A Report of Study on

A Project in T.Y.B.B.A.
Prepared By Roll No Seat No Year Guided By College Submitted to : : : : : : : Shree H. N. Shukla College Saurashtra University 2004-05 Vachhani Mihir K.

A Symbol of Quality
Food for Thought. Food for Journey. Food for Time Pass. Food for Celebration.

Companys Certificate

DECLARATION
I, the undersigned Vachhani Mihir K. a student of T.Y.B.B.A. here by declare, that this project report in my own work and has been carried out. Under the supervision of .

This work has not been previously submitted to any university for any examination.

Date :

Signature
Vachhani Mihir K.

PREFACE
India is a developing country an everyday new developments are taking place all over the India Govt. has become liberal for important of new technologies, machineries, method etc. It is quite essential for a developing country to develop nation government is also very been to establish a business by Indian & non residential Indian Govt. is giving full support to establish an industry in India. Govt. also provides heavy subsidiary and to a relief to nearly established units is backward area. Recently many industries have developed in our country. Everyday we see in the newspaper of least 10 to 15 companies are promoted & they offer $ their shares to public. In regard to this alignment our college conducted an industrial visit to BALAJI WEAFER PVT. LTD.

VACHHANI MIHIR K. T.Y.B.B.A SHREE H. N. SHUKLA COLLEGE RAJKOT

ACKNOWLEDGEMENT
Though the preparation of this report is my own work, I have received help from many persons. I am thankful to all those who helped me in carrying out this work. In my marketing project sales manager of Saurashtra region give a very useful guidance. I am very thankful. They gave very useful information of market. They have traced to help me in every way. With this few words, once again I express my sincere thanks to all the persons who were instrumental in preparing this report with their full co-operation. Also I am very thankful to, and all college Staff.

Date : Place:

Signature VACHHANI MIHIR K.

INDEX
Chapter No.
Chapter 1: 1.1 1.2 1.3 1.4 1.5 Chapter 2: 2.1 2.2 2.3 2.4 Chapter 3: 3.1 3.2 3.3 Chapter 4: 4.1 4.2 4.3 Chapter 5: 5.1 5.2 Chapter 6: 6.1 6.2 6.3 Chapter 7: 7.1 Back Ground Introduction. Project at Glance. History and development. Information about entire unit.

Particulars

Page No.

Existing Managing Group. Basic Concept of Marketing

What is marketing? Market. Marketing Management.

Target Market. The Product Concept Five Levels of Product. Packaging.

Product Classification. Quality Talk What is Quality? Quality Talk.

Balaji Wafers Symbol of Quality. Advertising Brand Basic Concept. Brand Name Decision. Market Research Market Research. Market Research Process.

Questionnaire (Research Instrument). Market Share Analysis Market Share Analysis.

7.2 Chapter 8: 8.1 8.2 Chapter 9: Chapter 10: Chapter 11:

Chart of Market Share in Gujarat. Consumer Survey Consumer Survey. Types of Survey. Future Scope Conclusion Bibliography

CHAPTER 1 BACK GROUND

Introduction: Balaji Wafers the name itself gives an idea about what is it actually. Then two a small introduction on the Balaji Wafers. It is a medium scale company producing wafers & namkins. This company operates its activities only in India mainly in state like Gujarat, Maharashtra & Rajsthan. We get a valuable opportunity to go a visit of its plant where it is situated that is Balaji Wafers Pvt. Ltd. Located at Vajdi, Kalavad Road, Tal (Lodhika), Dis. Rajkot The present chairman Bhikhubhai Virani & his family started this business at home itself with initial investment of Rs. 50,000. Firstly, they were producing only potato Wafers. But in present Era, there are 12 products of than, such as Masala Wafers, Sault Wafers, Banana Wafers, vatana, Sadi Sing, Masala Sing, Banana Masala Wafers, Farali Chevdo, Ratlami Sev, Sing Bhajiya, Mung Dal, Chana Dal. There are 2 units of this company one is situated at Vajdi & another in G.I.D.C. area of Rajkot. This plant i.e. the plant situated at Vajdi is the biggest in India as well as in Asia. This is second unit which was constructed in 2003 of the company. This unit is itself the Registered of the company.

Organization Chart
Chairman Managing Director Directors General Manager

Production Department

Marketing Department

Finance Department

Plant Supervisor

Manager

Chief Accountant

Supervisor

Area Sales

Assistance Accountant

Workers

Sales Executive

Clerk

Sales Representative

Project At Glance
Name of the Firm Registered Office : : Balaji Wafers Pvt. Ltd. Balaji Wafers Pvt. Ltd., Vajdi (Vad) Kalavad Road, Tal. (Lodhika) Dis. Rajkot 360 003. Working At Branch Office Year of Establishment Form of organization Seale of Unit Mail : : : : : : Gujarat (India). Same as Above. G.I.D.C. area, Rajkot. 1981 82 Private Ltd. Co. Medium Scale Unit. Contact@balajiwafers.co

History of Development
The birth of this business took place at the home itself. Bhikhubhai Virani and his family started it with very tiny investment in 1981-82. Slowly & steadily, the business got progress so they took one step above and developed a small plant. This plant produced 150 Kg. Wafers per hour. As the wafers were so crunchy & testy, at become so much popular. So they were not able to supply as per consumers demand. Then, they decided to introduce a new machine that could produce more wafers as above machine produced. The semi-automatic machine produced 400 Kg. Wafer per hour, in 1995 96. In 1995 96, the supply was only in Gujarat itself. But due to popularity of crunchy munchy wafers. There was increment of demand in other states like Maharashtra & Rajsthan. So they launched a fully automatic plant in year 1999 2000. This plant could produce 1200 Kg wafers per hour. Presently it is the biggest plant not only in India but also in Asia. In this plant just few manual powers is needed. As it reduces the manpower, cleanliness is also maintained in the plant. This plant is situated in Vajdi (Vad) spreader over 85000 Sq. m. which acquires 90% shares in Gujarat.

Information About The ENTIRE UNIT

Balaji Wafers is only an Indian company. It has two branches in Saurashtra. One is located at GIDC Area at Rajkot, and another at Vajdi (Vad). The plant situated at Vajdi (Vad) is the Asias biggest plant. It was established on 1999-2000. This plant produces not only wafers but also 12 various namkeens. Such as Chevdo, Banana wafers, Sing Bhujiya, Ratlami Sev etc. The total investment in this plant is approx 8 to 10 crores. There are three machineries in this plant. Now, they can satisfy and supply the consumers as per their demand.

Existing MANAGING GROUP

In charge of Manufacturing Plant Chairman Managing Director Director : : : : Raghuvir Singh Parmar. Bhikhubhai Virani Chandubhai Virani Kanubhai Virani Keyurbhai Virani General Manager : Mihirbhai Virani Hiteshbhai Virani

What is marketing?
The Core Concept: Marketing has been in various ways. The definition that serves our purpose best is as follow: Marketing is a social and managerial process, by which individuals and groups obtain what they need and what through creating, offering, and Exchanging products of value with others. According to Philip Kotler the Core Concept of Marketing considers mainly three points that: 1. 2. 3. Needs. Wants. Demand.

Needs, Wants, Demand: Marketing starts with needs and wants people need food; air, water,

clothing, and shelter to beyond this people have a strong desire fro recreation, education and another serious. People needs and wants today are suffering in a given year. 261 million American high consumer more than 67 million eggs, 2 billion chickens over 4 million lecturers by collage English prefaces together these goods and service heat a demand for more than 150 million tons of steel and 4 million tons of cotton. There are just a few of the demands that get expressed kin a $ 6-7 billion energy. A human need is a staff of deprivation of some basic satisfaction of human biology and the human condition.

Wants are desire for specific satisfied of needs. Demands are wants for specific products that are backed by a ability and willingness to buy then.

Market
Market consist of all the potential customers sharing a particular need as want who high be willing and able to Engage is Exchange to satisfy that need as want. Traditionally a market was the place where buyers and sellers together to exchange their good. Such as a village square. Economist use the term to refer to a collection of buyers and sellers who over a particular products or products close, hence the housing market, the grain market & so on. The inner loop shows an exchange of money for goods and services the outer loop shows an exchange of information.

Marketing Management
Marketing Management is the process of planning and executing the conception to create exchanges that individuals and organization goals. 1. 2. 3. 4. 5. 6. 7. 8. Negative Demand. No Demand. Latest Demand. Dealing Demand. Irregular Demand. Full Demand. Overfull Demand. Unwholesome Demand.

The Product Concept: The Product concept holds that consumer will favours these products

that offers the most quality, performance, an innovative features, managers is product oriented organization faces their energy on marketing superior products and improving than over time design their products with little or no customer input.

The Marketing Concept: The Marketing concept is a business philosophy that challenges the

three concepts we just discussed. It central treat crystallized in the mid 1950.

The Marketing concept holds that the key achieving organization goals consists of being more Effective than competitors is integrating marketing activities towards determing and satisfying the need and wants of target markets. The marketing concept has been expressed in many colorful ways:

Believe in the Best (In India).

Meeting needs profitably.

Partners for Profit.

Target Market
No company can operate in every market and satisfied every need nor cant it always do a good job. With in one broad market. Even Microsoft cannot the best solution for ever information processing need. Companies do the best when they define their target markets carefully & prepare tailored marketing program.

-: Marketing Chart of Balaji Wafers: Company Carry Forward Assent Super Stockiest Dealers Retailers Final Consumption

Five Levels of Product

What is Product?
A Product is any thing that can be offered to a market to satisfy a want to need. Products that are marketed include physical good (Automobiles, Books) Services, Persons, Organization and Ideas.

Five Levels of Product: In planning is market offering that market need to think through five levels of product. The most fundamental level is the core benefit. At second level the marketer has to core benefit into basic product. At the fourth level, the marketer prepares and augmented product that meets the customers desire beyond their expectation. At the fifth level stands the potential product, which encompasses, all the argumentation and transformation that the product might ultimately undergo in the future.

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.

What is Product?
Masal Wafers. Sadi Wafers. Banana Wafers. Banana Masala Wafers. Frali Chevdo. Ratlami Sev. Sing Bhujiya. Mung Dal. Chana Dal. Vatan. Sadi Sing. Masala Sing.

PACKAGING
Package: - An Ambassador of the product.
Packaging today plays a dual role. As a function necessity it protects the products and provides convenience for handling. As an ambassador of this product, it promotes the brand image. It is the package of district look and definite functional advantages. So as to set it apart from competing products & brand. The packing of Balaji Wafers is ordinary as the other wafers. But it thing wrapper attract the consumer. Mostly children are attracted from the outside beauty of products. They love different shapes of chocolates, pencils etc. In the same way the shying wrapper not only gives the outside beauty but also inside the taste. Consumers were able to recognize the Balaji Wafers ever in the dark. Innovation in packing does not step with the change of year. The packing is so much attractive that it doesnt need any change. The packing is of nitrogen pack. So it prevents the product from germs, insects, etc.

PRODUCT CLASSIFICATION
Marketers have traditionally classified products on the varying product characteristics durably tangibility and use. Each product type has and appropriate marketing mix strategy.

Durable Goods: Durable goods are tangible goods that normally survive way uses like refrigeration, T.V., cloths etc. durable products normally require more personal selling and service, command a higher margin & require more seller guarantees.

Non-durable Goods: Non-durable goods are tangible good that normally are consumed in one or few cases.

Consumer Goods Classification: Consumer goods can be classified as: 1. 2. 3. Convenience Goods. Shopping Goods. Specialty Goods.

What is Quality?
Quality is an assurance from the manufactures to the consumers that its product is guaranteed to satisfy & exceed the letters expectations. Quality is often misunderstood as comprising of taste, vision dimension or standard, parameters. Towards the goal of developing or excellent quality product to the consumer, several important factors need to be considered. They include on going efforts to ensure accurate implementation of good manufacturing practice & standard operating procedures. Another vital elements is delivering satisfaction to the consumer is image. Image comprises several elements including quality of the product the company its services its people, its infrastructure infects almost anything connected with the business. Quality must reside is our soul as quality without the perception of quality has no value.

Quality Talk
Quality is Never Expensive It is price less. Quality without perception of Quality has no Values. N. Douglas I. Vestor.

Balaji A Symbol of Quality

Everything associated with the trademark of Balaji Wafers reflected the companys position of leadership and quality. Policies formulated under this principle deal with the image of the company. This includes the image projected by company, facilities, service activities, officies, packaging and people. The image projected by company personal is very important. How you project yourself to your customers plays a vital role in their perception to your products, qualities. There are some people who do not believe in projecting a good image. Those for insist argue that the people image connection cannot be applied to all departments is the company.

Brand Basic Concept: What is Brand?

Perhaps the most distinctive still of professional marketers in their ability to create, maintain protect and enhance brands. Marketers say that branding the art and corner stone of marketing.

Brand Basic Concept: The American marketing association defines brand as follows: A brand is a name, term, sing, symbol or design or a combination of them, intended to identify the goods or services of one seller as group of sellers and to different than form these of competitors.

Attributes: -

A brand first brings to mind certain attitudes. Thus, Mercedes suggests expensive, well-built, well-engineered, durable high prestige, high resale value, fast and so on. The company may use one or more of these attributes to advertise the car. For year Mercedes advertised Engineered like no other car in the world. This together saved as the positioning platform for projecting the cars other attributes.

Benefits: -

A brand is more than a set of attributes customers are not buying attributes. They are laying benefits. Attributes need to be translated into functional and or emotional benefits the attribute durable could translate into the functional benefits.

Values: -

The brand also says something about the producers values. Thus Mercedes stands for high performance, safety, prestige and so on.

Brand Name Decision

Of a company beats a brand only as a name it misses the point of branding. The challenge is branding into develop a deep set of meaning from the brand. Since we may not grape as easily its specific personality and user profile.

Brand Name Decision: -

Manufacturing who decide to brand their products must choose which brand name to use four strategies are available here:

1.

Individual Brand Names: The policy is followed by general mills.

2.

Blanket Family Name for all Products: This policy is followed by heing & general electric.

3.

Separates Family Names for all Products: This policy is followed by sears.

4.

Company trade combined with individual product name: This policy is followed Kelloggs. Once companies decide its brand name strategy. It faces the task of

choosing a specific brand name. The company could choose the name of a person, location, quality, life style an artificial name are the following:

1.

It should suggest something about the products benefits.

2. 3. 4. 5.

It should suggest Products qualities such as action or color. It should be easy to pronounce, recognize and remember, short name help. It should be distinctive. It should not carry poor meaning in other countries and languages.

Market Research
Market research is a key to the evolution of successful marketing strategy and programs. It is an important tool to study buyers behavior, changes, is consumer life style & consumption patterns brand loyalty and also, forecast market changes. Marketing research is being used to help creates & enhance brand equity. Besides marketing research has of ten been disliked in the business strategy. When that happens must research report become academic is nature and is field. Therefore, to made market research effective it is important that if has a linkage with business emerging scenario is the met place.

Marketing Research Process

Marketing Research is field of exports requiring special training. We need a group of specialties such as Economists, Management Scientist, Psychologists, Sociologist and Computer Experts offering staff services to Marketing Executives. Marketing Research Requires the application of the system approach to the task of collecting, organizing and analyzing interpreting desired marketing information. This means that each step is research process must be carefully planned and co-ordinated. Marketing research is directly concerned with all three operations, input process & output. Input is usually data i.e. facts a figures and values after quantified. There are number of characteristic of good output i.e. good information. (1) (2) (3) (4) (5) (6) (7) (8) It should be timely. It should be current on up to date. It should be accurate. It should be successful. It should reliable. It should be economical. It should be useful without future modification. Output should not be data but information.

Marketing research process provides information not data to marketing executive. Marketing decision are based on information not on data marketing research process involve the following seven steps in proper sequence.

(1) (2) (3) (4) (5) (6) (7)

Situation Analysis. Preliminary Investigation. Research Design. Sources of Data. Data Analysis. Report Preparation. Follow up Recommendation.

Approaches to marketing research: No. of sales records. Uses of publishes marketing information. Observational Studies. Sample Survey. Experiments.

Questionnaire (Research Instruments)

A questionnaire is the most common research instruments. A research instrument should avoid was, and also develop device which will as be an effective communication. A questionnaire is a set of questions with or with out a black space for recording answers. The question cans sure the relevant facts or opinions form informed and interested respondents included in the sample survey. Questioning methods have considerable veracity. A useful questionnaire has the following general rules of guidelines: (1) Question should be short, simple, easily understandable, direct pointed well phrased and one interpretation a meaning. The meaning of all questions should be obvious to all respondents. (2) Every questionnaire most explains the purpose of inquiry in order to stimulate interest and the respondent to offer full co-operation in giving answers to the question. (3) There should be no misleading and ambigunes questions on imprecise or beading questions. (4) Questions that cannot answer must be excluded.

(5) Develop a logical sequence is questioners and interviews. Ask easy question first proper sequence should follow the though flow of respondent. (6) We may have only a two choice answer, such as yes, no, agree disagree, true, false, cash credit. We have to choice make and number the desired answer. Questions requiring straight yes or no answers are easy to understand, record an analysis. (7) It would be preferable to me test the questionnaire on a sample or respondents before it is sponsored for wider use.

MAIN GOAL
Higher Market Service: In todays market environment, no company can service without having any goal except consumer.

Satisfaction: It is prerequisites for all the industrial groups to satisfy todays choose consumer. Of they do not take care of the consumer they will be thrown out of market The fizzy war is now a fizzy was after competitive comparing and people poaching; the latest front to be owned up is the proposal conflict.

Chart of Market Share in Gujarat

Balaji Wafers Others

CONSUMER SURVEY
Reason for wide use of Survey: The survey technique is intended to secure one or more items of information from a sample of respondents or informants representative of a large group. The survey method is most widely used technique is marketing research. It can be used at one or more of the levels in the marketing process at consumer level, at retail wholesale, or manufacture levels also. There are number of reasons for the very wide use of survey techniques: (1) It can secure both quantitative as well as quantitative information directly is the respondents individual or business consumers. (2) It is only method to measure attributed and motivation directly. (3) It is presumed that respondents. Know the answer of question. Have the authority to answer the question. Willing to co-operate in answering the question.

Type of Survey
In the questionnaire or survey method we can have communication with the informant is three alternatives ways: (1) (2) (3) Through mail or post office. Through Telephone. Through Personal Interview.

(1)

Through mail or post office: It is very effective and cheap method of conduction survey. The

contact is made through postal services up to date mailing list is prepared private copy of questionnaires with covering letter and stumped reply paid envelop will be posted to the respondent on the mailing test.

(2)

Through Telephone Survey: In urban areas, we can interview the respondent through telephone.

It is on ideal method of communication when you need information on current activities. E.g. Radio, listening or T.V. viewing while their activities are actually being carried or. We can have large number of interviews is a shot interval phone survey can be quick and at a lower cost.

(3)

Personal Interview or Field Survey: It is direct from of investigation involving face to face

communication with free feed of information. It offers a sense of participation. It is more flexible form of data collection. Use of an unstructured open and refused is low. Dept. interview is possible.

FUTURE SCOPE
Future planning is very necessary for the success of the business unit. This unit is doing well in todays situation and has many products to be marketed. This unit is planning to cover whole world market. They are also working toward future reduction is the prices of their products and this way they will be able to capture more market than existing. Thus future of this unit is very bright.

CONCLUSION
I feed very glad to conclude this report. This is my first experience to perform professional work at Balaji Wafers Pvt. Ltd., one of the subjects of consumer survey and marketing information from now to during my training period; I came to the following conclusion. (1) (2) (3) (4) Balaji Wafers is the Indias largest wafers selling company. Brand preferences and brand wareness of company very high. It has quickest dealers response. It is having remarkable market share in whole over the India.

BIBLIOGRAPHY
Report presentation is a job of intellectual knowledge. The information provided by the management authorities by it is not enough to prepare a red lettered report. The information gathered in first of ala is to be settled in a systematic manner, and then the information is to be molded into theoretical aspects. Which are applicable to the practical approach? Going through several reference look for successful completing of report. I have referred many books. At last I am very thankful to Balaji Wafers & Mr. Bhikhubhai Virani who has given me this valuable chance for training and to prepare this report also my sincere thanks to report readers.