A SUMMER TRAINING PROJECT REPORT

ON
“ANALYSIS OF DEALAR PERCEPTION TOWARDS PRISM
VIS-À-VIS
OTHER COMPETITIVE BRANDS”

SUBMITTED UNDER PARTIAL FULFILLMANT OF A

REQUIREMENT FOR THE AWARD OF THE DEGREE
MASTER OF BUSINESS ADMINISTRATION
(Session 2019-20)

Submitted To: Submitted By:

Shubham Gupta
Roll No. 1813970032
M.B.A. - 2nd Semester

DEPARTMENT OF MANAGEMENT STUDIES

KALI CHARAN NIGAM INSTITUTE OF TECHNOLOGY BANDA
AFFILIATED A.P.J.ABDUL KALAM TECHNICAL UNIVERSITY (LUCKNOW)
DECLARATION
1
I hereby declare that this submission is my own work. It contains
no material previously published or written by another person, nor
has this material to a substantial extent been accepted for the award
of any other degree or diploma of the university or other institute
of higher learning.

Shubham Gupta
(1813970032)

COMPANY CERTIFICATE

2
ACKNOWLEDGEMENT

3
I am highly indebted to the officials of M/S Prism Johnson Limited for

allowing me to undertake this Project as a part of my curriculum of Master

of Business Administration. I also express my gratitude to staff members

of Allahabad, for the valuable information provided by them in their

respective fields.

I am very much thankful to, my Joint General Manager- Sales

(Mr. Bharat Shukla) for his interest, constructive criticism, persistent

encouragement and untiring guidance throughout the development of the

project. It has been my great privilege to work under his inspiring

guidance.

I also express my gratitude towards my parents, for their support

blessings, inspiration & good wishes without which I would have never

completed my exhaustive research work.

PREFACE

4
Techniques adopted in our classrooms can never progress recently in
filling the gap between theory and practical by replace the inevitable need
of practical experience. There have been much different program.

Master of business administration, a two year duration course in

management, divided into four semester of six month each, is conducive
to prepare professional managers to cope with the requirement of Indian
society i.e. to achieve optimum utilization of financial resources. This
course enables a student to build a foundation of theoretical knowledge in
various functional areas of marketing.

These theories are formulated on the basis of past practice of different

functional activities and research. As per requirement of the course,
everybody has to undergo summer training. I have worked on
“ANALYSIS OF DEALER’S PERCEPTION TOWARDS PRISM VIS –A
– VIS OTHER COMPETITIVE BRANDS” as a topic of my project. The
report is divided into several pars such company profile, objective,
research, findings, analysis & conclusions.

TABLE OF CONTENTS

5
 Objectives of the Study
 Industry Profile

 Company Profile

 Details of Topic

 Review of Literature

 Research Methodology

 Limitations of the Study

 Data Analysis & Interpretation

 Findings

 Suggestions & Recommendations

 Conclusion
 Bibliography
 Annexure

6
 Objective of the
Study

OBJECTIVE OF THE STUDY

Objective has an important role in any research. No research exists

without any objective. Prism Cement Ltd. gave me six weeks
7
project of — ANALYSIS OF DEALER’S PERCEPTION
TOWARDS PRISM VIS –A – VIS OTHER COMPETITIVE
BRANDS with the objective to know the dealer’s perception
about-pricing policy, quality, delivery system, billing system, etc.
sales volume ,ranking of different brands ,pricing of different
brands promotional supports given by the companies .effective
media ,effective promotion & factors for recommending the
particular brand were also fall under the objective.

Design of Survey:-
The survey was extensively and exploratory designed to know the
objective. It was designed in such a way that with in the six week,
the whole Allahabad market was covered by me.

8
To meet the objective of the survey the information was obtained
by visiting various authorized stockiest of the company as well as
by visiting some retail counters and stockiest of various other
companies.
Data collection mode:-
The required to data to achieve the objective, was collected
through a well-designed questionnaire given to me by the
company.
Sampling:--

I visited and met approximately 110 people including dealer,

retailer of the Prism Cement Limited and other companies which I
assumed to be adequate enough to create a sample.

9
Industry Profile

INDUSTRY PROFILE

10
Globally, India is the second largest cement producing country,
after China and Cement industry stands the 3rd place in the
economic development of India. At present, there are about 60
cement companies with a capacity of around 147 millions tones.
These companies have set up 130 cement plants by investment Rs.
30,000 crores.
Prior to 80’s the cement industries were under full control of
government. The 80’s came to the ‘watershed of the cement
industry. Partial de-control policy was announced on 28 th February
1982. This policy played an instrumental role in phenomenal
growth of the cement industry.
After March 1989 there was complete de-control of cement
industries. Subsequent to complete de-control policy, the industry
has not only made quantitative and qualitative jumps in matter of
addition of capacity and adoption of new technologies but also
experienced a totally free market.

The decade of 90’s was a decade of growth in capacity and

consolidation through maximum acquisitions and mergers.

11
Presently there are 134 cement plant in India with total overall
installed capacity of 147 Million Ton (MT).

PRESENT SCENARIO OF THE INDUSTRY:

12
The five years period, from 2004 to2009, saw the flurry of activity
in acquisitions and mergers. There were 14 acquisitions, which was
the highest in the history of Indian Cement Industry. During this
period, India Cements acquired four more cement plants, Vishaka
Cements, CCI-Yerraguntla, Rassi Cement & Shri Vishnu cement,
Gujarat Ambuja two companies – Modi Cement and DLF Cement,
ACC one-Damodar Cement, L&T one - Narmada Cement
Company, Grasim one-Shree Digvijay Cement. Lafarge – the
French cement multinational, entered into India by acquiring
TISCO’s two cement units. Later, Lafarge also acquire Raymond
Cement Plant. Madras Cements took over a mini plants -
Karnataka minerals and expanded its capacity.

The Indian cement industry has witnessed considerable capacity

build up over last five year, with the installed capacity of more
than 200 million tones. According to Cement Manufacture
Association (CMA), the cement production has shown 9.74 percent
growth in 2007-08 as compared to previous year. During the year
under review, the exports of cement registered a 34.63 percent,
over the previous year from 5.14 million tons to 6.92 million tones.

13
The domestic consumption also registered a healthy growth of 8.68
percent, from 99.01millions tones to 107.6 millions tones.

In Million Ton

Estimated Demand Cement Export Production Needed Capacity

180.50 8.0 165.56 202.64

Poor prices and rising fuel costs eroded the profitability of Indian
cement companies in the year 2003-2004. Cement prices have shot
up –10%-15% after lying in the freezer for better part of the fiscal.
In major markets across the country, including Mumbai, Delhi,
Jaipur, Ahmadabad, Hyderabad and Nagpur, prices are now
touching their highest level for the fiscal.
This has come as a major reprieve for cement-makers troubled by a
poor demand growth during 2002-03 so far. Cement consumption
during April-January period has grown by just 5% compared to
over 8% growth witnessed during the same fiscal last year.

14
In North, prices are up by 10-12%.In Delhi it has shot up to Rs 250
a bag against Rs 235 during the month of December’2009. What’s
more, for the first time prices are uniform across the region.
Cement is now selling between Rs 260-265 a bag in the North
including Rajasthan, Haryana, Punjab and Himachal Pradesh. In
normal times, Rajasthan and parts of Himachal and Punjab are
atleast Rs 15-20 cheaper than the rest of region.

PROSPECTIVE SCENARIO OF THE INDUSTRY:

There is consensus among industry watcher that the selling price of
cement in India will remain low for some time. Over the last five
years, cement price index has declined by 1.1 % while price index
of Iron & steel, building bricks, ceramic tiles, paints, etc. have
posted a rise of around 20%. There is not so much hope in the
export front also. The export growth rate has already fallen to 11%
and is expected to fall further.
According to industry sources, with the initiative taken by the
government on the infrastructure, particularly the North-South
corridor, popularly known as “Golden Quadrilateral”, the long-
15
term outlook for the cement industry is encouraging. The Working
Group on Cement Industry constituted by Planning Commission
for the 10th Five Year Plan has estimated the demand for cement to
reach 165.56 million tons by 2006-2007.The real gross Domestic
Product (GDP) of the country is estimated to grow 8.7% in 2003-
04 as against 4.00% in 2002-03. The spurt in GDP growth can be
mainly attributed to agriculture and allied activities by as much
12.6% as compared to decline of 5.2% in the previous year. The
annual rate of inflation, measured by increase in Wholesale Price
Index (WPI) on average basis, was at 5.4% during 2003-04 as
against 3.4% in 2002-03. It means the prices of cement is
fluctuating, although from March 2002 the index are in increasing
trend which is a good sign for the industry

Competition from the entry of Foreign Player’s

Another development of cement industry is, the entry of global
majors. Companies like the Nordic Cement and Building Material
Group have made there presence felt in India. They have already
16
acquired a 25% equity stake in Narmada Cement. The international
majors, Holder Bank of Switzerland, which owns 60 plants all over
the world with total capacity of 80 million tones has set-up shops
in Delhi under the banner Holtech Consultants. The France based
Lafarge cement has also entered to Indian market. The other
companies e.g. Blue Circles of U.K., and Heisenberg of Germany
are also entering to Indian market.
The Indian cement industry has started facing tough competition
from countries like Korea and Indonesia on the export. The
devaluation of their currencies has driven down the cement prices
to $27 per MT. This has put the export in a spot, owing to
relatively higher prices for cement out sources from India.

Road Ahead

The eastern states of India are likely to be the newer and virgin
markets for cement companies and could contribute to their bottom
17
line in future. In the next 10 years, India could become the main
exporter of clinker and gray cement to the Middle East, Africa, and
other developing nations of the world. Cement plants near the
ports, for instance the plants in Gujarat and Visakhapatnam, will
have an added advantage for exports and will logistically be well
armed to face stiff competition from cement plants in the interior
of the country.Cement-June-2019
Due to the increasing demand in various sectors such as housing,
commercial construction and industrial construction, cement
industry is expected to reach 550-600 Million Tonnes Per Annum
(MTPA) by the year 2025.
A large number of foreign players are also expected to enter the
cement sector, owing to the profit margins and steady demand.
Exchange Rate Used: INR 1 = US$ 0.0159 in FY19.

18
 Company Profile

COMPANY PROFILE

PRISM JOHNSON Ltd.

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'Prism Cement Limited is an ISO 9001: 2008, ISO 14001: 2004,
OHSAS 18001 : 2007 & SA 8000 : 2008 Certified Company
promoted by the Rajan Raheja Group and on 16TH APRIL 1992,
COMPANY OBTAINED ITS CERTIFICATE FOR COMMENCEMENT
OF BUSINESS.
It operates one of the largest single kiln cement plants in the
country at Satna, Madhya Pradesh. Equipped with state-of-the-art
machinery and technical support from F.L Smidth & Co A.S
Denmark, the world leaders in cement technology, Prism Cement
has successfully created a niche for itself in the Indian cement
industry.
It has well established Quality Control Lab equipped with ultra-
modern equipment's to ensure best quality. Quality control is
performed by Computerized Mine Block development using three
dimensional imaging for optimum blending of raw material.
Board of Directors

20
 Name Designation

MR. SHOBHAN M. THAKORE CHAIRMAN

MR. RAJAN RAHEJA DIRECTOR

MR. VIJAY AGGARWAL MANAGING DIRECTOR

MR. VIVEK KRISHAN AGNIHOTRI EXECUTIVE DIRECTOR & CEO OF THE

CEMENT DIVISION

MR. JOYDEEP MUKHERJEE EXECUTIVE DIRECTOR & CEO OF HRJ

MR. ATUL DESAI EXECUTIVE DIRECTOR & CEO - RMC

MS. AMEETA PARPIA DIRECTOR

MR. RAVEENDRA CHITTOOR DIRECTOR

PRODUCT PORTFOLIO

Prism Champion Cement

21
  HIGHER COMPRESIVE STRENGTH

 BETTER WORKABILITY

 LOW HEAT OF HYDERATION

 LESS SHRINKAGE CRACKS

 STOP CORROSION IN STEEL

Prism Champion Plus Cement

 Higher Strength

 More Work-ability

 More 1 day Strength

 Consistent Quality

 Eco – Friendly

 More Refined

 Better Construction Quality

Prism Duratech Cement

 DURABILITY FOR GENERATIONS

 HIGH BUILDING STRENGTH

 HIGH FINENESS

 HIGH COHESIVENESS
22
 PREVENTS CRACKING

 ACTS AS WATERPROOF

 RESISTS RUSTING

 NANO TECHNOLOGY

23
Details of Topic

DETAILS OF TOPIC

24
25
Review of Literature

REVIEW OF LITERATURE

26
27
 Data Analysis &
Interpretation

Data Analysis & Interpretation

AVAILABILITY OF BRANDS AT DIFFERENT SHOPS:-

28
From the above figure, it is obvious that Prism is the most
available product leaving behind its competitors. The 2nd position is
occupied by ACC ,after which Ultratech comes at 3rd position and
then other brands

29
QUANTITY OF DIFFERENT BRANDS IN SHOPS:-

From the above figure, it is obvious that Prism is the most

available product leaving behind its competitors.
The 2nd position is occupied by Ultratech ,after which ACC comes
at 3rd position and then other brands.

30
SALES OF PRISM IN ALLAHABAD (IN M.T.):

From the above figure, it is obvious that maximum sale is observed

in Kaushambi territory.

31
PRICING OF DIFFERENT BRANDS:-

PRISM Champion

PRISM Champion Plus

32
PRISM Duratech

Ultratech

33
ACC CEMENT

EFFECTIVE MEDIA
34
Above figure exhibits that WALL PAINTING & HOARDING is the first
choice of people. Then PAMPHLETS & POSTERS occupies the 2 nd and
then T.V. ,RADIO & OTHERS.
OTHERS INCLUDE:--Wall painting on busy places, Bags, Seat cover &
Kiosk etc. .

EFFECTIVE PROMOTION:

35
It is well known that customers are price sensitive. So people
placed the DISCOUNT at top position for effective promotion.
ADVERTISING comes at the second slot followed by TARGET
SEGMENT MEET & OTHERS.

FACTORS FOR RECOMMENDATION OF PERTICULAR

BRAND:
36
People placed the % OF COMMISION & FAVOURABLE PRICE
at the 1st & 2nd position. STOCK AVAILIBILTY & OTHERS
occupies the 3rd & 4th position respectively.
OTHERS INCLUDE:- REPUTATION OF THE BRAND in
market, INCENTIVES GIVEN BY COMPANY etc.

DEALER’S PERCEPTION TOWARDS THE QUALITY OF

DIFFERENT BRANDS:

37
Quality is another major component of cement to which consumers
give preference while purchasing cement. Consumers prefer to
purchase the brand having faster setting time, consistent supply &
weight, attractive packaging, favorable price, dealer’s reputation in
the market. Dealer say to me that quality of all prevailing brands,
is satisfactory but setting time of PRISM is better in comparison
with other competitive brands but complain of cracking is also
included in this.

DEALER’S PERCEPTION TOWARDS THE DELIVERY OF

DIFFERENT BRANDS:

There are various systems for delivery of products. To have a competitive

advantage over others in these days of neck to neck competition ,FREE
ON RAIL (FOR)service is the most popular one. Under this system , you
don’t have to go for collecting the products. In case of FOR transportation
cost is beard by the company itself.
Other than this, sometimes shopkeepers have to go to pick up the products
themselves. Here transportation cost may or may not be paid by the
customers as the case may be.

38
Most of the people prefer the FOR service and they feel that the delivery
system of all competitive brands is Satisfactory.

DEALER’S PERCEPTION TOWARDS THE

PACKAGING OF DIFERENT BRANDS:

It is well known that “FIRST IMPRESSION IS THE LAST

IMPRESSION. “
At which stage knowledge fails, our glimpse provides us the right
destination. Attractive packaging plays an important role in
enhancing the sale of any product. Dealer prefers attractive,
comfortable in handling & fully packed packaging. During my
survey I did not receive any complain from dealers about
packaging except KJS. They told me that there are some torn bags
in the supply of KJS.
DEALER’S PERCEPTION ABOUT MEETINGS &
SURVEY:-

39
##About the different meetings:- Dealer’s told me that all the
companies organizes MASONMEETING, SUBDEALERMEETING,
ARCHITECT MEETING ETC.

##Frequency of visiting of field officer is:- Normally during my

survey, people informed me that frequency of visiting of field
officer is satisfactory. Retailer rated the frequency of visit on 10
point scale which is given below:
8 out of 10 by Prism.
7 out of 10 by Ultratech.
6 out of 10 by ACC.
4 out of 10 by KJS.

40
 Findings

FINDINGS

STRENGTH:-

41
  Largest intake capacity plant of kiln in India.

 Offers the best quality of cement having faster setting time.

 Has the consumption level of up to 25% less than that of other

brands.

WEAKNESS:-

 Lack of adequate number of advertisements.

 Sales promotional schemes are less in numbers.

 High price of product but customers are observed to be price

sensitive.
OPPORTUNITIES:-

 Growth in infrastructural development will result in the

consumption of cement.
42
  Government policies of rural development will enhance the
demand of cement in rural areas.

 Substantial potential for growth.

THREATS:-

 Competitive pressure on sales and realization.

 Present distribution if followed can lead in decreasing market

share.

 Any hike in price can effect the position of prism adversely.

43
 SUGGESTIONS &
RECOMMENDATIONS

SUGGESTIONS & RECOMMENDATIONS

After my project study, going through the market conditions of

cement and the marketing strategies of the company, I would like
to make following suggestions to the company :-

44
  An effective distribution policy to increase the market share of
PRISM. A better distribution system consisting of various
channels of distribution will certainly uplift it’s present
position .It has been seen that due to the lack of proper
distribution, PRISM’S cement is being severely effected, so a
good policy should be quickly laid down.
 Actually the customers are price sensitive so price should be
kept as reasonable as possible.
 Fostering better relationship among channel members by
arranging regular meet and conducting workshops for them.
 Motivating channel members to sell more cement of PRISM
by associating incentives to prescribed targets.
Welfare schemes for channel members should be devised.
 Devising some promotional schemes to attract the .

. customers as well as channel members.

 Advertisement campaigns should be carried on
comprehensive scale.
 Strict vigil about black marketing and price variations and
appropriate action should be taken.
45
  Better sales margin should be given to channel members
especially to retailers.
 And at last main and important suggestion emphasizes the fact
that sales force should be increased.

The following suggestions are followed to cement companies

based on the conclusion drawn from the research study:-
Companies have to increase the awareness level in the buyers
through print media and other advertisement channels.
Company should maintain their regular supply according to
the demand.
Proper survey and guideline should be given by the company.
Quality and brand name are to important factor hence
companies have tried to build and maintain name and their
goodwill in the market.
Company should have reasonable price of the product to reach
everyone.
Word of mouth can be generated by keeping the existing
customers.
46
CONCLUSION

47
 CONCLUSION

Now I shall conclude my study. When I go through my whole

research, there are several points, which are quite peculiar.
The first and foremost fact, which comes out, is that, PRISM
Cement is leading brand brand in Allahabad Branch.
This is due to:
 Effective market coverage.
 Sales/technical promotional activities.
48
It is also obvious from the datum that PRISM is in the top position
in the sales volume. It is due to reason that technical and sales
activities of PRISM is quite large compared to other competitors. It
provides allowable incentive also i.e.
 Provides foreign tour to the dealer in couple.
 Invites the dealer’s for 1stday, 1st show movie with
. family twice in a year.
 Organizes dealer meet also.

One of the basic reasons behind the success of PRISM is the

propagation of enough information about its product to the
customer.
There are several factors which act as determinants for the
successful performance of the cement. These factors are:

 Good quality including fast setting time.

 Favorable price.

49
 Good distribution policy.

 Effective sales promotional schemes including advertisements.

 Large sales force for creating the demand.

 Time to time information about prevailing market price &

dealer’s perception about prevailing prices.

50
 QUESTIONNAIRE

QUESTIONNAIRE

Name of the firm

Name of the proprietor/managing partner
Are you a: C&F/Distributor/Authorized Dealer/ Retailer
Address
Contact no.

51
 1. Which companies you’re dealing with:

i. Prism ( )
ii. Ultratech ( )
iii. ACC ( )
iv. KJS ( )
v. Satna ( )
vi. Mycem ( )
vii. Others ( )

2. Name of the brands which sells most in market:

i. Prism ( )
ii. Ultratech ( )
iii. ACC ( )
iv. KJS ( )
v. Satna ( )
vi. Mycem ( )
vii. Others ( )

52
 3. What’s your perception about pricing policy of different
brands available in the market?
Brand name Lower range Middle range Higher range
ACC
Prism
Ultratech
KJS
Satna
Others

4. What’s your perception about quality of different brands

available in the market?
Brand name Average Good Very good Excellent
ACC
Prism
Ultratech
KJS
Satna

53
 5. What’s your perception about delivery system of
different brands available in the market?
Brand name Average Good Very good Excellent
Prism
ACC
Ultratech
KJS
Satna
6. Brand wise sales of your counter:
Brand name Quantity sold
Prism
ACC
Ultratech
KJS
Satna
Others

7. How satisfactory is the billing system of different companies?

Brand name Average Good Very good Excellent
54
Prism
ACC
Ultratech
Maihar
Satna
Others

8. Which company gives you the best promotional support?

i. Prism ( )
ii. Ultratech ( )
iii. ACC ( )
iv. Maihar ( )
v. Satna ( )
vi. Mycem ( )
vii. Others ( )

9. What kinds of meetings do different companies organize?

Brand name Mason Subdealer Architect Others

55
ACC
Ultratech
Prism
Maihar
Satna
Others

10. What is sales volume of different brands in comparison

. with others?
Brand Name Volume (%)
ACC
Prism
Ultratech
Maihar
Satna
Others

11. What is the frequency of Field Officer visit of given

companies?
Brand Name Weekly Once a month More than a week

56
ACC
Prism
ultratech
Maihar
Satna
Others

12. What kind of promotional supports are given to you by

companies?
Brand Name Wall Painting Banner Hoarding Kiosk

ACC
Prism
ACC
Ultratech
Maihar
Satna
Others

57
 13. What kind of technical supports are given to you by
companies?
i. Brand Name
ii. Timely campaign
iii. Handling Guidance to customer regarding construction
practices
iv. Others AC

14. How will you rank different brands in your area on the
basis of their position?

Brand Name Top level Middle level Bottom level

ACC
Prism
58
ACC
Ultratech
Maihar
Satna
Others
15.What is the price (in Rs.) at which you are selling
other competitive brands?
Brand Name WHOLESALE PRICE/BAG RETAIL
PRICE/BAG
ACC
Prism
ACC
Ultratech
Maihar
Satna

15. Which company’s packaging, are you satisfied?

Brand name Rank in grade (A,B,C,D,)
ACC
59
Prism
ACC
ultratech
Maihar
Satna
Others

16.How much discount(in Rs.) do you get from the different

companies?
Brand Name C.D. Q.D. Target Discount Exclusive Discount
ACC
Prism
ACC
Ultratech
Maihar
Satna
Others

16. Which is the effective media for the cement ?

i. T.V. ( )
ii. Radio ( )
iii. Wall painting & hoarding( )
60
iv. Pamphlets & posters ( )
v. Others( )

17. What kind of promotion is effective for the cement ?

i. Advertising ( )

ii. Discount ( )

iii. Personnel Selling( )

iv. Publicity ( )

v. Target segment meet( )

vi. Others( )

18. Which particular brand do you suggest your customer to

purchase & why?
i. ACC ( )
ii. Prism ( )
iii. Ultratech ( )
61
iv. Maihar( )
v. Satna ( )
vi. Mycem ( )
vii. Others ( )
19. Factors which you consider while recommending the
particular brand:
i. % of commission ( )
ii. Stock availability( )
iii. Favorable price ( )
iv. Others( )

62
BIBLIOGRAPHY

63
 BIBLIOGRAPHY

 “BUSINESS RESEARCH METHODS-ZIKMUND” by WILLIAM G

 “MARKETING MANAGEMENT” by PHILIP KOTLER

.

 “MARKETING MANAGEMENT” by V.S. RAMASWAMY &

S.NAMA KUMARI

64
Contact Us:-

65
 CORPORATE OFFICE

Prism Johnson Limited

Rahejas", Plot No.8E Main Avenue , Vallabh Bhai Patel
. marg, Santa Cruz, (West) Mumbai- 400054

WORKS

Prism Johnson Limited

RAJDEEP, REWA ROAD , SATNA (MP)- 485001
Tel. No. 07672-402700-715
Central Marketing Office

Prism Johnson Limited

12/10/1- PANNA LAL ROAD , C.Y. CHINTAMANI
. ROAD , DARBHANGA COLONY , ALLAHABAD –
. 211002(U.P) PHONE : 0532-2460395, 2460396, 2460397
Tel. No. 0532-2465228, 2465332, 2465360, .
. Fax No. 0532-2465291.

MARKETING OFFICE

Kanpur 66
67