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REPORT ON
THE STUDY OF MARKET STRATEGIES OF BALL PENS/GEL PENS
BETWEEN THE RANGE OF Rs.3-Rs.15 WITH REFERENCE TO LUXOR
WRITING INSTRUMENTS.
Submitted By:-
Saumya Shankhdhar
(PGP/FW/2008-10)
IIPM, New Delhi
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ACKNOWLEDGEMENT
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PREFACE
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TABLE OF CONTENTS
CHAPTER 1 6 – 23
Introduction
Identification of problem
CHAPTER 2:- 24 - 40
CHAPTER 3:- 41 - 47
Research Methodology
Scope
Research Process
Limitations
CHAPTER 4:- 48 - 79
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Importance of Pens
Types of Pens
Production
Conclusion
Bibliography
CHAPTER 5:- 80 - 92
Annexure
• Sample Questionnaire
• List of Retailers visited
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CHAPTER -1
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INTRODUCTION
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INDENTIFICATION OF PROBLEM
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system, its structure and the way the various links in the
system are related is at present are inadequate. Due to these
particular reasons, it is difficult to visualize clearly the
various administrative problems that are involved in the
physical distribution system present in India.
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CHAPTER 2
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CHOICE OF FIRMS
1) Linc Pen
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2) Rotomac Pens
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Zero-Defect Manufacturing
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3) Montex pens
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The goal to see the world proudly writing with the perfect
writing instrument led to the formation of Montex Group in
the seventies, headed by Mr. Raman Jain .Starting off as the
world’s largest manufacturer of nibs, the company carved its
niche in offering a host of quality writing instruments.
Montex became the only Indian company to have everything
– from manufacturing accessories to assembling under one
roof. Under the camaraderie of Mr. Raman Jain, Montex
today is a force to reckon, with a product profile as versatile
and innovative. Montex has been the first in India to
introduce Transparent Ball Pens, Trendy Fountain Pens,
Precision Tips, Gel Ink Pens, Roller Ink Pens, Tank Pens,
Rubber Grip Pens and Co-molded Pens. Montex is
recognized as a pioneer in the Indian pen industry with
innovations to its credit.
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Montex is not only the most popular brand in India, but also
recognized world over. Its products reach out to over 35
countries in the world, covering almost all the continents.
Fountain pens, ball pens, gel pens and free ink system pens
are the broad categories, under which one could have several
models ranging in colors, design and packaging. All
categories have a choice of blue, black, red and green ink
colors. While price too plays an important role in defining the
range, of most importance is the distinctiveness of each
product.
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4) Cello
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The Cello factory has a total area of 1, 00,000 sq. feet and
has strength of 3000 workers. With a marketing network of
40 Super Stockiest, 1900 distributors and a professionally
trained sales team of over 300, Cello manages to satisfy
millions of consumers in every corner of India .Today, Cello
is acknowledged as a quality brand in the urban and rural
markets of India. In addition, it has been well accepted by a
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5) Reynolds
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Racergel (Rs.10)
Liquiflo (Rs.10)
045 Fine Carbure (Rs.6)
Bold Tip 040 (Rs.5)
Reynolds Jetter (Rs.15)
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1.BALLPOINTPENS:-
Polo/Stickball
Rubber ball
Transparent Stick Pens
Frosty
Prism
EasyBall
Easy Grip
Elan
Golf
Direct Fill Pens
3.GelPens:-
Gel1000
Speed Gel
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Gel500
Glitter Gel 1000S
Gel 2
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for the African market. Products are also custom designed for
markets where specific modifications are needed to adhere to
laws such as the need for ventilated caps and absence of back
plugs in the United Kingdom.
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CHAPTER 3
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RESEARCH METHODOLOGY
¾ Personal Interview
¾ Questionnaire.
(2) Secondary Data
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SCOPE
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RESEARCH PROCESS
(2) Hypothesis
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LIMITATIONS
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CHAPTER 4
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Fountain Pen:
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The round barrel that holds the nib and feed on the writing
end protects the ink reservoir internally (this is the part that
you grip while writing).All pens contain an internal reservoir
for ink. The different ways that reservoirs filled proved to be
one of the most competitive areas in the pen industry in
early19th century .There are nine standard nib-sizes, with
three different nib-tip cuts: straight, oblique and italic.
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Ballpoint Pen:
As the pen moved along the paper, the ball rotated picking
up ink from the ink cartridge and leaving it on the paper. The
British Royal Air Force needed a new type of pen, one that
would not leak at higher altitudes in fighter planes as the
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Gel Pen:
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Ball pens forms the biggest chunk of the pen market in India
and accounts for 72percent of the total pen market followed
by gel pen at 28 percent. The brand leaders in this market are
Cello. Luxor Writing Instruments Pvt Ltd has introduced
Watermann Exception Solid Gold Pen worth Rs 10 lakh at
the inaugural ceremony of the company’s exclusive retail
showroom Luxor Signature.
Comment from ACNielsen (world's leading marketing
information provider)
“Pen market previously suffered from lack of organized
information on the market size or market shares of various
players, since most players are not listed companies and
distribution was mostly limited to stationery stores,”
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urban areas about 10.9 lac. of stores are selling pen, in the
selling year of 2005-06 itself recorded a growth of 23%.
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HISTORY
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The 90s were significant in more ways than one as the Luxor
Group continued to thrive even in the face of fierce
competition from large multinationals and leading
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Luxor………Reynolds……….Cello………Rotomac………
Linc……….Others………
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Price.…….Quality………Refillable……….Schemes………
Looks of the pen………
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Yes NO
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Yes No
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Qs4-From where did you come to know about the pen you
use?
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General analysis
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Suggestions
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CONCLUSION
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BIBLIOGRAPHY
1. www.google.com
2. www.worldofluxor.com
3. www.luxor.com
4. Brand Equity
5. Fundamentals of Marketing By Philip Kotler
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CHAPTER 5
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ANNEXURE
Questionnaire for customers
Zip:
Qs2- Which pen strikes first in your mind when the range is between Rs.3-
Rs.15(check only one):
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1……………………..
2……………………..
3……………………..
4……………………..
5……………………..
Qs5-Do you use separate pens for signing and writing purpose?
Yes No
Qs6- If Yes then which pen do you use for signing purpose and for writing
purpose?
Yes No
Qs8-From where did you come to know about the pen you use?
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………………………………………………………………………………………
Yes No
Qs11- If the PEN were to change, what adjectives do you think should
describe the new look? e.g. more: open (i.e. less text per page) / scholarly /
dynamic / trustworthy / artistic. Use as many adjectives as you like.
………………………………………………………………………………………
………………………………………………………………………………………
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Address(Outlet):………………………………………………………………………
…………………………………………………………………………………………
Zip:
Qs1-Who are the frequent buyers of pens in the price range between Rs3-
Rs.15?(Opt for 1 or more than 1)
Qs2-Maximun sales under the price range between Rs3-Rs.15 is for which
brand of pens?(Rank in order of sales)
Others(please specify)………
………………………………………………………………………………………
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Qs4-When people buy pens what among the following options do they prefer
?(Rank as per the priority)
High during exams Stable throughout the year when new schemes
are introduced.
Yes No
Qs9- If the PEN were to change, what adjectives do you think should
describe the new look? E.g. more: open (i.e. less text per page) / scholarly /
dynamic / trustworthy / artistic. Use as many adjectives as you like.
………………………………………………………………………………………
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………………………………………………………………………………………
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List of retailers
o Garg book depot, Dwarka 9891814430
o Nagpal Stationers, Shiv Nagar 011 5512394
o First Choice, Jnakpuri 41576780
o Tirupati Stationers, Rohini 9810715480
o Harsh Stationers, Shalimar Bagh 9871656953
o Enkay Enterprises, Jhandewalan Extn9811577424
o A.S Sales, Dwarka 9811526456,9210312436
o Bajaj Stationers, Nai Sarak 011-23275164
o N.R Stationers, Moti Nagar 9818595857
o A-One Stationers, Moti Nagar 93122-36732
o Himgiri Enterprises, Nai Sarak 9810074967
o Suri Stationery Mart, Chawri Bazar 23262904
o Navneet Book Depot, Moti Bagh 9891812464
o Budaniya Book Shop Punjabi Bagh 32991066
o Ashoka Stationers, Moti Nagar 9811013523
o Pankaj Books and Stationers, Rohini 27050474
o Sumukh Stationery, Kamla Nagar 9968383049
o Bhatia Store, Kamla Nagar 30722801
o Triveni Book Centre , Ranibagh 9899266757
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