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EXECUTIVE SUMMA RY
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E XECUTIVE SUMMARY
INTRODUCTION
Ceasefire is one of the leading companies that provide the fire safety solution to Indian customer.
When Ceasefire first launched its range of domestic fire extinguishers a few decades ago, no one in
India had heard of fire protection, much less felt the need for it.
Ceasefire in India is established in the year 1993 and has covered the major portion of the market
and today has almost monopoly in the fire safety market and the nearest rival is far behind. It has
taken a giant leap in only few years and has covered almost 50 % market share in fire safety solution
industry and provides varieties of fire safety products.
TITLE OF THE PROJECT
The project is about the “ SALES AND PROMOTION OF THE CEASEFIRE PRODUCTS ”
(Pimri-Chincwad) Pune ,in Maharashtra.
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OBJECTIVE
OF THE
REASEARCH
PRIMARY OBJECTIVE OF THE RESEARCHPage 3
“To study the Sales and promotion of the cease fire products ”
SECONDARY OBJECTIVE OF THE RESEARCH
To know the market share of ceasefire product.
To know the Brand Awareness of ceasefire products
To analyze sales for direct marketing.
To know the customers perception about ceasefire products.
To identify the competitive status of ceasefire industry in the market
To analyze the method for sales and promotion
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COMPANY PROFILE
ABOUT CEASEFIRE INDUSTRY LTD
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Ceasefire is one of the major Companies that deal in the fire safety solution in India. Ceasefire
established in the year 1993. When this company first launched its range of fire extinguishers a few
decades ago, no one in India was aware of fire safety and the preventive measure, and the most imp
thing that the people are least bother about this section that is of the fire safety.
At the time of establishment the size of the company was very small with limited resources and
limited manpower and with few branches and just one manufacturing unit. But with the excellent
corporate strategy and marketing strategy the company has made a significance place in the fire
safety solution and has captured the major market share.
The products of ceasefire are easy to handle, convenient to keep and the design is stylish enough
to meet the interior of the surroundings. The most important thing is the trust which the company has
gained by supplying the genuine and reliable product to the customer. The companies by giving all
the responsibility of fire threat to the ceasefire feel secure and safe in their hands. This has after
acquiring the trust and the creditworthiness of the market has acquired the major market of providing
the fire safety solution requirements
COMPANY PROFILE
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1) NAME : CEASEFIRE INDUSTRIES. LTD
2) SECTOR CLASSIFICATION : MAUFACTURER OF FIRE FIGHTING EQUIPMENT
3) HEAD OFFICE : CEASEFIRE INDUSTRIES LIMITED B-24,GROUND FLOOR,SECTOR- 1,NOIDA-201301 TELEPHONE-0120-4255800/802/803. FAX-0120-4255801 E – Mail: [email protected] Website: www.ceasefire.in
4) BRANCH OFFICES : CEASEFIRE INDUSTRIES LIMITED 4TH FLOOR, BHAGWANT BUILDING, PLOT KALYANGRAM SOCIETY, V.P ROAD, OPP. S.V. ROAD ANDHERI (WEST), MUMBAI-400002 TEL: - 022-65703135/36, E-Mail [email protected] : CEASEFIRE INDUSTRIES LIMITED 610, SACHAPIR STREET. 1ST FLOOR ABOVE ANDHRA BANK. CAMP, PUNE 411001 PH 020-26052766, 32938294 E-Mail: [email protected]
THE COMPANY’S
CORE VALUES
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1. Business entity and ethics
2. Transparency and openness
3. Sense for ownership
4. Striving for excellence
VISION
To drive and sustain leadership of the company within a global context-by developing Individual
leadership competencies at every level, through a robust backbone of trust Support, innovation and
reward.
MISSION
To develop an enabling learning, responsive and trustful organizational climate where people are respected empowered and derive joy in working.
BRANCHES ACROSS INDIA
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NORTH ZONE:
BRANCHES
DELHI GURGAON
GAZIABAD NOIDA
LUCKNOW AMRITSAR CHANDIGARH GORAKHPUR
MATHURA ALLAHABAD SRINAGAR BIKANER
SOUTH ZONE
B) BRANCHES
BANGLURU CHENNAI
COIMBATORE MADURAI
SALEM HYDERABAD
VISHAKHAPATNAM COCHIN
VIJAYAWADA HUBLI
TRIVENDRAM
WEST ZONE
C) BRANCHES
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MUMBAI THANE
INDORE BELAPUR
AHEMDABAD NAGPUR
NASHIK
EAST ZONE
D) BRANCHES
KOLKATA PATNA
RAIPUR BURDWAN
SHILONG MIDNAPUR
HAZARIBAG MALDA
SILCHER AGARTALA
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WORKING STYLE OF
THE
COMPANY
MARKETING AND SALES STRATEGIES
MARKETING STRATEGIES
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Ceasefire is basically into direct marketing. As such the company is dealing with industrial
products which is very essential for any organization so as marketing strategies are
1. DIRECT SALES
Here what company does is they personal visit the clients and who so ever is the user or who
requires the fire safety solutions. Company works under SPANCO theory. And this theory stands for
whole marketing, sales, and revenue annual turnover of CEASEFIRE INDUSTRIES LTD.
S SUSPECTING
P PROSPECTING
A APPROACH
N NEGOTIATION
C CLOSE
O ORDER
SPANCO
1. SUSPECTING
Suspecting stands for suspect, which means to trace out or to suspect that a particular client is in Page 12
need of our product or not and than work further accordingly.
2. PROSPECTING
Prospecting stands for to qualify your suspect that yes now this customer can be our prospect
and henceforth we can follow up him accordingly.
3. APPROACH
Now when this is clear that prospect is in a positive way we can approach him in a very
professional way for a deal.
4. NEGOTIATION
Now the time comes when deal is almost very close to be closed so we can do some negotiations
in terms of price and discounts as per customers requirements and company polices.
5. CLOSE
Now when negotiation part is done and both the parties are ready to proceed further, so now we
need to close the discussion and work on order.
6. ORDER Now comes the time to take the order from the customer as per their requirement and or as per
the recommendations we have given to them after our fire audit survey.
CUSTOMER TARGETING STRATIGIES
There are certain strategies to target the customers which work on SPANCO theory which we
have discussed above.
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TARGET CUSTOMERS
CORPORATE
COMMERCIAL
RESIDENTIAL
HIGH PROFILE
AVERAGE PROFILE
Customers are targeted as per there capacity of buying. For the big clients, company goes for
proper FIRE AUDIT SURVEY (FAS), which is done after calculating fire risk of the particular fire
risk of a particular premises, and henceforth we recommend the customer that how much fire safety
he require as per British norms and fire risk calculations.
Customers are targeted as per SPANCO theory and again and again following them up.
Customers are targeted as per the area and territory and market potential. CEASEFIRE has segmented
the market and India accordingly.
CUSTOMER REACH STRATIGIES
ADVERTISING AND PROMOTIONAL ACTIVITIES
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As such CEASEFIRE is into direct marketing and sales they do not go for advertisements but
now they are focusing into television advertisements. And periodically company goes for free fire
audit survey and also participates on exebitions and annual meets, which provide publicity to the
company in large scale.
BROCHURE
Are the main source of promotions and awareness activities for the company; as such proposals
are submitted on the spot to the customers.
DIRECT MARKETING
Company is working in SPANCO theory and working into direct marketing concept.
PERSONAL CONTACTS
Products are industrial so company needs to contact the customer personally and trace out their
requirement and work out accordingly.
CUSTOMER BUYING BEHAVIOR
Depends upon the customer requirement and the sort of business he is in or doing.
TRAINING TO SALES STAFF
Training is provided by the company to the sales staff periodically time to time. When the
executive is trained for 10 days in its initial stage of joining he or she is given the product training
and sales training as well. Then when the trainee is being into the field for 3 months after that he is
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supposed to undergo the special training called – EKLAVYA. This is basically a management
training which is specially provided to the employees.
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PRODUCT PROFILE
TYPES OF FIRE EXTINGUISHERS
ABC MAP 50 1kg(Rs 2100/unit)
ABC MAP 50 2kg(Rs 3210/unit)
ABC MAP 50 5kg(Rs 4800/unit)
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ABC MAP 50 10kg(Rs 7500/unit)
ABC MAP 90 2kg
ABC MAP-90 5kg
ABC MAP-90 10kg
ABC MAP 90 25kg
ABC MAP 90 50kg
ABC MAP 90 75kg
MONNEX 1kg
MONNEX 2kg
MONNEX 4kg
HCFC 123 2kg
HCFC 123 4kg
HCFC 123 6kg
HFC 236 2kg
HFC 236 4kg
HFC 236 6kg
HFC 236 9kg
CO2 SG 2kg
CO2 SG 4.5kg
CEILING MOUNTED
ceiling mounted (sp-powder)-5kg.
ceiling mounted clean agent
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FIRE DETECTION SYSTEM (TYPE OF SMOKE DETECTORS)
wireless smoke detection panel.
wireless smoke detector.
ESCAPE AND RESCUE SYSTEM (TYPE OF PRODUCT)
escape signage’s.
escape gear.
floor tape.
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FIRE EXTINGUISHER
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FIRE DETECTION EQUIPMENT BLANKET
ESCAPE GEAR MASK
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UNIQUE FEATURES OF
CEASEFIRE FIRE
EXTINGUISHER
1. THE WORLD’S MOST ADVANCED, ECO-FRIENDLY EXTINGUISHING AGENT
They are extremely light weight and yet packed with tremendous power and throw to
penetrate deep past even the finest grills and meshes.
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2. WORKS ON ALL CLASSES OF FIRE
These extinguishers can be used to extinguish any class of fire i.e. A, B & C.
3. EASY SNAP SAFETY SEALS A safety seal that can be broken in seconds and yet completely tamper proof. so simple
that a child can even snap it open within a seconds.
4. STATE OF THE ART PRESSURE GAUGE A pressure gauge that is world’s smallest and yet remarkably easy to read it is the only
pressure gauge that can be tested onsite using a special magnet to ensure that it is
working safely and accurate.
5. 5 YEAR WARRANTY
ABC dry powder extinguisher come with an unbeatable 5 year warranty.
6. CONTROLLABLE DISCHARGE MECHANISM
A simple squeeze grip activation mechanism allows controlling the discharge and
optimizing use of the extinguishing agent.
7. EPDM RUBBER HOSEPIPE
Superior grade EPDM rubber is far more flexible than the normal rubber used in most of
the hosepipes. and far less prone to cracks.
8. WORLD CLASS QUALITY CONTROL SYSTEM
Virtually every extinguishers comes with ISO 9001 and CE certification and
conforms to the ISI standards.
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9. HELIUM TEST
Comprehensive helium tests and leak tests also guarantee that the products you buy
are manufactured to the world’s most stringent quality standards.
PRODUCTS OF CEASEFIRE AND THEIR FEATURES
ABC TYPE FIRE EXTINGUISHERS
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Name: MAP 90 (Use works on all classes of fire.)
TECHNICAL FEATURES
90% CONCENTRATION OF MONO AMMONIUM PHOSPHATE (HIGHEST IN
THE INDUSTRY).
INSTALERT (AUTOMATICALLY ALARMS PEOPLE ABOUT FIRE AND
PILFERAGE).
EPDM RUBBER HOSEPIPE.
EASY SNAP SAFETY SEAL.
STATE OF THE ART PRESSURE GAUGE.
CONTROLLABLE DISCHARGE MECHANISM.
DEHUMIDIFIED NITROGEN AS PRESSURIZING AGENT.
HELIUM LEAK DETECTION TEST OF EVERY UNIT.
CONFORMS TO ISI STANDARDS.
ISO 9001 CERTIFIED.
5 YEAR WARRANTY (FULL REPLACEMENT)
CLEAN AGENT GAS TYPE FIRE EXTINGUISHER
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Name: (HFC) Clean Agent
(Use: Perfectly safe to use on Computers and Servers. Works on all classes of fire.)
TECHNICAL FEATURES
WORLD’S MOST ADVANCED CLEAN AGENT.
SAFE FOR USE ON SENSITIVE EQUIPMENT.
LEAVES NO RESIDUE.
INSTALERT (AUTOMATICALLY ALARMS PEOPLE ABOUT FIRE AND
PILFERAGE).
EPDM RUBBER HOSEPIPE.
EASY SNAP SAFETY SEAL.
STATE OF THE ART PRESSURE GAUGE.
CONTROLLABLE DISCHARGE MECHANISM.
ISO 9001 CERTIFIED.
2 YEAR WARRANTY (FULL REPLACEMENT).
CE (EUROPEAN CONFORMITY) CERTIFIED.
CEASEFIRE Co2 GAS TYPE FIRE EXTINGUISHER
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Name: CO2 Stored Pressure (Use: Works on B & C classes of fire.)
TECHNICAL EXCELLENCE
SAFE FOR USE ON SENSITIVE EQUIPMENT.
INSTALERT (AUTOMATICALLY ALARMS PEOPLE ABOUT FIRE AND
PILFERAGE).
1.3 METER EPDM RUBBER HOSEPIPE.
STATE OF THE ART PRESSURE GAUGE.
EASY SNAP SAFETY SEAL.
USED / UNUSED INDICATOR.
CONTROLLABLE DISCHARGE MECHANISM.
ENHANCED PORTABILITY.
ISO 9001 & DOE CERTIFIED.
1 YEAR WARRANTY (FULL REPLACEMENT).
CE (EUROPEAN CONFORMITY) CERTIFIED.
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FIRE RISK ASSESMENT
AND
SOLUTION REPORT
Once you have realized the importance of having fire extinguisher on your premises The next step
is deciding which type and how many to install, and where. There is nothing arbitrary about these
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decisions. Determine the optimum quantity, mix and placement of the extinguisher is a scientific
process, and forms the basis for the ceasefire risk assessment and the solution report
THREE STEPS TO FIRE PROTECTION
To initiate the fire risk assessment and solution report our skilled assessors visit your premises to
conduct the process in three distinct steps
1. HOW FIRE PRONE IS YOUR WORKSPACE?
First they classify your premises on the basis of the risk type (A, B or C Class risks) and hazard
levels. There are general classifications to be followed – for instance, a BPO, MNC office or a Bank
typically is classified as an ‘ordinary hazard’.And an A-type special risk. Because it contains mainly a
class fuel like furniture, fabric, and paper. A petrochemical factory, on the other hand would
represents a high hazard. And the (B) type hazard thanks to its concentration of petrol a highly
inflammable B class fuel
2. HOW MUCH EXTINGUISHING POWER DO YOU NEED?
Once this classification has been achieved, our assessors would define the ideal fire rating
requirement for your premises. This calculation would be made according to the precise parameters
based on power rating. (You will recall the outline of the concept of fire rating tests in an earlier
section. The fire rating requirements vary to some degree from premise to premise, based on what we
call the risk multipliers. These are simply the prevalent factor that increases the fire risk
3. WHERE AND HOW SHOULD THE EXTINGUISHER BE PLACED?
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Once the first two steps of categorization of the premises and fire rating requirements have been
carried out its time to move on to the step three. Installing the extinguisher to the premises take into
account the factors like
Compartments/cabins/enclosed areas
entry and exit points
visibility and accessibility of extinguishers from any point
distance between extinguisher
special fire hazard and so on
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AWARENESS AND
PREVENTION
Most fire being accidents, occur due to negligence. Simple preventive measures and good
housekeeping can prevent accidents. As the ceasefire safety spectrum outlines, effective prevention is
the first step towards the fire protection. Apart from the more specific and the detailed training inputs,
there are a number of fire safety measures that can be put in place to counter the more common fire
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hazards. Below you will find a mention of these as well as the few anomalies that were observed in
the safety measures taken on your premises, while conducting the fire risk assessment.
RISK TYPE AND RECOMMENDATIONS FOR SAFE PRACTICES
1. ELECTRICAL
Do not overload electrical sockets
Ensure proper earthing for all electrical
Use ISI marked wires and fittings
Always use ISI marked Mini Circuit Breakers
Check insulation and installation regularly
Ensure proper maintenance of electrical applications
Dry your hand before touching the switch
2. SPACE MANAGEMENT
Keep all the aisles free from obstacles and ensure proper ventilation
If there are smokers on the premises, ensure a separate, ventilated, and
demarcate area as a smoking zone.
3. CHEMICAL STORAGE
Ensure that all chemical storage areas are well ventilated
Do not store different chemicals too close together. They might react
with each other and can cause an explosion or a fire
Don’t allow area access to personnel who have not been specifically
trained to handle such materials
Use tightly covered metals bin for any waste material
4. WELDING
Use spark arrester or screen
Remove flammable material from the surrounding area
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Cover the flooring nearby with sand
Block all gaps in walls and on the floor with non-combustible material
Keep a dry powder extinguisher close by
5. PANTRY FIRES
Most pantry fires are caused when oil or milk is left to heat unattended.
The liquid boils over and douses the gas, but the gas continues to leak
out a deadly fire hazard
Make it a policy for the office pantry to be manned at all times
Put up cautionary stickers against leaving items unattended on the stove
CEASEFIRE CLIENTS
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REVIEW OF LITERATURE
(SALES AND PROMOTION)
SALES
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Sales is consider to be the major function rather than just a down the line function. Sales is the
function that directly brings in the revenue to the company. Hence managing the personal seliing in a
stuctured and planned manner is very important through the point of view of the company.Sales
management does the same job in effective managing the selling function.
According to the American Marketing Association.Sales management is defind as “The
planning,direction and control of the personal selling activities of a business unit,including,
recruting, selecting, trainning, equipping, assigning, routing, supervising, paying and motivatig as
these tasks apply to the sales force.”
Thus from the above definition it is clear that sales management is mainly managing the sales
force and the personal selling activities. Based on the above defintion one can look at the sales
management as a process which involves three interrlated process as mentioned below.
1. Formulation of a stratigic sales programme
2. Implementation of this sales programme
3. Evaluation and control of the sales force performance
1. FORMULATION OF A STRATIGIC SALES PROGRAMME
In formulatig the strtegic sales programme, sales management involves a number of activities
including the development of the account management policies.demand forecast and quotas and
budgets, sales organization, sales planning, territory design, dployment and the routing.
2. IMPLEMENTATION OF THIS SALES PROGRAMME
In implementing the sales programme, sales management activities include supervising selecting
recruiting, training and motivating the sales force. In addition, implementation requires the
development of compensation systems and sales force incentive programmes.
3. EVALUATION AND CONTROL OF THE SALES FORCE PERFORMANCE
The evaluation and control of sales force performance involves the development and enforcement
of methods for monitoring and evaluating the sales force performance. Sales management activities Page 37
typically required for the evaluation and control include behavioural analysis, cost analysis, and sales
analysis.
PERSONAL SELLING
Is defined as
“The process of communicating with the potential buyer face to face with the purpose of selling a
product or services”
The main thing that keeps the personal selling apart from other method of selling is that the
salesperson conducts business with the customer in person. Though the personal selling is more likely
to be effective with certain types of product or services.It has importance for nearly all kind of the
small business.In fact, most of history’s successful enterpreneurs have been skilled salesperson, able
to represent and promote their companies and product in the market places.
PROMOTION
Promotion is the final element in the marketing mix. After the nature of product is decided, its
price fixed and the methods of distribution decided, the manufactures has to take effective steps in
meeting the consumers in the markets. In the present consumer oriented markets it is the duty of
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manufacturers to know what is required by the consumer. It is also their duty to make the customers
know where, when how and at what prices. The products would be available.
Meaning of Promotion
The term promotion is the term and includes mainly three type of sales activity : 1. Mass impersonal selling methods (Advertising). 2. Face to face personal selling (Salesman ship). 3. Activities other than personal selling and advertising
such as point of purchase display (P.O.P.) show and
exhibitions,demonstrations and other non securing
selling efforts. This form of activity is called ‘Sales
Promotion.
DECIDING ON THE PROMOTION MIX
Companies face the task of distributing the total promotion budget over the five promotional tools:
Advertising
Sales Promotion
Public Relations and Publicity
Sales Force
Direct Marketing.
Whatever method a company adopts for promoting its product it must be from above mentioned
method.
THERE ARE TWO TYPES OF PROMOTION BLENDS
1. PULL BLEND. 2. PUSH BLEND.
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Both of these are closely related to the channel of Distribution.
1. A PULL BLEND
Is one in which mass impersonal, sales efforts are given the greatest emphasis. The purpose of
pull blend to pre-sell to the final consumers. So that they demand the product at the retail level of
distribution. The firm adopting this strategy would spend more on advertising and sales promotion
rather than in personal selling. These efforts pull down the product from the manufacturer.
2. A PUSH BLEND
Emphasizes personal selling. Naturally firms adopting this method develop a strong sales force at
both the distributor and the dealer level. This method would tends to push the product through the
channel of distribution.
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RESEARCH METHODOLOGY
RESEARCH METHODOLOGY
INTRODUCTION TO RESEARCH DESIGN
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Preparing a ‘research design’ is an important stage in the process of conduct .research design is
nothing but a scheme of the work to be undertaken by a researcher at various stages. Systematic work
on the research project and conduction of various operation methodically could be facilitated by a
research design is nothing but a working plan prepared by a researcher before actually starting his
research work. It acts as a guide and for the researcher to work step by step.
CONCEPT OF THE RESEARCH DESIGN
An architect prepares the blue prints before he approves of a construction .An army prepares a
strategy before launching an attack.An arist prepares the design before he executes his ideas.Any
prudent man makes a plan before he undertakes the work so as the researcher makes the plan before
he undertakes the research work.This enable the researcher to save time and resources. Such a plan of
study or the blue print for the study is called a research design or research strategy
DEFINITIONS
According to P.V.Young
“Research design is the logical and systematic planning and directing of a piece of research”
According to Cook Jahoda
“Research design may be a specific presentation of the various steps in the process of research”
STEPS IN RESEARCH DESIGN
DEFINE THE PROBLEM
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DEVELOP THE RESEARCH PLAN
COLLECT THE DATA
ANALYSE THE DATA
PRESENT THE FINDINGS
MAKE THE DECISION
RELATION BETWEEN PROBLEM FORMULATION AND
THE RESEARCH DESIGN
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The research problem can be formulated in many different forms. It may be formulated with
different purposes. The nature of research design depends on the way in which the problem is
formulated.
1. EXPLANATORY- If the problem needs explanation
2. DESCRIPTIVE- If the problem is to be describe the characteristics of groups and
situation
3. HISTORICAL- If the problem involves historical analysis
4. DIAGNOSTIC- If the study is aimed at the solution of the particular problem
5. EXPERIMENTAL-If the researcher wants to test the hypothesis of the casual relationship between variables
METHOD OF THE RESEARCH DESIGN USED
(DESCRIPTIVE)
Descriptive research design means research design in case of descriptive studies which is
concerned with describing the characteristics of a particular individual or of a group.
CONCEPT OF DESCRIPTIVE RESEARCH
Descriptive study is a fact finding investigation with adequate interpretation .It is simplest type of
research. It is more specific than exploratory study as it focuses on particular aspects or dimension of
the problem being studied .data are collected by using one or more appropriate methods like
Observation,Interviewing and Mail questionnaire.Census surveys are the example of such research.
USE OF DESCRIPTIVE RESEARCH
1. Researcher and respondents come into contact with each other
2. It employs simple statistical techniques average and percentage
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3. It provides the necessary info for planning action programmes
4. Useful for formulating explainations ,predictions and awareness
LIMITATIONS
1. It identifies relevant variables but does not aim at testing the hypothesis
2. Data collection work takes up lot of time and lot of data can be prove useless when
taken up for analysis
3. Many times this type of method just become the method of data collection.
4. The researcher may tend to over-use the statistics.
TYPES OF DATA AND ITS SOURCES
PRIMARY DATA
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Primary data is the info which is collected fresh and for the first time. Primary data is also
called basic data or the original data.
There are several methods of collecting the primary data. These are as follows:-
Observation method
Interview method
Questionnaires and Schedules
SECONDARY DATA
Secondary data means the data that is already available in various reports, diaries, letters,
books, periodical etc. The data has been used previously for any research and now in use for
the second time.
There are several methods of collecting the secondary data. These are as follows:-
Technical and the trade journals
Publications of the companies
Federations and association of the organization
Books, magazine, journals, newspaper, booklets, prospectus, annual reports, etc
SAMPLING METHOD USED
SAMPLE
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“A sample is a finite part of a stastical population whose properties are studied to gain information
about the whole (webster,1985)”
When dealing with people, it can be defined as a set of respondents(people) selected from a larger
population for the purpose of survey.
POPULATION
“Its a group of individuals, persons, objectives, or items from which samples are taken for
measurement, for example a population of professors, books, or students”
SAMPLING
“Sampling is the act, process, or technique of selecting a suitable sample or a representative part of
a population for the purpose of determining parameters or characteristics of the whole population”
SAMPLE DESIGN
Sample design covers the method of selection, the sample structure and plans for analysing and
interprting the results.Sample design can vary from simple to complex and depend on the type of
information required and the way the sample is selected.
SAMPLING METHOD
Essentially there are two types of sampling
1. Probability/Random sampling a. Random samplingb. Systematic samplingc. Stratified samplingd. Area sampling
2. Non-probability/Non-random sampling a. Purposive samplingb. Quota samplingc. Multi phase sampling
PROBABILITY / RANDOM SAMPLING
“In this sampling, all members of the population a known chance of being selected for inclusion in the sample and this does not depend upon previous events in the selection process”
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OR
“The selection of the individuals does not affect the chance of anyone else in the population of being selected”
NON-PROBABILITY SAMPLING
Non-probabilty sampling procedures are much less desirable, as they will almost certainly contain sampling biases.
SAMPLING METHOD USED FOR THE PROJECT
CLUSTER SAMPLING-
Units in the population can often be found in certain geographic groups or clusters e.g. primary school children in any Maharastra District.etc
A random sample of clusters is taken, then all units within the cluster are examined
USES-
1. quick and easy2. does not require complete population information3. good for face to face surveys
LIMITATIONS-
1. expensive if the cluster is large2. greater risk of sampling error
SAMPLE SIZE TAKEN- 78 RESPONDENTS
LIMITATIONS OF THE RESEARCH
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Due to short duration of the research period and limited resources, could not cover the larger
area for research purpose.
Recession played a major role in getting the proper response from the clients.
Proper training of 3 months is needed to grasp the company strategy and work according to
that which a project trainee didn’t get in it’s 50 days summer project.
Clients are basically concerned with profits and benefits and wants maximum bargain on the
products like discount, free demo etc.
Many are unaware of it and they didn’t respond properly and are unaware about the fire safety
requirement
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DATA ANALYSIS
AND
INTERPRETATION
MARKET SHARE OF DIFFERENT PLAYERS IN THE FIRE SAFETY FIELD IN (PIMPRI –CHINCWAD)PUNE
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Sr. No. NAME OF COMPANY NO. RESPONDENTS % SHARE
1. CEASE FIRE 40 51.28%
2. USHA FIRE 15 19.23%
3. RELIANCE 11 14.10%
4. SAFEX 04 05.13%
5. OTHERS 08 10.26%
6. TOTAL 78 100%
MARKET SHARE OF FIRE EXTINGUISHER
ceasefire51.28%(40)usha fire 19.23%(15)reliance 14.10%(11)safex 5.13%(04)others 10.26%(08)
INTERPRETATION
51.28% OF THE MARKET SHARE IS BEING CAPTURED BY THE CEASEFIRE ALONE.
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FIRE EXTINGUISHER USED BY DOCTORS
ceasefire 57.6%(15)usha fire 23.1%(6)reliance 7.7%(2)safex 3.8%(1)others 7.6%(2)
COMPANY NAME
CEASEFIRE USHA FIRE RELIANCE SAFEX OTHERS
RESPONDANTS 15 06 02 01 02
PERCENTAGE 57.6 23.1 7.7 3.8 7.6
INTERPRTAION
57.6% OF THE TOTAL DOCTORS SURVEYD USES CEASFIRE AS A FIRE SAFTEY EQUIPMENT
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FIRE EXTINGUISHER USED BY RESTAURANTS
ceasefire 47.6%(10)usha fire 19%(4)reliance 19%(4)safex 4.8%(1)others 9.5%(2)
COMPANY NAME
CEASEFIRE USHA FIRE RELIANCE SAFEX OTHERS
RESPONDANTS 10 4 4 1 2
PERCENTAGE 47.6 19.0 19.0 4.8 9.5
INTERPRTATION
47.6% OF THE TOTAL RESAURANT OWNER SURVEYED USES CEASEFIRE EQUIPMENT
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FIRE EXTINGUISHER USED BY SHOPPING MALLS, MULTIPLEX AND CINEMA HALLS
ceasefire 50%(7)usha fire 14.3%(2)reliance 14.3%(2)safex 7.1%(1)others14.3%(2)
INTERPRTATION
50.0% TOTAL SHOPPING MALLS, MULTIPLEXES AND CINEMA HALLS SURVEYD USES CEASFIRE AS A FIRE SAFTEY SOLUTION
COMPANY NAME
CEASEFIRE USHA FIRE RELIANCE SAFEX OTHERS
RESPONDANTS 07 02 02 01 02
PERCENTAGE 50.0 14.3 14.3 7.1 14.3
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FIRE EXTINGUISHER USED BY BANKS
ceasefire 47%(8)usha fire 17.6%(3)reliance 17.6%(3)safex5.9%(1)others 11.8%(2)
COMPANY NAME
CEASEFIRE USHA FIRE RELIANCE SAFEX OTHERS
RESPONDANTS 08 03 03 01 02
PERCENTAGE 47.0 17.6 17.6 5.9 11.8
INTERPRTATION
47.0% OF THE BANKS VISITED USES CEASEFIRE PRODUCTS
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WHAT IS YOUR OPINION ABOUT THE QUALITY OF THE CEASEFIRE PRODUCTS
EXCELLENT 25%(10)GOOD 50%(20)AVERAGE 25%(10)
QUALITY OF CEASEFIRE EXCELLENT GOOD AVERAGE
NO OF RESPONDENTS 10 20 10
PERCENTAGE 25% 50% 25%
INTERPRETATION
50% OF THE CUSTOMER THEY FIND THE QUALITY OF THE CEASEFIRE PRODUCTS GOOD
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WHAT IS YOUR OPINION ABOUT THE CEASEFIRE INDUSTRY IN TERMS OF SER-
VICES
EXCELLENT 30%(12)GOOD 45%(18)AVERAGE 25%(10)
SERVICES EXCELLENT GOOD AVERAGE
NO. OF RESPONDENTS 12 18 10
PERCENTAGE 30% 45% 25%
INTERPRETAION
CUSTOMER OVERALL ARE SATISFIED WITH THE SERVICE OF THE COMPANY
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BRAND AWARENESS OF THE CEASEFIRE
YES 77%(60)NO 23%(18)
BRAND AWARENESS OF CEASE FIRE
YES NO
RESPONDENTS 60 18
PERCENTAGE 77% 23%
INTERPRTATION
77% OF THE RESPONDENTS ARE AWARE ABOUT THE CEASFIRE BRAND, STILL 23% OF THE RESPONDENTS ARE UNAWARE OF THE PRODUCTS
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TYPES OF PORTABLE FIRE EXTINGUISHER DEMAND IN THE MARKET
ABC TYPE 62%(25)HFC TYPE 25%(10)CO2 TYPE 13%(5)
PORTABLE FIRE EXTINGUISHER ABC TYPE HFC CO2
NO OF RESPONDENTS 25 10 5
PERCENTAGE 62% 25% 13%
INTERPRTATION
T HE DATA SHOWS THAT THE DEMAND FOR THE ABC TYPE IS MORE IN THE MARKET THAN ANY OTHER TYPES OF IT’S PRODUCTS
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FINDINGS
CONCLUSION
AND
SUGGESTION
FINDINGS
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1. Ceasefire has got the better grip on the market because of its best Quality of Products and
services which it provides to its customers. 40 respondentsout of 78 were satisfied with the
performance of the product
2. Customer are ready to pay the little higher price than others because they are getting
quality products
3. The products are according to their expectation(in performance) and they rely completely
on the products in case of fire accidents
4. People complaint some time for unavailability of the products on time because of high
demand in the market.
5. Some sales person did not have proper knowledge about the product.
6. Ceasefire needs more promotional activities to create brand awareness among the
customer.
7. Due to the high price of Ceasefire product its local competitors are taking good advantage.
CONCLUSION
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Today majority of Peoples are conscious regarding fire safety. To capture this market not only the
branded companies but many other local companies looking at this growing market and they are
trying to capture the market and providing the product at cheaper rate in comparison to branded
products, but to compete with them company has introduced many new Products like clean agent,
Co2, ceiling Mountain, escape gears, smoke detectors and ABC Type of extinguishers which are
successfully running in the market giving competitive edge to the Company.
While working for the 50 days for the company the overall image of the company found to be
positive and the customer who are using the products are also well satisfied and would like to use the
product again. The only place where the customer thinks before buying the products is the price but
once convinced by the contact person is ready to pay the amount for that product. And the other thing
about the company is the after sales services that give the full value for the money that they have paid
for the product.
With full command over the domestic market company can now look towards globalization with
the well built infrastructure in hand and good knowledge of the areas where the products can be sold.
SUGGESTION
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1. Customer relationship plays an important role in building the brand image so that cannot be
ignored In spite of good quality of product & services.
2. To make a loyal customer the company has to win the trust of the customer by providing
timely services and after sales services.
3. The expansion of the market is needed and for that Company needs to explore new target
market.
4. Promotional activity(like advertisements in print media,distribution of broucheres etc) should
be done so as to increase its Brand awareness in the market
5. Contact person should have a proper knowledge of the product so that a better demo can be
done to the client.
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BIBLIOGRAPHY
BIBLIOGRAPHY
Page 64
BOOKS
MARKETING MANAGEMENT
By – Philip Kotler , Kevin Lane Keller
Abraham Koshy , Mithileshwar Jha
INTEGRATED ADVERTISING PROMOTION AND MARKETING
COMMUNICATION
By – Clow Baack
BROCHURE
CEASEFIRE INDUSTRIES LTD
WEBSITE
www.ceasefire.in
www.google.com
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ANNEXURE
QUESTIONNAIRE
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1. Name of the client
Name of the organization -------------------------------------------- Nature of the organization -------------------------------------------- Address -------------------------------------------- Tel#/Mob# -------------------------------------------- E-mail ID --------------------------------------------
2. Do you have fire safety equipment installed in your organization?
a. (yes)
b. (no)
3. If yes then which brand
Ceasefire ( ) Usha Fire ( ) Reliance ( ) Safex ( ) Others ( )
4. If no then why?------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------
5. Do you no about the ceasefire industry that deals in the fire safety?
a. (yes)
b. (no)
6.If yes then what is the opinion about the company.
a. Excellentb. Goodc. Average
7.What according to you is valued mored. Performance e. Qualityf. Price
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g. Servicesh. All
8.Would you like us to check the equipment(if installed)?a. (yes)b. (no)
9.Would you like to get the fire risk assessment done by our expert?a. (yes)b. (no)
10.What is your experience about the sales personnel?a. good
b. badc. Average
11.What promotional activity do you think Co. should do to create awareness? a. On line marketing
b. Advertisements c. Hoardings and Banners d. Direct Marketing
12.Any suggestion or comments------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
*****************
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