Marketing Mix
Marketing Mix
Marketing Mix
Media plays a vital role in these days. One such kind of media
is done through paper. Paper has been playing key role since good olden
days.
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Despite of the numerous communications tools such as electronic
media, information technology, there is a tremendous change is
communication system. Paper has lost its significance.
Marketing:
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NEED FOR THE STUDY
Paper, an eco friendly product plays a vital role in the human life;
paper is a unique useful product.
The demand for paper is growing from time to time. Paper industry
has been defined as the core industry by the government of India.
With the increase in the literacy rate and growth of economy, the
increase in the perception consumption of paper is expected.
In view of the paper industries strategic role for the overall industrial
growth and also for the society it is necessary that the paper industry
should perform well.
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OBJECTIVES OF THE STUDY
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METHODOLOGY OF THE STUDY
1. Primary Data
2. Secondary Data
1. Primary Data
The primary data are those which are collected and for the first
time and thus happen to be original in character.
2. Secondary Data
1. Magazines
2. Text books on marketing and paper
industry.
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LIMITATIONS OF THE STUDY
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INDUSTRY PROFILE
The art of paper making first developed by China in 200B.C. and made
from bark leaves of Mulberry tree. In751AD the Arabs and Europeans acquired
from the Chinese prisoners. In 1799 Robert Nicholas of France invented paper
machine.
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In751AD the Arabs and Europeans acquired from the Chinese prisoners. In1799
Robert Nicholas of France invented paper machine.
Up to year 105 A.D. the product paper was not well know and till then
things were written on tree leaves.
In 751 A.D. the Arabs imported the knowledge of paper working with the
help of Chinese. Later the arty of paper making was spread to European and
central countries of world started in 1336 A.D in Germany, and later it was
spread to other countries of the world.
Chlorine gas waste was first used in 1729 A.D. for the bleaching of
the pulp. Robert Nicholas was the scientist who designed the first paper machine
of the world in 1799 A.D. Present paper machine was designed by Brumen
Donkilu after a series of efforts.
In 1862 A.D. the road pulping process was introduced in England. The
consumption of Rosin to Aluminum was started in 1900 A.D. After a number of
technical methods, the present paper industry reached its present position.
Nothing can be said about the first paper Mill in India. But it was said
that William Varner, in 1812 started the first paper Mill at Berhampur with the
help of Kagazius in 1932
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mills. Telethon paper mills started the preparation of pulp from bamboo in 1912
and later the remaining paper mills were established.
ABOUT PAPER:
ORIGIN OF PAPER:
The word paper derives from the Egyptian word PAPYRUS. The
ancient Egyptians used papyrus sheets made from the stem tissue of the
plant Cyprus papyrus about five thousand years back. The Aryans used dried and
processed palm leaves and thick bark sheets of the blot paper for writing.
However the credit of paper inventing goes to the Chinese scholar Tsai Lone.
He invented the paper in 105 A.D. he pressed rotten bark lamp in to pulp and
pressed out the liquid. The pulp then remained was made dry in the sun light
and the resulting uneven rough sheet was found better for writing. That was the
first sheet of paper produced.
MANUFACTURING PROCESS:-
The basic raw materials used are straw, pulp, bagasse, waste paper,
gunny, and wood pulp sheets.
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2) Bagasse ----------> Hanuman junction, Chagallu, Chelluru,
Nellore.
RAW MATERIALS:-
The raw materials bagasses are cut into pieces by cutters, and passes
through depicter where the pith is remove from the bagasse. The gets
cleaned, dewatered and then taken to MCD digester through conveyor belts. In
MCD digester chemicals like caustic soda (11%) is added and steam is passed
and cooks the material for 2 hours. The capacity of the MCD digester is 4.0 to
4.5 metric tons. Here the color of the pulp is black. The cooked pulp is taken to
RPS tower, then SDR refiner, and the waste in pulp is detected and separated.
The sub out puts of bagasse, straw, waste paper, and gunny are mixed
for stock preparation. The sub outputs are mixed in the following ratios.
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Waste paper ----------> 20 %
Gunny ----------> 10 %
Alum ---------> 5 to 6 %
The pulp is passed to the head box, here the pulp has only 3% of paper
and rest is water so, water is separated from the pulp by various methods like
press part dryer part, calendars, pope reel, re-winders. Thus the paper rolls are
obtained. Now the sheet cutter cuts the paper rolls in different required sizes.
The paper sheets are taken finishing house and packing take place. The each
packet contains 500 sheets. The packets dispatched.
CLASSIFICATION OF PAPER:-
In this modern era, paper is used for a variety of purposes, paper, and
a uniquely useful product, preserves information and thoughts. It plays a vital
role in the protection of the environment as paper is eco friendly product.
1. Cultural paper:
It includes paper used for books and printing and writing etc.
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2. Industrial paper:
It includes paper used for bag making, warping paper, and craft paper
folding Bag, paper newsprint etc.
3. Structural paper:
It includes wallpaper tissue paper, towel paper and the like.
YEAR DEVELOPMENT
200 B.C
Birth of paper concept in china by T sai Luna.
100 A.D Traces of authentic paper making process.
1798A.D Patent issued to Nicholas- Louis Robert for first continuous paper
machine.
1803-1807 A.D Patents issued 4chinese brothers for improving continuous paper
machine.
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back. In 1812 William Karley started paper machine in Singapore in West
Bengal
PAPER INDUSTRY IN GLOBAL PERSPECTIVE
PER CAPITA CONSUMPTION (KG)
COUNTRY
USA 289
CANADA 251
GERMANY 205
SWITZERLAND 168
JAPAN 153
ENGLAND 135
GREECE 79
SINGAPORE 60
USSR 32
BRAZIL 26
EGYPT 10
CHINA 5
INDIA 3.5
INDONESIA 3
In Concrete terms, more than 60%of the trade of pulp wood more than
50% of the trade of the paper and paper board more than 80%of the trade of
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news print and more than 60%of printing and writing paper are controlled by
4 to 5 nations on either side of the transactions. Low per capital consumption
of the south is the underlying on either side of the transaction.
During the First World War (1914-1918) the industry made a progress
on account of heavy demand but inconsequent years. Paper industry in India
is little over 100 years old. Initially it was started as cottage industry and
later developed in private and joint sector.
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Only 47 mills have an annual installed capacity of 10000 tones.
According to recent survey India was in back seat its comparison of
America, Canada, Sweden and Japan India is in back seat because of large
population and high literacy.
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1990 1.29
1995 2.20
1999 3.40
2000 5.00
2005 6.50
Raw Materials being used by the paper mill around 37% of the
production are dependent on wood, 31% depended on agro and remaining
32% is depended on upon waster paper.
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Paper and Paper Board News Print
Specialty
Special 12 3 15
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It is quite clear from the above table that out of all different types
products available in the Indian paper industry, industrial paper is most after
product after product, and is being produced by large number of paper mills.
AP is the 5th largest and 4th population state in India. AP ranks as the
10th literacy. AP obtained the cheapest subsidy i.e. 14.05 crores in 1986-87
under the scheme of decentralization. Paper mills are well dispensed with
every alternative district has at least one unit.
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15 M/S SRI LSP LTD BODEN 15500
In the early 1970s when country was faced with a paper famine, the
government adopted a policy of encouraging small paper mills because of
short generation period, the use of cheap and second hand machinery readily
available in foreign countries.
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Since the small paper mills are agro based ones, like straw,
begasse, jute stalks for making paper; there was a lot of potentiality for
paper industry in the district. Today there are 3units existing in the district.
All these units are agro based industries. More over these units are
incorporated as small paper mills with an installed capacity of about 10 to 20
TPD.
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PAPER INDUSTRY IN INDIA AT A GLANCE
9 KERALA 03 0.393 -
13 ORISSA 07 2.136 -
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FUTURE PROSPECTS OF INDUSTRIES IN INDIA
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COMPANY PROFILE
The Company uses unconventional Raw Materials like Paddy Straw and
Bagasse. It went into commercial production in 1978 with an initial installed
capacity of 9000 MTs per Annum. Subsequently in 1982, the Company
envisaged expansion of the capacity to 18000 MT, successfully completed
the same and started the commercial production during 1988.
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The Company enjoys patronage of private market distributors and also
having a brand name and image. Its Delta Hasti Duplicating Paper and
Note Books are very popular.
In the year 1988, Sri Gokaraju Ganga Raju, Promoter. Head of Laila
Group, Managing partner of M/s. Chemiloids, Herbal Pharma Extract Unit
and an Eminent Industrialist in Andhra Pradesh has taken over the
Management of the Company and turned the corner and achieved its
capacity utilization to an extent pf 144% . The Management has installed
one more Paper Machine and commissioned the same during December
2004. With this, the Companys production level is increased to 42,000 MT
per Annum of Writing & Printing papers.
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have procured Sugar Mills, when the AP Govt. started disinvesting in Co-
Operative Sugar Mills. Delta Sugars Ltd is one such Mill.
With all these developments, the Company is now producing at the rate of
51,100MT per annum of Quality Writing and Printing Papers.
Board of Directors:
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QUALITY POLICY
Delta Paper Mills has been successfully in unifying the quality with
eco friendliness. The Company strictly follows the standards of quality. This
is reflected in the wide acceptance of its products around the country.
MISSION
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To meet these provisions Delta Paper Mills Ltd is committed to:
Meet its responsibility of care and well being of all persons in Delta
Paper Mills Ltds work places including visitors, contract workmen,
casual workmen and trainees.
VISION
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Use of Eco friendly systems to the extent possible.
- Modern and proven technological use of Natural Gas, Agro based residues
viz., pith from bagasse, rice husk etc. for efficient use as fuels.
- Fulfilled pollution abatement plans both for Water as well as Air meeting
the stringent standards of APPCB.
- Being an organization promoted by the local people and run mostly by the
local available talents, the industrial relations of the Mills are excellent and
cordial.
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- This is only the Mills in the country which has been in operation without
any stoppage whatsoever except for Natural Calamity of Floods during
1986.
- It may be of interest to know that there has been no Mill of this type in the
country, which has not changed its name.
MILESTONES
4. Delta Paper Mills is the first Company to utilize Natural Gas supplied
by oil and Natural Gas Commission in the entire South India.
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6. In the year 1998, Dr. Gokaraju Gaga Raju, Promoter, Head of Laila
Group, Managing Partners of M/s. Chemiloids, Herbal Pharma
Extract unit and an eminent Industrialist in Andhra Pradesh, has taken
over the Management of the Company and turned the corner and
achieved its capacity utilization to an extent of 144%.
7. The Company has installed 3rd Paper Machine and required Plant &
Machinery and increased the capacity the capacity to 42000
MT/Annum and commissioned the same during December 2004.
PRODUCTS
1. MAPLITHO S.S.
2. MAPLITHO N.S.S.
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3. OFFSET PRINTING.
4. CREAMWOVE
5. COLOURWOVE
6. CARTRIDGE
7. DUPLICATING
9. NEWSPRINT
The unique feature of M/s Delta Paper Mills Limited is its diverse
and wide product ranges.
PRODUCT RANGE S:
With this wide product range, we meet the needs of nationalized Text
Books distributed by various State Governments like Andhra Pradesh,
Maharashtra, Gujarat, Kerala and Madhya Pradesh etc., and leading
publication houses apart from many others. The Company enjoys the
patronage of private market distributions and also having a brand name and
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WRITING & PRINTING
GRADES :
MAPLITHO S.S
MAPLITHO N.S.S
image.
OFFSET PRINTING
PAPER USAGE DESCRIPTION :
CREAMWOVE PAPER
WHITE PRINTING 1. LABEL PRINTING
PAPER 2. NOTEBOOKS & TEXTBOOKS
NEWSPRINT GRADE
WELFARE
Delta Paper Mills Note Books Distribution free of cost to School Children.
Clean & Green Programme Implemented by Delta Paper Mills Ltd., Vendra.
Contact
Grams: DELTPAP
Phone
08816-248881 to 248884 & 248335 to 248337
Nos:
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[email protected] [email protected]
Board Members
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THEORETICAL FRAME WORK
PRODUCT:--
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Thus, when designing products, marketers must first define the
core benefits that the product will provide to consumers, i.e., the durable
goods, non-durable goods, and services.
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developing and introducing major new products have climbed, many large
companies have decided to acquire existing brands rather than to create new
ones. Other firms have saved money by copying competitors brands or buy
reviving old brands.
PRICE:--
Price is the only tool of marketing mix that the company uses to
get returns. Price decisions must be co-ordinate with product design,
distribution and promotion decisions to form a consistent and effective
marketing program. Decisions made regarding or other marketing mix
variables may affect pricing decisions. For example, producers using many
resellers who are expected to support and promote their products may have
to build larger reseller margins into their prices. The decision to position the
product on high quality will mean that the reseller must charge a higher price
to cover higher costs.
PLACE:--
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products door to door; L.L.Bean sells clothing direct through mail order and
by telephone; and signer sells its sewing machines through its own stores.
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The concept of distribution channels is not limited to the
distribution of physical goods. Producers of services and ideas also face the
problem of making their output available to target population. They develop
health delivery systems. They must figure out agencies and locations for
reaching a widely spread population.
PROMOTION:--
Modern marketing calls for more than just developing and good
product, pricing it attractively, and making it available to target customers.
Companies also must communicate with their customers, and what they
communicate should not be left to chance.
Advertising:
Personal selling:
Sales promotion:
Public relations:
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The target audience may be in any of six buyer-readiness states,
the states consumers normally pass through. Go on their way to making a
purchase. These states include awareness, knowledge, liking preference,
conviction or purchase.
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MARKETING MIX WITH REFERENCE TO
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The (four) 4 Ps of Marketing Aspects
Marketing Mix
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PRODUCT
Product Classification:--
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Marketers have traditionally classified product on the
basis of characteristics, durability, tangibility and use (consumer or
industrial). Each product type has an appropriate marketing aspects strategy.
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similar in quality but different enough in price to justify shopping
comparisons.
c. Specialty goods have unique characteristics or brand identification for
which a sufficient number of buyers is willing to make a special
purchasing effort.
d. Unsought goods are those the consumer does not know about or does
not normally think of buying, like smoke detectors.
1. Materials and parts are goods that enter the manufacturers product
completely. They fall into two classes:
a. Farm products are supplied by many producers, who turn them
over to marketing. Intermediaries, who provide assembly,
grading, storage, transportation, and selling service.
b. Natural products are limited in supply. They usually have great
bulk and low unit v alue and must be moved from producer to
user.
2. Capital items are long-lasting goods that facilitate developing or
managing the finished product. They include two groups:
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a. Installations and equipment. Installations are major purchases.
They are usually bought directly from the producer. The
producers sales force includes technical personnel.
b. Equipment comprises portable factory equipment and tools and
office equipment. These types of equipment do not become part
of a finished product.
3. Suppliers and businesses services are short lasting goods and services
that facilitate developing or managing the finishing product.
It is said that nothing happens in our economy unless there is a
sale of purchase of a product. Product is the soul of all our marketing
activities. Without a product, marketing cannot be imagined product is a tool
in the hands of the management. Through which it give life to al marketing
programs. So the main responsibility of the management should be to know
its product.
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The width of a product aspect refers to how many. Variants are
offered of each product in the line. The average depth of P & Gs
product aspects can be calculated by averaging the number of
variants within the brand groups.
The consistency of the product aspect refers to0 how closely related
the various product lines are in end use, production requirements,
distribution channels, or some other way.
1. Cream wove
2. Azure wove
3. Azure laid
4. Duplicating
5. Color wove
6. Sack Kraft
7. Delta Hasti
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Cream wove:
Azure wove:
Azure Laid:
This type of paper is used for making charts and cards etc.
Duplicating:
Color wove:
Sack Kraft:
Delta hasti:
To classify each product type into product items, there are two
important criterions. They are GSM or Gram mage dimensions and GSM
attribute grams per square meter.
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3. Azure wove - 46 GSM
4. Cream wove - 60 GSM
5. Azure wove - 54 GSM
6. Cream wove - 60 GSM
Therefore, Delta Paper Mills usually offers to sell Cream wove paper
above 50 GSM. Duplicating paper was above 60 GSM. Azure wove paper
above 50 GSM and cartridge above 60 GSM.
The annual installed capacity of Delta Paper Mills was 9000 tons and now
the product capacity was increased to 24000 tons per annum.
1. Caustic Soda
2. Sodium silicate
3. De- inking
4. Calcium hypo chloride
5. Alum (Aluminum sulphate)
6. Rosine.
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The plant required 700MQ of water for 11 months in a year. Water
canal is closed for one month in a year for maintenance. APSEB has agreed
to supply continuous power from grid to the demand would be in the order
of 2500KVA after the second phase.
PRICE
A firm must set a price for the first time when it develops a new
product, when it introduces its regular product into a new distribution
channel or geographical area, and when it enters bids on new contract work.
The firm must decide where to position its product on quality and price. The
company must set its price in relation to the value delivered and perceived
by the customer. If the price is higher than the value received, the company
will miss potential profits, if the price is lower than the value received, the
company will fail to harvest potential profits.
The firm has to consider many factors in setting its pricing policy.
We will describe a six-step procedure.
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2. Determining demand.
3. Estimating costs.
4. Analyzing competitors costs, prices, and offers.
5. Selecting a pricing method
6. Selecting the final price
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1. Selecting the pricing objectives.
2. Determining demand.
3. Estimating cost.
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The company first decides where it wants to position its market
offering. The clearer a firms objectives, the easier it is to set price. A
company can pursue any of five major objectives through pricing.
a. Survival
b. Max. current profit
c. Max market share
d. Max. market skimming
e. Product quality leadership
2. Determining demand:
Each price will lead to different level of demand and therefore have a
different impact on a companys marketing objectives. The relation between
alternative prices and the resulting current demand is captured in a demand
curve. The product is assumed to have more quality, prestige, or
exclusiveness.
3. Estimating costs:
Demand sets a ceiling on the price the company can charge off its
product. The company wants to charge a price that covers its cost of
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producing, distributing, and selling the product, including a fair return for its
effort and risk. A companys costs take two forms, fixed and variable. Target
costing costs change with production scale and experience. They consider
ways to reengineer components, eliminate functions, and bring down
supplier costs. The objective is to bring the final cost projections into the
target cost range.
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In target return pricing the firm determines the price that would
yield its target rate of return on investment.
An increasing number of companies base their price on the customers
perceived value.
In going rate pricing, the firm bases its piece its price its price
largely on competitors prices.
Group pricing the internet is facilitating method where by consumers
and business can join groups to buy at a lower price.
Pricing methods narrow the range from which the company must
select its final price. In selecting that price, the company must consider
additional factors, including psychological pricing, gain and risk sharing
pricing, the influence of other marketing aspects elements on price, company
pricing policies, and the impact of price on other parties
The company uses cost plus pricing method for its different
varieties of paper. Every year the company releases the price list which
contains the price quotations of different varieties of paper; the price is
generally fixed for sheets and reels.
In Delta Paper Mills Ltd., the pricing method under cost plus method
is as follows:
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Price = Manufacturing cost + Administration Cost + Marketing
expenses + Profit margin.
The party will pay the percentage of sale tax and excise duty.
PRICE STRUCTURE:
Total : _____________________
1. (a) Excise Duty, Chess and Educational Chess are as applicable at the
time of dispatch of the materials.
(b) AP VAT: In the state of AP, VAT TAX @ 4% will be charged and
other rules will apply from the time to time as applicable
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Cash Discount @ Rs. 500/- per Mt will be allowed to the dealers. If
the payments is made before dispatch of the materials.
4. Prices are subject to revision without any prior notice and invoices are
prepared as per the ruling prices on the date of dispatch.
5. Order given should be matched to Deckle Sizes -
Machine I 260 TO 265 cms
6. Any change in the government levies, taxes and duties, the same will
be collected at actual.
7. For Reels 40 cms and less than 40 cms size, extra charge will be made
at Rs. 300/- per MT Over and above the sheet prices.
8. All Disputes Are Subject To Jurisdiction Of Courts At Bhimavaram,
W.G. Dist., and A.P. State Only.
9. This price list supersedes all our earlier price lists.
PLACE
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financial activities involved in the transfer of ownership from the producer
to the consumer or use. A channel of distribution for a product is the route
taken by the title to gods as they move from the producers to ultimate
consumer or industrial user.
1. Number of Intermediates
2. Communication
3. Stock Dispatch
1. Number of Intermediates:
The number of intermediates should be as less as possible. The more
number of intermediates should be the more than the competitions.
2. Communication:
The communication should be effective; the message from the
customers should be conveyed immediately by the intermediaries so that
production can be planned.
3. Stock Dispatch:
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The company should see that stocks are dispatched within the
minimum possible time so that the customers get the product in time to meet
the demand.
Delta Paper Mills Ltd was find three types of channels of distribution
for their product. The market of Delta Paper Mills is spread in the states of
Karnataka, Kerala, Tamilnadu, Andhra Pradesh, Orissa, and also some
northern states like Madhya Pradesh, Maharashtra and Gujarat. There are
also agents for Delta Paper Mills Ltd in some parts of the country. There are
3 types of channels.
1. Direct Channel:
In this type of channel, the paper mill to the consumer directly
supplies the paper. This type of channel is known as Zero level channel.
Market consideration
Product consideration
Company consideration
Middlemen consideration
Consumer consideration.
Sales Practices of Delta Paper Mills Limited
Delta Paper Mills Limited is making sales of paper in reels and sheets.
It is making sales to:
Direct sales
Dealers
Consignment
Regional office
Direct Sales:
Under the direct sales, the marketing department sells the paper
directly to the end customer at the company premises Vendra.
Dealers:
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The company making sales other than government sales only to those
persons who agreed upon as dealers by Delta Paper Mills Limited has strong
network of 28 dealers throughout the country. The dealer has to deposit
some amount with the company for which the company is paying 9%
interest. A dealer is entitled for quota fixed by the company for a particular
period. Dealers conference are held by the company periodically to
consolidate their problems and to take necessary steps to improve sales.
Consignment:
Regional Officers:
PROMOTION
Promotional Mix:
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Advertisements were given in the news paper during the chief minister visit
to the factory in 1986.
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1. While selecting the companies, which factors influence you most?
No., of Dealers,
INFLUENCING FACTORS Wholesalers, Percentage%
Printers
Financial strength 5 13
Quality 15 37
Business Experience 3 8
Growth& Profitability 7 18
Reputation 10 24
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INFLUENCING FACTORS
Business Experience; 8%
INTERPRETATION:
From the above table, it is clear that for nearly 37% of the Dealers.
Wholesalers, Printers are influencing quality. Reputation is the next most
influencing for 24 %.
Delta Paper mills Ltd is known for its quality of paper and has gained
customer satisfaction Quality is the factor, which made the products of the
company different from others
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2. Why the product mix of DPM is changing monthly / yearly?
Market Conditions 3 30
Quality Assurance 2 20
Competitors 1 10
Orders Received 4 40
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PRODUCT MIX
INTERPRETATION:
From the above table it is clear that Product Mix of DPM is changing
monthly / yearly because the top most priority is given to orders received
40% follows Market conditions 30%^ Quality Assurance 20% and the least
priority is given Competitors which is 10%.
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3. What kind of support would you demand from the company?
Transport 3 30
Special Allowance 1 10
Financial Support 2 20
Promotional Support 4 40
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Demand
Transport; 30%
Promotional Support; 40%
INTERPRETATION:
From the above table it is clear that Demand from the Company of
DPM is changing monthly yearly because the top most priority is given to
transport 30% follows Financial Support 20% Financial Support and the
least priority is given Special Allowance 10%
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4. On what basis the new product development done by the DPM'
Market Demand 30 30
Improved Technology 20 20
Competitors 30 30
Others 20 20
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NEW PRODUCT DEVELOPMENT
Others; 20%
Market Demand; 30%
Competitors; 30%
Improved Technology; 20%
INTERPRETATION:
From the above table it reveals that DPM develops new products and
the top most priority is given to the market demand and competitors a 30%,
follows the next priority is given to the improved technology as 20%, others
20%.
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5. Which type of customers available for the DPM products?
Note Book 11 22
Manufacturer
Magazine 4 8
Xerox centers 17 34
Printers 10 20
Others 8 16
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TYPES OF CUSTOMER
Magazine; 34%
INTERPRETATION:
Almost all the Dealers, Wholesalers are selling to the Note Book
Manufactures, Xerox centers and printers.
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6. On what basis incentives were given to your customers / dealers?
Financial Strength 15 30
Year of Service 7 14
Others 8 16
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INCENTIVES
Others; 16%
Financial Strength; 30%
INTERPRETATION:
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7. What are the following services that you are currently receiving
you're your supplier / company?
a) CREDIT PERIOD
Minimum 7 35
Average 13 65
Maximum 0 0
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CREDIT PERIOD
Minimum; 35%
Average; 65%
INTERPRETATION:
At Present, Major portion of the dealers are satisfied with the credit
period given by the company. Only 35% of dealers are expecting to increase
the credit period from the company in order to promote the credit facilities to
their respective customers.
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b) MARGIN
Low 5 25
Average 12 60
High 3 15
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MARGIN
High; 15%
Low; 25%
Average; 60%
INTERPRETATION:
From the above table we can observed that the margin was maintained by
the DPM Ltd was unsatisfied by the 25%, satisfied by the 60% and highly
satisfied by the 15%
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C) DELIVERY PERIOD
Low 7 35
Average 10 50
Prompt 3 15
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DELIVERY PERIOD
Prompt; 15%
Low; 35%
Average; 50%
INTERPRETATION:
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8. What is the opinion on DPM Paper Products?
Satisfaction 15 75
Better 4 20
Unsatisfied 1 5
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Opinion
Unsatisfied; 5%
Better; 20%
Satisfaction; 75%
INTERPRETATION:
The Delta Paper Mills Ltd is a well noted in the market. So that most
of the dealers, wholesalers and printers are generally satisfied with their
products.75% of the dealers, wholesalers and printers are satisfied 20% of
the dealers, wholesalers and printers are stated that the products could be
better. Only 5% of the dealers are unsatisfied with products.
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FINDINGS
1. It is found that Delta Paper Mills have a lower brand awareness image.
Their product merchandise is only through their appointed employees.
2. It is observed that Delta Paper Mills are producing only cultural variety of
paper.
5. It is found that Delta Paper Mills Ltd was depended only on the appointed
dealer network.
7. It is found that there is no direct customer for Delta Paper Mills Ltd.
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SUGGESTIONS
2. I advise the company that to produce consumer goods note books, ledger
book etc. along with the industrial good to gain more profits.
3. I support the company that to adopt other pricing strategies like demand
based pricing, going-rate pricing along with the cost plus pricing strategy.
6. It is advised to the company that to adopt the R & D activities to get more
advantage like best utilization of raw materials & labor etc.
7. The company should undertake advertising campaign for their note book
which results in higher sales.
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QUESTIONNAIRE
Question -1
5. Reputation
Question -2
Question -3
Question -4
3. Competitors 4. Others
89
Question -5
5. Others
Question- 6
Question- 7
That the following services that you are currently receiving you're your
supplier / company?
a) CREDITTERIOD
b) MARGIN
C) DELIVERY
Question- 8
90
BIBLIOGRAPHY
BOOKS
COMPANY REPORT
Website:
www. Google.com
www.deltapapermills.com
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