Summer Internship Report

MARKET SURVEY OF ADDO BATTERIES OF
EASTMAN AUTO AND POWER LTD.

Undertaken at
“EASTMAN AUTO AND POWER LTD”
Submitted in partial fulfillment of the requirements for the

award of the degree of
MASTERS OF BUSINESS
ADMINISTRATION
to
Dr. A.P.J Abdul Kalam Technical University, Lucknow.
Under the Guidance of Submitted by

Name of Faculty Guide AMAN GARG
Designation MBA- III Sem
1600670003
Session 2017 – 18
To Whom It May Concern
I AMAN GARG, Enrolment No. 1600670003 from MBA-III Sem of the Roorkee Engineering and
Management Technology Institute, Shamli hereby declare that the Summer Training Report
(MBA-) entitled MARKET SURVEY OF ADDO BATTERIES OF EASTMAN AUTO AND
POWER LTD undertaken at EASTMAN AUTO AND POWER LTD is an original work and the
same has not been submitted to any other Institute for the award of any other degree. A
presentation of the Summer Training Report was made on MARKET SURVEY OF ADDO
BATTERIES OF EASTMAN AUTO AND POWER LTD and the suggestions as approved by the
faculty were duly incorporated.
Date: Signature of the Student
Certified that the Summer Training Report submitted in partial fulfillment of Master of Business
Administration (MBA) to be awarded by Dr. APJ Abdul Kalam Techincal University, Lucknow by
AMAN GARG, Enrolment No. 1600670003 has been completed under my guidance and is
Satisfactory.
Date: Signature of the Guide
Name of the Guide:
Designation:
S.R. CONTENT
No
1 Executive Summary
2 Chapter-1 Introduction
3 Chapter-2 Research Methodology
4 Chapter-3 Data Reduction, Presentation, Analysis

and Interpretation
5 Chapter-4 Observation, Findings, Limitation, and

Suggestion
6 Chapter-5 Summary
- Bibliography
- Annexure
Executive summary
Eastman a US$ 100 million group enjoys a strong corporate brand image and is striving to
achieve US$ 150 million during the F.Y 2014-15. Ever since its inception in 1982 Eastman
Industries Limited has risen to an all-time high, generating millions of dollars in sales every year
and have rapidly become an extremely important and valuable segment of bicycle industry.
Eastman Industries Limited has stood for Innovation, Quality, Performance and excellent service
for more than 30 years.
Eastman Industries Limited is a manufacturer and exporter of a diversified range of bicycles,
components and accessories, suitable to both conventional & contemporary bicycles. The
company delivers complete bicycle, single speed & multispeed chain wheels, freewheels, axles,
hubs, pedals, chains, frames, and other parts & accessories. Quality is the way of life at Eastman.
As a part of continuous process, we have put the Japanese Principles of total quality management
work for us. Eastman has latest testing equipment. In-house testing is available for all
mechanical & chemical tests including tensile, electroplating, load and painting tests. In-house
CAD-CAM facilities exist for design and development of new products.
Eastman has been a pioneer in exports of Bicycle parts and accessories and set new challenges
for itself having successfully forayed in markets like Brazil, Mexico, Argentina, Europe, Iran,
Portugal, Russia and neighboring countries. Mr. J.R. Singal, our Managing Director and the
founder of company, is an entrepreneur with visionary zeal. Under his leadership, company has
established the foot-print over more than 65 countries worldwide.

CHAPTER -1
INTRODUCTION
COMPANY PROFILE
EASTMAN AUTO AND POWER LIMITED Battery division is acknowledged globally for
its Innovation centric approach, Quality and Excellent services. Established in 2006, Eastman is
the leading manufacturer, supplier and exporter of all kinds of batteries with manufacturing units
in India and China.
EAPL (Eastman Auto & Power Limited), a Group company under the Eastman umbrella, was
started in the year 2006, offering superior range of inverter batteries under Brand "ADDO", since
its inception ADDO batteries has been continuously adding premium products to its portfolio, in
line with change in technology and consumer demand.
Our product features are bench marked with the best-in-class technology to meet stringent
quality norms, performance tests & safety regulations. In order to create world class batteries,
EAPL has established a state-of-art eco-friendly manufacturing unit at Nalagarh in the state of
Himachal Pradesh with a capacity of producing over 50000 tubular inverter batteries per month
with a potential to ramp it up to 75000 tubular inverter batteries per month by this yearend.
EAPL is ISO 9001:2008 certified and has achieved new heights, year after year, since its
inception. Today the company enjoys loyalty of 2200+ distributors & dealers, across the length
& breadth of the county. This distributor & dealer network is further strengthened by presence of
EAPL with over 30 offices and service Stations across India to provide the best pre & post sales
experience to our channel partners & consumers.

Over the years the company has expanded is global reach and our products are now sold in all
the major international markets across South America, Africa, Middle East, North America and
Europe. Our growing global presence is the testimonial of our Product Quality & Performance.
In last three decades, "EASTMAN" has emerged an entity representing leadership with trust to
our business partners across globe.
As always, the commitment of Eastman to innovation, quality performance and excellent
customer service continues.

Groups Of Companies
Eastman Industries Ltd.
Eastman Auto And Power Limited – Automotive
Eastman Cast And Forge Limited
EASTMAN INDUSTRIES LTD

With a revenue of more than 700 crores, Eastman Industries Ltd- the flagship company of
Eastman Group, is the leading manufacturer of Bicycles in India since 1982. Owned by Shri J.R.
Singal, Eastman enjoys a dominant market share in the European Union
range. With the help of our website, we wish to present before you our updated status. Ever since
its inception in 1982, Eastman
Eastman - A leading Bicycle parts manufacturer & supplier from India. Eastman is specialized
in manufacturing, supplying
and exporting Bicycle Components, Accessories, Tires and Tubes. We appreciate your interest in
our group and its product
has been a pioneer in exports of complete range of MTB,BMX and road Bicycles and set new
challenges for itself having
successfully forayed in markets like Latin America with strong presence in Brazil, Mexico,
Argentina and in Europe Portugal, C.I.S. Countries like Ukraine and Belarus. Eastman created an
outsourcing network at Hangzhou, China in 2002.

EASTMAN AUTO AND POWER LTD –
AUTOMOTIVE
Eastman Auto and Power Ltd- Automotive Division is the one stop solution of Automotive Spare
parts. It enjoys global recognition being the leader in manufacturing and trading of affordable
end to end solution for Tyres, Tubes and Motorcycles.
We are masters in supplying high-quality automotive products. From motorcycles to spare parts,
batteries to tyres and tubes, our expert team ensures that each product supplied is of the highest
standards.
Each product is tested in our specialized testing centers to ensure that our product suits market
conditions. With a focus on value in each phase, we lay emphasis on product quality, packaging
as well as distribution.
EASTMAN CAST AND FORGE LTD
Eastman Cast & Forge Limited has its roots in India and earned a global repute for its extensive
manufacturing capacity of 24m tools annually and providing a one stop solution for all kinds of
Hand and power tools with a record of complaint free and on time delivery since 1982.
We have manufacturing facilities at Ludhiana for Hand Tools and Power Tools.
The Export of Tools is directed towards 27 markets out of India such as Russia, Ukraine,
Belarus, Turkey, Panama, Peru, Bulgaria, France, Portugal, Malaysia, Sri Lanka etc.
Eastman brand has presence in domestic market and 21 vehicle manufacturers such as Tata
Motors, Mahindra & Mahindra, Ashok Leyland, John-Deere, New Holland, Eicher, TAFE, Hero
Honda Motors etc. Eastman tool kits are supplied as original equipments along with the vehicles
manufactured by these companies.

AWARDS & QUALITY CERTIFICATIONS
Mr. J.R.Singal, founder of Eastman Group Mr. Ranjot Singh, receiving “Energy Efficient
receiving "National Export Awards" for Award” from our Honorable Union Cabinet
excellence in Exports from our Honorable Minister of Power Shri Sushil Shinde.
President Shri Shankar Dayal Sharma.
Mr. J. R. Singal, founder of Eastman Group Mr. Ashish, Manager – International Marketing
receiving "National Export Awards" for receiving "EEPC INDIA Award Excellence
excellence in Exports From our Honorable Prime Award” from our Honorable Union Cabinet
Minister Shri Atal Behari Vajpayee. Minister Of Commerce & Industry Shri Anand
Sharma.
Mr. Shekhar Singal, MD of EAPL Ms. Shreya Singal, receiving "The Corporate
receiving "Niryat Shree Award" for Excellence Citizen Of The Year Award"from our
in exports from our Honorable Union Cabinet Honorable Union Cabinet Minister of Finance
Minister of Commerce & Induatry Shri Kamal Shri Pranab Mukherjee.
Nath.
Ms. Darshana Singal, receiving “Export
Awards” from our Honorable President Shri
Shankar Dayal Sharma.
M/s Eastman Auto & Power Limited has
M/s Eastman Auto & Power Limited having
taken patron membership of Solar Energy
its IEC No. 0506057381 has been recognized
Society of India Vide Membership No.
as “EXPORT HOUSE” vide certificate of
PM/0156/2013 in the year 2013.
recognition issued by the Ministry of
Commerce and Industry on 16th April 2013.
The certificate is valid from 1st April 2012 to
31st March 2017.
M/s Eastman Auto & Power Limited has been

awarded with a renewed certificate of ISO
9001:2008 from IQNET and VINCOTTE
(The International Certification Network) for
ECFL received 2nd Position in “State Level
its Quality Management System in the
Energy Consumption Award”.
manufacturing unit for manufacture of
Automobile (Two Wheeler & Four Wheeler),
Inverter and Solar Batteries on 2nd Sep. 2013
vide Reg. No. BE-10 4196a.
M/s Eastman Auto & Power Limited has been M/s Eastman Auto & Power Limited has got
awarded with a certificate of ISO 14001:2004 test reports for its products quality and
from IQNET and VINCOTTE (The efficiency from Association of SRT
International Certification Network) for its undertakings in the Year 2013, from CIRT,
Environment Management System in the Pune on behalf of ASTRU..
manufacturing unit for manufacture of
Automobile (Two Wheeler & Four Wheeler),
Inverter and Solar Batteries on 17th Feb. 2014
vide Reg. No. BE-14EMS678.
MANAGEMENT
The management team of the Eastman Auto & Power Limited comprises of experienced professionals
who have worked with the vision of taking the Eastman to new heights.
Our management team has been constantly achieving its objective of delivering the best in class in all
spheres. Each member of the team is dedicated to increase the performance of the organization, be it in
quality and team building. Headed by our Chairman Mr. J.R. Singal, the management team comprises of
following persons.
Promoter Group Directors ( Executive Roles )

Mr. J R SINGAL
Chairman Eastman Group
» Director of Punjab State Industries Export Council (PSIEC)
» Member of Board of Director - M/s Vardhman Holdings Ltd.
» Ex-Chairman of EEPC of Bicycle Panel at National Level
» Ex-Vice Chairman - EEPC at National Level
» Vice Chairman - CII Punjab
» Executive Member CII - Northern Regional Council
» Executive Member United Cycle and Parts Manufacturer Association
» Member of Regional Advisory Committee Central Excise
» Member of Governing Council of CMC and Hospital
» Member of Expert Group of Entrepreneurs constituted by Punjab
» Government to formulate Export Strategy for State of Punjab.

Mr. SHEKHAR SINGAL
» Managing Director, Eastman Auto & Power Ltd.
Professional Managers ( Executive Roles )

Mr.Sanjay Singh
» Executive Director, Eastman Auto & Power Ltd. - Indian Business
Mr.Rohit Mital
» Executive Director, Eastman Auto & Power Ltd. - International Business
Promoter Family Directors ( Non-Executive Roles )
Mrs. DARSHNA SINGAL (Director)
Ms. Vandana Aggarwal

» Director, Eastman Industries Ltd.
» Director, Ozone Overseas Ltd.
Mr. Vineet Jain

» Director, Eastman Industries Ltd..
» Director, Duropack Ltd.
Ms. Reema Jain

» Director, Eastman Cast & Forge Ltd.
» Director, Rohit's Heritage Pvt. Ltd.
Independent Directors
Mr. J. S. Juneja
» Director, Eastman Cast & Forge
Mr. R. D. Khanna
Mr. R. K. Dhawan
» Chairman- Northern Region, Federation of Indian Exporter’s Organisation
» Retd. Director General-Federation of Indian Exporter’s Organisation
Mr. Ranjodh Singh
» Director, G.S. Auto Ltd.
Mr. S. K. Vadhera
» Retd. Chief Executive- Central Tool Room

CSR ACTIVITIES
Our Vision: To actively contribute to the social and economic development of the community in which
we operate.
Corporate Social Responsibility and Sustainability is our company’s commitment to its stakeholders to
conduct business in an economically, socially and environmentally sustainable manner that is transparent
and ethical.
The projects are identified in consultation with the community, literally sitting with them and gauging
their basic needs. Subsequently, based on a consensus and in discussion with the village panchayats, and
other influentials, projects are prioritised.
Identification of Projects:-
In education, our endeavour is to spark the desire for learning and knowledge at every stage by making
donations at various government schools etc.
In Health care our goal is to render quality health care facilities to people living in the villages through
organizing free Health Check-up camp, distribution of blankets to the vulnerable people who are being
severely by this unusual weather etc.
In Infrastructure Development we endeavour to set up essential services that form the foundation of
sustainable development by making available safe drinking water, installing & maintaining solar lights in
different areas with a vision “Energy for Life”, constructing sheds at Bus Stops etc.
In Environmental Development, we engage ourselves into forestation (plantation of trees keeping
ecology in view) etc.

In Economic Growth, we endeavour to provide industry related technical training for various job levels
and providing suitable jobs to displaced or dependent and neighbouring below poverty line population
etc.
Our business conduct recognizes education, health and safety, infrastructure, environmental development
and economic growth as an internal part of its operations and strives to meet compliance with all the
applicable regulatory requirements.
Further we respect the interests of, and be responsive towards all stakeholders, including shareholders,
employees, customers, suppliers, project affected people, society at large etc. and create value for all of
them and are committed to being an injury free organization.
“Eastman Auto & Power Limited commits itself to do its business in a responsible and ethical way, so
that a positive impact is created on society and its stake holders.”

EASTMAN AUTO AND POWER LTD –
BATTERY PRODUCTS PROFILE
A battery is perhaps the only gift of science where electic energy is stored by means of
electrochemical potential generated by electrochemical reactions. (Chemical reactions initiated
by electric which takes place with the means of electron exchange between the reactants). As and
when required, the stored energy can be converted back to electrical energy through similar
electro chemical reactions. In certain cases, the electrochemical reaction converting the energy
transformation is not reversible. Such batteries are called primary cells, where the electro
chemical reactions governing the energy transformation is reversible; the cells are turned as
secondary cells. Several cells, when connected in a designed manner give a set of a battery. In
this electrical energy can be stored through charging them. This energy can be extracted as and
when needed till the entire charge is exhausted through a chemical reaction. The process of
battery manufacturing is concerned with creating and sustaining electro chemical potential
differences .the potential difference is maintained between two surfaces called electrodes or
plates. These electrodes or plates are surrounded in an environment, which connects them and
helps them to sustain the potential difference. This usually consists of a medium called
electrolyte. In case of lead acid batteries, which are the products of the organization, the
electrodes or plates are made of lead and diluted sulphuric acid is used as electrolyte.
Automotive Battery
We offer complete range of automotive batteries as battery is a vital part of your vehicle. Our
wide ranges of batteries are known for excellent functionality and performance. Our automotive
battery is designed equipping best of the features like makes your vehicle starts and runs
proficiently in all kind of weather/environment. Some of the main types of automotive batteries
that we offer include JIS dry acid battery.
Tall Tubular Battery

Our wide ranges of Tall-Tubular Batteries are complete solution for your power backup. One can
use our Tall-Tubular Battery services in offices, homes, gatherings. Tall-Tubular Batteries can
also be used in huge vehicles like tractors and trucks. Tall-Tubular Batteries has unlimited
advantages including High acid volume per ampere.

Solar Tubular Battery
With our expertise in this domain, we are able to offer a superior quality range of SolarTubular
Batteries. A team of adroit members design this product range keeping in mind the specifications
and requirements of our customers. Moreover, the product offered by us are available in the
demanded specification, which help in meeting the variegated demands of our customers in an
efficient manner.
Solar GEL Battery

The latest trend in the SMF category is gel batteries. These batteries essentially incorporate all
the properties of a pure lead acid battery, but have a much longer lifespan, better manageability,
are leak proof, and are more effective in terms of ampere-hour delivery. "The key reasons are
that gel has its viscosity alive for a much longer duration, does not dry up as acid does, is
mouldable in different types of casing, and consumes less space within the battery shell (a plastic
container), and therefore, a smaller size can give a higher potential.

Solar AGM SMF Battery
Absorbed glass mat: Absorbed glass mat (AGM) is an advanced technology used in SMF
batteries that eliminates water loss. Once the battery is filled with acid, it is permanently sealed
and there is no need to top it with water or check the acid levels. “In batteries using AGM
technology, the electrolyte is absorbed into a mat of fine glass fibres. The plates in an AGM
battery may be flat like a wet-cell lead acid battery in a rectangular case. In cylindrical AGM, the
plates are thin and wound into spirals, like most consumer disposable and rechargeable cells. The
spiral construction allows purer lead in the plates, since the plate no longer needs to support its
own weight as in traditional cells. AGM batteries always include a safety pressure relief valve,
which vented (or flooded) batteries do not.

INFRASTRUCTURE
MANUFACTURING FACILITIES
Addo batteries are manufactured in a State-of-the-art manufacturing facility, equipped with the latest
technology for mass production and On-line quality control. The production equipments include Pressure
die casting and superior quality gravity casting machines, paste mixer with automatic controls for weight
and temperature control, cone feeder, paster with flash drying oven, curing chambers with steam
humidification, automated assembly lines with quality control equipments for each process and a modern
charging facility with dilution plants, chillers, acid filling machines and leveling machines, along with
CC and CV chargers.
Sophisticated process controled by excellent systems, backed by a team of highly motivated
professionals. ISO 9001:2008 certification and a level of quality, consistency that ensures customer
delight
QUALITY CONTROL
We at Addo Batteries follow stringent quality inspections to ensure durability and dependability of our
products. Our modern laboratories are equipped with latest equipment assists us in ensuring the delivery of
high quality products.
Each of our batteries are subject to torturous quality checks at every stage of its manufacture. To do so, the
plant is equipped with the latest amenities such as OES, Weld checkers, Short Circuit Testers, Air Leak
Testers, Online HRD Testers, a fully equipped Chemical Lab, Spectro Lab, sophisticated Electrical Test Lab
with Life Cycle Testers, HRD machine, Midtronic Tester etc.
PLC and auto controls on machines coupled with regular and thorough checks by a dedicated Quality
Assurance team equipped with the calibrated measuring instruments, fixtures and gauges and working on
SPC, ensure that all the processes are controlled with-in a narrow bandwidth for CTQ parameters.
Various tests are also conducted at pre-production and post-production stages to check quality consistency,
physical strength, size accuracy, etc. Quality controllers are regularly and randomly checking products at
various production stages to assure that components are in conformation with international quality
standards.
Sourcing of material from the best of vendors with a tight IQC and a robust PDI, before the batteries are
shipped.
NETWORK
We've grown into one of the largest integrated battery manufacturer in India & abroad, with extensive
domestic and international operations in the following states & countries.
SALES PRESENCE FOR LEAD ACID BATTERY
Our ever growing network of over 2200+ distributors & dealers, 30 offices and service Stations across
India
CHAPTER-2
Research methodology
a) Data collection
1. Primary data
2. Secondary data
b) Sampling technique
c) Sample size
d) Universe
DATA COLLECTION:-
The task of data collection begins after a research problem has been defined and research design/
plan checked out. While deciding about the method of data collection to be used for study, the
researchers should keep in mind two types of data via .primary and secondary.
Primary data:
Primary data are obtained by a study specifically designed to fulfill the data of the problem at
hand .primary data is collected during the course of doing experiment by using various method
of data collection such as interview method questionnaires method .Various methods of
collections of primary data.
1. Observation method
2. Interview method
3. Questionnaires method
4. Collection of data through schedules
Researcher has used questionnaires method as collection of primary data.

Another type of data collected is secondary data.
Secondary data:
Secondary data means information that is already available. Secondary data means which are
not originally collected but rather obtained from published data are available in:
a) Various publications of central, state and local governments
b) Various publications of foreign govt. or of international bodies and their subsidiary
organizations.
c) Technical and trade journals.
d) Books and magazines.
Secondary data is collected by researcher with the help of:-
▪ Company documents,
▪ Books
▪ Published information
▪ Webpage
SAMPLING TECHNIQUE:-
In research universe refers to total no. of particular items in a defined area on a particular time. In
research generally it is not possible to select whole population for survey. So researcher uses
sampling technique for research. The selection process of sampling is called sampling
technique.
Types of sampling technique:-

1. Probability sampling
▪ Simple random sampling
▪ Cluster sampling
▪ Systematic sampling
▪ Stratified sampling
2. Non probability sampling
▪ Quota sampling
▪ Judgment sampling
▪ Convenience sampling
▪ Deliberate sampling
Researcher has used convenience sampling.

SAMPLE SIZE
Part of the universe which is selected for survey is called SAMPLE SIZE. Researcher must
prepare a sample design for his study i.e., he must plan how a sample should be selected and of
what size such a sample would be.
Sample size of research is:-
▪ 10 in case of dealer survey

▪ 20 in case of customer survey
UNIVERSE
In research universe refers to total no. of particular items in a defined area on a particular time.
Researcher’s universe is Shamli, Kandhla, Thanabhawan of U.P. west

RESEARCH INSTRUMENT USED - DETAILS & WHY?
If one wants to know what type of dentifrice people use, what they think of, television
commercials, or why they buy particular brands of cars, the natural procedure is to ask them.
Thus, the questionnaire method has come to be the more widely used of the two data collection
method. Many consumers are now familiar with the telephone caller who greets them with “We
are making a survey”, and then proceeds to ask a series of questions. Some interviews are
conducted in person, others by telephone, and others by mail. Each of these has its special
advantages and disadvantages and limitations. The questionnaire method in general, however,
has a number of pervasive advantages and disadvantages. Discussion of particular variations will
be more meaningful if these characteristics of the general methods are brought out first.
A questionnaire consists of list of questions to be asked from the respondents and the space
provided to record the answer / responses. Questionnaire can be used for the personal interviews,
focus groups, mails and telephonic interviews. The choice among these alternatives is largely
determined by the type of information to be obtained and by the type of respondents from whom
it is to be obtained.
The common factor in all varieties of the questionnaire method is this reliance on verbal
responses to question, written or oral.
Questionnaire in the project consists of: 30
❖ Multiple choice questions

MULTIPLE CHOICE QUESTIONS:
Questions of this type offer the respondents an alternative to choose the right answer among
others. It is faster, time saving and less biased. It also simplifies the tabulating process.
OPEN END QUESTIONS:

In this type respondents are free to answer in their own words and express the ideas they think
are relevant, such questions are good as first questions or opening questions. They introduce the
subject and obtain general reaction.
DICTHOMUS:
These are the questions which are Boolean in nature. These answers are straight forward and
respondents have to answer them in a straight way. That means the answer can only be either
‘Yes” or ‘No’.
CUSTOMER SATISFACTION:-
It is a customer’s feeling of pleasure OR disappointment that result from comparing a product’s
perceived performance (outcomes) to their expectations.
Whether the buyer is satisfied after purchase depends on the offer’s performance in relationship
to buyer’s expectations, and whether the buyer interprets any deviations between the two.
If the performance matches the expectations, the customer is satisfied.
If the performance falls short expectations, customer is dissatisfied.

If the performance exceeds expectations, the customer is delighted.
SERVICES:-
A number of experts have attempted to define the services but no single definition has been
accepted universally. Services are human efforts which provides succor to the needy. It may be
education to a student.
‘‘Services can also be defined as an action of organization that maintains and improves the well
being and function of people’’.
Customer empowerment has become a way of life for many companies that have had to adjust to
a shift in power with their customer relationship.
Customer relationship management is the process of carefully managing detailed information
about individual customer and all customers ‘‘touch point’’ to maximize customer loyalty.
PERCEPTION:-
A motivated person is ready to act. How she/ he is influenced by her/his view of situation. In
marketing perceptions are more important than reality, because it’s perception that affects
consumer’s actual behavior.
Perception is the process by which we select, organize, and interpret information inputs to create
a meaningful picture of the world.

CONSUMER BEHAVIOUR:-
Successful marketing requires that companies fully connect their customers. Consumer behavior
is the study of how individual, groups, and organization select, buy, use, and dispose of goods,
services, ideas to satisfy their needs and wants.

CHAPTER-3
Data Reduction,
Presentation, Analysis and
Data Interpretation.
Analysis of Customer Questionnaire
Que.1 How would you rate your level of satisfaction with company in regards to price &
value?
Alternative Customer response %age
Excellent 1 5
Very good 9 45
Good 6 30
Fair 3 15
Poor 1 5
Poor
%age Excellent
5% 5%
Fair
15%
Very good
Good 45%
30%
✓ 5% customers are greatly satisfied with product price.

✓ 45%customers are fully satisfied with product price.
✓ 30% customers are satisfied with product price.
Que2. How would you rate the product of company?
Fair 3 15
Good 13 65
Excellent 3 15
Superb 1 5
Chart Title
70
60
50
40
30
20
10
0
Fair Good Excellent Superb
✓ 65% customers rate the product as good.

✓ 15% customers rate the product as excellent.
✓ 15% customers rate the product as fair.
Que3. Does EAPL needs to improve on quality of the product?
Strongly agree 3 15
Agree 12 60
Neither agree nor disagree 5 25
Disagree
strongly disagree
Chart Title
70
60
50
40
30
20
10
0
Strongly agree Agree Neither agree nor Disagree strongly disagree
disagree
✓ 60% 0f customers are agree that company should improve quality of product.
✓ 25% 0f customers have no idea about quality improvement.
✓ No customer is in favor of not to improvement the quality of product.

Que4. How would you rate the services of Eastman Auto And Power Limited (ADDO)?
Excellent 6 30
Very good 7 35
Good 4 20
Fair 2 10
Poor 1 5
%age
Fair Poor
10% 5%
Excellent
30%
Very Good
35%
Good
20%
✓ 5% customer says that company provides poor service.
✓ 30% customer thinks that company provides excellent service.
✓ 35% customers are in favor of Very Good service.

Que5. How would you rate your level of overall satisfaction with Company?
Excellent 12 60
Very good 5 25
Good 1 5
Fair 1 5
Poor 1 5
60
50
40
30
20
10
0
Good Excellent Fair Very Good Poor
✓ Total satisfaction with company of customers is 95%
✓ 5% are not satisfied with company.

Que6. How did you hear about company`s product?
Retail Partner 10 50
Sales representative 1 5
Colleague/ friend 5 25
Other 4 20
50
45
40
35
30
25
20
15
10
0
Advertisement Sales representative Colleague/ friend Other
✓ Retail Partner is major source of awareness to customers. (50%)
✓ Colleague / friend plays 25% role in awareness of product.

Que7. How likely are you to recommend Eastman Auto And Power Limited (ADDO) to a
friend or relative?
Excellent 3 15
Very good 5 25
Good 11 55
Fair
Poor 1 5
60
50
40
30
20
10
0
Excellent Very good Good Fair Poor
✓ Normally 95% customers will recommend to their friend or relative to buy the product.
✓ The chances not to recommend relative are very few are 5%.
✓ Excellency for this is only 15%.
Que8. Would you like to purchase the product of company in future?
Definitely 9 45
Probably 6 30
Be unsure 5 25
Probably not
Definitely not
45
45
40
35
30
30
25
25
20
15
10
0
Definitely not Probably not be unsure Definitely Probably
✓ Definitely 30% customer will buy the product in future.
✓ Probably 45% customer will buy the product in future.
✓ 25% customers are unsure for their future purchasing.

Que9. You believe Company deserves your loyalty.
Strongly agree 3 15
Agree 10 50
Disagree 2 10
strongly disagree
Chart Title
Disagree Strongly
10% agree
15%
Neither
agree nor
disagree
25%
Agree
50%
✓ 15% of customers are strongly agreed on company loyalty.
✓ 25 % are neither agree nor disagree on company loyalty.
✓ 50% are agreed on company loyalty.

Que10. Do you think company is following customize solution?
Strongly agree 6 30
Agree 10 50
Disagree 1 5
strongly disagree 1 5
50
45
40
35
30
25
20
15
10
5
0
Strongly agree Agree Neither agree Disagree strongly
nor disagree disagree
✓ Half of the customers think that company is following customize solution.
✓ 10% customers think that company is not following customize solution.

Analysis of Dealer Questionnaire
Que1. How would you rate the overall quality of your relationship with company,
considering all of your experiences with them? Would you say it is?
Alternative Dealer response %age

Excellent 5 50
Very good 3 30
Good 1 10
Fair
Poor 1 10
\
60
50
40
30
20
10
0
✓ 50% of the dealers are having excellent relationship with company.
✓ 10% dealers do not believe in company relationship.
✓ 10% dealers are having good relationship with company.

Que2. How would you rate your level of satisfaction with Company in regards to customer
service?
alternative Dealer response %age

Excellent 3 30
Very good 6 60
Good
Fair 1 10
Poor
10
30
60
✓ 30% dealers believe in excellent service of company..
✓ 10% dealers believes in fair service of company
✓ Almost 60% dealers believe in very good service of company

Que3. Are the profit margin given to you is.

Satisfactory 4 40
Good 4 40
Fair 2 20
Poor
45
40
35
30
25
20
15
10
0
Satisfactory Good Fair Poor
✓ Margin provided by company could satisfy only 40% dealers.
✓ 40% dealers think that margin is good.
✓ 30% dealers think that margin is fair.

Que4. Do you think the delivery time is too much for product?

Strongly agree
Agree 1 10
Disagree 3 30
Chart Title
40
35
30
25
20
15
10
5
0
Strongly agree Agree Neither agree Disagree strongly
nor disagree disagree
✓ There is no single dealer who says that delivery time is too much.
✓ 40% are strongly disagree that delivery time is too much
✓ 20% are neither agree nor disagree with delivery time.

Que5. There are no bonus /incentive/gifts for dealer

Strongly agree 0 0
Agree 1 10
Disagree 3 30
CHART
60
50
40
30
CHART
20
10
0
Strongly agree Agree Neither agree Disagree Strongly
nor disagree DISagree
✓ 80% dealers says that there is bonus OR incentive for them.
✓ 10% are neither agree nor disagree with bonus OR incentive.
✓ 10% dealers says there is no incentive for them.

Que6. The company does not listen to complaint and grievance.

Strongly agree 1 10
Agree 1 10
Disagree
CHART
Strongly agree
Agree
Neither agree nor disagree
Disagree
Strongly DISagree
✓ 10% dealers believe that company do not listen any complaint.
✓ 10% dealers are neither agree nor disagree with this.
✓ 60% dealers strongly believe that company listen their company.

Que7. The company is able to survive because of the

Quality of the product 4 40
Price of product 1 10
No competitor
Brand name 1 10
Customer satisfaction 4 40
CHART
45
40
35
30
25
20 CHART
15
10
5
0
Quality of the Price of product No competitorBrand name Customer
product satisfaction
✓ 40% dealers believe that company is surviving in market because of quality.
✓ According to survey 10% dealers think company is survived because of Brand name.
✓ 10% dealers believe that company is surviving because of the price of product.
✓ 40% dealers believe that company is surviving because of customer satisfaction.

Que8. The organization does not take suggestion from dealer

Strongly agree 0 0
Agree 0 0
Disagree 3 30
CHART
strongly disagree
Disagree
Neither agree nor disagree

CHART
Agree
Strongly agree
0 10 20 30 40 50 60
✓ Strongly suggestions taken by are only 50% dealers.
✓ 30% dealers think that company take suggestion..
✓ 20% are neither agree nor disagree for the same.


Strongly agree 5 50
Agree 3 30
Disagree 1 10
strongly disagree
60
50
40
30
20
10
0
Strongly agree Agree Neither agree nor Disagree strongly disagree
disagree
✓ Half of dealers strongly say that company deserves their loyalty.
✓ 10%dealers are not in favor of company loyalty.
✓ 10% dealers are neither agree nor disagree with this.

Que10. Would you like to continue for the company in future?
Alternative Dealer response %age

Definitely 9 90
Definitely not 1 10
Be unsure
Probably not
Probably
100
90
80
70
60
50
40
30
20
10
0
Definitely Definitely not Be unsure Probably not Probably
✓ 90% of dealers want to be continuing for the company.
✓ 10% dealers do not want to be continuing for company.

● ● ●
CHAPTER-4
Observation, Findings, Limitations
and Suggestions.
● ● ●
Observation and Findings
Customer point of view
 80 % of customers are satisfied with price of the batteries of company.
 85 %of the customers are satisfied with the quality of the product.
 75 % of customers want to improvement in quality.
 95 % of customers are satisfied with service of company.
 Totally 90% customers are satisfied with company at all.
 Retail Partner is the major source of Publicity.
 In future 95% of customer will recommend to his relative OR friend.
 75% of present customers want to be continuing for company.
 65 % customers think that company deserves their loyalty.
 80 % customers think that company customizes their solution.

Dealer point of view;-
 90 % dealers have good relationship with company.
 90% dealers are satisfied with service provided by company.
 100% dealers are satisfied with margin given by company.
 70% dealers are satisfied with delivery time taken by company.
 80% dealers are satisfied with bonus and incentive given by company.
 70% dealers say that company listen their complaint\ grievances.
 80% dealers say that company is surviving in market because of Quality Product
and customer satisfaction.
 80% dealers say that company takes their suggestions.
 90% dealer says that company deserves their loyalty.
 90% dealers want to remain in future.

Limitations
General
Difference in methodology.
Lack of communication
Consumer behavior.
Applying same technique to consumer as well as industrial goods.
Objective is not determined.
Questionnaire is not designed according to objective.
Always respondent is not correct.
Researcher itself has used biasness.
• Within a time span of one and a half months it was difficult to cover whole of
Shamli, Thanabhawan and Kandhala.
• Questionnaire filled in one and a half months was only 30 in number so analysis
part may indulge some wrong analysis.
• Whole project was limited to area of Shamli District so it may be possible that
response of another district or area may be different.
• Wrong response by customer while filling questionnaire may result in wrong
analysis.
1. The study was limited carried out in Shamli district and its vicinity with sample
size of 30
2. Time was a constraint in study as only 45 day allotted.
3. The information gathered was based on customers’ response to questionnaire.
Even then a genuine attempt has been made to get correct data from them.
4. Sample drawn need not be true representative and may have led to same Sampling
error.
5. Financial factors are not considered.
6. Suggestions are not verified.
i. AREA LIMITATION: The study was limited to Shamli, Thanabhawan, And Kandhala city only.
Hence findings may differ from other parts of India where I have not visited
ii. NON-RESPONSE ERROR: It is almost impossible to obtain data from each & every respondent
covered in sample. There are always some respondents who refuse to give information
iii. LIMITED SOURCE OF DATA COLLECTION: Sources of data for collection of secondary data
were limited
iv. TIME CONSTRAINT: There was time constraint to this project. The project has to be completed
within one and a half months.
v. BUSY RESPONDENT: Many times respondents were so busy that they didn’t give reply. There were
biased replies also.
vi. OTHER REASONS: There were heavy rains during the period of survey. So there was many times
problem in conducting survey & transportation.

Locating the target Sub Dealers of (ADDO BATTERIES) is very time consuming.
Sample size is limited due to the limited period for survey.
The location of Sub Dealers to cover the various areas of the city is tedious
and time consuming.
Getting accurate response from the respondents due to their inherent
problem is difficult. They may be partial or refuse to cooperate.
Respondents may not be at shop and may have to re contact or replace by
others.
The study was limited to Shamli District only.
As the Survey reflects only one time frame of the Business year the findings
that we get may not stand for the whole year. Hence the results are only for
the time period from June-July and do not totally reflect the annual
performance of the company.

➢ The findings and suggestions have been based on the observations made during
the month.
➢ A more detailed study could not be carried out due to the time constraint of the
month.
➢ The facts figures are not completely accurate as they are updated regularly. Yet I
have tried my best to collect as updated data as possible.
Another one
• The survey was limited for UP west region only.
• Random sampling of customers was done under the market survey.
• Due to the restricted time frame the sample size was small. Bigger sample size would
have made few aspects more clear.
• While interviewing, the response to each question was not possible for few customers, so
it is not possible to get perfect perception of interviewee.
• Afternoon time is only the time when retailers entertain, for rest of the time is considered
as rush hours; so researcher can target maximum of 1 retailer per day.
• Findings are representative of sample size and composition.
• Since the sample size was small but representative, care should still be taken while
generalizing the findings. (Sample size was 30).
• Results likely to vary if either of two (composition or sample size) changes.
• The survey was restricted to selected areas in Shamli Distrct only.
• The time duration of this survey was 30 days only.
• Rainy season was main hurdle for this survey.

• The response from the respondents was fair enough but not up to the mark or good
enough.
• This project was only restricted to the Shamli District City.
• The survey area were too far as the city is big enough which caused many transportation
problem.
• Some customers refuse to co-operate and do not disclose their Genuine opinion.
• Respondent’s answers might have influence or bias.
• Making appointments to the Management personnel is tough job, because they are very
busy.
• The weather in these months was very bad so customers were avoiding interacting.
In market research, the collection of correct data and other relevant materials are required but the
data collection depends upon the researcher and the respondents. Hence some drawbacks or
limitations are bound to exist in the study. These limitations were as follows:
1) Study was limited only up to Shamli District
This study was limited to Shamli areas but the findings may differ for other parts of India
where I have not visited.
2) No Proper Information
In some cases I have observed that after asking questions to concerned person, he gives
wrong answer to the question or says that he does not know.

E.g. - In some company even maintenance manager does not know KVA rating at the
diesel generator and the year of purchase.
3) Non-cooperative respondents:
Sometimes it happens that even after taking appointment they refuse to meet due to work
overload, lack of time or any other reasons. In some case it happened that respondents
denied giving information. Also some may give purposefully wrong information.
4) Human factors:
Sometimes it also happened that researcher asks question something else and the
respondent perceives something else. This happens due to human limitations like
behavior, attitude and perception are not stable at all point of time which will lead to
mistakes
5) Resources:
To conduct the research, one of many resources is time & money. However the limitation
had been effectively counter balanced as far as possible. But still this limitation may
affect the judgments.
➢ Inadequate information: Many Corporate did not reveal business related information
like their competitors, the new projects, so due to which some of the questions were not
answered/filled properly or accurately.
➢ Due to limitations of Secondary data, many consultants who work for many NTPCs ,
industries, many projects etc., were not being found out.

➢ Sample size: As a number of respondents in Delhi were widely spread all over the city,
so it was difficult to cover all the areas in such a short span of time so for the
convenience I took 27 as my sample size.
➢ Many respondents could not give sufficient time to answer/fill the questionnaire.
➢ Due to rainy season during duration of my project it was very difficult to approach the
corporate; as a result I was short to visit no. of corporate in a day.
➢ Some of them asked why should they give information and they are afraid to give the
information because if the company miss utilize the information.
➢ The address of many respondents had changed, so it was difficult to contact those
respondents.
➢ As I was not given any information on price by the company so some of the respondents
didn’t entertain me as they wanted to know first the price of the barrier.
➢ The Railway Authority & the Airport Authority were mostly reluctant in giving any
information.
➢ Many of the respondents were reluctant in giving any appointment so were not able to be
interviewed.
Four weeks period was not sufficient to go through the entire topic. For thorough study it
needs more time. It was also difficult to make field study or survey under the scorching sun of
June. But the major difficulty faced was the extreme non -cooperation of the officials about the
data. They were very much reluctant about this matter, which made the study more tiresome.
Moreover, it was quite impossible to conduct survey of each and every outlet in such a short span
of time. Overcoming the odds, I tried my level best to synchronize all the facts, realizations and
information gathered in an orderly way within the course of this project.

Ethical
Information given by management is biased.
Researcher is not giving true picture.
Information is misused.
Forcing the respondent to give personal answer.
Pseudo search by researcher (Prejudice).

Recommendations & Suggestions
Customer oriented
 Company should provide better customer service.
 Company should increase warranty period.
 Company may provide home delivery service.
 Prices should be fair.
 Better service with no addition of extra cost.
 Should provide free service camp.
 Maintain continue customer relationship.
 Target the customer according to their need.

Dealer oriented
 Company should provide more service camps.
 Scrap battery should be purchase.
 Should improve service.
 Do not provide dealership in nearby area.
 Should improve quality.
 Company can give more margins to dealers.
 Provide more flexi board to dealers.
 Give more attention on promotion activity of Product.

CHAPTER-5
Summary
EASTMAN AUTO AND POWER LIMITED Battery division is acknowledged globally for
its Innovation centric approach, Quality and Excellent services. Established in 2006, Eastman is
the leading manufacturer, supplier and exporter of all kinds of batteries with manufacturing units
in India
EAPL (Eastman Auto & Power Limited), a Group company under the Eastman umbrella, was
started in the year 2006, offering superior range of inverter batteries under Brand "ADDO", since
its inception ADDO batteries has been continuously adding premium products to its portfolio, in
line with change in technology and consumer demand.
The project was carried out for study and analysis the dealers network and consumer’s
perception about ADDO batteries in Shamli Distrcit.
It was done mainly to know the satisfaction level of the dealers against the different
services provided by the company and also to know the consumer’s satisfaction against
the product and services provided by the dealers.

The survey resulted into following conclusions:-
75 % of customers want to improvement in quality.
Totally70% customers are satisfied with company at all.
75% of present customers want to be continuing for company.
55 % of customers are satisfied with service of company.
90 % dealers have good relationship with company.
90% dealers are satisfied with delivery time taken by company
70% dealers say that company is surviving in market because of Quality Product.
80% dealers are satisfied with margin given by company.
Company should improve warranty period.
Company may provide home delivery service
Provide more flexi board to dealers.
Company should visit the dealers after regular interval.

Bibliography
Bibliography:-
✓ http://www.eastmangroup.co.in/index.php
✓ http://www.addoworld.com/company.html
✓ http://www.addoworld.com/certifications.html
✓ http://www.addoworld.com/management.html
✓ http://www.addoworld.com/csr.html
✓ http://www.addoworld.com/battery-for-inverter-ups_india.html
✓ http://www.addoworld.com/quality-control.html
✓ http://www.addoworld.com/manufacturing-facilities.html
✓ Marketing management (Pearson education), ‘‘creating value, satisfaction and
loyalty and analyzing consumer markets.’’
✓ Service marketing (S.M.Jha) Himalaya Publishing House ‘‘the foundation of
services marketing.’’
✓ Mathematics and statistics (business) Everest Publishing House ‘‘population and
sample’’
✓ Research methodology (C.R. Kothari)

Books
1. Philip Kotler - Marketing Management
2. Philip Kotler and Armstrong - Principles of Marketing
3. R.C. Kothari - Research Methodology
4. Station, J. William - Introduction to Marketing
Magazines
1. Business Today and
2. Business India
Newspapers
1. Times of India and,
2. Hindustan (Hindi Edition)
Web Site
1. http://www.addoworld.com
2. http://www.eastmangroup.co.in.
Annexure
Questionnaire for Customer
Que1. For what purpose you are using the ADDO battery?
a) 2-wheeler b) 3-wheeler c) 4-wheeler
d) Other purpose
Que2. In total, how long have you been a customer of Eastman Auto and Power LTD?
a) Less than one year b) One to under three years c) Three to under five years
d) Five to fewer than ten years e) ten years or more
Que3. How would you rate your level of satisfaction with Company in regards to price& value?
a) Excellent b) Very Good c) Good
d) Fair e) Poor
Que4. How would you rate the product of company?
a) Fair b) Good c) Excellent
d) Superb
Que5. Standard Furukawa products have to improve on quality?
a) Strongly agree b) Agree c) Neither agree nor disagree
d) Disagree e) strongly disagree
Que6. How would you rate the services of Eastman Auto And Power LTD?

d) Fair e) Poor
Que7. How would you rate your level of overall satisfaction with Company
a) Excellent c) Good e) Poor
b) Very Good d) Fair
Que8. How did you hear about company`s product?
a) Advertisement b) Sales representative c) Colleague/friend d) Other
Que9. Company values people and relationships ahead of short-term goals.
Que10. How likely are you to recommend Eastman Auto And Power Ltd. to a friend or relative?
Would you say the chances are …?
d) Fair e) Poor
Que11. Would you like to purchase the product of company in future?
a) Definitely b) Probably c) Be unsure
c) Probably not e) Definitely not

Que13. Do you think company is following customize solution?

Questionnaire for Dealer
Que1. In total, how long have you been a dealer of Company?
b) Less than one year b) One to under three years c) Three to under five years
d) Five to fewer than ten years e) ten years or more
Que2. How would you rate the overall quality of your relationship with company, considering all of
your experiences with them? Would you say it is?
d) Fair e) Poor
Que3. How would you rate your level of satisfaction with Company in regards to customer service?
d) Fair e) Poor
Que4. Are the profit margin given to you is.
a) Satisfactory b) Good c) Fair d) Poor
Que5. Do you think the delivery time is too much for product?
b) Strongly agree b) Agree c) Neither agree nor disagree
Que6. There are no bonus /incentive/gifts for dealer

Que7. The company does not listen to complaint and grievance
Que8. The company is able to survive because of the
a) Quality of the product b) Price of product c) No competitor
d) Brand name e) Customer satisfaction
Que9. The organization does not take suggestion from dealer
Que10. . You believe Company deserves your loyalty.
Que11. Company values people and relationships ahead of short-term goals.

Que12. . Would you like to continue for the company in future?
b) Definitely b) Probably c) Be unsure
d) Probably not e) Definitely not

Summer Internship Report

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MARKET SURVEY OF ADDO BATTERIES OF

EASTMAN AUTO AND POWER LTD.

“EASTMAN AUTO AND POWER LTD”

Submitted in partial fulfillment of the requirements for the

Dr. A.P.J Abdul Kalam Technical University, Lucknow.

Under the Guidance of Submitted by

(MBA-) entitled MARKET SURVEY OF ADDO BATTERIES OF EASTMAN AUTO AND

faculty were duly incorporated.

Date: Signature of the Student

Date: Signature of the Guide

Name of the Guide:

3 Chapter-2 Research Methodology

4 Chapter-3 Data Reduction, Presentation, Analysis

5 Chapter-4 Observation, Findings, Limitation, and

for more than 30 years.

Eastman Industries Limited is a manufacturer and exporter of a diversified range of bicycles,

CAD-CAM facilities exist for design and development of new products.

established the foot-print over more than 65 countries worldwide.

in India and China.

line with change in technology and consumer demand.

experience to our channel partners & consumers.

our business partners across globe.

As always, the commitment of Eastman to innovation, quality performance and excellent

customer service continues.

Eastman Auto And Power Limited – Automotive

Eastman Cast And Forge Limited

EASTMAN INDUSTRIES LTD

Singal, Eastman enjoys a dominant market share in the European Union

its inception in 1982, Eastman

our group and its product

challenges for itself having

outsourcing network at Hangzhou, China in 2002.

end to end solution for Tyres, Tubes and Motorcycles.

manufactured by these companies.

M/s Eastman Auto & Power Limited has been

Promoter Group Directors ( Executive Roles )

Chairman Eastman Group

» Director of Punjab State Industries Export Council (PSIEC)

» Member of Board of Director - M/s Vardhman Holdings Ltd.

» Ex-Chairman of EEPC of Bicycle Panel at National Level

» Ex-Vice Chairman - EEPC at National Level

» Vice Chairman - CII Punjab

» Executive Member CII - Northern Regional Council

» Executive Member United Cycle and Parts Manufacturer Association

» Member of Regional Advisory Committee Central Excise

» Member of Governing Council of CMC and Hospital

» Member of Expert Group of Entrepreneurs constituted by Punjab

» Government to formulate Export Strategy for State of Punjab.

» Managing Director, Eastman Auto & Power Ltd.

Professional Managers ( Executive Roles )

» Executive Director, Eastman Auto & Power Ltd. - Indian Business

» Executive Director, Eastman Auto & Power Ltd. - International Business

Promoter Family Directors ( Non-Executive Roles )

Mrs. DARSHNA SINGAL (Director)

Ms. Vandana Aggarwal

Mr. Vineet Jain

Ms. Reema Jain

» Director, Eastman Cast & Forge

» Director, Eastman Industries Ltd.

» Director, Eastman Industries Ltd.

» Chairman- Northern Region, Federation of Indian Exporter’s Organisation

» Retd. Director General-Federation of Indian Exporter’s Organisation

Mr. Ranjodh Singh