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SIP project on A Study on Prospecting Customers in Business-To-business Segment

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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
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