A

PROJECT REPORT
ON

“A STDUY OF MARKETING STRATEGIES OF HARI NEEL AQUA WITH

RESPECT TO
WATER HOUSE SALES AND SERVICES.”

-Submitted by-
JADHAV BHUSHAN MADHUKAR

T.Y.B.B.A. ( MARKETING)

For the Partial Fulfillment of

Bachelor of Business Administration (B.B.A)
-Submitted to-
SAVITRIBAI PHULE PUNE UNIVERSITY, PUNE
Under The Guidance Of

MR. NILESH PAWAR

C.H.M.E SOCIETY’S
BHONSALA MILITARY COLLEGE, NASHIK.

At
C.H.M.E SOCIETY’S
Bhonsala Military College,Nashik
For The Academic 2017-2018
 C.H M.E SOCIETY’S
BHONSALA MILITARY COLLEGE
RAMBHOOMI, NASHIK-5

FACULTY OF B.B.A

CERTIFICATE

This is to certify that Ramdandee JADHAV BHUSHAN MADHUKAR

is a bonafied student of Third year B.B.A of this college for the year 2017 –
2018 he has undertaken and satisfactorily completed his project work in
Marketing specialization as partial fulfillment for requirement of the B.B.A
course during A.Y 2017-18 as per the rules of the university. She has
completed her Project work on the topic “A STUDY OF MARKETING
STRATEGIES OF HARI NEEL AQUA WITH RESPECT TO SALES AND
SERVICES.”

University Seat No:

Place:
Date:

(Co-coordinator) (Internal Examiner) (External

Examiner)
 Company Certificate

This is to certify that Mr./Miss. JADHAV BHUSHAN MADHUKAR student

of Bhonsala military college, Nashik, pursuing B.B.A. has completed the
project work satisfactorily. He /She has completed the project work on “ A
STUDY MARKETING STRATEGIES OF HARI NEEL AQUA WITH
RESPECT TO SALES AND SERVICES. ”

Company Signature
Seal
 ACKNOWLEDGEMENT

It gives me great pleasure in acknowledging my deep sense of

gratitude to all those who have helped me in completing this project
successfully.
First of all I would like to thank Savitribai Phule Pune University
for providing me an opportunity to undertake a project as a partial
fulfillment of BBA degree.
Special thanks to manager for providing me an opportunity to work
with Haei Neel Aqua , and providing me necessary information about
their organization, their operations and providing guidance in
developing my project.
I would like to thank my project guide Mr. Nilesh Pawar
whose valuable guidance and encouragement at every phase of the
project has helped to prepare this project successfully.
My acknowledgment would not be completed without mentioning the
name of principal Dr.(Mrs). S. H. Kochargaonkar, Principal ,
Bhonsala Military College for providing me with all the needful
facilities.
Finally, I would like to express my sincere thanks to my
family, all the faculties, and friends who helped me in some or other
way in making this project.

PLACE: NASHIK JADHAV BHUSHAN

DATE: / / BBA. (MARKETING)
 DECLARATION

This is to declare that I, JADHAV BHUSHAN MADHUKAR

student of Bachelor in Business Administration (Course Period 2017-
2018), have undertaken my project titled “A STUDY OF
MARKETING STRATEGIES ” in Hari Neel Aqua under the
guidance of Prof. Mr. Nilesh Pawar and that, no part of this
information has been used for any other assignment but for the partial
fulfillment of the requirement towards the completion of the said
course. I also declare that Hari Neel Aqua have given original data
and information to the best of my knowledge in the project report

I have prepared this report independently and I have gathered

all the relevant information personally.

I also agree in principle not to share the vital information with

any other person outside the organization and will not submit the
project report to any other university.
 Index

Chapter Particular Page No.

1 Introduction
1.1 Introduction of the study
1.2 Object of the project
1.3 Objectives of the Study
1.4 Scope of the study
1.5 Rational of Study
1.6 Limitations of the Study
2 Research methodology
2.1 Research Design and Sample size
2.2 Primary and secondary data and its sources

3 Profile of the Organization

3.1 Introduction of the organization
3.2 products of the organization

4 Collection, Analysis & Interpretation Data

5 Conclusion& suggestion

6 Bibliography and annexure

Glossary
 Abbreviation
Questionnaire

Chapter 1

Introduction
1.1 Introduction of the study Marketing strategy

Definition-
An organization strategy that combines all of its marketing goals into one
comprehensive plan. A good marketing strategy should be drawn from
market research and focus on the right product mix in order to achieve the
maximum profit potential and sustain in the business. The marketing
strategy is the foundation of marketing plan.

Marketing strategy explain how the marketing functions fits in with the
overall strategy for a business.

Business strategy marketing strategy

Grow sales 1. launch new product

2. expand distribution

Build customer awareness program 1. Implement a public relation

2. invest in more advertising

Once the strategy has been identified then the business must develop an
action to turn strategy into reality. The starting point for this plan is the
setting of marketing objectives.

Marketing objectives are the specific targets for marketing set by the
business to achieve their corporate objectives. It is important for business
to set marketing objectives because managers can the have targets for the
work.
1.2 OBJECT OF THE PROJECT

 The main object of the project is to find out various marketing strategy
used by hari neel aqua .
 This project helps to un understand various terms and concepts related
to marketing.
 To find out what actually marketing is done in any business because it is
a overview of marketing.
 To start a new business this project is very helpful as it shows what a
organization should be, what are various products and different
strategies etc.
 The another object of the project is to do detailed study of marketing
management.
 To show the water sales and services history, distribution channels,
advertisement strategy for pricing as well as their ideas to attract
customer.
1.3 OBJECTIVES OF THE STUDY

 To know the problems involved in various channels of Hari Neel Aqua.

 To know the product and pricing of Hari Neel Aqua.
 To study the marketing strategy adopted by Hari Neel Aqua.
 To study the distribution channel of Hari Neel Aqua.
 To know the promotional strategy of Hari Neel Aqua.
1.4 SCOPE OF THE STUDY

 It helps to know the marketing strategy of water sales and services.

 To study the pricing strategy of Hari Neel Aqua with respect to water sales
and services;
 To know the various distribution channels of Hari Neel Aqua with respect to
water sales and services .
 To know the strategy of advertising and sales promotion of Hari Neel Aqua
with respect to water sales and services.
 To study the different product of Hari Neel Aqua with respect to water
sales and services.
1.5 RATIONAL OF THE STUDY

The rational of the project is to find out Hari Neel Aqua history, its dealer, do
research and find out problem faced by a water sales and services and find a
solution. I selected this topic for the project because I want to know the
various strategies used by the water shops. From that study I came to know
the various strategies that followed by a water sales and services. Water sales
and services faces a problem of rural marketing they fail to focus on rural
customers. To overcome this problem they should follow a different strategy
of marketing to capture rural customers. Also water sales and services have a
wide variety of product lines so they must focus on their product as well. I
came to know to overcome all the problems, do a market survey and find out
needs and wants of customers.
1.6 LIMITATION OF THE STUDY

 The information provided by the company is assumed to be true.

 Lack of time is the basic limitation of the project.
 Low co-operation.
 Lack of available or reliable data.
 Longitudinal effect.
CHAPTER 2

RESEARCH
METHODOLOG
-Y
2.1 Research Design and Sample size

Research Methodology means the actual set of methods, which are used for the
collection of relevant data for the project work study. The study necessitated both
primary & secondary data collection methods. Research Methodology
Systematically solves the problems faced while searching information and
collecting data.

Methodology means a particular set of methods used for collecting the

information pertaining to the objective of the project.

Definition:

“Research is the systematic and objective analysis and recording of controlled

observations that they may lead to development of generalization, principles, of
theories resulting in prediction and perhaps ultimate control of events."
PRIMARY DATA COLLECTION
Primary data is the information collected during the course of experimental
research. It can also obtain through observation of direct communication with
person associated with the selected subject y performing survey of descriptive
research.

There are several methods of collecting primary data. These are as follows :

 Observation method
 Questionnaire method
 Discussion method

This project report carries following actual sources of primary data collection:

This project carries questionnaire filled by customers of water sales and services.
SECONDARY DATA COLLECTION

Data which is originally collected but rather obtained from published of

unpublished resources are know as Secondary Data.

These data are already available in various reports , diaries, letters, books,
periodicals etc. it is that which has been used previously for research and is now
in use for the second time.

These are several methods of collection secondary data. These are as follows:

 Articles
 Magazines
 Internet source
 Reference books

This project report carries following actual sources of Secondary Data collection:

 Websites of the organization-www.waterhouse.co.in

 internet
CHAPTER 3

PROFILE OF
THE
ORGANISATIO-
N
INTRODUCTION OF THE WATER HOUSE SALES AND SERVICES
Water house sales and services were introduced in August 2017. Water house
sales and services located at Nasik, Maharashtra, which is dealer in Hari Neel
Aqua in Nasik. The water sales and services are dealer of the Hari Neel Aqua
product. The dealer collects the products from the manufacturer and sells it to
the customer. Water house sales and services check the products and if there is
any quality defects it is send to the company. The water house offers different
strategy to sell their products to the customer. Water house offer different
schemes during the festival season to attract the customer for their products.

Address of the company :

Kadlag Mala, Ambedkar Nagar,

Near Rayba Hotel,

Chandshi Shivar, Jalalpur Road,

Nasik – 422 101.

Contact – 9049491716 .
HARI NEEL AQUA

PRODUCTS

WATER JAR
COMPANY STRUCTURE
CHAPTER 4

COLLECTION ,
ANALYSIS AND
INTERPRETATION
COLLECTION OF DATA

In this project we have collected all the information about marketing strategy of
water house sales and services through questionnaire. In this questionnaire we
mentioned some questions which are related to marketing strategies, and from
that information we analyze the data. After collecting the information we came
to know that water house sales and services are using various strategies related
to marketing for increasing their customers as well as to create goodwill in the
market. Following are some strategies which we analyzed while collecting the
information:

1) Pricing strategy- Water house sales and services are using EMI facility to
their customers. Also they charged reasonable prices for their customers.
2) Product strategy- Water house sales and services have variety of products
available. From basic model to water pouch , respect to customers
preferences.
3) Promotional strategy- Promotional offers which are offered by water
house sales and services are discounts, free gifts, price offer etc.
4) Advertising strategy- for advertising they use newspapers, pamphlet’s, and
posters as well as online like website, just dial etc.

From the information collected we also came to know that water house sales and
services take feedback and reviews from their customers through online as well
as offline mode to know the level of customers demand and satisfaction. From
that feedbacks and reviews they continuously update their strategies.
ANALYSIS AND INTERORETATION OF DATA

Question 1 – which brand of water are you currently using?

Sales

Other
15%

Oxymore
Hari Neel Aqua
Aqua
40%
16%

Bisleri
29%

In this question we are intended to find out which brand is mostly used by the
people. We found that Hari Neel Aqua is the brand which is mostly used by the
people i.e. 40% of the people is using Hari Neel Aqua’s water facility. While only
29% people using Bisleri water. From this question we came to know that Hari
Neel Aqua have occupied almost 40% of market.
Question 2 - How much you pay for water?

customers
40
35
30
25
20
customers
15
10
5
0
rs.30 Rs.20 Rs.35 Rs.35 or more

In this question we found that 35% people prefer water rang of Rs.20 and 20%
peoples prefer the range of Rs.30, or 15% peoples prefer the range of Rs.35 and
9% peoples are charge Rs.35 or more for water facility.
Question 3 – based on the past experience with water house sales and services,
state the level of satisfaction?

level of satisfaction

Highly Dissatisfied
dissatisfied 5%
12%

Highlysatisfied
33%

Satisfied
50%

In this question we are intended to find out that how many of the customers are
satisfied with the water house sales and services. By this 50% customers are only
satisfied and only 5% customers are dissatisfied. From the above satisfied and
highly satisfied percentage is more than the dissatisfied and highly dissatisfied, so
from this water house sales and services give more importance on focusing their
customers.
Question 4 – How likely are you to change your water brand in the near future
with water house sales and services?

very unlikely
very likely 18%
28%
unlikely
6%

likely
48%

This question is based on how many people are interested in changing their water
model in near future with water house sales and services. From this we came to
know that the service provided by water house sales and services are satisfies
their customers because 48% people are likely to deal with near future. And
almost 80% people are interested in dealing with near future and only 24%
people are less likely to deal with them.
Question 5 – Which promotional offers attracts you most?

40
35
30
25
20
15
10
5
0
free gifts price offer discounts other

This question is intended to find out promotional strategies. From this people
gets attracted towards discounts most because almost 35 people from the entire
52 people chosen discount. Free gifts and price offer have equal no of people
attracted. So discount are the main promotional offer provided mobile house
sales and services.
Question 6 – Which of the following factors affected your purchase for water of
Hari Neel Aqua?

35

30

25

20

15

10

0
advertisement suggessions from friends attractive display brand ambassador
and relatives

factors affecting for products

T

This question is related with the 1st question because 1st question tells that 40%
people are using Hari Neel Aqua water the reason behind this question is that
because of advertisement. Hari Neel Aqua create attractive advertisement so
people get attracted to that advertisement and they decided to purchase.
Question 7- which model are you currently using?

water pouch
2%

bottle
16%

jar
82%

This question again intended to find out peoples preferences regarding water.
From this question we came to know that 82% of peoples prefer water jar or
water pouch while only 2%. People prefer bottle water. this tells that people give
more importance to appearance of the water.
Question 8 – where did you often see the water advertisement ?

radio advertisement
2%

tv
34%

online
42%

magazines
10%
newspaper outdoor
10% 2%

This question is prepared to see where people see their water advertisement and
decided to buy. Here 42% people see the advertisement on online mode and only
2% people see on radio and outdoor. So this tells that people focusing on online
advertisement and television advertisement rather than on newspaper or
magazines.
Question 9 - Why you like the brand you chosen?

60

50

40 very important

30
important
20
neither important nor
10 unimportant
less important
0

unimportant

This question is very much important because it shows the behavior of the
customer while selecting the water model. This question is intended to find out
the important factors why people chosen Hari Neel Aqua. From this we came to
know that people gives more importance on price, function, quality, and services
and brand image. Less important is given to recommendations by friends.
CHAPTER 5

CONCLUSION AND
SUGGESTIONS
CONLUSION
The water house sales and services have been in existence for the last several
decades and are growing in continuity. On the basis of the primary research
carried out which comprised of interviews of the owner, managers and
warehouse supervisors of the company.

Although water house sales and services have highest sales in the city but they
have many competitions in the market area. In the market place where water
house sales and services face with competitors, they can only succeed by giving a
good and best service to the customers.

Marketing strategy plays important role in enhancing water house sales and
services sales volume.

Customers of water house sales and services are highly satisfied with their
services.
SUGGESTIONS
 New offers and schemes must be launch to attract the customers.
 Promotion should be done in rural markets.
 Water house sales and services can do more market survey to identify
needs and wants of the customers.
 Water house sales and services should do more advertisement in online
and television mode.
 Hari Neel Aqua should introduced more models which are less rate of
prices.
CHAPTER 6

BIBLIOGRPHY
BIBLIOGRAPHY
Advertising and sales promotion( Success Publication)

Website:

1. www.waterhouse.co.in
2. Wikipedia
GLOSSARY

Comprehensive – Including or dealing with all

Longitudinal – Measured from east to west
Encompasses – Surround and have or hold within
Paradigm – A typical example or pattern of something
Interpretation – The action of explaining the meaning of something.
Intended – Planned or meant.
ABBREVIATION

CDMA - Code division multiple access

TAB - Technical advisory board
CEO - Chief executive officer
EMI - Equated monthly installments
CFO - Chief financial officer
QUESTIONNAIRE
1. Name-
2. Gender-
3. Age-
4. Contact no.-
5. Email Id-
6. Which brand of water are you currently using?
a) Hari Neel Aqua b) Bisleri c) Oxymore Aqua d) Other

7. Which model are you currently using?

a) Water pouch b) Bottle c) Jar

8. How much you pay for water?

a) 30 b) 20 c) 35 d) 35 or more

9. Based on the post experience with water house sales and services, state the
level of satisfaction?
a) Highly dissatisfied b) Dissatisfied c) Satisfied d) Highly satisfied

10.How likely are you to change your water brand in the near future with
water house sales and services?
a) Very unlikely b) Unlikely c) Likely d) Very likely

11.Which promotional offer attracts you most?

a) Free gifts b) Price offer c) Discount d) Any other

12.Which of the following factors affect your purchase for water ( Hari Neel
Aqua )?
a) Advertisement b) Suggestions from friends c) Attractive display
d) Brand ambassador e) Other
 13.Where did you often see the water advertisement?
a) TV b) Magazine c) Outdoor d) Newspaper e) Online

14.Why you like the brand you choose?

Very Neither Important Less Unimportant

important important important
nor
important

Advertisement

Appearance

Price

Function

Quality

Brand image

Service

Recommended
by friends

Other public