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EXECUTIVE SUMMARY

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EXECUTIVE 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

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PRIMARY OBJECTIVE OF THE RESEARCH

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

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ABOUT CEASEFIRE INDUSTRY LTD

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

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COMPANY PROFILE

1) NAME

CEASEFIRE INDUSTRIES. LTD MAUFACTURER OF FIRE FIGHTING EQUIPMENT

2) SECTOR CLASSIFICATION :

3) HEAD OFFICE

: CEASEFIRE INDUSTRIES LIMITED B-24,GROUND FLOOR,SECTOR1,NOIDA-201301 TELEPHONE-0120-4255800/802/803. FAX-0120-4255801 E Mail: northwestzo@ceasefire.in Website: www.ceasefire.in : 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 andheri@ceasefire.in CEASEFIRE INDUSTRIES LIMITED 610, SACHAPIR STREET. 1ST FLOOR ABOVE ANDHRA BANK. CAMP, PUNE 411001 PH 020-26052766, 32938294 E-Mail: pune@ceasefire.in

4) BRANCH OFFICES

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THE COMPANYS CORE VALUES

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.

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BRANCHES ACROSS INDIA

NORTH ZONE: BRANCHES DELHI GAZIABAD LUCKNOW CHANDIGARH MATHURA SRINAGAR SOUTH ZONE B) BRANCHES BANGLURU COIMBATORE SALEM VISHAKHAPATNAM VIJAYAWADA TRIVENDRAM CHENNAI MADURAI HYDERABAD COCHIN HUBLI GURGAON NOIDA AMRITSAR GORAKHPUR ALLAHABAD BIKANER

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WEST ZONE

C) BRANCHES MUMBAI INDORE AHEMDABAD NASHIK THANE BELAPUR NAGPUR

EAST ZONE

D) BRANCHES KOLKATA RAIPUR SHILONG HAZARIBAG SILCHER PATNA BURDWAN MIDNAPUR MALDA AGARTALA

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WORKING STYLE OF THE COMPANY

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MARKETING AND SALES STRATEGIES MARKETING STRATEGIES

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 P A N C O SUSPECTING PROSPECTING APPROACH NEGOTIATION CLOSE ORDER

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SPANCO 1. SUSPECTING
Suspecting stands for suspect, which means to trace out or to suspect that a particular client is in 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.

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CUSTOMER TARGETING STRATIGIES

There are certain strategies to target the customers which work on SPANCO theory which we have discussed above.

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.

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CUSTOMER REACH STRATIGIES

ADVERTISING AND PROMOTIONAL ACTIVITIES

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.

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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 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

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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) 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

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CEILING MOUNTED
ceiling mounted (sp-powder)-5kg. ceiling mounted clean agent

FIRE DETECTION SYSTEM (TYPE OF SMOKE

wireless smoke detection panel. wireless smoke detector.

DETECTORS)

ESCAPE AND RESCUE SYSTEM (TYPE OF PRODUCT)

escape signages. 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

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1.

THE WORLDS 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.

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 worlds 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.
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8.

WORLD CLASS QUALITY CONTROL SYSTEM

Virtually every extinguishers comes with ISO 9001 and CE certification and conforms to the ISI standards.

9.

HELIUM TEST
Comprehensive helium tests and leak tests also guarantee that the products you buy are manufactured to the worlds most stringent quality standards.

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PRODUCTS OF CEASEFIRE AND THEIR FEATURES ABC TYPE FIRE EXTINGUISHERS

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)

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CLEAN AGENT GAS TYPE FIRE EXTINGUISHER

Name:

(HFC) Clean Agent

(Use: Perfectly safe to use on Computers and Servers. Works on all classes of fire.)

TECHNICAL FEATURES
WORLDS 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.

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CEASEFIRE Co2 GAS TYPE FIRE EXTINGUISHER

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

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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 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

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3. WHERE AND HOW SHOULD THE EXTINGUISHER BE PLACED?

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

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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 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 Dont allow area access to personnel who have not been specifically trained to handle such materials Use tightly covered metals bin for any waste material
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4. WELDING
Use spark arrester or screen Remove flammable material from the surrounding area 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

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CEASEFIRE CLIENTS

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REVIEW OF LITERATURE (SALES AND PROMOTION)

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SALES

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.
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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 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 historys successful enterpreneurs have been skilled salesperson, able to represent and promote their companies and product in the market places.

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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 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.
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THERE ARE TWO TYPES OF PROMOTION BLENDS

1. PULL BLEND. 2. PUSH BLEND. 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

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RESEARCH METHODOLOGY

INTRODUCTION TO RESEARCH DESIGN

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

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STEPS IN RESEARCH DESIGN

DEFINE THE PROBLEM

DEVELOP THE RESEARCH PLAN

COLLECT THE DATA

ANALYSE THE DATA

PRESENT THE FINDINGS

MAKE THE DECISION

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RELATION BETWEEN PROBLEM FORMULATION AND THE RESEARCH DESIGN

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.

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USE OF DESCRIPTIVE RESEARCH

1. Researcher and respondents come into contact with each other 2. It employs simple statistical techniques average and percentage 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.

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TYPES OF DATA AND ITS SOURCES

PRIMARY DATA
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

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SAMPLING METHOD USED SAMPLE

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. b. c. d. Random sampling Systematic sampling Stratified sampling Area sampling

2.

Non-probability/Non-random sampling
a. Purposive sampling
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b. Quota sampling c. 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 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 SAMPLINGUnits 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 USES1. quick and easy 2. does not require complete population information 3. good for face to face surveys LIMITATIONS1. expensive if the cluster is large 2. greater risk of sampling error

SAMPLE SIZE TAKEN- 78 RESPONDENTS

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LIMITATIONS OF THE RESEARCH

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 didnt get in its 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 didnt respond properly and are unaware about the fire safety requirement

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DATA ANALYSIS AND INTERPRETATION

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MARKET SHARE OF DIFFERENT PLAYERS IN THE FIRE

Sr. No. 1. 2. 3. 4. 5. 6. NAME OF COMPANY CEASE FIRE USHA FIRE RELIANCE SAFEX OTHERS TOTAL NO. RESPONDENTS 40 15 11 04 08 78 % SHARE 51.28% 19.23% 14.10% 05.13% 10.26% 100%

SAFETY FIELD IN (PIMPRI CHINCWAD)PUNE

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 CEASEFIRE NAME RESPONDANTS 15 PERCENTAGE 57.6

USHA FIRE 06 23.1

RELIANCE 02 7.7

SAFEX 01 3.8

OTHERS 02 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)

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INTERPRTATION
47.6% OF THE TOTAL RESAURANT OWNER SURVEYED USES CEASEFIRE EQUIPMENT

COMPANY CEASEFIRE NAME RESPONDANTS 10 PERCENTAGE 47.6

USHA FIRE 4 19.0

RELIANCE 4 19.0

SAFEX 1 4.8

OTHERS 2 9.5

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)

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INTERPRTATION
50.0% TOTAL SHOPPING MALLS, MULTIPLEXES AND CINEMA HALLS SURVEYD USES CEASFIRE AS A FIRE SAFTEY SOLUTION

COMPANY CEASEFIRE NAME RESPONDANTS 07 PERCENTAGE 50.0

USHA FIRE 02 14.3

RELIANCE 02 14.3

SAFEX 01 7.1

OTHERS 02 14.3

FIRE EXTINGUISHER USED BY BANKS

ceasefire 47%(8) usha fire 17.6%(3) reliance 17.6%(3) safex5.9%(1) others 11.8%(2)

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INTERPRTATION
47.0% OF THE BANKS VISITED USES CEASEFIRE PRODUCTS

COMPANY CEASEFIRE NAME RESPONDANTS 08 PERCENTAGE 47.0

USHA FIRE 03 17.6

RELIANCE 03 17.6

SAFEX 01 5.9

OTHERS 02 11.8

WHAT IS YOUR OPINION ABOUT THE QUALITY OF THE CEASEFIRE PRODUCTS

EXCELLENT 25%(10) GOOD 50%(20) AVERAGE 25%(10)

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QUALITY OF CEASEFIRE NO OF RESPONDENTS PERCENTAGE

EXCELLENT 10 25%

GOOD 20 50%

AVERAGE 10 25%

INTERPRETATION
50% OF THE CUSTOMER THEY FIND THE QUALITY OF THE CEASEFIRE PRODUCTS GOOD

WHAT IS YOUR OPINION ABOUT THE CEASEFIRE INDUSTRY IN TERMS OF SERVICES

EXCELLENT 30%(12) GOOD 45%(18) AVERAGE 25%(10)

SERVICES NO. OF RESPONDENTS

EXCELLENT 12
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GOOD 18

AVERAGE 10

PERCENTAGE

30%

45%

25%

INTERPRETAION
CUSTOMER OVERALL ARE SATISFIED WITH THE SERVICE OF THE COMPANY

BRAND AWARENESS OF THE CEASEFIRE

YES 77%(60) NO 23%(18)

BRAND AWARENESS OF CEASE FIRE RESPONDENTS PERCENTAGE

YES 60 77%

NO 18 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 NO OF RESPONDENTS PERCENTAGE

ABC TYPE 25 62%

HFC 10 25%

CO2 5 13%

INTERPRTATION
T HE DATA SHOWS THAT THE DEMAND FOR THE ABC TYPE IS MORE IN THE MARKET THAN ANY OTHER TYPES OF ITS PRODUCTS

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FINDINGS CONCLUSION AND SUGGESTION

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FINDINGS

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. 6.

Some sales person did not have proper knowledge about the product.

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.

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CONCLUSION

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.

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SUGGESTION

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

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BIBLIOGRAPHY BOOKS
MARKETING MANAGEMENT By Philip Kotler , Kevin Lane Keller Abraham Koshy , Mithileshwar Jha

INTEGRATED ADVERTISING PROMOTION AND COMMUNICATION By Clow Baack

MARKETING

BROCHURE
CEASEFIRE INDUSTRIES LTD

WEBSITE
www.ceasefire.in www.google.com

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ANNEXURE

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QUESTIONNAIRE

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. b. (yes) (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. b. (yes) (no)

6.If yes then what is the opinion about the company. a. Excellent b. Good c. Average

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7.What according to you is valued more d. Performance e. Quality f. Price g. Services h. 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. bad c. 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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