A

PROJECT REPORT

ON

ANALYSIS ON

MARKETING ANALYSIS OF RETAIL PRODUCTS

AT

BALLARPUR INDUSTRIES LTD.

(UNIT SHREE GOPAL, YAMUNA NAGAR)

SUBMITTED TO
KURKUSHETRA UNIVERSITY, KURKUSHETRA
(SESSION 2007-2008)

UNDER THE SUPERVISION: SUBMITTED BY:

MR.SANJEEV RAHEJA MONIKA SINGH
MR.MUNISH DHIR M.B.A. (ADVERT.&SALES
MGT.)

1
 CONTENT

 ACKNOWLEDGEMENT
 PREFACE
 COMPANY PROFILE:
 HISTORY & BACKGROUND
 INTRODUCTION
 LOCATION OF BILT
 UNIT SHREE GOPAL
 PAPER MAKING PROCESS
 BRAND QUALITY REPORT
 VARIOUS DEPARTMENT AT UNIT SHREE GOPAL
 STRUCTURE OF THE MARKETING
DEPARTMENT
 POLICIES OF ORGANISATION
 VISION AND MISSION OF BILT
 SWOT ANALAYSIS
 OBJECTIVES
 MERGERS & ACQUISITIONS
 RESEARCH METHODOLOGY
 DATA COLLECTION
 ASSUMPTION OF THE STUDY
 INTRODUCTION TO MARKETING ANALYSIS OF
RETAIL PRODUCTS
 FINDINGS & ANALYSIS
 MARKETING ANALYSIS OF REATIL PRODUCTS
 LIMITATION OF THE STUDY
 SUGGESTION
 CONCLUSION
 BIBILOGRAPHY

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 ACKNOWLEDGEMENT

Perseverance, inspiration and motivation have always

played a great role in the success of any venture. At this
level of understanding it is often difficult to understand
the wide spectrum of knowledge without proper
guidance and advice.
This report conveys my heartiest thanks to
Mr.SANJEEV RAHEJA (DY.Manager ) and all the
Officers and Staff Members of Marketing and Service
Department and I am also thank full to all the team of
this Unit. Who have given me their full cooperation and
devoted their valuable time for rendering me their needy
services and guidelines during the training period. With
those sincere and precious efforts, I have been able to
complete my practical training successfully.
Again I wish to express my sincere gratitude to Mr.
SANJEEV RAHEJA ( DY.Manager ) Marketing &
service department for providing me the training
facilities.

WITH SINCERE
THANKS

3
 PREFACE

Practical training is an important part of the theoretical

studies. It is of an immense importance in the field of
management. It offers the student to explore the valuable
treasure of experience and an exposure to real work culture
followed by the industries and there by helping the students
to bridge gap between the theories explained in the books
and their practical implementations.

Training plays an important role in future building of an

individual so that he/she can better understand the real
world in which he has to work in future. The theory greatly
enhance our knowledge and provide opportunities to blend
theoretical with the practical knowledge where trainees get
familiar with certain aspects of industries, like shop floor
management, production process and industrial relations. I
feel proud to get myself trained at Ballarpur Industry
Limited (Unit Shree Gopal), Yamuna Nagar. Ballarpur
Industry Limited is the leading paper manufacturing
Company in India.
I have taken up training in Marketing & Service Department
and have studied and explained the need for MARKETING
ANALYSIS as well as its management and financing. I

4
availed this opportunity in a very satisfactory manner and
have tried to cover each and every aspect that. I came across
during my training period.

HISTORY AND BACKGROUND

Shree Gopal Unit of Ballarpur industries Ltd was originally

established by The English companies known as “Foundation
Company of England” in 1925.
As the time of its establishment its name was “Punjab pulp and
paper mills” and its production capacity was 15-20 tones of
paper per day. This was based on grass and street collected rags
as a basic raw material. Since there was no electricity in the area
those days, it had its turbine and generator. Financial position of
the company was not sound; so all these factors forced the mill
to shut down. The mill remained shut for nearly 11 year.
Despite of the sporadic efforts by the management, the mill
could not be restored and was ultimately brought under
liquidation.
The mill was auctioned in 1936 and purchased by Lala Karam
Chand Thapar, In 1951, the group of Madhya Pardesh, on the
recommendation of shroff committee, offered in 1988 Himachal
Pradesh, Boilers and Power plant and TG Turbine was installed.
The production of electricity was raised to 18mw. In 1991, the
ABL recovery boilers started functioning and pollution was
controlled.
Today, this unit has got 6 paper machines and 1 coating plants &
a sophisticated specialty plant. It has also taken first step for
environment protection with the installation of electrostatics
precipitator for pollution control.

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INTODUCTION

BALLARPUR INDUSTRIES LIMITED, popularly known as

BILT is ‘efficiently managed, ‘financially sound’, and ‘self
sufficient and ‘self made company’ with paper as its core
business and also having interest in chemicals, foods and IT.
BALLARPUR INDUSTRIES LIMITED.(BILT) pomoted by
L.M Thapar is the leader in Indian paper industry with and
annual production capacity of 480000 MT spread over in five
manufacturing facilities produces ordinary and superior
varieties of writing, printing, and specialty papers etc.

BILT, which is originally incorporated in 1945 as Ballarpur

straw Board Mills, has changed its name in march 1946 to
Ballarpur paper and straw board mills and again it was changed
to the present name in October 1975.since then the company
has grown to be a leader in paper industry by continuous
expansion and modernization of its capacity and plant and
strategic acquisition expansion and modernization of its capacity
and plant and strategic acquisition. In 1969 the company has
merged Shree Gopal paper mills with itself and the company
which has acquired the sinar mass pulp and paper (India) Ltd.
(BGPL) which has state of the art 145000TPA paper plant and a
market leader in the high end coated art paper and art paper
board segment in India is planning to bring the paper unit of
BGPL into its fold and consolidating its paper operation under
one umbrella.

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The company which was one of the most diversified companies
in the preliberalization era of industrial licensing with interests
in paper, chemicals (phosphoric Acid, STPP, Chlor, Alkalies),
Vanaspati &Edible oils and glass has decided to focus on its core
competence that is paper and exit form non-core business,. First
major steps on these lines were initiated in the year 1994-1995
with having off glass business, therefore the company sold its
vananspati and edible oils business in 1996-97 and is 1998, the
chemical division of the company with its plant at Karwar,
karnatka .
To complement its restructuring and to enable it to emerge as a
stronger and more competitive organization, the company is
implementing a project involving modernization and expansion
of capacity at its unit in Shree Gopal, Ballarpur and sewa by
105000 TPA is planned over a two – year period from 2000-
01to2000-03 for Unit Sewa and Shree Gopal,
In the second phase, 42000TPA of capacity is expected to come
on stream at Unit Sewa resulting in increasing in capacity by 37
tones from the earlier 125 tones of unbleached pulp per day.
The company has also completed installation of a 2.4 meter wide
blade coater at Unit Shree Gopal in FY 2001-02.BILTenterd into
strategic alliance with IIansol of South korea to provide world
class blade coated paper to the Indian customer. It is the first
company in the world to commercially exploit the fractionation
of bamboo and has applied for the world patent for this process.
It has also entered dint o direct retail distribution with the
launch of A4 size 100-sheet pack of Royal Executive Board.
Mr.Gautam Thapar, Chairman of BILT, has been associated with
Bilt since 1986 when joined the company as shop floor
management apprentice –paper mills and was instrumental in
turning around BILT in the late 1990s.

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1) Ballarpur Unit, Distt. Chanderpur , Maharashtra
2) Shree Gopal Uint, Yamunanagar, Haryana
3) Sewa Unit, Orissa
4) Unit Ashti in maharastra

From the Beginning in paper, BALLARPUR INDUSTRIES

LIMITED is now a multifaceted enterprise with interest allied to
as well as remarkably varied from paper. The operations of the
company traverse products divisions as well as international
boundaries, making it today the core BILT GROUP of the and
forming together with subsidiary and associates companies a
group in itself with its center of operations at its head office
New Delhi.

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 LOCATION OF BILT
Unit Shree Gopal is situated in the heart of Yamuna
Nagar city, The Unit is spread over an area of 3sq. Km
and also has modern residential colony for its employees
with all modern amenities like-hospital, school, club,
playground, community hall etc.
The Unit is situated in the midway to the railway station
and the bus stand. It has got its own residential colony.
There is no problem of waste disposal. The unit has its
own railway line running inside so that transportation of
raw material is facilitated. BILT is a small town itself
with all facilities available.

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 UNIT SHREE GOPAL YAMUNA NAGAAR

YAMUNA NAGAAR is 230km .away from Delhi & 90km from chandigarh.
The city is well connected with chandigarh, Delhi and Saharanpur by Rail &
road.
Unit Shree Gopal is at Yamunanagar in Haryana which is contributing 22%
towards total production of paper by BILT. This mill was taken by thapar’s
in 1937, over years with the process of rebuilding, expansion and
diversification.
The unit employee 2064 and manufactures the wide variety of paper like
writing, printing and coated paper. The unit has 6 paper and machines with
the capacity of producing 225 tones of paper per day. The unit also has two
paper coating machines with capacity of producing 90tones per day of
coated paper.
In the recent years market demand for the paper quality is becoming more
& more stringent. High speed of printing machine requires paper high
strength, brightness and uniform quality. With the liberalization the
competition has become even stiffer. In the view of this new pulp mill has
been installed with the targeted brightness level of 88 degree ISO.

PRODUCT:
1. Our product range largely includes.
2. Coated wood free paper.
3. Business stationery-- Royal Executive Bond and Sunlit Bond.
4. Packaging Boards.
5. Specialty & fine paper.
6. Uncoated Hi-bright paper (BILT CLASSIC).
7. Copier paper.
8. Packaging Paper.

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PLANT CAPACITY
At present this unit is running 6 machines plus specialty coating plant unit
Shree Gopal is the most integrated pulp and paper mill with state of art
technology- specialty & coating plant.
Daily Pulp Production of this plant is 210-220 tones.
This unit is supported by:
 6 paper machines
 1 coating plant
 3 finishing house
 1 power house
 1 Pulp mill

RAW MATERIAL
Unit Shree Gopal consumes 650 tones of raw material every day. This
includes around 180 tones of wood, 83 tones veneer waste, 36 tones of
bamboo. Wood in the form of popular trees &veneer waste we are getting
from the local farmers and surrounding plywood in the industries. Rest the
bamboos comes from Eastern U.P

MANPOWER
Total manpower of the plant is around 2064, among them 238 are in the
management /officer grade clerical staff is 140 skilled employees are 1150,
semi skilled are 236 & unskilled are300.

MARKET
BILT follows the centralized marketing policy with its head office at
Gurgaon and 4 Znoal offices at Kolkata, Chennai, and Mumbai & Delhi. We
sell our products through the dealers appointed by the company. We are the
market leader in the segment of high quality papers (specialty paper) with a

11
 market share of around 34 percent. Our market growth rate is round 14
percent
There are two recognized trade unions at unit Shree Gopal.
 Shree Gopal Labour union
 Shree Gopal kamgar union

PROCESS OF PAPER MAKING

MAINLY PAPER IS CLASSIFIED IN TO THREE GRADES

 A Grade
 B Grade
 A Grade paper is manufactured from Wood Pulp
 B Grade paper is manufactured from Local waster paper or low quality of
wood pulp
 To remove dust & sand before these Raw Materials are being Fed into
rotary Batch digesters through belt Conveyor
 Only strong and log fibre is used in making paper washing of material is
dine at wet cleaning plant.
 Then washed material is fed into digestion section (digestor House) in
continuos digestor, where caustic soda & steam are fed in continuos
digestor to cook the material
 Material is cooked in continuos digestor under controlled condition of
steam pressure & temperature.
 Then the homogeneously cooked material is fed in refilling plant.
 There is a different section & pulp is overflow in different sections.
 Then pulp is fed in the washer, there chemical are washed so that to make
the pulp chemical free.
 Still the pulp color is brown.
 This brown pulp is bleached in bleaching section to make the pulp plant so
that to remove residual chemical.
 Fibre pulps are used to give strength in paper & these are fed into stock
preparation plant.

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 Here colours are also added to make colored paper.
 This ready stuff is now fed in paper machine.
 The stuff is feeded at wire through head box so pulp is formed into sheet
 At wire section water in pulp is removing by gravity & by suction boxes.
 The formed sheet is then fed into press part the sheet is pressed in between
rolls to remove water.
 Then the paper is rotated in dryers section in dryers section.
 To remover further moisture in web/paper and then fed into calendar part
to get smoothness.
 Finally sheet is rewinded on a iron sheet roll (Rewinder)
 These paper rolls are fed into finishing & converting house where paper
sheet is converted into sheet size (At cutter
) & in reels. As per market demand.
 These bundles &reels properly marked in excise & dispatch goodwn
 Paper manufactured is used for mainly printing, copy manufacturing,
computer stationary, photocopy, typing, book printing, cover paper etc.
 Paper is basically measure in G.S.M-higher the G.S.M thicker is the paper.

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 QUALITY POLICY

We are the manufactures and supplies of various grades of

paper and coated paper and board. It will our endeavor to
continuously improve the quality and service of our
products for better customer satisfaction.
Every individual in the unit shall stand committed and
focused to this stage objective by adopting total quality
management (TQM) metrology aimed at continuous
improving our system, practices and preference. Thus
constantly reducing cost through minimizing wastage.
We shall be committed to comply with the requirements is
international standards on quality management system and
continually improve its effectiveness in its true sprite
through involvement of employees and training.

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TQM DR. N. EDWARDS DENINGS 14 POINTS

 Create constancy of purpose toward

improvement
 Adopt the new philosophy
 Cease dependence on inspection to achieve
quality.
 Minimize total cost.
 Improve constantly.
 Institute training.
 Institute leadership.
 Drive out fear.
 Break down barriers b/w department.
 Eliminate slogan, target and exhortation for
the workforce.
 1. Eliminate works standard.
2. Eliminate management by objective
 Right to pride of workmanship.
 Program of education and self- improvement.
 Put everybody in company to work.

15
 ENVIRONMENT POLICY

The Environment policy our commitment and will serve

as a guideline for all our manufacturing sites.
We reaffirm our commitment to prevention of pollution
by minimizing the adverse impact of our activities and
operations on the environment.
Pursuant to this goal, we shall:
 Continually improve the environmental performance
by setting sound environmental objectives and targets
of the manufacturing unit and reviewing at the top
management level as essential elements of corporate
management.
 Install, maintain and operate control facilities to
comply with all applicable environmental laws and
other regulations pertaining to the unit.
 Promote form forestry for sustainable availability of
fibrous raw material.
 Conserve natural resources and energy by constant
endeavor to reduce consumption and wastage.
 Introduce cleaner and energy efficient process in a
phased manner to replace pollution – prone process.

16
  Create awareness amongst all employees to work in a
manner to ensure protection of the environment.
 Make available the policy to the concerned and
agencies demand

Environment and Safety

The Unit is committed to preserve its environment and safety of

its employees. As company is very conscious about the
environment and safety in the factory, the latest environmental
protection system with respect to air, water, noise and solid waste
pollutants have been provided and these aspects are given top
priority by the management.
The company has installed full-fledged Effluent Treatment Plant
and State Pollution Board well below those specifies norms
achieved.
BILT also have installed Electrostatic Precipitator on our
3 no. High Pressure Coal Fired Boilers, One no. Medium Pressure
Boiler and 2 no. Chemical Recovery Boiler.
During the year 2003-04 we have successfully
commissioned Lime Sludge burning Kiln along with ESP at
an investment of Rs. 300.00 Lacs, which will reduce
quantity of solid waste to be disposed from 100 TPD to 10
TPD only.
During the year 2004-05, following are lined up
for commissioning.

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 a. New Electroststic Precipitator from Thermax at a cost of
Rs. 150.00 Lacs for ABL Recovery Boiler to bring down air
emission from 150 mg/NM3 to 100 mg/NM3.
1 b. Up gradation of JMW Recovery Boiler ESP to bring
down air emission to 150 mg/ NM3 in first phase and to 100
mg/NM3 in second phase.

Above three amply illustrates commitment towards

environment by minimizing solid, liquid and gaseous
wastages.

18
SGU has separate environmental cell of qualified engineers
and scientists. Environmental Management System under
ISO 14001 has been initiated and process of ISO14001
certification is under implementation stage.
Company has also full-fledged safety department to look
after the safety of plants and the employees. To ensure
participation from all quarters regular training programmes,
slogan and sketches competition are conducted, safety day is
celebrated with great enthusiasm. Safety commete meeting
conducted every month.
For ensuring safety company has a committee which takes
following measures on regular basis:
1 �Safety Audit.
�Health checks of employees.
�Monitoring of Work Permit System
�On site emergency plans.
�Drill and demonstrations.
�House keeping and safety.

Safety meetings are held once a fortnight with members

covering all process & engineering functions taking active parts.
Safety concerns are discussed and all efforts made to take
corrective action before next meeting.

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Shutting of 2nos.KVM900 vac. Pumps at PM4Installed capacity
of vacuum pumpsPump Design Pump Capacity Pump
RunningMotorMotorModelVolumeHeadRPMRPMKWRPMAM
P.cu.mtr / hr.mmKVM - 18001026040033032088002501000305
KVM - 1800102604003302808460200750280 KVM -
900480040045043646001321500170KVM -
9004800400450428455093750164Available Vac.Vacuum
requirement at m/cFormula forVolume required = 900 cu. Mtr /
hr X length of box (mtrs) per 4" box width. Vacuum
BoxVacuum requiredWidthLengthVolumeHeadinch.mtr.. Mtr /
hr.mmSuction Couch73.45355400Suction
Press3.53.42677400Uhle Box13.5788250 (Two No

Vacuum Pump Setup April –04 (Before

action)
Vacuum Pump Setup May –04 after shutdown of
KVM-900 Pump -I
Savings After Action I :-99 KWH
Net saving :-33 KWH / Ton of PaperSuction BoxesSuction
CouchSuction PressUhle BoxesMX - 91KVM- 1800KVM-
900KVM-1800KVM-900Suction BoxesSuction CouchSuction
PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-
1800KVM-900Shutting of 2nos.KVM900 vac. Pumps
atVacuum Pump Setup June –04 after shutdown of KVM-900
Pump -II
Savings after Action II :-
98 KWH
Vacuum Pump Setup May –04 after shutdown of
KVM-900 Pump -ISuction BoxesSuction CouchSuction
PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-
1800KVM-900Suction BoxesSuction CouchSuction

20
PressUhle BoxesMX - 91KVM- 1800KVM-900KVM-
1800KVM-900Net saving: -26.66 KWH / Ton of
PaperLoad increase in KVM-1800 :-18 KWHShutting
of 2nos.KVM900 vac. Pumps at PM4

21
 CORPORATE SOCIAL RESPONSIBILITY

While BILT is responsible to its shareholders for fair returns on

their investment, it is also committed to its other stakeholders to
conduct its business in a responsible manner that creates a
positive and long – term impact on society.
For BILT, being a socially responsible corporate will mean:
 Using Eco-friendly in production for sustaining and
preserving the environment that support us.
 Promoting the well being and development of employees
and their families through and inspiring corporate culture
that engenders good values.
 Building active and long term partnership with the
communities in which we operate and foster well being of
the most disadvantaged amongst them.
 Employing good business practices with our stakeholders,
business partner’s suppliers and contractors.

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 CORE VALUE

 HONESTY: We will be principled, straight – forward and

fair in all our dealing.
 INTEGREITY: We will maintain the highest standards of
professionalism.
 FLEXIBILITY: We will adopt our selves to always stay a
step ahead of change.
 RESPECT FOR INDIVIDUALS: We will give each person
room to contribute and grow.
 RESPECT FOR KNOWLEDGE: we shall acquire and apply
leading edge expresses in all aspects of our business.
 TEAM PERFORMANCE: The team comes first none of us
is as good as all of us.

23
 VISION

Our aspiration is to become a leading creator of shareholder value

in the paper industry.
To achieve this, we will use the ENERGY of our people, develop
and implement LEADING EDGE technologies and draw on both
to deliver EFFECTIVE world-class solutions to our customers.

As per the beading company in BILT:

 Maximize shareholders value by the speed and quality of

their response to market forces and business opportunities.
 Be market leader in their core business.
 Achieve and sustain global competitiveness in all their
business.
 Be the preferred supplier by providing their customer
products and service that always exceeds their requirements.
 Grow as institution of strength of their people.
 Be industry leaders in their commitment to safety and the
environment.

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 MISSION

To consistently out perform expectations and deliver

superior value to both our customers and
stakeholders.
To achieve this, we will ENERGISE our people with
a positive culture that rewards INNOVATION,
breeds INITIATIVE and encourages INTELLIGENT
risk taking.

25
 SWOT ANALYSIS

STRENGTHS:
 Maximum variety of paper and high quality.
 New pulp mill.
 Good employer –employee relationship.
 Efficient management.
 Totally computerized.
 Team building.
 Fulfilling social responsibility by keeping environment
clean.
OPPROTUNITIES:
 BILT has 34%share in paper business in Hibrite Segment in
India.
 BILT has reached in growth stage.
Weakness
 Large structure of organization
 Old machines
 Fixed cost

THREATS:
 Import of paper.
 Raw material availability
 Government policies.
 Increasing competitive market.

26
BRIEF PROCESS FLOW DIAGRAM OF UNIT SHREE
GOPAL YAMUNA NAGAR

PURCHASING OF RAW MATERIAL

PULPING

STOCK PREPARED

PAPER MACHINES

PAPER CUTTING

PAPER FINISHING

STICKING IN GO DOWN

27
 DISPATCHED TO CUSTOMERS

BRAND MASTER REPORT

BRAND NAME 1 BRAND NAME 2

SUNSHINE SUNSHINE SUPER PRINTING

SUNLIT SUNLIT ACCOUNT BOOK PAPER

RISING SUN RISING SUN DUPLICATING

ROYAL ROYAL EXECUTIVE BOND

SUPER SUPER SKY ART BOARD

LUCKY PRINTING

28
VARIOUS DEPARTMAENTS AT UNIT SHREE
GOPAL

ADMINISTRATIVE DEPARTMENT

1. HR – Human Resource :- This department is primarily

concerned with the training, selection recruitment,
promotion, demotion, labour welfare, retirement , work
culture and awareness.
2. Accounts Department:- the function of this department
is to maintain record detail and record of all the
transaction covered by different department
3. General Store department: - these people are concerned
with procurement and storage of process material.
4. Marketing & Sales department:-Production Planning ,
Logistics & Inventory Management being the main
activity.
5. Raw material department:- each and every product
required for paper making is arranged /purchased by
this department
6. Traffic department: - this department includes wing
section, raw material section, transport section etc.

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 PROCESS DEPARTMENT:

1. PULP MILL:-its function includes manufacturing of

pulp and stock preparation.
2. MACHINE HOUSE:-it controls the working of
various paper machines and prepares the paper o
required quantity.
3. COATING PLANT: - primary function of this
department concern with coating of paper as per
requirements.

30
ENGINEERING DEPARTMENTS:-

1. Electrical engineering:- This department attaches itself with

the maintenance of installation of electrical machine,
distribution and generation of electrical energy and various
other electrical installations at the unit.
2. Civil engineering:- All the construction work like – building
of roads sanitary, waste disposal , water supply etc. are under
their control.
3. Instrumentation engineering:-maintenance of all the
electrical controls of the machines is carried out ender the
expert guidance.
4. Power house:- Having the total installed capacity of 25MW
and maintain by two power house , old and new , this
department backup’s the total power demand of the unit
efficiently and effectively.

31
 RGANISTION STRUCTURE

CHAIRMAN

M.D

V.P

CHIEF GENERAL
MANAGER COMMERCIAL & RAW
PEOPLE DEVELOPMENT
& COMMUNICATION MATERIAL

R&D PAPER ENGG. MEDICAL TRAFIC SAFETY I.T A/C

PRODUCTIO SERVICES DEP DEP DEP DEP DEP
N
32
 POLICIES OF OBTAINING
LEADERSHIP THROUGH QUALITY

BILT aims to be a world – class organization with a clear head

way in terms of consistent quality, low cost, on time Delivery.
We will focus on adding value at all point of intersection with
of our customers – internal and external.

For this, we will redefine standards in responsiveness,

excellence in performance and application of world class
technology that ensure zero defect output.
Quality improvement is the job of every BILT employee.

33
OBJECTIVE

34
 OBJECTIVE OF THE STUDY

As it has been said truly that practical knowledge makes the

person more capable, comprehensive and helps to enhance
his/her creativity along with the theoretical data the exposure of
practical life situation existing in the corporate is very much
needed.
The objective of my study was also to develop some
practical experience in the training period. I learned a lot about
marketing working in the organization that helps a lot in the
efficient achievement of the goals.
The main objective was divided into some sub
objectives so as to draw clear conclusion. These sub objectives are
given below:
1. To study the company profile of BILT.
2. To study the working of MSD (marketing & services
department).
3. Market Analysis of retail products.
4. To study the problems of BILT

35
 Financial Daily from THE HINDU group of publications
Tuesday, Jun 06, 2006

Mergers & Acquisitions

New Delhi, June 5 (2006)

Ballarpur Industries Ltd (BILT) on Monday said that it was looking to

acquire a majority stake in a Malaysian-based paper and pulp company,
Sabah Forest Industries SDN BHD (SFI), jointly with JP Morgan for $ 261
million.

For the acquisition, BILT has entered into a conditional share purchase
agreement with JP Morgan, which will hold a 20 per cent stake in SFI.

SFI, which is a part of Malaysia's Lion Forest Industries, has a paper

capacity of 1,44,000 million tonne per annum (mtpa) and pulp capacity of
120,000 mtpa. The company would provide BILT access to around
2,89,000 hectares of forest land, which would be utilised for plantation
purposes. SFI also operates a timber and plywood mill, a jetty and power
and steam generation plant facility.

"We will begin the due diligence exercise for SFI, which would be
completed in the next 120 days," said Mr. Gautam Thapar, BILT
Chairman. He said that with this acquisition, BILT would be able to
produce one million tonne of paper and pulp by 2010. "While the
3,50,000 mtpa domestic expansion at the Bhigwan unit is on, the
acquisition in Malaysia gives us an additional 1,40,000 mtpa of paper, all
of which would raise our capacity to one million tonne per annum by
June 2010," Mr Thapar said.

36
Ballarpur, apart from benefiting from SFI's mill and forest lands, may
consider setting up a 5,00,000-tonne capacity pulp mill in Malaysia at an
estimated cost of $500 million, which may become operational by 2012,
Mr Thapar said.

"Besides providing access to integrated pulp and paper capacity of SFI, the
acquisition will help secure future availability of fibre for the company,"
Mr Thapar said.

The acquisition in Malaysia would help cut costs for BILT. According to
Mr R.R. Vederah, Joint Managing Director of BILT, "Costs in Malaysia are
nearly half of that in India, which is a big advantage for us."

Meanwhile, BILT's profit and revenue are likely to grow by "double-digit"

each year over the next 10 years due to a continued surge in demand for
paper in the country. "Paper demand grew 10 per cent last year. We
should be able to maintain the growth this year as well," Mr Thapar said.

Further, BILT said the company may go in for an across-the-board two

per cent increase in paper prices from July this year due to higher input
prices and increased demand.

BILT witnessed a 0.97 per cent increase in its share price at the Bombay
Stock Exchange to close at Rs 120 on Monday June 5(2006).

Related Stories:
BILT records 26.8 pc rise in Q3 net profit

37
 MAJOR MARKETING CHANNELS OF BILT
Wholesalers
Retailers
Depots

BILT also caters to a variety of customers directly or indirectly. It indirectly feed the
customers and consumers through its wide zonal network of wholesalers and dealers
and depots spread over the map of India. It also caters to the demand of many
industrial buyers who are the direct purchasers, the list include many multi
nationals etc.
BILT has sub-divided its distribution network into four zones. Each zone has to look
after their respective dealers and wholesalers. This is based on to geographical
placement of zones. BILT has setup its own depots in the country. It has engaged
many transporters to provide trucks for the delivery of paper to its destination in the
right time and in reasonable costs.
At some extent, the company deals in writing and printing paper, is used for
printing the books for colleges and schools and writing paper is used for making
exercise book, registers, Bill books, ledgers, greeting cards, and business stationary,
promotional materials etc. In this case the following channel is to be made as:

Sales manager

Authorized Distributor

Wholesalers

Retailers

Consumers

38
 COMPETITORS OF BILT

1. ITC Bhadrachadran (Gujarat)

2. JK papers
3. TAMIL NADU PAPERS LTD. (Tamil Nadu)
4. STAR PAPER MILL(saharanpur)
5. RISHUBM PAPER MILL(Panjab)
6. KHANNA PAPER(AMRITSAR)

Out of these major competitors is ITC Bhadrachadran, JK Papers.

BILT took over these firms by its efficient management & strategies.
BILT took over ITC Bhadrachadran (Gujarat) by improving its quality
by increasing paper smoothness & brightness.
JK papers introduced Executive bond. BILT out show JK papers by
Introducing ROYAL executive bond paper. BILT is the leading paper
manufacturer.

39
ORGANISATIONAL STRUCTURE OF MSD

MANAGER

ASSISTANT MANAGER

EXECUTIVE MSD

OFFICERS

CLERICAL STAFF

WORKERS

40
 Marketing Services Department

The main function of the marketing services department is Production

Planning, get finished paper from the mills and to dispatch it timely to its
destination.
Mainly the marketing of BILT, as well as of the Unit Shree opal depends
upon the Head Office at GURGAON. Apart from that BILT is also having
zonal offices in all the four zones of India.

North zone: New Delhi, Punjab, H.P, Haryana, J&K , Rajasthan,

U.P.

South zone: Kerela, Tamilnadu, Andhra Pardesh, Karnataka.

West zone: Maharashtra, Goa, Gujarat, M.P, Daman.

East zone: West Bengal, Assam, Manipur, Nagaland, Tripura.

All the major marketing decision regarding price, product, physical

distribution, promotion and packaging are initiated at the head office.
The most important information is taken from history or to say from the
past experience and performance. It is on the basis of the past
performance that current decisions are taken and for this, previous year’s
actual performances help the marketing services department of Shree
Gopal Unit and also the zonal office is taken one by one.
On the basis of previous years’ actual performance, the personnel at
marketing services Department estimate the actual production rate is for
the coming year. The production rate is calculated item wise and also
machine wise. Along with that the actual machine down and the
proposed shut down days are also calculated. This estimate is done month

41
wise i.e., starting form the month of January till December. After this ,
final programmed is made and the targets are fixed by calculating for the
coming year, the machine down , shut down days and the expected
production rate (each of it, machine wise and item wise) of the
approaching period. On the other hand, previous year’s actual
performance helps the zonal office to know about the sales of the product
and in estimating the demand. Also on the basis of previous year’s actual
performance, decisions relation to the addition of the new product in the
existing product line are also taken into consideration (there are some
products whose demand rises in particular seasons)also in all these
decisions, experience and past records also play a vital role.
On the basis of this head office, after taking into account all the factors
fixes an annual sales target for the different zones (quality wise). For
instance, in the coming year, 400 metric tones per month of Royal
executive Bond Parent Size will be produced and will be sold and hence,
will distribute this 400MT under the four zones and in this way fixes
their target.
North Zone: 180 MT
West Zone: 120MT
East Zone: 40MT
South Zone: 60MT
Once the targets have been fixed for the coming year, a Budget is
prepared at the unit and this budget as than divide into different months
and with this a rough monthly budget is prepared.

42
 FUNTION OF MSD

ORDER PROCESSING FLOW

ORDER

PRODUCTION

EXECUTION OF
ORDER

TCC MILL

ORACLE

RETAILERS

43
 CONSUMERS

PROJECT

44
 Retail selling

BILT was in to retail selling from the year 2000 after a complete market
study was conducted by the H.O marketing team keeping the retail
selling growth factor in mind due to increase in market demand for the
retail products.
Previously these products were marketed by the wholesalers & dealers
themselves by taking the parent size paper form the mills & then cutting
and pacing the same into the retail usable size i.e. .A4 A3 B4 & B5 etc.
and distributing it through the already existing retail marketing channel
through out India. As paper business a very old kind of business, so the
retail market exists in all the small cities as well as metros, urban &
suburban and also in the most un-organized sectors in India. The
Dealer /wholesaler used to earn a lot of money out of it because it was not
done in a very organized way. The only brand, which was the most
popular amongst all retailers and users, was J.K.’s was the market leader
having the 100% market share along with some of the foreign brands like
MODI XEROX. The first copier brand (used for photo copying) was
XEROX, a foreign company and at a later stage it collaborated with
MODI group of companies and purchased paper from various Indian mills
and cut and packed the same and sold under his brand name. Gradually
with the introduction of J.K ‘s own brand in this segment , a major price
game started and ultimately other players like
TNPL,CENTURY,ORINT,APPM (Andhra pulp and paper mills),
SESHASAYEE, GODREJ etc.
According to the market demand of different grades of copier as well as
letter sheets, there have been different varieties of paper available in the
market. Amongst all the varieties available in the available in the market
the brand name that is the most popular one is J.K and BILT. Their

45
quality has been the most consistent and their prices also match each
other, so the only competition comer from J.K.
Retailing

Retailing consists of the sale of goods or merchandise from a fixed

location, such as a department store or kiosk, or by post, in small or
individual lots for direct consumption by the purchaser. As paper business
a very old kind of business, so the retail market exists in all the small
cities as well as metros, urban & suburban and also in the most un-
organized sectors in India. The Dealer /wholesaler used to earn a lot of
money out of it because it was not done] Retailing may include
subordinated services, such as delivery. Purchasers may be individuals or
businesses. In commerce, a retailer buys goods or products in large
quantities from manufacturers or importers, either directly or through a
wholesaler, and then sells smaller quantities to the end-user. Retail
establishments are often called shops or stores. Retailers are at the end of
the supply chain. Manufacturing marketers see the process of retailing as
a necessary part of their overall distribution strategy.

In a modern day’s there are number ofShops may be on residential streets,

shopping streets with few or no houses, or in a shopping center or mall,
but are mostly found in the central business district. Shopping streets may
be for pedestrians only. Sometimes a shopping street has a partial or full
roof to protect customers from precipitation. In the Paper Industry,
retailers often provided, boardwalks in front of their stores to protect
customers from the mud. Online retailing, also known as e-commerce is
the latest form of non-shop retailing (cf. mail order).

Shopping generally refers to the act of buying products. Sometimes this is

done to obtain necessities such as food and clothing; sometimes it is done

46
as a recreational activity. Recreational shopping often involves window shopping (just looking,
not buying) and browsing and does not always result in a purchase.

R etail pricing

The pricing technique used by most retailers is cost-plus pricing. This

involves adding a markup amount (or percentage) to the retailers cost.
Another common technique is suggested retail pricing. This simply
involves charging the amount suggested by the manufacturer and usually
printed on the product by the manufacturer.

In Western countries, retail prices are often called psychological prices or

odd prices.

Often prices are fixed and displayed on signs or labels. Alternatively,

there can be price discrimination for a variety of reasons,for example In a
Paper Industry there are lot of variety they have manufacutured.The
chances of discrimination of price are highly,where the retailer charges
higher prices to some customers and lower prices to others. For example,
a customer may have to pay more if the seller determines that he or she is
willing to. The retailer may conclude this due to the customer's wealth,
carelessness, lack of knowledge, or eagerness to buy. Another example is
the practice of discounting for youths or students. Retailers who are
overstocked, or need to raise cash to renew stocks may resort to "sales",
where prices are "marked down", often by advertised percentages - "50%
off".

47
 Retail Services

Behind the scenes at retail there is another factor at work. Corporations

and independent store owners alike are always trying to get the edge on
their competitors. One way to do this is to hire a merchandising solutions
company to design custom store displays that will attract more customers
in a certain demographic. The nation's largest retailers spend millions
every year on in-store marketing programs that correspond to season and
promotional changes. As products change, so will a retail landscape.

Retail types

There are three major types of retailing.

The first is the market, a physical location where buyers and sellers
converge. Usually this is done in town squares, sidewalks or designated
streets and may involve the construction of temporary structures (market
stalls).

The second form is shop or store trading. Some shops use counter-service,
where goods are out of reach of buyers, and must be obtained from the
seller. This type of retail is common for small expensive items (e.g.
jewelry) and controlled items like medicine and liquor. Self-service,
where goods may be handled and examined prior to purchase, has
become more common since the 20th century.

A third form of retail is virtual retail , where products are ordered via
mail, telephone or online without having been examined physically but
instead in a catalog, on television or on a website. Sometimes this kind of
retailing replicates existing retail types such as online shops or virtual
marketplaces such as Amazon.[3]

48
There are also 'consignment' shops, which are where a person can place
an item in a store, and if it sells the person gives the shop owner a
percentage of the sale price. The advantage of selling an item this way is
that the established shop gives the item exposure to more potential
buyers.The term retailer is also applied where a service provider services
the needs of a large number of individuals, such as with telephone or
electric power.

AS we are aware bout that BILT was in to retail selling from the year
2000 after a complete market study was conducted by the H.O marketing
team keeping the retail selling growth factor in mind due to increase in
market demand for the retail products.There are number of
product/brand which are indroduce to the retail marketing.

Retail paper products

1. BILT Royal Executive Bond (A-4size)
2. BILT Royal Executive Bond colored (A-4size)

1. BILT Royal Executive Bond (A-4size)

 BILT Royal Executive Bond (A-4size) is a premium, wood free,
watermarked business stationery paper.
 It has an excellent inkjet printing property.
 Available in A-4 size retail pack of 85 GSM (100-sheet pack) and 70
GSM (500-sheet pack).
 85 GSM (100-sheet pack) has central watermark.
Applications:

49
  Important documents, proposals , quotations, presentation, resumes
etc.
 Desktop printing
 Letterheads
2. BILT Royal Executive Bond colored (A-4size)
 BILT Royal Executive Bond colored (A-4size) is a premium, wood
free, watermarked business stationery paper.
 Superior laid finish.
 Offers a range of pastel colors-Moonbeam(white), Camelle(cream) &
Aquas (blue)
 Available in 100gsm, 100 sheet pack with world-class packaging.
Applications:
 Important documents, proposals , quotations, presentation, resumes
etc.
 Desktop printing
 Letterheads

Price

The price is such that all the RDW’s pay same price for the product. The
price, which the RDW, is the Landed cost.
PRICE OF DELHI depot to CHANDIGARH
Royal Executive Bond
(85 GSM)
Landing price per packet inclusive of all taxes to RDW: Rs 115.00
(70GSM)
Landing price per packet inclusive of all taxes to RDW: Rs 36.00
Colored REB (100GSm)
Landing price per packet inclusive of all taxes to RDW: Rs 61.50

50
Place
There are around 34 RDW’s in the North Region. These RDW’s have
there stationery shops. The demand varies in all shops. Some of them
keep only Royal Executive Bond while some keep others also but main
item sold from their counter is the REB of BILT. There main customers
are the business executives who use REB for there official documents.
Students also purchase from them for there projects work as this paper is
commodity used for printouts.

These
RDW’s demand different cuts in paper, which is offered by this company
based on the demand that they make. There is seasonality in the paper
market too. The sales from the Retail counters is less in the month of May
and June, may be because of vacations in education institution

Packaging
The packaging material used adds slightly to the coast of the product.
Some material is common for all while others are different for different
for different products.

common material

Strip Roll
Cello tape 1”
Cello tape 2”

Material required for REB (85 GSM)

51
Retail pack REB 85 GSM
Shipper REB 85 GSM
Inner poly Bags
Shrink Bags

Material required for REB (70 GSM)

Wrapper REB 70 GSM

Shrink REB 70 GSM

Material required for colored REB

Retail Pack of M Beam

Retail Pack of Camille
Retail Pack of Aquas
Shipper Moonbeam snippier camellia
Shipper Aquas
Recently it was seen that the packing cost of all retail products was going
up so various cutting , finishing houses, and other units under BILT was
studied and a survey was made by the marketing managers and various
samples were collected and then a meeting was held at Delhi and
alternative to the solution was found.

Promotion

52
BILT has made lot of effort to promote its products and to make
customers aware of the products. Some examples are:
A stationery exhibition was there at Pragati Maidan, New Delhi from 23 rd
to 31st Aug 2003

Marketing Background
After having established REB retail packs in the market with a
distribution width to back it p, it is imperative to enhance the brand
equity and recall of our appropriate platform for showcasing our products
and interacting with the consumers directly. The colored variants of REB,
which have been launched in Feb 2003, also were displayed and evinced a
lot of interest and enquiries.
Marketing Objective
 Increase brand awareness
 Directly reach out the end consumers.
 Enhance awareness of mill packed varieties.
 To communicate about new launches.

Team Involved

Head Office Marketing & North Zone

Accomplishment
 More than 1000 visitors of various profiles came to the stall.
 For the first time, samples of colored ink-jet printouts on REB
70GSM, 85gsm, and 100gsm displayed to the visitors at the stall,
earned considerable admiration and appreciation. Colored REB
response was good.

53
  Spiral Notepads, which are about to be launched, displayed, earned
significant applause.
 Enquiries regarding REB and copy power generated passed on to the
concerned re-distribution wholesalers.
 Increased visibility and awareness of our brands.
Next Step
After this the next step decided was:
 Sample dockets of REB to be developed.
 Total communication exercise for Spiral Note Pads.
 Participation in exhibition in other metro towns.
 Dealer meets.
Marketing Expectations
Zone to inform all re- distribution wholesalers regarding the event and
look towards conversion of leads generated.

Paperex – 2005, 5 th – 8 th Dec, New Delhi

Marketing Requirement & Background

Paperex- Asia’s largest paper show, held biennially is a prestigious,

specialized and focused event of the paper industry to provide an effective
platform for companies to showcase their products, communicate with
the customers and generate business.

BILT, the market leader in Indian paper industry, has been participation
in the pappperx. The fair provides a focused forum for category
positioning and brand building with target audience.

54
Paperex 2005 was the 6th International Trade Fair on pulp and paper,
pulp, printing chemicals & Adhesive, Engg. Goods & services participated
in Paperex 2005.
The excellent display presented by various exhibitors at paperex 2005 the
attention of over 85,000 official visitors from within the country and
abroad.

Marketing Objective
 Establish category positioning.
 Reinforce leadership position.
 Showcase product line.
 Provide a platform for interaction with the consumers.
 Soft launch of “matrix” Brand.
Team Involved
Head office, pavilions & Interiors, Lintas & Sales Force.

Accomplishments
 BILT pavilion was awarded the 1st prize for the best design &
concept. It was far the most outstanding pavilion in the exhibition.
 BILT pavilion highlighted BILT’s global presence and its strong
technological & distribution strength.
 World – class swatch books of coated paper, uncoated paper, copy
power & Royal Executive bond were given away in attractive carry
bags made of BILT Royal. In addition a 2- page flier on BILT & a set
of letter pads & envelopes made of BILT Royal executive Bond –
Camelle / moonbeam warhead handed over to the visitors at the
stall.
 The coated product line and finished products. , which included
impressive magazines, books and posters, evinced a great deal of
interest from visitors to the pavilion.

55
  Star performer at the pavilion was the BILT Matrix brand under
which the premium notepads were displayed.
 Apart from general enquires generated, specific queries were made
for BILT Matrix. The prompters of Archie’s showed grat interest in
the product and have asked for it to be placed in Archie’s outlet.
Other key stationers have also greatly appreciated the product and
have shown a high level of interest.
 Overseas queries also received were for export of A4 Copy paper.
 There – furbished website was also showcased at the exhibition.

Next step

 Thank you letters to be sent to the visitors through the zonal offices.
 Sales leads generated to be followed up fro business generation.

Marketing Trends in BILT these days

1. Retail REB (a new variety of paper) is introduced Every 6

months paper trade fare takes place at Delhi to attract more
parties for paper selling & make them aware about the new
varieties.
2. BILT has introduced TOTAL QUALITY MANAGEMENT
(TQM), Quality is the totality of feature & characteristics of a
product or service that bear on its ability to satisfy stated or

56
 implied needs. Total Quality is the key to value creation &
customer satisfactions. So BILT these days is implementing
TQM in which its approach is to continuously improve the
quality of all its processes, products & services.
3. BILT has come up with a new concept of OPTIVISION in
which it is increasing computerizations in the organization,
which was to some extent
 Manual working will be reduced.
 Problems will be reduced.
 Quality of work will be improved.
 Customers will get information at home about the
company’s sale on the net in a detailed form. It will link
the customers & the buyers with core people who are
dispatching the product.

57
 RESEARCH
METHODOLOGY
RESEARCH METHODOLOGY
An exploratory research was conducted with the help of literature
surveys and experience surveys in experience surveys
INDIVIDUALS with expertise, Knowledge & ideas about research
project were questioned. After the expertise, analysis & establishing
of priorities of further research; a descriptive research was
conducted so as to find solutions of the problem

The research methodology consisted of the following steps:

1. scope of study
2. sampling methods
3. data collection tools
4. sample size
5. data analysis tools
6. limitation of the study

Scope Of Study
Study was aimed at research analysis of RDWs, so the study was in
improvement in retail products sale. A survey was conducted for
34RDWs of Northern region with help of telephone.

58
Sampling Methods:
The method of random probability sampling was adopted for selecting the
sample. The sample was selected such that clear & efficient results can be
drawn to draw conclusions. The sample was selected according to the
convenience.

Data Collection Tools:

Both primary as well as secondary is used for the study. The secondary
data was collected through the literature catalogues & experience survey.
For conducting an experience survey the method of informal
investigation was collected from knowledgeable persons & official
records.
Primary data was collection of data was 44 people out of which 34
were redistribution whole sellers & 10 were company’s officials.

Data Analysis Tools:

An attempt was made tabulate and summaries data in order to
relate critical; points with study objectives the reliability of the
summaries data was tested with the help of data analysis tool like
percentage, average, standard deviation and variance.

59
 Limitation Of The Study:

Maximum care was taken while conducting the survey and

collecting the secondary data. But there are the chances that the
result may not match the realities due to some sort of errors. The
reason nay is limited area to conduct the survey, time, and money
constraint, small sample size etc.
So the study does not claim to provide final and absolute
results. But it surely narrow down the area whose judgment will
finally operate.

60
Data Analysis & Interpretations:
The data collected from the survey as well as collected from the
company personnel have been analyzed & interpreted carefully. So
as fulfill all the objectives of the study.
Various statistical tools of data analysis have been employed as &
where required. The primary data & secondary data have been
combined, together to draw inferences. The following section
shows the classification tabulation & interpretation of data.

NAME OF TETAIL BRANDS OF PAPER SOLD BY 34 RDWs

1. Mr. SUNIL JAIN (DELHI) : REB,

2. Mr. ATUL GARG(DELHI) : REB,COPIER
3. Mr. GIRDHA AGGARWAL(FAIZABAD): REB
4. Mr. NARENDER (FARIDABAD) : REB,
5. Mr. CHAMAN GOYAL(GHAZIABAD) : REB,
6. Mr. MAHESH JAIN (GURGAON) : REB, COPIER
7. Mr. MAHENDER KUMAR JAIN(JAIPUR) : REB, COPIER
8. Mr. ARUN MAHAJAN (JALANDHAR) : REB,
9. Mr. DINESH GUPTA (JAMMU) : REB
10. Mr. MANISH KHANDELWAL(KANPUR) : REB,
11. Mr. NARENDER LODHA(KOTA) : REB,IMAGE
12. Mr. ASHOK JAIN (LUCKNOW) : REB,
13. Mr. MANOJ (MEERUT) : REB,
14. Mr. SHILENDER GUPTA (MORADABAD): REB
15. Mr. DEEPAK (NOIDA) : REB
16. Mr. SURESH SURI(RISHIKESH) : REB,
17. Mr. PRAN PAPNEJA (SAHARANPUR): REB,COPIER
18. Mr. MAHESH GAUTUM(SHIMLA) : REB,COPIER
19. Mr. ZAHOOR AHMED(SHRNAGAR) : REB

61
 20. Mr. ALOK BHARGAVA(VARANASHI) : REB,
21. Mr. VINEET NARANG(SIRSA) : REB,COPIER
22. Mr. MAHESH KUMAR(HISSAR) : REB
23. Mr. SANJEEV(KARNAL) : REB
24. Mr. MUKESH (LUDHIANA) : REB
25. Mr. KUDJIT (PATIALA) : REB, COPIER
26. Mr. ASHISH GOYAL (CHANDIGARH) : REB
27. Mr. RAM PRAKASH(AMBALA) : REB,COPIER
28. Mr. RAJESH (PANCHKUKLA) : REB
29. Mr. G.L MANGAL (AJMER) : REB
30. Mr. RAHUL GUPTA(AGRA) : REB
31. Mr. NARESH TULI(AMRITSAR) : REB,IMAGE
32. Mr. SUBASH (ALLAHABAD) : REB
33. Mr. ARUN KUMAR(GAREILLY) : REB
34. Mr. LOKESH : REB

It is found that these RDWs sell the REB paper maximum. Image paper the
least. The contribution made by the 34 RDWs in the northern region
towards the sale of retail products of BILT is as:
100%RDWs sell REB
20.58RDWs sell COPIER
17.64RDWs sell IMAGE

Monthly retail sale of 34 RDWs

(TONNES)
BILT’S TOTAL BILT%
(Share)

1. JAIN PAPER (DELHI) : 1.5 2.90 78.9

2. TRUEMAN STATIONARY Mfg.CO.Ltd(DELHI): 5.0 6.75
74.0
3. GANESH BOOK DEPOT (FAIZABAD) : 5.0 6.00
83.33
4. HARYANA TRADERS (FARIDABAD) : 1.0 1.50 66.66

62
5. CHAMAN ENTERPRISES(GAHAZIABAD) : 1.2 2.00 60
6. VARDHMAN ENTERPRISES(GURGAON) : 1.6 2.00 80
7. RAJ PANCHAYAT PRAKASHSHAN(JAIPUR): 1.5 2.20
68.18
8. PARTAP STY MART (JALANDHAR) : 5.0 7.00
71.42
9. GUPTA STY MART (JAMMU) : 0.5 0.75 66.66
10. SAURABH ENERPRISES(KANPUR) :5.0 7.00
71.42
11. SHREE LODHA SONS(KOTA) :0.7 1.00 70
12. JAIN BROTHERS(LUCKNOW) :1.0 1.3
76.92
13. MANOJ STATIONARS(MEERUT) :1.0 1.5
66.66
14. HARISH & CO. (MORADABAD) :1.0 1.2
83.33
15. KARAN PAPER MART(NOIDA) :1.4 1.9
73.68
16. GENERAL SUPPLY AGENCY* (RISHIKESH) :1.6 2.0 80
17. SOHAN LAL PRAN NATH (SAHARANPUR) :1.2 1.5 80
18. HARI DAS & CO.(SHIMLA) :1.0 1.6 62.5
19. BEECO BUSINESS SYSTEMS(SHRINAGAR) :0.5 0.95 5.55
20. ABHISHEK PAPER&STATIONARY(VARANASI):0.8 1.0 80
21. NARANG CARD GALLARY(SIRSA) :0.3 0.5 60
22. SHRI BALAJI PAPER MART(HISSAR) :0.3 0.6 50
23. SANJEEV CARDS&STATIONARS(KARNAL) :0.6 1.0 60
24. PARKASH ENTERPRISES(LUDHIANA) :4.5 6.0 75
25. AS TRADERS(PATIALA) :0.7 1.25
8.83
26. ASHIS AGENCIES (CHANDIGARH) :5.0 7.5
66.66
27. RAJEEV SANJEEV ENTERPRISES(AMBALA):0.4 0.7 57.14
28. ASHOK COY HOUSE (PANCHKULA) :1.0 1.75 57.14
29. HIND PAPER MART (AJMER) :0.3 0.8
37.5

63
30. KRISHNA TRADERS(AGRA) :5.0 6.57 6.92
31. RATTAN STORES (AMRITSAR) :1.5 2.5 60
32. SUBHASH STATIONARY (ALLAHABAD) :1.5 2.0 75
33. MAHESHVARI PAPERS Pvt Ltd(BAREILLY) :0.4 0.5 80
34. MAHAVIR PAPER STATIONARY(UDAIPUR) :1.0 1.7
58.82
TOTAL SHARE 60

So from the above data it can be calculated that:

Average monthly sale of 34RDWs = 1.775 tones
Maximum monthly sale = 5 tones
Minimum monthly sale = 0.3 tones

List of RDWs giving maximum sale:

1. TRUMAN STATIONARY Mfg. Co.Ltd(DELHI)
2. GANESH BOOK DEPOT(FAIZABAD)
3. PAARTAP STY MART(JALANDHAR)
4. SAUPABH ENTERPRISES(KANPUR)
5. PARKASH ENTERPRISES(LUDHIANA)
6. ASHISH AGENCIES(CAHNDIGARH)
7. KRISHNA TRADERS(AGRA)

List of RDWs giving minimum monthly sale:

1. GUPTA STY MART(JAMMU)
2. SHREE LODHA SONS(KOTA)
3. BEECO BUSINESS SYSTEMS(SHRINAGAR)
4. NARANG CARD GALLARY(SIRSA)
5. SHRI BALAJI PAPER MART(HISSAR)
6. HIND PAPER MART (AJMER)
7. MAHESHVARI PAPERS Pvt Ltd(BAREILLY)

Percentage of RDWs giving maximum sale = 20.58

64
Percentage of RDWs giving minimum sale = 20.58
Percentage of RDWs giving intermediate sale = 20.58
Percentage of BILT’s average share = 65.55%

RDWS VIEWS ABOUT CUSTOMERS

 JAIN PAPER (DELHI) : Photostat, Offices ,Printers, Advertising
agencies

 TRUEMAN STATIONARY Mfg.CO.Ltd(DELHI): Students, Advertising

agencies, Label manufacture

 GANESH BOOK DEPOT (FAIZABAD): Offices, Printers, Students,

Publishers

 HARYANA TRADERS (FARIDABAD): Advertising agencies, Publishers,

Offices.

 CHAMAN ENTERPRISES(GAHAZIABAD): Printers, Photostat,

Publishers

 VARDHMAN ENTERPRISES(GURGAON): Printers, Students,

Publishers

65
 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR): Photostat, Offices,
Students

 PARTAP STY MART (JALANDHAR):Offices, Printers, Publishers

 GUPTA STY MART (JAMMU): Students

 SAURABH ENERPRISES(KANPUR): Printers, Students ,Printers,

Publishers

 SHREE LODHA SONS(KOTA): Printers, Students

 JAIN BROTHERS(LUCKNOW):Printers, Offices, Stationers

 MANOJ STATIONARS(MEERUT): Students, Publishers

 HARISH & CO. (MORADABAD): Students

 KARAN PAPER MART(NOIDA): Publishers

 GENERAL SUPPLY AGENCY* (RISHIKESH): Stationers, Printers,

Photostat

 SOHAN LAL PRAN NATH (SAHARANPUR): Printers, Offices

 HARI DAS & CO.(SHIMLA): Offices, Advertising agencies,

 BEECO BUSINESS SYSTEMS(SHRINAGAR): Students

 ABHISHEK PAPER&STATIONARY(VARANASI): Stationers, Advertising

agencies

 NARANG CARD GALLARY(SIRSA) : Offices, Students

66
  SHRI BALAJI PAPER MART(HISSAR): Stationers, Students

 SANJEEV CARDS&STATIONARS(KARNAL): Students, Publishers

 PARKASH ENTERPRISES(LUDHIANA): Advertising agencies,

Publishers, Offices, Students
 AS TRADERS (PATIALA): Publishers, Offices.

 ASHIS AGENCIES (CHANDIGARH) : Stationers, Students ,Offices,

Advertising agencies, Printers, Publishers

 RAJEEV SANJEEV ENTERPRISES(AMBALA): Students ,Offices,

Printers

 ASHOK COY HOUSE (PANCHKULA): Publishers, Offices

 HIND PAPER MART (AJMER): Printers, Students

 KRISHNA TRADERS(AGRA): Students, Advertising agencies, Printers,

Publishers

 RATTAN STORES (AMRITSAR): Students, Advertising agencies,

Printers, Publishers, Offices

 SUBHASH STATIONARY (ALLAHABAD): Photostat ,Printers,

Stationers

 MAHESHVARI PAPERS Pvt Ltd(BAREILLY): Stationers

 MAHAVIR PAPER STATIONARY(UDAIPUR): Students

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs out of 34 RDWs selling retail product to stationers =6

67
Number of RDWs out of 34 RDWs selling retail product to student =20
Number of RDWs out of 34 RDWs selling retail product to Advertising agencies =8
Number of RDWs out of 34 RDWs selling retail product to Label manufacture
=2

Number of RDWs out of 34 RDWs selling retail product to Photostat =5

Number of RDWs out of 34 RDWs selling retail product to Offices
=15
Number of RDWs out of 34 RDWs selling retail product to Printers =17
Percentage of RDWs out of 34 RDWs selling retail product to Stationers
=17.64
Percentage of RDWs out of 34 RDWs selling retail product to student
=58.82
Percentage of RDWs out of 34 RDWs selling retail product to Advertising agencies
=23.52
Percentage of RDWs out of 34 RDWs selling retail product to Label manufacture
=5.88
Percentage of RDWs out of 34 RDWs selling retail product to Photostat
=14.70
Percentage of RDWs out of 34 RDWs selling retail product to Offices
=44.11
Percentage of RDWs out of 34 RDWs selling retail product to Printers
=50

RDWs VIEWS ABOUT MAIN COMPETITORS

 JAIN PAPER (DELHI) : JK, ORIENT

 TRUEMAN STATIONARY Mfg.CO.Ltd(DELHI) : JK, MODI

68
 GANESH BOOK DEPOT (FAIZABAD) : JK
 HARYANA TRADERS (FARIDABAD) : MODI
 CHAMAN ENTERPRISES(GAHAZIABAD) : JK
 VARDHMAN ENTERPRISES(GURGAON) : JK
 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) : JK
 PARTAP STY MART (JALANDHAR) : JK, MODI
 GUPTA STY MART (JAMMU) :GODREJ, ORIENT

 SAURABH ENERPRISES(KANPUR) : JK, ORIENT

 SHREE LODHA SONS(KOTA) : JK, CENTURY
 JAIN BROTHERS(LUCKNOW) : JK
 MANOJ STATIONARS(MEERUT) : JK
 HARISH & CO. (MORADABAD) :ORIENT
 KARAN PAPER MART(NOIDA) : JK, CENTURY
 GENERAL SUPPLY AGENCY* (RISHIKESH) : GODREJ, ORIENT
 SOHAN LAL PRAN NATH (SAHARANPUR) : JK, MODI
 HARI DAS & CO.(SHIMLA) : JK
 BEECO BUSINESS SYSTEMS(SHRINAGAR) :GODREJ, MODI
 ABHISHEK PAPER&STATIONARY(VARANASI): JK, ORIENT
 NARANG CARD GALLARY(SIRSA) : JK
 SHRI BALAJI PAPER MART(HISSAR) : JK
 SANJEEV CARDS&STATIONARS(KARNAL) : MODI, ORIENT
 PARKASH ENTERPRISES(LUDHIANA) : GODREJ, JK
 AS TRADERS(PATIALA) : MODI , CENTURY
 ASHIS AGENCIES (CHANDIGARH) : GODREJ, JK
 RAJEEV SANJEEV ENTERPRISES(AMBALA) : JK, MODI
 ASHOK COY HOUSE (PANCHKULA) : GODREJ,CENTURY
 HIND PAPER MART (AJMER) : JK & ORIENT
 KRISHNA TRADERS(AGRA) : JK, MODI &
ORIENT
 RATTAN STORES (AMRITSAR) : JK, CENTURY &
MODI

 SUBHASH STATIONARY (ALLAHABAD) :

GODREJ,CENTURY

69
  MAHESHVARI PAPERS Pvt Ltd(BAREILLY) : CENTURY & MODI
 MAHAVIR PAPER STATIONARY(UDAIPUR) : JK, CENTURY , MODI

FROM THE ABOVE DATA IT IS CLEAR THAT

Number of RDWs favoring that JK is the competitor of BILT =22
Number of RDWs favoring that MODI is the competitor of BILT =12
Number of RDWs favoring that ORIENT is the competitor of BILT =9
Number of RDWs favoring that CENTURY is the competitor of BILT =9
Number of RDWs favoring that GODREJ is the competitor of BILT =7

Percentage of RDWs favoring that JK is the competitor of BILT

=64.7
Percentage of RDWs favoring that MODI is the competitor of BILT =35.29
Percentage of RDWs favoring that ORIENT is the competitor of BILT
=26.47
Percentage of RDWs favoring that CENTURY is the competitor of BILT
=26.47
Percentage of RDWs favoring that GODREJ is the competitor of BILT
=20.58
This data clearly shows that BILT is facing competition mainly from the side
of JK. BILT is facing the least competition from GODREJ.

70
 RDWs VIWES ABOUT BILT’s PRICE

 JAIN PAPER (DELHI) : Accurate

 TRUEMAN STATIONARY Mfg.CO.Ltd(DELHI) : High
 GANESH BOOK DEPOT (FAIZABAD) : High
 HARYANA TRADERS (FARIDABAD) : Accurate
 CHAMAN ENTERPRISES(GAHAZIABAD) : Accurate
 VARDHMAN ENTERPRISES(GURGAON) : High
 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) : Accurate
 PARTAP STY MART (JALANDHAR) : High
 GUPTA STY MART (JAMMU) : Accurate
 SAURABH ENERPRISES(KANPUR) : Accurate
 SHREE LODHA SONS(KOTA) : High
 JAIN BROTHERS(LUCKNOW) : Accurate
 MANOJ STATIONARS(MEERUT) : Accurate
 HARISH & CO. (MORADABAD) : Accurate
 KARAN PAPER MART(NOIDA) : High
 GENERAL SUPPLY AGENCY* (RISHIKESH) : High
 SOHAN LAL PRAN NATH (SAHARANPUR) : Accurate
 HARI DAS & CO.(SHIMLA) : High
 BEECO BUSINESS SYSTEMS(SHRINAGAR) : Accurate
 ABHISHEK PAPER&STATIONARY(VARANASI) : Accurate
 NARANG CARD GALLARY(SIRSA) : High
 SHRI BALAJI PAPER MART(HISSAR) : Accurate
 SANJEEV CARDS&STATIONARS(KARNAL) : High
 PARKASH ENTERPRISES(LUDHIANA) : Accurate
 AS TRADERS(PATIALA) : Accurate
 ASHIS AGENCIES (CHANDIGARH) : Accurate
 RAJEEV SANJEEV ENTERPRISES(AMBALA) : High
 ASHOK COY HOUSE (PANCHKULA) : High
 HIND PAPER MART (AJMER) : High
 KRISHNA TRADERS(AGRA) : Accurate

71
  RATTAN STORES (AMRITSAR) : High
 SUBHASH STATIONARY (ALLAHABAD) : Accurate
 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) : Accurate
 MAHAVIR PAPER STATIONARY(UDAIPUR) : Accurate

FROM THE ABOVE DATA IT IS CLEAR THAT 20 OUT OF 34 RDWs

ARE SATISFIED WITH BILT’s PRICE & 14 OUT OF 34 RDWs ARE
NOT SATISFIED WITH BILT’S PRICE.

So percentage of price satisfaction = 58.82

Percentage of price dissatisfaction is = 41.17

RDWs VIEWS ABOUT MODIFICATION

 JAIN PAPER (DELHI) : No need

 TRUEMAN STATIONARY Mfg.CO.Ltd(DELHI) : packing
should be improved
 GANESH BOOK DEPOT (FAIZABAD) : packing
should be improved
 HARYANA TRADERS (FARIDABAD) : No need
 CHAMAN ENTERPRISES(GAHAZIABAD) : No need
 VARDHMAN ENTERPRISES(GURGAON) : bar coding
should be there on the packs
 RAJ PANCHAYAT PRAKASHSHAN(JAIPUR) : No need
 PARTAP STY MART (JALANDHAR) : color identification
should be there on the packs
 GUPTA STY MART (JAMMU) : packing
should be improved
 SAURABH ENERPRISES(KANPUR) : No need
 SHREE LODHA SONS(KOTA) : No need
 JAIN BROTHERS(LUCKNOW) : No need
 MANOJ STATIONARS(MEERUT) :packing should be
improved
 HARISH & CO. (MORADABAD) : No need

72
  KARAN PAPER MART(NOIDA) :timely service
should be there
 GENERAL SUPPLY AGENCY* (RISHIKESH) : No need
 SOHAN LAL PRAN NATH (SAHARANPUR) : No need
 HARI DAS & CO.(SHIMLA) : No need
 BEECO BUSINESS SYSTEMS (SHRINAGAR) : quality should
be improved.
 ABHISHEK PAPER&STATIONARY(VARANASI) : No need
 NARANG CARD GALLARY(SIRSA) : No need
 SHRI BALAJI PAPER MART(HISSAR) : No need
 SANJEEV CARDS&STATIONARS(KARNAL) : No need
 PARKASH ENTERPRISES(LUDHIANA) : bar coding
should be introduce
 AS TRADERS(PATIALA) : No need
 ASHIS AGENCIES (CHANDIGARH) : No need
 RAJEEV SANJEEV ENTERPRISES(AMBALA) : time service
should be there
 ASHOK COY HOUSE (PANCHKULA) : No need
 HIND PAPER MART (AJMER) : No need
 KRISHNA TRADERS(AGRA) : No need
 RATTAN STORES (AMRITSAR) : time service should
be there
 SUBHASH STATIONARY (ALLAHABAD) : No need
 MAHESHVARI PAPERS Pvt Ltd(BAREILLY) :bar voiding
should be introduced
 MAHAVIR PAPER STATIONARY(UDAIPUR) : No need

FORM THE DATA ABOVE IT CAN BE CALCULATION THAT:

Percentage of RDWs who want improvement in packing =11.76

Percentage of RDWs who want improvement in Quality =2.94
Percentage of RDWs who want improvement in service =8.82
Percentage of RDWs who want introduction of bar- coding the packs
=8.82

73
Percentage of RDWs who want color identification of the packs
=2.94

So total percentage of RDWs who want modifications =35.28

Percentage of RDWs who want don’t want any modification =64.72
Limitations of the study:

The limitations need to be considered during the research work are

as following:
 Due to certain norms and regulations followed by the
management of unit, all the subjects could not be studied
intensively.
 As such the report is subjected to a particular time frame since
it is quite possible that the inferences may differ in different
periods.
 Although the staff of Ballarpur Industries Ltd was very
efficient and highly cooperative and they devoted enough of
their valuable time with their employees.

74
Findings & conclusions:

75
 Findings & conclusions:

On the basis of data collected from the RDWs & BILT’s staff, the
following results are obtained.
 BRANDS: REB & MATRIX is the retail product from Unit Shree
Gopal, which is maximum in sale.
 TOTAL RETAIL SALE: Total retail sale from the RDWs is 300 to
350tonnes per month. Average retail sale of RDWs is 1.76 tones.
Maximum sale is 5 tonnes & minimum sale is 0.3 tones. Percentage
from the RDWs giving intermediate sale is maximum. Average
BILT’s share for the sale of retail products according to the data
provided by RDWs is 65.66%. But actually this share is 76%
 CUSTOMERS: the primary customers of BILT’s retail products are
photostaters, offices, printers, stationers, students, and advertising
agencies, Label manufacturers. The maximum consumption of these
products is that of students & academic institutions & the minimum
consumption of it is by the label manufacturers.
 COMPETITORS OF RETAIL PRODUCTS: main competitors of
BILT’s retail products are JK, MODI, ORIENT, CENTURY GODREJ
etc. According to the data provided by RDWs it is calculated that
BILT faces maximum competition from the side of JK &minimum
competition from the side of ORIENT & CENTURY paper mills.

76
 BILT’s POSITION AS A BRAND: Remarks given by customers to
BILT according to RDWs are excellent, good, fine, and ok, most of
the customers according to RDWs have remarked BILT as very good
& fine brand. According to RDWs BILT is the leading paper
manufacturer. However there are some customers according to
RDWs who have no knowledge about BILT due to very less
advertising of BILT products.
 BILT’s SEASONALITY: After studying seasonality in sales of
different RDWs it has been calculated that maximum sale of BILT’s
retail products occur in the month of May & June. Minimum sale
occur in the month of December.
 BILT’s PRICE: From the data it is calculate that 41.17% RDWs are
not satisfied with BILT’s price & 58.87% RDWs are satisfied with
BILT’s price instead of that the BILT’s paper is working in the
market on the basis of his quality where BILT never compromise.
 MODIFICATION: From the data calculated from 34 RDWs, it is
calculated that only 35.28% want modification in packing, quality,
service, color identification, etc. 64.72% RDWs do not want any
modification which shows that BILT has established a very good
position in the market.
 MARKET SHARE: the market share of BILT in northeast westa &
south is 24% 7% 30%&15%. Market share of BILT’s REB is 60%. EB
of JK makes 30% & others make 10%. Market share of BILT’s retail
products in all directions are:

NORTH =18%
SOUTH =25%
WEST =27%
EAST =6%

77
 REASONS OF BILT’S SUCCESS

1. Set up of own pulp mill to lower the pulp cost.

2. Total quality management (TQM)
3. Taking over multinationals like sinar mass.
4. Introduction of superior quality of premium
vendors.
5. Fast market quality information at head office,
Gurgaon where Buyers are invited to report
about any complaint & when they report,
immediate action is taken. Goodwill in the
market is created.
6. Better resource planning.

78
THE MAJOR FINDINGS OF THE STUDY ARE:

 Paper is a cyclical industry. This states that the prices of paper

fluctuate twice or thrice in a year.
 BILT holds a major chunk of market share in the paper industry.
 BILT enjoys market leadership in coated paper range due to its
unmatched quality and production.
 Shree Gopal Unit holds sufficient space but still it requires more
land for the implementation plans in respect to future expansion
prospects. Sustained availability of good quality of raw materials
(forest based).
 Unit Shree Gopal insisted upon adequate modernization of the
manufacturing assets.
 It also takes into consideration of improvement of the
infrastructure.
 The unit carries effective environmental management.
 Unit Shree Gopal continuously persisted on quality
improvements and reduction in cost of production.
 Some areas of the unit such as; godowns are under utilized
which must be managed properly.
 The company is facing the shortage of power supply due to
electricity cuts.
 Heavy reliance on outside transporters for shipping of goods and
materials.

79
 CONCLUSION

Paper industry is of cyclical nature and the global paper industry is on

come back trail. Indian paper industry has also started looking up. India’s
per capita consumption of paper is around 4.00kg, which is one of the
lowest in the world with the expected increase in literacy rate and
growth of the economy, an increase in the per capita consumption of
paper is expected. The demand for upstream market of paper, medical
grade coated paper, tea bags, and filter paper, light weight online coated
paper, medical grade coated paper, and etc. is growing up. These
developments are expected to give fillip to the industry.

The total capacity of the paper industry is about 1.5 million tones and it is
growing at the rate of 6%. Here again there is a big gap between demand
and supply. Demand is growing at 6% and supply at 3%-4%.

There might be a fall of prices because of fall in global prices. It is more of

a psychological fall than a demand-supply mismatch. The senior officials
are quite sure that demand will soon out ship supply.

BILT always look for good assets to add value to the operations. It has the
best distribution system in the country. The operating performance
speaks for itself. In the sense virtually they are operating every year at
100% capacity utilization and selling the product. If we look at the other

80
best players in the industry they would never exceed 90% in good years
and in bad years, they go down to as low as 70%

In India the maximum growth in writing and printing has come from
copier paper, the reason being the increase in photocopying. BILT is also
witnessing growth from coated paper. The ratio between coated and
uncoated paper is highly skewed towards uncoated paper is the cheapest.
But with the developed countries. The economy, the consumption of
coated paper is also increasing.

The things have started looking better for the paper industry as a result of
the revival in the Indian economy. Even globally the paper prices have
started moving up. This will reduce the incidence of low cost imports.
The market share of BILT is around 22% and is expected to come up to
30% with in a year or so. The paper market is growing by 6%, and coated
paper market is growing around 10% and copier around 12%

Now the aim is to grow at higher percentage than these and for this BILT
should realize that they have to do it by combination of both field
expansion and looking at the possibility of future acquisition in the paper
industry for this for future consolidation. BILT should look at the
domestic market and there are lots of companies in the block, which we
feel have a synergy with it.

81
 RECOMMENDATIONS & SUGGESTIONS

The main of the study was to get knowledge about working in the
marketing field in an organization & to analyze the retail sale with help of
data (BILT’s retail products, BILT’s main customers, competitors, BILT’s
position, BILT’s services etc) collected from RDWs. On the basis of study
& findings various recommendations were made which are given below: -
1. It was found from the study, that retail product IMAGE COPIER
is maximum in sale so company should increase the production of
IMAGE COPIER. It is found from the study that maximum
monthly sale is of 5 tones, which is shown by some the RDWs,
which give maximum sale to BILT, are given incentives, which is
a very good characteristic of BILT for Business. There should also
be increases in supply to these RDWs. Some of the RDWs give
minimum sale. Their performance in the past should be examined
& then accordingly supply of retail products should be increased
or decreased.
2. Major consumers of BILT’s retail products are students. So BILT
should pose more emphasis on satisfying the demands of the
students.
3. it is found from the study that sale increases from march to
September & decreases form oct. to feb. Maximum sale occur in
the months of May & June. Minimum sale occur in dec. so BILT

82
 should plan its production & supply according to demand for the
market.
4. Upgraded technology should be introduced in order to meet
market specifications.
5. Unit marketing should attend more complaints.
6. There should be better coordination between marketing &
process.
7. There should be more flexibility in manufacturing of specific
orders.
8. There had never been proper launching & advertising of specific
products. BILT should start advertising it products, which can
increase its sale & increase its market share from 76%to100%.
After conducting the research, various relevant findings revealed
the true picture of the paper industry. After studying about Unit
Shree Gopal, the conclusions drawn with some recommendations
for improvements:
 BILT have their own USP focusing on quality. The
recommendations relate to continue same strategies along
with diversion in the attributes like pricing, promotion etc.
 Unit Shree Gopal is recommended to consider upon the
transportation facility. The unit is heavily relying upon the
outdoor transporters who play their discretion the
transportation, which may prove hassles in the smooth flow
of goods to the destination. Hence, bring scar to the brand
name of BILT.
 BILT has built up a name of its own. Almost whole of the
country is familiar to the generic term for paper. Thereby,
BILT is recommended to utilize this brand popularity as a
positioning strategy to cater new unexplored markets.

83
 Unit Shree Gopal, though a reputed, well – known and
active subsidiary of BILT have least concentration on
various active marketing activates. Their main emphasis is
on passive marketing. In these modern times, it is said that
marketing is the backbone of any business. Although the
name is very popular but it is recommended to go in for
improvement of their promotional mix by following
professional approaches like: brand positioning, media
advertising and other sales promotion techniques.
 Unit Shree Gopal is highly recommended to improve the
quality of work life provided to the workers engaged in the
production process. The newly installed machinery is highly
sophisticated but the older machines have poor quality of
work life (in case of pollution, poor lighting, poor
ventilation, cleanliness etc.)
 These must be improved.

84
 BIBLIOGRAPHY

 KOTLER, PHILIP: PRINCIPAL OF MARKETING MANAGEMENT

 SHARMA, D.D: MARKETING RSEARCH – PRINCIPLES,
APPLICATION & CASES
 BOWERSOK, DON J: LOGISTICAL MANAGEMENT: MACMAILLAN
 COMPANY’S CATALOGUE.
 BILT WEBSITE (WWW.BILT.COM)

85
THANKS

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