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SUBJECT : SALES MANAGEMENT

SUBMITTED TO : COMPILED BY : Abhishek datta Ahmad Mohd. Shafat 3020070171 ROLL NO :B60

INDIAN PAPER INDUSTRY: The Indian Paper Industry accounts for about 1.6% of the worlds production of paper and paperboard. The estimated turnover of the industry is Rs 25,000 crore (USD 5.95 billion) approximately and its contribution to the exchequer is around Rs. 2918 crore (USD 0.69 billion). The industry provides employment to more than 0.12 million people directly and 0.34 million people indirectly. The industry was delicenced effective from July, 1997 by the Government of India; foreign participation is permissible. Most of the paper mills are in existence for a long time and hence present technologies fall in a wide spectrum ranging from oldest to the most modern. The mills use a variety of raw material viz. wood, bamboo, recycled fibre, bagasse, wheat straw, rice husk, etc.; approximately 35% are based on chemical pulp, 44% on recycled fibre and 21% on agro-residues. The geographical spread of the industry as well as market is mainly responsible for regional balance of production and consumption. With added capacity of approximately 0.8 million tons during 2007-08 the operating capacity of the industry currently stands at 9.3 million tons. During this fiscal year, domestic production of paper and paperboard is estimated to be 7.6 million tons. As per industry guesstimates, over all paper consumption (including newsprint) has now touched 8.86 million tons and per capita consumption is pegged at 8.3 kg. ITC INTRO : is a public conglomerate company headquartere in Kolkata, India Its turnover is $6 billion and a of over $30 Billion. The company has its registered office in Kolkata. It started off as the Imperial Tobacco Company, and shares ancestry with Imperial Tobacco of the United Kingdom, but it is now fully independent, and was rechristened to Indian Tobacco Company in 1970 and then to I.T.C. Limited in 1974. The company is currently headed by Yogesh Chander Deveshwar. It employs over 26,000 people at more than 60 locations across India and is listed on Forbes 2000. ITC has a diversified presence in Cigarettes, Hotels, Paperboards & Specialty Papers, Packaging, AgriBusiness, Packaged Foods & Confectionery, Information Technology,

Branded Apparel, Personal Care, Stationery, Safety Matches and other FMCG products.

ITC PAPERBOARD AND SPECIALITY PAPER: In 1979, ITC entered the Paperboards business by promoting ITC Bhadrachalam Paperboards Limited, which today has become the market leader in India. Bhadrachalam Paperboards amalgamated with the Company effective March 13, 2002 and became a Division of the Company, Bhadrachalam Paperboards Division. In November 2002, this division merged with the Company's Tribeni Tissues Division to form the Paperboards & Specialty Papers Division. ITC's paperboards' technology, productivity, quality and manufacturing processes are comparable to the best in the world , ITC's Paperboards and Specialty Papers Division is India's largest, technologically advanced and most eco-friendly, paper and paperboards business. The business caters to a wide spectrum of packaging, graphic, communication, writing, printing and specialty paper requirements through its four world-class manufacturing units, 6 sales offices and a network of more than 50 dealers in India, along with an international trade network of 18 distributors / agents and 4 finishing operations close to the market for providing faster service to the customers. Having pioneered many specialty applications, ITC's Paperboards and Specialty Papers business enjoys market leadership in the value-added paperboards segment, and also has a significant share of the Indian fine papers market. It is the largest exporter of coated boards from India.

Some of ITC's prominent paperboard brands are: Folding Box Boards: Cyber XLPac, Cyber Cypak, Cyber Propac, Cyber XL Premium, Pearl Graphik,Pearl XL Pac. Solid Bleached Sulphate Boards: Safire Graphik, Art Maestro, Carte Persona, Carte Lumina, Safire XL Pac Poly coated boards: Indobev, Indobarr PLA Coated boards: Omegabev, Omegabarr, Omegawrap Recycled boards: Eco Blanca, Eco Natura Fine Papers: ECF AlfaZap, Alfa Plus, Hi Brite, Paperkraft Each of the units specialises in a range of products. Together, these units produce close to 5,50,000 TPA of paper and paperboards that meet stringent quality requirements across the world. All four manufacturing units are ISO 9001, ISO 14001 and OHSAS 18001 certified and meet strict Environment, Health and Safety norms. The unit in Bhadrachalam is India's largest integrated pulping and paperboard manufacturing unit. It boasts of equipment supplied by internationally renowned suppliers for pulping processes, paper machines, web detection & inspection systems, and finishing & packing lines. Currently the unit produces high-end virgin and recycled boards for packaging and graphic applications, and fine printing papers. The Bhadrachalam unit manufactures and uses pulp made from ozone bleaching process. The use of ozone technology significantly reduces the load of toxins in the effluent discharged, and helps customers get a brighter, stronger product that is also environmentally responsible

ITC PAPERBOARDS LATEST OFFERING : In 2000, ITC forayed into the Greeting, Gifting and Stationery products business with the launch of Expressions range of greeting cards. A line of premium range of notebooks under brand Paperkraft was launched in 2002. To augment its offering and to reach a wider student population, the popular range of notebooks was launched under brand Classmate in 2003. Classmate over the

years has grown to become Indias largest notebook brand and has also increased its portfolio to occupy a greater share of the school bag. Years 2007- 2009 saw the launch of Children Books, Slam Books, Geometry Boxes, Pens and Pencils under the Classmate brand. In 2008, ITC repositioned the business as the Education and Stationery Products Business and launched India's first environment friendly premium business paper under the Paperkraft Brand. Paperkraft offers a diverse portfolio in the premium executive stationery and office consumables segment. Paperkraft entered new categories in the office consumable segment with the launch of Textliners, Permanent Ink Markers and White Board Markers in 2009.

ITCs Distribution channel : COMPANY HUB FACTORY Retailer small Wholesale dealer Wholesale dealer Carried and forward agent consumer

FUTURE PLANS OF ITC : Multi-business conglomerate ITC's Paperboards and Speciality Papers Division (PSPD) plans to expand its manufacturing capacity by one lakh tonne per annum at an investment of Rs 600 crore, a top company official said.

The division is also expected to improve its bottom line in the current fiscal significantly, due to improved market conditions and cost cutting measures being taken

ITC PAPER BOARD ANALYSIS ON CURRENT STAGE : ITCs paperboards and specialty paper unit was created after the merger of ITC Bhadrachalam Paperboards Limited with ITC in 2002. The company produces paperboards and specialty paper for all types of carton-consuming segments including cigarettes, foods, beverages, pharma, personal care & toiletries, durables and match shells. - ITC also makes some of the premium graphic boards used for greeting cards , covers, sleeves, tags and playing cards. - It produces both virgin and recycled boards spanning the full requirement of a packaging customer. ITC paper unit exports nearly 15% of the coated papers to customer requirements in Malaysia, Sri Lanka, Bangladesh, Iran, Australia, UAE, UK, Italy, Poland and Russia. The paperboard, paper & packaging segment is one of main focus area of the company, accounted for approximately 10% revenue of the ITC group. The company wants to maintain its leadership in value-added coated boards segment by using latest technology. ITC is also looking to integrate its operation fully by creating inhouse pulping capacity. In 2007, it has a 240,000 tonnes of Elemental Chlorine Free pulp capacity at Bhadrachalam mill.