Executive Summary

The following report is based on the market survey done in city of Rajasthan –Jaipur, for
fulfillment of objective-‘Analysis of Channel Sales and satisfaction level of channel
members’ under the guidance of Mr. Ravi Jain (AGM), Rajasthan and Mr. Naval
Maheshwari (Sr.Marketing manager), SOMANY CERAMICS LTD.

The survey includes face to face interaction and filling of 10 point questionnaires from
Somany dealers/sub dealers as well non sellers of Somany tiles, so as to know the
satisfaction level of dealers accompanied with the problem in selling, if any, or if they
need any type of support or help from the company. Besides the dealer satisfaction level,
the objective was also to know about the brand image of Somany at local level and
what should be done to boost up the retail sales in the city because 55% of the sales are
project base and 45% is retailing based as because coming time will be more of retailing
, presently project based selling is on boom because in Jaipur city the property market
is on boom, further to know the approximate market share of Somany in Rajasthan,
because the sales in Jaipur city carries the highest sales percentage out of the total sales.

A detailed survey was conducted which covered 100 tiles sellers in the Jaipur city.
 CONTENT

1. INTRODUCTION OF TILE INDUSTRY

2. COMPANY PROFILE

2.1 Somany ceramics ltd

2.2 History of company
2.3 Milestones of Somany
2.4 Awards
2.5 Production
2.6 Product Range

3. COMPETITORS OF SOMANY

3.1 Johnson
3.2 Bell
3.3 Somany

4. INTRODUCTION TO THE PROJECT TOPIC

Potential Analysis of Market Share and Level of Satisfaction of Dealers/Sub-

Dealer of Somany

5. SPECIFYING THE RESEARCH OBJECTIVE

6. SCOPE OF THE STUDY

6.1 Universe
6.2 Sampling technique
6.3 Research design
6.4 Data collection

7. RESEARCH METHODOLOGY:-

8. LIMITATION OF THE STUDY

9. DATA ANALYSIS AND INTERPRETATION

10. SWOT ANALYSIS OF KAJARIYA CERAMICS

2
11. SUGGESTIONS

12. CONCLUSION

13. BIBLIOGRAPHY

3
1.1 HISTORY OF CERAMIC TILES:-

Rumors have it that the first clay tiles were produced seven to eight thousand years ago
in the area now known as the Holy Land. Many sources independently verify that the
actual known history of Tiles, (and the known usage of wall and floor tile coverings) can
be traced back as far as the fourth millennium BC (4000 BC) to Egypt.

In those days, in Egypt, tiles were used to decorate various houses. Clay bricks were
dried beneath the sun or baked, and the first glazes were blue in color and were made
from copper, very exquisite!

During that period ceramics were also known to be found in Mesopotamia. These
ceramics bore decorations, which were white and blue striped and later possessed more
varied patterns and colors. Later on, in China too, the great center of ceramic art, a fine,
white stoneware with the earliest Chinese glaze was produced during the Shang-Yin
dynasty (1523-1028 BC).

The usage and the art of making and decorating ceramic tiles had spread and by 900
A.D., decorative tiles had become widely used in Persia, Syria, Turkey and across North
Africa. As transport and communication developed, tile usage and its penetration in
other territories increased. Wars and territory take-overs caused this art to spread even
faster.

The Romans introduced tile making in Western Europe as they occupied territories. The
Low Countries of Northern Europe somehow acquired the technology from Persia,
while the Moors brought African tiles with them when they invaded Iberia (Spain). It
was aboard the ships of Spanish conquistadors that decorative clay tiles found their way
to the New World, where they were used primarily to decorate the Churches of newly
built missions.

By the end of the 12th century, use and manufacture of Ceramic Tiles had spread across
Italy and Spain and into the rest of Europe. Till that time they were mainly used to
decorate the floors of Cathedrals and Churches. The skill had eventually vanished from
Europe in the 16th century following the reformation. But the decorative wall tile art

4
had survived in Turkey and the Middle East and the Delft tiles art survived in Holland.

A form of tile making had also evolved among the natives of North and South America
at some point. The first decorative tiles to appear in Colonial North America were
imported from Northern Europe, mainly England the Brits having hijacked the
technology from the Dutch. The tiles were too expensive for utilitarian purposes in the
Colonies and were found almost exclusively in the homes of the wealthy.

Through the centuries, tile decoration was improved upon, as were methods of tile
manufacture. For example, during the Islamic period, all methods of tile decoration
were brought to perfection in Persia. Throughout the known world, in various countries
and cities, Ceramic tile production and decoration reached great heights. The tile
mosaics of Spain and Portugal, the floor tiles of Renaissance Italy, the faiences of
Antwerp, the development of tile iconography in the Netherlands, and the Ceramic tiles
of Germany are all prominent landmarks in the history of Ceramic tile.

In the early days, the tiles were hand-made, each tile was hand-formed and hand-
painted, thus each was a work of art in its own right. Ceramic tile was used almost
everywhere on walls, floors, ceilings, fireplaces, in murals, and as an exterior cladding
on buildings.

Today Ceramic tile throughout the world is not hand-made or hand-painted for the most
part. Automated manufacturing techniques are used and the human hand does not enter
into the picture until it is time to install the tile. They are used in an almost infinite
number of ways and you dont have to consider yourself wealthy to own them. In
commercial buildings, where both beauty and durability are considerations, ceramic tiles
will be found, particularly in lobby areas and restrooms.

In fact most modern houses throughout use Ceramic tiles for their bathrooms and
kitchens and in every vital area of the premise. Ceramic tiles are also the choice of
industry, where walls and floors must resist chemicals. And the Space Shuttle never
leaves Earth without its protective jacket of high-tech, heat resistant tiles.
(Note: The above history has been compiled after taking varied sources of information
into consideration)

5
INDUSTRY HIGHLIGHTS:

Ceramic Tiles today have become an integral part of home improvement. It can
make a huge difference to the way your interiors and outdoors look and express.

The Indian tile industry, despite an overall slowdown of the economy, continues to
grow at a healthy 15% per annum.

Investments in the last 5 years have aggregated over Rs. 2000 crores and
production during 2006-07 stood at approx. 340 million sq mts.

The Indian tile industry is divided into organized and unorganized sector.

The organized sector comprises of approximately 16 players. The current size of

the unorganized sector is about Rs 3000 crores

The unorganized sector accounts for 55% of the total industry bearing testimony of
the attractive returns from this sector. The size of the unorganized sector is
approximately Rs 3500 crores

Revenue earning industry - excise mops up over Rs. 350 crores annually from the
organized sector itself.

Indian ranks in the top 5 list of countries in terms of tile production in the world.

BACKGROUND:-

Apart from their decorative looks, Ceramic Tiles are primarily hygiene products and that

6
is how our broad spectrum of consumers view the product. This is fairly evident from its
varied usage from bathrooms and kitchens in average Indian households to medical
centers, labs, milk booths, schools, public conveniences, shopping malls and numerous
other centers; which dot our day to day life. A ceramic tile is basically a "utility product"
and that remains our promotional slogan. Popular housing projects are increasingly
switching over to Ceramic Tiles moving away from the traditional use mosaic and even
granite or marble, owing to several factors viz. ease in laying ability, versatility, low
price and hygiene.

Nevertheless, this decorative aspect of a Ceramic Tiles has forever been in the forefront.
Heavy churning out of bolder and colorful designs by the industry are testament to the
fact that most households regard a ceramic tile as an "adornment" for an otherwise "drab
look" of their age-old floorings or an unfurnished wall.

OVERALL PICTURE OF THE INDUSTRY:

Ceramic tiles as a product segment has grown to a sizeable chunk today at 340 Millions
Square meters production per annum. However, the potential seems to be great,
particularly as the housing sector, retail, IT & BPO sectors have been witnessing an
unprecedented boom in recent times. The ceramic tiles sector has been clocking a robust
growth of 12-15% consistently over the last few years. Today, India figures in the top 5
countries in the world manufacturing ceramic tiles.

The key drivers for the ceramic tiles in India are the boom in housing sector coupled by
government policies fuelling strong growth in housing sector. The retail boom in the
Indian economy has also influenced the demand for higher end products. Overall the
bullish growth estimates in the Indian economy has significantly influenced the growth
of the Indian Ceramic tile industry.

The main product segments are the Wall tile, Floor tile, Vitrified tile and Porcelain tile
segments. The market shares are 35%, 53% and 12% respectively for Wall, Floor &
Vitrified/Porcelain tiles. The tiles are available in a wide variety of designs, textures and
surface effects. They cater to tastes as varied from rustics to contemporary marble

7
designs in super glossy mirror finishes.

Both, traditional methods of manufacturing (tunnel ) and the latest single fast firing
methods are deployed in manufacturing. Some of the latest trends in manufacturing
methods can be seen in India.

The investments in the last five years are approx. Rs 2000 crores. The industry also
enjoys the unique distinction of being highly indigenous with an abundance of raw
materials, technical skills, infrastructural facilities despite being fairly capital intensive.
A total of over 5,50,000 people are employed in the sector. Out of this, 50,000 people
are directly employed and 5,00,000 are indirectly associated. The potential is huge
considering the per capita consumption of ceramic tiles in India. Currently it is at 0.30
square meters per person in comparison to over 2 square meters per person for like
countries like China, Brazil and Malaysia.

Where we stand and what we must do?

As a foreign exchange earner or a global player, Indian Tile industry has captured the
attention of the world in the ceramic tiles segment. India is projected to figure in the top
3 countries manufacturing ceramic tiles by 2010. This however is subject to policies
favorable for the tile industry to complete with international players on an even ground.

To compete internationally, our plants must be geared up to large units currently

operating in China and Turkey are driven by economies of scale. These will also help us
in lowering our cost of production significantly. Also, infrastructural support is a key
factor that determines the speed of growth. Better infrastructure will bring in better
growth in terms of consistency and sustenance. Freight, supply of power and gas
remains the key cost-related issues impacting the industry. Availability, consistent
supply and reasonable rates are extremely important for the growth of the ceramic tile
industry.

Also, the prevailing anomalies pertaining to Basic Customs Duty on import of ceramic
tiles from China and raw materials imported from abroad need to be corrected to prevent

8
dumping of tiles from China. Rural thrust should be enhanced by favorable excise duty
and MRP structure

CURRENT STATUS OF THE INDUSTRY:-

The ceramic tiles industry in India has followed similar trends internationally which
have been characterized by excess capacities and falling margins. Countries like
Malaysia, Thailand, Indonesia, Sri Lanka and Vietnam are setting up their own plants.
China has emerged as a major competitor. Producers from Spain and Italy have the
advantage of lower transportation costs while exporting to USA and Germany. In India,
the per capita consumption is as low as 0.30 square meters per person compared to
China (2 square meters per person), Europe (5 to 6 square meters per person) or Brazil
(2.5 square meters per person). Rising disposable incomes of the growing middle class
and 40 million units of housing shortage hold out a great potential.

A major change that took over the ceramic tiles industry, was the introduction of
vitrified and porcelain tiles. These new entrant product types are said to be the tiles of
the future. Internationally these tiles are already the major sellers. These category of
products account for 13% of all organized sales in this industry.

These new products and the conventional wall & floor tiles have together made the
organized industry grow to a formidable Rs. 3000 crores industry. This coupled with a
spate of expansions by many players make the industry look very promising in the
future.

The Indian Industry has developed an export market although at the lower end. In
volume it constitutes less than half a percent of the global market. (Presently India does
not figure in the list of major exporting countries). But this reality could change as
Indian exports are rising at the rate of 15% per annum. The top-end of the global export
market is presently dominated by Italy (40.8%) and Spain (26.4%).

History of Ceramic Tiles:-

The latin word ‘tegula’ and its french derivative ‘tuile’ mean quite precisely a roof tile of

9
baked clay.The english ‘tile’ is less precise, for it can in addition be used for any kind of
earthenware slab applied to any surface of a building.

The word ‘ceramic’ comes from the greek word ‘keramos’ meaning pottery, it is related
to an old sanskrit root meaning ‘to burn’ but was primarily used to mean ‘burnt stuff’.

Origin

Historically, man has desired to create living spaces which were beautiful, durable and
user friendly. With that in mind, ceramic tile has been made by man for 4000 years.
Beautiful tiled surfaces have been found in the oldest pyramids, the ruins of Babylon,
and ancient ruins of Greek cities.

Decorative tile-work was invented in the near east, where it has enjoyed a longer
popularity and assumed a greater variety of design than anywhere in the world.

During the Islamic period, all methods of tile decoration were brought to perfection in
Persia.

In Europe decorated tiles did not come into general use outside Moorish Spain until the
second half of the 12th century. The tile mosaics of Spain and Portugal, the Majolica
floor tiles of Renaissance Italy, the Faiences of Antwerp, the development of tile
iconography in England and in the Netherlands, and the ceramic tiles of Germany are all
prominent landmarks in the history of ceramic tile.
Usage and Global Flow:-

The usage and the art of making and decorating ceramic tiles had spread and by 900
A.D., decorative tiles had become widely used in Persia, Syria, Turkey and across North
Africa. As transport and communication developed, tile usage and its penetration in
other territories increased. Wars and territory take-over caused this art to spread even
faster.

The Romans introduced tile making in Western Europe as they occupied territories. The
Low Countries of Northern Europe somehow acquired the technology from Persia,

10
while the Moors brought African tiles with them when they invaded Iberia (Spain). It
was aboard the ships of Spanish conquistadors that decorative clay tiles found their way
to the New World, where they were used primarily to decorate the Churches of newly
built missions.

By the end of the 12th century, use and manufacture of Ceramic Tiles had spread
across Italy and Spain and into the rest of Europe. Till that time they were mainly used
to decorate the floors of Cathedrals and Churches. The skill had eventually vanished
from Europe in the 16th century following the reformation. But the decorative wall tile
art had survived in Turkey and the Middle East and the Delft tiles art survived in
Holland.

A form of tile making had also evolved among the natives of North and South
America at some point. The first decorative tiles to appear in Colonial North America
were imported from Northern Europe, mainly England the Brits having hijacked the
technology from the Dutch. The tiles were too expensive for utilitarian purposes in the
Colonies and were found almost exclusively in the homes of the wealthy.

Through the centuries, tile decoration was improved upon, as were methods of tile
manufacture. For example, during the Islamic period, all methods of tile decoration
were brought to perfection in Persia. Throughout the known world, in various countries
and cities, Ceramic tile production and decoration reached great heights.

In the early days, the tiles were hand-made, each tile was hand-formed and hand-
painted, thus each was a work of art in its own right. Ceramic tile was used almost
everywhere on walls, floors, ceilings, fireplaces, in murals, and as an exterior cladding
on buildings.

Today, Ceramic tile throughout the world is not hand-made or hand-painted for the most
part. Automated manufacturing techniques are used and the human hand does not enter
into the picture until it is time to install the tile. They are used in an almost infinite
number of ways and you dont have to consider yourself wealthy to own them. In
commercial buildings, where both beauty and durability are considerations, ceramic tiles

11
will be found, particularly in lobby areas and restrooms.

In fact most modern houses throughout use Ceramic tiles for their bathrooms and
kitchens and in every vital area of the premise. Ceramic tiles are also the choice of
industry, where walls and floors must resist chemicals. And the Space Shuttle never
leaves Earth without its protective jacket of high-tech, heat resistant tiles.

CERAMIC TILE INDUSTRY STATISTICS:

12
 1. World production: 6900 Million sq.mt.
2. India's Share: 340 Million sq.mt..
3. World ranking (in production): 5
4. Per capita consumption: 0.30 sq.mt.
5. Global Industry Growth Rate: 6%
6. Growth Rate (India Domestic Market): 15%
7. Organized industry turnover (India): Rs 3000 crores
Glazed Wall Tile share: 40%
Glazed Floor Tile share: 46%

Unglazed Vitrified Tile share: 8%

Glazed Porcelain Tile Share: 6%

Unorganised Industry Turnover Rs 3500 crores
Glazed Wall Tile share: 57%
Glazed Floor Tile share: 35%

Unglazed Vitrified Tile share: 6%

Glazed Porcelain Tile Share: 2%

8. Investments in last 5 years: Rs 2000 crores
9. Organized sector:
Share of Production: 56%
No. of units: 16
Revenue (excise duty): Rs 300 crores
10. Unorganized sector:
Share of Production: 44%

200 (approx..) (70% based in

No. of units:
Gujarat region)
Revenue (excise duty): Rs 350 crores per annum or less
11. Job Potential: 50,000 direct
500,000 indirect

2.1 Somany Ceramics Ltd

13
Somany is the leading manufacturer and largest Exporters of Ceramic tiles in India with
an annual turnover of 70 million USD per annum. We have two plants operating at
100% + capacity and producing 18 Million Square Meters of Wall & Floor Tiles as of
today and with expansion on the verge of completion we will be producing about double
the current production. We are a SUPER BRAND company in India, and is a trend setter
in Indian Ceramic Tile Market which makes us the leader.

India has been slowly becoming a manufacturing base for lot of countries and offers
very good quality with very competitive prices. We are ISO 9002 & ISO 14001,
depicting our quality and a sense to secure of environment where we live. We also have
OHSAS 18001 Certificate by M/s. TUV Suddeutschland, Germany, assuring that we are
fully committed to the fulfillment of international standards in Occupational Health and
Safety Management Systems.

Somany Ceramics is the one of the First ceramic tile company in the world to get this
certification. We at Somany always believe that safe working methods lead to better
business performance, motivated workforce and higher productivity

On Global front we have satisfied customers in Europe, Australia, Canada, Gulf &
SAARC Countries etc. In the urge of having more of satisfied customers we wish to
develop good business relations with your company.

Somany Ceramics manufactures different sizes of ceramic tiles 20x20 cm, 20x 30 cm,
25x 40cm in wall tiles and 30x 30 cm, 39.5x 39.5 cm(Rectified) and 40 x40 cm in floor
tiles.

14
 2.2 HISTORY OF COMPANY

YEAR EVENTS

15
1985 The Company was incorporated on 20th December at Kanpur.
1. It manufactures glazed and unglazed wall & floor tiles. The
company obtained the certificate of commencement of
business on 20th January 1986. It was promoted by Shri
Ashok Kumar Somany, his associate and Somany Exports
Ltd.The Company entered into a technical colloboration
agreement with Todagres S.A., Spain for the manufacture of
ceramic glazed wall & floor tiles.

The agreement provides for supply of technical know-how

and manufacturing assistance necessary design, drawings,
specifications and also train the company's personnel and with
technical assistance for the setting up of the plant.

The company undertook a project to set up a plant for the

-manufacture of 12,000 tpa of ceramic glazed wall/floor tiles
in various shades. The plant is located on a plot of 17.5 acres
acquired from UPSIDC at Sikandrabad Industrial Area in
Bulandshahr district of U.P. main plant and machinery was
supplied by Sacmi Imola and Omis Due SPA of Italy.

Three D.G. sets of a total capacity of 835 KVA were

installedn to meet contingent power requirement.

The company has an obligation to export 25% of the

production for a period of 5 years from the date of
commercial production. It was hopeful of meeting the export
requirement with the help of the promoter company, Somany
Exports, Ltd.

16
 The company received the necessary registration for the
expansion of the installed capacity from 12,000 tpa to 26,000
tpa.

1987 - 700 shares subscribed for by the signatories to Memorandum

of Association. 53,32,700 shares then issued at par of which
the following were reserved for allotment:

(i) 23, 32,700 shares to promoters, Indian resident directors.

(ii) 8, 00,000 shares on repatriation basis to NRI’s and NRI

Companies owned predominantly by NRIs.

Out of the remaining 22, 00,000 shares, the following were

preferential allotment:

(i) 2, 66,600 shares to employees, Indian working directors,

workers of the Company and employees of the Somany
Exports LTD (only 11,400 shares taken up) and (ii) 5,00,000
shares to NRIs on repatriation basis only 39,600 shares taken
up). The balance 14, 33,400 shares, along with unsubscribed
17,15,600 shares of preferential quotas, were offered to the
public in September 1988. Additional 8, 00,000 shares
allotted to retain over-subscription.

1989 - The company maintained an average capacity utilisation of

120% The company started exporting tiles to the Gulf
countries,Europe and Bangladesh. New range of tiles were
introduced in the market. Various new designs and prints
were introduced in the market.The expansion programme was
on the verge of completion and production at the expanded
capacity was expected to commence in June, 1990. During
August/September, the company offered 3,22,000-14%
secured fully convertible debentures of Rs. 100 each for cash

17
 at par. Out of these 3,06,670 debentures of Rs. 100 each were
offered on Rights basis to the existing shareholders in the
prop. 5 debentures: 100 Equity shares (all were taken up).
Simultaneously, 15,330 debentures of Rs. 100 each were
offered to the employees and Indian working directors of the
Company on an equitable basis (only 785 debentures were
taken up).
Additional 31,455 debentures along with the unsubscribed
portion of 14,545 debentures from employees quota were
allotted at the discretion of the directors.

As per the terms of issue, part `A' of Rs. 40 of each debenture

was converted at par into four equity shares of Rs. 10 each at
the end of six months from the date of allotment of the
debentures. Accordingly 14,13,820 shares were issued. The
remaining part of Rs. 60 was converted into 3.53 number of
equity shares of Rs. 10 each at a premium of Rs. 7 per share
on 15th December, 1991.

1990 - A further expansion of installed capacity from 26,000 MT to

40,000 MT was being implemented.14,13,820 shares allotted
at par in conversion of debentures (Part `A').

1991 - The company was awarded CAPEXIL special exports award

for the year 1992 for being the largest exporter of ceramic
tiles from the country.

The company proposed a further expansion of the installed

capacity to 60,000 MT.12,47,696 shares allotted (prem. of Rs.
7 per share; prop. 1deb: 3.53 shares) in conversion of deb.
(Part `B').

1993 - The company proposed a further expansion of the installed

capacity to 1,30,000 MT with the support of technical

18
 collaborators M/s. Todagres SA of Spain. During July, the
company issued 21,98,729 - zero interest unsecured fully
convertible debentures of Rs. 70 each at par on
Rights basis in the proportion of 1 debenture: 4 equity shares
held.
Another 5,49,671 - zero interest unsecured fully convertible
debentures of Rs. 70 each at par were issued on preferential
basis to promoters, directors and their friends, including group
companies.Each debenture of Rs. 70 will be converted into 2
equity Shares of Rs. 10 each at a premium of Rs. 25 per share
on expiry of 9 months from the date of allotment or on 1st
April, 1994, whichever is earlier.

1994 - During the year the company successfully launched wall tiles
manufactured with single firing technology which was well
accepted in the market. The company proposed to issue
2,00,000 - 14% Non-Convertible debentures of Rs. 100 each
at par to financial institutions/Mutual funds on private
placement basis.54,96,800 No. of equity shares allotted on
conversion of Zero Interest Unsecured fully convertible
debentures.

1995 - 4,25,000 No. of equity shares allotted to IFCI in terms of

exercise of conversion option under loan agreement.

2003 - The Members approved the of Mr. Rishi Somany as Director

on the Board and ratification of re-appointment of Mr.
D.D.Rishi in the capacity of Jt.Managing Director of the
Company for a period of 5years and voluntary delisting of
equity shares from U P Stock Exchange Association
Ltd.,Delhi Stock Exchange Association Ltd. And Calcutta
Stock Exchange Association Ltd.

19
 Somany Ceramics Ltd has informed that the securities of the
company have been delisted from the Delhi Stock Exchange
Association Ltd w.e.f December 10, 2003.

2004 - Somany Ceramics Ltd has informed that consequent upon

acquisition of R&TA Division of M/s Computech
International Limited by M/s MCS Limited, the Registrar &
Transfer Agent of the Company stands changed from M/s
Computech International Ltd to M/s MCS Limited. The
change of the same has been approved by the Board of
Directors in their meeting held on December 26, 2003. The
address, telephone numbers etc of the new Registrar & Share
Transfer Agent are as follows : M/s MCS Limited, W-40,
Okhla Industrial Area, Phase-II, New Delhi 110020; Phone:
011-26384909, 910, 911; E-mail: mcsdel@vsnl.com.

20
 2.3 MILESTONE OF SOMANY

1998- Production of ceramic tiles begins with single firing technology.

1990- Expansion of capacity from 12000 MT to 26000 MT
1991- Further increase in capacity to 40000 MT
1992- Somany wins the CAPEXIL award for highest exports.
1994- Monoporosa wall tiles introduced for the first time
1995- Capacity expended to 80000MT
1996- Rs 1 billion turnover crossed
1997- World economics forum honors Somany as one of the top performing
global growth company from India.
a) Somany capture 15% market share and reaches the no.2 position in
the ceramics industry.
b) Win the CAPEXIL award for the highest exports.

1998- Capacity expanded to 150000 MT equivalents to 33000 sq.perday, at par

with the international players.
1999- Rs 2 billion turnover crossed.
2000- National export award presented by the primeminister for the outstanding
export performance in the ceramic glazed title segment.
2003- Rs 2390 million turnover achieved.
2004- Rs 2698 million turnover achieved reflecting a growth of 13%

21
 2.4 Awards

Somany Ceramics Limited has been awarded the "Super Brand" Title. Somany is the
only ceramics tile company who has won the status of consumers "Super Brand”.

Mr. Ashok Somany (Chairman & Managing Director) receiving the award presented by
Honorable Minster for Civil Aviation, Mr. Praful Patel

The company has had a unique distinction of having received the President's Award for
achieving the highest exports in the industry.

Somany Ceramics is the largest exporter of ceramic tiles in India and consistently
winning the Export Awards.

Mr. Chetan Somany with the National Export Award Presented by The Prime Minister
of India.

22
23
 2.5 PRODUCTION

Somany Ceramics is the largest

manufacturer of ceramics tiles in India. It
has an annual capacity of 26.4 mn. Sq.
mtr. Distributed across two plant –
Sikandrabad at Uttar Pradesh (capacity
9.70 mn. Sq. mtrs) and Gailpur at
Rajasthan (capacity 16.7 mn. Sq. mtrs.)
The company has received the ISO 9001
(for quality management), ISO 14001 (environment management), OHSAS 18001 (for
safety and health management) and SA-8000 (for commitment to society) certifications
across its plant. ), These plants also fulfill international norms.

Over the years, Somany has become

synonymous with innovation. New
techniques are diligently applied to
create tiles that stand apart and speak the
language of your soul. Hence every year,
we come up with exciting new concepts
that voice new emotions and keep up
with current trends.

It is a continuous process, which allows us to express through tiles what words can't say
and provide our consumers with new and innovative options. The new range of tiles
released this year adds to the already impressive Somany Collection

24
25
 2.6 PRODUCTS

 Floor tiles
 Wall tiles
 Highlighter
 Verified tiles
 Imported tiles

1. Floor tiles

a.)298 x 298 mm

26
i)Metallic series
Abel platinum
Abel copper
Andes platinum
Andes copper
Metallic bronze
Metallic copper
Metallic platinum

b.)300 x 300 mm Smoke beige

i.)Metallic series Smoke blue
Topark nero Solaris blue
ii.)Printed Solaris grey
Avanti beige Tecnico verde
Avanti brown Tiffani beige
Exotic beige Tiffani brown
Exotic crema
Lino beige
iii.)Stone series
Lino cotto Banswara beige
Lino verde Banswara cotto
Maze beige Banswara crema
Maze cotto Colorado beige
Minto verde Colorado cotto
Monumento beige Colorado crema
Nature Dholpur beige
Osaka blanko Dholpur brown
Osak crema Dholpur nero
Pebbles Morocco beige
Moraccco grey v.)Pearl series
Peru beige Alicante beige
Peru nero Alicante blue
Rock stone beige Alicante blanco
Rock stone grey Alicante grey
Rockstone nero Alicante pink
Sea rock grey Alicante verde
Toscan cotto Astrale beige
iv.)Preminum range Astrale brown
Berlino beige Amphora brown
Berlino cotto Bahamas beige
Berlino grey Bahamas brown
Caserta brown Blanco neive
Desert brown Brown meditterrineo
Fabrica brown Crema
Grandur blue cuba beige
Granito brown granilia almendo
Java crema granilia aqua
Java cotto granilia beige

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Kansas beige granilia blanco
Kansas cotto granilia brown
Livorno verde granilia cobait blue
Maxico beige granilia crema
Maxico cotto granilia grey
Maxico grey granilia verde
Ranger cotto havana crema
Riverstone beige libya beige
Sandstone beige libya grey
Stonelo beige limoni beige
Stonelo blanco limoni grey
Stonelo cotto linea beige
linea grey
Nova beige silver grey
Nova crema steel grey
Nova verde Tan
Touchwood beige

c.)300 x 300 mm,(joint free)

i.)Power line Pietro beige forte
Ambra beige forte Rebecca brown
Adora aqua Toronto blanco
Debora brown Toronto crema
Doneta blanco Toronto red
Essenzia blue forte Toronto verde
Evita beige Toronto yellow
Wenge brown Valentino beige

d.)400 x 400 mm
i.)Contractor series Venus cotto
Limoni beige Jaisalmer beige
Limoni grey Jaisalmer crema
ii.)Premium range Nebrasaka brown
Bikaner beige Nebrasaka verde
Bikaner brown Neo stone
Brick stone Stonalo beige
Formato brown Stonalo blanco
Habitat Stonalo crema

e.)395 x 395 mm
i.)Rectificado Majestica verde

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Albano beige Oasis beige
Albano crema Oasis cotto
Amphorna brown Oasis nero
Apollo beige pinewood
Apollo verde plasma beige
Cedar plasma brown
Congo plasma crema
Congo crema teak Word
Domino grey vella Word
Domino nero vella blanco
Domino verde wall nut
Domino beige
Everset beige ii.)metallic series
Magic beige metalika chroma
Magica cotto metalika oxide
Magica grey
Magica nero
Majastica beige

2. WALL TILE

a.)200 x 200 mm
i.)Plain Jet black
Blanco nieve Somany verde
Crema Majenta
ii.)Elite plain Orange
Almondo Passion yellow
Aqua marine Pisscina
Ash grey Royal blue
Autumn yellow Coral red
Azurro Crema
Blanco nieve Fiero
Blue iii.)Bermuda series
Candy rose Bermuda almondo
Cobalt blue Bermuda aqua
Copper brown Bermuda blanco
Jaipur pink

b.)300 x 200 mm
i.)Plain provenza cotto
Blanco nieve provenza verde
Crema
ii.)Mosaico series iv.)printed
Mosaico beige alpine beige

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mosaico grey alpine beigeforte
mosaico silver angola beige
iii.)Provenza Angola crema
provenza beige Angola grey
provenza brown Ankara beige
provenza crema Ankara dlanco
Arabia beige Panama blue fort
Arabia grey Panama grey
Atlanta beige Panama grey fort
Atlanta beigeforte Panama verde
Monaco silver Panama verde fort
Atlanta blue Rio gold
Atlanta blue forte Rio silver
Atlanta verde Romania beige
Atlanta verde forte Romania blue
Eureka beige Roamania pink
Eureka pink Roamania verde
Eureka verde Silica crema
Florida gold Touchwood beige
Florida silver Touchwood pink
Madrid beige Touchwood pink fort
Madrid crema Zurich silver
Madrid grey Panama beige
Malta beige Panama beige forte
Panama blue

c.)250 x 400 mm
i.)Series royale Bermuda crema
Albino beige Blanco nieve
Albino crema Caserta beige
Albino grey Caserta beige forte
Albino verde Caserta blanco
Anaida beige Caserta brown
Anaida beige fort Caserta nero
Angelo beige Crema
Angelo beige forte Imperio
Avanti beige Livorno beige
Avanti brown Livorno blanco
Livorno cotto Stripes verde
Livorno verde Suede blanco
Lucacrema Suede blue
Luca brown Suede brown
Luca yellow Suede cotto
Luca verde Symphony blanco
Malibu brown Symphony blue
Malibu verde Symphony crema

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Prado beige Symphony green
Prado crema Symphony red
Radiant beige Tarviso verde
Radiant beige forte Tarviso verde forte
Rivolibeige Tarviso beige
Rivoli beige forte Tarviso beige forte
Rivoli crema Tarviso grey
Rivoli brown Tarviso grey forte
Rivoli verde Teresa blanco
Satinato crema Teresa crema
Satinato Tivoli beige
Spazio beige Tivoli beige forte
Stripes beige Tivoli verde
Stripes blue Tivoli verde forte
Stripes blanco Torino beige
Torino beige forte

d.)300 x 450 mm
i.)Power line series Fabio crema
Adora aqua Lucia blanco
Adora blanco Lucia blue
Alicia crema Munich beige
Ambra beige Murano beige
Ambra beige forte Murano beige forte
Blanco neive Nadia brown
Capri brown Nadia crema
Capri blanco Pietro beige
Capri verde Pietro beige forte
Capri verde forte Rebecca beige
Circa blanco Rebecca brown
Clara blanco Romeo blanco
Clara verde Romeo red
Crema Romeo yellow
Debora brown Romeo verde
Debora crema Satinato
Donata blanco Satinato crema
Donata nero Sylvia crema
Doris blanco Tweed beige
Elena blanco Tweed beige forte
Elena brown Wenge beige
Essenza beige Wenge brown
Essenza beige forte Evita beige
Essenza blue Evita beige forte
Essenza ble forte Fabio brown
Eva crema
e.)300 x 600 mm

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i.)Series exquisite
Alvira crema Lorenz brown
Blanco neive Maestra beige
Burma teak Mirnada beige
Burma wallnut Miranda brown
Crema Oakwood beige
Dolphino blanco Oakwood brown
Dolphino red Oceano beige
Elemento blanco Oceano brown
Elemento crema Onyx beige
Emilia crema Opera beige
Emilia brown Opera beige forte
Florence cotto Opera verde
Florence crema Opera verde forte
Genoa Orlando beige
Leo nardo beige Orlando beige forte
Lorenza beige Sabina beige
Valentino beige Sabina brown

3. COMPETITORS OF SOMANY

There are many competitors of Somany but the main competitors are

 Johnson
 Bell
 Somany

3.1 Profile of H & R JOHNSON TILES LTD.

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Originally formed in 1901 at Stoke on Trent, H & R Johnson Tiles Ltd developed in to a
major manufacturer of ceramic wall and floor tiles and has tile manufacturing interests
throughout the world. In 2001, the company opened a new manufacturing facility in
Stoke on Trent following an investment of over £35 million. The new facilities include
two 105 meter long roller hearth kilns together with all the associated raw material
processing equipment. A major warehouse capable of storing a million square meters of
tiles has been included in the new development. The new factory utilizes the latest
material handling and processing techniques which have ensured that the company’s
products continue to lead in design and quality. With increasing focus on sustainability,
Johnson Tiles have continued to develop their unique and award winning ceramic
recycling process. Today each tile produced at Stoke on Trent contains at least 25%
recycled material content. This process forms part of an overall programme which has
been established to meet all regulatory requirements for energy conservation and waste
management. Having over a century of experience in manufacturing ceramic tiles,
today’s products are suitable for a wide range of installations.
The company’s products are used in all types of buildings and developments throughout
the world. Johnson Tiles have also been accredited to ISO9000, ISO14001 and hold the
British Standards Institution Kitemark.

Somany story is all about grit, determination and accomplishments. It goes on to prove
that single minded focus and dedication pays. Somany’s success story started in 1936
with their stock brokering venture at the Calcutta Stock Exchanges. Soon they
embarked on their first industrial venture with their maiden project; Somany Glass
Works, a mouth blown operation, manufacturing containers glass.

3.2 Profile of BELL

Company Profile
Started in 1985 with the aim of manufacturing world-class ceramic glazed tiles

Plants
Two plants, strategically located near major Indian markets. One near Vadodara,
Gujarat, Western India; other near Bangalore, Karnataka, Southern India.

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Vadodara plant has production installed capacity of 63.87 lacs square meters per annum
of wall and floor tiles.
Bangalore plant has an installed capacity of 82.13 lacs square meters per annum of floor
tiles.

Product Range
Wide range of breathtaking products to suit various consumer preferences
Ceramic Glaze Wall Tiles. 200mm x 300mm
Ceramic Glazed Floor Tiles. 300mm x 300mm, 400mm x 400mm
Also available Edge Cut Floor Tiles in large 397mm x 397mm format for that joint free
look
Bell is a pioneer in making Non-Skid Group-V Series, Floor Tiles in 300mm x
300mm, 400mm x 400mm & In Edge Cut – 397mm x 397 mm. These tiles are
“Grandfather friendly & Grandson proof”
Exhaustive product range with a wide range of designs, colours, patterns, surface
finishes
ISO 9001:2000 and ISO 14001 manufacturing facilities strategically located near
prime markets in India.
Manufactured according to COMITEE EUROPEAN DENORMALISATION
(CEN).

The Company:-
Well-spread and well-connected distribution network comprising 29 Depots, more
than 1000 Dealers and over 4000 Retailer to ensure optimal delivery.
Country-wide connectivity of depots through world-class ERP software adds to
effective outbound logistics, inventory and receivable controls.
Exports to some of the most demanding markets of the world.
Feted with many awards for performance including Certificate of Merit conferred by
the President of India for meritorious performance in Exports
Keeps in touch with end-users, influencers and channel partners with regularly
organized events, exhibitions and meets.

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3.3 Profile Of SOMANY:-

In 1968, Somany Pilkingston’s Ltd came in to existence which later changed to SPL
Limited. SPL has always been the guiding force for Indian tile industry by bringing
new technology, products etc. Initiated nearly three decades ago, it started the journey in
collaboration with world’s best company called Pilkingston’s Ltd of UK. It was the
beginning of an evolution. Once the wheels started rolling, there was no stopping of it
from becoming one of the most coveted names in the industry. And thus ‘Somany Tiles’
– The brand was created. Consumers lapped it up instantly. The tile market was limited
just to wall tiles in 70’s, but being the visionary in the segment, SPL introduced the floor
tile range in the market. Year 1999 saw the historical collaboration of this organisation
with Leonardo Ceramica of Italy, and was the year when the internationally renowned
mirror finish tiles were introduced by us.

SPL continued its innovation even in the wall tiles category by exposing the customers
and trade to the world trends and came up with large format wall tiles – 30x45cm &
world’s most preferred size wall tiles, 25x35cm

Another wonder product introduced was VC Shield Floor tiles which are
technologically advanced & priced well. This tile has a special coating on the surface
which makes it more abrasion resistant than any other floor tiles of any grade. VC
Shield tile is a perfect solution for high traffic areas like showrooms, Airport, schools,
hospitals etc.

To meet the requirement of industrial segment, SPL innovated tiles for industrial usage.
So, the Durastone- Industrial vitrified tiles introduced in the market. The properties like
acid & alkali resistance, high load bearing capacity and low water absorption makes
these tiles suitable for Industrial usage.

SPL was the first tile company in India to be awarded with ISO 9002 & ISO 14001
certificates for its quality process and environment friendly manufacturing facilities.
SPL is marching ahead its journey of excellence in next millennium

4 INTRODUCTION TO THE PROJECT TOPIC

35
Marketing as it is said is the one of the corporate activities. Half the battle is won if the
marketing strategy is in the right. Marketing is the field, which deals with getting right
things, by right people. It is the first and foremost in launching and distribution of a
product or services.
The market research is meant to get the knowledge of the latest trend prevailing in the
market and to know about the mood of the customer.
Marketing environment is changing at an accelerating rate.
Change like:
 Buyer need to buyer want.
 National to region to local.
 Price to non-price competition.
Look for real time marketing information to give company a competitive advantage over
its competitor.
My survey deals with marketing a database of the dealers, sub-dealers, who come to the
fact of real happening in the market. My work is to collect information from various
places of Jaipur. I have made questionnaire and through this questionnaire information
was collected with respect to Somany’s market share and level satisfaction of
dealers/sub-dealers.

Title of the study:- Potential Analysis Of Market Share And Level Of Satisfaction
Of Dealers/Sub-Dealer Of Somany

5. SPECIFYING THE RESEARCH OBJECTIVE

Unless the research objective is stated no research can be done. The present research
was conducted to achieve the following objectives.

 To know the market potential for Somany floor’s and wall tiles.
 To collect the database sub dealers, retailers who plays an imperatives role in
distribution of Somany products.
 To know the preferences of Architects and builders for wall and floor ceramics.
 To gain information about various constructions sites (where there is a
requirement of tiles) undertaken by these Architects and builders.

36
  To know the dealer’s perception towards Somany product.
 To study the various factors to which customer gives importance while
purchasing.
 To know the major competitor and their schemes which are offered as a
promotional tool.
 Analysis strengths and weakness of the company.
 To give the necessary suggestion to the company.

6. SCOPE OF STUDY

The project work entitled “Potential study of market share of Somany and study dealers
And sub-dealers, satisfaction with Somany product “were conducted around the jaipur
city. The survey has been conducted for the purpose of analyzing the perception pattern
of the respondent. In their connection a multiple choice questionnaires has been
prepared.

The questionnaires which has been prepared for the purpose of survey, includes various
aspect information like customer preference, dealer perception towards Somany’s
product, various factor affecting the purchasing of the product ,major competitors and
their different kind of scheme and benefits and collect information to improve the
market share . company can make suitable marketing strategy with the help of all this
information.

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 7. RESEARCH METHODOLOGY

7.1 UNIVERSE:

The Universe was jaipur with the finite of the Sample Size of 100.

7.2 SAMPLING TECHNIQUE:

The sampling technique adapted was “Random Sampling” For that purpose I visited
and maximum no of shops dealer and sub- dealers as surveyed with an avowed objective
of minimizing bias and maximizing the reliability of the data. Also, by adopting this
procedure it was ensured that the sample drawn would have the same composition and
characteristics of the population.

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7.3 RESEARCH DESIGN:

The research was “Descriptive” in nature as it dealt with describing the market and
potential of the dealers and also the survey of the consumer to know about their
perception. The research was designed to discover the potentiality dealer/sub-dealer.

7.4 DATA COLLECTION:

A questionnaire as developed to conduct the research. The researcher put to the

respondents the questions from the Performa and recorded the replies.

The questionnaire was the best available alternatives for data collection. The other
option was that of interview and questionnaire. The schedule had many features which
added value to its use as a tool for accumulation of required information.

8. LIMITATION OF THE STUDY

 Due to time constraint, the area under study was limited to only a selected segment
of the market. The population selected was dealers, sub-dealers and retailers and
customers.
 Hence the findings of the study may pertain only to the area covered by the
researcher.
 The researcher faced major problems while conducting survey taking in to
consideration, various constraints, which deal with the middle class.
 The result of the study depends on the information furnished by the respondents and
hence the information provided by them may be subject to sampling bias.
 Preference and response of customer could change over a period of time.

39
 Some of the respondents did not respond properly and accurately due to time
constraints, which was the main hindrance.
 Some of the sub-dealer were completely new, so they felt amazed and suspicious
upon this survey.

1. According to you what the consumer prefers before buying tiles?

(a) Brand (b) Cost (c) quality (d) variety (e) delivery

40
 2%
13%

30%
Brand
Cost
21% Quality
Variety
Delivery

34%

Interpretation:

Brand and Cost both factors are favored by the customers while selecting the tiles. So
Somany must stress upon building its market image and reducing the cost while
increasing the quality.

2. While buying which brand consumers prefers most?

a. Somany (b) Somany (c) Johnson (d) Bell

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Interpretation:
Somany is clearly the market leader since it has the highest percentage. Johnson is the
closest competitor of Somany. The others include the local and low quality tiles.

3. For which portion of house consumer prefers tiles?

(a) Room (b) Kitchen (c) Bathroom

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Interpretation:
Most of the customers use tiles for their bathroom and very few of them use tiles in their
rooms.

4. Which schemes attracts the most?

(a) Discounts (b) free samples

(c) Extra (d) others__________

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Interpretation:
So the customers are attracted by the discounts which are given by the company time to
time so it is clear that if company wishes to increase the sales it should use the various
discount strategies.

5. Do you think that sales of the tiles are from showroom itself?
(a) Yes (b) No

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Interpretation:
Most of the dealers want that the sales of tiles should be from their own showroom not
from the display center.

6. The margin of Somany tiles is?

(a) Low (b) limited (c) satisfactory

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Interpretation:
Very less of the dealers and sub dealers are satisfied from the margins of Somany.

7. Total no of boxes sold per month (approx.)

(a) <500 (b) 500-1000 (c) 1000-1500 (d)>1500

46
Interpretation:
There is a decent sale of Somany and the company should encourage its dealers and sub
dealers to cross the 1000 land mark.

8. Which size consumer prefers the most?

(a) 8 x 8 (b) 8 x 12 (c) 10 x 16 (d) 12 x 18

47
Interpretation:
8x12 is the major performing segment in the market and 12x18 is the next performing
type.

9. Promotion schemes adopted by the company are beneficial for dealers and sub
dealers?

(a) Yes (b) No

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Interpretation:
A major portion of the dealers and sub dealers think that the promotional schemes
adopted by Somany are not good.

49
FINDING, SUGGESTIONS
&
CONCLUSION

50
SWOT ANALYSIS OF THE SOMANY CERAMICS

STRENGHTS OF THE SOMANY

1) Excellent production capacity.

2) Foreign Collaboration
3) Different type of variety in Design.
4) Fully automated and mechanized factory.
5) Extensive Research and Development department.
6) Showroom with display concept.
7) Well preferred Brand name.

WEAKNESS

1) Comparative price higher.

2) Color difference in the same boxes.
3) Broken tiles in some boxes.
4) Company itself a competitor of its own Dealer.
5) Lack of the print media ad about availability of dealer.

OPPORTUNITIES

1) Can tie up with housing finance companies private as well as Government.

2) Opening more showrooms to give thrust to display concept.
3) Mobile display vans can tour to the rural areas.
4) It can follow the policy of the expansion in other countries in collaboration with
local players.
5) Concept of selling through retail outlet.

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THREATS

1) Unmotivated dealers can distort the perception of individual customer.

2) Competitor with lower price.
3) Competition following push strategy providing the higher commissions to
intermediaries.
4) Regional and local player may be dangerous for the company.

11. SUGGESTIONS

 Reformatting of margin policy for dealers- presently company is providing5

-10% discount varying on targets& volume for every Somany dealers which
gives dealer more flexibility in offer price dealer can set their selling margin a/c
to his potential, like big-dealer can sell tile on low margin which hamper the sell
of small dealer because he may or may not be able to sell on low margin so i
would like to suggest to fix the discount % which will give a check on
flexibility in the margin

 Brand management – in jaipur Somany needs brand visibility. People know

about this tile but due to less visibility at local level some time they are not able
to remind the brand which move customer to purchase other tile. I would suggest
to give advertisement in local newspaper. Through wall painting, hoardings,
glow signs, exhibition in various places.

 Providing panel as tile sample- in place of providing tiles sample in lose. We

should provide double sided display panel. Reason for doing so is that panels are
easier to manage as compared to lose sample. it just is simple as taking out the
file from the self as compared to taking out the file from the vertical bundle and
double sided panel will save the storing space plus panel will always be in
display which curtails the wastage of the sample tile.

52
 Shopkeeper put sample tiles carelessly which result in cracks and broking of
the tile. This practice ( samples on panels) will give good result in the long term
when the shopkeeper will have both of design the old one and the fresh one

 Discount and offer- as company is also in the business of retail so I would

suggest to give offer , discount, gifts, schemes directly to the the consumer, like
at the time of festival or on the purchase of particular type of design or volume
etc.

 Company could harness the potential among middle and lower income groups by
making cheaper tiles.

 Somany ought to maintain the quality standard by packaging the tile of strictly
the same colour and design in one box.

 The company should try to enter into beneficial ties up with private housing
finance companies

53
54
55
 12. CONCLUSIONS

 Somany is a market leader of ceramic industry but in order to maintain

this position it has to proactive to the market need.
 Somany should include customer’s feedback in our renovative ideas, so
that company can change range of product & increase quality of product
in accordance with the customer taste and preferences.
 When I asked about the quality of Somany most of dealers / sub -dealers
and tile sellers appreciated it.
 Some of the dealers said that the company is not doing sufficient
advertising.
 When I asked about the policy of Somany I got negative response.
 Some dealers / sub- dealers said that Somany gives low margin and its
services are not good.
 Dealers complained that kajaia give high discount to its customers when
they directly purchase from Somany’s showroom.
 I also observe lack of communication between company and dealers.

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57
 13. BIBLIOGRAPHY

Marketing management – Philip Kotler

Research methodology- Kothari C.R
Somany’s catalog general
www.Somanyceramics.com
www.Somanyworld.com
www.hrjohnsonindia.com
www.bellceramics.com
www.google.com

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59
 QUESTIONNAIRE

NAME OF THE KEY PERSON: _______________________________

NAME OF ORGANISATION: _________________________________
OFFICE ADDRESS: __________________________________________
__________________________________________
__________________________________________

CONTACT NO: ____________________________

1. According to you what the consumer prefers before buying tiles?

(a) Brand (b) Cost (c) quality (d) variety (e) delivery

2. While buying which brand consumers prefers most?

(a) Somany (b) Kajariya (c) Johnson (d) Bell

3. For which portion of house consumer prefers tiles?

(a) Room (b) Kitchen (c) Bathroom

4) Which schemes attract most?

(a) Discounts (b) free samples
(c) Extra (d) others__________

5) Do you think that sales of the tiles are from showroom itself?
(a) Yes (b) No

6) The margin of Somany tiles is?

(a) Low (b) limited (c) satisfactory

7) (A) Total no of boxes sold per month (approx.)

(a) 500 (b) 1000

(c) 1500 (d) more than 1500

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 (e)__________.

(B) Of Somany ____________.

8) Which size consumer prefers the most?

(a) 8 x 8 (b) 8 x 12 (c) 10 x 16 (d) 12 x 18

9) Promotion schemes adopted by the company are beneficial for dealers and sub
dealers?
(a) Yes (b) No

10) Any suggestions for tiles industries for future prospects?

_________________________________________________________________
___________________________________________________

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