A Project Report On

Demand Analysis of Water purifier in Tripura

market of heavy duty commercial & industrial
water purifier and cooler cum purifier of Eureka
Forbes Ltd (Forbes Pro Water Products) in
Tripura market.

FOCOUSED ON TRIPURA MARKET

A PROJECT UNDERTAKEN IN
EUREKA FORBES LTD. IN PARTIAL FULFILLMENT OF THE
POST GRADUTE DIPLOMA MANAGEMENT (MARKETING)
(Session: 2014-2016)
UNDER THE GUIDANCE OF
Mr. SHIKO GHOSH (MANAGEMENT TRAINEE), Eureka Forbes Ltd
AND
(Mr. Naresh Goel)
(Director of Dewan Institute)

SUBMITTED BY
PALASH MUJUMDAR
Registration No:
Roll: 1401031
Session: 2014-2016

DEWAN V.S.GROUP OF INSTITUTION

SUBMITTED BY
PALASH MUJUMDAR
Registration No:
Roll: 1401031
Session: 2014-2016

A Project Report On
Demand Analysis of Water purifier in Tripura
market of heavy duty commercial & industrial
water purifier and cooler cum purifier of Eureka
Forbes Ltd (Corporate Care Division) in TRIPURA
market.
UNDER THE GUIDANCE OF
POST GRADUTE DIPLOMA IN MANAGAEMENT (PGDM)
DEWAN VS GROUP OF INSTITUTE , MEERUT

PREFACE
I am the student of DEWAN VS GROUP OF
INSTITUTE (PGDM), MEERUT, and towards the partial fulfillment of my course. I
have undergone a project of 45 Days at EUREKA FORBES LTD... How my working
area was TRIPURA. I have put my objectives accomplished in my stipulated time.
Despite all the obstacles, hurdles and hindrances we have toiled to achieve goals
desired. Being a neophyte in this highly competitive world of business, I have
come across several difficulties to make our objectives a reality I have presenting
this hand carved efforts in this book. If any where something is found not in
variance to theme then you are welcome with your valuable suggestion.

ACKNOWLEDGEMENT
I wish to express my heartiest thanks to the management of Eureka Forbes ltd
(TRIPURA Branch) especially to Mr. SHIKO GHOSH (MANAGEMENT TRAINEE) for
providing me the opportunity to undergo training in the esteemed organization. I
am grateful to Mr. SHIKO GHOSH my project guide .
The insists given by him helped me a lot in understanding the perspective of the
working of the public sector company.
I also thanks who helped me when I needed it the most, and gave all the support
and motivation required.
I thank the entire companys staff who provided me with all the required data,
information in the least possible time, and where very supportive throughout.
I expect to get the same help and support in our future projects
PALASH MUJAMDAR

POST GRADUTE DIPLOMA IN MANAGAEMENT (PGDM)

DEWAN VS GROUP OF INSTITUTE ,
MEERUT

CONTENTS
NO.

Content

1.

Preface

2.

Acknowledgement

3.

Introduction

4.

Research Methodology

5.

Objective

6.

Company Profile

7.

Mission

8.

Vision

9.

Forbes Pro (Product details)

10.

Award and Achievement

11.

Project Finding and Analysis

12.

Interpretation

13.

SWOT Analysis

14.

Marketing Mix

15.
16.
17.

Introduction of Distribution Channel

Market Scenario
Suggestions and Recommendation

18.

Limitation

19.

Conclusion

20.

Bibliography

INTRODUCTION
We are your friends for life, we are Eureka Forbes!
It dates back to 1982, when health ambassadors from Eureka Forbes, with a new
concept of living in a clean environment and drinking water in its purest from
knocked on your door! They called themselves friends for life and they proved
that they indeed were. Eureka Forbes continues to be the best friend in an Indian
Household even after two decades and the sentiments have not changed.
Eureka Forbes is a part of the SHAPOORJI PALLONI GROUP and today it is a 25
billion INR, multi product and multi channel corporation. Incepted in 1982, we
have put 31 years of consolidated efforts to become the undisputed leaders in
domestic and industrial water purification systems, Vacuum cleaners, Air Purifiers
& Security Solutions. Being Asias largest direct sales organization, our forces of
7500 direct personnel touches 1.5 million homes. We have one of the largest
networks catering to more than 450 cities and towns across the country! We also
have an 18,000 strong dealer sales network and over 58 distributors strong
Industrial Sales Network.
Dedicated to the causes of providing healthier living, today, we have successfully
established ourselves as a business super-brand and our dedicated team works
around the clock to make your lives healthier and more secure! We strive to
provide the best after sales service and to achieve the same we have over 1500
service centers and as many as 4500 company trained technicians who visit over
20,000 Indian kitchens daily. This is about our company.

RESEARCH METHODOLOGY
Data collection either based on primary or secondary data. Primary data are
generate by a study specifically designed to accommodate the data needs of a
particular manager for solving the problem being currently investigated. It is
secondary data, which could be obtain internally.
Basic methods of data collection are through interview and observation. The
former is based on asking question in order to get information, while the later is
the process of recognizing the people, objective occurrences rather then asking
them for information.

Data Collection
As the used methodical in figure shows, there are two types of data; primary and
secondary data.
Primary Data Collection:
In this project primary data has been collected by:

Interviews with employees working at Eureka Forbes Ltd. for

collecting of background information such as: products explanation;
market situation in Tripura ; and contact information for distributors.
Deep going discussions have been done with my corporate guide in
the investigated markets to apply information and further
discussions after the questionnaires.
Questionnaires have been used for data collection. The
questionnaires are used to get exactly and comparable answers in
questions.

Survey done in the markets of Agartala,

Dharmanagarj,kailashar,kanchanpur,panisagar,kumarghat,bishalgarh,Uday
pur.kanchanbari.
Survey completed through one to one interaction with the people.
Objective type questions asked in a questioner format
This constitutes mainly the informations provided my project guides Mr. SHIKO
GHOSH (MANAGEMENT TRAINEE) of my company.
Secondary Data Collection:

Printed literatures are used to get relevant theories for this project.
Printed literatures are articles and books in marketing management.
Internet has been used to get information about the competitors,
company related information.

Secondary data has given answer in following questions in the studied

market:

Information about competitors

Information about marketing methods
Company profile

Details of the industry collected from the Eureka Forbes website

www.eurekaforbes.com
Product details taken from www.compareindia.com
The different images are taken from the web site www.google.com

Tools & Techniques Used

Exploratory search method will be used. Sample size for survey

questionnaire:
50.secondary.Research shall include study of print & TV advertisements of
the brands in newspapers, magazines & websites.

Data Analysis
Cross-tabs, charts, frequency percentage.

Theoretical models and analysis methods

The theoretical models and analysis methods which are used in this project are
as following:

The SWOT-model was chosen because it gives an understanding for

the intern strength and weaknesses of the company and its
competitors. The SWOT-model also shows external factors from the
market which is useful for the market research.
Porters five competitive forces are used to understand the market
situation in the studied markets.

Validity and reliability

The validity of this project has its limitation in B2B markets for high technology
industrial products and cant be generalize to B2C markets, high volume
consumer products and low technology parts. An additional limitation is that this
project market proposals, analysis and conclusions are only valid for the south
Bengal market which has been investigated in this project.

The reliability in this project is high because the information is double controlled
from at least two independent sources. The reliability has not been affected from
that the study has been done from a company. The customer study was neutral
and the distributors which were interviewed were the investigated companys
distributors.

OBJECTIVE
Broad Objective:
Demand analysis of water purifier in Tripura market of heavy duty commercial
& industrial water purifier and cooler cum purifier of Eureka Forbes Ltd (Forbes
pro water products) in Tripura market.

Specific Objectives:
The specific objectives of this project are to study and explore about the

To measure the brand awareness by studying brand recall rate and

advertisements.
To measure customer satisfaction level.
To find out the ways of increasing brand awareness.
To find out the reasons behind dissatisfaction.
To achieve customer satisfaction.
To make an effective customer care service.
Estimate market potentiality for near future of the company.

QUESTIONNAIRE
1. Please name all the brands of aqua guard brands you can think of.
_________________________________________________________
2. Do your organization use Aqua Guard of Eureka Forbes?
Yes;

No

3. If yes, (a) which model is it?

4 If no, why?
____________________
____________________
5. Are you using any water cooler? (If yes, which brand, capacity & how long
using)____________________________________________________________________________
6. Are you aware Heavy duty Water purifiers and Cooler Cum Purifier of EFL-CCD?
Yes
No
7. What media do you suggest to EFL to make you aware about products?
____________________________________________________________________________
8. Any future plan to buy aqua guard? Yes
9.

If

no,

No

why_________________________________________________________________

10. If yes, How many do you wish to buy which model?___________.

11. The training given during installation is satisfactory?

Yes

No

12. If no, required? Yes

No
13. The After Sales Service of EFL (CCD) is__
Poor

Fair

Good

Very Good

14. (a) Mandatory service you are getting without complain?

Yes

No

(b).How many MS you are getting? _____

(c).How many MS you are do you expect? ______

15. Breakdown service was attended within______Hours/Day(s)
16. What should be the time lag in attending your reported complain?
12 Hours
72 Hours

24 Hours

36 Hours

17. What are the influencing factors to drive for AMC?

____________________________________

48 Hours

Excellent

18. The After Sales Service of EFL (Domestic) is__

Poor

Fair

Good

Very Good

Excellent

19. Have you seen any promotional campaign of Eureka Forbes-CCD? (If yes,
please specify)
________________________________________________________________________
20. Are you satisfied with Eureka Forbes?
Not satisfied
Dissatisfied
Satisfied
some-what satisfied
Very satisfied
21. if not satisfied or dissatisfied why?
___________________________
___________________________
22. Remarks:

23. Name of Organization:

24. Address:
25. Contact person with designation:
26. Phone no. (Mobile&&email)
________________________; ________________________________

EUREKA FORBES PROFILE

In the company profile at first I would like to say we have some code of conduct,
like
Territory: The representative will sell the products of the company to the
customers house/office within the specified boundaries/territories approved by
the company.
Information and Use of the Products: The representative wills offer the
details to the customer about the products which can be confirmed with the
necessary demonstration in support of information mentioned in broachers, user
manual or literature published/issued by the company.
The representative shall not overstate or exaggerate claims/features of the
product.

The representative will inform the customer about any scheme with the products
which are officially announced by the company Standard and Quality of the
Product .The representative will offer the details about the standard and quality
of the products which are mentioned in the broachers, user manual/literature and
which are confirmed by respective authorities by certificate.
Technical Aspect: The representative will inform technical details to the
customer which are mentioned in the broachers, user manual/literature.
Price of the Product: The representative will offer the products to the
customer on such price which is fixed by the company and there will be no
deviation from the same.
Promises: Verbal and Written the representative will offer those promises
which are fair and can be fulfilled within the companys policies. The
representative shall give accurate and understandable answers to all questions
from the customers regarding the product, price any other matter related to the
product or services.
Commitment: The representative will offer those commitments which can be
honored within the companys policy and within the time frame given by the
company.

The representative will honor the commitment within the time frame
given by the company regarding:
Advances to be converted into sales
Delivery of the products
Installation of the products, if required
Deputation of representative
Within warranty, out of warranty
Within contract, out of contract
Need based services
Return of Goods: The customer would be provided a period of one week from
the date of purchase to return the product if he/she is not satisfied with the same
and, would be eligible for a full refund of money.
Fairness: The representative shall not abuse the trust of individual customers,
shall respect the lack of commercial experience of customers and shall not
exploit a customers age, illness, lack of understanding or lack of knowledge of
the language.
Privacy Personal: Telephone contact shall be made in a reasonable manner
and during reasonable hours to avoid intrusiveness. A representative shall
discontinue a demonstration or sales presentation upon the request of customer.
Business Practice: The customer is the sole focus of our business. We
constantly direct all our efforts to towards achieving maximum customer
satisfaction by delivering products and services to the best value and quality.
We strive to honor our commitments, implied or expressed to both our internal
and external customers.
We stress on integrity, transparency and consistency in all our dealing. We
always strive to have trusting, mutually beneficial and long-lasting relationship
with out business associates. We seek to maintain a warm, positive and friendly
work environment where everyone shares a mutual feeling of respect for each
other. We encourage teamwork, motivate and train our people to perfect their

skills for the benefit of the individual and the organization. We set, communicate
and pursue clear operational guidelines and business strategies. We empower
people at appropriate levels to achieve their goals. We recognize and reward
merit and performance. We strive to make the organization a responsible
corporate citizen.

Corporate Social Responsibility

Installation of water purifiers when Mumbai was submerged:
Our zeal of being Friends for Life is not restricted to just our customers.
Corporate Social Responsibility has always been an integral part of Eureka
Forbes. Over a period of 30 years we have been undertaking CSR programs
across the country. Be it setting up of recreational Parks for the elderly or
installing free water purification systems in times of calamities, we have actively
contributed towards the welfare of the society.
On July 26th, when Mumbai was submerged due to exceptionally heavy rains we
installed Water Purification Units across Mumbai to provide safe drinking water to
the affected people.
Water Purifiers installations during Tsunami:
On 26th Dec, when Tamil Nadu was faced with the devastation caused by the
tsunami, we installed high capacity water purification systems in 30 locations.
Eureka Forbes Actively worked with a Leading NGO- World Vision in this effort.
Jagrut Mumbaikar Program:
On November 27, 2008, the day after the Mumbai terror attacks, we installed
four water purifications units at St. George Hospital, Mumbai to provide safe
drinking to victims and their families.
Our Jagrut Mumbaikar Programme, in association with the Mumbai Police and
Mumbai Fire Brigade is focused on showing citizens and co-operative societies
how to safeguard their living environment. Mumbaikars actively participated in
the program which is the first of its kind.
Diwali celebrations with the senior citizens:
As a part of our active community service we have also undertaken the work of
creating community parks made especially for the senior citizens. Diwali
celebrations were held with the senior citizens of Shivaji Park Nana Nani Park,
Mumbai.

Eureka Forbes Institute of

Environment

The Eureka Forbes Institute of Environment (EFIE)

is a non-profit body of likeminded professionals. It was set up in 2000 by Eureka
Forbes Limited to promote awareness about managing our natural water and air
resources.
We are guided by a vision which states: Unpolluted water and air is our
childrens birthright.
The Eureka Forbes Institute of Environment came into being as a part of the
companies social responsibility drive. Ever since its inception, EFIE has set up a
set of goals for which constant endeavors are undertaken:
To be a living proof of the corporate vision of Eureka Forbes A happy,
healthy, safe and pollution free world based on long lasting customer
relationships.
To create innovative and educative touch points for citizens to experience
the contribution of Eureka Forbes through a new dimension.
To be recognized as a significant contributor to the environmental
education and be seen as having earned rights to participate in the
environment news / debate space that is likely to be increasingly at the
center of public interest.
Aquachek water labs conducting free water tests in 14 cities across India.

The various projects undertaken by EFIE include:

Eureka Forbes Institute of Environment (EFIE)
It is our firm belief that unpolluted water & air is the birthright of every Indian
and with this vision we set up the Eureka Forbes Institute of Environment (EFIE).
The institute promotes awareness about conservation & management of natural
water & air resources.
Pollution Watch
This is a tie-up with a prominent national television channel to telecast air and
water pollution levels in key cities monitored by the Institute.
Euro Enviro Quiz
It is India's only environment-centric quiz for school children in association with
over 450 schools across India.

 Euro Ambassadors
This is an initiative to enthuse school children to enkindle the environmental
spark in their homes and neighborhoods.
Project Jal Amrut
This project has augmented the water resources in drought prone areas through
rainwater harvesting with the first projects being in rural Maharashtra.
The Euro School of Environment
It was set-up to formalize the education movement and give it a fillip. It began
with a course on becoming eco-friendly citizens and has since enhanced its
curriculum.
Aquachek
At Aquachek, customers of any brand of water purifier can get their water
checked for the bacteria and other water contents for a nominal fee. The service
is available in Ahmadabad, Bangalore, Bhimtal, Chandigarh, Chennai, Cochin,
Delhi, Guwahati, Hyderabad, Indore, Kolkata, Lucknow, Meghalaya and Mumbai.

Knowledge Management at Eureka

Forbes

Knowledge Management function in Eureka Forbes

was established in year 2001. Eureka Forbes was one of the first Indian consumer
goods companies to create a separate, high-level function to manage enterprise
knowledge and one of the pioneers of successfully implementing KM practices in
the non-IT sectors.
A separate intranet portal, called EuroShare was launched in August, 2002.
Our 'People-Centric' technology infrastructure EuroShare that enables employees
to unleash and leverage the expertise, knowledge and experiences of colleagues
and partners to meet business objectives is constantly updated. Knowledge
Management is one of the most exciting areas of business & expertise
engagement in our company. The collective expertise is used in fulfilling the
organisation's mission.
Few of the most successful features on Euroshare are LMS, Talk Live, Survey
Options and EuroSMS. And some of our successful KM programs are- Phone a
Friend, EuroSenate, Annual KM mega events such as Knowledge Olympics,

Expedition Everest and EuroIPL which have been appreciated by KM practitioners

worldwide.
Eureka Forbes has been recognized internationally for its unique and
successful KM practices and has won following national and
international accolades

Seven times winner of INDIAN MAKE Awards (Most Admired Knowledge

Enterprise)
Four times winner of ASIAN MAKE Awards (Most Admired Knowledge
Enterprise)
Thrice nominated for GLOBAL MAKE Awards (Most admired Knowledge
Enterprise)

Group Companies

SP Group
140 years ago Mumbai was largely an uninhabited cluster of islands. To fulfil the
water supply needs of the city a reservoir was built, in the famous Malabar Hills.
Not only did the reservoir sustain the needs of Mumbai for the next 100 years, it
also witnessed the growth of Mumbai as the Commercial Capital of India.

Aqua mall Water Solutions Ltd.

Aqua mall Water Solutions Ltd. came into existence more than two decades ago
to partner Eureka Forbes Ltd. in its quest to bring pure, safe drinking water to the
Indian market. A wholly owned subsidiary of the company, it has proved to be an
invaluable ally in the leadership and domination of the category.

Forbes Pro Solutions

Forbes Pro Solutions is a part of Eureka Forbes Limited, your one stop shop for
Mechanized cleaning solutions, Safe drinking water, Facility management and

hospitality concepts, water & waste water treatment plants & Railway Cleaning
Solutions.

FORBES LUX
Lux International AG, Switzerland is an organisation backed by over 100 years of
experience, over 20 million customers and Eureka Forbes Ltd., India, one of the
largest direct selling company in Asia with a an active database of over 8 million
customers and 28 years of developing relationships.

MISSION

To build sustainable relationships with customers as their Friends for Life by

satisfying their evolving health, hygiene, safety and lifestyle though
Our People
Whose entrepreneurial spirit and ambition is fuelled by a culture of pride,
learning, earning and fun.
Our Products and Services
That reflects innovation, become quality benchmarks, and provides real value for
money.
Our Policies and Practices
Which are fair, transparent, and constantly improved to maximize stakeholder
satisfaction and achieve market leadership.

VISION

A Happy, Healthy, Safe and Pollution-Free Environment based on Trust and

Lasting Relationships with Customers

Forbes Pro (water Products)

Awards and Achievements

Reader's Digest Trusted Brand 2012

Limca : Book of Records - National Record 2012
Brand Watch Bengal - Bengal's Best 2011
Business Super brand 2011
Computer Society of India award 2011
Internet Digital Media Awards - Best use of Technology
Express Computer Technology Senate Awards
Business Continuity Institute Special Recognition Award
Super brand Euro clean 2009-10
UNESCO Water Digest Award
Super Brand - Aqua guard 2009-10
The Frost & Sullivan Environment Excellence Awards 2009

Project Finding and Analysis

Brand Recall Rate:

i4.0%c
W
h
b
r
a
n
d
i
s
r
e
c
a
l
e
d
f
i
r
s
t
rB
u
e
k
a
2
.0
%
F
o
b
s
2
.0
%E
lk
te
r
V
n
BRAND

PERCENTAGE

EUREKA
FORBES

92.00%

BLUESTER

4.00%

VOLTUS

2.00%

KENT

2.00%

9
2
.0
%

The table shows that 92%

recalled the Eureka Forbes brand first, 4% recalled Bluster and 2% recalled Voltas
the first and 2% recalled Kent brands first. This clearly shows that the major
respondents are aware of Eureka Forbes Ltd. over other brands. So, Eureka
Forbes has good brand awareness in the market.

S
e
n
A
y
P
r
o
m
t
i
o
n
a
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p
a
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C
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?
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c
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'ts
a
y
1
0
.% n
YES

0%

NO

90%

CANT
SAY

10%

9
0
.%

It was been asked to the respondents about any advertisement or promotional

campaign of Eureka Forbes-Corporate Care can he/she recall.
90% of them have not seen any promotion campaign or advertisement and 10%
cant say anything about this.

Awareness of Eureka Forbes-Corporate Care Division:

Cross tabulation-product using with awareness of CCD

Awareness of Heavy
duty Water purifiers
and Cooler Cum Purifier
of EFL-CCD?
Total

CCD

Count

YES

NO

YES

20

11

31

% Aware Heavy duty

Water purifiers and Cooler 64.5%
Cum Purifier of EFL-CCD?

USING
WHICH
DEVISION

57.9%

62.0%

% Aware Heavy duty

Water purifiers and Cooler 9.7%
Cum Purifier of EFL-CCD?

26.3%

16.0%

Count

11

% Aware Heavy duty

Water purifiers and Cooler 25.8%
Cum Purifier of EFL-CCD?

15.8%

22.0%

Count

19

50

100.0%

100.0%

DOMESTIC Count

BOTH

Total

31

% Aware Heavy duty

Water purifiers and Cooler 100.0%
Cum Purifier of EFL-CCD?

In the cross-tabulation, we have tried to find out brand awareness of Eureka

Forbes Corporate Care Division among its users and non-users. The table
reveals that 64.5% customer those who are using Eureka Forbes-Corporate
Cares are aware about Corporate Care products again 57.9% of those who are
using corporate cares products but are not aware about Corporate Care division.
This is because of they cant differentiate among corporate care division and
domestic division. Industries that are using domestic divisions aqua guard, 9.7%
of them are aware about Eureka Forbes Corporate Care Division.
So the company has to make aware about the industrial products of the
company. Those domestic users who are aware but not using industrial products,
reason behind this many of them was not aware about Corporate Care Division
earlier when they needed the product. Another reason is that customers are
using only coolers of different company and with this they are fitting aqua guard
which is costing much lesser than heavy duty cooler cum purifiers of Eureka
Forbes-Corporate Care Division.

Aware of Heavy duty Water purifiers and Cooler Cum

Purifier of EFL-CCD * Future plan to buy aqua guard
Cross tabulation

Future plan to buy aqua

guard

Total

yes

Yes

No

Aware of Heavy duty

Water
purifiers
and
Cooler Cum Purifier of
EFL-CCD

yes

no

Total

Count
16

15

31

% within future plan to buy

72.7%

53.6%

62.0%

Count

13

% within future plan to buy

27.3%

46.4%

38.0%

Count

22

28

50

% within future plan to buy

100.0%

100.0%

100.0%

19

From the above table it is clear that those prospects that have future plan to buy
aqua guard, 27.7 per cent of them are unaware about the products of Eureka
Forbes Corporate Care Division. So, to retain those potential customers, the
company has to make them aware about the products unless the company may
loss its potential market.

Media Suggestion
products

to

create

awareness

about

the

Frequency

Percent

Valid Percent

Cumulative
Percent

Sale personnel

34

68.0

68.0

68.0

Internet ads

10.0

10.0

78.0

Brochure

10.0

10.0

88.0

Sales persons and

internet ads

12.0

12.0

100.0

Total

50

100.0

100.0

Respondents was been asked to suggest a convenient media through which the
company can make them aware about the products. 68% respondent thinks that
sales personnel are best way to create awareness. 10% think ads on Internet
sites and 10% thinking brochure can make them aware about the products. 12%
of respondents also say that both sales personnel and internet ads will be the
best way to make them aware about the products of Eureka Forbes -Corporate
Care Division.

Though sales personnel is the best way to create awareness then also the
company should place some kind of advertisement also through different media
like blink advertisement in e-mail sites, print ads in business news papers and
business magazines, hoardings in industrial areas.

T
h
e
tra
in
g
i8.0%a
v
n
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u
in
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ta
ltio
n
s
t92.0%e
s
fa
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?
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s
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o
P
ro
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u
c
t94.06%.%r0a
in
g
re
q
u
ire
d
?
y
e
s
n
o
Analysis on Product Training

Product training is important for

proper handling of the machine. In this case 92% customers are satisfied with
the product training provided during the installation of the machine. 8% of the
customers think that the training was not proper and 6% of them want product
retraining for handling the machine. If service technicians provide them
retraining during regular maintenance of the machine that will be synergetic
approach for the company.

M
a
n
d
to
r10.iy
r%v
s
e
ic
e
y
o
r?
e
g
tin
g
w
t90.%
h
o
u
m
p
lu
ia
n
N
O
Y
E
S

Analysis on Mandatory Service

H
ow
m
a20n.yM
r%
S
y
o
u
a
e
d
o
y
u
e
x
p
c
t
?
3
4
80.%

Customers will get three mandatory services within warranty period in a year. 90
per cent of the customers are not getting mandatory services; only 10 per cent of

the customers are getting mandatory service. Customers should get those
mandatory services for proper working of the machine and the company is liable
to provide services within warranty period.
20 per cent of the customers are expecting four mandatory services in a year.
Rests of the customers are thinking three mandatory services are well enough to
maintain the machine but those three services must be provided.

Analysis on Breakdown Services

Breakdown service was attended within

Valid

Frequency

Percent

Valid Percent

Cumulative
Percent

24hrs

4.0

4.0

4.0

36hrs

15

30.0

30.0

34.0

48hrs

8.0

8.0

42.0

72hrs

24

48.0

48.0

90.0

not attended

10.0

10.0

100.0

Total

50

100.0

100.0

Above table shows that almost 50 per of breakdown complaint attended after 72
hours that is three days after complaint lodged. 30 per cent customer got
service after 36 hours, 8 per got within 48 hours. Even 10 percent customer
complaints have not been attended.
This statistics shows there is lack in providing after sales service. There are few
customers who got service within 24 hours. This may be cause of dissatisfaction
of the customers.
What should be the time lag in attending your reported complain?

Valid

Frequency

Percent

Valid Percent

Cumulative Percent

12hrs

18.0

18.0

18.0

24hrs

33

66.0

66.0

84.0

36hrs

2.0

2.0

86.0

48hrs

14.0

14.0

100.0

Total

50

100.0

100.0

The table shows that 66 per cent customers are expecting breakdown within 24
hours. 18 per cent customers are expecting within 12 hours within complaint is
lodged.
As water purifiers are highly essential product so breakdown of one hour can
cause trouble to the users. Time in attending complaint should be minimized. On
average it should be 24 hours service.

Industry wise expectation of breakdown service

What should be the time lag in attending your reported complain? *
TYPE OF INDUSTRY Cross tabulation

TYPE OF INDUSTRY

What
should 12hr
be the time lag s
in
attending
your reported
complain?
24hr
s

Count

36hr
s

Count

48hr
s

Count

Total

Count

Count

Total

industr
y

administ
education rative
hospital al inst
offices

hotels

industry

27.8%

25.0%

12.5%

9.1%

.0%

18.0%

11

12

33

61.1%

25.0%

75.0%

81.8%

.0%

66.0%

5.6%

.0%

.0%

.0%

.0%

2.0%

5.6%

50.0%

12.5%

9.1%

100.0%

14.0%

18

16

11

50

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

From the cross tabulation it can be inferred that maximum industries, hospitals,
educational institutions and administrative office want breakdown service to be
attended within 24 hours. 27.8% of the industrial users, 25% of hospitals and
12.5% of educational institutions are expecting within 12 hours breakdown
service.

Some of educational institutions expect immediate breakdown service for their

hostels. Major key customers like NIT, Airport, and Cheakpost agartala etc
suggested that one service technician should be allotted to their purpose.
Service technician should maintain priority list of complaints to attend those key
accounts.
If the customers do not get after sales service may cause negative image of the
company. So the company must give try to decrease the negative image of after
sales service of the company. On the other hand after sales service is one of the
sources of the profit, so it can be said that the company losses opportunity to
increase profit.

T
h
e
f34.t0e
A
r%
S
l10.e
a
i%56.0c
s
S
e
r
v
f%
e
o
E
F
L
(C
D
)pfgaoirdis

Quality of After Sales

Corporate Care Division

Service

of

Vali
d

Eureka

Forbes-

Frequenc
y

Percen
t

poo
r

28

56.0

fair

17

34.0

goo
d

10.0

Tota
l

50

100.0

It is clear from the above figure that a major

portion of customers (56%) are thinking that after
sales service of the company is poor. 34% of the customers are saying it is fair.
Very considerable amount of customers (10%) are saying it is good.
As the major portion of customers is saying poor service so it is word of caution
for the company. It is also hampering the image of the company. There needs to
prompt improvement in after sales service of the company. During my exposure
to the market it is seen that many customers are unwilling to repurchase Eureka
Forbes-Corporate Care Divisions products.

Industry wise After Sales Service of Eureka ForbesCorporate Care Division

The After Sales Service of EFL (CCD) is *
TYPE OF INDUSTRY Cross tabulation

TYPE OF INDUSTRY

The
After
Sales Service
of EFL (CCD)
is

Poor

Fair

Goo
d
Total

Count

Count

Count

Count

Total
administr
ative
offices

hotels

Industry

industry

hospital

education
al inst

11

28

38.9%

50.0%

68.8%

63.6%

100.0%

56.0%

17

50.0%

25.0%

18.8%

36.4%

.0%

34.0%

11.1%

25.0%

12.5%

.0%

.0%

10.0%

18

16

11

50

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

From the cross tabulation it is observed that educational institutions and

administrative offices are saying poor, more than others. So, more trace on
service of those sectors should be given. 50 per cent of industries are getting fair
service. The company must try to augment their after sales service to reduce
poor or average image and try to build a very good after sales service system.
Good after sales service help company to gain competitive advantage. Poor
image also hamper in gaining new customers and retain old customers.
Dissatisfied customers can spread bad word of mouth which will result in
unturned around new customers.

Quality of After Sales Service of Eureka Forbes-Domestic

Division

T
h
f58.0%
e
A
te
r(D
S
a
l3e
s
S
e
r)v
is
c
e
o
fE
F
L
o
m
t0.%
p
o
fn
a
itrlca
b
le
Valid

Frequency

Percent

poor

15

30.0

fair

12.0

not
applicable

29

58.0

Total

50

100.0

1
2
.0
%

The above table shows that

the after sales service of the domestic division is not also satisfactory as of
corporate care division. It is very bad sign that product support service is poor.
Customer may think for alternative brand for their purpose. Poor service
performance in work places has impact on domestic buying. In the above table
not applicable is due to maximum number of visited customers were industrial
users.

Percnt

6
0
5
4
0
3
2
0
1
0
p
r
o
p
e
r
m
a
i
n
t
a
i
n
a
c
e
g
e
t
i
n
g
r
e
w
a
r
a
n
t
y
o
n
n
o
h
e
a
d
e
c
h
e
o
n
m
c
h
i
e
m
i
n
W
h
a
tr
e
t
h
e
in
f
lu
e
n
c
in
g
f
a
c
t
o
r
t
o
d
r
iv
e
f
o
r
A
M
C
?

Driving factors for availing Annual maintenance contact

56 per cent of customers do annual maintenance contact for proper maintenance

of the machine, 22 per cent of the customer think that they getting re warranty
on machine and they dont have to bear any headache on machine.
Some of the customers do not go for AMC and they want discount on AMC price.
The terms and conditions like advance payment of AMC amount has to be
modified because major customers are saying that they facing problem in
advance payment according to their company policy (mainly Government
customers).

Overall Satisfaction level of using of Eureka ForbesCorporate Care Division

Frequency

Percent

Not satisfied

15

30.0

Dissatisfied

10.0

Satisfied

27

54.0

Some-what
satisfied

4.0

Very satisfied

2.0

Total

50

100.0

A
re
y
t54.40.0%
o
u
s
a
i%
fe
d
i23.00.%
w
th
r%
E
u
e
k
a
F
o
rndsvoaoib
e
s
?
itriye
tm
s
ff-w
a
e
d
h
a
t
d
1
0
.%

54 per cent customers are satisfied by using Corporate Care Divisions products.
About 40 per cent of the customers are not satisfied and dissatisfied. A very
small number of customers are over satisfaction level.

TYPE OF INDUSTRY

Total

The main reason behind dissatisfaction is poor service and customer

responsiveness. All dissatisfied customers are suggesting improving service
promptness and customer responsiveness. From the cross tabulation we can see
that 72.2 per cent of industrial users are satisfied. This percentage has to
increase. Educational institutes are satisfied and in tripura market education
institutes are growing very first. They may be potential customers in near future
so this sector should get service on priority basis.
The satisfaction level of the company is not up to the mark as Eureka Forbes is
market leader in its segment. The company should monitor its customers
satisfaction level regular basis (at least once a year) by using several measures
like periodic surveys, mystery shoppers. Besides these measures the company
can monitor its customer loss rate and contact customers who have stopped
buying or who have switched to another company to find out why.

Market Potentiality
Market potential is a forecast of the size of a market in terms of revenue,
numbers of buyers or other factors. It has been estimated as follows:
Total Market Potential = Potential number of buyers * Average quantity purchased by a
buyer
*
the
average
price of the products.

Table showing total market potential* of Eureka Forbes-Corporate Care

Division
NUMBER
BUYERS

OF AVERAGE
QUANTITY
33

AVERAGE PRICE
4.41

40000

TOTAL
5821200

*it was assumed that the estimation will be done for next six months. All details
have been provided in the annexure.
From the table we can see the total market potentiality of Eureka ForbesCorporate Care Division in South Bengal market for next six months. The total
market potential is of Rs.58,21,200 in next six months. That is very good size of
market for any company. It has been observed during expose to the market that
many companies have got effect of recession. They dont want to allocate any
fund for office equipment, unless the figure would have been getter than now. All
though companies sales are affected by its market expenditure level, marketing
mix and market effectiveness so the company should keep these things in mind.

Interpretation
This is being found that Eureka Forbes CCD, marketer of water purifier & water
cooler cum purifier had mainly used single tire distribution system to cater the
commercial market & industrial market. This distribution channel also backed by
personal selling. Apart from this the standardized product are marketed through
distribution channel like other consumer product (two / three tire distribution
channel). Hear there is no role of personal selling activities.

Marketing Mix of Eureka Forbes Ltd...

The 4 Ps of marketing mix on Eureka Forbes Ltd... Is given below

1) Product:
a) Easily available nationwide.
b) Easy to handle.
c) Multiple Products launched for each product type.
2) Price:
a) Product price range divided in to four segments to target
different audience.
b) Low cost maintained.
3) Place:
a) Labour educated India that cares for their family.
b) Various stall near market places and food bazar.
4) Promotion:
a) Active subscription immediately.
b) Right time installation of product.
c) Service during contract period.

Introduction of Distribution Channel

Definition:
According to Beckman, the course taken in the transfer of the title to a
commodity constitutes its channel of distributions. It is the route taken by the
title to a product in its passage from its first owner, the agriculture producer, or
manufacturer, as the case may be, to the last owner, the ultimate consumer or
the business users.
According to John A. Howard, Marketing channels are the combination of
agencies through which the seller, who is often through not necessaries the
manufacturer, markets his products to the ultimate users.
According to A. W. Shaw, Distribution is the application of motion to materials
as they move from the times, places, forms and conditions where they have no
value, to the times, places, forms and conditions where they have value.

Importance of Distribution Channel

Distribution channels are composed of marketing intermediaries, the persons
Or firms that operate between the producer and the consumer or industrial user.
The
Two main categories of marketing intermediaries are wholesalers and retailers.
Wholesaling intermediaries are people and firms that sell primarily to
retailers
And other wholesalers or industrial users. They do not sell significant amounts to
Ultimate consumers.
Retailers, by contrast, are persons or firms that sell goods and services to
Individuals for their own use rather than for resale. Retailers are the marketing
Intermediaries that consumers are most familiar with.

Channels to Consumer Products

Producer to Consumer. A direct channel from producer to consumer is used for
most services but relatively few products. An artist who sells their creations at an
art
show is an example of this distribution channel.
Producer to Retailer to Consumer. Some food processors and manufacturers
distribute their products directly to retailers. The apparel industry has many
producers that sell directly to retailers through their own sales forces. Some
manufacturers set up retail outlets in order to maintain better control over their
channels.
Producer to Wholesaler to Retailer to Consumer. The traditional channel for
consumer goods, distribution to wholesalers, is used by thousands of small
manufacturers that cannot afford to maintain an extensive field sales force to
reach
the retailing sector. Some of these manufacturers employ technical advisors to
assist
retailers and to secure marketing information, but they are not directly involved
in
the selling effort.
Producer to Wholesaler to Wholesaler to Retailer to Consumer. Several
wholesalers are common in the distribution of agricultural (canned and frozen
foods
and cotton) and petroleum products (gasoline). An extra wholesaling level is
required to divide, sort, and distribute bulky items.
Producer to Industrial User. The direct channel from producer to user is the
most common approach to distributing industrial goods and services. FMC
corporation selling conveyoring equipment to a factory. This channel is used for
nearly all industrial products except accessory equipment and operating
supplies.
Producer to Wholesaler to Industrial User. The indirect channel from
producer
to wholesaler to user is used for some industrial items. It is also used for small
accessory equipment and operating supplies that are produced in large lots but
sold

in small quantities.
The Primary Channels of Distribution
Consumer Goods and Services
Consumer

Producer

Producer

Producer

Consumer

Retailer

Producer

Wholesaler
Wholesaler

Wholesaler

Consumer

Retailer

Consumer

Retailer

Industrial Goods and Services

Industrial User

Producer
Producer

Wholesaler

Industrial User

CUSTOMER SERVICE REQUIREMENTS

A second channel objective, which is closely related to availability but broader in
scope, is to achieve and maintain some target level of satisfaction in meeting the
service requirements of target customers. This tends to be a particularly crucial
objective for analyzer and defender businesses attempting to differentiate
themselves from competitors on one or more service dimensions. Some service
requirements that might be targeted for consumers, industrial end users, or
other members of the distribution channel (e.g., the firms intermediate
customers such as distributors or retailers) include:
1. Order cycle time, which refers to how long it takes the manufacturer to
receive, process, and deliver an order.
2. Dependability, which relates to the consistency/reliability of delivery. This is
probably the most important element of distribution service, especially for those
using just-in-time delivery systems.
3. Communication between buyer and seller, which enables both parties to
resolve problems at an early stage.
4. Convenience, meaning that the system is sufficiently flexible to
accommodate the special needs of different customers.

5. Postsale services, which help the customer attain full benefits over the life
of the product. Such service might include installation, user training, help lines to
resolve technical glitches, repair, and spare parts availability. Such services can
be particularly important in the distribution of consumer durable goods and
technically complex industrial products, such as computer systems, major
software applications, manufacturing machinery, and the like.
PROMOTIONAL EFFORT
Another common channel objective is to obtain strong promotional support from
channel members for the firms product, including the use of local media, instore displays, and cooperation in special promotion events. Gaining broad
retailer support for in-store promotions is particularly important for lowinvolvement, convenience goods. Both the amount and quality of personal
selling effort that channel members devote to particular products can be critical.
Strong selling support is particularly important when (1) firms are marketing
technically complex and expensive consumer durables or industrial goods, (2)
the market is highly competitive, or (3) a differentiated defender is trying to
sustain a competitive advantage based on superior product quality or customer
service.

MARKET INFORMATION
Because of their proximity to the marketplace, middlemen are often relied on for
fast and accurate feedback of information about such things as sales trends,
inventory levels, and competitors actions. A high level of channel feedback is
particularly important for firms in highly competitive industries characterized by
rapid changes in product technology or customer preferences, such as the
computer and fashion industries. Feedback is crucial for firms pursuing
prospector business strategies since they depend on the early identification of
new product and market development opportunities for their success.
COST-EFFECTIVENESS
Channels must be designed to minimize the costs necessary to attain the firms
channel objectives. The cost-effectiveness of the distribution channel is of
particular concern to businesses pursuing low-cost analyzer or defender
strategies. However, there is often a trade-off between channel costs,
particularly those associated with physical distribution activities such as
transportation and inventory storage, and achieving high levels of performance
on many of the other objectives we have examined, such as product availability
and meeting customer service requirements. We will examine these trade-offs in
more detail when we examine the pros and cons of alternative channel designs.
CHANNEL FLEXIBILITY
As Hallmark discovered, well-entrenched channels where the members have
long-standing commitments or substantial mutual investments can be hard to
change in response to shifting market or competitive conditions. Consequently,
some firms, particularly those pursuing prospector strategies in new or rapidly
growing or technically turbulent product categories, consider channel flexibility
an important goal. A flexible channel is one where it is relatively easy to switch
channel structures or add new types of middlemen (discount retailers and a
direct-sales Web site in Hallmarks case) without generating costly economic or
legal conflicts with existing channel members

Designing Distribution Channels: What Kinds of Institutions Might Be

Included?
There are four broad categories of institutions that a manager might decide to
include in the distribution channel: merchant wholesalers, agent middlemen,
retailers, and facilitating agencies.
Intuition

Definition

Merchant wholesalers

Take title to the goods they handle; sell primarily to

other resellers (e.g., retailers), industrial and
commercial customers rather than to individual
consumers.

Agent middleman

Include manufacturers and representatives and

brokers. Also sell to other resellers, industrial or
commercial customers, but do not take title to the
goods. Usually specialize in the selling function and
represent client manufacturers on a commission basis.

Retailers

Sell goods and services directly to ultimate consumers

for their personal, non business use. Usually take title
to goods they handle; are compensated by the margin
between the price they pay for those goods and they
receive from their customers.

Facilitating agencies

Include advertising agencies, marketing research firms,

collection agencies, trucking firms, and railroads;
specialize in one or more marketing functions, work on
a fee-for-service basis to help clients perform those
functions more effectively and efficiently.

MERCHANT WHOLE SALERS Some types of merchant wholesalers engage in a

full range of wholesaling functions while others specialize in only limited
services. But both buy goods from various suppliers (that is, they take title) and
then resell those goods to their commercial customers, either industrial buyers
or other resellers such as a retailer. They are compensated by the margin
between the price they pay and the price they receive for the goods they carry.
Approximately 400,000 merchant wholesalers are operating in the United States,
including sales branches maintained by manufacturing firms.
AGENT MIDDLEMEN The primary role of agent middlemen is to represent other
organizations in the sale or purchase of goods or services. Agents do not take
title to, or physical possession of, the goods they deal in. Instead, they specialize
in either the buying or selling function. There are about 45,000 agent middlemen
in the United States, of which manufacturers agents and sales agents are the
two major types used by producers.

Manufacturers Agents or Manufacturers Reps These usually work for

several manufacturers, carry non-competitive, complementary merchandise in
an exclusive territory, and concentrate only on the selling function. They are
important where a manufacturers

sales are not sufficient to support a company salesperson in a particular territory.

Manufacturers reps are common in the industrial equipment, automotive supply,
foot- wear, and toy industries.
Sales Agents In contrast, sales agents usually represent only one
manufacturer and are responsible for the full range of marketing activities
needed by that producer. Because they have a wider range of responsibilities,
their commissions are much larger than those of manufacturers reps. Sales
agents are used primarily by small firms or start-ups that have limited marketing
capabilities. They are particularly common in the electronics, apparel, and home
furnishing industries.
Brokers These are independent firms whose purpose is to bring buyers and
sellers together for an exchange. Unlike agents, brokers usually have no
continuing relationship with a particular buyer or seller. The producers of
seasonal products such as fruits and vegetables and the real estate industry use
brokers extensively.
RETAILERS
Retailers sell goods and services directly to final consumers for their personal,
non business use. Because retailers usually take title to the goods they carry,
their compensation is the margin between what they pay for the merchandise
and the prices they charge their customers. Retailing is a major industry in the
United States, with over 1.6 million retail establishments.
NONSTORE RETAILING
These institutions fit the definition of a retailer, but we discuss them separately
because they dont have a fixed bricks-and-mortar physical location and most do
not enable customers to personally inspect the merchandise or take immediate
possession. This category includes direct selling (e.g., door-to-door sales and
telemarketing), mail-order cata logs, TV shopping, vending machines, and Web
sites.
INTENSIVE DISTRIBUTION Consumer Goods and Services For consumer goods
and services, achieving a desired level of product availability is largely a matter
of gaining the cooperation of appropriate numbers and types of retail outlets. A
manufacturer can pursue three basic strategies of retail coverageintensive,
exclusive, or selective distribution (see Exhibit 12.7). The best strategy for a
given product depends on the nature of the product, the target market pursued,
and the competitive situation.

Exclusive Distribution This strategy relies on only one retailer or dealer in a

given geographic territory. It is most appropriate when the product is a highinvolvement specialty or shopping good. Exclusive distribution is also useful
when a firm wants to differentiate its product on the basis of high quality,
prestige, or excellent customer service. The main advantages of exclusive

distribution are that the manufacturer can choose retailers whose clientele
match its target market, and that there will be close cooperation in implementing
the producers merchandising and customer service programs. Examples of
products that are exclusively distributed include Ethan Allen furniture and RollsRoyce automobiles. The major disadvantage of exclusive distribution is the risk
involved in relying on a single retailer in a given territory.
Selective Distribution This is a compromise between the other two extremes
since it uses more than one but fewer than all available retailers in a geographic
area. It is an appropriate strategy for shopping goods. Most brands of
automobiles are distributed this way.
Implications for Channel Design In general terms, the greater the strategic
importance of availability and the more intensive the desired level of retail
coverage, the more likely wholesalers and/or agents are to be used. Intensive
distribution requires large numbers of retail outlets, many of which are small,
independently-owned operations. The personal selling, order processing,
inventory storage, and delivery costs involved in servicing such a large network
of retailers would be prohibitive for most manufacturers.

Marketing Channels for Consumer Goods and Services

Producer

Producer

Producer

Wholesaler

Retailer
Consumer

Consumer

Producer

Producer

Agent

Agent

Wholesaler

Retailer

Retailer

Consumer

Consumer

Retailer

Consumer

Comparison of Intensive, Exclusive, and Selective Retail Coverage

Strategies
Retail
Coverage

Major
Strength

Major
Weakness

Intensive

Maximum

Maximizes
product
availability

Lack of
retailer
support

Exclusive

Single

Risk of relying
on single
retailer

Selective

Limited

Matches
retailer
clientele with
target market;
facilities close
cooperation
with retailer
Provides
adequate
coverage but
not at
expense of
manufacturerretailer
cooperation

Difficult to
implement
given
interstore
competition,
especially
where
discounts may
occur

Marketing Channels for Industrial Goods and Services

A

Producer

Producer

Producer

Producer

Industrial
buyer

Industrial
Wholesale
buyer

Agent
Industrial
buyer

Agent
Industrial
Wholesale
buyer

Product most
appropriate
for
Lowinvolvement
consumer
convenience
goods
Highinvolvement
speciality or
shopping
goods
Infrequently
purchased
shopping
goods

Example of a Hybrid Marketing Channel

Company
Web site &
Sales force

Supplier

Wholesale
Distributor

Company
Help Line &
Outside
Service
Centers

Demand Generation

Physical Distribution Customer

Postale Service

Market Scenario
The consumer durable products industry in India has seen a major uptrend. The
momentum all started since the liberalization of the Indian economy. The market
has turned highly competitive, now growing at 10-15 percent. Even in a
competitive market scenario, Eureka Forbes is still ruling the roost for 30 years
now, especially in the segment of water purifiers and vacuum cleaners not to
mention air purification systems. It is not only the best of products innovatively
designed and developed that are introduced in the market. Eureka Forbes has
also maintained a track record of providing excellent customer care service and
after sales service support.
TOP 10 WATER PURIFIERS IN INDIA BEST WATER PURIFIERS
Company Name

Rank

Eureka Forbes Aqua guard

Hindustan Unilever Pure it

Tata Swach

Kent RO Water Purifier

Philips UV water purifier

Hi-Tech Water Purifier

5
6

Kenstar Water Purifiers and Filters

Whirlpool RO Purifiers

7
8

Inalsa Water Filters and Purifiers

Godrej Water Purifiers

9
10

SUGGESTION AND RECOMENDATION

1) Distribution Strategy- Distribution strategy is influenced by the
market structure, the firm's objectives, and its resources and of
course its overall marketing strategy. All these factors are
addressed in the section on selecting Distribution Channels.
2) Selecting members within a channel
3) Motivating Channel Members
4) May I help you desk- There should be a special staff to cater to
the needs of customer.

5) Unaware Customer- Customer with whom I talked, they are

unaware about, like the function of RO & UV etc.

6) Others- Service processing time should not be delayed.

LIMITATION
1) Under develop area
2) Except capital (Agartala) all areas are urban
3) Expenditure incurred for the survey was also one the
constraints.
4) Limited coverage
5) Lacks of private sector, companys, and industrys.....only Govt.
Sectors are there...
6) Competitors
7) Only the customers and distributors of interest in the markets
have been investigated. The competitors strength and
weaknesses are principally judged on marketing tools and not
on technological skills. The major information source was
respective competitor web sites.
8) Markets are not developed.
9) In govt HS+(2stage) school budget are only Rs, 7000\10)
Some collages are not fully compete for govt working.
11)
The meaning of market potentiality is total future
market in monetary value, has assumed here.

CONCLUSION
According to the survey I found that Eureka Forbes is the market follower in the
region. It has tried to get a good market share compared to its competitor.
Compared with additional labels as well as styles, the Aqua guard is most likely
the most durable because of its massive plastic and steel infused building along
with high thickness joints. A loved one of four to five must be able to drink water
from it anytime they wish without having to worry about its stability.

Bibliography
Websites:
www.google.com
www.wikipedia.com
www.eurekaforbes.com
www.compareindia.com
News Papers:
Business Standard
Financial Express
The Economic Times
The Hindu Business Line
Mint
Financial Chronicle
List of books:
Principles of Marketing- Philip Kotler & Gary Armstrong,
Marketing Management- Rajan Saxena
Marketing Management Cases and concepts- Nikhilesh Dholakia, Rakesh
Khurana
Labdhi Bhandari, Abhinandan K Jain
Sales Management - Dalrymple, Douglas J. and William L. Cron.