Chapter-1

Industry study

1.1
Sector Overview and Strategic Analysis

Introduction

The pharmaceutical industry is engaged in the discovery, development, manufacturing, and sale
of drugs or substances intended for the treatment, prevention, or alleviation of symptoms in
patients, whether administered by healthcare professionals or through self-administration.

History

Kant Healthcare Ltd. is a prominent formulations division of the SK Group, which has been a
cornerstone of the pharmaceutical industry since 1932. This division was acquired from M/s.
Solvay – Duphar (Holland, EU) in 1996, marking a significant expansion in the group's
capabilities and global reach. The facility spans an impressive 11 acres, approximately 45,000
square meters, and stands as a testament to modern pharmaceutical manufacturing.

This expansive site features dedicated buildings for the production of formulations, Active
Pharmaceutical Ingredients (APIs), metallic stearates, and herbal extracts. Each building is
equipped with state-of-the-art technology and adheres to stringent quality standards, ensuring
that Kant Healthcare Ltd. remains at the forefront of the pharmaceutical manufacturing industry.
The facility's design and layout are meticulously planned to facilitate efficient production
processes and to meet the diverse needs of both domestic and international markets.

One of the key advantages of Kant Healthcare Ltd. is its strategic location in Vapi, Gujarat. Vapi
is one of India's largest and most esteemed industrial zones, known for its robust infrastructure
and conducive business environment. The geographic position of the facility offers exceptional
connectivity, making it easily accessible by air, sea, road, and rail. This strategic location enables
Kant Healthcare Ltd. to serve markets across the globe with ease and efficiency.

The formulations division focuses on the development and manufacturing of a wide range of
pharmaceutical products. These include oral solid dosages, injectables, topicals, and other
advanced drug delivery systems. The facility is equipped with cutting-edge machinery and
technology, ensuring high-quality production and compliance with international regulatory
standards. The commitment to quality is further reinforced by rigorous quality control and
assurance processes that are integral to every stage of manufacturing.

1
In addition to formulations, Kant Healthcare Ltd. has a dedicated building for the production of
APIs. APIs are the active components in pharmaceuticals that produce the intended therapeutic
effects. The manufacturing of APIs requires a high degree of precision and control, and Kant
Healthcare Ltd. meets these demands with its advanced production facilities and expertise. The
company adheres to Good Manufacturing Practices (GMP) and other regulatory guidelines to
ensure the safety, efficacy, and quality of its APIs.

The production of metallic stearates is another specialized area of Kant Healthcare Ltd. Metallic
stearates are used in various industries, including pharmaceuticals, cosmetics, and plastics, as
lubricants, release agents, and stabilizers. The facility's dedicated building for metallic stearates
production is equipped with sophisticated technology to ensure consistent quality and
performance of these products.

Herbal extracts represent a growing segment in the pharmaceutical and nutraceutical industries.
Kant Healthcare Ltd. has recognized the potential of herbal extracts and has invested in a
dedicated building for their production. Utilizing advanced extraction techniques and quality
control measures, the company produces high-quality herbal extracts that meet the rising demand
for natural and plant-based products.

Overall, Kant Healthcare Ltd. embodies the principles of innovation, quality, and strategic
growth. The facility's world-class layout, advanced technology, and strategic location make it a
pivotal player in the pharmaceutical industry. By continuously expanding its capabilities and
adhering to the highest standards of manufacturing, Kant Healthcare Ltd. is well-positioned to
meet the evolving needs of the global pharmaceutical market, providing safe and effective
products that improve the health and well-being of patients worldwide.

Scope of Pharmaceutical Industries in Modern Era

The scope of pharmaceutical industries in the modern era is expansive and continually evolving,
driven by advancements in science and technology. This industry plays a crucial role in global
healthcare by discovering, developing, and manufacturing drugs and therapies that treat, prevent,
and manage a wide range of diseases and medical conditions. The growing prevalence of chronic
diseases, aging populations, and emerging health threats like pandemics underscore the
increasing demand for innovative pharmaceuticals.

Biotechnology and personalized medicine are transforming the pharmaceutical landscape,

enabling the development of targeted therapies tailored to individual genetic profiles.
Additionally, advancements in digital health, such as telemedicine and health data analytics, are
enhancing drug development processes and patient care.

Pharmaceutical companies are also focusing on sustainability and ethical practices, aiming to
reduce environmental impact and improve access to essential medicines in underserved regions.
Collaborations with research institutions, regulatory bodies, and healthcare providers are
fostering a more integrated approach to healthcare innovation.

2
 1.2

PHARMACEUTICAL MARKET OVERVIEW

In 2022, the global pharmaceutical market reached $1.48 trillion in sales, with the U.S. home to
five of the top ten pharmaceutical companies, including Johnson & Johnson, Eli Lilly, Merck,
Pfizer, and Bristol-Myers Squibb.

The industry's growth is driven by expanding medical infrastructure, rising middle-class

incomes, increased health insurance access, and the prevalence of chronic diseases.

Globalization and urbanization boost demand for health products, while technological advances
and the rise of chronic diseases propel companies to innovate in research and development,
focusing on effective drug administration and patient compliance.

Growth and Evaluation of Pharmaceutical Industry in India

 The Indian pharmaceutical industry has rapidly expanded over the last few decades,
divided into four stages.
 Before 1970, the Indian market was dominated by foreign companies.
 From 1970 to 1990, several domestic companies began operations.
 Between 1990 and 2010, liberalization led Indian companies to expand internationally.
 The Indian Patent Act of 1970 allowed the industry to reduce reliance on U.S. intellectual
property laws.
 This act led to lower prices for patented drugs, previously sold at high costs by British
companies.
 Khawaja Abdul Hamid founded Chemical and Pharmaceutical Laboratories in 1935, later
renamed Cipla Limited in 1964.
 Cipla provided affordable drugs to India and during World War II for malaria and
dysentery treatment.
 The revolution in the industry began when Yousef Hamid pushed for the Indian Patent
Act 1970.
 Cipla used reverse engineering to produce affordable HIV drugs for Africa, reducing
treatment costs by 90%.
 India is now a global leader in pharmaceuticals, ranking 4th in volume and 13th in value.
 The Indian industry supplies 50% of global vaccine demand, 40% of U.S. generic
demand, and 25% of U.K. medications.
 The Indian pharmaceutical industry is worth around ₹40,000 Cr, growing at 17%
annually.
 India is the largest supplier of low-cost drugs and generics worldwide.
 The industry's annual turnover was Rs.1.52 trillion as of April, with increasing export
shares and the largest number of USFDA-registered companies.

3
Market Segment

 Indian Pharmaceutical market has grown by 9.5%to reach USD $ 13 billion in2005. It
accounts for about 1%of the global pharmaceutical market in value terms and
8%involume terms. The pharmaceutical market has grown at a compounded annual
growth rate of 9.7%during the last 5 years.
 Marlet growth during 2005 was primarily driven by a number of new products launches
by both Indian an foreign market. The Indian market started attract a number of foreign
players, with the implementing of product patents in January 2005. The FID in pharma
industry was USD172 million in 2005- 06, growing at a CAGR of 62.6%during the
period 2002-06.
 The Indian pharmaceutical market is growing day by day and it is expected the it will
reach to the hight of 130 US$ Billion by 2030.

4
Market Size

 Anti infective is estimated to be the major therapeutic segment accounting for 14.7%of
the total pharma market in India. The major sub-segment within this category are
cephalosporins, quinolones, penicillin, and macrolides.
 Cardiovascular drugs are the next major therapeutic segment contributing 11.1% of the
total sales. The major sub-segments under this category include anti-hypertensive, stains,
and anticoagulants. Gastrointestinal and respiratory are the next leading therapeutic
segments accounting for 10.7% and 10.5% in 2005-06.

 If we observe the segmentation based on product type then Indian pharmaceutical

industry comes with
1. Generic Products
2. OTC – over the counter
3. Bulk drugs
4. Vaccines
5. Biosimilars and biologics
6. Nutraceuticals
7. Allopathic products
8. Other
 Maximum of the pharmaceutical products comes under the category of Allopathic,
Generic, OTC and Bulk drugs

5
 1.3

Pharmaceutical Industry Analysis: Michael Porter’s Five Forces

Model

 Porter's Five Forces model is a framework for analyzing the competitive forces in an
industry. It is a tool used to understand the competitiveness of an industry and its
attractiveness. Porter's Five Forces model was developed by Michael Porter, a Harvard
Business School professor, in 1979.

1. Threat of new entrants: This force refers to the ease with which new firms can enter the
industry and compete with existing firms. Factors that can affect the threat of new
entrants include barriers to entry (such as economies of scale, access to distribution
channels, or regulatory barriers), the intensity of competitive rivalry, and the presence of
substitutes for the industry’s products or services.

2. Threat of substitutes: This force refers to the presence of products or services that can
be used in place of the industry’s products or services. The availability of substitutes can
affect the industry’s pricing power and profitability.

3. Bargaining power of buyers: This force refers to the ability of buyers (such as patients,
hospitals, or insurance companies) to negotiate prices with the industry’s firms. Factors
that can affect the bargaining power of buyers include the size and concentration of
buyers, the importance of the industry’s products or services to the buyers, and the
presence of substitutes.

4. Bargaining power of suppliers: This force refers to the ability of suppliers (such as
manufacturers of raw materials or intermediaries) to negotiate prices with the industry’s
firms. Factors that can affect the bargaining power of suppliers include the size and
concentration of suppliers, the importance of the supplies to the industry’s firms, and the
presence of substitutes for the supplies.

5. Intensity of competitive rivalry: This force refers to the level of competition among
existing firms in the industry. Factors that can affect the intensity of competitive rivalry
include the number and size of firms in the industry, the growth prospects of the industry,
and the presence of barriers to entry.

6
7
 Chapter-2
Company study

2.1

Introduction of S Kant Healthcare Ltd.

 S Kant is one of the few few companies globally to have a single site manufacturing both
API & Formulations for Artemether + Lumefantrine Formulations
 S Kant Healthcare Ltd. is the formulations division of the SK Group, serving the
pharmaceutical industry since 1932.
 It was acquired from M/s. Solvay – Duphar (Holland, EU) in 1996.
 The facility spans 11 acres (approximately 45,000 sq. meters) in Vapi, Gujarat, a major
industrial zone in India.
 The manufacturing site includes dedicated buildings for formulations, APIs, metallic
stearates, and herbal extracts.
 The geographic location offers excellent connectivity by air, sea, road, and rail, ideal for
serving both domestic and international markets.
 This EU GMP certified facility operates with a unilateral flow of man and material.
 Kant Healthcare Ltd. has a presence in over 80 countries and employs over 400
professionals.
 It is led by a young and qualified team, renowned globally for product quality, timely
delivery, and exceptional customer service.
 The company supplies many government tenders worldwide.
 Kant Healthcare Ltd. is committed to maintaining the highest quality standards,
consistently serving mankind to the best of its abilities.

8
 2.2

Mission and Vision

1. Mission
 To provide cutting edge innovations through
research and advance medical services.
 To promote university health coverage
through affordable healthcare products.
 To advance the medical field through effective
healthcare solutions.
 To build societies by enhancing the quality of
life promoting social.

2. Vision
 To be an industry leading global healthcare provider, providing the most effective and
efficient curative methods for ensuring the health of humanity while building
communities.

9
 2.3
Goals and Objective

1. Goals
 To grow at PAN India.

2. Objective
 To offer quality products.
 To ensure the credibility.
 To sustain in the market.

2.4

Organization Structure

 S Kant Healthcare Ltd. Consist of various departments in the hierarchy.

 Director
 CEO
 GM Sales and Marketing
 RSM
 ASM
 MR
 PMT team
 HR Official
 Account Department
 Admin Department
 Assistant Sales Admin

10
 Logistics Department

2.5

Chairaman and Managing Directors

Harshit Shah Nishit Shah Kalpesh Shah

Harshit Shah Nishit Shah Kalpesh Shah

Samir Shah Bharat Shah J. P. Shah

Director Managing Director Chairman

11
 2.6

Product and services Offered

12
 2.7

Key Milestones Achieved

EU-GMP (European Union Good Manufacturing Practice):

This certification ensures that pharmaceutical products are consistently produced and controlled
according to quality standards. It covers all aspects of production, from the starting materials to
the final product. Compliance with EU-GMP is mandatory for companies wishing to supply
medicinal products in the European Union.

WHO Prequalification:

The World Health Organization's prequalification program evaluates the quality, safety, and
efficacy of medicines, diagnostics, and vaccines. It is aimed at providing assurance to countries
and procurement agencies that these products meet global standards, facilitating access to
essential medicines in resource-limited settings.

ISO 14001:2004:

This is an international standard for environmental management systems (EMS). It provides a

framework for organizations to protect the environment, respond to changing environmental
conditions, and achieve continual improvement of their environmental performance. Compliance
helps in managing environmental responsibilities systematically.

OHSAS 18001:2007 (Occupational Health and Safety Management Systems):

This standard provides a framework for managing occupational health and safety (OHS) risks. It
helps organizations put in place policies, procedures, and controls needed to achieve the best
possible working conditions and workplace health and safety, aligned with internationally
recognized best practices.

13
 2.8

SWOT Analysis
 SWOT analysis is a useful tool for evaluating the internal strengths and weaknesses as
well as the external opportunities and threats of a business. Here's a SWOT analysis for S
Kant Pharmaceutical Private Limited:

 Strengths:
1. Strong product portfolio: S Kant Pharmaceutical Private Limited has a diverse range
of pharmaceutical products, which provides a competitive advantage in the market.
2. Established brand: The company has built a reputable brand image over the years,
known for its quality products and reliability.
3. Robust distribution network: S Kant Pharmaceutical has an extensive distribution
network, allowing them to reach a wide customer base efficiently.
4. Experienced workforce: The company has a skilled and experienced team of
professionals, including researchers, scientists, and sales representatives, who
contribute to the company's success.

 Weaknesses:
1. Limited presence: S Kant Pharmaceutical has primarily focused on few states, which
may limit its growth potential compared to competitors with a more significant
presence.
2. Dependency on key suppliers: The company may face challenges if it heavily relies
on specific suppliers for raw materials or components.
3. Relatively small scale: S Kant Pharmaceutical Private Limited may face challenges in
competing with larger pharmaceutical companies in terms of resources, economies of
scale, and bargaining power.

 Opportunities:
1. Market expansion: There are opportunities for S Kant Pharmaceutical to expand its
market presence globally, entering new geographic regions and capturing
international market share.

14
 2. Increasing demand for generic drugs: With the rising cost of branded medications,
there is a growing demand for generic drugs, which presents an opportunity for S
Kant Pharmaceutical to capitalize on this market trend.
3. Technological advancements: Embracing technological advancements such as digital
marketing, e-commerce, and telemedicine can enhance the company's reach,
efficiency, and customer engagement.

 Threats:
1. Intense competition: The pharmaceutical industry is highly competitive, with
numerous players vying for market share. S Kant Pharmaceutical needs to stay ahead
of its competitors to maintain its market position.
2. Stringent regulations: The pharmaceutical sector is subject to strict regulations and
compliance requirements, which may pose challenges in terms of product
development, manufacturing, and marketing.
3. Pricing pressures: Governments and healthcare organizations exert pressure on
pharmaceutical companies to reduce prices, which can impact profit margins.

15
 Chapter 3
Departmental Study

1.2
Key Market Players

The homecare products sector is highly competitive, with several large multinational companies
dominating the market. These companies offer a wide range of products, from cleaning agents
and laundry detergents to disinfectants and air care products. Below is an analysis of the top-5
firms in the homecare products sector, highlighting their market shares and providing insights
into the competitive landscape and market dynamics.

1. Procter & Gamble (P&G)

 Market Share: Approximately 14-16%

 Overview: P&G is a leading player in the homecare products market with a diverse
portfolio of well-known brands such as Tide, Ariel, Mr. Clean, and Febreze. The
company's strong emphasis on innovation, quality, and marketing has helped it maintain a
significant market share globally.

2. Unilever

 Market Share: Approximately 11-13%

 Overview: Unilever is another major competitor with a broad range of homecare
products including brands like Domestos, Cif, and Surf. Unilever's commitment to
sustainability and eco-friendly products has resonated well with consumers, boosting its
market position.

3. Reckitt Benckiser Group (RB)

 Market Share: Approximately 8-10%

 Overview: Known for its strong brands like Lysol, Finish, and Vanish, RB is a prominent
player in the homecare sector. The company's focus on health, hygiene, and home
products has positioned it well in the market, particularly in the disinfectant category.

4. Henkel AG & Co. KGaA

16
  Market Share: Approximately 6-8%
 Overview: Henkel offers a variety of homecare products under brands such as Persil,
Purex, and Bref. The company's extensive experience in adhesive technologies also
complements its homecare product offerings.

5. SC Johnson & Son

 Market Share: Approximately 5-7%

 Overview: SC Johnson is a family-owned company known for its iconic brands like
Windex, Pledge, and Glade. The company's strong focus on sustainability and
environmentally friendly products has helped it maintain a competitive edge.

6. Colgate-Palmolive Company

 Market Share: Approximately 4-6%

 Overview: While primarily known for oral care products, Colgate-Palmolive also has a
significant presence in the homecare sector with brands like Palmolive and Ajax. The
company leverages its strong brand recognition to compete effectively.

7. The Clorox Company

 Market Share: Approximately 3-5%

 Overview: Clorox is well-known for its disinfecting products and bleach. Brands like
Clorox, Pine-Sol, and Liquid-Plumr are household names, particularly in North America,
where the company has a strong market presence.

8. Church & Dwight Co., Inc.

 Market Share: Approximately 2-4%

 Overview: Known for its Arm & Hammer brand, Church & Dwight has a diverse
portfolio of homecare products including baking soda-based cleaners and laundry
detergents. The company's focus on value-for-money products appeals to a broad
consumer base.

9. Kao Corporation

 Market Share: Approximately 2-3%

 Overview: A major player in the Japanese market, Kao Corporation offers a variety of
homecare products such as Attack laundry detergents and Magiclean cleaners. The
company's strong R&D capabilities and focus on innovation drive its competitive
advantage.

10. Seventh Generation, Inc. (a subsidiary of Unilever)

 Market Share: Approximately 1-2%

17
  Overview: Known for its environmentally friendly and sustainable products, Seventh
Generation has carved out a niche market segment. Its commitment to eco-friendly
practices and plant-based formulations resonates well with environmentally conscious
consumers.

Competitive Landscape and Market Dynamics

 Consolidation and Mergers: The homecare products sector has seen significant
consolidation, with major players acquiring smaller companies to expand their product
lines and market reach. This trend is expected to continue as companies seek to diversify
and strengthen their market positions.
 Innovation and R&D: Continuous investment in research and development is crucial for
maintaining a competitive edge. Companies are focusing on developing eco-friendly,
sustainable, and innovative products to meet evolving consumer preferences and
regulatory requirements.
 Sustainability: There is a growing consumer demand for sustainable and
environmentally friendly products. Companies are increasingly focusing on reducing
their environmental footprint through the use of biodegradable ingredients, recyclable
packaging, and sustainable sourcing practices.
 Digital Transformation: The rise of e-commerce and digital marketing has transformed
the way homecare products are marketed and sold. Companies are leveraging digital
platforms to engage with consumers, gather insights, and tailor their offerings to meet
specific needs.
 Regional Variations: Market dynamics can vary significantly across different regions.
For example, emerging markets in Asia-Pacific and Latin America are experiencing rapid
growth due to urbanization and rising disposable incomes, while mature markets in North
America and Europe are focusing more on innovation and sustainability.

18
 1.3
Growth Prospects and Opportunities
Growth Trajectories Post-2022

1. Sustained Hygiene Demand: Continued high demand for disinfectants and cleaning
agents due to heightened hygiene awareness.
2. Sustainable Products: Increasing consumer preference for eco-friendly products, driving
demand for biodegradable and recyclable options.
3. Smart Home Integration: Rising popularity of IoT-enabled homecare products and
personalized cleaning solutions.
4. Emerging Markets: Rapid growth in Asia-Pacific, Latin America, and Africa due to
urbanization and rising incomes.
5. E-commerce Growth: Significant increase in online sales, emphasizing the importance
of digital presence and direct-to-consumer strategies.

Future Opportunities

1. Eco-Friendly Products: Investing in sustainable ingredients and packaging to attract

eco-conscious consumers.
2. Innovative Products: Developing multifunctional and health-focused products to meet
evolving consumer needs.
3. Regional Expansion: Targeting emerging markets with tailored offerings and
establishing local operations.
4. Digital and DTC Sales: Enhancing e-commerce capabilities and leveraging social media
for personalized marketing.
5. Smart Home Integration: Creating smart home-compatible products and partnering
with tech companies for innovation.

19
 Chapter 2
Company study

2.1
Company Overview

20
 INTRODUCTION
Welcome to our home care products manufacturing unit, founded by Vinodbhai Thacker and
Sarlaben Vinod Bhai Thacker. For over 35 years, we have been committed to providing the
highest quality products to our customers. Our founder, Shree Vinodbhai Thacker, is a visionary
entrepreneur who has dedicated his life to researching and developing home care products that
are both super quality and safe to use. His years of experience and expertise in the industry have
allowed him to create products that are not only effective but also environmentally friendly. Our
manufacturing unit is the result of Shree Vinod Bhai Thacker's passion for creating high-quality
home care products that are safe for families and the environment. We use only the finest
ingredients and state-of-the- art technology to produce our products, ensuring that they meet the
highest standards of quality and safety. Years of research have gone into developing our product
range, and we continue to innovate and improve with each passing year. Our commitment to
excellence is reflected in every product we manufacture, and we are proud to offer our customers
a wide range of home care products that are effective, safe, and affordable prices. At our
manufacturing unit, we believe that our customers deserve the best. That's why we strive to
provide excellent customer service and ensure that every product we manufacture meets the
needs and expectations of our customers. Thank you for choosing our home care products
manufacturing unit. We look forward to continuing to provide you with the highest quality
products and services for many years to come.

2.2
Mission and Vision Statements

 Mission

 Make, distribute, sell, and trade the highest quality chemicals.

 Maintain a continued commitment to meet market needs and standards.
 Promote business practices that respect our employees, customers, suppliers, and the
environment.

 Vision

 Be a competitive leader in the chemical sector locally and globally.

 Constantly develop and upgrade our products.

21
 Remain true to our core values.

2.3
Facilities and Locations

 First aid
Immediate medical assistance provided to a person suffering from a minor or serious
illness or injury until professional help arrives.
 CCTV Cameras
Closed-circuit television cameras used for surveillance and security purposes. They
capture and record video footage to monitor and deter criminal activities.
 Spittoons
Receptacles used for spitting, typically found in public places or medical facilities. They
help maintain hygiene by containing saliva and other substances.
 Rest rooms
Facilities equipped with toilets, sinks, and other amenities for personal hygiene and
comfort.
 Training departments
Organizational units dedicated to enhancing employees' skills and knowledge through
structured learning programs.
 Drinking water
Water that is safe and suitable for human consumption. It is essential for hydration,
health, and overall well-being.

22
 2.4
Products Range
FABRIC WASH

DISH WASH

23
 FLOOR CLEANER

BATHROOM CLEANER

24
 2.5
MARKET COMPITIORS

Competition is good for everybody.... Competition helps bring out everybody's potential.... And
it doesn't matter what level of society; even the poor organization have that energy, deserve that
freedom where they can be able to compete with the rest and do the best they can.”
- President Paul Kagame

Local level
• Laksyaraj
• Kutch kitchen king

State/National level
• ARIAL
• SURF EXEL

International level
SHARP SHOOTE

25
 2.6
Financial report (balance sheet of last three years)

2021-2022

26
2022-23

2023-24

27
 2.7
SWOC ANLYSIS
Strength
 4 Decades business
 Experienced field
 Loyal customer
 Quality products

Weakness
 LIMITTED AREA
 NARROW COVERAGE
 SIZE OF FIRM

Opportunity
 WIDE VACCANT MARKET
 GLOBALIZATION

Threats/Challenges
 ENVIORMENT V/S CHEMIALS
 COMPITIORS

28
 Chapter-3
Departmental study

3.1
Organizational Structure Overview

In any organization its departments are the main causes of various activities. Every department
has its own responsibility and accountability for organization. These all departments play
important role in organization.

Executive Management: This includes the CEO, CFO, COO, and other top executives who set
the strategic direction and oversee all departments.

 Interrelationships: Directs and coordinates all departments to ensure alignment with the
company's goals.

Marketing: Responsible for market research, advertising, and promoting the company's products
or services.

 Interrelationships: Collaborates with Sales for promotional strategies, Product

Development for understanding product features, and Customer Service for feedback.

Finance and Accounting: Manages the company’s finances, including budgeting, forecasting,
and financial reporting.

29
  Interrelationships: Works closely with all departments to manage budgets, process
financial transactions, and ensure financial health.

3.2

Interns’ department brief view

I am working in Shree Chemical Gruh Udghyog’s marketing department as a sales executive of
Bhuj-Kutch Region. Under marketing department my duties and responsibilities are as follow:

Shree Chemical Gruh Udhyog

The Marketing Department at Shree Chemical Gruh Udhyog is dedicated to promoting our
products, expanding our market presence, and ensuring customer satisfaction. Our department
focuses on strategic planning, market research, brand management, advertising, sales support,
and customer relationship management. As an integral part of our business, we aim to drive
growth and enhance the company's market share through effective marketing initiatives.

Key Responsibilities

1. Market Research:
 Conducting research to understand market trends, customer needs, and
competitive landscape.
 Analyzing data to identify opportunities for product development and market
expansion.
2. Brand Management:
 Developing and maintaining a strong brand image.
 Creating consistent messaging and visual identity across all marketing materials.
3. Advertising and Promotions:
 Designing and implementing advertising campaigns across various media
platforms.
 Planning and executing promotional activities to boost product awareness and
sales.
4. Sales Support:
 Providing the sales team with the necessary tools, materials, and information to
effectively sell products.
 Collaborating with sales to develop strategies that drive revenue growth.
5. Customer Relationship Management (CRM):
 Building and maintaining relationships with customers to ensure long-term
satisfaction and loyalty.
 Implementing CRM systems to manage customer interactions and data.
6. Digital Marketing:
 Utilizing digital channels such as social media, email marketing, and search
engine optimization (SEO) to reach and engage with target audiences.

30
  Analyzing digital marketing metrics to optimize campaign performance.

3.3

Intern's Role
As a Sales Intern in the Marketing Department, your role includes:

 Assisting in Market Research:

 Gathering and analyzing data on market trends, customer preferences, and
competitive activities.
 Supporting the creation of research reports and presentations.
 Supporting Advertising Campaigns:
 Helping to develop content for marketing campaigns, including social media
posts, email newsletters, and promotional materials.
 Assisting in the coordination and execution of marketing events and activities.
 Sales Support:
 Preparing sales materials and presentations.
 Assisting the sales team with customer inquiries and follow-ups.
 Customer Engagement:
 Helping to manage customer databases and CRM systems.
 Participating in customer outreach initiatives to build and maintain relationships.
 Analyzing Marketing Performance:
 Tracking and reporting on the effectiveness of marketing campaigns.
 Providing insights and recommendations based on performance data.

By contributing to these activities, intern will gain valuable experience and insights into the
marketing strategies and operations of Shree Chemical Gruh Udhyog. Your efforts will help in
driving our marketing objectives and achieving business success.

31
 CHAPTER-4
RESARCH WORK
4.1

Problem Identification / Significance of the Study

Project: Studying the Market of Homecare Products in Bhuj, Kutch

Problem Identification

1. Market Saturation and Competition:

 The homecare product market in Bhuj, Kutch, may be saturated with numerous
local and national brands. Identifying the key competitors and understanding their
market share is crucial.
2. Consumer Preferences and Behavior:
 There may be a lack of comprehensive data on consumer preferences, purchasing
behavior, and factors influencing their choice of homecare products in this region.
3. Product Awareness and Accessibility:
 Assessing the level of awareness about various homecare products among the
residents of Bhuj, Kutch, and the accessibility of these products in local markets
is necessary.
4. Pricing Strategies:
 Understanding the pricing strategies of existing products and determining the
price sensitivity of consumers in Bhuj, Kutch.
5. Distribution Channels:
 Evaluating the effectiveness of current distribution channels and identifying
potential areas for improvement to ensure better market penetration.
6. Cultural and Regional Influences:
 Considering the cultural and regional factors that may impact the acceptance and
usage of homecare products in Bhuj, Kutch.

Significance of the Study

1. Market Insights:
 This study will provide valuable insights into the homecare product market in
Bhuj, Kutch, helping businesses understand the competitive landscape and
consumer preferences.
2. Informed Decision-Making:

32
  The findings will enable companies to make informed decisions regarding product
development, marketing strategies, and pricing models tailored to the local
market.
3. Enhanced Product Offerings:
 By identifying gaps in the market and unmet consumer needs, companies can
innovate and enhance their product offerings to better serve the community.
4. Strategic Marketing:
 Understanding consumer behavior and preferences will help in designing targeted
marketing campaigns that resonate with the local population, leading to increased
brand loyalty and sales.
5. Optimized Distribution:
 The study will highlight the strengths and weaknesses of existing distribution
channels, allowing companies to optimize their supply chain and improve product
availability.
6. Economic Impact:
 A thriving homecare product market can contribute to the local economy by
creating job opportunities and stimulating business activities in Bhuj, Kutch.
7. Cultural Relevance:
 Incorporating cultural and regional nuances into product development and
marketing strategies will ensure better acceptance and success of homecare
products in the local market.

By addressing these problems and leveraging the significance of the study, businesses can
achieve a competitive edge and contribute to the overall development of the homecare product
market in Bhuj, Kutch.

4.2
Research Objectives
1. Market Analysis:
 To analyze the current market size and growth potential for homecare products in Bhuj,
Kutch.
 To identify key competitors and their market share.

2. Consumer Insights:
 To understand consumer preferences, purchasing behavior, and factors influencing their
choice of homecare products.
 To assess the level of awareness and accessibility of homecare products among residents.

3. Pricing and Distribution:

 To evaluate the pricing strategies of existing homecare products and determine price
sensitivity among consumers.
 To analyze the effectiveness of current distribution channels and identify areas for
improvement.

4. Cultural and Regional Factors:

33
  To explore cultural and regional influences on the acceptance and usage of homecare
products in Bhuj, Kutch.

5. Recommendations:
 To provide actionable recommendations for businesses to enhance their product offerings,
marketing strategies, and distribution channels.

4.3
Research Design
1. Research Type:
 Descriptive and exploratory research to gain a comprehensive understanding of the
homecare product market in Bhuj, Kutch.

2. Data Collection Methods:

 Primary Data:
 Surveys and questionnaires: Distribute structured surveys to a representative
sample of residents in Bhuj, Kutch, to gather data on consumer preferences,
behavior, and product awareness.
 Interviews: Conduct in-depth interviews with key stakeholders, including
retailers, distributors, and consumers, to gain qualitative insights.
 Focus Groups: Organize focus group discussions to explore cultural and regional
factors influencing homecare product usage.

 Secondary Data:
 Market Reports: Analyze existing market reports and industry publications to
understand market trends and competitive landscape.
 Company Reports: Review annual reports and marketing materials of key
competitors to gather information on their strategies and market presence.
 Online Databases: Utilize online databases and industry portals to collect relevant
market data and statistics.

3. Sampling Method:
 Sampling Technique:
 Use stratified random sampling to ensure representation of different demographic
segments within Bhuj, Kutch.
 Sample Size:
 Determine an appropriate sample size based on the population of Bhuj, Kutch,
and the desired level of accuracy and confidence in the results.

4. Data Analysis:
 Quantitative Analysis:
 Use statistical tools and software to analyze survey data, identify patterns, and
generate insights on consumer preferences, pricing sensitivity, and market trends.
 Qualitative Analysis:
 Conduct thematic analysis of interview and focus group data to understand
cultural and regional influences, as well as qualitative aspects of consumer
behavior.

34
 5. Research Timeline:
 Phase 1: Literature Review and Secondary Data Collection:
 Duration: 2-3 weeks
 Phase 2: Primary Data Collection:
 Surveys: 3-4 weeks
 Interviews and Focus Groups: 2-3 weeks
 Phase 3: Data Analysis and Interpretation:
 Duration: 3-4 weeks
 Phase 4: Report Writing and Recommendations:
 Duration: 2-3 weeks

6. Ethical Considerations:
 Ensure informed consent from all participants.
 Maintain confidentiality and anonymity of respondents.
 Adhere to ethical guidelines for data collection and reporting.

By following this research design, the study aims to provide a thorough understanding of the
homecare product market in Bhuj, Kutch, and deliver valuable insights and recommendations for
businesses operating in this sector.

4.4
Findings, Suggestions, and Conclusions

Findings
1. Market Analysis:
o The homecare product market in Bhuj, Kutch, is growing steadily, with increasing
demand for both basic and specialized homecare items.
o Key competitors include several national brands, local manufacturers, and small-scale
enterprises. National brands dominate the market, but local products are preferred for
their affordability.

2. Consumer Insights:
o Consumers prioritize quality, affordability, and availability when choosing homecare
products.
o There is a high level of brand loyalty, especially towards well-known national brands.
o Awareness of eco-friendly and organic homecare products is rising, but their market
penetration is still low.

3. Pricing and Distribution:

o Price sensitivity is significant; consumers often choose products based on discounts and
promotions.
o Distribution channels are adequate but could be optimized. Smaller retail outlets
sometimes face supply issues, leading to inconsistent product availability.

4. Cultural and Regional Factors:

35
 o Traditional cleaning methods and products still hold cultural significance in Bhuj, Kutch.
o Regional preferences influence product choice; for example, products that claim to be
natural or herbal are more popular.

Suggestions
1. Product Development:
o Introduce a range of affordable, eco-friendly homecare products to tap into the growing
awareness of sustainable living.
o Develop products tailored to regional preferences, incorporating traditional ingredients
and methods.

2. Marketing Strategies:
o Increase brand awareness through targeted advertising campaigns, highlighting the
benefits and unique selling points of the products.
o Leverage social media and local influencers to reach a wider audience and build trust.

3. Pricing Strategies:
o Implement competitive pricing strategies and offer regular promotions and discounts to
attract price-sensitive consumers.
o Consider bundling products to provide more value and encourage bulk purchases.

4. Distribution Optimization:
o Strengthen relationships with local retailers and ensure consistent supply to avoid stock
shortages.
o Expand distribution networks to cover more rural areas, ensuring wider product
availability.

5. Customer Engagement:
o Establish a customer feedback mechanism to gather insights and continuously improve
product offerings.
o Organize community events and product demonstrations to educate consumers about the
benefits and uses of homecare products.

Conclusions
The study of the homecare product market in Bhuj, Kutch, reveals a dynamic and evolving
landscape. While national brands currently dominate, there is a significant opportunity for local
manufacturers to grow by focusing on affordability and regional preferences. The increasing
awareness of eco-friendly products presents a promising avenue for innovation and market
expansion.

By understanding consumer behavior, optimizing pricing and distribution strategies, and

developing culturally relevant products, businesses can effectively capture and grow their market
share. Enhancing customer engagement and leveraging modern marketing techniques will further
strengthen market presence and drive long-term success.

36
Overall, the homecare product market in Bhuj, Kutch, holds substantial potential for growth and
innovation. Companies that adapt to local needs and preferences while maintaining competitive
pricing and strong distribution networks will be well-positioned to thrive in this market.

4.5
Appendices
Questionnaires used for surveys

1. Name of respondent *

2. Gender *
Mark only one oval.

male female

Prefer not to say

37
3. Gender *
Mark only one oval.

male female

Prefer not to say

4. Contact number *

6. Monthly income *

Industrial survey

6. Where do you typically buy home care products from? *

Mark only one oval. grocery store shopping malls street

vendor online shopping

7. Which home care products do you use? *

Check all that apply.

TOILET CLEANER

38
 DISH WASH
FABRIC WASH

Other:

8. What are the factors you consider while choosing home care product *
Check all that apply.

price
quality
quantity
brand reputation
fragrance/flavor

Rainbow Products manufacture by Shree Chemical Gruh udhyog

9. How do you rate for Rainbow brand in homecare product

Mark only one oval.

exellent
good

modrate

need

improvement poor

39
10. which products have you used of Rainbow brand
Check all that apply.

dish
wash
fabric
wash
toilet
cleaner floor
cleaner glass
cleaner

11. In dish wash which product Rainbow brand have you used
Check all that apply.

max jel
famous

real frsh
orange green
gold

12. in fabric wash which products Rainbow brand have you used
Check all that apply.

fabric
eco
fabric
regular softner

40
13. in floor cleaner which product of Rainbow brand have you used
Check all that apply.

2 in 1

rainbow white
extra strong spark
queen

14. Any feedback or suggestion *

Chapter 5
LEARNINGS & SKILLS ACQUIRED

5.1
Learning’s and Value Addition

Detailed Description of Knowledge Gained and Value Added During the

Internship

My internship at Shree Chemical Gruh Udhyog in the Marketing Department, focusing on

studying the market of homecare products in Bhuj, Kutch, has been an invaluable experience that

41
has significantly contributed to my professional and personal development. Throughout this
period, I acquired a comprehensive understanding of market research, consumer behavior
analysis, product marketing strategies, and the importance of cultural and regional nuances in
business. This detailed description will explore the knowledge I gained and the value added
during my internship, highlighting how these experiences have shaped my skills, perspectives,
and future career aspirations.

Professional Development

1. Market Research and Analysis:

One of the core aspects of my internship involved conducting market research to understand the
homecare product landscape in Bhuj, Kutch. I learned various research methodologies, including
primary and secondary data collection, survey design, and data analysis techniques. Through
these activities, I gained insights into how to effectively gather and interpret data to identify
market trends, consumer preferences, and competitive dynamics.

2. Consumer Behavior Analysis:

Understanding consumer behavior was a critical component of my internship. I learned how to

analyze purchasing patterns, brand loyalty, and factors influencing consumer decisions. This
involved designing and distributing surveys, conducting interviews, and organizing focus group
discussions. The ability to derive meaningful insights from consumer data has enhanced my
analytical skills and deepened my understanding of market segmentation and targeting.

3. Product Marketing Strategies:

My role required me to assist in developing and implementing marketing strategies for homecare
products. I gained hands-on experience in creating marketing content, planning promotional
campaigns, and utilizing digital marketing channels such as social media and email marketing.
This experience taught me the importance of crafting compelling messages and using various
platforms to reach and engage with target audiences effectively.

4. Pricing and Distribution:

I was involved in analyzing pricing strategies and evaluating distribution channels.

Understanding price sensitivity and developing competitive pricing models were key learning
areas. Additionally, I learned about the complexities of supply chain management and the
importance of maintaining strong relationships with retailers and distributors to ensure consistent
product availability.

5. Cultural and Regional Considerations:

Studying the market in Bhuj, Kutch, highlighted the significance of cultural and regional factors
in consumer behavior. I gained a deeper appreciation for how local traditions, values, and

42
preferences influence product acceptance and usage. This understanding is crucial for developing
products and marketing strategies that resonate with specific communities.

Personal Development

1. Enhanced Communication Skills:

Throughout my internship, I interacted with various stakeholders, including consumers, retailers,

and team members. These interactions improved my communication skills, enabling me to
convey ideas clearly and effectively. Conducting interviews and focus groups also enhanced my
ability to listen actively and empathize with different perspectives.

2. Improved Analytical Thinking:

The process of collecting, analyzing, and interpreting market data strengthened my analytical
thinking abilities. I learned how to approach problems methodically, consider multiple variables,
and draw evidence-based conclusions. These skills are essential for making informed business
decisions and solving complex challenges.

3. Increased Adaptability and Flexibility:

Working in a dynamic market environment required me to adapt quickly to changing

circumstances and handle unexpected challenges. This experience taught me the importance of
being flexible and open to new ideas and approaches. It also reinforced the value of resilience
and persistence in overcoming obstacles.

4. Time Management and Organization:

Balancing multiple tasks and deadlines during my internship improved my time management and
organizational skills. I learned how to prioritize tasks, manage my time effectively, and maintain
a high level of productivity. These skills are crucial for success in any professional setting.

5. Team Collaboration and Leadership:

Collaborating with colleagues on various projects helped me develop my teamwork and

leadership abilities. I learned how to contribute effectively to a team, support my peers, and take
initiative when necessary. These experiences have prepared me to work collaboratively and lead
teams in future roles.

Knowledge Gained

1. In-Depth Understanding of Market Dynamics:

My internship provided me with a thorough understanding of the homecare product market in

Bhuj, Kutch. I learned about the key players, market size, growth potential, and competitive

43
landscape. This knowledge is essential for developing effective marketing strategies and making
strategic business decisions.

2. Insights into Consumer Preferences and Behavior:

Studying consumer behavior gave me valuable insights into what drives purchasing decisions,
brand loyalty, and product preferences. I learned how to segment the market based on
demographics, psychographics, and behavioral factors. This understanding is crucial for creating
targeted marketing campaigns and developing products that meet consumer needs.

3. Practical Marketing Skills:

I gained practical skills in various aspects of marketing, including content creation, campaign
planning, digital marketing, and sales support. These skills are directly applicable to future roles
in marketing and business development. I also learned how to use marketing tools and software
to analyze data, track campaign performance, and optimize strategies.

4. Knowledge of Pricing and Distribution Strategies:

Understanding pricing models and distribution channels was a key part of my internship. I
learned how to evaluate pricing strategies, identify optimal price points, and develop competitive
pricing models. Additionally, I gained insights into supply chain management and the
importance of effective distribution networks for market penetration and product availability.

5. Cultural Competence and Sensitivity:

Studying the market in Bhuj, Kutch, taught me the importance of cultural competence in
business. I learned how to respect and incorporate cultural and regional nuances into product
development and marketing strategies. This knowledge is essential for operating successfully in
diverse markets and building strong relationships with local communities.

Value Added

1. Contribution to Market Understanding:

My research and analysis contributed to a deeper understanding of the homecare product market
in Bhuj, Kutch. The insights I provided helped the company identify opportunities for growth,
develop targeted marketing strategies, and improve product offerings. This contribution added
significant value to the company's strategic planning and decision-making processes.

2. Enhanced Marketing Strategies:

By assisting in the development and implementation of marketing campaigns, I helped improve

the effectiveness of the company's marketing efforts. My work in creating content, planning
promotions, and utilizing digital channels contributed to increased brand awareness and

44
consumer engagement. This added value by driving sales and strengthening the company's
market position.

3. Improved Distribution Efficiency:

My analysis of distribution channels and recommendations for optimization helped enhance the
efficiency of the supply chain. Ensuring consistent product availability and expanding
distribution networks added value by increasing market penetration and customer satisfaction.

4. Innovation and Product Development:

The insights I provided into consumer preferences and cultural factors contributed to the
development of new and innovative products. By identifying gaps in the market and unmet
consumer needs, I added value by helping the company create products that resonate with local
consumers and meet their specific requirements.

5. Long-Term Strategic Benefits:

The knowledge and skills I gained during my internship have long-term strategic benefits for
both myself and the company. For me, the experience has prepared me for future roles in
marketing and business development, equipping me with the tools and insights needed to
succeed in a competitive market. For the company, the research and recommendations I provided
will inform future strategies and contribute to sustainable growth.

5.2
Challenges and Limitations Faced During the Internship
While my internship at Shree Chemical Gruh Udhyog provided valuable learning opportunities
and insights into the market of homecare products in Bhuj, Kutch, it also presented several
challenges and limitations. These challenges encompassed personal, logistical, and institutional
barriers that affected various aspects of the internship experience.

Personal Challenges

1. Adaptation to Local Culture:

 Challenge: Initially, adapting to the local culture and understanding regional preferences posed a
significant challenge. Differences in language, customs, and consumer behavior required time and
effort to navigate effectively.

45
  Resolution: I addressed this challenge by actively engaging with local residents, retailers, and
colleagues to learn more about their cultural perspectives. This helped me gain a deeper
understanding of consumer preferences and market dynamics unique to Bhuj, Kutch.

2. Time Management and Workload:

 Challenge: Balancing multiple tasks and meeting deadlines in a dynamic work environment was
challenging at times. Prioritizing tasks effectively while ensuring high-quality output required
careful planning and time management.
 Resolution: I improved my time management skills by creating daily schedules, setting clear
priorities, and seeking guidance from supervisors when necessary. This approach helped me
streamline my workflow and maintain productivity throughout the internship.

Logistical Challenges

1. Data Collection and Accessibility:

 Challenge: Accessing comprehensive and reliable data for market research, especially regarding
consumer preferences and competitor analysis, presented logistical hurdles.
 Resolution: To address this challenge, I utilized a combination of primary and secondary
research methods. This included conducting surveys, interviews, and focus groups to gather
firsthand insights from local residents and stakeholders. Additionally, leveraging online databases
and industry reports helped supplement our findings and validate our research outcomes.

2. Limited Resources and Infrastructure:

 Challenge: Limited resources and infrastructure in certain areas of Bhuj, Kutch, affected the
execution of marketing strategies and distribution efforts.
 Resolution: We focused on optimizing existing resources and building strong partnerships with
local distributors and retailers. This collaborative approach helped overcome logistical constraints
and ensure product availability in key market segments.

Institutional Challenges

1. Organizational Processes and Procedures:

 Challenge: Adapting to organizational processes and procedures within Shree Chemical Gruh
Udhyog, including decision-making protocols and communication channels, required adjustment.
 Resolution: I familiarized myself with the company's operational framework by seeking
guidance from mentors and senior colleagues. Establishing clear lines of communication and
actively participating in team meetings facilitated smoother collaboration and alignment with
organizational goals.

2. Regulatory and Compliance Issues:

 Challenge: Navigating regulatory requirements and compliance standards specific to the

homecare product industry posed challenges, particularly concerning product labeling and
advertising regulations.

46
  Resolution: I addressed these challenges by staying informed about regulatory updates and
seeking guidance from legal and regulatory experts within the company. Adhering to ethical
guidelines and ensuring compliance with local laws were prioritized throughout our marketing
and distribution activities.

Reflection

Reflecting on these challenges and limitations, each presented an opportunity for growth and
learning during my internship. Overcoming personal, logistical, and institutional barriers
required resilience, adaptability, and proactive problem-solving skills. By effectively addressing
these challenges, I not only contributed to the successful execution of our research and marketing
initiatives but also developed valuable professional competencies essential for future career
endeavors in marketing and business development.

Moving forward, the experiences gained from navigating these challenges will serve as a
foundation for overcoming similar obstacles in my career. They have reinforced the importance
of flexibility, cultural sensitivity, strategic planning, and collaboration in achieving
organizational objectives within diverse and dynamic business environments. Overall, while
challenges were inherent in the internship experience, they ultimately contributed to my growth,
both professionally and personally, at Shree Chemical Gruh Udhyog in Bhuj, Kutch.

5.3
Conclusion
The summer internship at Shree Chemical Gruh Udhyog in Madhapar, Bhuj, Kutch, focused on
conducting a thorough market analysis and studying consumer behavior regarding homecare
products. This project was undertaken as part of the requirements for the Master of Business
Administration degree, Batch 2022-24, at Parul University, Faculty of Management Studies.

Through this internship, valuable insights were gathered into the market dynamics and consumer
preferences in Bhuj, Kutch, pertaining to homecare products. The study revealed that consumers
in this region prioritize factors such as product effectiveness, affordability, and brand reputation
when making purchasing decisions. Additionally, there is a growing inclination towards eco-
friendly and sustainable products among certain consumer segments, reflecting evolving
consumer preferences.

The findings of this study are instrumental for Shree Chemical Gruh Udhyog to refine its
marketing strategies, product development initiatives, and distribution channels. By aligning
with the identified consumer preferences and market trends, the company can strengthen its
market position and competitiveness in the homecare products sector.

This internship experience has been invaluable in providing practical exposure to conducting
market research and analyzing consumer behavior. It has enhanced my understanding of the

47
complexities within the consumer goods industry and equipped me with skills that are essential
for my professional growth.

I extend my sincere gratitude to Shree Chemical Gruh Udhyog for providing me with the
opportunity to undertake this internship and to my industry mentor, Mrs. Komal Katira, for her
guidance and support throughout the project. I also acknowledge the Faculty of Management
Studies, Parul University, for their continuous encouragement and assistance.

48