Beruflich Dokumente
Kultur Dokumente
In
NEZONE GROUP
Submitted to
Department of Management Studies
National Institute of Technology Silchar
Submitted By:
Victor Saikia
Roll no: 15-50-144
Batch: 2015-17
Declaration
(Student's Signature)
Date:
ACKNOWLEDGEMENT
It is gratifying to express my indebtedness to some individuals who
rendered me notable assistance to bring my project work to a successful
completion.
His
supervision,
suggestions
and
encouragement
contributed
Victor Saikia
CONTENTS
Chapters
Page no
1. Introduction
1.1 Summary of whole report.....1-3
4. Departmental Details
4.1. Organizational chart showing different department.35
4.2. Snapshot of various departments 36-42
4.3. Specific area in which the training has been taken...43
4.4. Roles and responsibilities of the marketing
Department......43-44
4.5. List of different staff members.45
4.6. Departmental Chart...46
4.7. Training method used during the internship.47
5. Learnings and value addition
5.1. Learning and value addition during training...48-69
5.2. Difference between practical exposure
and theoretical exposure...70
5.3. Challenges faced during internship..71
5.4. Usefulness of training...72
Chapter 1: Introduction
1.1 Summary of whole report
Distribution channel is one of the most important function of any business
organization to bring its products from manufacture to the ultimate consumer. It serves as a
connecting bridge between the manufacture and its perspective buyers. Moreover the success
of any company depends on how effective its distribution is.
Therefore the main aims and objective of my project are to find out the effectiveness
of the channel of distribution which the North Eastern Tubes Limited(NETL) under
NEZONE GROUP are using to communicate with the dealers and consumers in respect of
their steel pipes.
Therefore the main objectives of this report are to find out the following things: The demand of their products in Guwahati city.
The effectiveness of the distribution channels used by Nezone Group.
Whether the dealers are satisfied or not by selling their products.
If the dealers are finding any difficulties in dealing with their products.
Customers response towards their products.
Before going to the distribution channel of North Eastern Tubes Limited, I would like
to discuss briefly on why distribution has become very important in modern times.
The importance of distribution is due to the following reasons: Manufacturing are benefitted by distribution because they make profit when they sell
their goods.
Supplier of industrial raw material also gains as the demand for their goods is also
increased.
It helps in maintaining price levels and reduces the changes of over production at one
place and scarcity at the other. Through distribution surplus is taken to deficit area.
It enables people to buy the goods produce at distant places and comforts of life that
they offer.
Many individuals such as packers, manual labourers brokers, commission agents,
money lenders etc. are benefitted through distribution as they render different types
of services.
~1~
Its function are transporting, warehousing, inventory management etc, increasing the
importance of products by creating place utility, time utility and quantity utility.
Distribution mix plays an important role to increase the value of the products through
delivery of goods in right quantity, at right place and right time.
It helps to satisfy the needs of customers by supplying assortment of different
products of different producers.
Intermediaries themselves make arrangement to keep reserve and stock of goods. The
producers need not make management of distribution centres and warehouses.
Distribution Channel of North Eastern Tubes Limited.
Distribution channels are all the sub-marketers or intermediate marketers of the
company. For example retailers, authorized representatives, showrooms etc. are basically
distribution channels.
After manufacturing their products, North Eastern Tubes Limited covered the issue
related to their products and to their potential consumers. They surveyed the market size and
the consumer who are likely to buy their products. They decided on the packaging products
and unit sizes. They found out what prices competitors products are being sold at to
consumers and what the shops are paying for them. With this information they are being able
to sell their products profitably. They distributed their products in various channels according
to their product types. Different products have different channels. The company has different
marketing managers according to their different range of products. The distribution channels
of selling are:
1. Directly to consumers
2. To dealers and retailers.
3. Through buyers to buyers(B2B)
4. Through contract sign.
5. Through government orders.
~2~
~3~
~4~
(v)Surya Roshni
(vi)Man Industries
(viii)Prakash Steelag
(x)Suraj
~5~
(xvii)Zenith Birla
~6~
2. Jindal Saw
Jindal Saw is a leading global manufacturer and supplier of Iron & Steel pipe
products, fittings and accessories with manufacturing facilities in India, USA, Europe
and UAE (MENA).
Market Capital = Rs. 2430.77cr
3. Welspun Corp
In the Line Pipe sector, Welspun has to its credit some of the most prestigious projects
including the worlds deepest pipeline project in the Gulf of Mexico, U.S.A, heaviest
pipeline project in the Persian Gulf, highest LNG pipeline project in Peru and longest
pipeline project from Canada to the US.
Market Capital = Rs.1,811.71cr
4. Maharashtra Seamless
Maharashtra Seamless Ltd. (MSL) was incorporated on May 10, 1988. The company
was conceived after noticing huge demand and supply gap in the seamless pipe
market, which was met mostly through imports. The company has always shown
continuous urge for upgradation and expansion in all these years of its existence.
Market Capital = Rs. 1503.47cr
~7~
6. Surya Roshni
Surya Group has installed capacity of 6,00,000 MT per annum to manufacture ERW
pipes from OD " to 16" according to various national & international specifications
including API5L up to Grade X80 PSL2. The group has started manufacturing of Oil
Country Tubular Goods (OCTG) as per API 5CT Gr H40, J55, K55 PSL 1 & have
supplied successfully to USA market. They are also supplying pipes confirming to AS
1074/ AS NZ 1163 and EN 10219. Besides above, their plant is supplying BLACK,
RED PAINTED, GALVANIZED & PRE-GROOVED PIPES.
Market Capital = Rs. 761.87cr
~8~
note: the above information on market capital is according to BSE and has been
updated till 26/08/2016.
source: http://www.moneycontrol.com/
~9~
The Indian Pipe Industry has been showing rapid growth since past several years and the
major reasons for the growth of this industry is increasing demand for pipes in the irrigation
sector, oil and gas sector and also the real estate industry. The demand for steel pipes such as
seamless pipes, HSAW, LSAW pipes is increasing as the need for oil and gas transportation
in India is growing. Infrastructure development, urbanization and the subsequent
development of residential and industrial construction are facilitating the growth of the pipe
industry in India.
The Government of India is coming up with new projects and investments in the
irrigation sector. The focus of the government is on rural water management, which will be
fulfilled only when there will be proper transportation of water to the end-user. This is one of
the major demand drivers of the pipe industry along with expansion of housing sector and
increasing demand for oil and gas transportation.
In million tonnes
8
7
6
5
EXPORTS
IMPORTS
3
2
1
0
FY 11
FY12
FY13
FY14
FY15
Fiscal years
Source: Ministry of steels, JSPL Presentation, TechSci Research
Notes- FY- Indian Fiscal year (April to March), FY16- April to August,2015
~ 10 ~
FY16
Foreign Direct
Investment
100 per cent FDI through the automatic route is allowed in the
Indian steel sector
The government hiked the export duty on iron ore to 30 per cent ad
valorem on all varieties of iron ore (except pellets)
Export duty on chrome ore and concentrates has been enhanced to
30 per cent ad valorem
The government has reduced the basic custom duty on the plants
and equipments required for initial set up or expansion of iron ore
pellets plants and iron ore beneficiation plants from 7.5/5 per cent to
2.5 per cent
Reduction in custom
duty on plants &
equipment
source: http://www.ibef.org/download/Steel-August-2015.pdf
date: 26/08/2016
~ 11 ~
Some of the other recent government initiatives in this sector are as follows:
The Government of India is aiming to scale up steel production in the country to 300
MT by 2025 from about 90 MT in 2015-16.
The government has launched the National Mineral Exploration Policy (NMEP),
which will help to adopt comprehensive exploration of non-fuel and non-coal mineral
resources that would give a major boost to the economy.
Metal Scrap Trade Corporation (MSTC) Limited and the Ministry of Steel have
jointly launched an e-platform called 'MSTC Metal Mandi' under the 'Digital India'
initiative, which will facilitate sale of finished and semi-finished steel products.
The Ministry of Steel has announced to invest in modernisation and expansion of steel
plants of Steel Authority of India Limited (SAIL) and Rashtriya Ispat Nigam Limited
(RINL) in various states to enhance the crude steel production capacity in the current
phase from 12.8 MTPA to 21.4 MTPA and from 3.0 MTPA to 6.3 MTPA
respectively.
The total outlay for infrastructure in Budget 2016-17 stands at Rs 221,246 crore (US$
32.8 billion), which is expected to generate much needed demand for steel industry.
~ 12 ~
source: http://www.ibef.org/industry/steel.aspx
http://www.prnewswire.com/
~ 13 ~
KOLKATA
3A, 5th Floor, Ashoka House, Hare Street, Kolkata 700 001, West Bengal, India
Corporate: nezone@nezonesteel.com
Sales: sales@nezonesteel.com
Tel: +91 33 22317280/81/82/83
~ 14 ~
~ 15 ~
~ 16 ~
~ 17 ~
~ 18 ~
We manufacture our products from HR Coil i.e. purchased from TATA/SAIL only. The
qualities of materials manufactured by Nezone are excellent and without any complain.
We specialize in manufacturing Electric Resistance Welding (ERW) processed Tubes
with advance generation galvanizing plant capacity of 1,00,000 M.T per annum that can
be further enhanced upto 1,50,000 M.T in our galvanizing kettle of 13mtrs long, breath
1.2mts & depth 1.750 metres which is largest in North East Region. Our plant is equipped
with CNC & other specialize machineries for fabrication & also with efficient material
handling systems.
From Rolling of Tubes to the fabrication of Poles & Towers to Galvanisation,
Nezone is able to meet a wide range of customer demands with its diversified range of
products under one brand. We have dedicated, experienced and technically sound people
for producing superior quality products & managing sophisticated works. We have good
Quality Assurance & Monitoring system with complete testing facilities including most
advanced & modernized testing machine & comprehensive laboratory for checking of
both Chemical & physical properties of raw materials needed, in process items at various
stages and the finished product as well.
The group enjoys a prominent position in the southern, eastern and north-eastern
region of India. The products of the group companies are also regularly purchased by
different state public health engineering departments, irrigation departments, Public
Works Departments, Railway, Oil Companies, State Electrical Departments, Defence,
Telecom Companies, Power Transmission Companies, Automobile manufacturing units,
bus/crane earth-moving manufacturing units, different government/semi-government
infrastructure companies etc. Companies like HCC, L&T, NCC, PUNJ LIOYD, BCPL,
GAMMON, ALSTOM, BAJAJ, SCHNEIDER, ABB, SIMPLEX, IVRCL, RAMPKY,
RVR, NTPC, MECON, EIL, BHEL, SAIL, HPCL, Oil India, ONGC, Coal India Limited
are among valued customers of the group companies. Our Products are being inspected
under reputed TPI agencies like POWERGRID, EIL, TCIL, RITES, DGSND, SGS, PDIL,
Etc.
Along with the domestic market, NEZONEs products have been well accepted in
countries like Australia, Singapore, Sri Lanka, Bhutan, Nepal, Bangladesh, Nigeria,
Canada and other regions. Nezone Tubes Limited and Nezone Strips Limited, the two
major companies of the group have been awarded several Export Excellence Awards time
and over again from Engineering Export Promotion Council for exporting different types
~ 19 ~
of tubes and pipes. Nezone Group of Companies has been recognized by the Government
of India as an Export House.
~ 20 ~
~ 21 ~
Products
1. M.S black and galvanised steel
tubes
and
pipes:
IS:1239
&
IS:1161
Nezone Tube Limited , Kolkata (W.B)
tubes
2. Black and galvanised steel tubular
poles. IS:2713
mast
and octagonal
poles
3. Transmission
Nezone steels, Meghalaya
line
towers,
1. M.S
black
pipes
I.S:1161
I.S:1161
2. R.H.S and S.H.S tubes I.S:4923
Assam
2. Scaffoldings
~ 22 ~
&
MS Pipe, MS Tube refers to Mild Steel Pipe or Mild Steel Tubes used for industrial and
domestic use.
Use:
Structure:
Shed, Scaffolding, Railing, Stairs, Tents, Doors,
Industrial:
Tools, Trolleys, Machinery, Supports, Barricading, Poles,
Automobiles:
Chassis, Steering, Tools, Parts,
Domestic:
Doors, Railings, Stairs, Decoration, Tents, Fencing,
Furniture:
Chairs, Table, Racks, Storage System
~ 23 ~
Galvanized pipe
Use:
Potable Water Supply
Tube Wells & Hand pumps
Plumbing Works
Structure, Bridge Railing
Poles / Post
Electrical Conduits
Cooling Towers
Electrical / Telecom Cable Ducting
~ 24 ~
Use:
Light Poles in single hang & double hang,
Street Light Poles and Traffic Light Poles etc.
Scaffolding
~ 25 ~
Use:
Industrial Sheds
Steel Furniture
Bridges
Low cost Steel Housing
Towers, Airports
Tripper/Trailer body
Bus Body Structures
Cranes
Material Storage Racks
Road Dividers
Railway Wagon
Coaches
Hoardings
Machine Components & Frames
Pre-fabricated House
Automobile Chassis
~ 26 ~
Precision tubes
Use:
Industrial Equipments
Furniture
Machinery Parts
Fencing / Railing
General Engineering Purpose
Fan Rods
Bearing Housing
Disk Antenna
Tubes for discharge electrodes
Electrical conduits & components
Gas Lighter
Bus Body Building
Automobile Industry
Bicycle Manufacturing
Umbrella Tubes
~ 27 ~
E-rickshaw
~ 28 ~
~ 29 ~
STRENGTHS:
It is one of the largest integrated steel tubes players in India with a huge capacity and
hence enjoys economies of scale.
Ideal location proving easy access for incoming and outgoing of raw materials.
WEAKNESS:
Less number of promotional strategies for Nezone products in the market with
inadequate marketing strategies.
~ 30 ~
OPPORTUNITIES:
The head office being in the heart of the city helps them to approach the market.
THREATS:
No modernization of plant.
Many competitors have entered the market with lower price than Nezone.
~ 31 ~
~ 32 ~
investments exceeding US $30 billion in the future and has several business initiatives
running simultaneously across continents.
Led by Mr Naveen Jindal, the youngest son of the legendary Shri O.P Jindal, the
company produces economical and efficient steel and power through backward and forward
integration.
From the widest flat products to a whole range of long products, JSPL today sports a
product portfolio that caters to markets across the steel value chain. The company produces
the worlds longest (121-meter) rails and it is the first in the country to manufacture largesize parallel flange beams.
HINDUSTAN:
HINDUSTAN PIPES LIMITED is one of the leading manufacturers and exporters of
ERW Galvanized Steel Pipes and tubes ranging from 1.5 mm NB to 300 mm NB conforming
to various Indian Standards with an installed capacity of 1,25,00 MT in the first unit 1,00,000
MT in the second unit, which has just commenced commercial production. The plants are
spread over a sprawling 50,000 sq. meters of the land and are equipped with the most
sophisticated machine and testing laboratories.
The plant produces M.S ERW Galvanized Pipes and tubes to cater to variety of
requirements of Agriculture and Industrial usages, Oil, Gas, Sanitary, water, power,
electrification, Tubular Poles, Structural, etc. Ranging in Light(A), medium(B) and Heavy(C)
series. The product of the company has established its strong sales network spread out in
every part of the country and overseas.
Boasting modern equipment for the production of welded Steel Pipes of various
specifications used in transformation of water, Petrochemical Products and in Building
Construction. A programme of quality assurance, in accordance with the requirements of
(ISO-9001:2002) is entrenched in Hindustan Pipes process and management system.
~ 33 ~
NOTE
(In Rupees)
Year Ended
Year Ended
(31.03.2015)
(31.03.2014)
1
2
18,000,000
133,250,571
18,000,000
132,375,579
151,250,571
150,375,579
794,138
794,138
838,662
838,662
Non-Current Liabilities
Long term borrowing
Term loan from other parties Deferred Tax
Liabilities(Net)
Current Liabilities
Short term borrowings
Trade Payable
Other current Liabilities
Short Term Provisions
3
4
5
65,982,654
191,789
44,987,614
493,826
97,402,306
8,149,900
33,503,802
891,262
TOTAL
111,655,883
263,700,593
139,947,270
291,161,511
ASSESTS
Non-Current Assets
Fixed assets
Tangible assets
Non-Current investment
Long term Loans advances
6
7
8
23,458,033
1,458,138
25,943,837
79,373
1,456,583
24,916,171
27,479,793
75,770,596
141,511,349
920,889
15,956,561
4,625,027
238,784,422
263,700,593
128,400,412
109,010,184
1,397,321
18,234,513
6,639,288
263,681,718
291,161,511
Current Assets
Inventories
Trade receivables
Cash & Bank balance
Short Term Loans & Advances
Other current assets
9
10
11
12
13
TOTAL
~ 34 ~
~ 35 ~
(a)
Accounts Department
HR Department
Purchase Department
Accounts Department: The accounts department provides financial support and services to
the NETL so that their business runs smoothly. The accounts department also helps to
maintain the yearly budget structure and to make the yearly balance sheet.
HR Department: The HR Department helps to maintain a good working environment
between the employees and workers of the company. They also maintains a good relation
with the workers union. They also play a major role in hiring of potential employees.
Purchase Department: The Purchasing department is the backbone of the NETL plant. It
handles all of the paperwork involved with purchasing and delivery of supplies and materials.
Before making a buy, the purchasing office must guarantee that it regards the correct
conventions for buy and spending endorsement and must guarantee that any things are
acquired as per the general buying approach of the plant.
~ 36 ~
Store Department : The store department of North Eastern Tubes Limited is a centralised
storekeeping. Continuous checking of stock is being taken by the store manager
~ 37 ~
(c)
(d)
~ 38 ~
(e)
(f)
(e) & (f): Production and Workshop Department
~ 39 ~
In the Production and workshop department the machinery arrangements are placed side by
side for small and big sized steel tubes, diameter ranging from 15/20/25/32/40/50/65/80/100
for small and 125/150 for big sized pipes (all are in mm) with an average length of 6m.
The plant is running on the average of 12 hours daily employing a few hundreds of
daily workers with a manufacturing capacity of 70 tonnes per day.
~ 40 ~
(i)
Dispatch Department
This department is responsible for the procurement and delivery of the materials. The pipes
which is last product that is being dispatched through the vehicles.
~ 41 ~
(j)
(k)
(j) & (k) :Electrical department
~ 42 ~
Our training has been taken in the marketing department of North Eastern Tubes
Limited (NETL). Brief practical knowledge of the plant was given at NETL plant , located in
Pub-Buragaon, Guwahati. The market scenario of NETL was taught to us which we were to
be understand and implement while doing our survey across the various retailers, distributors
and wholesalers of steel tubes located in guwahati city.
~ 43 ~
Product Development
The marketing department works with Internal or external product development teams to
develop new products or improve existing ones. The department analyzes sales of existing
products and identifies gaps in the product range where there may be opportunities for the
company. Marketing employees provide development teams with information on customer
needs and preferences to help them identify the features or improvements to incorporate in
new products. Later in the product development process, the marketing department sets prices
and prepares plans to launch the product.
Sales Support
Cooperation between the sales and marketing departments can improve sales performance
and speed up business growth. The marketing department provide sales teams with highquality leads by running advertisements. Marketing also prepares presentations for the sales
team.
~ 44 ~
Name of employee
Designation
Works Manager
General Manager(Finance)
Sr. Manager(Sales)
Marketing Executive
Marketing Executive
Marketing Executive
Marketing Executive
Production Engineer
Stores Manager
Commercial Officer
Supervisor
Stores Clerk
Supervisor (Production)
Supervisor (Production)
Maintenance Engineer
Accounts
Accounts
Accounts
Marketing Officer
~ 45 ~
Managing Director
Technical Director
Marketing Director
Works Manager
~ 46 ~
Customer
Dealers
Supplier
Distributors
Secondary Data: Any data, which have been gathered earlier for some other purposes, are
secondary data in the hand of the researcher. Thus primary data collected by one person may
become secondary data for other.
Similarly the source of secondary data are:
Internet
Analysis of past sales record
Data collection technique: There are various types of technique available for data collection.
In regards to my study the following techniques have been used
Questionnaire
Personal interview
Survey
~ 47 ~
No. of Respondents
Percentage(%) of Respondents
Yes
22
73%
No
27%
Graphical representation-
27%
yes
73%
no
From the analysis of given data it can be seen that most of the dealers and retailers in
guwahati city are aware of the fact that NEZONE products are comparatively cheaper than
other products like TATA, BANSAL , JINDAL to name a few.
~ 48 ~
Q2. Are you satisfied with the NEZONE products you are selling?
Survey results
Options
No. of respondent
Percentage(%) of Respondents
Satisfied
17
56%
Very satisfied
17%
Dissatisfied
0%
27%
dissatisfied
Graphical representation:
27%
Satisfied
0%
56%
17%
Very Satisfied
Dissatisfied
Neither satisfied nor dissatisfied
~ 49 ~
No. of respondent
Percentage(%) of Respondents
Good
13%
Very Good
21
70%
Average
17%
Poor
0%
Graphical Representation
0, 0%
5, 17%
4, 13%
Very good
Good
21, 70%
Average
Poor
~ 50 ~
No. of respondent
Percentage(%) of Respondents
Great extent
50
69%
Some extent
22
31%
Cannot say
0%
Graphical representation
0, 0%
22, 31%
great extant
50, 69%
Some Extant
Can't say
~ 51 ~
No. of respondent
Percentage(%) of Respondents
Often
7%
Sometimes
13%
Never
24
80%
Graphical representation:
2, 7%
4, 13%
often
sometime
never
24, 80%
~ 52 ~
No. of respondent
Percentage(%) of Respondents
Excellent
17
56%
Good
27%
Average
17%
Below average
0%
Graphical representation:
0, 0%
5, 17%
Excellent
17, 56%
8, 27%
Good
Average
Below Average
~ 53 ~
Q7. What do you think about the marketing strategy of NEZONE tubes in comparison with
other brands?
Survey results:
Options
No. of respondent
Percentage(%) of Respondents
Excellent successful
13%
Partly successful
9%
Successful
23%
Not successful
10
34%
Graphical representation:
4, 13%
10, 34%
excellent sucessful
9, 30%
partly sucessful
sucessful
not sucesful
7, 23%
~ 54 ~
Q8. What is your view on the finishing of the NEZONE tubes products of different
dimension?
Survey result:
Options
No. of respondent
Percentage(%) of Respondents
Excellent
14
47%
Good
23%
Average
20%
Below average
10%
Graphical representation:
3, 10%
6, 20%
14, 47%
excellent
good
average
7, 23%
below average
~ 55 ~
No. of respondent
Percentage(%) of Respondents
Strong
13%
Poor
23%
19
64%
Graphical representation:
4, 13%
7, 23%
19, 64%
strong
poor
neither good nor bad
~ 56 ~
Q10. What is your view on the business relations with the sellers and buyers?
Survey result:
Options
No. of respondent
Percentage(%) of Respondents
Excellent
13
43%
Very good
17%
Good
13%
Average
27%
Graphical representation:
8, 27%
13, 43%
excellent
very good
4, 13%
good
average
5, 17%
~ 57 ~
No. of respondent
Percentage(%) of Respondents
Brighter
18
60%
Encouraging
23%
Good
17%
Average
0%
Graphical representation:
0, 0%
5, 17%
brighter
7, 23%
18, 60%
encouraging
good
average
~ 58 ~
Learning
It is known that the NEZONE steel tubes and pipes manufactured in the NETL plant
are cheaper as compared to the other major players like TATA, JINDAL, and
HINDUSTAN. This is the main reason that NEZONE products are being surviving
with a upper hand over its competitors in guwahati city and also because of quality
products.
The distribution channel of NETL is not that strong the reason being that there are
very few numbers of intermediate marketers of the company in whole of Guwahati
City.
In the era of upgrading technology even the sales force of the company needs to be
improved continuously with the flow of time. NEZONE is lagging behind its rivals in
this factor, as they are not providing proper promotion of their offering to the various
retailers.
As we came to know that the quality is in par with the other major steel tubes giants,
so now it is the responsible of the marketing department to lead their company
towards a brighter future by making proper strategies, sales promotion, advertising,
marketing research and marketing logistcs
~ 59 ~
No. of respondent
Percentage(%) of Respondents
yes
33
66%
no
17
34%
Graphical Representation
17, 34%
yes
33, 66%
no
ANALYSIS:
From the survey that we made, it has been found that NEZONE products are known to the
customers as 66% are aware against 34% who are still not aware.
~ 60 ~
No. of respondent
Percentage(%) of Respondents
Good
26
54%
Medium
19
40%
Poor
6%
Graphical Representation
3, 6%
19, 40%
26, 54%
Good
Medium
Poor
ANALYSIS:
From the customer point of view 60% thinks that the company has a sound position in the
steel tubes market, while 35% thinks that the position of NEZONE is somewhat medium and
5% thinks that there position as compared to other steel companies is poor.
~ 61 ~
No. of respondent
Percentage(%) of Respondents
Wholesale Marketing
30
43%
Retail Marketing
12
17%
Network Marketing
26
38 %
Others
2%
Graphical Representation
1.2, 2%
26, 38%
30, 43%
Wholesale Marketing
Retail Marketing
Network Marketing
Others
12, 17%
ANALYSIS:
Is is found that 43% customers prefer wholesale marketing ; where about 17% customers
prefer retail marketing. 38% customers told that they network marketing and 2% prefers other
type of marketing buying directly from manufacture in case of builders or through contract
sign.
~ 62 ~
No. of respondent
Percentage(%) of Respondents
High
9%
Low
37
88%
Very High
0%
Very Low
3%
Graphical Representation
0, 0%
1.2, 3%
4, 9%
high
low
very high
very low
37, 88%
ANALYSIS:
As claimed by NEZONE that their price is cheaper than their rivals, and from the above data
we came to know that the customers are also aware of this fact as 88% knows NEZONE
products are competitively cheaper.
~ 63 ~
No. of respondent
Percentage(%) of Respondents
T.V
11%
Newspaper
25%
Others
44
64%
(..)
Graphical representation:
1.4, 11%
3.2, 25%
t.v
8.2, 64%
newspaper
others
ANALYSIS:
From the analysis made, nearly 64% of targeted customers came to know about NEZONE
products through other means rather than traditional advertisement like T.V and newspaper.
Most of the customers came to know about NEZONE through retailers, from cutomers who
have used NEZONE products earlier.
~ 64 ~
No. of respondent
Percentage(%) of Respondents
Very satisfied
33
71%
Satisfied
12
26%
Dissatisfied
0%
3%
Graphical representation:
0, 0% 1.2, 3%
12, 26%
Very satisfied
Satisfied
33, 71%
Dissatisfied
Neither satisfied nor dissatisfied
ANALYIS
We can conclude that most of the customers of NEZONE are fully satisfied with the different
products of steel tubes and pipes, as 71% of the surveyed customers are fully satisfied.
~ 65 ~
No. of respondent
Percentage(%) of Respondents
High
27
53%
Low
4%
Very High
21
41%
Very Low
0%
Graphical representation:
1.2, 2%
21, 41%
27, 53%
High
low
very high
very low
2, 4%
ANALYSIS:
From the above data we can that customers who have once used Nezone product have a very
good chance of re purchasing.
~ 66 ~
Q8. Mention the factors which influence you to purchase NEZONE tubes products?
Survey Results
Options
No. of respondent
Percentage(%) of Respondents
Excellent quality
30
80%
11%
Reasonable price
16
4%
Graphical representation:
1.4, 4%
4, 11%
Excellent quality
Usage and demands
30, 85%
Reasonable price
ANALYSIS:
From the above data we can see that the factors which influence the customer is mainly
because of excellent quality at 85% followed by usage and demand and because of the
reasonable price at 11% and $% respectively.
~ 67 ~
Survey result:
Options
No. of respondent
Percentage(%) of Respondents
Very good
30
71%
. Unbelievable
9%
good
17%
Average
3%
Graphical representation:
1.2, 3%
7, 17%
Very good
4, 9%
. Unbelievable
30, 71%
good
Average
ANALYSIS:
According to survey majority of customers at 71% feels that NEZONE commitment towards
them in terms quality, price and availability is very good. While9% of the customers are
extremely happy and rest 17% and 3% think that it is good and average respectively.
~ 68 ~
Learnings:
Nezone products are known to most of them in the Guwahati city, if someone prefers
products from Nezone then its because of its quality and lesser price.
Most of the customers who have used once the Nezone product are willing to use it
next time also.
From the survey we also came to know that most of the customer came to know
about Nezone products either from the word of mouth from the retailers or from
known customers who have used Nezone product earlier. This implies that Nezone
advertisement is quite poor.
~ 69 ~
The theoretical knowledge is all about understanding the market scenario, different clients,
market potential etc but it is the practical works which will the revenue to the organization.
But before sending any fresher to the market it is very important to give him a sound
theoretical knowledge of the different practical work he has to perform during his job tenure.
In marketing we can say that practical work is of more important as it will also give you the
theoretical knowledge when we go for the field work along with experience, which we cant
get in theoretical knowledge.
Practical knowledge will also help us to hone our skills by interacting with different clients,
business partners, delegates of other companies etc.
So, basically we can conclude that there in marketing both theoretical and practical work
goes in hand to hand, where theoretical knowledge helps us in doing our practical work more
efficiently.
~ 70 ~
~ 71 ~
~ 72 ~
(6.1) SUGGESTIONS :
While working for North Eastern Tubes Limited (NETL) as an intern I came across
very few flaws. NETL has been providing quality products from the last 3 decades. But as
there is always scope for improvement I would like to recommend few points which might
help the company.
Firstly, the workers of NETL are not young and energetic, majority of the workers
have been appointed during the very starting of the plant. As the workers are under, The
Workers Compensation Act, 1923 therefore while working in the plant they are liable to get
all the facilities in which some workers take advantage.
Therefore I would like to recommend them to hire contractors under whom the
various workers will work, in that way the contractor will be directly responsible to the
workers.
Secondly, while visiting different retailers of steel tubes I came to know that the sales
force of NETL are not putting any extra effort. According to various retailers they are not
getting any proper demonstration from the sales person of NETL.
Here I would like to suggest that as the competition is increasing the sales force
should also now tie up the loose ends and should give their 100% effort. Gifts should be
given to the retailers on purchase of bulk quantity in order to encourage them.
Thirdly, most of the reputed dealers of NEZONE are situated in Athgaonn and some
in Adabari, Chandmari of Guwahati city. They can increase their dealers to the areas which
are not far from the remote areas as most of the construction are going on those places.
~ 73 ~
~ 74 ~
Conclusion
I have done my project in North Eastern tubes Limited under NEZONE GROUP which is the
major manufacture of black pipes and Galvanized iron pipes. NEZONE GROUP was
established in 1981. The industry was setup in the year 1985 with a capital of Rs. 8 crores
naming NEZONE tubes the industry is fully managed and controlled by private ownership of
managing directors Managing Director Mr. M.S.Biswala. but in the year 1996 a portion of the
plant was nearly set-up as North Eastern Tubes Limited and since then it has been supplying
its products in all the state of north-east and also exporting its product in foreign countries
like Australia, Nigeria, Bangladesh, Middle East and to many others.
The company is mainly concerned with supplying its product to the government department
like oil, ASEB, PHE department. The company earns 75% of its income from the government
department and the rest 25% from the products which it sells to the consumers like the GI
pipes. But with the increased in the market, the company has start giving concern to its
consumer products also. It has four competitions namely
TATA
JINDAL
BANSAL
HINDUSTAN
The NEZONE group has four production units. One is situated at Boragaon, Guwahati. The
second one is at Barnihat, Meghalaya, the third one is at Dankuni, West Bengal and the
fourth one is at Vellore District, Tamil Nadu. Its marketing office is situated at Pan Bazar.
The company also has branch at Kolkata which has won the best exporter award last year.
After conducting the survey I have found that there are certain limitations. Becasuse of
the lack of full fledged advertisement many people hesitate to take companies dealership.
The company does not have there name paten because of which other company named
neznoe biscuits have but which is not the case.
The distribution of goods is one of the important aspects of business. The distribution
channel provides necessary link between the company and its valuable customers. The
success of any business depend on how effective is distribution system is, it uses the most
modern sophisticated method and medium to upgrade its distribution channel. As it is
~ 75 ~
quite clear that no business can excel without having and effective system of distribution.
A company must be able to fulfil its dealers needs since customers are increasing day by
day, it has become necessary on the part of the dealers to met the demand of the
customers and for that purpose company has to supply sufficient stocks of goods to its
dealers without hampering its sales. In addition this cannot be done until and unless the
company adopts a good effective speedy distribution system. The company has a major
advantage the transport facility. Since the production unit is on the high way and truck
yard is near to it, it has the facility of bringing the raw materials and dispatching its
product easily and quickly. The company bring its raw material from TATA and
BANSAL.
~ 76 ~
Reference
1. Marketing Management, by Philip Kotler
2. Sales Management, by Richard Still, Edward W.Cundiff
3. Sales and Distribution Management by Krishna K Havaldar, Vasant M Cavale
4. www.nezoensteel.com
5. www.nezonetubes.com
6. www.indicus.net
7. http://www.moneycontrol.com/stocks/marketinfo/marketcap/bse/steel-tubespipes.html
8. http://listz.in/top-10-steel-companies-in-india.html
~ 77 ~
Annexure:
Q1.Dealer Name:
Q2. Do you know NEZONE products are cheaper than any other products?
a. YES
b. NO
Q3. Are you satisfied with the NEZONE products you are selling?
a. Satisfied
b. Very Satisfied
c. Dissatisfied
b. Good
c. Average
d. Poor
b. Some extant
c. Cant say
b. sometime
c. Never
b. Good
c. Average
~ 78 ~
d. Below average
Q8. What do you think about the marketing strategy of NEZONE tubes in
comparison with other brands?
a. Excellent Successful
b. Partly Successful
c. Successful
d. Not Successful
Q9. What is your view on the finishing of the NEZONE tubes products of
different dimension?
a. Excellent
b. Very Good
c. Good
d. Average
b. Poor
b. Encouraging
c. Good
d. Average
~ 79 ~
Q1. Name: ..
b. NO
Q3. What do you think about the companys position in the market?
a. Good
b. Medium
c. Poor
d. No idea
b. Retail Marketing
c. Network Marketing
d. Others
b. Low
c. Very High
d. Very Low
b. Newspaper
c. Others (..)
b. Satisfied
c. Dissatisfied
b. High
c. Low
Q9. Mention the factors which influence you to purchase NEZONE tubes
products?
a. Excellent quality
c. Reasonable price
d. Attractive finishing
b. Unbelievable
c. good
d. Average
:::::::::::::::::::::::::::::::::::::::::::::*****************:::::::::::::::::::::::::::::::::::::::::::
~ 81 ~