A

PROJECT REPORT
ON
“CHANNEL SALES AND MARKETNG
IN
SHAPOORJI PALLONJI REAL-ESTATE

SUBMITTED BY

YOGESH .P. GOMSALE

UNDER THE GUIDANCE OF
PROF.TARVEEN KAUR CHUGH

SUBMITTED TO
“UNIVERSITY OF MUMBAI”
IN PARTIAL FULFILLMENT OF THE REQUIREMENT FOR
THE AWARD OF THE DEGREE OF
POST GRADUATE DIPLOMA IN MANAGEMENT (PGDM)
THROUGH

ATHARVA INSTITUTE OF MANAGEMENT STUDIES

MUMBAI
 ACKNOWLEDGEMENT

According to Aristotle “Man is a social animal.” So, life of human being is full of interaction.
The practical exposure during the summer training program is a collective effort to conduct a
research successfully. Though this project has been prepared by me, this would not be
possible exclusively or without any help of someone.
An acknowledgement is not merely a formality but an expression of deep sense of gratitude
and cumulative appreciation. I take this opportunity to express my heartfelt gratitude to those
individuals who have rendered their helping hands to me in the finalization of this sales
process and marketing activities successfully. First & foremost of I would like to thank my
mentor Mrs. PREETI SINGH(SALES AND MARKETING MANAGER, SHAPOORJI
PALOONJI REAL-ESTATE, MUMBAI), who helped me in selecting the topic for the
project and I would also like to thank for her help and guidance at each and every step I
followed to make this project. I acknowledge my sincere thanks to project guide TARVEEN
KAUR MAAM for her guidance that made this project materialize.
Last but not the least I acknowledge my parents and friends for their support and to all faculty
members of the AIMS who help for the same.
 DECLARATION

I, the undersigned hereby declare that the Project Report entitled “CHANNEL SALES AND
MARKETING IN SHAPOORJI PALLONJI REALESTATE”written and submitted by
me to the university of Mumbai, in partial fulfillment of the requirement for the award degree
of under the guidance of (Prof.Ms. Tarveen Kaur Chugh) is my original work and the
conclusion drawn therein are based Post Graduate Diploma in Management on the material
collected by myself.

Place: Mumbai
Date: Student: YogeshGomsale
 CERTIFICATE

Certified that the PROJECT entitled “Channel sales and marketing in Shapoorji Pallonji Real
Estate” submitted by YogeshGomsale student of PGDM, Atharva Institute of Management
Studies, during the year 2017-2018 bearing roll no 5, in the partial fulfillment of the
requirements for the Degree of Post Graduate Diploma in Management and that the project
has not formed the basis for the award of any other degree, associateship, fellowship or any
other similar titles.

Place: Mumbai
Date:

Signature of the Guide Signature of Director

ORIGINAL CERTIFICATE
CONTENTS
S.NO. PARTICULARS Page No.
1 Executive Summary 1
2 Industry Overview 3
3 Major Players in Real Estate 4
4 Transformational shift for the real estate sector 7
5 Company Profile 13
6 Shapoorji Pallonji Real Estate 15
7 CSR Activity done by Shapoorji Pallonji 18
8 Products Profile 20
9 Project Introduction 25
- How channel partner gets bifurcated 26
- Scope of the project 27
- Objective of study 28
- Research Design 29
- CP Survey Form 31
- Preparing a Research report 32
- Sources of Data 33
- Limitations 35
10 Marketing services provided & used by channel partners 36
11 Data Collection analysis & Interpretation 39
12 Schemes provided to customers 42
- EOI, Subvention Scheme 42
- CLP (Construction Linked Plan) 43
- No Floor Rise 44
- Inventory Choice 45
13 Findings 46
14 Conclusion 47
15 Bibliography 48
 EXECUTIVE SUMMARY

Marketing as a field of action is very lucrative in career terms. With the growing competition
in the market and globalization coming into role it has become essential for any real-estate
company to keep in touch with the channel partners and new marketing strategies. For a real-
estate company to survive in a market it is very essential to do channel partner engagement,
price, and marketing strategies.

I got an opportunity to work with SHAPOORJI PALLONJI REAL-ESTATE, which has a

legacy of 153 years in India. Year by year its market share is growing. Now it’s rank comes
in top 5 real-estate companies in India

My project title is “Channel Salesand marketing activity of SHAPOORJI PALLONJI in

MUMBAI”. My objective was to create awareness about SHAPOORJI PALLONJI real-
estate, in residential sector and to make the channel partners understand about the upcoming
project and drive the walk-ins to site

Shapoorji Pallonji launched its new residential project in Mulund west with code name
MUMBAI DREAMS. To achieve target market, share there is necessity to implement new
programmers and marketing strategies.

I visited several channel partners in the market to create awareness about the new project
which we were launching in the market. We had a team including one sales manager and 5
management trainees. The sales manager used to brief us about the product as it was a PRE-
LAUNCH, we used to go and meet the channel partners and ask them whether they are
interested to work for our project and if it’s a yes, we called them for the channel partner
meet. In the channel partner meet the layout plan, the channel partner brokerage slab, and
other specifications were told to them. Our main objective is to drive walk-ins to the site.
During that period, I did corporate activities. In that we used to go and target corporate parks
and do corporate event in their premises.
The second project in which I was there for Powai project named VICINIA, as the project
was on a verge of completion and the 2-new tower launch was going to be they’re within few
months, so for that we meet the new channel partners as the target audience was different for
this project, and told them about the new upcoming towers. The selection of the channel
partners also differs from place to place. We have to rate them according to the priority and
then push them to work with us.
Also with all these things I looked towards the closing part also and the marketing part of
local promotions and client engagement.
 INDUSTRY OVERVIEW

The real estate sector is one of the most globally recognized sectors. In India, real estate is the
second largest employer after agriculture and is slated to grow at 30 per cent over the next
decade. The real estate sector comprises four sub sectors - housing, retail, hospitality, and
commercial. The growth of this sector is well complemented by the growth of the corporate
environment and the demand for office space as well as urban and semi-urban
accommodations. The construction industry ranks third among the 14 major sectors in terms
of direct, indirect and induced effects in all sectors of the economy.
It is also expected that this sector will incur more non-resident Indian (NRI) investments in
both the short term and the long term. Bengaluru is expected to be the most favored property
investment destination for NRIs, followed by Ahmedabad, Pune, Chennai, Goa, Delhi and
Dehradun.
India's rank in the Global House Price Index has jumped 13* spots to reach the ninth position
among 55 international markets, on the back of increasing prices in mainstream residential
sector.

Market Size
The Indian real estate market is expected to touch US$ 180 billion by 2020. Housing sector is
expected to contribute around 11 per cent to India’s GDP by 2020. Retail, hospitality and
commercial real estate are also growing significantly, providing the much-needed
infrastructure for India's growing needs.
New housing launches across top seven cities in India increased 27 per cent year-on-year in
January-March 2018.
India is expected to witness an upward rise in the number of real estate deals in 2018, on the
back of policy changes that have made the market more transparent.
Sectors such as IT and ITeS, retail, consulting and e-commerce have registered high demand
for office space in recent times. Office space demand in the country increased 23 per cent
year-on-year in January-March 2018 with office space absorption at 11.4 million square feet
during the quarter. Private equity inflows in office and IT/ITES real estate have grown 150
per cent between 2014 and 2017 backed by a strong attraction towards office sector.
Major Players in Real Estate

Omaxe is one of India's leading real estate development companies. It was started in 1987 by
Mr RohtasGoel. In 1989, the Omaxe Builders Private Ltd was founded to undertake
construction and contracting business.
Presently, Omaxe has spread its footprints in nine states across 30 cities in India.The
company has already delivered more than 90 million sqft and is currently executing 42 real
estate projects, among which are 16 integrated townships, two hi-tech townships, 14 group
housing projects, 10 shopping malls and commercial complexes and hotels.

Founded 2 decades ago, Kolte-Patil Developers Ltd is one of the foremost real estate
companies which is headquartered in Pune. Listed on NSE and BSE Kolte-Patil is Pune's
largest developer and has completed 10 million square feet (sq. ft.) of landmark
developments in Pune and Bengaluru. It is also present in Mumbai with some upscale
redevelopment projects. Kolte-Patil has till date built projects in multiple segments such as
residential, commercial, retail, IT parks, and integrated townships. The long standing mission
of the company is to dedicate itself to create spaces that blend in with the surroundings and
exude vitality and aesthetic appeal, making the spaces present-perfect and future-proof.
The Oberoi Realty is a real estate developer based in Mumbai, India. It was initially
incorporated in 1980 as Oberoi Constructions and later changed to its present name.
Over the past three decades, the company has built growth and high stature through
consistent high-design and quality parameters. It has developed over 36 projects at strategic
locations across the Mumbai skyline aggregating about 6.5 million sqft of spaces. With
another 24 million sqft in the making, Oberoi Realtyhas aggressive plans for upcoming
projects in various parts of Mumbai and other regions.

Hiranandani Developers is a part of the Hiranandani Group, which was founded in 1978. Mr
NiranjanHiranandani and Mr SurendraHiranandani are its present managing directors and
also the co-founders.The Group is known for its projects of Hiranandani Gardens, Powai;
Hiranandani Meadows, Thane; Hiranandani Estate, Thane; and Hiranandani Business Park,
Powai and Thane. Today, Hiranandani has a dedicated and experienced team of over 1,600
people employed in its diverse community.

Established in 1990, Godrej Properties is one of the leading real estate development
companies in India. The Mumbai-based organization is the first real estate company to
receive ISO certification. With projects that span across the country, the company's upcoming
development covers 83 million square feet (sqft). To create landmark structures, Godrej
Properties collaborates with outstanding associates and reputed names. The company aims to
deliver superior value to all stakeholders through extraordinary and imaginative spaces
created out of deep customer focus and insight.
DLF has over 60 years of track record of sustained growth, customer satisfaction, and
innovation. The company has 314 msf of planned projects with 52 msf of projects under
construction. DLF's primary business is development of residential, commercial and retail
properties. From developing 22 major colonies in Delhi, DLF is now present across 15 states-
24 cities in India. DLF has successfully launched commercial complexes and is in the process
of marking its presence across various locations in India.

The Prestige Group owes its origin to MrRazackSattar, who envisioned a success story
waiting to take shape in the Retail Business in 1956 itself. Prestige Court on K.H. Road in
Bengaluru set the pace for the Group's rapid growth which now stands at over 183 completed
projects spanning a total developed area of over 60.08 million sqft. It also has another 59
ongoing projects comprising around 60.10 million sqft and 29 upcoming projects totaling
30.95 million sqft, which include Apartment Enclaves, Shopping Malls and Corporate
Structures, spread across all asset classes.
 Transformational shift for the real estate sector

 RERA (Real Estate Regulation Act)

RERA has moved through the legislative contours to finally becoming a regulation. The
sector had become huge in terms of large number of transactions and its contribution to the
overall GDP of the country. Lately, due to non-standardized and unregulated practices, the
fragmented sector has been in the limelight for all the wrong reasons, further impacting its
image. There was a dire need of a supervisory body to oversee the operations of the sector.
This Act has the impact of changing the entire landscape of the real estate sector and
redefining the process of how real estate sales happen in the country. This has not only
impacted the developers’ community, but all the stakeholders in the sector. Every stakeholder
- right from the government, banker, PE and consumers - is unlearning the old ways of
operating and getting aligned to the new systems/processes which are RERAfied. Impact on
real estate developers The advent of RERA has created a furor among developers and there
was a lot of criticism and resentment in the fraternity for this legislation. However, by and
large, developers have accepted the change. It will be good to highlight the work done by
organizations like CREDAI, NAREDCO, FICCI, among others, who are constantly working
with the community and creating awareness about the long-term benefits of this act.
However, it’s a great opportunity for the developers to completely change the perception of
all the stakeholders towards the sector and in particular, the developer fraternity. a Large
Developers: Clearly ahead of the curve and moving seamlessly with the law. b Mid-size
players: Excited about the opportunity and stepping up their game. A golden chance for them
to raise the bar of their business’ Distressed set of players: Creating an opportunity of
consolidation in the sector. Some of them are willing to join hands with larger players to
remain in the business. Some serious thinking and investments by the developers to realign
their business verticals to ensure compliance with the new law. Impact on the government It’s
been a shaky start for the state governments, wherein different governments are at the
different stages of RERA implementation in their respective states. While on one hand,
developers need to align their systems/processes to comply with the law. The same is applied
to the government as well. There is a significant gap in terms of the as is and to be situation
of the various regulators of different states for effectively managing/ monitoring RERA
requirements by the developers. They have only come up with the first step of project
registrations and once the new launches start and recurring compliances kick in, there would
be a need to move to a more scalable, tech-enabled platform to manage (and monitor)
humongous data filed with various regulators. Even though all states were supposed to have
notified their RERA rules by July 31, 2017, only 19 out of the existing 29 states have
complied. These are: Punjab, Rajasthan, Gujarat, Madhya Pradesh, Maharashtra, Goa,
Haryana, Jharkhand, Odisha, Telangana, Andhra Pradesh, Uttar Pradesh, Himachal Pradesh,
Uttarakhand, Bihar, Karnataka, Tamil Nadu, and Puducherry. However, all seven Union
Territories have notified them already. The real impact of the law will be felt in the years to
come, when the new launches are announced and developers commit timelines under the new
regime on carpet area, provide complete transparency on the project approvals, its stage of
construction, etc. one would be able to say that realty has been RERAfied.
Real Estate Sector under GST
Since inception, this sector has been in the limelight due to various levy of taxes, restriction
of credits, lack of transparency, etc. GST will have sizable impact on real estate sector. It is
expected to bring in transparency and simplicity. While the prices of residential real estate
may not come down in the short term, GST will certainly help in improving the perception of
the sector on the back of a simplified tax structure and accountability being fixed at every
stage.

Benefits under GST

The highlight of the GST regime for the realty sector is the seamless availability of Input Tax
Credits (ITC) paid on inputs, capital goods and input services. Under the erstwhile regime,
builders would end up paying a multitude of taxes such as VAT, Central Excise, Entry Tax,
LBT, Octroi, Service Tax, etc., the credits of which were not freely available against the
output tax liability. However, the GST regime provides for full ITC eligibility to construction
service, thereby eliminating the inefficiency ushered in by the cascading effect of taxes.
Under the GST regime, owing to the removal of state barriers, construction sector will
experience a considerable relief in terms of transportation of material, machinery etc. from
one state to another.

Issues under GST

In case of the realty sector, GST is not the only indirect tax payable by a customer.
Depending on the state, levies such as stamp duty, registration charges, etc. shall also be
payable. Since these charges are not subsumed within GST, the same adds up to the cost of
the final consumer. Transfer of consumables, inputs, capital equipment, etc. from one site to
another is quite common in this sector. In case such goods are transferred between two
locations having separate registrations, the same shall be treated as ‘supply’ and GST shall be
payable. This leads to an increased effort in terms of valuation, invoicing, compliance, etc.
Not to mention, this will mean blocking of working capital for the company. Under the
previous regime, such ‘branch transfers’ could be done without the payment of taxes.
Due to the concept of decentralized registration under GST, every realty player will be
required to obtain registration in every state where construction projects have been
undertaken. It will be an arduous and a tedious task for the companies to execute with the
compliance requirements such as returns, maintenance of separate records, etc. for each state.
Anti-profiteering developers will have to rework their costing from scratch in order to ensure
that the benefit of reduced costs is passed on to the customers to avoid defaulting under the
anti-profiteering rules. This could prove to be a hassle for many developers especially in case
of projects that are ongoing as on the appointed day of GST roll-out.

 Affordable Housing

The affordable housing initiative is aimed at homes with a value of approximately INR 20
lakh. Homes in this range are typically located on the outskirts of metros and Tier-1 cities.
They are aimed at first-time homebuyers in the middle to lower income category. The
government rolled out various incentives to boost affordable housing. To begin with, the GOI
designated this vital sector as a favored segment under its Housing for All by Given the
housing demand of the country, the real demand lies in the mid segment (which is now being
described as affordable housing). While the governments will keep on pushing reforms, it is
critical that more developers get into this segment and with RERA getting stabilized,
consumers will get attracted to the lower interest rates, along with tax benefits attached to it.
2022 initiative. The most recent Union Budget provided direct tax relaxation to the lowest
income earners, along with much-needed clarity on the designated beneficiaries under the
Pradhan MantriAwasYojana (PMAY). The government also brought in a new Credit Linked
Subsidy Scheme (CLSS) for the middle-income group, with a provision of INR 1,000 cr.
Additionally, the extension of tenure for loans under the CLSS of PMAY was increased from
15 to 20 years.
Given the housing demand of the country, the real demand lies in the mid segment (which is
now being described as affordable housing). While the governments will keep on pushing
reforms, it is critical that more developers get into this segment and with RERA getting
stabilized, consumers will get attracted to the lower interest rates, along with tax benefits
attached to it.

 Smart Cities

Smart Cities initiative was launched in 2015 with the prime agenda to promote core
infrastructure and a sustainable life for citizens. This will mean using smart solutions and
technologies. This initiative will further get Tier II and III cities - where India’s tremendous
talent pool resides - up to speed with metros bringing these cities into the main stream.
Development of these identified cities will initiate from area-based themes to redevelop
slums and other unorganized areas into planned spaces, thus enhancing the overall livability.
  FDI Policy

The recent relaxation in the FDI Policy by the Government of India has also provided a huge
boost to the industry in the past, with the report revealing the following findings:
 Private equity and debt investments in real estate increased by 12% year-on-year
across 79 transactions in 2017
 Investments in retail projects in Tier 1 & 2 cities reached$6.19 bn in the period of
2006-17
 Investment inflows in the residential sector since 2014 have been INR 59,000 cr;
approximately 47% of the total invested money in real estate over the same period
Private equity inflows in office & IT /ITeS segment for 2014-2017 YTD are 150% higher
than the previous seven years’ inflows combined
Key FDI trends which are likely to dominate the future of Indian realty –
Affordable housing is a major theme among investors. With ample policy support, numerous
projects are being launched in this sector and FDI will find its way here.
Warehousing and logistics destinations in the country will also be attractive to foreign
investors as post GST the sector is getting more organized.
The office segment is likely to remain active in terms of attracting investments.

 Real Estate Investment Trust (REITs)

 Over 20 Bn worth REIT- able office stock in India with potential rental yield up to
7.5% make Indian real estate very attractive
 Office REITs may pave the way for Retail asset REITs in the second phase. Higher
private equity investment interest in alternative assets such as senior living, student
housing. Create a long-term strategy to strengthen development portfolios in those
asset classes.
 COMPANY PROFILE

Shapoorji Pallonji and Company Private Limited

Shapoorji Pallonji group are a well-diversified business house, with clients in over 60
countries, delivering complex and challenging projects for over 150 years. It operates in 6
major business areas with 13 group companies and a strong employee base of over 60,000
people from across 40+ nationalities. Above all, are engineers at the core, committed to
delivering projects and solutions globally with the help of breakthrough technology that will
leave an impact for generations
SP group continue to leverage the culture of innovation, its deep engineering expertise and
state of the art Health Safety and Environment processes to help make everyday life better.

It has 6 major Business

Engineering and construction
Infrastructure
Energy
Real-estate
Water
Financial services

Shapoorji has 13 group companies

1. SP Engineering & Construction
2. SP Engineering
3. Procurement & Construction
4. ShapoorjiPallonji Finance
5. SP Infrastructure
6. SP International
7. SP Investment Advisors
8. SP Oil & Gas
9. SP Real Estate
10. Forbes & Co.
 11. Forvol International Services
12. NextGen Publishing
13. Oman Shapoorji Co.
14. SD Corporation
15. Eureka Forbes
16. Afcons Infrastructure
17. Sterling & Wilson

At Shapoorji Pallonji it is believed that business should be done responsibly and sustainably.
With this ethos, Shapoorji Pallonji initiated their first project over 150 years ago by
constructing a water reservoir, which even today supplies water to a large part of South
Mumbai. Moreover, in line with our philosophy, we also encourage tree plantations at our
project sites wherever feasible.

Today, CSR at Shapoorji Pallonji is well-crafted with specific themes which have been
identified keeping in mind the needs of the nation along with the competency and feasibility
of the Group to execute the same.
 SHAPOORJI PALLONJI REAL-ESTATE
Shapoorji Pallonji Real estate industry consists of two:
SP Real Estate
SD Corporation

SP Real estate: Shapoorji Pallonji has developed many of India’s iconic skyscrapers, IT
Parks and affordable residencies that enrich lifestyle.
The Group has been prominent driving force in India’s Real Estate sector since 1970, owing
to innovative design, flawless execution & quality at the core of each project. In 2016,
Shapoorji Pallonji ventured into affordable housing under the sub brand Joyville to build
residential units across the country. Shukhobrishti, Asias largest mass housing project in
Kolkata, India is slated deliver 20000 affordable houses.
SP Has won the Mid-Day Most Trusted Real Estate developer award, 17 Asia Pacific
Property Awards for the imperial and the CNBC Awaaz Real Estate Award 2013 for
shukhobrishti in the best affordable housing project.

SD Corporation: SD Corp - a joint venture of Shapoorji Pallonji and the Dilip Thacker
Group, is responsible for some of India’s most acclaimed real estate projects. SD Corporation
have brought together some of the world's best planners, architects, designers and engineers,
to create landmarks out of ordinary spaces. SD Corp is responsible for some of India`s most
acclaimed real estate projects. SD Corp are committed to building a vibrant future for
generations ahead through successful enterprise, leveraging existing platforms and creating
new ones for tomorrow. SD Corp normally focuses on redevelopment projects.
RESIDENTIAL
COMMERCIAL
SP Real Estate is a well-regarded, reputed player in the Indian real estate sector owing to
cutting-edge design innovation, construction quality and architectural excellence. We have
created several landmarks across the country. From opulent skyscrapers to affordable housing
to functional workspaces, we are committed to delivering quality lifestyle spaces. We have
developed over 13 million square feet of residential and 6 million square feet of commercial
properties to date.

VISSION
Fostering an environment that helps in the creation of knowledge and its application to
work,the company seeks to excel in all of its business activity and strive to build Shapoorji
Pallonji in to a creative organization

MISSION
Shapoorji Pallonji& co pvt ltd will be the company first choice in the construction industry. It
will be driven by their commitment to customer satisfaction.
Shapoorji Pallonji Real Estate plans to launch 6 projects in 2017-18

Diversified Shapoorji Pallonji Group’s real estate arm is lining up at least six projects across
the country in 2017-18, with two in the affordable housing segment.

“Shapoorji Pallonji plan to launch at least six projects this financial year. Out of these, they
would be developing two projects under their ‘Joyville’ brand to build affordable homes,”
Shapoorji Pallonji Real Estate Chief Executive Venkatesh Gopalakrishnan told PTI.

Of the six, 2-3 projects are being planned to come up in the megapolis, two in Pune and one
in the National Capital Region (NCR), he said, adding that the company already has 40
million sqft land bank across the country.

Shapoorji Pallonji will be officially launching their affordable housing project in Virar by
September-October. The second project under the Joyville brand at Hinjewadi in Pune will be
launched by March 2018,” Gopalakrishnan said.

The SP Group had entered the affordable housing segment last year by joining hands with
Standard Chartered Private Equity, International Finance Corporation (IFC), an arm of the
World Bank, and the Asian Development Bank (ADB).

Under the agreement, the partnership will invest about $250 million, which will be used
primarily for buying land and setting up initial infrastructure. The company launched its first
project under the brand Joyville at Howrah near Kolkata.

Asked whether the company is looking to raise funds for these projects, they said, “We
already have the land, so the funds would be raised on project to project basis. This would be
mainly through debt.”

About the impact of the new Real Estate Regulatory Act (RERA) and the Goods and Services
Tax (GST), he said there will be certain teething issues in the beginning, but then developers
will have to adapt to the change.

“As per the RERA, Shapoorji Pallonji have registered five ongoing projects, with four in
Maharashtra and one in Bengaluru where the rules are out. We have projects in West Bengal
and the north, but the rules there are not yet out,” Gopalakrishnan added.
 CSR activity done by Shapoorji Pallonji

BLOOD DONATION CAMP: SP INFOCITY, PUNE

On 10th and 11th August 2011, Shapoorji Pallonji Group held its first blood
donation camp at SP Infocity, Pune, under the supervision of Deenanath
Mangeshkar Hospital, Pune. The initiative was led by the hospital's PRO Mr.
Arvind Dhurve and technicians under the guidance of Chief Pathologist Mrs.
Durwankar.

Exceeding all expectations, a total of 160 units of blood were collected in just
two days. Encouraged by the response, Mr. Dhurve expressed his desire to
conduct regular blood donation drives at SP Infocity, Pune, in the future.

MASS AWARENESS CAMPAIGNS

SP Group continuously strives to support social causes and do its bit in

creating mass awareness to benefit society.

Our staff along with their families supported us in raising the slogan of 'Organ
Donation - A Gift for Life' on the 6th World Organ Donation Day held at India
Gate, New Delhi, on 27th December 2010. This event was organis ed under the
aegis of the Ministry of Health and Family Welfare and World Health
Organization (WHO).

FREE EYE TESTING CAMP: GREATER NOIDA (GVM AND CSCT)

A free eye testing camp was organised for labourers by Shapoorji Pallonji
Group in association with Mahavir International, a Delhi based Trust, at
company sites in Greater Noida (GVM and CSCT).
Preliminary vision testing was performed by the ophthalmic team using Vision
and E-type charts. Free glasses where distributed to those detected with vision
disorders. Clinical conditions such as external eye infection and presence of
cataract were also examined. Test findings were evaluated and after
examination, doctors made the final diagnoses and prescribed necessary
treatment to the labourers. Around 821 lab ourers benefited from the camp and
200 pairs of spectacles were distributed.

FOOTBALL MATCH FOR UNDERPRIVILEGED CHILDREN: KOLKATA

REGION

On 14th August 2010, a friendly football match was conducted by Kolkata

Region at the Salt Lake GD Block football grou nd for underprivileged
children. Six teams from various schools participated in the tournament with
players aged between 10 -15 years. The SP team members even arranged
breakfast and lunch for all attendees.

Celebrated West Bengal footballer, Mr. Bhaskar Ganguly and a former member
of Indian Cricket Test Team, Mr. Pranob Roy were present as the chief guests
of the tournament. In the end, Bidhannagar Municipality School won the
competition and received the trophy by Mr. BhaskarGanguly. It was an
overwhelming experience to see the smiles on the faces of all children.
 PRODUCT PROFILE
Mumbai’s real estate market is booming with a number of residential projects these days. Yet
finding the perfect apartment is not as easy as it seems. Shapoorji Pallonji Mumbai Dreams is
a vibrant high rise residential project at Mulund, Mumbai by Shapoorji Pallonji that offers
maximum features for you to live every moment of life to the fullest.

Spread over a land of 3 acres, this high rise development offers posh variants of 1BHK,
2BHK apartments that are high on luxury and designed to perfection, the apartment carpet
areas at 403sq.ft and go up to an amazing 578. 63sq.ft providing plenty of space to meet all
your requirements.

Packed with highest level of luxury, comfort and class Shapoorji Pallonji Mumbai Dreams
Mulund offers world class internal and external features that will blow your mind, you will
find apartments with vitrified flooring, fabulous modular kitchens with multiple provisions,
wide balconies and windows, multiple safety and more. The external amenities at this
development include a clubhouse, meditation center, swimming pool, jogging track, gym,
multiple sports facilities and a play area for kids, rock climbing, book café picnic lawn, WiFi
working lounge, board game zone, car parking facility and many more. With so much to do,
you and your family will spend less time in front of TV and more time enjoying outside.
Apart from this there is a swimming pool, kids play area, landscape garden, crèche, video
security, jogging track, 24 hours’ power back up and much more. The developer has ensured
that project offers excellent security for your piece of mind.

Mulund is an upcoming area of Mumbai and offers excellent connectivity with the city and
surrounding areas. The area has a number of leading schools, universities, colleges, ATMs,
banks, Hospitals etc. For entertainment there are excellent restaurants, hotels, malls in close
vicinity of project.

Located in Mulund, the project is connected to Mulund airoli road, and is just 2km from
eastern express highway. Thane station is just 6.7km from the project, Mulund station is 3.9
km away and Nahur station is 2.6km away. Fortis Healthcare is just 6 minutes from the
project. The Powai business center is 20 minutes away.
Starting at an unbeatable price of Rs 85.92 lakhs and moving up to Rs 1.21 Cr, The Shapoorji
Pallonji Mumbai Dreams price is reasonable and worth every penny spent. This high rise
residential development offers you a great bargain that is very rare to find in Mumbai these
days. You can also choose from different payments plans along with home loan facilities,
NRI services and more.

Shapoorji Pallonji "Mumbai Dreams" is the brand-new creation by the reputed real estate
builder Shapoorji Pallonji Construction. This project is in Mulund, Mumbai. Shapoorji
Mulund apartment will have 1BHK, 2 BHK and 3 BHK flats. These will be affordable luxury
flats with all modern amenities.

The accomplished architectonics in this project is being done by using the latest technologies
and hence, is considered to be the most admirable address offering absolute amusement to
each and every resident.

Shapoorji Pallonji Mulund project lead your life more auspiciously in the most comfortable
manner witnessing the most international level facilities allowing you to feel altered from the
blissful living.

Fig:Product Profile 1
Fig:Product Profile 2

Fig:Product Profile 3
Fig:Product Profile 4

Fig:Product Profile 5
Fig:Product Profile 6

Fig:Product Profile 7
 PROJECT INTRODUCTION
Channel Sales & Marketing

Channel Partner

Housezzinn Mystic 3B

Tele calling Tele calling Tele calling

SMS Blast SMS Blast SMS Blast
Inserts Inserts

Leads Generated

Walk In

Site Visit

Sample Flat

Layout

Negotiation

Booking
How channel partner gets bifurcated?

 The interest of the channel partner to work with the developer

 When we have a meeting with the channel partner we will see in what radius does he
operates in
 What all projects does he had worked for who all builders do his work
 What is the average ticket size and max ticket size has he done deal for?
 What is the last property sold by him?
 In what all segment does he caters too
 How much valid data base does he has
 How much leads are generated through his data?
 What is the conversion rate?
 SCOPE OF THE PROJECT

The scope of Market Research is to study the market according to the products or services,
and to analyze its potential. Also, this research helps to analyze the purchasing power of the
consumers in different areas and their order of preference.
It includes the psychology and motive of consumers while buying a specific brand of a
company. It thus helps the company to determine the market share of the different range of
products & It thus helps in increasing the penetration of the company products in the
potential areas, which can be identified only after doing the market research.
It also helps the company to analyze the fluctuating demand of the products from the market,
by which they can promote the sales to increase the market share and profit. All these will
help a company to increase its market share through generating sales and enhancing it and
thus knowing if, any changes are required to be made, and thus, getting revenues for the
company.
The project was carried out in different areas of MUMBAI, almost all the regions of Mumbai
were covered including, SOBO, western suburbs till Mira road, Navi Mumbai, Central till
Kalyan.
Customer data was received from channel partners
Duration of exposure to the project was 2 months from 2 may to 30th June 2018
 OBJECTIVES OF THE STUDY

 To identify in which areas channel partner would be interested to work.

 To understand the channel partner engagement.
 To understand the preferences of the target customers.
 To find out the perception of consumers on various sales promotion schemes.
 To examine the effect on the sales on footfalls.
 To understand how the footfall is generated through various promotional activities
 To examine whether the channel partners are working for the projects or not
 To evaluate whether the services which are provided to the channel partners are we
getting the output or not
 RESEARCH DESIGN

A research design is the arrangement of condition for collection and analysis of data in a
manner that aims to combine the relevance to the research purpose with economy in
procedure. Research design is the important because it facilitates the smooth sailing of
various research operations, thereby making research as efficient as possible yielding
maximum information with minimal expenditure of minimum time, effort, money.

There may not be single, standard and correct method of research. There may be different
types of research design to suit different purpose of research.
There are various types of research design. They are:
Exploratory Research
Descriptive Research
Experimental Design
Exploratory Design: - An Exploratory Marketing data has to be obtained with regard to a
predetermined objective or a hypothesis or an assumption and to test the hypothesis to arrive
at conclusion of it holds or not.

Descriptive Design: - in a descriptive marketing research data pertaining to the ongoing state
of market affairs is obtained and to study the market situation in a SWOT from work.
Experimental Design: - This research is a design in which a cause and effect study is carried
out by conducting an experiment in the market to understand as what happen because of
marketing experiment.

An exploratory research focuses on the discovery of ideas with respect to the secondary data
available. It is a preliminary investigation which does not have a rigid design. A descriptive
study is taken when the researcher wants to know characteristics of a certain group such as
age, sex, occupation level, occupation etc. In contrast to Explanatory study, descriptive
studies are well structured. A casual research is undertaken when the researcher is interested
in knowing the cause and effect relationship between two or more variables. Such studies are
based on reasoning along well tested lines. Further the researcher should select the research
design which is appropriate in achieving the objective of study.

Organizing and conducting a field survey:

Initially, after collecting all the required data and selecting the sample design, the next step
was to conduct a field survey. The two important aspects of a field survey are – Interviewing
and Supervision of fieldwork. The task of interviewing seems to be simple but in reality, it is
one of the most difficult tasks in marketing research, this is because the respondents are
generally hesitant in giving information unless approached with tact, initiative and
intelligence. Supervision of the fieldwork is equally important to ensure timely and proper
completion of the field survey. When I was on field I met around 15 channel partners daily
and asked them whether they are interested to work for the project if not I used to tell them
the benefits of the project and push them to work with our company

Processing and Collecting Data:

Once the field survey was over and the questionnaires were received, the next important task
was to analyze and process the data collected in a meaningful manner, exactly like
conversion of raw material into finished product. The format of the Questionnaire used by us
for the survey is given below.
 CP SURVEY FORM

Firm name
Cp name
Contact no and email Id
Cliental type -primary /secondary/commercial/rental

Do you cater to nri clients Yes/No

Areas of operation
Lead generation
Future project interest
Industry experience
Association membership
AVG&MAX ticket size
Last property sold
Developers working with
Grading P1/P2/P3
RERA
SM name and signature
Date
Remarks
Table:CP survey form
 PREPARING A RESEARCH REPORT

Once the data has been tabulated, interpreted and analyzed, I was required to prepare a
Report embodying the finding of the research study and the recommendations. Preparing an
effective report is very essential. A good research but a poor report would not be very
effective, and considerably undermine its utility. It is necessary that the report should consist
of adequate and enough information, and should be carefully designed.

Outcome
A Marketing research process, as described above involves various steps, though strict
adherence to each of these steps may not always be possible or required. I have deviated from
the above steps sometimes as per the needs and requirements.
Another point worth emphasizing is that how much ever elaborate a research design
maybe, it’s successful.
Management of research in marketing or in any other field is of great importance.
Depending upon the objective of research, marketing research design is selected.
According to the research objective I plan to choose exploratory research.
This research will help to know some facts about other people preferences and choice.
It helped me in knowing the following information:

 In which region will the channel partner will work?

 How they rate a certain brand?
 How effective are the advertising or the awareness of products activities carried out
by the brands for its sales?
 What is the demand of end users and investors in the industry?
 What is the preferred location of the channel partners?
 What are the criteria for purchase?
 Which are the existing channel partners?
SOURCES OF DATA

The next step is to gather information. There are two types of data. They are:
PRIMARY DATA
SECONDARY DATA

1) PRIMARY DATA
The data was collected by the company first hand and then was provided to me and then I
used to segregate the data on the basis of location while I was on field with the company data
I used to go and tap the new channel partners.
There are two methods by which primary data can be collected. They are:
Observation method
Communication method
a) OBSERVATION METHOD
Observation is one of the methods of collecting data. It is used to get both past and current
information. For example, instead of asking responder about their current behavior, we may
observe the result of such behavior.
The observational method is not used frequently. All the same it is used especially in
marketing experimentation.
b) COMMUNICATION METHOD
This method is very popular. The method is used for the project study. I used to call the
channel partners and used to make them aware them about the upcoming project coming in
Mulund. I used to ask them whether they are interested to work for this project I used to make
them visit the site.
The second activity which I did was going and directly meeting the channel partners and
explaining them about the project and driving them towards the site.
Advantages:
It helped in correcting not only factual data in terms of demographics but also attitude and
opinions.
The recorded data is more reliable and valid.
It is less time consuming and less expensive than observation method.
C) SAMPLING PLAN

A sample design is a definite plan for obtaining a sample from a given population. It refers to
the technique or the procedure the researcher would adopt in selecting items for the sample.
Sample design may as well lay down the number of items to be included in the sample i.e. the
size of the sample. Sample design is determined before data are collected.

In this project I studied market in western suburbs, of Mumbai. As it was impossible to

approach all respondents of city, a sample was selected which represent whole suburbs.
Sample in small group of 200 channel partner is taken under consideration from total number
of channel partners in western suburbs. This small group represents the total population.
Sampling Unit- Sampling Unit indicates the people or subject that is selected for particular
research.

Sample Size- Sample size indicates the number of respondents that are selected for particular
research. A sample size of 200 channel partners was selected.

Sampling Procedure- Sampling Procedure indicates the manner in which particular

respondents were selected. The main criteria for selection of respondents that every sector
covers all types of variety users i.e. from Bandra to Mira road and their ratio is maintained
such that sample represents the whole sectors response.
Geographical unit -Area that was surveyed was mostly cover all the western region, for
which we are targeting the whole project.
 LIMITATIONS
 Inadequate information: Many CHANNEL PARTNERS did not reveal business
related information like turnover, there manpower, the telecom services used by them,
so due to which some of the questions were not answered/filled properly or
accurately.
 Sample size: As a number of channel partners in MUMBAI is large enough and
widely spread all over the city, so it was difficult to cover all the areas in such a short
span of time so for the convenience I took 200 as my sample size.
 Many respondents could not give sufficient time to answer/fill the questionnaire.
 Due to rainy season during duration of my project it was very difficult to approach
channel partners scattered in different locations, also because of this, many channel
partner offices were closed, therefore it made difficult to collect data.
MARKETING SERVICES PROVIDED & USED BY CHANNEL
PARTNERS
Telemarketing: Telemarketing executives are representatives of the marketing section of a
firm and their job includes handling different customers and convincing them about the
benefits of the products of that firm. A telemarketing executive has the most important task
with respect to communications in the industry.

He is accountable for responding to client queries, catching questions, processing their needs,
taking feedback, registering grievances and also marketing the products, converting leads into
clienteles and trying to impart feelings of allegiance in the clienteles. Representatives have to
be knowledgeable in communication, must be completely familiar on how to handle
technology and should have a skill for coming up with inventive solutions for a problem.

Here the channel partners were provided tele calling services for our project, where a tele
caller was provided to a channel partner, who wants to use this service and the channel
partner would give a list of data ranging from 200 – 500 which consisted of name and
numbers of individuals and tele caller use to generate leads by calling on those data.

The tele caller was given basic information about the project in order to generate positive
leads. The main objective of providing tele calling service is to generate positive leads and
convert those leads into walk-ins and create awareness about the project.

SMS Blast: Many organizations use a text blasting system in order to “text blast” large
groups of people simultaneously. This is because a text message blast is simple to organize,
inexpensive to run, and more effective at immediately reaching a large number of people than
any other channel of communication.
SMS text blasting is most commonly used by the retail industry as a key part of a mobile
marketing strategy. However, many different types of organization also take advantage of
text blast services in order to generate engagement and build relationships within their
communities.

One of the advantages that a text blasting system has over other channels of communication
is that it is a permission-based activity. People have to opt in to receive text blast messages
and are therefore more receptive to those messages, and more likely to engage with the
sender or share the text blast messages with friends, families and colleagues.

Marketing with a text message blast gets your message heard in a crowded direct marketing
environment. When used to complement other forms of advertising, a text message blast can
help increase brand awareness and purchasing intent. Some brands - including those
marketing to the highly coveted 15 - 25 year-old demographic - have reported reaching over
95% of their target audience by using a text blaster system.
Even as a stand-alone marketing tool, a text message blast can be exceptionally effective. It
has been reported that text blaster messages containing tiny URLs have a ten-time higher
click-through rate than emails containing the same links, and, when attached to a text
message blast, digital coupons have a redemption rate up to eight times higher than when
attached to an email.

SMS Blast is another service which is provided to our active channel partners, where they
provide a list of data ranging from 50000 to lakhs and a short and brief message about our
project which consist of project information its price range, contact number and an URL Site
which is being delivered to these data in one shot and interested people revert on these
messages either by calling on the contact number or by clicking on the link shared in that
message. In this way positive leads are being generated through SMS Blast.

Inserts: Newspaper inserts, printed promotional enclosure in a newspaper; also

called preprint. Newspaper inserts vary from a response card to multiple-page inserts. Sunday
newspapers are the primary carriers of inserts, particularly cents-off coupons. Newspaper
inserts enable advertisers to target their advertisements to specific geographic markets.
Channel partners are also being provided with service known as paper inserts, wherein if a
channel partner requires to do paper insert activity for the project then a leaflet is being
provided which consist of project name and basic information about the project and which
also includes the contact number of the channel partner who prefers to do this activity. A
channel partner may require inserts ranging from 10000 to 50000 depending on the area
which he wants to cover and the duration of the activity. Interested people will directly call
on the contact number i.e. channel partners number through which leads are being generated
and also people get aware about the project.
Standee: A standee is a large self-standing display promoting a movie, product or event.
They are typically made of foam-board, and may range from large self-standing posters to
elaborate three-dimensional display devices with moving parts and lights. While standees
have previously been available only in large quantities, recent advances in digital
photography and print-on-demand technology have made them widely available to the public.

Channel partners may also be given standees at their offices in order to grasp the attention of
consumers who are visiting at their office. Standees are mostly given to those channel
partners whose offices have higher visual exposure to the public. Standee normally includes
project name and configuration, starting price and the contact number of channel partner. The
main purpose of providing standee to channel partner is to create awareness as compared to
other services where they generate leads.
DATA COLLECTION ANALYSIS AND INTERPRETETION

The Research done on 200 channel partners out of which 26% of channel partner preferred to
use tele calling service provided for our project.
18% of channel partners preferred SMS Blast as a marketing activity to generate leads and
only 7% preferred paper insert service.
While the remaining 49% of channel partners didn’t prefer any services for marketing as they
only work on references and in selected areas only.

% of services used by channel partners

26%

49%
Telecalling
SMS Blast
18% Inserts
No services required
7%
The research done amongst the 200 channel partners out of which, 45% owner said that they
would like to work for the project
38% of them said that they just work in western suburbs or in SOBO Areas
17% of them said they will come directly if any enquiry comes.

Survey on interested CPs

17%

45%

Interested
Not Interested
38% Followup
INFLUENCING FACTORS FOR THE CUSTOMERS

Factors influencing/making aware to

customer

15%
35%

Advertisement
24%
Channel partner
Family & friends
Others
26%

There is a major role of friends, adds, relatives in purchasing anything. Through this survey
we tried to find out who is the biggest influencer/ making awareness forShapoorjiPallonji
Real-estate Project Mumbai Dreams.

Out of the 80 people being surveyed it was found that,

35% of people were aware about the project through advertisement because there were many
advertisements done on newspaper or outdoor advertisement like Hoardings

While 26% of people were getting influenced or were getting aware about the project through
there channel partners whom they were contacting for property requirements,

Whereas 24% of people were influenced through their friends or Family/relatives as they
considered them the most trusted while making purchase decision,

And only 15% of the people were influenced through other factors like brand name etc.
INFORMATION PROVIDED BY CUSTOMER CARE ON VARIOUS
PROMOTIONAL SCHEME TO CUSTOMERS

TYPES OF SCHEMES PROVIDED TO THE CUSTOMERS

The company provides different types of schemes to satisfy its customer
Can choose the inventory of their preference
EOI (expression of interest)
Expressions of interest, or EOI, in real estate are used to gather offers for properties
without disclosing the price for which the vendor is prepared to sell. Therefore, protecting
the vendor from exposing to the public exactly how much interest there is in a property.
How EOI interest buyers?
The property will generally be advertised on the market for 5-6 weeks to allow potential
purchasers to view the property. The Expressions of Interest campaign will close on a
specified day and time. If there are purchasers keen to buy, the agent will ask them to
complete an Expression of Interest. The fixed closing date motivates interested buyers to act
and encourages competition between them.

SUBVENTION SCHEME
While the project is under construction, the developer pays the interest on the loan to the
bank. The bank disburses money to the developer as construction progresses. The buyer's
EMIs begin only after he gets possession. The second scheme is a deferred payment
agreement between the buyer and the developer
How subvention works?
There are three parties-the buyer, the banker and the developer. The buyer books the property
by paying 5-30% money upfront. The rest is paid by the bank in the form of loan to the
buyer. The bank disburses the loan to the developer as construction progresses. All this is
routine. The most important aspect is that the developer bears the interest cost till possession
or for a fixed period mentioned in the buyer-seller agreement.

In subvention scheme the 10% of the amount is being paid by the buyer for registration and
booking. After that the 70% is being paid by the developer. This 70% payment interest will
be paid by the builder for 2 years. This scheme worked out for many of the people as they
must manage funds and a period of 2 years has been given to them. Subvention always
helped people to take their time for managing the funds.

CLP
Construction Linked plan
Also known as a possession-linked plan, this plan requires the buyer to pay a booking
amount, which is usually 10-15 percent of the purchase price upfront. The remaining amount
is linked to construction milestones, 20 percent with each floor constructed, for example. As
against down payment plan, the buyer is unlikely to get a discount under this plan.

MUMBAI DREAMS- PAYMENT SCHEDULE - TOWER C & D

Instalments Percentage
Token 5.00%
First EMD ( Within 30 days from receipt of Token Money) 5.00%
approx 5%
along with
registration
Stamp duty & Registration fees
Balance EMD ( WITHIN 90 days from receipt of Token Money) 10.00%
Completion of excavation 10.00%
Basement of 3rd floor ( 3 mtr) 5.00%
Basement of 1 floor slab ( 3 mtr) 5.00%
ground floor slab ( 4.5 mtr ) 2.50%
podium 6 slab / podium top 2.50%
4th floor slab 2.50%
10th floor slab 2.50%
16th floor slab 2.50%
11nd floor slab 2.00%
28th floor slab 2.50%
34th floor slab 2.50%
40th floor slab 2.50%
44th floor slab 2.50%
Terrace slab 2.50%
Walls, internal plaster, flooring, doors, windows 5.00%
Sanitary fittings, staircases, lift wells, lobbies 5.00%
External plumbing’s, external plastering, elevation, terraces with water proofing 5.00%
Fittings, entrance lobby, plinth protection, pacing of areas, electro-mechanical-
environment requirements 5.00%
Possession 5.00%
as
Other charges applicable
TOTAL 100.00%
Table:CLP

NO FLOOR RISE
The best part used by the company for this project is there was no floor rise. Due to this also
there was a lot of attractions by the people. The marketing technique used by the company is
such that they kept directly a band rise. The details are as given below

Band 1 Floor no-12 to 21 No floor rise

Band 2 Floor no-24 to 33 7.5 lac rupees
Band 3 Floor no-36 to 46 8 lac rupees

Table:NO floor Rise

The band rise created a huge impact on the buying behavior of the product. The people got
the opportunity to book on higher floors without paying any extra amount for each floor. The
sales also driven high due to this strategy
INVENTORY CHOICE
The people who are signing up for EOI were getting a priority number from which they used
to get the inventory of their choice, means once they pay their EOI amount, customer would
be allotted an EOI number by which once their number comes they would be getting a
priority of selecting on which floor and in which direction they want their flat in that
particular band.

Promotional Information

37%

Yes
No

63%

The response we got from people is that the 63% surveyed blame that they didn’t get any
information regarding any promotional scheme from company but same time 37% people are
satisfied that they get the information.The reason that people were not getting the information
may be because of reach problem their requirement had not been updated or any other reason.
 FINDINGS

1. Around 92% of channel partners are aware about Shapoorji Pallonji Real estate
2. Most of the channel partners work in their respective areas for e.g.: Few channel
partners prefer to work only in western areas while few prefer to work on central
area or in SOBO areas.
3. Also it was found that less than 50% channel partners prefer to do marketing
activities for a particular project like tele calling, SMS Blast or paper inserts.
4. A Channel Partner won’t work by meeting once; you need to constantly be in
touch build a relation and that might lead to a business.
5. Most the customers who come to see property are aware that Shapoorji Pallonji
has come in to residential sector
6. Because of moderate cost and high technology customer attract toward Shapoorji
Pallonji property
7. Provision for good quality of material used and the faith in brand makes it a
success.

8. Giving 30 days of tenure after signing an EOI form makes a good impact on
customer satisfaction
9. Promotional activities at residential complex creates a good number of walk-in
10. Customer satisfaction ratio is high.
 CONCLUSION

 Real Estate brands have a strong brand recall across the country and I found
out that SHAPOORJI PALLONJI has good market image with their quality
and services. Advancement in technology is also updated the market image of
company.
 The Indian market is very cost conscious and the SHAPOORJI PALLONJI
offer quite competitive cost to customer but due to good quality and brand
name in the market people bought this property.
 Channel partners also shown a keen interest to work with Shapoorji Pallonji
for this project. The people out from central shown a very high interest for this
specific project.
 The newspaper advertisements on specific Sundays created some huge
enquiries.
 Collection of data from channel partners and executing and generating leads
from them had a good footfall.
 BIBLIOGRAPHY

 www.callfire.com/common-uses/text-blast
 https://www.ibef.org/industry/indian-real-estate-industry-analysis-presentation
 Marketing Management by Philip Kotler.
 Kothari C.R. Research Methodology-Methods and techniques, New Age
International publisher, New Delhi1985. Second edition.
 https://www.thehindubusinessline.com/news/real-estate/shapoorji-pallonji-groups-
realty-arm-plans-to-launch-6-projects-in-201718/article9824190.ece
 http://shapoorjirealestate.com/corporate/csr
 http://www.shapoorjipallonjimumbaidreams.org.in/?utm_source=ppc-
micro&ctid=Googl_5270_Micro&dd=01052018&st=true&ucpt=addshoot&utm_m
edium=ppc-microsite&utm_campaign=Googl_5270_Micro
 http://www.omaxe.com/
 http://www.oberoirealty.com/
 http://www.hiranandani.com/
 http://www.dlf.in/
 https://housing.com/news/rera -will-impact-real-estate-industry/