1. A
PROJECT REPORT ON
MARKET POTENTIAL OF
ASAHI INDIA GLASS Ltd.
SUBMITTED BY:
MANISH MALAV
PGP+PGDFT(2007-09)
MATRIX BUSINESS SCHOOL, PUNE
(Duration: 10th June to 10th August)

2. INDEX
 Acknowledgement
 Executive Summary
 Objective
 Research Methodology
 Introduction
 Questionnaire
 Findings
 Analysis
 Conclusion

3. ACKNOWLEDGEMENT
I take immense pleasure in completing this project and submitting the summer project
report. The last 55 days with Asahi India glass has been full of learning and sense of
contribution toward the organization.
This is my great opportunity to work on this project, so I am highly thankful to Asahi
India glass ltd, for providing me such a nice chance to explore my self in the real
environment. I would like to thank my project guide Mr. Amit Agarwal(RM - Asahi
India Glass Ltd); whose support is precious for me and whose precious suggestion,
contractive guidance has been indispensable in the completion of this work. This
project could not have been completed without the guidance of him. I especially want
to thank Mr. Rajendra Jalani (Sumit Glass pvt ltd) who help me in this project.
I have to extend my thanks to all other person who help me and gave me excellent co-
operation and responses while interviewing them for gathering required information
for the project.
At last I would like to sincerely thank to my institute Matrix business school (Pune)
for giving me this platform to work in real life environment which filled me with
confidence and knowledge and it really help’s me a lot in my future.

4. EXECUTIVE SUMMARY
This project represents the information regarding company’s brand awareness and the
customer perceptions about the “Asahi India Glass Ltd”. The main aim of the project
is to understand the customer preferences more effectively and efficiently.
For execution of the project, methodology adopted is the collection of data through
questionnaire, processing and analyzing the data. The natures of respondent, which
are selected, are the 100-150 retailers. The area of the project work is Jaipur city
On the basis of project methodology, I surveyed 150 retailing shops at different
locations of japur.
On the basis of research, market share of AIS is only 24% and it is on 3 rd position, in
the selling and demand.
The most promising and fastest selling product of AIS is tinted glass.

5. OBJECTIVE
• To estimate the market potential of Jaipur market with a sample of 150-200
retailers and the share of AIS, MODI & SAINT GOBAIN.
• To estimate the out the Market Presence of all brands in terms of Advertisement
and POP display.
• To Find the Brand recognition among the Retailers and End-customers and how
influential is a Retailer and POP Display in converting a customer from one brand
to another.
• To make a profile of Retail Counters in terms of sales of various Products and
awareness about new products of AIS.

6. RESEARCH METHODOLOGY
Introduction
Marketing research is defined as the systematic design, collection analysis and
reporting of data and findings relevant to a specific marketing situation facing the
company.
Effective marketing research follows the six steps shown below:
Define the problem, the
Define the problem, the Develop the
Develop the
decision alternatives and
decision alternatives and research plan
research plan
the research objectives
the research objectives
Collect the
Collect the
information
information
Analyze the
Analyze the
information
information
Make the
Make the Present the
Present the findings
findings
decision
decision
The Research Process Steps
• Defining the Problem, the Decision Alternatives, and the Research Objectives
Problems should not be defined either too broadly or too narrowly. A very broad or
vague definition leads to excessive wastage of resources. Too narrow a definition
leads to inadequate data or information required to take an effective decision.

7. Working backwards from the decisions can be a good way of defining problems
because the purpose of research is to generate meaningful information, which will
help in taking effective decisions.
• Developing the Research Plan
The second stage of marketing research requires developing the most efficient plan
for gathering the required information. This involves decisions on the data sources,
research approaches, research instruments, sampling plan and contact methods.
Data Sources: The researcher can gather secondary data, primary data or both.
Research Approaches: Primary data can be collected in following ways: through
questionnaire, telephonic interviews, mails, observation, focus groups, behavioral data
and experiments.
Research Instruments: Three main research instruments in collecting primary data
are: questionnaires, interviews and technological devices.
Questionnaire is the most common instrument used to collect primary data. Closed-
end questions specify all the possible answers and provide answers that are easier to
interpret and tabulate. Open-end questions allow respondents to answer in their own
words and often reveal more about how people think. They are especially useful in
descriptive and exploratory research.
Sampling Plan: After deciding on the research approach and instruments, the
marketing researcher must design a sampling plan:
1. Sampling unit: Who should we survey?
2. Sampling size: How many people should we survey?
3. Sampling procedure: How should we choose the respondents?

8. Contact Methods: Respondents can be contacted by mail, by telephone, in person or
online
 Collecting the Information
The data collection phase of marketing research is generally the most expensive and
the most prone to error. One of the biggest obstacles to collecting information is the
need to achieve consistency. Data collected should follow a normal distribution.
 Analyzing the Information
This involves computing averages and measures of dispersions for the major variables
and applies some advanced statistical techniques and decision models in the hope of
discovering additional findings. It also involves testing different hypothesis and
theories, applying sensitivity analysis to test assumptions and the strength of the
conclusions.
 Presenting the Findings
Relevant findings which make practical sense are presented to the marketing strategy
team to formulate effective marketing plans.
 Making the Decision
Research findings only provide additional information and insight to the managers.
Depending on their confidence in the findings, managers decide to use it, discard it or
carry out more research.
Research Design
The research design has been considered as a "blueprint" for research, dealing with at
least four problems: what questions to study, what data are relevant, what data to
collect, and how to analyze the results.
Based on the literature review and conceptual guide, research questions were
designed. Hypothesis for the same was also designed for the study, analysis,
conclusions and recommendations.

9. Research methodology is dividing into two major parts.
 Primary
 Secondary
The primary research
 Personal interview.
 Questionnaire.
 Gathering of data.
 Analysis of data.
 Observation.
 Field testing.
 Conclusion
The secondary research
 Internet( for retailers addresses and company’s profile)

10. INTRODUCTION
Asahi India Glass ltd is the largest glass company of India. It manufactures a wide
range of international quality automotive and float glass. The Automotive sheet Glass
Strategic Business Unit (SBU), one of the two strategic business units of the
company, is the sole supplier of automotive safety glass to nearly the entire Indian
passenger car industry.
The other strategic business unit, AIS Float Glass, manufactures float glass with a
diverse product portfolio catering to the needs of quality conscious customers
including builders and architects. Prior to its merger with AIS, it was known as Float
glass India Ltd.
The market and technology leader in the Indian glass industry, AIS continues to add
to its customer base and service offerings while maintaining and enhancing product
quality. Its ongoing efforts to provide high quality products and reliable and excellent
service to its customers are the key factors for AIS's sustained success and leadership
position in the glass industry. AIS recorded gross sales and operating profits of Rs.
498 crores and Rs. 93 crores respectively for the year ended 31st March 2003.
AIS Glass Solutions Ltd is AIS's entry into Glass Processing and innovative glass
products and services. AIS Glass Solutions a group venture of AIS India was
launched in August, 2004. Glass solutions started out with a vision to participate
further down stream in the glass value chain and sees itself as a network of integrated
activities that work towards providing customers value added glass, glass products
and services.

11. AIS is known for various types of glasses like laminated glass, sheet glass, tempered
automotive glass, door glass, figured glass etc.
AIS produces various types of laminated glass depending on application like acoustic
laminated glass, laminated side glass, thin tempered glass, laminated windshields,
laminated door glass.
Products:
Manufacturers of a wide range of international quality automotive and float glass.
PRODUCTS: -Laminated glass -Sheet glass -Tempered automotive glass -Door glass,
figured glass.
Laminated glass: AIS produces various types of laminated glass depending on
application like acoustic laminated glass, laminated side glass, thin tempered glass,
laminated windshields and laminated door glass.
Water repellent windshields : -Lead Free Black Enamel Printing -Water repellent
Glass -Infra Red Cut Windshields -Low Reflective Windshields -Antenna Printing
-Modular / Extrusion Assembly Window -Shade Band for Tempered Glass -Colour
Coated Tempered Glass -Front Acoustic Laminated Glass -Asymmetric Windshields
-Electrically Heated Windshields -Heads Up Display -Laminated Side Glass -3
Dimensionally Shaped Side Glass -Thin Tempered Glass.

12. Performance Table at a Glance:
Vision Statement
"To continue to be India's leading integrated glass company. "
Mission Statement
To provide VALUE to its stakeholders including its Shareholders, Customers,
Employees and Society at large through delivery of products and services of
internationally comparable QUALITY at globally competitive COSTS, DELIVERED
optimally in a manner which promotes SAFETY and respect for the
ENVIRONMENT.

13. Milestones
1983-84
• AIS initially incorporated as Indian Auto Safety Glass Private Ltd.
1984-86
• Joint venture agreement executed among promoters – the Labroo family, Asahi
Glass Co. Ltd., Japan, Indo-Asahi Glass Company Ltd. (its equity stake subsequently
transferred to Asahi Glass Co. Ltd. Japan) and Maruti Udyog Ltd.
• Incorporated as public limited company.
• Commenced construction activities at plant site at Bawal, District Rewari
(Haryana).
1986-88
• Started commercial production of toughened (tempered) automotive glass with
installed capacity of 2,60,000 square meters.
• Commenced supplies to sole customer – Maruti Udyog Ltd.
• Made initial public offer of equity shares. Issue oversubscribed by 6.89 times.
• Recorded a maiden sales turnover of Rs. 11.5 crores in the first year of operation.
1988-90
• Completed expansion of toughened glass capacity by 70% ( to 4,42,000 square
metres).
• Installed first printing line to produce automotive glass with black ceramic and heat-
lite printing – the first in India.
• Obtained ECE’s ‘E’ mark certification for automotive glass to facilitate its use in
vehicles for the export market.
• Reported maiden profit and paid first dividend to shareholders.
1991-93

14. • Made first export sales to Europe.
• Extended customer base with commencement of supplies to new customers –
TELCO, Mahindra & Mahindra and DCM Toyota.
1993-94
• Set up plant to produce laminated safety glass with installed capacity to produce
70,000 windshields to meet requirements of Maruti Udyog Ltd. for its cars for the
export market.
1994-95
• Completed expansion of automotive toughened glass capacity by 67% to produce
7,37,000 square metres to meet growing demand.
1995-96
• Completed major capacity expansion for laminated windshields so as to produce
7,50,000 laminated windshields. This was done anticipating an increase in demand of
laminated windshields pursuant to changes in the Central Motor Vehicle Rules,
making the use of laminated windshields mandatory for passenger vehicles starting
26th March 1996.
• Commenced supplies of automotive safety glass to car majors, General Motors and
Daewoo Motors.
• Became the first Indian glass company to get ISO 9002 certification from TUV
Bayern Sachsen, Germany.
1996-97
• Sales turnover crossed the Rs.100 crore mark.
• Installed state-of-the-art tempering furnace to bridge the gaps in terms of capacity
and level of technology. Toughened glass capacity increased to 11,37,000 square
metres with technological capabilities to produce complex glass models.
1997-98
• Maiden issue of bonus equity shares to shareholders in the ratio of 1:1 with 45%
dividend.
• Became the first Indian glass company to get QS 9000 certification from TUV

15. Bayern Sachsen, Germany.
1998-99
• Further expanded customer base with commencement of supplies to Hyundai, Ford,
Toyota and Hindustan Motors (Lancer Project).
1999-00
• Sales turnover crossed the Rs. 200 crore mark.
• Installed new tempering furnace with enhanced flexibility and ability as a major
technology upgradation measure. With this, toughened glass capacity enhanced to
20,90,000 square metres.
• Set up MAW plant as a step towards building capacities for manufacture of
encapsulated fixed glass that fixes directly on to the car body.
2000-01
• Installed new laminated bending furnace, allowing greater capability for production
of complex laminated windshields. Consequently, laminated windshield capacity
enhanced to 12,00,000 windshields.
• Installed CAD station, coupled with fully automatic coordinate machine to aid in the
process of new model development and tooling design, manufacture and calibration.
• Started in-house design and manufacture of key process equipment to enhance
productivity in a cost-effective manner.
• Started print marking on glass to improve brand visibility.
2001-02
• Made second bonus issue of equity shares to shareholders in the ratio of 1:1 with
55% dividend.
• As a strategic consolidation move, Asahi Glass Co. Ltd. Japan transferred Floatglass
India Ltd. (FGI) to AIS, effectively passing on control of FGI to AIS. After
subsequent ‘open offer’, FGI became a subsidiary of AIS with 79.6% equity stake.
• Established Environment Management Systems and received ISO14001 certification
from TUV Bayern Sachsen, Germany.
• Installed CNC drilling machine.

16. 2002-03
• Changed name to Asahi India Glass Ltd. to reflect expanded business profile.
• Unveiled Corporate Brand ‘AIS’ and started focused activities towards brand
building.
• Sub-divided each equity share of Rs. 10/- face value into 10 equity shares of Re. 1/-
face value to increase liquidity on the stock exchanges.
• Emerged as the largest glass company in India, with the merger of Floatglass India
Ltd. becoming effective from 01.04.2002.
• Total sales came close to the Rs. 500 crore mark (at Rs. 498 crores).
2003-04
• AIS's expansion plan of setting up a third plant finalized. New plant, to be set up at
Chennai, to manufacture automotive safety glass.
2004-05
• AIS unveils its new umbrella brand AIS & positions itself as an integrated glass
player.
• Declared 3rd bonus issue of equity shares in the ratio of 1:1.
• Declared and paid 250% dividend including interim dividend 100%.
• Completed scheduled expansion and commenced commercial production at the
Automotive Glass Plant at Chennai.
• Enhanced capacity for tempered glass at Automotive Glass Plant in Rewari.
• Completed scheduled expansion and commenced commercial production at the
Architectural Processing Unit at Taloja (Mumbai).
• Commenced setting up of Integrated Glass Plant (IGP) at Roorkee in Uttaranchal.
• Set up AIS Glass Solutions Ltd. to capture the value chain in architectural glass.

17. QUESTIONNAIR
Part I (Verbal)
1.Name of the outlet:……………………………………………………..
(Collect and staple Visiting Card)
2. Name of the respondent:………………………………………………..
3.What are the fastest selling brands, (pls rank with 1 being highest and 5 lowest)
AIS SGG GGL GBL Imported Glasses
4. What is the sales ratio at your counter (Monthly Average in Number of Crates)?
 AIS ……………………………………………..
 SGG ……………………………………………..
 GGL …………………………………………….
 Imported Glasses …………………………………………….
4.Do the customers come to you with some specific brand/ company name in mind?
Yes No
5. If yes, what is the brand they ask for, (pls rank with 1 being highest and 5 lowest)
AIS SGG GGL GBL Imported Glasses
6. If a customer is having a specific brand in his mind, but you want to push another
brand, does he get convinced with your opinion?
 Always
 Sometimes

18.  Never
7. How difficult is it to convince a customer to make him buy a brand of your choice
in glass trade?
 Very Difficult, customers know what they want
 It’s easy, they buy whatever is promoted
8. What are the attributes which help you to change your customers buying decision?
 Prices/ Discounts
 Pops
 Company image
 Mass media campaigns of the Company
 References of the buyers close associates
 Schemes like buy this and get this free
 Others…………………………………………………
9. What motivates you as a seller to promote a particular brand to your customer:
(pals rank with 1 being highest and 5 lowest?)
 Credit period
 Price and discounts
 Tangible benefits
 Tussle with other brands
 Customer service
 Quality of the product
 Relation with sales rep of the company
 Any other points you may feel appropriate for the same……
10. What is the maximum selling product at your counter (Monthly average of
number of crates)?

19.  2-6mm clear ……………………………
 8-10mm clear ……………………………
 Mirror ……………………………
 Tinted ……………………………
 Reflective ……………………………
11. Are you aware of the newly launched products of AIS?
 Reflective – OPAL series
 AIS Krystal
 AIS Décor
12. In your opinion what should the company do to increase the sales volume?
…………………………………………………………………………………………
…………………………………………………………………………………………
…………………………………………………………………………………………
………………

20. Survey – Part II (Observations)
1. Signage of the outlet, if sponsored by some company
 AIS
 SGG
 GGL
 Self
2. The table top article displayed
 AIS
 SGG
 GGL
 No Article
3. Any brochure/ sample clearly visible at the counter
 AIS
 SGG
 GGL
4. Any display like poster, streamer etc in the shop
 AIS
 SGG
 GGL
5. Other observations like the movement of customers, observation on what the
owner is trying to sell.
 AIS
 SGG
 GGL

21. 6. How is his body language when he hears that someone from Asahi India Glass
has come to do a survey
………………………………………………………………………………………
………………………………………………………………………………………
…….
7. Observations on the practical problems he faces in business (could be anything
like complaining about AIS, others, breakage, late settlement etc etc…
………………………………………………………………………………………
………………………………………………………………………………………
……

22. MARKET OF JAIPUR
History of Jaipur
The city of Jaipur is the prime example of the culture and tradition of the Rajputana
Empire. In this land, towering forts were built for the fortification of the city. The
royal city of Jaipur owes its name to the founder of the city, Sawai Jai Singh II (1693-
1743) who founded Jaipur in 1627. The pink color was used at the time of

23. construction of buildings to create an impression of red sandstone buildings, repainted
in 1876, during the visit of the Prince of Wales.
Being the capital of Rajasthan, the city is mirror to every thing that Rajasthan
signifies, be its culture, tradition, society and most important the people. Jaipur is a
very big city with the approx population of 5000000 lacks.
Economically jaipur is very strong and it has all potential for each and every business.
As far as glass business is concern, jaipur market has a good demand of float glass
and also has more capacity than it consume. Only company needs to produce good
quality goods and use right marketing concept, for capturing large market share.

24. FINDINGS
ONLY THREE COMPANIES CAPTURE THE MAFJOR SHARE OF JAIPUR
 GGL
 SAINT GOBAIN
 AIS
From the total market potential - 3246.8 crates (approx-1625 MT)
MARKET SHARE OF JAIPUR
AIS 24.34%
SAINT GOBAIN 31.59%
GGL 39.50%
IMPORTED GLASS 4.68%
Imported glass
MARKET SHARE OF JAIPUR IN %
4.68%
AIS
24.34%
AIS SAINT GOBAIN
39.50%
GGL GGL
IMPORTED
GLASS
31.59%
Saint Gobain

25.  According to the retailer’s AIS, SAINT GOBAIN, GGL are the major
companies who capture more than 90% market.
 GGL captures a major share of 39.50% amongst three.
 Saint Gobain is on second place with 31.59% market share.
 AIS is third with 24.34% market share.
RANK OF BRANDS DEMAND WISE
 According to demand of Jaipur GGL stand 1st.
 Saint Gobain is on 2nd position.
 AIS capture the 3rd position.
 Imported glass and G.B.L stay’s on 4th and 5th position.

26. GGL
SAINT
GOBAIN
AIS
IMP.
GLASS
G.B.L
1st 2nd 3rd 4th 5th
RESPONSE OF RETAILERS
AIS SAINT GOBAIN GGL G.B.L IMPORTED GLASS
1st 6 35 109 0 0
2n
d 35 81 34 0 0
3rd 106 31 7 3 3
4th 2 1 0 25 122
5th 1 2 0 122 25

27. RANK OF BRANDS SALES WISE
As we all know sells and demand are directly related to each other.
 According to survey or answers of retailers GGL stands 1 st in the race of
fastest selling brands in Jaipur.
 Saint Gobain stands 2nd.
 AIS stands 3rd.
 Imported glass and G.B.L stands on 4th & 5th place.
GGL
SAINT
GOBAIN
AIS
G.B.L
IMP.
GLASS
1st 2nd 3rd 4th 5th

28. According to survey retailer of Jaipur marks the brands in following way.
RANKS AIS SAINT GOBAIN GGL G.B.L IMP.GLASS
1st 16 39 87 7 1
2nd 40 58 42 9 0
3rd 83 34 16 11 4
4th 6 11 2 62 47
5th 5 8 3 61 98
PRODUCT SALES RATIO OF JAIPUR MARKET
The entire products which are manufactured by three companies, consumed in this
market, but in different -different ratio.
From the total market potential -2928.5 crates (approx)
Reflective glass PRODUCT SALES IN JAIPUR
7%
2-6mm(clear)
20% 43% 8-12mm(clear)
Tinted 2-6 mm
Clear mirror
12% tinted
Mirror
reflective
18.29%
8-12 mm
Clear

29. NO. OF 2-6 8-12
RETAILER MM(CLEAR) MM(CLEAR) MIRROR TINTED REFLECTIVE
132
Under10 (carats) 100 (retailers) 116 (retailers) 142 (retailers) (retailers) 104 (retailers)
12
10 TO 20 (carats) 36 (retailers) 15 (retailers) 5 (retailers) (retailers) 1 (retailers)
20 TO 30 (carats) 10 (retailers) 3 (retailers) 0 3 1 (retailers)
30 TO 40 (carats) 2 (retailers) 0 0 0 0
Above 40 (carats) 2 (retailers) 0 0 0 0
2-6MM(CLEAR) 8-12MM(CLEAR) MIRROR TINTED REFLECTIVE
43.00% 18.29% 12.00% 20% 7.01%
 Most selling product in the Jaipur is 2-6 MM (clear glass).
 2nd most selling product is 8-12 MM (clear glass).
 Mirror is on 3rd position is selling.
 Tinted stands 4th in Jaipur market.
 Reflective is a least selling product in the market of Jaipur.
According to the above data, we analysis the selling capacity of
retailer in a month.

30.  66.66% of Retailers sell less than 10 crates of 2-6 (clear glass) in a month
 24% of Retailers sell more than 10 crates but less than 20 crates of 2-6 MM
(clear glass) in a month.
 6.67% of Retailers sell more than 20 crates but less than 30 crates of 2-6 MM
(clear glass) in a month.
 Only 1.33% of Retailers sell more than 30 crates but less than 40 crates of 2-6
MM (clear glass) in a month.
 Only 1.33% of Retailers sell more than 40 crates of 2-6 MM (clear glass) in a
month.
 77.33% of Retailers sell less than 10 crates of 8-12 MM (clear glass) in a
month.
 10% of Retailers sell more than 10 crates but less than 20 crates of 8-12 MM
(clear glass) in a month.
 2% of Retailers sell more than 20 crates but less than 30 crates of 8-12 MM
(clear glass) in a month.
 94.67% of Retailers sell less than 10 crates of mirror in a month.
 3.3% of Retailers sell more than 10 crates but less than 20 crates of mirror in a
month.
 88% of Retailers sell less than 10 crates of tinted in a month.
 8% of Retailers sell more than 10 crates but less than 20 crates of tinted in a
month.

31.  2% of Retailers sell more than 20 crates but less than 30 crates of tinted in a
month.
 69.33% of Retailers sell less than 10 crates of reflective in a month.
 0.67% of Retailers sell more than 10 crates but less than 20 crates of reflective
in a month.
 0.67% of Retailers sell more than 20 crates but less than 30 crates of reflective
in a month.
Survey concluded that
2-6 8-12
MM (CLEAR) MM(CLEAR) MIRROR TINTED REFLECTIVE
100% of 89.33% of 98% of 98% of 70.67% of
Retailers Retailers Retailers Retailers Retailers
 100% retailers of Jaipur sell 2-6MM (clear glass).
 89.33% retailers of Jaipur sell 8-12 MM (clear glass).
 98% retailers of Jaipur sell mirror.
 98% retailers of Jaipur sell tinted.
 70.67% retailers of Jaipur sell reflective
ATTRIBUTES WHICH HELPS IN CHANGING CUSTOMERS BUYING
DECISION.
 Price/discount

32.  POP
 Company image
 Mass media campaigns of the company.
 References of the buyer’s close associates
 Schemes like buy this and get this free
 Other…………………………………
On the basis of survey retailers have different-different opinion, But majority say’s.
Price/discount 150 (retailers)
POP 2 (retailers)
Company image 133 (retailers)
Mass media campaigns of the company 108 (retailers)
Reference of the buyers close associates 33 (retailers)
Schemes like buy this and get this free 2 (retailers)
Others 11 (retailers)
(Table explains, attributes are helpful to how many retailers.)

33. 160 150
QTY OUT OF SAMPLE SIZE 150
140 133
120 108
100
80
60
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20 11
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ATTRIBUTES
MOTIVATION FACTOR WHICH PROMOTES SELLERS TO SELL A
PARTICULAR BRAND.
From the sample no of (150 retailers)
 Majority says, Price/discount is a most important motivational factor for seller.
 After price/discount, quality of product motivates them to sell more.
 Credit period to retailers is the third motivational factor.
 Fourth motivational factor is customer service.
 Last motivation factor is relation with sales rep. of the company.

34. Price &
discount
Quality of
product
Credit
period
Customer
service
Relation
with
company
1st 2nd 3rd 4th 5th
AWARENESS ABOUT THE NEWLY LAUNCHED AIS PRODUCTS.
 AIS has launched three product (1) reflective – OPAL Series
(2) AIS Krystal
(3) AIS Decor

35. CONCLUSION
 Only reflective of AIS is known to the retailers, But AIS Krystal and AIS
Décor is completely out of their knowledge.
From the sample no of (150 retailers)
% of retailer knows AIS reflective.
YES 85.33%
NO 14.67%
 85.33% retailers of Jaipur knows AIS reflective glass.
 14.67% of retailers did not know about AIS reflective glass.
NO 14.67%
YES
NO
YES 85.33%

36. NO. OF CUSTOMERS COME WITH A PARTICULAR BRAND IN THE
MIND.
OUT OF 150 RETAILERS
 84.67% of Retailers say’s “Yes customers come with a particular brand in
their mind”.
 15.33% of retailers say’s “No customers do not come with a particular brand
in their mind”.
15.33%(no)
YES
NO
84.67%(yes)

37.  84.67% IS DIVIDED INTO THREE PARTS.
% OF GGL 61.53%
% OF SAINT GOBAIN 19.75%
% OF AIS 3.38%
 From 84.67% of retailers 61.53% of retailer says customer comes to them with
GGL in their mind.
(AIS)
3.38%
 From 84.67% of retailers 19.75% of retailer says customer comes to them with
NO
Saint Gobain in their mind.
15.33%
NO
SaintGobain
 From 84.67% of retailers 3.38% of retailer says customer comes to them with
19.75%
AIS in their mind. GGL
SAINT
GOBAIN
AIS
GGL 61.53%
YES 84.67%

38. “THIS SHOWS THAT DEMAND AND POPULARTY OF AIS IS LOWER
THEN ITS COMPITITORS”.
CUSTOMERS GET CONVINCED FOR ANOTHER BRAND, IF HE HAS A
PARTICULAR BRAND IN HIS BRAND.
OUT OF 150 RETAILERS
 According to 97% retailers, customers get convinced for another brand, even
they are having any particular brand in their mind.
 According to 1% retailers, sometimes customers can get convinced for another
brand.

39.  According to 2% retailers, customers never get convinced for another brand if
they are having any particular brand in their mind.
NEVER (2%)
SOMETIMES(1%)
OPINION OF JAIPUR RETAILERS
ALWAYS
SOMETIMES
NEVER
ALWAYS
97%

40. DEGREE OF DIFFICULTY FACING BY RETAILERS TO CONVINCE
CUSTOMERS.
OUT OF 150 RETAILERS
 In Jaipur glass market, majority says that it is very easy to convince the
customer for another brand.
OPINION OF RETAILERS ABOUT CONVINCING THE CUSTOMER FOR A
PARTICULAR BRAND
Difficulty (2.67%)
DIFFICULT
VERY EASY
Very easy
97.33%

41.  97.33% retailers can easily sell brand of their choice.
 2.67% retailers find difficulty in selling brand of their choice.
NO. OF OUTLETS SPONSORED BY COMPNIES
In survey of 150 retailer counters, outlets of companies are as follows.
AIS Saint Gobain GGL SELF
2 (retailers) 47(retailers) 42(retailers) 102(retailers)
NO OF OUTLETS OF A PARTICULAR BRAND
120
100
80
SAMPLE NO 150
60
40
20
0
AIS SAINT GOBAIN GGL SELF

42.  Only 1.33% retailing shops have AIS outlets.
AIS Saint Gobain GGL NO SAMPLES
12%(retailers) 54%(retailers) 4%(retailers) 30%(retailers)
 31.33% retailing shops have Saint Gobain outlets.
 28% retailing shops have GGL outlets.
BROCHURE/ SAMPLES VISIBLE AT COUNTER
BROCHURE /SAMPLE CLEARLY VISIBLE AT COUNTER.
12%
% of retailers having brochures/ samples at counter (out of 150 retailers)
AIS
30%
GGL AIS
SAINT GOBAIN
GGL
NO SAMPLES
54%
4% Saint Gobain
No samples