2. 2
7) Abhijit Mahapatra (0601219425)
8) AnantaKumarJena (0601219418)
9) Suraj Mahapatra (0601219314)
ACKNOWLEDGEMENT
It is with a great sense of satisfaction that we present our first real
venture in the form of “ENTERPRENEURSHIP PROJECT” in the
field of HDPP &PVC pipes industry in the sand city of Balasore
popularly called as the “OriPlast”. It is a matter of privilege and for
us to work under such experienced people.
Our hearty acknowledgement, to the esteemed of Er. Tapas Kumar
Panigrahi (H.O.D) Electrical & Electronics Engineering for the
guidance, help and encouragement with many ideas for
successful completion of this project. We also sincerely thanks for
their timely support.
We also express our gratitude to all the lecturers of the
department of Electrical & Electronics Engineering for their time to
time advice and encouragement, which led us to achieve our
goals. Last but not the least, we wish to express to our heart felt
thanks to all those who assisted us during the project work.
3. 3
CERTIFICATE OF ORIGINALITY
This is to certify that the Entrepreneurship Project Report entitled
HDPP & PVC pipes submitted to department of Electrical &
Electronics Engineering, College of Engineering
Bhubaneswar in the fulfill of the 8th
semester of Bachelor in
Technology is an original work carried out by GROUP-V
MEMBERS under my guidance.
The matter embodied in this report is genuine work done by the
students and has not been submitted whether to this university or
to any other university/institute for the fulfillment of the
requirement of any course of study.
Guidedby
4. 4
Er. DeepakKumarSahoo Er.TapasKumarPanigrahi(H.O.D)
Department of Electrical & Electronics Engineering
CONCEPT OF ENTREPRENEUR AND ENTREPRENEURSHIP
Introduction:-
The economic progress of the country depends upon industrial
development. Industrialization has become the magic word of the mid-twentieth
century. The factors which contribute for the industrial development are availability of
natural resources, technology, infrastructural facilities, capital and inspired people who
activates these factors of production leading to higher rate of economic growth.
Dr. D.C. McClelland, a noted psychologist from Howard University in
U.S.A., after extensive research has proved that the economic development of any
nation does not depend much upon availability of natural resources and other such
inputs but solely depends upon the inner desires and entrepreneurial inspiration of the
people. Such inspired entrepreneurs utilize the resources and become instrumental to
economic growth of the nation.
Entrepreneurand Enterprise:-
The entrepreneur can be considered as the fourth factor of enterprise. It
produces goods and services worth more than the resources used. Enterprise is an
undertaking, especially one which involves four factors land, labour, capital and
entrepreneur. It involves the willingness to assume risks in undertaking an economic
activity.
5. 5
Fig-1. Four Factors of Enterprise
It also involves innovation. It always involves risk taking and
decision-making. Entrepreneurs are the persons who start their own new and small
enterprises. The entrepreneur and the enterprise are linked. The success of an enterprise
depends on the entrepreneur.
According to Schumpeter, ”Entrepreneurs are business leaders and
not simple owners of capital. They are men of vision, drive and talent, who spot out
opportunities and promptly grasp them for exploitation”.
Joseph A. Schumpeter writes: “The entrepreneur in the advanced
economy is an individual who introduces something new into the economy, a new
method of production, a new product with which the consumers are not familiar, a new
source of raw material or new market and the alike”.
He further states that entrepreneur’s function is to “reform or
revolutionize the factors of production by exploiting an invention or more generally an
untried technological possibility for producing a new commodity”.
According to French economist, J.B. Say, an entrepreneur is a person
who shifts economic resources out or an area of lower into an area of higher
productivity and greater yield.
Entrepreneur always searches for a change, responds to it and
exploits it as an opportunity. French tradition regards an entrepreneur as a person
translating a profitable idea into a productive activity.
Briefly an entrepreneur is one who innovates, raises money, assembles
inputs, chooses managers and sets the organization going with his ability.
ENTREPRENEURSHIP:-
They exploit change as an opportunity for starting and running a business or
a service. Innovation occurs through
6. 6
1. An introduction of a new quality in a product.
2. A new product.
3. A discovery of a fresh demand or a fresh resource of supply.
4. By change in the organization and management.
One need not invent but convert old established products or services by changing their
quality, their value, their economic characteristics into something new, attractive and possessing
more utility.
In case of developing economy like ours the concept of entrepreneur is understood
differently. Entrepreneur in the developing economy is one who starts an industry (old or new)
undertakes risks, bears uncertainties and also performs the managerial functions of decision
making and coordinating. He also puts new processes based on technological research into
operations. He is called an entrepreneur, even if he imitates by technique of production from a
developed economy.
The term entrepreneur has now been attributed to all small industrialists, traders and
agriculturist. Hence all people who are gainfully engaged in work of manufacturing,
distribution or service and other sectors are called entrepreneurs.
The entrepreneur performs the following functions:-
1. Perceives opportunities for profitable investment.
2. Explores the prospects of starting such a manufacturing enterprise.
3. Obtains necessary industrial license.
4. Arranges initial capital.
5. Provides personal guarantee to the financial institutions.
6. Promise to meet the short falls in the capital.
7. Obtains the necessary technical know-how.
ENTREPRENEURSHIP:-
Entrepreneurship in the broader sense can be described as a process of action
an entrepreneur (person) undertakes to establish his enterprise. It is a creative and
innovative response to the environment.
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Fig-2. Concept of entrepreneurship
Conceptof entrepreneurship:-
Entrepreneurship is the inclination of mind to take calculated risk with confidence
to achieve a pre determined business or individual objective.
The capacity to take risk independently or individually to view to make profits and
grasping an opportunity to make more earning in the market oriented economy is the
dominant characteristics of modern entrepreneurship.
McClelland identified two characteristics of entrepreneurship:
1. Doing things in a new and a better way.
2. Decision making under uncertainty.
Entrepreneurship means the function of creating something new, organizing and
coordinating and undertaking risk and handling economic uncertainty.
Higgins defines the entrepreneurship as the function of
1. Seeing investment and production opportunity.
2. Organizing an enterprise.
3. Raising capital.
4. Hiring labour.
5. Arranging for supply of raw material.
6. Selecting top managers and executives for the day to day operation of the
enterprise.
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Entrepreneurship is a composite skill, the resultant of many qualities and traits. These
includes imagination, readiness to take risks, ability to bring together and put to use
other factors of production, capital, labour, land and also intangible factors such as
ability to mobilize scientific and technological advances.
Entrepreneurship thus involves taking risk and making the necessary investments
under conditions of uncertainty and innovating, planning and taking decisions so as to
increase productivity in business, agriculture, industry etc. it thus plays a key role in the
process of economic development.
ENTREPRENEURSHIPDEVELOPEMENT
The myth that entrepreneurs are born and not made, no longer holds good. It has
been proved that entrepreneurial characteristics can be developed through well-
structured entrepreneurial development programme. The duration of training under
EDP ranges from seven days to three months. The basic objectives of entrepreneurial
development programme can be stated as:
1. To develop and strength their entrepreneurial quality/motivation. To analyze
environment relating to small industry and small business.
2. To select project or product.
3. To formulate project.
4. To know and influence the support needed for launching enterprise. To ensure
providing self employment to a number of educated and less educated young
men and women coming out of schools and colleges.
5. To acquire the basic managerial skill.
6. To know the pros and cons of being an entrepreneur.
7. EDP offers better potential for employment generation and wider dispersal of
industrial ownership.
The following factors promote entrepreneurship given the right socio-political and
economic environment.
1. Financial assistance from institutional resources.
2. Accommodation in industrial estates.
3. Business experience in the same or related line.
9. 9
4. Strong desire to do something independent in life.
5. Technical knowledge and manufacturing experience.
6. Heavy demand for the various products.
7. Availability of collaboration, both foreign and indigenous.
8. Availability of machinery on lease or hire purchase.
9. Favorable attitudes of the government to help new units.
10. Protection of industries through increased import restrictions.
11. Encouragement from the already existing big units.
12. Adequate availability of finance from both government and non- government
sources.
13. Sufficient profit margin.
14. Sufficient encouragement from family, social and community groups for the
entrepreneurial activities.
15. Adequate availability of indigenous raw materials.
16. Political influence for the purpose of economic activities.
A study of socio-political and economic environment is essential for the growth of
entrepreneurship. The political environment, industrial policy technological
development and social change forms the framework within which an enterprise has to
work. Business environment thus has a positive relationship with the development of
entrepreneurship.
FACTORS AFFECTING ENTREPRENEURSHIP
Entrepreneurship is not influenced by a single factor but it is the outcome of
interaction and combination of various factors such as social, religious, cultural,
psychological, political and economic factors. The decision to start a business occurs
when an individual perceives that it is both desirable and possible.
The factors influencing entrepreneur can be listed as:
1. Components of creativity
High need for achievement.
10. 10
Need for independence.
Need for power.
Family background.
2. Originality
3. Flexibility
4. Fluency
5. Sensitive to problems and problem redefinition ability etc.
High need for achievement: The need for achievement in the critical factor in the
personality of an entrepreneur. People with high need for achievement have desire for
success in competition with others or with a self imposed standard of excellence. The
impulsive motive to change his life style and create something new the inner urge to do
something worthy are the forces which influence entrepreneurship. The inner urge
present in an individual continuously demands from him to do something new and
something unique and also to perform better than others. At times perhaps even more
stimulation for change comes from negative force disruption.
It is wrong to expect entrepreneurial urge among people who live in poverty,
ignorance and illiteracy. An entrepreneur needs a clear perception of economic
opportunities and the investment capacities. In backward areas where the basic
struggle for existence is tough, per capita income so low or whose illiteracy or low level
of education prevents access to business information or ideas, there is neither
perception of opportunities nor the capacities to exploit these opportunities. In such
areas to develop entrepreneurship the first step to should be to develop the
environment and change their total life situations.
Need for independence: The need for independence is the prime
characteristics that drive the individual to start his own business. The persons having a
high drive, high activity level, creativity and good orientation do not like to be
controlled by others. They have original ideas and thoughts they are not satisfied with
routine jobs and practices. They set their own challenging goals and make efforts to
achieve these goals. They choose their own course of action. They are masters of their
own activities and take full responsibilities of their action.
Need of power: The entrepreneur also needs to influence and lead others.
The power of motivation which is really an urge to have control over others and direct
11. 11
their course of activities towards the end which one seeks to attain. Such a drive to
influence people and to lead them to implement his ideas may be called as need for
power which induces the person to undertake entrepreneurial activities.
Family background: The family background also plays a vital role in
building up the personality necessary for turning into an entrepreneur. The influence of
early childhood and other social roles are dominant factors which motivate an
individual towards being an independent businessman.
Originality: Entrepreneurs are highly creative people. They always try to
develop new product or markets. They are innovative. They are the persons with great
vision and are able to perceive opportunities in the environment which other people
are unable to see. Certain personality characteristics make them quite different than
other human beings.
Flexibility: The entrepreneur should be flexible and willing to adopt a
change. The technological advances create new needs for the entrepreneur as far as
adaptation and adjustment are concerned.
The entrepreneur may need to learn how to adjust to the new technological
environment to introduce new process, equipment etc.
Fluency: The entrepreneur should have fluency which may enable him to
communicate effectively with his customers, employees, supplies and creditors. A
person who is fluent enough and has good communication ability is more likely to get
success in the business. He can bring about a change in the buyer’s attitude and
perception which will enable him to enhance the sell of his products.
Sensitivity to problems and problems redefinition ability: While starting
a business and also in course of running a number of problems may arise. Such
problems may arise due to changes in the situation and due to other unforeseen
circumstances during a course of starting and running a business. Decision making is
the tool to solve such problem.
ENTREPRENEURIAL CHARACTERISTICS
An entrepreneur who has a high level of administrative capacity,
mental and emotional stability flair and ability for decision making, initiative,
creativeness, communication ability and confidence and has a sound technical
knowledge stands much better chance of success in running the enterprise.
12. 12
The personality characteristics make the entrepreneur quite different
from an ordinary human being. The traits can be further developed in him to some
extent in the latent form, by well structured training and development programmers.
Fig-3. Characteristics of an entrepreneur
1. Administrative Capability: A successful entrepreneur should be a good
administrator. He should know the act of getting things done by other people without
hurting their feelings or self respect. An entrepreneur must be able to build a team,
keep it motivated and provide an environment of individual growth and career
development.
2. Creativity: An entrepreneur must be reasonably intelligent and should have creative
thinking. They should try to accomplish something new unique products, processes or
markets etc. they should be innovative, flexible and willing to adopt change. They
must involve themselves in thinking and finding new ways of doing the things in a
better way. They must be able to engage in the analysis of various problems and
situations in order to deal with them intellectually. They must try to accomplish
challenging task.
Self-Confidence: An entrepreneur should have a self-confidence in order to get success
in the business. A man with relevant knowledge, skills and information and having
successful experience in the past possesses greater degree of self confidence. A man
with self confidence has clear thoughts and well defined to achieve in his life. A person
attempting simple to complex tasks and utilizing feed back for corrective measure has
13. 13
greater chances of success and in the course of time he may build up confidence. An
entrepreneur having high level of self confidence is able to evaluate his competencies
and capabilities in a realistic manner. He puts forward his case confidently and gets
needed help from concerned agencies or authorizes.
4. HUMAN RELATIONS ABILITY: The most important personality factors which
contribute to success of an entrepreneur are emotional stability, personal relations,
consideration and tactfulness. An entrepreneur must maintain good relations with his
customers to maintain and improve sales. He must also maintain good relations with
his employees and motivate them to perform there jobs at a high level of efficiency.
An entrepreneur who maintains god human relations with customers, employees,
suppliers, creditors and the community is much more likely to get success in his
business from one who does not practice good human relations
5. FORESIGHT: Entrepreneur should posses a great vision. He should be able to
perceive the opportunities in the environment in which other people are unable to see.
He must be future oriented intelligent and resourceful person. He must be able to
predict the future events about the business more accurately by knowing the past and
present .He must be able to anticipate the problems or difficulties which his business is
likely to face in future and decide the ways to overcome them.
6. CLARITY(CLEAR OBJECTIVES):An entrepreneur should have clear objectives
about the exact nature of the business. He should clearly decide what to produce, how
much to produce, where to produce, and where to sell and other subsidiary activities to
be undertaken in connection with his business.
A successful entrepreneur must have the objective to establish the product to make
profit or to render social service.
7. COMMUNICATION ABILITY: Communications ability is the ability to
communicate effectively. Communication is a process by which instructions, ideas,
thoughts or information are transmitted, received and understood by the persons
working in the organization. Through communication the employees can be instructed
clearly what exactly to do and the way in which it is to be done efficiently and
economically. Communication helps the administration in arriving at vital decisions.
The entrepreneur who can effectively communicate with his customers, employees,
suppliers and creditors will be more likely to get success than the entrepreneur who
does not.
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8. TECHNICAL KNOWLEDGE: An entrepreneur must have sound technical
knowledge. Technical knowledge can be acquired if tried hard enough.
9. SECRECY: An entrepreneur must be able to guard business secrets. Leakage of
business secrets to trade competitors will be self defeating. Hence, t6he should be very
careful to maintain his business secrets. He should select his assistant properly and
carefully and try to build up their honesty so as to guard against leakage of business
secrets.
10. OPTIMISTIC ATTITUDE: An entrepreneur should attempt to undertake any
task with a hope of success and not with a fear of failure. He should have positive and
optimistic attitude. In the process of accomplishing his task even if he fails, the failure
experience should not change his thinking. The hope of success is normally based upon
his confidence regarding his abilities and resources.
11. DECISION- MAKING: The entrepreneur should be able to take quick, timely
and correct decisions. Decision- making means to decide future course of action for the
organization, over short or long terms. It is necessary to take decisions throughout the
business cycle, for achieving maximum returns on the assets of the business enterprise.
Decision making is essential to solve business problems. Decision-making under
certainly is comparatively easy. While taking decisions under uncertainty the
entrepreneur should use his judgment and experience. While taking decisions under
uncertainty the entrepreneur should be willing to take a calculated risk.
12. WILLINGNESS TO TAKE RISK: Entrepreneur likes to enjoy excitement of a
challenge, but does not gamble. He should be willing to take calculated risk but avoid
situations involving extreme risks. He finds difficulties challenging and stimulating.
The concept of entrepreneur and entrepreneurship incorporates basic qualities of
leadership. Innovation, hard and maximization of profits. The entrepreneur is an able
motivator and brings in change for the betterment of society. All his socio-economic,
organizational and managerial qualities are always directed towards the well-being of
society/community. He is committed to progress. He is a catalytic agent of
development and change. Personal satisfaction and monetary reward are blended with
social betterment and welfare of mankind.
NEED FOR PROMOTION OF ENTREPRENEURSHIP AND SMALL BUSINESS:
Before we proceed to the need for promotion of small business (small scale
industries), it is necessary to have a clear distinction between small, medium and large
scale industries.
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SCALE OF INDUSTRY: On the basis of the capital invested and number of worker
employed, the industries may be classified into three categories. Small scale industry,
medium scale industry and large scale industry.
Industries having an investment in plant and machinery not exceeding RS.60 laths are
called as small scale industries. Within a small scale sector there is special category
known as the tiny sector. An industrial undertaking with an investment in fixed assets
not exceeding the value of RS.5 lacs and located in village or a town with a population
of less than 50,000 is regarded as a tiny unit.
Ancillary industry is also included in the category of small scale unit. An ancillary
unit is an undertaking having an investment in fixed assists of up to 75 lacs and
engaged in the manufacture of parts, components, subassemblies, tooling or rendering
of service to other industries. Generally 50% of the total output of such industries being
meant for other industries. The classification of industries into small scale and medium
scale is a relative concept. There may not be perfect line of demarcation between these
types. However, an undertaking with a fixed capital investments of up to RS.5 crores
are normally exempted from licensing, thus the industries with a fixed capital
investments over 50 lacs and up to 5 crores may be regarded as medium scale
industries. The industries with fixed capital investment over 5 crores are the large scale
industries.Fig.43.4 shows the classification of industries on the basis of capital
investments.
Need for promotion of entrepreneurship and small scale industries. Entrepreneurship
promotes small business i.e small scale industries. The small scale industries play a
dynamic role in accelerating the rate of industrial growth and economic prosperity of
the developing nation. This is because they provide immediate employment
opportunities. The small scale industries are labour intensive and have a higher labour-
capital ratio. They require compararatively less capital, have a lesser gestation period
and can be easily set up in rural areas and backward areas. They need relatively smaller
markets to be economical, offer method of ensuring more equitable distribution of
national income. Besides, they possess locational flexibility which serves as an effective
instrument for achieving a wide dispersal of industries. Further, small scale unit serves
as a means of bringing forth indigenous entrepreneurship and saving lying
unutilized(dormant),particularly in semi urban and rural areas.
The small scale industries have played a significant role in achieving the following
objectives:-
1. EMPLOYEMENT GENERATION.
16. 16
2. TO MEET INCREASED DEMAND.
3. MORE EQUITABLE DISTRIBUTION OF NATIONAL INCOME.
4. BALANCED ECONOMIC DEVELOPMENT.
5. DECENTRALIZATION.
6. BETTER UTILISATION OF RESOURCES.
RISK TAKING (WHAT IS RISK SITUATION)
In operating a business capital risked, it means its expenditure can result in
loss. Risk refers to the uncertainty which exits in the business because of some
unfavorable or undesirable events. Every project envolves certain amount of risk and
uncertainty. Each variable entering the project evaluataion could be the source of
uncertainty because it is not possible to predict or anticipate perfectly the probable
changes that may take place in respect of these variables.
Risk situation occurs when the actual deviates from the estimated result. A
risk situation generally occurs when an entrepreneur is required to make a choice
between two or more alternatives whose possible outcomes are not known and only
limited information is available for their evaluation in advance. A risk situation
involves potential gain or potential loss. The greater the possible loss, the greater the
risk involved.
As the size of business expands, the problems and development require an
entrepreneur not to be afraid of making decision.
There are two types of uncertainty which could be the cause of risk situation:-
1. Uncertainty relating to project itself and
2. Uncertainty relating to the environment in which it operates.
3. Uncertainty usually arises because it is impossible to predict the different
Variables and consequently the magnitude of benefits and costs that may occur.
The important causes of uncertainty are:
1. Changes in the price of the materials tools, components etc.
2. Changes in the price of finished products of the firm.
17. 17
3. Change in technology or improper selection of technology which may involve
the replacement of old machines, equipments processes by new modern
machines, equipments and processes.
4. False estimation of rated capacity.
5. Length of construction and running in periods.
6. Changes in the environment like product obsolescence due to change in fashion
or taste or consumer preference.
7. Changes in the environment due to introduction of new substitute product by
the competitors.
8. Non-availability of technically qualified persons. The extent of expertise is
limited and finding people to handle new jobs is extremely difficult.
Types of risk takers:
1. Low risk taker
2. Moderate risk taker
3. High risk taker
The type of risk taker the person depends to some degree on the extent to which he
is influenced by other people, his past experiments, present estimation and his
expectation for future; with in a business there is a need to have risk takers of various
types.
At worker level the enterprise needs people who are low risk takers so that
they can do the routine things and bring organizational stability. At middle
management level there is more room for risk taking. Middle manager should have
some freedom to be innovative and make minor modification in procedures and
functions. These persons ay be considered as moderate risk taker. Such risks are not
insurable; if they materialize the entrepreneur has to bear the loss himself.
Entrepreneurs, at the top of the organization structure, have t!-le capacity to formulate
creative ideas. To be successful in business, entrepreneur must take risk make the ideas
become reality. Entrepreneurs are moderate risk takers. They enjoy the excitement of
challenge but they do not gambit. Entrepreneurs avoid low risks situations because
there is a lack of challenge and avoid high risk situations because they want to succeed.
They like achievable challenges. They do not tend to like situations where the out come
of a pursuit depends upon a chance and not on their efforts. They like to influence the
outcome of their pursuit by more efforts and by having a sense of accomplishments.
Entrepreneurs get great satisfaction in accomplishing difficult but realistic tasks by
applying their own skills.
18. 18
Low risk takers are afraid to take more risks because they want to be safe and avoid
failure. Such persons cannot succeed in business. Their earnings will be limited. Where
as high risk takers just like gamblers they may enjoy a very large benefit or suffers from
a heavy loss and may go on the verge of bankruptcy.
As the size of business expands, problems and opportunities become more numerous
and complex. Business growth and development require an entrepreneur not to be
afraid of making decision and taking certain risks. He should take calculate risk and not
afraid of failure.
Sometimes a new product actually entering the market has a very short life span due to
market failure.
This also gives rise to risk situation. The reasons for failure of the new product may be
listed as:
1. Failure to recognize rapidly changing market-environment.
2. Absence of formal product planning and development procedure.
3. Failure of the product to fulfill customer needs due to ignorance about attitudes
of customers towards new products.
4. Technical or production problems.
5. Higher cost than estimated.
6. Inadequate market analysis and market appraisal.
7. Bad timing of introduction of new products.
8. Product problems and defects.
9. Failure to estimate strength of competition.
10. Too many new products entering the market.
Evaluation of personal risk: different person evaluate the risk differently. A man with
relevant knowledge, skills, information and having successful experience evaluates the
risk by considering all the constraints, difficulties likely to arise in future. He accepts the
challenge with greater degree of self confidence. Also a person utilizing feedback for
respective measure can reduce his risk and has greater chances of success.
An entrepreneur who enters into business with a high level of self confidence is able to
evaluate his competencies and capabilities in a realistic manner. He can set realistic and
challenging goals. He is confident of achieving these goals.
For evaluating personal risk the entrepreneur has to scan the entire chain of activities
research and development, design production, marketing, sales and post sales service,
government policies etc. and arrive at conclusion which will form the basis of the
operations for his project. It is also necessary that the entrepreneur should consider his
own strength and weaknesses, the facilitating factors, and constraints in the
environment and the resources needed to accomplish his task. An entrepreneur should
19. 19
exhibit positive and optimistic attitude towards the possible risk situations and
approach his task with a hope of success and not with a fear f failure. It is very difficult
to evaluate the risk perfectly due to changing environmental and rapid technological
development. However, the positive outlook develops a drive in the entrepreneur to
search for creative ideas i.e. to attempt a new thing and innovate. He is able to visualize
the hidden opportunities in the environment and translate them into business realities.
Market survey
Introduction: During the planning stage of enterprise, the entrepreneur should carry
out a detailed market surveying order to gather information on the following points:
1. Raw material required its source of supply.
2. Machinery and equipment require for manufacturing the proposed product.
3. Existing competitors in the market for same product.
4. Type of customer in the market.
5. Type of financial and manpower requirement of the project.
Raw material information: the following information about the raw material should be
gathered:
1. List of major manufacturers/suppliers of the raw materials needed.
2. Identification of materials and supplies to be imported
3. Government policies and regulations regarding import of requisite raw
materials.
4. Time required for getting the raw materials after ordering, terms of supply,
payment etc.
5. Trend of prices availability in the fist 2-3 years.
6. Possibility of getting quota of scarce raw materials through the state Directorate
of Industries/DIC/Small Industries Development Corporations.
7. Percentage share of raw material cost of the finished product etc.
Machinery and equipment Information:
1. List of manufacturers/suppliers of the machinery needed for the project.
2. Capacities and specifications of machineries available in the market.
3. Price of each machine/equipment and their accessories.
4. Availability of spare parts of machinery with accessible distance.
5. Guarantee/warranty of performance given by manufacturers/suppliers.
20. 20
6. Normal repair and maintenance cost per year.
7. Terms and conditions of supply of machinery (ordering, payment, advance and
delivery etc.)
8. Place of inspection before delivery of machine/equipment.
9. Requirement of special type of transport and handling.
10. Floor space required for the machine.
11. Quality standards and output of each machine.
Market Information:
An entrepreneur should collect market information from the existing manufacturers of
the product, their share in the market and the existing demand for the proposed
product. The following information may be collected from the market.
Existing Manufacturers (competitors)
1. General factory layout and floor space occupied by the units of various sizes.
2. Range of products of the competitors, installed capacity and utilized capacity of
their unit.
3. Price of the competitors’ product.
4. Future expansion plans of existing manufacturers.
5. Market area of existing competitor.
6. Technical skills, market skills, finance and other resources required to run the
business successfully.
7. Latest technology available and that used by the competitors.
Traders/suppliers
1. Existing traders supplying the proposed product, their terms of business and
commission etc.
2. Market area and annual turnover of the suppliers.
3. Willingness of the traders to supply products of the concerned entrepreneur.
4. Level of stock maintained by traders, their problems, if any, for stocking the
goods.
5. 5. Comments of the traders on business conditions and future of the Proposed
products.
6. Possibility of increased demand in future.
Consumers/Customers
21. 21
1. The annual consumption and the requirement of the customers.
2. Present sources of supply for the proposed product.
3. Consumers preference in terms of models, grades, aesthetic aspects etc
for the proposed products.
4. Customers reactions, suggestions, complains etc. about the present product.
5. Consumption pattern of the proposed products.
6. Technological charges necessary to improve the quality of the products and its
effect on demand.
7. Type of consumption pattern, fluctuating, regular, intermittent etc.
Finance Information
1. Approximate financial requirements of proposed unit.
2. Prevailing rate of interest on term loans and working capital loan advanced to
small scale industries by various agencies.
3. Financial incentives available.
4. Fixed and working capital requirement for the proposed unit.
5. Fixed contribution of the entrepreneur.
6. Sources of terms loan and working capital loan.
General Information
1. Requirement of personnel of difficulties categories and skills.
2. Availability of adequate labour supply near the proposed site.
3. Prevailing wages and salary rates for different categories of personnel.
4. Possibility of getting the shed in industries area and prevailing rents.
5. Possibility of acquiring an industries plot in the area selected for the proposed
product.
6. Cost of acquiring industries plot/shed.
7. Availability of water, power and other utilizes needed for the manufacture of the
product.
8. Industries waste disposal problems etc.
This information will help the potential entrepreneur for the preparation of techno
economic feasibility report. The entrepreneur should therefore prepare his market
survey and collect the information depending upon the nature of product, size of the
product and competition involved.
GUIDELINES FOR PROJECT REPORT PREPARATION
22. 22
Project Report and its utility: Before starting a business project planning is done.
The efficiency of the whole project largely depends upon its planning, therefore, it is
necessary to plan the project with utmost care. While planning a project, each and every
detail should be worked should be worked out in anticipation, considering all the
relevant provisions in advance. A project should be prepared after the information is
obtained from the various sources and market survey is carried out.
Definition: A project report may be defined as the compilation of relevant data in
respect of a project which spells out the advantages and disadvantages of the resources
of an enterprise to the item of production where the production will be carried out, total
investment in the project, requirements of the working force, arrangement for the sales
and expected profit and loss. It also includes information on economic, technical,
managerial and production aspects of the project.
The objectives of preparing a project report may be:
1. For submission to financial corporation, banks and other financial institutions for
the purpose of securing financial assistance.
2. For comparison of investment opportunities.
3. A well prepared project report helps in finalization of production targets and
enables the entrepreneur to implement charges, if required.
4. It highlights the practicability of a project in terms of different factors like
economy, finance technology and social desirability.
5. It is also needed by the entrepreneur for carrying out expansion or starting a new
production line.
6. An important aspect of the project report lies in determining the profitability of
the project and minimizes risk in the execution of the project.
Project report is a document which enables to judge whether the production is
technically reliable and economically viable.
The entrepreneur prepares the project report himself or gets it prepared from the
expert consultant. There are several organizations, for example, small scale
industries services Institute (SISI) and Small Industries Development organization
(SIDO) which helps the entrepreneur in preparing the project report.
Content of project report: Project report should include the information on
economic, technical, financial, managerial and production aspects.
1. Economic aspects the project report should be able to present economic
justification for investment.
23. 23
It should be present market analysis for the product to be able to manufacture which
will enable to decide the project capacity.
Market survey should be carried out to find out the future of the proposed product.
The following points should be considered in market analysis:
(1) Location of the market for the product concerned.
(2) Type of customers, their purchasing habits.
(3) Demand of the product in the market.
(4) Continuity of demand (regular or fluctuating).
(5) Competitors for the same product, their share of market, competitor’s price.
(6) Problems associated with the marketing of the product.
(7) Availability of raw material and other facilities.
(8) Possibility of increased demand in future.
2. Technical Aspects: The project report should give details about the technology
needed, equipment and machinery required and the sources of availability of plant and
machinery.
3. Financial Aspects: The project report should indicate the total investment in a
project which is the sum total of the fixed capital required for installation of the project
and the working capital required to run the business. It should mention the various
sources of finance and the entrepreneur’s contribution. It should also present a
comparison of cost of capital with the return on capital.
4. Production Aspects: It should contain the description of the product selected for
manufacture and the reasons for such selection. The report should also bring out the
fact whether the product is port worthy. It should also give details of the design of the
product. The design cell of the SISI helps the entrepreneur in adopting a suitable design
of the product.
5. Managerial & Organizational Aspects: The report should contain qualifications and
experience of the persons to be put on the management of the job. If the entrepreneur
will look after the management, report must emphasize how he is qualified to manage
the business. Type of organization such as individual ownership etc. should also be
mentioned in the project report.
Content Of a project report:
In general the project report should contain the following information:
1. Objective and scope of the product.
24. 24
2. Product characteristics (specification, product uses and applications, standards
and quality).
3. Market position and trends (installed capacity, production and anticipated
demand, export prospects and information on import and export, price structure
and trends).
4. Raw materials (requirement of raw material, prices, sources and proportion of
raw materials).
5. Manufacture process of manufacture, selection of process, production schedule
and production techniques.
6. Plant and Machinery (Equipment and machinery, instruments, laboratory
equipments, electric load and water supply arrangements, sources and availability of
plant machinery).
7. Land and Building (requirement of land area, building, construction schedule).
8. Financial implications (fixed and working capital investment, project cost and
profitability).
9. Marketing channels (trading practices and marketing strategy).
10. Personal (requirements of staff, labour and expenses on wage payments).
Project Appraisal: The success of the project depends upon the reliability with which a project
report is prepared. Project appraisal simply means the assessment of a project.
The aim of project appraisal is to determine the economic, social, financial and
technical viability of the project. It may also help in resharpening the project so as to upgrade its
viability.
Project appraisal is done by the financial institution for arriving at the financial design.
Since all the lending activities involve risk smaller or large measure. The project appraisal aims
at minimising the risk of lending by rectifying the weaknesses and improving the project report
by incorporating into the features, safeguards missed by the promoters either because of lack of
knowledge or information.
Managerial and Entrepreneurial Capability:
If the project is weak, it can be improved u on, but if the management is incompetent, even a
good project may fail. Therefore the financial institutions very carefully appraise the managerial
aspects before sanctioning assistance for a project. Rooters (entrepreneurs) capability and
competence arc among the important factors considered while appraising the managerial
aspects. It is therefore, necessary that the overall background of the entrepreneurs, their
academic qualifications, business and industrial experience, their past performance etc are
looked into greater details to assess their capabilities for implementing the project.
Socio-Economic benefits: Socio-economic analysis looks at the project from the view point
of whole economy. The socio-economic aspects of appraisal are fundamental, the logically
25. 25
precede all other aspects. In this connection, if is necessary to ensure that the project will show
benefits sufficiently greater than project costs to justify investment in it. Secondly, the project
should also ensure effective utilization of the existing resources. Generally, the rate of return on
investment is taken as criteria for analyzing the economic feasibility of the project.
The socio economic benefits produced by a project normally take the form of:
1. An increased output of goods or services either directly or indirectly.
This increased production will generate many different forms of additional income such –
Increase wages and standard of living.
2. Increased employment and improved income distribution.
3. Large government revenues.
4. Higher earnings for the owner of capital.
5. Foreign exchange savings etc.
6. Increased national income.
Market Survey (Present and future demand of the product)
The project report should present market analysis for the product to be manufactured which
will enable to decide the project capacity and scope for future expansion.
Market survey should be carried out to find out the future of the proposed product. Following
points should be considered in market analysis:
1. Location of the market for the product concerned.
2. Types of customers, their purchasing habits.
3. Demand for the product/group of products proposed to be manufactured (total size for
the product).
4. Continuity of demand (regular or fluctuating).
5. Competitors for the same product, their share of market, competitor’s price.
6. The share that could be secured by a firm, existing or proposed.
7. Possibility of increased demand in future.
8. Problems associated with marketing of the products.
9. Planning of the process of marketing of the product, deciding channels of distribution
etc.
26. 26
Proper planning, control and implementation of the marketing plan would enable the
entrepreneur to cope with uncertainties in the market place more effectively.
Technical feasibility: The following factors should be examined in project appraisal for
technical feasibility of the project.
Manufacturing process and technology involved, technical collaboration arrangements
made if any:
1. Capacity/size of the project and scale of operations.
2. Plant layout, land and factory building.
3. Availability of physical and social infrastructural facilities.
4. Selection of plant, machinery and equipment together with background,
competence and capability of machinery equipment suppliers.
5. Technical and engineering services available.
6. Project design and network analysis for assessing the project implementation
schedule.
7. Skilled, unskilled and technical manpower requirement and their availability.
The feasibility study should define the technology required for a particular project, evaluate
technological alternatives and select the most appropriate technology in terms of optimum
combination of optimum of project components.
Financial viability: it is necessary to ensure that the financial conditions are adequate for the
sound implementation and efficient operation of the project. The financial viability of the
project may be determined by answering the following questions:
1. Whether the cost of scheme is realistic and covers all the items of expenditure?
2. Whether the sources of finance proposed by the promoters of the project will be
adequate?
3. Whether the project will ensure the most efficient use of the fund?
4. What is the existing financial structure of unit and its financial soundness?
5. What is the relationship between the total investments on the project on one hand
and net earnings the repayment capacity of the project and the optimum
production?
Consideration of all these questions is vital for the survival of the project.
27. 27
CONTENTS
CHAPTER– I
Introduction
Objective of study
Methodology
Scope
Limitation
CHAPTER– 2
CompanyProfile
Productprofile
OrganizationalStructure
Marketing Strategy
CHAPTER– 3
Data Collection
Analysis& Interpretation
CHAPTER– 4
Findings
29. 29
INTRODUCTION
Plastics, known as the fourth generation of materials, have already found their place
among the established materials and are invading newer theories everyday. Whether one is
talking delivery of milk pouches as soon as one gets up, or later watering the plants, or driving
of office or struggling to work out the best option for a business decision on his personal
computer or is welcomed back at the door on the screen, one finds plastics to be one’s constant
companion. It is truly an age of plastics.
The use of plastics is not limited to packaging of various essential commodities such as
milk edible oil, cement and fertilizers but also penetrated sectors such a agriculture and water
management, automobiles, owe distribution health care and education. In fact, over their years
plastics have not only substituted traditional scarce materials like ferrous metal, paper, glen and
wood, to have even created their own place in certain core sector application. The “Plastic” is
used to describe a material, which can be given shape, by the use of pressure.
Before the invention of modern plastics, the shapes of many articles that we use in
everyday life were decided by the physical properties and validities of the materials of which
they were made. Stone and wood, two very common such materials, have very obvious
limitations, for example, they cannot be cut very thin and they cannot be beat into different
30. 30
shapes. Many plastics like synthetic however, while possessing the like elasticity, non-
conductive, resistance to heat, koru cold, wear andscratches, normal to Oil, water or acid.
The term plastic is derived the Greek Plastics, to form. By some interpretation of the
word, rubber and other natural products are said to be plastic, but the modern definition
especially I relation to industry, exclude natural number and also such other natural products as
wood, lather materials.
OBJECTIVES OF THE STUDY
To know the customer satisfaction of Ori-plast products with the help of 4 p’s such as
products, place, price and promotion.
To find out the performance of Ori-plast.
To know the reasons for which customers use the products.
The reasons for their buying attitudes.
To know the level of customer satisfaction with the products in relation to age,
occupation, income of the respondents in the survey.
METHODOLOGY
Sources of data
Both primary and secondary data has been taken in to consideration. The Primary data
like end user or customer and the secondary data like company leaflet, manual handout and
internet.
Method of data collection
The primary data are collected through a structured questionnaire from the respondents
by personal interviewing method.
31. 31
In this method of data collection, the interviewer asks questions on a face to face contact
situation. There is a direct personal investigation and the interview is properly structured as
it involves the use of a set of predetermined questions, which are asked in the form and
predefined. Personal interviews are carried from Mr. A. K. Sahoo & his staff.
Sampling plan
The sample profile is established first and then simple random sampling procedure is followed.
The sample size estimated for the study is 50. The survey is conducted by taking all type of
customers using Ori-plast products at Balasore.
Data analysis tools used
The information collected are tabulated and various statistical charts like pie chart,
bar chart etc are used for the purpose of analysis.
SCOPE OF THE STUDY
My study is limited to Balasore.
The sample members are the end users or customers.
The scope of study is to customer satisfaction of ORI-PLAST Products.
The project is based on the primary data analysis and a well structured questionnaire
survey.
This research study will give ideas to ORI-PLAST LTD. to grow.
LIMITATION
I had tried my level best to make the report effective in all proportion though there are some
limitations.
Time constraint for completing a work with a stipulated time frame.
32. 32
The Collection of primary and investigation are so lengthy, so the response was come
not up to the market.
The respondent had given biased and ambiguous response, which I was forced to reject.
CHAPTER – 2
33. 33
COMPANY PROFILE
PRODUCT PROFILE
ORGANISATIONAL STRUCTURE
MARKETING STRATEGY
COMPANY PROFILE
Of all the plastic materials, which can be made available in the form of extruded pipes,
unplasticised poly vinyl chloride (UPVC or Rigid PVC as is commonly known) has been found
to possess the best combination of properties and economy. It is the most widely used plastic
for pipe systems world over. In the U.S.A., Europe and Japan combined together, 30% of the
PVC plastic produced is used for pipe systems. It accounts for the 75% of the total quantity of
plastic pipes produced in those countries. On the Indian scene about 41.5% of all PVC plastic
processed during 84-85 went into pipe systems in India.
Ori-Plast started manufacturing plastic pipes in 1968 when only a few people had heard
of them and much less understood the potential. Now the company has in its product range
every possible type of PVC pipes confirming to Indian and international standards such as
ASTM, BS, DIN and ISO. It produces PVC pipes for every conceivable applications-form
drinking water supplies and tube well systems to transportation of pulverized solids-in the
34. 34
widest possible range. With 35 years of hard earned experience and expertise behind them the
company is looking forward for a future, where all uneconomical and disadvantage, will be
replaced by PVC pipeline system.
HISTORY
Ori-Plast Ltd; was the torch bearer for private sector integrated plastic pipe
manufacturing company in the eastern India and also is the premier plastic pipe manufacturing
organization in Orissa came in to existence in the year 1965 and carried the banner of industry
revolution for the nascent republic.
Ori-Plast Ltd; a registered small scale plastic processing unit. This was established in the
year of 1965 in the name and style of Orissa Plastic. Sri Sawal Ram Agarwala & association
promoted this industry. It was converted to a private Ltd; company in the year 1990 & to a
public ltd, company in 1994.
Ori-Plast prides itself to be associated with rise & growth of polymer industries in India
since mid-sixties. During last 35 years of hard work & with in house R & D work, Ori-Plast has
become one of the leading plastic processing units in the country, be it in the fields of tube-well
applications, water supply lines or chemical & edible transportation, effluent collection &
disposal system, hydro transport system, gas / compressed air system, submarine & under
water pipe line agriculture, sprinklers etc.
Ori-Plast has been accepted as a quality manufacturer for products for different use by
UNICEF, IRTES, NTPC SAIL, Ports, Mines & other leading and farmed institutions like Tata
consulting engineers, Engineers India Ltd, etc..
35. 35
Ori-Plast has received a number of awards for its quality products & exports
performances from different Govt. Organization such as productivity council, PLEXCONCIL
etc.
The company has already been awarded ISO 9002 Quality systems certifications vide
license no.QSC/L-006033 for manufacturer and supply of PVC & HDPE pipes & fittings.
Sprinkler irrigation systems & hand pumps.
GROWTH
Ori-Plast success in its chosen business is exampled by its sales turn over it continuously
escalating over the years. Even more creditably its exports have been on an average consistently
rising each year over the last five years.
Today the company is at the threshold of a rapid expansion & growth in a highly
potential environment with 25 years hard earned experience & expertise behind them. The
company is looking forward for a future where all uneconomical & outmoded pipeline
materials currently at enormous national disadvantages will be replaced by plastic pipeline
system. The company was started with as initial investment of Rs.30, 00,000.
ORI-PLAST LIMITED
O.T.ROAD,BALASORE
NAME ORI-PLAST LIMITED
36. 36
(An ISO 9001 Certified Company)
YEAR OF ESTABLISHMENT 1965 (AS ORISSA PLASTICS)
WHICH CONVERTED TO
ORI-PLAST LTD IN 1994
ADDRESS
1. REGD. SALES AND 40,STRAND ROAD,3RD FLOOR
ADMN. OFFICE. ROOM.NO.9,KOLKATA-700001(W.B)
PHONE NO. : (91) 33- 22433396-97
FAX NO. : (91) 33- 22432395
E-MAIL : sales@oriplast.com
2. WORKS O.T.ROAD, BALASORE,
PO/DIST-BALASORE-756001
( ORISSA )
PHONE NO. : (91) 6782-264551
FAX NO. : (91) 6782-262551
E-MAIL. : works@oriplast.com
WEBSITE : www.oriplast.com
37. 37
3. REGIONAL MARKETING FLAT NO: 6A, 6TH FLOOR,
OFFICE AMRUTHA ESTATE,
DHRUVATARA APARTMENTS,
SOMAJIGUDA,HYDERABAD-500082
PHONE NO : 040 - 2337 5618
: 040 – 5598 3033
FAX NO :040 - 2337 5618
E-MAIL : oplhyd@yahoo.com
CON PERSON: MR. K.R.K. PRASAD
4.BRANCH & LIAISON (1) ROOM NO 709
OFFICE 7TH FLOOR,91 BHANDARIHOUSE,
NEHRU PLACE.
NEW-DELHI – 19,
PHONE NO: 26463164/41552025
FAX NO : (011) 24333164-22
E-MAIL : northsales@oriplast.com
CON PERSON : MR. D.K. SINGH
(2)DOOR NO 5-2-336/A, HYDERBASTI
38. 38
SECUNDERABAD – 500003
PHONE NO : 27542155
CON PERSON : MR.K.R.K. PRASAD
AREA (A) COVERED
FACTORY: 45164 Sq. Ft
LABORATORY:
OFFICE, STORE: 2268 Sq. Ft
& OTHERS: 38019 Sq. Ft
TOTAL: 66812 Sq. Ft
(B) UNCOVERED 248831 Sq Ft
DEPT INTO WHICH PRODUCTION, QUALITY CONTROL,
FACTORY IS DIVIDED COMMERCIAL, STORES, PURCHASES.
ELECTRICAL POWER: 1) SANCTIONED: 662 KVA
2) INSTALLED: 1000 KVA
39. 39
3) STAND BY GENERATOR: 220 KVA
NAME OF THE BANKER: STATE BANK OF INDIA.
INDUSTRIAL ESTATE BRANCH,
BALASORE, ORISSA.
Now annual turnover is 4, 00,000,000 (approx)
Credit facilities available:-
1. FUND BASED : Rs.600.00Lacs.
2. NON-FUND BASED : Rs.697.00Lacs.
CAPITAL STRUCTURE 1999-00 2000-01 2001-02
AUTHORISED Rs.3.00CR Rs.5.00CR Rs.5.00CR
PAID UP Rs.1.77CR Rs.3.55CR Rs.3.55CR
RESERVE Rs.6.81CR Rs.5.27CR Rs.5.56CR
BORROWING Rs.6.92CR Rs.6.76CR Rs.6.16CR
40. 40
CAPITAL STRUCTURE 2003-04 2004-05 2005-06
AUTHORISED Rs.5.00CR Rs.5.00CR Rs.5.00CR
PAID UP Rs.3.55CR Rs.3.55CR Rs.4.94CR
RESERVE Rs.6.04CR Rs.6.25CR Rs.9.72CR
BORROWING Rs.4.04CR Rs.5.16CR Rs.5.11CR
TOTAL SALES FOR THE YEAR 2000-01 2001-02 2002-03
1. GOVT. DEPTS. Rs.9.57CR Rs.10.91CR Rs.12.12CR
2. PVT. PARTIED Rs.24.28CR Rs.25.67CR Rs.30.08CR
3. EXPORT Rs.3.49CR Rs.2.54CR Rs.1.50CR
TOTAL Rs.37.34CR Rs.39.12CR Rs.42.70CR
TOTAL SALES FOR THE YEAR 2003-04 2004-05 2005-06
1. GOVT. DEPTS. Rs.8.67CR Rs.9.91CR Rs.22.91CR
2. PVT. PARTIED Rs.35.77CR Rs.40.03CR Rs.67.42CR
3. EXPORT Rs.0.73CR Rs.1.52CR Rs.1.37CR
TOTAL Rs.45.17CR Rs.50.84CR Rs.91.70CR
41. 41
PROFIT / LOSS IN LAST 3 YEARS
YEAR TOTAL SALES NET PROFIT
2003-04 Rs.4516.88 Lacs Rs.107.21 Lacs
2004-05 Rs.5083.57 Lacs Rs.110.59 Lacs
2005-06 Rs.9170.46 Lacs Rs.181.29 Lacs
INSTALLED CAPACITY:
HDPE PIPES & FITTINGS : 3500 M.T. PER / ANNUM
UPVC PIPES & FITTINGS : 11000 M.T. PER / ANNUM
MANUFACRURING FACILITIES:
1. EXTRUSION PROCESS
2. INJECTION MOULDING PROCESS
3. PUMP MANUFACTURING
4. SPRINKLER MANUFACTURING
REGISTERED WITH:
UNITED NATION CHILDREN’S FUND, NEW DELHI, CIDE REON NO. SEG/LGR/99-
193, DT.01.03.99
42. 42
DISTRICT INDUSTRIES CENTRE, BALASORE, VIDE REGN. NO.150100590,
DTD.09.03.76.
NATIONAL SMALL INDUSTRIES CORPORATION LTD, GOVT. OF INDIA VIDES
REGN. NO. NSIC/ORI/GP; REGN (0-7)/81/1548, DT.08.03.99
STEEL AUTHORITY OF INDIA LIMITED, ROURKELA STEEL PLANT, ROURKELA
CIED REGN. NO. PURCHASE/REGN/6774SSI/172, DTD.12.09.06
DREDGING CORPORATION OF INDIA LTD. VIDE REGN.NO. TM/INDEG/91
DTD.29.07.91.
NEYVELI LIGNITE CORPORATION LTD, VIDE REGN. NO. MM/COR/REGD/F-
18/58-A/92 DTD.07.07.92.
ENGINEERING INDIA LTD, VIDE REGN. NO. 8518/PDD/I/E/0-033DTD,14.11.96
PROJECT & DEVELOPMENT INDIA LTD, VIDE REGN. NO. PO/PUR/REGN/VS/F-
9/ 88/DTD-28.08.89
U.P. JAL NIGAM, LUCKNOW VIDES REGD. NO. 264/U.P. JALNIGAM/SPOL. G-4/
2001/DTD 16.03.02.
DIRECVTORATE GENERAL OF SUPPLIERS & DISPOSALVIDE REGN. NO. DGS &
D/REGN/CAL/S-018/97/0
PRODUCT PROFILE
SL PRODUCT NAME RANGE APPLICATION
43. 43
1. HDPE PIPES & FITTINGS
AS PER
I) IS:4984 20 mm to 630 mm WATER SUPPLY, SLURRY
DISPOSAL & HYDRO
TRANSPORT SYSTEM
CHEMICAL LINES
II) DIN:8074/8075 10 mm to 630 mm SYSTEM CHEMICAL LINES
2. PVC PIPES & FITTINGS
AS PER
I) IS:4985 16mm to 630 mm AGRICULTURE WATER
SUPPLY
II) IS:12818 40mm to 400 mm PLUMBING,BOREWELL etc
III) ASTM-D-1785 & ½” to 12”
BS:3505
IV) G/CDS-03/02 110 mm & 40 mm UNDER GROUND CABLE
DUCT PIPE
3. DITECT ACTION HAND PUMPS
AS PER IS:14106 30 mtrs & 40 mtrs LIFTING OF
WELL ASSEMBLY UNDERGROUND WATER
4. PVC PIPES FOR CABLE FOR 50 mm UNDERGROUND CABLE
DUCTING AS PER SPECN DUCTING
NO.G/CDS/05/01
5. PERMANENTLY LUBRICATED 32 & 40 mm Dia UNDERGROUND
44. 44
HDPE TELECOM DUCT OPTICAL FIBRE CABLE
CONDUCTS
6. POLYETHYLENE PIPES AS PER Upto 315 mm Dia SUPPLY OF
IS: 14885-2001 GASEOUS FUELS.
7.SWR PIPE & FITTINGS 75 mm & 110 mm SOIL,WASTE & RAIN
AS PER IS: 13592/1992 WATER DISPOSAL &
SANITARY APPLICATION
8. WATER STORAGE TANK200Ltr,300Ltr, STORAGE OF WATER FOR
AS PER IS: 12701 500Ltr,700Ltr, DISTRIBUTION
1000Ltr
OBJECTIVES OF THE COMPANY
Ori-Plast products all types of plastic pipes and pipefitting of its best quality at an
optimum cost. It is eider that the main objective of the firm is to make profit so as to enjoy
market share. Along this Ori-Plast have the following main objectives.
1. To provide the value consistent quality products to the customer.
2. Successfully implementation of techniques and skills in meeting the Exact demand of
users in term of quality, delivery and services.
3. Create a better market share and stand as a market leader in competitive environment
45. 45
4. Achieving ISO standard environment in all respect.
ORGANIZATIONAL STRUCTURE
Organization structure, which is paramedical in nature, is not static. It is subject to
change from time in the light of the environment obtaining within or without the situation of
the change in the enterprises and growth as well.
According to organization effectiveness Ori-Plast has its own organization structure
headed by chairman who leads the Board of Directors. Presently Ori-Plast has two directors in
its board namely.
1. SRI A. AGARWALLA
2. SRI K.K. AGARWALA
3. Mr. A.C. Jena , PRESIDENT
Manager’s
1. Mr. A.K.Sahoo (Production & I/C)
2. Mr. S.K. Nayak (Quality Control)
3. Mr. Arunav Bose (Finance & Accounts)
4. Mr. A.K.Das (Maintenance Management)
5. Mr. H.K. Mohanty (Commercial & Marketing)
6. Mr. S.K. Mohapatara (Commercial)
7. Mr. T. ROUT (Material Management)
46. 46
Quality / Brand Name
Ori-Plast Ltd. adopted the latest technology and set-up mini Ori-Plast unit to large one.
The company is well known for its quality in the business circle. The products are sold under
the brand name “ORI-PLAST”.
RAW MATERIALS
1. PVC RESIN OF DIFFERENT GRADES
2. POLYTHELEN GRANUELS
3. STABILIZER & PLASTCISER
FINISED PRODUCT
HOPE PIPES & FITTINGS PVC PIPES & FITTINGS, HDPE SPRINKLER IRRIGATION,
DIRECTION ACTION HAND PUMP, HDPE PIPES FOR CABLE DUCTING, PERMANENTLY
LUBRICATED HDPE TELECOM DUCT, POLYTHYLENE PIPE.
EXPORTS
The company is exporting its products to several foreign countries e.g. loan, turkey,
Afghanistan, Kajakasthan, Pakistan, Nepal and Bhutan. In all these courtiers UNICEF is the
major consumer of company’s products. In Nepal the company also supplies HDPE and PVC
pipes and fittings to dept of water supply and sewerage (D.W.S.S) Nepal.
Quality / Brand Name:
Ori-Plast Ltd, adopted the latest technology and set-up mini Ori-Plast unit to large one.
The company is well known for its quality in the business circle. The products are sold under
the brand name “ORI-PLAST”.
47. 47
RAW MATERIALS
1. PVC RESIN OF DIFFERENT GRADES
2. POLYTHELEN GRANUELS
3. STABILIZER & PLASTCISER
FINISED PRODUCT
HOPE PIPES & FITTINGS PVC PIPES & FITTINGS, HDPE SPRINKLER IRRIGATION,
DIRECTION ACTION HAND PUMP, HDPE PIPES FOR CABLE DUCTING, PERMANENTLY
LUBRICATED HDPE TELECOM DUCT, and POLYTHYLENE PIPE.
EXPORTS
The company is exporting its products to several foreign countries e.g. loan, turkey,
Afghanistan, Kajakasthan, Pakistan, Nepal and Bhutan. In all these coutries UNICEF is the
major consumer of company’s products. In Nepal the company also supplies HDPE and PVC
pipes and fittings to dept of water supply and sewerage (D.W.S.S) Nepal.
APPROVED
Laboratory and quality control set up of Ori-Plast Ltd is recognized by ISI (BLS), DGS
and D, UNICEF, CIEPT, CROWN AGENTS SERVICES (U.K. Base), SGS (Geneva Base) etc. for
testing plastic products.
COMPANY MAJORCUSTOMERS:
BRIDGE & ROOF CO (INDIA) LTD; CALCUTTA
48. 48
BIRLA TYRES, CALCUTTA
CHIEF ENGINEER RWS & S (O), BHUBANESWAR
CHIEF ENGINEER, PUBLIC HEALTH ENGG. DEPTT (O) BBSR
CHIEF ENGINEER, PUBLIC HEALTH ENGG. DEPTT. (O) PATNA.
DREDING CORPN. OF INDIA LTD, VISHKHA PATNAM
DISVI INTERNATIONAL CORPORATION, NEPAL
DEPPT. OF WATER SUPPLY & SEWGE, NEPAL
GOPALPUR PORT PROJECT, GANJAM, ORISSA
HINDUSTAN ZINC LIMITED.
INDIAN RARE EARTHS LIMITED.
LUTHEREN WORLD SERVICE (I) LTD; CALCUTTA
LUKTAK DEVELOPMENT AUTHORITY,MANIPUR
NATIONAL THERMAL POWER CORPORATION LTD.
NATIONAL ALUMINIUM CO. LTD (NALCO)
NEYVELLILIGNITE CORP. LTD NYEVELL
ONGC
ORISSA AGRO INDUSTRIESCORP.LTD.
O. LIC LTD.
O.M.C. BBSR
P.P.T. LTD.
SAIL (ROULKELA)
T.H.E.P.S.CO LTD.
T.T.P.S. (CHENNAI)
UNICEF
AWARDS
49. 49
1981-82: state Award (EXPORT PROMOTION And Marketing) Orissa, BBSR 1982-83.
PLEX COUNCIL’S top exporter award as well as state award 1983-84.
PLEX COUNCIL’S second best award as well as state award 1984-85.
PLEX COUNCIL’S top exporter award as well as state award 1989-90.
Chairman, Sri S.R. Agarwalla had been awarded UDYOG.
PARA award by the Hon’ able Vice President of India. 1992.
ODYSSEY Award for successful entrepreneur in the state by the Chief Minister of
Orissa.
1994 : National Award for quality Product
1995 : National Award for quality product by the Hon’ able president
of India.
1996 : PLEX COUNCIL’S top exporter award.
1997-98 : PLEX COUNCIL’S second best exporter award.
1998-99 : PLEX COUNCIL’S top best exporter award.
1999-00 : PLEX COUNCIL’S top exporter award.
2000 : National Awards for quality products in small scale sector
2000.
50. 50
MARKETING STRATEGY OF
ORI-PLAST
In an industry like plastics, marketing plays a crucial role in the success of the
company’s brand name and its market share. As in the market, as many new brands are coming
with new technology, company should be alert and also keep a constant touch with existing
market. Company should implement new marketing strategy to compete with new brands at
the initial stage. If any new brand will be able to penetrate its market; then company should
have the possible new strategy what company is implementing not up to extent to grow in a
51. 51
positive manner, then company should develop strategy in regular interval through meeting of
commercial staff and marketing staff.
The proposed new strategy should be in the area of marketing mix i.e.
Product
Price
Place
Promotion
PRODUCTS
The company Ori-Plast is offering the best quality hence need not worry about the
product factor. But a regular periodical analysis should be undertaken to increase the efficiency
of production unit through up to date technology. There is a requirement to give the proper
feedback to the R & D and production department about the development of customer oriented
new product.
Ori-Plast is a premier house in manufacturing pipes and pipefitting in wide range of
polymers i.e. PVC, P.P., HOPE, ASAM, BS, DIN, etc. Its products are for transportation of
portable water line, plumbing pipe and sewerage line, rain water line, tube well, chemical
slurry, ash sewerage ling, dredging pipelines and water / chemical storage tanks etc.
1. LIST OF PRODUCTS MANUFACTURED BY ORI-PLAST LTD.
Description Specification Specification
52. 52
1. HDPE Products
Pipe & pie fittings
(used for Agriculture, water supply)
Pipe & pie fittings
(used for system chemical lines)
Pipe & pie fittings!
Pipes (threaded)
Sprinkler irrigation system 50m to
90mm
16mm to 630mm OD
16mm to 500mm OD
½ to 6 NB
½ to 2 NB threads upper
IS : 4984
DIN : 8074
BS: 3284
IS: 5541BS-21
2. PVC Products
Pipe & pie fittings 16mm to 630mm CD 1:4985
Pipe ½ to 24NB
Ribbed well screen pipe 1!/2 to 8 NB DIN:4925/fS: 12
SWR Pipe fittings 75mm to 110mm OD IS: 19106/96
DAMP direct action hand pump.
3. PP Products
Pipe & pie fittings Pipe &
Pie fittings ABS pipe fittings
RFP Pipe & pie
fittings
½ to 12NB
16mm to 630mm OD
1/3 to 12NB
as per customer design
and specification
BS: 4991
DIN: 8077
ASIAN-D-15
53. 53
HDPE, PP, Polystyrene etc. specification.
The marketing mix & the four P’s marketing have come to be used synonymously. In
each of the marketing strategies elements or the four P’s product, price place promotion there
are several sub elements. For example: Packing is one of the Sub elements of product.
Nylon, ABS, PVC, Injection molded items, different sizes as per customer design.
Quality Assurance:
The company has a quality management system supported and evidenced by the
followings:
Quality Policy
A Management representative with authority and responsibility for fulfilling quality
assurance requirement and for interfacing with purchaser in matters of quality.
Procedure for controlling, design / production engineering material. Choice of
components / vendors.
System of inward goods inspection
System to calibrate and maintain required measuring and test equipment.
Periodical internal quality audit.
Brand Name
A brand name is defined as “name, term symbol or design or a combination of them
which is intended to identify the goods and services of one seller or groups of seller and to
differentiate them from those of competition.”
54. 54
The company is well known for its quality in the business circle. The products are sold
under the brand name “Ori-Plast”.
Packing
Packing is another important component of the total product personality. But some of
the products don’t need good packaging. Special a truckload of material to dispose to
individual customers. Only two extremes sides of the pipes are being are raped by Gunny.
Design
Product design is one of the most powerful competitive weapon in a company’s
marketing arise. Ori-Plast has outstanding product design such as attractive colored pipes &
pipefitting water transportation.
Product Feature
Features are characteristic that supplement the products basic functioning. Being first in
introducing valued new feature on one of most effective ways to complete. Ori-Plast products
have various features to attract both the domestic and the industrial customer. The company
has many liaison officers who frequently come across with consumer and dealers in order to
know the bad and good features of Ori-Plast products. Suggestions, for improvement of
satisfaction. Thus the company for each potential feature calculates its customer value vrs
company cost. The company product has good features. There is no report of bad features yet.
Warranty
The name Ori-Plast guarantees use only virgin material of the appropriate grade, high
manufacturing standards, and consistent dimensional accuracy. Standard size and super finish.
Product warranty is an important promotional tool a especially as consumers become more
quality sensitive. The company estimates the sales generating the value of proposed warranty
against its potential cost.
55. 55
PRICE
Price is the one of the main factor to be discussed vigorously prier to fixing of the price
for a product; management has to think about the price of the competitor’s product, their
quality etc. So the pricing of the product should be done properly by consulting with
production department. As it is production quality product, it need not compromise with the
price do not fluctuate more from the quoted price.
The company looks after the price at the retailer’s level i.e. the price available for the
customers. Customers should not suffer by the middlemen, which is likely to cause bad
impression brand product.
A critical marketing strategy is price namely the amount of money that customers have
to pay for the product. The company decides on wholesale and retail price discounts,
allowances. And credit terms. Its price commensurate with tale perceived ‘value of the offer. Its
uses the pricing method is to add a stand mark of to the cost of the product. A company is
changing the pricing strategy from time to trine. Some few years back, it was fixing, prices
normally lower than competitors. Now company offers cheapest price with quality products
and on time delivery.
PSYCHOLOGICAL PRICING
It is a fact that many consumers uses price as an indicator of the quality. The company
increases its price following the fact. The company sets the price with odd numbers Rs.30.45 per
meter.
DISCOUNT
56. 56
The company also offers discount td distributors customers through dealers. It gives 15-
20% dishcloth on the MRP from Dealer.
ALLOWANCE
Allowance like promotional allowances is given to rewards for participating in
advertising and sale support programmed. Also financial and non-financial benefits are
provided to distributors / dealers on the basis of their annual turn over.
Promotional Pricing
The company prices some 6f its product below the list price.
Prices are subject to change without riddles.
Prices exclusively of sales tax octopi duty, insurance excise duty and other central / state
government. Levis & excise duty shall be changed extra as per the actuality at the time
of delivery.
PLACE (DISTRIBUTION)
The process of delivering the product to the customer is term as distribution.
Distribution management is an important part of marketing management & it consists of two
major tasks; physical distribution and management of distribution channel.
CHANNEL
The company has a very good communication channel systems both personal and non
personal. It has advocate channels, export channels. Advocate channel consists of company
sales people contracting buyers in thee target market. Expert channel consists of independent
expert making statements to target buyers. No personal communication channels carrying
messages without personal contract or interaction. They include media, atmosphere and events.
The company’s media print media (Newspaper, various journals, industrial periodicals),
display media (Signs, posters, billboards), massagers come through paid media. The company
57. 57
participates in industrial exhibition, triad fair in state, national and international level. They also
have appointed liaison officers who connect two or more cliques (small social groups whose
members interact with others) withoutbelonging to either.
COVERAGE & LOCATION
The company sales covers all over Orissa and some other states like Haryana, Punjab,
Gujarat, West-Bengal, Andhra Pradesh, Karnataka, Uttranchal, Uttar Pradesh, Jharkhand, Bihar,
Maharastra.
TRANSPORTATION & ASSORTMENT
Transportation choice affects the pricing of the products or time Delivery performance
and the condition of the goods when they arrive all of which will effect customer satisfaction.
Transportation is carried on through roadways by trucks through out the country. In
case of exporting the products are sent abroad by ships from the Haldia / Kolkata port.
Since the transportation is carried out only through roadways inside the country, it
depends on a good transporter. So to avoid transport problems, there is a need to keep in touch
with more than one transporter. As the goods transported should reach, the customers end
safely and timely. Therefore, the dependence on reputed and professional transporter increases.
Since it is a good customer satisfaction device, there is a requirement of being professional in
this regard to with customers’ faith on the company. Ori-Plast always transports its finished
products to its customers through reputed and professional zed transporters.
PROMOTION
58. 58
SALES PROMOTION
Sales promotion is essentially a direct and immediate inducement that adds an extra
value to the product, so that it promotes the dealers, distributor or ultimate consumers to buy
the product. It is needed to meet several marketing needs. Where as advertising offers a reason
to buy sales promotion offer an incentive to buy. It includes tools for consumer promotion (e.g.
price off, warranties, demonstration) trade promotions (dealer sales contest, discount) and sales
force promotion (e.g. bonus, contest).
Ori-Plast using a number of above trade promotion tools.
PRICE OFF
A price off is a straight discount off the least on each cash purchased during a stated
time period, company encourages the dealers to buy quantity that they might not ordinarily
buy. This facility is also available in Ori-Plast by way of various types of trade discounts.
ALLOWANCES
The company Ori-Plast gives allowances to the dealers and industrial users. Business
promotional tools like shows and conventions. Ori-Plast takes part in annual trade shows and
conventions. Ori-Plast is spending some percentage of their annual promotional budgets on
trade shows.
ADVERTISEMENT
It is any paid form of no personal presentation and promotion of ideas, goods on
services by an identified sponsor. Company makes his own advertisement. Its ads come in
various times, Times of India etc. All other local newspaper and magazines.
59. 59
SALES FORCE
Marketing personnel serve as the company’s personal links to the customers. The
marketing people in contact many of its customers and in turn bring back to the company much
needed intelligence about the customer.
PUBLIC RELATION
The company’s public relations department is located at corporate head quarters,
Calcutta and its staff is so busy dealing with various public stockholders, employees, industrial
users etc. The PR department perform press relation (place news worth in information) into
news media to attract attention is a person, products or service, product publicity, counseling
advising management about company’s position and image in the market.
To choose the market and serve them well, the firm must target the marketing mixes.
Target involves three activities :
1. Market Segmentation
2. Market Targeting
3. Market Positioning
Market segmentation is the process of disaggregating the total market for a given
product in to a number of sub-markets to capture more and more sales. Under this process
customers of a duct are divided into several homogeneous groups on the basis of their common
nature, habits, come and attitude,etc.
Market targeting is the process of fixing one’s target market. Market segmentation is the
prelude to target market selection. Essentially the marketing men carries out a through
60. 60
evaluation of the various segments and select those target segments that are most appropriate
to the organization.
Market positioning is the process of establishing and communicating the products key
distinctive features and benefits in the market
THEORITICAL BACKGROUND
If one work towards superior product quality and business and business integrity, the profits
market share and growth will take care of them. Originally S.R. Agarwala, the most daring,
enthusiast established the firm. This man had the extraordinary foresight much ahead of his
time.
“Failure is the pillar of Success”
The company has proved nicely. At the beginning, it had incurred a 104 due to van oust
reasons. The reasons are:
Few peoples heard of them, much less understood the potential, at the beginning of the
industry.
Raw materials used by them were of low quality, lost due to improper distribution and
management problem, lack of experience.
The company has not enjoyed good market share. The company’s field representatives
came into direct contact with consumers saw the market situation; supply the finished product
to the market after proper testing. For this company started operating laboratory and inspection
department. It tested the raw materials. In this way after long patience and endeavor, the
company achieved the path of success. The goodwill that has been earned by Ori-Plast is a
result of meticulous quality control for its products and very good customer services over past
three decades. Now the company is capable of preparing full range products according to the
specification available indigenously and foreign countries. The credit of the success of the
company is the result of the team spirit of both the blue and the white colors labor led by the
president.
61. 61
EXTERNAL ENVIRONMENT ANALYSIS
(OPPORTUNITY & THREAT ANALYSIS)
OPPORTUNITY
A company marketing opportunity is an attractive area for company marketing action in
which the company would enjoy a competitive advantage.
The company guarantees use of only virgin materials of the appropriate grade, high
manufacturing standards consistent dimensional accuracy, standard size and superb
finish.
The company produces ideal plastic water storage tank for hygienic water storage
application manufactured on machine feature.
Ori-Plast made to G.T. pipe standard, reducing the cost by half and good look and
longer and smoother service.
Utility of plastic products is increasing day by day.
THREATS
Some of the developments in the external environment represent threats. An
environmental threat is a challenge posted by an unfavourable trend or development in the
environment that would lead, in the absence of purpose full marketing action, to be erosion of
the company’s position.
Competition from import of pipes and fittings.
As Indian market is opening up, more multinationals will enter into it. Therefore, the
company has to compete with them.
As it is weak in Western and Northern reason, there is competitors winning over more
target customers and creating their brand image, which may bring down the sales of the
organization.
INTERNAL ENVIRONMENT
(STRENGTH & WEAKNESS ANALYSIS)
STRENGTH.
The company has the following strengths:-
62. 62
It produces best quality product with the help of dedicated work force
It enjoys much of market share.
WEAKNESS
It has some weakness. They are;
Too many players are in the market
Scarcity and high prices of the raw materials foil pipes.
CHAPTER – 3
63. 63
Data Analysis & Interpretation
DATA ANALYSIS
1. INTRODUCTION
Analysis refers to the evaluation of all sorts’ performances, achievement and problems
of business establishment. The basic approach in analysis is to detect all problems and provide
64. 64
their best solution. Analysis involves the problem identification of alternative for solving the
problem and evaluation of those alternatives and finally to choose the suitable and feasible one.
The trend analysis is actually to assess whether the demand is increasing or decreasing
for this reason the sales figure and export figure of last three years have shown in the form of
graph respectively and it has been attached in Annexure.
ANALYSIS OF CUSTOMERRESPONSES
To find out the perception of customers of plastic pipes to collect the first hand
information from them by direct interview. I visited several customers within Balasore to find
out thee perception of the customers about Ori-Plast pipes i.e. about its quality, price, consumer
awareness about the Ori-Plast pipes. I had visited 50 Ori-Plast using customers to collect
information.
1.
Uses of Product.
Product Used
No of
respondents Percentage
Once 21 42
Twice 7 14
Many Times 18 36
Never 4 8
65. 65
Inference :-
The above table shows that how frequently customers have used Ori-plast products.
Among them 21 people used it Once ie 42%, 7 people used twice ie 14%, 18 people used Many
times ie 36% and 4 people have never used it ie 8% of total. The above graph shows according to
product use that once using customers are highest and never used customers are the lowest.
2.
Source of Product Knowledge.
Sources
No of
Respondents Percentage
Through Friend 8 16
Through Newspaper,Advertisement,Hoarding 21 42
Recommended by Technician 17 34
Any other source 4 8
Uses of Ori-plast Products.
42
14
36
8
0
10
20
30
40
50
Once Twice Many Times Never
Product Used
Percentage
66. 66
Inference :-
The above table shows the various sources through which respondents came to know
about Ori-plast products. Among them 8 people know from there friends ie 16%, 21 people
know from Newspaper, advertisement & Hoarding ie 42%, 17 people are suggested by there
technician ie 34% & 4 people came to know from any other source ie 8% of total.
The above graph shows the source of product knowledge by
3.
Different uses of Ori-plast products.
Different Fields
No of
Respondents Percentage
Service line connection, Plumbing line 27 54
Rain Water line, Distribution line for Irrigation 3 6
Bore Well Casing 18 36
Any Other 2 4
Source of Product Knowledge
0
16
42
34
8
0
10
20
30
40
50
1 2 3 4 5
Sources
Percentage
67. 67
Inference :-
The above table shows that the purpose for use of Ori-plast pipes through different criteria.
According to market survey 27 people said out of 50 that they are using this for Service line
connection and Plumbing line ie 54%. For Rain water line & Distribution line for Irrigation 3
people answered ie 6%. For Bore Well casing 18 people answered ie 36%. Two people answered
other reason for there use ie 4% of total.
4.
Quality of Ori-plast products.
Quality No of Respondents Percentage
Excellent 26 52
Good 19 38
Fair 4 8
Poor 1 2
Different Uses of Ori-plast
54%
6%
36%
4%
Service Line Connection
& Plumbing Line
Rain Water Line &
Distribution Line for
Irrigation
Bore Well Casing
Any Other
68. 68
Inference :-
The above table shows the quality of Ori-plast products from the respondents in the survey.
Here 26 people said that it is excellent ie 52%, 19 people said that it is of Good Quality ie 38, 4
people said that it is of Fair Quality ie 8%, 1 people said that it is of Poor Quality ie 2% of Total.
5.
Price perception of Ori-plast products.
Description No of Respondents Percentage
Cheaper 2 4
Fair 8 16
Reasonable 17 34
Costly 23 46
52
38
8
2
0
10
20
30
40
50
60
Percentage
Excellent Good Fair Poor
Category
Quality of Ori-plast products
Price Perception of Ori-plast Products
4
16
34
46
0
10
20
30
40
50
Cheaper Fair Reasonable Costly
Description
Percentage
69. 69
Inference :-
The above table shows the Perception of Price of Ori-plast products from the respondents in the
survey. Here 2 people said that it is cheaper ie 4%, 8 people said that its price is Fair ie 16%, 17
people said it is Reasonable ie 34% and 23 people said it is Costly ie 46% of total.
6.
Availability of Ori-plast products.
Description No of Respondents Percentage
Very Good 14 28
Good 18 36
Fair 10 20
Poor 8 16
Inference :-
The above table shows the material available at Dealers recorded from respondents. Among
them 14 people said availability is Very Good ie 28%, 18 people said availability is Good ie 36%,
10 people said availability is Fair ie 20% & 8 people said availability is Poor ie 16% of total.
7.
Customer relationship with dealer/distributor.
Description No of Respondents Percentage
Very Good 13 26
28
36
20
16
0 10 20 30 40
Percentage
Very Good
Good
Fair
Poor
Description
Availability of Material at Dealers
70. 70
Good 16 32
Fair 14 28
Poor 7 14
Inference :-
The above table shows the customer relationship with Dealer. Among them 13 people said that
they have a very good relationship with the dealer ie 26%, 16 people said that they have a good
relationship with the dealer ie 32%, 14 people said that they have a fair relationship with the
dealer ie 28% & 7 people said that they have a poor relationship with the dealer ie 14% of total.
8.
Assistance from the company.
Description No of Respondents Percentage
Always 18 36
Often 24 48
Seldom 8 16
Never 0 0
Relationship with Dealers
26
32
28
14
0
5
10
15
20
25
30
35
Very Good Good Fair Poor
Description
Percentage
71. 71
Inference :-
The above table shows whether customers need any type of assistance from the company.
Among them 18 people said they always need ie 36%, 24 people said they often need ie 48%, 8
people said they need very less time ie 16% & No people said that they do not need any
assistance ie 0% of total.
9.
Satisfaction Level of Ori-plast products.
Description No of Respondents Percentage
Excellent 22 44
Good 17 34
Fair 8 16
Poor 3 6
36
48
16
00
10
20
30
40
50
Percentage
Always Often Seldom Never
Description
Assistance needed from the Company
72. 72
Inference :-
The above table shows the satisfaction level of customers about Ori-plast products from the
respondents. Among them 22 people said it is Excellent ie 44%, 17 people said that it is Good ie
34%, 8 people said it is Good ie 16% & 3 people said that it is Poor ie 6% of total.
10.
Suggestions for improvements for Ori-plast.
Opinions
No of
Respondents Percentage
Product Quality 4 8
Increasing Channel of Distribution 27 54
Increasing Customer awareness towards the product 9 18
Increasing Product knowledge 10 20
Satisfaction Level of Customer
44%
34%
16%
6%
Excellent
Good
Fair
Poor
73. 73
Inference :-
The above table shows the suggestions towards improvement for Ori-plast products. Among
them 4 people suggested for improving Product Quality ie 8%, 27 people suggested for
Increasing channel of distribution ie 54%, 9 people suggested for Increasing customer
awareness towards the product ie 18%,10 people suggested for Increasing product knowledge
ie 20% of total.
Suggestions for Improvement
8%
54%
18%
20%
Product Quality
Increasing Channel of
Distribution
Increasing Customer
awareness towards the
product
Increasing Product
Knowledge
75. 75
FINDINGS
1. Out of 50 respondents 42% told that they have used Ori-plast products once, 36% told
that they have used many times, 14% twice & 8% never.
2. Out of 50 respondents Product knowledge has came from Friends 16%, 42% from
Newspaper, Advertisement & Hoarding, 34% recommended by Technicians & 8%
from any other source.
3. Out of 50 respondents 54% use Ori-plast products for Service Line connection &
Plumbing Line, 6% use it for Rain Water line & Distribution line for Irrigation, 36% use
it for Bore Well casing, 4% use it for any other source.
4. Out of 50 respondents for Quality of Ori-plast product 52% told that it is Excellent,
38% told that it is Good , 8% told it is poor & 2% told that it is poor.
5. Out of 50 respondents 4% told that price is cheaper, 16% told that price is fair, 34% told
that price is Reasonable & 46% toldhat price is costly.
6. Out of 50 respondents 28% people told that availability of Ori-plast products at dealer
is Very Good, 36% told it is Good, 20% told it is fair & 16% told it is poor.
7. Out of 50 respondents 26% people told that relationship with dealer is Very Good, 32%
told it is Good, 28% told it is fair, 14% people said it is poor.
8. Out of 50 respondents 36% people told that they need assistance from company
always, 48% told they need often, 16% told they need seldom.
9. Out of 50 respondents 44% told the satisfaction level for Ori-plast products is
Excellent, 34% told it is Good, 16% told it is Fair, 6% told it is of Poor.
10. Out of 50 respondents for improvement 8% suggested for improving Product Quality,
54% told for Increase in channel distribution, 18% told for increasing customer
awareness & 20% told for increasing product knowledge.
11. Out of 50 respondents 10% people are within age of 20 yrs to 30 yrs, 24% people are
within 30yrs to 40 yrs, 44% people are within 40 yrs to 50yrs & 22% people are above
the year 50.
76. 76
12. Out of 50 respondents 8% people occupation is Farming, 16% people are Self
employed, 22% people occupation is Business, 54% people occupation is Govt/Private
employee.
13. Out of 50 respondents 12% people annual income is below Rs 60,000, 34% people
annual income between Rs 60,000 to Rs 1,50,000, 48% people annual income between
Rs 1,50,000 to 3,00,000 & 6% people annual income is above Rs 3,00,000.
CHAPTER – 5
77. 77
SUGGESTION
Since the market is highly fragmental and also rapid growth in number of units producing
plastic pipes related product the organization has to work out specialized strategies to improve
its business internationally plastic pipes are put much more publications where as in India and
also in Orissa we have only few applications. In this way market is highly restricted constant
increase in prices will lead the stagnation in present application. Thus researches suggest R & D
efforts to be improved the application based for plastic extrusions. So that, by increasing
volume of sales and spreading it to various applications is the best alternatives for Ori-Plast in
Orissa.
Due to increase in demand pattern of customers the company should go for increasing the
production units as the market rising very rapidly.
Though the company is offering best quality, but today’s customer is highly quality conscious
and neglecting the price factor. So the company should take quality a constant factor, because
other company’s spend much more in R&D to produce better quality ,so as to stand in
competitive market. Therefore, company should go for a regular periodical analysis to be
undertaken for further quality up gradation through up-date of technology and R&D of its
product. It reduces the cost throat competition.
As a developing and growing concern endeavor should penetrate those areas where the
company do not have market. The channels of distribution should be more to hit to the rural
markets also.
Better credit should be given to bulk purchasing major customers and plumbers through
mutual understanding.
To build brand image at the rural market, which is necessary to introduce the product through
local dealers with some special seasonal discount, festival discounts and also the benefit should
be mentioned in the advertisement message. To create greater awareness in rural areas, the
organization should give more and more advertisement of its product in different media like
local newspaper, walling, hoardings, T.V, Radio.etc.
78. 78
Should make the customers aware about specification of their each items of Ori-Plast through
workshop seminar. The company should try to improve the corporate social responsibility
towards society and customers.
CONCLUSION
Yesterday’s luxury is today’s necessity because customers increasing technological
knowledge, thinking power and most importantly the disposable income are the factors
associated to it. All these factors also enhanced by the changing life style what has been justified
in the researcher’s analysis.
The researcher show the Ori-plast is lacking publicity from other companies. Where as
other companies are making the publicity through media (print, electronic etc) but Ori-plast has
the least publicity as the respondents of between 40 to 50 years, salary between 1.5 lakh to 3
lakh annually & employee category gave a good response because they are the educated people.
High quality technological advancement, aggressive marketing policies, better after sales
and service, financial scheme and affordable price are becoming the main marketing norms for
every company. Therefore the company clattering to these needs of customer will definitely
have an edge over its competitor.
The researcher showed that Ori-plast is most preferable brand in the present market and
is also in the queue. The researcher after making the survey came to know that the marketing of
Ori-plast ltd and the present position of the company and the company should enhance its
marketing activity by giving importance to promotional activities.
At last the researcher come to the conclusion that Ori-plast ltd has got a good reputation
in its market and can enhance its empire by adding more marketing efficient measurement. The
customer satisfaction level is good & it should improve it more & more.
79. 79
ANNEXURE
BIBLIOGRAPHY
BOOKS:
1. Kotler.P, Consumer Behavior, Marketing Management,2001, PHI, 89 -107.
2. Ramaswamy V.S & Namakumari S., Consumer Behavior, Marketing Management,
1999, Pearson Education Private Limited, 248 – 274.
3. Kothari C.R, Attitude Measurement & Rating Scales, Research Methodology, 2000,
New Age International Pvt Ltd, 163 – 196.
4. Kothari C.R, Sampling Plan, Research Methodology, 2000, New Age International
Pvt Ltd, 77 – 92.
MAGAZINES
Indian Today, Economics Time.
WEB SITE CONSULTING
www.oriplast.com
LITERATURE PROVIDED BY ORI-PLAST LTD.
