previous yearrsquos

actual performance decisions relation to the addition of the new product in the existing product line are also taken into consideration (there are some products whose demand rises in particular seasons)also in all these decisions experience and past records also play a vital roleOn the basis of this head office after taking into account all the factors fixes an annual sales target for the different zones (quality wise) For instance in the coming year 400 metric tones per month of Royal executive Bond Parent Size will be produced and will be sold and hence will distribute this 400MT under the four zones and in this way fixes their targetNorth Zone 180 MTWest Zone 120MTEast Zone 40MTSouth Zone 60MTOnce the targets have been fixed for the coming year a Budget is prepared at the unit and this budget as than divide into different months and with this a rough monthly budget is prepared

FUNTION OF MSD

ORDER PROCESSING FLOW

ORDER

PRODUCTION

TCC MILL

EXECUTION OF ORDER

ORACLE

RETAILERS

CONSUMERS

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

North zone New Delhi Punjab HP Haryana JampK Rajasthan UP

South zone Kerela Tamilnadu Andhra Pardesh Karnataka

West zone Maharashtra Goa Gujarat MP Daman

East zone West Bengal Assam Manipur Nagaland Tripura

All the major marketing decision regarding price product physical distribution promotion and packaging are initiated at the head office The most important information is taken from history or to say from the past experience and performance It is on the basis of the past performance that current decisions are taken and for this previous yearrsquos actual performances help the marketing services department of Shree Gopal Unit and also the zonal office is taken one by oneOn the basis of previous yearsrsquo actual performance the personnel at marketing services Department estimate the actual production rate is for the coming year The production rate is calculated item wise and also machine wise Along with that the actual machine down and the proposed shut down days are also calculated This estimate is done month wise ie starting form the month of January till December After this final programmed is made and the targets are fixed by calculating for the coming year the machine down shut down days and the expected production rate (each of it machine wise and item wise) of the approaching period On the other hand previous yearrsquos actual performance helps the zonal office to know about the sales of the product and in estimating the demand Also on the basis of previous yearrsquos

actual performance decisions relation to the addition of the new product in the existing product line are also taken into consideration (there are some products whose demand rises in particular seasons)also in all these decisions experience and past records also play a vital roleOn the basis of this head office after taking into account all the factors fixes an annual sales target for the different zones (quality wise) For instance in the coming year 400 metric tones per month of Royal executive Bond Parent Size will be produced and will be sold and hence will distribute this 400MT under the four zones and in this way fixes their targetNorth Zone 180 MTWest Zone 120MTEast Zone 40MTSouth Zone 60MTOnce the targets have been fixed for the coming year a Budget is prepared at the unit and this budget as than divide into different months and with this a rough monthly budget is prepared

FUNTION OF MSD

ORDER PROCESSING FLOW

ORDER

PRODUCTION

TCC MILL

EXECUTION OF ORDER

ORACLE

RETAILERS

CONSUMERS

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

actual performance decisions relation to the addition of the new product in the existing product line are also taken into consideration (there are some products whose demand rises in particular seasons)also in all these decisions experience and past records also play a vital roleOn the basis of this head office after taking into account all the factors fixes an annual sales target for the different zones (quality wise) For instance in the coming year 400 metric tones per month of Royal executive Bond Parent Size will be produced and will be sold and hence will distribute this 400MT under the four zones and in this way fixes their targetNorth Zone 180 MTWest Zone 120MTEast Zone 40MTSouth Zone 60MTOnce the targets have been fixed for the coming year a Budget is prepared at the unit and this budget as than divide into different months and with this a rough monthly budget is prepared

FUNTION OF MSD

ORDER PROCESSING FLOW

ORDER

PRODUCTION

TCC MILL

EXECUTION OF ORDER

ORACLE

RETAILERS

CONSUMERS

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

PRODUCTION

TCC MILL

EXECUTION OF ORDER

ORACLE

RETAILERS

CONSUMERS

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

PROJECT

Retail selling

BILT was in to retail selling from the year 2000 after a complete market study was conducted by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsPreviously these products were marketed by the wholesalers amp dealers themselves by taking the parent size paper form the mills amp then cutting and pacing the same into the retail usable size ie A4 A3 B4 amp B5 etc and distributing it through the already existing retail marketing channel through out India As paper business a very old kind of business so the retail market exists in all the small cities as

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done in a very organized way The only brand which was the most popular amongst all retailers and users was JKrsquos was the market leader having the 100 market share along with some of the foreign brands like MODI XEROX The first copier brand (used for photo copying) was XEROX a foreign company and at a later stage it collaborated with MODI group of companies and purchased paper from various Indian mills and cut and packed the same and sold under his brand name Gradually with the introduction of JK lsquos own brand in this segment a major price game started and ultimately other players like TNPLCENTURYORINTAPPM (Andhra pulp and paper mills) SESHASAYEE GODREJ etcAccording to the market demand of different grades of copier as well as letter sheets there have been different varieties of paper available in the market Amongst all the varieties available in the available in the market the brand name that is the most popular one is JK and BILT Their quality has been the most consistent and their prices also match each other so the only competition comer from JKRetailing

Retailing consists of the sale of goods or merchandise from a fixed location such as a department store or kiosk or by post in small or individual lots for direct consumption by the purchaser As paper business a very old kind of business so the retail market exists in all the small cities as well as metros urban amp suburban and also in the most un-organized sectors in India The Dealer wholesaler used to earn a lot of money out of it because it was not done] Retailing may include subordinated services such as delivery Purchasers may be individuals or businesses In commerce a retailer

buys goods or products in large quantities from manufacturers or importers either directly or through a wholesaler and then sells smaller quantities to the end-user Retail establishments are often called shops or stores Retailers are at the end of the supply chain Manufacturing marketers see the process of retailing as a necessary part of their overall distribution strategy

In a modern dayrsquos there are number ofShops may be on residential streets shopping streets with few or no houses or in a shopping center or mall but are mostly found in the central business district Shopping streets may be for pedestrians only Sometimes a shopping street has a partial or full roof to protect customers from precipitation In the Paper Industry retailers often provided boardwalks in front of their stores to protect customers from the mud Online retailing also known as e-commerce is the latest form of non-shop retailing (cf mail order)

Shopping generally refers to the act of buying products Sometimes this is done to obtain necessities such as food and clothing sometimes it is done as a recreational activity Recreational shopping often involves window shopping (just looking not buying) and browsing and does not always result in a purchase

R etail pricing

The pricing technique used by most retailers is cost-plus pricing This involves adding a markup amount (or percentage) to the retailers cost Another common technique is suggested retail pricing This simply involves charging the

amount suggested by the manufacturer and usually printed on the product by the manufacturer

In Western countries retail prices are often called psychological prices or odd prices

Often prices are fixed and displayed on signs or labels Alternatively there can be price discrimination for a variety of reasonsfor example In a Paper Industry there are lot of variety they have manufacuturedThe chances of discrimination of price are highlywhere the retailer charges higher prices to some customers and lower prices to others For example a customer may have to pay more if the seller determines that he or she is willing to The retailer may conclude this due to the customers wealth carelessness lack of knowledge or eagerness to buy Another example is the practice of discounting for youths or students Retailers who are overstocked or need to raise cash to renew stocks may resort to sales where prices are marked down often by advertised percentages - 50 off

Retail Services

Behind the scenes at retail there is another factor at work Corporations and independent store owners alike are always trying to get the edge on their competitors One way to do this is to hire a merchandising solutions company to design custom store displays that will attract more customers in a certain demographic The nations largest retailers spend millions every year on in-store marketing programs that correspond to season and promotional changes As products change so will a retail landscape

Retail types

There are three major types of retailing

The first is the market a physical location where buyers and sellers converge Usually this is done in town squares sidewalks or designated streets and may involve the construction of temporary structures (market stalls)

The second form is shop or store trading Some shops use counter-service where goods are out of reach of buyers and must be obtained from the seller This type of retail is common for small expensive items (eg jewelry) and controlled items like medicine and liquor Self-service where goods may be handled and examined prior to purchase has become more common since the 20th century

A third form of retail is virtual retail where products are ordered via mail telephone or online without having been examined physically but instead in a catalog on television or on a website Sometimes this kind of retailing replicates existing retail types such as online shops or virtual marketplaces such as Amazon[3]

There are also consignment shops which are where a person can place an item in a store and if it sells the person gives the shop owner a percentage of the sale price The advantage of selling an item this way is that the established shop gives the item exposure to more potential buyersThe term retailer is also applied where a service provider services the needs of a large number of individuals such as with telephone or electric power

AS we are aware bout that BILT was in to retail selling from the year 2000 after a complete market study was conducted

by the HO marketing team keeping the retail selling growth factor in mind due to increase in market demand for the retail productsThere are number of productbrand which are indroduce to the retail marketing

Retail paper products1 BILT Royal Executive Bond (A-4size)2 BILT Royal Executive Bond colored (A-4size)

1 BILT Royal Executive Bond (A-4size) BILT Royal Executive Bond (A-4size) is a premium wood

free watermarked business stationery paper It has an excellent inkjet printing property Available in A-4 size retail pack of 85 GSM (100-sheet

pack) and 70 GSM (500-sheet pack) 85 GSM (100-sheet pack) has central watermark

Applications Important documents proposals quotations

presentation resumes etc Desktop printing Letterheads

2 BILT Royal Executive Bond colored (A-4size) BILT Royal Executive Bond colored (A-4size) is a

premium wood free watermarked business stationery paper

Superior laid finish Offers a range of pastel colors-Moonbeam(white)

Camelle(cream) amp Aquas (blue) Available in 100gsm 100 sheet pack with world-class

packagingApplications

Important documents proposals quotations presentation resumes etc

Desktop printing Letterheads

Price

The price is such that all the RDWrsquos pay same price for the product The price which the RDW is the Landed costPRICE OF DELHI depot to CHANDIGARHRoyal Executive Bond (85 GSM)Landing price per packet inclusive of all taxes to RDW Rs 11500(70GSM)Landing price per packet inclusive of all taxes to RDW Rs 3600Colored REB (100GSm)Landing price per packet inclusive of all taxes to RDW Rs 6150

Place There are around 34 RDWrsquos in the North Region These RDWrsquos have there stationery shops The demand varies in all shops Some of them keep only Royal Executive Bond while some keep others also but main item sold from their counter is the REB of BILT There main customers are the business executives who use REB for there official documents Students also purchase from them for there projects work as this paper is commodity used for printouts

These RDWrsquos demand different cuts in paper which is offered by

this company based on the demand that they make There is seasonality in the paper market too The sales from the Retail counters is less in the month of May and June may be because of vacations in education institution

Packaging The packaging material used adds slightly to the coast of the product Some material is common for all while others are different for different for different products

common material

Strip RollCello tape 1rdquoCello tape 2rdquo

Material required for REB (85 GSM)

Retail pack REB 85 GSMShipper REB 85 GSM Inner poly Bags Shrink Bags

Material required for REB (70 GSM)

Wrapper REB 70 GSMShrink REB 70 GSM

Material required for colored REB

Retail Pack of M Beam

Retail Pack of CamilleRetail Pack of AquasShipper Moonbeam snippier camelliaShipper AquasRecently it was seen that the packing cost of all retail products was going up so various cutting finishing houses and other units under BILT was studied and a survey was made by the marketing managers and various samples were collected and then a meeting was held at Delhi and alternative to the solution was found

PromotionBILT has made lot of effort to promote its products and to make customers aware of the products Some examples areA stationery exhibition was there at Pragati Maidan New Delhi from 23rd to 31st Aug 2003

Marketing Background After having established REB retail packs in the market with a distribution width to back it p it is imperative to enhance the brand equity and recall of our appropriate platform for showcasing our products and interacting with the consumers directly The colored variants of REB which have been launched in Feb 2003 also were displayed and evinced a lot of interest and enquiriesMarketing Objective

Increase brand awareness Directly reach out the end consumers Enhance awareness of mill packed varieties To communicate about new launches

Team Involved

Head Office Marketing amp North Zone

Accomplishment More than 1000 visitors of various profiles came to the

stall For the first time samples of colored ink-jet printouts on

REB 70GSM 85gsm and 100gsm displayed to the visitors at the stall earned considerable admiration and appreciation Colored REB response was good

Spiral Notepads which are about to be launched displayed earned significant applause

Enquiries regarding REB and copy power generated passed on to the concerned re-distribution wholesalers

Increased visibility and awareness of our brandsNext StepAfter this the next step decided was

Sample dockets of REB to be developed Total communication exercise for Spiral Note Pads Participation in exhibition in other metro towns Dealer meets

Marketing ExpectationsZone to inform all re- distribution wholesalers regarding the event and look towards conversion of leads generated

Paperex ndash 2005 5 th ndash 8 th Dec New Delhi

Marketing Requirement amp Background

Paperex- Asiarsquos largest paper show held biennially is a prestigious specialized and focused event of the paper industry to provide an effective platform for companies to showcase their products communicate with the customers and generate business

BILT the market leader in Indian paper industry has been participation in the pappperx The fair provides a focused forum for category positioning and brand building with target audience

Paperex 2005 was the 6th International Trade Fair on pulp and paper pulp printing chemicals amp Adhesive Engg Goods amp services participated in Paperex 2005The excellent display presented by various exhibitors at paperex 2005 the attention of over 85000 official visitors from within the country and abroad

Marketing Objective Establish category positioning Reinforce leadership position Showcase product line Provide a platform for interaction with the consumers Soft launch of ldquomatrixrdquo Brand

Team Involved Head office pavilions amp Interiors Lintas amp Sales Force

Accomplishments BILT pavilion was awarded the 1st prize for the best

design amp concept It was far the most outstanding pavilion in the exhibition

BILT pavilion highlighted BILTrsquos global presence and its strong technological amp distribution strength

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Important documents proposals quotations presentation resumes etc

Desktop printing Letterheads

Price

The price is such that all the RDWrsquos pay same price for the product The price which the RDW is the Landed costPRICE OF DELHI depot to CHANDIGARHRoyal Executive Bond (85 GSM)Landing price per packet inclusive of all taxes to RDW Rs 11500(70GSM)Landing price per packet inclusive of all taxes to RDW Rs 3600Colored REB (100GSm)Landing price per packet inclusive of all taxes to RDW Rs 6150

Place There are around 34 RDWrsquos in the North Region These RDWrsquos have there stationery shops The demand varies in all shops Some of them keep only Royal Executive Bond while some keep others also but main item sold from their counter is the REB of BILT There main customers are the business executives who use REB for there official documents Students also purchase from them for there projects work as this paper is commodity used for printouts

These RDWrsquos demand different cuts in paper which is offered by

this company based on the demand that they make There is seasonality in the paper market too The sales from the Retail counters is less in the month of May and June may be because of vacations in education institution

Packaging The packaging material used adds slightly to the coast of the product Some material is common for all while others are different for different for different products

common material

Strip RollCello tape 1rdquoCello tape 2rdquo

Material required for REB (85 GSM)

Retail pack REB 85 GSMShipper REB 85 GSM Inner poly Bags Shrink Bags

Material required for REB (70 GSM)

Wrapper REB 70 GSMShrink REB 70 GSM

Material required for colored REB

Retail Pack of M Beam

Retail Pack of CamilleRetail Pack of AquasShipper Moonbeam snippier camelliaShipper AquasRecently it was seen that the packing cost of all retail products was going up so various cutting finishing houses and other units under BILT was studied and a survey was made by the marketing managers and various samples were collected and then a meeting was held at Delhi and alternative to the solution was found

PromotionBILT has made lot of effort to promote its products and to make customers aware of the products Some examples areA stationery exhibition was there at Pragati Maidan New Delhi from 23rd to 31st Aug 2003

Marketing Background After having established REB retail packs in the market with a distribution width to back it p it is imperative to enhance the brand equity and recall of our appropriate platform for showcasing our products and interacting with the consumers directly The colored variants of REB which have been launched in Feb 2003 also were displayed and evinced a lot of interest and enquiriesMarketing Objective

Increase brand awareness Directly reach out the end consumers Enhance awareness of mill packed varieties To communicate about new launches

Team Involved

Head Office Marketing amp North Zone

Accomplishment More than 1000 visitors of various profiles came to the

stall For the first time samples of colored ink-jet printouts on

REB 70GSM 85gsm and 100gsm displayed to the visitors at the stall earned considerable admiration and appreciation Colored REB response was good

Spiral Notepads which are about to be launched displayed earned significant applause

Enquiries regarding REB and copy power generated passed on to the concerned re-distribution wholesalers

Increased visibility and awareness of our brandsNext StepAfter this the next step decided was

Sample dockets of REB to be developed Total communication exercise for Spiral Note Pads Participation in exhibition in other metro towns Dealer meets

Marketing ExpectationsZone to inform all re- distribution wholesalers regarding the event and look towards conversion of leads generated

Paperex ndash 2005 5 th ndash 8 th Dec New Delhi

Marketing Requirement amp Background

Paperex- Asiarsquos largest paper show held biennially is a prestigious specialized and focused event of the paper industry to provide an effective platform for companies to showcase their products communicate with the customers and generate business

BILT the market leader in Indian paper industry has been participation in the pappperx The fair provides a focused forum for category positioning and brand building with target audience

Paperex 2005 was the 6th International Trade Fair on pulp and paper pulp printing chemicals amp Adhesive Engg Goods amp services participated in Paperex 2005The excellent display presented by various exhibitors at paperex 2005 the attention of over 85000 official visitors from within the country and abroad

Marketing Objective Establish category positioning Reinforce leadership position Showcase product line Provide a platform for interaction with the consumers Soft launch of ldquomatrixrdquo Brand

Team Involved Head office pavilions amp Interiors Lintas amp Sales Force

Accomplishments BILT pavilion was awarded the 1st prize for the best

design amp concept It was far the most outstanding pavilion in the exhibition

BILT pavilion highlighted BILTrsquos global presence and its strong technological amp distribution strength

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

this company based on the demand that they make There is seasonality in the paper market too The sales from the Retail counters is less in the month of May and June may be because of vacations in education institution

Packaging The packaging material used adds slightly to the coast of the product Some material is common for all while others are different for different for different products

common material

Strip RollCello tape 1rdquoCello tape 2rdquo

Material required for REB (85 GSM)

Retail pack REB 85 GSMShipper REB 85 GSM Inner poly Bags Shrink Bags

Material required for REB (70 GSM)

Wrapper REB 70 GSMShrink REB 70 GSM

Material required for colored REB

Retail Pack of M Beam

Retail Pack of CamilleRetail Pack of AquasShipper Moonbeam snippier camelliaShipper AquasRecently it was seen that the packing cost of all retail products was going up so various cutting finishing houses and other units under BILT was studied and a survey was made by the marketing managers and various samples were collected and then a meeting was held at Delhi and alternative to the solution was found

PromotionBILT has made lot of effort to promote its products and to make customers aware of the products Some examples areA stationery exhibition was there at Pragati Maidan New Delhi from 23rd to 31st Aug 2003

Marketing Background After having established REB retail packs in the market with a distribution width to back it p it is imperative to enhance the brand equity and recall of our appropriate platform for showcasing our products and interacting with the consumers directly The colored variants of REB which have been launched in Feb 2003 also were displayed and evinced a lot of interest and enquiriesMarketing Objective

Increase brand awareness Directly reach out the end consumers Enhance awareness of mill packed varieties To communicate about new launches

Team Involved

Head Office Marketing amp North Zone

Accomplishment More than 1000 visitors of various profiles came to the

stall For the first time samples of colored ink-jet printouts on

REB 70GSM 85gsm and 100gsm displayed to the visitors at the stall earned considerable admiration and appreciation Colored REB response was good

Spiral Notepads which are about to be launched displayed earned significant applause

Enquiries regarding REB and copy power generated passed on to the concerned re-distribution wholesalers

Increased visibility and awareness of our brandsNext StepAfter this the next step decided was

Sample dockets of REB to be developed Total communication exercise for Spiral Note Pads Participation in exhibition in other metro towns Dealer meets

Marketing ExpectationsZone to inform all re- distribution wholesalers regarding the event and look towards conversion of leads generated

Paperex ndash 2005 5 th ndash 8 th Dec New Delhi

Marketing Requirement amp Background

Paperex- Asiarsquos largest paper show held biennially is a prestigious specialized and focused event of the paper industry to provide an effective platform for companies to showcase their products communicate with the customers and generate business

BILT the market leader in Indian paper industry has been participation in the pappperx The fair provides a focused forum for category positioning and brand building with target audience

Paperex 2005 was the 6th International Trade Fair on pulp and paper pulp printing chemicals amp Adhesive Engg Goods amp services participated in Paperex 2005The excellent display presented by various exhibitors at paperex 2005 the attention of over 85000 official visitors from within the country and abroad

Marketing Objective Establish category positioning Reinforce leadership position Showcase product line Provide a platform for interaction with the consumers Soft launch of ldquomatrixrdquo Brand

Team Involved Head office pavilions amp Interiors Lintas amp Sales Force

Accomplishments BILT pavilion was awarded the 1st prize for the best

design amp concept It was far the most outstanding pavilion in the exhibition

BILT pavilion highlighted BILTrsquos global presence and its strong technological amp distribution strength

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Retail Pack of CamilleRetail Pack of AquasShipper Moonbeam snippier camelliaShipper AquasRecently it was seen that the packing cost of all retail products was going up so various cutting finishing houses and other units under BILT was studied and a survey was made by the marketing managers and various samples were collected and then a meeting was held at Delhi and alternative to the solution was found

PromotionBILT has made lot of effort to promote its products and to make customers aware of the products Some examples areA stationery exhibition was there at Pragati Maidan New Delhi from 23rd to 31st Aug 2003

Marketing Background After having established REB retail packs in the market with a distribution width to back it p it is imperative to enhance the brand equity and recall of our appropriate platform for showcasing our products and interacting with the consumers directly The colored variants of REB which have been launched in Feb 2003 also were displayed and evinced a lot of interest and enquiriesMarketing Objective

Increase brand awareness Directly reach out the end consumers Enhance awareness of mill packed varieties To communicate about new launches

Team Involved

Head Office Marketing amp North Zone

Accomplishment More than 1000 visitors of various profiles came to the

stall For the first time samples of colored ink-jet printouts on

REB 70GSM 85gsm and 100gsm displayed to the visitors at the stall earned considerable admiration and appreciation Colored REB response was good

Spiral Notepads which are about to be launched displayed earned significant applause

Enquiries regarding REB and copy power generated passed on to the concerned re-distribution wholesalers

Increased visibility and awareness of our brandsNext StepAfter this the next step decided was

Sample dockets of REB to be developed Total communication exercise for Spiral Note Pads Participation in exhibition in other metro towns Dealer meets

Marketing ExpectationsZone to inform all re- distribution wholesalers regarding the event and look towards conversion of leads generated

Paperex ndash 2005 5 th ndash 8 th Dec New Delhi

Marketing Requirement amp Background

Paperex- Asiarsquos largest paper show held biennially is a prestigious specialized and focused event of the paper industry to provide an effective platform for companies to showcase their products communicate with the customers and generate business

BILT the market leader in Indian paper industry has been participation in the pappperx The fair provides a focused forum for category positioning and brand building with target audience

Paperex 2005 was the 6th International Trade Fair on pulp and paper pulp printing chemicals amp Adhesive Engg Goods amp services participated in Paperex 2005The excellent display presented by various exhibitors at paperex 2005 the attention of over 85000 official visitors from within the country and abroad

Marketing Objective Establish category positioning Reinforce leadership position Showcase product line Provide a platform for interaction with the consumers Soft launch of ldquomatrixrdquo Brand

Team Involved Head office pavilions amp Interiors Lintas amp Sales Force

Accomplishments BILT pavilion was awarded the 1st prize for the best

design amp concept It was far the most outstanding pavilion in the exhibition

BILT pavilion highlighted BILTrsquos global presence and its strong technological amp distribution strength

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Team Involved

Head Office Marketing amp North Zone

Accomplishment More than 1000 visitors of various profiles came to the

stall For the first time samples of colored ink-jet printouts on

REB 70GSM 85gsm and 100gsm displayed to the visitors at the stall earned considerable admiration and appreciation Colored REB response was good

Spiral Notepads which are about to be launched displayed earned significant applause

Enquiries regarding REB and copy power generated passed on to the concerned re-distribution wholesalers

Increased visibility and awareness of our brandsNext StepAfter this the next step decided was

Sample dockets of REB to be developed Total communication exercise for Spiral Note Pads Participation in exhibition in other metro towns Dealer meets

Marketing ExpectationsZone to inform all re- distribution wholesalers regarding the event and look towards conversion of leads generated

Paperex ndash 2005 5 th ndash 8 th Dec New Delhi

Marketing Requirement amp Background

Paperex- Asiarsquos largest paper show held biennially is a prestigious specialized and focused event of the paper industry to provide an effective platform for companies to showcase their products communicate with the customers and generate business

BILT the market leader in Indian paper industry has been participation in the pappperx The fair provides a focused forum for category positioning and brand building with target audience

Paperex 2005 was the 6th International Trade Fair on pulp and paper pulp printing chemicals amp Adhesive Engg Goods amp services participated in Paperex 2005The excellent display presented by various exhibitors at paperex 2005 the attention of over 85000 official visitors from within the country and abroad

Marketing Objective Establish category positioning Reinforce leadership position Showcase product line Provide a platform for interaction with the consumers Soft launch of ldquomatrixrdquo Brand

Team Involved Head office pavilions amp Interiors Lintas amp Sales Force

Accomplishments BILT pavilion was awarded the 1st prize for the best

design amp concept It was far the most outstanding pavilion in the exhibition

BILT pavilion highlighted BILTrsquos global presence and its strong technological amp distribution strength

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Paperex- Asiarsquos largest paper show held biennially is a prestigious specialized and focused event of the paper industry to provide an effective platform for companies to showcase their products communicate with the customers and generate business

BILT the market leader in Indian paper industry has been participation in the pappperx The fair provides a focused forum for category positioning and brand building with target audience

Paperex 2005 was the 6th International Trade Fair on pulp and paper pulp printing chemicals amp Adhesive Engg Goods amp services participated in Paperex 2005The excellent display presented by various exhibitors at paperex 2005 the attention of over 85000 official visitors from within the country and abroad

Marketing Objective Establish category positioning Reinforce leadership position Showcase product line Provide a platform for interaction with the consumers Soft launch of ldquomatrixrdquo Brand

Team Involved Head office pavilions amp Interiors Lintas amp Sales Force

Accomplishments BILT pavilion was awarded the 1st prize for the best

design amp concept It was far the most outstanding pavilion in the exhibition

BILT pavilion highlighted BILTrsquos global presence and its strong technological amp distribution strength

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

World ndash class swatch books of coated paper uncoated paper copy power amp Royal Executive bond were given away in attractive carry bags made of BILT Royal In addition a 2- page flier on BILT amp a set of letter pads amp envelopes made of BILT Royal executive Bond ndash Camelle moonbeam warhead handed over to the visitors at the stall

The coated product line and finished products which included impressive magazines books and posters evinced a great deal of interest from visitors to the pavilion

Star performer at the pavilion was the BILT Matrix brand under which the premium notepads were displayed

Apart from general enquires generated specific queries were made for BILT Matrix The prompters of Archiersquos showed grat interest in the product and have asked for it to be placed in Archiersquos outlet Other key stationers have also greatly appreciated the product and have shown a high level of interest

Overseas queries also received were for export of A4 Copy paper

There ndash furbished website was also showcased at the exhibition

Next step

Thank you letters to be sent to the visitors through the zonal offices

Sales leads generated to be followed up fro business generation

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Marketing Trends in BILT these days

1Retail REB (a new variety of paper) is introduced Every 6 months paper trade fare takes place at Delhi to attract more parties for paper selling amp make them aware about the new varieties

2BILT has introduced TOTAL QUALITY MANAGEMENT (TQM) Quality is the totality of feature amp characteristics of a product or service that bear on its ability to satisfy stated or implied needs Total Quality is the key to value creation amp customer satisfactions So BILT these days is implementing TQM in which its approach is to continuously improve the quality of all its processes products amp services

3BILT has come up with a new concept of OPTIVISION in which it is increasing computerizations in the organization which was to some extent

Manual working will be reduced Problems will be reduced Quality of work will be improved Customers will get information at home about

the companyrsquos sale on the net in a detailed form It will link the customers amp the buyers with core people who are dispatching the product

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

RESEARCH METHODOLOGY

RESEARCH METHODOLOGYAn exploratory research was conducted with the help of literature surveys and experience surveys in experience surveys INDIVIDUALS with expertise Knowledge amp ideas about research project were questioned After the expertise analysis amp establishing of priorities of further research a descriptive research was conducted so as to find solutions of the problem

The research methodology consisted of the following steps

1 scope of study 2 sampling methods 3 data collection tools4 sample size

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

5 data analysis tools6 limitation of the study

Scope Of StudyStudy was aimed at research analysis of RDWs so the study was in improvement in retail products sale A survey was conducted for 34RDWs of Northern region with help of telephone

Sampling MethodsThe method of random probability sampling was adopted for selecting the sample The sample was selected such that clear amp efficient results can be drawn to draw conclusions The sample was selected according to the convenience

Data Collection ToolsBoth primary as well as secondary is used for the study The secondary data was collected through the literature catalogues amp experience survey For conducting an experience survey the method of informal investigation was collected from knowledgeable persons amp official records

Primary data was collection of data was 44 people out of which 34 were redistribution whole sellers amp 10 were companyrsquos officials

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Data Analysis ToolsAn attempt was made tabulate and summaries data in order to relate critical points with study objectives the reliability of the summaries data was tested with the help of data analysis tool like percentage average standard deviation and variance

Limitation Of The Study

Maximum care was taken while conducting the survey and collecting the secondary data But there are the chances that the result may not match the realities due to some sort of errors The reason nay is limited area to conduct the survey time and money constraint small sample size etc

So the study does not claim to provide final and absolute results But it surely narrow down the area whose judgment will finally operate

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

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• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Data Analysis amp InterpretationsThe data collected from the survey as well as collected from the company personnel have been analyzed amp interpreted carefully So as fulfill all the objectives of the studyVarious statistical tools of data analysis have been employed as amp where required The primary data amp secondary data have been combined together to draw inferences The following section shows the classification tabulation amp interpretation of data

NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1 Mr SUNIL JAIN (DELHI) REB 2 Mr ATUL GARG(DELHI) REBCOPIER 3 Mr GIRDHA AGGARWAL(FAIZABAD) REB4 Mr NARENDER (FARIDABAD) REB 5 Mr CHAMAN GOYAL(GHAZIABAD) REB 6 Mr MAHESH JAIN (GURGAON) REB COPIER7 Mr MAHENDER KUMAR JAIN(JAIPUR) REB COPIER8 Mr ARUN MAHAJAN (JALANDHAR) REB 9 Mr DINESH GUPTA (JAMMU) REB

10 Mr MANISH KHANDELWAL(KANPUR) REB 11 Mr NARENDER LODHA(KOTA) REBIMAGE12 Mr ASHOK JAIN (LUCKNOW) REB 13 Mr MANOJ (MEERUT) REB14 Mr SHILENDER GUPTA (MORADABAD) REB

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

15 Mr DEEPAK (NOIDA) REB16 Mr SURESH SURI(RISHIKESH) REB 17 Mr PRAN PAPNEJA (SAHARANPUR) REBCOPIER18 Mr MAHESH GAUTUM(SHIMLA) REBCOPIER19 Mr ZAHOOR AHMED(SHRNAGAR) REB20 Mr ALOK BHARGAVA(VARANASHI) REB 21 Mr VINEET NARANG(SIRSA) REBCOPIER22 Mr MAHESH KUMAR(HISSAR) REB23 Mr SANJEEV(KARNAL) REB 24 Mr MUKESH (LUDHIANA) REB25 Mr KUDJIT (PATIALA) REB COPIER26 Mr ASHISH GOYAL (CHANDIGARH) REB27 Mr RAM PRAKASH(AMBALA) REBCOPIER28 Mr RAJESH (PANCHKUKLA) REB29 Mr GL MANGAL (AJMER) REB30 Mr RAHUL GUPTA(AGRA) REB31 Mr NARESH TULI(AMRITSAR) REBIMAGE32 Mr SUBASH (ALLAHABAD) REB33 Mr ARUN KUMAR(GAREILLY) REB34 Mr LOKESH REB

It is found that these RDWs sell the REB paper maximum Image paper the least The contribution made by the 34 RDWs in the northern region towards the sale of retail products of BILT is as100RDWs sell REB2058RDWs sell COPIER1764RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES) BILTrsquoS TOTAL BILT(Share)

1 JAIN PAPER (DELHI) 15 290 7892 TRUEMAN STATIONARY MfgCOLtd(DELHI) 50 675 7403 GANESH BOOK DEPOT (FAIZABAD) 50 600 83334 HARYANA TRADERS (FARIDABAD) 10 150 6666

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

5 CHAMAN ENTERPRISES(GAHAZIABAD) 12 200 606 VARDHMAN ENTERPRISES(GURGAON) 16 200 807 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) 15 220 68188 PARTAP STY MART (JALANDHAR) 50 700 71429 GUPTA STY MART (JAMMU) 05 075 666610 SAURABH ENERPRISES(KANPUR) 50 700 714211 SHREE LODHA SONS(KOTA) 07 100 7012 JAIN BROTHERS(LUCKNOW) 10 13 769213 MANOJ STATIONARS(MEERUT) 10 15 666614 HARISH amp CO (MORADABAD) 10 12 833315 KARAN PAPER MART(NOIDA) 14 19 736816 GENERAL SUPPLY AGENCY (RISHIKESH) 16 20 8017 SOHAN LAL PRAN NATH (SAHARANPUR) 12 15 8018 HARI DAS amp CO(SHIMLA) 10 16 62519 BEECO BUSINESS SYSTEMS(SHRINAGAR) 05 095 55520 ABHISHEK PAPERampSTATIONARY(VARANASI)08 10 8021 NARANG CARD GALLARY(SIRSA) 03 05 6022 SHRI BALAJI PAPER MART(HISSAR) 03 06 5023 SANJEEV CARDSampSTATIONARS(KARNAL) 06 10 6024 PARKASH ENTERPRISES(LUDHIANA) 45 60 7525 AS TRADERS(PATIALA) 07 125 88326 ASHIS AGENCIES (CHANDIGARH) 50 75 666627 RAJEEV SANJEEV ENTERPRISES(AMBALA)04 07 571428 ASHOK COY HOUSE (PANCHKULA) 10 175 571429 HIND PAPER MART (AJMER) 03 08 37530 KRISHNA TRADERS(AGRA) 50 657 69231 RATTAN STORES (AMRITSAR) 15 25 6032 SUBHASH STATIONARY (ALLAHABAD) 15 20 7533 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) 04 05 8034 MAHAVIR PAPER STATIONARY(UDAIPUR) 10 17 5882

TOTAL SHARE 60

So from the above data it can be calculated thatAverage monthly sale of 34RDWs = 1775 tonesMaximum monthly sale = 5 tonesMinimum monthly sale = 03 tones

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

List of RDWs giving maximum sale1 TRUMAN STATIONARY Mfg CoLtd(DELHI)2 GANESH BOOK DEPOT(FAIZABAD)3 PAARTAP STY MART(JALANDHAR)4 SAUPABH ENTERPRISES(KANPUR)5 PARKASH ENTERPRISES(LUDHIANA)6 ASHISH AGENCIES(CAHNDIGARH)7 KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale1 GUPTA STY MART(JAMMU)2 SHREE LODHA SONS(KOTA)3 BEECO BUSINESS SYSTEMS(SHRINAGAR)4 NARANG CARD GALLARY(SIRSA)5 SHRI BALAJI PAPER MART(HISSAR)6 HIND PAPER MART (AJMER)7 MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 2058Percentage of RDWs giving minimum sale = 2058Percentage of RDWs giving intermediate sale = 2058Percentage of BILTrsquos average share = 6555

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

RDWS VIEWS ABOUT CUSTOMERS

JAIN PAPER (DELHI) Photostat Offices Printers Advertising agencies

TRUEMAN STATIONARY MfgCOLtd(DELHI) Students Advertising agencies Label manufacture

GANESH BOOK DEPOT (FAIZABAD) Offices Printers Students Publishers

HARYANA TRADERS (FARIDABAD) Advertising agencies Publishers Offices

CHAMAN ENTERPRISES(GAHAZIABAD) Printers Photostat Publishers

VARDHMAN ENTERPRISES(GURGAON) Printers Students Publishers

RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Photostat Offices Students

PARTAP STY MART (JALANDHAR)Offices Printers Publishers

GUPTA STY MART (JAMMU) Students

SAURABH ENERPRISES(KANPUR) Printers Students Printers Publishers

SHREE LODHA SONS(KOTA) Printers Students

JAIN BROTHERS(LUCKNOW)Printers Offices Stationers

MANOJ STATIONARS(MEERUT) Students Publishers

HARISH amp CO (MORADABAD) Students

KARAN PAPER MART(NOIDA) Publishers

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

GENERAL SUPPLY AGENCY (RISHIKESH) Stationers Printers Photostat

SOHAN LAL PRAN NATH (SAHARANPUR) Printers Offices

HARI DAS amp CO(SHIMLA) Offices Advertising agencies

BEECO BUSINESS SYSTEMS(SHRINAGAR) Students

ABHISHEK PAPERampSTATIONARY(VARANASI) Stationers Advertising agencies

NARANG CARD GALLARY(SIRSA) Offices Students

SHRI BALAJI PAPER MART(HISSAR) Stationers Students

SANJEEV CARDSampSTATIONARS(KARNAL) Students Publishers

PARKASH ENTERPRISES(LUDHIANA) Advertising agencies Publishers Offices Students

AS TRADERS (PATIALA) Publishers Offices

ASHIS AGENCIES (CHANDIGARH) Stationers Students Offices Advertising agencies Printers Publishers

RAJEEV SANJEEV ENTERPRISES(AMBALA) Students Offices Printers

ASHOK COY HOUSE (PANCHKULA) Publishers Offices

HIND PAPER MART (AJMER) Printers Students

KRISHNA TRADERS(AGRA) Students Advertising agencies Printers Publishers

RATTAN STORES (AMRITSAR) Students Advertising agencies Printers Publishers Offices

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

SUBHASH STATIONARY (ALLAHABAD) Photostat Printers Stationers

MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Stationers

MAHAVIR PAPER STATIONARY(UDAIPUR) Students

FROM THE ABOVE DATA IT IS CLEAR THATNumber of RDWs out of 34 RDWs selling retail product to stationers =6Number of RDWs out of 34 RDWs selling retail product to student =20Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8Number of RDWs out of 34 RDWs selling retail product to Label manufacture =2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5Number of RDWs out of 34 RDWs selling retail product to Offices =15Number of RDWs out of 34 RDWs selling retail product to Printers =17Percentage of RDWs out of 34 RDWs selling retail product to Stationers =1764Percentage of RDWs out of 34 RDWs selling retail product to student =5882Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture =588Percentage of RDWs out of 34 RDWs selling retail product to Photostat =1470Percentage of RDWs out of 34 RDWs selling retail product to Offices =4411Percentage of RDWs out of 34 RDWs selling retail product to Printers =50

RDWs VIEWS ABOUT MAIN COMPETITORS

JAIN PAPER (DELHI) JK ORIENT TRUEMAN STATIONARY MfgCOLtd(DELHI) JK MODI

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

GANESH BOOK DEPOT (FAIZABAD) JK HARYANA TRADERS (FARIDABAD) MODI CHAMAN ENTERPRISES(GAHAZIABAD) JK VARDHMAN ENTERPRISES(GURGAON) JK RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) JK PARTAP STY MART (JALANDHAR) JK MODI GUPTA STY MART (JAMMU) GODREJ ORIENT SAURABH ENERPRISES(KANPUR) JK ORIENT SHREE LODHA SONS(KOTA) JK CENTURY JAIN BROTHERS(LUCKNOW) JK MANOJ STATIONARS(MEERUT) JK HARISH amp CO (MORADABAD) ORIENT KARAN PAPER MART(NOIDA) JK CENTURY GENERAL SUPPLY AGENCY (RISHIKESH) GODREJ ORIENT SOHAN LAL PRAN NATH (SAHARANPUR) JK MODI HARI DAS amp CO(SHIMLA) JK BEECO BUSINESS SYSTEMS(SHRINAGAR) GODREJ MODI ABHISHEK PAPERampSTATIONARY(VARANASI) JK ORIENT NARANG CARD GALLARY(SIRSA) JK SHRI BALAJI PAPER MART(HISSAR) JK SANJEEV CARDSampSTATIONARS(KARNAL) MODI ORIENT PARKASH ENTERPRISES(LUDHIANA) GODREJ JK AS TRADERS(PATIALA) MODI CENTURY ASHIS AGENCIES (CHANDIGARH) GODREJ JK RAJEEV SANJEEV ENTERPRISES(AMBALA) JK MODI ASHOK COY HOUSE (PANCHKULA) GODREJCENTURY HIND PAPER MART (AJMER) JK amp ORIENT KRISHNA TRADERS(AGRA) JK MODI amp ORIENT RATTAN STORES (AMRITSAR) JK CENTURY amp MODI

SUBHASH STATIONARY (ALLAHABAD) GODREJCENTURY MAHESHVARI PAPERS Pvt Ltd(BAREILLY) CENTURY amp MODI MAHAVIR PAPER STATIONARY(UDAIPUR) JK CENTURY MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Number of RDWs favoring that JK is the competitor of BILT =22Number of RDWs favoring that MODI is the competitor of BILT =12Number of RDWs favoring that ORIENT is the competitor of BILT =9Number of RDWs favoring that CENTURY is the competitor of BILT =9Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT =647Percentage of RDWs favoring that MODI is the competitor of BILT =3529Percentage of RDWs favoring that ORIENT is the competitor of BILT =2647Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647Percentage of RDWs favoring that GODREJ is the competitor of BILT =2058This data clearly shows that BILT is facing competition mainly from the side of JK BILT is facing the least competition from GODREJ

RDWs VIWES ABOUT BILTrsquos PRICE

JAIN PAPER (DELHI) Accurate TRUEMAN STATIONARY MfgCOLtd(DELHI) High GANESH BOOK DEPOT (FAIZABAD) High HARYANA TRADERS (FARIDABAD) Accurate CHAMAN ENTERPRISES(GAHAZIABAD) Accurate VARDHMAN ENTERPRISES(GURGAON) High RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) Accurate PARTAP STY MART (JALANDHAR) High

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

GUPTA STY MART (JAMMU) Accurate SAURABH ENERPRISES(KANPUR) Accurate SHREE LODHA SONS(KOTA) High JAIN BROTHERS(LUCKNOW) Accurate MANOJ STATIONARS(MEERUT) Accurate HARISH amp CO (MORADABAD) Accurate KARAN PAPER MART(NOIDA) High GENERAL SUPPLY AGENCY (RISHIKESH) High SOHAN LAL PRAN NATH (SAHARANPUR) Accurate HARI DAS amp CO(SHIMLA) High BEECO BUSINESS SYSTEMS(SHRINAGAR) Accurate ABHISHEK PAPERampSTATIONARY(VARANASI) Accurate NARANG CARD GALLARY(SIRSA) High SHRI BALAJI PAPER MART(HISSAR) Accurate SANJEEV CARDSampSTATIONARS(KARNAL) High PARKASH ENTERPRISES(LUDHIANA) Accurate AS TRADERS(PATIALA) Accurate ASHIS AGENCIES (CHANDIGARH) Accurate RAJEEV SANJEEV ENTERPRISES(AMBALA) High ASHOK COY HOUSE (PANCHKULA) High HIND PAPER MART (AJMER) High KRISHNA TRADERS(AGRA) Accurate RATTAN STORES (AMRITSAR) High SUBHASH STATIONARY (ALLAHABAD) Accurate MAHESHVARI PAPERS Pvt Ltd(BAREILLY) Accurate MAHAVIR PAPER STATIONARY(UDAIPUR) Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs ARE SATISFIED WITH BILTrsquos PRICE amp 14 OUT OF 34 RDWs ARE NOT SATISFIED WITH BILTrsquoS PRICE

So percentage of price satisfaction = 5882Percentage of price dissatisfaction is = 4117

RDWs VIEWS ABOUT MODIFICATION

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

JAIN PAPER (DELHI) No need TRUEMAN STATIONARY MfgCOLtd(DELHI) packing should be

improved GANESH BOOK DEPOT (FAIZABAD) packing should be

improved HARYANA TRADERS (FARIDABAD) No need CHAMAN ENTERPRISES(GAHAZIABAD) No need VARDHMAN ENTERPRISES(GURGAON) bar coding should

be there on the packs RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) No need PARTAP STY MART (JALANDHAR) color identification

should be there on the packs GUPTA STY MART (JAMMU) packing should be

improved SAURABH ENERPRISES(KANPUR) No need SHREE LODHA SONS(KOTA) No need JAIN BROTHERS(LUCKNOW) No need MANOJ STATIONARS(MEERUT) packing should be

improved HARISH amp CO (MORADABAD) No need KARAN PAPER MART(NOIDA) timely service

should be there GENERAL SUPPLY AGENCY (RISHIKESH) No need SOHAN LAL PRAN NATH (SAHARANPUR) No need HARI DAS amp CO(SHIMLA) No need BEECO BUSINESS SYSTEMS (SHRINAGAR) quality should be

improved ABHISHEK PAPERampSTATIONARY(VARANASI) No need NARANG CARD GALLARY(SIRSA) No need SHRI BALAJI PAPER MART(HISSAR) No need SANJEEV CARDSampSTATIONARS(KARNAL) No need PARKASH ENTERPRISES(LUDHIANA) bar coding should

be introduce AS TRADERS(PATIALA) No need ASHIS AGENCIES (CHANDIGARH) No need RAJEEV SANJEEV ENTERPRISES(AMBALA) time service should

be there

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

ASHOK COY HOUSE (PANCHKULA) No need HIND PAPER MART (AJMER) No need KRISHNA TRADERS(AGRA) No need RATTAN STORES (AMRITSAR) time service should

be there SUBHASH STATIONARY (ALLAHABAD) No need MAHESHVARI PAPERS Pvt Ltd(BAREILLY) bar voiding should

be introduced MAHAVIR PAPER STATIONARY(UDAIPUR) No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT

Percentage of RDWs who want improvement in packing =1176Percentage of RDWs who want improvement in Quality =294Percentage of RDWs who want improvement in service =882Percentage of RDWs who want introduction of bar- coding the packs =882Percentage of RDWs who want color identification of the packs =294

So total percentage of RDWs who want modifications =3528Percentage of RDWs who want donrsquot want any modification =6472

Limitations of the study

The limitations need to be considered during the research work are as following

Due to certain norms and regulations followed by the management of unit all the subjects could not be studied intensively

As such the report is subjected to a particular time frame since it is quite possible that the inferences may differ in different periods

Although the staff of Ballarpur Industries Ltd was very efficient and highly cooperative and they devoted enough of their valuable time with their employees

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Findings amp conclusions

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Findings amp conclusions

On the basis of data collected from the RDWs amp BILTrsquos staff the following results are obtained

BRANDS REB amp MATRIX is the retail product from Unit Shree Gopal which is maximum in sale

TOTAL RETAIL SALE Total retail sale from the RDWs is 300 to 350tonnes per month Average retail sale of RDWs is 176 tones Maximum sale is 5 tonnes amp minimum sale is 03 tones Percentage from the RDWs giving intermediate sale is maximum Average BILTrsquos share for the sale of retail products according to the data provided by RDWs is 6566 But actually this share is 76

CUSTOMERS the primary customers of BILTrsquos retail products are photostaters offices printers stationers students and advertising agencies Label manufacturers The maximum consumption of these products is that of students amp academic institutions amp the minimum consumption of it is by the label manufacturers

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

COMPETITORS OF RETAIL PRODUCTS main competitors of BILTrsquos retail products are JK MODI ORIENT CENTURY GODREJ etc According to the data provided by RDWs it is calculated that BILT faces maximum competition from the side of JK ampminimum competition from the side of ORIENT amp CENTURY paper mills

BILTrsquos POSITION AS A BRAND Remarks given by customers to BILT according to RDWs are excellent good fine and ok most of the customers according to RDWs have remarked BILT as very good amp fine brand According to RDWs BILT is the leading paper manufacturer However there are some customers according to RDWs who have no knowledge about BILT due to very less advertising of BILT products

BILTrsquos SEASONALITY After studying seasonality in sales of different RDWs it has been calculated that maximum sale of BILTrsquos retail products occur in the month of May amp June Minimum sale occur in the month of December

BILTrsquos PRICE From the data it is calculate that 4117 RDWs are not satisfied with BILTrsquos price amp 5887 RDWs are satisfied with BILTrsquos price instead of that the BILTrsquos paper is working in the market on the basis of his quality where BILT never compromise

MODIFICATION From the data calculated from 34 RDWs it is calculated that only 3528 want modification in packing quality service color identification etc 6472 RDWs do not want any modification which shows that BILT has established a very good position in the market

MARKET SHARE the market share of BILT in northeast westa amp south is 24 7 30amp15 Market share of BILTrsquos REB is 60 EB of JK makes 30 amp others make 10 Market share of BILTrsquos retail products in all directions are

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

NORTH =18SOUTH =25WEST =27EAST =6

REASONS OF BILTrsquoS SUCCESS

1 Set up of own pulp mill to lower the pulp cost

2 Total quality management (TQM)3 Taking over multinationals like sinar

mass4 Introduction of superior quality of

premium vendors5 Fast market quality information at

head office Gurgaon where Buyers are invited to report about any complaint amp when they report immediate action is taken Goodwill in the market is created

6 Better resource planning

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

THE MAJOR FINDINGS OF THE STUDY ARE

Paper is a cyclical industry This states that the prices of paper fluctuate twice or thrice in a year BILT holds a major chunk of market share in the paper industry BILT enjoys market leadership in coated paper range due to its unmatched quality and production Shree Gopal Unit holds sufficient space but still it requires more land for the implementation plans in respect to future expansion prospects Sustained availability of good quality of raw materials (forest based) Unit Shree Gopal insisted upon adequate modernization of the manufacturing assets It also takes into consideration of improvement of the infrastructure The unit carries effective environmental management Unit Shree Gopal continuously persisted on quality improvements and reduction in cost of production

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

Some areas of the unit such as godowns are under utilized which must be managed properly The company is facing the shortage of power supply due to electricity cuts Heavy reliance on outside transporters for shipping of goods and materials

CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on come back trail Indian paper industry has also started looking up Indiarsquos per capita consumption of paper is around 400kg which is one of the lowest in the world with the expected increase in literacy rate and growth of the economy an increase in the per capita consumption of paper is expected The demand for upstream market of paper medical grade coated paper tea bags and filter paper light weight online coated paper medical grade coated paper and etc is growing up These developments are expected to give fillip to the industry

The total capacity of the paper industry is about 15 million tones and it is growing at the rate of 6 Here again there is a big gap between demand and supply Demand is growing at 6 and supply at 3-4

There might be a fall of prices because of fall in global prices It is more of a psychological fall than a demand-supply

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

mismatch The senior officials are quite sure that demand will soon out ship supply

BILT always look for good assets to add value to the operations It has the best distribution system in the country The operating performance speaks for itself In the sense virtually they are operating every year at 100 capacity utilization and selling the product If we look at the other best players in the industry they would never exceed 90 in good years and in bad years they go down to as low as 70

In India the maximum growth in writing and printing has come from copier paper the reason being the increase in photocopying BILT is also witnessing growth from coated paper The ratio between coated and uncoated paper is highly skewed towards uncoated paper is the cheapest But with the developed countries The economy the consumption of coated paper is also increasing

The things have started looking better for the paper industry as a result of the revival in the Indian economy Even globally the paper prices have started moving up This will reduce the incidence of low cost imports The market share of BILT is around 22 and is expected to come up to 30 with in a year or so The paper market is growing by 6 and coated paper market is growing around 10 and copier around 12

Now the aim is to grow at higher percentage than these and for this BILT should realize that they have to do it by combination of both field expansion and looking at the possibility of future acquisition in the paper industry for this for future consolidation BILT should look at the domestic

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

market and there are lots of companies in the block which we feel have a synergy with it

RECOMMENDATIONS amp SUGGESTIONS

The main of the study was to get knowledge about working in the marketing field in an organization amp to analyze the retail sale with help of data (BILTrsquos retail products BILTrsquos main customers competitors BILTrsquos position BILTrsquos services etc) collected from RDWs On the basis of study amp findings various recommendations were made which are given below -

1 It was found from the study that retail product IMAGE COPIER is maximum in sale so company should increase the production of IMAGE COPIER It is found from the study that maximum monthly sale is of 5 tones which is shown by some the RDWs which give maximum sale to BILT are given incentives which is a very good characteristic of BILT for Business There should also be increases in supply to these RDWs Some of the RDWs give minimum sale Their

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

performance in the past should be examined amp then accordingly supply of retail products should be increased or decreased

2 Major consumers of BILTrsquos retail products are students So BILT should pose more emphasis on satisfying the demands of the students

3 it is found from the study that sale increases from march to September amp decreases form oct to feb Maximum sale occur in the months of May amp June Minimum sale occur in dec so BILT should plan its production amp supply according to demand for the market

4 Upgraded technology should be introduced in order to meet market specifications

5 Unit marketing should attend more complaints6 There should be better coordination between

marketing amp process7 There should be more flexibility in manufacturing of

specific orders8 There had never been proper launching amp advertising

of specific products BILT should start advertising it products which can increase its sale amp increase its market share from 76to100 After conducting the research various relevant findings revealed the true picture of the paper industry After studying about Unit Shree Gopal the conclusions drawn with some recommendations for improvements

BILT have their own USP focusing on quality The recommendations relate to continue same strategies along with diversion in the attributes like pricing promotion etc

Unit Shree Gopal is recommended to consider upon the transportation facility The unit is heavily relying upon the outdoor transporters who

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

play their discretion the transportation which may prove hassles in the smooth flow of goods to the destination Hence bring scar to the brand name of BILT

BILT has built up a name of its own Almost whole of the country is familiar to the generic term for paper Thereby BILT is recommended to utilize this brand popularity as a positioning strategy to cater new unexplored markets

Unit Shree Gopal though a reputed well ndash known and active subsidiary of BILT have least concentration on various active marketing activates Their main emphasis is on passive marketing In these modern times it is said that marketing is the backbone of any business Although the name is very popular but it is recommended to go in for improvement of their promotional mix by following professional approaches like brand positioning media advertising and other sales promotion techniques

Unit Shree Gopal is highly recommended to improve the quality of work life provided to the workers engaged in the production process The newly installed machinery is highly sophisticated but the older machines have poor quality of work life (in case of pollution poor lighting poor ventilation cleanliness etc)

These must be improved

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

BIBLIOGRAPHY

KOTLER PHILIP PRINCIPAL OF MARKETING MANAGEMENT SHARMA DD MARKETING RSEARCH ndash PRINCIPLES APPLICATION amp

CASES BOWERSOK DON J LOGISTICAL MANAGEMENT MACMAILLAN COMPANYrsquoS CATALOGUE BILT WEBSITE (WWWBILTCOM)

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

THANKS

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY

• ORDER
• PRODUCTION
• TCC MILL
• ORACLE
• RETAILERS
• CONSUMERS
• A
• PROJECT REPORT
• ON
• ANALYSIS ON
• AT
• BALLARPUR INDUSTRIES LTD
• SUBMITTED TO
• KURKUSHETRA UNIVERSITY KURKUSHETRA
• (SESSION 2007-2008)
• UNDER THE SUPERVISION
• MRSANJEEV RAHEJA
• MRMUNISH DHIR
• CONTENT
• ACKNOWLEDGEMENT
• • PREFACE
  • • HISTORY AND BACKGROUND
    • INTODUCTION
    • 1) Ballarpur Unit Distt Chanderpur Maharashtra
    • LOCATION OF BILT
    • UNIT SHREE GOPAL YAMUNA NAGAR
    • PRODUCT
    • PLANT CAPACITY
    • RAW MATERIAL
    • MANPOWER
    • MARKET
    • PROCESS OF PAPER MAKING
    • MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES
    • QUALITY POLICY
    • TQM DR N EDWARDS DENINGS 14 POINTS
    • ENVIRONMENT POLICY
    • Pursuant to this goal we shall
    • Environment and Safety
    • Savings After Action I -99 KWH
    • CORPORATE SOCIAL RESPONSIBILITY
    • CORE VALUE
    • VISION
    • MISSION
    • • SWOT ANALYSIS
      • • STRENGTHS
        • OPPROTUNITIES
        • • Weakness
          • • THREATS
            • BRAND MASTER REPORT
            • VARIOUS DEPARTMAENTS AT UNIT SHREE GOPAL
            • ADMINISTRATIVE DEPARTMENT
            • PROCESS DEPARTMENT
            • ENGINEERING DEPARTMENTS-
            • ORGANISTION STRUCTURE
            • POLICIES OF OBTAINING
            • OBJECTIVE
            • OBJECTIVE OF THE STUDY
            • Mergers amp Acquisitions
            • MAJOR MARKETING CHANNELS OF BILT
            • Wholesalers
            • Retailers
            • Depots
            • Sales manager
            • Authorized Distributor
            • Wholesalers
            • Retailers
            • Consumers
            • ORGANISATIONAL STRUCTURE OF MSD
            • Marketing Services Department
            • North zone New Delhi Punjab HP Haryana JampK Rajasthan UP
            • South zone Kerela Tamilnadu Andhra Pardesh Karnataka
            • West zone Maharashtra Goa Gujarat MP Daman
            • East zone West Bengal Assam Manipur Nagaland Tripura
            • FUNTION OF MSD
            • • ORDER PROCESSING FLOW
              • • PROJECT
                • Retail selling
                • Retailing
                • • Retail pricing
                  • Retail Services
                  • Retail types
                  • • Retail paper products
                    • Applications
                    • Applications
                    • Price
                    • • PRICE OF DELHI depot to CHANDIGARH
                      • • Royal Executive Bond
                        • Place
                        • Packaging
                        • Strip Roll
                        • Material required for REB (85 GSM)
                        • Retail pack REB 85 GSM
                        • Material required for REB (70 GSM)
                        • Wrapper REB 70 GSM
                        • Material required for colored REB
                        • Retail Pack of M Beam
                        • Promotion
                        • Marketing Background
                        • Marketing Objective
                        • Team Involved
                        • Head Office Marketing amp North Zone
                        • Accomplishment
                        • Next Step
                        • Marketing Expectations
                        • Paperex ndash 2005 5th ndash 8th Dec New Delhi
                        • Marketing Requirement amp Background
                        • Marketing Objective
                        • Team Involved
                        • Head office pavilions amp Interiors Lintas amp Sales Force
                        • Accomplishments
                        • Next step
                        • Marketing Trends in BILT these days
                        • RESEARCH METHODOLOGY
                        • RESEARCH METHODOLOGY
                        • Scope Of Study
                        • Sampling Methods
                        • Data Collection Tools
                        • Data Analysis Tools
                        • Limitation Of The Study
                        • Data Analysis amp Interpretations
                        • NAME OF RTETAIL BRANDS OF PAPER SOLD BY 34 RDWs
                        • Monthly retail sale of 34 RDWs
                        • So from the above data it can be calculated that
                        • Average monthly sale of 34RDWs = 1775 tones
                        • Maximum monthly sale = 5 tones
                        • Minimum monthly sale = 03 tones
                        • List of RDWs giving maximum sale
                        • List of RDWs giving minimum monthly sale
                        • Percentage of RDWs giving maximum sale = 2058
                        • Percentage of RDWs giving minimum sale = 2058
                        • Percentage of RDWs giving intermediate sale = 2058
                        • Percentage of BILTrsquos average share = 6555
                        • RDWS VIEWS ABOUT CUSTOMERS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies =2352
                        • RDWs VIEWS ABOUT MAIN COMPETITORS
                        • FROM THE ABOVE DATA IT IS CLEAR THAT
                        • Percentage of RDWs favoring that CENTURY is the competitor of BILT =2647
                        • RDWs VIWES ABOUT BILTrsquos PRICE
                        • RDWs VIEWS ABOUT MODIFICATION
                        • FORM THE DATA ABOVE IT CAN BE CALCULATION THAT
                        • Findings amp conclusions
                        • Findings amp conclusions
                        • NORTH =18
                        • REASONS OF BILTrsquoS SUCCESS
                        • THE MAJOR FINDINGS OF THE STUDY ARE
                        • CONCLUSION
                        • RECOMMENDATIONS amp SUGGESTIONS
                        • BIBLIOGRAPHY