A Project Report On “A Study on Prospecting Customers in Business-To-business Segment” At “JEMKON PVT.LTD.’’ Submitted to the Savitribai Phule Pune University in Partial Fulfilment of Requirement for the Award of Degree of MASTER OF BUSINESS ADMINISTRATION SUBMITTED BY Apoorvi Dabi MBA –III Semester UNDER THE GUIDANCE OF Dr. RAJENDRA AGAWANE Through The Director, ATSS’s Institute of Industrial and Computer Management and Research Pradhikaran, Nigdi, Pune Batch 2021-2023 1 2 3 4 Student Declaration I, the undersigned, hereby declare that the Project Report titled “A Study on Prospecting Customers in Business-To-business Segment” written and submitted by me to the Savitribai Phule Pune University in partial fulfilment of the requirements for the award of degree of Master of Business Administration under the guidance of Dr. RAJENDRA AGAWANE is my original work and the conclusions drawn therein are based on the material collected by myself. Date: 6/12/2022 Signature Place: PUNE Name - APOORVI DABI 5 ACKNOWLEDGEMENT I take this opportunity to express my profound gratitude to Our Director, Dr. Abhay Kulkarni, Our HOD Adv. Manisha Kulkarni whose wisdom as well as foresight, I continually benefit from. I am indebted to them for extending me all the cooperation and patronage they render towards us. They have been wonderful supporters and continuous motivators for me which helped me in turning my ordinary project into an excellent one. I also take this opportunity to express a deep sense of gratitude to Company project guide (ASHLESHA ARUDE, Assistant manager, JEMKON PVT.LTD.) for his/her cordial support, valuable information and guidance, which helped me in completing this task through various stages. I am obliged to staff members of (JEMKON PVT.LTD), for the valuable information provided by them in their respective fields. I am grateful for their cooperation during the period of my SIP. It is my privilege to express my profound gratitude and deep regards to my project guide (Dr.RAJENDRA AGAWANE) for his/her exemplary guidance, monitoring and constant encouragement throughout the course of this summer internship project. The blessing, help and guidance given by her/him time to time shall carry me a long way in the journey of life on which I am about to embark. I am also very thankful to all SME, “Dr. Vinod Bhelose, Mr. Dileep Pawar, Mrs. Pooja Gawande, Mrs. Madhura Deshpandey, Mrs. Dipti Bajpai, Mrs. Swapnisha Kambayat, Mrs. Dipti Sharma, Mr. harshal Patil. who laid the foundations of various concepts as well as fruitful discussions and suggestions has helped me to enrich my project work. I also take immense pleasure to thank Mrs. Pooja Nalawade, Head-Corporate Relations, for giving me an opportunity and placing me for the SIP and Project Coordinator Dr. Jayasri Murali for supporting us throughout the process of SIP. Lastly, I thank almighty, my parents, brother, sisters and friends for their constant encouragement without which this summer internship project would not be possible. Place : Pune Signature of the Student Date :6/12/2022 Name of the Student- APOORVI DABI 6 INDEX SR. NO. 1 CONTENTS Executive Summary PAGE NO. 11-15 1.1 Objective of the Study 1.2 Need of the Study 1.3 Scope of the Study 1.4 Timeline of the Project 1.5 Research Methodology 1.6 Data Analysis 1.7 Limitations of the Study 1.8 Learning from the Project 1.9 Contribution to the Host Organization 2 ORGANISATION PROFILE 15-25 3 OUTLINE OF THE PROBLEM / 26-28 TASK UNDERTAKEN 4 5 RESEARCH METHODOLOGY 4.1 Introduction 4.2 Research Design 4.3 Sampling Design 4.3.1 Sampling Type 4.3.2 Sampling Method 4.3.3 Sample Size 4.4 Data Collection 4.5 Summary of the research Instrument 4.6 Tools For Data Analysis 4.7 Statistical Techniques 29-32 DATA ANALYSIS & 33-46 INTERPRETATION 6 OBSERVATIONS & FINDINGS 47-48 7 SUGGESTIONS 49-50 8 KEY LEARNINGS and 51-54 CONTRIBUTION TO THE HOST ORGANIZATION 8.1 Key Learnings 7 8.2 Limitations 8.3 Scope for further Research 9 CONCLUSION 55-56 10 BIBLIOGRAPHY 57-58 ANNEXURE 8 Chapter 1 EXECUTIVE SUMMARY 9 This project is based on Industrial flooring sector as the industrial flooring sector is growing at a very good pace. The reason behind selecting Industrial flooring sector is to find out the prospective businesses, and to convince the other business and architectures for future together business with JEMKON. The survey involved gathering the Data of the target potential businesses through internet, email marketing, social media & telephonic conversation. From the information collected, various aspects were I dentified where the company needs to focus on. The research was conducted through collection of primary and secondary data. Primary data was collected through a meeting with Online & Offline mode, Email marketing of which later a detailed analysis was done using various tools like MS word, MS Excel also collected through various websites, Brochure and other reliable sources. Secondary data is not given by the company because it is the new Department for the company. With the help of analysis of the primary data, few interpretations and conclusion were drawn. Certain suggestions can be interpreted which can help the company in their business. 10 OBJECTIVES OF STUDY 1. To Schedule Online and Offline meeting to Prospect Customers. 2. To Analyze customers based on their needs. 3. To generate potential customers to get new orders. NEED OF THE STUDY • To analyze and understand how we can expand our business through all over India. To create awareness about the services offered by the company in the field of architectures. To know in which area the company should more focus on so that they overcome their weakness. 11 SCOPE OF STUDY • Learnings about implementing our practical knowledge into theoretical knowledge. Detailed study of company which helped in learning flooring sector and their benefits for industries. Learning about flooring sector and its benefits to industries. TIMELINE OF THE PROJECT Time period of the project was two months September & October (01/09/2022-31/10/2022) 12 LIMITATIONS 1. 2. 3. 4. 5. Time constrain is major problem as management officials are busy in their work. The company data is very confidential & hence it cannot be fully disclosed in the project report. The timing given by the company is insufficient for exposure. The software of the company is fully working only in office timing. The work given in Company was limited up till one Department only, due to which knowledge of overall departments wasn't gained. 13 Chapter 2 ORGANIZATION PROFILE 14 History of Organization JEMKON Pvt. Ltd. is a Progressive & Reputed medium scale industry manufacturing a range of industrial floorings & coating paints for the industrial sector since 2013. JEMKON Pvt Ltd has its association with Technocrat Pvt Ltd, which began in the 2009. JEMKON is its sister company which was later registered in 2013 achieving ISO 9001:2008 certification. Under the guidance of great visionary directors Mr. Clibe Frank Joshva and Mrs. Maria Joshva, JEMKON has outstandingly performed very well and has created a brand image in Indian industrial flooring market. Innovation and quality product with complete customer satisfactory service has always been the priority for the organization. The organization is repeatedly progressing and achieving milestone in their journey to become one of the leading paint manufacturers in Indian market. A deep understanding of the customer's requirements and close interaction with the targeted customer has always boosted the chance of creating a positive image of company in customer mind. Value for customer expectations has always been considered the top most priority. Top production companies such as TATA, Mahindra, Sandhar, Bridgestone, HONDA has given first preference to JEMKON for industrial flooring in their organization. JEMKON have always striven to implement the concept of Continuous Quality Improvement (CQI). With the usage of appropriate technology and production methods to add value to the system and continuous identification and elimination of wastage, company ensures that the pursuit of excellence continues on the path of TQM culture. JEMKON implementing system like, Kaizen and lean manufacture to enhance value to their products. JEMKON firmly believes in supplier partnership for mutual benefit. 15 Company Profile • Company Name: - JEMKON Pvt. Ltd. • Business Type: - Manufacturer & Service • Address: - Plot No.1, Survey No.795/2, Opp. Mahindra Vehicle Gate No.2, Subhashwadi, Nighoje-Talwade Road, Nighoje, Chakan, Pune, Maharashtra 410501, India. • Number of Employees: - 60 • Main Market: - INDIA • Total Annual Sales: - 20 – 25 Crore • Export Percentage: - 1%-12% • Plants of JEMKON: - Chakan (Pune), Ahmedabad (Gujrat), Mahipalpur (New Delhi) • Company Website: - http://www.jemkon.com. Packaging / Payment and Shipment details • Payment mode • Cheque • Online • Bank transfer Shipment Modes • By Air • By Road • By Cargo By Sea The company has 2 directors and no reported key management personnel. The longest serving directors currently on board are Clibe Frank Joshva and Maria Samuel Thomas who were appointed on 22 March, 2013. They have been on the board for more than 9 years. Clibe Frank Joshva has the largest number of other directorships with a seat at a total of 3 companies. 16 Our Team 1. Mr. Rakesh Kumar 2. Projects Manager 3. Mrs. Vinita Vishwakarma 4. Ass. Manager Marketing (North) 5. Mr. Dharvendrakumar Pandey 6. Ass. General Manager (Admin & Purchase) 7. Mr. Rajesh N. 8. Ass. Manager Marketing (South) They are the manufacturer and services provider of industrial flooring that involves epoxy coating, polyurethane coating and combination of both. Every production company requires epoxy flooring for reasons such as: 1. Aesthetic looks 2. Seamless flooring 3. Dustproof floors 4. Smooth finish 5. Increasing the life of concreate 6. Area bifurcation 7. Material handling equipment stability 17 Mission To evolve as a dynamic leader in a competitive market by continuously catering to the requirement of our customer. Vision To shine bright in the years ahead by including new product development, source & strategies and larger client bases for sustainable future. 18 Products 1. PU FLOOR COATING Benefits: 1. Chemical resistant 2. Thin coat, economical 2. EPOXY FLOORING Benefits: 1. Attractive, brightens up dull 2. Excellent gloss 3. PU CONCRETE Benefits: 1. Chemical-resistant makes it suitable for 2. use in laboratories, practices and workshops. 3. Can be used in many facilities due to 4. temperature resistance from -40°C to 130°C. 19 4. EPU FLOORING Benefits : 1. Good Chemical Resistance. 2. Excellent Mechanical Strength. 3. Moderate Elasticity. 5. ACRYLIC FLOOR PAINTS Benefits : 1. Single component easy to use 2. Good abression resistance 3. Washable 20 Competitors 1. Resin India. (Pune) 2. Skyline specialty Pvt. Ltd. (Pune) 3. NOVOS paint. (Pune) 4. Cipy polyurethane Pvt Ltd. (Pune) 5. EPX Polymers Pvt Ltd. (Gujarat) 21 Major Clients: 22 ORGANIZATION STRUCTURE Director Director CLIBE JOSHVA MARIA THOMAS Marketing Department Mrkt.Manager South &north Digital marketing department B2B department Mrkt. Manager Marketing Manager Chief Manager East &West Marketing Executive Asst. Manager Asst. Accountant 23 Account department Financial Officer Chapter 3 Outline of the problems 24 1. Company should focus on their previous clients and take feedback after given the services. 2. Company has to complete their work on given time period. 3. The service which is provided by the company, in terms of flooring should be appropriate in lasting more than 15 months. 4. Company should focus on the communication gap between the field workers and the supervisors so the working is done smoothly. 5. According to recent era company should promote their services, they do Advertisement through social media, Poster, Exhibition, Business related events so it is very help for the company. 25 Key Features: 1. Quality Assurance Our R&D team handles the quality checks on products & has an intimate knowledge of the requirements and specifications of a particular project. Before dispatching any product, stringent measures are adopted on which collaborate with parameters of quality checks. 2. Proven Solutions: Having a database of more than 1000 clients and having floored millions of sqft area with our epoxy and polyurethane coatings, our products and solution haven proved the test for the time where clients can blindly rely upon. 3. Affordability: Our repeat client list and our fast-expanding database is the answer that we are affordable and very competitive. We have more than 1000 clients wherein many of them are repeat clients from several years. 26 Chapter 4 RESEARCH METHODOLOGY Research methodology is a way of explaining how a researcher intends to carry out their research. It's a logical, systematic plan to resolve a research problem. A methodology details a researcher's approach to the research to ensure reliable, valid results that address their aims and objectives. It 27 encompasses what data they're going to collect and where from, as well as how it's being collected and analyzed. Research & Its types Research is a process of systematic inquiry that entails collection of data; documentation of critical information; and analysis and interpretation of that data/information, in accordance with suitable methodologies set by specific professional fields and academic disciplines. Quantitative research The process of collecting and analyzing numerical data. It can be used to find patterns and averages, make predictions, test causal relationships, and generalize results to wider populations. • I have adopted field research method and interviewed the concerned persons by means of a questionnaire having closed ended questions in it. Qualitative research The strength of qualitative research is its ability to provide complex textual descriptions of how people experience a given research issue. It provides information about the “human” side of an issue – that is, the often-contradictory behaviours, beliefs, opinions, emotions, and relationships of individuals. Qualitative methods are also effective in identifying intangible factors, such as social norms, socioeconomic status, gender roles, ethnicity, and religion, whose role in the research issue may not be readily apparent. • • From this qualitative method observation is appropriate for collecting data on naturally occurring behaviors of the customer. In-depth information of other business is optimal for collecting data individuals’ personal histories of business for future together partnership, perspectives, and experiences. RESEARCH INSTRUMENT: The data for this research is collected by internet. I searched architectures in PAN INDIA for future together business and by references also and guided by questionnaire in the Google form. SAMPLING: 28 Sampling is the selection of a subset of the population of interest in a research study. In the vast majority of research endeavours, the participation of an entire population of interest is not possible, so a smaller group is relied upon for data collection. SAMPLING SIZE: The sample size is a term used in market research for defining the number of subjects included in a sample size. By sample size, we understand a group of subjects that are selected from the general population and is considered a representative of the real population for that specific study. The company have no previous data for the architectures so that I gathered a count of 500 contacts of the architectures in which 200 gives response through email, websites, telephonic conversation and offline & online meetings with architectures. I have convinced 51 architectures for future together businesses. No. of samples collected = 51 PERCENTAGE ANALYSIS: The responses were categorized based on sampling as because 51 have responded out of 200 architectures. which is 26% percent of total Responses. 29 Method of Data Collection: While deciding the method of data collection to be used for the study, the researcher should keep in mind two types of data viz., primary and secondary. Primary Data: Primary data is collected with the help of structured questionnaire. The primary data are those which are collected fresh and for the first time, and thus happen to be original in character. Primary data is collected with the help of internet, email marketing, meetings with architectures by online and offline mode for the purpose of future partnerships. Secondary Data: The secondary data, on the other hand, are those which have collected by someone else and which have been passed through the statistical process. Secondary data is not available in this company regarding architectures because it is new department for the company. 30 CHAPTER 5 DATA ANALYSIS & INTERPRETATION 31 Questionnaire A questionnaire is a research instrument that consists of a set of questions or other types of prompts that aims to collect information from a respondent. A research questionnaire is typically a mix of close-ended questions and open-ended questions. 1. Which working area is most preferable for you? (n=51) Particular No. of respondent In percentage 16 31.37% 12 21.56% 14 29.41% 9 17.64% 51 100% 1. Commercial architecture 2. Industrial architecture 3. Residential architecture 4. All the above Total (Compiled by researcher) 18% Commercial architecture 32% Industrial architecture 30% Residential architecture All of the above 22% Analysis: • • • It is observed that highest No. of respondents i.e. 31.37% says that their working area is commercial architects. Minimum No. of responses are coming from Industrial and Residential 21.56% & 29.41% respectively. Many respondents i.e. 17.64% which is working in all types of architectures fields. INTERPRETATION: • From the research it is observed that the maximum preferable working area is commercial architecture. 32 2. Are you interested for future together businesses? (n=51) No. of respondent In Percentage 1. Partnership 14 27% 2. Third party 25 49.01% 3. agency 7 13.72% 4. Tie up 5 9.80% 51 100% Particular Total (Compiled by researcher) agency 14% Tie up 10% Partnership 27% Third party 49% Analysis: • • • The survey has been done that Maximum No. of respondents are convened for future together business in the form of third party i.e., 49% Maximum No. of the businessman are convened for Partnership & Agency i.e., 27% & 13.72% Respectively Businessman are ready for tie ups as per survey 9.80% INTERPRETATION: • From the research it is observed that the most of the people interested from doing future together business in the form of third party. 33 3. How frequently you think that your customer will need flooring services within 6 months? (n=51) Particular No. of respondent In Percentage 9 17.64% 11 21.56% 20 39.21% 11 21.56% 51 100% 1. Within 6 months 2. Twice in a year 3. Once in a year 4. Once in a two year Total (Compiled by researcher) Within 6 months 18% Once in a two year 21% Twice in a year 21% Once in a year 40% Within 6 months Twice in a year Once in a year Once in a two year Analysis: • • • The information given by the architectures about the need of the flooring services to the customers highly 39% once in a year. Maximum No. of respondents are interested for flooring in once in two year & Twice in a year i.e. 21% & 21% respectively. Minimum no. of respondents 18% is interested for flooring within 6 months. INTERPRETATION: • From the research it is observed that the customer need flooring once in a year. 34 4. Have you heard about JEMKON Services? (n=51) No. of respondent Particular In Percentage 1. Highly 10 20% 2. Moderate 20 39% 3. Rarely 12 23% 4. Never 9 18% 51 100% Total (Compiled by researcher) 18% 20% Highly 23% Moderate Rarely 39% Never Analysis: • • • It is observed that the moderated 39% peoples are people are heard about the JEMKON Services. Maximum of responses are heard about only the company highly & rarely i.e., 20% & 23% respectively. Minimum No. of respondents are heard never about the company i.e. 18%. INTERPRETATION: • From the survey it is observed that the people moderately heard about the JEMKON Services. 35 5. What is the satisfaction level of pricing offered by us to you? (n=51) No. of respondent 18 Particular 1. Agree 2. Disagree 3. Need settlement 4. Neutral Total In Percentage 36.00% 11 21.00% 9 17% 13 27.00% 51 100% (Compiled by researcher) 27% 36% Satisfied Highly Satisfied Dissatisfied 15% Neutral 22% Analysis: • • • According to the survey 36% architectures are agree with the pricing strategy. Maximum No. of the Architectures are disagree & Neutral about it i.e., 22% & 27% respectively. Minimum No. of architectures are need settlement for the pricing i.e., 15%. INTERPRETATION: • From the research it is observed that the maximum no. of people is agree with the pricing offered by JEMKON. 36 6. What are the ratings your customer gives to our services? (n=51) No. of Respondent In Percentage 1. Highly Satisfied 13 25% 2. Satisfied 9 17% 3. Neutral 21 42% 4. Unsatisfied 8 15% 51 100% Particular Total (Compiled by researcher) 15% 25% Highly Satified Satiesfied Neutral 42% Unsatisfied 17% Analysis: • • • It is observed that when the architectures give flooring service to the customers the rating given by customers it shows that neutral rating i.e.,42%. The maximum no. is given by costumers, highly satisfied & satisfied with services i.e., 21% & 29% respectively. The minimum no. of respondents is unsatisfied in our services i.e., 8%. INTERPRETATION: • It is observed from the research that the maximum customer is is highly satisfied with the services. 37 7. From which Platform most of the leads are generated? (n=51) No. of respondents In percentage 1. Websites 2. Email marketing 3. Social media marketing 23 45% 15 29% 3 7% 4. References 10 19% 51 100% Particular Total (Compiled by researcher) Websites 20% 6% Email marketing 45% Social media marketing 29% refrences Analysis: • • • According to the research the architectures leads is generated by websites i.e., 45%. Maximum no. of leads is generated by email marketing and References 29% & 19% respectively. Minimum no. of leads is generated by social media platform i.e., 7%. INTERPRETATION: • From the research it is observed that the maximum no. of the leads is generated by websites. 38 8. How much thickness of flooring your clients are needed? (n=51) Particular 1. 1mm thickness 2. 2mm thickness 3. 3mm thickness 4. 4mm thickness Total No. of respondents In Percentage 11 21.56% 18 35.29% 16 31.67% 6 11.76% 51 100% (Compiled by researcher) 11.76% 21.56% 1mm thickness 31.67% 2mm thickness 3mm thickness 5.29% 4mm thickness Analysis: • • • It is observed by the survey that 2mm thickness i.e., 37% is highly preferred by the clients. Maximum no. of 3mm and 1mm thickness is preferred by clients i.e.,32% & 21% respectively. Minimum no. of 4mm thickness i.e., 10% preferred by the clients. INTERPRETATION • From the research it is observed that the maximum clients needed 3mm thickness of flooring 39 9. For which Purpose your client needs flooring? (n=51) Particular No. of respondents In percentage 15 30% 12 24% 17 33% 7 13% 51 100% 1. Industrial area 2. Residential area 3. Commercial area 4. All of the above 5. Total (Compiled by researcher) 14% 29% Industrial area Residential area 33% 24% Commercial area All of the above Analysis: • • • It is observed that highly no. of respondent is preferred in commercial area i.e., 33%. Maximum no. of respondents is preferred in Industrial and residential area i.e.,30% & 24% respectively. Minimum no. of respondent is preferred all the area i.e.,13%. INTERPRETATION: • From the research it is observed that the maximum no. of clients needs flooring in commercial area. 40 10. In which zone most of the leads are generated? (n=51) No. of respondents In Percentage 1. East zone 10 19% 2. south zone 13 26% 3. north zone 17 34% 4. west zone 11 21% 51 100% Particular Total (Compiled by researcher) 22% 20% East zone 33% 25% south zone north zone west zone Analysis: • • • It is observed that most of the architectures is ready for meetings and together business from North and South zone i.e., 34% & 26% respectively. Maximum no. of architectures is convinced from west zone i.e., is 21%. Minimum no. of architectures from East zone are convinced i.e., 19%. INTERPRETATION: • From the survey it is observed that the maximum leads is generated by North zone. 41 11.Opinion for the quality of the product and services provided by JEMKON Pvt Ltd.? (n=51) No. of respondent Particular In percentage 1. Excellent 18 36% 2. Good 20 40% 3. Fair 8 15% 4. Poor 5 9% 51 100% Total (Compiled by researcher) 10% 16% 35% Excellent Good Fair Poor 39% Analysis: • • • According to the opinion of the clients highly good opinion is provided with good 40%. Maximum no. 36% excellent opinion. Minimum for the Fair and poor opinion i.e., 15% & 9% respectively. INTERPRETATION: • From the survey it is observed that the customer gives opinion for quality of the product from the JEMKON services is good . 42 12. The need and expectation from JEMKON Pvt Ltd are fulfilled? (n=51) No. of respondents In percentage 20 39.21% 2. Agree 14 27.45% 3. Neutral 10 20% 4. disagree 7 13.72% Total 51% 100% Particular 1. Strongly agree (Compiled by researcher) Strongly agree 13% 39.21% 20% Agree Neutral disagree 27.45% Analysis: • • • According to the survey the needs and expectations from JEMKON to the clients is strongly agree 40%. Maximum clients agree and neutral 27% & 19% respectively. Minimum no. of clients is disagreed 14% from the needs and expectations from the JEMKON. INTERPRETATION: • From the survey it is observed that the customers are strongly agree with the expectations of the JEMKON services. 43 13. Clients’ satisfaction towards maintenance and warranty provides by the company? (n=51) No. of respondent In percentage 1. Satisfied 19 37% 2. Neutral 13 25.49% 3. unsatisfied 9 17.64% 4. Highly satisfied 10 19.60% 51 100% Particular Total (Compiled by researcher) 19.60% 37% Satisfied Neutral 17.64 unsatisfied 25% Highly satiesfied ANALYSIS: • • • According to the analysis of the maintenance and warranty provided by the company maximum 36% clients are satisfied Maximum clients are neutral and highly satisfied i.e., 24% & 21% respectively. Minimum clients are unsatisfied 19% from the warranty and the maintenance. INTERPRETATION: • From the research it is observed that the maximum clients is satisfied from the maintenance and warranty provided by the company 44 CHAPTER 6 FINDING & OBSERVATION 45 • • • • • • • • • • • • • From the research it is observed that the maximum preferable working area is commercial architecture. (From table no. 1) From the research it is observed that the most of the people interested from doing future together business in the form of third party.(From table no. 2) From the research it is observed that the customer need flooring once in a year.(From table no.3) From the survey it is observed that the people moderately heard about the JEMKON Services. (From table no. 4) From the research it is observed that the maximum no. of people is agree with the pricing offered by JEMKON.(From table no.5) It is observed from the research that the maximum customer is is highly satisfied with the services.(from table no.6) From the research it is observed that the maximum no. of the leads is generated by websites.(From Table no. 7) From the research it is observed that the maximum clients needed 3mm thickness of flooring (From table no. 8) From the research it is observed that the maximum no. of client’s needs flooring in commercial area.(from table no. 9) From the survey it is observed that the maximum leads is generated by North zone.(From table no.10) From the survey it is observed that the customer gives opinion for quality of the product from the JEMKON services is good.(From table no. 11) From the survey it is observed that the customers are strongly agree with the expectations of the JEMKON services. (From table no. 12) From the research it is observed that the maximum clients are satisfied from the maintenance and warranty provided by the company .(From table no. 13) 46 CHAPTER 7 SUGGESTIONS: 47 1. Company has focus on marketing through internet as it is used worldwide, promotions so that the other businesses and architectures known about service and importance of industrial flooring. 2. Company has organized some events or campaign for spread the awareness of our services. 3. Company should give more focus on Industrial, commercial architectures rather than residential architecture. 4. The sales executive who are into attending meetings with architectures should focus on professionalism like carrying presentations of the services they are providing. 5. The company have in touch with the previous architectures with whom they arranged meeting and should keep the record of them. 48 CHAPTER 8 KEY LEARNINGS & CONTRIBUTION TO THE HOST ORGANIZATION 49 1. I learnt How to work in corporate, time management, communications skills from the corporate peoples. 2. I learnt working with corporate peoples and convinced them for future together businesses it helps me to increase my convincing power. 3. Understanding workplace culture, networks with professionals, Puntuality, Gain confidence. 4. I learnt not to afraid for asking questions. I have always been one to ask lots of questions to ensure exactly what needs to be done and how to do it. 5. I learnt team work and collaboration, critical thinking, Exposure to the market. 50 Contribution to the host organization 1. Firstly, I generate the network of the architectures because it is the new department for the company, I think which leads I generated it is helpful for the company in future. 2. I suggest my teammates in preparing PowerPoint presentations in front of clients while attending the meetings which resulted in clarity to client about the company. 3. I supposed to work on gathering the data of the architectures but when my colleague is not available, I was also going for face-to-face meetings with the architectures. 4. Apart from Business to Business, my contribution in company was I visited sites and convened customers for your services. 51 LIMITATIONS 1. Time constrain is major problem as management officials are busy in their work. 2. The company data is very confidential & hence it cannot be fully disclosed in the project report. 3. The timing given by the company is insufficient for exposure. 4. The software of the company is fully working only in office timing. 5. The work given in Company was limited up till one Department only, due to which knowledge of overall departments wasn't gained. 52 CONCLUSION 53 1. The conclusion was made on the overall report prepared & satisfying the given objectives relating with the prospecting customer for Business to business for JEMKON PVT. LTD. 2. From the survey it is observed that the Architectures and their clients are maximum happy with the Quality, Performance, Price, warranty and most of the Peoples are also heard About their Services. 3. Most the businessmen and architecture are convinced for future together businesses and they also give references so that it is very help for generate more leads for the company. 4. After doing this project ,it is concluded that company should focus more on the doing services on given timeline and for business to business prospective they have to promote their company through All advertisement platform & attribute of the product and its other service so that more no's of customer get satisfied, and due to which there will be more scope for the company to increase their networking and business opportunity & it is very important to find out the right business at the right time . 54 BIBLIOGRAPHY D, R. (2006). Business Research Methodology. Delhi: Tata Mc Grow HILL. Duhna, M. (2005). Marketing management. Delhi: Wisdom publication. Kotler, P. (2008). Philip Kotler. Delhi: Dorling Kinderlsley Dhunna, M. (2005). Marketing Management (Second Edition ed.). New Delhi: Wisdom Publication. Philip Kotler and Waldemar Pfoertsch, B2B Brand Management, Springer, 2006 Winning B2B Marketing by Christopher Ryan 55 WEBSITES https://hingemarketing.com/blog/story/b2b-marketing-research-what-you-need-to-know https://www.dnb.com/resources/how-to-perform-b2b-market-analysis.html https://www.b2binternational.com/publications/b2b-marketing/ https://www.fielo.com/how-to-build-b2b-partnerships-that-grow-your-business/ 56 ANNEXURE 1. Which working area is most preferable for you? o o o o Commercial architecture Industrial architecture Residential architecture All the above 2. o o o o Are you interested for future together businesses? Partnership Third party agency Tie up 3. How frequently you think that your customer will need flooring services within 6 months? o Within 6 months o Twice in a year o Once in a year o Once in a two year 4. o o o o Have you heard about JEMKON Services? 5. o o o o Satisfaction level of pricing offered by us to you? agree disagree need settlement neutral 6. o o o What are the rating your customer gives to your service? highly satisfied satisfied neutral Highly Moderate Rarely Never 57 o unsatisfied 7. o o o o Which platform must of the leaves are generated? website email marketing social media marketing references 8. o o o o How much thickness of flooring your clients are needed? 1mm thickness 2mm thickness 3mm thickness 4mm thickness 9. o o o o For which purpose your client need flooring? industrial area residential area commercial area all of the above 10. In which zone must of the leads are generated? o East zone o south zone o North zone o West zone 11. Opinion for the quality of the product and services provided by JEMKON Pvt. Ltd? o good o fair o poor 12. The need and expectation from JEMKON Pvt. Ltd. are fulfilled? o strongly agree o agree o neutral o disagree 13. Client satisfaction toward maintenance and warranty provides by the company? o highly satisfied o satisfied o neutral o unsatisfied 58 59 60