RESEARCH METHODOLOGY

RESEARCH
OBJECTIVE

RESEARCH
DESIGN.

DATA SOURCES
(SAMPLING PLAN
&RESEARCH
INSTRUMENT.)

DATA COLLECTION.

DATA ANALYSIS.
RESEARCH OBJECTIVE: every research has an ultimate objective to be
fulfilled.A research without objective is worthless.

Research process is actually that vital framework under which we plan the whole
structure of the work to be done which involves-identifying the research problem,
making appropriate plans,collection of data,data
Analysis,preparation of questionares,studying the market & finally drawing a
conclusion & achieving the research objective.

Research design:

Research design is a framework or a statement descrbing the research problem

clearly,it highlights on those procedures & techniques which are to be used for
gathering information,processing it &analyzing the
Data collected .Research design also describes those mathametical &
Statistical tools which are to be used & are helpful further in the research work.
A good research design covers each & every aspect of the
Research work. It is actually a blueprint of how the research work would be
successfully accomplished,how the data will be collected & from where.

• TWO MAJOR TYPES OF RESEARCH DESIGN--

 RESEARCH DESIGN

CONCLUSIVE
EXPLORATORY RESEARCH DESIGN.
RESEARCH DESIGN.

• EXPLORATORY RESEARCH DESIGN:

Exoloratory research design describes the whole problem in a brief & concise
form.This research design is helpful to those research works where sample
size is indefinite & the research work is not too much analytical.Through
exploratory research design the researcher through various data collection
regarding the problem ,descriptive market study,& by analyzation of the
data’s collected can draw a conclusion.
This research design mainly focuses on to the highlighted factors of the
research problem & covers all the theoretical aspects been involved into it.

• CONCLUSIVE RESEARCH DESIGN :

One of the major research design is conlusive research design,which focuses

on to the problem deeply,describes each & every aspect of the problem &
finally helps in drawing the conclusion via detailed analyzation of
data,application of various mathametical &statistical tools which gives an
accurate measure.

Conclusive research design is helpful in solving those research problems

where the sample size is definite,numerical data collected is accurate upto
standards.
 DATA COLLECTION:

PRIMARY DATA: These are the first hand informations collected via some
source or through observation,the primary data may be collected through
conducting any survey,interviewing sample units directlythrough
questionares,or conducting a telephonic or electronic survey.

QUESTIONAIRE: It can be recognized

As a schedule with a particular formalized
Set of questions prepared specifically so as
To conduct various interviews by the help
Of which the respondents respond towards
The questions is adjudjed.it is widely used
In consumer & industrial marketing research
Analysis.

SECONDRY DATA: Secondry data is the data which is readymade i.e data
which is already available in usable form.
Such as blog reports,magazines,newspapers etc.

VARIOUS TYPES OF SECONDRY DATA’S USED BY ME DURING THE

STUDY INCLUDES:

• LITERATURE OF CENTURY PULP & PAPER.

• LITERATURE FROM PUBLISHED MAGZINES OF B.K BIRLA

GROUP OF COMPANIES.

• LITERATURE ON (CPP )WEBSITE.

DISCRIPTIVE RESEARCH DESIGN:

Along with the exploratory research some descriptive research was used in the
study of marketing strategies for the sales of companies product also studying about
the various parameters which effect the compititiveness of companys major
product(COPIER PAPER).

Sampling technique : snow ball sampling has been used for the purpose of
studying the dealers & retailers as it helped in locating the dealers who were
presently engaged in the sales of CPP products &
Convenient sampling method was used for dealers in distant places as accessibility
emerged as a problemin these locations.

Sampling unit: sampling unit defines the target population that was being sampled
together for carrying out the research.it included both dealers & retailers.

Sampling size: so as to conduct the study on market & distribution network

system of CPP(century pulp & paper) some regions of
uttarakhand( kashipur,haldwani,rudrapur) were selected,also Moradabad (U.P)
was selected by me to collect the relevent data from market.
Sample size taken is 50(in all) ……[retailers+dealers+distributers]

PERIOD OF STUDY: The study was completed within _ days with reporting date
as __& the period of field data collection was stretched till___.The analysis of result
was done from___ to ____.

RESEARCH INSTRUMENTS:

1. Direct Interviews.
2. Questionaires.
3. Telephonic interviews.

OBJECTIVES

1. The major objective of the research is to find out the market potential of
century industries product line.
This will help to know that what are the prospectives of century
as a whole & will also give an idea about its credibility,customers pointof view &
stability,apart from all these it will help me to analyze the upcoming future of
the company.

2. To know about the demand & consumption of the products manufactured in

the unit & thereby getting an idea about market forecast.
The paper market is huge & variety of product mix have been found which
serve the purpose industrial users & the oridinary customers like us as
well.Through this knowledge about the varities of products & their demand
in the scenario can be identified.Also the state of consumption of these
product will also give a focus on the target market customers taste &
 preferences & the current status of the paper industry in the globalized
world.

3. Another major objective is to get aware about the distribution network & the
marketing channels of CPP industries.

Every manufacturer needs a link with the consumer to sell its

product.The vast laid net of market intermediaries from the link is called
distribution scheme trade channel,or sometimes the dealers’s network.
Channel is a comprehensive term used to denote the group of agencies or
intermediaries ,who help to deliver the products from producer to consumer.
The manufacturers choice of selecting the type of channel & the number of
dealers depend on various criteria’s.
Marketing channel can be vied as set of interdependent organization,involved in
the process of marketing the product or service available for consumption.
Thus by these objectives an idea about the networking through
dealers to reach the end customers is surveyd & analysed.
4. To study & analyze the buying behavior of consumers towards CPP brand as
compared with similar product of some other companies ,thus understanding
the consumer acceptance of the products.

SCOPE:

The scope of market study of CENTURY PULP & PAPER INDUSTRIES. Is

vast.
It helped me to know about the market trend,demands & consumption
patterns,future prospects in terms of potential growth,consumer taste & buying
behavior for the CPP product & other aspects related to channel & network i.e-
distribution,at the same time some bottlenecks & loopholes in the entire process
could also be taken into consideration for the solutions as well as betterments,
Also the following few aspects could be taken care off through this research
study:-

• To study & adjudge the relationships & association among the dealer &
company.

• To study the distribution network of Century Pulp & Paper Industries.

• Identifying those attributes on the basis of which the dealer selects the
products of CPP.(mainly Copier paper-the major product).

• To know about the credit policy of the company.

 • Popularity of company products among customers.

• To analyze the order quoted by the dealer & its fulfillment made by the
company.

• To find out the response of the dealers towards the brand .

DISTRIBUTION- NETWORK OF CPP INDUSTRIES

Before i focus on distribution network of CPP industries,I would first discuss what
actually a distribution system refers to.
Distribution network is a network & integrated system of channels through which flow of
goods & services takes place from producer to consumer smoothely.

Now ,discussing about the Century pulp & paper industries,there are various dealers
which directly get the paper from mill on behalf of quotation made by them & send it to
various converters & their consignees or parties by placing order,indents & invoices as
issued by the company,from where it reaches to the end users.
Specimen of these are mentioned in the Annexures attached with the research report.

TYPE OF CHANNEL LEVELS USED BY CPP INDUSTRIES.

Century pulp & paper industries mainly uses two types of distribution channel to cater
their product viz :
The channels used by CPP are one level channel & two level channel.
Via one level distribution channels what the company does is that it distributes the paper
products to different dealers in different zones & these distributers than distribute goods
to the retailers & various organizations or institutions who themselves are final
consumers .

The company also uses two level channel of distribution so as to catter its products
among ordinary customers like us,who do not use the product in excess.viz.

CENTURY PULP
&PAPER IND. BANSAL TRADERS BHARGAVA
(DEALER) STATIONERS.
(RETAILER)

Special parameters taken into consideration by the company while deciding a distribution
channel:
SALES TAX: Govt of India generally takes 10% sales tax(central sales tax) on the goods
from dealers.dealer is provided with “form c” if he fulfills the norms against it.Then
central government takes 4% (central sales tax on goods.)

Local sales tax: generally 8% tax is tax is taken by state government from the dealers.but
if the dealer is capable enough of submitting”Form-3b” to the paper company ,the sales
tax imposed on to the dealer by state government reduces down to only 2.5%.

EXCISE DUTY: The central government takes excise duty on the finished goods at the
time of sales ,basic excise duty (BAD) is charged as 16% of the value of finished paper
products of the company ready to use ,at present.
Also called (CENVAT) central value added tax.
However it was interesting for me to know that no excise duty is charged for the pulp
manufactured in the plant,it is because pulp is been considered as semi-finished good.no
excise duty is charged on export of pulp.
It is also to be noted that CENTURY PULP & PAPER INDUSTRIES, is also involved
in export of fine quality pulp & it generates huge revenue via pulp sales.

EXPORT

Century pulp & paper industries is basically into three kinds of exports

• Deemed export
• Mercendise export
• Direct export

DEEMED EXPORT: The paper already purchased is reprocessed & than

supplied to export dealers.various publishing agencies who are customers of century
pulp& paper does this. for e.g: Navneet publications.

MERCENDISE EXPORT:

In mercendise export a mediator is involved into & does the export,the paper is not
reprocessed.The sole responsibility is of the dealer.

DIRECT EXPORT: In direct export the material is dispatched directly to the

destination by the company & sole responsibility in this case is of CPP industries
itself.As per the available sources at century pulp & paper industries ,there are
various countries in which the paper is exported by meeting out the standards &
specifications of the respective countries as per the rules set up in ISO:14001.
CURRENT EXPORT’S OF CPP INDUSTRIES:

Century pulp & paper industries is currently exporting the various varities of paper
products to
Canada,Egypt,Kenya,srilanka,Phillipines,Ghana,thopia,Bangladesh,Nigeria ,
,Myanmar etc.

DATA ANALYSIS & INTERPRETATION WITHIN THE

COMPANY:

The following table shows the sales of Century pulp &paper during the year 2006-2008.

Year Sales Rs(cr) % of Total sales Profit/lossRs(cr) Profit %

2008 869.12 24.73% 114.84 20.41%
2007 592.42 18.44% 103.52 18.04%
2006 503.82 19.02% 87.97 41.22%

The following table reflects the Gross sales & Gross profit of CPP during the year
2006-2010.

Year Gross sales. Rs(cr) Gross profit

2009-2010 4833 758

2008-2009 4216 552

2007-2008 3851 566

2006-2007 3506 497

FINDINGS & CONCLUSIONS:

During my training I found an amazing world of big machineries & their process
which were in continuous operation to deliver the final product.
I never thought that developing a small sheet of paper would require such immense
& arduous tasks of both men & machinery.

Mr .Manoj Gupta ,manager (quality control lab),made an statement that “we are
ultimately No 1 in the paper market in India”.so to find out that how strong enough
was his statement I decided to explore the dealers & retailers in the market .
Also, apart from processes I made some major findings on behalf of my data
collected from in and outside the paper industry as follows:-

• The new era of upcoming generation is going to be knowledge based, so demand

for paper would go on increasing in upcoming years. in view of paper industry’s
strategic role for the society & also for the overall industrial growth it is
necessary that the paper industry performs well.

• The demand for upstream market

• of paper products like: TISSUE PAPER,FILTER PAPERS,LIGHT WEIGHT
ONLINE COATED PAPER,MEDICAL GRADE QUOTED PAPER,etc,is
growing due to increase in population & more & more facilitation.these
developments are expected to give fillup to the industry.
From the entire survey & the report formulation through data analysis I came to
know about various aspects of modern paper industry with regard to the title of
my project “MARKET ANALYSIS & STUDY OF DISTRIBUTION
NETWORK TO ENHANCE BRAND POTENTIAL”.

• Due to industrialization & globalization there is huge demand & potential of

paper & allied products.

• Corporate sector,computerization in banks,financial & other institutions has

opened a great market opportunity for a new sector that is COPIER PAPER.

• As per the information collected through the sales & marketing department of
the company,a major consumption & demand is seen in Delhi & NCR
region,where therefore aremaximum number of dealers that too with very high
allocated size.

• Paper industry is very risky & tough growth business as the raw material
consists of hazardous chemicals like cl 2,so2,hcl,clo2 etc & therefore
performance is the only key to success.

• Average consumption per year of copier paper in Delhi &NCR region is

approximately 5000mt while that of writing & printing paper is 40000mt.

• Transportation to these high consumption areas is quick,& authentic but what I

found was that availability of contingency plans is not that strong ,as far as the
planned transportation is upto its schedule its ok,but what I adjuded in the sales
department was that sales employees were frequently observed busy in
arranging for the transport at the final moment of order dispatchment,as a
consequence both time & work suffered.

• Less number of small intermediaries are involved in the distribution

channel,thus helping in checking the malfunctioning & corruption involved into.
• Talking to the dealers it was observed by me that relationships among dealers &
consumers of CPP industries reflects the companys policy of relationship
building,but it could be further increased by providing some sale or motivational
schemes & policies.

• I found that Century pulp & paper industries is very prompt in providing
product variety at a time ,most of the orders of CPP are fullifilled in time and as
per specific requirements.

• Company emphasizes lot on packaging methods undertaken ,so as to ensure

safety of product during transit.

• Century could be thought of a market leader at the present scenario as it is the

only industry which has variety of processing plants for different raw materials
via which the paper is manufactured it includes- paper manufacturing through
baggase,wood,R.G.P.
Also the new tissue paper plant has already started to work this year &
installation of a new combined plant is in progress.

• As the production in the unit goes on 24*7 ,so the employees work on basis of
shifts.the maintinamce of the heavy machineries is a compulsion in thiscase,&
thus company has qualified engineers & technical staff which is well trained,they
all work hard & their endevavours have lead the company to the no.1 position
in the paper industry.

SUGGESTIONS & RECOMMENDATION:

After I completed up with the major findings related to the company ,weather it was
process,sales or market study,being a PGDM student I found some positive & good
aspects of the company as well as minor loopholes also.

Thus,Here by on the basis of my understanding & observation ,I would like to put

forward few suggestions & recommendations as follows:

• The company should sustain the availability of good quality of raw

material(forest based) & bulk import of waste paper to supplement the
availability of raw material.also with respect to above statement I would like to
recommend the company to encourage afforestation,in the near by locations
such as Rampur from where the major source of raw material is supplied i.e
eucalyptus & popular trees,for w.p.p(wood based paper plant) (major paper
manufacturing plant).

• R&D technological absorption should be emphasized upon to enhance the

productivity by maintaining the quality of copier/writing/printing paper.
• The company should make a good profile investments in advertisements which
are directly linked with customers.

• I would also like to recommend the company to hire a brand ambassador for the
advertisement purpose,it may be any celebrity,

However if the company feels like that this investment would be a cost burden they
can look for some socialy renowened face who has a premium image & is available
at cheaper rates.

As my father also is a century copier paper customer since last 9

years,talking to him & his other collegues ,on being century products customers I
found that this idea of promoting the main brand through a brand ambassador
would seriously make the people in the nearby cities & other neighbour states much
more aware & familier about the product,& consequently the sale might boost up
,because I observed that in neighbourhood state i.e uttar Pradesh the major
competitor JK PAPER(J.K GROUP)has captured the vast market in the major
cities like gaziabad ,gurgaon & delhi,there by dumping a sufficient market share of
century industries.

• The company should achieve optimum energy conservation,better availability of

quality coal,more uniform energy policy by state.

• The employees in the quality control lab I found were busy in selection of a new
packaging carton,they were in a mood of changing the older packing & were
deciding to make it more colourful & attractive,with respect to it I saw the
sample of new packaging & being a customer I also found it attractive.
But If in future if the company’s marketing department again
decides to change the packaging,it should keep in mind their primary colours
i.e(blue,white).because talking to the ordinary customers such as peons of various
organization’s & institution I found that they recognize the brand much more as-
(“vo nile packet vala kagaz”.).

• The company can also try to increase the capacity & quality of machine no-
3&4,to have an edge over “B” grade mills such as“SIDHHARTH PAPER
MILL”in kashipur who produce same product in less cost & sale it in less prices
in the market.

• During my visit to dispatch location from where the rims of paper are finally
packed & forwarded to the godowns I found two mens who were busy in final
packing of the paper rims ,one of the worker busy in packing told me that at the
end of the day he earns around 500 rupees,& there are other workers of similar
category who are busy in the same work.
So I would suggest that company should look in for an assembled machinery
which packages the rims rather than humans,it might also help them to curtail
down production cost.
• Mr .Malik a ( supervisor) in the baggase process discussed with me about the use
of water in the paper industry,he told me that water is used almost in every
process of paper production i.e from moisturing the baggase to load it in the
conveyor belt uptill the final washing.
But a major problem of water shortage might hinder the working of the CPP
industries,because the land water level in the lalkuan region has declined at an
alarming rate,if it continues declining at such pace the problems might soon
start to occur,therefore I would suggest the company to make necessary
arangments for saving the rain water,& make sure that there shouldn’t be
unnecessary wastage of water.

SWOT ANALYSIS OF CENTURY PULP & PAPER INDUSTRIES.

STRENGTH:

• Well integrated & networked distribution channel.

• Backup support of recovery unit.

• Usage of waste paper.

• Good & certified quality of products

• An ISO-9001:2008 Certified (QMS) & ISO-1400(EMS) certified company.

• High grade” baggase” based technology.

• On line misture & program control(at sheeting & paper machines.)

• Involved in export as well as government sector like postal ,banking, railways

etc.

• Continuous Research & development in the R&D labs,thus improving the

product mix by innovation.

• Delivery of goods at a short notice.

WEEKNESSES:
• Lack of advertisement of the paper products.

• logistic management is to be improved further.

• More appropriate measures to be taken by the company to preserve the natural

resources such as wood,water.etc.

• Lack of cen percent co-ordination between executive & ground staff.

OPPORTUNITIES:

• Increase in demand of paper in the countries like Egypt & Singapore has given
the opportunity to the company to export more.

• Agro based waste material in India is sufficient,as India is an agriculture based

nation ,so the company has the opportunity to produce more & more in the
upcoming years.

• Significant demand in pattern & better quality paper & industrial varieties of
paper are much more in demand.

• Special drive for awareness of literacy & increase in mass education by

government.

• Increase in FDI’S(foreign direct investments) via which various MNC’S have

entered into business in India,& consume a good quantity of paper &
stationeries in their workings.

• Opportunities opened for the technologically superior ,upgraded better managed

mills to go value added product range, fetching higher realization.
 ASSUMPTIONS OF THE STUDY

Respondents responses have been collected through various sources & it is assumed
that they are correct.

DATA ANALYSIS:

Data becomes useful only after it is properly analysed .data analysis involves
uncovering the information from a series of recorded observations i.e data into
descriptive statement & inferences about relationship.this task was helpful thereby
in identifying the areas where the company can improve further,collected data was
analysed by the use of simple statistical tools like percentage & average.
Results thereby have been represented by using Bar graphs,column graphs,tables &
pie charts.

ANNEXURE –III

CENTURY PULP & PAPER

(SUMMER TRAINING)

QUESTIONARE-FOR THE RETAILERS.

(FOR ACADEMIC PURPOSE ONLY)

1. since how long are you associated with the dealers of CPP Industries?
a) >4 years b) >8 years c)>12years d)>16 years.

2. Are advertisements required to serve the purpose better?

 a) yes b) no

3. type of function you are performing?

a)retailer b) supplier

4. which type of consumer responses forwards the products of CPP?

a) highly positive b)positive c)moderate d)negative.

5. which of the quality attributes for writing & printing paper you
prefer most in terms of customer preferences?

a)smoothness b)brightness c)bulk d)opacity.

6. from where do you purchase the paper ?

a) dealer b)directly frm the mill.

7. which problem have you generally faced with w.p.p papers?

a) see throughnness b)poor ink absorbancy c)creasing d)other.

8. who are your frequent consumers?

a)corporate professionals b)Govt officers c)schools&institutions

d)students.

9. which w,p,p you prefer most?

a)CPP b)JK PAPER C)ANDHRA PAPERS d)ORIENT

e)BALLIPUR f) OTHERS.

10. Do the CPP dealer provide you with some discount policies or
schemes sometimes?

a)yes. b)no.

11.what is your expectation from CPP dealers?

a)incentive b)discounts c)credit d)others.

12.Do you receive motivational sales scheme from CPP dealers?

 a)yes b)no

13.Is the current packaging of CPP products attractive & safe?

a)yes b)no

14.last but not the least that ,do you feel like that hiring a brand
Ambassador & then advertising for the paper products would
be helpful in generating more volume of sales for the company?

a)yes b) no c)sale would remain approx.same.

QUESTIONARE –(FOR DEALERS).

1.How many godwns do you have?

a)1no b)2no c)3no d) 4no. e)more than 4

2.weather the godowns are:

a)hired b)personel.

3)During which period of year you register maximum sales?

 a)1st qtr. B)2nd qtr. c)3rd qtr 4)4th qtr.

4.who are your major customers?

a)printers b)govt.sector c)industrial customers.

5.how do you recive the order from customer’s /retailers?& how

Frequently?

a)weekly b)fortnightly c)monthly d)once(in a whole year).

6.How do you you keep in touch with retailers?what is the mode of

Solving retailer query’s & reciving feedback?

a)via-telephone b)direct visit c)others.

7.Despite CPP what are the other brands you deal with?

a)none other brand. b)jk papers c) Punjab d) ballapur e) orient

f)others.

8.Are you satisfied with the service provided by the company?

a)yes b) no

9.how is the packaging?

a) very good b) good c)satifactory d) others

10.what according to you are the possible threats to CPP from competitors?
a)incentives b)sales & distribution network c)price d)others.

Name of dealer-

Address-

Contact no.-
 DATA ANALYSIS & PRESENTATION:

• RETAILERS.

• DEALERS.

RETAILERS: Sample size of retailers is 50,it includes reatailes in the near by cities
such as haldwani,kashipur,rudrapur,moradabad,almora.

For the purpose of analysis percentages has been obtained by simple calculation of
equation & percentages.

For e.g,if 40out of 50 respondets response for “yes” & rest 10 for “no”,then solution
will be obtained by:

40/ 50 * 100

10/50 * 100

DEALERS: sample size of dealers is 7 ,for the analysis purpose percentages has
been obtained by simple calculation of equation & percentages.

For e.g. ,if 5 out of 7 respondents responds for “yes” & rest 2 for no then,solution
would be obtained by:
 5/7 * 100.

2/7 * 100 .

RETAILERS RESPONSES:

1.since how long are you associated with the dealers of CPP Industries?

a) >4 years b) >8 years c)>12years d)>16 years.

20%
30%
1
>16 yrs >4yrs
2

3
20% 4

30% >8 yrs.

>16yrs

2. Are advertisements required to serve the purpose better?

a) yes b) no

30%

YES 2
NO.
70%
3. type of Distribution network?

a)contract marketing b) direct mktg.

20%

1
2
Contract mktg.
Direct marketing
80%

4. which type of consumer responses forwards the products of CPP?

a) highly positive b)positive c)moderate d)negative.

10%

Highly positive moderate 14%

42%
Negative

34%
positive

5. which of the quality attributes for writing & printing paper you
prefer most in terms of customer preferences?
 a)smoothness b)brightness c)bulk d)opacity.

14%
bulk smoothness 26%

1
20%
2
3
brightness 4

40%

opacity

6. which problem have you generally faced with w.p.p papers?

a) see throughnness b)poor ink absorbancy c)creasing d)other.

other 10%

30%
16%
See througness poor 1
Ink absorbancy. 2
3
4

44%

creasing

7. who are your frequent consumers?

a)corporate professionals b)Govt officers c)schools&institutions

d)students.
 Schools
10% & institutions
Govy.offices
36%
20% 1

Students. 2
3
4

34%
Corporate professionals

8. which w,p,p you prefer most?

a)CPP b)JK PAPER C)ANDHRA PAPERS d)ORIENT

e)BALLAPUR f)

ANDHRA
ORIENT PAPERS
10%
18%
CPP20%
10%

OTHERS.

14%
HPC 16%
12%
BALLARPUR JK PAPER
9.Do the CPP dealer provide you with some discount policies or
schemes sometimes?

a)yes. b)no.

YES 36%

64%

NO.
10. The currentpackaging of CPP products attractive & safe?
Preferences of attributes towards packaging:
a)attractive b)protective c)both

18%

ATTRACTIVE 1
2
BOTH60% 22% 3

PROTECTIVE.

11. Any suggestions to protect against future threats?

a)advertisement b)quality improvement c)promotional offers.

 34% Advertisement
Quality 1
44%
Improvemt
2
3

22%
Promotional
Offer.

DEALERS:

1.Allocated size of quota by the CPP industries to dealers: (D denotes dealer)

11500MT

700mt

1250 MT 400MT

350MT 300MT

100mt

D1 D2 D3 D4 D5 D6 D7

2 .Approximately more than 50 % dealers were having atleast 1godown & at maximum
2 godowns.
 43%
1
1 godown
57%
2

2 godowns

Type of godowns available with dealers:

a) Personel b) hired

29%

Personel 2
Hired.
71%

3. how do you recive the order from customer’s /retailers?& how

Frequently?

a)weekly b)fortnightly c)monthly d)once(in a whole year).

 43%
1

2
57% weekly
monthly

4. How do you you keep in touch with retailers?what is the mode of

Solving retailer query’s & reciving feedback?

a)via-telephone b)direct visit c)others.

43%

Direct 1

Visit. 2
57%
Telephone

5.Are you satisfied with the services provided by the company?

a)yes b) no
 NO 20%

80%

YES. YES

ANNEXURE-II

REFERENCES

1. Indian paper market.

 2. wood & recycled fiber

(www.fao.org)

3. company journals.

5. www.centurytentind.com.

6. www.acmesurplus.com.

7. www.century paperindia.co.in.

8. www.job street.com

9. www. Indubusinessline.com

ANNEXURE VI

INDENT FORM

CENTURY PULP & PAPER

Propritor name & address:

Indent No: Date:

Dealer Name & Address:

C.S.T NO: Date:

L.S.T NO: Date:

Documents in use-

Documents of sale-

Banker’s name & address:-

Document No:- Issue No:-

Head office address(KOLKATA):

Order confirmation no:- Date:-

Invoice to be raised on(address of party):-

Detail of mode of transportation :-

-----Destination-----------

Details of cheque/ draft/advance payment:

Probable date of supply:-

Sales Department
 INDUSTRIAL – PROFILE

INTRODUCTION:

With the emergence of the open market economy which lead to reduce tarrif
barriers & the promulgation of free trade agreement with thriving
neighbouring economies,the competitiveness of the Indian paper paper industry
has come to sharp focus on the front of costs & quality.The industry has been in
turbulent state since the company was opened & the paper import was allowed
under open genral license scheme.

Face with various issue & changes like,availability of fibrous raw

material,technological obsolescence, cost,quality & environment,the industry has
taken steady steps to enhance its competitiveness by way of addressing these
issues.The demand for paper, paperboard, & news print has been rising in the
recent past & the domestic market has been regestring growth rate of around
6% against the world average of about 2.8%.

The present paper highlights the status of the Indian paper industry with respect
to key market indicators. Data has been presented for
production,import,export,demand,& consumption of paper,paperboard &
newsprint covering technological status of the Indian paper industry.
Discussions have been made on the basis if issues related to raw materials
scenario keeping in view the present & future demand.

Present status & profitability: The pulp & pa per industry presents an
incoherent picture today;with mills of various sizes struggling to survive side by
side,unlike the western counterparts where they have a capacity of 100000 tons
per machine per annum has become a norm here in India.we have a mill
capacity of 10000 tons per annum.The total size of Indian paper industry in
terms of volume is approximately 5.7 million tons & the growth rate of the
industry is about 5% to 6% per annum.exports from India account for mere 3%
of the industry volume.while the per capita consumption has increased ,i.e 5
kg.this is very low as compared to the world average of 46 kg .The per capita
consumption of china,Iran,egypt,& Thailand are at 26kg,16kg,13kg, & 5.5kg
respectively.
 STRUCTURE OF INDIAN PAPER INDUSTRY:

There are around 700 pulp & paper mills in India producing nearly 6.8 million
tons of paper & newsprint out of which 5.8 million tons account for paper &
paperboard & the remaining in newsprints.the mills in the country can be
classified into three categories .mills that have integrated,largely forest based
operations produce over 100 TDP are classified as large mills.
These mills are 33 in number & account for 36% of the total production
.medium sized mills that have capacity between 50-100TDP,Using agro based
raw material they are 165 in paper as fiber. These are 510 in number & account
to about 35% of the total production .In past few years many mills which were
using renewable crop residue as fiber base have now shifted to recycled fiber in
the face of the CREP norms,which stipulated the chemical recovery for the mills.

CENTURY PULP & PAPER : INTRODUCTION

Century pulp & paper industries ,a unit of top Indian corporate conglomerate-
B.K Birla group of companies is one of the leading integrated pulp & paper
plants .Established in the year 1984 at Lalkuan, a township near the foothills of
himalyas in Distt. Nainital(uttarakhand),the company after expansion &
modernization,presently operates four fibre lines at the following installed
capacities:

• Rayon grade pulp : 31320 TPA

• Writing & printing papers(wood) : 37250 TPA
• Writing & printing papers(bagasse) : 84600 TPA
• Writing & printing papers(DIP) : 75960 TPA

MANAGEMENT AND SR.EXECUTIVES OF THE COMPANY AT LALKUAN:

Mr.Deepak Tandon DIRECTOR

Mr.A.K Bisarya JT.PRESIDENT(works).

Mr.A.C Mittal SR.VICE PRESIDENT(production)

 Mr.R.K Sharma CHIEF ENGINEER.

Mr.S.K Aggarwal SR.VICE PRESIDENT(Commercial)

Mr.A.K Sharma VICE PRESIDENT (P&A).

Nearly 2700 peoples are working as a team to achive the objective of the
organization. There is an excellent harmony between the employees union &
the management.

The company has established a strong brand image in the domestic & oversees
market with excellent quality of it’s products & services & caters to diversified
sectors like note books & diaries,continuous stationary,copier,envelopes, offset
printing,security papers,industrial papers & viscose filament yarn & cellephone
paper.
The company has been awarded golden status by DGFT.Govt of India as
golden star trading house at the corporate level.the unit is ISO 9001:2008,
ISO 14001:2004,OHSAS 18001:2007 & ISMS (ISO 27001:2005) certified unit.
The bagasse based papers are eco labeled.Company’s main raw material
arEucalyptus,poplar,bamboo,
Bagasse & waste paper.Company’s marketing policy is targeted to meet
customers’ need & satisfaction.presently the company is also exporting its
paper to various countries.the head office of the company is at kalkota.

CPP PRODUCTS:

CPP range of products includes finest varieties of writing & printing

paper,industrial papers,speciality papers,security papers & copier papers
from diversified range of raw materials.

Century parchment,NCR base,Overlay tissue,wax match tissue,century

index,MICR cheque paper,buff pulp board,Railway bond,Azure-laid
(ivory),MF book cover(UV Fiber),ss maplitho,super white maplitho,super
shine printing,base paper for coating,sticker Base paper,Copier paper 75 gsm
(ECO-MARK) are some of the varities that have wide range of applications.

CPP also manufactures high quality dissolving rayon grade pulp,raw

material for viscose filament yarn/staple fiber & bleached hardwood paper
grade pulp.

Rayon Grade pulp/paper grade pulp :

This fiber line manufacturers wood pulp with eucalyptus & popular furnish
for dissolving grade as well as paper grade application.
Century is one of the leading suppliers to rayon industry for viscose filament
yarn manufacture . The pulp also finds application as a filler in melamine
formaldehyde /urea formaldehyde for making melmo ware/ electrical
switches.

Writing & printing papers(wood based):

The integrated plant incorporates eucalyptus & bamboo furnish to produce

papers ranging from 40 to 210 gsm .The plant is equipped with two paper
machines with a total capacity of 110 TDP & manufactures some of the
finest qualities of speciality papers.

BAGGASE-Based papers:

The plant incorporates modern,state –of- art machinery & technology & is
based on a completely environment-friendly concept.The salient features are
a unique bleaching sequence with chlorine –dioxide,oxygen enriched
extraction stage along with enzyme pre-bleaching, biotechnology application
that the company has pioneered to implement; & a comprehensive
computer-aided control system.the high speed paper machine is equipped
with film press for on-line coating applications.The product range includes
fine varieties of writing & printing papers of 53-130 gsm including copier.

Recycled fibre based paper

A secondry fiber based plant manufacturing writing printing paper,DIP

plant is equipped with two stage flotation & two-stage bleaching.latest
technology incorporated in this plant facilitates production of finest paper
quality in this category. The product range includes writing & printing
papers of 52-130 GSM.

TISSUE PLANT:

Prime grade tissue plant of 100 TDP with hi-speed machine (2000 mpm)
supplied by Metso is equipped with latest technology to produce finest quality
in this category . The product range will include Facial,Napkin,Toilet,C-
fold,& kitchen Towel etc,in the range 13-40 gsm.

Commitment to quality & service:

At century, quality is an all-pervasive commitment.We strive to continually
improve the quality of our products & services,which has been,affirmed in
the form of ISO 9001:2008 certification to the company for its quality
management system.The company has been responsive to the changing
market requirement & has developed new quality products to care to the
varying end uses.

Care for Enviornment:

Preserving & protecting the environment is a top priority at century.we are

always sensitive to our bio-diversity of the soil,water & air around us.
CPP’S power plant maintains an efficient system for reducing air
emmisons.Electrostatic precipitators have been installed to remove
particulates from recovery boilers,coal fired boilers & lime kiln fuel gases.
In strict adherence to the standards & guidelines, the effluents are treated in
a modern ETP,which is recognized as a model plant for its efficiency &
performance.
Company’s adoption of a systematic approach to the environment matters
including waste minimization,water recycling & re-use programs of by
products has facilitated the company in getting the ISO-14001:2004
certification for its environment management system.
Company’s friendship with Enviornment has also reflected in it’s bagasse
based paper being licencsed for eco labeling,a distinct honour to be attained.

Power Block:

Power house has 8 coal fired boilers & three turbines .The turbines are of 6.8
mw BHEL TG set (Extraction back pressure),21 MW TDK TG set (double
extraction condesing type)& 16 MW BHEL Turbine.

Towards sustainable development

caring for the community:

century cares for the community at large & strives to be a good corporate &
social citizen.we actively contribute to the community development of the
areas in our surroundings & regularly conduct medical camps , undertake
construction work of schools,drinking water facilities, self-employment
schemes etc.
 Marching Ahead:

The company has embarked on a prestigious expansion program to install a

modern 450TDP fiber line (ECF) & 500TDP multilayered board plant
alongwith 44 MW turbine & chemical recovery boiler.

AWARDS & HIGHLIGHTS

• State energy conservation award-2009,First prize under the category of

“Large & medium scale industries” at Dehradun on 14.12.2009

• Excellent award to “AGRO”quality circle(bagasse process)in National

Convention on quality circles(NCQC-09)held at bangaluru on 19.12.09.

• National Energy Conservation award in pulp & paper sector for the year
2004,2006 & 2008 by Govt.of India at New delhi.

• National Award for excellence in energy Management for the year 2007 &
2008 by CII.
• National safety award for outstanding performance in industrial safety for
the performance year 2007 by govt.of India,as runner-up on 17th sep 2009 at
New Delhi.

• IPMA Enviornment Award – I prize for Environment conservation in 2006

for the year 2005-06.

• Energy Conservation Award for the year 2002 & 2004 by ‘Indian paper
makers association’.

• Based on the Enviornment Management & cleaner technology adopted,CPP

was selected as a “Model unit” In the field of “Waste Minimization audit” by
CPCB/NPC.

• Awarded “Eco-labeling” for copier paper from Baggase & some of the
varieties of writing & printing paper from Bagasse.

PROCESS DESCRIPTION:

The company four streets of production viz,W.P.P.Bagasse & Recycled fiber &
R.G.P,Streets.A wide variety of writing & printing paper is manufactured in W.P.P,Baggase
& recycled fiber streets & Rayon Grade pulp is manufactured in R.G.P,Street.

The main steps in manufacturing paper/Rayon Grade pulp are as follows:

• Chipping of thelogs of bamboo,eucalyptus /poplar in W.P.P street & eucalyptus in R.G.P

street to about 1 inch size chips & strong in chips silo.

• Baggase unloading,handling,depithing,pile building,reclaming &washing in Bagasse street.

• COOKING:-sulphate process,In W.P.P & RGP streets,vertical batch digestors (for chips
cooking) & in Bagasse street,continuos tube type digestor (for Baggase fibre cooking) are in
operation.The cooking process is carried out at preset temperature & pressure in presence
of cooking chemicals for specified cooking period.

• Removal of knots/uncooked/partially cooked portion of the material obatained from

digestors on knotters.

• Washing of pulp in brown stock washers to remove spent chemicals & organic matters.

• Screening & cleaning of the pulp to remove impurities.

• Bleaching of the pulp based on the latest technology to attain final pulp brightness as per
requirement.

• Sizing & loading of pulp stock in the stock preparation section to achieve desired qualities in
final product.

• Paper sheet formation in sheeting machines(WPP & Baggase streets) equipped for on-line
quality products.

• Pulp sheet formation in sheeting machines in RGP street, equipped for on-line quality
products.

ORGANIZATION –STRUCTURE.

(CENTURY PULP &PAPER INDUSTRY)

CHAIRMAN

SR.PRESIDENT

JOINT PRESIDENT

VICE PRESIDENT

SENIOR GENRAL MANAGER

GENRAL MANAGER

DY.GENRAL MANAGER

MANAGER

SR.SUPREINTENDENT

OFFICER
 ASSISTANT.OFFICER

GRADED STAF

GENERAL PROPERTIES OF PAPER:

Grammage:- Grammage is a parameter which denotes available

(Basic weight) surface area of the paper or its weight.It is important
because,it is the surface area paper which is used in
nearly all its applications be it a writing ,printing
paper or a tissue paper.
Also the paper is sold on the basis of weight & the daily
Turnover of a mill is also indicated in units of weight.

Thickness:- since the thicknes of a paper is affected by its moisture

(caliper) content,therefore due care is to be taken as regard to
conditioning of paper.

Apparent :- typical values of apparent density range from 0.75(in

Density/bulk loosely formed or less dense papers) to 1.20 for highly
Bonded sheets.since the density of cellulose ( major
Paper making ingredient)is1.5,lower value of apparent
Density means larger fraction of paper volume having
air & vice-versa.in most papers roughly 50% of
volume is air.Apparent density affects nearly all
properties of paper .the inverse of apparent density is
called ‘BULK’.A bulky paperwill be more opaque &
soft.moreover it may also cause more ink absorption
during printing.

Smoothness:- In comparison to a perfectly flat surface ,paper surface

may have hills & terrains,however this statement is a
comment to the charcterstic “smoothness”of the
paper.thus we have papers of varying degree of
smoothness being referred as having either’smooth’ or
‘rough’ texture.smoother paper will give better print
reproduction but will be stiffer.generally smoothness is
achived by calendaring.higher calendaring might give
reduced brightness & poor opacity.
Porosity:- paper is porous i.e paper has air-space in between its
constituents namely fibers & fines.consequently ,density
of paper is less & these spaces give way for permeability
of air & liquid.
Tensile :- Tensile strength depends upon grammage(hence
strength thickness) of specimen.in order that tensile strength of
specimens with varying grammage may becompared,the
term ‘breaking length’ is used .this is defined as a length
of specimen which breaks under its own weight.

Tear strength:- This parameter indicates the resistance of paper to

tearing action.Tear strength is defined as amount of
energy consumed in continuing the tearing of a given
paper. Tear factor is tear strength (gmf)per unit
grammage(g/m2).

Double fold:- This parameter represents the resistance of paper to

Repeated folding/unfolding as is experienced in case of
Ledger bank notes etc.it also indicates deterioration of
paper with time.consequently ,flding endurance is of
importance for currency,ledger,map,blue print,records
papers where resistance against repeated
folding/unfolding is required along with longevity.
When paper undergoes repeated folding,the fibers
stains initially.gradually fiber-bonding starts loosening
resulting into decrease of tensile strength.consequently
,folding endurance is determination of modified tensile
strength .for example the paper failing after 100 double
folds,will not have 10 times more life than weaker paper
against folding/unfolding stress while in use but roughly
only 1.5 times life.Thus number of folds represented log
to the base 10(LOG10) gives better comparison of folding
strength.

Bending :- paper requires certain stiffness, no matter whatever its u

Strength se may be.copying machines could not function properly
without proper bending stiffness. Even when we read
our daily news paper we hold the paper for which some
bending stiffness is required.
Bending strength represents the capacity of paper/board
to resist the forces responsible for bending action.It also
indicates the capacity of paper to support its own weight
while clamped in cantilever form.

Brightness:- A paper sheet appears brighter if it reflects(diffused)

 preferentially blue colour(wave length=457nm).Pulp is
bleached before making cultural paper,so that the
resulting sheet formed is bright.this is because a sheet is
formed of unbleached pulp &looks pale & hence is not
pleasing in appearance.The degree of bleaching is
measured by the extent of blue colour reflectance.Due to
these reasons,brightness of a sheet is measured as the
diffused reflectance of blue colour form an opaque pad of
such sheets.brightness differs from whiteness in the sense
that whiteness refers to the uniformity of reflectance of
different colours(wavelength).Most white papers have total
reflectance ranging from 50-90%.brightness is affected by
the addition of dyestuff.A small amount of blue dyestuff is
often added in furnish for making white paper.However ,it
does not increase brightness.

Opacity:- This property refers to the see through characterstic of a

paper sheet.opacity increases with increase in grammage
of sheet.addition of fillers,dyestuff or pigment also
increases opacity of the paper.however,effect of
beating,pressing or calendaring decreases the
opacity.highly bleached pulp also have less opacity.

Sheen:- For surfaces with low gloss e.g low finished,uncoated paper
‘matt’,gloss measurement is done at 850 angle & field
angles.the result is usually reported as sheen.
 ACKNOWLEDGMENT

I Take this opportunity to express my gratitude to the Management of

Century pulp & paper at Lalkua(Nainital) for providing me the
opportunity to get an exposure of their esteemed unit.

I am sincierly thankful to the HR Department for coordinating my

training & explicitly express my thanks to MR. T.C
Pandey,SR.Manager(HRD) & MR .N.Sharma,
Suptd.(HRD)For their continued help & guidance during my stay there.

I wish to express my sinciere gratitude to MR.Vivek

shotriya(MGR.SALES),MR mAnoj gupta (mgr.q.c.l) & all other personnel
of baggase process & sales department,for their inspiring guidance &
motivation,I recived during my stay in their respective sections.

I would like to specially thanks mr.umesh aggrawal (g.m –processes) for

the motivational words with which he kept us energized towards our
work.

Last but not the least ,we would like to express our deep gratitude to
the principals of our respective colleges for sending us to a large
integrated pulp & paper industry & giving us a chance to acquire
experience of our life time.

We would also express our heartly thanks to our parents & all other
family members & peer group who directly or indirectly provided us
their moral support.

TABLE OF CONTENTS

S NO. CONTENTS PAGE NO.

1. EXECUTIVE SUMMARY
 ACKNOWLEDGEMENT

COMPANY PROFILE.

INDUSTRY PROFILE

RESEARCH PROBLEM&ITS BACKGROUND

OBJECTIVE & SCOPE.

RESEARCH METHODOLOGY.

REVIEW OF LITERATURE.

DATA PRESENTATION & ANALYSIS.

FINDINGS & CONCLUSIONS.

SUGGESTIONS OR RECOMMENDATIONS.

ANNEXURES:

i) references
ii) questionnaires
iii) other informations.

BIBLIOGRAPHY.

EXECUTIVE SUMMARY:

Today a successful product or service means nothing unless the benefit

such that service can be communicated clearly to the target market.
The aim of the project is to do the market analysis & adjuge potential
of writing & printing paper in the market & suggesting the best quality
& service providing as standardization for increasing the adaptability of
Century pulp & paper industries paper product.more precisely,the
ultimate objective of the project was to identify the promotional &
distribution network tools which have effectively converted the
temporary customer into permanent ones of the CPP Product.

Also ,on the basis of various findings made through the market study
under this project I was to provide some suggestion & recommendations
so as to enhance & strengthen the market position of the company’s
paper products .More precisely,the ultimate objective of the project is to
identify the promotional & distribution network tools which can
effectively help in retaining the customers,& analyze various aspects &
identification of marketing loopholes so as to strengthen the brand in
the market.
The dealers & retailers sell the company’s product allover India,so for
their prudential guidance,continuous encouragement,valuable &
technical advice & willing support throughout my research work.

I used a combination of both exploratory & conclusive research design

with a blend of discrriptive market study so as to collect a relevant data
from the market via various questionares & interviews & make a
suitable recommendation to the company on behalf of various responds
given by the respondents.

I would also like to thank the staff members who rendered theor help in
due course of my study.

Sincere thanks are due to Mr.Umesh Sharma (esquire) –Honarable

H.O.D(P.G.D.M) INSTITUTE OF MANAGEMENT & RESEARCH
GAZIABAD.& institute authorities for smooth running of my
investigations & studies.I would also like to thank Mr.Sidhharth Joshi
who helped in the market analysis of my project work.

I find no words to express my feelings for my beloved Parents for

showing their love,care,support & helping to the maximum extent for
shaping this manuscript.

Gaurav Upreti
 (Author)

THE INDIAN PAPER INDUSTRY:

INDUSTRY TYPE SALES OPERATON NO.OF MILLS PRODUCTION SHARE %

Large integrated 101-108(avg.300) 33 36

Wood based

Medium agro based 50-100(avg.60) 165 29

Small waste paper 05-15(avg.15) 510 35

Total 708 100

ANNUAL POTENTIAL OF AGRO BASED FIBERS IN INDIA:

AGRO RESIDUE AVAILABILITY( MILLION TONS)

White straw 22

Rice straw 15

Bagasse 12

Jute ,Mesta 2

TOTAL 51

TOP SEVEN PLAYERS OF PAPER IN THE INDUSTRY: CAPACITY(MILLION TON)

BALLARPUR INDUSTRIES LTD.(BILT) 0.45

ITC BHADRACHALAM 0.23

TAMILNADU PAPER LTD. 0.20

HINDUSTAN PAPER COMPANY. 0.20

CENTURY PULP & PAPER 0.19

JK PAPER LTD. 0.15

RAMA NEWSPRINT LTD.(RNPL) 0.13

STRUCTURE OF INDIAN PAPER INDUSTRY

There are around 700 pulp & paper mills in India producing nearly 6.8 million tons
of paper & newsprints out of which 5.8 million tons account for paper &
paperboard & the remaining in newsprints.the mill in the country can be classified
into three categories.Mills that have integrated,largely forest based operations
produce over 100 TDP are classified as large mills.These mills are 33 in number &
account for 36% of the total production.Medium sized mills that have capacity
between 50-100 TDP using agro based raw materials ,they are 165 in paper as fiber.
These are 510 in number & account to about 35% of the total production. In past
few years many mills which were using renewable crop residue as fiber base have
now shifted to recycled fiber in the face of the CREP norms,which stipulated the
chemical recovery for the mills.

DECLARATION :

We hereby declare that project work entitled “MARKET ANALYSIS &

STUDY OF DISTRIBUTION NETWORK TO ENHANCE BRAND
POTENTIAL”. In century pulp & paper,lalkuan
Nainital(uttarakhand),submitted in partial fulfillment of the requirements of our
M.B.A programme, is our original work & is not submitted for the award or any
degree,diplom or other similar title or prizes.
 BIBLIOGRAPHY

BOOKS:

• Marketing management(kotler Philips)

• Research methodology (Kothari C.R)

Magzines/annual reports of CPP.

• BUSINESS TODAY.

ANNUAL REPORT OF CENTURY INDUSTRIES.